EP 195: How to buy your first self storage facility in less than 6 months

[00:00:00] Hello and thank you for joining us today on The Gentle Art of Crushing It show, where we focus

[00:00:05] on learning and sharing with our listeners all there is to know about how to create success in

[00:00:10] our lives. This show stands on the shoulders of giants. Our mission is to empower and inspire

[00:00:17] our listeners to create the life of their dreams whilst having a blast in the process.

[00:00:23] Let's celebrate life together. Welcome to the show. Well, thank you so much for joining us

[00:00:30] on another episode of The Gentle Art of Crushing It. Today we have my friend, the amazing Marta.

[00:00:36] Marta, it's been a little while. You were a host with us for a while and you went on to do bigger

[00:00:42] and more fun and exciting things maybe more in alignment with your goals is the best way to

[00:00:47] put that. But it has been a while so I'm really excited to have you back on and get

[00:00:52] caught up with everything that you're working on in your life. Would you mind please just

[00:00:59] filling us in a bit about who you are, what you love to do and please share something with

[00:01:07] us that most people wouldn't know about you. Well, I think the last time we chatted,

[00:01:13] what year was that in? I'm going to say 2022 I think. I think that's when I first

[00:01:20] interviewed you on the show. That sounds right. It seems like a lot has happened since 2022

[00:01:27] and I remember the last time we spoke, I was actually exploring hospitality.

[00:01:34] When I was exploring hospitality, I was looking at one deal that was taking maybe six months to

[00:01:40] figure out if it was a good deal or not. I put a stop to that and said,

[00:01:47] what am I missing? I'm missing something if I'm looking at the same deal for six months.

[00:01:52] So I took a little bit of a pause on that and said, okay, let's think about what I really need

[00:02:00] and let's try to go after whatever it is that's missing. In that thought process,

[00:02:08] we also had a big family move so that took up 2023 but then once things settled down,

[00:02:15] you know, the thing that I wanted to do was acquire a business, right? And I was like,

[00:02:20] okay, I want to pivot in my career, leave healthcare possibly and just work, be my

[00:02:30] own boss and have my own business. And so at the time I was doing a lot of self-educating

[00:02:36] on what does that entail? What do I need to do? And the one thing that I kind of saw a

[00:02:42] common thread through is this lack of community. And I realized that that's what happened with the

[00:02:49] hospitality journey that I was on before. I kind of had the skill set to be able to analyze

[00:02:56] deals but I wasn't entirely sure or confident in whether or not I was making the right

[00:03:01] decisions. And so that led me to actually joining a community that we were both a part of,

[00:03:07] Action Academy, which is exactly what I needed. Yeah, yeah. I had the support,

[00:03:13] had the amazing people and I'm still a part of it and I've just been loving it. It's been

[00:03:19] exactly what I needed. Really no matter what you're doing, whatever asset class you're

[00:03:24] pursuing, you just in addition to, you know, the content knowledge, underwriting,

[00:03:32] sourcing deals, you need a support community to tell you like, yeah, that looks like a great

[00:03:38] deal or this is how you write an LOI. You know, really things that some would consider

[00:03:44] super easy, like when you're first starting out, they're actually really daunting.

[00:03:50] And so joining that community has been a huge game changer for me. You know,

[00:03:55] since we last spoke, I actually spent six months in the self-storage space,

[00:04:02] acquired a self-storage facility with another member in the community.

[00:04:07] Well, let's not gloss over that because that's huge, you know, because, and I also wanted to,

[00:04:14] I just didn't want to interject yet. I do want to say that the Action Academy is super amazing

[00:04:19] and I agree a thousand percent. The community is there, community is important, but I also agree

[00:04:25] with you a thousand percent in the sense that like just even like writing an LOI, it's so

[00:04:30] like big and for me like overwhelming and, you know, so it does help like Action Academy and,

[00:04:39] you know, the mentors are there. So however you do it again, Action Academy, I highly recommend,

[00:04:45] but get a mentor if you're not going to do that. But like, I love that because you went

[00:04:52] from just a few months of like, I'm not sure what I want to do to joining the Action Academy

[00:04:56] and then within, did you say within, how long after joining the Action Academy did you

[00:05:02] actually purchase a self-storage facility? Within five months, I would say.

[00:05:08] Okay. Five months is, and that's like to me super fast because a lot of people like me,

[00:05:17] for example, will kick around the idea of like whatever I want to do self-storage,

[00:05:22] I'm going to research it for like three years and then pull the trigger, you know?

[00:05:27] So it is a huge deal. So huge congrats to you. And would you mind sharing with us just

[00:05:34] a little bit about, I mean, you know, what you learned from underwriting all the way through

[00:05:40] closing to managing and maybe just give us a couple of tips there that could help the listener.

[00:05:48] Yeah, you know, so I guess the biggest takeaway for me from, so I started analyzing

[00:05:57] self-storage deals in December of 2023 and have been consistently analyzing self-storage deals

[00:06:06] up until maybe a few weeks ago when I took a little bit of a pause to set up my systems

[00:06:12] to automate some of the stuff I'm doing and outsource it. But I wouldn't have been able

[00:06:19] to do that if I didn't do it myself first, understood what it really takes, right? To get

[00:06:26] it done and then be able to write my own SOPs and my own sort of like roles and responsibilities

[00:06:34] for whoever I'm bringing on my team, right? And so the persistence and the incremental

[00:06:42] daily actions, honestly, were like just, they're so under, what's the word for it? Like

[00:06:53] people don't focus on the process when they look at someone's success. But that's really where

[00:06:59] the bulk of the work happens that gets you to that outcome that you want, right? That outcome

[00:07:05] doesn't happen overnight and it doesn't magically appear in three to six months. I think like

[00:07:11] what I've learned over the last four or five months or so just in really focusing on one thing,

[00:07:19] number one, that's probably the first takeaway actually is like focus on one thing. It felt so

[00:07:25] freeing to push everything else off my plate and say I'm doing this and I'm going to acquire

[00:07:32] self-storage facility. And that's literally all I focused on. And every day I had my, you

[00:07:38] know, my KPIs and I took daily action and I said, okay, every day I'm going to analyze

[00:07:43] two deals, two deals a day. And I'm going to submit one offer a day, right? And I did that

[00:07:50] consistently for a period of maybe three or three to four months. And so I didn't get a

[00:07:57] facility on your contract, but I had the process in place to be able to do it if the

[00:08:03] offers lined up with the seller expectations, right? So I got off over the hurdle of like

[00:08:10] the mental block of, oh my gosh, I'm scared to submit an LOI to now I'm submitting LOIs every

[00:08:17] day, right? So I would just say number one, focusing is critical. Number two, being patient

[00:08:25] with yourself to learn something at a deeper level and that takes time. It's not going

[00:08:31] to happen overnight. It's not going to happen over a week, right? There's nuances. You're always

[00:08:36] running into things that you have questions about. And so that took four weeks for me to be able

[00:08:43] to get into like a groove of, okay, I know what I'm doing. This is on autopilot for me now.

[00:08:50] And then just having that daily routine. What are you going to do every day to make that

[00:08:55] happen, right? And the consistency that goes along with it. So it was just really

[00:09:01] fulfilling to have my process down and now I'm at a point where I'm actually looking to bring

[00:09:08] people onto the team to help with the acquisition portion so that I can focus on other things.

[00:09:15] I love that. I mean, it's like you've forced someone to step into self-storage acquisitions

[00:09:26] and running and all that fun stuff into now building your team. From my understanding,

[00:09:35] in real estate investing, that usually is not happening for a lot of people till three,

[00:09:42] five years down the road. So it is brilliant that you're tackling that now. And so I love

[00:09:50] that. Now, with that being said, let me ask you this. You also talked about building out your

[00:09:58] team for acquisitions, which is awesome because you're laying a foundation so you can grow.

[00:10:05] I know that there's some stuff that you're working on right now. You've got some hurdles

[00:10:11] that you're working on, but big term, like vision, let's say three, five years down the road.

[00:10:17] Where do you see yourself and what excites you? Because I know it's big. I know you're

[00:10:25] dreaming big. So please, if you don't mind sharing with us where you see yourself down

[00:10:30] the road a bit. Yeah. So I think in the immediate term, I'm setting up myself storage

[00:10:38] acquisition to be sort of on autopilot with a few hours looking at it a week just to make

[00:10:45] sure things are going smoothly and following up on any leads that we might have.

[00:10:50] On the other side, I'm also going to be in the next three to four months trying to focus

[00:10:54] on a business acquisition. And that's my next goal here. And that's why I really wanted to

[00:11:00] get one thing automated to enable like kickstarting a different thing that I'm pursuing.

[00:11:08] I think long term, the vision is be my own individual entrepreneur or entrepreneur and

[00:11:17] business owner. And then the plan would be to grow and scale. So wherever the business

[00:11:24] acquisition path takes me, the idea would be to continue acquiring, growing, maybe have some

[00:11:31] sort of roll up strategy within the business space and then continue to grow on the self-storage

[00:11:35] side. I'm still bullish on self-storage. I'm really bullish on business acquisitions. I was

[00:11:42] focusing on it last year briefly and now I'm going back to it with a more refined focus

[00:11:49] on what I really want. So yeah, I think the ultimate goal would be to continue to grow and

[00:11:56] scale the businesses and hopefully start building teams because of the scale.

[00:12:01] Yeah, they'll translate from one business to the other for the most part. And so again,

[00:12:09] I think it's brilliant that you're stepping into that now as opposed to trying to tackle

[00:12:13] that down the road. And so I do love that. Now, what would you say mindset wise has changed

[00:12:22] for you over the past couple years? And then what would you say is maybe a key or two that

[00:12:32] helped you sort of like shift that because we started the conversation with you talking about

[00:12:38] that first deal that you focused on for like six months and where you're at now. So what are

[00:12:43] a couple things that you've noticed growth wise in your mindset over the past couple years?

[00:12:49] That's a great question. I think the biggest thing. So I used to be this person that would

[00:12:56] like jam pack my day with stuff that I need to get done. And when I started working with

[00:13:05] a mentor and we sort of like built out a plan, like a 30, 60, 90 day plan for how I was

[00:13:14] going to number one, learn self storage, but number two, acquire facility and what it all took

[00:13:19] to get there. We didn't learn everything from A to Z in a day, a week. It took a good month

[00:13:27] to kind of refine everything. And so the one thing that really stuck with me from that

[00:13:36] experience was wait, like you actually don't need to jam pack your day. You don't need

[00:13:42] to focus on 10 million different things. Actually, you're more effective if you do less.

[00:13:50] And you're also more effective if you focus on one thing. And so I had my routine down from

[00:13:56] like 530 to 630 every morning, I would wake up and I'd go to my computer and I would start

[00:14:03] analyzing deals. I would then take another hour in the afternoon. Okay, I've analyzed them

[00:14:08] in the morning. Now I can submit, prepare the offers to go out, right? Same day.

[00:14:13] So it was, and even though I was only doing those two things, actually like at the end of my day,

[00:14:23] I felt like I had accomplished something. Like I felt good about setting a bar for myself that

[00:14:31] I knew I could achieve that was still getting me closer and closer to my ultimate outcome and

[00:14:38] target. So I think two takeaways is like, you don't need to learn whatever's that you're

[00:14:45] pursuing overnight. So take little chunks of time every day and consistently build that into

[00:14:53] your workday and do little bits and pieces of it at a time. And again, the other big

[00:15:00] thing that I can't stress enough is like, it's real. Focusing on one thing

[00:15:05] makes such a huge difference. Yeah, I love that. I love that so much. So thanks, Marta.

[00:15:10] Yeah, you know, it's cool because it's kind of, it's come up twice that you've talked about

[00:15:18] when you first got started, you were going to analyze two deals, send out one offer per day.

[00:15:24] And you did mention this and I think that this is like so important that this is why

[00:15:30] I'm bringing it up because you did say something like, hey, even though you didn't get a lot of

[00:15:37] offers accepted, if you just take that piece out, like if you take all the pressure out of

[00:15:43] actually closing on a deal and you focus on just analyzing a couple deals and sending out

[00:15:48] an offer, because that is in itself can be scary. I'll say for me, that's scary. And so

[00:15:56] you know, I think that that's the power. You're walking through the fear, but you are also going

[00:16:01] like, hey, you know, to sort of like, you know, touch on what you're saying with one thing,

[00:16:06] like you're focusing on self-storage and so within that, what are the actions that you have

[00:16:11] to do, right? So analyzing a couple deals, sending out one offer per day. And if these are,

[00:16:18] my point that I'm trying to get to is that they are not going to be perfect. When we start

[00:16:22] out, they're going to be bad. And that's okay because it actually requires us to look at deals

[00:16:30] and underwrite them to be able to see better opportunities. And it's like you said earlier,

[00:16:36] if you're going to pass the baton on, you build a team, you have to, if you want to

[00:16:41] bring somebody on your team that like, you know, is the underwriter, you have to know

[00:16:45] how to underwrite so you can like check their work, but also, you know, so it just

[00:16:49] makes so much sense that whatever endeavor you're, you know, starting, would you agree with this,

[00:16:56] Marta, that chunk it down and do the most entry level, like, you know, least scary thing, but

[00:17:04] like actually, you know, set KPIs, like you said earlier, and track your metrics and continue

[00:17:10] to, you know, move that needle forward. Like, you know, would you agree with that?

[00:17:15] Yeah, I think that's huge. I mean, I think if you say I want to acquire a storage facility,

[00:17:20] okay, well, what does that mean? Okay, it means I have to analyze X number of deals, right,

[00:17:27] to have even a shot at it, right, at the possibility of acquiring one. Okay, well,

[00:17:33] I need to know how to analyze deals. I need to figure out how to find deals. Like,

[00:17:38] just in the deal acquisition, there's a lot to unpack there, right? But when you unpack it,

[00:17:44] like, you can have, you can reach out to someone and say, Hey, can you help? Like,

[00:17:48] can you tell me where you find deals? Okay, great. I'm going to go to those places. Okay,

[00:17:52] now you go to those places and say, okay, can someone help me to analyze, like figure out how

[00:17:56] to analyze these deals? Okay, now you know how to analyze these deals at a high level to be

[00:18:01] able to submit an LOI. Okay, now who's got an LOI template? Okay, here we go, right, like,

[00:18:07] all these things and like the little nuances, like there's a lot to unpack there just in,

[00:18:12] like the, not even acquisition, like pre-acquisition, right? Like pre-LOI.

[00:18:19] So yeah, it can be overwhelming if you say I want to acquire a facility, but if you really,

[00:18:25] like, break that down into really tiny chunks that you can manage yourself,

[00:18:30] I think it becomes just less scary, right? Yeah, I love it. And, you know, a habit,

[00:18:36] right, which is really hard to break hopefully. So that's super cool. And you know, this I've been

[00:18:42] actually, I like to see what people are doing and it's not always going to be applicable,

[00:18:47] but just out of curiosity when you're doing and, you know, because, okay, what I want the

[00:18:54] audience to understand is there's a lot of different ways to analyze deals. If a self-storage

[00:18:58] facility could take a newbie quite a while to get in there and do a full underwriting.

[00:19:03] So, you know, would you say for somebody who's starting at first, should they figure out just

[00:19:07] some sort of back of the napkin analyzing and they're doing about two of those,

[00:19:11] setting out one offer kind of thing to start or what, how do you recommend they start?

[00:19:16] Huge. Yes. I think you need to understand at a high level the fundamentals that go into it,

[00:19:23] right? So if I'm, if I have a facility and it's bringing X amount of revenue,

[00:19:31] right? If I take, if I, okay, if I offer this price, this is my loan amount. If I take away

[00:19:38] the debt, if I take away the, you know, big ticket items like taxes, insurance,

[00:19:44] and then expenses, and you kind of have to unpack the expenses for a storage facility.

[00:19:49] If you're, you know, brand spanking new to the asset class because you have to understand like,

[00:19:55] okay, what is a typical expense ratio for a storage facility? And like, what are the

[00:19:59] different buckets and categories and how much are they typically, right? So I would say even

[00:20:04] the fundamentals, like if you can know the fundamentals, then the deeper underwriting

[00:20:10] will not be as daunting. You know? I love it. Yeah, I love that. That's awesome. Great.

[00:20:19] Great advice. This next question is going to kind of shift the conversation a bit. We are

[00:20:23] getting close to wrapping this up. This is a completely different interview than I usually do.

[00:20:27] And I apologize because I took all the questions and asked you and just threw it out

[00:20:31] because this is a, this is a like a reunion. Like we're catching up and, you know, and I

[00:20:38] wanted to have you on the show again, Marta, to celebrate you because when, you know,

[00:20:45] honestly before, and I know we have to give all the credit to you for you having a breakthrough

[00:20:51] because in self storage and, you know, it is not, it is no small thing. That is a huge thing.

[00:20:59] Most people will never do that. Most people will look at any form of commercial real estate

[00:21:03] and go like, this is impossible. Then they start with SFRs and do that for 15 years and

[00:21:09] then consider like, you know, so kudos to you. And also the reason why I wanted to have this,

[00:21:16] have you on here to celebrate you is because, you know, a couple of years ago it did seem like

[00:21:22] with that, you know, when you're working on that deal for about six months, like,

[00:21:26] you know, I would say that and I could be totally wrong, but would you feel,

[00:21:31] would you agree that you felt kind of stuck there? And so now you've had this massive

[00:21:35] breakthrough. There's some other stuff that you're working on, like business acquisitions,

[00:21:39] which is sort of a necessity or like a strong desire, but there's a good reason for you to

[00:21:44] go after that. But like, that is a huge breakthrough. So would you agree with that?

[00:21:53] And then I do have a follow-up question, which is how do you define success? Because

[00:21:57] I love asking that question because everybody does it differently and it's a good question

[00:22:02] to think about. Yeah. So there's a lot there. So breakthrough for sure. I think, you know,

[00:22:10] I kind of chuckle at my, the old version of myself in 2022 when I took six months to analyze

[00:22:17] a deal and I never actually submitted an LOI for it. You know, I went out there, did a

[00:22:22] field trip to the facility and, you know, took up a broker's time, a seller's time.

[00:22:29] And if I were to do it over again, if I had that deal in front of me today, you know, I would

[00:22:36] probably know who to tap into to analyze, help me analyze it and then probably put an offer down

[00:22:43] that if I recall the price point of that facility correctly, it was way overpriced

[00:22:48] because it had like a real estate component to it. And so the business itself, I could

[00:22:54] totally evaluate right now, right? And be comfortable with it. And then, you know,

[00:22:59] anyway, but yeah, today I would definitely put an LOI down on that sucker.

[00:23:04] And then in terms of how do I define success? You know, I think it's like when

[00:23:14] you're loving what you're doing and it's like, you want to do it every day, right? Like I got up

[00:23:25] every day and I was actually really excited to analyze deals. And, you know, like,

[00:23:30] and I was like, crazy. Awesome. It's yeah, I was so afraid to analyze these. Oh my God,

[00:23:36] I don't know what I'm doing. And it felt weird if for any reason I ever had to skip a day,

[00:23:45] it just felt weird. I was like, okay, like, let me just peek and see like what's on the market

[00:23:50] today. Right. And yeah, so it's like when you can actually enjoy what you're doing and you

[00:23:56] see that it's actually going somewhere, right? Because it does take time to see the results

[00:24:03] and you just have to be patient with yourself. But as long as you're enjoying the process,

[00:24:07] I think that's like more than half the battle. Yeah, no, I love that. And if we kind of just

[00:24:15] were to take that and focus on, hey, I want to make sure I'm enjoying the process. I want

[00:24:20] to make sure I'm enjoying my life. And when we're not ask ourselves, how can I make,

[00:24:25] how can I change, you know, my life so that I can? I think like, it doesn't really get much

[00:24:32] better than that. So that's a brilliant advice. I do have just a couple more questions that we're

[00:24:37] about to wrap up, but this question I forgot to ask earlier. What would you say because you hear

[00:24:42] different numbers? Like I remember years ago hearing Brandon Turner say it's going to be,

[00:24:48] you're going to like close one deal to every hundred that you analyze. Right. And then

[00:24:52] I heard a guy the other day, he said it was something like one out of 15. I'm like,

[00:24:57] I need to, you know, be doing what you're doing because that's unreal.

[00:25:00] Well, like, yeah, what do you think? And what's been your experience?

[00:25:05] So I was told in storage one out of every 200. And okay, if that is any indication,

[00:25:17] I'm at about 188 that I've analyzed. Okay. So I feel like something is coming.

[00:25:29] Yeah, you're about to close on another one real soon here.

[00:25:32] Right. Like I feel like I'm almost there and I'm diversifying strategies and trying to pursue

[00:25:39] not only on market, but also off market. So I feel like there's something there. But yeah,

[00:25:45] I mean, it's hard to say that it would be one out of 15. That's aggressive.

[00:25:53] But if you're persistent, I would say one out of 100 at the least.

[00:26:04] Yeah, I believe it. And I think I'm glad that you're sharing a big number

[00:26:09] because what people need to understand is that, and I'm not an expert, I'm a newbie to,

[00:26:15] real estate investing in general, but it's been my experience that a lot of the deals that I look

[00:26:22] at, and I'm mostly looking at multifamily. That's it really right now. They don't make sense.

[00:26:27] So I have a back of the napkin process that takes like 10 minutes and I have to go like

[00:26:31] that one's not going to work. So I think it's good for people to understand it's a big

[00:26:37] undertaking, right? But chunk it down, like exactly what you're saying, like two and one.

[00:26:43] Set yourself a goal. Maybe the goal is just like one and one, right? And get started. But I think

[00:26:49] like, you know, I'm going to take your advice and do two and one. I've been actually like

[00:26:55] haphazardly analyzing deals and got out of the flow completely altogether. And so I love

[00:27:01] that. But I also- Well, just to put it in perspective, like when I started working with

[00:27:06] a mentor and he said, just analyze two deals a day. I was like in my head, I'm like,

[00:27:12] oh, like only two? Like I'm never going to get there. Yeah. And then when I actually like

[00:27:19] started, you know, started doing it every day, I was like, oh yeah, two is like

[00:27:24] way more than enough, right? Because you also don't want to set yourself up for failure,

[00:27:29] right? Like if you say you're going to analyze- and this is me by the way with having a full

[00:27:34] time job. So I'm like, yeah, two a day is perfect. Like I can get that done in the

[00:27:39] morning before work starts and then like knock out any offers in the afternoon, like no big

[00:27:43] deal. If you have more time, great. Maybe you can handle more, right? But you just have to be

[00:27:49] realistic, right? Yeah. With what you can do. And frankly, like two a day is still great.

[00:27:57] It is great. You're moving- That's 60 a month, right? You're going to be at 200 within,

[00:28:03] three months and it's awesome. So I love that. But I think I wanted to sort of like expand on

[00:28:12] something you said, like you want to set yourself up for success and most people cannot go from

[00:28:19] being a cash potato to running a marathon overnight. So chunk it down, chunk it down,

[00:28:25] chunk it down. I love that. And as we are wrapping up here, Marta, again, thank you so

[00:28:30] much for joining us. Really appreciate you and appreciate your friendship and just know that you

[00:28:34] can always call me if you need anything. And with that being said, I wanted to kind of

[00:28:40] reciprocate. So like, are there any deals? I mean, obviously people know they can send

[00:28:45] self storage, but would you just say, hey, send me any sort of self storage facility that

[00:28:51] you're looking at and how can they connect with you? Yeah. So the storage facilities

[00:29:00] I don't have any exclusions geographically with the exception of Louisiana and Florida. So those

[00:29:06] are the two states I don't look at, but any other market is fair game. Usually try not to

[00:29:12] go lower than 20,000 square feet per facility. And yeah, if you want to reach out to me,

[00:29:20] I'm on Instagram, Marta says like Suarez and you can drop those in the notes. It's a little

[00:29:26] bit of a mouthful to spell out, but yeah, I love to get leads my way for sure.

[00:29:33] I love that. Well, thank you so much, Marta. And look forward to catching up with you down

[00:29:38] the road and learning about that super amazing business that you acquire that then helps you

[00:29:44] to continue moving forward and growing and so much growth that I've seen in you and like

[00:29:49] really just the past year. And so it's awesome. You're an inspiration. And I hope

[00:29:55] that people really, really understand that whatever level they're at in life,

[00:29:59] they can level up and it can be even quite a few levels. Right? And so that's part of the reason

[00:30:05] why this show is here is to inspire people to know that they can continue to grow,

[00:30:10] that they can make their dreams happen. And so you're evidence of that. So thank you so

[00:30:14] much, Marta for joining us on The Gentle Art of Crushing It. Really appreciate you.

[00:30:18] Thank you so much. I appreciate you. You're welcome. All right. With that being said,

[00:30:23] we're going to sign off here and I hope you all have a wonderful day. Thank you.

[00:30:27] Well, there you have it, ladies and gentlemen, another episode of The Gentle Art of Crushing

[00:30:31] It. It was an amazing episode. We know we sure learned a lot and we hope you did as well.

[00:30:37] We want to take a second and thank you so much for viewing or listening to this episode.

[00:30:42] And please just know that we only ask for one favor, and that is to make

[00:30:46] this life magnificent. Thank you and have a wonderful day.