Episode #26: Wide Marketing vs. Deep Marketing

[00:00:00] We talked about Wide vs. Deep, geographic vs. the type of marketing you do. What do you think? So there's pros and cons to both. You know, going wide, again, maybe your conversion rate goes down as you said, but maybe

[00:00:11] your sales go up. So what would be like, what would be some pros of going wide? So going wide? Yeah. Yeah. You have the ability to hit more people. Yeah. Right. You're going wide.

[00:00:30] You're just, or sheer number of opportunities, grows. And that could then invite in more sales, more opportunities and then more relationships, more referrals, yep off of that. Wide. It must feel bigger approach. Yeah. Feels like got more opportunity. Yeah. Absolutely.

[00:01:01] Welcome to the podcast dedicated to real estate insurance and everything in between. Join us as we take you along our own brokerage building journeys with additional wisdom from our network of business experts. Welcome to Bricks and Risk. Hey everyone, welcome to another

[00:01:25] episode of Bricks and Risk. I am Tim Gardy and I'm Sean Mooney. What's up, Sean? What's up? What up? And today, got a really cool topic and it's funny when I first mentioned this to Sean

[00:01:41] and said, here's what we're doing today. He was kind of like, in what sense? The find that. So this is kind of a broad topic. I've heard it a few different ways. You can can sure at different ways.

[00:01:54] You can look at it different ways. But it's really in your approach to marketing and the broad terms for your approach to marketing are, do you take your marketing wide or do you take your marketing

[00:02:07] deep and I'll give you my own general perspective as to that. So if you're looking wide, let's let's talk about geographic. So it's a good way to define it. In real estate, a lot of times people

[00:02:22] talk about farming, having your own area that you dominate, you know, farming not agricultural farming. Correct. Real estate farm. Pink. All right. Okay. This is for the insurance people. Yeah, exactly. So my real estate peeps out there obviously know what I'm talking about. But the insurance

[00:02:39] people are like, oh, there you go. And so let's talk about geographic. So in real estate, you're like, okay, who do I want to serve? Do I want to work with people all over Philadelphia?

[00:02:52] Do I want to work all the suburbs? Do I want to work in the city? Do I want to work south Jersey suburbs? So I want to take it to the shore. You know, that's one example. That's your wider

[00:03:02] approach. You're saying, hey, anything in and around this area, I'll go after. I don't care if I have to drive an hour and a half. I'm going to go for it. Or you can go deep and going deep

[00:03:14] would be like, hey, here's a great example. I live in Flower Town now. I used to live in Philadelphia while. And in Flower Town, I could say like, hey, I'm just going to try and focus on people

[00:03:26] in and around Flower Town. There's thousands of them. Or maybe I'll say, hey, I want to focus on White Marsh Township, which is a way to look at it in Pennsylvania. Township's kind of

[00:03:37] rule your area. It's like that's your school district. That's your tax base, you know, your park system, your library, whatever. So if I had to say wide versus deep, like what's your perspective on

[00:03:50] that for marketing? Yeah. So when we first kind of like, we're kicking around ideas and talking about topics, it just took me back to starting my business. There you go. Okay. And in the first year,

[00:04:06] I'm like, I want to write everybody. Yeah. Anyway, that was my way. Who you do like, how do you, how do you, I want to ensure you, you own a dynamite factory. I want to ensure

[00:04:20] you. I mean, like that's that's your mentality. So I think the newcomer, the new guy on the block, I think they're eager to go white. Yeah. And I anything and everything, everything and anything.

[00:04:39] And I think what you find over time is it's counterproductive in a way. I mean, you can do that. Right. You can cast a wide net and whoever comes through comes through and it's just a number

[00:05:01] scheme, right? So like, we should out to a thousand and you get 100 contacts. And from there, you get 25 calls and you sell 15 accounts. You know, so the the wider than that, you know,

[00:05:24] the more the numbers and you just kind of opportunity or opportunity. And that's one way to go about it. Where I think it's kind of productive is you have to look at like how much time you're spending,

[00:05:41] we have, you know, close ratio. Right. Okay. Explain that. So quote 50, you write five accounts. Okay. So how many times are you in conversion conversion? How many are you converting? If you are casting a wide net to anyone and everyone, you know, your conversion

[00:06:06] rate might be 2%. Yep. I could see that, right? And so if you look at it as going deeper, right, you really have a target market that you're after, right? You know that

[00:06:26] your carriers, your companies are super hot in these zip codes. Yeah. And you just hit those areas, right? Because you know that you may only have to vote 20 to get 10. Right? And now you're

[00:06:46] now your shooting 50%. Right. So I think for for us, it's really the goal for us is really hitting a high conversion rate with our new business. I like that. Yeah. And it's also, it's like the expression goes. It's, you know, Jack of all trades, Master of none. Yeah.

[00:07:10] You're doing too many things. You know, I really, there's a second part to that, by the way. I don't know what it is. Okay. It's something going on the lines of like, Master of none, but better than most. Yeah. Yeah. Oh, actually, yeah. I think you're right. Yeah.

[00:07:27] I think I am right. I'm the philosopher, but I do remember they're being a second part to it. I appreciate that. That's a mine. Yeah. That's good. But going back with with real estate like

[00:07:41] talk about how you guys are now or how you started out and where you kind of progress to and where you're really honing in on, where you're getting new business and where you're marketing towards. Yeah. I think there's a couple different ways to look at it from

[00:07:59] my perspective. I feel like a lot of people in real estate just they just follow methods. It'll be like, okay, you should be getting on the phone. There's a method to that. Warrant calls are call calls. It doesn't matter. Get on the phone. You should be sending out

[00:08:14] postcards because those postcards should say, hey, we have a listing. Like, do you want to sell or hey, I just sold something? Do you want to sell? So then there's that, then there's like video.

[00:08:25] Oh, I need to do more video. Video is hot right now. Which is true. But it's like there's so many different ways to go about it. I think for us when we first got in, we looked at it as like, let's take

[00:08:41] geography out of it. Let's just look at like your approach and being like smarter, more strategic and you're looking at your approach. Like, how do I want to approach this? So I think what we really

[00:08:55] looked at was like, first of all, what kind of transactions do we want to do? Do we want to do when I focus more buyers, sellers, renters? We looked at it as like, we want to do everything that

[00:09:06] you can do in residential real estate. So buy sell invest in rent is what people say. Those are the four because again, there are people in our network that want to do all those things. There's people who

[00:09:17] are buying their first home, family member friend. There's people who are selling their third home, but then they want to go buy another one. So if we went too deep on that, why think with you guys

[00:09:29] too, it's it's kind of the umbrella of real estate. Yeah. So like if I have, if I use copper hill, we buy a house, we did great job, we love it and someone comes to me and is like, how you just

[00:09:42] bought a house? Like, I'm buying an investment property. There's kind of that automatic thinking, like, oh, who did you use? They'll be able to help me. Yeah, you know, in terms of that transaction. So I think

[00:09:53] people in general, the masses just kind of assume, yep, that oh, you do real estate, you're a realtor, you can help me because I want to do this. Yeah. So really it's funny in the beginning,

[00:10:04] we were very focused on the city because we were in center city. That's where we were for our first eight years, basically. And we're like, look, we're kind of like young, we all live in the

[00:10:17] city like we're urban minded, we're just like, we're progressive, we're trying to do things, you know, better paperless and tech. Like it's all like city focused. It's like less traditional. It's more, it's more hip, it's more progressive. So it's like everything beginning with the city.

[00:10:36] So first couple years, we were like real concentrated. Like, let's focus on the city. And how is that done? You know, when you intentionally do that, is that your marketing efforts, is that, you know,

[00:10:48] if you're going to meet people, it's going to be in the city. Yeah. You want to get connected with people in the city. That how it kind of, yeah. And again, for us with relationships. So it's like

[00:10:57] cultivating our relationships, we would tell the people we already knew, hey, we have a city focus. But again, if my cousin or a friend or someone said I'm moving to the suburbs of course,

[00:11:06] I can help. I grew up in the suburbs. So I understand that market. But let's talk about the marketing. It's like being intentional with like networking where we're going to suburban events or city events.

[00:11:16] We were going to city events. Yeah. Also where we lived. So like we were all in three different neighborhoods in the city. And we would all get involved in our neighborhoods. We, you know, I was on the Rocksboro Development Corporation for 10 years that's a CDC, a community

[00:11:32] development corporation with more of a business mindset. But like, you know, Andrew was doing like zoning in fish town because that's where he lived. And Ryan was doing, you know, he's huge basketball fan. He went to Providence College even though he's from here.

[00:11:49] He would gather together like Providence basketball fans that just live in Philadelphia. Yeah, right. All three of them, uh, with literally get them together and do like a watch party. Yeah.

[00:12:02] And, you know, he did like a LinkedIn group for that. So it's like everything we kind of did was like city focus. Yeah. And then like as we grew, the neck got a little wider. It got wider in the fact

[00:12:13] that we were growing with agents and the agents focused on different neighborhoods. And then, you know, with COVID and everything with with the changing of mindset, you know, a lot of people

[00:12:24] that we knew ourselves included that were in the city. Maybe we were always suburban bound at some point. But a lot of people left. And it was just that age bracket. It was maybe like that 35 to 45,

[00:12:36] 50 was just like, you know, you either had a kid or kids or like, you had a pet or a couple pets or you just got married. You're thinking about these things like everyone went in space.

[00:12:46] Yeah. Where do you get space? You get space in the burps. You know, you get land. You get privacy. You get all that. And then so then we started doing more suburban business. But again,

[00:12:56] it was always through our network. But are you just following like so like what that leads me to believe is maybe it wasn't intentional. But maybe that's where your center of influence were going.

[00:13:10] You know? I mean, I imagine that like during COVID a lot of your clients that lived in the city that bought houses in the city are like, all right. Let's look over here. Let's move out. Let's get some space.

[00:13:22] Let's get some, let's get a yard or let's get, you know, close to, you know, valley, forge national par, you know, any number of things. So then just by way of your community is moving

[00:13:37] and branching out your kind of then following where they're going. Yeah. And it's like so geographically, I feel like we got wider. But from a marketing perspective, I feel like we've always been deep. And here's why

[00:13:51] we've always been focused on relationships. And even when I'm doing the Rocksboro Development Corporation, I'm trying to go out and build more relationships. Like one, I'm donating my time for the better, the betterment of the community because I feel like I got something that I have an MBA.

[00:14:08] I'm a business owner. I'm in real estate. You know, I love this neighborhood. So like having all those things, I'm like, I feel like I can contribute to the neighborhood and provide value to its residents.

[00:14:23] But again, it was always back to relationships. Hey, maybe I meet three people on the board and I add them to my relationships. And then I continue my marketing approach. So my marketing approach

[00:14:32] was always deep in the fact that tick geography aside. It was always focused on our relationships. From a geographic standpoint, we just grew and growing through our network allowed us to focus on more areas growing with the agents. Hey, I live in Doyle, Stown, O'Kan,

[00:14:48] gonna do some business up there. I live in Northeast Philadelphia. I have clients up there. So I do think, and it's like even today when we've grown. So it's nine years just like you've been

[00:15:00] grown for 11 years. We still look at it as deep. And it's like now I'm in a new geographic location in Flower Town, Pennsylvania. And now I'm starting to look at it as like, how do I build some

[00:15:13] influence? How do I get my name out in this area? So let's talk about this too. So we talked about wide versus deep geographic versus the type of marketing you do. What do you think? So there's

[00:15:25] pros and cons to both. You know, going wide again, maybe your conversion rate goes down as you said, but maybe your sales go up. So what would be like, what would be some pros of going wide?

[00:15:39] So going wide? Yeah. Yeah. You have the ability to hit more people. Yep. Right. You're going wider. You're just, they're sheer number of opportunities. Gross. And that could then invite in more sales, more opportunities and then more relationships,

[00:16:06] more referrals. Yep. Off of that wide. It must feel bigger approach. Yeah. Pizzagat more opportunity. Yeah. Absolutely. And so that I would say that's the bonus of going in that direction.

[00:16:22] I think on the flip side, yeah, give me the kind of of going wide. I think that the con would be your losing focus agreed. You're losing like so for us, it's a cause of conversation

[00:16:41] in our office is like trying to identify our ideal client and like who's our target market. And we put such an emphasis on that because I think if you get dialed into that approach and knowing

[00:17:01] who your ideal client is, it becomes easier to find them. It's just better business for our brokerage. And we find that ideal clients are going to refer ideal clients. Yep. It's just the kind of

[00:17:21] the way it works. Yes. Agreed. And so let's be more like a more like a snowball relationship effect. Yeah. What we kind of say too is like, you know, if you write, if your ideal client

[00:17:36] is family of four with two cars and a home and a vacation home and they have some pieces of art that they ensure and you kind of draft this persona of who you're trying to market against.

[00:17:56] You can get very good at targeting that prospect and also knowing if they're not the right fit. So your time, you know, is better spent and you become better at finding them and also building from that. Yeah, you're more, you're almost more tactful in your approach.

[00:18:29] All right. So we talked about the pros and cons of going wide. And the other thing I will say in my industry is where we've kind of mostly talked about, you know, home insurance, auto insurance. When we talk about commercial insurance, the valuable nature of finding the niches

[00:18:56] or, you know, a specific type of business that you want to go after because you can line up your prospects. You can line up your carriers because certain carriers have certain appetites.

[00:19:11] So some are going to be better than others. Yeah. I was nowhere to place it. You know the coverage is that this particular client's going to need. So it becomes very efficient in knowing the client,

[00:19:24] getting the coverage and placing the coverage. Okay. So business insurance, that's kind of a must for most. Hey everyone, this is Tim. Your favorite bricks and risk co-hosts. But don't tell Sean. I hope you're enjoying this episode and I'll get right back to it in a moment.

[00:19:44] Our audience grows to a word of mouth. So if you would please take a moment of your time and give us a review on the platform you're on, that would be fantastic. Please also help spread

[00:19:54] the B&R word by sharing your favorite episode with a friend. We greatly appreciate your time and trust. Now back to the show. Okay. I'll spit fire on that too. So talking about going wide,

[00:20:13] I can give an example from when I got in a real state. And I've talked about this on another podcast. When I got into real estate, I was very big on creating a personal brand.

[00:20:24] Because otherwise, I was just Tim Gardy Realtor. If I'm just Tim Gardy Realtor, I'm not different than anyone else with a real estate license. How do I differentiate myself? And I differentiate myself

[00:20:35] with a brand that was in the market I was focusing on, which was Philadelphia. So as living in the city at the time, living in Rocksboro and it was very interested in development and redevelopment, new construction, brownfield sites, skyscrapers downtown, rehabs, multifamies,

[00:20:53] all this stuff, loft departments. It was very interesting to me. So like I found myself reading that section of the news every day. It was like Philly.com or blogs or whatever. And reading that

[00:21:06] all the time, I felt like I had like perspective on it and maybe like an opinion. So then I started and then when I started blogging, this is what I was writing about. So I developed a personal

[00:21:17] brand called Philly Urban Living. The reason I decided to go wide with that brand is again, I'm on one man and an entire city of a million and a half people. It's a lot of opportunity. This is back in like 2010, 2011. No one really had an individual

[00:21:37] personalized Asian brand. I'm going to say no one. There's about 10 people that I could find that weren't like a team or a broker just like that before a million dollar listing. Exactly. So and this is like even before like really like iPhones and yeah, social media really got

[00:21:53] great and just think about all that but like so prior to this, these people had like a website or a landing page or something and there were only like 10 other people. So I looked at it

[00:22:04] it was like look, I got a lot to add. I read the news. I want to start a blog. I want to create a personal brand. So then I called my blog Philly Urban Living and then once I started blogging

[00:22:15] a lot, I'm like, I'm going to start sending out a monthly newsletter and what I do is I would I would populate my newsletter with those blog posts. I'd pick if I did 10 blog posts in a

[00:22:25] month, I'd pick the top one or two and put them in there and send it out. So then I started creating this personal brand but it was more wide and then as I grew and as an agent and then

[00:22:40] we started to copper hill and when we started to copper hill everything changed. It's like I can't be this wide agent anymore of just focusing on the city like we looked at it as like okay,

[00:22:53] like as a company how do we create our brand and the brand was more relationship focus, customer service focus, paper list using tech to our advantage all these things that no one was doing.

[00:23:07] We were working out of a co-working space that was forward thinking. So it was like we're lean but we're efficient and so then we went like real deep into like we need to focus on these

[00:23:18] relationships. You can't focus on the whole city. We'll still do stuff. We'll go out and we'll meet people like that's that's Lee Jen. So our lead Jen you got to be doing different things. So we were

[00:23:28] still doing some a wider lead Jen but like our focus became the relationships and that became because like Andrew Ryan and I were all practicing for years. We're like where do our deals come from?

[00:23:39] Like if we did 30 deals last year, where did most of them come from? It came from people we know. Referral referral that was like what it was hey friend of a friend cousin of a friend neighbor

[00:23:50] this was my friend and then that's how we started getting deeper in our approach. So I'd say the probably one of the biggest cons to wide and also go through deep two. One of the biggest

[00:24:03] cons of wide is really back to that quote is Jack of all trades master of none yeah maybe your conversion rate goes down and you feel like you got this big ocean of opportunity ahead of you

[00:24:16] but you do in too many things you're doing too many different kinds of deals. You're working with too many different kinds of people, too many different price points like too many carriers

[00:24:26] and I feel like when you're doing too much and aren't really going to get good at anything and you know from a deep perspective like some of the negative of that is like you're growing too slow. Like maybe you're going too focused on relations maybe you're not

[00:24:42] doing the networking let's say maybe I'm just doing I'm doing a ladder to my 100 200 300 people I'm doing a pop-by gift. I'm doing a client event. I'm doing that newsletter but only to them

[00:24:56] and like you're not really doing anything else that makes it better like when I was doing the RDC the Rosh for Development Corporation I'm like look that's lead gem because I'm just trying

[00:25:07] to add to my relationships. I'm really trying to go out shake hands with people tell them I got something to add we're getting to know each other I mean that's how our development company started

[00:25:17] through a relationship through that would you say that when you're talking about the opposing two would you say that one is more geared towards sustainability and long-term growth over the other

[00:25:33] or would you say that it could be either either the opposite? Yeah I would say so I meant our agents you know we have almost 38 in set the company and I train them and I one of the things I

[00:25:48] talk about is burnout. Yeah because again in sales especially in real estate you can get burnt out very very easily your your sending postcards you're making cold calls no no no no no no you just

[00:26:01] get too many nose and then your income goes down you feel like you're getting nowhere and you get out you know that's why it has such a high rate of failure 87% in their first five years or less

[00:26:11] we'll get out really because most of the time because of burnout it's just not sustainable so I think when you get in going wider helps you understand what you're good at and then you start to get

[00:26:24] deeper and then as you get into this your five ten I'm almost 15 years into real estate being being deep and more tactful with that approach is going to make it more sustainable because it becomes quality over quantity if I'm treating my relationships like absolute gold

[00:26:42] I mean hey I send them a handwritten note I send them a magazine every quarter I send them the news letter we just did the copper hill annual we had over 100 people there I mean I'm doing these things

[00:26:54] for my relationships so that's very deep in that approach do I still do lead gen yeah I mean this podcast is lead gen yeah we're putting information out there into the who knows who we're going to meet

[00:27:06] but even when I meet someone what's my what's my number one goal is to go deep is to create a relationship with them if I feel like it's worth it and and add them to my network

[00:27:17] so I do believe that the most sustainable approach in my opinion as you get good at business I'm sure this applies to real estate and I'll let you speak on as well is really to go deep

[00:27:28] because that is going to build the wealth it's going to create the referrals referrals happen without you having a billboard yeah I mean I even know insurance people that you know prospects come in and they have like like a lead sheet of how to disqualify them well

[00:27:50] they're looking for reasons to find that they don't fit yeah because they're really just geared towards building this is like very I guess cookie cutterish this is who we want to deal with

[00:28:05] this is the client if they have this we don't want them if they do this we don't want them if they this we want and you become very good at finding and I believe that it's it's a more in our

[00:28:20] business a more profitable way to grow your business profitable as well as long term growth because I got reference before they're going to be referring you know if you bring a bed client in that's bed performing if bed claims they don't pay their bills more than likely

[00:28:46] that person is going to be sending someone similar to them so not only you're a bit in door to that person quote unquote a bed performing client but then that's going to lead towards

[00:29:01] more people that are not your ideal client and that's why we put such an emphasis on kind of drawing this persona and really having you know pretty frequent conversations about who are we looking for how do we market to find that person what are the right carriers

[00:29:23] they fit to kind of build the coverage did that prospect fits well with yeah so it's on our end it's a lot of time to develop that because we feel like it's the and we're talking

[00:29:38] about deep right yeah we're going like very detailed in in terms of who we want is a client and the the the money spend on advertising and marketing and you know the gearing towards

[00:29:54] referrals to bring more of those clients in for us I mean that's we look at like that's where the goal is yeah no it's it's almost like you're just you're trying to get good at saying no

[00:30:07] yeah and and that is deep because it's hard in the beginning so again let's you and I've been doing this for a while yeah you do it for a while you get good at it you get confident you know

[00:30:21] you you have success you have consistency so you have all these things but that takes time it takes patience like you have to understand that you're running in a marathon you're not you're not

[00:30:36] doing a 40 yard dash that's not what this is about and I think the hardest thing about this going deep going sustainable going long term it's a long game you don't really get a lot of

[00:30:48] instant gratification no so let's you know we all buy stuff from Amazon what I buy stuff from eBay well I know you do buy half your office for me right now this I socks on for me oh I know you too

[00:31:04] well yeah but it's like let's talk about that like you find something online you're like buy yeah and it's so easy and two days later it comes and it's just that's the society we're in now

[00:31:15] you know it's like social media it's comparison culture it's like it's a highlight real of the positive aspects of your life like everyone just wants to feel good like all the time like instant gratification instant gratification but in business if you want to survive you want to grow

[00:31:34] smart and build that wealth then that's really where getting good at saying no understanding that deep is probably a better approach and being relationship focus it's knowing who you want to work with and who you don't want to work with like where are you spending your marketing dollars

[00:31:56] how hard is that like I can only imagine you having someone come in and say Tim I want to be a real estate agent yeah and you're you're fired up right you're like oh this guy's

[00:32:09] y'all they came to me he's a hustler he's eager he's smart he's got a good good head on his shoulders he's got a good network he went to school over here he's in an alumni group over here and

[00:32:25] like the first conversations going to be like slow down yeah I mean talk talk through that like when that young eager guy is piss and vinegar and you're like whoa whoa whoa whoa yeah take it easy one

[00:32:43] step at a time here like you've been through that you've seen those types of yeah candidates come forward how do they take it like can you give an example of like maybe someone who came in and

[00:32:59] yeah you had to have that conversation with no I've had lots of those conversations I've said no to a lot of people that have come to copper hill and wanted to work and not because I didn't see

[00:33:10] value in that person it was just it was like varying philosophies so some people again like we talking to a previous episode about you know getting rich versus being wealthy like a lot of these

[00:33:21] people they want to just get rich right we're Lamborghini yeah it's like look I want to make they're like come in so first year they're like I want to make like a hundred grand this year and I'm like

[00:33:29] well how are we gonna do that and that person will say well I only have to do you know two transactions a month and like do you know how hard it is to do two sales so you're gonna do 24 sales in a year

[00:33:42] in your first year let's figure out how much volume we'd have to get you figure out what your split is and then you figure out what your income is that takes time and sometimes you would say well I

[00:33:56] think I can do it because I saw someone else do it or I watched something on YouTube or I went to a seminar or I watched a webinar like whatever it is what those people don't tell you is what

[00:34:08] did they spend to get that well not only that but it's that you know how they some people have that poster up in their office yeah and it's the iceberg and it's like the little cap on top of

[00:34:22] the ice and then underneath is like yes like and like so like that's all the work that they put in that you don't see right oh Jimmy I know Jimmy he did he did 30 transactions last year

[00:34:36] yeah and like little do you know that he made like 850 cold calls or he was door knock and you know three days a week you know you don't see the work sometimes and you just assume oh well if he can

[00:34:52] do it you know I can do it yeah no I mean it's really it's trying to set their expectations about the rate of failure about you know being emotionally you know excited about getting in

[00:35:06] real estate look you took your classes on your own you paid for him you're here like that all came from you like no one did that for you you did that but you almost have to take it like it is it's

[00:35:15] like a go out and show someone at home and they're emotionally charged I'm like yeah this is a business transaction we gotta be careful like I want you to be happy and I want you to to see your life

[00:35:26] ahead of you with this house but if it's if it's a lemon we gotta go find another and I think with with that new agent example that you get and I'll end with this that it's really just letting

[00:35:37] them know things take time and business and if you talk to any of these people who are successful and knowing how much money they've made or how they did it and you got all the details the

[00:35:49] ones who have gotten really good at it have good quality of life have you know they make a good income they have wealth they have assets you know maybe they have a family don't have a family doesn't

[00:35:59] matter but the number one thing is time and I think as long as you can be patient and understand that business takes time to get good at it I mean you're gonna find success no matter what so

[00:36:13] that's all we have for this episode everyone so thank you for tuning into another episode of bricks and risk take care thank you for joining us on another episode of bricks and risk

[00:36:26] our goal is that you walk away with one or two valuable nuggets and we greatly appreciate you sharing your time with us today you can find all be in our episodes on Spotify, Apple Music,

[00:36:38] YouTube and anywhere else you get your podcast content until next time keep learning and keep growing.