SPEAKER_01 0:18

And welcome to another episode of the Info Tech Podcast, the podcast that explores the intersection of business and technology. I'm your host, as always, Jimmy Huber. And today we have uh special guest on board. Uh, if you're a regular listener of this podcast, uh, the CMIT world is not uh foreign to you guys, and we have another franchisee owner, Andrew Vaughn. Um he is from CMIT of Glendale. Andrew, welcome to the podcast. Thank you, Jimmy. Yeah, you bet. So we were we're chatting here earlier, and um Andrew has a pretty wild story. Uh it involves, I think, commuting uh coast to coast, uh, three different time zones. Why don't you tell us a little bit about your background, Andrew, uh how you became a CMIT owner and all the things?

SPEAKER_00 1:06

Yeah, so uh for the last roughly 13 years, I've worked in startup tech, primarily in uh for New York-based companies, despite me being on the West Coast. Uh majority of my career was spent at Datadog, which is one of the larger uh IPOs and success stories of the last 10 years. Um I started there as a sport engineer, worked my way up, eventually being a director of various uh engineering teams. Um, but that uh started when I was like 25, uh and I was single and didn't have children. And so commuting from my home in LA to New York once a month and spending three to five days, sometimes more, every month, uh went from exciting to taxing uh after so many years. And uh that kind of leads me why I started uh my MSP, CMI TD Solutions of Glendale, uh is I wanted to focus my time and be kind of centered in the community I live in. And uh that's kind of what got me here.

SPEAKER_01 2:10

Yeah, no, that's really cool. I think uh yeah, when you start having a family and and kids get involved, your priorities and and it definitely changes, right? Uh what's what's fun before definitely uh isn't the same. So uh that's pretty cool. So you you are you know operating in the LA area, so your market is pretty large, right? Um I think a lot of MSPs might be a little intimidated by that. I mean, there's a lot more fish in the sea, but you've got a lot more competitors too. So tell us a little bit about how you differentiate yourself. How do you stand out in the crowd and what you're currently um offering?

SPEAKER_00 2:42

Yeah. So my primarily my approach is, you know, kind of the tagline, like enterprise level IT and cybersecurity at a small business cost. And because I'm primarily focused on my immediate uh Glendale area, I am very plugged in with the Chamber of Commerce, uh, local events, farmers markets. And what sets me apart is that I am the face of the brand, but also uh am in their office, you know, and checking in with them. I do their QBRs, uh I'm there for their setups. And so I try to make myself as fully involved as possible, where it all the way down to like even the technical requests. Yes, I have a uh established team that supports me um uh based across the United States, but I try to be as implugged in as possible. Um, you know, for example, just the other day, uh one of my clients had a new printer and she was kind of confused on getting it set up. I could have sent a technician. It was only a couple miles away, so I just went and did it myself. And uh I know that she really appreciated that.

SPEAKER_01 3:50

Yeah, that's really cool. So not a lot of uh customers, I think, can interact directly with the owner, right? I mean, that's a pretty big deal. It may not be you know scalable forever, but while you're at a smaller size, I think that's huge. Um so you're basically the face of the company and you're you're not immune from doing pretty much any of the work. I mean, I think your employees would appreciate that, right? Like you're you're not opposed to getting your your you know, rolling up your sleeves and and doing things even if it's on site.

SPEAKER_00 4:18

I mean, that was kind of my motto when I was direct director of engineering at the various roles, is I would never ask somebody to do something that I A hadn't done myself or I wouldn't be willing to do. And I think that when you carry that mentality, it really inspires your staff uh to believe in you and believe in the mission.

SPEAKER_01 4:36

Yeah, 100%. I mean, I can remember InfoTech's early days. I mean, when there was, you know, three of us, three nerds in a box, as I like to call it. Yeah. I mean, we were all doing a little bit of everything, right? Um, and yeah, I think our customers are pretty loyal because they knew us, you know, personally. And if you're willing to put yourself out there, I mean, sometimes I think people like to hide behind tickets and just be, you know, behind the scenes. Um, but yeah, generally the owner operator is the one, you know, beating the pavement and being the face of the company, too. So that's that's pretty cool. Um we were chatting a little bit earlier, and and you mentioned uh that you kind of have a specialty in hospitality. And I think that's a little bit unique. Tell us a little bit more about that and you know how you're making a difference, maybe in areas where other MSPs or larger companies don't feel like you know it may be worth going into.

SPEAKER_00 5:25

Yeah, it all kind of started by chance. There was a new cafe that opened near my home. Um I just happened to be there uh having a uh coffee and a and a treat. And I noticed that uh their Wi-Fi was extremely slow. And and I looked around and there were like 20 people sitting here on their laptops, and I could hear other people mumbling, like, oh, you know, it's slow or I'm getting disconnected. Um and it kind of dawned on me that like a lot of these places are ran, you know, small business families, like they might not have technical backgrounds. And so the owner just happened to be there, and I asked him, I was like, hey, so do you have a guest network, a primary network? Like what's your setup like? And he just pointed to like a very generic Wi-Fi router. And I I told him, I was like, if you have 20 people here, like that's just not gonna cut it. Um, and I showed him the speeds just from my phone and it was crawling. And uh, you know, I said I was like, look, I literally live two blocks away. Like if you ever need some IT help, I'm happy to look at your your stuff. I was like, you know, I at the time we don't read it like that. And our MSP packages, they're all focused on, you know, five to 200 seat, you know, legal CPA offices. Hospitality is kind of ignored by the MSP space. And so I didn't really have anything to refer to. You know, there was no SKUs in my system for this kind of help. So I sat down and I created what I called business technology services, and it's aimed at just very small cafes, bars, you know, uh small restaurants. And it's been going really well. For what started with one cafe, and now I have, you know, several bars, several cafes. Um and they're very light. I I mean I it's nice that I'm targeting within a five mile radius, so me and my technicians can respond quickly. But for the packages that we end up selling, you know, two to three hundred dollars a month, they're they're very light. Um I even I've I've uh started deploying, they're called like these easy, they're like e uh e power strips uh that connect. And so they'll auto-cycle their their router and Wi-Fi if it detects that it can't connect to the internet. That alone saves me if it caught it's like a $70 device. If it saves me one rollout, it pays for itself. And so far it's worked out really well. Uh, it's like a smaller knockoff version of a Wattbox. Um but yeah, so I deploy those in my hospitality, I I bill that as part of their setup fee, and it saved me and the technicians quite a bit of time. And these people who are typically ignored by uh any kind of IT provider, they they feel supported now. And they actually feel like, you know, I I have a phone number that people mainly just text, and it just it's like a support portal, and they really appreciate it. That they'll be like, hey, my POS system's subtle. Like, what what can you try? And then if I have to, I'll remote in, or if not, I'll just walk or drive right over there and and take a look.

SPEAKER_01 8:34

Yeah, that's really cool because you're bringing enterprise level skill set down to the micro level because yeah, they still need it. I mean, those point of sales, those networks are critical to their business. And my guess is most of these customers are mom and pop places where they don't have internal IT. I mean, there's maybe just a handful of employees, but yeah, I mean, if I'm at a coffee house or, you know, grabbing a donut and I sit down, I'm kind of expecting these days sure there'd be at least some Wi-Fi and something that's worthwhile. So yeah, it's I would think that those pieces would also directly affect their customer satisfaction too. Um, so yeah, that's pretty cool.

SPEAKER_00 9:11

It's kind of the same way. Like I got another natural account was uh uh at a at a bar that I watch, uh, you know, I was watching World Cup games, uh, just happened to be like, hey, I I was looking at the corner of like where the manager has his setup, and I was like, hey, I noticed like you have all these cameras. I was like, but half of them are are either lagging or not connected. And he was like, Yeah, we've been having issues with it. Uh he's like, it's just not not a priority. And I it was just one of those natural things. I was like, well, surprise, surprise, uh, I live down the street and I do exactly this type of work. And uh me and my technician just happened to be there watching the USA game, and we just like looked around, you know, went upstairs, checked some of the stuff. Some of the wiring was messed up, you know, left him a business card, and the the owner called me the next morning and was like, hey, I looked at your information, like that's definitely something we need. You know, how do we get set up? And you know, from an account I had no knowledge of, within two days I had a signed contract of uh a monthly, you know, monthly IT services.

SPEAKER_01 10:18

That's wild. So you're you're basically doing uh site survey, uh sales and marketing all while just being in your community. I mean, a lot of people I think they struggle with that, right? Whether they're you know shy or they're they don't know how to articulate themselves, but you're willing to put yourself out there, which I think is cool. And it's interesting too that these business owners, they they know they have the problems. They're not trying maybe they just don't think that your solution exists. I mean, because you would think they would reach out or try to figure that out and not just wallow until they happen to meet you. So, like, are you getting referrals from these people? Because I'm sure they know people that are in the same boat.

SPEAKER_00 10:55

Yeah, I mean, this really started. I mean, this is only like two and a half months old. And what started with that cafe, uh, you know, where I think we have nine people's, nine clients signed up for this BTR package, you know, it's it's grown, you know, uh like you said, a lot of it's just natural. Uh I'm happened to be in these places in my community already. And you know, maybe maybe it's the sales or marketer in me, but you know, I'm always kind of like looking at my surroundings, seeing, seeing what uh opportunities there could be. And like you said, I think a lot of people they they accept that, oh, our Wi-Fi just sucks, or you know, our systems are just slow because they aren't a large, you know, law firm office who has you know $5,000 a month budget for IT. And you know, they think they really only respond like when something is truly broken, like and they just go on Google and type in, you know, IT repair company. So right, right.

SPEAKER_01 11:56

Well, and I think uh most people still want local. I know there's a lot of franchises and and other larger players that are you know nationwide or what have you. Yeah. But I love at least for for us too, we're in central Illinois and we're trying to, you know, still focus on our backyard, right? Whether it's it's it's still in the Midwest. We want to have somebody within driving distance to go on site and continue to kind of build those relationships. So it sounds like that's important to you too.

SPEAKER_00 12:20

Yeah, and and like I said, I mean it was a big reason to start this was to be in my community doing something, you know, local. And you know, a lot of these businesses, you know, some of them are my neighbors and people I interact with at the Chamber of Commerce and see on the weekends at farmers markets. So it's uh it's nice. I feel like I'm contributing, especially with the smaller hospitality clients. You know, they it it's beneficial for me. I mean, if I'm in there watching the game, I would appreciate some solid Wi-Fi and that their security cameras work. So it's a win-win.

SPEAKER_01 12:54

And pay you to fix it and then you can use it. Uh so yeah, I totally get that. Um, so scale it out for me. Uh where this is brand new, right? But it's obviously working for you guys. Um, you're at a five-mile radius now. What what is the plan to? I mean, are you willing to grow that radius to you know take over your whole county? I mean, what how do you see it uh growing and expanding?

SPEAKER_00 13:16

Yeah, I I think for right now, uh I want to limit it only because I want to prove that the local immediate response like really resonates with people. And then I think expanding the program, I would probably strategically hire technicians that want to service particular communities and have that folk like and then make five mile kind of gap or five mile circles around those communities.

SPEAKER_01 13:43

Yeah, kind of set up territories. Yeah, yeah. Yeah. Yeah. I would think it would be definitely duplicatable. I mean, uh, especially if you're if you're in an area with enough, you know, population, uh, then you can yeah, carve it up into neighborhoods that have endless small businesses that are like that. So I think that's that's pretty exciting. So I wanted to ask you a little bit about kind of your business growth, right? So we have a lot of business owners that listen to this podcast, um, and I try to, you know, glean insight from each guest that comes on. So um, could you give us maybe one or two examples of something in the last maybe six months or so that you know you really struggled with or that you know was a roadblock to you that you were able to you know push through, figure out? Um we're always looking for tidbits and learning you know from other people. So I I thought I'd throw that one up.

SPEAKER_00 14:29

Yeah, I mean, I think unless you had a career as an SDR, I think everyone as a business owner will struggle with cold calling. It's you know, it's it's part of the nature of selling. I personally don't like being cold called, and I has struggled to bother other people doing it. Um, and it's really something that I just had to overcome in fear of like it really is just a yes, no, maybe. And you're you're making the dials. If it doesn't resonate or they hang up, you just go down your list. I mean, just in my just in my region alone, there's 2300 eligible businesses that match my my MSP you know, focus, the five, you know, the five to 200 seat kind of thing. And so, you know, that was very daunting. I'm like, oh well, how am I gonna do this? But once I started trying to connect with these people and they're like, oh, we already have somebody, or we're locked in for six months, and it's just checking checking the boxes. But I I really I feel like I wasted maybe a good chunk, two, three months of setting this business up, of just avoiding the cold hard truth that I did need to make these phone calls, I did need to, you know, try to connect with people.

SPEAKER_01 15:45

Yeah, I think that's something that each owner has to come to terms with is that ultimately you are responsible for sales. You may not have to do every possible activity in sales, but you are responsible for making money and getting customers in the door. And I think we're all kind of on our own journey with, you know, I know that I mean, I did cold calls for a whole summer, hated it, right? Like we we had to grow out of that as fast as possible. But you you're it. If if you're not doing it, it's probably not getting done. And it's yeah, it's some mental gymnastics, right? Like, I don't think any of us likes getting a cold call. But I will say, in my experience, if I do get one now, I'm a little bit more open to just hearing him out, even if it's a no, because I've been in that boat, right? Exactly. I I know what he's going through.

SPEAKER_00 16:28

Yeah, I even I even take more demos than I like, even if I have no interest, like I'll I'll watch a demo, I'll give you 30, 40 minutes of my time. You know, at least, you know, you you got through the hard part of getting through to one of my three cell phones, so you know, I might as well reward you at some at some point. But you're right, I I am very much more empathetic now that I have to do that. Um, and I think one other lesson is that I uh I think I benefited more, you know, I consider myself a people person. I actually have generated like you know the BTR package. I've generated more leads of just going places and introducing myself in person. That's been a much higher ROI than cold calling. Um, I'm not at the point where I'm going door-to-door knocking, but you know, I'll go all uh, you know, there's like uh a small little it's called Montrose, and it's like a small, little, small little part of my territory, but it's a high concentration of family-owned businesses and offices. And so, you know, if I'm there at the farmers market on a Sunday, you know, maybe I'll just walk and connect with a few business owners, drop some cards, and and that's you know, been much more fruitful than anything else.

SPEAKER_01 17:41

Yeah, I I couldn't agree more. I mean, we've made a concerted effort to join as many chambers as we can in our territories and to get out and get events done. Because I think in the world of AI, things are becoming so much uh the the trust, the whatever trust we had is being eroded very quickly. People don't believe anything they see. So I gotta believe that that that face-to-face human interaction is only gonna be more desired, you know, as we continue to go down that path. Um, what I mean, are you guys going to any trade events or what kind of events are you are you are you doing?

SPEAKER_00 18:14

Uh I haven't been to any trade events. Um there was a small business summit uh for for Glendale that was last month or the month before. So we did a small sponsorship there. Mainly it was me and the the team on site, just meeting a lot of the business business owners, going to the the mixers. Um I try I belong to two chambers that span my territory, and so I'm almost a hundred percent. I'm in both their monthly, uh their monthly mixers they do that are hosted by local businesses. Um we hosted our ribbon cutting ceremony uh with the chamber and had a big event there. That's what we considered was our like hard launch of the business. And that really, you know, we spent we spent more than other businesses had done, but it really landed with community. Um, and that I feel like got our brand out there the best. It was money well spent.

SPEAKER_01 19:07

Yeah, I I definitely agree with that. I think, you know, ultimately marketing and sales is about relationships, right? And the more people that know you and you're willing to interact with without trying to sell them something, I think that pays off long term. Uh like you said, even way better. Everyone's got to do the cold calling, and that that's a huge part of it. But those relationships and kind of what we call a COI, right? Center of influence, uh, other business owners that are out there, I think you can't go wrong for sure. Um, what would you say to other young entrepreneurs that maybe are haven't started their business or they're just getting their feet under them and trying to figure some of this stuff out? I mean, you had a couple great examples there of things that are working for you, but like if you look back to, you know, maybe Andrew of two or three years ago, what would you say, you know, to those people that are in that spot?

SPEAKER_00 19:52

I I think, you know, any entrepreneur, business owner, you're going to go into something very excited, high energy. And I think the one thing that I think a lot of us could learn is that a lot of this takes patience and takes time. I mean, even myself, you know, I consider myself an intelligent guy. And I told myself, I was like, hmm, you know, this is gonna be a breeze. By month three, I'm gonna have a portfolio of companies and this is all gonna just work out. And, you know, that once reality set in, that like it's not that easy, you know, it just the just initial sales cycles of meeting some of these companies and waiting, you know, to get a full meeting and then their vendor contract to expire and all these different variables. I think patience is something all of us could, you know, appreciate, I guess, you know, that if you're gonna start something, mentally commit to yourself that it will take time. And it's, you know, it's not something that will just happen overnight.

SPEAKER_01 20:51

Yeah, I I agree with that. It's almost like we don't know where the goalpost is in, you know, the entrepreneur's journey. And you could be on the one-yard line, just keep going. You know, that that sale could be tomorrow or whatnot. And I think a lot of times people uh they give up too early. Um, I know I've been a victim of that, you know, and some initiative, you know, that we've had, it's like, man, I wonder if I didn't start going to something else. Like if I just put a stay the course, you know, it's it's not sometimes that you're doing it wrong, it's that you're just not giving yourself enough time. Um, and that's I think something that we all have to learn, you know, on our on our own, it seems. Um, so yeah, that that insight I think is is super powerful.

SPEAKER_00 21:28

Yeah. Even my own, you know, CY, like my circle of of friends and and family, they they weren't surprised that I'm having so much success with these smaller accounts because they, you know, uh it blends off my personality that I just connect with people. I'm always in the community. I like to be out and about. And and a lot of them felt like, you know, maybe, maybe the large law firms and medical offices will take more time. But, you know, like I said, you start stacking up these small accounts, you know, $10, $300 accounts is a full, full accounting office, yeah, MSP contract. So, you know, I I I'm not too proud to uh take on some of these smaller accounts that other people ignore.

SPEAKER_01 22:12

Yeah, I think that's commendable. And it's like you said, it's it's about the bottom line. If it's you know a $300 contract. But it's you know $50 a month is your cost on it, it doesn't matter. I mean, you could have a $10 million you know business that makes you know 5% net profit. And well, what's the point? You know, so um yeah, focusing on the bottom line, I think is is killer. And and when people get out of that mindset that I just have to grow and any revenue is is good. Um I man, I would rather do it your way. If you're profitable, man, go get it. Especially when there's not that much barrier to entry if no one else is doing it in your area. Um I think that's a gold mine.

SPEAKER_00 22:48

Yeah, I mean, just for metrics, if I look across my my nine BTR accounts, we had one request and it was that printer one that took me, I don't know, 15 minutes. So, like if I had to calculate my cost across that portfolio, whatever 15 minutes of my time I'd value it.

SPEAKER_01 23:06

Yeah, well, I mean the smaller accounts are less complex, right? I mean, you've got you know, their network has to be up and maybe two or three computers, you know, for their point of sale system or whatever ERP they're using, and that's that's about it. So it does lower that that risk. Um and yeah, you could probably have other MSPs that go in there and they have a minimum, you know, of $1,500 or two grand a month, and they won't they won't touch it for that. Well, it's not really worth it for a small business the business owner is going to take the risk versus pay something like that. So you've you've not only identified a a niche, but you've been able to develop an offering that kind of meets them where they're at and makes a win-win. So that's really cool. Yeah.

SPEAKER_00 23:42

Well, one of a uh a uh restaurant owner was talking to me and he had said that one of the challenges that almost everybody's dealing with in the in the hospitality industry is that a lot of these streaming, you know, pay-per-view things are moving to apps, not being offered through like the local spectrum. So you have to sign up for an online app and stream it. Oh, yeah. And so now they use now you're putting a huge burden on your network. And so now all these companies, they're like, okay, if I have 25 TVs, that's 25 devices streaming, whereas before it was one box being broadcast across the the television. So um, you know, by him just mentioning that to me in passing, I was like, oh, that means a lot of these places with a lot of screens are going to need their their networks analyzed or upgraded, have fail, you know, failovers. And so that's just something I'm gonna continue to evolve, continue to have those conversations. And you said, yeah, you know, if the if it's something that, you know, if a year or two years down the line, I look back and I'm like, oh, you know, this ended up being a core of our business, uh, you know, I wouldn't, I wouldn't be, I wouldn't be disappointed.

SPEAKER_01 24:54

Well, yeah. I mean, you're you're getting centers of influence, you're fixing a need for people, and everyone else then that goes into those places, I think would would eventually figure out, you know, oh, this Wi-Fi sucked, and now all of a sudden it's awesome. Like what happened? You know, so you're I think that ripple effect would would give you um quite a bit there. Um Andrew, what happens when you know you you get to a certain point and you you just don't know where to go? I mean, a lot of times, you know, we hit these plateaus. It sounds like you haven't hit one yet, you're you're still cranking, but um, how do you see yourself breaking through when you get to the point where you know things just kind of don't work like they used to, whether you've got you know more clients, you've got more territory, you know, there's there's these ebb and flows that I think a lot of business owners go through. Have you seen that, you know, at in your franchise yet? Um it sounds like you're you're cranking with the the the hospitality model. Um, but I'd just be curious, you know, what your advice would be for those that kind of hit those limits.

SPEAKER_00 25:54

Um you know, I I personally try to take a lot of notes in my personal life, but I I try to analyze things and try to, I guess, maximize the how I spend my time. And so, for example, I was, you know, one of the plateaus I was hitting is that, you know, uh in our franchise model, we're told to like seek out like four particular verticals, like CPA, legal, medical, and and I just wasn't making a lot of progress there when I first started this MSP. But I did notice that insurance, small accounts once again, small, you know, state farm farmers, those were were being more receptive. They're easier accounts to set up. They still have the same needs and compliance requirements. But once again, I was like, oh, well, if I'm signing these two, three, five seat insurance offices and and it's working, why am I wasting so much money and and time trying to sign, you know, a an accounting office if they're just not willing to budge. And so while those are mediator accounts, I I just try to look back. I'm like, I should be spending my time on what's working. Maybe I'll go back to that and try a different initiative and a different way to get into it. But I do think that that was my first plateau that I was trying to be, I was trying to be an IT provider for everyone. And when you use the same messaging for every single person, it it kind of falls flat. And so when I found something that worked in a particular industry, that's kind of my focus right now. Aside from hospitality, insurance is kind of like my big big focus and a big chunk of my portfolio. I mean, just within the 10 mile radius of my house from state farm and farmers, there's 103 agents just in 10 miles. Wow. And so if I were, you know, let's say I sign 70% of them, that's a whole portfolio in itself. And I would, I mean, if I stayed this size, I would not need to sign any other customers. So yeah, yeah, that's legit.

SPEAKER_01 27:56

Yeah, I I love that that you know you have to make your business your own, right? Like there's all kinds of advice out there and talking heads that say, you know, X, Y, and Z is the way to do it. But if it's not working for you and you found something else that is, you gotta be willing to kind of go out there and and make it your own. Um, I think a lot of times we're afraid of doing that for, you know, you don't want to look bad, you we you want to have all your ducks in a row, but ultimately it's you know, you gotta kill what you eat, right? Like eat what you kill. You've got to bring it in.

SPEAKER_00 28:25

So um, yeah, I I love that. Um I think we're I think we all want, you know, when we start a bit any business, like you're thinking, I want to build build a million-dollar business kind of thing. And you know, obviously that's a lot easier if you're like, oh yeah, well, if I sign $25,000 accounts, you know, I'm gonna be much closer there. But like you said, at the end of the day, it's revenue. You know, if if you have to put it together a hundred small accounts instead of 25 big accounts, you know, it all it all ends up in the same place. And uh, I think every business owner is gonna find their own way, their own journey. And I think it's all exciting. I mean, I'm sure you appreciated the same thing. It's it's unlike any other job that you could have. Uh owning a business and building something for yourself, being your own boss, uh, it's something that was new for me and uh a new challenge and new excitement every single day.

SPEAKER_01 29:14

Yeah, I couldn't agree more. It's not for everybody, but um it does get you going and there's there's never a lack of motivation, right? Um and hopefully, you know, you can you can then mentor other people as you get further down the road. I know that I've had you know key mentors in my business career that definitely has gotten me where InfoTech is now, right? Um and I think we're all you know on the same team and working towards the same goals in business. So um I've really enjoyed talking with you today, Andrew. I mean, you've got some really genuine insights that hopefully our audience you know could pick up on. Um and yeah, I really appreciate your time today. If if somebody does want to reach out to you, um, you know, what's the best way to get in touch?

SPEAKER_00 29:52

Yeah, I mean, you can visit my website, cmitglendale.com, uh, or you can connect with me. It's andrewvon.co. It's my personal branded website, which has all my contact information. Um, and that's probably yeah, the easiest one, andrewvon.co. Awesome.

SPEAKER_01 30:09

Well, we'll add that to the show notes too, so people can easily click on that and find you. Um, and yeah, we'll have to have you back on maybe in three or six months to kind of see how the journey keeps progressing. Uh yeah, it's not like you're you're drawing gangbusters and just getting started. So we really appreciate it. Thank you, Jimmy.

SPEAKER_00 30:25

It was it was great talking with you, and I'm looking forward to being back.

SPEAKER_01 30:28

Yeah, you bet, man. We'll see you next time.