clarity of execution in your vision
0:03
goes a long way
0:04
to elongating the success
0:07
of your business
0:09
according to data from the u.s bureau of
0:12
labor and statistics
0:14
20 percent of all new businesses
0:17
fail within
0:19
the first two years of operation
0:23
and nearly half
0:24
shutter completely within
0:27
five years
0:29
one of the major reasons why
0:32
is they don't have the right person
0:34
running the operational part of the
0:37
business
0:38
furthermore
0:39
their marketing message
0:42
misses the mark tim fitzpatrick says
0:46
that marketing does not have to be
0:49
that complicated he's got over 20 years
0:53
of business experience and he's the
0:56
founder and president of rialto
1:00
marketing whose mission is to simplify
1:03
marketing for service-based businesses
1:07
so that they can grow
1:09
with less
1:11
fits patrick joined me this week to have
1:14
a conversation about
1:16
marketing business diversification
1:19
and
1:20
how
1:21
we can use
1:23
inclusion equity and
1:26
equality
1:27
as a competitive
1:29
advantage
1:31
i'm kevin mcshane
1:33
let this
1:35
conversation
1:37
[Music]
Meet Tim Fitzpatrick
2:07
yeah so tim if you're ready i'll take a
2:09
moment to welcome you to the program and
2:12
i'm excited to learn all about your
2:14
journey and business great to be with
2:16
you this afternoon and thank you so very
2:18
much for being here buddy yep thanks for
2:21
having me yeah tim so i know that you
2:24
spend your days trying to simplify
2:27
marketing because you're saying it
2:30
doesn't have to be that hard so i'm
2:32
wondering if you can tell me all
2:34
about okay cool
2:37
uh so
2:38
kevin i uh when i graduated from college
2:41
i was a math major i uh i had no idea
2:44
what i wanted to do at that point and um
2:47
my dad had been an entrepreneur for a
2:48
long time he was manufacturers rep in
2:50
the consumer electronics industry
2:53
and he had started a wholesale
2:54
distribution company selling consumer
2:56
electronics a couple years before i i
2:58
graduated
3:00
and when i graduated i knew he needed
3:01
some help there was no full-time people
3:03
in the company at that point
3:05
and i said hey let me let me help you
3:07
for three months this will help me kind
3:09
of figure out what i want to do go on
3:11
some job interviews and uh
3:14
so he said yeah let's let's do it so i
3:18
started and man after three months i was
3:20
hooked
3:21
i loved it
3:23
and i said dad i don't want to do
3:24
anything else you know can i stay and
3:27
keep doing this and he said absolutely
3:28
so
3:30
i
3:30
manage the the distribution company on a
3:32
day-to-day basis we
3:34
you know we grew at about 60 a year for
3:37
nine years before we sold it
3:39
and uh and then i stayed on with the the
3:41
company that bought us for for another
3:43
three years
3:44
um after that i transitioned into
3:46
residential real estate i'd always been
3:47
interested in real estate
3:49
figured being a realtor was gonna be a
3:51
good way to learn the business and
3:53
so i jumped in with both feet and this
3:55
in this time this was uh like early 2010
3:57
so
3:59
man
4:00
it was a tough market but there's
4:02
opportunities in every market and so i
4:04
started door knocking
4:05
people that were in foreclosures and i
4:07
started doing short sale business
4:10
i me and kevin i put myself outside of
4:12
my comfort zone every damn day when i
4:13
was doing this but i got to a point
4:15
where i just was not enjoying it
4:17
and what's the point of owning a
4:19
business if you're not going to enjoy it
4:20
so
4:21
i decided to shift gears and get into to
4:24
marketing which is what i'm still doing
4:26
today and
4:27
and uh we're primarily working with b2b
4:29
service-based businesses just helping
4:31
them
4:32
helping them create implement and manage
4:35
a marketing plan to communicate the
4:37
right message to the right people so
4:39
that they can build results that last
Creating concise messaging
4:42
very cool and based on that uh point i'm
4:46
curious to
4:48
ask you about how that businesses can
4:51
create a concise messaging
4:56
so the when we work with businesses on
4:59
messaging
5:00
um there's
5:02
two things that need to happen one
5:04
you need to have a clear understanding
5:06
of who your ideal clients are if you
5:08
don't understand who your ideal clients
5:10
are
5:11
then it's impossible to
5:14
create messaging
5:16
that is going to be
5:17
clear and engaging to that market so a
5:20
message that is going to gain their
5:22
attention and their interest so you have
5:24
to understand who your ideal clients are
5:26
first and foremost
5:28
once you do that
5:29
and and
5:30
you can you can actually enter the
5:32
conversation that they're having in
5:33
their head as it relates to what you do
5:35
you can speak
5:37
about your products or services in their
5:39
language not yours
5:41
right because they don't care about us
5:43
they care about what we can do for them
5:45
and we need to be able to speak in their
5:47
language
5:49
once we can do that
5:51
we use storytelling
5:53
to create clear engaging messaging and
5:55
the framework that we use kevin i didn't
5:57
come up with that it was popularized by
5:59
a company from a company by the name of
6:01
storybrand from donald miller
6:04
it just when it was introduced to me it
6:06
made a ton of sense but with storybrand
6:08
what we're doing is we're inviting
6:12
customers into a story where they are
6:14
the hero
6:16
and
6:17
your business is the
6:18
guide right too many people talk about
6:21
themselves and our customers don't care
6:23
about that
6:24
we need to we need to position ourselves
6:26
as the guide that knows exac we
6:28
understand the problems that our
6:30
customers have and we have the plan that
6:32
they need to get from where they
6:33
currently are to where they want to be
Creating sustainable businesses
6:36
and based on that tim i'm also wondering
6:39
your thoughts based on what you know of
6:41
today's
6:42
business climate buddy tell me how do
6:45
you think
6:46
we can all create um sustainable
6:49
businesses that last
6:53
yeah it's uh
6:55
so this is a great question
6:58
and i'll share with you the two things
6:59
that that came to mind uh
7:03
right off the top my head first and
7:05
foremost
7:07
we if we're going to create a business
7:08
that that's going to last that we're
7:10
going to get some personal fulfillment
7:11
from
7:12
the first thing we really need to
7:14
understand is what we want
7:16
so many people skip this like we don't
7:18
we or we think we know what we want but
7:20
we really haven't spent enough time
7:22
really understanding what we want from
7:25
our business
7:26
and what type of business we're going to
7:27
have to build to to make that happen so
7:30
if we don't if we don't understand what
7:32
we want
7:34
and what we want from our business
7:36
it's it's highly likely that we're going
7:38
to get to a place with our business
7:39
where we're just like oh my god i
7:42
this is not this is not what i wanted it
7:44
to be which is why we need to start with
7:46
that end in mind and know exactly what
7:49
we want and then we can start to
7:53
create and shape a business that is
7:55
going to help us get there
7:56
that's the first thing that came to mind
7:59
the second thing
8:00
if we're gonna build you know
8:02
sustainable
8:04
profitable businesses
8:06
uh i'm biased kevin because i i'm
8:09
obviously i am a marketer but i you have
8:12
got to have marketing a consistent
8:15
marketing effort
8:17
backed up
8:18
with a sales process and a sales system
8:21
if you want to stay in business
8:24
because without those two things
8:27
you can have the best product or service
8:28
in the world
8:30
it doesn't matter if you're not bringing
8:32
if you're not generating leads that are
8:34
then becoming customers you're
8:36
you're going to be the best kept secret
8:38
out there and you're not going to be
8:39
able to stay in business so those are
8:40
the two immediate things that came to
8:42
mind when you asked this question
Diversity and inclusion
8:44
yeah absolutely and you know tim i
8:47
was actually born with what's called a
8:50
quadriplegic
8:53
means that i don't have enough oxygen in
8:56
my legs to walk normally and part of my
8:59
background is helping individuals i
9:03
hit and maintain employment
9:06
and i'm also curious to ask you about
9:09
diversity equity and inclusion as it
9:12
relates to
9:13
individuals with uh disabilities
9:16
and hiring them and how much of a
9:19
competitive advantage
9:21
that can offer uh to businesses
9:25
oh man i honestly i do not have a lot of
9:28
experience
9:30
with that um i do know that it is
9:34
with cl some of the clients that i've
9:35
worked with the diversity equity and
9:38
inclusion
9:39
is
9:40
coming up a lot um
9:42
and i especially i think
9:44
you know look there are plenty of good
9:46
people there are a lot of good people
9:48
out there
9:49
no matter
9:50
you know what their
9:53
what disabilities they may be dealing
9:55
with there there are people that have
9:57
disabilities people that don't
9:59
there are all kinds of good people out
10:00
there and i think we need to be
10:03
as open as we possibly can when we're
10:05
looking at
10:06
filling positions to make sure that
10:08
we're not
10:09
losing out on potentially good
10:11
candidates
10:12
if that makes sense yeah absolutely
Creating an ideal marketing blueprint
10:15
up to that point tim i'm curious to ask
10:17
you about
10:18
uh
10:19
create creating an ideal marketing
10:23
blueprint and what that looks like in
10:26
your mind
10:29
so when we when when we look at
10:32
marketing planning
10:34
um
10:35
we look at marketing planning in
10:38
90 day sprints
10:40
i think
10:41
if we look at our planning beyond that
10:44
one i think the markets changing and our
10:46
businesses are are evolving too quickly
10:49
so if we
10:50
i think we can have an idea of where we
10:52
we and we should have an idea of where
10:54
we want to go but if we create a plan
10:56
for a year
10:58
you're not going to get to the end of
11:00
the year without changing that plan so
11:03
and a lot of times
11:04
year-long plans end up becoming very
11:06
complex
11:08
so we look at we look at it in 90 day
11:11
sprints and you know so there's
11:15
the other thing is 90 days is long
11:18
enough to see
11:20
whether you're starting to gain traction
11:21
but it's short enough where you can make
11:23
course corrections along the way so i
11:26
look at marketing plans with
11:29
90 days
11:30
six steps in it and it's i mean it's
11:33
really simple it's we got to look at
11:36
and outline who our ideal clients are we
11:38
need to know who we intend to work with
11:41
we need to know what our goal is
11:43
what's our goal for the next 90 days
11:46
we have to understand what our budget
11:47
and our resources are because that's
11:49
going to help determine
11:52
where how much we can bite off in our
11:54
plan do i have 500 a month or do i have
11:56
50 000
11:57
or you know do i have people on staff
11:59
that can help with marketing do i not we
12:01
need to we need to understand that
12:04
the fourth thing is we need to
12:05
understand
12:06
where we're starting from
12:08
so we need to get a baseline
12:10
what what are we currently doing from a
12:12
marketing perspective what do we
12:14
continue to do
12:15
we can't create a plan
12:17
to get where we want to go unless we
12:20
know where we're starting from it's like
12:21
my gps
12:23
can't tell me how to get anywhere until
12:24
i tell it where i'm starting from first
12:26
and foremost
12:28
and then the fifth thing that we we're
12:30
going to look at is what are our
12:31
priorities for the next 90 days this is
12:33
where we start to look
12:35
look at and get clarity on where we are
12:37
going to focus
12:39
and place our priorities for the next 90
12:41
days with our marketing and then the
12:43
last thing that we need to keep in mind
12:45
is the metrics
12:47
a lot of people i talk to aren't quite
12:49
sure whether their marketing is working
12:50
or not and that's because they're not
12:53
they're either not tracking metrics or
12:55
they're not tracking the right metrics
12:57
so we've got to put the metrics that
12:58
we're going to track that are going to
13:00
help give us the information we need
13:02
to determine whether what we're doing is
13:04
working or whether it's not
13:07
and then we simply make
13:08
wash rinse and repeat every 90 days we
13:10
make course corrections we make updates
13:13
and then we just take action all over
13:16
again
13:17
yeah absolutely and
How to use social media effectively
13:18
part of your lines to answer uh sparked
13:22
my interest to ask this question tim you
13:24
talked about
13:25
metrics and
13:26
and
13:28
measurements so i'm curious to ask you
13:31
about
13:32
how
13:34
marketers or businesses can use
13:37
social media
13:39
effectively because you know there are a
13:41
lot of social media options but not a
13:44
lot of
13:45
entrepreneur newest always know how to
13:49
use it effectively so i asked you how do
13:52
they bring use of social media
13:54
effectively
13:56
a couple things come to mind here kevin
13:59
first and foremost
14:01
we need to understand who we intend to
14:03
attract okay
14:05
uh and we need to be creating
14:08
content
14:10
that is going to grab the attention and
14:12
the interest of those very people
14:14
a lot of people
14:16
just start posting on social media and
14:18
they're not really posting anything
14:20
that's of value that's going to attract
14:22
the people that they want to work with
14:24
and they they just feel like okay it's
14:26
i'm i'm i posted my stuff
14:28
i was on facebook i was on linkedin
14:30
wherever it may be
14:32
and it's not working
14:34
well
14:35
that doesn't mean it doesn't work it
14:37
just means that
14:40
you got the wrong approach and that's
14:42
the approach that a lot of people take
14:44
with social media is just i'm posting
14:46
stuff
14:47
nothing's working well it's social media
14:50
we need to start to interact and engage
14:54
with people we need to share other
14:56
people's comments
14:57
uh we need to
14:59
interact in in the very there's a lot of
15:01
facebook groups um
15:03
with other people's posts we need to get
15:05
social if we want to start gaining a
15:08
following on social media
15:10
so there's two sides to the coin there's
15:13
what you post but then there's also what
15:15
you do
15:16
and how you interact on social media
15:18
both of those are really really
15:20
important if you want to be successful
Business bottleneck
15:22
yeah absolutely and until i'm also uh
15:26
fascinated to ask you about
15:29
business
15:30
bottleneck and how
15:32
we can use marketing to sort of
15:36
get
15:37
over the bottlenecks that may
15:43
gosh with with marketing
15:46
there are
15:47
there are a lot of bottlenecks uh that
15:49
people can potentially run into with
15:51
marketing
15:53
um
15:54
the biggest one that
15:56
we come across is people just not
15:59
really understanding or having a clarity
16:03
with what their next step should be with
16:05
their marketing to get where they want
16:07
to go that's the biggest bottleneck that
16:09
i see with
16:11
with marketing based on what we do which
16:13
is
16:14
getting helping people get the the
16:15
fundamentals in place and then
16:18
implementing
16:19
executing and managing their plan on an
16:21
ongoing basis
16:23
so to get through that bottleneck
16:26
of i'm not sure what my next steps are
16:28
kind of goes back to what i've touched
16:29
on here a few times we need to go back
16:32
to the basics
16:33
we need to look at do you really
16:35
understand your target market
16:37
do you have a clear engaging message to
16:39
that market and do you have a plan of
16:42
how you're going to get that message in
16:43
front of those people
16:45
the way i look at it kevin the any
16:47
tactic there's so many different
16:49
marketing tactics there's so many
16:50
different channels
16:51
all of those things can work
16:55
but they're not gonna work at all or
16:57
they're not gonna work very well
17:00
if you don't have the fundamentals in
17:02
place the fundamentals are the fuel
17:04
that you put in the car so if you think
17:07
of the tactics as the vehicle
17:09
the fundamentals are the gas
17:11
we all know car is not going to go very
17:13
far without gas you might be able to
17:15
push it down the road a little bit but
17:16
you're going to get tired you're going
17:18
to crap out and
17:20
it's not going to work so we've got to
17:21
have the fuel behind the tactics for
17:23
them to work effectively
Digital marketing
17:25
yeah
17:26
tell me your thoughts on
17:29
sort of the future of business and where
17:32
you see uh digital marketing going in
17:35
the future
17:37
oh man uh digital marketing has
17:41
the importance of digital marketing has
17:43
been has been here for a while i think
17:46
the
17:48
pandemic has made a lot of people that
17:52
weren't heavily invested in in digital
17:54
uh
17:56
change their thinking because they a lot
17:59
of things have shifted
18:00
online
18:02
um and the importance of having an
18:04
online presence
18:06
and effectively using that uh is
18:09
it's now it's more important than ever
18:12
um so i think if you don't have at least
18:15
some digital in your strategy and your
18:18
plan i think it's a mistake um but then
18:21
again i think one of the things that
18:24
so many people are battling when it
18:25
comes to to marketing in general is just
18:28
information overload
18:30
we
18:31
you don't need to be in every single
18:33
channel to have a very successful
18:35
business
18:37
there are a lot of businesses that are
18:38
incredibly successful with you know two
18:40
three marketing channels
18:42
um so
18:44
digital
18:45
when people are getting into or
18:47
expanding their digital presence it can
18:49
be a bit overwhelming and i think we
18:51
just need to take
18:52
one step at a time and just start
18:55
banging stuff out but
18:57
the importance of digital can't be
19:00
overstated it's
19:02
you gotta be focusing on it um
19:05
you know and so many of the things that
19:06
we do are have shifted online you know
19:09
in person events frankly you know before
19:12
the pandemic i was i was meeting on zoom
19:15
with clients i don't meet with most
19:16
clients face to face they're all over
19:18
the country
19:20
the pandemic has just made it much more
19:23
widely acceptable to do a zoom meeting
19:26
you know so i think long term it's it's
19:28
going to change the way we do business
19:30
and i think it's it's shifted our
19:32
thinking in a way that
19:35
gosh we can be incredibly effective
19:37
some of the things that we used to do we
19:39
may not need to continue doing
Creating a concise target market
19:42
yeah it certainly has helped us
19:44
streamline the idea of effective
19:47
marketing hasn't it yeah
19:50
yeah absolutely
19:51
and then tell me
19:53
how do you think we can create
19:56
a concise
19:57
target market
20:00
when we look at uh digital marketing
20:04
uh so kevin i'll give your your
20:06
listeners a few tips in this regard
20:10
when we talk about target market i mean
20:13
first you have to understand what target
20:15
market
20:17
you're you're in or you what target
20:18
market you want to be in
20:20
right then that this can be
20:22
this can be really broad like i see a
20:24
lot of people saying well you know we
20:25
work with entrepreneurs or small
20:27
business owners
20:29
you know we're mid-sized businesses well
20:31
that's a very broad market not everybody
20:34
in that market is going to be a great
20:36
fit for you or your your business
20:39
we need to dig deeper and determine who
20:42
are one to three ideal client types are
20:46
going to be in the target market that we
20:48
serve
20:50
the easiest way to start to hone in on
20:52
this for an existing business if you
20:54
have worked with pa current past
20:56
customers
20:58
the easiest place to start is to ask
21:00
yourself three questions one who do we
21:02
enjoy working with
21:04
two
21:06
who are our most profitable clients and
21:09
three
21:10
who do we get great results for
21:12
if we can work with people consistently
21:16
that meet those three criteria
21:19
man we're going to have a great business
21:21
we're going to love what we're doing
21:23
we're going to be profitable
21:25
and we're going to be getting great
21:26
results for clients which means they're
21:28
going to want to stay with us they're
21:29
going to want to refer us
21:31
do more work with us those are all great
21:33
things so if you start there you you
21:35
have a you have a subgroup of current
21:37
and past customers it's that group that
21:40
i think you start to dig deeper and look
21:43
at the demographics of that group
21:46
the psychographics how they're feeling
21:48
their thoughts the common problems they
21:51
have the results they're looking for
21:53
and and their behaviors
21:56
you know how to
21:57
how do they make buying decisions are
21:59
there are there certain groups that
22:00
they're a part of
22:01
you know are there certain activities
22:03
that they
22:03
that they enjoy doing
22:06
and when we look deeper and look at the
22:08
demographics the psychographics and the
22:10
behavior their behaviors inevitably what
22:13
happens is there are some subgroups with
22:15
the same with commonalities to come to
22:17
the surface
22:18
and
22:19
that's where we those are our ideal
22:21
clients
Retaining clients
22:22
yeah and once we know what the target
22:25
market is tim
22:27
how do we
22:28
look at the retention piece and making
22:31
sure
22:32
that uh our customer acquisition costs
22:35
have actually
22:37
paid off and they'll come back for
22:39
repeat business
22:42
when you think about when i think about
22:43
retention
22:46
it's all about attracting the right
22:48
types of
22:50
clients
22:51
which comes back to what we just talked
22:54
about that's why target market is so
22:55
important
22:56
if you are attracting and working with
22:58
the right types of clients for your
23:01
business
23:03
retention is going to naturally happen i
23:06
don't think there's
23:07
i don't think
23:08
you have to do
23:10
as much to retain people because you're
23:13
working with clients that you get great
23:14
results for
23:15
why would they stop working with you
23:17
right there is always going to be
23:19
natural attrition but if you're
23:21
attracting the right types of clients
23:23
retention typically is not a problem
23:25
that you have to be all that concerned
23:27
about
23:28
when you are not retaining clients to me
23:31
that is a classic sign that you
23:33
you either don't have you don't
23:35
understand your target market and you're
23:37
not attracting the right types of of
23:39
clients
Personal professional legacy
23:40
yeah absolutely and
23:42
tim finally i'm curious to ask you about
23:45
your own
23:46
personal and professional legacy
23:49
how you may want that to be defined
23:52
and how you define fulfillment as well
23:57
so per personally and professionally
24:00
i
24:01
i want to have a positive lasting impact
24:05
on those people that i that i connect
24:07
with that i work with
24:08
uh in some way shape or form um
24:12
that's what gets me out of bed every day
24:14
man if i can if i can have a positive
24:16
lasting impact on people and i feel like
24:18
i'm accomplishing what i want to
24:20
accomplish
24:21
you know i
24:22
for me
24:24
um
24:25
i just i want to be remembered as a
24:27
person that was that was humble
24:29
kind always operated from a place of of
24:32
integrity and uh
24:35
you know was was fun to be around most
24:37
of the time not always fun uh my my my
24:40
kids and my wife would tell me when i
24:41
get into work
24:43
work tim um i may not be all that fun
24:45
but uh
24:46
yeah but in general that's how i want to
24:49
be remembered
Setting an example
24:50
yeah you brought up your kids and your
24:52
wife so i'll just uh follow up with this
24:55
what what sort of example did you hope
24:58
to set
24:59
as sort of the anchor of your household
25:02
and
25:02
for your kids to emulate as well
25:06
yeah so
25:07
this is a good question kevin
25:09
this goes back to how i want to be
25:11
remembered right you know i
25:13
want my kids to see that
25:16
i am humble that i treat people kindly
25:19
right i don't think there is enough
25:21
kindness
25:22
uh
25:23
in the world i don't think we can have
25:24
too much of it uh and i think this world
25:27
would be a much better place
25:28
if we could all find some kindness um so
25:31
i just want to set as strong of an
25:34
example
25:35
for my kids as i possibly can
25:38
um you know one of the things that
25:41
we we always
25:42
talk about in our house is not comparing
25:45
ourselves to other people
25:47
um
25:48
you know i just had this conversation
25:49
with my one of my youngest daughter the
25:51
other day
25:52
found she was comparing herself to other
25:54
people and and i mean she's 10. and
25:57
you know i
25:59
said well you know what's the she was
26:01
upset about you know how her her
26:03
drawings aren't as good as some of the
26:04
other kids in class and i said well
26:07
what's why why are you upset about that
26:10
and she said
26:12
well i'm comparing myself to them and
26:14
i'm not as good
26:16
and i said that's right
26:18
so what can you do to change that
26:21
and i was well i can look at how
26:23
how
26:24
my drawing has gotten better
26:27
from whatever the last time i drew to
26:30
now or two years ago what did my drawing
26:32
looks like and what does it look like
26:34
now that's how we can stay motivated um
26:38
and
26:40
keep pushing forward but when we compare
26:41
ourselves to other people it's just um
26:44
not a good place to be we're never going
26:45
to be happy there so
Conclusion
26:48
yeah tim i always tell people that
26:50
everyone's portrait of success is
26:52
different isn't it yes it is
26:54
yeah
26:55
yeah absolutely and follow the tip of
26:58
people while they get connected with you
27:00
or uh the businesses you run by what's
27:02
the best way they can do that
27:05
couple places one is uh our website
27:08
which is
27:09
rialtomarketing.com that's
27:10
rialtomarketing.com
27:14
we've got a podcast we're creating all
27:16
kinds of content we're active on social
27:18
you can find all that stuff there
27:20
realtormarketing.com
27:22
the other thing i want to make available
27:23
to your audience kevin
27:25
um is that growth
27:27
marketingplan.com that's
27:29
growthmarketingplan.com if they go there
27:31
they will find our 90-day marketing plan
27:34
kit
27:35
to help them kind of sort through that
27:37
issue of hey man i
27:38
i know i need to market but i'm not sure
27:40
what the next step should be
27:42
they can dig deep into into our growth
27:45
marketing plan kit
27:47
which will help them
27:48
push through that roadblock and get some
27:50
clarity on where they should focus
27:52
right now to get where they want to be
27:55
fantastic well tim i really enjoyed
27:57
engaging in conversation with you about
28:00
digital marketing i want to thank you
28:03
for your work in the space and time on
28:05
my behalf buddy and for being here this
28:08
afternoon it's most appreciated
28:10
thanks so much kevin i really appreciate
28:12
it
28:16
you
