1 00:00:00,000 --> 00:00:06,120 Welcome to the Why Not Today podcast where we celebrate courage, determination, and the 2 00:00:06,120 --> 00:00:08,360 power of saying, Why Not Today. 3 00:00:08,360 --> 00:00:13,440 I'm your host, Leslie Cain, and in each episode we dive into inspiring stories of individuals 4 00:00:13,440 --> 00:00:18,000 who have taken bold steps to face their fears and embrace the possibility of today. 5 00:00:18,000 --> 00:00:22,120 From entrepreneurs to artists, dreamers to doers, we explore the moments when somebody 6 00:00:22,120 --> 00:00:25,760 said, Enough waiting, Why Not Today? 7 00:00:25,760 --> 00:00:29,960 Join us as we uncover the heartwarming, the audacious, and the transformative. 8 00:00:29,960 --> 00:00:34,680 Whether it's pursuing a lifelong passion, overcoming obstacles, or simply choosing joy, 9 00:00:34,680 --> 00:00:36,920 our guests share their journeys and inspire us all. 10 00:00:36,920 --> 00:00:41,760 I started this podcast on honor of my father, Patrick Cain, who often said, Why Not Today? 11 00:00:41,760 --> 00:00:44,960 And remember, you're just one decision away from changing your life. 12 00:00:44,960 --> 00:00:50,800 And I'm excited about my guest today, Rob Chavez, and he is with Kava Group, which he started. 13 00:00:50,800 --> 00:00:52,840 And I was talking about where we met and connected. 14 00:00:52,840 --> 00:00:55,280 I don't even remember where I first met you. 15 00:00:55,280 --> 00:00:57,880 I think somebody just said, I need to know you. 16 00:00:57,880 --> 00:01:01,120 And this was years ago. 17 00:01:01,120 --> 00:01:04,280 And you live like a stone's throw away from me. 18 00:01:04,280 --> 00:01:08,320 And I see you walking your dog and connected and you had a podcast. 19 00:01:08,320 --> 00:01:12,920 I don't know if you're still doing it, that I was on. 20 00:01:12,920 --> 00:01:13,920 Long time ago. 21 00:01:13,920 --> 00:01:15,840 Well, it was, it was prior to COVID. 22 00:01:15,840 --> 00:01:21,240 It was a community neighborhood business owner podcast. 23 00:01:21,240 --> 00:01:24,160 So I would interview business owners on that podcast that live in arresting. 24 00:01:24,160 --> 00:01:25,160 It was great. 25 00:01:25,160 --> 00:01:28,600 I think that's how we, Leslie, I think that's how we actually met for the first time. 26 00:01:28,600 --> 00:01:29,600 Yeah. 27 00:01:29,600 --> 00:01:32,920 And then we've gotten together a couple of times for coffee and just the energy and 28 00:01:32,920 --> 00:01:33,920 all the stuff you're doing. 29 00:01:33,920 --> 00:01:37,320 I said in the beginning, then I often think about you when I got a lot going on, I'm like, 30 00:01:37,320 --> 00:01:39,080 okay, I can handle all this. 31 00:01:39,080 --> 00:01:42,920 So why don't you introduce you, who you are, not your business, but a little background 32 00:01:42,920 --> 00:01:44,120 on who you are. 33 00:01:44,120 --> 00:01:47,520 And then we'll get into the courage. 34 00:01:47,520 --> 00:01:55,120 So Rob Chavez, I'm a husband, proud husband of 23 years, proud dad of a 22 year old, 35 00:01:55,120 --> 00:02:01,040 little baby girl, set of a diplomat, grew up outside of the United States. 36 00:02:01,040 --> 00:02:06,800 The majority of my childhood, I didn't come to the States until I was 15. 37 00:02:06,800 --> 00:02:11,160 I remember coming here to the US for the first time, I think I was 15. 38 00:02:11,160 --> 00:02:14,520 I was like, wow, it was pretty, it wasn't the first time, but it was the first time 39 00:02:14,520 --> 00:02:19,120 that we were like, going to live for an extended period of time that I can remember. 40 00:02:19,120 --> 00:02:27,400 And stayed in the area, went to American University, wrestled for American University, and started 41 00:02:27,400 --> 00:02:33,080 my business, my first business with my best friend when I was 24, pretty much, you know, 42 00:02:33,080 --> 00:02:34,080 year out of college. 43 00:02:34,080 --> 00:02:35,080 Awesome. 44 00:02:35,080 --> 00:02:37,240 How long have you lived in Reston? 45 00:02:37,240 --> 00:02:43,800 The longest I've ever lived anywhere, actually, since 2004. 46 00:02:43,800 --> 00:02:44,800 Okay. 47 00:02:44,800 --> 00:02:45,800 Right? 48 00:02:45,800 --> 00:02:46,800 So. 49 00:02:46,800 --> 00:02:47,800 A few years. 50 00:02:47,800 --> 00:02:48,800 A few years. 51 00:02:48,800 --> 00:02:49,800 That's awesome. 52 00:02:49,800 --> 00:02:53,960 So, I know you do all kinds of things business, and we're going to talk about that in a minute, 53 00:02:53,960 --> 00:02:57,480 but what is your definition of courage? 54 00:02:57,480 --> 00:03:02,480 Oh, it's, it's entering into the cave, right? 55 00:03:02,480 --> 00:03:09,200 That the thing that we fear the most is typically the place that we need to go, and exploring 56 00:03:09,200 --> 00:03:14,400 that and stepping into that, and doing it anyways, even if it's scary. 57 00:03:14,400 --> 00:03:20,840 And so, I've always tried to step that next step into that cave, the one that scares me 58 00:03:20,840 --> 00:03:22,280 to discover who I am. 59 00:03:22,280 --> 00:03:23,280 That's awesome. 60 00:03:23,280 --> 00:03:24,280 Totally agree. 61 00:03:24,280 --> 00:03:26,600 We got to do those uncomfortable things. 62 00:03:26,600 --> 00:03:31,600 So, all right, so you have an amazing career, and you do a lot. 63 00:03:31,600 --> 00:03:33,520 You keep adding stuff, and I keep learning. 64 00:03:33,520 --> 00:03:37,120 I think the last time we met for coffee, we were there forever. 65 00:03:37,120 --> 00:03:42,000 And I still talk about that, because that woman dipped into our conversation. 66 00:03:42,000 --> 00:03:45,440 She was interested in the conversation. 67 00:03:45,440 --> 00:03:50,400 Yeah, later I found out she's a little, I don't know, interesting as somebody said. 68 00:03:50,400 --> 00:03:51,400 Oh, sure. 69 00:03:51,400 --> 00:03:54,200 But yeah, she was literally dipping into our entire conversation. 70 00:03:54,200 --> 00:03:57,200 But I guess we're having such a great conversation, she wanted to be part of it. 71 00:03:57,200 --> 00:04:03,360 So, you have a real estate team, and I think you said your company is Cava. 72 00:04:03,360 --> 00:04:04,360 Caza. 73 00:04:04,360 --> 00:04:05,360 Caza. 74 00:04:05,360 --> 00:04:07,120 Caza, right. 75 00:04:07,120 --> 00:04:11,080 So, so Caza actually means, you know, that's an interesting place to go. 76 00:04:11,080 --> 00:04:15,560 And we first started, my wife and I started that business. 77 00:04:15,560 --> 00:04:21,600 That was the summer of oh five, and the business was called Caza properties. 78 00:04:21,600 --> 00:04:26,800 And Caza is kind of a play on words a little bit, caza in Spanish. 79 00:04:26,800 --> 00:04:28,760 That's how it's pronounced, caza. 80 00:04:28,760 --> 00:04:31,560 In Spanish with an S means house. 81 00:04:31,560 --> 00:04:34,760 But with a Z, it means to hunt, right. 82 00:04:34,760 --> 00:04:37,680 And our business at the time was a home buying business. 83 00:04:37,680 --> 00:04:40,840 And we do, we have a home buying division today. 84 00:04:40,840 --> 00:04:46,520 So the literal translation was to hunt for houses, right. 85 00:04:46,520 --> 00:04:49,160 Caza properties meant to hunt for houses. 86 00:04:49,160 --> 00:04:54,400 And since then it's really evolved into the pursuit of right, the pursuit of a bigger 87 00:04:54,400 --> 00:04:59,560 life, the pursuit of your dreams, the pursuit of goals, the pursuit of the impact that you 88 00:04:59,560 --> 00:05:01,880 want to make. 89 00:05:01,880 --> 00:05:06,000 And I remember when, when I was landing on a name, it was actually my dad that came up 90 00:05:06,000 --> 00:05:07,000 with that name. 91 00:05:07,000 --> 00:05:11,480 And I was like, dad, like, people are going to get it, right. 92 00:05:11,480 --> 00:05:15,800 And, you know, and he's like, listen, you're an international kid. 93 00:05:15,800 --> 00:05:18,440 This is an international brand. 94 00:05:18,440 --> 00:05:21,640 And and so we rolled with it. 95 00:05:21,640 --> 00:05:23,680 And it's worked out well for us. 96 00:05:23,680 --> 00:05:25,680 Bright red letters, caza, bold. 97 00:05:25,680 --> 00:05:29,560 I think the first time I started noticing was your moving truck. 98 00:05:29,560 --> 00:05:30,560 Yes. 99 00:05:30,560 --> 00:05:31,560 Yes. 100 00:05:31,560 --> 00:05:32,560 Great kind of thing. 101 00:05:32,560 --> 00:05:33,800 So let's go to the beginning. 102 00:05:33,800 --> 00:05:35,520 So were you always in real estate? 103 00:05:35,520 --> 00:05:36,520 How did you get into this? 104 00:05:36,520 --> 00:05:37,520 What were you doing? 105 00:05:37,520 --> 00:05:38,520 Yeah. 106 00:05:38,520 --> 00:05:44,160 American University to having 10 different businesses under this entity. 107 00:05:44,160 --> 00:05:45,160 Yeah. 108 00:05:45,160 --> 00:05:51,960 So I worked for a very successful business owner while I was in college. 109 00:05:51,960 --> 00:05:59,360 He his name is Alan Meltzer is very well known in the DC Metro market in insurance. 110 00:05:59,360 --> 00:06:01,440 No insurance and financial services. 111 00:06:01,440 --> 00:06:02,440 Okay. 112 00:06:02,440 --> 00:06:04,240 And you know, I was in my early 20s. 113 00:06:04,240 --> 00:06:05,880 I had no idea what I wanted to do. 114 00:06:05,880 --> 00:06:13,480 I remember he asked me one day, what do you want to do with your life? 115 00:06:13,480 --> 00:06:16,680 And I'm like, well, I want to, I want to run a business because I'd seen him build a business. 116 00:06:16,680 --> 00:06:18,080 He had built an impact on me already. 117 00:06:18,080 --> 00:06:22,240 I had been around some people at the university that were donors to the university that were 118 00:06:22,240 --> 00:06:23,480 all business owners, right? 119 00:06:23,480 --> 00:06:24,560 So success leaves clues. 120 00:06:24,560 --> 00:06:30,280 I saw these business owners who had given money for these programs and I was fascinated 121 00:06:30,280 --> 00:06:31,280 by it. 122 00:06:31,280 --> 00:06:32,800 So I said, I want to run my own business. 123 00:06:32,800 --> 00:06:33,800 He said, well, that's great. 124 00:06:33,800 --> 00:06:35,800 What do you want to do now? 125 00:06:35,800 --> 00:06:36,800 And I'm like, well, I don't know. 126 00:06:36,800 --> 00:06:38,920 And he's like, well, come work for me. 127 00:06:38,920 --> 00:06:45,600 So I went to go work for him in the his life insurance, I'm sorry, his health insurance 128 00:06:45,600 --> 00:06:46,600 division. 129 00:06:46,600 --> 00:06:52,160 So group health insurance, helping companies shop their group health insurance. 130 00:06:52,160 --> 00:06:53,360 Right. 131 00:06:53,360 --> 00:06:59,160 And that was my first exposure to clients, account management, having to work a job, 132 00:06:59,160 --> 00:07:01,880 right, type of environment. 133 00:07:01,880 --> 00:07:03,080 But he took really great care of me. 134 00:07:03,080 --> 00:07:10,440 And I learned by watching him and he was really the kind of the first imprint of what a business 135 00:07:10,440 --> 00:07:14,120 owner entrepreneur looked in my life, looked like in my life. 136 00:07:14,120 --> 00:07:21,960 And then around that time, my best friend had started in the recruiting industry. 137 00:07:21,960 --> 00:07:23,160 And one day we had a conversation. 138 00:07:23,160 --> 00:07:28,800 He said, Rob, I'm thinking of leaving the company that I'm at to go start a recruiting 139 00:07:28,800 --> 00:07:34,680 company, placing salespeople for technology companies. 140 00:07:34,680 --> 00:07:38,760 And I remember just saying, if you start that, I'll join you. 141 00:07:38,760 --> 00:07:39,760 Right. 142 00:07:39,760 --> 00:07:40,760 I'll join you. 143 00:07:40,760 --> 00:07:43,560 Like I was working with, I get it would be the opportunity to work with my best friend. 144 00:07:43,560 --> 00:07:44,560 You didn't have anything. 145 00:07:44,560 --> 00:07:49,040 But you were in the scenario around that conversation. 146 00:07:49,040 --> 00:07:50,920 You obviously remember the conversation. 147 00:07:50,920 --> 00:07:51,920 Yeah. 148 00:07:51,920 --> 00:07:55,920 Well, there's we were meeting it like a Panera or something like that, right? 149 00:07:55,920 --> 00:07:58,400 It was it was like a little coffee shop. 150 00:07:58,400 --> 00:08:00,760 I call those why not today moments like you. 151 00:08:00,760 --> 00:08:03,560 It's a pivotal moment in your life that totally changed trajectory. 152 00:08:03,560 --> 00:08:05,040 And you remember where you were. 153 00:08:05,040 --> 00:08:07,840 Oh, you just, I just remember they don't even exist anymore. 154 00:08:07,840 --> 00:08:11,080 Oh, it was like a Boston market. 155 00:08:11,080 --> 00:08:12,080 Boston market. 156 00:08:12,080 --> 00:08:13,080 Yeah. 157 00:08:13,080 --> 00:08:14,080 Right. 158 00:08:14,080 --> 00:08:15,080 One of those. 159 00:08:15,080 --> 00:08:16,080 Yeah. 160 00:08:16,080 --> 00:08:17,080 Okay. 161 00:08:17,080 --> 00:08:18,400 There was a Boston market and it just came to me. 162 00:08:18,400 --> 00:08:19,400 Right. 163 00:08:19,400 --> 00:08:22,680 And I remember having the conversation and I caught him off guard a little bit because, 164 00:08:22,680 --> 00:08:25,800 you know, he didn't have any intention to have a business partner. 165 00:08:25,800 --> 00:08:28,680 And here I am asking him to be a business partner in a business. 166 00:08:28,680 --> 00:08:30,080 I have no idea how to run. 167 00:08:30,080 --> 00:08:31,080 Right. 168 00:08:31,080 --> 00:08:35,560 And I have no experience in business at any point or they always work for somebody. 169 00:08:35,560 --> 00:08:36,560 What's that? 170 00:08:36,560 --> 00:08:40,000 Did your parents were their entrepreneurs or do they always know for this, for this thing 171 00:08:40,000 --> 00:08:46,360 from entrepreneurs, you know, they, they were my mom's an artist, which, you know, I think 172 00:08:46,360 --> 00:08:48,200 that's probably a very entrepreneurial rate. 173 00:08:48,200 --> 00:08:51,960 My mom was an artist and she do are very creative. 174 00:08:51,960 --> 00:08:55,640 My dad worked for the State Department. 175 00:08:55,640 --> 00:09:01,560 But from the, from the perspective that they were nomads, right, like that's very entrepreneurial, 176 00:09:01,560 --> 00:09:05,280 like you move every two or three years and you've got to set up shop and you've got to 177 00:09:05,280 --> 00:09:12,240 make friends and, and everywhere we went, we would how like a home was a big deal. 178 00:09:12,240 --> 00:09:13,240 Right. 179 00:09:13,240 --> 00:09:14,600 We'd have to go find a house. 180 00:09:14,600 --> 00:09:18,880 We'd have to make it a home, live in there for two or three years. 181 00:09:18,880 --> 00:09:24,120 So like from that perspective, they were, I mean, I remember from an early age, my mom 182 00:09:24,120 --> 00:09:29,120 and dad having us work on houses and most of them were like rentals. 183 00:09:29,120 --> 00:09:33,520 We would always leave the rental in better condition that we got it. 184 00:09:33,520 --> 00:09:34,880 Right. 185 00:09:34,880 --> 00:09:37,880 Because you know, the government kind of paid for your housing everywhere. 186 00:09:37,880 --> 00:09:38,880 All right. 187 00:09:38,880 --> 00:09:42,400 So you went from, so you have, you're going to join your friend. 188 00:09:42,400 --> 00:09:44,720 Did you quit your job right away or did you? 189 00:09:44,720 --> 00:09:45,720 Pretty much quit my job. 190 00:09:45,720 --> 00:09:50,360 I remember when I had to go into this mentor who I love in a door, I was at his house, 191 00:09:50,360 --> 00:09:52,480 like I would get to his house at 430 in the morning. 192 00:09:52,480 --> 00:09:55,920 Like this was the imprint hardcore, get to his house at 430 in the morning. 193 00:09:55,920 --> 00:09:58,760 I'd work out with him from 430 to 530. 194 00:09:58,760 --> 00:10:04,440 I remember lifting and I said, you know, I, you know, I have something to tell you. 195 00:10:04,440 --> 00:10:09,200 I feel really bad about it, but I, I, I'm going to leave and I'm going to go start this 196 00:10:09,200 --> 00:10:10,200 business. 197 00:10:10,200 --> 00:10:13,240 And he said, well, because you're going to go start your business, your own business, 198 00:10:13,240 --> 00:10:14,760 don't be, don't feel bad about it. 199 00:10:14,760 --> 00:10:15,760 Right. 200 00:10:15,760 --> 00:10:17,760 Just go out and make it happen kind of thing. 201 00:10:17,760 --> 00:10:18,760 Another one. 202 00:10:18,760 --> 00:10:20,720 You remember where you were, what you're doing? 203 00:10:20,720 --> 00:10:23,720 Oh, 100% 100%. 204 00:10:23,720 --> 00:10:30,000 And so, so we did, we went out, we started this business without any training, any clue, 205 00:10:30,000 --> 00:10:35,320 any mentorship, any, anything, but we didn't have a lot of, you know, we weren't married. 206 00:10:35,320 --> 00:10:36,320 We didn't have kids. 207 00:10:36,320 --> 00:10:37,320 We didn't have any responsibility. 208 00:10:37,320 --> 00:10:43,200 And we worked out of a one bedroom, his, his one bedroom room in a little townhouse 209 00:10:43,200 --> 00:10:44,200 in Maryfield. 210 00:10:44,200 --> 00:10:46,760 He lived with two other girls. 211 00:10:46,760 --> 00:10:48,360 One had the basement. 212 00:10:48,360 --> 00:10:53,040 And had one of the bedrooms upstairs and he had the other bedroom and we had a fax machine 213 00:10:53,040 --> 00:10:54,840 and that was our house. 214 00:10:54,840 --> 00:10:55,840 Wow. 215 00:10:55,840 --> 00:10:59,240 Amazing where we start and where we finish are so different. 216 00:10:59,240 --> 00:11:00,760 Yeah, that was our office. 217 00:11:00,760 --> 00:11:01,760 Great. 218 00:11:01,760 --> 00:11:02,760 Right. 219 00:11:02,760 --> 00:11:05,480 So then how'd you get into the real estate world? 220 00:11:05,480 --> 00:11:10,600 Well, I was in that, I ran that business with him through the dot com boom bust and 221 00:11:10,600 --> 00:11:11,920 all the way to 2005. 222 00:11:11,920 --> 00:11:12,920 Right. 223 00:11:12,920 --> 00:11:14,400 So for seven years, I did that. 224 00:11:14,400 --> 00:11:17,200 We were very, it was a very successful business. 225 00:11:17,200 --> 00:11:19,440 It's still operational today. 226 00:11:19,440 --> 00:11:23,000 It's called CMI career management incorporated. 227 00:11:23,000 --> 00:11:25,440 He's done, done a phenomenal job. 228 00:11:25,440 --> 00:11:30,120 But there was something fundamentally flawed in that business that I didn't love. 229 00:11:30,120 --> 00:11:34,240 Every month you started zero, just like, just like agents do, right? 230 00:11:34,240 --> 00:11:38,200 Like you're only as good as your next placement. 231 00:11:38,200 --> 00:11:40,840 And so what happened was I didn't like that idea. 232 00:11:40,840 --> 00:11:45,040 I was like, wouldn't it be nice if I did something one time and got paid forever? 233 00:11:45,040 --> 00:11:50,960 So pretty early on, I started buying one piece of real estate a year. 234 00:11:50,960 --> 00:11:53,880 And I bought a townhouse right next to the office. 235 00:11:53,880 --> 00:11:57,560 Like, you know how he, I said that we ran that business out of his, like a townhouse 236 00:11:57,560 --> 00:11:58,560 that he rented. 237 00:11:58,560 --> 00:12:04,520 I bought the house like three doors down was an end unit townhouse in Maryfield. 238 00:12:04,520 --> 00:12:05,800 I house hacked it. 239 00:12:05,800 --> 00:12:11,920 So I lived in the basement and I rented out the rooms and my roommates paid 90% of my 240 00:12:11,920 --> 00:12:15,000 mortgage and I was like, this, I want to do more. 241 00:12:15,000 --> 00:12:16,960 I want to do this. 242 00:12:16,960 --> 00:12:21,240 And so every year I bought a, you know, I bought another house. 243 00:12:21,240 --> 00:12:24,120 We went through the dot com crash. 244 00:12:24,120 --> 00:12:29,160 So I realized I learned during that time what it was like to make a lot of money and then 245 00:12:29,160 --> 00:12:30,960 make no money at all. 246 00:12:30,960 --> 00:12:39,000 And by that time, yeah, by that time, I, I bought a single family hope in McLean on 247 00:12:39,000 --> 00:12:41,040 a quarter acre lot. 248 00:12:41,040 --> 00:12:48,320 My wife was pregnant, whether baby girl and 2002, the year she was born, remember we had 249 00:12:48,320 --> 00:12:53,840 9 11 2001, the, the, the tech market was imploding. 250 00:12:53,840 --> 00:12:58,840 My 2002 was like literally like somebody turned off the spicket, right? 251 00:12:58,840 --> 00:13:03,480 Somebody turned off the spicket to, to that business. 252 00:13:03,480 --> 00:13:06,960 And we worked so hard to bring that business back. 253 00:13:06,960 --> 00:13:12,320 I grinded in that business all through 2002, 2003, 2004. 254 00:13:12,320 --> 00:13:16,360 And all along I kept buying real estate and that's what kind of kept us alive to be honest 255 00:13:16,360 --> 00:13:23,200 with you, Leslie, like if I needed an additional 60 or $70,000, I'd sell an asset or I'd sell 256 00:13:23,200 --> 00:13:31,600 a property and it would fill the hole that I was experiencing my, in that other business. 257 00:13:31,600 --> 00:13:37,320 And so by 05, I was, I had fallen in love with real estate and I just turned to my business 258 00:13:37,320 --> 00:13:43,000 partner and said, Hey, I'm still productive, but my brain is not here any longer. 259 00:13:43,000 --> 00:13:44,720 Why me out? 260 00:13:44,720 --> 00:13:48,120 And we worked out an arrangement, which was pennies on the dollar, right? 261 00:13:48,120 --> 00:13:52,920 I didn't really didn't make any money on that sale, but it was okay. 262 00:13:52,920 --> 00:13:56,520 I was off to my next adventure. 263 00:13:56,520 --> 00:13:59,040 And you know, he was my best friend then and my best friend today. 264 00:13:59,040 --> 00:14:02,640 I picked up all your lessons, hopefully on the way and yeah, it was great. 265 00:14:02,640 --> 00:14:03,640 It's great. 266 00:14:03,640 --> 00:14:04,640 I learned how to sell. 267 00:14:04,640 --> 00:14:05,640 I learned how to sell in that business. 268 00:14:05,640 --> 00:14:06,640 Awesome. 269 00:14:06,640 --> 00:14:09,880 And probably you learned more how to sell when things were not good. 270 00:14:09,880 --> 00:14:15,400 Yeah, I learned, I learned how to create predictable income in my life as a self-employed 271 00:14:15,400 --> 00:14:23,040 person through activity and tracking data, which then translated into my, all my other 272 00:14:23,040 --> 00:14:24,040 businesses. 273 00:14:24,040 --> 00:14:25,040 Right. 274 00:14:25,040 --> 00:14:26,040 All right. 275 00:14:26,040 --> 00:14:28,760 So how did you, to your buy that properties, how'd you get into the being? 276 00:14:28,760 --> 00:14:32,400 I know the story, but share the story, how'd you get into being a real estate agent and 277 00:14:32,400 --> 00:14:34,440 then all the things you've done since? 278 00:14:34,440 --> 00:14:35,520 Sure. 279 00:14:35,520 --> 00:14:41,200 So I started on the investment side and what happened was by, like the first six, the last 280 00:14:41,200 --> 00:14:43,920 six months of O five was really kind of like my learning phase. 281 00:14:43,920 --> 00:14:48,680 I decided to go full time as an investor, but it was, I almost called that like my therapy 282 00:14:48,680 --> 00:14:49,680 phase. 283 00:14:49,680 --> 00:14:53,000 Like I was driving around looking at real estate, just kind of getting all of this like 284 00:14:53,000 --> 00:14:58,280 or Brit in an office out of my system and like driving through the mountains and looking 285 00:14:58,280 --> 00:15:01,160 at real estate because I was buying property in Cumberland, Maryland. 286 00:15:01,160 --> 00:15:04,720 That's about two hours away from where we live today. 287 00:15:04,720 --> 00:15:10,720 And and in the O six and O seven, I think my wife, between those two years, we bought 288 00:15:10,720 --> 00:15:15,360 like 60 properties and we, we bought 60, we fixed them up. 289 00:15:15,360 --> 00:15:17,640 We sold them to investors turnkey. 290 00:15:17,640 --> 00:15:21,760 And before we knew it, we had 300 properties under management, managing third party. 291 00:15:21,760 --> 00:15:27,080 Like, you know, I'd say maybe like 10% of those were ours, but then the other, the other, 292 00:15:27,080 --> 00:15:29,560 you know, the others were with our other investors. 293 00:15:29,560 --> 00:15:33,840 So that was like my learning phase was like getting a PhD and like what not to do. 294 00:15:33,840 --> 00:15:35,040 We made a ton of mistakes. 295 00:15:35,040 --> 00:15:36,120 We did a lot of stuff, right? 296 00:15:36,120 --> 00:15:37,800 We did a lot of stuff wrong. 297 00:15:37,800 --> 00:15:43,000 But I remember in O seven, I turned to my wife and I said, you know, I don't know for making 298 00:15:43,000 --> 00:15:44,000 money. 299 00:15:44,000 --> 00:15:45,120 I don't know for losing money. 300 00:15:45,120 --> 00:15:50,160 Like I, like I, I didn't have a handle on our finances super well because every time 301 00:15:50,160 --> 00:15:54,480 I'd sell something, I was taking the money to go buy something else. 302 00:15:54,480 --> 00:15:56,560 And I didn't know how to silo my money. 303 00:15:56,560 --> 00:15:58,280 I didn't know how to pay myself first. 304 00:15:58,280 --> 00:15:59,280 Right. 305 00:15:59,280 --> 00:16:04,040 There was a lot of like things I didn't know how to do, but I did know how to create revenue. 306 00:16:04,040 --> 00:16:05,040 Right. 307 00:16:05,040 --> 00:16:07,720 So there's a difference between creating revenue and creating profit. 308 00:16:07,720 --> 00:16:08,720 Right. 309 00:16:08,720 --> 00:16:15,360 And, and so I remember thinking, well, I got my license purely as a way to get referral 310 00:16:15,360 --> 00:16:20,800 fees because an agent legally cannot pay you a referral unless you're licensed. 311 00:16:20,800 --> 00:16:27,560 And so that I think it was a book by the end of O seven, I had made something like $20,000 312 00:16:27,560 --> 00:16:29,720 or $30,000 in referral fees. 313 00:16:29,720 --> 00:16:34,280 And I was like, wow, that's a lot of money on referrals that I've given out to other 314 00:16:34,280 --> 00:16:35,280 agents. 315 00:16:35,280 --> 00:16:37,640 What if I just start doing some of those deals? 316 00:16:37,640 --> 00:16:42,920 And because I had built up such a knowledge base on how to fix an asset and how to make 317 00:16:42,920 --> 00:16:47,160 an asset more valuable and how to price an asset and how to position it to get the most 318 00:16:47,160 --> 00:16:49,240 money out from the sale. 319 00:16:49,240 --> 00:16:55,560 I felt like I had this unique skill set to help sellers make more money from their properties. 320 00:16:55,560 --> 00:16:59,280 And I still remember one of the first listings I ever had was a friend of mine. 321 00:16:59,280 --> 00:17:03,160 I was for 1.7 million in Arlington. 322 00:17:03,160 --> 00:17:06,920 There was a luxury agent that had failed to sell it the first time. 323 00:17:06,920 --> 00:17:09,880 Remember in O seven, like the market started sliding a bit. 324 00:17:09,880 --> 00:17:16,320 I ran the analysis and I looked at how they positioned it. 325 00:17:16,320 --> 00:17:18,320 And I sold it 30 days later. 326 00:17:18,320 --> 00:17:20,040 I made a really big commission. 327 00:17:20,040 --> 00:17:21,480 I got to work with a friend of mine. 328 00:17:21,480 --> 00:17:26,480 I got to sell luxury real estate and I didn't have to travel two hours to do it. 329 00:17:26,480 --> 00:17:32,440 And I remember thinking, oh, I need to do more of this because my original intent of 330 00:17:32,440 --> 00:17:36,960 getting into investing was not to create more earned income, was to buy rental properties. 331 00:17:36,960 --> 00:17:43,240 So I realized that I could create a cash machine, an agent machine, like being a fix and flipper 332 00:17:43,240 --> 00:17:45,440 or a wholesaler or an agent. 333 00:17:45,440 --> 00:17:50,520 It's all the same business, it's just, you're doing a service and you're getting paid. 334 00:17:50,520 --> 00:17:54,520 The true wealth comes from buying assets and owning those over time or building a business 335 00:17:54,520 --> 00:17:56,480 that becomes an asset. 336 00:17:56,480 --> 00:18:00,720 And so I said, well, what if I reduce my risk? 337 00:18:00,720 --> 00:18:03,680 We were about to enter into 2008, which was crazy. 338 00:18:03,680 --> 00:18:05,720 What if I reduce my risk? 339 00:18:05,720 --> 00:18:09,800 And I just focused more on the agent business. 340 00:18:09,800 --> 00:18:16,400 And that a year in 2008, even though I said that, everything was 50% off, if you remember 341 00:18:16,400 --> 00:18:17,560 in 08, right? 342 00:18:17,560 --> 00:18:20,840 Like you'd drive every sign in the yard was a foreclosure, short sale. 343 00:18:20,840 --> 00:18:27,320 So I just started dollar cost averaging rentals, like I would buy one a month and none of it 344 00:18:27,320 --> 00:18:29,600 was with my own money, by the way. 345 00:18:29,600 --> 00:18:33,840 I had developed relationships and friendships with people that had some money. 346 00:18:33,840 --> 00:18:40,160 And so I did the work, they put up the money and we just accumulated a portfolio properties, 347 00:18:40,160 --> 00:18:43,400 which we still own today, which are all paid for free and clear. 348 00:18:43,400 --> 00:18:46,800 And I look back and said, man, that was the smartest thing I've ever done. 349 00:18:46,800 --> 00:18:47,920 And I didn't do enough of it. 350 00:18:47,920 --> 00:18:49,520 I should have done more, right? 351 00:18:49,520 --> 00:18:52,640 But I'm blessed for what we did do. 352 00:18:52,640 --> 00:18:57,720 But during the course of that, I started working with a lot more builders and investors and 353 00:18:57,720 --> 00:19:04,240 developers and playing the agent game as an agent that just knew a lot about investments. 354 00:19:04,240 --> 00:19:07,400 And I fell in love with the agent game and realized that I could build a business as 355 00:19:07,400 --> 00:19:15,400 an agent that is, I could run it like a business as opposed to like a self-employed agent. 356 00:19:15,400 --> 00:19:22,440 Most agents you meet are just do it yourself first, when really, if you build it like a 357 00:19:22,440 --> 00:19:28,480 business, it can operate with a mission, vision, values, belief system, and it can operate 358 00:19:28,480 --> 00:19:29,980 like a business. 359 00:19:29,980 --> 00:19:38,000 And so for the next 10 years after that, from 2007, really, to 2017, I was what you would 360 00:19:38,000 --> 00:19:43,100 call in, or maybe 2016, I was an owner operator. 361 00:19:43,100 --> 00:19:47,880 So I would both sell and be the owner. 362 00:19:47,880 --> 00:19:54,640 And by around 2018, I learned how to scale out of it as an owner, I mean, as a producer 363 00:19:54,640 --> 00:19:57,320 and operated just like an owner. 364 00:19:57,320 --> 00:20:01,680 And I realized that I could actually open up other offices. 365 00:20:01,680 --> 00:20:09,320 And so since 2018, today has really just been an evolution of me opening up offices. 366 00:20:09,320 --> 00:20:13,160 All that are all what I would, other teams, right? 367 00:20:13,160 --> 00:20:19,840 But not just teams, like not just real estate teams, but mortgage, right? 368 00:20:19,840 --> 00:20:25,840 Title, property management, construction. 369 00:20:25,840 --> 00:20:28,680 So you might have seen some of our construction companies around. 370 00:20:28,680 --> 00:20:32,160 You know the story of Bro Vineyards? 371 00:20:32,160 --> 00:20:33,160 I do not. 372 00:20:33,160 --> 00:20:34,160 All Bro. 373 00:20:34,160 --> 00:20:35,160 Very similar. 374 00:20:35,160 --> 00:20:40,160 So Paul Bro owns or own real estate company in Outer Banks. 375 00:20:40,160 --> 00:20:44,080 I remember the one that was called, but he kind of like you. 376 00:20:44,080 --> 00:20:46,960 He was like, all right, I'm paying all these people to change locks. 377 00:20:46,960 --> 00:20:49,280 I might as well buy a locks company. 378 00:20:49,280 --> 00:20:52,680 I'm paying people to fix air conditioning. 379 00:20:52,680 --> 00:20:55,000 I might as well buy an air conditioning business. 380 00:20:55,000 --> 00:20:56,000 Yeah. 381 00:20:56,000 --> 00:20:59,840 Start buying up all these companies to complement his business. 382 00:20:59,840 --> 00:21:06,960 Came in this area to buy some property in the country and found out he had grapevines 383 00:21:06,960 --> 00:21:10,520 on there and made into a great winery. 384 00:21:10,520 --> 00:21:11,520 Really? 385 00:21:11,520 --> 00:21:12,520 Yeah. 386 00:21:12,520 --> 00:21:13,520 Kind of cool story. 387 00:21:13,520 --> 00:21:14,520 That's a cool story. 388 00:21:14,520 --> 00:21:15,520 Yeah. 389 00:21:15,520 --> 00:21:19,040 So that's what we've done is created a vertically integrated business. 390 00:21:19,040 --> 00:21:20,360 Awesome. 391 00:21:20,360 --> 00:21:23,800 And you know that I run this investment network called Grid, right? 392 00:21:23,800 --> 00:21:26,280 I'm wrapping my Grid shirt today. 393 00:21:26,280 --> 00:21:32,000 And Grid was just my way of talking shop with real estate entrepreneurs because many of 394 00:21:32,000 --> 00:21:37,920 them were construction people and investors and agents that all wanted to learn the game 395 00:21:37,920 --> 00:21:40,200 of real estate investing. 396 00:21:40,200 --> 00:21:46,280 And that little, you know, I still remember my first meeting had five people in it. 397 00:21:46,280 --> 00:21:51,600 Today we have 40,000 Grid members across the country. 398 00:21:51,600 --> 00:21:59,040 We have 40 locations that are led by other leaders, right, that host meetups that all 399 00:21:59,040 --> 00:22:05,280 pay us a licensing fee for our playbook because what I discovered was that that model was 400 00:22:05,280 --> 00:22:10,520 actually a lead generation tool for all of our businesses. 401 00:22:10,520 --> 00:22:16,400 And it implements the go giver philosophy if you're familiar with that. 402 00:22:16,400 --> 00:22:22,720 You know, VRK, which is my other business, operates on the go give philosophy. 403 00:22:22,720 --> 00:22:23,720 Yeah. 404 00:22:23,720 --> 00:22:25,920 The whole company started on that. 405 00:22:25,920 --> 00:22:26,920 Yeah. 406 00:22:26,920 --> 00:22:31,640 And I built my entire business on the go giver philosophy. 407 00:22:31,640 --> 00:22:36,040 And I realized, oh, wow, this is a really, one, I have fun doing it. 408 00:22:36,040 --> 00:22:39,120 I love doing it, right? 409 00:22:39,120 --> 00:22:42,960 And two, it's good for business. 410 00:22:42,960 --> 00:22:45,920 And you create social currency. 411 00:22:45,920 --> 00:22:49,360 And I've built unbelievable relationships with people. 412 00:22:49,360 --> 00:22:53,680 Just hosting these months, like I host one monthly event. 413 00:22:53,680 --> 00:23:01,360 And it's all like there's typically a topic of some kind of investment topic that we discuss. 414 00:23:01,360 --> 00:23:02,360 And it's great. 415 00:23:02,360 --> 00:23:06,960 And you know what I love about what you do is, yes, it's for real estate and around 416 00:23:06,960 --> 00:23:12,160 the real estate world, but it's just business, any kind of business will work. 417 00:23:12,160 --> 00:23:15,840 And I've gained a lot of knowledge from what you've done. 418 00:23:15,840 --> 00:23:17,600 And I'm going to, I'm still following you. 419 00:23:17,600 --> 00:23:19,480 And one of the reasons I wanted to do the podcast. 420 00:23:19,480 --> 00:23:23,280 And I say, you know, I did this podcast for selfish reasons because I'm getting so much 421 00:23:23,280 --> 00:23:27,160 expertise and training and coaching and learning. 422 00:23:27,160 --> 00:23:30,560 And then how can we leverage together and run together? 423 00:23:30,560 --> 00:23:33,880 Like our businesses are completely different, but they complement each other. 424 00:23:33,880 --> 00:23:37,760 I was mentioning somebody else that I'm going to have on the podcast, but I met another 425 00:23:37,760 --> 00:23:41,200 real estate agent and she wrote a book about her success principles. 426 00:23:41,200 --> 00:23:43,760 And I'm like, does it relate to other companies, other businesses? 427 00:23:43,760 --> 00:23:45,120 Like, I don't know. 428 00:23:45,120 --> 00:23:46,120 And sure it does. 429 00:23:46,120 --> 00:23:51,280 I mean, business is business and it's sales is sales and it's people and it's building 430 00:23:51,280 --> 00:23:57,000 those relationships and as you said, that go give philosophy is just so important. 431 00:23:57,000 --> 00:24:01,960 And when we hold everything so tight and are so competitive, like there is enough business 432 00:24:01,960 --> 00:24:02,960 out there. 433 00:24:02,960 --> 00:24:03,960 100%. 434 00:24:03,960 --> 00:24:07,880 You know, what's interesting, I'm no longer with Keller Williams, but I was with Keller 435 00:24:07,880 --> 00:24:10,400 Williams for 17 years. 436 00:24:10,400 --> 00:24:13,240 And you know, I moved to a cloud based brokerage. 437 00:24:13,240 --> 00:24:15,920 I believe that's kind of where the business is going. 438 00:24:15,920 --> 00:24:18,360 I'm with the EXP. 439 00:24:18,360 --> 00:24:25,520 But I give a lot of, a lot of our growth really because of Gary Keller, right? 440 00:24:25,520 --> 00:24:29,200 And he wrote the book, the millionaire real estate agent book. 441 00:24:29,200 --> 00:24:31,200 And the one thing which I'm reading right now. 442 00:24:31,200 --> 00:24:35,520 And he wrote, he wrote the one thing and like Gary is like amazing, right? 443 00:24:35,520 --> 00:24:37,080 He's just amazing. 444 00:24:37,080 --> 00:24:42,240 And I remember when I read that book, Leslie, I was not an agent. 445 00:24:42,240 --> 00:24:45,560 I was an investor that was seeking a model. 446 00:24:45,560 --> 00:24:46,560 I was seeking a model. 447 00:24:46,560 --> 00:24:50,480 And remember when I read the book, I was like, Oh my God, this is not a book about being 448 00:24:50,480 --> 00:24:52,320 a real estate agent. 449 00:24:52,320 --> 00:24:56,000 This is a book for any service based business. 450 00:24:56,000 --> 00:25:00,360 And I could have taken the word real estate agent out and plugged in recruiter. 451 00:25:00,360 --> 00:25:01,840 And that was my big, aha. 452 00:25:01,840 --> 00:25:02,840 Right. 453 00:25:02,840 --> 00:25:11,440 I was like, Oh, here's this guy that gives a model for how to build and scale a business. 454 00:25:11,440 --> 00:25:15,960 He just happened to, you know, focus on agents, but it could be applied to any service based 455 00:25:15,960 --> 00:25:16,960 business. 456 00:25:16,960 --> 00:25:17,960 Yeah, absolutely. 457 00:25:17,960 --> 00:25:18,960 And I'm, as I said, I'm reading his book. 458 00:25:18,960 --> 00:25:23,000 The one thing I'm going to have to get that book next, but yeah, my sister in law is with 459 00:25:23,000 --> 00:25:24,720 a Kella Williams team. 460 00:25:24,720 --> 00:25:27,240 And she was like, she went, went to the one event. 461 00:25:27,240 --> 00:25:30,840 She's like, I went and drank the Kool-Aid and she's like, you would be so good at this. 462 00:25:30,840 --> 00:25:33,000 And everybody I talked to is like, you'd be a great agent. 463 00:25:33,000 --> 00:25:37,600 I'm like, no, that's not my love, but I can take everything you guys are doing and apply 464 00:25:37,600 --> 00:25:42,640 it to my business and growing to support people and growing their businesses. 465 00:25:42,640 --> 00:25:48,800 And kind of the turn that I'm taking is starting doing some coaching. 466 00:25:48,800 --> 00:25:52,360 And the word I keep hearing is overwhelmed. 467 00:25:52,360 --> 00:25:56,240 I went to a networking event last night and probably every other person said overwhelmed. 468 00:25:56,240 --> 00:26:02,000 And so I think as business owners, we can get overwhelmed and it's lonely. 469 00:26:02,000 --> 00:26:03,400 And how do you manage your time? 470 00:26:03,400 --> 00:26:04,400 How do you manage yourself? 471 00:26:04,400 --> 00:26:05,400 How do you manage your business? 472 00:26:05,400 --> 00:26:08,880 And that's one of the questions I asked you, like, okay, you got a million things going 473 00:26:08,880 --> 00:26:09,880 on. 474 00:26:09,880 --> 00:26:12,240 How are you getting all that done? 475 00:26:12,240 --> 00:26:16,000 Well, I get it that like the couple of things I've learned. 476 00:26:16,000 --> 00:26:17,720 Nobody succeeds alone. 477 00:26:17,720 --> 00:26:21,560 You have to work through people, but there's typically one or two numbers in a business 478 00:26:21,560 --> 00:26:26,680 that drives the economic profitability of that business. 479 00:26:26,680 --> 00:26:31,360 I learned what that was in my business, in my agent business. 480 00:26:31,360 --> 00:26:39,520 And so I managed to that number and I coach and consult my agents and my leaders on their 481 00:26:39,520 --> 00:26:41,080 one thing number. 482 00:26:41,080 --> 00:26:42,080 Right? 483 00:26:42,080 --> 00:26:46,920 And I helped them learn how to get to that one thing number. 484 00:26:46,920 --> 00:26:49,680 And then I got very good at delegation. 485 00:26:49,680 --> 00:26:56,720 I realized that there were certain activities that I could do that the dollar per hour was 486 00:26:56,720 --> 00:27:01,640 extremely high and everything else that I just needed to outsource it. 487 00:27:01,640 --> 00:27:07,760 And Dan Martell, who wrote a book called, Buy Back Your Time, it's a great book, by 488 00:27:07,760 --> 00:27:09,440 the way. 489 00:27:09,440 --> 00:27:14,280 You said 80% of somebody doing it as good as you is 100% awesome. 490 00:27:14,280 --> 00:27:17,480 And I love that because it's so true because everybody is always like, I could do it better. 491 00:27:17,480 --> 00:27:18,480 I could do it faster. 492 00:27:18,480 --> 00:27:20,480 I'm like, no, you cannot multiply. 493 00:27:20,480 --> 00:27:22,800 The only way to grow something big is to multiply yourself. 494 00:27:22,800 --> 00:27:27,200 And the only way you can multiply yourself is by finding great people and training and 495 00:27:27,200 --> 00:27:30,840 developing them and to help them reach their goals. 496 00:27:30,840 --> 00:27:31,840 That's all this is. 497 00:27:31,840 --> 00:27:32,840 Yeah. 498 00:27:32,840 --> 00:27:34,640 Have you read Who Not How? 499 00:27:34,640 --> 00:27:37,120 My favorite book in the last decade. 500 00:27:37,120 --> 00:27:38,120 Okay. 501 00:27:38,120 --> 00:27:39,120 Yeah. 502 00:27:39,120 --> 00:27:41,240 I just read it and listened to it. 503 00:27:41,240 --> 00:27:45,280 And I'm like, we need to get things off our plates. 504 00:27:45,280 --> 00:27:50,520 Kind of the analogy I'm using is we're all at the same time spinning plates, throwing 505 00:27:50,520 --> 00:27:52,720 balls in the air and wearing too many hats. 506 00:27:52,720 --> 00:27:56,360 You said you're only just one decision away from changing your life, right? 507 00:27:56,360 --> 00:27:58,400 You're only one relationship away. 508 00:27:58,400 --> 00:28:01,680 That's how I've always thought about it from changing your life. 509 00:28:01,680 --> 00:28:05,640 Like one, typically if you have too much stress, I remember Gary Keller would say this. 510 00:28:05,640 --> 00:28:11,160 He would say, if you have a lot of stress going on in your world, there's typically a 511 00:28:11,160 --> 00:28:13,880 who that's missing. 512 00:28:13,880 --> 00:28:19,080 You need a who in an area that's causing you stress. 513 00:28:19,080 --> 00:28:23,880 And so you have to then ask yourself the question, not how am I going to do this? 514 00:28:23,880 --> 00:28:26,880 It's who is going to do this, right? 515 00:28:26,880 --> 00:28:27,880 So true. 516 00:28:27,880 --> 00:28:30,880 I wear a starfish necklace a lot because the story is starfish. 517 00:28:30,880 --> 00:28:31,880 Do you know the story? 518 00:28:31,880 --> 00:28:33,280 Yes, I saved that one. 519 00:28:33,280 --> 00:28:34,280 Okay. 520 00:28:34,280 --> 00:28:35,280 It matters to that one. 521 00:28:35,280 --> 00:28:38,160 I feel like, all right, who's that person's going to move the needle for you? 522 00:28:38,160 --> 00:28:40,680 Who's that person you're going to randomly meet? 523 00:28:40,680 --> 00:28:43,480 You know, like somebody saying years ago, you need to meet Rob. 524 00:28:43,480 --> 00:28:45,160 Rob, I'm like, okay, I'll meet him. 525 00:28:45,160 --> 00:28:48,160 And, you know, and now kind of connected and definitely. 526 00:28:48,160 --> 00:28:49,560 Yeah, your only one. 527 00:28:49,560 --> 00:28:53,760 Yeah, to me, I think relationships take you to places that money never can. 528 00:28:53,760 --> 00:28:54,760 Absolutely. 529 00:28:54,760 --> 00:28:58,800 And so, you know, it's interesting. 530 00:28:58,800 --> 00:28:59,800 I love that. 531 00:28:59,800 --> 00:29:04,960 I love to think that I, like, I stole that from somebody and so, but it's so true. 532 00:29:04,960 --> 00:29:07,480 It resonates with me, right? 533 00:29:07,480 --> 00:29:08,480 And I forget his name. 534 00:29:08,480 --> 00:29:12,920 I want to give him credit, but he's so, like, it was so good that it has always stayed with 535 00:29:12,920 --> 00:29:16,080 me because, you know, I'll give you an example. 536 00:29:16,080 --> 00:29:21,040 I have been texting and calling my CEO today, right? 537 00:29:21,040 --> 00:29:28,640 So it's a publicly traded real estate company. 538 00:29:28,640 --> 00:29:35,160 I just happened to have made a relationship with this particular gentleman when he was 539 00:29:35,160 --> 00:29:42,200 25 and I was 33 and now he's the CEO of a company and he's unbelievable. 540 00:29:42,200 --> 00:29:43,200 And it's great. 541 00:29:43,200 --> 00:29:45,160 It's just like, you never know where these relationships end up. 542 00:29:45,160 --> 00:29:47,200 He was just the real estate agent at the time. 543 00:29:47,200 --> 00:29:52,680 You know, I'm firm believer in that and I've always reached up and ask, you know, my dad 544 00:29:52,680 --> 00:29:55,400 always taught me the worst thing somebody can say is no. 545 00:29:55,400 --> 00:29:59,160 And so I've reached out to somebody on the podcast that I saw on CBS this morning. 546 00:29:59,160 --> 00:30:00,440 I'm actually, this is a cool story. 547 00:30:00,440 --> 00:30:04,680 I'm going to a nationals game with somebody who is this week on Friday. 548 00:30:04,680 --> 00:30:09,840 He has a nonprofit and his son has a goal of throwing out a ball at every major league 549 00:30:09,840 --> 00:30:10,840 game. 550 00:30:10,840 --> 00:30:13,600 And he's from Utah and he's coming here to the national. 551 00:30:13,600 --> 00:30:16,960 So I invited me and my sister to go to a game, like because I asked. 552 00:30:16,960 --> 00:30:17,960 Yeah. 553 00:30:17,960 --> 00:30:24,200 I asked and got to reach out and people in positions that are higher than us or CEOs 554 00:30:24,200 --> 00:30:29,480 or top people, or even, you know, when you're just starting, you know, build those relationships 555 00:30:29,480 --> 00:30:34,840 and you just never know where somebody's going to end up and people are willing to help. 556 00:30:34,840 --> 00:30:35,840 Yeah. 557 00:30:35,840 --> 00:30:42,280 It was interesting that the gentleman, my first mentor that I talked to you about Alan, 558 00:30:42,280 --> 00:30:48,520 the thing that I remember the most, the, what stuck with me said, kid, if you want something 559 00:30:48,520 --> 00:30:50,880 in life, you got to ask for it. 560 00:30:50,880 --> 00:30:51,880 So true. 561 00:30:51,880 --> 00:30:52,880 I was like, okay. 562 00:30:52,880 --> 00:30:54,480 I know people want to serve. 563 00:30:54,480 --> 00:30:57,000 I'm reading another book and I don't know if you've read the breakthrough code. 564 00:30:57,000 --> 00:30:58,000 Really good one. 565 00:30:58,000 --> 00:31:04,200 But it's just a story of this young man not doing too well and somebody's mentoring him. 566 00:31:04,200 --> 00:31:09,480 But everybody in the book that he meets, that's this mentor, who hooks him up with the doctor, 567 00:31:09,480 --> 00:31:11,560 everybody asks, how can I serve you? 568 00:31:11,560 --> 00:31:12,560 Yeah. 569 00:31:12,560 --> 00:31:13,560 Yeah, that's great. 570 00:31:13,560 --> 00:31:18,080 You know, it may take a little of your time, but giving you get so much back and somebody 571 00:31:18,080 --> 00:31:20,800 else is going to give to you and it all works out. 572 00:31:20,800 --> 00:31:21,800 It does. 573 00:31:21,800 --> 00:31:22,800 Yeah. 574 00:31:22,800 --> 00:31:23,800 Yeah. 575 00:31:23,800 --> 00:31:26,760 Well, we could talk forever and ever, but I try to keep these around 30 minutes. 576 00:31:26,760 --> 00:31:31,960 So how, Rob, would you encourage somebody else to say why not today to start a business? 577 00:31:31,960 --> 00:31:35,960 I know when we talked the other day or whenever we talked, you talked about a neighbor that 578 00:31:35,960 --> 00:31:39,000 wanted to do a business, you're like, just go start the LLC now. 579 00:31:39,000 --> 00:31:40,000 Like, don't wait. 580 00:31:40,000 --> 00:31:41,000 Do it today. 581 00:31:41,000 --> 00:31:42,000 Yeah. 582 00:31:42,000 --> 00:31:43,000 Or somebody else. 583 00:31:43,000 --> 00:31:52,080 I think that whenever you have a thought or an inkling or suspicion or a hunch or like 584 00:31:52,080 --> 00:31:55,280 that is the universe telling you like you need to explore that. 585 00:31:55,280 --> 00:31:56,280 That's that itch. 586 00:31:56,280 --> 00:31:57,280 You need to scratch. 587 00:31:57,280 --> 00:32:02,800 And the way to actually do it is by just taking action on it. 588 00:32:02,800 --> 00:32:10,720 And you know, I really believe that if you're paying attention that the world is telling 589 00:32:10,720 --> 00:32:16,600 you what the next step should be and you just need to take it, but so many people started 590 00:32:16,600 --> 00:32:22,320 over analyzing it and start tearing it down and why won't it work? 591 00:32:22,320 --> 00:32:27,800 And I always tell my little sister, my sister's a thinker, right? 592 00:32:27,800 --> 00:32:32,720 And I always tell her, you know, one of the things that I, I think the reason why I've 593 00:32:32,720 --> 00:32:36,360 been able to build things is because I don't overthink them. 594 00:32:36,360 --> 00:32:42,560 I just do it and I make lots of mistakes and I'm okay with making mistakes because that's 595 00:32:42,560 --> 00:32:44,600 how you actually learn. 596 00:32:44,600 --> 00:32:47,840 So you got, you got to be okay with making mistakes. 597 00:32:47,840 --> 00:32:49,200 Don't worry about being foolish. 598 00:32:49,200 --> 00:32:50,200 I've made a thousand. 599 00:32:50,200 --> 00:32:54,560 Like the only way to truly learn is to make a mistake. 600 00:32:54,560 --> 00:32:56,680 And that's what I say to with that thing. 601 00:32:56,680 --> 00:33:00,000 We were, I was just on a podcast earlier, we were talking about, you know, that thing 602 00:33:00,000 --> 00:33:03,760 that keeps you up at night or that people keep saying, you should do this. 603 00:33:03,760 --> 00:33:09,400 I mean, it's like somebody's telling you, do these things, you know, don't sit on it. 604 00:33:09,400 --> 00:33:11,960 And that's when you have those why not today moments. 605 00:33:11,960 --> 00:33:12,960 Remember where you were. 606 00:33:12,960 --> 00:33:16,400 It's like, all right, I need to do this and don't wait. 607 00:33:16,400 --> 00:33:20,240 And nobody, none of us start here and finish here. 608 00:33:20,240 --> 00:33:22,080 We finish all over here. 609 00:33:22,080 --> 00:33:26,240 And you know, you and I are both growing and changing and expanding businesses and who 610 00:33:26,240 --> 00:33:27,760 knows where we're going to end up. 611 00:33:27,760 --> 00:33:28,760 Oh yeah. 612 00:33:28,760 --> 00:33:35,080 And by the way, I think, I think, and I've always gotten the sense about this from you. 613 00:33:35,080 --> 00:33:36,080 Right. 614 00:33:36,080 --> 00:33:42,000 Like when you actually just enjoy it, you realize you enjoy the game that like what is retirement 615 00:33:42,000 --> 00:33:43,000 actually mean? 616 00:33:43,000 --> 00:33:45,280 Because some people would always be like, why do you work so hard? 617 00:33:45,280 --> 00:33:46,280 What do you do? 618 00:33:46,280 --> 00:33:47,280 Like, oh my God, you're so ambitious. 619 00:33:47,280 --> 00:33:52,440 And I'm like, you know, I just wake up and I have fun doing what I'm doing. 620 00:33:52,440 --> 00:33:56,080 It feels like a game I learned every day. 621 00:33:56,080 --> 00:33:58,800 I figure out what works, what doesn't work. 622 00:33:58,800 --> 00:33:59,800 I have goals. 623 00:33:59,800 --> 00:34:00,920 I know how to win the game. 624 00:34:00,920 --> 00:34:01,920 I know how to lose. 625 00:34:01,920 --> 00:34:02,920 Right. 626 00:34:02,920 --> 00:34:06,240 Like there's like certain, like I've, I've got a map that I've kind of decided like 627 00:34:06,240 --> 00:34:11,960 that I've, it's a way I teach agents to figure out like how do you actually win different 628 00:34:11,960 --> 00:34:14,360 levels of the game? 629 00:34:14,360 --> 00:34:16,000 But you never stop playing the game. 630 00:34:16,000 --> 00:34:17,000 It's infinite. 631 00:34:17,000 --> 00:34:18,000 Right. 632 00:34:18,000 --> 00:34:20,760 There's just an, there's an unlocking of the next level. 633 00:34:20,760 --> 00:34:29,040 And I think that that's business owners are always just striving to unlock that next level. 634 00:34:29,040 --> 00:34:31,520 And that is part of the fun. 635 00:34:31,520 --> 00:34:32,520 It is. 636 00:34:32,520 --> 00:34:34,960 And it's, we gotta enjoy life. 637 00:34:34,960 --> 00:34:36,960 We are not promised tomorrow. 638 00:34:36,960 --> 00:34:40,680 And I say it over and over again that you gotta love what you're doing. 639 00:34:40,680 --> 00:34:47,240 And it, as they say, it doesn't feel like you're working, but to, yeah, love what you're 640 00:34:47,240 --> 00:34:48,240 doing. 641 00:34:48,240 --> 00:34:51,520 And I was on a leadership call a couple of months ago and it's just broke my heart. 642 00:34:51,520 --> 00:34:52,520 And I keep talking about it. 643 00:34:52,520 --> 00:34:56,280 There are people that work for the government, which we know a lot of people and they literally 644 00:34:56,280 --> 00:34:59,680 have countdown clocks on their desks to house in. 645 00:34:59,680 --> 00:35:00,680 Oh my God. 646 00:35:00,680 --> 00:35:02,600 And that just broke my heart. 647 00:35:02,600 --> 00:35:07,360 And then another young lady I talked to her first job out of college, she hated it. 648 00:35:07,360 --> 00:35:08,360 And I'm like, get another job. 649 00:35:08,360 --> 00:35:10,800 She goes, you're not supposed to like your job. 650 00:35:10,800 --> 00:35:14,080 That's what her parents told her their parents just work to retire. 651 00:35:14,080 --> 00:35:17,640 And I'm like, oh my gosh, I'm going to like, it's a prison sentence where people don't 652 00:35:17,640 --> 00:35:19,720 understand that's a prison sentence. 653 00:35:19,720 --> 00:35:23,400 And people ask you that when I quit my job house, was that scary? 654 00:35:23,400 --> 00:35:28,000 I'm like, it's a lot more scary to me to work for somebody that can pull the rug out from 655 00:35:28,000 --> 00:35:30,560 you in two seconds and you have no control. 656 00:35:30,560 --> 00:35:34,200 Like I have control and I can enjoy my life and I'm living my life. 657 00:35:34,200 --> 00:35:35,520 I don't know desire to retire. 658 00:35:35,520 --> 00:35:37,000 I'd be bored to tears. 659 00:35:37,000 --> 00:35:39,960 You know, it's interesting that that's where values kind of come into place. 660 00:35:39,960 --> 00:35:40,960 Right. 661 00:35:40,960 --> 00:35:44,680 Some people really value security, right? 662 00:35:44,680 --> 00:35:46,960 But I always valued freedom. 663 00:35:46,960 --> 00:35:52,080 And I was like, I was, I was like, what price would I pay to be free? 664 00:35:52,080 --> 00:35:55,480 Like any price, right? 665 00:35:55,480 --> 00:35:57,840 Whatever I need to do with freedom and flexibility. 666 00:35:57,840 --> 00:36:01,200 I don't even like to be told to do what to do by myself. 667 00:36:01,200 --> 00:36:04,080 Like I can't mine Mondays and Fridays and Tuesdays. 668 00:36:04,080 --> 00:36:05,080 They're all different. 669 00:36:05,080 --> 00:36:06,280 People like, tell me your schedule. 670 00:36:06,280 --> 00:36:10,960 I'm like, it's all over the place because I'm, that's how I designed my life. 671 00:36:10,960 --> 00:36:13,120 I could not do the same thing every day. 672 00:36:13,120 --> 00:36:15,800 And I need that freedom and flexibility. 673 00:36:15,800 --> 00:36:19,360 Well, I, you know, I'm a little opposite. 674 00:36:19,360 --> 00:36:25,080 My day is super scheduled because I kind of, I learned that discipline equals freedom. 675 00:36:25,080 --> 00:36:30,000 Meaning like if I could be very disciplined, if I could be very disciplined at some key 676 00:36:30,000 --> 00:36:37,560 activities, then I had the ability to be, to have freedom in all other areas of my life. 677 00:36:37,560 --> 00:36:41,080 But I had to be really disciplined around some key things. 678 00:36:41,080 --> 00:36:42,080 Yeah. 679 00:36:42,080 --> 00:36:45,440 That's the habit I need to get back into. 680 00:36:45,440 --> 00:36:47,440 Shifting and changing and trying to do these new things. 681 00:36:47,440 --> 00:36:53,440 So, well, as I said, we can go on and on forever, but I always try to tie this back to my dad. 682 00:36:53,440 --> 00:36:55,800 And did you ever meet my dad? 683 00:36:55,800 --> 00:36:57,440 I never, but he's a legend. 684 00:36:57,440 --> 00:36:58,880 I've heard so much about your dad. 685 00:36:58,880 --> 00:37:06,680 He is a legend, but so the things that kind of connected or where you live now is we lived 686 00:37:06,680 --> 00:37:07,960 in the opposite one. 687 00:37:07,960 --> 00:37:09,720 We lived in Maple Ridge when I first. 688 00:37:09,720 --> 00:37:10,720 Oh, wow. 689 00:37:10,720 --> 00:37:11,720 Preston. 690 00:37:11,720 --> 00:37:12,960 That's cool. 691 00:37:12,960 --> 00:37:18,960 And then talking about how your dad was instrumental and you get coming up with your business name. 692 00:37:18,960 --> 00:37:21,240 And I think that is a lot. 693 00:37:21,240 --> 00:37:23,560 My dad, he was, you know, I think we have that connection. 694 00:37:23,560 --> 00:37:27,880 Our dads, even though your dad was an entrepreneur, which mine was that, you know, led by your 695 00:37:27,880 --> 00:37:31,200 dad and he gave you permission to do what you wanted. 696 00:37:31,200 --> 00:37:33,280 Actually, I got to tell you that right there. 697 00:37:33,280 --> 00:37:34,280 You just nailed it. 698 00:37:34,280 --> 00:37:42,120 My dad, when I think about my dad, he never imposed his will or like goals. 699 00:37:42,120 --> 00:37:43,880 Like he didn't, he had to put that pressure on me. 700 00:37:43,880 --> 00:37:45,960 He let me be me, right? 701 00:37:45,960 --> 00:37:51,480 You know, it's so funny because I remember, you know, you know, my dad's a diplomat. 702 00:37:51,480 --> 00:37:53,000 He was consul general for the U.S., right? 703 00:37:53,000 --> 00:37:55,760 It's like a position down from the ambassador and people are like, and you're just a real 704 00:37:55,760 --> 00:37:56,760 estate agent. 705 00:37:56,760 --> 00:38:02,880 And I was like, yeah, I make a hell of a lot more money than my dad ever made, right? 706 00:38:02,880 --> 00:38:05,000 But I, but he gave me permission to be me. 707 00:38:05,000 --> 00:38:08,120 Like that was my, like my, he let me be an entrepreneur. 708 00:38:08,120 --> 00:38:10,280 He let me be a business owner. 709 00:38:10,280 --> 00:38:17,440 And he, and, and once he saw what I gravitated towards, he just kind of encouraged it, right? 710 00:38:17,440 --> 00:38:19,360 And I think it's a, it was a big gift. 711 00:38:19,360 --> 00:38:26,320 Like he never expected me to be the next, you know, whatever political position out 712 00:38:26,320 --> 00:38:27,320 there. 713 00:38:27,320 --> 00:38:28,560 It's like, shoot me. 714 00:38:28,560 --> 00:38:33,640 I interviewed my brother for my second and first anniversary and he's five years younger 715 00:38:33,640 --> 00:38:34,640 than me. 716 00:38:34,640 --> 00:38:35,640 He was a fourth kid. 717 00:38:35,640 --> 00:38:36,640 I was at first. 718 00:38:36,640 --> 00:38:38,840 And so it's interesting how we all see our lives differently. 719 00:38:38,840 --> 00:38:39,840 Oh yeah. 720 00:38:39,840 --> 00:38:45,200 My dad, in my eyes, you know, if you came out with an A or a B or a C, you know, he let 721 00:38:45,200 --> 00:38:50,720 you be you, you know, and some, my brother, I don't think respect is much the freedom 722 00:38:50,720 --> 00:38:51,720 we have. 723 00:38:51,720 --> 00:38:52,720 Interesting. 724 00:38:52,720 --> 00:38:53,720 Is he young? 725 00:38:53,720 --> 00:38:54,720 You said he's younger. 726 00:38:54,720 --> 00:38:55,720 Younger. 727 00:38:55,720 --> 00:39:01,360 And he was the fourth kid out of six, a middle, but you know, there's a whole analysis. 728 00:39:01,360 --> 00:39:05,240 But yeah, my dad just let us be who we wanted to be. 729 00:39:05,240 --> 00:39:08,640 And it's interesting when I started my Mary Kay career, it was right after I finished 730 00:39:08,640 --> 00:39:09,640 my MBA. 731 00:39:09,640 --> 00:39:10,960 He didn't say anything. 732 00:39:10,960 --> 00:39:13,080 He just let me do what I wanted to do. 733 00:39:13,080 --> 00:39:19,520 When I got my first Mary Kay car, he told my then senior mentor, it's like, yeah, Leslie 734 00:39:19,520 --> 00:39:20,720 has changed a lot. 735 00:39:20,720 --> 00:39:21,720 Like who would have known? 736 00:39:21,720 --> 00:39:26,320 So I kind of questioned what she was doing, but I let her do it. 737 00:39:26,320 --> 00:39:28,040 That's a blessing. 738 00:39:28,040 --> 00:39:30,240 And I get that, oh, she's just a Mary Kay director. 739 00:39:30,240 --> 00:39:32,720 I'm like, yeah, just a Mary Kay director. 740 00:39:32,720 --> 00:39:33,720 Yeah. 741 00:39:33,720 --> 00:39:34,720 Yeah. 742 00:39:34,720 --> 00:39:35,720 Happy. 743 00:39:35,720 --> 00:39:36,720 Yeah. 744 00:39:36,720 --> 00:39:37,720 Happy doing what we do. 745 00:39:37,720 --> 00:39:39,360 And enjoying our lives, right? 746 00:39:39,360 --> 00:39:43,840 Like, because we, because we actually had people who didn't place their expectations 747 00:39:43,840 --> 00:39:46,920 on us of what we should or shouldn't be, right? 748 00:39:46,920 --> 00:39:47,920 And that's a blessing. 749 00:39:47,920 --> 00:39:51,800 And I think the other thing my dad taught and I didn't catch it right away, but did later 750 00:39:51,800 --> 00:39:55,000 years later is get back to me and get involved. 751 00:39:55,000 --> 00:39:56,520 And yes, run that too. 752 00:39:56,520 --> 00:39:57,520 And you know what? 753 00:39:57,520 --> 00:40:00,520 It comes back to bless you over and over and over again. 754 00:40:00,520 --> 00:40:02,040 You know, just a quick little side. 755 00:40:02,040 --> 00:40:07,440 I know you're trying to wrap up, but my sister, who's four years younger than me, has also 756 00:40:07,440 --> 00:40:11,200 commented on the fact that she wished that there had been a little bit more discipline. 757 00:40:11,200 --> 00:40:12,200 Right. 758 00:40:12,200 --> 00:40:15,800 Not that my dad, like I, we call my dad the general, by the way, my dad's the general, 759 00:40:15,800 --> 00:40:16,800 right? 760 00:40:16,800 --> 00:40:20,760 He's all disciplined, but, you know, my dad was all disciplined. 761 00:40:20,760 --> 00:40:24,560 I mean, we were in bed by like eight 30 in the morning, but not that he disciplined us. 762 00:40:24,560 --> 00:40:27,880 He just like ran a very tight ship. 763 00:40:27,880 --> 00:40:30,480 But he also, he just had a couple of rules, right? 764 00:40:30,480 --> 00:40:35,040 It's like early to read, early to bed or early to rise makes man healthy, wealthy and wise. 765 00:40:35,040 --> 00:40:39,320 Like he literally like put that in my brain. 766 00:40:39,320 --> 00:40:43,320 You know, do, do what you're saying you're going to do. 767 00:40:43,320 --> 00:40:44,320 And he was a thinker. 768 00:40:44,320 --> 00:40:51,040 He was always like, he, he wasn't, he wouldn't allow us to do like a lot of like, there was 769 00:40:51,040 --> 00:40:55,440 like, it was hard to get permission to go out and do things, right? 770 00:40:55,440 --> 00:41:01,680 So because we, we, you know, we're typically in very scary countries for the most part, 771 00:41:01,680 --> 00:41:03,600 right? 772 00:41:03,600 --> 00:41:09,080 But what she wanted was maybe somebody that was going to see her talents and then push 773 00:41:09,080 --> 00:41:14,600 her shirt in those areas of talents, which my parent, you know, which, you know, they 774 00:41:14,600 --> 00:41:16,640 didn't do. 775 00:41:16,640 --> 00:41:22,600 And I was like, you know, and I, I did athletics in college and it didn't matter to me whether 776 00:41:22,600 --> 00:41:24,960 they pushed me or not, because it's what I wanted to do. 777 00:41:24,960 --> 00:41:27,920 So I was like, why would it matter if, if they were pushing you to do it? 778 00:41:27,920 --> 00:41:30,480 Like you're going to want to do it yourself. 779 00:41:30,480 --> 00:41:35,080 But it is an interesting dynamic because she does have a different world of you being four 780 00:41:35,080 --> 00:41:36,360 years younger than me. 781 00:41:36,360 --> 00:41:40,720 And so we have sometimes different, different recollection of our life. 782 00:41:40,720 --> 00:41:45,960 I have two younger sisters that are 16 and 18 years younger and, you know, whole different 783 00:41:45,960 --> 00:41:49,240 family, same parents, but, you know, different recollection. 784 00:41:49,240 --> 00:41:50,240 Different, different. 785 00:41:50,240 --> 00:41:51,240 Yeah. 786 00:41:51,240 --> 00:41:54,760 My dad, I think had high expectations, but he let us do it. 787 00:41:54,760 --> 00:42:04,320 But I remember we weren't always, we pushed the envelope, which he did, but he would, 788 00:42:04,320 --> 00:42:07,480 we had many parties, let's put it that way at the house. 789 00:42:07,480 --> 00:42:12,560 And in our member one time we had one of those parties and we didn't do something we were 790 00:42:12,560 --> 00:42:14,400 supposed to and we had that sit down. 791 00:42:14,400 --> 00:42:16,000 We didn't get grounded. 792 00:42:16,000 --> 00:42:19,000 We didn't have, we didn't have phones take away, but none of that's happened. 793 00:42:19,000 --> 00:42:22,840 But he had it, would sit down and have this conversation with us. 794 00:42:22,840 --> 00:42:24,840 You know, I'm disappointed in you. 795 00:42:24,840 --> 00:42:28,800 And I remember one instance we were sitting there and my sister had a friend that got 796 00:42:28,800 --> 00:42:30,480 grounded all the time. 797 00:42:30,480 --> 00:42:33,600 And my dad's like, would you rather be grounded or have these conversations? 798 00:42:33,600 --> 00:42:36,480 He's like, grounded all day long. 799 00:42:36,480 --> 00:42:39,720 Like this was rough, but yeah, he had high expectations. 800 00:42:39,720 --> 00:42:44,880 And it's interesting, you know, what we learned from our parents and yeah, that's why I love 801 00:42:44,880 --> 00:42:52,360 doing the podcast and referencing my dad and people knew he was and he made people think 802 00:42:52,360 --> 00:42:56,240 and he asked lots of questions and he was a big thinker. 803 00:42:56,240 --> 00:43:01,280 Like I have people that say he thought way ahead of where even are today. 804 00:43:01,280 --> 00:43:02,280 That's awesome. 805 00:43:02,280 --> 00:43:03,920 And I'm very creative like both of us. 806 00:43:03,920 --> 00:43:04,920 So it sounds amazing. 807 00:43:04,920 --> 00:43:05,920 Yes. 808 00:43:05,920 --> 00:43:10,800 Well, thank you again for being here and thank you everybody for joining us on this inspiring 809 00:43:10,800 --> 00:43:11,800 story. 810 00:43:11,800 --> 00:43:15,960 Remember, every day is an opportunity to take actions, chase your dreams and make a difference. 811 00:43:15,960 --> 00:43:16,960 So why not today? 812 00:43:16,960 --> 00:43:22,560 And you can find out everything you want about the why not today podcast at whynottodaypodcast.com. 813 00:43:22,560 --> 00:43:24,720 I'm adding some new things. 814 00:43:24,720 --> 00:43:28,880 We have a why not today's connects lunch in once a month in rest in Virginia if you're 815 00:43:28,880 --> 00:43:34,960 local, but then I'm also starting some coaching in some courses to help people to have given 816 00:43:34,960 --> 00:43:38,840 permission to start and to help with that over around overwhelm. 817 00:43:38,840 --> 00:43:41,480 So I'm going to share all Rob's contact information in the show notes. 818 00:43:41,480 --> 00:43:46,240 So again, thank you for joining us and make sure you share the podcast, like the podcast, 819 00:43:46,240 --> 00:43:51,560 tell your friends about it and follow us at why not today and remember say why not today. 820 00:43:51,560 --> 00:43:52,560 But thanks Rob. 821 00:43:52,560 --> 00:43:59,560 Thank you.