Authentic Business Adventures Podcast

Tom Brodie - CSSI Cost Segregation On Using Bonus Depreciation on Buildings of All Sizes: "So people that own smaller buildings like that, they can actually get a reasonable return on this as well." Discover Hidden Savings in Commercial Real Estate In this week’s episode, we dive into the world of cost segregation and tax strategy with Tom Brodie—better known as “The Found Money Guy.” If you own commercial property or are considering buying, this interview is packed with actionable insights you can’t afford to miss. What is Cost Segregation? Learn how breaking down your building’s components (like carpeting, parking lots, internal walls, and more) can allow you to depreciate assets faster—and potentially save tens or even hundreds of thousands on taxes. (01:11) Why Now? 100% Bonus Depreciation Is Back Understand how the latest tax law changes made 100% bonus depreciation permanent—unlocking huge deductions in the first year for non-structural assets. (08:08) Do You Qualify? Any commercial building, whether a $200,000 office condo or a $10 million high-rise, can benefit from a cost seg study. Find out what kinds of properties see the best returns. (12:22) Tax Credits vs. Deductions—What’s the Difference? Wondering if an R&D tax credit or a deduction is better? Get a clear explanation and why tax credits may have more impact on your tax bill. (00:00, 24:19) Bonus—Green Zip Drywall Tape Discover innovative building materials that accelerate depreciation and offer green construction incentives. (25:19) Enjoy! Visit Tom at: https://thefoundmoneyguy.com and https://cssistudy.com Sponsors: Calls On Call Extraordinary Answering Service, phone answering for small businesses: https://callsoncall.com Some videos have been recorded with Riverside: https://www.riverside.fm/?utm_campaign=campaign_5&utm_medium=affiliate&utm_source=rewardful&via=james-kademan Podcast Overview: 00:00 Helping building owners save on taxes 05:52 Accelerated depreciation for buildings 08:08 Understanding Bonus Depreciation Rules 12:22 Offering free estimates for buildings 13:27 Engineering-based cost segregation process 18:28 Understanding the R&D Tax Credit 21:45 Understanding R&D tax credits 25:20 Reconfiguring and reusing drywall 28:37 Discovering cost segregation 31:16 Discovering cost segregation loopholes 34:27 Handling IRS audit inquiries 39:05 Remote and Office Work Changes 40:03 Understanding property depreciation rules 45:38 Evaluating building estimates and assets 47:34 Understanding condo tax allocations 51:18 Navigating 1031 exchange complexities Podcast Transcription: Tom Brodie [00:00:00]: So that's a dollar for dollar reduction in the taxes you owe. Cost segregation is a deduction. So that's going to lower your amount of income, which means you pay less taxes. So if you got an R and D tax credit of $20,000 and you had a liability of $20,000, now you owe zero because that's going to wipe out the liability. So tax credits are a little bit more valuable than a deduction as far as the impact. James [00:00:27]: You have found Authentic Business Adventures, the business program that brings you the str and triumph and successes of business owners across the land. Downloadable audio episodes can be found in the podcast link found drawincustomers.com we are locally underwritten by the bank of Sun Prairie Calls On Call Extraordinary Answering Service as well as the Bold Business Book. And today we're welcoming, preparing to learn from Tom Brodie of Cost Segregation Services. So Tom, how is it going today? Tom Brodie [00:00:56]: It's going very well. Thank you for having me on the program. James [00:00:59]: Yeah, I'm glad that you're on here. I love the name of your business because it says exactly what you do. So for those that may not know, can you tell us what is cost segregation? Tom Brodie [00:01:11]: Yeah, it's, I know that people stumble over that all the time. What we do is we help commercial building owners depreciate their building faster and say faster just because it's faster than what they're used to. Right. What the CPA or tax preparer will do will take the value of the building and divide it by 39 years or 27 and a half years if it's a apartment complex. What we do is say there's things in your building are not going to last that long. So we do the study to say, okay, you've got this much assets in a five year category, this many assets, you know, in a 15 year category, and break it down that way and then help them depreciate it faster, which means more depreciation expense is less income, which means less income taxes. And so you're really saving a tremendous amount of money in income taxes. James [00:01:59]: So when you're talking about assets, can you elaborate on what those are? Tom Brodie [00:02:04]: It's a commercial building. I mean, so if you got, you know, you're building, you've got the external walls and everything else, but then you've got so much on the inside, internal walls, you know, H vac controls on the inside, things that are not really key to keeping the structure upright. Those are the things that are going to have a slower, sorry, a faster life. And so you're going to depreciate them faster and then record it's the same dollars, you're just recording it sooner. Right. And so you'll be able to write that off when those things are worth more, the whole time value of money thing. So rather than waiting 39 years to get you, your asset depreciated, you can take about 30% of that on average and record it sooner. James [00:02:42]: All right, so you're talking carpet shelving, Tom Brodie [00:02:47]: floor coverings, window coverings. Actually outside a building too. Parking lots are a huge expense that people don't think about. That's a 15 year asset. So if you've got a big parking lot, that's going to be something we can write off right away. And then security systems, fencing, you know, irrigation systems, everything outside the building that's not really part of the structure. Those are going to be usually in the 15 year asset category. James [00:03:11]: All right, now I understand you're not an accountant, but I'm still going to ask the question because it eludes the question. Hey, instead of this cost segregation or the depreciation being spread out over 39 years or 27 years, you do a chunk of it, 30% ish, right away. What happens if you sell it? Sell the building? Tom Brodie [00:03:31]: Well, that's the one thing that we tell people. If you're getting ready to sell it right away, you don't want to do this. Right. Because whenever you sell any building, you're going to have to pay recapture. And so if you accelerate the depreciation and then try to sell it the next year, all that savings is going to be eaten up when you have to pay back the recapture. So we typically tell people three to five years is a, is a good timeframe after cost seg study, you know, to hold it. If you're going to hold it that long, then that reinvested of the savings is going to be able to create a return for you that will offset the recapture. I've had some clients turn around and sell it right away. Tom Brodie [00:04:07]: I said, we talked about this, right? You said you weren't going to sell it right away. They said I made so much money I didn't care about it. Okay, as long as you did that, full knowledge that I told you not to sell it right away. But it's one of those things where, you know, things happen and you have to make a move. But we typically think that you've held on to something within three to five years, you're going to be fine. James [00:04:30]: Right on. Do the math is what it comes down To, Right, exactly. Tom Brodie [00:04:34]: I mean we, we always, we give free estimates because that's the one thing that people don't understand. How much. These are big numbers, right. A lot of times. And so when you actually see the number there and then you put it into your calculation to see if this makes financial sense, a lot of people are surprised by the number to go. I didn't know this was available. Yeah, it is. James [00:04:54]: Can you. Let's just talk the numbers and let's keep it relatively easy. Just for Neanderthals like me that aren't that good at math, let's just say for fun, we got a million dollar building, right? I just bought this million dollar commercial building, office space, warehouse space. I don't know if it matters. Can you just walk me through the numbers I can expect and then what that turns into, as far as money in my pocket goes? Tom Brodie [00:05:17]: Absolutely. Now every building's gonna be a little bit different. Like so if an office building is gonna have more things that you can actually accelerate than if you had just a metal warehouse. Right. Metal warehouse is pretty much a box. But if an office building got a lot of things on the inside of that building that you can depreciate million dollars on average, I'm usually finding a deduction, a tax deduction equal to about 20 to 25% of the building's value. Now I say building's value because you have to subtract land, right? So if it costs you a million dollars, you take the land out. Maybe you're like $800,000 or something like that. Tom Brodie [00:05:52]: So it's 20% of that building. Only value that could be in a depreciation deduction, right? So that's, and with, with 100% bonus depreciation coming back, all those things that are accelerate acceleratable are things that you could write off in year one after doing a study. So it, it's significant. So you know, not every building is the same. So the more internal walls and maybe the high end decor elements you have, you have a nice lobby with a lot of high end granite or marble or whatever. Those things cost money. And typically you're not going to ROI on those, right? So if you can write all that stuff off in the first year,...

Shahayra Majumder and Jonathan Chizever - Hydrate IV Bar Madison, WI On Focusing on What Really Matters: "They're passionate about their health, which is your only wealth at the end of the day." What good is money if you're spending your time hurting and not able to enjoy this great gift of life that we have all been given? Health is arguably the most important thing to focus on, to make sure you can do the things you want to do. Whether that is growing a business or enjoying time with friends. Shahayra and Jonathan set out to help boost the health of the midwest by starting a Hydrate IV Bar franchise in Madison, Wisconsin. Through our candid conversation you will learn what is a IV bar, why do people get IV drips and how they started this business in the IV drip world. Learn how they identified a gap in the Midwest’s wellness market, navigated the highly regulated and rapidly evolving IV bar industry, and brought a community-focused approach to health and hydration. Are you curious about how IV therapy went from hospital wards to vibrant wellness lounges? Or what it takes to build a franchise rooted in both science and local values? This conversation will open your eyes to the business challenges, customer stories, and passion that drive this growing trend. Shahayra and Jonathan share some great insights into franchise selection, the science behind vitamin infusions, building a winning team, and the power of connection within a unique new “third space” for health-minded people. Listen as they explain the power of IV drips and how they can help you in your health and life journey. Enjoy! Visit Shahayra and Jonathan at: https://hydrateivbar.com/locations/madison/ Sponsors: Calls On Call Extraordinary Answering Service, phone answering for small businesses: https://callsoncall.com Some videos have been recorded with Riverside: https://www.riverside.fm/?utm_campaign=campaign_5&utm_medium=affiliate&utm_source=rewardful&via=james-kademan Podcast Overview: 00:00 Bringing IV therapy to Madison 05:39 Navigating Franchise Regulations 07:47 IV therapy goes mainstream in Tokyo 12:50 Curated med spa offerings 14:44 Choosing Hydrate IV Bar for Madison 19:02 Starting with franchise questions 20:37 Building a Health-Focused Community 24:53 Benefits of Vitamin D Supplementation 27:55 Challenges with supplement patents 32:20 Functional medicine consultations at Hydrate 34:08 Patient advocacy and safe care 39:05 Frequency of sessions per week 41:33 Supplements and their credibility 47:04 Choosing the right location 48:42 Optimizing franchise location space 52:48 Hiring nurses for IV procedures 56:16 Spa services and mobile options Podcast Transcription: Jonathan Chizever [00:00:00]: This gentleman with Parkinson's started supplementing the NAD with us, and the results we're seeing are just, like, amazing. He's not perfect in running marathons, but he's walking around without his hunch in his cane. I check in with his wife the next day, like, hey, how's he doing? And she's like, I couldn't believe it. I woke up and I walk out and he was up before me, which is rare. And he's sitting in his chair in the living room, giant smile plastered across his face. And. And it's like, what's going on? And then I see him get out of the chair, stand up with no cane, no hunch, and he's like, I feel better than I felt in a long time because of something that we all. James Kademan [00:00:41]: You have found authentic business adventures business program that brings you the struggle stories and triumphant successes of business owners across the land. Downloadable audio episodes can be found in the podcast link found@drawincustomers.com we are locally unwritten by the bank of Sun Prairie, and today we're welcoming, preparing to learn from Sahara and Jonathan of the Hydrate IV bar. So, Sahara, Jonathan, how are you guys doing today? Jonathan Chizever [00:01:06]: Wonderful. Excited to be here. James Kademan [00:01:08]: Yeah. Shahayra Majumder [00:01:08]: Woot, woot. James Kademan [00:01:09]: Let's talk about Hydrate IV bar. I don't know what in the world an IV bar is, and I bet a lot of people don't either. So let's just start with what is an IV bar? Jonathan Chizever [00:01:18]: Happy to tell them you want to go or want me to go? Shahayra Majumder [00:01:20]: Um, yeah, I'll kick it off if you want to add in, if there's anything that I miss. But have you ever had an IV before? James Kademan [00:01:28]: I had. Yes. I had a saline IV thing when I had a. A gut thing, a stress gut thing Shahayra Majumder [00:01:35]: way back when, probably in the hospital. James Kademan [00:01:37]: Yeah. Yeah. Not a fan. Shahayra Majumder [00:01:39]: Yeah. James Kademan [00:01:41]: Not a fan of being in the hospital. Shahayra Majumder [00:01:42]: Yeah, right. Yeah, I. A lot of people are used to thinking about IVs being something that you get in the hospital or at urgent care in an emerg situation. But an IV bar actually takes those services outside of an emergency situation and lets you be a little more proactive about rapidly rehydrating your body. James Kademan [00:02:04]: All right. Shahayra Majumder [00:02:05]: For your different health and wellness goals. There's lots that we can do with supplementing things that you might be deficient in or if you're just feeling certain ailments that could be improved with additional vitamin supplements, meditation, or hydration. That's usually why people come to an IV bar. For me, it's been more of a proactive thing. I realized as I started doing IVs on a regular basis, I felt more energy. I was getting sick less. I didn't really let anything get me down as much. Like during cold and flu season. Shahayra Majumder [00:02:49]: Yeah. Anything that you would add to that, Jonathan Chizever [00:02:52]: I think that sums it up. Great. Yeah. James Kademan [00:02:54]: All right. How do you get in the IV bar business? Shahayra Majumder [00:02:58]: You take that one. Jonathan Chizever [00:03:01]: So we both, in our travels, neither of us are from Madison. I've been here 10 years. Sahara's been here seven. And we've both, in our travels and living other places, seen this as a more established concept in other places. And, you know, in the Midwest, whether it's fashion trends or wellness modalities, we're generally the last to get just about everything. And so here we are. And so, you know, IVs have saved us in numerous occasions from feeling bad, and really, until we got in the business, didn't yet understand how much it can make you feel good in a consistent and proactive sense. But we just saw this as a market that makes so much sense for it, because, you know, what people traditionally associate it with is hangovers, at least in the selective sense, which it is phenomenal for, I've heard, at least. Jonathan Chizever [00:03:54]: But. But beyond that, you know, like, the founder of our brand, she got into this. She was a Broncos cheerleader, and she noticed all the guys in the team are doing these IVs routinely, all the time. And that was part of her origin story of getting into this. And so athletes love it, and athletes have been ahead of the curve and, you know, taking advantage of this. So for athletics and drinking Madison, we have a lot of bubbles, and turns out. James Kademan [00:04:24]: Yeah, yeah. Jonathan Chizever [00:04:25]: So. And then beyond that, we also have a very vibrant wellness scene. You know, we have a population that likes to take care of themselves. And, I mean, in so many ways, it made sense, but it was something that we saw being severely underserved. So it wasn't like we wanted to start a business. And we're like, what business do we do? It was like we noticed that there was a gap in the availability of these types of services in a place that it makes so much sense to have them. And the rest kind of naturally came from there. James Kademan [00:04:55]: Right on. So did you hunt down a franchise, or did you get introduced to the franchise? And you're like, yes, that's what we want. Shahayra Majumder [00:05:03]: Little column A, little column B. I did interview, like, every franchise under the sun doing IV stuff. James Kademan [00:05:09]: All in the IV stuff. Shahayra Majumder [00:05:10]: Yes. James Kademan [00:05:11]: Okay, how many are we talking here? Shahayra Majumder [00:05:12]: Oh, my God. I think I Started talking to folks in September of 2024, and then we signed our franchise agreement February of 25. So, yeah, I mean, that gives you a little gauge. It took me months and months of. James Kademan [00:05:27]: So just talking like, I don't know how many franchise I've seen. Are we talking five? We talking 50? Jonathan Chizever [00:05:32]: Oh, no, I'd say a dozen and a half maybe. Shahayra Majumder [00:05:35]: Yeah, maybe closer to like the 20 or 30. Jonathan Chizever [00:05:37]: Wow. Shahayra Majumder [00:05:39]: Yeah, franchise franchises. And there are a few that dominate the market. There are a few that are bigger. But what's interesting is this industry, it's very highly regulated, but the regulations are different state to state. So if you know a little bit about franchising, you know that franchises have to be registered in every single state. And some states are harder to get registered in. And so I talked to a lot of the folks that I was able to get their franchisees on the phone and get honest opinions about the kind of support they're receiving, how the market has received them. I particularly talk to folks in the Midwest or familiar with the Midwest because, you know, the market in the Midwest is not going to be what it is in, you know, Nashville, Tennessee, for example, where you're getting a lot more tourism and. James Kademan [00:06:38]: Yeah, sober me up. Sober me up. ...

Rowan Childs - Madison Reading Project On Building Up Youth: "We want to make sure every kid is excited and sees themselves on the cover or as the main character." Often we take the skills we have for granted. We want this and that, but rarely take the time to have gratitude for all that we have. I'm not talking material things, I am speaking of opportunities and education. As business owners, we know how to read. Did you know that many children have challenges achieving the literacy needed to understand the other subjects in school? Rowan Childs saw this need and built a non-profit to help children get access to books to read. Not just any books. These are books that kids want to read. Madison Reading Project is a non-profit that offers free books and literacy resources to children to ignite a love of reading. The beautiful thing is Madison Reading Project has blossomed from a small startup to a non-profit that continues to serve thousands of books to children. This is truly an amazing success story and a story that is making the world a better place. Enjoy! Visit Rowan at: https://www.madisonreadingproject.com/ Sponsors: Calls On Call Extraordinary Answering Service, phone answering for small businesses: https://callsoncall.com Some videos have been recorded with Riverside: https://www.riverside.fm/?utm_campaign=campaign_5&utm_medium=affiliate&utm_source=rewardful&via=james-kademan Podcast Overview: 00:00 Starting a reading pilot program 04:15 Addressing literacy challenges 07:50 Finding support and gathering books 13:52 Benefits of being a smaller team 14:32 Navigating diverse board challenges 19:27 Building trust with the community 22:38 Offering diverse book options 26:55 Selecting books for community programs 30:36 Lessons from volunteering at food bank 33:00 Donating books through our program 37:20 Giving out books during holidays 39:20 Paper fashion design contest 43:41 Deciding to make paper dresses 45:51 Building Awareness and Finding Volunteers Podcast Transcription: James Kademan [00:00:00]: You have found Authentic Business Adventures, the business program that brings you the struggles, stories and triumphant successes of business owners across the land. Downloadable audio episodes can be found in the podcast link found at https://drawincustomers.com. We are locally underwritten by the Bank of Sun Prairie, and today we are welcoming, slash, preparing to learn from Rowan Childs of Madison Reading Project. Rowan, I'm super excited to be here. Rowan Childs [00:00:32]: Thank you. Welcome. James Kademan [00:00:34]: This is amazing. We got. I mean, people can see we got whatever, 5 billion books behind us and all that stuff. So tell us the story. What is Madison Reading Project? Rowan Childs [00:00:44]: Yeah. So we are a nonprofit. We provide all kinds of literacy resources, whether they are physical books, digital resources, and our wonderful stuff. We're here to support adults and children in support of them learning how to read in support of them re engaging or engaging in reading and love of books, ultimately to help raise literacy rates in Dane county and now just in Sauk county as well. Yes. That's a brand new thing. James Kademan [00:01:27]: Wow. Rowan Childs [00:01:27]: Yeah. James Kademan [00:01:28]: All right. Rowan Childs [00:01:29]: But we're really here to make sure that kids have their books and to help remove some of those barriers that they have. So whether it's been from the very beginning through what we do today, we do that in a way more sophisticated way than how we started, but it really is to try and provide really high quality materials that children and adults can keep. So we want to make sure that kids are excited about the books and about reading and that they ultimately are inspired to want to hang on to those and to continue to read and love books. James Kademan [00:02:08]: Nice. I love it. I love it. It's so interesting because when you give me address to the place, I just follow gps. And I was like, it's just going to be some warehouse or something like that. But this is a very bright. It's vibrant, it's welcoming. It's not just some dingy, like, there's the books in the back kind of thing. Rowan Childs [00:02:25]: Not at all. James Kademan [00:02:25]: So this is cool. This is very nice. Rowan Childs [00:02:28]: Good. That's how we want everyone to feel. James Kademan [00:02:30]: Yeah. I love it. Let's go back to the way back when, when you first started this 12 years ago, you said, yep, that is a while. We got pandemic. We got. Rowan Childs [00:02:41]: Man. James Kademan [00:02:42]: I feel like every few years there's some kind of a crisis. So I don't remember all the crisis we've been through. But what triggered you to start Madison Reading Project? Rowan Childs [00:02:51]: Yeah, I had just helped my own son re engage in reading. He liked reading things at home, but not so much the books that he was reading at school. And after I helped him figure that out, it just got me thinking about what if I hadn't understood the teacher who had messaged me at home? Or what if they hadn't messaged me? It took me some time and resources to figure that out. So I started just researching and couldn't really find what I was looking for, which wasn't necessarily volunteering on helping kids how to read, it was the other piece of it. And so I spent some time interviewing at some schools and some other after school locations and no one really knew of something of what I was describing and eventually had this idea of potentially how I this pilot program idea. But I wanted to find a pilot program location that would be smaller versus starting somewhere that had 200 kids. So I eventually found a program at Salvation army on Darbo drive that had 30 kids. And Zarbo Drive area is a pretty impoverished area. Rowan Childs [00:04:15]: And the director at that time said he was actually trying to help the kids with homework, but they were behind in reading and he was trying to engage kids in reading. So it was this perfect sort of timing. And the week that we met, the Race to Equity report came out, which was a five year data set on everything that you kind of need for the proof of why literacy is so important. So anything on the actual literacy rates of every school in the county, comparing not just districts and schools, but also third grade reading levels, fifth grade high school in poverty rates, and also race, comparing kids who are white and black or Hispanic. And some of the differences not only were maybe 10 or 15%, but some of the schools were up to 40% differences. And that's just heartbreaking. Still, every time I talk about it, it makes me just really sad because if you can't read whether you're in third grade, you. You're just always going to be behind. Rowan Childs [00:05:28]: Ultimately, you might still be able to struggle through school, but what kind of job are you going to be able to get or can even get your driver's license? You know, it's just snowballs from there. James Kademan [00:05:40]: Yeah. Rowan Childs [00:05:42]: And Will, who was the director at the time, was really adamant that if you can't read, it's just going to be a really difficult life or could lead to a life of incarceration. And so the two of us were very passionate about trying to figure something out. And then the last piece was the funding. James Kademan [00:06:05]: It's a pretty big piece, kind of. Rowan Childs [00:06:07]: I had no money to put towards my pilot program. Someone I had mentioned what I wanted to do, said you really need to have the right money to do the pilot program. Correctly. James Kademan [00:06:19]: Thanks. Rowan Childs [00:06:20]: Yes. And wrote me a check for $1,000. Oh. Which is really nice. That way I could actually purchase the right materials to make the program the pilot. Correct. James Kademan [00:06:32]: Wow. Rowan Childs [00:06:33]: So that was the last piece for that. So we did a three month pilot program that went really well. The parents, the kids were really engaged and excited about clearing out some of the old books that nobody wanted to read, putting in new books that the kids helped so select. The teachers were excited to have new materials so successful that they asked me to come back and do it again. James Kademan [00:06:59]: All right. Rowan Childs [00:07:00]: Which we did. And one thing led to another. But it definitely, as we stayed and sort of kept learning from that, that really was the beginning of learning that. Absolutely kids do want to learn how to read. They absolutely do want to read great books and to select books. And there's a lot of pride in being able to select their own books. And we stayed at that location exclusively for nearly two years, just learning with the kids and the parents and the teachers really what we did or didn't want to do or what we could do before we were going to scale at all. And that was great. Rowan Childs [00:07:50]: And the other piece was, how are we going to fund all of this apart from that initial check? And while we were doing that initial pilot program in that first year, people just started giving me boxes of their nice books that they had never used or just unsolicited. They're like, oh, oh, by the way, I have a box of books for you. Like, oh, thank you so much. Or people were asking me how they could donate some money because they loved what they had heard what I was doing, whether I really knew them or not, till the point where I had a basement full of books in my house. And I was like, this seems like we have something here. So we have definitely children in a population in Madison initially that absolutely would love to have more books and programs. We have people who absolutely seem to love books and want to provide books....

Shane Perkins - Ultimate Strategy On the Reality Banks Overlook: "If you have that kind of equity and you've worked and you've saved that down payment, then there's nothing telling me that you're not going to make your payments." When you have a job with a W-2, you fit in the traditional bucket. Traditional things for people with traditional jobs are fine. They are simple, and easy and everyone can buy them with ease. You want a loan, let's see your W-2, and see how much house you can afford. The challenge comes in when you are an entrepreneur. You make money, but it isn't nearly as easy as looking at a line on a document supplied by your employer. There are many more factors and a bit of gray area. These are the types of things that traditional banks get scared of. That is where the Ultimate Strategy comes in. To get entrepreneurs into homeownership, without the limitations of traditional banks. Listen as Shane Perkins describes how he is training more students to help entrepreneurs implement the Ultimate Strategy to achieve the homeownership they desire. Enjoy! Visit Shane at: https://TheUltimateStrategy.com Sponsors: Live Video chat with our customers here with LiveSwitch: https://join.liveswitch.com/gfj3m6hnmguz Calls On Call Extraordinary Answering Service: https://callsoncall.com Some videos have been recorded with Riverside: https://www.riverside.fm/?utm_campaign=campaign_5&utm_medium=affiliate&utm_source=rewardful&via=james-kademan Podcast Overview: 00:00 Issues with current mortgage system 05:36 Helping families become homeowners 08:58 Understanding mortgage pre-approval vs. approval 12:45 Real estate deals in different states 13:21 Working in your local market 18:39 Discussing home loan qualification criteria 20:11 Discussing home loan options 24:35 Benefits of refinancing a mortgage 26:57 Real estate investment strategy 29:52 Housing affordability concerns 34:22 How mortgage payments are managed 36:41 Investor strategies for real estate students 41:23 Discussing payment reminders with clients 43:56 Passion for helping people in real estate 47:03 Maximizing returns on home equity 51:38 The value of entrepreneurship Podcast Transcription: Shane Perkins [00:00:00]: I've created a strategy that helps people get into homes that don't qualify for traditional mortgage. I just realized that the demand is so high that I can't help everybody. So I'm creating an army of folks that want to go out there and help people become homeowners. If someone's looking for a real estate investment strategy, there's nothing better out there. It's consistent. Couple deals a month, two, three deals a month, every single month. There's always a demand for it. James Kademan [00:00:33]: You have found Authentic Business Adventures, the business program that brings you the struggle stories and triumphant successes of business owners across the land. Downloadable audio episodes can be found on the podcast link found@drawincustomers.com we are locally underwritten by the bank of Sun Prairie Calls On Call, Extraordinary Answering Service, the Bold Business Book, as well as Live Switch. And today we're welcoming, preparing to learn from Shane Perkins of the ultimate strategy. So, Shane, how is it going today? Shane Perkins [00:01:02]: It is going great. How are you doing? Do you have a good Mother's Day? Yeah. James Kademan [00:01:06]: Oh, yeah, yeah. That was. It just came and went. Yeah, it's so funny. My kids in sports, so any day, Mother's Day, Father's Day, whatever, Memorial Day, Labor Day, they're all. You're just traveling to some different grassy field where he's playing some sport. So, yeah, I imagine that's what a lot of parents are doing. Let's start with the ultimate strategy. James Kademan [00:01:29]: Shane, what is the ultimate strategy? Shane Perkins [00:01:31]: Well, I have been a real estate investor for 29 years, and I've created a strategy that helps people get into homes that don't qualify for traditional mortgage. And I didn't start that until 2001. And so I've been doing that for about 25 years. James Kademan [00:01:49]: Wow. Shane Perkins [00:01:49]: And so I call it the ultimate strategy. And I did it myself for many, many years. And. And now that my kids are grown and gone, and I've decided that I need to empower other people to help more people get into homes. So I teach other people how to do the ultimate strategy, and they use that strategy to go and help other people get into homes. James Kademan [00:02:15]: Right on. And is it the property that has the challenge getting lending happening, or is it the borrower, the people trying to get into the home? Shane Perkins [00:02:23]: You know, James, I say that we have a broken mortgage system. You know, they've been using the same system for 30 years and they're, you know, people change jobs, people start businesses. Business owners are notoriously turned down for mortgages because they are taught, as all of us entrepreneurs are to minimize their taxes. Right. Well, that means writing off everything that you can. And there's many things that you can write off. And at the end of the day, your tax return says that you don't make enough money to pay for a house, but you're sitting there paying $3,000 a month in rent. And so we know that these people can pay. Shane Perkins [00:03:01]: We know how to record their income in a manner that will finance them on a house. And when I say finance, we get them into a house. We are not lenders, so we use creative financing strategies, real estate investment strategies that have been around for, you know, a hundred years. And so that's what we do. We help people get into homes. James Kademan [00:03:26]: Right on. You know, it's interesting you mentioned the small business thing, because I remember the last house that I bought with my wife. We, the lender straight up told us, let's just put her W2 on there and just ignore your income. And if we get challenged by it, then we'll come back and figure something out. But it's better just to not even use the word entrepreneur or self employed. Shane Perkins [00:03:49]: It is. James Kademan [00:03:51]: I'm like, I'm pretty sure I make more money than her, but whatever makes. Shane Perkins [00:03:56]: But that's the way it works. And it is, it's a broken system. And I, you know, what I've figured out over 25 years of doing this program is that there's three components that make people pay for their home. And the first one is the most important one. And that's in that they're in the home of their choice. You know, there are owner finance programs out there on specific houses, but if that's not what you want, what's, you know, what's, you know, what's the factor there? Yeah, you can call yourself an owner, but it's in something that you're having to settle for. And so that's the first factor. The second one is that they must have equity. Shane Perkins [00:04:35]: And so we do require down payment. You know, it's similar to the older old school. Right. 20% down. We do some 15% down deals, but you got to have some skin in the game. So you got to, you know, save for a down payment. And that and the fact that you have income is the third thing. But documenting that income for a bank is far different than documenting that income for what we do. James Kademan [00:05:01]: Right on. So are people coming to you or are you having a cold call and reach out to people? Shane Perkins [00:05:07]: No, once, once you get this program up and running, people seek you out. You know, there's a statistic that I heard, and I can't verify if it's true or not because they're pretty close. Close lipped on their. And I've tried to verify it, but I had a friend of mine tell me that, that, that actually works with Zillow very closely. That said 7,000 people a day are turned down that have a 20% down payment on Zillow. And I don't discredit it. I believe that that's true. I just can't prove it. Shane Perkins [00:05:36]: But that's a lot of people. And they don't want to rent again, you know, that, you know, renting is. It's great when you need it, but when you have kids and you have a family, you don't want to be at someone else's mercy to just raise your payment or, hey, I want somebody else to move into there, you know, or we're going to sell or something like that. You want to give your kids roots, you want to give them a home. You want to be able to build a tree house or paint your girl's bedroom pink and your boy's bedroom blue or what have you, you know, you want to call it yours. And so we've recognized what it takes to be able to help people get into homes. And now I just realized that the demand is so high that I can't help everybody. So I'm creating an army of folks that want to go out there and help people become homeowners. James Kademan [00:06:26]: Right on. Let's talk about this army. Is this army people that are just looking to start their own business in this space, or is this other people that are already in the mortgage industry and they're looking for. Shane Perkins [00:06:37]: It's a little bit of both. Yeah, it's a little bit of both. So, you know, real estate investing, there's a lot of people that want to get into it, you know, and there's all these programs out there, and I don't, you know, wholesaling and fix and flip and burr methods, you know, buy, repair, rent and repeat and all of these different methods. And they're all good strategies, but they're a lot more competitive nowadays because there's so many people getting. Getting into it. So it takes you, you know, you have to go through quite a few cold calls. And the things that loi blaster, where they. You blast out letters of intent, agent outreach, door knocking, foreclosure list, there's all these different strategies. Shane Perkins [00:07:22]: And again,...

Nuttha Goutier - Sabai Thai Massage On the Passion to Succeed: "I said I have the dream, I have the vision, I have the belief and I am young and full of energy. I think the vision that I have, people will like it and people will love it." We've probably all been told to relax more than a few times. The hustle of business can take it's toll on both the body and the mind. How do you unwind, or recharge? Nuttha (pronounced Neat-a) Goutier as the founder of Sabai Thai Massage in Vancouver has the answer. Nuttha explains the different services her team provides, as well as details how she grew her business to include multiple locations. Listen as Nuttha shares how to start your business, as well as how to overcome some of the growing pains that come with adding multiple brick and mortar locations. Enjoy! Visit Nuttha at: https://sabaithai.com/ Sponsors: Live Video chat with our customers here with LiveSwitch: https://join.liveswitch.com/gfj3m6hnmguz Calls On Call Extraordinary Answering Service: https://callsoncall.com Some videos have been recorded with Riverside: https://www.riverside.fm/?utm_campaign=campaign_5&utm_medium=affiliate&utm_source=rewardful&via=james-kademan Podcast Overview: 00:00 Growing up in a village 03:41 The hard labor of farming 08:30 Choosing to move to Canada 11:57 Starting the first location 13:12 Early business vision and challenges 16:40 Late nights renovating before opening 22:11 Taking a business break in Thailand 25:50 Creating a caring work culture 27:59 Improving customer comfort skills 31:37 Adapting to new technology 34:06 Balancing family, real estate, and spa 36:46 Exploring franchise opportunities 42:25 Discussing increased massage industry competition 45:28 Massage as a routine activity 48:29 Discussing healthy aging habits 52:00 Types of massages offered Podcast Transcription:

Doug Brown - CEO Sales Strategies On Knowing What to Look For: "Number one, we help companies find revenue, hidden revenue that they already paid for but they haven't collected in their bank." There's a funny thing about business, and that is that your entrepreneurial journey will take you places you may have never dreamed of. This can often mean that you are in a situation, with a business, that you may not fully understand. That can lead to you leaving money on the table. So how do you make sure your business sis as profitable as possible? Doug Brown learned these lessons early on. Trial by fire, similar to how many of us entrepreneurs get taught. After years of experience and some profitable success, he decided it was time to share his knowledge. From sweeping floors at his father’s electric machinery repair shop as a young child to discovering multi-million dollar opportunities inside companies, Doug Brown shares his journey through entrepreneurship, the lessons learned from the trenches, and the emotional impact of helping business owners transform not just their companies, but their lives. Listen as Dough explains some things to look for in your business to make sure you keep of the cash you have earned. Enjoy! Visit Doug at: https://ceosalesstrategies.com/ Podcast Overview: 00:00 "Entrepreneurial Journey and Business Insights" 05:29 Early Lessons in Business Leadership 15:06 Medicine to Music Business Shift 16:48 From Medicine to Business Success 25:18 "Straight Talk Changed My Life" 26:58 "Moral Obligation to Guide Others" 33:37 "Connection Builds Rapport" 37:36 "Preventing Revenue Leakage" 43:57 Customer Insights Through Questions 47:42 "Seeking Feedback on Past Missteps" 56:06 Effective Prospecting Leads to Opportunities 01:01:24 "Hiring: Learning and Improvement" 01:03:34 "Preparing for Top Talent" 01:10:10 "Skate to Future Success" Sponsors: Live Video chat with our customers here with LiveSwitch: https://join.liveswitch.com/gfj3m6hnmguz Some videos have been recorded with Riverside: https://www.riverside.fm/?utm_campaign=campaign_5&utm_medium=affiliate&utm_source=rewardful&via=james-kademan Podcast Transcription: Doug Brown [00:00:00]: So what they would do is they did a two and a half hour business training and at the end of the, toward the end of the training, they would go around the room and say, hey James, what did you find here? And you go, Well, I found $600,000 in my business, you know, and they go from person to person to person. They were small rooms, they were only like 10 to 20 people. But what they were doing after that, you know, I mean, they were literally finding sometimes hundreds of millions of dollars in these trainings. Right? James Kademan [00:00:30]: You have found Authentic Business Ventures, the business program that brings you the struggle stories and triumphant successes of business owners across the land. Downloadable audio episodes can be found in the podcast link phone@drawincustomers.com we are locally underwritten by the Bank of Sun Prairie, Calls On Call Extraordinary Answering Service, the Bold Business Book and Live Switch. Today we're welcoming Slash, preparing to learn from Doug C. Brown of CEO Sales Strategies. So Doug, how are you doing today? Doug Brown [00:00:59]: James? I'm doing great. Thanks for having me here. I'm so grateful. James Kademan [00:01:02]: Yeah, you know, it's funny, I just came back from a trade show in Florida, so. And when you work in a booth, the name of the game is sales. So I'm excited to talk to you now because maybe I should have talked to you last week before I went to this thing. Let's just lay the foundation. What is CEO Sales strategies? Doug Brown [00:01:19]: So the company itself is a company that does primarily four things. Number one, we help companies find revenue, hidden revenue that they already paid for but they haven't collected in their bank. And I don't mean, you know, outstanding invoices, I mean in the whole customer journey, there are places where revenue just stagnated, stopped, not optimized. Could be, you know, something as simple as pricing dormant clients, lack of follow up, something like that. Where we get in there, we find what that revenue is and we, we go, you know, identify it and then help collect it and put that money in the bank for the folks. We also do that with margins, ebitda, so profit, if you will, in some capacities. We manage or build, you know, teams of sales people as well for companies. And then we end up coaching CEOs and founder led businesses on how to do all of the above. James Kademan [00:02:28]: All right, and how do you get involved in something like this? Imagine you don't. Just, you're not born with sales strategies for CEOs. Doug Brown [00:02:37]: No, no, I actually it started when I was very young. I didn't realize it until, you know, I'm 63. This year and I was doing a podcast and somebody asked me, how did you learn what you're doing? And I actually started working for my father's business when I was three years. And. Yeah, three, all right. Yeah, I was sweeping floors for 25 cents a week. I loved it because they used to bring me to the, to the lunches, you know, so we'd go to like the, the local, you know, pub and grub, if you will, or whatever. They prop me up on the bar stool, give me my Roy Rogers and they'd sit and have business conversations. Doug Brown [00:03:19]: I hear my mother wasn't too pleased they took me to the bars. James Kademan [00:03:22]: But, you know, you learn in all kinds of places. So it's all. Doug Brown [00:03:28]: So, you know, a lot of that stuff when we're with children, it sets in. Like you hear CEOs and business owners talking and, and so along the path, you know, we started selling at 5 or 6 to clients, but it was a family owned business, so the family helped me. And one day I sold a part for $20 and we paid 10 for it. And I realized I was making 25 cents a week at that point, which was still pretty good for that time. But I had to work a whole week for 10 bucks. And I just did this in like six minutes. Right. So what I realized is you can make money by looking at ratios and numbers and that's where it kind of started. Doug Brown [00:04:10]: So even in my dad's business when I was a young boy, I mean, 10 years old, I'm looking at his inventory and trying to figure out, because, you know, when you have inventory at the end of the year, you got to pay taxes on it. And so I was looking at, like, how do we widen out the margins in the company? And I, I always had my own businesses growing up since 13, and you know, I always worked my dad until I was up to about 19, before I went into the military. And so I was kind of doing this with all these businesses back then and that's how it sort of started. I didn't realize it, but then as I got into larger businesses, you know, tens of millions and hundreds of millions, I realized that they had the same challenges that businesses in the hundreds of thousands or the millions, multi millions still have, just on a different level. But when you look at the math and metrics in all of this, you can find all these great stories that tell you the story of where you're supposed to be going. Once you figure that out, then you just optimize the point. So it's, I guess I Don't know if I was born with this or it just kind of, you know, it certainly the skill grew over, over time, but I enjoy doing it because to me it's like a treasure hunt. James Kademan [00:05:23]: Sure. Fair. It sounds like you were sent on that trajectory with your dad's business. What type of business did your dad have? Doug Brown [00:05:29]: He had an electric machinery repair company, so industrial machinery, and it was sales and service and you know, so I was constantly around all kinds of different businesses from manufacturing to, I mean, you name it, pretty much we were, we were around anything that had a, like even in an office building, they had a commercial fan or something. We would, you know, we would work on that. So it was a great, wonderful part of my life that, you know, I love doing it. And you know, sometimes when you're a little, little kid, you don't realize some of the things that shape you as you get older. But as I start to look back on things, you know, even my dad ended up in the hospital one time. He had a heart attack and I was 17 years old and I had to run the company for a little while and that was a super learning experience. But I got at certain levels of the books I never got at before, so I was able to kind of look at it. So when he came back, I was like, dad, I think we should do this and this and that. Doug Brown [00:06:33]: And one of the things that was successful in my dad's business was actually raising prices because he hadn't done it in over 10 years. James Kademan [00:06:40]: Oh, wow. Okay. Doug Brown [00:06:41]: Yeah, yeah. So my dad was a brilliant guy. He just wasn't the, he was a guy who knew how to build a business around him, but he didn't know how to build a systematic, functional, you know, business without him being present. James Kademan [00:06:57]: Sure, that's fair. So the inspiration for, I guess growing the business or seeing even that the pricing should be different. Imagine a 17 year old. That's not necessarily something that every 17 year old in the world is going to be aware of or even know that it's a thing, let alone no look at it. Doug Brown [00:07:16]: Well, I mean, Most of the 17 year olds I meet are really smart. They just, they didn't, they weren't around it probably for 14 years. Right. And so, you know, and I, I had, you know, I, I could, I could look and see things that, and spot things that could be monetized a lot of times. So for example, even when I was, I think I was 8 years old and I wanted to, you know,...

Tom Schwab - Interview Valet On Standing Out: "What's amazing now is AI is indexing all of these. So if you just say, I'm a coach, it's saying, well, do I recommend James or the other million people that identify as a coach?." Podcasts are everywhere these days. They are the current neato thing to be a guest on, a host of and a listener to. But how do you become a guest on podcasts? Should you be a podcast guest? What podcast has the best audience? What do you do after you have been a guest? Tom Schwab is the founder of Interview Valet, a white glove podcast guest placement service. Tom explains the ins and outs of podcasts and the value that being on the right podcast can bring to you and your business. Listen as Tom explains the value of podcasts and how to grow your brand by being a guest on them Enjoy! Visit Tom at: https://interviewvalet.com Instagram: https://www.instagram.com/interview_valet/ Podcast Overview: 00:00 Podcast Evolution and Accessibility 07:33 Building Relationships in Marketplace Growth 11:28 "Specificity in Digital Marketing Strategy" 20:37 "Accountability for Server Content" 26:20 "Curiosity and Caution in Interviews" 27:43 "Podcasting Tips for Professionals" 36:49 "Feedback That Changed Everything" 43:06 "Maximizing Engagement Through Feedback" 45:37 "Podcast Guesting Gone Wrong" 53:53 "Scaling Through Systems and Collaboration" 56:48 "Building Trust in Client Pitches" Sponsors: Live Video chat with our customers here with LiveSwitch: https://join.liveswitch.com/gfj3m6hnmguz Some videos have been recorded with Riverside: https://www.riverside.fm/?utm_campaign=campaign_5&utm_medium=affiliate&utm_source=rewardful&via=james-kademan Podcast Transcription:

Henry DeVries - Indie Books International On Marketing With Authority: "The book is more than a calling card. The book is the greatest brochure." There are a few things you can do to make yourself important in the eyes of the people you meet. One of the best ways is to be the author of a book. But how do you write and publish a book? Henry DeVries knows that entrepreneurs are good at their thing, but writing and publishing a book can be a daunting and time-consuming task. So he started Indie Books International to help professionals get their books published and in the hands of the people that will soon be their clients. This is something no postcard or brochure could ever dream of doing. Listen as Henry explains in detail what it takes to become a published author and how your book can be used as a marketing tool to help you grow your business. Enjoy! Visit Henry at: https://indiebooksintl.com/ Podcast Overview: 00:00 "Why Editing Matters" 03:19 "Nonfiction Books as Business Cards" 08:03 "Don't Cut Corners on Publishing" 10:01 "Authors Question Publisher Practices" 13:52 "How to Get on TV" 19:00 "Expert Publishing and Education" 20:55 "Overcoming Traps to Publish" 25:35 "Rise of Print and Amazon" 28:26 "Books as the Ultimate Brochure" 31:13 "Indie Publishing Support Network" 35:35 Editing and Writing Service Costs 36:52 "Delegation and Leadership Insights" 41:49 "AI in Publishing: Challenges & Risks" Sponsors: Live Video chat with our customers here with LiveSwitch: https://join.liveswitch.com/gfj3m6hnmguz Some videos have been recorded with Riverside: https://www.riverside.fm/?utm_campaign=campaign_5&utm_medium=affiliate&utm_source=rewardful&via=james-kademan Podcast Transcription: Henry DeVries [00:00:00]: The world changed. There was two parts of the digital revolution that changed the business. One was print on demand publishing where you didn't have to do big print runs to get the cost down. So my first book, you know, first run was 2,500 books. Second run was another 2,500 books. It was called the second printing. The joke is, yeah, my book went to two printings because the first one was blurred, but no. So you would earn extra printings. Henry DeVries [00:00:24]: But with print on demand it's just, just as economical to print one book as the unit price. On the 2500 books. James Kademan [00:00:35]: You have found Authentic Business Adventures, the business program that brings you the struggle stories and triumphant successes of business owners across the land. Downloadable audio episodes can be found the podcast link found at drawincustomers.com we are locally underwritten by the Bank of Sun Prairie Calls On Call Extraordinary Answering Service as well as the Bold business book and live switch. Today we're welcoming, slash, preparing to learn from. Let's see here, Henry, I'm going to try to say your last name. Devries. Henry DeVries [00:01:06]: There you go. Henry Devries with the cheese. James Kademan [00:01:10]: I love it. Of Indie Books International. And we're talking books and marketing and all that jazz. So Henry, how is it going today? Henry DeVries [00:01:18]: It is so great. I'm so excited to talk about the virtues of a book marketing with a book that you're proud of. James Kademan [00:01:26]: I love it. I love it. You know, you raise an interesting point here. I just want to give you a really quick anecdote before we run down the road of marketing with your book. I was given a book by someone that they were hustling as something I suppose like a business card. Probably what we'll mention. Henry DeVries [00:01:43]: Sure. James Kademan [00:01:43]: And I had started reading it and it was, it was bad. It was really bad. It's not to say the content itself was bad. I felt like it was very poorly written and not edited at all. So I saw this guy later at a different networking function. I'm like, hey man, your book was interesting. Who did you use for an editor? And he's like, oh yeah, I edit it myself. I don't need to pay someone to edit it. James Kademan [00:02:08]: And I was like, oh, okay, great. Fantastic. Way to go. You can totally tell I didn't say that. Henry DeVries [00:02:15]: James, we have a saying. The world does not need another crappy self published book. James Kademan [00:02:21]: Oh, I love that saying. That's perfect. That's perfect. So let's start with what you got going on, Henry. How long have you been in the book marketing world? Henry DeVries [00:02:32]: Indie Books International. We started on April 1, 2014. I'd been a ghost writer for books for years before that. So officially 11 years publishing over 200 books in that time. James Kademan [00:02:48]: All right, well, that's a fair number that is Any specific genre. Henry DeVries [00:02:55]: Yes. Well, business books. So according to Barnes and noble, there are 16 subcategories of books. And then since we're nonfiction, some of our books fall under self help, or they'll fall under whatever industry the person is in. So it. It. But it tends to be these nonfiction books to help business people find right fit prospects. James Kademan [00:03:19]: Right on. You know, it's interesting you say that. I, I assume as you know, I wrote and published a book, and it was interesting because I use it essentially as a business card. But I had somebody ask me if I ever made money from the book, and I was like, no, no, I would love to be Stephen King or something like that. Where you're making thousands of dollars every month off your book and to not have to fight to find a publisher, that was not the case. So in that non fiction realm, I guess I'm saying that to say I feel like in the non fiction realm, that's more of the case rather than the fiction realm. I don't. Correct me if I'm wrong here. Henry DeVries [00:04:01]: Well, in the nonfiction realm, it's all about marketing with a book. I didn't write the book marketing a book. I did it marketing with a book, meaning it's what happens as a result of the book. And our authors have found they've gotten returns of 400 to 2000% ROI by marketing with a book and a speech. We like to say publishing the book is the starting line. The book is your ticket to ride. It's your ticket to get into the game. James Kademan [00:04:32]: I love. Okay, so essentially what you're saying is the book is a marketing tool. You're not marketing the book, you're marketing with a book. Okay, that's way better. Clarification. Henry DeVries [00:04:42]: One of my authors made a million dollars, and he didn't even care how many books he sold, but he gave away hundreds and hundreds of books. And. And that resulted in clients. Five figure clients. And that he says it adds up to over a million dollars that he got as a result of being the author of that book over and above what he would have made. James Kademan [00:05:07]: I love it. All right, so let's dig into why someone would want to market with a book rather than throwing ads on the Internet or a big billboard or cold calling or something of that nature. Henry DeVries [00:05:18]: Well, because you want to be seen as the authority in your Space for a certain group of people who have a certain problem. You're the authority and you can't spell authority without the word author. So authors are respected because of the research they've done, the people they've talked to and the results that they share. And then that attracts people especially right fit prospects to them. And they're not chasing the prospects. It's like a magnet that's attracting the prospects to them. James Kademan [00:05:51]: I love it. You mentioned self publishing. Is that typically where you're steering people to or what you're steering people to do? Henry DeVries [00:05:59]: Oh no, we call it self publishing, the S word. Even if you do it, don't ever say your book was self published because that has a stigma to it. It's like what crazy old grandpas do? You indie publish your book. You might cobble together a team to help you indie publish the book. The person in your example, he missed a big player at it. An editor. And there's different types of editors. I'm a developmental editor. Henry DeVries [00:06:26]: I help people develop a manuscript, an idea how it would play in the marketplace, how to bake marketing into it. But you also need line editors, people who make sure that you don't use the wrong word or the styles right, or a typo. James, I'll tell you, you triggered my all time worst story of somebody who came up to me, was so proud of their book and he handed me his book and he said, what do you think? And on the COVID it said forward F O R W A R D by this name. Well, it's actually F O R E. W O R D is a forward, a word that comes first in a book. So he had this major glaring typo on the COVID of his book. James Kademan [00:07:16]: Oh no. Henry DeVries [00:07:17]: And he said, well, what do you think? I said, well, I've got to point out you have this glaring typo on the COVID of your book. Oh, oh, I printed 5,000 copies. What should I do? And I said Fahrenheit 451. If you know science fiction and Ray Bradbury, that's the temperature books burn at. Fahrenheit 451. Famous science fiction book. So I was telling him to burn 5,000 books, which he did. Because I said I don't even want you to give these away or donate them to some thrift store because every time somebody sees your name and this book and that typo, it's bringing you down in the market. Henry DeVries [00:08:03]: The same thing with a crappy self published book where they said, oh, you know, I can do it cheap. I said, okay, well, let's say you have a big speech and people have paid you $5,000 to come speak to them, and you got to wear something. Are you going to go to Goodwill and see if somebody donated something good that week? Or, you know, maybe there's an Armani suit there,...