Conquering Insurance Challenges for Property Investors with Andy Gurczak

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In this episode of the Aim High podcast, I'm talking with Andy Gershak.

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He shares his journey from a small village in Poland to becoming a successful entrepreneur in America.

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Andy talks about his initial challenges and unexpected opportunities that shaped his career path.

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He dives into his role as a public adjuster, explaining common misunderstandings about insurance claims and the importance of having proper policy coverage.

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The takeaways for today is when he emphasizes the value of public adjusters in helping policyholders receive fair treatment from insurance companies and provides insights into handling large-scale claims and the intricacies of all of your policy terms.

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Find out about all that and more, where we provide real estate investors with the tools to achieve generational wealth.

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Let's aim high together.

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This is episode 79.

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Hello and welcome to the AIMI podcast.

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As always, I'm your host, Bud Evans, and I'm here with Andy Gershack.

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How are you today, buddy, bud, thank you so much.

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I'm doing.

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Great.

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Thanks for having me on, dude, you're the true.

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American dream Came over here and you found the entrepreneurial lifestyle, started your own company and you're killing it.

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Can you do me a favor and give an intro?

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Yeah, I wish it was that I didn't have a choice.

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They just packed my suitcases, put on a jumpsuit and said we're going somewhere.

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Lo and behold, I'm at an airport and all of a sudden I'm on a highway.

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I'm like holy smoke.

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There's five lanes.

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Where am I?

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Listen?

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I came from a village of 1,000 people.

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It was definitely a shock.

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Fell in the right places, met the right people.

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Was in construction.

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Met a public adjuster that was in the industry for 40 years, chased them Actually, was in real estate.

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I was actually getting into wholesaling.

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Met the adjuster and for about two years I was just calling him nonstop until finally I was about to give up, made a last call and said hey, you know what, I'm about to retire.

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Yeah, let's do it, I'll mentor you.

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And so it was a lot of long two years.

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Definitely, I know you invested in real estate, but the real reason that I wanted you on here is because you're an adjuster man.

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I can't tell you how many times that, as you're going through this business, you wind up with an insurance claim and you get low balled.

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Yeah.

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All the time and people, even when we call people, we talk to people like, oh no, the insurance adjuster's on my side or he's going to take care of me.

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I know the agent.

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First of all, the agent has nothing to do with any part of the claim.

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They have no idea what happens.

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When I hear agents say this insurance is so good, I'm like, have you're talking about?

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When it comes to rates, maybe?

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And then what listeners have to keep in mind is and again, we don't bash any insurance companies.

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They're in the business to do what they're doing, to make money, and obviously it's a business.

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They're not a charity.

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But you have to look at an insurance company as the adjuster that's coming out for them.

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The agent, all their vendors, everyone works for the insurance company.

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So everyone pays their bills right, their bonuses, their vacations, everything.

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So how can that adjuster and that agent represent you and represent the insurance company at the same time?

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It's a conflict of interest.

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So that's why I stated a long time ago they made a public adjuster license division in every state to represent the policyholder.

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So the policyholder has someone on their side without going to an attorney.

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That's how you have to look at it.

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So what's like the number one thing that you're seeing with these as far as, like, the claims that are being made that insurance companies are going like, yeah, we're not paying that.

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There's so much.

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There's just a lot of.

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We hear a lot when we call in claims.

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We're not paying for this, it's in our guidelines.

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Your guidelines do not supersede policy language, right, you can't just okay, our guidelines are you pay max claim every time.

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We can't just go for guidelines.

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There's a policy enforced.

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So we're seeing that a lot.

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And then different policy coverages are being excluded and a lot of people don't know what's in their policy.

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So a lot of we're just seeing the policies being written really against the insured and people are calling claims without knowing what's in their policy, without knowing they have this on their policy that this policy doesn't cover anything.

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So it's just getting harder for these claims Now that we're looking at claims.

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You're looking at a claim and you say, man, this person's only covered if they have a fire and even then they're not going to be covered for much.

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So why even have a policy at this time and they're getting so expensive with deductibles so high even have a policy at this time and they're getting so expensive with deductibles so high?

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It's really important on the agent to do their job and make sure they're selling the right policy.

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There's right coverage.

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Some of the services we offer is we look over investors' policies all the time.

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We have clients, some of their policies.

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We'll look over what's going on just to make sure that when something does happen, they have the right coverage.

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There's nothing that can hurt them Right.

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Right, having gone through this, it's a it.

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Unfortunately, it's a daunting task trying to deal with the insurance companies yourself.

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But before we even start, how do you protect yourself from having those parts of the policy that are supposed to be in there that just never happen?

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They're not in there.

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Unless you're a policy interpreter you've read policies every day and you understand policies you'll have no idea what you're reading.

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They're supposed to be made in plain English written and they're not.

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They're hard to understand.

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Tell them oh, your agent should be the one who sells you the right policy that has the right coverage, and most agents don't know what they're selling.

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They're salespeople.

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They're selling you a policy and that's it.

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So it's hard no-transcript.

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And you might like.

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We have investors that work with us that have never used our services.

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All we've done is free work for them, meaning we've looked at their policies, we've looked at their buildings just to make sure that if something does happen they're fine.

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Then hopefully we get the business done.

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But that would be the right situation for investors to have a PA or staff, someone else, look over those policies for you.

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Yeah, having those second set of eyes is a game changer, because you're I don't know what I'm looking at.

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Set of eyes is a game changer because you're I don't know what I'm looking at.

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You have a busted stack or, god forbid you get hit with two weeks of rain and your downspout falls off, and now you've got water pouring in your basement and burns out your HVAC unit.

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You got to know if, whether or not, you're covered.

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Yeah, we've seen those a lot.

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We get a lot of, we've got a lot of calls from California.

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Large influx of waters that happen.

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A lot of those aren't covered losses.

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That was hard.

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Most people don't understand.

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We had water coming to the basin.

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Unless you have flood insurance, that's not covered, Right?

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So it's important to know your policies and know what you're covered and what you're not for know your policies and know what you're covered and what you're not for.

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Now, when we're looking at actual insurance policies, what are some things that we should be making sure are in there that we're covered for as investors when we're dealing with let's start with the flippers, right?

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So if you have an unoccupied structure, what would you recommend to make sure that they have in their policy for the, just in case?

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Yeah, so when you're a flipper or an us or like we just did one, his policy was on a named peril basis, right, meaning only what was covered, so most okay, the name covered peril.

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So meaning he was only covered for what it said in the policy meeting fire, when it was like six barrels.

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That he was covered for, yeah, most policies is you're covered for everything, and then there's the exclusions.

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So he was only covered for, like fire, tornado, like some of the major stuff they were cutting the tree pillar on the house not covered because it wasn't included in that name barrel Crushed the whole house in half.

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So, knowing what policy you have and then also knowing that you have a replacement cost policy, a lot of what people don't know is a lot of policies now being sold to investors are actual cash value only, meaning that you're only going to get the actual value.

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What is the property worth now?

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Meaning if it takes $200,000 to fix your building up but it's, let's just say, 20 years old, they're going to depreciate it by a hundred thousand.

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You're only going to get that actual cash value, that upfront money, that back depreciation, which is called recoverable depreciation, would not be recovered because you have an actual cash value policy and more and more we're seeing that happen because again it lowers the premium by a significant amount.

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Save a dollar now, lose a hundred thousand later.

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Yep, that's it.

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That's unbelievable, and I can't tell you how many people actually do that kind of stuff.

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So when we get, when we do get those calls, I go why do we need you?

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Or you guys charge your feet, okay.

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My friend always says would you like a what's better?

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A piece of grape or just a or a piece of watermelon or whatever.

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He says, like people keep looking at the small, they don't look at the end run.

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But again, everyone is.

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Everyone has their own mind and makes their own choices.

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Yeah, do you want the grape or do you want the vine?

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The vine's only a stick.

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Yeah.

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But if you plant the vine, you want the vine.

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The vine's only a stick.

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Yeah.

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But if you find the vine, you have a whole bunch of grapes, right.

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Not that I just want the grape now.

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I deal with that all the time.

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I see it all the time.

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It happens in real estate.

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It happens in any business.

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You saw people will come back to you and say why do I need your?

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They'll start.

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What they do is they calculate basically how, everything, what it's going to cost them.

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They calculate basically how, everything, what it's going to cost them, but they don't calculate what the return is.

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They can't comprehend the return.

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So when people look at it, why would I pay you our fee?

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And you probably asked this question what's our fee?

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It's 10% across the board.

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Whatever we recover, it's 10%.

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Now, some cases it's more if it's if we're coming in a backend or something like that.

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But most of the majority of the time it's 10% of the claim.

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So you have to look at okay, you're charging me 10%.

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So I had a lady once.

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She got 5,000.

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It was a big roof, it was like a $300,000 claim and she got 5,000.

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She said, if you're charging me 10%, so if you give me another 200,000, I got to pay you20,000?

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I said, yeah, then I'm only going to have $180,000.

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I said, yeah, but right now you only have $5,000.

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Then, okay, then you know what.

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If you're already calculating what we're going to make, then this is probably not a good match because you're more worried about what you're going to pay.

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We haven't even worked your claim.

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It probably gets denied.

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I don't think we ended up going with that claim anyways.

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It's like dealing with a for sale by owner property where someone is saying I don't want to pay, I don't want to pay an agent.

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Okay, do you know that for sale by owner properties usually make 85% of the after repair value that an agent could get you?

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Yeah, no, I'm like.

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So you don't want to pay 6%, so you're willing to lose 15.

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Okay, but they don't, but you don't, yeah, they don't do the math, they just can't, Right.

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So you just, and some people you can't explain, and it's fine, let's understand.

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I guess for myself, when I look into stuff, I will always look at what the return is.

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So if I'm doing marketing campaign, whatever we're doing, I'm always looking okay, we spent a hundred thousand, what's the return?

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Right?

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Or if you spend 10,000, you look at what your return is.

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A lot of people can't get over that.

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Simple ROI.

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Man, if you're going to put this into the house, how long will it take you to pay that off?

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If you're doing a rental property right, oh, I'm going to put in this, but it raises my rent 150 bucks, great.

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How much did it actually cost you?

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The answer is nothing, because it's eventually going to.

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Your rents are going to cover it.

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But how much?

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How long did it take you Four months, three months, five months to make that payment With you guys.

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When you're hiring a public adjuster and I'm just saying this through experience because I've dealt with a public adjuster before the 10% is well worth it.

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When I don't know, man, pick something right your basement.

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Something happens in your basement and all of a sudden your electrical panel decides I don't feel like working anymore, you can't make this stuff up, somebody left something somewhere and the next thing you know, your entire box is burned out.

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It's just crazy.

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Stuff happens all the time.

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So I got to ask you what is the craziest thing you've seen as an adjuster?

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Oh man, this business, there's never a dull day.

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After 15 years, there's never been a claim that's similar.

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I can never pinpoint what's like the similarity in each claim Because each claim is so different in a time limit.

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Everything just changes in each claim.

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But the craziest thing, or like the most interesting, we've had fires where the stain rags caught fire.

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Yeah, which I never knew about.

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Oh, interesting fire.

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We just had fire, yeah, which I never knew about.

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Oh, interesting fire.

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We just had the lady had an extension cord going from one outlet to the lamp and she took a.

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They took the bed apart because they were selling it and they took the bed, the rust, the head rust, the wood board head rust and they put it against the wall.

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What they did was they put on that extension cord.

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I didn't know this, but what happens?

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It's like kicking a hose.

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So they did that and it caused the knowledge.

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The whole house burned down, but that was the cause of fire.

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They put a headrest by accident.

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They put on the extension cord.

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Yeah, I never knew that.

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There's some.

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There's been some.

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Yeah, I would have to go back, but there's some interesting ones, definitely.

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We're just doing it.

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We just went yesterday.

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I think this is on our Facebook.

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Yesterday or two days ago, we were at a marijuana plant cannabis.

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The humidity was so high they just grew mold and basically when they took them out they said they had to wear masks.

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They were just like crumbling apart.

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Yeah, there's a lot of interesting stuff we see.

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That's a shame I would say I'm retired now.

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Hey, that's what I thought.

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That's a shame.

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Two million dollars worth of big bucks.

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I got it.

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I've seen the stain rag.

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I've actually seen it.

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I looked over it.

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Somebody was doing some work it was a neighbor and I'm in the business and I went yo, man, you want to get that rag.

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It's in the sun on the deck.

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He's wiping his deck down with the stain and it poof Really.

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Yep, I didn't.

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I still didn't understand how that works.

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How it that the rag can catch on fire?

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Yep, yeah.

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It's just absolutely amazing and I'm like yo man, I've never actually, I had never actually seen it before that, and then all of a sudden it was up and running.

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He's running for extinguisher.

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At least he had an extinguisher.

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I don't think I even had one in my house.

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State law man.

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You got to have them in your kitchen now, really, and you should anyway, really.

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You get the overzealous people doing a flambe Kill your entire meal.

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That's not good.

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You've invested in real estate yourself, right?

00:15:30.674 --> 00:15:33.238
You said you were doing wholesaling Me and my wife.

00:15:33.238 --> 00:15:34.639
Yeah, we invest in real estate.

00:15:34.639 --> 00:15:43.991
Any incidents while you were doing that?

00:15:44.011 --> 00:15:44.874
led you down the path that you're.

00:15:44.874 --> 00:15:45.576
That brought you into this field.

00:15:45.576 --> 00:15:48.325
No, so I we always be like we got married before we got married me, my wife's, this class, we all stay.

00:15:48.325 --> 00:15:54.663
So it's something that I was able to with income we've made is to invest in real estate.

00:15:54.663 --> 00:15:55.506
We always wanted to do it.

00:15:55.506 --> 00:15:56.690
It's always, it's like a hobby.

00:15:56.690 --> 00:15:58.355
We want to keep growing our portfolio.

00:15:58.655 --> 00:16:12.254
As our business grows, so does our real estate portfolio, and so when we got married, we moved out of state and we bought a duplex, ended up living on one side and renting the other side, so we lived for free for I think, three, four years.

00:16:12.254 --> 00:16:19.268
I was able to grow the business without worrying about making money, not taking money out of our pocket, but also not bringing money home.

00:16:19.268 --> 00:16:22.735
My wife worked enough to pay the bills and everything, so it worked out great.

00:16:22.735 --> 00:16:34.438
And then we bought another duplex, then bought a building like in our little downtown area that we turned into commercial building, bought another townhouse that was a foreclosure and now we just did our first 1031.

00:16:34.438 --> 00:16:37.945
We just sold our second duplex we bought.

00:16:37.945 --> 00:16:42.157
We did a 1031 from that money into a seven unit commercial building.

00:16:42.157 --> 00:16:44.350
It's like about 50,000 square foot commercial building.

00:16:44.792 --> 00:16:45.533
Good for you, man.

00:16:45.533 --> 00:16:46.317
That's fantastic.

00:16:46.945 --> 00:16:48.410
So, yeah, we're building a house right now.

00:16:48.410 --> 00:16:58.589
We'd probably be buying more and doing more, but because we have so much going on, we're building a house for ourselves that we I told my wife we buy the house right now.

00:16:58.589 --> 00:17:01.813
It's yeah'm getting overwhelmed.

00:17:01.813 --> 00:17:04.558
So I'm like let's hold off, because it's a little bit too much going on at once.

00:17:06.806 --> 00:17:10.150
Oh my goodness, man, you can get people going home.

00:17:10.891 --> 00:17:11.772
But I do have that itch.

00:17:11.772 --> 00:17:13.454
I go on like real realer.

00:17:13.454 --> 00:17:14.576
I'll go on loop net.

00:17:14.576 --> 00:17:17.160
I'm looking, I'm like I could do a lot with this one.

00:17:20.451 --> 00:17:21.816
No, oh man, I love it.

00:17:21.816 --> 00:17:25.836
When I retired, I was like I'm not going to get another job.

00:17:25.836 --> 00:17:29.675
And then the next thing I know I'm like oh, you're working like 60 to 70 hours a week.

00:17:29.675 --> 00:17:31.471
I work if you like it.

00:17:31.471 --> 00:17:33.991
I work harder for myself than I work for somebody else.

00:17:34.814 --> 00:17:35.134
That's it.

00:17:35.134 --> 00:17:38.595
It feels different when you're doing something, especially real estate.

00:17:38.595 --> 00:17:40.047
It's fun, it's interesting.

00:17:41.088 --> 00:17:48.952
When you started your company, what were the growing pains that you had scaling like right immediately, or how did that work out?

00:17:49.705 --> 00:17:50.851
My biggest growing pains.

00:17:50.851 --> 00:17:54.991
So I'll be totally honest, I had no clue about business.

00:17:54.991 --> 00:17:58.556
No one in my family had a business close by.

00:17:58.556 --> 00:18:06.449
I have an uncle that's out of state or some out of state that do have businesses family, but no one close by did so.

00:18:06.449 --> 00:18:09.614
I never was around anyone that had a business or sales or anything like that.

00:18:09.704 --> 00:18:27.192
So I went to school of hard knocks, mistakes, right, a lot of mistakes in terms of took a credit line for my dad to start the business, had no clue where to put that money, they didn't know how to get jobs, they didn't know how to get clients, spent money on an office, spent money on furniture, spent money on stuff I never needed.

00:18:27.192 --> 00:18:42.676
So I spent money quicker than I can and I trusted to, and quicker I spent it quicker than it was coming in and I brought in too many people that hurt the business, that hurt me, that lied, and I didn't know any better because I was young and gullible.

00:18:42.676 --> 00:18:44.771
So a lot of growing pains.

00:18:44.771 --> 00:19:03.992
I was trying to rob Paul to pay Peter, or vice versa, or however that term goes, and just wakes up, woke up one day half a million dollars in debt and then that's when I reset everything downsized, everything paid every penny off and got the business going.

00:19:03.992 --> 00:19:06.792
It was definitely interesting ride.

00:19:07.494 --> 00:19:09.491
Yeah, and how's the growth now?

00:19:11.226 --> 00:19:12.551
We've doubled in size every year.

00:19:12.551 --> 00:19:14.372
We're in almost 40 states.

00:19:14.372 --> 00:19:16.048
I don't even know how many offices.

00:19:16.048 --> 00:19:16.851
We have no more.

00:19:16.851 --> 00:19:17.934
We have a great team.

00:19:19.386 --> 00:19:21.241
I still overlook the business I focus.

00:19:21.241 --> 00:19:21.983
I pulled back in terms of doing the.

00:19:21.983 --> 00:19:22.219
We have a great team.

00:19:22.219 --> 00:19:22.483
I still overlook the business I focus.

00:19:22.483 --> 00:19:24.513
I've pulled back in terms of doing the PA stuff a little bit.

00:19:24.513 --> 00:19:26.156
I still overlook some claims.

00:19:26.156 --> 00:19:30.050
Majority of what I'm focusing is growth, sales, marketing.

00:19:30.050 --> 00:19:31.173
How do we enter new markets?

00:19:31.173 --> 00:19:32.597
How do we get to clients quicker?

00:19:32.597 --> 00:19:33.988
How can we help clients quicker?

00:19:33.988 --> 00:19:38.945
So that's been really fun and really seeing the company take off now.

00:19:38.945 --> 00:19:45.309
And my mentor always used to tell me Andy, if you could stick it out five years, you've made it.

00:19:45.309 --> 00:19:49.973
And I always thought that's such a silly thing to say like five years, just five years.

00:19:49.973 --> 00:19:53.628
And honestly, after that five-year mark all the debt was paid off.

00:19:53.628 --> 00:19:59.648
I was clear and it seems like everything just got better after that fifth year where it just got easy and money got easy.

00:19:59.648 --> 00:20:02.788
And now that issue isn't money's coming in.

00:20:02.788 --> 00:20:03.690
That's not the issue now.

00:20:03.690 --> 00:20:06.827
It's figuring out how do you keep growing and how do you stay ahead of your competition.

00:20:07.429 --> 00:20:11.317
Yeah, what's your primary focus as far as marketing goes?

00:20:12.906 --> 00:20:30.453
so we've focused primary to get to where we are originally how to get leads in our industry, because in most products, for example, product business you can say, okay, I sell phones, so I can see who's looking for phones, I can market it on different websites or whatever.

00:20:30.453 --> 00:20:33.153
What us is how do I know who has it fired?

00:20:33.153 --> 00:20:36.670
How do I know buttheaded claim I don't Like, you have to look for me.

00:20:36.670 --> 00:20:39.894
But how do you even know if you've never heard of a public adjuster?

00:20:39.894 --> 00:20:47.786
You don't know.

00:20:47.786 --> 00:20:48.227
So it's educational.

00:20:48.247 --> 00:20:56.854
So we've spent a lot of money on educating online on Google, doing a lot of SEO and marketing that way, and now we're trying to go direct to consumer whether it's false or whether it's phone call emails, and try to get to those people right away.

00:20:56.854 --> 00:21:04.196
We get a list of people that had claims in our area or in certain areas and we could get them quicker and we hope to get to them as quickly as possible.

00:21:04.196 --> 00:21:08.173
So then when they call us so then they don't call us in 30 days and the claims deny.

00:21:08.173 --> 00:21:11.127
That's the whole problem, the whole aim behind it.

00:21:11.609 --> 00:21:13.154
Yeah, yeah Great.

00:21:15.586 --> 00:21:16.869
But it's a big investment.

00:21:16.869 --> 00:21:24.457
It was a big at that time if someone, the business was growing but I wasn't pulling money out of the company, everything was staying in.

00:21:24.457 --> 00:21:30.998
So I took a big chunk of money and said, okay, I'll put it down every month on a huge campaign.

00:21:30.998 --> 00:21:38.259
And I the the, my marketing, my marketing manager at that time told me, hey, we're not going to see a return for a year and a half.

00:21:38.259 --> 00:21:40.566
So I was like holy smokes man.

00:21:40.566 --> 00:21:45.790
We got to keep putting a ton of money and not see anything, so that we figured out other ways to get the clients.

00:21:45.790 --> 00:21:47.452
But it took a while.

00:21:47.452 --> 00:21:56.362
But then you start seeing, okay, one call a day, two call a day, three, five, six, and it just kept growing and growing into where we are now.

00:21:57.786 --> 00:22:00.813
So yeah, I'm just going to ask you do you work in south jersey or in new jersey?

00:22:01.674 --> 00:22:02.056
we do.

00:22:02.056 --> 00:22:03.647
We cover jersey, new york.

00:22:03.647 --> 00:22:05.132
I actually I go to.

00:22:05.132 --> 00:22:05.913
I was just in jersey.

00:22:05.913 --> 00:22:07.806
I have a lot of family in clifton garfield.

00:22:07.806 --> 00:22:09.388
Okay, you're north of me.

00:22:09.388 --> 00:22:15.526
Yeah, I'm polis, big population over there in in jersey, so I have a lot of family.

00:22:15.526 --> 00:22:16.446
So we just had a claim.

00:22:16.446 --> 00:22:18.810
I was a church that had some water damage.

00:22:18.810 --> 00:22:22.635
I forgot this was in, I think, passaic.

00:22:22.635 --> 00:22:24.378
How do you say it?

00:22:24.378 --> 00:22:25.019
Passaic?

00:22:25.019 --> 00:22:25.680
Is that how you say it?

00:22:25.680 --> 00:22:28.426
God damn it.

00:22:28.426 --> 00:22:29.730
That's not how the Polish people say it.

00:22:29.730 --> 00:22:30.172
Listen, this is.

00:22:30.211 --> 00:22:32.196
Port Richmond, right across the bridge from where I am yeah.

00:22:32.196 --> 00:22:35.673
That was big over there.

00:22:35.673 --> 00:22:37.429
Yeah, you can't.

00:22:37.429 --> 00:22:39.611
You got to adjust for language.

00:22:39.611 --> 00:22:41.459
Yeah, there can't cheat you got to adjust for language.

00:22:41.519 --> 00:22:42.384
Yeah, there's a lot Jersey.

00:22:42.384 --> 00:22:42.684
I'm in Chicago.

00:22:42.684 --> 00:22:44.469
We're outside of Chicago now.

00:22:44.469 --> 00:22:47.215
We moved out of state 45 minutes.

00:22:47.215 --> 00:22:51.153
That's every country, every language you want to find.

00:22:51.153 --> 00:22:51.513
It's here.

00:22:52.276 --> 00:23:08.308
Awesome, and listen, you got a client I'll be more than happy to pass your information on to, because we have the property management company within AIM, high Second Street Property Management, so we have investors that, if something happens, I'd be more than happy to help them out in your general direction.

00:23:09.111 --> 00:23:13.027
I appreciate it If I can help your listeners, even if I'll leave, I'll get it done.

00:23:13.027 --> 00:23:14.269
I'll leave on my phone number.

00:23:14.269 --> 00:23:15.294
I'm more than happy.

00:23:15.294 --> 00:23:26.788
We're more than happy anyone on our team to look over a policy, to look at prior claim history or anything that we can help, because it takes us a couple minutes, because we do it all the time and we're happy to do it for free.

00:23:26.788 --> 00:23:28.487
We don't charge for any of that services.

00:23:28.627 --> 00:23:37.828
So if you're listening, if they want to take advantage, call us or email us for sure and I'll make sure all your contact information is in the show notes and all that.

00:23:37.828 --> 00:23:41.637
But there's a I know you're you just bought into commercial.

00:23:41.637 --> 00:23:43.809
There's a huge difference.

00:23:43.809 --> 00:23:44.451
Let's go over that.

00:23:44.451 --> 00:23:51.664
What is the difference between you have a commercial property, industrial, whatever office space, multifamily property?

00:23:51.664 --> 00:23:54.654
What's the difference of dealing with something like that versus the single family home?

00:23:56.325 --> 00:23:59.012
Let me so the tenants.

00:23:59.012 --> 00:24:00.826
You're not getting as many calls, I feel so.

00:24:00.826 --> 00:24:01.750
This is an office building.

00:24:01.750 --> 00:24:02.492
There's seven suites.

00:24:02.492 --> 00:24:06.434
It's 15,000 square foot cut up into suites.

00:24:06.434 --> 00:24:08.471
You're not getting as many calls.

00:24:08.471 --> 00:24:13.017
I would say the calls are more, maybe a light bulb or something small.

00:24:13.017 --> 00:24:16.054
The income is much, much better.

00:24:16.054 --> 00:24:18.071
The tenants stay much longer.

00:24:18.071 --> 00:24:19.449
They read you because you're not.

00:24:19.449 --> 00:24:22.786
You don't want to move your business With.

00:24:22.786 --> 00:24:25.194
The margins, I feel, are much better.

00:24:25.984 --> 00:24:28.652
The one thing that we're going to see now is we have our first.

00:24:28.652 --> 00:24:30.317
We had it fully, 100% occupied.

00:24:30.317 --> 00:24:32.231
One of the larger tenants is moving out.

00:24:32.231 --> 00:24:40.318
So now when we've put out our especially in Indiana where we're at when we put up a for rent sign for residential, you get calls.

00:24:40.318 --> 00:24:45.307
There's not enough housing, rental housing, but for commercial.

00:24:45.307 --> 00:24:49.417
I'm curious to see how long it's going to take to get a tenant in there.

00:24:49.417 --> 00:24:52.354
Are they going to want to pay for the build out or are we paying?

00:24:52.354 --> 00:24:55.807
This is all new to us, so it's all a risk.

00:24:55.807 --> 00:25:04.378
But again, when we calculated the building, we took that into account, that if we lose half our tenants, we would still be able to be at zero worst case scenario.

00:25:04.940 --> 00:25:05.161
Okay.

00:25:05.244 --> 00:25:06.672
So we took this into account.

00:25:06.672 --> 00:25:08.852
We figured they might move out.

00:25:08.852 --> 00:25:13.598
So now it'll be interesting to see how quickly we could find a tenant and how that process is going to be.

00:25:14.240 --> 00:25:24.691
Okay, and then in your company, how hard is it to deal with claims at the corporate big building level versus those independent little bitty at home?

00:25:25.594 --> 00:25:26.757
I would say the commercial.

00:25:26.757 --> 00:25:35.405
Our specialty is large loss, so mostly it's going to be fires, and largest, whether it's for home, for homeowner claims, it's going to be mostly fires.

00:25:35.405 --> 00:25:38.131
And then we move on to commercial and large loss.

00:25:38.131 --> 00:25:47.012
I, I we're there, it's the same amount of work, we specialize in it, so we have the team to do it.

00:25:47.012 --> 00:25:53.337
And with the small loss again, some PA firms are built to just handle wind and storm claims for residential, for roofing.

00:25:53.337 --> 00:26:00.618
For us, if we get those claims, we pass them on because we don't have a team to build for it or we don't specialize it.

00:26:00.618 --> 00:26:05.271
So we've built a niche on those larger losses and for us it's just an easier process.

00:26:05.271 --> 00:26:07.951
We have the right team, we all have expertise in it.

00:26:07.951 --> 00:26:09.588
So if that, makes sense.

00:26:10.432 --> 00:26:13.732
Yeah, perfect sense, man, and that's great that you're upfront with that.

00:26:13.732 --> 00:26:15.912
Hey, we're too small for us.

00:26:15.912 --> 00:26:17.391
We're going to push to somebody else.

00:26:18.184 --> 00:26:23.198
I just we don't have that we wish you could help everyone and take every claim.

00:26:23.198 --> 00:26:28.724
But if you have someone call you and hey, we got $10,000 for a roof, but the roofer's given us $15,000.

00:26:28.724 --> 00:26:30.086
What do you?

00:26:30.086 --> 00:26:32.595
How can I come in and help and bring any value?

00:26:32.595 --> 00:26:39.338
We'd have to charge you $60 to make any because the fight for that $5,000 is going to take six months and going to take hours.

00:26:39.338 --> 00:26:43.529
Right, it just doesn't make sense financially and that an insurance companies know this.

00:26:43.529 --> 00:26:45.756
What do you do?

00:26:45.756 --> 00:26:52.653
It's hard to say no to people but again, that's how we've been able to scale, know what our strength is and focus on that.

00:26:54.484 --> 00:26:59.372
That's the same in every business man Know exactly what yourself.

00:26:59.372 --> 00:27:02.499
That, I know, is that own self be true, and so on and so forth.

00:27:02.499 --> 00:27:06.494
But yeah, that's, the best way to grow is to focus directly on that niche.

00:27:06.494 --> 00:27:07.396
That's a great point.

00:27:07.396 --> 00:27:14.617
So, eddie, as you've been growing, what is one thing that you learned as your wealth increased?

00:27:16.885 --> 00:27:21.634
As my, as our wealth increased a lot more opportunity.

00:27:21.634 --> 00:27:27.435
When you have wealth, a lot more opportunity opens because you have money and you can invest and you can do stuff.

00:27:27.435 --> 00:27:38.472
But also you're more aware of money and you're, I guess the risk tolerance for me went a little like used to be, I said high risk tolerance, I didn't care.

00:27:38.472 --> 00:27:43.395
But the older you have, the more money, so you have a family, that risk tolerance kind of goes down.

00:27:43.395 --> 00:27:57.162
I'm still a risk taker but you analyze a little bit more and because you're like, hey, if we lose out on this, there's more to lose than when we had nothing, yeah, yeah, that's a true point too.

00:27:57.182 --> 00:28:08.114
Yeah, I forget who it was, but I was listening to one podcast and the person said the funny part about making money is you get to a certain point like you want to get to that first million.

00:28:08.114 --> 00:28:11.656
Once you get to that first million, it's easier to make the next million, and so on.

00:28:11.656 --> 00:28:16.781
But once you get to a certain point, it stops being about earning the millions and starts being about protecting the millions.

00:28:16.781 --> 00:28:17.845
Protecting the millions.

00:28:18.526 --> 00:28:25.113
That's it, the Robert Kiyosaki that said it's not what you make, it's not what you make it.

00:28:25.113 --> 00:28:26.596
How does he say it?

00:28:26.596 --> 00:28:29.814
What you keep, it's what you keep, not what you make, it's what you keep.

00:28:29.814 --> 00:28:31.650
So that's always been the back of my mind.

00:28:31.650 --> 00:28:33.695
Now, okay, we make this.

00:28:33.695 --> 00:28:35.128
What are we actually keeping?

00:28:35.128 --> 00:28:36.131
What's leftovers?

00:28:36.131 --> 00:28:42.887
But that's right, once you make a million, it is easier.

00:28:42.887 --> 00:28:43.249
You do have more.

00:28:43.249 --> 00:28:46.237
Okay, now we can invest in this, we can do this, so it I think it opens up more avenues.

00:28:46.237 --> 00:28:47.180
Yeah man.

00:28:48.082 --> 00:28:54.326
All right, so we're going to go into the story, for these are the same four questions that I ask every guest that can help someone who's just starting out achieve new heights.

00:28:54.326 --> 00:28:56.449
What keeps you motivated?

00:28:58.971 --> 00:28:59.532
self-growth.

00:28:59.532 --> 00:29:08.215
Not to be selfish, I have so many things that I focus on myself a lot, but for me it's self-growth if I keep growing.

00:29:08.215 --> 00:29:27.557
I just there's something that I've put in my mind that I don't want to stay at this one level and I have this fear of staying constant and being overtaken by other people or in business, where I keep pushing to reach different levels, whether it's fitness, whether it's health, whether it's family, whatever it is.

00:29:27.557 --> 00:29:32.557
It's just that never want to go back to where I was before.

00:29:32.557 --> 00:29:39.960
It's to keep aiming higher, just like a podcast, aiming higher for something better.

00:29:41.751 --> 00:29:46.796
We got the name of the podcast, that, and it was the old Air Force slogan.

00:29:46.796 --> 00:29:48.058
But yeah, it's awesome about it.

00:29:48.058 --> 00:29:52.955
Look, somebody said it once if you aim for the moon, even if you miss, you'll still hit the stars.

00:29:53.557 --> 00:29:56.405
So I've got forensic accountant.

00:29:56.405 --> 00:29:58.290
That's his slogan, really.

00:29:58.290 --> 00:30:03.840
He goes, we aim for the moon and we try to land somewhere in between the stars, so we always laugh at that.

00:30:05.303 --> 00:30:05.964
That's right, man.

00:30:05.964 --> 00:30:07.232
You just you can't.

00:30:07.232 --> 00:30:09.319
If you want to stay here, that's great.

00:30:09.319 --> 00:30:09.760
Good for you.

00:30:09.760 --> 00:30:12.917
I'm constantly moving forward.

00:30:12.917 --> 00:30:15.174
That's a great point.

00:30:15.174 --> 00:30:18.015
What is one thing that you learned that completely changed your mindset?

00:30:20.539 --> 00:30:22.852
Constant education, what Education?

00:30:22.852 --> 00:30:24.298
And books and reading books.

00:30:24.298 --> 00:30:36.423
And when I got a hold of books and I never read in high school, never was interested in high school at all but then all of a sudden I got a hold of these books, started with Robert Kiyosaki's books and then I have a list.

00:30:36.423 --> 00:30:38.476
I have a library of books In the new house.

00:30:38.476 --> 00:30:40.401
We're literally dedicating a room just for a library.

00:30:40.401 --> 00:30:43.939
But once I got a hold of these books, there's so much knowledge.

00:30:43.939 --> 00:30:47.721
You can go to these books and every book I have is highlighted with notes.

00:30:47.721 --> 00:30:50.679
There's so much good stuff that's out there for free.

00:30:51.211 --> 00:30:56.083
If someone wants to take and learn something, we live in it, especially in today's world.

00:30:56.083 --> 00:31:03.182
The scary thing about Facebook and YouTube and all that it's short clips and it's very tailored to what you want.

00:31:03.182 --> 00:31:06.351
They're tailoring the audience With the book.

00:31:06.351 --> 00:31:14.394
They're just putting all their ideas and everything they know majority of books and then you just pick out all the good stuff and it's just, I don't know.

00:31:14.394 --> 00:31:18.240
There's something about books and education.

00:31:18.240 --> 00:31:20.315
I fully agree.

00:31:20.315 --> 00:31:25.134
Oh, I saw, I don't know what the title is.

00:31:25.134 --> 00:31:36.625
You got the four-hour work week there in the middle, I'd call them the classic atomic hat Dale Carnegie.

00:31:36.766 --> 00:31:38.270
There's all the different kinds of stuff over here.

00:31:38.270 --> 00:31:42.909
It's like the big red real estate book or something zig ziglar, it's zig ziglar.

00:31:43.068 --> 00:31:45.013
I got a couple of his right.

00:31:45.013 --> 00:31:46.276
I mean, tim fair.

00:31:46.276 --> 00:31:47.439
Is that four-hour work week?

00:31:47.439 --> 00:31:49.102
That that's like a?

00:31:49.102 --> 00:31:54.521
That's like a children's book compared to his other books, the four-hour body or whatever those are?

00:31:54.521 --> 00:32:00.353
Like the tie tools, what's the one of tools of the tie-ins or something that's like this thing like a bible?

00:32:01.316 --> 00:32:03.240
yeah, exactly the fact that this.

00:32:03.240 --> 00:32:04.633
It's just.

00:32:04.633 --> 00:32:05.974
I read that book.

00:32:05.974 --> 00:32:11.894
After I read robert kiyosaki rich dad, poor dad I was 48 years old and I was like what am I doing wrong?

00:32:11.894 --> 00:32:18.872
And then started in real estate at 50, that 49 and by 51 I was retired.

00:32:18.872 --> 00:32:25.244
So, holy smokes, dude, those books are like, yeah, man, reading and education.

00:32:25.244 --> 00:32:29.053
I cannot agree with a person's response more than the one you just gave.

00:32:29.073 --> 00:32:31.598
There's something about those.

00:32:31.598 --> 00:32:32.781
You have to look at those books.

00:32:32.781 --> 00:32:41.005
Now again, I'm not referring just to this book, but Robert Kiyosaki's or not, tim Ferriss's, like the Tools of the Titans or whatever.

00:32:41.005 --> 00:32:44.836
He literally interviewed like the top, whatever 100 or how many?

00:32:44.836 --> 00:32:47.323
Like top executives, top people at their position.

00:32:47.323 --> 00:32:58.976
So you're going into a mindset of the top, like performers in their field, yeah, and then you take out like what they're doing, what they're eating, what they're doing at night, you're just like holy smokes.

00:32:58.976 --> 00:33:03.422
And then you're taking out the comments like that book was so interesting, because then you see similarities.

00:33:03.422 --> 00:33:04.595
Okay, I wake up early.

00:33:04.595 --> 00:33:06.678
Okay, all these people are waking up early.

00:33:06.678 --> 00:33:07.974
You see similarity in success.

00:33:07.974 --> 00:33:19.334
Yes, yeah, it was like and to take that much time and to write a book like that, and then like for me, for us, like 20 bucks or 30 bucks to have this book and have all this knowledge.

00:33:19.334 --> 00:33:21.959
I don't know how people are passing up on all this.

00:33:24.381 --> 00:33:33.074
And Andy, I got to say man, I had the senior master sergeant one time asked me sir, how do you do all this stuff when it's 24 hour day?

00:33:33.074 --> 00:33:39.260
I said the same the 24 hours that I have and that you have is the same that Warren Buffett has and the same that Oprah Winfrey has.

00:33:39.260 --> 00:33:43.082
It's just what you do with it, that's it.

00:33:43.851 --> 00:33:44.395
That's 100%.

00:33:44.395 --> 00:33:45.769
And I see people all the time say I don't have time for this.

00:33:45.769 --> 00:33:47.854
And there's time for everything.

00:33:47.854 --> 00:33:50.800
There's time for the gym, there's time for family, there's time to work.

00:33:50.800 --> 00:33:51.782
There's time for everything.

00:33:51.782 --> 00:33:54.175
It's how you prioritize it.

00:33:55.330 --> 00:33:58.555
So then the next question fits right in what do you use to keep you on track?

00:34:00.359 --> 00:34:04.750
You know what I keep you on track.

00:34:04.750 --> 00:34:05.553
You know what I journal.

00:34:05.553 --> 00:34:06.354
At least once a week I try to journal.

00:34:06.354 --> 00:34:17.733
I go back to maybe 10 years that I started journaling Fitness, definitely the gym, and constantly going, not breaking a habit, right, there's days where there's a saying no, it's easy to do and it's also easy not to do.

00:34:18.295 --> 00:34:23.923
Sometimes, when I'm doing something like I'm getting a pro, I'm thinking, okay, I got to get everything ready for tomorrow, cause if I don't like I'm getting a pro, I'm thinking, okay, I gotta get everything ready for tomorrow.

00:34:23.923 --> 00:34:35.490
Because if I don't like, I try to prep everything the day before my water intake, my minos, everything and my shakes the night before, and sometimes I'm like I'll just get the water bottle ready, I won't do the minos and I'm like shit, easy to do, easy not to do.

00:34:35.490 --> 00:34:37.032
I'm just gonna do it and I'm gonna.

00:34:37.032 --> 00:34:48.505
In my head I'm gonna wake up and be angry, prepping the day before and getting as much as of whether it's laying out your clothes for the gym or the work, getting all your meals, getting everything ready the day before.

00:34:48.505 --> 00:34:51.480
So when you wake up you have less to think about.

00:34:51.480 --> 00:34:53.918
My wife left once.

00:34:53.918 --> 00:34:56.429
She's like why do you, why'd you order like 20 white shirts?

00:34:56.429 --> 00:35:03.061
I'm like because I read somewhere that like Tim not Tim Ferriss, but not Bill Gates Apple guy Steve.

00:35:03.101 --> 00:35:04.505
Jobs and all these guys yeah.

00:35:04.650 --> 00:35:05.534
They just had the same.

00:35:05.534 --> 00:35:06.838
Why they always had the same outfit?

00:35:06.838 --> 00:35:11.481
Cause when they wake up the last they don't want to spend time their head thinking about what they're going to wear.

00:35:11.481 --> 00:35:17.896
So I try to make and prep the stuff I'm going to wear the night before, but in the morning when I wake up, I'm not thinking about it.

00:35:19.420 --> 00:35:19.780
Perfect.

00:35:19.780 --> 00:35:27.835
That's the the less that you got to think about the simple thing like my cup of coffee.

00:35:27.835 --> 00:35:29.400
Right, I drink coffee on days that I don't take a pre-workout.

00:35:29.400 --> 00:35:29.701
Why?

00:35:29.701 --> 00:35:34.918
Because I don't want to have to think about how many, count how many grams of caffeine I'm taking in that day.

00:35:34.918 --> 00:35:38.972
But yeah, and then what's thing?

00:35:38.972 --> 00:35:42.141
What is one thing you would change if you had to start all over?

00:35:44.242 --> 00:35:45.570
what's one thing you would change if you had to start all over.

00:35:45.570 --> 00:35:52.418
What's one thing I would change, I see, about everything I've done and all the mistakes I've made.

00:35:52.418 --> 00:35:54.222
It's what got me to this point.

00:35:54.222 --> 00:36:05.086
It's hard to say what I would change, because it got me If I didn't make all those mistakes and didn't get in that and didn't, I wouldn't be here.

00:36:05.889 --> 00:36:06.552
Let me restate this Cause.

00:36:06.552 --> 00:36:07.554
I'm going to change this Cause.

00:36:07.554 --> 00:36:08.838
I feel exactly the same way.

00:36:08.838 --> 00:36:11.934
If I didn't do the things that I did, we wouldn't be where we were Right.

00:36:11.934 --> 00:36:14.541
So let's say this, let's say it this way.

00:36:14.541 --> 00:36:27.376
Let me ask you this question If today, for some reason, all your money's gone and you have to do exactly what you did the way you did it, what would you do to improve the process?

00:36:29.030 --> 00:36:31.018
First of all, I had no money today and I lost everything.

00:36:31.018 --> 00:36:33.333
I always say I would still be happy, life would still be.

00:36:33.333 --> 00:36:36.175
I don't, it's fine If I did it once.

00:36:36.175 --> 00:36:37.679
I'll make it happen again.

00:36:37.679 --> 00:36:40.994
What I would do different if I had to start all over.

00:36:40.994 --> 00:36:55.264
I would definitely analyze money more and keep that money closer to me when, instead of spending and not thinking where that money is going or how I'm spending it, I was more of trying to please everyone.

00:36:55.264 --> 00:37:00.336
I know that's a good question because I don't think about it often, but if I do look back, I spent money.

00:37:00.336 --> 00:37:01.159
I try to please people.

00:37:01.159 --> 00:37:03.778
That person said hey, give him money, let's pay him, we'll get this.

00:37:03.778 --> 00:37:14.750
And I had no clue and I wish I surrounded myself with better people and spend my money better and on better things and had some more education before I started.

00:37:14.750 --> 00:37:23.001
So even if it was a couple of years of college on business and basics of money, anything that before I started would have helped.

00:37:23.001 --> 00:37:24.923
Nice, that's what I would do different.

00:37:25.824 --> 00:37:33.864
Great, yeah, I just saw again that Grant Cardone thing where he dropped himself off in the middle of a town with nothing.

00:37:33.864 --> 00:37:38.318
I think he had a hundred dollars in his pocket and he made a million dollars in a month or something.

00:37:38.318 --> 00:37:41.835
Really, yeah, because, look, you lose everything.

00:37:41.835 --> 00:37:47.576
You still have the knowledge.

00:37:47.576 --> 00:37:48.981
That's one thing they can't take away from you.

00:37:48.981 --> 00:37:50.385
Exactly, exactly.

00:37:50.445 --> 00:38:00.856
so even if you don't know anybody, you just start networking and get to know people yeah, I, I think it's, I think that goes it once you've done it or you can.

00:38:00.856 --> 00:38:05.711
How success success looks like then you're like okay To me.

00:38:05.711 --> 00:38:09.842
Now what's interesting to me is, if I grew this, keep growing the company one day it would be fun.

00:38:09.842 --> 00:38:13.701
I told my wife it would be to buy another business or buy something else and grow something else.

00:38:13.701 --> 00:38:21.764
Because now that I have an idea of what success looks like and how it's done, it's not easy, nothing's easy in life.

00:38:21.764 --> 00:38:29.356
And when I say easy, it's not easy, but at least I would be more or less be able to replicate some similarities of what we did here that was made us successful.

00:38:30.038 --> 00:38:30.498
Exactly.

00:38:30.498 --> 00:38:32.061
Yeah, that's perfect.

00:38:32.902 --> 00:38:33.784
Hey, I get it.

00:38:33.784 --> 00:38:40.173
I do want to know this two year success from being retired to Through from retiring.

00:38:40.474 --> 00:38:42.981
Yeah, three years, all real estate Dude to through from retiring.

00:38:42.981 --> 00:38:45.608
Yeah, three years, all real estate dude.

00:38:45.608 --> 00:38:50.161
I basically I did.

00:38:50.161 --> 00:38:51.547
I practiced what I preach.

00:38:51.547 --> 00:38:54.831
I if I did it.

00:38:54.851 --> 00:38:56.273
So, all things being equal, I had 62 people under me.

00:38:56.273 --> 00:39:06.501
I was a senior intelligence officer for a, for an air force unit, a RPA unit that's the that one over there and I was working sometimes 10 hours, 12 hours a day.

00:39:06.501 --> 00:39:11.324
I'd leave the cause you can't make calls in the office, cause it's secure.

00:39:11.324 --> 00:39:16.701
So you walk outside every once in a while you make a couple of calls, you check your messages Soon as I get in the car.

00:39:16.701 --> 00:39:20.155
At the end of the day I'm networking looking for those deals.

00:39:20.155 --> 00:39:24.324
And once they started to roll in, I didn't look back.

00:39:24.324 --> 00:39:34.818
I sat there one day on a it was a Wednesday and that Monday I had made more on three deals than I would ever, than I would make as a, as an Air Force major.

00:39:34.818 --> 00:39:36.490
And that's when I decided, yeah, I'm done.

00:39:36.490 --> 00:39:44.943
I closed on two borough properties and a flip in one day and I was like I made a hundred and almost $150,000.

00:39:45.445 --> 00:39:48.117
Oh, props to you, man, that's awesome.

00:39:48.277 --> 00:39:48.739
Thanks, man.

00:39:48.739 --> 00:39:51.094
Yeah, but look, it's entrepreneurism.

00:39:51.094 --> 00:39:53.213
Right, you have the fever or you don't.

00:39:53.213 --> 00:39:56.902
1992, 1991.

00:39:56.902 --> 00:40:05.762
I bought an Italian restaurant, got talked into it by a family member and failed horribly.

00:40:05.762 --> 00:40:09.958
That took my wife's risk tolerance and into the toilet.

00:40:09.958 --> 00:40:22.335
But $80,000 in debt at in 1992 with a brand new baby and when you're married two years, that's a lot of stress, but it never left.

00:40:22.335 --> 00:40:27.757
I knew exactly what I eventually would get back into and that was owning my own business, running my own business.

00:40:27.757 --> 00:40:28.340
Now I've got eight.

00:40:31.592 --> 00:40:42.159
I think there's someone that once said that you have to come close to failure or you have to feel failure or actually go through it.

00:40:42.159 --> 00:40:45.652
Yeah, and if you can get past past it, that's when you'll be successful.

00:40:45.652 --> 00:40:48.137
You can actually deal with the lowest point in your life.

00:40:48.137 --> 00:40:50.110
You dealt with it, I dealt with it.

00:40:50.110 --> 00:40:57.293
I think a lot of people that that the easiest way is to just curl up or file bankruptcy or whatever and just call it quits and never.

00:40:57.293 --> 00:41:02.797
But they actually fight and get through it and go and get get moving.

00:41:02.797 --> 00:41:03.318
I go and get moving.

00:41:03.338 --> 00:41:03.981
I don't know.

00:41:03.981 --> 00:41:10.360
The military paid for all my education, so I've got a bunch of degrees, but the best learning experiences I've ever had were the things I screwed up.

00:41:12.670 --> 00:41:13.172
That you can't.

00:41:13.172 --> 00:41:14.096
No one could teach you that one.

00:41:14.096 --> 00:41:14.778
Nope.

00:41:15.831 --> 00:41:17.817
And sometimes you wish you looked back and you go.

00:41:17.817 --> 00:41:18.880
Man, I wish I didn't learn that one.

00:41:20.971 --> 00:41:22.456
I'm wearing a $400,000 loss.

00:41:22.456 --> 00:41:23.228
Oops, I wish I didn't find that one.

00:41:23.228 --> 00:41:23.184
You know I'm like what are the?

00:41:23.099 --> 00:41:24.030
$400,000 loss.

00:41:24.030 --> 00:41:24.293
Oops, I wish I didn't.

00:41:24.293 --> 00:41:26.400
That would have been really nice not to have done.

00:41:26.400 --> 00:41:29.838
So you know what I'm talking about.

00:41:29.838 --> 00:41:31.715
Eddie, it's been a pleasure talking to you.

00:41:31.715 --> 00:41:35.199
I will make sure that all of your contact information is in the show notes.

00:41:35.199 --> 00:41:37.780
And, man, it's been a real pleasure.

00:41:39.007 --> 00:41:39.429
Thanks, buddy.

00:41:39.429 --> 00:41:40.494
Hey, thank you so much for having me.