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Events to Impact with Lisa Lanier Allen · Christian Business Growth Podcast

• 0:00
  and welcome to the Christian Business Growth Podcast.
• 0:02
  I'm here with Lisa Lanier-Allen and she's got some exciting stuff to talk to us about today.
• 0:08
  Lisa, thanks for being with us.
• 0:11
  Would you introduce yourself?
• 0:13
  Yeah, sorry, I didn't mean to talk over you.
• 0:15
  Would you introduce yourself and tell us how you got started in business?
• 0:17
  You're in real estate.
• 0:20
  I am in real estate.
• 0:23
  Lisa Leonard Allen with the Access Home Group, Keller Williams Realty.
• 0:27
  And when I was thinking about that question, was actually, my life is, and I guess everyone's is, it's broken down into like five chunks, right?
• 0:36
  There's the growing up time, and I was a preacher's kid.
• 0:40
  And so you kind of what that life was like growing up in that world.
• 0:45
  And then there's the college life, right?
• 0:47
  And then there was marriage after college, which involved me having children, moving internationally three different times, right?
• 0:56
  And then there's the post marriage, that was a divorce time and that hit in 2000.
• 1:01
  And there's that chunk of time when I got into real estate.
• 1:04
  And then there's the chunk right now after I got married again, which has now been 14 and a half years, right?
• 1:10
  So to get to when I got in business and how
• 1:14
  Living overseas, my ex-husband was in the oil industry with ARCO, for people who may remember that company, and everywhere we went, the company would let couples come and take
• 1:24
  a look at it before they committed to living there.
• 1:26
  And I frequently got asked to show the wife around, right, to the country, tell the schools are, what the medical is like, how we shop.
• 1:34
  Because you can imagine, Alaska, Jakarta, Indonesia, Tunis, Tunisia.
• 1:40
  Those are, different places.
• 1:42
  It's not just like moving to Plano, right?
• 1:45
  And so anyway, they had asked me to kind of show the wife around.
• 1:48
  So I did a lot of the stuff that realtors kind of do without actually having to buy a house.
• 1:53
  And I was even introducing them to realtors saying, Hey, we've driven around.
• 1:56
  really liked this neighborhood.
• 1:57
  They liked the school district, blah, blah, blah, that kind of thing.
• 1:59
  Right.
• 2:00
  Okay.
• 2:00
  So fast forward to getting a divorce in 2000 and moving back to the country.
• 2:05
  You know, I said, you know, kind of did real estate.
• 2:07
  How hard could it be?
• 2:08
  Right.
• 2:09
  And so I can joke and say I kind of uh fell into it.
• 2:12
  And I think it's funny because I don't know that God lets you just fall into things, right?
• 2:17
  I think that God had the plan all along and we kind of go through life thinking we're making decisions and we are, but there's that providential care that goes all the way
• 2:27
  through it.
• 2:28
  So I got into real estate not knowing really what I was doing and hardly knowing anybody.
• 2:32
  knew like five people in the town I came to.
• 2:35
  Got in with Keller Williams and what attracted me to them is that Keller Williams is a God first, family second, business third company.
• 2:44
  That starts from Gary Keller at the top.
• 2:46
  And so it was an easy alignment with what I believed, you know, how a business should be run.
• 2:53
  And you talk about the word entrepreneur.
• 2:55
  I mean, I don't think I even knew that word really and what the concept was in 2000.
• 3:01
  You know, it didn't come into vogue until I think, you know, more after that.
• 3:05
  And so I didn't know what that really meant.
• 3:06
  know, run your own business.
• 3:07
  I'm like, how hard can it be?
• 3:09
  You know, and then people start talking.
• 3:11
  You have systems, you know, and I'm like, what's what's a system?
• 3:13
  Right.
• 3:14
  All I'm doing is knocking on doors and say, do you want to sell your house or hey, you've got a for sale by owner sign.
• 3:21
  I sell houses too.
• 3:22
  Right.
• 3:22
  How cool.
• 3:23
  So that's really how I got into it.
• 3:25
  And I just felt very fortunate because I was a single mom and I just felt fortunate that I met people who believed in me.
• 3:34
  entrusted me with this very expensive thing that they were doing and let me help them sell their house or buy a house.
• 3:40
  That's cool.
• 3:40
  It's cool how you had the errors in your life.
• 3:42
  I look at that also.
• 3:43
  tell my wife sometimes I'm like, well, that was a different Lyle.
• 3:47
  That was the other Lyle.
• 3:48
  You're different in different categories of your life.
• 3:50
  And it's interesting how God started peppering that skill set in your life and just aligned you right where you needed to be.
• 3:56
  Cause you're, I'm not going to brag too much, but I love the way you treat people in your business.
• 4:01
  I love the way you talk about what you do.
• 4:03
  That's why one of reasons I asked you to be on this podcast.
• 4:05
  Cause I love the way you do business.
• 4:07
  It's cool to me.
• 4:09
  Thank you.
• 4:10
  Thank you, Lyle.
• 4:13
  You know, I have to give credit to my mother and my father.
• 4:16
  My father was amazing.
• 4:18
  My mother is just one of those angel people that everybody loved, right?
• 4:23
  You know, and I just watched her and watched how people responded to her and how she responded to them.
• 4:30
  you know, it just really, guess it stuck with me and it's in my blood, right?
• 4:34
  And so I, uh it's...
• 4:37
  People are fabulous, aren't they?
• 4:39
  I mean, people are wonderful.
• 4:41
  And so if I can help them, that's just a double blessing for me.
• 4:45
  I've been looking at social media, know, you get scrolling on there, you see all the negativity.
• 4:50
  But when you have somebody and I just, the podcast before this one, we talked to Sandra Taylor Moore and she's a heart person, that's what I call her.
• 4:57
  It's just when you have the heart people, when they see beyond the drama and they see into people's lives and how powerful God's working in other people's lives and just share that
• 5:06
  love with others, you can tell a big difference.
• 5:08
  It's huge.
• 5:10
  Yeah, I think you're absolutely right.
• 5:12
  So tell me, what is God doing right now in your business?
• 5:17
  So, kind of you did a nice segue into that because it's, real estate is not about houses.
• 5:25
  Yes, houses are one of the things, right, that we touch in this.
• 5:29
  It's a tangible piece of it, but it's about people.
• 5:32
  It's about what is going on in their world, what is happening in their lives right now, what is God doing in their lives right now?
• 5:39
  And there are big triggers for real estate decisions.
• 5:42
  You know, you've got divorce, you've got uh a marriage, you've got
• 5:46
  a birth of a baby, you've got a new job, you've got a parent that passes or is moving in.
• 5:50
  You know, there's big reasons why people are making a real estate decision.
• 5:56
  And so there's so much stuff going on in their worlds and in their minds and in their emotions, right?
• 6:03
  And so I look at it as I get this opportunity to come in, they're gonna give me a peek at what's most important to them.
• 6:09
  What are they most afraid of right now?
• 6:11
  What are they most concerned is going to go badly in this transaction?
• 6:16
  his thoughts versus what are her thoughts.
• 6:17
  Because sometimes those aren't the same.
• 6:20
  It's talking with people, spending enough time with them on the front side to see how is it that I can best, how can our services best serve them?
• 6:30
  What is it that they need from us?
• 6:32
  Okay, they need our advice.
• 6:35
  They also need our encouragement.
• 6:38
  They need our peacefulness.
• 6:40
  They need to know that we've got all the systems in place.
• 6:44
  They need to know that we care about them, that we're going to take care of the details, that they don't need to stress about that, and that we've got the solutions.
• 6:51
  We've got answers to the problems that they've got.
• 6:53
  And handholding.
• 6:55
  Some people need a lot of handholding, right?
• 6:57
  And uh it's a blessing to me if I get to be that person.
• 7:04
  someone asked me recently, um you've been doing this 25 years, Lisa.
• 7:08
  I mean, are you tired of it?
• 7:10
  And I'm like, I still love looking at homes.
• 7:13
  I still love seeing rehab projects.
• 7:15
  I still love watching the home shows and seeing befores and afters and all that.
• 7:20
  But I really love the people and protecting them.
• 7:23
  mean, like we talked about, they're making a, this is a really expensive decision.
• 7:28
  Probably the most expensive thing they're doing this year.
• 7:31
  Involves a lot of money.
• 7:33
  I need to be up to par to make sure that they trust me, that they feel comfortable with me, that I'm gonna give them some really good advice.
• 7:40
  And I want to protect them.
• 7:41
  mean, gosh, you hear a lot of horror stories about real estate transactions out there, and it just breaks my heart.
• 7:47
  And so I just, you you meet these people and you care about them.
• 7:50
  I'm like, please let me work with you.
• 7:53
  Please let me take care of you and get you through this.
• 7:55
  Yeah, clicked Sandra on the previous one.
• 7:57
  says, I collect people.
• 8:00
  That's kind of what you do.
• 8:00
  You kind of make people part of your family.
• 8:02
  They're almost like, and you, and I want to ask.
• 8:06
  was one of our, that was one of our vision statements is that we, um we want to, I wrote it down so I wouldn't forget it exactly word for word, serving families throughout the
• 8:16
  Dallas Metroplex so well that they become raving fans and part of our family, right?
• 8:23
  We want them to be part of
• 8:25
  story, you can leave names out of something, where you saw somebody's life directly impacted through them transitioning from one house to another?
• 8:34
  Kind of put you on the spot there, but I'm sure you have many.
• 8:38
  about which one to tell.
• 8:40
  um Well, we're dealing with these people right now.
• 8:43
  This will be uh transaction number four with them.
• 8:48
  They found me online back 21 years ago, right?
• 8:52
  And they were moving from out of state.
• 8:54
  They were in Maryland and they were moving this direction and they found me because my profile.
• 8:59
  back in the day, even before there was a lot of Google searches and stuff, said something about relocating internationally and I knew what it was like to move pets and kids across
• 9:07
  state lines and stuff.
• 9:08
  So anyway, that's how they kind of picked me, right?
• 9:11
  And the husband came first and we're walking through houses and he's videoing so he can show his wife, things like that, right?
• 9:20
  And so they had one little girl when they came here.
• 9:22
  Okay, so this little girl then.
• 9:25
  They didn't have a babysitter because they didn't know anyone and I haven't had daughters at that time who were babysitter ages, right?
• 9:30
  So my daughter starts babysitting her.
• 9:32
  My daughter's name was Ariel, right?
• 9:34
  And so of course their little girl loved Ariel the mermaid, right?
• 9:37
  So that was an instant match, right?
• 9:39
  So Ariel babysat their daughter, Annika, during closing time, right?
• 9:44
  And now Annika, and then we've helped them move twice since then they had one more baby, right?
• 9:48
  And now we're helping them move because their kids Annika and Akil are off at college.
• 9:54
  Right?
• 9:55
  And so they're moving from the big family home, which is a second home they've lived in here, down to a smaller home, right?
• 10:01
  And so I got to see them over the holidays, the kids, right?
• 10:04
  And spend some time with them.
• 10:06
  And so it's just, it is such a treat to be able to watch that happen, watch children grow up, right?
• 10:12
  And tell me what they loved about this house.
• 10:14
  I'm so glad you helped mommy and daddy find this house.
• 10:17
  You know, it's thrilled.
• 10:19
  Is that kind of what you wanted to hear?
• 10:20
  I can tell 10 minutes.
• 10:22
  through their entire life cycle almost.
• 10:24
  It's kind of neat.
• 10:25
  That's powerful.
• 10:27
  You know, we joke about that people, em some of the top 10 reasons people move, one of them is to get closer to family.
• 10:34
  Another one is to move further away from family, right?
• 10:38
  And we had this one family, that's exactly what they did there.
• 10:41
  The grandparents, want to move closer to their kids.
• 10:43
  And so they sold their house in Grand Prairie and moved and they were a little too close.
• 10:49
  And the grandkids were coming over all the time.
• 10:51
  So then we move them a little further away.
• 10:57
  Yeah, so those things happen.
• 10:59
  And one of reasons I brought you on here is because the way you build your business is that same concept.
• 11:03
  You love gathering people and doing those things.
• 11:06
  So one of the things you do in your business growth, the way you grow your business is use events.
• 11:11
  And I told my wife that she uses events and my wife's like, Oh yeah.
• 11:14
  Like tell them how to buy a house.
• 11:15
  I'm like, no, no, no.
• 11:16
  She does stuff like act and she's like, what really?
• 11:21
  So talk about that business concept there.
• 11:23
  It's unique.
• 11:25
  So uh we had one year, uh what do you call it?
• 11:31
  An audit, a tax audit.
• 11:32
  What is that called?
• 11:33
  When they come and, yeah, okay, the scary thing, right?
• 11:35
  Yeah, okay.
• 11:36
  So when he's going through our expenses, now just see why I'm bringing this up.
• 11:40
  We're going through the expenses and he's like looking at it going, oh, this is a lot for this event.
• 11:44
  This is a lot for this party.
• 11:46
  This is a lot for this dinner or whatever.
• 11:47
  And he goes, my realtor never did any of this for me.
• 11:51
  And we're like.
• 11:52
  I thought that was gonna, you know, really trip us up, right?
• 11:55
  And we're like, you're maybe working with the wrong realtor then because we believe that our people have done a lot for us and we want to give back to them and we want to
• 12:07
  celebrate them and everybody wants to be treated like a VIP.
• 12:11
  So we have VIP events throughout the year.
• 12:14
  We have a movie night, date night, right?
• 12:16
  Where we ran out of theater and have everybody come and do that.
• 12:19
  We have back to school moms and margaritas, right?
• 12:22
  The first day of school, those moms are ready for their kids to get back.
• 12:25
  We come and we take those ladies to lunch, right?
• 12:27
  We do axe throwing.
• 12:29
  We did, and we just, our Christmas parties every year have become amazingly big.
• 12:36
  And we were at that point of having to decide what we're gonna do.
• 12:39
  I think it was 123 people this year that came for our Dolly party.
• 12:43
  had Dolly Parton here and I actually had someone say, do you have the real Dolly coming?
• 12:47
  like.
• 12:48
  No!
• 12:50
  That's fun though.
• 12:51
  So last year we had Elvis, you know, and so our parties have become just, you know, kind of legendary.
• 12:58
  And it's a time for those people to come, feel like VIPs, make connections with us, with the other people.
• 13:05
  We people, clients that never knew each other, but have met at our events, right?
• 13:09
  And they're like having these social gatherings and I'll get a text saying, hey, we're having dinner with someone, say you want to join us?
• 13:14
  like, wait, those are my friends, right?
• 13:17
  And so.
• 13:18
  which is a beautiful, lovely thing.
• 13:20
  Now they're networking, now they're forming a connection, right?
• 13:24
  It's greatness.
• 13:25
  this is just a unique concept and I love the concept because like I said, most people are like their sales events.
• 13:31
  They're not true relationship building events.
• 13:34
  So are you allowing them to bring their friends?
• 13:36
  Are you meeting new clients that way or is it just something to talk about and share about?
• 13:39
  How does that work?
• 13:40
  when they say, can I bring my friend?
• 13:42
  I'm like, absolutely.
• 13:43
  Do they want to be a VIP?
• 13:45
  OK, sure.
• 13:45
  Let's bring them in.
• 13:46
  Now, I am going to market to them now.
• 13:49
  They're going to become my person, right?
• 13:51
  And I am, you bet, I'm going to be hitting them up.
• 13:54
  So that's not cool with them.
• 13:57
  Sure.
• 13:58
  Do we have people that come to the party that have never done a transaction?
• 14:01
  That happens sometimes.
• 14:02
  That's OK.
• 14:03
  Guess what?
• 14:03
  I'm going to love them.
• 14:05
  I'm going to love them.
• 14:05
  And they're going to become a client one day.
• 14:07
  We're going to spill.
• 14:10
  Yeah.
• 14:11
  And I'm kind of curious, you know, me and the marketing guy, uh are you, I know you're posting pictures of the social media, but are you capturing when people are posting other
• 14:20
  things or using hashtags or anything to kind of collect those pictures in one location?
• 14:24
  Are you doing anything like that?
• 14:25
  I think you're pretty smart about that, Lyle.
• 14:27
  That sounds like something we should be doing.
• 14:29
  Maybe you teach me how to do that.
• 14:32
  Alicia on the shoulder.
• 14:32
  Hey, Alicia, reminder about this.
• 14:36
  Yeah, because the follow-up is the power of that.
• 14:39
  And social media, if they started sharing on social media, everybody's showing these pictures.
• 14:43
  Where'd you get that?
• 14:44
  I was with my real estate agent.
• 14:46
  I was with Lisa or whatever they're saying, know, whatever that concept is and everything.
• 14:50
  But talk about your follow-up.
• 14:51
  How are you following up?
• 14:53
  Yeah, I am so glad that you said that, Lyle, because that's, I tell other people that when I'm talking about doing events.
• 14:59
  The event itself, let's say, you know, it was on a terrible weather night and it just was tons of rain and maybe there's a tornado alert or something else going on, right?
• 15:09
  And instead of 100 people show up, you had 22 or something, right?
• 15:13
  Or 12, right?
• 15:15
  Guess what?
• 15:16
  No one else knows that.
• 15:18
  No one else out there knows that that was only 12 people that were there.
• 15:22
  You take some good group shots of that, right?
• 15:24
  And you post that out.
• 15:25
  They got the, you know, the save the date.
• 15:28
  They got the, it's coming in two weeks.
• 15:30
  They got our text.
• 15:31
  They got our calls.
• 15:32
  Are you coming?
• 15:32
  Are you coming?
• 15:33
  They got all the pre-stuff.
• 15:35
  And afterwards they got the, hey, I'm so sorry you couldn't make it, right?
• 15:38
  Here's some pictures from it.
• 15:39
  Hope you can make it next year.
• 15:41
  our next event is this.
• 15:42
  oh to see you there, right?
• 15:44
  So.
• 15:45
  The power is not the event itself.
• 15:47
  The power is not all the touches and the context that you're making before and after.
• 15:51
  Your opportunity to find out what's going on.
• 15:53
  This year we had a gal whose sister had just passed away.
• 15:57
  So she comes to every one of our parties and she goes, I'm so sorry to miss.
• 16:00
  And I'm like, this is your time, right?
• 16:02
  That's OK, right?
• 16:03
  But I didn't know that if I wouldn't have been calling her and staying in touch with her, right?
• 16:08
  So we try and have about six events a year.
• 16:12
  Some of them are
• 16:13
  Big, some of them are smaller, some of them are ladies, maybe men or whatever.
• 16:17
  But that gives that opportunity to talk to them more frequently before, right before and then afterwards, right?
• 16:23
  So, yeah.
• 16:26
  you said something there.
• 16:28
  I was listening, trying not to get involved.
• 16:30
  You were talking about the events and how you follow up with the people.
• 16:33
  there was a research recently, they said you have to have six touches before somebody really will make a decision to work with you.
• 16:40
  But new statistics are saying that the cells don't happen till seven, eight, nine, or even 10 touches.
• 16:47
  And people don't realize that.
• 16:48
  People think I'll just sell them one time and I'll tell them one time that's what I do and that's what it is.
• 16:52
  But no, that's not how it works.
• 16:55
  You know, yeah.
• 16:56
  they just miss that connection, that contact.
• 17:00
  Yeah, I think you're right.
• 17:01
  think it's, you know, it's not a one and done kind of thing, right?
• 17:06
  um And it's not like a restaurant where they may come in once a week or once a month, right?
• 17:11
  And you're going to be able to build that rapport with them.
• 17:13
  No, and it's not up to them to remember me, right?
• 17:17
  I mean, you know, they may have really loved us during the transaction set weird things.
• 17:21
  So we're in the middle of a transaction, maybe 30 days when I know everything.
• 17:25
  I know their dog got sick the other day, right?
• 17:27
  I know their daughter had a play at school.
• 17:29
  I know everything about what's happening in their family for that 30 days.
• 17:32
  We go to closing, oh, I love you, it's great, it's wonderful, whatever, okay, we'll be in touch, see ya, right?
• 17:38
  And then a month or two goes by and they don't hear from me and all of sudden it's like, did she really mean that?
• 17:43
  Right, so close, now I'm embarrassed to call her and say, hey, let's have lunch, right?
• 17:48
  And so that's on me to make sure they know I care about you still, you're still my VIP, you know?
• 17:55
  Well, I'm not buying another house, Mike, it doesn't matter.
• 17:58
  It doesn't matter.
• 17:58
  I still care about you, right?
• 18:00
  Because you have things that come up.
• 18:02
  I think that's the other thing that we've worked hard to do is make sure they know it, whatever your need is, right?
• 18:08
  If you are looking for a pediatric dentist, give me a call because I'm gonna find you the best pediatric dentist, right?
• 18:16
  We're here for everything.
• 18:17
  We've got the handyman, we got the ceiling fan guy, we got the people who can take care of whatever's going on in your world and in your house.
• 18:25
  that's cool.
• 18:25
  And I love that because so many people, like you said, they do business with somebody and they just drop them and they forget about them.
• 18:29
  They don't contact them or anything.
• 18:31
  Maybe that text message for Christmas, Merry Christmas.
• 18:35
  I'm like, I don't remember this guy.
• 18:36
  Right.
• 18:37
  You know, and maybe it's not their fault because you do you get busy in the next transaction, right?
• 18:42
  And you just keep moving on down the road.
• 18:44
  So it becomes intentional and having a system in place to make sure that you're not forgetting about somebody, right?
• 18:53
  And we could have a whole conversation.
• 18:55
  We can almost have a whole other episode about the system and the follow up and all that process.
• 18:59
  we're going to cut this short a little bit.
• 19:00
  Number one, tell us how somebody can get in touch with you.
• 19:05
  And number two, leave us with one little word of wisdom you would tell someone that was a new entrepreneur trying to get their business in line.
• 19:12
  Yeah, yeah, okay, so there are two things that I have to say about if you're going to, if you're working on your business.
• 19:21
  It is hard to be an entrepreneur.
• 19:23
  I had no idea.
• 19:24
  It is hard and sacrifices are required.
• 19:27
  You know, as a single mom, there was stuff I did, and I'm not saying I did it all the right way or the best way, right?
• 19:33
  I look back and I know I could have done things differently, but so you have to, you have to find your support system.
• 19:41
  You have to find the other people.
• 19:44
  You don't have to be the expert in everything.
• 19:46
  You don't have to have knowledge about everything.
• 19:49
  You do need to find somebody who is.
• 19:51
  And that may be finding that babysitter who has got more time than you do and can watch your kids in the afternoon while you go show a house, open the restaurant, run a shift,
• 20:02
  whatever it is in your business, right?
• 20:04
  It's not being afraid, not thinking, I gotta do it all, I gotta do it all, right?
• 20:08
  Your sacrifices are going to have to be made somewhere, but find the good people that can support you in that, right?
• 20:14
  Networking group, mean, Lyle, that's how we connected was in a networking group, right?
• 20:18
  Finding people, you know, I've got a financial, I don't have to know everything about finances.
• 20:22
  I don't have to know everything about mortgages, right?
• 20:24
  I don't even have to know everything about interior design.
• 20:27
  I've got people who are my experts in some of those areas, right?
• 20:31
  So that's one of them is building that support system and leveraging people, other people and their skills and their time.
• 20:37
  The second thing is getting a business coach.
• 20:41
  my gosh, when we got a coach, know, here we are, some houses and we're doing things and stuff, right?
• 20:48
  And we got a coach and he's like, okay, you need to treat this more like a business, right?
• 20:53
  He saw a bigger picture.
• 20:55
  He saw a bigger us and he helped us to expand our vision of what do we need to do?
• 21:01
  Who do we need to become?
• 21:03
  Right?
• 21:04
  Build that team.
• 21:05
  And that's what I was going to talk about that is that's one of the blessings of my life is that I have this team of people that are Christians who we have found accidentally.
• 21:16
  Thank you God, right?
• 21:17
  For bringing those people to our world, right?
• 21:20
  Who are believers that have the same culture and the same belief system that we do, right?
• 21:25
  And just being able to um help us to see that big picture and they take on some of those tasks so that I can focus more on the things that I'm really good at.
• 21:35
  But without a business coach motivating me, pushing me, helping me to make bigger goals for my life, I would not have done all of this.
• 21:43
  So it is critically, critically important to get that support system.
• 21:47
  you for that.
• 21:48
  So how can we get in touch with you if somebody's watching?
• 21:50
  right, so accesshomegroup.com.
• 21:53
  Thank you, Lyle.
• 21:54
  That is our website and our Instagram.
• 21:58
  I just asked Alicia while ago, did text this to me?
• 22:01
  I had it all ready and my phone shut down.
• 22:03
  um Instagram is accesshomegrouptx.
• 22:09
  Facebook is accesshomegroupofkellerwilliamsrealtee.
• 22:12
  That's us.
• 22:13
  Go check us out.
• 22:14
  Yeah.
• 22:15
  on CBG podcast comm we'll have links to all those so you can find her Thanks, Lisa for being with us.
• 22:20
  Good to see you again
• 22:22
  Thanks a lot.
• 22:23
  Good to see you too.
• 22:24
  Bye.