Business Strategies: Identifying and Optimizing Business Models

Speaker A 00:05 Welcome to the Wisdom Parlor, a thoughtful discussion of important ideas among people who are committed to succeeding in life. This is a gathering of leaders from a variety of industries, and our role here is to help you reach the top 1% of your field of choice. I'm Jim Cathcart, so come with me and let's discover how much more successful you could be. Jim Cathcart 00:38 You know, there's a lot of things I've learned over the years just seeing all these different business types, revenues, ranges, business sizes, employee or team member count, and you know, everybody wants to be known. And quite frankly, it, that name came to me in the shower one day. You know, there's a lot of yahoos out there. Why does the best known beat the best? I was so tired of seeing people who were better known, but their tactics and services were shoddy. So anyway, all that to say, you know, when I think about an expert based business, whatever revenue range you're currently doing per month, per year, wherever you want to get to, it all starts with a plan. And you've probably heard this saying before, if you fail to plan, you plan to fail. And that's so true. I didn't understand the power of that until the past couple years when, you know, I started working with businesses who were doing, they were already doing about $50,000 a month and they were trying to grow to 100,000. And then I started working with some who were doing about quarter million per month and they were trying to get to 500,000. The upper limit that I've, I've really worked with is doing about 500,000. So after that we can infer serious, it all remains the same, but they all lacked plans and I didn't understand why. And so Jim and I talked recently and we came up with the foundational concept of what the heck is your business model? Tell us about what's the state of the union? And Mike and Brian, I'm not sure exactly what type of business y' all run, what y' all are doing, revenue wise, team member account, it doesn't matter too much right now. But what I want to really work on in Austin is what's going on, where are things selling the best? How do you identify in the marketplace? What do you want to be known for, or as? And then what are the obstacles to achieving it? And I know that sounds real high level and heady, but my forte is in really taking a look at the picture of your business and then diving into tactical recommendations for, okay, if it's not selling on social media, well, where are Your people where your ideal customers actually hanging out, Are they on Facebook? Because a lot of people default to Facebook, but it turns out they're actually on Reddit or X.com or LinkedIn. And so I'm not saying go and switch up your entire business model right now, but, but I want you to start thinking through where are these people, your ideal customers, clients, prospects hanging out per se, you know, what do they resonate with, what do they enjoy listening to, reading, consuming and with any client engagement, that's the seed. That's where I always start. Oh yes, we can talk about mission, vision, value use, three year plan and all that EOS type of stuff. There's a time and a place for that. I'm just trying to get down to brass tax that I'm not in the business of wasting time. And so there, yeah, again, there's a time and a place for mission, vision, values. I don't think I need to help y' all with that. So Jim, I'm happy to expand more upon, upon that, but I can also pull up the exercise that we've got. So I've got this beautiful document here called your business model, the identifier and products. And essentially this is what I need to know to create a game plan, a tactical action plan, or what I just call a recommendation afterwards, whether it's me or any other marketing firm or consulting firm worth their salt, we're going to get clear on the state of the union. So this is something that Jim is very passionate about. I as well. But what's the identifier? What is your business identifier? Are you a coach that sells online courses? Are you a speaker that sells books? An author with some sort of community. And Jim, feel free to chime in if you have other examples. But yeah, I want to figure out like what do you consider yourself? Not necessarily an elevator pitch, but when somebody asks you whether it's a wife, a spouse, a partner, an aunt, an uncle, whoever, what is it that you just shoot off the cuff? What is it that you truly do? All right, for me, let me. Yeah, go ahead. Go ahead, Jim. Speaker C 05:03 Brian, I want to call on you in a moment and have you describe your business model because that's yours is kind of an outlier. But when I'm asked, you know, someone says, what do you do? I'm a mentor to experts and they say, what does that mean? I say I work with expert based businesses and I, I serve as an advisor and a mentor to help the owner of that business reach the top 1% of their field. Yeah. Expert based business owners. Yeah. So, you know, that makes more sense out of it. And I can easily elaborate from there, but. But that kind of says it for me. Brian, if you would describe how your business works because it started out with just you, but you've managed to package that in some creative ways. Speaker D 05:58 Yeah, sure, Jim. Thank you. I am a professional traffic ticket agent who represents people and companies in court to dispute their traffic tickets to save them money on insurance demerits, literally their wives, their lives, their job. So that's what I do. Jim Cathcart 06:20 That's fascinating. I haven't ever worked with anybody like that. Speaker C 06:24 Doesn't just do it solo. He's able to train other people to do this and he has aspirations of taking this nationwide and internationally where others will say, hey, I want to get into that business. I was a copper, I worked in the courts or attorney, and I like a different business model. I want to do that because I can see how much value it has to people who one ticket could destroy their career or their lifestyle, you know. Jim Cathcart 06:57 Brian, quick question for you. What is the primary revenue driver for the business? Is it courses, consulting, coaching, or is it like you going in and actually Speaker D 07:06 helping hard representation individual who would be owning one of these franchises? It's going to be court representation. Speaker E 07:16 Yeah. Speaker D 07:16 But I'm, I'm turning from the corporate representation model to now wanting to. The, the primary revenue driver for me is going to become either a shared revenue or a franchise. Jim Cathcart 07:30 Gotcha. Speaker D 07:31 Okay. Jim Cathcart 07:32 Yeah, excellent. Speaker C 07:33 Something like that. Yeah. An affiliate there a number of different models available. Speaker A 07:38 Yeah. Jim Cathcart 07:38 Yeah. Well, this, this document. I'm going to be intrigued by what you put down in this document. Yeah, this will be great. So, Brian, how many franchise locations or license locations do you have? I'm assuming franchises because you mentioned franchise. Speaker D 07:57 Yeah, we're. I'm just in the process of putting that all together. We have two right now. One that's really kind of, I guess you can say the, the proof of concept. Right. And now we're opening up into a much larger city next. I actually moved to be able to do that and I'm going to be bringing somebody on board to do that as well. But yeah, so there's two right now. Jim Cathcart 08:22 Gotcha. Speaker F 08:23 Yeah. Jim Cathcart 08:24 Well done. Speaker C 08:25 And Mike, you're still with us, right? If you would tell Daniel the nature of your business situation now, because you've got juggling right now, you know, you got the potential business you're going to do with sue, you've got speaking and you've got the consulting mindset, consulting yeah, Speaker E 08:46 so I'm in the process of starting a new company. I've just started it. Well, I'm. I'm in the process of starting. So I don't have any. I don't have any clients yet. It's called Mindset Matters Consulting, and it's talking about success strategies in life or in living that are related to performance results in the control or the shift, rather, you know, in the. In the way that you. In your mindset. Speaker C 09:12 You're a speaker, a lot of speaking, and you've done training for the police department and you've served, you know, what, 26 years in law enforcement to a 28. Speaker E 09:23 Yeah, 28. Speaker C 09:24 Yeah. And so, you know, that was everything from SWAT team to sniper to instructor to going out and teaching, actually teaching public speaking. So you've done all that, and you're an equestrian, and so you're into horses and your actual, real world, honest to God, cowboy. And you're a movie actor and you've got great creds with some of the movies you've been in. So you got all these things going on. You. You offer a great deal more, potentially, especially considering also your Ironman accomplishments. Good lord. There are more things I can get from you than most of the other people that I know. But you haven't put all of your weight onto one of those recently. Right now you're kind of like dancing between them, and I guess so far you've been waiting for one of them to show you that it's the one, right? Speaker E 10:26 You know, I'm really. I'm going. I'm going specifically in a bunch of directions, which isn't great, you know, because I'm. I'm developing a lot of. Like you mentioned, there's a significant amount of stuff that I've done, and I've been successful at a lot of things, and I've enjoyed those things. And there are similarities between all of those things that I've, you know, used in my own pursuit of those in my own mindset, my own. The end. There's certainly the endurance triathlons and. And quite a bit of endurance related to the tactical demands in SWAT operations that would oftentimes go for many, many, many, many, many hours. You know, and there's. And at some point you want to give up, except at some point you want to throw in the towel, and yet you don't. Because. But it's really all in my head. You know, I got through the Ironman not because of my physical strength. I did have physical strength, but my physical strength Wanted to die within the first couple of hours. Speaker D 11:23 Yeah. Speaker E 11:24 And go the entire day. So there was a lot that I think about and then I utilize to keep me going and not only to keep me going, but to keep me going very specifically. So there are things like that and there's certainly just a tremendous amount of things I learned in law enforcement that make me very intentional in my actions and in the choices that I make and how I do things that provide for my own safety, the safety of my family and, you know, the clarity of my thought. Jim Cathcart 11:52 So, Mike, if I may, this is something that I'm consulting another client on who he's in your shoes. Meaning he didn't really know exactly what his specific course or consulting program was going to be focused around. And he was trying to make it pretty broad. He had an idea of what he wanted to do, but it was very broad. And he, him and his wife, they started a very successful online boutique that they sell E commerce wise on Pink Lily has a hundred million dollar valuation. I was like, well man, why are you trying to, why are you trying to be broad with this? Why are you trying to grow after. Go after brick and mortar and E commerce companies? You have experience in E commerce. He's like, I just. And most of the time with my clients like this, it's. They can't see the label from inside of the jar, can't see the picture from inside of the frame, et cetera. Speaker C 12:43 I hadn't heard that one before. Jim Cathcart 12:45 Yeah, it's. You can't see. He gets so lost in the sauce that, you know, I, I have a lot of talents, Jim. You do. Mike and Brian, we all have lots of talents, but we've got to pick something specific. And so I told him we've got to craft a specific campaign to a specific target market that provides a specific outcome. There's some specific marketing vehicle and we've got to fail fast. We got to test it and fail fast. But at all my. If I were you, I would start doing market research. I'll talk about that in just a second. Asap. Meaning you've got connections, contacts, friends, family, acquaintances, potential prospects, whether that's on social media, in your phone book, in your Rolodex, wherever you keep your contacts. And also like your friends, your social media type friends. I'm sure you have at least three people who could be a fit for your consulting. I don't know who they are. I don't even know what you're going to be focused on. But, but just start talking to them. I Would start with your family first and, you know, go at it from, hey, intentionally go at it from, hey, I want to put something together. What do you think I would be best at doing that others would pay me for? Intentionality is going to stay top of mind here. It's going to be a little goofy. Yeah, I know. But you're going to get in the rhythm of it, and then you broaden that to colleagues and other business friends and. And then you can even get into prospects, the market research, very general term. But all you're trying to do is figure out something that they think outside the box that you're best suited for. And it could be a lot of things. I have a lot of talents. Jim has a lot of talents. But we just pick one. That's all. Speaker C 14:38 We pick one because it makes it. In Mike's case, it makes it easy conversation to have. If you just say, hey, I'm doing some new things in my. My business. I've just started a. I've just become licensed in a new way, and I'm doing Mindset Matters. Consulting is the name of my company. I'm doing that kind of consulting with people, and I need some help with my market research. And you're my guinea pig today. So you're talking to somebody in Westlake Village that you see at coffee all the time, or you're talking to somebody you run with or whatever, and you say, you're my guinea pig today. Here's what I need to know. What does this mean to you? And just start getting their feedback on the way you present yourself, what you're up to, you know, so that they're asking questions that hadn't occurred to you yet to ask, and that helps you narrow the field a whole lot more and determine which one of those you want to spend more time on. So I think what Daniel was just suggesting is a great starting point. Hi, Dennis. Welcome aboard. Speaker D 15:52 Thank you both. Jim Cathcart 15:53 Yeah, no problem. I can talk for hours on that, Mike. We've got frameworks and PDFs. It's just not the time and place for it. So, yeah, those are fun conversations. Speaker C 16:03 Dennis. Daniel is talking with us today about identifying our business model and figuring out where the revenue opportunities are the greatest and. And make the most sense. And so we were going through that kind of dialogue with everybody. You've made a transition. Dennis Madden has made a transition from years of being the head of the Automatic Transmission Rebuilders association and a specialist, which he still is, in the automotive aftermarket, two focusing on a couple of fields. One of which is dealing with pools, you know, swimming pools and the technology related to that. He's also an author of a number of books, a couple of which I've got on the shelf up here and co author with me of the book High Rev for Small. Speaker F 16:57 Yeah, yeah. Jim Cathcart 16:59 Oh, great. Speaker C 17:00 That's the dentist we're talking. Jim Cathcart 17:02 Yeah, that's. There's the connection. Speaker C 17:04 Dennis, what's your business focus like, your main business focus at present going forward? Speaker F 17:11 Well, the book released recently and went to number one in three categories. It's selling real well. So I. I want to spread the word to more pool owners. It is devastating what happens to pools in cold climate. I'm absolutely devastating and people don't know about it. As a matter of fact, when I. I talked to a gal at our local pool store who's really sharp about this stuff and I gave her one of the books and she had no idea what I was talking about. It's just not that well known. So I enjoy this. I enjoy talking about it. I'm wanting to get on some podcasts and talk to people who owners and help them through this misery. I really love it. Speaker C 17:58 Outstanding. Outstanding. So where do you see the revenue model? What aspect of it generates money for you? Speaker F 18:07 Selling books, at least right now. And I may learn more about doing something more substantial, speaking to full service providers, which also don't know about this or don't know very well. And so as an example, my neighbor just three houses up had to completely re. Plaster his pool because of this problem. It's very expensive and very common. Speaker C 18:34 Well, years ago I was hired to speak in Reno for the. I don't remember the exact name. There's like National Pool and Spa Institute or something like that. So I know that there is a submarket out there, like the auto aftermarket, that has associations and conventions and meetings and I'm sure you know, online learning. And you could probably develop number of short courses on the concepts that you want to talk about and use that to build a pipeline with products and services that you want to get out there. So that's. That's where Daniel's model comes in. Daniel, would you run through your. Do a screen with us and run. Jim Cathcart 19:22 Yeah, I'll just finish this off here. You know, for reference, Dennis, this is a document that I'm going to be using when we're together in Austin. If you'll be in Austin with us, I hope you will be. But this allows me to get a very clear understanding of the state of the union. I use that term a lot Just like tell me what the heck is going on. My forte is in deconstructing, analyzing and also putting together growth plans for expert based businesses. Coaching, consulting, speaking, authors courses, online courses, digital products, that type of businesses. So that is, that is my laser focus into this very specific market. Anyway, we want to start off with a business identifier and I'll quickly go through that again. You know, tell me, tell me what you are. So I provided instructions with that says pretty self explanatory. I'd like for you to make a copy of this doc and the link is in the chat. I just posted it again and you can just fill it in with your info. So feel free to delete and fill it in with your info. Next, we have products and services. If you just have one product that you sell, awesome. If you have 10 of them, awesome. Probably not awesome, but we'll, we'll get to that. But please put in the product name. Hopefully it has a name. Tell me a little bit about it. Tell me the price points. If you have just a one time option, a monthly subscription or an annual subscription or payment plans. Let's briefly talk about the target audience. So all these are in a smaller font size so that when you type, you know it's you, you'll have room. But from there tell me about your sales channels. That's just a fancy word for where the heck is this thing selling. And if it's not selling, tell me about what you try, what you have tried to sell it on. Do you sell it through speaking engagements or you know, Dennis, in your case, I know you're selling a book, but do you get a lot of inquiries if you're not selling anything per se, Tell me about where you're getting inquiries. Where, where blood is kind of coming into the business or you're feeling good energy. There's. If you're not getting inquiries, then just tell me what you feel best about where your target market could be. Oh, for example, a lot of my folks, they hang out on social media. If I posted gung ho on Facebook each day, I'd have a lot more business. Do I do it every single day? Speaker C 21:49 No, I don't. Jim Cathcart 21:50 Because realistically we only have certain so much time in the day and it's the old shoemaker's kids analogy. But that's why I'm able to kind of look at these businesses outside the box. So for me I'd mark down. Yep, social media rating. No. Is it performing really well? Well, when I do it, it performs a five out of Five. But if I don't do it or you know, for example in person workshops, well, I don't use it. So I can mark it as NA networking events. It doesn't really work. So that type of thing. Speaker C 22:27 Anyway, you use networking events to come known in the Knoxville. Jim Cathcart 22:32 Yeah, in theory, Jim, all these could work for me, but for this example sake, Mike, whatever you've tried, etc. And I may clean up this stock a little bit further, but for now pretty self explanatory. Do you use it? If you don't use it, no problem. What sales channel? Feel free to write in more or others if you'd like. The stock is customizable to you. And then sales obstacles. What the heck is keeping you from your growth goals? Whether you're doing 5,000amonth trying to get to 10 or 100,000amonth trying to get To 250,000amonth, everybody's different. And if it's the game you want to play. So in your opinion, what are your sales obstacles? Well, Daniel, I don't have a ton of leads. I know I have high conversion rates if I get leads, but I don't have a ton of leads. I don't have a lot of competition, but I don't have a big marketing budget. And man, I am time poor and skill rich. So that type of stuff. And tell me about your biggest obstacle. My biggest obstacle is consistency or my biggest obstacle is shiny object syndrome or that type of thing that's holding you back from your growth goals. Again, whatever your growth goals are. I mean, feel free to tell me if you'd like to. You know, my biggest obstacle that's holding me back from making a million dollars over the next year is da da da. And yeah, it could be something as Speaker C 23:57 personal as I don't believe I'm worthy, you know. Yeah. Counter people that had that, yeah, they had a mindset from long ago that money is evil. Jim Cathcart 24:10 Yep. I worked with a client who was very afraid to sell more than just a couple hundred dollars. And it took us a very long time to overcome that. I had to basically brute force, early generation and sales conversions, which was okay. But it's fun looking back at her now because since then she's made $11 million because she has a $5,000 to $25,000 program. So it's like, hey, Michelle, I remember when you didn't want to sell more than 97. Speaker C 24:40 Well, there's mine. As you know, people say, well, money is the root of all evil. Now that's not the biblical quote the love of money is the root of all evil. Is that quote that passage? But yeah, it could be mindset or something like that. Yeah. Or for Daniel putting that on screen and giving you the link in the chat here is so that if you choose to, you can print that out or copy it, you know, capture it digitally and send it to Daniel. Jim Cathcart 25:13 Yes. Speaker C 25:14 For the summit. And if you're not coming to the summit, you know, you could send it to Daniel. Speaker F 25:19 Yeah. Jim Cathcart 25:19 He'll send it anyway. Speaker C 25:21 What you know how he can help you or guide you independent of. Of being involved with the expert summit. But thank you for being such a great resource to us here. Jim Cathcart 25:31 Yeah, no problem. I tell any, any client or anybody that comes my way, I'm happy to help. And if I can't help you, I'll point you in the right direction. Speaker C 25:40 Well, there's something else that did you sent me the other day and that's a. Time analysis works. Jim Cathcart 25:45 Yes. Speaker C 25:46 When I look back at my own growth over the years. You know, I started out going to my first seminar of this type. I went in 1974 and one of the exercises was time analysis. Time use analysis. Jim Cathcart 26:01 I didn't know that. Speaker C 26:02 Yeah. And I had to list every single thing I did in a particular day. Yeah. Microscopically. So I said get up in the morning, use the bathroom, brush my teeth, do that. It get in the car, drive to the babysitter, wait in the car while my wife takes our son into the babysitter, drive to, you know. And I was really, really, really specific about it. Speaker F 26:28 Yeah. Speaker C 26:28 And it went all the way down to laying in bed at night saying, thank you, God, for this good day and closing my eyes. Speaker D 26:36 Yeah. Speaker C 26:37 It was really helpful to see that even though days varied from time to time, most of them fit that template. Speaker D 26:45 Yeah. Speaker C 26:45 And I could see this is a waste. This is required. This is a variable, you know. Speaker D 26:54 Yep. Speaker C 26:55 Yeah. Kind of like who do you spend your time with? Or the people that are going to lift you up or people that help you stay as you've always been. Jim Cathcart 27:05 Jim, I know we didn't include that during this discussion today, but that's something we can dive into in Austin. And you know, I hope to see everybody there. We're going to dive into a lot more thing. I mean, I could talk for hours about this stuff. And again, Dennis, I don't know if you caught this or not, but my forte is in digital marketing, automation systems, even tech support with digital marketing. Just really understanding it. I haven't found a single term for this yet, but I kind of blanket it into fractional cmo, fractional coo. Plus, we're the tech team that actually makes you money. Actually, if I could just put a very broad blanket statement over what my. My company and I do for clients, then that. That's what it is. So I love diving deep into situations, getting as strategic as possible, but then also getting really lost. Forest, trees, branches and leaves. Getting really lost in the leaves. Speaker F 28:04 All right, thank you. Jim Cathcart 28:06 Yeah, yeah, no problem. Again, whether or not you're coming to Austin, I'd love to see that. That document beforehand that'll guide our conversations. Speaker C 28:13 And Dennis is a veteran of the mastermind and the summits that I've been. He was with us last year. No, not last year. Last spring, in May. Jim Cathcart 28:24 Yeah. Speaker C 28:25 Hoya. Speaker F 28:26 Yeah. Speaker E 28:26 Great. Speaker C 28:27 Yeah. He was even my roommate. He was staying in his house, this big, beautiful home that we had rented. Jim Cathcart 28:35 Nice. Yeah, excellent. Yeah, that one looked great. Wish I could have been to that one. But I know, Austin, you came. Speaker C 28:41 You came digitally and thank you for that. For the rest of you to know, last year I had an enormous TV as big as this bookcase behind me in the living room at the home, the VRBO home that we had rented. It had three or four bedrooms, so we had some people staying there. But in that, with that tv, I could pipe in guest presenters from around the country. And I had Victor Antonio come in from Atlanta area, and I had Daniel come in from Tennessee. And it was almost like having you in the room. Would you agree with that, Mike? Absolutely. Speaker E 29:21 Yep, absolutely. Speaker C 29:23 Such a powerful clear television we had. And I've got one like that at the Hotel Ella here in Austin for our upcoming event. So we'll have that possibility as well. Do you have any questions, any of you, for Daniel or me? Speaker E 29:41 No, not at this point. Jim Cathcart 29:42 Me. Burning desires. Daniel, why haven't I made $10 million yet? Well, we might get to that in Austin this way. No, in all seriousness, I love. I love the question and answer. Speaker D 29:57 It's one, why does my social media suck so hard? Jim Cathcart 30:03 Because here, Brian, here's the unbiased old hard truth. Organic social media is all but dead. The reach, essentially. That's why I personally sit on the paid side of things with paid ads, helping people understand strategic partners. So, Dennis, for example, you talked about the pool shop that you went to. If you could do that times a thousand, then you would have all the business in the world that you could ever need. So, I mean, quite frankly, I don't enjoy or suggest organic social media to clients. There's a time and A place for it. I'm not the guy, but there are lots of other ways to drive traffic because that's all you're trying to do, right? Post on social to ideally get a lead, a contact, an inquiry. So there's a lot of ways to do it outside of social media. It just happens that that's the, you know, knee jerk reaction for a lot of people. Speaker D 30:58 Beautiful. Thank you. Jim Cathcart 30:59 Yeah, no problem. Good. Speaker C 31:01 I. I know that personally, I spend way more time than is reasonable on social media each day. I spend a few hours between LinkedIn and Facebook and Instagram, sometimes YouTube, but I'm using email and, and my Facebook and LinkedIn as my primary vehicles. Speaker E 31:26 Yeah. Speaker C 31:26 Yep. Jim Cathcart 31:27 You know, I'll end with this, Jim, but I'll end with this. Chat GBT is a really great friend as long as you supply it with a powerful prompt. So don't just say, hey, how can I get more traffic, more leads, more customers. No, give it as much detail as possible about your business and your situation. I consider this. The power is in the prompt. If you spend 30 minutes to an hour crafting a wonderful, comprehensive prompt for the AI system to actually get context, tell it the past, present and future of your business, then it will output some incredible things. There's no secret I use AI every single day. Oh, no, it's all automated and templated and. Yeah, but I, I then go in and layer my expertise on top of it so my clients know that I work a lot smarter, not harder. So the power is in the prompt. So in the meantime, feel free to use chat, GBT or AI to, you know, just, just start really diving into outside the box approaches to growing your business or, or even getting, getting more leads. Let's just call it that. Speaker D 32:31 Yeah. Speaker C 32:31 So thank you. Jim Cathcart 32:32 I appreciate this time. Yes, it was, it was so great to spend it with y'. All. Speaker C 32:36 Seeing you in person. I hope anyone viewing this, I hope you'll feel free to reach out directly to Daniel and to share with him what. Whatever you want to share with him to, to get his input as to where he thinks your opportunities are or what he thinks you're doing that might be limiting your own growth and advancement. So that's be known as if it were one word. Beknown online.com is his website. And what. What's your email? Jim Cathcart 33:10 So my personal email is D Pope, like Daniel Pope. D popeenoneonline.com you can Google the website by just searching be known LLC. That's all separate words. Or the website is benownonline.com dynamite. Yep. All right, y'. All. Well, yeah, no problem. Thanks, Jim. And great to see everybody. I'm looking forward to. To talking in person. Take care. Speaker E 33:34 Thank you, Daniel. Speaker C 33:35 Yep. And by the way, I got my email from Roger Bland today. The latest edition of Gears magazine has my article in there on how to be a professional expert in the automatic. Automatic transmission rebuilding field. Yeah. So it's nice. Nice to be back in the magazine. That's. Speaker F 33:58 I really did a son. Speaker C 33:59 Yep. Speaker F 34:00 Good. Speaker C 34:01 Good. All right. Well, Brian, Mike, Dennis, and anyone watching this later, thank you for tuning into Wisdom Parlor today. Look forward to seeing all of you soon in various formats, whether it's in person here in Austin in September or whether it's back here online. Take care. Speaker E 34:20 Can't wait. Thanks. Jim Cathcart 34:22 Thank you. Speaker A 34:25 Thank you for joining us today in the Wisdom Parlor, a thoughtful discussion of important ideas among people who are committed to succeeding in life. If you are committed to making more success happen in your own life, go right now to my website, free.cathcart.com and download my free ebook and then watch the video. If you decide that you'd like my assistance in helping grow your success, then come with me and let's discover how much more successful you can be.