Latest / Callis Mindset with Kannon Callis / Ep. 11 How Community Creates Wealth: Balance, Investing and Building Long-Term Success

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Ep. 11 How Community Creates Wealth: Balance, Investing and Building Long-Term Success · Callis Mindset with Kannon Callis

• 0:00
  Speaker 1: Welcome to the Callous Mindset, the show where discipline meets
• 0:03
  Speaker 1: growth and high performance is a way of life. I'm
• 0:07
  Speaker 1: your host, Cannon Callous, and thanks for tuning in to
• 0:09
  Speaker 1: today's episode, where we'll sit down with the lead entrepreneur,
• 0:12
  Speaker 1: pop real estate professional, and leader who refuse to settle
• 0:16
  Speaker 1: for average. If you're ready for thinking sharper, leading stronger,
• 0:20
  Speaker 1: and building a mindset that separates you from others, you're
• 0:23
  Speaker 1: in the right place. Today's high performance expert is John O. Weber,
• 0:32
  Speaker 1: top local realtor, founder of the Idaho Real Estate Investing
• 0:35
  Speaker 1: Network and also founder and host of the real Estate
• 0:38
  Speaker 1: Investing for Life podcast. Welcome johna Hey.
• 0:42
  Speaker 2: Thanks Canon, great to see you today.
• 0:44
  Speaker 3: Appreciate having me on.
• 0:45
  Speaker 4: I appreciate you being here too.
• 0:47
  Speaker 1: So I've known you for almost a year now and
• 0:51
  Speaker 1: I'm part of the organization IRAN, which used to be
• 0:54
  Speaker 1: Boise real Estate Investor Network. I want to dive into
• 0:58
  Speaker 1: some deeper context today than just surface level conversation, things
• 1:04
  Speaker 1: like how you founded multiple organizations, how you're connectings, and
• 1:10
  Speaker 1: really just understanding your path through that perfect So let's
• 1:15
  Speaker 1: start with where did you begin before launching your first organization?
• 1:22
  Speaker 2: Well, I wasn't always an entrepreneur, although I would say
• 1:25
  Speaker 2: I was always entrepreneurial, and so I began my first career.
• 1:30
  Speaker 2: First two careers were not particularly entrepreneurial.
• 1:33
  Speaker 3: I was a meeting planner.
• 1:34
  Speaker 2: I planned corporate meetings and events, which is why I
• 1:37
  Speaker 2: still like to plan events today.
• 1:39
  Speaker 3: I'm sure. And then I was a teacher.
• 1:41
  Speaker 2: So my first venture truly well started investing in real
• 1:47
  Speaker 2: estate back while we were doing those full time jobs.
• 1:50
  Speaker 2: But really I started as a true entrepreneur, I would
• 1:53
  Speaker 2: say when I was in my thirties, so not right away,
• 1:57
  Speaker 2: and that was when I really got into real estate
• 2:00
  Speaker 2: as an agent.
• 2:02
  Speaker 4: Got it cool.
• 2:03
  Speaker 1: So you started out teacher, someone who planned events, and
• 2:08
  Speaker 1: then that experience kind of carried you into some of
• 2:11
  Speaker 1: the opportunities that you've taken advantage of recently. And now
• 2:16
  Speaker 1: since i've known you, you've been a multi venture founder,
• 2:19
  Speaker 1: deeper in real estate than I've been, you know, especially
• 2:22
  Speaker 1: in this market, and I'm sure that you're one of
• 2:25
  Speaker 1: the best connectors I've met. You know, your personality type
• 2:28
  Speaker 1: and the activities that you focus your time on has
• 2:32
  Speaker 1: been helping others help themselves and also kind of creating
• 2:36
  Speaker 1: an expectation of success for themselves.
• 2:39
  Speaker 2: Oh I like the way you put that thank you,
• 2:40
  Speaker 2: yes you got you, you understand me canon, because I
• 2:43
  Speaker 2: do believe that people sometimes, you know, they need someone
• 2:46
  Speaker 2: else to believe in them before they believe in themselves.
• 2:49
  Speaker 2: And I definitely was and am multi passionate as an entrepreneur,
• 2:56
  Speaker 2: and there was a time when it was probably too much.
• 2:59
  Speaker 2: And I'm working to streamline now and make everything go together.
• 3:03
  Speaker 2: But yeah, one time I was running a large real
• 3:06
  Speaker 2: estate team. I was starting up this Idaho real estate
• 3:10
  Speaker 2: investor network, and I was also my husband and I
• 3:13
  Speaker 2: of course have our rental properties, but we were also
• 3:16
  Speaker 2: owning and managing a restaurant and business, and so there
• 3:20
  Speaker 2: was a came a point where it was a bit
• 3:23
  Speaker 2: too much for a little bit. But I've learned so
• 3:25
  Speaker 2: many lessons along the way that what I'm doing now
• 3:28
  Speaker 2: feels like a light load, and it's enabled me to
• 3:32
  Speaker 2: reach people in ways that I never could have imagined.
• 3:35
  Speaker 2: It's a great challenge.
• 3:37
  Speaker 1: That's awesome. I didn't know that you guys were managing
• 3:39
  Speaker 1: a restaurant. I know that that alone is more than
• 3:42
  Speaker 1: a full time job.
• 3:44
  Speaker 2: Yes, yeah, I wouldn't recommend it. Real estate is much
• 3:47
  Speaker 2: better opportunity in my opinion.
• 3:49
  Speaker 1: Yeah, So how did you get into real estate investing?
• 3:52
  Speaker 1: Like where did that idea come from? What was your
• 3:54
  Speaker 1: first investment?
• 3:55
  Speaker 2: Like, well, it came from a need to figure out
• 3:59
  Speaker 2: how to have more one stream of income. We had
• 4:01
  Speaker 2: bought some rental properties early on in our marriage. My
• 4:04
  Speaker 2: husband was the one gung ho for real estate investing.
• 4:06
  Speaker 2: At the time, I was the scared one. I'd be like, Okay,
• 4:09
  Speaker 2: that could be your deal. But we eventually I came around,
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  Speaker 2: obviously and really started looking at it back when we
• 4:18
  Speaker 2: had a recession, back you know, you were a kid canon,
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  Speaker 2: but there was, you know, a really scary time when
• 4:25
  Speaker 2: real estate went down, down, down, and we were one
• 4:28
  Speaker 2: income household and we had one rental property that was
• 4:31
  Speaker 2: negative eight hundred cash flow a month. We didn't know
• 4:34
  Speaker 2: what we were doing, and I started researching, started looking out
• 4:38
  Speaker 2: for other people that were doing something different, doing it
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  Speaker 2: differently than I was doing, and had this little thought
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  Speaker 2: like what if I could sell this one rental property
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  Speaker 2: and turn it from a negative cash flow situation to
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  Speaker 2: a positive And painfully made that choice at the bottom
• 4:53
  Speaker 2: of the real estate market. But it actually was a
• 4:56
  Speaker 2: great decision. Because it propelled our real estate investing move
• 5:00
  Speaker 2: moving forward. And a couple years after that, we were
• 5:03
  Speaker 2: buying properties and so forth.
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  Speaker 3: And I had a great.
• 5:07
  Speaker 2: Realtor at the time, and she's like, JOHNA, you know
• 5:09
  Speaker 2: the market as well as I do.
• 5:10
  Speaker 3: You should get your license, and that's why.
• 5:14
  Speaker 2: And when I did that after we had invested in
• 5:16
  Speaker 2: a lot of properties and I thought I was going
• 5:19
  Speaker 2: to get my license just to flip a house or
• 5:21
  Speaker 2: two a year, maybe help a friend or family member,
• 5:24
  Speaker 2: And before I know it, I was doing many, many
• 5:28
  Speaker 2: transactions every year and wind up growing a real estate team.
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  Speaker 2: I think one of my trades good bad are indifferent
• 5:34
  Speaker 2: is I don't do things small.
• 5:36
  Speaker 3: I'm going to do it. I'm going to do it.
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  Speaker 1: Well, wow, that's awesome. So you started with one single
• 5:42
  Speaker 1: family property. Eventually that opportunity grew as the market recovered
• 5:48
  Speaker 1: and pursed more and more properties. Then you realize, I'm
• 5:52
  Speaker 1: really good at this and I should probably be doing
• 5:54
  Speaker 1: real estate professionally, started.
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  Speaker 4: A team and grew it.
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  Speaker 1: Yeah, and when did you come up with the idea
• 6:00
  Speaker 1: to start the investor Network.
• 6:02
  Speaker 2: It was actually an iterative situation that it happened over
• 6:07
  Speaker 2: a number of years.
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  Speaker 3: I actually had.
• 6:10
  Speaker 2: After I got the bug for real estate investing, I
• 6:12
  Speaker 2: wanted to get around other people and know what they
• 6:15
  Speaker 2: were doing and get that relationship with other like minded people.
• 6:19
  Speaker 2: And I started a meetup back in twenty fourteen, thirteen
• 6:24
  Speaker 2: or fourteen, and I was fresh off going to a
• 6:26
  Speaker 2: bigger pocket summit where I had been around three hundred
• 6:29
  Speaker 2: real estate investors and was all pumped up and started
• 6:32
  Speaker 2: this quarterly meetup and it's in very different way.
• 6:36
  Speaker 3: It's still going on today.
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  Speaker 2: And then I started a Facebook group for real estate
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  Speaker 2: investors back in twenty seventeen. I was the first member
• 6:44
  Speaker 2: and just like, okay, guys, I wants to talk about
• 6:46
  Speaker 2: real estate investing in Idaho, and it grew and you
• 6:51
  Speaker 2: and I both entrepreneurs canon, so we know, like little
• 6:54
  Speaker 2: ideas kind of form. And in twenty twenty two, I
• 6:58
  Speaker 2: was wonder figuring training or what to do with this
• 7:01
  Speaker 2: community that I have built but wasn't not only was
• 7:05
  Speaker 2: I not monetizing, but I was spending quite a bit
• 7:08
  Speaker 2: of money to keep it up, and just thought maybe
• 7:14
  Speaker 2: we could get this off of Facebook, off of something
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  Speaker 2: informal where no one really has a chance to really
• 7:19
  Speaker 2: get to know each other.
• 7:20
  Speaker 3: And really form this network.
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  Speaker 2: And so I just started building it, really not knowing
• 7:26
  Speaker 2: what was going to be the next step, but I
• 7:28
  Speaker 2: was excited and we had a half day real estate
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  Speaker 2: conference here that we launched what was that then called
• 7:36
  Speaker 2: voyce Reen, and we had one hundred and twenty people
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  Speaker 2: show up and they were excited, and we were able
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  Speaker 2: to use that start to build a website out and
• 7:45
  Speaker 2: start putting things in place to formalize it and make
• 7:48
  Speaker 2: it something that My goal is to have it something
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  Speaker 2: that's in place and growing sustainable for decades to come,
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  Speaker 2: because I think Idaho needs something like this.
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  Speaker 1: Yeah, so you you really were just trying to find
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  Speaker 1: like minded people in the state create a meetup, and
• 8:07
  Speaker 1: because there was a demand there, you kind of met
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  Speaker 1: that need for yourself first but also for other people.
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  Speaker 1: And then from there, when did it shift from a
• 8:16
  Speaker 1: part time or like a hobby into just a major responsibility.
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  Speaker 3: Pretty quickly. It was very interesting.
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  Speaker 2: I think sometimes being naive is a good thing.
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  Speaker 3: Like I really had no.
• 8:32
  Speaker 2: Idea what was cut out, but what would be asked
• 8:35
  Speaker 2: for me the following twelve to twenty four months of
• 8:37
  Speaker 2: how hard it would be to organize it behind the
• 8:40
  Speaker 2: scenes and get everything done and figure out how it
• 8:43
  Speaker 2: was going to pay for itself, and all of that
• 8:45
  Speaker 2: stuff was a little bit tougher than I thought. And
• 8:49
  Speaker 2: there definitely have been some times along the way where
• 8:52
  Speaker 2: it's like, oh my goodness, you know, playing the long
• 8:54
  Speaker 2: game here?
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  Speaker 3: Is it worth it?
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  Speaker 2: But it truly is been a passion project, something that
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  Speaker 2: I believe.
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  Speaker 3: Wrongly in and.
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  Speaker 2: I just over the last twelve months have really taken
• 9:06
  Speaker 2: some other things off my plate and streamline focused. And
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  Speaker 2: it's amazing what happens when you're able to put your
• 9:13
  Speaker 2: time and attention on something so multi You know, passion
• 9:16
  Speaker 2: is great, and running two to three businesses and they
• 9:19
  Speaker 2: can play into each other is great. But I just
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  Speaker 2: caution everyone to be careful and make sure that you
• 9:24
  Speaker 2: prioritize and have a method behind your madness to make
• 9:27
  Speaker 2: sure that they all funnel into one another. Otherwise you're
• 9:30
  Speaker 2: just going to have a bunch of half results.
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  Speaker 4: Yeah.
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  Speaker 1: Yeah, it sounds like this was a long term You're
• 9:36
  Speaker 1: all in on it, even if it's slow grow.
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  Speaker 4: You know, you had a purpose behind it.
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  Speaker 1: You had the passion where you were going to show
• 9:43
  Speaker 1: up no matter how long it took. And I think
• 9:47
  Speaker 1: these days a lot of people have the attention span
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  Speaker 1: that's just not quite at that point. They think that
• 9:52
  Speaker 1: it's going to happen quickly or it's not going to
• 9:54
  Speaker 1: happen at all. But when you keep showing up day
• 9:57
  Speaker 1: after day after day after day, those were olds compound
• 10:01
  Speaker 1: and then you look back and you're like, how did
• 10:02
  Speaker 1: we even get here? I've done so much in the
• 10:04
  Speaker 1: last ten years or you know, five years, whatever it
• 10:07
  Speaker 1: may be, for these long term goals.
• 10:09
  Speaker 2: Yes, Ny, people overestimate what they can do in a year.
• 10:12
  Speaker 2: I know you've heard this. They underestimate what can be
• 10:14
  Speaker 2: done in a decade. And I'm a living testament to
• 10:18
  Speaker 2: that with my real estate agent career, and I just
• 10:21
  Speaker 2: look back on a decade of real estate sales and
• 10:24
  Speaker 2: I just am so humbled by the amount of people
• 10:27
  Speaker 2: that I was able to serve and the production that
• 10:30
  Speaker 2: we were able to do. But it wasn't until like
• 10:32
  Speaker 2: year three that it really all gelled. And I just
• 10:37
  Speaker 2: heard that on a show this week. Actually, it's like
• 10:39
  Speaker 2: that year three things start gelling. And we're actually in
• 10:42
  Speaker 2: your three of the Idaho Real Estate Investor Network right now,
• 10:45
  Speaker 2: which is really encouraging because things just gel and you
• 10:48
  Speaker 2: get from you know, quote unquote the cold calling stage
• 10:51
  Speaker 2: to people coming to you if you're consistent and you're
• 10:55
  Speaker 2: adding value to people.
• 10:57
  Speaker 4: Yeah.
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  Speaker 1: Yeah, And I think just knowing you and you know,
• 11:00
  Speaker 1: giving it everything you have and showing up for yourself
• 11:03
  Speaker 1: and for other people has led to connections that are
• 11:07
  Speaker 1: so much further than what you probably imagine, because there's
• 11:10
  Speaker 1: conversations that have had I mean, we had an event
• 11:13
  Speaker 1: last night we were at I had a conversation today
• 11:16
  Speaker 1: with someone you know, and you never know how many
• 11:18
  Speaker 1: of those are actually happening in different rooms. And so
• 11:22
  Speaker 1: you start with something that compounds over time and it
• 11:25
  Speaker 1: just grows and then before you know it, you go
• 11:27
  Speaker 1: from hoping, you know, hoping things are going to work out,
• 11:30
  Speaker 1: to their working out and you need to keep up.
• 11:33
  Speaker 2: Yeah, we're hiring vas right now to help with it.
• 11:36
  Speaker 3: And it's it's really exciting. I'd love to hear that.
• 11:39
  Speaker 2: And yeah, you the one of the selfishly like one
• 11:42
  Speaker 2: of the biggest things that I have gotten out of
• 11:44
  Speaker 2: this wasn't even an intent, but not only have I
• 11:50
  Speaker 2: met people that I've never would have met in this,
• 11:53
  Speaker 2: both of them this valley and nationally, but I have
• 11:55
  Speaker 2: learned so.
• 11:56
  Speaker 3: Much like I was.
• 11:57
  Speaker 2: I'm very genuine and I talk talk about if I'm
• 12:00
  Speaker 2: meeting with like a newer investor, they have things to
• 12:03
  Speaker 2: teach me. And I've learned about strategies and different wealth
• 12:08
  Speaker 2: building techniques that I never even knew were on my radar.
• 12:11
  Speaker 2: If I would have had what I built, if I
• 12:14
  Speaker 2: would have had the network when I was starting my
• 12:16
  Speaker 2: investing journey, I would have gone a lot further at
• 12:19
  Speaker 2: that time. But I didn't know some of the things
• 12:21
  Speaker 2: that were available to me.
• 12:24
  Speaker 1: Yeah, yeah, so's some of us are lucky that you
• 12:26
  Speaker 1: created this, you know, several years ago. Because of your work,
• 12:30
  Speaker 1: we're actually standing on the shoulder of a giant who
• 12:33
  Speaker 1: created this this pathway for us to pursue, and now
• 12:36
  Speaker 1: we just have to pursue it, and you know, just
• 12:38
  Speaker 1: keep doing what you created the frameworks, and so I
• 12:41
  Speaker 1: appreciate what you've done. And it's been great to meet
• 12:43
  Speaker 1: other investors and like minded people in the group. I
• 12:47
  Speaker 1: joined just a little over a year ago, and to
• 12:49
  Speaker 1: watch what's happened from the time I joined to even today,
• 12:53
  Speaker 1: it's really impressive to see the amount of people, the
• 12:56
  Speaker 1: commitment and the connections, and then also the money that's
• 12:59
  Speaker 1: moving because of the organization, and it's growing Idaho and
• 13:03
  Speaker 1: other places too. So with that you probably came a
• 13:08
  Speaker 1: lot of pressure at times, and I want to discuss that,
• 13:11
  Speaker 1: not too deep, but yeah, when did it get hard
• 13:14
  Speaker 1: or what were some of the you know, maybe the
• 13:17
  Speaker 1: challenges that you experienced along the way.
• 13:20
  Speaker 2: I think probably some of the hardest pieces of it,
• 13:23
  Speaker 2: whether it's Idaho, Rean or any kind of you know business,
• 13:27
  Speaker 2: When you're in a people business, it gets hard, and
• 13:30
  Speaker 2: you've got conflict in relationships, and sometimes the people that
• 13:35
  Speaker 2: are with you at the very beginning are not necessarily
• 13:38
  Speaker 2: the same people that are with you at the end.
• 13:41
  Speaker 2: But that's okay, because everybody serves a purpose and are
• 13:45
  Speaker 2: there for a reason in that season of your business journey.
• 13:49
  Speaker 3: You know.
• 13:50
  Speaker 2: And so I am I always say I'm a recovering
• 13:53
  Speaker 2: people pleaser, and when there has been conflict along the way,
• 13:57
  Speaker 2: that has been probably the toughest peace pieces of any
• 14:02
  Speaker 2: business that I've run along the way, because I love
• 14:04
  Speaker 2: people and I want them to love me back, and
• 14:06
  Speaker 2: I want.
• 14:06
  Speaker 3: It just to flow and be in harmony.
• 14:09
  Speaker 2: And it doesn't always work out that way, but there's
• 14:12
  Speaker 2: greater purpose in that. So definitely. I think that the
• 14:16
  Speaker 2: human part of it is, at least for me as
• 14:21
  Speaker 2: a soft soul kind of person, it's been the toughest.
• 14:24
  Speaker 3: Part along the journey.
• 14:25
  Speaker 2: But with that I have learned so much more and
• 14:29
  Speaker 2: I'm still learning about trusting what God's plan is for me,
• 14:34
  Speaker 2: for one thing, and my own intuition, my own gut
• 14:38
  Speaker 2: on where things need to head, and it hasn't steered
• 14:42
  Speaker 2: me wrong. It's when I get too involved with wondering
• 14:46
  Speaker 2: what everybody else thinks and get pulled into too many
• 14:49
  Speaker 2: other directions that I have found myself kind of off
• 14:53
  Speaker 2: the tracks.
• 14:54
  Speaker 4: Yeah.
• 14:55
  Speaker 1: Yeah, So that's I think understanding that it's not necessarily
• 14:59
  Speaker 1: where we think it's going. It's where the universe God,
• 15:04
  Speaker 1: you know, the venture itself needs to go, and our
• 15:08
  Speaker 1: openness to that route to enable it and get out
• 15:10
  Speaker 1: of our own way sometimes because for me, I've gotten
• 15:14
  Speaker 1: in my own head where I overcomplicate things from time
• 15:17
  Speaker 1: to time. I don't want to dissipate point people either,
• 15:20
  Speaker 1: and when conflict happens sometimes you have to and you
• 15:23
  Speaker 1: have to realize that's just part of the journey, that's
• 15:25
  Speaker 1: part of the path, and it's really the resilience factor
• 15:29
  Speaker 1: how you bounce back and how you take that next
• 15:31
  Speaker 1: step that really differentiates you from people to get stuck there.
• 15:35
  Speaker 1: And I wanted to ask you a little bit about
• 15:38
  Speaker 1: building multiple ventures at the same time, because for some people,
• 15:42
  Speaker 1: entrepreneurship is the most intimidating thing ever to start one business,
• 15:47
  Speaker 1: to take that risk is terrifying. But you've been able
• 15:51
  Speaker 1: to start multiple different organizations and businesses, and I want
• 15:55
  Speaker 1: to ask how you started that, like going from one
• 15:58
  Speaker 1: venture to two, or let's say, you know, starting the
• 16:01
  Speaker 1: podcast after you had the network started.
• 16:04
  Speaker 4: Let's talk about that.
• 16:05
  Speaker 2: Yeah, I think I think it can work well as
• 16:09
  Speaker 2: long as you have a synergy and that you're involved
• 16:12
  Speaker 2: and they all kind of feed into one another. And
• 16:15
  Speaker 2: what I've seen that doesn't work well, and I can
• 16:18
  Speaker 2: point to, like you know, I mentioned a restaurant or
• 16:20
  Speaker 2: something like that, When you're dealing with a couple of
• 16:22
  Speaker 2: different ventures that are completely apples and oranges and they
• 16:26
  Speaker 2: have no tie.
• 16:27
  Speaker 3: In together, I think that is really really tough.
• 16:30
  Speaker 2: To get traction and to be able to move faster
• 16:34
  Speaker 2: on that. And it's been there have been times when
• 16:37
  Speaker 2: I've definitely had too much going on at once. But
• 16:41
  Speaker 2: I think if you do again, just making sure they
• 16:43
  Speaker 2: feed into one another. And then one thing that's been
• 16:46
  Speaker 2: super helpful for me is time blocking and even designating
• 16:50
  Speaker 2: certain days to each thing that I'm working on, our
• 16:56
  Speaker 2: big rock that I'm trying to get done with, and
• 16:58
  Speaker 2: I've got it's gotten so that even I've streamlined personally
• 17:03
  Speaker 2: where I'm doing certain things, like every Monday Tuesday and
• 17:06
  Speaker 2: behind the scenes unless we have an event, but then
• 17:09
  Speaker 2: Wednesday Thursday, I'm out public facing and then Friday's more recovery,
• 17:13
  Speaker 2: you know. And they have to be like super vigilant
• 17:16
  Speaker 2: with your time, and I wasn't for a lot of years,
• 17:19
  Speaker 2: and it caused me unnecessary stress, I would say, because
• 17:24
  Speaker 2: I think there's something in your synapses when you're going
• 17:26
  Speaker 2: from this problem to this problem to that problem to
• 17:30
  Speaker 2: you know, this idea and it's all in there, and
• 17:34
  Speaker 2: again it's just hard to get that momentum going. So
• 17:37
  Speaker 2: you can definitely do it, but I would just caution
• 17:40
  Speaker 2: you to be careful in that respect. I listened once
• 17:44
  Speaker 2: I had a chance to have a talk with a
• 17:46
  Speaker 2: gentleman that was a very successful entrepreneur. He actually owned
• 17:50
  Speaker 2: price Line at the time. It was at a conference
• 17:53
  Speaker 2: and he's like, yes, you can have it all, because
• 17:55
  Speaker 2: he's own multiple businesses.
• 17:57
  Speaker 3: You can have it all.
• 17:58
  Speaker 2: You just can't necessarily have all at once that you
• 18:02
  Speaker 2: can build off on them. But you know, get one
• 18:05
  Speaker 2: going up and running and on the right tracks first
• 18:08
  Speaker 2: before you move on to the second one.
• 18:10
  Speaker 4: Yeah.
• 18:10
  Speaker 1: Yeah, I've I have a personal experience with that where
• 18:14
  Speaker 1: I'm still growing my two businesses. I have a property
• 18:17
  Speaker 1: management business and a real estate agency that I'm trying
• 18:20
  Speaker 1: to grow side by side. But if I didn't time block,
• 18:23
  Speaker 1: which is what I learned in previous professional careers and
• 18:27
  Speaker 1: other organizations even when I was much younger, I'm really
• 18:31
  Speaker 1: grateful that I have learned how to do that, because
• 18:33
  Speaker 1: I would be so scrambled and mixed minded about everything
• 18:37
  Speaker 1: because you have moving parts, so many moving parts with
• 18:40
  Speaker 1: multiple ventures, multiple businesses.
• 18:42
  Speaker 4: And I do the same thing. I time block.
• 18:45
  Speaker 1: I have certain times where I'm recording podcasts, and I
• 18:48
  Speaker 1: have certain times where I'm doing calling, and I have
• 18:50
  Speaker 1: certain times where I'm working on contracts in different times
• 18:52
  Speaker 1: where I'm showing houses, and so having that time blocked
• 18:56
  Speaker 1: and based on my priorities is it's it's a cheat code.
• 19:00
  Speaker 1: And I think that if you're not using your calendar
• 19:03
  Speaker 1: and you're not specifically allocating time of your day to
• 19:06
  Speaker 1: commit to those ventures, you're not able to go as
• 19:10
  Speaker 1: deep in them, and you're not going to understand what
• 19:12
  Speaker 1: your limitations are when you do get deep into them.
• 19:14
  Speaker 1: And so having a podcast and a real estate company
• 19:19
  Speaker 1: and a property management company that kind of feeds into
• 19:21
  Speaker 1: each other and we're talking about the same thing is
• 19:24
  Speaker 1: so much easier than having a podcast about sports, and
• 19:28
  Speaker 1: you know, it's.
• 19:29
  Speaker 4: Something totally different, that's a hobby.
• 19:31
  Speaker 1: Yeah, yeah, it's yeah, it's like a hobby, and it
• 19:33
  Speaker 1: doesn't there's not a lot of synergy there. And so
• 19:37
  Speaker 1: you know, going deeper is a huge part of it,
• 19:39
  Speaker 1: because what I've heard is that you commit too many
• 19:42
  Speaker 1: things with your time, you're going to be shallow on
• 19:45
  Speaker 1: every single one of those. And so becoming an expert
• 19:47
  Speaker 1: at one thing first, then committing to the next thing
• 19:50
  Speaker 1: and adding as you go one hundred percent agree that
• 19:54
  Speaker 1: you have to choose you know, how much time you're
• 19:56
  Speaker 1: willing to commit to build these and for you for
• 19:58
  Speaker 1: the long term mindset. For me, I have the same
• 20:00
  Speaker 1: mindset of long term. I think it doesn't matter how
• 20:03
  Speaker 1: long it takes. This is going to be my lifestyle.
• 20:06
  Speaker 1: This is going to be what I do for X
• 20:07
  Speaker 1: amount of time, no matter what. And so there's obviously
• 20:11
  Speaker 1: hard seasons that come with that. Life happened, personal things happen.
• 20:15
  Speaker 1: But just having that mental framework where you know that
• 20:19
  Speaker 1: you're showing up today one hundred percent for this or
• 20:21
  Speaker 1: one hundred percent for that instead of fifty percent on
• 20:24
  Speaker 1: each and you don't really get anywhere, it's been beneficial.
• 20:29
  Speaker 1: So I want to talk about these ventures that you've started.
• 20:33
  Speaker 1: I've met so many people through the Investor Network. I
• 20:36
  Speaker 1: went to the convention last year. The first one was great,
• 20:39
  Speaker 1: learned so much. But I also was starting in real
• 20:42
  Speaker 1: estate early twenty tens, and I started listening to the
• 20:45
  Speaker 1: Bigger Pockets podcast and I went to some conferences because
• 20:48
  Speaker 1: I was selling real estate software.
• 20:49
  Speaker 4: And met a lot of really great minded people.
• 20:53
  Speaker 1: And I think that's what sparked that in me, is
• 20:56
  Speaker 1: that I like connecting people, I like creating things, and
• 21:00
  Speaker 1: I love real estate and what it can bring and
• 21:02
  Speaker 1: do for you personally and financially. But with your adventures,
• 21:07
  Speaker 1: I've learned about you. Just in the last couple of years.
• 21:09
  Speaker 1: I was attracted to the idea, especially here in Idaho,
• 21:11
  Speaker 1: where there's really not I'm from Dallas Fort Worth.
• 21:15
  Speaker 4: They have one hundred conventions for real estate.
• 21:18
  Speaker 1: They have them every day, and so to have something
• 21:21
  Speaker 1: like that here, it just it stood out to me.
• 21:24
  Speaker 1: And so I want to talk to you a little
• 21:25
  Speaker 1: bit more about how the ventures have led to one another,
• 21:29
  Speaker 1: how they feed each other, the connection between the two,
• 21:32
  Speaker 1: the synergy, and how many doors that's been opening for
• 21:35
  Speaker 1: you because of that proximity.
• 21:37
  Speaker 3: That's a great question.
• 21:38
  Speaker 2: Well, I do think we have something special here in
• 21:41
  Speaker 2: Idaho because I too, I look at.
• 21:43
  Speaker 3: Other states and know all of the you.
• 21:45
  Speaker 2: Know, so many real estate meetups and conferences and all
• 21:49
  Speaker 2: the things, and we really were lacking that here. So
• 21:52
  Speaker 2: it's really cool to see it come that far. And
• 21:55
  Speaker 2: even though it is Idaho based. Personally, it has opened
• 21:59
  Speaker 2: up a lot of doors for me nationally.
• 22:01
  Speaker 3: And it can be down to, you know.
• 22:04
  Speaker 2: Getting a real estate referral and now I'm referring out
• 22:07
  Speaker 2: most my real estate business, but being able to place
• 22:10
  Speaker 2: that potential investor in the state of Idaho and wonderful
• 22:13
  Speaker 2: hands with a great agent here that certainly could be
• 22:17
  Speaker 2: a revenue source. We've got more and more national companies
• 22:20
  Speaker 2: looking at the state of Idaho and coming to me
• 22:22
  Speaker 2: asking how they can get involved and how they can participate,
• 22:25
  Speaker 2: and that there's just been a lot of opportunities that came.
• 22:30
  Speaker 2: My are coming like came, but now really starting to
• 22:34
  Speaker 2: roll in because of that, and also because of that,
• 22:37
  Speaker 2: we've got to have more discernment than ever on what's
• 22:39
  Speaker 2: a good opportunity and what's not. So it's it's a
• 22:43
  Speaker 2: little bit of a balancing act, but we're excited about
• 22:47
  Speaker 2: the eyes being here on Idaho.
• 22:49
  Speaker 1: Yeah, it's gotten a lot of attention the last few years.
• 22:52
  Speaker 1: Even my friends in other states are like, where did
• 22:55
  Speaker 1: Idaho come from? They're right hearing about Idaho on TV
• 22:59
  Speaker 1: and radio from people I know, and they're like, what's
• 23:02
  Speaker 1: going on there? And a lot of my friends didn't
• 23:04
  Speaker 1: quite understand why I moved to Idaho. I married someone
• 23:08
  Speaker 1: from here, which is the biggest reason I'm out here.
• 23:10
  Speaker 1: But when I came here, I was like, Okay, this
• 23:12
  Speaker 1: place is not what I thought it was. It's really great,
• 23:16
  Speaker 1: the community, the outdoors, the growth that it's seeing right now.
• 23:20
  Speaker 1: As still an emerging market, it's not even close to
• 23:23
  Speaker 1: where it's going. I think the surrounding states are starting
• 23:27
  Speaker 1: to recognize that too, because they're all moving here and
• 23:30
  Speaker 1: that brings opportunity, It brings more capital for investment.
• 23:35
  Speaker 4: The skyline of Idaho BOYC is going.
• 23:37
  Speaker 1: To change, and it's cool to meet the people that
• 23:40
  Speaker 1: are part of that and to be connecting and to
• 23:43
  Speaker 1: be engaging with them and to really kind of do
• 23:45
  Speaker 1: my part too. But I want to ask you, do
• 23:48
  Speaker 1: you think capital or community is more valuable?
• 23:53
  Speaker 3: H Well, I think personally community. I know capital, you know,
• 24:02
  Speaker 3: that's obviously money.
• 24:03
  Speaker 2: When you're talking about capital, like raising capital for real
• 24:06
  Speaker 2: estate investing, you get that usually through your network, which
• 24:09
  Speaker 2: is community, and you find the deals through your network,
• 24:13
  Speaker 2: and if you find the deal, the capital comes. The
• 24:15
  Speaker 2: money's there as long as there's great deals and the
• 24:18
  Speaker 2: money is there. One thing I'm finding we talk about
• 24:21
  Speaker 2: people like with their eyes on Idaho, when you have
• 24:24
  Speaker 2: a community, people want to get in front of that
• 24:26
  Speaker 2: community and they are willing to invest in what we're
• 24:31
  Speaker 2: doing in order to be able to do that. Now,
• 24:33
  Speaker 2: I am very very picky on who gets in front
• 24:35
  Speaker 2: of our community, as you know Canon, So I haven't
• 24:39
  Speaker 2: definitely have not taken advantage of that like I probably
• 24:42
  Speaker 2: could have. But it's because I'm wanting to always do
• 24:46
  Speaker 2: what's in the best interest of our community. But the
• 24:49
  Speaker 2: definitely my answer would be community. And that's just a
• 24:53
  Speaker 2: thread my whole life again with my first career being
• 24:55
  Speaker 2: an event planner and then a teacher. You know, I
• 24:58
  Speaker 2: love a good room full of great people that are
• 25:01
  Speaker 2: there to learn, and there's there's just a wonderful.
• 25:05
  Speaker 3: Feeling about it.
• 25:06
  Speaker 2: And there's a when you're with a community like an Idaho,
• 25:09
  Speaker 2: a rein or anything like that, a conference, an entrepreneurial conference,
• 25:12
  Speaker 2: there's something so special about people that are there by choice,
• 25:17
  Speaker 2: that are invested their own money to get there, and
• 25:20
  Speaker 2: they're wrapped in listening and paying attention. It's so different
• 25:24
  Speaker 2: than if you go to a conference where everyone is
• 25:27
  Speaker 2: an employee in their boss made them go right, yeah.
• 25:31
  Speaker 1: Yeah, that's so true, and I agree with you. I
• 25:32
  Speaker 1: think community offers so much more dimension. If you think
• 25:36
  Speaker 1: about capital, it's one dimensional. It's just money, So what
• 25:39
  Speaker 1: do you do with it? You know, it's like where's
• 25:41
  Speaker 1: the ideas, where's the connection, where's the people that are
• 25:43
  Speaker 1: going to make this idea happen? But the community, a
• 25:47
  Speaker 1: byproduct of that is the capital for sure and team
• 25:51
  Speaker 1: you know, creating teams and partnerships and joint ventures, and
• 25:55
  Speaker 1: the results are benefiting everyone that's involved, you know, in
• 25:59
  Speaker 1: that community than the one investor who happened to have
• 26:02
  Speaker 1: the money who put it in and then figure.
• 26:04
  Speaker 4: It out right. Well, that leads me to my next point.
• 26:09
  Speaker 1: As this organization grows, where do you see it going
• 26:14
  Speaker 1: and how are you systematically scaling it?
• 26:18
  Speaker 2: That has been an iterative process, as you can imagine, Cannon,
• 26:22
  Speaker 2: but I am really intent on building this out so
• 26:24
  Speaker 2: that it's something that is long.
• 26:26
  Speaker 3: Lasting, whether I am leading it or not.
• 26:29
  Speaker 2: I'm working to put systems in place so that someone
• 26:33
  Speaker 2: could effectively run this organization in the long term.
• 26:37
  Speaker 3: You know, I'm in a.
• 26:39
  Speaker 2: Position I recently really scaled down my real estate operations,
• 26:42
  Speaker 2: and I want to be able to eventually travel more
• 26:45
  Speaker 2: and have some options there. Although this is a huge
• 26:49
  Speaker 2: passion of mine, so I am scaling it in such
• 26:53
  Speaker 2: a way using systems so that the goal is for
• 26:57
  Speaker 2: it to maintain the long term. I know about other
• 26:59
  Speaker 2: real estate investing associations and other states that have been
• 27:02
  Speaker 2: around for forty years, so I think that's great. I
• 27:05
  Speaker 2: think we've come too far not to do that. And
• 27:10
  Speaker 2: the systematizing of it. It's been great. We actually have
• 27:12
  Speaker 2: a guy in our group, Max Ryk, who's with EOS,
• 27:15
  Speaker 2: So shout out to you, Max if you're listening. But
• 27:17
  Speaker 2: he was really helpful with me in the beginning and
• 27:19
  Speaker 2: helping us identify like what our care values are and
• 27:22
  Speaker 2: what we're going to tackle in order to grow this
• 27:24
  Speaker 2: and what stage we're.
• 27:26
  Speaker 3: Going to grow everything.
• 27:28
  Speaker 2: And you know, I'm still working that out quarter by
• 27:31
  Speaker 2: quarter right now, but I think that we've got something
• 27:34
  Speaker 2: great in place. We've tried a lot of things, and
• 27:37
  Speaker 2: there's always trial and error in a new business, but
• 27:41
  Speaker 2: we are getting something in place that is resonating with
• 27:44
  Speaker 2: the people. And I just thrilled to be along for
• 27:48
  Speaker 2: the ride because this is a bigger thing than me.
• 27:51
  Speaker 2: It doesn't always make it hasn't always made sense from
• 27:54
  Speaker 2: like a financial or a business perspective, but it's something
• 27:57
  Speaker 2: that I've been drawn to and I know that it's
• 27:59
  Speaker 2: here for a reason.
• 28:01
  Speaker 4: Yeah, yeah, that makes sense. Has there ever been a
• 28:03
  Speaker 4: time where you wanted to quit? Oh?
• 28:06
  Speaker 2: Yeah, I won't lie. Yeah, you know, it's again, there's
• 28:12
  Speaker 2: a lot of iterations of what we've we've come through and.
• 28:17
  Speaker 3: When I made it any business want to will relate
• 28:19
  Speaker 3: to this.
• 28:20
  Speaker 2: When you make a transition from one hundred percent free
• 28:23
  Speaker 2: ask you know, community or product or whatever anybody is selling.
• 28:28
  Speaker 2: When you go to something where you ask for a
• 28:30
  Speaker 2: small amount of money in exchange after being free, there's
• 28:36
  Speaker 2: there's always some resistance that happens. And that's that's kind
• 28:41
  Speaker 2: of what I'm talking about. Kind of at the beginning,
• 28:43
  Speaker 2: when you have seasons, people there in your life for
• 28:46
  Speaker 2: seasons and that sort of thing, and so it was
• 28:50
  Speaker 2: really confusing at the time kind of figuring out, Okay,
• 28:53
  Speaker 2: how are we going to do this. We have to
• 28:54
  Speaker 2: have some resources to cover some overhead to maintain a business,
• 29:01
  Speaker 2: even just to open the doors right for any event.
• 29:05
  Speaker 2: And so we've worked through all of that, but there
• 29:08
  Speaker 2: were some times where you know, when you're starting a business,
• 29:11
  Speaker 2: you're paying.
• 29:11
  Speaker 3: Out of pocket to run it.
• 29:12
  Speaker 2: It doesn't always feel fun.
• 29:15
  Speaker 4: It hurts.
• 29:17
  Speaker 1: Yeah, it's such a challenge, and I think that's one
• 29:20
  Speaker 1: of your strengths too, is being forward focusing and you know,
• 29:23
  Speaker 1: being a long term visionary. And I want to ask,
• 29:27
  Speaker 1: when you strip away the titles the organizations, you know,
• 29:30
  Speaker 1: being a founder, a connector, and a host, what mindset
• 29:34
  Speaker 1: has allowed you to sustain building at this level, Like,
• 29:37
  Speaker 1: what are the fundamental thought processes or the mindset that
• 29:40
  Speaker 1: you've taken to be open to even trying to do this.
• 29:46
  Speaker 4: Well.
• 29:46
  Speaker 2: I think the fact that it's fun for me is helpful.
• 29:51
  Speaker 2: And I run a couple of things, especially the last
• 29:53
  Speaker 2: couple of years, I run everything through a framework of one,
• 29:56
  Speaker 2: is it creating something that's has the ability to be
• 30:01
  Speaker 2: to bring revenue, you know, to be able to make
• 30:03
  Speaker 2: it fun and to grow. So there's that, and then
• 30:07
  Speaker 2: is it fun? Does it bring me joy? And so
• 30:10
  Speaker 2: if I'm running everything through that funnel in my mind
• 30:15
  Speaker 2: is really really helpful because there's a lot of things
• 30:18
  Speaker 2: that I experienced along the way that didn't do either,
• 30:20
  Speaker 2: you know, and I've slowly had to left them off
• 30:23
  Speaker 2: of out of my life and off my plate to
• 30:26
  Speaker 2: focus on things that are either revenue producing or bring
• 30:29
  Speaker 2: me joy and being in a community and bring doing
• 30:32
  Speaker 2: events obviously brings me joy. And so now it's just
• 30:36
  Speaker 2: a matter of like marrying the two and make sure
• 30:38
  Speaker 2: that it's sustainable long term. Pat Flynn is a famous
• 30:43
  Speaker 2: like influencer, podcaster, business owner, and he.
• 30:47
  Speaker 3: Has this phrase I love. He's like, what would it
• 30:49
  Speaker 3: look like if it was easy.
• 30:51
  Speaker 2: And so I've been utilizing that in my mind too, like,
• 30:54
  Speaker 2: just continue to simplify and simplify and simplify because the
• 30:57
  Speaker 2: complexity is what brings me down.
• 31:00
  Speaker 4: Yeah, I mentioned earlier. Yeah, I do the same thing.
• 31:03
  Speaker 1: Well, I'll overthink things and I'll overcomplicate it a little bit.
• 31:07
  Speaker 1: But what you just said just kind of struck a
• 31:10
  Speaker 1: chord with me. It's simplifying things and saying it in
• 31:14
  Speaker 1: another way. Does it make money and does it make
• 31:17
  Speaker 1: me happy?
• 31:17
  Speaker 3: Right? Yeah, exactly.
• 31:18
  Speaker 1: It's like the core fundamental part that keeps you from
• 31:22
  Speaker 1: burning out, It keeps you from hitting you know, rock
• 31:25
  Speaker 1: bottom and not being able to keep pursuing your passion.
• 31:27
  Speaker 1: Because if it's revenue potential, then you know, you could
• 31:31
  Speaker 1: size it, and that I think is something that everyone
• 31:35
  Speaker 1: can take, you know, is just to simplify things to
• 31:38
  Speaker 1: the core fundamentals of how you feel, you know, like
• 31:41
  Speaker 1: how you view it and is it going to keep
• 31:43
  Speaker 1: you going?
• 31:44
  Speaker 3: Thank you?
• 31:44
  Speaker 2: Yeah, And you can figure out something that makes you money.
• 31:46
  Speaker 2: But if it doesn't, if you hate it, if it's
• 31:48
  Speaker 2: not going to bring you any joy, it's not going
• 31:50
  Speaker 2: to last.
• 31:51
  Speaker 3: And people are going to see, right, through that.
• 31:53
  Speaker 4: Yeah, yeah, it's true. Or if it's just for.
• 31:55
  Speaker 3: Money, right, that's what I mean.
• 31:57
  Speaker 4: Yeah, exactly.
• 31:58
  Speaker 1: So if for the listeners on today, if someone's considering
• 32:03
  Speaker 1: building maybe multiple ventures or multiple organizations right now, but
• 32:08
  Speaker 1: they're afraid of that pressure, they're afraid of failure, what
• 32:11
  Speaker 1: advice would you share with.
• 32:12
  Speaker 2: Them, Well, one probably not to take themselves so seriously.
• 32:18
  Speaker 2: Being in real estate, we have saying with agents in
• 32:20
  Speaker 2: the room. We'd always say, you know, it's at the
• 32:22
  Speaker 2: end of the day, it's real estate. Nobody died, you know,
• 32:24
  Speaker 2: It's it's something that can come and go.
• 32:26
  Speaker 3: We're all going to fail.
• 32:28
  Speaker 2: The biggest you know, people that you see on stage,
• 32:31
  Speaker 2: they are getting paid to speak not because they were
• 32:33
  Speaker 2: great at everything, because they had a failure story and
• 32:36
  Speaker 2: they came back from it, and so just consider that
• 32:39
  Speaker 2: a badge of honor. You're going to fail at something probably,
• 32:43
  Speaker 2: so I would definitely say that. And the other thing
• 32:46
  Speaker 2: that has been resonating me is the idea that you
• 32:50
  Speaker 2: don't have to go all in forever, like you're going
• 32:53
  Speaker 2: to take a lot of consistency and thought process, and
• 32:56
  Speaker 2: there're going to be times for you feeling like you're
• 32:58
  Speaker 2: just so in the we and figuring things out. But
• 33:02
  Speaker 2: if you just like do some small bursts of momentum,
• 33:05
  Speaker 2: it's gonna do huge things for your business down the line.
• 33:08
  Speaker 2: But you don't have to like trud through all of
• 33:12
  Speaker 2: it for years and years. Some of my biggest results
• 33:15
  Speaker 2: in business and in real estate investie have come from
• 33:17
  Speaker 2: like ninety day bursts of momentum and focus, and then
• 33:21
  Speaker 2: you can let up the gas a little bit, evaluate
• 33:24
  Speaker 2: see how it's going, make little tweaks, but it's definitely
• 33:28
  Speaker 2: to succeed long term, you've got to take the ebbs
• 33:30
  Speaker 2: and flows and not be all in all the time.
• 33:35
  Speaker 4: Yeah, I agree.
• 33:35
  Speaker 1: Yeah, when you have that energy, capitalize on it right.
• 33:39
  Speaker 1: And there's gonna be fast times, there's gonna be slow times.
• 33:42
  Speaker 1: And for me, I know this is true because I
• 33:45
  Speaker 1: work long, long hours, usually almost every day, and then
• 33:48
  Speaker 1: I'll come into a week where I feel truly burnt
• 33:50
  Speaker 1: out and I'm just like, I'm not movated to do
• 33:53
  Speaker 1: anything right now, so I need to give back to
• 33:55
  Speaker 1: myself and recover so I can actually go back after it.
• 33:58
  Speaker 1: And probably personally I probably need to balance that a
• 34:00
  Speaker 1: little bit better. But I know when you're deep in
• 34:03
  Speaker 1: you have so much responsibility and people and activities.
• 34:07
  Speaker 4: Demanding your time one way or another.
• 34:09
  Speaker 1: So leaning into your strengths, leaning into your passions, leaning
• 34:13
  Speaker 1: into what makes you happy with your time can carry
• 34:15
  Speaker 1: you a little bit further than forcing things that just
• 34:18
  Speaker 1: shouldn't maybe be forced. And so I really appreciate you
• 34:22
  Speaker 1: sharing all of this insight. You know, I respect you
• 34:26
  Speaker 1: and what you've done with this community. I'm happy to
• 34:28
  Speaker 1: be part of it and being a connector I don't
• 34:31
  Speaker 1: think is accidental. It's who you are, and you're just
• 34:34
  Speaker 1: fulfilling your passion and what your highest use of time is.
• 34:38
  Speaker 4: So I wanted to say thanks again, well, thank.
• 34:41
  Speaker 2: You can and I just I love having you in
• 34:43
  Speaker 2: the community and it's just been such a pleasure getting
• 34:45
  Speaker 2: to know you this year, and what you're doing with
• 34:48
  Speaker 2: this podcast is going to impact lives and in life.
• 34:50
  Speaker 2: I know you are going places and excited to know you.
• 34:54
  Speaker 4: Well.
• 34:54
  Speaker 1: Thanks again, and thanks to our listeners for engaging with
• 34:57
  Speaker 1: another episode of Callous Mindset with Cannon Callus. I really
• 35:01
  Speaker 1: appreciate you listening. And if today's conversation led you to
• 35:05
  Speaker 1: some clarity, motivation, or a new way of thinking, share
• 35:08
  Speaker 1: it with someone you love. And trust, and a huge
• 35:11
  Speaker 1: thank you to Jonah Weber for bringing real insight, real experience,
• 35:15
  Speaker 1: real mindset today. If you want to know more about her,
• 35:18
  Speaker 1: go find her John O. Weber online. Check out the
• 35:21
  Speaker 1: Idaho Real Estate Investor Network, the Real Estate Investing for
• 35:24
  Speaker 1: Life podcast, and if you want more conversations like these
• 35:28
  Speaker 1: more tools for discipline and leadership, check out the Callous
• 35:31
  Speaker 1: Mindset on all platforms at Callous Mindset podcast on Instagram
• 35:37
  Speaker 1: and at Callus Mindset on YouTube. Keep building your mindset
• 35:40
  Speaker 1: that sets you apart. I'm Cannon Callus and we'll see
• 35:43
  Speaker 1: you next time.