In this episode, I speak with Chris Prefontaine a 3-time best-selling author of Real Estate on Your Terms, The New Rules of Real Estate Investing, and Moneeka Sawyer’s Real Estate Investing for Women. He’s also the Founder and CEO of...
In this episode, I speak with Chris Prefontaine a 3-time best-selling author of Real Estate on Your Terms, The New Rules of Real Estate Investing, and Moneeka Sawyer’s Real Estate Investing for Women. He’s also the Founder and CEO of SmartRealEstateCoach.com and host of the Smart Real Estate Coach Podcast.
Chris has been in real estate for almost 30 years. His experience ranges from constructing new homes in the ‘90s and owning a Realty Executive Franchise to running his own investments (commercial & residential) and coaching clients throughout North America.
Today, Chris runs his own buying and selling business with his family team, which purchases 2-5 properties monthly, so they’re in the trenches every single week. They also help their Associates and students do the exact same thing all across North America, working together on another 10-15 properties every month.
Having been through several real estate cycles, Chris understands the challenges of this business and helps students navigate the constantly changing real estate waters.
He talks with us about his early years in real estate and what it was like for him living through the market crash.
Chris discusses why new entrepreneurs should seek a mentor and how finding the right mentor can be detrimental when first getting started in real estate.
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I learned at a young age that people do not really care about you, they only care about what you can do for them. Then I got to thinking, how could I leverage that into helping me build a career. I said early on when I started selling real estate that I wanted to be the place where everyone came for information and I would sell real estate along the way. Well so far that has worked out really well, as I close in on 1 billion in real estate sold, I am proud to announce that I am just getting started. We are excited to roll forward to next year and the next and the next by providing the value people look for, by giving them information and helping them out when they need it, and selling a little real estate along the way. Let's learn together, yes together I want to learn from you as well.
Unknown Speaker 0:06
Hey there, and welcome to today's episode of cash flow Pro, your daily real estate investing podcast and YouTube channel. I am here today with Chris Prefontaine of the smart real estate coach, actually, he's the founder of the smart real estate coach. And he is going to discuss with us some very out of the box creative real estate ideas that I can almost guarantee you is going to be an educational experience. And you're gonna learn exactly what he does, how he does it. And then we're going to see if there's a way for you to connect with him, if you are interested in being in any of his programs. So Chris, welcome, sir. How are you today? I'm doing awesome,
Unknown Speaker 0:53
Casey. Thanks. I'm looking forward to diving in here and letting everyone listen in as we chat.
Unknown Speaker 0:58
Absolutely, man. Absolutely. We're certainly glad to have you. And so I'd like for you to, to kind of I know, you heard the word crash. Like I'm assuming, oh, 809 ish, 10 ish, somewhere along in there. So I'd like for you to possibly even carry us back further in your life than that. And tell us a little bit about your backstory. And then we'll get to the crash. And then we will go forward from there and see where you're at today.
Unknown Speaker 1:25
Sure, I'll condense it because it's 30 and a half years and I will put people to sleep. So I'll give you the high points if I and then you could say go back to that. I want to hear more. So in 1991, I started in real estate. I started by building homes on lots I didn't know at first so without knowing it in my 20s we were doing terms deals. We were doing creative deals. I just didn't know what I was too naive to know it. Sure. I hooked up with a builder and we packaged up a home on that lot. The contractor should get paid at the end, it was unique. Around 95. I started a realty executives franchise. I sold that to Cole banker in 2000. And then that began sort of the run up to the crash where I was doing my own properties. And then coaching at the time, not invested. I was coaching high end relatives throughout US and Canada, mostly Canada. And then the crash hit and when that hit, I caused me a bunch of pain. But it also caused me to re engineer what I do because I had about 20 to 23 properties. I signed on all of them personally with a bank. That's what I did back then I thought it was normal, you get a loan and you buy a property. And so they all came knocking when the market dropped by a third some markets I had a project Casey that dropped two thirds. It was a condo, we took six units and converted them to condos sold two or three like hotcakes. And then like a light switch went off. We went from 172 selling him to I couldn't give it away for 50 grand, crazy. Hey, so hurt that hurt. So
Unknown Speaker 2:52
sobering. I'm sure
Unknown Speaker 2:54
that's an understatement. Yeah, a little stress to say the least. So what we did was from February of oh, wait, like it was like I remember that day. I remember vividly if till February of 12. I did work out I did foreclosures, I did sell offs and liquidation negotiation. And I didn't file bankruptcy. 1000s of people telling me I showed up. But I didn't I just don't know. And I'm glad in hindsight it did. And I'm glad in hindsight it happened, you couldn't convince me then. Because now because of that, we buy and sell myself, my son and my son a lot and a great team now in the New England area of Rhode Island, Massachusetts, Connecticut, and we do owner financing, subject to existing financing and lease purchase. That's all we do. That does not require money down that does not require personal signature, it does not require banks. And then we go teach that as you and I were chatting about off off air all around the country, to students who want to get in the trenches, do deals with us and speed up that learning curve. And it's sort of it's sort of bridges that gap. I'll wrap up with this thought and we go back to then you want it's sort of bridges the gap, I call it with the time from when someone like takes a course or goes to a seminar or virtual whatever. And then when they do their first deal, so many people don't get there, sadly. So we one of the things we do is we get real interactive with the students we get in the trenches, we're helping, like phone calls everything. So they get deals done, and they learn that way.
Unknown Speaker 4:21
Man. Wow, that's yes, that is definitely a lot to unpack. And I think that I'd like to I'd like to go back, I guess somewhat to the beginning and talk a little bit about your experience that you had in the 90s. And I think it kind of it kind of went really fast when you were talking about it. But what what were what were those? I'm trying to think about the best way to ask this. So what did that look like? I guess, I guess revisit your early years.
Unknown Speaker 4:56
Yeah. I'll tell you how it started because it's kind of an interesting story. I was I grew up in a family company we had it was a welding supply company. It wasn't real estate. But I watched my dad build his own buildings. And that's how I got the itch for real estate. I was driving two hours one day to a branch. And on my I'm gonna date myself here because it was a cassette tape in my white Honda was Earl Nightingale. That's an old name. He's passed away. Yeah, but in that it was really cool. He told the story of a of a gentleman in the Depression, who when nothing was selling, would go to landowners put a sign on their lot and say, Can I try to pre sell this, you know, no commitment, and then he would build homes on it? Well, that's where I got the idea. I literally went home, got a phone line. And those days, it was a tape recorder. Right? Again, I'm dating myself, but I stuck that on a chair in my basement. And that started my billing company. We went off and built that to Oh, we did 50 homes a year and our peak. And that was before I went to into the brokerage world in 95. So it was interesting. I mean, we tie up the land with the seller by saying we put a sign that we call the builder and said, Hey, can you give us a package for this? What am I look like? Then we priced it pre sold it started the bill and everybody there including the land on a way to that home sold clothes, rather was built in clothes to get paid. So no money.
Unknown Speaker 6:17
No money for anybody except the lender with the land, I guess. And if he and it's subject to other liens, I assume if he had had a mortgage on it or something like that, right, right. And
Unknown Speaker 6:27
it couldn't be part of his house or something in theory. Yeah. And I remember sitting with a lumber supplier going, I remember his name, he's in my book clean. I said, clean. Here's what I'm gonna do. And he never met me. He's probably thinking this is nuts. So in hindsight, I think back I asked all the subcontractors to do that. Wait. Now, I don't know if they do it today, because they're busy. They're super busy right now. But that was a slower market. So that was my, that was my 90s. And then I strapped my hat on to become a real time never wasn't real. It I got licensed and did it. It was brand new. Yeah,
Unknown Speaker 6:57
that was my next question. You said you entered the brokerage world and 95. And so that was my next question. Well, what what was the experience like there? I mean, did you did you obviously you just said you didn't ever actually become a realtor. But But what was what what did that look like? Going into the 2000s?
Unknown Speaker 7:14
Yeah, so I actually 95 I, my partner and I broke up in the building business 95 ish. And I went, I did take a test and to get my license, I went and seek out a mom big on coaching, right? You and I talking about coaching? I just think there's no reason to reinvent the wheel. So I said, Where can we find someone that's done 100 homes a year, we found someone very close to my market was like two towns over. And I asked her if I could shadow her and be our apprentice. She said, Sure. Marilyn was her name. I did that for about six months, I then joined her team. And then when I had enough, what do you call it tenure, I went and got my brokerage license, I opened up a realty executives franchise. That's how that happened. And then what we would do in that franchise is we would we gave a minimum if you didn't do 12 deals a year you asked to leave. Oh, Mike ferry students back then. And then. And that's what we did. I think twice, we had to do that. And people were shocked in the marketplace, because they weren't like, you know, they were decent agents. It's just that we had a small kind of boutique. And we want to make sure that
Unknown Speaker 8:14
and a lot of people don't. I mean, packing agents along is a lot of risk. A lot of time, a lot of basically all of the resources that you don't really necessarily have as an entrepreneur that you have to go out and buy. I mean, it's in the time being of the most valuable of the three. I mean, I know man, I get that for sure. And I've never actually heard it put like that, where if you didn't sell 12 deals you were out. Of course, that's that would probably be dependent upon what market you were in as to how many that number would be but, but I mean, yeah, talk about a way to weed it down and get get the best of the best and move on, you know, yeah,
Unknown Speaker 8:55
it did weeded out, and it caused some heartache and the ones that had to leave now if they had a life story, Casey we wouldn't ask them to leave but for the most part, they they were producing they would be 12 deals.
Unknown Speaker 9:05
Sure. Yeah. Yeah, I mean, yeah, a deal a month is not that is not too much to ask of somebody. Especially if because, you know, when I when I first started selling real estate, I came in to an office that was just crammed packed full agents. Matter of fact, I shared an office with two other agents and I had a old desk that was just all but damn near put together with duct tape and I had a chair and I set up and here we go and and you know, we're not and setting my sights far enough out to say Hey, okay, do whatever it takes to go get listings. That doesn't matter if they're too high, it doesn't matter what they are, go get listings, get the listing, contract sign period. What let the people price the house, it doesn't make any difference, get the listing. And with that mentality, it led to obviously then I had something to advertise other than Hey, Here I am waiting for you to come and let me sell your house. And so yeah, so biting into that is really interesting. So, of course, you, you are into the early 2000s Now, and then, of course, I'm always interested in people's take on 2008. And part of the reason is because 2000 the middle to end ish of 2007 is when I started, and I can't, and I can't tell you how many times people will come to me said, man, yeah, if you can make money selling real estate right now, you'll be fine anytime. And and that held the tale true to a certain extent. But those were the years when, like you said, and I know you've already kind of gone into it and said you didn't file bankruptcy. But, but a lot of people, we're in that time right now where, where it's, there's never going to be another bad day everything is just blow and go and go and blow and, and and so what I know those turbulent years, I'd like to hear a little bit about that. And maybe if you know if there was any kind of drama associated with that for you and others, it was probably personal inner stuff. But tell us about that again.
Unknown Speaker 11:11
Yeah, I'll tell you I talk about this openly in our events. We're from New England. So we're we're an open book with blind we go fast. Yeah, so I set this this I peel back more and more stories every year at our events. But yes, it was there's a lot of stress. I can tell you, the listeners if they've ever been in one of these predicaments. I was in all of these, I'm gonna tell you, I'll tell you quickly, a few. I had IRS calling I had credit cards calling took me years to work out of that I was letting my dog out one of my daughter's Husky one morning, we lived in a state on top of a hill before I lost that house. And a tow truck pulled up at like 430 in the morning to take one of the cars. And literally I have to be walking the dog. I don't know if it was the dog looking at what it was. But I just said to him, I'm able to pay him and he looked at the dog and said, Okay, I'll make a note and you get out of there, but that the car would have been gone. So those are scary times. And I think back to that go what what was I thinking? So we went from that house two and a quarter acres overlooking the water, which is hard to find in this area, to a one bedroom apartment, my wife and I one bedroom, her idea. And we then launched everything that I have today with zero debt, it was built because of that move. And it was not easy, ego wise, but we did it. And that was a bit. So I'm in a position now to say to my to say to my students, when they get in these predicaments mentally, financially, already wise, what the heck they should be doing. And that's important. We talk about coaching you and I, you go out and you join any niche, I don't care what niche you're going, I'll give you a relative, okay, if you're an investor, and then within the investing world is, you know, hundreds and niches, whatever it is you do, make sure you find someone that's been through some not just market cycles, but life cycles. Because it's not all with the night commercials and the market is telling you it is it's work. But the upside is enormous that I'll just plant that seed because that's why I do it.
Unknown Speaker 13:06
Yep. Yeah. I remember you several, several years ago, one of the first coaching programs I ever enrolled in was about marketing. And, you know, I've been watching this guy for years and had been following you know, he's doing different stuff and, and what seemed like just kind of life things I was following with him, I joined his coaching program, I was young, whatever you want to call it. So it was $10,000. So I put in my $10,000 during his coaching program and, and thinking, Alright, this is the fast track, this is how we're gonna go this is prior to my selling real estate days when I realized that, hey, you actually have to do something to be something. And so I put it in there. And here we go into first words out of the man's mouth in the first course. This is not easy. If you are up for hard work, sleepless nights ready to go to work and make something happen then keep going and I thought man, I just paid you X amount of dollars because I thought this was going to be easy. And then when I set that back and then you look and it's like exactly what you're saying it's work. It's work everybody thinks that that they're going to buy the easy way but but go to work and just do what you're supposed to do and do it do something that's replicatable that's that replicatable quickly and make it happen and just you reap the benefits years down the road so so again you went from two acres overlooking the water nice house. I guess as in we call it a New England the car a car was gonna get repurposed. See, I don't I was. That was a that was a little jab. You'd get me back that was
Unknown Speaker 14:51
Unknown Speaker 14:54
And so you went to a one bedroom apartment which again, I think like I said sober. And then, like you said, is pretty much an understatement. But But sobering is probably. Wow. I mean, that's just unbelievable. And then And then so you just started digging out. So so tell us what was when you were at the very, very bottom, which I've been there. I think a lot of people have been at some point in their life at the very, very, very bottom where you're just you're sucking water in and all you need is just a little bit of air. What? What was your first move?
Unknown Speaker 15:31
Gosh, chronologically, I, I did the same thing I did in the 90s as a as a new realtor, I seek Mentos, I couldn't afford them, I tell you what I did. And just to give context to the to the move, my mortgage payment was just under 25 grand a month, my partner was $925 a month. That was quite a big move. So I seeked out a mentor. I said, Okay, this is cool. I seeked out a bunch online. But I went to for four or five people. And the last one was an attorney friend. And I said to him, you fund this, it was 25 grand, I didn't have it. I said you, you fund this, you become my investor. And what I'll do is I'll share profits with you. And I'll share profits with you on every deal until you have X return. I think it was double return like 100% return on your investment. And that's what we did.
Unknown Speaker 16:18
See, I mean, creative, creative come digging out. And and yeah, no, sorry. I lost you for a sec. Oh, that's fine. That's fine. I mean, creatively digging out. And that's why I don't have you have any warnings or anything? Can you hear me? Hello,
Unknown Speaker 16:37
I got you back. I got you back.
Unknown Speaker 16:40
I have made that app. Okay. So when you're like, Yeah, creatively digging out. And when you're creatively digging out it. If you know, when you feel like the weight of the world is just laying right on top of you. It's it becomes unimaginable. And so when you're digging out and you're getting forward and you're you said hey, I will give you x amount of return. If you enter me into what what type of a mentor was that? What type of program was it was that like a life coach or was
Unknown Speaker 17:09
it was a man it was real estate specific mastermind with only eight people. So I knew it was going to be hands on, you know, interactive. That's why I'm big on that now. And I knew I could get deals going. So that was pivotal. And I tell my students were having an event. And I said, Look, I know you're thinking, does it work in my area? Does it work in my price range? Can I do it? I always have normal dogs. But yes, yes. And yes, it can. You just got to know with certainty that if I do ABC, I get this result. And here's the example I give them cases say look, I liken it to if I was on stage, and I said to the audience, who has $100 Bill Now many people wouldn't have went on. But if I change that to, hey, if I'll give you an hour, get resourceful who else is back with the $100? Bill, I'm gonna give it to me, I'm gonna give you 200 back. There's probably nobody in there that wouldn't find a way to get $100 bill they do whatever. It's the same with a coaching program. If you know someone can get you there, get resourceful, there's ways to do it. There's companies that now fund people I got so that you can use that to get it. There's always to do it. You just gotta get resourceful. Yeah, you
Unknown Speaker 18:17
just got to figure it out. And that's and that's kind of seems like at times the story of life as well as you gotta get in, get resourceful, figure it out, figure out what you can do the cheapest you can do and get the most exposure and was just step one, my mother told me one time I was again very young, and I was going through a rough time and trying to get started in business and things just weren't holding together. I was fighting a terrible and anxiety disorder that I still had to this day. And she said, My mother told me, she said the best way to eat an elephant is one bite at a time. And I thought all right, so that's fun. All right, we're gonna get this, you know, I had some credit cards and some debt when I came out of college and so on and, and I said, Alright, one bite at a time, one bite at a time. And I started that just a little bit and we moved forward and got over it. And then, of course, blossom into a wonderful career. So real estate and everything else. So so what what is what is the world look like for you right now? Obviously, we're coming out of Oh, 708. And we've we're moving on. And I think from that point on, you've just done nothing but build. So what is what did that look like? And what's it like now?
Unknown Speaker 19:33
Yeah, so we started myself that my son Nick came in and then my son was that come in daughter was there for a while and she had two great kids. So it's a family based company. But now we have a great team and luckily virtually since COVID all over the country. When I say so when I say we locally buy and then we locally take that and then teach it around the country. I think you and I are here we're talking I have about 140 or so people like you and I I that are have joined our program and do deals with us around the country. And we still are every single week, every single day, we're in the trenches doing it as well, as you know, if you're not, there's another caution, but people looking at different programs, if you're not in the trenches every day, and then six months go by even things move too quickly. It's risky. So make sure if you're out, then you go into any niche. I said earlier, make sure you would somewhat Express but also make sure there's still active. I know people that are that are teaching that haven't done a deal and 20 Is that scary? Yeah.
Unknown Speaker 20:31
Yeah, yeah. Uh, yeah, people that are teaching that haven't done a deal in 20 years. I mean, that's, you know, you might have, you might have the basis of what you need to teach somebody that still works today. But, I mean, how do you, if you haven't done a deal in 20 years, how do you know the value of a Facebook group and the value of this and the value of that now, I'm gonna, which brings me to two, another point of, of people when they're trying to start a creative resource, and, and this is, this is just kind of one of those things that I did. And if there's a listener out there, or somebody out there that may be interested in learning more about how to, to do these things, you can just look around and find the free resources. But I started a free Facebook group, okay, I was at the very bottom, I just come through divorce, I was at the very like, like, two nickels to rub together would have been like, that's what we use to create heat. I mean, it was it was that bad. And so I created a free Facebook group, okay, I had a computer. I had a Facebook group, and I had content in my mind. Well, that Facebook group eventually started growing. And it grew. And it grew. And it grew. And what it grew off of was the fact that we had recently all but lost our local newspaper publisher. I mean, they're, they're not local anymore. We're a small town, small community, we had lost our local newspaper publisher. They had moved somebody in Lucca, or somewhere way away from here at bottom. And so local news was becoming a severe challenge, right. So what we did was we just went all the funeral homes were in the south, everybody wants to know who died. We went to the all the funeral homes here in town, which only amounted to six or seven. But we got subscribed, their obituary distribution, okay, got their permission, hey, do you carefully published these in a Facebook group? Okay. So we became a, a slowly built news group of, and as of now, it's kind of trance transferred into, we share obituaries, and we share D transfers, we share local happenings like that. And so what I'm getting at here is, is you can find free resources, you can find ways to get your name out there, that may have to be untraditional that and so now every the my real estate sales business, every obituary in our county is shared by Casey Brown, your real estate, your local real estate expert or whatever, I can't remember how much. It's exactly titled. But so so I'm getting I'm getting two or 3000 impressions a day, or I'm sorry, per obituary, we publish 10 to 12 a day. And so I'm getting, you know, however many that what is that 24, I'm getting almost 30,000 impressions a day, just simply by sharing the content, this this content? And so again, getting in front of people that, you know, it could use a resource or something like that is what we've done now. Enough about my stuff. What does what do you all offer? Do you? Are you all more focused on newer agents? Middle of the middle of the career agents or what what is that based around,
Unknown Speaker 23:55
we actually don't segregate into agents, a small portion of our tribe is agents. As a past agent, I'll tell you that if they don't learn what we teach you leaving so much money on the table. So I would just do that for a shout out because if I knew what I'm doing now, if I knew that when I wasn't agent free to that I wouldn't be getting paid once on a deal. I wouldn't be worrying about recreating that every year. You know, like a treadmill I would be we trademark with we call three pay days, United States. So you get paid now like you would on it as an agent, but you get paid overtime in long term too. So to answer your question, a lot of people come from corporate America, especially during COVID and post COVID. There's been a massive influx of entrepreneurship, as you probably know, from COVID. So a lot of people coming into real estate that way a lot of people in just six figure jobs that go you know, I'm done with corporate they've been hustling for years, and then a lot of people from other niches, not just realtors, but other niches, wholesalers flippers that's gotten super competitive. So they've been gravitating towards this terms niche. That's great. different real estate niche and one main reason it really can weather the different markets whereas some of the other niches they're gonna thrive in certain markets but others are going to be super super flat we built this come out of the crash to to survive and thrive really not survive thrive in any market up down sideways just a matter of during those markets where we fish, you know what, who are we talking to those markets? That's it? Well then that you gotta be a massive deal structure, and you don't care what the market does over time?
Unknown Speaker 25:28
Yeah, especially if you get those deals set up, right. I always, I always heard the term you don't make money when you sell it you make money when you buy? And that goes for structuring the deal to I'm sure. 100% Yeah, so Well, good deal. Well, listen, we always end the episodes with with a couple of different questions, and there's no right or wrong answer. But my first question to you is, what is the best book that you have recently read or are reading.
Unknown Speaker 25:57
I always go out whatever I'm looking for at the time, but I'll tell you what the most recent one is, and that I think is a good one for anyone and it's Shoe Dog, the life story. Amazing. I
Unknown Speaker 26:06
read that man you talk about, I just, we just went somebody else just the other day recommended this book. And it blows my mind. I mean, he was in he was selling sneakers out of the trunk of his car. But he had a belief, he had a belief and he had a goal. I mean, two things. I've totally had
Unknown Speaker 26:28
big loss in building a business and mental everything.
Unknown Speaker 26:33
Yeah, yeah. And I mean everything he overcame the adversity the the manufacture things that he overcoming he just unbelievable. It's unbelievable story of fortitude, and get it done. So all right, what is the what is the best trip you've ever taken or hope to take?
Unknown Speaker 26:52
Italy? We were in Venice. I was amazing. i The only caveat was it was during 911. Yeah. So we were the second flight back into Boston. It was but the amazing people were amazing when we were there during that was cool.
Unknown Speaker 27:08
Wow, interesting. I'm sure that kind of added to the whole experience and just basically everything that you that you had going on. So alright, so listen, we have a certain portion of our audience, our real estate, individuals, people that are looking to potentially structure deals. Again, we do have some agents and things like that, that reach out to us from time to time. But what is the best way for somebody if they've heard something they want to get more information on? They want to chat with you. They want to talk to your company, what is the best way for them to reach out to you and get a hold of you?
Unknown Speaker 27:38
Yeah, I'll give you a couple of things. I'm big on free. I think you said it earlier. So they go to the YouTube and type in smart real estate coach they're gonna get a bunch of videos, but every Sunday we do what's called a deal structure Sunday, where we whiteboard the deal with how we do three paydays the good the bad, the challenge, and we don't give you all the fluffy ones like a lot of people do. So go go check that out. We did create a link just for your tribe Casey, so you can get the best selling books, and a couple other goodies just go to wicked smart books with an S wicked smart books.com forward slash cashflow Pro, they won't be asked to put in money for shipping or credit card that's not free, free. You were gonna put it in the mail ourself, you won't pay 10 cents. And then if you don't mind, listen to me go for another hour. You get a free masters class. It's a workshop. It's a free one for low 55 minutes. Just go to smart real estate coach.com forward slash masters class.
Unknown Speaker 28:32
Awesome, man, that's great such so so unreal when people get free resources. And then when people come through, come through the links and we most certainly appreciate you putting putting our little blurb on there to kind of enhance that. And hopefully we can get this district distributed for you. And but man, thank you so much. I Chris, thanks for taking the time to be with us. I know that the listeners gonna get some definite value out of the things that you said and at least they don't get anything else. They're gonna get value out of your experience, and what direction maybe they can link up kind of where you were, and hopefully come to where you are. So, Chris, thank you so much.
Unknown Speaker 29:13
Yeah, thanks for having me on. I hope we affected enough people and I'd love to chat with him.
Unknown Speaker 29:16
Absolutely, man. Thank you again. Everybody. Have a wonderful rest of the day.
Transcribed by https://otter.ai