Building a Business From The Outside In | #REalAdvice 21 with Bradley Flowers

 
 

“Hey, buy this…[insert product or service name here].”

You’ve heard that before, right? And sometimes, especially when it’s a product or service that you NEED, some sellers have a hard time breaking out of the selling mold.

It’s all about the sales for them: no matter what their social media platform, all you see is sell, sell, sell.

Bradley Flowers is different. We all know the value of insurance in this industry, and that it’s not always an optional purchase. But how can someone stand out, while providing a much-needed service?

I’m inviting you to peek behind the curtain as Bradley Flowers and I talk about what it takes to be different while selling. We talk about storytelling, and connecting authentically with your audience.  

You’ll be inspired by how Bradley brings a “boring” topic to life, and creates incredible content that helps educate, serve, and inspire.


Guest Introduction:

This episode’s guest on the #REalAdvice podcast is Bradley Flowers. As a child, Bradley told his father that he wanted to be an insurance agent, because insurance agents play the most golf. Well, now he’s in the industry, and doesn’t get to play much golf, but that’s because he’s so busy serving others! By focusing on empowering people through insurance, Bradley is able to serve his clients and build strong connections. He’s also cohost of The Insurance Guys podcast, an industry-facing podcast to help insurance agents. Bradley is also making an impact in his local community in Mobile, Alabama, and is co-founder of the Mobile Young Entrepreneurs group.


Highlights of this episode: 

  • Jonathan introduces Bradley Flowers.

  • Bradley shares about The Insurance Guys podcast, and how they’ve built an audience by serving insurance agents.

  • “Our mission is to empower people through insurance.” - Bradley Flowers

  • In regards to referrals, if you aim for the wrong target, you’ll hit it every time. Work with the kind of people who WILL give you referrals!

  • Most people, when it comes to social media, want help with ads: but ads won’t work unless you have good, consistent content on your account.

  • Tell stories: take people along for the ride.

  • When you share the good, the bad, and the ugly, it will resonate with the people who are watching because they can relate to you and who you are.

  • Social media isn’t your journal, but it’s a place for you to humanize your brand.

  • You be authentically you, and everything else will take care of itself.

  • “There’s a lot of great people who just have to be heard by the right people in order to do great things.”

  • Bradley’s one biggest piece of advice is to follow up! Don’t have posts on Facebook or Instagram where people comment, and you don’t respond. Respond to all engagement on your social media platforms.


Special shout out to Bradley Flowers for being this episode’s guest for #REalAdvice! You can connect with him here:


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Audio Version Below

Full Transcript

Jonathan: 00:00 When I get these blanket emails signatures, like, you know, I'm caught up in meetings all day. I won't be able to respond to you. It's like, dude, just tell me what you're actually at and I'll appreciate that and I'll like, I don't care, but like don't lie to me because you've now set the expectation drastically off course where I am going to go to the next person because I know that I can get instant satisfaction and gratitude, you know, gratisfaction eyes on this fact, gratisfaction coined the word, I went point to word satisfaction and gratitude, gratitude and satisfaction, gratis faction. Bam. I might beat you to that. Woo. Today we have the Bradley flowers who is a nationally recognized insurance agency owner and marketing enthusiasts who runs the day to day operations of portal insurance and Xero in Alabama friendly, his cohost of the insurance guys podcast. And in 2019 he was a speaker alongside Gary v at agent 2021. Let's jump into it. And the first question that I always like to ask people is, tell us about yourself and, uh, really tell us what you believe in. And I don't mean that in a religion or political or any sense, it's

Bradley: 01:12 just, you know, what you're passionate about. You know. Um, so I was born in Atmore, Alabama, which is a small town, about 8,000 people. Um, as a young kid, I was always very intrigued by advertisements and ads that just, it was just something about it always. I remember I would get like there was a local real estate magazine with how House with listings in it way before the Internet. And I are always, I remember I would get the ad and I would get that magazine. I would look at the ads. Um, so, you know, kind of from, from being a young kid I was in, went to college, played golf. Um, and at 16 years old I, uh, told my dad I wanted to be an insurance agent because insurance, I just got to play the most golf. And, um, and so one thing led to the other and I ended up in the insurance industry and now I never play golf but you know, our, um, so I have an insurance agency, independent insurance agency portal insurance and our internal purpose statement or internal purpose is our mission is to empower people through insurance.

Bradley: 02:17 And that sounds kind of Hokey, but I'll give you three examples. How that plays out is let's say, you know, we do business with somebody and um, we saved them $1,000. Well that then may empower them to go buy dance lessons for their daughter or let's say they're paying $1,000 more to go with us, um, that may empower them to sleep better at night. Or my favorite is they get such a great customer experience from us that they then want to go pass kindness on and warmth and, and, and good things, good vibes to other people. Um, so I'm all about like, I just want to empower as many people as possible. Sweet. On that referral aspect, I tell people that if you aim for the wrong target, you'll hit it every time. And I think that the reason a lot of people don't get referrals, no matter the industry is because they're working with people that are not going to give them referrals.

Bradley: 03:09 Why? Because they don't like the same things they do. They don't do the same things that they do. So you know, they're only working with you for the transaction and in their mind it's, we're doing this and then we're, you know, we did it. And I think for somebody that's looking to build a business that they life, or excuse me, a build a business in life that they love, they really have to have that a referral aspect in it. And what you're thinking about something, what, what are you thinking about? It's an intense thing. Okay. Having the wrong intent or not necessarily the wrong intent. Just a different intent. You know, if I go out and do you know, I'll give you an example. We had a, a, a, a giveaway we did in our office where we gave away some tickets to a concert, just something cool like community type thing.

Bradley: 03:52 And what essentially what we were doing is we were, we were calling each person that entered and said, hey, we just wanted to confirm your entry, Dah, Dah, Dah, Dah, Dah. You know, by the way, would you let us quote your insurance? Things like that. Um, and I had had two, two agents that work for me. Um, one was getting elite, getting a hot lead every time she called and the other person was getting hung up on. And I said, you're intent is wrong. The person who's getting all the leads, her intent is just to make a friend and oh, by the way, let's do business together. Your calling and your intent is to make a sale. So you're rushing through. Mm. The rapport building part, you know what I mean? I think it's an intent thing. And I think, um, even with social media, you know, we kind of have this problem in every industry, but especially in my industry with people spamming people on social media, you know, like something like insurance, like, Ma, your audience doesn't want to hear about insurance, you know what I mean?

Bradley: 04:45 Um, and so, you know, we're spamming people. It's not, nobody wakes up and says, I'm going to spam a bunch of people today. What do they do? They wake up and they say, we're going to make a sale today. We're going to post something and make a sale. So you said that, you know, you don't want your business, business, business, all these different things on social media. What would you say is a good ratio of business to life, to community, to brand, to whatever it might be? Because we hear different things going out there on this and that. What do you believe in? You know, I'm for the, I am for giving too much value. Okay. And then never asking for anything. Okay. You know what I mean? Like I hardly ever post a solicitation or anything like that. Um, when I do it works because I never do it.

Bradley: 05:29 Got It. It works to the umpteenth degree, you know? Um, but you know, I'm all for just, you know, reverse engineering the audience and you know, like starting, you know, one thing with, with portal is we, we said, okay, a lot of insurance agencies are built from the inside out. In other words, these are our processes. This is how we do business. You're going to have to get used to it, Mr. Client, well then what happens then you do one of two things. You either like do business with a bunch of clients and it's just not, it's not a good mesh or you have this ever, um, never ending struggle to find your perfect client. Instead what we want to do is we wanted to start at the client and work our way backwards. So not from the inside out, from the outside end. How does the, how do most people want to do business with us?

Bradley: 06:16 And then that's what we're going to do. What would make sense? Yeah, definitely makes sense. And, uh, you know, there's a lot of people on here that want to get some things and they want to change up their social medias. And you know, they come to me and they go, Hey Jonathan, you know, we want you to help us with ads. That's what most people come to me for. Cause they want that incent retire and they want ads. And I go, do you want ads? Do you want followers? Do you want money? Do you want sales? What do you want? And then they tell me what they want and I go, okay, this is what we're going to do before we jump into the ads. We're going to change up the way that you post. First off, we're gonna change up the way that you talk to people because your ads, even if they could work, they're going to do a lot better if you're not advertising and solicitating every single time, you're not doing all these different things.

Bradley: 06:59 You can still, you know, advertise and promote your business. Just do it in a different way. Because if you have that commission breath on every single post, you know it. Nobody wants that. It's like you're throwing up on them every single time. So why are they going to say, why are they going to stay there? Right? Yep. What's something that you would do or let me rephrase that. What's something that you see happening on social media outside of the just solicitating all the time? That is a good thing that some people might be doing, that you would recommend others to do more of meaning. And let me give you an example. I told you about the, uh, the storytelling process and how the brain works. So I advocate people to do that. What's something that you tell people they should be doing on social? I tell a lot of people they need to tell stories, you know?

Bradley: 07:42 Um, and I've said this a lot. Um, so me and my wife went to, uh, the Jack Daniels distillery in Lynchburg, Tennessee. I'm not a whiskey guy, more of a craft beer guy. And we went through the tour and they took you through how jack made the whiskey and, and all of that. And you know, they still do it that way today just at a larger scale. And, um, we got done and we met some friends at a party in Nashville that had went to the distillery earlier that day. And the guy looked at me, he's like, do you just want to drink some Jack Daniels right now? I'm like, yeah, I kinda do. And it took me a little while to, to figure out what it was, but it was the story knowing what happened behind the scenes, how it's made, seeing it. And I tell the insurance agents, but everybody, this show people, the behind the scenes of your business, show them the good, the bad, and the ugly. Take them along for the ride. That's what a lot of people are doing. Well, another thing that, that people are doing that they may not be doing well, but I like that they're doing is creating original content. I think there's obviously a strategy in reposting and reusing other people's content. But you know, for me I always try to, everything I post be something original

Jonathan: 08:56 that I created, um, or that my team created. Ah, I think people stepping off the ledge of creating their own content leads them on, on a path to, to be in, to creating very good content one day. Definitely. And I liked that you said that you have to basically pull back the shades and show the good, the bad, the ugly and everything in between because you're trying to resonate with an individual who thinks and acts and is constructed the exact same way as you. And if you portray yourself as this type of person, well if you're perfect 100% of the time, they cannot resonate with that. If you're just selling houses, 24% of our, 100% of the time, they cannot resonate with that. What they can resonate is or with is a family man. They can resonate with somebody who is actually struggling. They can resonate with, I tried to do this, it didn't work and we're going to have to fix things out.

Jonathan: 09:50 And like you said, you're doing it now in a way where you're connecting through that story to where when you go and buy something, you just buy it. You know? If you're, you were going through the Jack Daniels tour, they weren't telling you every five seconds. By the way, do you want to buy a bottle? Do you want to buy a bottle now? Do you want to buy my cup? Do you want to buy him a shirt? You want to buy my hat? Buy, buy, buy, buy, buy. They weren't doing that, but what they were doing, where they were pulling it back, they were breaking it down and you envisioned yourself at some point, a part of the story on, man, I wonder what it was like. I'm managing. Wow, look at, look at this. Look at that. Look at this. And I tell people that all the time, once you can get them to envision how this works, why it works, how does my family fit into this?

Jonathan: 10:30 You know, what is it going to be like in five years if we do this? Just get them to start thinking, well, guess what? They're not thinking about you, they're thinking about you. And uh, you know, I think that's what your main goal should be, is to just be yourself, to document all the things that you're doing. But I like to tell people too that social media is not your journal. Um, you know, like it or love it. I tell people it's not your journal. So if you don't want them to see something that's fine. I get that. I'm not telling you to, you know, put every single thing on the line cause I don't do that as well. But I'm trying to get you to rehumanize the way that you do things. Because if you can do that, you can connect with people. The humanization of brands is something that people don't talk about.

Jonathan: 11:09 How they probably saw the whole Wendy's burger king or Wendy's was just going off on Twitter. I think another one was a, I think it was a, uh, a fish restaurant that had gotten, uh, a war with Peta. Okay. On Twitter, but ain't, but the humanization of brands, even though that's a one single individual behind that. But because like I can talk to it, you know what I mean? I think it's, there's, there's something to be said for that. Got It. And I think that it's very important that somebody goes back and listens to that because although we only talked about it for a few minutes, like it's so powerful. Like if that's all you get out of this, like it's huge and there's a lot of people out there that are just doing things because they see others doing it. Um, it's not who they are.

Jonathan: 11:59 It's not what they believe in. It's not what they like, you know? I always tell people like the people on my podcast, I like people that are on my podcast because I like them. First off, I don't care if you've got a billion followers, but if I don't believe in what you believe in, we're not going to resonate with, this is not going to be good. We just met and we can talk about some things that are alike because you're just like me, I'm not putting on a suit and tie just to put on a suit and tie. I don't know if you wear a suit and tie all the other times, but this is, this is, I got my Dallas Cowboys Polo on because I'm in Dallas, but I wear polos every single day. I'll post a picture on instinct.

Bradley: 12:37 Graham yesterday of me wearing jeans and, and I, and I and I, so I kind of brief back story. Um, I was with another insurance agency for five years and, and kind of, uh, I was running the agency kind of role, but I did not own it. Um, and I left in January and March of this year, open portal. Um, and I posted on Instagram yesterday and I s and it was a picture of me at my desk wearing jeans on the phone, closing a deal that somebody caught. And I said, you know, I've not worn anything but jeans since the day I quit my job. And it's a little bit on purpose. I'm like, I gonna see how long I can go without like having to work Khakis. And, um, I said, oh, by the way, I've also closed more insurance in the first seven months of 2019 than I did in all of 2018 your client doesn't give a crap as long as, as long as you are comfortable in what you're doing and you take care of them, that's all that matters. Now, are there certain situations, meetings where you may want to dress up, throw jack in the closet, that kind of thing? Absolutely. Um, and I had somebody comment, another insurance agent, she said, I disagree. You know, I dress up and I think my clients appreciate it. And I said, hey, that is fine. That's not the point of this post pointed. This post is you do you, exactly. You'd be authentically you and everything else will take care of itself. And

Jonathan: 13:56 you have to be you in every single aspect, whether that's on social, whether that's not on social, because guess what? They're going to meet you at some point and they're going to see how you dressed. They're going to see how you talk and let's say you do put on the suit when you meet them. Right. Well, you're going to act a little bit differently. You're going to be uncomfortable, you're not going to be on your a game. You're going to be thinking about the suit. You're going to be thinking you would've been more comfortable on the jeans, like crap you're going to, you're just not going to be there. So why would you set yourself up? Why would you set those expectations wrong? And then you, then you'd have actually no excuse at that point. And I think a lot of people set expectations wrong.

Jonathan: 14:33 You know, if you don't want somebody to call you at 9:00 PM then don't say I work 24 seven 365 days of the year. I'm the best person and the best agent that's going to do all these different things. And then you don't answer your phone at 9:00 PM because you just now told the brain that actually that person lied to you. So that is the reason why they call else. If you tell them that, hey, on Sundays is my family day, I don't work. But if it's an emergency, you know how to get ahold of me. And all my clients do from these days. This is what I do, this is who I'm about and these are the type of people that I work with. I would never have somebody to call me at 11 and be like, okay, the guy didn't answer his phone. Let's call the next person.

Jonathan: 15:08 Like just like you wouldn't do that with your doctor. Why? Because the doctor has already set the expectations. These are when I work, this is how I work. You know, I think it's crazy that somebody can call a real estate agent or an insurance agent and think drastically, um, just have these misconceptions right away and the only reason that they have them is because too many people have set the wrong expectations up. This is the reason why the disruptors come into the market and play those up because the agents are playing them up as well. Do you agree with that?

Bradley: 15:42 I agree 100% I agree 100% and you know, it's, it's one of those things that, that, you know, we, it admitting when you've screwed up too is, is another thing that I see a lot of insurance agents do. You know, I'll give you a prime example. Getting binders to loan officers on time so a real estate transaction can take place. You know, we all have those moments where we're really, really good at those and we have all those all have those moments where we're really, really bad and, and sometimes just admit it. You know? So our office though, if I had to break it down, one thing we specialize in is, is we are freaking good at the home buying process when it comes to insurance. We, we, we get binders on time. We, we expedite the process. We don't make the client come in and have a 45 minute meeting with us.

Bradley: 16:30 We understand that every, so there's a problem in the insurance industry when it comes to real estate in that the realtor, the loan officer, the appraiser, the inspector, the buyers agent, all have one goal. What does that to get to the closing table. And then you have this insurance agent over here who wants to meet with them about their auto and their life insurance. And you got to come in and you got to talk to me and you've got to meet the staff like no, like, so what we do is we align ourselves with the other parties and say, we are going to get you to the closing table. We can worry about all that other stuff after the fact. So to back up, but sometimes we're not as efficient as we normally are. Instead of making up a million excuses, just be like, we just screwed up.

Jonathan: 17:13 And I, you know, I do that all the time with my, uh, my away signature. I tell people if I'm on my wedding anniversary, I say I'm away on my wedding anniversary. Thank you for allowing me to spend time with my wife. I don't say I'm away from the office, I'm busy in meetings, I'm doing all these things. Why? Because then you think I'm busy with meetings and I don't have time for you. What, when I tell you that I'm with my family, I'm telling you that I'm on a cruise or whatever I am. Guess what? You're actually envisioning yourself, man. I wonder what he's thinking. I wonder what he's doing right now. And when I come back and I do talk with you like, how was the cruise? How did this go? How did that go? He tied to it. It's, it's, it's great.

Jonathan: 17:46 And I and I, when I get these blanket email signatures, like, you know, I'm caught up in meetings all day. I won't be able to respond to you. It's like, dude, just tell me what you're actually at and I'll appreciate that and I'll like, I don't care, but like don't lie to me because you've now set the expectation drastically off course where I am going to go to the next person because I know that I can get instant satisfaction and gratitude. You know, gratisfaction eyes on this fact. Gratisfaction coined a word. I went point to word satisfaction and Graz faction that could be gratitude and satisfaction, gratis faction. Bam, I might beat you to that. Woo. We're going to have to trademark it, put it, put the, put the documents together, man. We'll go out on stage out there and announce it to the, we're doing gratisfaction we're bringing gratitude and satisfaction back to business baby.

Jonathan: 18:42 Wow, that was great. All right. I don't even know what, I'm just [inaudible] where am I going now? And now I'm like running down the wrong kill. Let's, uh, I know your time is a valuable, I appreciate your time and I know absolutely that, uh, you've got other things going on. Food, Pete, go ahead. You know, one of the things too is like, it's, I remember when I first started in business, there's a local guy in our town that has a podcast and I wanted to be on that podcast so bad, like, so bad. And because I knew like not only would it be fun, but you know, I would get some exposure out of it, maybe some business. And, um, uh, finally after about a year and a half, he asked me to be on it and I was on my way to do it. And My boss at the time is like, you've got to come to the office right now.

Jonathan: 19:24 And I didn't get to do it. And so anytime I'm asked to be able to podcast, it like means the freaking world to me. Even though I have my own podcast, it means a world to me. So I appreciate it. Yes, thank you. Because, uh, I just think that there's a lot of great people that just have to be heard by the right people in order to do great things. And you know, even if you're in the exact same industry, which we're not, but even if we, we were like, we have to think that we do things differently. We think a little bit differently, we act differently. And you know, there's somebody else that can connect with you on a, on a much deeper level. And should I put out my podcast and people connect with you and you guys do things, I'm like, great.

Jonathan: 20:01 That's the point of this. Like, I want you to connect with people that are like you in business and life. You know, if you tell great jokes, like whatever it is, I was, you know, I tell all of my people, you know, thank you because somebody's gonna listen to this and it can drastically impact the way that they think. They feel. They do things. And that's what we're all about. So where can people find more information, connect with you if they have questions, if they want to, you know, just chit chat or maybe they want the, the behind the scenes detail on the Jack Daniels. And where do they find that? Yeah, so, uh, my favorite platform is Instagram. Um, I'm on Instagram as Sarah land underscore insurance. S S A R A, l a n d underscore the word insurance, a Bradley flowers, pretty much anywhere. Um,

Bradley: 20:48 we have a podcast, an insurance marketing podcast, although it's more of a marketing podcast. It leans towards the insurance industry a little bit. And in fact, we've, we've interviewed a lot of, a lot of real estate guys, including Jason Will. I think you recently had on, uh, we interviewed, um, the COO for movement mortgage, uh, number one real estate agent in the state of Alabama. Ricky Caruso is a massive following on social media, but, uh, that's the insurance guys podcast and we are pretty much anywhere. Podcasts are sweet. You, you said that your podcast is mostly marketing geared towards insurance. Um, it sounds like the most boring thing ever. It's not, not at all. I'm like on how I want to ask five more questions and then go right ahead. But you know, and it's funny, in the beginning, you know, we had two options. We were like, okay, do we make this consumer facing, which is a super short term way to think cause we're like, we're going to do this podcast and sell insurance from it.

Bradley: 21:44 The reason we opted to go the other way around and be industry facing and not consumer facing is we did not want ambien to suicide for putting everybody to sleep. So, uh, we, we decided to go to industry facing with that. But, um, but, but yeah, it's uh, it's a lot of fun. So what's a piece of advice that you would give to somebody in marketing that's, I dunno, they can drastically impact the way that they're doing things. Or is there a specific platform or trick or tip or hack or Ninja move, which I don't really just like throwing out there, but if we're talking with marketing guys, what's something that somebody can do and take away if they don't listen to anything? They just jump to this last section. What's, what's a piece of advice? Something I've been really big on lately, I have a lot of, a lot of people reach out to me from the podcast and they ask a question very similar to that. And, and the, the thing I'm telling them, I see this a lot and honestly, nothing really gets under my skin more when I see a business page or a marketing page, someone that's pushing something and they're getting engagement on their posts, they're getting comments and they're not commenting back.

Bradley: 22:54 And, and a piece of it that people miss, and we touched on earlier with nobody says, I'm going to, I'm going to wake up spam people. You know, your goal should not be too, I'm gonna make this post and I'm going to sell something. Your goal should be, I'm gonna make this post to create engagement. Your goal should be to garner engagement. Okay, well, if you're getting engagement and you're not engaging back, you're like the equivalent of seeing someone you know in the hallway and you don't say, you don't say hello. It's that, that is the whole goal is to get engagement. Those people engage with two or three posts, they go down the rabbit hole, the algorithm throws your stuff up even more because they're engaging with you. And then they buy the product. So if you're getting engagement and you're not engaging back, you're just, you might as well just shut your account down.

Bradley: 23:39 And, and the, the other side of that is, I remember Bradley flowers in 2013 it was getting started on social and I got three engagements. I got my wife, my grandmother, and my mom. And, or not my wife, but myself, my grandmother, my mom. Okay. And, and, and I remember just like, like seeing like, you know, a local air conditioning company getting 15 comments on their posts and I can't get one measly like, and, and now they don't even come comment back. Like if you're not going to do that, like, so w eve I even comment back to the spam posts. Oh, I even, and I do something funny like thumbs up or no, I'm good. Or something, you know, because if nothing else that's gonna throw your content out to more people just like me, people tell me that. I'm like, why are you going back and forth with them?

Bradley: 24:22 I was like, I'm, I'm not, this is not an argument or just I'm allowing him to keep talking to me. If he's on a talk and he's going to give me an extra 10 comments, great, let's talk because I'm going to use that negativity or that spam to show people like, okay, you see this post right here, like, this is what you don't want to do because this is a spam comment. Then they'll respond back like, how did you know this was a bot or this or that? It's like, Bro, come on now. Like, look at the comment, like, we know what you're doing. He told me it was a pretty picture and it's a picture of my office. Like, you know, my notes. Somebody died and they're like, great photo. And you're like, wait, what a minute. Wait, wait, wait, wait. Oh Man. I've seen that all the time.

Bradley: 24:59 I've had a couple of those Bot companies reach out to me about, about working with me every day. Yeah. And, and, and I've totally, the little bit with the auto liking, I still don't, I still don't use it. I don't like it. Um, but like the auto comments like that would be my worst. Fear is like somebody die. And then that's what, that's I might comment a smiley face like, or something like that. But, but engage back with every single comment. Like anytime you get anything, engage back with it. Try to keep that conversation going. And engagement is the road that leads to the sale. That that's how you get there. We're gonna, we're going to end it with this. If there's one person dead or alive that you can have lunch with today, who would it be and why? Oh, that's such a hard question and that's the reason why we ask it and we don't let you prepare for it because if you do, you're not going to tell me the right person.

Speaker 3: 25:49 Yeah. You know,

Bradley: 25:53 probably probably my grandfather who passed away

Speaker 3: 25:59 15 years ago

Bradley: 26:01 and why, um, I've been told we have a lot of similar, similar qualities, you know, I like, um, I just think it'd be cool. I appreciate your time. I know it's valuable. Thank you again. Hey everybody, this is Jonathan Hawkins. Thank you so much for staying until the very end of this podcast. I definitely appreciate it. As always, make sure to reach out to me via social media at Jonathan Hawkins official. Send me a comment, shoot me a DM. If you have any questions, you can also comment below. Thank you so much. Don't forget to subscribe below and remember who you hire truly matters.