0:00 And this is one of the things we're we've been running this for two years, we've had 16 clients and six figure months, I think we'll have two clients at a million dollars, you know, software. So we're making our own impact in our own way. And I really don't care what the competition does. 0:17 This is the money seed podcast, where we discuss all things investing, plain and simple, the way it should be. Please remember, this show is for educational and entertainment purposes only, and is not intended to be investment advice. Welcome back to the money seed Podcast. I'm very happy to have Anthony and Daniel from hive mind, CRM. And hive mind is a CRM solution that helps businesses of all types to grow and to scale and to find customers. Anthony Daniel, welcome to the show. 0:50 Thank you. Thank you for having me on, 0:51 that we can finally make this happen. 0:54 For some of the listeners that this is our third attempt, it was a bit of a juggling act to schedule the episode. But I'm really glad we got everyone together. I can't wait to get into the story. both Daniel and Anthony have a fantastic story of how they got started in real estate and eventually ended up starting their own company called hive mind CRM. But maybe let's start at the beginning. Anthony and Daniel, maybe Anthony will start with you. How did you both get started in real estate? How old were you when you did your first deal? And what did that look like? 1:22 Man? So I'm I'm a late bloomer. I'm 41 this year, and I was I was watching YouTube videos on how to get started in real estate investing because I was looking to buy some land to build a house for my family. And 2018 was in December. And I came across the term wholesaling. And I saw that people were investing in real estate by flipping land, but they were getting contracts and they just selling the contract. Right? So I'm like, wow, so you didn't have to buy it. That's interesting. I didn't even know that was a business model. So completely got sidetracked. There's no house been built yet. But we've been flipping land now for four years, and it's been a heck 1:58 of a journey. That's why which part of the country are you in Anthony? 2:01 I'm in San Antonio, Texas. 2:03 Got it. So you were looking for land right to build your own family home? And then how did you actually go from there to like wholesaling 2:10 out of that. Part of my research I remember I looked up a video that said how do you buy land? I think I Googled how do you buy land for cheap? And one of the videos I read said how do you how to get land for free and I was like this is interesting. So I went down the rabbit hole. And then I found out about wholesaling in wholesaling land. And so it was just like, now I'm just searching for nothing but wholesaling videos, and I went down the rabbit hole that way. 2:31 So instead of buying land for your own family home, you bought land and they sold it to an investor. Is that what happened? 2:36 Yeah, it was one of my first land deals, I feel like it was my second do I need to go back and check but I made 85,000 You know, on like one of my first deals, so I was like, Okay, there's something to this land thing, I better stick with it. Because I come from a world of construction. And if I was gonna make 85,000 profit, let's say on a on a big commercial roofing project, I might be there for three months, right. And this is like dangerous. It's labor intensive. I'm not actually installing the roofs, but I'm selling them. I'm chasing the material down and chasing contractors going to meetings. So it's a big hustle and bustle to make $80,000. And so to make it by just signing a handful of documents, like my mind was blown, like a complete paradigm shift. 3:13 That's absolutely cool. That's serious money. Like you said, you took a course? Or how did you find out? Like, how to find the investors who will buy the land from you? Like how did that whole process go? How'd you go from watching YouTube videos to your first deal? 3:25 Yeah, so I joined a kid's group, his name is Jalen white. So he's, at the time, he was probably 19 or 20. And he was he flipped his first deal in high school. You know, so I'm watching his YouTube videos, and he found out that he had a quarter so it's $500 and he'll agitate his Facebook group. And so everybody was helping in there. He's very helpful saying, hey, try this, make sure you do this, you know, make sure you take this angle avoid this. So that's how you kind of learn, you know, getting the deals. I think ultimately the strategy that I've come down to that's worked very very well right now is we sell stuff on Facebook marketplace, believe it or not. So you know, from all this struggle of trying to build a list and find investors and you know, that are always have the cash are willing to buy over and over again. Now, yeah, primarily Facebook Marketplace is where we find a lot of our buyers. So it was like, it was even easier than we thought it was going to be now do it for your for your five years later. 4:15 And how did you meet Daniel? We, 4:17 it was actually in the same group. And I remember I said, Hey, is anybody doing land and or he might have commented that and I'm like, Man, I'm trying to land you. And so we started inbox and each other like you wanna get on the phone, you know, because again, there's like, a group of I don't know how many 100 people and nobody's talking about landing said the two of us. So yeah, we just say, Hey, what are you seeing on your end? He's in Atlanta, Georgia. Well, he was at the time and I'm in San Antonio. So we're just sharing information back and forth, sharing ideas. We're both fairly new, but we had the same interest in land. So that's kind of how we just we stayed linked up and I think we 4:46 built some people. That's awesome. And Daniel, are you in the San Antonio area as well? 4:50 No, I live in California right now. So actually, I actually started my first business in Georgia and then I moved there to California, California. That's where I live now. And I still do real estate work. Actually, through Texas in a lot of different markets, and we're just doing stuff, you can do stuff. You don't have to be there to do these types of transactions. So somebody who our business 5:08 Yeah, exactly. I mean, that's I do my real estate investing in the Midwest, Pennsylvania, Wisconsin. So I, I know the game as well with the whole remote investor thing. But so I guess at some point, you two met each other through this real estate course. And at some point, you two started a business. So how did you guys go from meeting each other to starting a business? 5:28 I would say it was. 5:31 This your, your perspective, 5:34 I think it was that it was not a necessity. So me and Anthony were like, we like it, we needed we were like, we're both in the same niche. We both have opposite skills. So Anthony is more of a sales, belly to belly closer, and I'm more of the technological CRM due diligence person. So we kind of worked at Canaan handwear, because if ever anyone is in real estate, it's hard to do all the business, it's very, very hard to do 100% of the business. So we kind of like matched up on that point where I facilitated and things he didn't want or like to do, and he facilitated things that I didn't like, or want to do. 6:08 Got it. And Daniel, one of the things that attracted me to your story is, you know, CRM, right? It's this kind of software, I mean, it's not easy to build a software company, period. And I guess what kind of software background did you have prior to starting out? 6:22 That's the crazy part about this thing is that a lot of what we do, it's just being like, basic computer savvy, a lot of our platform is built on third party platform is built on from that point on. So we outsource and partner with other companies out there to build everything we do. So a lot of stuff like, you don't have to learn how to code to build software, you just have to orchestrate like a lot of the things you do. And that's part of being a business owner, you have to know how to do everything, you just have to know where to source and find materials to facilitate that action. 6:51 Because I think a lot of people have that idea. I think everyone has an idea at some point in their life, that I'm going to start a business, right. And it's a big step to go from an idea to actually owning a business and running it and like you said, coordinating everything. But at some point, you must have thought man, you know, I I'm not a software engineer, how can I build a software company? And yet you had that confidence? How did you like when did you realize that you know what, I really can do this, I have what it takes to build a software company. 7:16 A lot of it is just moving forward as if you understand like, they said, I'm not I'm not like 100%, developer, all that stuff. And it's one of those things where as long as you have a clear vision of where you're going, you can kind of fill in the gaps and push everything forward as long as you understand the basic process of facilitating creating something from scratch. So it's not really it's, it's just being competent. I think a lot of it is being competent, consistent, and just pushing forward. 7:42 And Daniel, how long did it take from the time that you and Anthony just started talking about, hey, I got an idea, man, let's start a business. The time where it's like, well, we got a website, it's up people are using it, you know, we're gaining traction, like how does that How long does it take? 7:54 I think from initially when we launched, I think it was like three to four months, it was a lot of ramp up period just to get because Nothing's ever perfect. When you launch it, it's just getting it out there at first and then you kind of build it and make it better as he goes. So I think we launched in like three to four months. And then we actually just hit two years, February 1 2023. So it's two years in the making. And a lot of time and effort has gone into what we build. And that's we just did a million dollars revenue. I haven't even mentioned that out loud. But we had a million dollars revenue in two years. 8:26 That's wild. That's absolutely incredible. All right, so maybe give me the sales pitch. So let's say I'm a remote investor, I'm looking for investment properties in central Wisconsin. Let's see the Wausau Wisconsin area. And this isn't even a hypothetical question, by the way, but how would I use your software? How would I use your software to basically make that that process easier? 8:49 So everybody, everybody has to you always like if you're if you're targeting certain property types, like us, we target land, you might target single family for landlords, or older older people that are transitioning into smaller houses and empty nesters, all that stuff. You can you can target certain property. So one, you got to get a list, a data provider, skip trace it, put it in the system and then just mark it. How do you market you text you call email, you do pay per click ads, you do direct mail, you do all these different types of outreach to connect with sellers directly because you're gonna get the best deal. talking to sellers directly. The best deals are not in MLS. So as soon as the agent touches longer deal in most cases. So if you're doing direct to seller marketing, you've got to talk to enough people to get a yes. And set up a follow up campaigns and you'll eventually get a deal. It's just it's, it sounds easy, but it's a lot of work. And it's a lot of follow up. And it's a lot of systems and that's where it comes down to where like, if you don't have a CRM, one of my clients is like if you don't have a CRM, you don't have a business because how you really follow up with all those clients. How are you managing outreach? When's the last time you talked to that person? Like, are you really are you really trying to convert my answer you just shouldn't shoot in the dark. 10:00 Got it. So in this case, let's say if I start off with 1000, or 5000, that's a potential people or properties that fit my search criteria in a certain area, then I would use your software. And it's a funnel, right? So like your software would help me find their address or their, their cell phone number, I could send them a text message or an email or something. And then basically, I have 5000 individuals going into the funnel. And eventually, I might get one or two deals at the bottom. Is that kind of roughly how it works? 10:29 Correct. And it's just, it's just outreach. So we always talk about it, like, you always want to do your cheapest forms of marketing first. So a lot of people are like, Oh, I cold call everybody like why? Like, that's a it's very time intensive. It takes physical things physical time. And like, everyone's like, Oh, cold, calling storks, I'm like, yeah, it still works. But it's not the most efficient thing you could do. There's other things you can do to be more efficient and effective, to get the same result. And the other thing is that people respond to different types of marketing strategies. So me personally, I respond to text, Anthony responds to call, I'll read every email, Anthony will not read every email. So there's different type personalities, that you're talking to different types of sellers, that if he cold call, every single person you're not going to get every single person to convert, there's a good chance you might, but you're not going to get a hold every single person, especially as especially my generation and his generation, like the older people, you're gonna have to cold call direct mail. But as the properties change hands, they're gonna respond to text, it works very, very effectively. People, I mean, even my parents have a phone that they text from. So it's one of those things where like, it's transitioning to, if you can do a text run at three cents, instead of cold calling 1000 people and only talking to 10. Like what's what's really worth your time? And and are you really being effective? 11:41 Yeah, absolutely. That's, I think that's, that's a very good way to put it. It's funny because there's a friend of mine, Calvin, he lives out in, in Illinois. And he's he's young guy who wants to get into real estate. But his first job in real estate was that he got a job at one of these, like investment firms. And his job was to cold call. So basically, his job was to cold call, like 1000 people a day. And within a couple of months, he said, I hated it. If this is real estate, I hate real estate. And I think it kind of turned him off real estate. So one of the things that I've been doing is trying to encourage him to like look past it and say, Look, man, there's a lot more to real estate than cold calling people. And I agree with you, that's just cold calling people all day long. It's just it's not a very good use of your time. That's not a good way to spend your day. I guess Anthony, maybe tell us a little bit more about the other thing that you guys are working on, which is the hive mind, podcast, I think it's called hive with us. You guys are extremely prolific. I think you guys have over 300 episodes now published in Google in roughly the span of a year. Tell us more about how the podcast got started. How is that helping your business? 12:40 Yeah, so on that one, I gotta give all the credit to Daniel, you know, because of me, I'm like, I like to keep low levels of appointments. Because I'm busy. I'm out there shaking hands, I'm jumping barbed wire fences and walking wrenches. And, you know, talking to buyers and sellers, a lot of face to face stuff, like Daniel said, and he kept telling me, Hey, we got to do a podcast and we got to start a podcast. And I honestly, I didn't see the value. And I know that I know the value of building a brand. You know, building a channel on YouTube, but I'm like podcasts who listen to podcasts, right? I get it. I absorb a lot of my content from YouTube. But Daniel was very adamant. He said, man, we got to do it, I'm telling you. And yeah, sure enough, and I think it's been one of the strongest moves that we've been able to make in business. Because it helps you connect with your audience, you provide a lot of value to them. So we have people message us all the time. They're like, Hey, I've been binge binge listening to the episodes, you know, and they think doesn't, they appreciate that we're putting out a lot of content, it's free content, right. And we liked it, people are out there getting value and actually changing their life just from watching something or listening to something. So it was really, really helpful. And it does build relationships. So people reach out to us, you know, after watching 100 episodes, and they feel like they kind of already know us. So it helps, you know, build that connection, that rapport and trust with your audience, and they get to know who you are as a person that scale. So I think it's really cool. 13:57 What tips would you give younger people who are just looking to start their own business or get started in real estate? What are some of the lessons you've learned? And what do you think is a good way to go about it? 14:08 So I think when you're young, your cost of living is very, very low, or it could be anyway should be great. And as you get older, your chances are your cost of living continues to go up. So if you're young and you don't have that, that big, strong need for capital, I think get around people that are performing at a very high level at all costs. Even if you got to work as an intern, if you have to just work like you know pro bono, whatever you have to do get around the people that are doing significant things, you know, in business, you know, not just making a lot of money but also making impact and connecting with with a lot of people. Get around those people as often as possible because it'll save you years of heartache. Anybody can learn business and entrepreneurship on your own. You can watch enough YouTube videos, you can listen to enough podcasts and read enough books, but you still going to have that you know, 20 year learning curve I think the average millionaire has made like in their 50s Right. But I think as a The younger you are, and the less financial burden you have, if you can afford to trade somebody knowledge for your time, I would invest as much of that in as possible. So that into maybe not just one person, but maybe multiple people and multiple companies that are doing significant numbers. 15:17 And Daniel, what kind of productivity tips can you offer right to our listeners, in that you're running a podcast, you're running a business, you're still doing real estate and land deals? How do you make it all work? And what does your day look like? 15:31 It's, it's crazy, man. It's crazy. A lot of people like, I want to I want to be an entrepreneur, so I can work less and like, doesn't work like that. It doesn't work like that. I think I think the crazy part about this is that usually when you when you come in entrepreneurship, you your work more than you work, I work every day, it might be a couple hours might be a couple of hours here, and there might be a two in the morning, I'm working. There's one of those things where I literally work all the time. And and I have to, you kind of have to like work I have, I have the freedom to go wherever I want to. But it's one of those things where I have the ability and freedom to work when I want where I want to just like Meet Anthony, he lives in San Antonio, I live in I live in California, we have the ability to create a living virtually round to physically be there. Shaking hands and signing contracts. And it's one of the beautiful things about business is that it gives you the flexibility and freedom to to create your own your create your own story, from start. And a lot of people think like there's there's definitely people that have made it in a year or two years. But usually entrepreneurship is a five to 10 year story. And if and I tweeted this today, I was like real estate is a long term play if you need to get paid every week, keep the job. And it's one of those things where like a lot of people like think that entrepreneurship is all butterflies and rainbows, we got to deal with problems, we got to deal with issues concerns. Real Estate Agent sellers, like we got to deal with a lot of different types of other problems that if you don't know how to solve problems, you're going to be in a heck of a lot of trouble real quick, because part of what we do and how we make a lot of money is that we're able to solve big problems. 17:08 Daniel, I think you said a lot of really important things right there. Right. One is that it takes time to build something. You know, I used to be a huge fan, I still am a big fan of the founder podcast by Nathan Chan. And he keeps saying that's one of the things that he does as he interviews hundreds and hundreds of entrepreneurs is that it takes roughly seven years to build something right? I mean, I think you said five to 10. He says seven, it's the same idea is that you have to be in it for the long haul. You have to it takes a while before you really see the fruits of your labor. And the other thing that you mentioned, right is that you really do have to roll up your sleeves and solve problems and get in there work hard every day. It's not it's not easy. Being an entrepreneur is never ever easy. Anthony hit up on the idea of finding a mentor, right and reaching out to people who've done it. And it's it's a tough goal. But man, it's definitely worth it. Right. I don't think you would trade your current busy lifestyle for an easy 40 hour a week job for someone else. Right? Like it's there's just there's a lot of intrinsic rewards for being an entrepreneur. Oh, 100%. 18:05 And this is one of the things were like me and Anthony Anthony's been. And I think he's been an entrepreneur for like 1520 years. And he hasn't had a job in that long. For me, it's it's been five and Anthony's lot older than I am too. So it's one of the things that the younger you are the more of a gamble you can throw on yourself. This is for all the young people listening to that on yourself young because you only get older. 18:29 true, very true. And tell me more about about high mine. How did you guys come up with the idea to build your own CRM funnel, right? Because there's other companies that offer this kind of solution. So at some point, somebody was said, Why do you guys want to start this business? There's other companies already doing it, there must have been something that you saw, right? 18:46 So for me, for us, it was literally out of pain, where we needed something for our own consumption. And we're consumers at that point. And then we found this opportunity and like, listen, start this and roll with it. A lot of people they go around, there's a tenant, like you said, there's a ton of other platforms like ours, like, no shade to them. But there's so much like, there's burger places on every corner, do you think it stops them from starting another burger rotation? That doesn't prevent them from people like different types of burgers? So it's one of those things like yes, there's other competition, and I'm not afraid of the competition, but I want to make my own impact in my own way. And this is one of the things we're we've been running this for two years, we've had 16 clients and six figure months. I think we'll have two clients at a million dollars, you know, software, so we're making our own impact in our own way. And I really don't care what the competition does. 19:34 Well said and I imagine that you guys saw that you use your own CRM software you're using hive mind to get you find your own deals. Correct. Your real estate. Yeah, 19:45 that's, that's the nice part about it is that it's as crazy as it sounds. People pay us to bring us deals. 19:54 That is amazing. If you can figure out how to do that, man. You're you're golden. You've made it 19:59 up Uh, yeah, to the point where we turned off our marketing two months ago. So we don't, we don't even do any marketing anymore. Everything, everything that we do is all inbound from referrals from podcasts, from Facebook, from Twitter everywhere, it comes in from all directions. 20:15 I love the system, because if I understand correctly, it sounds like you started off in real estate. And then you created your own CRM solution to find more deals. And then you created the podcast to basically reach more people, right to build your network. And now all three basically are feeding each other. And all three are now growing probably faster, because of the other two, like the three separate activities together are better than, like individually added up, right 20:45 100%. And this is where I want to mention this, too, is that a lot of people, they, they think they're doing enough to get results. And usually it takes a lot more effort, it takes a lot more production takes a lot more. It takes a lot more effort than you think, to produce results. So not to be like, I've been doing like it took me seven months to get my first deal. And you hear this all the time with people that have never done real estate transactions. Like I've been doing this for two months. I don't know what I'm doing wrong. And I'm like, Well, you got it. For me it was at least five months more. So when you hit seven months, let me know. And then you hear other people's like, it took me 13 months to get my first deal. Man, that's amazing. Congratulations. It took me seven. It's not a competition. But it's one of those things where like, you have to get over that hurdle and put more effort than you think is required. Because you've never done this before. And that's one of the that's one of the parts of like trailblazing your own path. You don't actually know what's required to even facilitate and create that type of position. 21:40 Yeah, I listen to bigger podcasts, bigger pockets podcast all the time. And they always say that, you know, the typical investor like, like, you know, David Green, and those guys, and they review hundreds of deals for every one that they actually take and invest in. Right? It's yeah, it takes months and months sometimes Absolutely. 21:57 100%. And this, this is where everybody here, let's see. If you're if you if you haven't gotten results, you're not doing enough, in spite of mine. 22:07 Daniel, I think one of the things that you mentioned about hive mind is that you're helping clients hit $100,000 a month, can you give us a quick example of maybe like a sample client and you don't have to you don't have to name them, but just give us one of the sample clients that you've worked with that that have really taken off, thanks to hive mind. 22:23 Um, this is DeAndre Anderson. He does a infill lots in Florida. When he came across us, he was using spreadsheets. There's how many investors you know, use spreadsheets and paper is one of those investors like he just struggled to is unorganized. came into the system. He's been with us for pretty much year and a half, maybe a year. Maybe about a year and a half out. Yes. But he just came in and killed the he's doing about 10 to 20 deals a month now. And he is killing the game. And now he's like, launched himself into his own thing where now he has his own education platform. He's teaching his own students to do the same thing. And it's like, what is what is the impact you make? And how many layers is it really trickled down to? And will you ever see the amount of impact it will make in your lifetime? And it just reaches tons and tons of people if you just produce content and do good by the product and services and education that you're releasing in general? And you don't even know the impact will actually happened? 23:21 Well said, Anthony, what is next for you guys? I mean, it seems like things are going really well, as a company as individuals, what are your your goals for the next five or 10 years? 23:32 We're aiming at becoming a financial institution. Yeah. So what we're doing now is we were thinking in terms of flipping real estate and flipping land before. But now what we're doing is we moved on to a new strategy. So we focus on a large land tracts that are valued at a million dollars and up. And then we'll take those those land tracts, we'll break them down into smaller pieces, and then we'll sell them seller finance at high interest. So that's kind of what our goal is now is we're trying to create as many mortgages as possible, and then eventually start to hang on to as many as possible, and then just repeat the process over and over again. 24:12 And Anthony, just before we started the call, I think you mentioned that you guys are getting into notes, right? Investing in in notes is is that similar to what you're what you just described? 24:21 Yeah, so we're not necessarily like purchasing notes, right. So if I say note investing, that's usually what you mean is where you're buying the notes, but we're actually the ones creating the notes. And once those those mortgage notes are created, you can do two different things to leverage that capital for one you can sit on the paper at 10% interest. Another thing you can do is you can sell those notes right for roughly 80 85% of the note value. And then another thing you can do is you can take out a note loan against those notes for roughly 50% of the note value, you know, the tax free cash withdrawal. So quite a few things that you can do. So let's say you take a property right let's say it's worth 100,000 and you break it down into 10 pieces instead of Selling each individual piece for 10,000. You know, we might sell them for 15 or 20 at 10% interest, right? So what did we do, we've effectively created, you know, a 50% to 100% increase. So taking that 100 250 to 200,000 on paper, right? So now to recapture your your capital, you would either take a loan, or you would sell those properties, like I said, sell those those notes for 80% of value. Or you can take that same note value, let's say you take a $10,000 piece of land, right? We sold it for 20,000. You can use that notice cash, right? So we can find somebody that has a piece of property, they say I want $20,000 For this piece of property. You say, Well, you know, I'm an investor, I'm looking for like a 10 or 12 range. You know, that's kind of what I'm thinking. And the guy might say, No, you know, I've had it for 20 years, I don't need to sell it. Hey, it sounds like you don't need the money. What if I can give you $20,000, but it's not going to be cash, it's going to be paid at 10% interest? How does that sound? So now we've purchased a $20,000 piece of property with a $10,000 piece of property. So we've effectively doubled our cash. So it's another way that you can leverage notes is to use not not liquidation, but to use them as cash. Then while you're sitting on that cash, it's appreciating at 10% interest per month. 26:09 Nice. I'm kind of at a loss for words. That's really cool. I've never actually heard anyone explain it like that, clearly that concisely. So. Thanks. Thanks for that. Anthony, what is your outlook on the real estate market in general, like over the next six months, a year? You know, is what are your thoughts on whether it's land or single family or multifamily? What do you think is happening in the market over the next next year or so? 26:32 I think affordable housing and multifamily you know, mobile homes, RV parks, apartment complexes, those are going to continue to hold their value, because everybody always needs a place to live. I think single family homes are going to continue to struggle, because the interest rates might take a while to correct, right, because we have a global problems, not just a US problem. So I think I think we might still see residential homes Correct. Just a little bit. Um, I don't think it might be as dramatic as other people think it's going to be because housing is still high in demand. I think we're like at a 30% housing shortage or so. But as far as land goes, and what we're doing and selling these small ranchettes at high interest, we haven't seen a shift at all. So even moving into I don't even know if we're in the recession yet or not. But moving into this economy in the last six months, I think we've we've written more notes in the last six months, probably than we have in the last two years. So yeah, we're moving right along. 27:22 Yeah, we have $6 million of land under contract right now. And we were sitting on a $7 million contract 27:29 this weekend. Wow. It's incredible, absolutely incredible land. And which part of the country you guys are focused on right now? 27:38 Primarily Texas, but we're looking everywhere. Now. We just bought some land in Florida, we're looking at North Carolina, we just picked up to a couple of spots in Tennessee. So I think we can take the strategy anywhere. I think we don't want to say we perfected it, but we perfected it as much as possible here in Texas. So now we're just looking to identify similar opportunities pretty much anywhere. 27:57 And Daniel Anthony, as we move toward wrapping up this, this podcast, what are some of the books, YouTube channels, etc, that you recommend people go to where did you find inspiration? And where do you recommend other people go to find inspiration and, and some, some good advice. 28:15 Um, I wasn't really a YouTube person that I do. I think we've curated and I think it's kind of a self promoting here, but our YouTube channel, we've released a video every day since April 3 2021. So it's about to be two years, we released the video every day. And it's not that they're, we're doing amazingly well. It's just I wanted to be consistent in producing, I kind of put that on myself to produce a video every day. And then there's a video released every day. Without without, without without even knowing. And we definitely a lot of content out there a lot of valuable information. We've had multiple people make six figures or more just off the free information provided. So you can take that with a grain of salt. No, dig in. It's plenty. There's plenty of information there. 29:00 Today, Daniel, you you caught my you piqued my interest right there with the whole I put out content, or at least a video every single day since April. walked me through that process. How long does it take for you to make the videos, edit the videos, upload the videos, etc. That's not easy. 29:14 Um, this goes back to our I think our biggest mission as far as trying to find valuable content. And you don't have to do it all yourself. So we have I have two full time editors, one social media manager, and that's me and Anthony have like our own team because we handle different sections of the business. And I have half my team is social media. So we're caught we're constantly producing and releasing content every day, multiple times a day. If you follow us on Instagram, we post 10 times a day. There's at least three short form videos posted every day. On YouTube. We release at least one one video a day, sometimes cases two. I think right now we probably have like 1400 videos on YouTube right now. And then one of the other things is that we're everywhere. We're on places you never heard of that we have video content on there. And that's the beauty about being a Um, the President is like most people, like if you're already out there, curating and cutting up the videos, why not put it everywhere. So literally, we're on like 15 Different platforms that we really short form and long form videos. 30:11 And I think that goes well with what you said earlier about building your CRM software, right is that instead of taking it all on your shoulders, you find the right people, you outsource it, you find the help. And that way, you free up your own personal time as well. 30:25 100% you can't you can't build a mountain, you can't build a building, you can't build a house by yourself, there's going to be there's going to be the summit guy, the electrical guy, the guy that's going to frame up the house, the referrer, and the finisher, that's gonna paint inside, there's all these different facets of the business. So treat your business like that, too. You don't have to learn and do everything yourself. And I think everybody in that solopreneur mindset, like, no one does it better than me. And I'm like, That's the wrong mindset to go about it. Because if I can have if I can hire two people to feel facilitate that job, and I don't have to do it, I'm gonna hire two people. 30:57 Anthony, I think I caught you off there about a minute ago, I apologize. But you were going to tell us some of your favorite YouTube channels and books, etc. 31:05 Yeah, so I think as far as books go, man, I'm honestly I'm not a big reader. But I read a lot online, right. And most of my reading is about health and fitness, because we're often in the business world while thinking about what's in our bank account and what's in our financial futures. But I think a lot of us forget about, you know, that you need a machine to operate for the rest of the time that you're here on Earth. So I spend a lot of time like in anti aging stuff. But as far as a real estate investing, I found my inspiration from a gentleman's channel name, Steve Trang. His channel is called Real Estate disruptors. And he interviews people that have made a million dollars in real estate in a 12 month running period, every single person he interviews, so I got a lot of different perspectives. And you know, we find a lot of interesting people on there. So I was watching that channel probably before I did my first deal. And I'll still go and listen to some of the stuff here and there and then aren't we're we're looking to get on the channel, actually, for the first time. So I think it's that's a pretty cool spot to be to like, have watched it when you're first starting. And then now like, we might be one of the interviewees. 32:07 That's awesome. So it has come full circle. Yeah, that's pretty cool. So 32:10 very effective information. 32:12 Yeah, Congrats, man. So if any one of the listeners want to reach out to you guys, what's the best way to get a hold? 32:19 We are hivemind CRM everywhere. If you just follow the trail of links, it will lead to, I'd say our main our main location is hivemind CRM on Facebook. But if you find this anywhere else, just follow the rabbit trail you'll find this 32:32 sounds good. Anthony and Daniel, I really appreciate your time. Especially you know, I know Daniel right now you're out working as we're talking, you know, you're you're walking the street. I really appreciate you guys taking the time to speak to me. And I'll definitely put all the information in the show notes. And yeah, thanks, man. I you know, congratulations again on your success and I wish you guys all the best in the future. This was a good one.