Speaker 1: 0:31

It's Noel Tuggle, my business is Tuggle Homes and I'm partnered with Pearson Smith Realty and I am a realtor, your realtor, essentially.

Speaker 2: 0:41

Love that, and what type of services are you offering for your clients? I know you're a realtor, but if you could dig a little bit deeper for me and share with our audience.

Speaker 1: 0:51

Well, I would say honestly, it's peace of mind, especially with how this market's going right now. I like to look at myself as like a one-stop shop. I'm very dedicated. I'm very like goal-driven, I guess, so to speak. I've you know, as a homeowner, I know how hard it is Like just being out there. You know the days of just like 2021.

Speaker 1: 1:17

I remember when I was like 2021, 2021, where it was, the interest rates were like two and a half percent and I, I like I lost a lot of like uh listings because people were just doing it for like one percent and I would always in that person to where like if, if I did lose a, you know, a client, I'd like to follow up with them and ask them like it went. And nine times out of ten, they were complaining to me about the person and I have to tell them price is what you pay, value is what you get. But no, with my services, as far as I consider my clients like family, I want to fight for you. I want to be able to provide. If you tell me you want seven horses, I'm going to try to find you a barn, you know. So, like you know, um, but no, I, I always liked this.

Speaker 1: 2:01

I pride myself on what I do. Um, I there's so many other like really with how this market is. It's it's very difficult and I've found that, you know, in a market like this last year was it was sales were down like just nationwide, and you know I did over 24 million and you know so it was very lucky, very, very blessed to be able to do that. So you know, I like to, I always like to say, like you know you want to strive in, like in survival markets like this. So Absolutely.

Speaker 2: 2:35

Thank you for sharing that. Tell me a little bit about your background, how you got into this industry and what led you here.

Speaker 1: 2:44

Essentially, eric Pearson pretty much got me into this market. We used to work together at a restaurant and he ventured out. I think he was an accountant first or something like that. He tried that out and then he started doing real estate with remax and, um, I remember like he'd be coming into chile's and he'd be like, man, I need to get you into real estate. I'm like dude, I'm not doing that, like you know, just, and he was like then, um, essentially what he did was he.

Speaker 1: 3:12

He left remax, started pearson smith realty and one of my great friends, david Speed, started running the property management division and he's also great friends with my wife. So he pretty much just pressured me. He's like, dude, just take a class, just take a class. You don't like it, cool, whatever. And I did and I really liked it and I was like, man, this is really, you know, when you give it a try and it kind of just clicks yes, it did. And I immediately was just so excited to just keep coming back. And then I think the span that they gave me was you have six months for your course and everything. And I did it in like two and I was just so pumped once I got my license and everything like that. But yeah, eric and David kind of got me in and then, once that started happening, I've always been like a social person. So you know, once I was able to kind of like tell my, my guests that I was, like you know, bartending and serving, they were excited, they were just pumped. They're like you.

Speaker 2: 4:16

I'm definitely going to use you Stuff like that.

Speaker 1: 4:19

You hear that all the time. No, it was just like they created such a great environment for me and then, when I actually took it, it was a wrap after that.

Speaker 2: 4:30

Yeah, that's cool. I love that it just came together Like, hey, you should do this. I don't know if I want to. Then you do it and you're like wait a minute, I really like this. And then in two months like that's great, good for you, that's awesome. Can you share some insights that are going on currently in the real estate world, anything you'd want to share with our listeners, maybe?

Speaker 1: 4:49

the sky's not falling yet.

Speaker 1: 4:59

There's a lot of different, you know, with the NAR rules going on July 1 and having to have that buyer agreement, like to show houses and things like that.

Speaker 1: 5:04

I want to, basically and I've had these with clients too, with new people that you know I've inquired about properties because, like our brokerage has partnered with Zillow. You know I'm on realtorcom. You know they're sending me people's information that wants them to reach out and I have to have a conversation with them. You know, I would say, cause I've never met them, um, met them yet, um, and you have to have a buyer agreement in order for me to open the door. You know, now, essentially, um, and I've had some pushback from people and then I've had some people that are just like this isn't to the point to where it's not common knowledge, like somebody could easily Google NAR rules and regulations and figure out, like be able to read it, but a lot of people just aren't really pushing back on that and I feel as if most often with realtors, if somebody is pushing back on that, they probably already have an agent.

Speaker 1: 5:52

So, it's not really like you know, people just freak out about things because it's something that's new. But one of the things that my brokerage did was, when this happened, like a few months and months ago, we were given like information like so quick and so by July one. You know, I'm like, okay, cool, well, this is what we got to do.

Speaker 2: 6:16

You know, the more things change, the more they stay the same. Yeah, absolutely. And how has it been for you pivoting with these changes? Do you adapt well to change? Do you need a little bit of time? How are you in that? I mean?

Speaker 1: 6:24

honestly, the way things are needed now, it's nothing that would really be a. It wasn't a game changer for me because I was already educated on it and basically what they're saying is, essentially, you have to have the form signed before you get in the door. Um, if you and I saw a house together and you wanted to make an offer on that home, I would be sending you the prop, sending you the agreement after we saw the home. So essentially, what they're doing now is they're just paying, like you know, know you, just you have it before you get the door. The walk through the door, um, I mean, I can have the agreement set for like one day. So it's not like. It's not like I always, I always, um, do my agreements for 90 days.

Speaker 1: 7:06

But there have been, I mean, I met with somebody. I want to say it was like last Tuesday, um, brand new client, um, you know, I had to have the conversation with them. They pushed back a little bit and I just told them I was like look, I know you don't know me from Joe Schmo, but in order for me to open this door for you and I don't get fined or like my license suspended or anything like that I have to get you in the door. I can literally set it for today and, trust me, I would love the opportunity to not only assist you in home purchasing to earn your business. I get it, we're building a relationship, but in order to get in a relationship, I have to open the door for you. So let me be the gentleman and open the door. This will be our first interview and then we'll kind of go from there and she put her card down and everything and now I'm sending her properties.

Speaker 2: 7:53

Look, at that. Good for you. And now tell me a little bit about when you were transitioning from your old I guess position in the restaurant business to real estate. Was that transition? I know you had like schooling and being certified. Was that all easy for you or did you find some challenges or did you need a mentor?

Speaker 1: 8:16

Did Eric help you in any way? Um, so, when I got my license, I was so excited I was, you know I was. I'm not gonna say the name of the restaurant, but, um, I was, I was so happy, you know I was. But I was also working like essentially night shifts, right. So I'm getting home at like one or two o'clock in the morning and then I gotta wake up and you know there's this new agent orientation at like nine o'clock and then you're in there from like nine to 12 and then you've got to go back to work at four.

Speaker 1: 8:43

So it was a long span of things, but I knocked that out as much quickly as I could. And then, before you know it, I'm showing houses, right. So there would be times where I would be out in like 45-minute drive, you know, showing several houses, and I've got to be, you know, report to my shift at 4. Oh man, yeah. So I was giving a couple times. I would give like some of my shifts away to my other coworkers and things like that. I didn't think it was like a big deal, you know. And then, like a few weeks goes by and I always check the schedule, like on Sunday, because that's when the schedule gets released.

Speaker 1: 9:21

And I wasn't on the schedule and I was asking my manager. I was like yo man, what's up? What's going on? You forgot about me, and you know. And he's like well, you know, the GM wants to talk to you and I was like I don't know what I did. So you know, they pulled me into office and you know she's talking with me and she's like you know, it just seems like you're not like so committed with with us. You're just committed on being a realtor. And I was like that's because I am committed on being a realtor. She's like and so she kind of like pushed back on that. She's like well, you know, you can be a manager here, you could do that. I was like I'm not trying to do all that, I'm just like I've been in this, I've been in this line of work Like I bartended for like nine years.

Speaker 2: 10:02

Yeah.

Speaker 1: 10:03

And I was like this just isn't not saying that bartending, isn't it right?

Speaker 2: 10:07

It's just top one, and there just wasn't anywhere for me to go.

Speaker 1: 10:19

So she's like well, we'll give you like the weekend off if you can think about it, like you know. But we're going to ask for, like you know, you can be more committed and you know, kind of push that to the side a little bit. And I was like dude, jesus. So I walked outside, I was kind of bummed because I was like I'm pretty sure it was a Thursday and I was like man, my entire weekend I'm not going to be able to work, you know, and you know it's a serving job. So like you're getting paid like that day, you know, you're walking up with cash. I was like damn dude. And I got like halfway out of the parking lot and I just turned around and I went back in and I was like, hey guys, um, I don't need the weekend to think about it. I quit so.

Speaker 1: 11:01

So yeah, and then after that it was just, I think I I probably called Eric or somebody and I was like, okay, I, I need, I need you to send me people, you know. So, and I had, and I had no problem, like you know, like at this point I think I had cards so I was handing them to my guests and things like that. And you know I had, when you're bartending for nine years, you know, like a lot of people, right, you know people coming in and everything like that. And like I told them I was like, look like you guys come back to me all the time. You know I'm going to have the same work ethic towards, you know, being a realtor as I am with this craft. Like you know, this is my core craft, this is my career. This is going to be, like you know, my you know wealth generator, whatever, what have you?

Speaker 2: 11:38

Yeah.

Speaker 1: 11:38

You know so, like this is not going to be a, this is going to be a passion, you know so.

Speaker 2: 11:42

And it is. It is a passion, absolutely. That is great. That's such a crazy story, though. Yeah, like it was like okay, no, yeah, but I'm glad you did, because look where you are now and like, I'm sure it's been a journey and it's been great for you. Yeah, it has.

Speaker 1: 11:58

It has. I like I just I get the opportunity to like work, like I just you know, normally I think in these, the first podcast I did, I was like really nervous. I thought I was going to throw up. I was like you're going to stumble on your thing. You're going to stumble on your words, you know, and everything like that.

Speaker 1: 12:16

I woke up today and I was like okay, cool, yeah, no, this is good, you know I get the opportunity to talk and, you know, express, like my love just for what I do, absolutely yeah, and you'll only get better each time, oh yeah 100%.

Speaker 2: 12:32

You're welcome.

Speaker 1: 12:32

I'm trying.

Speaker 2: 12:33

And now tell me about I guess, was it a lead program that you're running at your brokerage? Tell me a little bit about that.

Speaker 1: 12:39

Yes, so my partner and I are Dan McNeil. We run a lead program and essentially what it is is we have about 147,000 to 150,000 old leads from the span of probably five or six years. What we're doing is we have a team that are calling these old leads, kind of following up, touching base. But it's not just that, it's also new leads. We're probably getting, I would say around, essentially probably 400 leads a month and we're breaking them up into teams for agents and things like that. And we started this in our launch was July. No, our launch was June 3rd, okay, and we were like, oh, maybe like 10 people will come in. We had 32 people show up, like the first day, like the hard launch right, that is awesome yeah.

Speaker 1: 13:33

So and I was joking, I was like I'm not going to remember all your names. It's probably going to take me a couple months, but I'm going to try, but it started off really good. I think somebody called because we were setting it up through our CRM and everything, and somebody accidentally called a lead during the program, during the launch, and they called them back like 15 minutes so they kind of like stood up and they walked away or whatever, and they simply connected with the lead and they're actually currently in the houses right now. You know so a lot of these people. I believe that you know they inquired online or you know they had somebody that is a friend, that has a real estate agent and things like that, and they just didn't get the service that they need and they either they were staying where they are or they renewed their lease for a year.

Speaker 1: 14:22

You know I've talked to people that. I've literally just talked to them and said I know you inquired about this property on Zillow. I'm just following up with you. I know it's been like a year and they're like I'm glad you called because I do not want to renew my lease, my wife's pregnant with twins and I live in a two bedroom condo. So I'm like, okay, cool, let's get you started. And it's just engaging with people. I just feel as if the market has shifted so much since after the pandemic that there are people that just they pause their home search because they're just like I can't, I can't do this, I can't do that. You know 2021 was just so crazy. People coming in 75K over list price. You know, waving this, waving that, like you know it's just, it's not not saying it's not like that anymore, but it you know your opportunities are better. You know, as far as people go to become first timetime homebuyers Not just first-time homebuyers, but just to help people in general.

Speaker 2: 15:18

Absolutely. And when you came up with this program, do you mean like you? And what was the other person's name?

Speaker 1: 15:23

Dan McNeil. Damon, dan Dan, sorry.

Speaker 2: 15:27

How did you guys come about this, or was that something that was in your mind? You're like we need to do something with these leads.

Speaker 1: 15:35

We, you're like we need to do something with these leads. We need to come up with some type of way. Tell me about that. Essentially what we were doing is we are partnered with Zillow and the program that is called Zillow Flex and essentially what we were doing is like we had this program established before and I myself and Dan really thrived on that prior to the pandemic, because it's about accountability. You know you're talking with like-minded people that you know want you to win and essentially we have.

Speaker 1: 16:02

We call the day like lead day, right? So seven or eight people would be in like Monday, tuesday, wednesday, thursday, friday, and my day was always Friday. And then I closed like four leads in I want to say two months or three months or something like that. And then what happened was they were like okay, you're going to be one of the heads of that lead day, so you're going to be telling people what you do, how you connect with them, you know answering questions, things like that. And then COVID hit and like you know we're not going into the office, and then I think Eric tried to restart it, but it just didn't. It kind of phased out you know, to the point.

Speaker 1: 16:41

So hitting the restart now it's just, it's a different vibe now.

Speaker 1: 16:46

You know, people are actually excited to come in. They're asking questions, like our CRM records, the conversation, so like we can say, hey, like've got to say this before you say that it's all about growth. And there are people on our team that have been in real estate longer than I have and there are people that have been in for two years and we're offering this to everybody that joins the brokerage and I don't think we're going to do any more onboarding until probably September 1st, because we had so many people come in. We're like, okay, cool, and we're getting like right now we're even exploring more lead sources, you know, to be able to give people more opportunities and things like that. You know, and Eric's Eric's been so supportive of that, and not just Eric, but just like all the heads in our brokerage. You know the supportive of that, and not just Eric, but just like all the heads in our brokerage. You know, the companies we're partnered with, like Home Savings and Trust Champion Title, like they've been so supportive for us.

Speaker 2: 17:40

That is awesome. I'm glad that you have like an environment that's so supportive and like just down for you. I think that's great, like that's how you retain people, you take care of your people they'll take care of you.

Speaker 1: 17:50

No, 100%, I mean.

Speaker 2: 17:51

That's what gets people to come back, exactly so tell me what is so important for you to build those relationships with your clients or possible clients, like why is that important for you to have that connection with them, as opposed to maybe just like texting them, like why is a phone call, why is a meeting so important?

Speaker 1: 18:10

I feel like I can, I convey my point and I can better when I'm talking on the phone, when I'm talking with somebody, versus and listening to the tone of your voice. Empathy is a lot to me and building that relationship, I mean to sum it up pretty much, this is the biggest part of your life. The least thing I can do there is be there for you. Yes, so it's not, it just isn't. I just don't think a text suffices. I mean, if that's the type of person like, if they have that type of personality, it's perfectly fine. Yes, Perfectly fine. But I want to be able to like, really hear, you really understand and listen to, like what you're looking for, right, you know? That's why I always like to. I want to be the person showing the house, because I want to see their face. I want to see like, oh, my God, like, oh, honey, look, you know just all that.

Speaker 1: 19:03

The excitement yeah because that's just going to ramp me up, as if I need more to be ramped up. But it's going to ramp me up like okay, I'm getting this, I'm getting this, I'm getting this for them, like 100%. No, I'm calling the agent, I'm doing everything I can.

Speaker 2: 19:16

Absolutely and I like the way you put it, where you're like this is the biggest purchase of their life, absolutely. That puts it in perspective Like well, yeah, you kind of want to have that interaction face-to-face and just see everything.

Speaker 1: 19:28

Yeah, I mean it's not just like you know, as a buyer's agent, when you're calling the listing agent, you want to build a relationship with them too, right? I mean, if you're in a situation where it's like six or seven offers and you're the one communicating with them, you're the one that's following up with them, you're the one that's like if they ask you a question, you get back to them as soon as possible. I mean listing agents want to work with other people to get things done. They don't want to accept some offer when the agent just sends it, doesn't even call them and tell them they're submitting and you know they forget the pre-approval letter like you know no, it's not going to work, like just no, and the seller's and it's going to look. You're going to look bad as a listing agent because you're the one trying to go with that and to the seller.

Speaker 2: 20:07

So yeah, lots to think about there. Yeah and um for marketing. How are you getting yourself there? How are you educating people on what you do and all this knowledge that you have and sharing it with them? Are you active on Instagram, YouTube?

Speaker 1: 20:23

I have my own YouTube channel. Yeah, always active on Instagram, linkedin, facebook. I try to do, I would say, one video a week on YouTube, you know, just to kind of keep like I don't know just current matters or something like that. I'm not trying to, I don't try to make them long because I'm not trying to bore people or people get just tired of looking at me. So, yeah, I try to shoot as much as I can as far as, like you know, info about the market, what's going on, keeping current matters, what's this NAR thing? You know what's going on with commission percentages and stuff like that.

Speaker 2: 21:00

Okay, and then how are you keeping up with everything that's going on? Is it more like news? Do you guys get like a newsletter at Pearson Smith or like when something happens?

Speaker 1: 21:10

It's. It's kind of a newsletter, no-transcript, our brokers like, if they find something. I mean it's a massive email you know and like, and if I see, like for example, if I see Chris Boris's name in my email, I'm reading it.

Speaker 1: 21:52

I mean yeah, I could have 16 emails and I'm reading his first Cause, I'm like, okay, something's coming, I need to be prepared. Like it's a, but that's the beauty of it, like you know. So, like if you're coming to somebody and you, you use this information, educate your clients, people are going to be like, okay, well, yeah, noel knows his stuff. You know what I mean. You want to be protected by somebody that knows what they're doing. Yes, you know I mean. You want to be protected by somebody that knows what they're doing.

Speaker 2: 22:16

Yes, absolutely, you know so. Okay, and now? Who are you outside of real estate? What do you like to do to unwind?

Speaker 1: 22:24

What are your hobbies? I don't really have too much hobbies. I mean like I go to the gym, pretty much just with spending time with my family. My son's like a very, very good baseball player. He does travel, so, just like you know, going to his games. My daughter is, she'll be four in September. She is she's very bossy.

Speaker 2: 22:51

I saw your face looking like yeah trying to just find the word.

Speaker 1: 22:56

She's spectacular, though, but she's really getting into swimming, so I think she's really starting like that and gymnastics, things like that. As far as, like, I like going to the beach.

Speaker 2: 23:09

Yeah, no, who doesn't? That's amazing. Relax the sun.

Speaker 1: 23:14

Not really pretty much anything else. I mean like it's mostly just doing stuff with family. Yeah, we try to do. We'll try to do like a couple trips and things like that, something that's new, right. Like just this year my son had a tournament, went to Orlando and we were going to stay a little bit longer so we could go to Universal Studios longer, so we can go to Universal Studios. But come to find out, my sister was actually coming to see us during that time and one of my best friends had a wedding that weekend. So I was like, okay, let's just next. There'll be more tournaments, obviously when baseball starts up again for him, and I think I'm not sure Now that I think about it, I'm not sure where the two trips are this year, but we always try to make sure like it's hey, what's around here? Is there a King's Dominion? Is there something that we can?

Speaker 2: 23:59

do Make it like a family-filled day. Yeah, I love that 100% yeah, so. How do you find balance with all of that, like with work and family?

Speaker 1: 24:07

how do you like know when it's time to to essentially after I grab my daughter from daycare around like 4.30, I kind of shut down as much as I can. I mean, if you're a real estate agent, it's just you know when you get email you got to make sure you read it. I mean there are just windows where, from like 4.30, you know, worried about dinner, or I got to take Ryder to practice. Like, my daughter has swim class today at five. So I always try to make sure I'm taking her there, you know, just to be present and everything, yes, but unless there's, like you know, I'm kind of a night owl too. So you know I have the ability to kind of say okay, I got the email at 630. Nah, I'm going to do dinner, I'm going to do, you know, bedtime with the kids, and then you know I'll answer the email, but it will be late, yes, Unless it's like something dire or straight.

Speaker 1: 25:08

Yes absolutely, because I mean you have to. But there are times like just a couple weeks ago I had a client they had four properties came on market a couple Wednesdays ago and it's in Alexandria and they couldn't show until 3 o'clock. So I was in bumper-to-bumper traffic coming back home. But there's always those times with that being a realtor, you are your own boss, but you're also your own employee, so there is accountability and I'm all about that. I'm probably my hardest critic when it comes to that, so. But I'm also the type of person to where, when I see somebody else succeed, I'm. It tells me to get in gear. But I also love to see people succeed, you know.

Speaker 1: 26:01

So I'm cause I want to be able to learn you know like it's like what you're. You don't need to reinvent the wheel. You know you're like. You'll get out what you put in 100%.

Speaker 2: 26:11

I mean, I believe that's through and through so. Where do you see yourself in the next five years as a person and with your own personal growth and business?

Speaker 1: 26:21

I see myself. I see this new LEED program being launching like the sky's the limit. With this thing, I think we're going to create an entirely new stratosphere and with the, now that Pearson Smith is partnered with United Real Estate, it's not just in Virginia that we're going to do this. I mean, we're already working on West Virginia. We already have agents that are in Maryland and DC and in Flicens in Virginia. You know we're going to hit every single state. I think I see myself teaching multiple, multiple people North Carolina. We're already starting down there. You know, I see it just taking off. I think we have the ability to just educate people and, you know, tell people like, hey, look like this is how you provide the best service, like to your clients and everything, and have people learn and be able to. Because a lot of people you know there are a lot of agents that are old school. You know they don't believe in like, oh, I believe in online leads and I was like well, aren't you on Facebook all the time Like you're looking that?

Speaker 2: 27:19

point yeah.

Speaker 1: 27:20

Like it's just like you know how you look on Amazon. You look at like I don't know. You look at like a pair of shoes, and then you go on YouTube and those shoes are there.

Speaker 2: 27:29

And then, like, you go on Facebook and the shoes are there and you go into Walmart and the shoes are there, and the shoes are there.

Speaker 1: 27:34

No, just come on, man, Like it's a new time but you have to change with it. You adapt and Adapt and overcome Absolutely.

Speaker 2: 27:41

And.

Speaker 1: 27:41

I think, being able to provide accountability with, because a lot of brokerages as well. There have been many people at Pearson Smith that have left that thinks like the grass is always greener on the other side and they've come back in like two months Like hey, man, welcome back in open arms, but at the same time the grass is greener where you water it.

Speaker 2: 28:00

Yeah, yeah, that's a perfect little analogy there for that. Yeah it, yeah, yeah, that's a perfect little analogy there for that, yeah. So, um, is there any key points that I missed? Maybe that, while I have you here and you have our audience's ears, anything that maybe you would want to share, or key points that maybe I'm missing?

Speaker 1: 28:16

Um, I don't think so. I, I reached. I reached a hundred million, uh, last November. Congratulations, Thank you, Thank you. I've been doing this for eight years now and I was like that was a really big goal. I remember there was probably was like 2018. We do like an annual brokerage meeting and it's a PSR awards. You give out awards, right, and I remember I was I think I was 16th that year and I was looking at all the people that were ahead of me and stuff like that. One of the persons was like 100 million and I'm like I was telling the, I was telling my friend who I was sitting next to. I was like I'm gonna be on that board.

Speaker 1: 28:59

he's like okay, man, okay, like you know, he's kind of rolling his eyes, whatever, and I was like no dude, I'm serious, like I'm going to be on that board, like you know, I'm not going to stop, like I have such a big envision of, like my career and I'm not going to stop until you know, I feel like I've knocked everything out of the park yeah you know, my wife jokes me all the time.

Speaker 1: 29:20

She's like you're never going to retire, are you? I was like I don't know. You know, if somebody, somebody, needs my help, why would I not like?

Speaker 2: 29:26

you know so, but you but I love what I do, so it's just and you love what you do, and plus you have that drive, so that's like such a powerful combination there so good for you, because not everybody can find that perfect combination, so I'm I'm so happy for you that you are able to do what you love, and just how um paths cross for you and how you got to this point.

Speaker 2: 29:47

That's really inspiring and the fact that you're like speaking to it and manifesting it, so it can you know, put in the universe, man.

Speaker 1: 29:55

I tried. I honestly like it's. It's just about being one percent better every day you know, yeah, baby steps yeah, those baby steps accumulate, it adds up it adds up. Trust me, you go from steps to crawling, to running. Thank you, Okay.

Speaker 2: 30:11

so my final question If you could leave our audience with a message or maybe a mantra that you tell yourself for inspiration and just share that with them.

Speaker 1: 30:21

Let me see I'm trying to think here.

Speaker 2: 30:23

Yeah, take a moment.

Speaker 1: 30:26

I guess. Just, you know you get out what you put in in this world. You know, don't quit. You know I just told you the story about how, you know, I banked on myself with. You know, just up and quit the restaurant business. You know, and it was hard, but most things in this life are not easy. Um, the good things at least. Um, and honestly, I feel as if if you strive to do anything, you'll be the best at it. I think if somebody who's obsessed with something versus somebody that has the talent, the person that is obsessed is going to beat the person that's talented Because it's just, they consumed it, they've embodied it, they just want to just seize it.

Speaker 2: 31:16

Live it, breathe it yeah.

Speaker 1: 31:18

And I just think that that's just. It's amazing. Also, you have to be able to turn that off. Yes, my wife tells me all the time she's like you don't even believe sitting down, you just can't relax. And there are times I'm just like, oh my God, we'll go on vacation and she's like all right, when are you planning to relax, though?

Speaker 2: 31:38

Like okay, I know you have X.

Speaker 1: 31:40

Y Z during these days. So when we go on vacation I have to put in windows and then like after the window I you know I can't do open laptop or do anything like that Unless it's like emergency.

Speaker 2: 31:50

I'm glad your heart, your mind, your spirit needs that.

Speaker 1: 31:53

Yeah.

Speaker 2: 31:53

Yeah, from time to time, don't forget. Yeah, well, thank you so much for sharing that with us and for sharing your insight and your.