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In this episode I interview Bob Clark, the host of the 808 Podcast. He and I discuss the incredible networking power of podcasts. In fact, he and I met first as I was a guest on his podcast. Bob gives several tips for using podcasting for networking and lead generation rather than audience building and ego building.

Bob Clark is the host of the 808 Podcast with over 359 episodes. A value bomb with a smirk. The creator of an original system, to start conversations, build relationships, and get more referrals and add clients faster.

http://808podcast.com

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Transcript

Frank Bria: 00:00 The six to seven figures show, episode 68 let's hit it.

Announcer: 00:04 Broadcasting from the Valley of the sun outside Phoenix, Arizona. This is the six to seven figure show. Tired of working so hard and having no time. Take your six figure practice and turn it into a thriving seven figure enterprise. And now your host, author, speaker, mentor, and strategist Frank Bria

Frank Bria: 00:29 Hey everyone. Welcome to the six to seven figure show. I am your host, Frank Bria. Absolutely thrilled to be joined here by my good friend Bob Clark. Dammit. I was told to specifically include the "dammit".

Bob Clark: 00:41 Very important.

Frank Bria: 00:42 Yes, it is very important. Host of the 808 Podcast with over 359 episodes. A value bomb with a smirk. And you'll see why when we get into talk in here, a creator of an original system, to start conversations, build relationships, and get more referrals and add clients faster. Bob, welcome to the show.

Bob Clark: 01:02 Thank you for having me, Frank.

Frank Bria: 01:03 Absolutely. My pleasure. So okay, we got to start off with the name of the podcast. Why eight Oh eight podcast.

Bob Clark: 01:11 The AOA podcast was, I'll give you a little bit of the story behind it. I have a company where we turn phone calls into video testimonials. And so when we were doing it from a done-for-you service, I had to get in front of people because it's one of those things you have to really explain, you know, that that part there. So I'm talking to my coach and said, you know, it's been three years, I've always wanted to do a podcast. So she tells me, great, you've got 24 hours to schedule your first episode. But I don't have a website. I don't have this, I don't have that. She says, I don't care. You've got 24 hours. So I'm like, okay, well let's get this done, done. So I'm thinking, well I want it to be 10 minutes but you under 10 minutes.

Bob Clark: 01:47 Because that way I can post the videos to LinkedIn without having to do any fancy YouTube postering thing there. It's like, okay, let's do around eight [inaudible] eight to nine cause I want to give people a little bit of time in case someone talks too long. So I'm like eight Oh eight [inaudible] eight Oh eight looks like Bob. It's, I'm like, okay, that has to be taken. I go and go on Google and what do you know? I mean you go go daddy. And eight eight podcasts was available and the Twitter was available, the Facebook was available, the Instagram was available. I'm like salt mine.

Frank Bria: 02:15 That's the first thing I saw when I saw that. When we were first getting acquainted, I was like, Oh, he's from Hawaii. I'm pretty sure that's like the area code for Hawaii.

Bob Clark: 02:25 And there's also the eight Oh eight beatbox, which helps build rap songs.

Frank Bria: 02:28 Oh, okay. Well, so there's a, there's a couple of yeah, but that, that's, you know, it's really lucky when you find the brand you want and all that stuff is available. And so it doesn't happen as often.

Bob Clark: 02:39 It doesn't. So that's how, that's why it's six questions at eight minutes and eight seconds because eight Oh eight looks like Bob.

Frank Bria: 02:46 Yeah. That's awesome. That's literally the reason. I love that. I love that explanation. So, so why podcasting? Like what, why, why did you think that was something that you wanted to do to begin with?

Bob Clark: 02:57 Well the idea was that to explain what I do, you have to get in front of someone basically one-on-one. So I'm thinking how do I, if I do a long form podcast I'll get less guests on because it just, you know, black people have to think about what am I going to talk about for 20 minutes and then all that part there. So I was like, you know what, I want to use this as a networking tool than a branding tool. So like what you're doing here is great. It's designed to be a branding tool cause you do like one or two a week in that part there. I build podcasts as networking, so since I can do them so quickly, an entire podcast from the second you log on to log off is 15 minutes, which then gives me 15 minutes to talk to the person afterwards. And I've actually done 392 episodes as of the time of this recording. And only four people have said go away after the fifth. The podcast is done. Huh.

Frank Bria: 03:44 That's pretty good. Yeah, that and well, I think a lot of people when they think about podcasting, think about the, the time commitment and all of that. And so the idea of using podcast for networking, I mean, w when I first thought about that, I was like, that's never gonna work. I, I never talked to enough people fast enough. But the the format works for that. A really what really nicely.

Bob Clark: 04:07 It works really well. I mean, if I couldn't have had, again, my one year anniversary is coming up and I will have done over 400 episodes in a year. Yeah. That's pretty good. Yeah. And a lot of people tell me how great, crazy and awesome that is. But I want to think about this way. So say you're a business owner who's in hustle mode, like you're going to, you're working, you're working hard, and I tell you you had 400 one-on-ones in a year. That's good. Don't get me wrong. I'm like golf, clap. But that's not crazy. And saying, you know, wow, how did you actually do that type thing.

Frank Bria: 04:35 Yeah. But, but there is something about the podcast format that really transforms the conversation from just a, Hey, we're getting to know each other to a real value add. I mean you're the, you know, it gives you sort of a, an element of credibility. It gives you an element of Hey, I'm doing something for you cause I'm getting your name out there. It's, I gotta think it counts for more than just a one on one.

Bob Clark: 04:59 It does, but it's still, again, the amount of time it takes as a Tom of a one on one. Yeah, true. I built it specifically where I don't get, there's no editing. I actually, the reason I allow, you know, my podcast is purely because that way if someone says, fuck you told me beforehand, I can say a therapist at there. So basically if I decided I didn't want to podcast with custody and someone says the F bomb because I have to go back and edit, that's more work and sometimes it just slips, you know, just some people just do it there. And so I was like, you know what, I'm gonna allow cussing for the simple fact that I don't want to edit video or audio. So there you go. It's done.

Frank Bria: 05:34 Yeah. Process driving format. That's great.

Bob Clark: 05:37 Yeah. Everything that I've done I do on my podcast is designed to be the least amount of work possible.

Frank Bria: 05:44 That's great. Well, there's nothing wrong with that, especially when it's effective and you're getting in front of a lot of people. So, so if all of the crazy interviews you had over the, the, you know, almost 400 now what one sticks out the most?

Bob Clark: 05:59 The one that sticks out the most probably would be the person who was four minutes late for the interview, told me, explained it. I mean five minutes late, took four minutes to explain why know that part there. I'm like, I really don't care why you're late. This is get it done. And then I'm like, okay, so this guy's a talker. We'll be good on the podcast. I'm assuming if you're gonna just Blab lab lab. And he shortened to the point for every single question. And I usually expect every question like the first four, cause I do six questions in eight minutes and eight seconds because eight, Oh, it looks like Bob first four should be 30 seconds ish. Fifth question, three to five minutes. Last question, 30 seconds, you know, itch around there. He was like five seconds, five seconds, five seconds, and then through and then two minutes. I'm like, what am I doing here? You know, I wasn't expecting that.

Frank Bria: 06:44 That's interesting that that is a, that is the thing about podcasting. I you kinda gotta like roll with it depending on what's going on there. Right. But I would think that the bigger problem is that most people can't fit like what they want to say into eight minutes and eight seconds. That's gotta be a, a tough challenge for most people. Just like

Bob Clark: 07:03 Not, you know, it's funny, I have more problems with people who take for who do I have more problems with people who are too short that people are too long.

Frank Bria: 07:10 Oh really? Really? Huh. So they just, it's so it's just kind of a clip. They're probably prepped for short and so they think

Bob Clark: 07:18 Right then they go really short. I'm like, okay, you know, that's a little too short.

Frank Bria: 07:22 Right, right. So this concept of podcasting is networking is kind of a, you know, people are starting to talk about it now. You know, in the, in the old days, podcasting, like when I first started you know, four or five years ago, it was all about the getting the, the, the advertising dollars and sponsorships and stuff. And I think, you know, except for the top sort of 20 podcast, people are kind of rolling away from that idea. How's it working? Like talk us through the, you know, the, the actual process of how the podcast actually is driving business for you.

Bob Clark: 07:58 Well, I'll always remember the first person I ever scheduled, and this is kind of the part there, sends me a message on LinkedIn. Hey, we should connect. I accept. It gives me a generic things for connecting, you know, copy and paste message. You know, a lot of people do it. No problem there. And I sent a message that says, Hey, you want to be on this podcast because you know, it's six questions at eight minutes and eight seconds because eight Oh eight looks like Bob, I'm going to keep saying that for brand new.

Frank Bria: 08:21 No, no, no, no. It is very obvious why that's a branding thing for you.

Bob Clark: 08:25 Yes. That part there. And so then what happened was, is he, you know, he asked me, what's your website? Well, it's an eight Oh eight podcasts.com but I just bought the domain 20 minutes ago. All right. How many views do you have? You're literally the first person I have ever asked. I just decided to do this 30 minutes ago. Okay. do you have account scheduling league? That's a good idea. I probably should get one of those. And he went through, we talked to 15 minutes afterwards, kind of told a little about what he, what we did. You don't want to sell that 15 minutes afterwards cause then it feels like it's a bait and switch. But you asked a lot of questions, was very interested. So I said, well, why don't we schedule a time to talk in more detail. Yeah. He likes, sure. You know, that works there. He's interested enough. Became a client of ours. I bet other people would. Again, when I was doing the, when I was teaching, doing the phone calls, the video testimonials, a guy went on and said, I saw your website. I'm in. How much? Okay. You know, this, you know, that works there too. Now that's rare, but it happens.

Frank Bria: 09:22 Yeah, sure. No, that's great. Yeah, I think that you know, I was having a conversation, an earlier episode with John Corcoran about podcasting. And I guess one of the things that, you know, we see a lot is people kind of using the podcast to kind of stretch out to some crazy thing. You know, in other words, it's like, I'm going to get Richard Branson on my podcast or something like that, you know, and it's like, okay, well you go work on that for four years and in the meantime people are actually going to do real business. But that sort of use of that platform to kind of for self aggrandizement rather than for actual business use. I think it's starting to die, but there, you know, when we started off it was a lot of that,

Bob Clark: 10:05 Not a lot. I was just talking to this guy, he works a day job and he says, I want you on my podcast. Okay. So what's the podcast about? Well, I'm here to educate people. Okay, so what's your, what is your plan for the podcasts? Like what, what are your goals trying to figure out there? I just want to educate. So you want to be poor. There's a reason American teachers don't make money, you know, that part there, you know, a little bit, a little bit of a political shade there and he's like, well, you know, I'm, I'm all passionate about education or thing. I says, okay, then you know, obviously you're not making enough money online because you have a day job and that part there. So in other words, you have a hobby. Yeah. And I, I, one of my best friends, he has a podcast where him and his buddy just basically bullshit about movies. It's a hobby for him, right? Sure. Let it be a hobby. I'm not saying hobbies are bad in any way. Just accept it. Really, the only difference between, in my mind, the only gifts between a hobby and a business is one makes money. One doesn't.

Frank Bria: 10:59 Right, right. Absolutely. Yeah. I saw, I saw you post that actually on social media the other day. Yeah. that's true. And, and, and early on in the fork format, I mean, podcasts was originally a hobbyist sort of format when it first started. And now, now it's kind of being taken over by business. I guess we're the, we're the late comers to the party, but it is really strange that we do see some weird behavior in businesses around this stuff. There's this almost it's almost like you don't want to to reach out. You're trying to do this very stay high level, you know, don't, don't piss anybody off. Don't, don't like say who you are or what you do because you, you just want to be this platform or this authority in it. I don't see it particularly useful.

Bob Clark: 11:47 It takes a lot of time and a lot of money to do that. Yeah. A perfect example. I know this lady she got a podcast and she was so proud that she worked 40 hours a week for four weeks and she got to number 80 in iTunes in her niche, and she was all proud about it. I said, sweet. So how does that number 80 go towards, you know, get you business while it hasn't? Well then it's a hobby, right? You spent 40 hours a week on a hobby, right? And just, you know, that part there and she's all shit and all frustrated in that part there. And then I have clients talking to one guy and he says, look, you know, he just started work of me. He says, I made one sale but haven't made you know, lots of sales yet, but I got all these leads. I'm like, great. That's the goal. Gets you in front of people.

Frank Bria: 12:29 Yeah.

Bob Clark: 12:30 So that, that's part of there. And so, and he's like, he's a static, cause again, he's been in now his lead gen instead of trying to convince people to talk to them one on one, that part there, he builds apps for people and he's holding now is get, get them on the podcast. Yeah. And now they get on the podcast, talks to them, he's listening to see if there, there's any remote level of interest and now he's got the people in the sales funnel.

Frank Bria: 12:49 Yeah. That's amazing. It's such a smart way to do things. Yeah. the, we want to pivot back to process a little bit because we were talking a little bit about sort of the podcast. A framework, right? Like you talked about you know, you had like a Calendly link, like an appointment scheduling. Like from a process perspective, what are you seeing out there that people are doing in the, like to get guests to book guests, all that stuff that's not really working very well or that feels like a lot of friction.

Bob Clark: 13:21 Two things. And these are two things you did not do, Frank, by the way, I will tell you, golf class did not do the show. Can we go number one, lots of homework.

Frank Bria: 13:29 Yeah.

Bob Clark: 13:30 If I have to spend more than five minutes scheduling for your podcasts and that includes looking at my calendar, I'm not interested. Right. And that part there just cause there's a lot of people as all these questions they want, they want to basically, because they're not good enough of a guest, they need you to give them a lot of information so they can, I mean, good enough of a host, they give them a lot of information so they can actually build it on there. Right. I'll say it, I'm going to be completely, that's an unpopular opinion. I don't care. And again, I am not that good. I don't think I'd be a good enough of a host for a 20 to 30 minute podcasts. I'm okay with that. So therefore I built a system where I don't have to be there. You know that part there.

Bob Clark: 14:05 Second thing that they do that drives me crazy is they don't put their name when they send out the County link, the schedule one link, whatever it is there, they just put their podcast name. Okay. So for example, I was on a podcast where basically it was like three a three letters podcast. Yeah. And there were three common letters. So I had to reschedule the meeting cause I'm looking, I'm like, Hey, this isn't going to work. I schedule my podcasts. You usually later out and everything. I'm like I just gotta reschedule. I'm telling him a month ahead, he can deal with it, you know? That's just my attitude. It happens. It happens. I had to go look him up and finally I had to send the guy message cause I knew that it was some who want me on podcasts. Hey, is this your podcast? Yeah, we'll do it. You need to put your name into this in the invites so I know it's actually used. So I'm not having to look you up. And other people I would look you up cause I did we sketch it like yours? It

Frank Bria: 14:52 Was Frank Bria podcast. Okay. Yup. I knew the, it's surprising how those small things like makes such a big difference. Especially, you know, if you're, if you're attracting guests, you know and you don't, you don't have to think, you don't have to go after Richard Branson, but I think you want to at least try to treat your guests as if you're going after Richard Branson. I mean they're, they're doing you a favor to come on. True. It's, you know, it's expensive some time. Yeah I mean I could certainly take the attitude of well I'm giving you a platform, but I just, I find that really,

Bob Clark: 15:26 Yeah, it's kind of, it's kind of, yeah, I kind of, it's a little bit of 50 50 with me where I say, can we got 30 minutes? We got to get this done quick. Cause you know, it's all about the speed and everything there. So if I have someone who's lollygagging that I might just say, you know, I don't think we're a fit. One of the questions I'll ask is basically a number five is dropped the value bomb when they spent three to five minutes giving them business advice. And if I don't think their business advice is up to snuff, I'll tell them. So I had one guy that basically talked about how creativity is important. No, I want to actual how to business advice. And then he did that. He tried doing the, well, we might not be a fit. Your rights, it also, what you're doing the pull sale on me. Wait a minute here. That's not supposed to happen.

Frank Bria: 16:05 Right? Well, I mean, as the podcast host, I think you've got a responsibility for the quality of the stuff that comes out.

Bob Clark: 16:14 Right? I bet it's very important there. One of the awesome benefits of, because I do right now, I want to start doing 15 episodes a week, is I don't have to worry about the quality as much. So the thing is, if you're doing a weekly podcast and you have a bad episode, I just want to take you a week to go recover from that episode. True. For me. I have a bad episode. Okay. It's going to take me a couple of hours to recover.

Frank Bria: 16:37 Yeah. So I think also one of the other things that's happened as podcasting has become much more sort of integrated into the regular content marketing framework is that w we're not as hung up on stuff anymore. I mean, five years ago, man, people were like, if you, if you don't have the right microphone and you don't have the right, like, I just think a lot of that stuff is really not as critical anymore. I think people are a lot more forgiving, right? There isn't this sort of like a, back when it was a hobbyist thing, there was definitely a bit of a [inaudible] you gotta have the right, you know, right equipment, the right stuff, if it's not good audio, whatever.

Bob Clark: 17:15 But there's still some on audio checks. I mean, there are, sometimes I'd have people that did it at a Starbucks. I'm like, no, not going to work. That part there. And again, my microphone. I have a $100 Yeti. That's it. Yeah. I have two lights to over here. I'm not gonna move my count around to show you, but they still put light on my face and everything. They're a webcam. I'm done. Yup. Watch the video. I just keep this up for a very specific reason. I'm pointing to it right there. There's a dent in my wall. I keep this dense in the wall on purpose to show people you don't need a background. That's it in a dent in the wall. It's just the Denton. That's great. No, and I've actually, my business partners have come and says, Hey, do you want that dang paint? You know, we can get someone to paint the paint over that. Nope. It stay in, but it's a dental. I know. I'm keeping it there.

Frank Bria: 18:05 Well that is a I mean, look, that's the whole you know, better done than perfect thing that I think a lot of people get hung up on for sure.

Bob Clark: 18:15 Yeah. I just said that's the whole thing. There is mild strategy. I tell people it's like when I train people how to do podcasts, just get the damn thing done. Yeah, right. I actually had one client and he was like, I want to do this. I want to make all these cool things here. I'm like, no, we're just going to get the damn podcast done, but when you do all this fancy stuff with it, let's get the damn thing done first. Then talk about making it fancy.

Frank Bria: 18:34 Yeah, yeah. I I, I mean whoever you were working with mentor wise that said, you know, when's your first episode? That's sort of the right way to look about, look at it. It's too, too much. You know, trying to plan everything out and have everything all perfect it, it doesn't end up working really well.

Bob Clark: 18:50 Right. And it's actually a funny thing is like when I'm working with clients and again the training, once the train is done, it's not a very long train. They says, okay, what can I start now? Sorry, I don't like it. You again, you got your students set up, you got your County link, go. Yeah, that's great. This is one of my things I do with my clients because a lot of, I have clients who want to know about the posting aspect of it. How do you post it? I don't talk about posted episodes until you have 14 of them. Reason being is you want to do four episodes on your first day and that you want to be two weeks ahead. So you didn't want a day. So basically 14 episodes there. Yeah, that part you're there and they can play well, I want to know how to post. I says we're not going to talk about that until you're 14 episodes. I have all the training ready, but once you get your 14 episodes, then we'll talk about that. And it's just what I always feel like, well, I need to make sure everything's all perfect. No, you don't get the damn episodes recorded first. I'm not going to waste my time training on something. Cause if you're not gonna do 14 episodes, you're never going to post them anyway. Yup, that's true.

Frank Bria: 19:46 That's such a great model of [inaudible] like pivoting going a little meta here. It's such a great model for anyone actually who's trying to teach or mentor anyone through anything is to create these milestones, these Gates they have to get through rather than sort of dumping everything all at once because we as entrepreneurs tend to get lost. We like to, you know, wander off and weird stuff and find lots of things to not avoid doing the things we really should. Right. Yeah, for sure. So, so who, in your opinion, I think I know what you're going to say here, but I'm, I ask anyway, who in your opinion should be having a podcast?

Bob Clark: 20:25 I would say basically any business owner and here's why. Okay. So let's talk real estate agents for example, there. I want to say something that pisses off real estate agents. When you go to a networking event and there's four other real estate agents there, you are not special. Yeah. And they'll say, well, but I do this over there. Again, as far as the perception of the entire world is you're just one of the four real estate agents there. Right. Well, imagine going to a networking event. Everyone does their 32nd commercial. I'm a real estate agent as specialize in dah, dah, dah, dah, dah, and everyone at this point, literally everyone else is on their phone. Oh, it's another real estate agent. I'm just going to be on my phone the whole time. You then go and say that actually I'm doing this with a financial planner. She's now going up and saying, and she's in the Denver tech center area. Hi. You know my name is so-and-so here. I'm doing a podcast where I'm showcasing business owners and executives in Denver tech center area. It's six questions in eight minutes because you have that part there. Yeah, I'm looking for guests. Anybody want to be on, come on. People will chase her down to be on the podcasts in her having to chase everyone else down.

Frank Bria: 21:26 Yeah, it's definitely a differentiator and, and it's a great excuse to get face to face time with people who you wouldn't otherwise. Right.

Bob Clark: 21:32 Awesome. One thing I like about financial planners is think about this. Any type of advertising you do is in compliance. You have to deal with compliance there, right? So here's the trick and I actually hurt this lady. This is the conversation we had last until compliance with all my podcasts. No, you don't. Yes I do. I'll say, well, let me ask you this. If you decide to start doing karaoke night on Friday nights, would you have to tell compliance? Well, if they paid me to do it. Okay, that's fair. That is fair. If you got paid to do karaoke or a band thing, you'd have to tell compliance. I can agree to that. Right, but you did it just as a hobby, like something you want to do. Just for the fun of it. Do you need to tell compliance about your hobbies? No. Do you have to sell compliances after you do karaoke?

Bob Clark: 22:11 Someone walks up to you, you're sharing a Drake with them and they ask what you do. Do you have to tell compliance about that? No. Okay. Then you're going to do a podcast for the local community and you're not going to talk about finance at all, but it's when getting get in front of all these people you want to get in front of. And she's like, you can see the wheels spinning in her head. She's like, so basically what I'm doing is I'm doing a service for the community. Like yeah, that's what it is there. And it's a hobby. Yup. You don't have to deal with compliance settle. And we made sure the questions, there's nothing about finance in there. We skirted a little bit, like basically there will nothing. They can say anything and there you go.

Frank Bria: 22:45 Yeah. That's amazing. That's true. And again, cause I, I'm from the old finance world, so I know the whole, we like to use compliance as an excuse.

Bob Clark: 22:55 Right. And Eric will be, so you as a finance compliance guy, everything I said, do you believe that everything,

Frank Bria: 23:00 Yeah, totally. That's true. Yeah, absolutely. Yeah. It's, it's, it's, you know, very particular around advertising materials. And of course, companies can overdo that, right? They can if you're internal someplace. But I think it's brilliant if you're, if you're doing, I think what I'm hearing you say is if it's worth it for you to network, go to a networking event. It's worth it for you to have a podcast.

Bob Clark: 23:23 Also, if, if, again, if you want to get in front of people, that part's there. So really get my clients, the ones I'm working with right now, they're using a mini podcast to basically get in front of five to 10 people a week. Yeah. And that's building their network. Once you get to a hundred episodes, which again, if you're doing five to 10 a week is actually fairly quick. You're an expert. Yeah. And again, I say there, I say it's a pure perception thing again, because I'm going to do 400 a year. Oh my gosh, I'm a podcast expert. Yeah. I say jokingly, but again, there's this, there's perception about that.

Frank Bria: 23:57 No, I mean it, it is a perception and it's a value add.

Bob Clark: 24:01 Essentially evaluate concept. Right? And also cable, want to work with people who are actually working. There are so many people that are online marketers that are hobbyists. It's their, it's their hobby, you know, they say that. Or if you're for business, you're really not, you know, that part there no one that I'm doing a hundred episodes shows P like first hundred. They show that I'm actually working and I'm not just, you know, pin a paddling hoping that one day I'll become a rich millionaire.

Frank Bria: 24:24 Scrolling through Instagram and Instagram, I'm working, I'm working. I got getting pissed off at other people's inspirational posts. Yeah. We all know how it works. But we're totally out of time. I, I love talking to you though. It's a lot of fun. Before we go though for those people, we're thinking, Hey, maybe this is an angle I need to take. How do they connect with you?

Bob Clark: 24:48 Just go ahead 808podcasts.Com why podcasts are there. There's an email address there you want to be on my podcast. Just send me an email with your website and I'll look it up.

Frank Bria: 24:55 There you go. Invite the people who are looking for for opportunity for a PR and and definitely get their feet wet on this. I'd been on your podcast. It was a lot of fun. I have to say. That's the goal of it there. Yeah, it was a lot of fun. For sure. Bob, thanks so much for being with us. Really appreciate you taking the time.

Bob Clark: 25:12 Hey, thanks Frank.

Frank Bria: 25:14 And thanks everyone for being with us on this episode of the six to seven figure show. I'm your host, Frank Bria, and we know you've got a lot of stuff you could be doing, so if you're spending time with us, really appreciate it, appreciate it, the trust and go to it and see you on the next episode.

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