Latest / Massive Agent Podcast / The One Thing That ALL Struggling Agents Have in Common

Transcript

The One Thing That ALL Struggling Agents Have in Common · Massive Agent Podcast

• 0:00
  SPEAKER_00: What if I told you that the main reason your business feels stuck right now and that you're not growing as fast as you could or should be, it has nothing to do with the market.
• 0:07
  SPEAKER_00: It has nothing to do with interest rates, but it has everything to do with something that you are doing on a daily basis, something that you are doing consistently that you've made a habit.
• 0:16
  SPEAKER_00: So today I'm gonna break down exactly what that is and how to fix it so that you can unlock more growth than any lead gen tactic out there.
• 0:25
  SPEAKER_00: Let's go.
• 0:26
  SPEAKER_00: The massive agent podcast with lead generation tips and strategies to give you more leads and sell more homes.
• 0:34
  SPEAKER_00: I love to buy houses, I like to sell houses.
• 0:36
  SPEAKER_00: It takes brass balls to sell it.
• 0:39
  SPEAKER_00: Wait a minute.
• 0:41
  SPEAKER_00: Leads a week.
• 0:43
  SPEAKER_00: I've had better.
• 0:45
  SPEAKER_00: Oh have I got your attention now?
• 0:48
  SPEAKER_00: Here's your host, Dustin Brome.
• 0:52
  SPEAKER_00: What is up, guys?
• 0:53
  SPEAKER_00: Welcome to episode 409 of the Massive Agent Podcast.
• 0:57
  SPEAKER_00: I am your host, Dustin Brome, here in Salt Lake City, Utah.
• 1:00
  SPEAKER_00: Episode 409.
• 1:01
  SPEAKER_00: I've been doing this for almost eight years.
• 1:03
  SPEAKER_00: I think I overestimated by the year last time, but it's uh it'll be like eight years in January, which is wild, that I've been doing this podcast every single week.
• 1:11
  SPEAKER_00: So, you guys that have been with us for a long time, for many years, first off, you're crazy.
• 1:16
  SPEAKER_00: Second of all, I freaking love you.
• 1:18
  SPEAKER_00: Thank you for listening.
• 1:19
  SPEAKER_00: Uh, I've got it, I've got a great one for you today.
• 1:22
  SPEAKER_00: It's kind of short and sweet, but when I when I sit back, I was doing this this morning.
• 1:28
  SPEAKER_00: I was I was driving um driving back from dropping my kids off at school, and and I was like thinking about what I'm gonna do the podcast about.
• 1:34
  SPEAKER_00: And I'm like, okay, well, what what's that one thing that agents who are struggling usually have in common?
• 1:40
  SPEAKER_00: And I've it took me a minute and I was like, wait a minute, that's it.
• 1:43
  SPEAKER_00: And that's what I'm gonna break down.
• 1:44
  SPEAKER_00: That's what I'm gonna highlight for you today.
• 1:46
  SPEAKER_00: The the thing that agents who struggle have in common.
• 1:49
  SPEAKER_00: Once you know what it is, you can you can notice it in yourself.
• 1:53
  SPEAKER_00: Some of you do it to an extreme, some of you do it just a little bit, but nonetheless, it can't be done.
• 1:58
  SPEAKER_00: It this is something that you have to avoid doing because it crushes your growth.
• 2:02
  SPEAKER_00: And even if you are growing, but you still do this one thing, you could be growing so much faster.
• 2:08
  SPEAKER_00: You should be growing so much faster, you should be selling so many more homes, you should be gaining market share, you should be making a ton more money, but this one, this one bad habit, if you will, this one thing, is absolutely shooting you in the foot.
• 2:23
  SPEAKER_00: So I'm gonna break that down here in a second.
• 2:25
  SPEAKER_00: Uh, if you heard that last week's episode, I am doing one more live in-person speaking event this year, and it is November, oh boy, November 13th.
• 2:36
  SPEAKER_00: I gotta double check this.
• 2:37
  SPEAKER_00: November 13th in Las Vegas at the Bellagio, actually, which is frickin' fantastic.
• 2:43
  SPEAKER_00: So um, I'm gonna be at the Fairway Elevate event.
• 2:46
  SPEAKER_00: I did the one in Denver, which was at a Mile High Stadium, which was incredible, but we're doing it again in Vegas, November 13th.
• 2:54
  SPEAKER_00: You need to go to vegas.fairwaylevate.com, and I'm gonna give you a promo code here in a second for a massive frickin' discount.
• 3:02
  SPEAKER_00: But the lineup is amazing.
• 3:03
  SPEAKER_00: I'm opening the whole event up first thing in the morning.
• 3:06
  SPEAKER_00: Neil Dingra is gonna be there speaking, Shivani Peterson, my my friend, my old friend, Chelsea Pites.
• 3:12
  SPEAKER_00: Not that she's old, we've been friends for a long time.
• 3:15
  SPEAKER_00: Uh, I mean, her and I are the same age.
• 3:17
  SPEAKER_00: Haley Parker, Ashley Corona, Arjun Dingra, and Jen Gottlieb.
• 3:22
  SPEAKER_00: This is one hell of a lineup.
• 3:23
  SPEAKER_00: This is one of those one-day events that is worth traveling to Vegas for.
• 3:28
  SPEAKER_00: I mean, and it's at the Bellagio.
• 3:30
  SPEAKER_00: They have an incredible deal on hotel rooms at the Bellagio.
• 3:32
  SPEAKER_00: All the details, all the information, the agenda, the speaker lineup, all of it is over at vegas.fairwayelevate.com.
• 3:41
  SPEAKER_00: And if you grab yourself a ticket, throw in the discount code, the promo code Dustin VIP.
• 3:46
  SPEAKER_00: Dustin VIP will get get you a massive discount.
• 3:50
  SPEAKER_00: And uh, I mean, you may as well may as well get a discount.
• 3:52
  SPEAKER_00: So that's the last time you're gonna see me live this year.
• 3:55
  SPEAKER_00: And uh, I don't have anything on the books yet for at least quite a quite a few months into 2026.
• 4:02
  SPEAKER_00: So, wow, 2026.
• 4:03
  SPEAKER_00: That's crazy.
• 4:04
  SPEAKER_00: I didn't re 2026 is coming up.
• 4:06
  SPEAKER_00: Hopefully, I'll see you in Vegas at the Fairway Elevate event.
• 4:09
  SPEAKER_00: Uh, it's gonna be incredible.
• 4:11
  SPEAKER_00: So let's uh let me break down.
• 4:13
  SPEAKER_00: I know I've been teasing it so far, but if there's one thread that agents who are struggling or agents who are just not growing very fast have in common, it's this.
• 4:25
  SPEAKER_00: All right.
• 4:25
  SPEAKER_00: And this this goes back to something that my mentor actually taught me.
• 4:30
  SPEAKER_00: I forget how long I've been in real estate, 14, 15 years, something like that.
• 4:33
  SPEAKER_00: I started in um January 2011.
• 4:37
  SPEAKER_00: So almost 15 years.
• 4:39
  SPEAKER_00: Yeah, almost 15 years.
• 4:40
  SPEAKER_00: And my very first mentor in real estate, you guys that have been listening for a while have heard me talk about my mentor quite a bit.
• 4:48
  SPEAKER_00: He taught me a lot of uh like some bad habits, or not necessarily bad habits, but just a different way of doing things that I didn't like, that I didn't align with, that didn't work for me because they were very aggressive and like chasing people down and doing like the scripts and the you know overcoming objections stuff, like and not in a good way.
• 5:05
  SPEAKER_00: But he also taught me some good stuff.
• 5:07
  SPEAKER_00: And one of the lessons that I didn't fully grasp the power of uh for I mean, it took me a while.
• 5:14
  SPEAKER_00: It took me a few years, I'd say probably three or four years to really grasp the power of this statement.
• 5:19
  SPEAKER_00: But he taught me that everything works and nothing doesn't.
• 5:23
  SPEAKER_00: And it that's kind of a what do they call that, like a double entente or whatever?
• 5:27
  SPEAKER_00: I I don't know what the hell it's called.
• 5:28
  SPEAKER_00: Uh English was English class was not exactly my strength in school.
• 5:33
  SPEAKER_00: I freaking hated English class, uh, which is funny because like I I didn't fail, but uh close, and now I do a podcast and I communicate and speak all the time and uh sucked at English class.
• 5:46
  SPEAKER_00: So kind of a worthless class, anyways.
• 5:49
  SPEAKER_00: Uh so double entendre or whatever, it has a double meaning.
• 5:52
  SPEAKER_00: Everything works and nothing doesn't.
• 5:53
  SPEAKER_00: So everything works.
• 5:55
  SPEAKER_00: Nothing doesn't.
• 5:57
  SPEAKER_00: Like doing nothing doesn't work.
• 5:59
  SPEAKER_00: Everything else works.
• 6:00
  SPEAKER_00: So as long as you're doing something, that thing can and will work.
• 6:04
  SPEAKER_00: But here's what here's where agents screw it up: jumping from strategy to strategy before you've given it time to work.
• 6:12
  SPEAKER_00: You're looking for that new thing, that new AI system, the new lead gen tactic, the new thing.
• 6:17
  SPEAKER_00: And you stop doing the thing that you committed to right before it starts working.
• 6:23
  SPEAKER_00: This is I'd say this is a this is a freaking epidemic among agents.
• 6:28
  SPEAKER_00: And especially every single agent I know who's struggling, they struggle with consistency.
• 6:36
  SPEAKER_00: They give up way too soon, they're jumping around from thing to thing, and they never give it enough time to compound and to work.
• 6:43
  SPEAKER_00: Let me give you a few examples of why this is so powerful, right?
• 6:47
  SPEAKER_00: So in the gym, when it comes to fitness, when it comes to health, when it comes to gains at the gym, if you switch your workout plan every two weeks, you're not gonna see results.
• 6:56
  SPEAKER_00: If you if you're not consistent with your diet, if you are counting your macros, uh, and then on the weekends you go out and eat like an asshole, uh, you're never like you may see some gains during the week, and then the weekend comes and you just restart at zero again.
• 7:11
  SPEAKER_00: You've got to stay consistent through the weekends too, or else you never get that compounding effect of results.
• 7:17
  SPEAKER_00: So at the gym, like you your body can never adapt or grow or uh you know, or strengthen or burn fat if you're not giving it consistent effort, consistent uh nutrition, consistent workout.
• 7:33
  SPEAKER_00: So it and lead gen works the same way.
• 7:36
  SPEAKER_00: Every strategy needs consistency in order to compound on itself.
• 7:40
  SPEAKER_00: If you don't give it enough time, it can't, it doesn't have enough time to do what it's supposed to do.
• 7:46
  SPEAKER_00: You hear and I know you jump around from strategy to strategy because you hear so-and-so is doing this and so-and-so is doing that.
• 7:52
  SPEAKER_00: But what you're not understanding is that person didn't start that thing last week.
• 7:56
  SPEAKER_00: They've been doing it long enough and consistently enough, and usually that's all they focus on.
• 8:03
  SPEAKER_00: I mean, maybe they're doing like uh open house strategy and social media, for example, and they just hammer those two like crazy consistently every freaking day, um, or open houses multiple times a week or whatever, right?
• 8:16
  SPEAKER_00: You've got to give the strategy enough time to work.
• 8:19
  SPEAKER_00: If you so so with you can't judge a strategy's effectiveness if you never give it enough time to work.
• 8:28
  SPEAKER_00: Um, and that that's that's the trouble that I see agents get into.
• 8:31
  SPEAKER_00: And I know because I used to be this way, I would jump from one thing to another.
• 8:34
  SPEAKER_00: I'd see a Facebook ad for like this uh this direct mail thing with these magical letters, I think it was called listing funnels or something.
• 8:41
  SPEAKER_00: It's actually very intelligent and um creative letters, but still like a one or one or two percent response rate, like most direct mail.
• 8:50
  SPEAKER_00: Uh didn't really increase the response rate that much.
• 8:53
  SPEAKER_00: Um, but I also stopped too soon because uh like two or three months in, I'm like, uh, I'm buying all these green envelopes so that it sticks out in the pile of mail.
• 9:03
  SPEAKER_00: I'm handwriting, I'm putting an actual stamp on it, it takes all this freaking time, and I'm still not getting a response rate.
• 9:08
  SPEAKER_00: Uh okay, I better I better do something else.
• 9:10
  SPEAKER_00: So I think three or four months in, I stopped.
• 9:12
  SPEAKER_00: Well, what if I just kept doing that for a year or a year and a half or two years?
• 9:16
  SPEAKER_00: I guarantee it would have started to get the results because people would have seen it over and over and over and over until finally they were in the right timing in their life where they needed it.
• 9:27
  SPEAKER_00: So that every successful agent that you know, everyone whose strategies you're looking at and you're wanting to chase and you're wanting to follow in their footsteps, they stuck with one thing long enough for it to start paying off.
• 9:42
  SPEAKER_00: And that's what you don't see.
• 9:43
  SPEAKER_00: You see that this strategy is working, that strategy is working, but you don't see how long it took someone, how much consistency it took from them for it to work.
• 9:52
  SPEAKER_00: Because back to what my mentor taught me, everything works and nothing doesn't.
• 9:58
  SPEAKER_00: Everything works as long as you focus like a frickin' laser.
• 10:01
  SPEAKER_00: That is the problem that a this is what's screwing you up.
• 10:05
  SPEAKER_00: You're not consistent enough, you're lacking focus, you're jumping around from one strategy to another.
• 10:10
  SPEAKER_00: That's it.
• 10:11
  SPEAKER_00: So let's you know, let me give you an example here.
• 10:14
  SPEAKER_00: Building momentum, okay.
• 10:16
  SPEAKER_00: Momentum only builds, it only you can only get to the place of momentum after repetition, after the consistency.
• 10:23
  SPEAKER_00: Every day you do the same activity, you get better at it.
• 10:26
  SPEAKER_00: So there's one, you get better at it, uh, you get more confident in doing that thing.
• 10:31
  SPEAKER_00: Let's say it's doing videos and putting them on social.
• 10:34
  SPEAKER_00: People start to recognize you for it because no one recognizes you if they just see you once, but they see you again and again and again and again, and pretty soon they're like, Oh, I recognize that person.
• 10:43
  SPEAKER_00: And then they see you in another place, in another place, and pretty soon they see you in the grocery store and they're like, that's the person because they've seen you 17 times.
• 10:51
  SPEAKER_00: If they see you once or twice, it doesn't work that way.
• 10:55
  SPEAKER_00: If you keep restarting, you stay in that that permanent day one mode.
• 11:00
  SPEAKER_00: You're just resetting all of your uh all that consistency, all the gains you just reset at zero every time you start something new.
• 11:07
  SPEAKER_00: Let me give you another analogy.
• 11:09
  SPEAKER_00: Farmers understand this.
• 11:11
  SPEAKER_00: A farmer doesn't just plant seeds in one field today and then move to another field and plant more seeds tomorrow, and then do it again the next day.
• 11:19
  SPEAKER_00: They're not planting all these new fields and new seeds every single day and expecting a harvest.
• 11:25
  SPEAKER_00: They plant the seeds, they water them, they they pull the weeds out, they wait, they they water, they weed, they wait, they they do all that, and one day the harvest comes and they know that it's going to come.
• 11:38
  SPEAKER_00: They know that that's the process.
• 11:39
  SPEAKER_00: Imagine if there was a farmer that after a week, they're like, how come this corn isn't isn't ready to harvest yet?
• 11:45
  SPEAKER_00: They just planted it last week.
• 11:47
  SPEAKER_00: Well, idiots, right?
• 11:49
  SPEAKER_00: But that's what we're doing in our businesses with our lead gen strategies and with our marketing.
• 11:54
  SPEAKER_00: So it's crazy.
• 11:56
  SPEAKER_00: You can't plant the same thing applies to real estate.
• 11:58
  SPEAKER_00: You can't plant seeds with YouTube for two weeks, and then move to cold calling, and then over to Instagram reels, and then to door knocking, and expect a harvest from any one of them.
• 12:08
  SPEAKER_00: That's just not how it works.
• 12:10
  SPEAKER_00: Every lead gen source takes time to grow roots.
• 12:14
  SPEAKER_00: The agents that stick with one field long enough end up reaping massive results because you've nurtured the soil.
• 12:23
  SPEAKER_00: If you're skipping from one thing to another, you're abandoning it right before the harvest.
• 12:28
  SPEAKER_00: It's that I wish I could put this up on screen.
• 12:31
  SPEAKER_00: The um three feet from gold meme or the image where it shows two miners and one is like literally a couple more swings away from like this big what do you call them?
• 12:43
  SPEAKER_00: Uh a vein of diamonds, but they're turned around walking the other way because they gave up.
• 12:47
  SPEAKER_00: They didn't know that the diamonds were just a couple more swings of the pickaxe away.
• 12:53
  SPEAKER_00: That's what that's what agents do.
• 12:55
  SPEAKER_00: That's what agents do.
• 12:56
  SPEAKER_00: That's the number one thing that is crushing you right now is you're stopping three feet from gold.
• 13:02
  SPEAKER_00: You're stopping right before the damn harvest.
• 13:04
  SPEAKER_00: With social media, every platform, whether it's YouTube, Instagram, even Google, rewards consistency.
• 13:12
  SPEAKER_00: If you post every single day for 90 days or 120 days or six months, the algorithm recognizes you.
• 13:18
  SPEAKER_00: It knows it can count on you as reliable.
• 13:22
  SPEAKER_00: And then it starts to show your stuff more often to more people.
• 13:26
  SPEAKER_00: There's so much power in consistent posting.
• 13:29
  SPEAKER_00: Even if it's like just average okay posting, it's still going to perform a hell of a lot better if it's if the algorithms can count on you.
• 13:37
  SPEAKER_00: But if you go hard for a week or you go hard for two weeks and then stop for another couple weeks because it didn't work, you reset the system, you lose all that momentum, and you start over at zero.
• 13:47
  SPEAKER_00: Consistency trains the system, it trains the algorithm, and it trains your audience to expect you.
• 13:54
  SPEAKER_00: Without that, you're invisible again every time you restart.
• 13:58
  SPEAKER_00: Every time you restart a strategy, you're invisible again.
• 14:01
  SPEAKER_00: What if you just didn't stop?
• 14:04
  SPEAKER_00: What if you just didn't stop?
• 14:06
  SPEAKER_00: I want you to write that down.
• 14:07
  SPEAKER_00: I mean, hell, get a tattoo on your freaking forearm that says, what if I just keep going?
• 14:11
  SPEAKER_00: Or what if I just don't stop?
• 14:13
  SPEAKER_00: What if you just don't stop doing the thing?
• 14:20
  SPEAKER_00: Like I I try not to oversimplify things, but I I can't imagine anything more simple than that.
• 14:27
  SPEAKER_00: And and you all know it is true.
• 14:30
  SPEAKER_00: If you just keep going and going and going and doing it again, doing it again, doing it again, it works.
• 14:37
  SPEAKER_00: So let me leave you with this.
• 14:39
  SPEAKER_00: Everything works and nothing doesn't.
• 14:41
  SPEAKER_00: Okay, YouTube works, open houses work, cold calling works, postcards work, social media ads work, uh, marketing to your sphere, circle prospecting, it all works.
• 14:52
  SPEAKER_00: But nothing works if you don't stick with it.
• 14:54
  SPEAKER_00: Nothing works if you keep resetting at zero.
• 14:56
  SPEAKER_00: The real difference between the agents who scale and grow and thrive and the agents who struggle and have the boom and bust cycle in their in their business, it's not strategy.
• 15:08
  SPEAKER_00: The difference is not strategy, it's focus, determination, and consistency.
• 15:14
  SPEAKER_00: And I know at this point, some of you some agents have turned this shit off because they don't like it.
• 15:19
  SPEAKER_00: Some agents have already turned this shit off because they were hoping for some magic bullet.
• 15:24
  SPEAKER_00: And I would tell them today, here's the one thing you're missing is this magical ad that says this, this, this, this, this with this magical targeting and use this magical color uh and put this thing in the bottom left and then take magnesium before you sleep.
• 15:41
  SPEAKER_00: And that's what they're expecting.
• 15:43
  SPEAKER_00: That there's this is if it was that every if it was that easy, everyone would freaking do it.
• 15:49
  SPEAKER_00: So the difference bet I'm gonna say this again: the real difference between agents who crush it and agents that struggle is not their strategy, it is their focus and their consistency.
• 16:00
  SPEAKER_00: That is the difference.
• 16:01
  SPEAKER_00: The best part of all of this, the good news here at the end, you and no one else are in full control over whether or not you are focused and you stay consistent.
• 16:11
  SPEAKER_00: No one else controls that.
• 16:13
  SPEAKER_00: You control it.
• 16:14
  SPEAKER_00: So no matter what I say or do, you can be consistent regardless.
• 16:20
  SPEAKER_00: That's incredible.
• 16:21
  SPEAKER_00: So the ball is all in your court, the power is all in your hands, no one and nothing can stop you but you.
• 16:28
  SPEAKER_00: So are you gonna be are you gonna are you gonna stop or are you gonna keep going?
• 16:34
  SPEAKER_00: It's not the strategy, it's the focus.
• 16:38
  SPEAKER_00: Everything works and nothing doesn't.
• 16:40
  SPEAKER_00: Um if you've ever heard me at one of my keynotes, one of my live talks, you've heard the story, the grocery store store, the grocery store story uh of when my mentor taught me some stuff that's just so cringe.
• 16:51
  SPEAKER_00: So cringe, some shit that we did at a grocery store to get clients was first off, it didn't get clients.
• 16:59
  SPEAKER_00: Uh, you'll have to come to one of my live talks.
• 17:01
  SPEAKER_00: You'll have to come to the Vegas Elevate event to hear that one.
• 17:04
  SPEAKER_00: Uh that that is a doozy.
• 17:06
  SPEAKER_00: But he did teach me that everything works and nothing doesn't, and it's been burned into my brain ever since.
• 17:11
  SPEAKER_00: And uh profound wisdom in that.
• 17:14
  SPEAKER_00: So if you are coming to the Vegas Elevate event on November 13th, go to Vegas.fairwaylevate.com and use promo code Dustin VIP to get a massive freaking discount.
• 17:24
  SPEAKER_00: Before we wrap, keeping current matters g uh, well, let me let me before I butcher this entire ad spot, uh let me let me recompose myself.
• 17:34
  SPEAKER_00: Keeping current matters helps you be the advisor that your clients trust with KCM.
• 17:38
  SPEAKER_00: KC KCM gives you easy I'm already butchering this.
• 17:41
  SPEAKER_00: KCM gives you easy to understand market insights, ready to share graphics, and scripts that keep you looking like a pro.
• 17:48
  SPEAKER_00: Try keeping current matters today over at trykcm.com slash BAM.
• 17:53
  SPEAKER_00: And BAMX has been BAMX keeps getting better and better and better.
• 17:58
  SPEAKER_00: The events they do uh for for the the members, the courses, the weekly content dumps that they do, they're like, here, we created all these marketing emails, here we created all these video scripts, we created all these graphics, here's the Canva template for it, and they just dump it on you every single week.
• 18:14
  SPEAKER_00: It's unbelievable.
• 18:15
  SPEAKER_00: I use their content for some of the stuff I put on my Massive Agent account.
• 18:19
  SPEAKER_00: If I was a if I was still marketing to buyers and sellers in my in my market, I would be using the shit out of the BAMX content that they put out.
• 18:29
  SPEAKER_00: So imagine having the copy for every marketing email, scripts and hooks for every social media post delivered to your inbox every single week, hyperlocal uh social media templates, video scripts, blogs and email content, they have courses, they have masterminds, they have uh meetups, they have a referral network all over in BAMX.
• 18:50
  SPEAKER_00: So to check that out, go to MassivAgenSociety.com slash BAMX.
• 18:55
  SPEAKER_00: And when you go over there, you can visually see all of this.
• 18:59
  SPEAKER_00: They did an incredible video where they show you everything that's included.
• 19:02
  SPEAKER_00: So if you've been hearing me yap about BAMX for a long time now, you owe it to yourself to go push play on the video that shows you visually what BAMX is all about.
• 19:13
  SPEAKER_00: MassiveAgen Society.com slash BAMX.
• 19:16
  SPEAKER_00: They have a free trial, even, which I think they're crazy, but they do.
• 19:19
  SPEAKER_00: Uh so do that.
• 19:21
  SPEAKER_00: And um it just takes so much of the guesswork, so much of the time.
• 19:26
  SPEAKER_00: Like, talk about leverage.
• 19:28
  SPEAKER_00: You just do what BAMX puts in your in your lap.
• 19:31
  SPEAKER_00: You just do that and implement that and post that.
• 19:34
  SPEAKER_00: And it it's unbelievable how much more time you'll have and how much more effective your marketing will be.
• 19:38
  SPEAKER_00: So MassiveAgen Society.com slash BAMX, do the free trial and uh and check it out.
• 19:43
  SPEAKER_00: Thank you so much for listening.
• 19:45
  SPEAKER_00: What next week's episode 410?
• 19:47
  SPEAKER_00: 400 it still blows my mind I've been podcasting for so long.
• 19:50
  SPEAKER_00: I just do it, I just do it every week.
• 19:53
  SPEAKER_00: I mean, consistency.
• 19:54
  SPEAKER_00: I just every single week I do a podcast.
• 19:56
  SPEAKER_00: Sometimes they're great, sometimes they're they're they suck because I'm low energy or I'm not inspired, or maybe the topic's boring or whatever, but I just keep doing it.
• 20:04
  SPEAKER_00: And over time it builds something pretty cool.
• 20:06
  SPEAKER_00: Thank you so much for listening.
• 20:07
  SPEAKER_00: I'll see you guys next week.