Speaker 1: 0:30

My name is Francisco Lopez, francisco J Lopez Arrubla, that's how you're going to find me. I am, you know, I'm a realtor, real estate agent, and my business name is FJL Homes Inc. I work for Pearson Smith Realty here in Ashburn and, well, what I do is I help people find their dream home. More than that, I try to be a guidance whenever somebody's out there shopping or asking for questions hey, how's the market? So trying to, like you know, educate consumers about all that wonderful.

Speaker 2: 1:06

Yeah, no, I think that's incredible and I think that's great. And talk to me. I do have a question do you also speak spanishly? Do you have like the bilingual? So that gives you like an edge over everybody else knowing that extra language and being able to help such a diverse community yeah, now the spanish.

Speaker 1: 1:21

Yeah, I'm fluent in spanish. I'm actually. My story is um. Originally from colombia, bogota, colombia. I moved here in 2001 when I was 18. Uh, so spanish is you know? I mean you probably can't tell my accent. Still, I have like certain words that come Spanish is you know? I mean you probably can tell my accent. Still, I have like certain words that come out like, hey, you know, I can definitely see it. So, yes, I mean you know I did Spanish speaking. I work with a lot of Hispanic community but, yes, definitely like having the Spanish part.

Speaker 2: 1:49

And the.

Speaker 1: 1:50

English and the English of both of them. I mean, you know, being bilingual is definitely an advantage.

Speaker 2: 1:55

Right, that's awesome.

Speaker 1: 1:56

It's good Trying to get the third one.

Speaker 2: 1:59

What is it?

Speaker 1: 1:59

Italian.

Speaker 2: 2:00

Okay, Buongiorno. I think that's all I know, I'm sorry, I don't know anything else. Or Di Giorno da.

Speaker 1: 2:05

Pizza. That's all I know. It gets easier when you speak. You know Spanish.

Speaker 2: 2:11

I'm sure, because they kind of got that similarity.

Speaker 1: 2:13

Yeah Cool.

Speaker 2: 2:14

And now tell me a little bit about yourself and how you got into the real estate industry, what led you here and how you got to where you are today.

Speaker 1: 2:23

Well, how did I get here? I work in the customer service. I mean, I work in restaurants for a long time. I was 10 plus years, did bartending, serving, serving, ended up managing restaurants in different companies. So I did that a lot. It's a lot of work, a lot of work. So how did I end up here?

Speaker 1: 2:48

Good friend of mine, I bump into him. He used to work with me at one of the restaurants. I bumped into him at a Giant one time and he was just hey, man, how are you doing? Blah, blah, blah. He invited me to an event at Pearson Smith it was. They were opening the Ashburn office.

Speaker 1: 3:08

So I was like, yeah, sure, I'll check it out, went over there, met Eric Pearson. Eric Pearson is the owner of Pearson Smith, great guy, I mean. He got me there. I was like, okay, man, I'll check it out, started taking the classes, everything, and then I just got into it because I really thought is I enjoy meeting people, I enjoy the flexibility, you know, knowing that I could have more time with my family and at the same time, I can have.

Speaker 1: 3:37

You know, knowing that I could have more time with my family and at the same time, I can have, you know the financial stability to. You know, take a vacation with my kids during the summer, yeah, stuff like that, yeah, and things like that. So I definitely thought that. You know, when I bumped into him, he seemed super excited and he's probably one of the greatest realtors right now that I know and got me into that. Eric Pearson the company I think it just the Pearson Smith. To me it's been home since day one and the reason I changed careers is because I saw that I could do it. Yeah, yeah that's awesome.

Speaker 2: 4:10

It takes courage and bravery to be like I'm gonna step out of this that I've been doing and then just go into the unknown. Exactly what was that process like for you? Was it scary? Did you have a coach or mentor? I'm sure the guys at Pearson Smith also gave you a helping hand, right?

Speaker 1: 4:24

They did, they did. So that's actually and you just use the word is courage. It's not an easy transition, especially when you have a steady paycheck and a steady job. You take a big risk but I think that it comes to you. If you really enjoy doing it, you're going to do whatever it is to make it happen. I heard stories of a lot of people say realtors usually I mean the successful realtor has to be on the business for more than five years, like a lot of people leave the business at two years or five years because it's tough. To me this is my seventh year. The first two were tough. It takes a lot of courage, but I mean you really have to want to do it. I just like I found something that I was passionate about when I met people, when I went out meeting people to show him houses. First of all going to see houses. It's awesome when you end up looking at a 2.5 million you know home home, yeah, like wow, I mean it's things like that.

Speaker 1: 5:35

So I started doing that. The flexibility talking to people uh, I really saw my all the experience that I got from restaurant management management like I brought it into this and I love meeting people. I mean it is it's not breaking like like it makes me nervous to meet him the first, the, but once you meet him, you kind of get that hey, you know, we can be friends.

Speaker 2: 5:59

Yeah, cool. No, I love that and I love that. You have that personal story where it's like okay, I have a steady paycheck, I'm about to leave and go into the unknown because I think this is my calling and I think this is my passion. And then sometimes it's hard to decide like, do you pick like the easy route where you're getting steady paycheck income?

Speaker 2: 6:19

um security and then going to like but this is my passion and there's potential, but you have to put in a lot of work. But you have to put in a lot of work.

Speaker 1: 6:27

It's not just like, oh, I'm going to switch and I'm going to sell one house and I'm going to have so much money.

Speaker 2: 6:30

Tell me about all the hard work that you put into it because, like you said, it's make or break it after five years. You're on your seventh year now, so tell me what was the secret for you and all the dedication and work that you put in?

Speaker 1: 6:41

Yeah, well, the secret was, you know, a lot of support family myself. I like to work on myself, a lot of motivation, you know, working on myself just to make sure that I keep on going and don't just give up at the first failure. And one thing that I did is I tried to find ways to keep me afloat during the first two years. So I left my job and I started driving Uber during the first two years. So I left my job and I started driving Uber. So Uber gave me that flexibility that I could, you know, have some income and, at the same time, do my thing. So Uber, you know, I would do Uber at night or during the weekends, and then during the day, I would be like meeting people, getting database and stuff like that. So I did that for about, I want to say, two years.

Speaker 1: 7:32

And by the time the pandemic, that was 2020, the beginning of 2020, that's when the business started picking up and I started getting a lot of calls. I mean people that I met. I mean I tell you I met people driving over that I helped sell houses and buy houses and I still have relationships with them. So it's one of those things that you just have to find something to keep you afloat, because at the beginning you have to have some kind of income, something that helps you pay the electricity bill. Yes, but when you want something, I think you just figure it out right.

Speaker 2: 8:07

Yeah, no, absolutely, and the passion that you have, that's like a key. But when you want something, I think you just figure it out, right?

Speaker 1: 8:12

Yeah, no, absolutely.

Speaker 2: 8:13

And the passion that you have. That's like a key, Like if you want it, it's going to be so much easier because you're not going to be like another day, Like, yeah, some days it gets hard, but I'm saying for the majority of the time, right. Like that passion is the fire that lights you to keep doing that. For my next question, for marketing, what do you do to get your name out there? How are you letting people know that, hey, I'm Francisco, I'm out here like pick me like.

Speaker 2: 8:34

I'm going to give you this service Like are you using online sources? Are you doing? Is it like more word of mouth referrals? Talk to me about if you're doing anything online.

Speaker 1: 8:45

Well, I mean online. Not much'll be honest with you, but I'm working on that, starting to do a lot of that this year coming, 2025. That's one of my goals get my name a little bit more exposed, uh, social media, stuff like that. I know that. Uh. So I'm 40, almost 42 years old, and I don't know why technology sometimes has been like Facebook, instagram.

Speaker 2: 9:08

I use it to like, know about family, friends, but not for my business, but never to like host yourself yeah exactly.

Speaker 1: 9:13

So I need to get into that with pages. But to get my name out there just to answer your question, I mean, I do. I'm really good at keeping in touch with people.

Speaker 2: 9:24

That's important.

Speaker 1: 9:24

So, for example, I can tell you stories of I have a family right. It starts with a friend of the family that I help buy a house. From there there was a friend of them, then there was the sister of the friend, the brother of the friend. I mean, I got pretty much the whole family bought a house with me, oh goodness. And it would just refer word of mouth hey, this guy is great, this guy you know, and then they started doing that. So right now I'm more, like you know, keeping in touch with them. I like to call people and it's sometimes to have conversations about anything. I mean, I have a really good friend of mine too that helped buy a house twice and sell one of them, and buy a house twice and sell one of them, and we talk about video games. I love it, that's it. It's not like I mean you're gonna buy a house. No, we talk about, like you know, he's being big into video games and it's like, yeah, me too. And like what, what can you advise?

Speaker 2: 10:22

or things like that so it's pretty nice, that's awesome just staying like that, but marketing itself. Yeah, it's just more you know okay, yeah, well, at least you know like that's. But marketing itself, yeah, it's just more. You know Okay, yeah, Well, at least you know like that's your goal that you want to implement for yourself and your business going forward. So that's cool that you're aware like, hey, my social footprint needs to go up a little bit.

Speaker 1: 10:39

Yeah, exactly.

Speaker 2: 10:40

And then I was going to ask you something. Oh, what do you think are some of the important or key characteristics that you think, in your opinion, that real estate agents should have when a client is looking for somebody to help them buy or sell house?

Speaker 1: 10:55

in my opinion, yes, okay. So in my opinion, I think that you just gotta be genuine, right? I think that there is a lot of great Realtors out there and I tell you these people that I've worked with, that's been in the business for 30 years, 40 years, but they follow what do you say by the book. You know they have like a salesman approach, right, and I think sometimes you know consumers these days are super smart.

Speaker 2: 11:25

Yes, right.

Speaker 1: 11:26

A lot of people can't tell when you're just using a um, something that you saw on a pitch yeah, like a pitch or something. Oh no, you have to say this and the word this and blah blah.

Speaker 1: 11:35

No, I mean, it has to be genuine yes and I feel like as a person, you really have to be genuine and show them that you, you really want to help them right, and I I understand that in this business and it's something that I've actually been through is not everybody's going to work with me, no matter how nice I am or how much I try to help them. The great thing about this business is right now pretty much. You guys have probably heard so many realtors come by.

Speaker 1: 12:04

There's a lot of realtors out there, but the great thing about that is, because there are so many different personalities, I feel like consumers have where to choose from exactly and everybody clicks different right.

Speaker 1: 12:15

so I'm the kind of guy that's I'm not gonna blow up your phone like I know you're gonna come to me. I'm gonna be there like I do a month by weekly to monthly. Uh email without, yeah, like, but email to like all my database Email with information about interest rates, prices, inventory and any relevant news about the real estate business, and I do a video on YouTube. I'm getting into that. They're not pretty, though it's okay. Everybody starts somewhere. Yeah, exactly, so I share those, but I'm getting you know. It's kind of a thing that people like, right, and that's my approach. Look, I'm giving you information. It doesn't matter if you work with me or not. The only thing is I want to see people doing good.

Speaker 2: 13:00

Yes.

Speaker 1: 13:01

And even consumers when buying a house, because I think that when you buy a house that's such a big, it's one of the most important transactions we're going to have in life.

Speaker 2: 13:10

Yes, right.

Speaker 1: 13:11

And I feel that you know, it should be a good experience. It should at least have something that you can remember and it's like you know it was good.

Speaker 2: 13:22

Yeah.

Speaker 1: 13:22

Because there's a lot of paperwork involved, there's a lot of money, there's a lot of things that you have to do. So I feel like you know, without being safe, being informed, it's good, right, and I feel like you know. This is just one of those things. I try to to be genuine, try to provide information, try to make sure yeah, try to make sure people know I'm here for them if they need me. If they don't, that's fine. I wish you the best and I really, if you need anything, let me know I'm still here.

Speaker 2: 13:51

Just contact me one text or call away no I like I like that strategy because sometimes it can get a little bit pushy and you're just like you want to hit like stop yeah, stop. So yeah, exactly it's good and no hard feelings if people do because it's not their style, but I I like that you you talked about that and I like how you talked about being genuine, because I feel like that is important. I know sales is part of the world and doing stuff.

Speaker 2: 14:15

But you also want to do it in a way where, or not? Do it in a way, but be genuine and get to know people too. That's very important. You can't just be like, oh, you need to buy this if you add this, whatever, I feel like sometimes that's too much and it just puts people off right it does like right away, and that's the thing.

Speaker 1: 14:32

Like you know, consumers are way too smart these days yeah, and then they have exactly. They have all the information they need. So whenever they meet a realtor, I mean you're just trying to sell me a house? I mean you don't care about what I need, right, exactly. And that's what I tell people I introduce myself, send them my introduction and I felt like that's something you need as a realtor.

Speaker 2: 14:57

in my personal opinion yes.

Speaker 1: 14:58

But of course you also need the business part, like a good negotiator and stuff like that. Those are things that I feel. Meeting people, meeting people that I'm going to help by self going to give them my genuine insight. I'm here for you. This is what I can do Provide the information, educate them so next time around they can be more hey, I know what I'm doing. And then we go to the actual transaction, the negotiating part. I mean that's when you can say the shark comes out.

Speaker 2: 15:28

Yes.

Speaker 1: 15:30

I'll take care of you.

Speaker 2: 15:31

Yeah, no, but if the shirt comes out firsthand, I'm just like bye.

Speaker 1: 15:34

That was too much for me.

Speaker 2: 15:35

Like I don't even know your last name. Like chill, cool. Thank you for sharing that. Where do you see yourself as a person in the next five years, and yourself with your business?

Speaker 1: 15:48

As a person. I mean I'm big into family. I mean I'd say I have three kids, beautiful wife, and all of them are my support. So I think this business also gave me that opportunity to be around them. So I want to be an example for them.

Speaker 1: 16:07

I want to be somebody they can look up and say, okay, this guy really grind and he made it somewhere just coming from nothing. I mean, there you go as a professional. I would like to be one of those realtors that you see. I mean the people know, say, francisco I'm not saying the top realtor would be my goal, but at least to have an organic, a stable job where I can help people and still have my name out there yeah and a lot of plans.

Speaker 1: 16:43

There's a lot of plans out there, but I mean just establish my company and and just keep on growing yeah, I love that.

Speaker 2: 16:51

Um, have you considered maybe having your own brokerage, or is that like too far of a step for you, or like maybe having a team or anything like that?

Speaker 1: 17:00

Not yet. Not yet I haven't think about that team or brokerage. I don't think that would be the way I go. But you know, you can never tell.

Speaker 2: 17:11

You never know where life can take you.

Speaker 1: 17:12

Because in two years things might change and I might be wow, I, I mean I'm getting just a ton of people, let's start doing something right now. It's just one of those those things that, yeah, I mean I'm doing pretty good, let's just work and see what's next yeah, very cool.

Speaker 2: 17:27

And what have been some challenges going on in the real estate industry right now that you're just like, oh man, like we're gonna get through this or something. Maybe that happened to you personally, that you've learned from that. Maybe you want to share with our listeners yeah.

Speaker 1: 17:40

So I mean challenges, I mean the. The real estate industry had challenges since day one. I think that you're always dealing with, I mean at the beginning, just trying to get through people, let's say, you know, just trying to build your database. But I think right now one of the biggest challenges is there was a big change in the industry, so this change is just all about you having an agreement to show a house, right. So before you could meet somebody first time and say like, okay, I'll show you one, two, three main street, I'll see you there at 4 pm. First time you met the person without them having to sign something.

Speaker 2: 18:20

Yeah.

Speaker 1: 18:21

Right Now it's mandatory To see a house. We need to have an agreement, so the biggest challenge has been to get people to hey, I'll sign, yeah, something that I think that. And just to answer your question, because one of the things is, when this came out like, this news came out last year in november and the changes were gonna be implemented in august 17th, 17th, yeah, yeah, pearson smith did an amazing job at training us with everything. We were like ready for it. Uh, and one of the things and I go back to that because I like to throw flowers, like to pearson smith- yeah and it's eric, his culture is all about.

Speaker 1: 19:07

We're gonna get through this. So you see, is you go to a place that you know you're gonna make it, because there is a guy that's actually doing that. He motivates you. Hey, man, we're going to get through that, and that's the thing. Like we were scared, I mean I was worried. I was worried because I thought maybe things are going to change and people are going to do things differently. But we got the changes and it's been two September, october, two months, like almost three months months, and I haven't had an issue. I mean, I had people that told me hey, francisco, I can sign that. You know, I don't feel comfortable signing it yeah.

Speaker 1: 19:45

I tell them look, don't worry about it. I understand I don't want to. You know I hate putting the pressure on you, but that's what we have to do.

Speaker 1: 19:53

They just wait for a day for a house. Look, you don't. It's kind of like my introduction to you. You meet me, see the house, you don't like it, you don't like me. Then you go and find somebody else like. But. But with most people it's been fine. It's been fine.

Speaker 1: 20:09

I tell them, I try to tell them look, I mean I know this is a conversation you probably didn't have before. I know it's new. Myself I wouldn't sign an agreement the first time I haven't met you. I just know your name. I've probably saw a picture of you on Facebook, but I don't feel comfortable doing it. So to people I tell them look, I mean it's fine, I completely understand. I see your approach. It's going to be fine, we'll make it. I'll make it as easy as possible. I mean, if people don't want to sign an agreement, sometimes tell them you know what I'm gonna do for you. I'm gonna see if they have any open houses. You can go to those, check it out, so you don't have to worry about, like, the agreement stuff like that. You try to work in ways to help them and and the biggest challenge has been that you know people just saying I'm not gonna sign anything and just getting through that, but that's, it's gonna be a transition yes eventually people's gonna.

Speaker 2: 21:05

It's gonna be like second nature like oh, it's what I have, it's what everybody has to do now, but when it's something new, people are it's like if they're not educated, they're like what am I signing? Like?

Speaker 1: 21:13

why do I have to? I don't never have to do this before you're scamming me like what's going on. Yeah, it's no, it's a new law.

Speaker 2: 21:17

Actually that just happened. You can Google it and I like your approach where you're like you don't have to sign it. If you want, let's go to an open house. To me, somebody being genuine like that and not forcing or pushing me like sign the damn paper, yeah exactly. That would make me just want to sign the paper, because I'm like, look, he's not forcing me to do it right now. I'm like okay to help, however, I can.

Speaker 1: 21:50

And, like I told before, I see that I have great clients that I work with and they become friends, and I have people that I met that they decided to go with somebody else. Right, but it's just that personality thing, like when you click with somebody, you just click with somebody. So what I want to give to to people like the flexibility to say look, I'm here to help, there is an open house, you can go to that open house, check it out. Sometimes they call back. It's like hey, francisco, you know I like the house, can we go see it again? Okay, I'll send you the agreement there. Okay, I'll sign it and it's fine. If they say you know it's fine or they probably find somebody else, that's completely fine.

Speaker 1: 22:21

But at least you know you give them an option yeah so they don't feel like I just want to go see a house, maybe the first house they're going to go see, right? Yeah, they're not ready. Maybe in six months, a year, they might be ready.

Speaker 2: 22:31

Then they come back yeah, no, that's wonderful I like what you're doing you should keep doing that, because I, I I like that style, because I don't like when somebody's pushing, you didn't even explain to me why I have to sign this and you didn't even offer me any other options. Is there anything else I can do? So good job, keep doing that.

Speaker 1: 22:45

I like that style.

Speaker 2: 22:48

Is there anything that maybe I haven't touched on that you want to share on the podcast? Maybe about yourself, your family, your upbringing, your business, stuff in the industry?

Speaker 1: 23:02

No, I mean most of the conversation. You know sure about me. I mean one thing that I can tell you is I love this business Right, I've done a lot of things Drive over managing restaurant, bartending, serving retail hotel.

Speaker 1: 23:24

Wow, it's been all over the resume there and the first time you know. Finding something that you really are passionate about. That's always been my goal. Hey, I need to find something that I'm really passionate about. When I start talking about it, I just get excited. I like it and I like learning about it. I like it and I like learning about it. I like helping people. I just I definitely enjoy meeting people for the first time and having the opportunity even sometimes when it's a half hour that I'm going to meet them having the opportunity to provide information.

Speaker 1: 23:54

And one of the things is I work with a lot of I mean, I work with all kind of buyers, sellers, but when working with first-time homebuyers, that is so gratifying. It's amazing because young couples that are trying to start, and when you help them find a home and just that excitement on their faces when they're moving, they're getting their keys and they're planning everything after they get the house, that's gratifying. Families a lot of Hispanic families do that. Maybe their dream has been to have a house for the past 15 years, right, and they never had the chance. But you know, we'll figure it out.

Speaker 1: 24:36

I mean, I had clients that I've been working with for like four years and they finally were able to buy a house. So just that, keeping their end. But the business is, I enjoy it. I think there is a thing that when you do something and you get that you know you feel good about. You say, okay, I know, this is how I'm paying my bills and I'm getting paid. But at the same time you can say but I'm doing something that somebody is going to do something good for somebody in the long term.

Speaker 2: 25:10

A positive impact in the world.

Speaker 1: 25:12

Growing in. You know their future is going to be much better with having a home because their money is going to grow and stuff like that. So yeah, it's pretty much. You know that, um, enjoy it and you know, just keep on going at it that's so awesome, I'm proud of you.

Speaker 2: 25:29

A little round of applause for you.

Speaker 2: 25:30

No, that's so cool and I can genuinely tell that this is like your passion and your love and like the fact that you went through so many things and you finally found what you love. And, like you, it seems that you really love to help people and seeing the smiles on their faces of, I can't believe I own a house. Thank you so much. Like you are, like literally the key not the key to the house, but the key to the to, the key to the get to the house like and you help them because it's a process like if it, I feel like real estate wouldn't exist.

Speaker 2: 25:55

If it was so easy to get a home, anybody could just do it themselves. But no, it's a process and you guys study so hard and like train to know everything you possibly can to be on the side of the buyer or the seller and to help benefit them. And, yes, it helps you too, but it also everything will just be more smooth and will go better if you have the interest of your clients and you just want to. You just want to help ease the process for them so that way they can look back and be like wow, francisco made this so easy for me and like he was such a chill dude, like I would do that again there you go.

Speaker 1: 26:28

Let me refer to everybody.

Speaker 2: 26:30

So round of applause for you.

Speaker 1: 26:31

That's awesome, thank you. Yeah, that's definitely, you know, a good feeling. It's a good feeling when you call people and I tell you like, for example, good people I met first time and I did so many I mean, I got out of my way to to do things uh, drop flyers at homes. I have a story right in Springfield uh, she's a nurse. She wanted to go to a specific location where, like the, the unit that she wanted was limited and every single one of the units that were coming on the market were selling. That was like before COVID. Yeah, they were selling really fast so we were losing. So I was like, let me get, let me get you a house for her and her daughter. So I started going to this neighborhood and I threw up little bags with my business card and a note on the doors of the ones that I knew looked like the ones she needed yeah, we got one.

Speaker 2: 27:26

Ahead of time.

Speaker 1: 27:27

An amazing one. It was a couple that was moving to North Carolina. Hey, francisco, how are you doing? We saw your note. Blah, blah, blah. Oh, look at that, her sister the seller. Her sister was a realtor in North Carolina. Yeah, and she helped her through the process and everything. But it was just amazing, because it's things like that.

Speaker 2: 27:47

Yeah, it's just getting that extra step.

Speaker 1: 27:50

Getting that. You know stories like that make you keep on going yeah, Right, and you know you can do that again for somebody else.

Speaker 2: 27:57

Yeah, and just maybe write a book about dolls yeah, there you go, a book in the word for friends. He's gonna write a book. It's gonna be available everywhere on amazon. Guys just wait for it. I'm kidding, but or maybe, no, maybe it could happen, but no, I'm gonna ask you my last question now. I like to ask everybody this but do you have a quote or a saying or maybe something that somebody told you in your life that you think about often and you're just like, oh yeah, like that resonates with me or like that inspired me? Can you share that with us?

Speaker 2: 28:29

a quote, quote, quote or maybe even a song, lyric or a commercial said something and you were like that's true anything trying to think about a quote.

Speaker 1: 28:40

I mean I don't have many, I think I'm not one, but I don't think I have it right. It's okay it's something about don't judge somebody until you walked in their shoes, something like that don't judge somebody, because it's something like if we were raised, if us we were raised like that, we probably would be there that's crazy where did I write that? But you see, it's like I chop english sometimes that's okay.

Speaker 2: 29:11

A lot of people ask this question too and they're like I'm gonna butcher this quote.

Speaker 1: 29:14

But I get what they mean it's like I'm trying to, it's a, it's a how to, it's a book, how to influence, no, how to make friends yeah. Danny Carney, it's a book, sorry no, that's okay.

Speaker 2: 29:28

Yeah, but what was the quote?

Speaker 1: 29:29

just summarize it in your own words yeah, my own words pretty much you know. It says don't judge others. Yeah, because I mean if I was raised where they were raised, I probably would be that person right. So it's just understanding other people, yeah, trying to like be on their shoes, like you said to be it's just be on their shoes. Yeah, but I'm big on that. I'm big on that. I'm. I have so much respect for everybody. I I just enjoy meeting people and I think that we need more love around, more understanding yeah uh around more understanding, yeah uh, it's.

Speaker 1: 30:05

I think life, the world is a little bit, you know, it's crazy. It's crazy and it's tough and it's sometimes you know. You know you just need kindness around. I'm big on that, so I'm, my kids and everybody's like hey, kids, you know, this is, this is big, yes, exactly well.

Speaker 2: 30:17

Thank you so much for sharing that. Thank you for sharing your passion, your journey, insights. We really appreciate you being on the whole bunch of thank you very much, you're welcome.