This show is sponsored by hive mind CRM, it is more than just a CRM. It is a real estate and business mastermind that comes with an all in one CRM. You can have unlimited websites and users, you can call text, RVM, and email all in one user interface and you can set up custom automations. For any type and multiple businesses. 65% of companies start using a CRM system within the first five years of business. Once implemented, the hive mind will save you on marketing give you more time and make more money. One of our users had his first $100,000 month using our system in June, we want to see you automate and accelerate your business text us at 2109728 t 42. For future meetings. And of course to get our $1 course on how to make more than six figures on one land deal. You can schedule your free demo today at hive mind CR m.io. 1:01 Hey guys, Ryan Dement from chasing Financial Freedom podcast. I hope you guys are having a great day on the podcast today is Daniel Martinez. He is an entrepreneur. He's a podcaster. He's a real estate investor. He also has a real estate platform that he does some tech with. Daniel, welcome to the show. 1:21 Man. It's exciting to be here, man I love I love podcasting. It's really opened up my eyes to it. And I've enjoyed ever since. So it's kind of my little passion project. 1:31 Cool. Tell listeners a little bit about yourself and we'll get into your journey. 1:36 Man, I love telling people this because I'm originally a truck driver. So I'm a product of podcasting. That's why I contribute back to the to the content side of it. So I checked, drove for four years, drove for I used to load trucks till when I was younger, I just turned 30 This year, but I slowed tricks, load trucks, drove drove for two years and started my own company. That was my first endeavor. And entrepreneurship was sort of my own company. I got the five trucks ended up pivoting into real estate and software and podcasting. That's all I do now. It's really been a journey. And a lot of people think overnight success takes 510 years, man, that's all it is, man, it's gotta put in the work and some will happen along the way. 2:17 In You know what, it's, I always joke, I'm an eight year overnight success, because that's just how it happens. It doesn't happen. It doesn't happen, you know, two days from Tuesday, or whatever the case is. People don't realize hard work gets you somewhere, but you've got to grind it out. 2:32 Oh, yeah, for sure. It's, and it's hard work to man, that's a lot of struggling a lot of patience with your family patience with yourself. You have come through a lot of ups and downs personally, through a lot of different things. So it's an exciting trip. But I really wouldn't change it for the world. 2:48 And my mom asked me this question. I mean, every year without a doubt, would I go back to my w two job? And I always tell her no, because the struggles I've gone through. And the learnings that I've gone through are priceless. And corporate America never taught me how to fish. They taught me how to be fed every two weeks. And that's it never taught me how to grow as a person. 3:09 Yeah. Entrepreneurship man, it's been a it's been a journey. Like I struggled a lot in the beginning, just because it's a whole new. It's a whole new endeavor. But I think the one thing that separates a lot of entrepreneurs from everybody else is consistency. There's people that are they have the entrepreneurship bug, but they never won. They never start into the number of consistent and that's what separates everybody else. 3:32 And that's in that is what separates. Yeah, you're right. If you're working a W two job versus you've been an entrepreneur, if you're not consistent, persistent and get back up, every time you get knocked down. You're gonna eat your lunch and you're going to be done. 3:47 I went into trucking first. And I've seen so many people go into trucking and the entrepreneurship side of trucking, and like they get wiped out within 30 to 60 days and it's just it's a rough so you always got Jada's always gonna choose what direction you go into. If you're going down and downs entrepreneurship path because whatever direction you can take sometimes is more money intensive, it can wipe you out quicker. 4:08 So what what drew you to trucking initially, 4:10 I was letting trucks at the time for my w two. And I ended up my wife when I was in Chicago at the time originally from Chicago and used to work outside loading trucks to the forklift and stuff like that. So whether it's terrible my wife's like you want to move to Atlanta I'm like let's go I'm ready because I lived my whole life in Chicago. I'm like I'm looking for better weather. But a new start and for every all the young people listening out there, leaving home is a hack because it puts you in an environment to grow. And some in when you do that earlier, it kind of pushes you to grow into the adult you want to because I mean in my mid my low 20s I don't know what I was gonna do. I mean, you kind of live in life and see your parents you get a job, pay the bills and you've kind of move along some something you know, but leaving home early It forces you an environment to grow. And I recommend it to all young people but, and the moon, it's Atlanta. And when I got to Atlanta, I'm like, there's no snow down here on me, I can drive and I was one of my biggest fears. Truck Driving was snow. So I'm like, truck started truck driving kind of went down that path. And then I enjoy truck driving. The only part I did not enjoy was being away from my my wife and my kids. And that's why I ended up splitting. But I really enjoyed truck driving. I kind of miss it a little bit sometimes. But it's one of those things where like, I'll never go back to it just because I found a better way. 5:33 You found something that sounds like you're really passionate about an hour. And that's, you monetized it. And that's the biggest thing is you find something you're good at, or you're passionate about, or both, and you monetize it. And it sounds like that's what you did. And that's where you're supposed to be. 5:48 And that's it man. If you find your passion. And it doesn't doesn't come to work anymore becomes almost like fun. There's some sense of enjoyment about about about what you do. And I really didn't have that in trucking as a whole. It was just kind of a thing that I had a CDL when you go check drive and I was just one of the things but real estate trucking software's. I mean, a real estate software and podcasting, I've really changed my passion now. And I really devote a lot of time towards it just because I'm a product of it. So I like giving back to the community. 6:19 That's awesome. So with trucking, and you got out what springboarded? You so how did that transition look like? Did you just cold turkey give up trucking? Or did you have like a side hustle or something going on? While you're still trucking. 6:35 So while I was trucking Trucking is, and this is when you learn when you get into business. There's different profit margins. Trucking is very, very money intensive. The biggest companies that are publicly traded on the stock market, they operate on a 1% margin. 6:51 Wow. I didn't even know that I had no clue. 6:56 It's crazy. And like the good trucking companies that operate operate off a 3% margin. But most of them are 1% or less. And it's crazy. Like, it's nuts to me, like what, like how does that even qualify as a business but they're publicly traded, they're worth billions of dollars. And they're literally operating off a 1% profit margin. So when I got into trucking, I didn't know that. And I realized really quick that it was a lot of money intensive. I mean, as a small company, you kind of start at like, eight to 10% profit margin. And then it goes down from there. I ended up I did that for two years, we grossed over half a million dollars, and I lost 100 grand. Wow. And it was it was a lesson it was less than so in that time, like, I was talking to one of my partners and he was like, you have an entrepreneurship, you have to go all in, or else you'll you'll be you'll have that regret that you didn't go all in. So I took trucking till the very very end got wiped out. Just like a lot of people did. A lot of people do in trucking. So many trucking companies get wiped out in like 3060 days, it took two years to get wiped out. I finally got wiped out. And during that end times I was trying to pivot and there's no such thing as pivoting. It's like transitioning, it's not like it's always it's always like it's always a transition. So I was doing real estate at the same time I was doing trucking and kind of pivoted into real estate. And that's how I kind of softened out of trucking and started to real estate stuff. 8:29 What were you doing in real estate during the time? 8:32 So anybody, anybody who's new to real estate, you can actually get in real estate with no cash, no credit, just gotta go and negotiate your own deal. So there's gray areas, not necessarily that they're bad, but there's greater so like, everybody thinks every real estate transaction goes through real estate agents. And that's just not true. There's investors that go directly to homeowners to negotiate their own deals. And that's how they make money. So a lot of you always hear about investors not making money and Robert Kiyosaki and all this stuff. The reason why they do that is they go directly to homeowners, and in most cases, or they hunt for deals. So if you hunt for deals, and you're always hunting for good deals, you're not gonna lose money, you're always able to find a good deal no matter what. Whereas in trucking, you're kind of capped out by the hours you work and you're still kind of like an employee. Real estate is open because you're on your own, you can get one good deal that'll make you six figures just by negotiating with it, or finding somebody at the right time, and you'll make a ton of money. 9:31 So where are you fixing and flipping where you 9:34 know, this is so basic, everybody that wants to get in real estate, look up wholesale real estate. You're signing paperwork. So you find Brian here you have a property for 100 grand, Hey, would you sell it to me for 75 for 75, you sign that paperwork to another buyer for 8085 and you make your money. That's it. It's a sustainment contracts. All Contracts are assignable in the United States unless they say they're not So if you didn't know that, so it's one of those things where you kind of get property under contract and you assign it to buyers, or investors, and then they buy it and you make some money. 10:09 So then you how long did you do that? 10:12 I still do it. Now. That's something I do on the side right now. So I invest in, I have a property in Atlanta, I do stuff in Texas, and I live in California. 10:22 So how was that? And how's the market going? 10:27 So us as investors, just like the people, just like traders in the market, if you understand the information, understand the knowledge, you can make money in every turn, up, down, sideways, you can find ways to make money. So there's strategies you can use depending on it's up strategy you can use if it's if it's level strategy you can use if it's down. So right now, we're trying to get out of everything that we have, like especially like flips and stuff like that. It's more of just, I think the downturn is coming. So we're trying to get cash up, so we can capitalize on stuff. 11:01 It it's it's correcting specially in the in the hotter markets. I mean, out here in Arizona, some of the new home builders like Toll Brothers, just in my neighborhood, close to my neighborhood, released some of their houses and they had 100 $100,000 price reduction. That's, that's pretty big. So that just that just tells you but you've got, I do this with my videos, but you have this x here, you got price demand, and then you've got interest demand or mortgage demand, and then those who have to meet, and they're not meeting right now. So that's why, if I remember right, I saw an article that the new Home Builders Association CEO came out and said 25, or 24% of contracts are being cancelled right now. That's like, I think he said is three times higher than what it normally is. And that's because they have escalator clauses in there. And they're, they're jacking up the prices even further, even though even though materials and in lumber are down and settled in May. They're still jacking up prices. So they're just taking the greed on and going. And now you've got now you've got people slowing down out here, you couldn't get trades to come do anything for you. Now all of a sudden, they're knocking on your door saying, Hey, we're starting to slow down, we want business. It's it's just, 12:15 it's cyclical. It's the ebb and flow of business and capitalism, and that it's not saying capitalism is a bad thing. It's just that it ebbs and flows. There's ups and downs, and people when it's up, they're just there to capitalize and and know the downturns coming, so they're gonna capitalize as much as they can, in that downtime. 12:31 Yeah, just out here, at least in Arizona, it got pretty bad to where it's just greedy. I mean, everything went up. I mean, if you breed the wrong way, it went up. I mean, it just it was crazy. I mean, I joke about it, but it is, I mean, pavers concrete, I mean, everything doubled and tripled overnight. And it's for what reason? No one can really tell you why. I mean, 12:58 the inflation has gone too high up to So everybody's done with inflation. I mean, I'm sure you felt that filter at the gas pump, you filled out the grocery store. You're feeling it everywhere now as even as a consumer, regular everyday goods. So it's coming across a lot different directions. 13:14 Oh, yeah. I mean, in but part of this was, unfortunately, there's some greed in this. I mean, if you look at margins, looks at numbers. It's that's just what it is. And I get it. Yeah. But it's, it's the end of the day. It's it's business and I get it. And it's either I choose to do business with them, or I don't. And that's just life. I mean, some some trades that I do business with, they almost doubled in price overnight, and I said, Forget it. I'm not going to pay double, just because you want to raise your prices for no reason. I asked him for a justifiable reason. And they said all I can just raise my prices, because it just cost more. Okay, I can do no business with you then. And that's that's kind of where we went. And it's just, I gets like you, I've got to make money. Everyone's got to make money. But at what expense? Do you decide that you're going to make money? Are you going to do it with a greed factor in there? Or are you actually going to, Okay, I gotta raise my prices to cover my costs and keep my margin. But then when it swings back around, like you said, ebb and flow. There's certain places in the United States that we do business right now, to where the ebb is already in place, and people are begging for work. And all of a sudden, their prices have come down 3040 and 50%. Out here, we haven't seen it in Arizona yet. But you're starting to see people slow down to where they're starting to reach out and say, hey, I can come out do that work for you now. I've got it done by somebody else. So it's just it's different markets, different things, but it's business. And that's what I really want to get to is like business of how do you treat your customers? How do you do your pricing? I mean, those type of things. Those are healthy conversations to have, because you have to watch the bottom line. 14:50 Yeah, it's a struggle for a lot of businesses and not saying everybody's in it for the wrong reasons. It's just that it let's say a concrete company, they probably have to pay more for all their materials. So it's just, it's, it's come, it's coming through in a lot of different ways. And a lot of people aren't excited about it. But it's just, it's hard. I think there's there's definitely people capitalizing, but I don't think it's the small businesses. And last time, 15:15 it is, most of these guys that we do business with across the country are unfortunately larger. And I've gotten to the point where I'm getting trying to get to a smaller, but those smaller guys can't scale with me when I need to have to scale when I need to have 444 foundations poured at a time, they can't do that. So I have to be able to find a mixture of the two and be able to make it work in its business. I get it. It's just I like to ask the question, Hey, why did your prices double overnight? What happened? Did I miss something, you know, and people take that, personally, I guess. But it would be like me saying I have to double my prices of my houses that I'm selling. I haven't, I've only passed along those costs that have been thrown at me from lumber from one point, materials when it came to plumbing or H vac stuff that I had to pay extra for I did that I'm not going to eat the cost on the for profit, I get that. But I didn't double my prices. So that's where I I'd like to have the business conversation or philosophical, you know, why double it? 16:22 So here's, here's where the line comes, is that somebody who's it's supply and demand. So when supply is high, everybody's fighting for the fighting for business, when demand is high, they can raise their prices, because now they might be able to, let's say it's a four man team, they can handle 180 hours of work. If they keep their prices, where they're at, they're gonna be built out for six months, whatever, three months, whatever that timeframe is, depending on their trade. But if there is a price is that keeps them busy, but not so busy, where they can actually supply they can actually support high paying customers first, and still make a lot larger profit margin because the demand is there. Cool. Yeah, 17:04 that's that's his, that's his basic economics one on one. But there's a certain point in time where you have too much in price increase, and your demand is going to do this. And that's, that's where we're at right now. Because you don't, from the businesses I run, I can never pass double my costs on anybody and expect myself to stay in business. That's where I'm trying to get at is because ultimately, let's say, let's say I'm a plumber, I double my prices overnight. Why? Okay, you've got some additional costs, but we're back to the same thing. Is this guy just been? Is he or she being greedy? Or is it just because they know that they're in demand, they're just going to raise the prices, and then see what happens. But then when things slow down, guess what you're gonna have to do, you got to come back and eat crow and change your prices? Because you're not going to get you're not going to get customers at that double the price. 17:59 I think I think it's a it's a it's gonna be different in every niche specifically. I think it's, I think it's gonna be different every niche specifically, but you have the other side of it is if you're in a specialized niche, if you double your prices, you can do less the work, you know, have less to work through. 18:14 Oh, yeah. I got it. 18:17 I don't know. It's just it's a hard conversation. Because every, every business is different. And every business demand is locally based at their local trades like that. So it's gonna be completely totally, 18:27 I totally agree. But it is a it's it's micro versus macro economics. I mean, it boils down to, as you said, it's supply and demand. But there's only so much demand you're going to get when you double and triple your prices, it doesn't matter how hot a market is, people will not continue to pay until you you know, double and triple your prices just for the simple fact they know they're getting ripped off. So you have to you have to bet it's a balancing act with the business and in when I say ripped off, I shouldn't probably go that far. I should probably say it's more in the realm of your overpaying. It's close. I mean, let's get out of it. Let's get out of houses. Let's get into another thing that I love cars, used cars in the last 24 months are up 38%. I have I have people that come to me in my private coaching group that are paying 40 and 50% above MSRP. Do you know what the difference between sticker and MSRP on a car is? 19:29 Yeah, it's the build the build on the dealer's putting in because they have 19:33 so MSRP is Manufacturer's Suggested Retail Price. And then sticker is what the actual dealers trying to sell it for. And then there's a delta in between and then there's back a book and there's back a sticker. There's a lot of different levels out that and these people are paying above MSRP so that means you're paying anywhere between 120 and 140% above what the car is actually worth. So guess what's happened? They've created a secondary market. Now there's the Secondary market for seconds on cars in it's just past two and a half billion dollars in assets. So people can't get financing for their first. So they get financing for the first but they're short, so you have gap. So then what do they have to do, they either have to come up the extra money down payment, or they got to get a second on their car. So they're out 60 months on their car on that payment, and now they get a second on their car. So some of these guys are walking away, guys and girls keep on saying they're walking away with $1,500 a month in car payments. Wow. On a Toyota. And I'm not downplaying here, I'm not downplaying Toyota's in the most common one that comes to me is the forerunner, or a Tacoma, those are 50, between 50 and $60,000 units, and they're paying $1,500 a month, more than my mortgage, on a monthly basis for a depreciating asset, that if you get it repossessed, you're in the hole significant amount of money, and it's going to hurt you for a long time. And it just doesn't make sense. Because we're, it's FOMO fear of missing out. 21:13 Man, that's, that's insane. To me, that's literally insane to me, that people are getting second son cars. But I mean, 21:20 you know, the funny thing is, in my other life prior to this, I bought defaulted credit cards, so they'd be charged off, I buy them, and then I would attach NASA to them, then I would sue them. And when I when I sued them, I attached against their property, real property, so they couldn't sell that house until they paid me. And now individuals are starting to buy the secondary notes on these cars. So they can lien the car itself and then try to move into first position like you would do in real estate. I'm starting to see this trend, and I hear people talking about it. And I'm like, and you guys are either crazy, or crazy smart. And I just don't know which one it is because ultimately, in a car just like a just like a real estate or a hard asset. They have to call the first do it works similarly. So guess what they're gonna have to do, they're gonna have to pony up to get that car. So they can get first position and get the car and I'm thinking, What are you trying to do? And I haven't got that answer yet. It's just it's a very interesting concept. 22:20 They're a bit of doing that in real estate, if they understand that in cars, they're better off doing real estate I loaded did a podcast with a guest last week. And he was talking about buying judgments and liens and positions and all that stuff. So there's, there's definitely it works the same way in real estate. But it's just, it's just no having the knowledge and information not to not necessarily capitalize, but knowing where it's going to make money, because people are going to do it, they're going to do and there's millions of people out there. And sometimes you can help prevent them going through situations. So like a lot of what we do, a lot of what we do as as investors is we prevent people from going through foreclosures, because foreclosure can mess them up for seven to 10 years, just like a repo can, you know, they're gonna be able to get a car, if they got to report on them for probably three to five years, you know. And it's just one of those things where if people are going to do what they're going to do, and you can help prevent some sort of the action, there's always money to be made. 23:16 Yeah, and that's, that's the secondary market, we play in on the real estate side, instead of them going into foreclosure, the lender or credit union, whoever, they sell it in the secondary market, and we buy the mortgages, and they are in their bought for pennies on the dollar. So that's interesting, because you're dealing with the front end. And I don't, I can't say I really like dealing with the homeowner, just for the simple facts and emotional transaction form. And I'm not looking to make an emotional transaction, I rather just make dollars and cents out of it, and then come back through on the back end, and work through our servicing company to be able to work with him to stay in the home. Because at that point, we're the lender. So we get to be able to make all those decisions that a lender would be. And there's 12 different exit strategies we can get out of these properties. And it's so much easier to work with them just to tell them, hey, we're family owned and operated. We're veteran owned. We're here to work with you. But if you can't work with us, there's two options, unfortunately, foreclosure or deed in lieu. So let's figure it out and then go from there and just makes life so much easier. But that businesses for us is slowing down because the pandemic has changed everything. Pre pandemic 80% of people we could keep in the house, help them get through, sell it out in the tertiary market. Once we rehab the loan after 12 months. Now it's a crapshoot, it's 5050. Most of these loans that are coming through today, haven't paid in 18 to 24 months, sometimes longer. And they live a lifestyle that is high on the hog and don't feel like they need to pay their mortgage and they're waiting for Uncle Sam to pay it. So you have a 5050 shot and more than likely it's gonna be foreclosure and we're not in the business of Foreclosure because it just eats up time, effort and money. So we're slowing down on that and seeing where it goes. But right now, what's coming through the pipe from all the major players? Are the leftovers from the forbearance in what did they call it? Oh, my gosh, it'll come to me. But yeah, they're just, they're just 25:23 the forbearances. 25:24 Yeah, just all it's all the forbearances that have been sitting out there for 24 months that are leftover, there's still a half million that are sitting there. And a major chunk of those will go to foreclosure, and then some will be sold in the secondary market. But that market has been turned upside down. 25:41 That's crazy. I didn't know your I don't know you're in the note space. That's interesting. Yeah, we're on the frontline. We're on the frontline. 25:51 I'm the guy in the back. I don't I don't like the frontline. It's just it's never been that way we do private lending also. So we do private mortgages. So there's all types of stuff we do on the back end, but I like non performing notes. But it's just hard to find some good ones nowadays. And it's taken up so much time and effort. Because what you see today in the market is not what the market has been for the last 10 years that we've been doing that. So it's been it's changing. It's it's tough. 26:21 Yeah, we do a lot of like, well, we'll take over the will take over the property subject to and then sell it a wrap or something like that. So that's what I do. That's 26:29 what I gotta ask, have you been sued yet? No, I haven't. It's exhilarating experience. Been there done that? 26:39 I haven't I've been sued for other things, but not for that. 26:44 If you're if you're if you're doing enough of them, I hate to break the bad news, you'll get sued by a lender. 26:49 Oh, yeah. And that's just I mean, that's, that's the nature of the business man. When you get in business man, especially lately, you're gonna get sued by somebody, somebody's gonna sue you somebody will no matter what you're doing, just be ready for it. And that's, that's one thing we're like, there's always going to be somebody out there. I've been sued once. And I'm like, now that I've been sued, I'm kind of like a little bit more. I mean, I'm kind of prepared for it. But after when that first one comes, or like you get served something like as this sucks. 27:19 Yeah, it definitely it definitely sucks and it changes, but you just have to be prepared. And all you can do is the right thing. And then you just you move forward. I mean, that's there's nothing else you can do. But the subject twos and the wraparounds. I mean, I don't know how many lenders are calling them do nowadays, but I know it's out there just in different states. And I've heard people some horror stories about a man it's like a man, that's part of doing business if you decide to do that, God bless you, you have to risk you gotta take. 27:50 Yeah, I've heard those even like insurance now that you can get that as long as you cashflow positive, though, refinance you out? Yeah, 27:58 I mean, so, I mean, it's just, it's so hard. When I when I say so hard, it's just rates are, I mean, the 10 year treasury note just past 3.3, while we were talking, it's like, man, it's, it's common. I mean, it's, it's, it's common. So there's gonna be a lot of change in the market. And you're gonna see a lot of people try to liquidate or try to stack the market. I don't know, if you're seeing listings in your area, above norms. But out here, I think we've saw a 25 or 28% increase in house listings. And majority of them are unfortunately, from what I thought are the hedge funds listing their rental properties, because they're not going to get those ROIs anymore, because rents are not going to be what they are. So they're they're dumping those properties while they can at what they think is the top of the market, which out here is starting to peak. And now we've got too many houses sitting. Now you got now you got an influx of houses. 28:56 It's a real estate thing is a interesting space to be in just by Verizon market. But it's always interesting to see how people respond to different I think the stock market tanked this morning, Phil is this is one of those things. This is one of those things where like, you always have to feel what's going on, but always have an exit plan have have funds have subsided, ready to get sued? Have there's hardship in every business? There's no perfect business that doesn't have any issues. 29:27 No, not at all. And it's, it's all about how you take it in where you go. I mean, I guess I guess that could be a really good topic to talk to you about next and let's get into that is, I mean, what are some major heartburns that you've done that you've experienced in business, and how have you overcome them? 29:45 Oh, man, that is a loaded question that has a lot of questions. Recently I've been dealing with cheap customers so I've been wanting to charge more because it's been a heartache, fighting people tooth and nail over $1 When there's there's high paying clients They're willing to pay for your services that appreciate them. So that's one of the businesses I've been, I've been fighting surge coming up with new pricing to provide more value for our price point. And that's the angle we're pushing. And I've had to do with that recently. Another one was just finding your niche and who your target audiences, I feel, it's always a struggle for some businesses, because it's hard to find your avatar when you first start off, because you don't know who your customer is. So you're kind of just out there. And finding a customer is very important. And serving our customers is more important too. Because once you find that sort of like customer, then you can, you're kind of in the zone at that point. So finding your customer, finding the right customer, is definitely been a struggle is finding customer finding customers can be easy, but finding the right customer. That's, that's difficult. 30:54 And and I guess this is maybe this is universal, because I talked a lot of people and it seems like it is, but it's when you first start acquiring those customers, you you feel like you need those customers more than they need you. And once you get to the point of they need you before or they need you more than you need them is when you start finding the right customers. 31:14 And I will definitely agree with that. I would definitely agree with that. Because now I'm like, I don't even fight customers that leave because I'm like it wasn't a fit the other way so they can they can be done. I know that it gives me capacity to handle handle the right customer. So I'm gonna fight customers. And 31:30 again, you're right, you know, if you need to raise your prices and make your start working smarter, not harder. All for it. I agree. I just you want to match the right people or the right customers with your brand and in what you're doing Totally agree. I just me personally, I always struggle when someone says I'm raising my price two or three fold and can't kill you tell you why. And ice when I say why is like, Okay, I've got overhead costs, whatever the case is, I'm not looking for an explanation and knowing your numbers. But that's that's to me is greed. And that's that's kind of where I draw the line is if I have to go out and tell my coaching clients that I'm charging another $75 an hour. But I tell them why. Okay, I'm good. But I don't just charge it because I charge it that's, that's where I'm at? 32:18 No, no, definitely are with our price charging, increasing, we're definitely providing more value. And it's the it's the part where people struggle with the most. So by charging for it up front, we can kind of increase that that trend of getting customers into attraction quicker. 32:36 And does that allow you? Does that allow you also to find better people or retain better talent? 32:42 Yes, yes. I mean, I mean, the I think the CEO of Airbnb, he's like, we're switching to because every is trying to get their their employees back in the office. And he's like, you're not going to do that. And he made it they made an article I read recently is like, we're going abroad. And the reason why we're going abroad is because people don't have to work locally anymore. And there's talent out there. And the talents abroad. Not saying there's not talent locally, but you can find more talent abroad than you can locally, or making people move locally to to your company. So they're going to a model where they can find outside talent. And the reason why is because they can pay more people, you can pay them pay more. If you pay people with a word, they're going to do the job that they're going to do the job way more than what they're worth, what they're what they're actually doing. So the whole thing about hiring employees is that usually, if you pay an employee 50,000, they should be bringing in revenue 150 $200,000 in revenue. Yep, that's what employees should do, they should be making a profit in your business. So if they're not making a profit, they're not the right employee for that position. 33:52 It's just 100%. I mean, we always joke about it, when I had an agency, a collection agency, you got to two or three fold your your salary. So if you're making if you're making $30,000 a year, I mean, you need to be make bring it in 90 to $100,000 in revenue. And that's just that's just straight up covering all the costs and having profit in there. And that's, you'd be amazed how many small business owners entrepreneurs don't look at that. And they wonder why their bottom line is what it is. 34:25 And it's something that I didn't realize it was an employee either, like, as an employee, you're supposed to bring in that much revenue too, because that's what sustains the business. If you don't do that, you're the hindrance that's gonna take that business to zero eventually, and you're going to be wondering where you're going to work. It's because you didn't work. 34:43 If there was more individuals like yourself that thought about that way, I think that way, then you'd probably have a lot more successful. Not just businesses, but the symbiotic relationship between employer and employee, and then understanding that 34:59 and I guess I didn't know that. I mean, for me, I was just a hard worker by nature. And I always did a good job. But I was doing my best I was because the past the time when I was busy, that's when I was the date went by so fast. So I was already a good worker. The problem is that as when I transitioned to an ownership and boss and CEO, now, it's hard to find somebody that works as hard as I did, or works as hard as I do. As General right now, just because there's passion in there, even when I was an employee, there was still passion there, that I was wanting to do the best work. So it's hard finding and resonate with that passion. So you almost have to pay hype, you have to, you have to pay high wages, provide benefits. And that's how you're gonna find the best employees because they might understand that part of it, and they know what their worth is, but they might need a boss. And that's saying, not everybody can be a CEO or boss, it is not easy. It is not easy for everybody else, like being an employee might be the best position for you. But you always want to make sure your worth is. So if you find a good company that understands what your worth is, they're gonna pay you what you're worth, you bring in the revenue, they pay you what you're worth. And it's not necessarily a greed, employee, employee, really employer employee relationship. It's a symbiotic relationship, because you find the right person for the right position. And I think that's where that's where business accelerates, and it kind of hones in on to the next level. 36:21 And that's where you can scale your business to. That's, that's huge. I like that. So go ahead. 36:28 I didn't learn this. Yesterday, I've learned this. Over the past my years of growing man, it's been a journey, man, definitely been a journey. I've learned a lot. 36:37 And you probably had a lot of those days where you ate peanut butter and jelly like I did. 36:42 Man, I'm still eating sometimes this day. Because I like it. 36:48 I mean, I have, I have no problem saying I do. My dog eats, you know, like filet mignon, and I peanut butter and jelly. So I always joke, and it's when I say joke, I'm almost serious, I'm serious, too, I will make sure my family is taken care of before I am period, because they've already sacrificed a lot already for me. So if they if something has to go without, it's me, not them. 37:14 And that's what that's what separates good, good CEOs and owners versus everybody else. Because I think I think what makes good business is the CEO, because the CEO is the driving force of the whole business. And I've gone I told I told my employees this because I'm like, You don't understand, like, I go without pay. That way you can eat and take care of your family, I provide benefits. And there's sometimes I don't get that same benefit for myself. So I have sometimes I have to relate that to my employees, because and this is when I was struggling like after, that's my employees, because like, there's things that I give you that I don't even give myself because I'm the CEO. 37:55 And that's just, and that's how it should be, I mean that you're doing all the right things. And that's the right thing to do is us as entrepreneurs, unfortunately, we're last to the party when it comes to pay. Because we want to see the business grow. And we're putting all of our resources into the business to grow and scale and then it takes off and then that's just part of our pay. And then boom, here you go. I mean, it's, it's a great feeling. I know what you're talking about. I truly do. 38:26 The other. The other thing is, too, is that when you transition from employer to employee, you now have to take responsibility for that them and their family. So you have to provide the work, make sure they have work to do to get paid, and make sure they have a livable wage to secure their family. And then it's the what what else can I do to make, hire more employees grow the business and then you're always reinvesting your profits. And like I hate the the employee side that like oh, my boss makes all the money and I'm like, he sacrificed years tears lunches, peanut butter and jellies for five to 10 years guaranteed. And now he has a Lambo. So I think he earned it. 39:06 A lot of people don't realize it takes you know, three to five years before you really start seeing, you know, the rewards that you've put all in. And it's not overnight success. 39:16 It's not man. I was the most businesses fail within two years. And I was so pissed off because I didn't want to be a statistic. And my trucking business failed that 23 months and I was so pissed off about that. Because it was one of those one of those things like I ended up being part of the statistic and failing within my first years. And it's just one of those things where like, I sacrificed literally for two years trying to build that business and for it to crumble right at the right below my feet. And it's just a lot of people don't want to take that risk. And that's, that's what separates me from you and I provide a product and service to the community. And there's a joy that I get from that. And it's not it's not for everyone and if you If you are like me, come on board, if you're not the ones where go elsewhere and find it, find a good employer that understands who you are and your benefits and value that you bring. Don't, I would say this. And this is something I tell people all the time. Like, I used to talk to truck drivers, and then be like, Yeah, I got 20 years experience. And I'm like, You're 20 years experiences the same year over and over again, for 20 years, you only have one year. 40:30 That's one way to look at it. Because 40:33 they have, they have the same thing. They never experienced anything because they literally drove did the same job every year, year after year, for 20 years, you have one year experience in my in my opinion. And people that like for me, like I've done something new every year, that's pretty much since I've been employed. I did sales door to door trucking, loaded trucks, truck driving ownership of trucks, managing trucks, I do real estate software, I've really grown every year that I've been an as a as every I've been working. So I've really have a lot of experience through the path that I've taken. Whereas people that they go to a sales job, and I've been in sales for 20 years, I get the same year of sales over and over again, is the prices change. 41:20 I like that that's a good way to look at it. That'll that'll get people to change and get out of their comfort zones. I like that 41:27 it is man. And you really grow as a person when you when you stretch. Just like working out. When you stretch that muscle, that's when you get stronger when you get stronger. So if you're at sales, try selling cars one year, try selling insurance. And next year, try selling a lot of different varieties such as real estate, you'll see and expand your your strength of sales by talking to different types of customers with different types of motivations, different types of needs, and you will become a better salesman. That's what you're trying to do. 41:59 I love it. Love it. I like it. I love it, Daniel, Where could the listeners get a hold of you if they want to reach out to you. 42:09 So we have a Facebook group hive minds here, I'm on Facebook, I actually do software, I do real estate, we have business automation, software, podcast, a lot of stuff, we're on YouTube, Instagram, we're on all the social media platforms, I just provided I provide as much value as I can from the experience that I've learned throughout my years. And you can take it or leave it you can, I was always there's, there's something I would say is that you build everything off the content you produce. So if you want to make a difference, start producing content. The other thing is that if you want to make an impact, it's gonna take a lot of consistency, a lot, a lot. And it's just if everybody out there trying to make a change, let them support them, and help them because there's not very many out there. There's not very many people out there trying to make a change. So find somebody and provide That's 43:08 awesome. Well, we'll I'll put in the show notes, your website and your Facebook group. So we have all that in there. So we can share that across the platforms. 43:17 Man, I appreciate the conversation, man, we talked about a lot of different stuff. And I liked I liked the very like podcasts and because it brings up during conversation. So I appreciate the conversation, man. And I appreciate the the influence and the platform provide to your listeners. And I hope they found value in that. 43:32 Thanks for coming on. It was a great one great conversation, you shared some great stories and some great insight. And I hope the listeners really do listen to this more than once. Because there's some good nuggets in there that you've actually shared that also, if they're still working, they're 95 or w two they can learn from and expand and grow. 43:53 I'm really just one little thing, there's something that happens that sometimes you're not ready to receive a certain message. So if you listen to it down the line, you might understand it and resonate with him more because you've kind of grown as you progress. So sometimes if you'd if it didn't resonate with you, it might not be your fault. It's just you have to you have to grow to a certain point to resonate with it. And it's just one of those things where I have to go back and listen sometimes conversation myself because I'm like, Man, that was such a conversation that I wasn't even ready for but I'm glad I had it because now I can replay it in my mind. I'm catching more stuff in my head that I wasn't even ready to receive but now I'm ready to receive because I've grown 44:31 it it's amazing what happens right when you open yourself up and it actually starts resonating with you or you hear it and now you're ingesting it so now you can make those changes or or learn from it. 44:43 100% man 100% Everybody, make an impact. Make an impact and just be consistent man. 44:53 The show is sponsored by the list guys. Do you need more leads in your local or virtual market? No one intends small businesses don't invest in any kind of marketing the list guys have over 35 plus list types to choose from and you can mix and match any list or criteria. We also use to skip trace lists and provide up to seven numbers and email addresses every list you purchase will be scrubbed against previous purchases the list guys are here to save you time contact the list guys today at www dot one this guy's dot com that's www dot the number one list guys.com 45:32 Thank you sir for coming on Walkman