Podcast to Cash: The Foundational Four, VIP Packages & Live Pods ft. Brendan Boyd

0:00Right, so someone's expenses that's doing a podcast might be 3000. If I can do$3 ,000, I'm good. $3 ,000 a month, I'm straight. Okay, cool. So let's reverse engineer. How many people who need in your paid podcast community who actually want to be there? It's not like you're offering something that they don't want. They all want access. Welcome to another episode of Coffees. Hey, listen, man, I appreciate you being here, Joseph. Thanks so much. Yeah, we're going to be talking about turning podcasts to cash 100%. Let's go, let's go. Yeah, let's get it, let's get it. So just, I'm going to jump right into it.

0:30So what's the turning point that made you realize you wanted to build a platform to actually help entrepreneurs really monetize the podcast ecosystem? I mean, that's a good question. There's probably two turning points. The first one, I was here. I was in real estate. I was coming back from I was showing a property. And I was showing a property in Coachella. And on the way back, I'm like, yo, this is 12 hours of my life in this car. This don't make sense. I'm never doing this again. and I literally stopped doing real estate. I had my license for eight years holding in California and then also holding in Massachusetts where I'm from.

1:05And I just had an epiphany. I'm like, what I'm doing right now, the time that I'm losing for being in this car is not worth this commission. So I immediately just stopped doing real estate and I went into personal development. You know, I was always reading and doing YouTube, but I'm like, I need this, some information gap that I don't know. There's something that I need to find and figure out. And I was already podcasting on the side, But I was just doing that to build relationships So I invested into a mindset program It was called Wake Up Wealthy That kind of helped change the way I was thinking And then the first program that I actually bought Was from Nehemiah Davis And that introduced me into digital products Nice, have you met Nehemiah before?

1:44Yeah, yeah, yeah, I just seen him about two weeks ago At Podcast Summit Yeah, so that was Number one, and then the second The second thing was, I realized That I needed to get more exposure So I started to get more podcasts for myself Then I had another epiphany This was like maybe two or three years ago During the holiday season I was like well if I need to get more exposure I know business owners need more exposure So I just put out an offer Eight business owners took it immediately And I was like oh yeah I think I'm on to something Nice So did you put out that offer on Instagram, Facebook, TikTok I put the offer out on Instagram But then I also had previous relationships So I was just texting I think I put it out I don't know what the ratio was From social media People that grabbed it Or from text messages But I just put it out Between text and Instagram And I remember Eight people grabbing it Within 48 hours Let's go And it was an 8K off at the time So that's like 64 ,000 I was like yeah We're doing something It makes sense What was it offered?

2:45The offer was basically Helping entrepreneurs Like yourself get exposure Right Because they all got products They all got services They want to let people know Who they are What they do How they help people so they needed to get in front of people. So that's what the offer was. I was helping them get on 12 podcasts at the time, and it was an 8K offer. Nice. And what's your price point now to get on 12 podcasts? It's a little bit more now. Now we do, if they do a package, the package is basically like an exposure package, so you're going to get on a bunch of, like, I would say, it would either be a combination of earned media or smaller shows.

3:18That goes for about$25 ,000 for 20 shows. And then if they want us to work with them Exclusively, consistently over time Then we'll do like the retainer offer Retainer somewhere between like$4 ,000 and$5 ,000 a month For us to just do the services And if they want to do a lot of activity in a day We'll do like a VIP day We'll bring a shooter, ground support Take them all around Record the whole day Record each and every individual podcast Give them all their data So now they have all this content That they can deploy immediately But the thing that I'm really, really excited about Is two things specifically when we're talking about guesting Number one is Three months ago, and this was an idea That I got ten years ago But I wasn't the person to actually Facilitate the idea, but I had the idea So now what we do Is we do the live podcast So what the live podcast does is It puts a hundred plus people In a room, right We put the entrepreneur on a stage We do a live podcast in front of The audience and then the audience can interact and ask questions during the podcast.

4:23At the end, they got a full opportunity to do a live Q &A and then we transition and we give that entrepreneur 20, 25 minutes to do a live presentation and they can pitch their offer. So we've been doing that for the past three months. We do it between New York and Miami and we've had over average now about 120 people. Miami's already sold out. We're about to do that on the 30th of August. We have over 250 RSVPs, and it's amazing. We've got three guests. So what this does is it solves two problems. So if you're coming on my podcast and you're an entrepreneur or business owner, right, you're going to have two problems.

5:00This is across the board. Number one, the podcast isn't going to drop the same day. So now we've got a time issue. It's either going to take a week or maybe a month or even longer, depending on that podcast's schedule. How much has that podcast recorded? So I'm going to fall somewhere within that calendar. So I gotta wait now That's a problem for me, right? Second thing is What if they don't make it to the end Of where my call to action is? On average on YouTube, because that's what people are going to For podcasts now People only get into about 12 or 15 minutes Of a long form piece of content So your call to action might be all the way at the end They're not even gonna make it to the end And what if you don't have commercial inserts What if you don't give nothing away for free In the beginning They're never gonna make it to your call to action That's a problem So now you're relying on The vertical content Right Which does hit So how do you solve For that problem The live podcast We guarantee that We got people That are gonna leave Their house Fly Drive Bike Uber Scooter Into the room And they're gonna watch 99 % Of what you got Going on And then you can Literally interact With them And then pitch Your products or services In that room To solve whatever Problem they have So what's a live podcast Cause that must be a very expensive, costly endeavor for you to bring those people into that room.

6:19To host a producer, you mean? To market 100 people, live audience to get into the room. See, now we're talking about leveraging, which is what Podcasts of Cash is all about. We're talking about leveraging the podcast as a tool. So one of the things we do for this particular strategy is we run ads. So let's say you're coming on or someone else is coming on. Let's say they're in real estate investing, but they might be in mortgage lending, right? Whatever they're in, we're going to run ads Around that radius of that particular city To people that are interested in that subject matter So now they're coming in For you to learn from you To learn about that subject matter So now they're inquisitive So it's not just random like hey come to the show These are people that We are running ads Directly to plus the Group that we developed The email list that we developed The email list that we developed the telegram group that we developed and the text message community that we developed and we're sending them right into the room so they want to learn how do you get the data for telegram emails whatsapp so the emails come from we'll do either sending traffic to our funnel or sending traffic to Eventbrite so every time someone Arvis VPs we're storing and growing that data now once they Arvis VP we'll also send them to the private telegram group because now we can control the flow of information specifically and we also bring the guests inside that private telegram group even before their show so they can start nurturing that no like trust immediately they can start developing those relationships and we give them the opportunity to even sell in a telegram group so they can start selling let's say two weeks before the show even starts we also give them two support online webinars that they can use to also you know grow sell nurture and build build our relationship with the end consumer and obviously monetize so that strategy alone next level and we've been doing it for like that's like i said the past three months we had one client make 55 000 another one make 15 we had another client make 30 and then this one we already know that they're definitely going to be successful because it's a model that we're just continuing to refine the other thing that i'm excited about doing is now we're doing exposure tours so now i can take a business owner and i can take them on a tour one city a month for let's say 12 months so now we're going to take that same model but now we're going to duplicate that model in different cities right so it's all about giving them the most value and the most experience as possible but then connect them directly with the people so then they can you know convert that person or help that person whatever the case may be and you got to remember they're still getting all the content the podcast is still dropping they got authoritative content right that they got edification content and they're pretty much good now if this individual does not make content they got no excuse that why they wouldn't have content to drop at least by minimum every single day yeah i mean they're gonna have a ton of short form hours and hours and hours hours of it hours if you want you want content from the stage we You got it.

9:26You need commercials. We got it. You need ads. We got it. We need content of you with people behind you or in front of you. You got that. And again, it's still a podcast, so it's still going to drop on all of the channels. So you got that content as well. I think it's an insane strategy. Yeah, I like that. Yeah. I like that. What's your package for that? So the stage tour, that's about 100K. Oh, wow. Yeah, yeah. So stage tour, about 100K. And they still get a couple of podcasts in that as well. They get a billboard. So, you know, there's some other value that they're going to get inside of that, plus all of the content.

10:00Now, when you launched the PRS podcast, did you have, like, a monetization plan? Hell no, bro. Listen, when I started On a Pursuit podcast, it was all about having these conversations. Because to me, think about this. Let's say you don't know me, right? We're meeting for the first time. If I stop you and like, yo, Joseph, can I get, you know, can I get 30 minutes of your time? Like you might be nice And be like okay cool But generally you might be busy You might be on the go You don't know my intentions Most likely you're gonna say no But if I say hey listen Joseph I got a podcast bro I would love for you to come on Talk about who you are What you do How you help people The current you know Thing that you're working on The current campaign that you're on You're gonna come on Every single time So Some people will Some people won't Well I mean if they're not coming on Then it's nuanced For some people it's nuanced right Big stars you know 100 % So let's say, let's give it like 95 % of the time, the people that you want to come on are going to come on, right?

10:59Unless you're shooting for, you know, large people every single time, which again is a different type of model. But now I can have these conversations. So in the very beginning, it was all about relationship capital, right? It was all relationship capital. I knew that if I could sit down with a founder, a CEO, an owner, an engineer, someone that has some substance that has contributed, it would be a benefit to me and I can create some fire content and then I could actually sit down with these individuals with intention and learn things that I want to learn it wasn't until that was 2018 so it wasn't until like 2021 when I was like I gotta start doing this real estate when I started to invest in myself I learned about digital products and services and then it just hit me what hit me was most business I mean most uh podcasters they rely on brand deals sponsors they think they need a large audience they want to get paid by Spotify, Apple and YouTube.

11:53That's not how you make money in podcasting. That's why there's a larger percentage of those individuals who are not making money in such a small percentage of people that are making money in media. Because if you ask any random podcaster how you make money, that's what they're going to say. Brand deals, sponsorships, merch. I need money from YouTube, Spotify, Apple. That's what everyone thinks. But that's the long way. If you want to make money now that's not what we do. How do you make money now. So I believe because I know it to be true, all podcasters need what I like to call the foundational four.

12:26The foundational four is going to be your baseline to monetize. We're talking about digital products. We're talking about a paid podcast community. We're talking about leveraging affiliate marketing. And we'll talk about the VIP package. And in fact, to me, the VIP package is probably the fastest way you can monetize because it turns a free guest into a paid guest. What's a VIP package? Exactly. You know what I'm saying? Exactly. That's what they say every single time. So what is a VIP package? A VIP package is where you package up all of the content that you created in real time. You just offer it back to the guest.

12:57Why? Because a guest would pay for a photographer their full price with no questions. They're going to pay for a photographer, I mean a videographer, their full price with no questions. But for some reason, they always want to devalue the podcaster. They want to come on your platform, sell what they got going on, tell their story, dominate the conversation and then ask for the files at the end they don't want to pay for the studio time they don't want to pay for the editing they want to pay for for the production they don't care about your set i call that theft that's theft right so listen this is what we're gonna do we offer a vip package this is where we're gonna give you the raw give you your edited files right audio and video we're gonna give you six to eight clips you can shoot a commercial We'll put it in your episode If you got a call to action We might put it on your screen We might put it at the end You got an insert We'll put that in as well Behind the scenes video Behind the scenes photos We'll put that in the folder And give it to you And it's only going to be$500 You do four of those That's$2 ,000 in a month And you was going to do that anyway What are you going to do with the files?

14:03Throw them in the folder Throw them on the SSD Do nothing I'd rather give them to the guests Who probably needs them If they're a business owner or entrepreneur who can leverage content is valuable. Generally speaking, they're going to ask for it anyway. So why not just make it easy? And I give them some bonuses. Now, if you really want to go crazy, I have a client right here who saw. My only concern, if I ever ask the podcast guests to do that, it's like insulting. I got them to do the podcast. Now I'm telling them to pay for it. No, you're not telling them. You're offering it to them. So what the VIP package is, it's a reverse.

14:37So you're not saying, hey, there's a price or fee to come on the pod. right they're paying for the bonuses i'll give you an example if you and i go to the movies there's different experiences we can have we can have the regular experience or you can have the premium experience the regular experience is maybe i'll go on five dollar tuesdays i got my ticket i watch the movie i'll go home maybe i maybe i get some popcorn maybe i get a soda their premium experience i got i got the seat i got somebody bringing the food to me i might have a blanket it might be reclining you know i'm saying i just get a totally different experience so that's what the vip package is if you create an experience they'll pay for the experience so i'll give you an example right i came in here you was like hey brendan listen would you like some food we got some snacks we got some coffee we got this you ordered me lunch and you know i met your assistant i met your producer your team sat down they made me feel good came in here got a little tour of the space shot some hoops that's an experience you could package that up now you just gotta add a couple of nuances so I was pulling my phone out because I literally met this gentleman at the podcast summit and he watched my podcast with Omar El-Takori, that's one of my guys and I was breaking down the VIP package I met this individual, he told me he rewound that part of the podcast back four times and immediately took action made his own VIP package and made 10k in 30 days and I'm like well what how'd you do it he was like bro I listened to you I created experience so what we do is we'll pick them up from the airport I got black trucks we'll film we'll film as soon as they get off the airport so now we're getting the behind the scenes you know we're gonna give them the clips to this to this we're gonna give them all of that stuff and then you know um I got a brand so I throw them a t-shirt so now they get merch and they have all this content that they can walk away with plus obviously the podcast is gonna drop and then we're gonna take them home or deliver them to their next destination.

16:40So he charged, I think, $1 ,200 for his VIP package. So it's all about bottling up the experience. So that's probably the fastest way that a podcast can make money right now without having a large audience, right? Because if you have a guest-based show, just offer the guests back the content that you're creating in real time. And it's a numbers game, right? We have a large audience and we don't, I mean, for me, that makes sense just to offset the cost. that I have to pay to give them all that stuff. There you go. It's not a profit center. It's a break-even center for me. If I could get it to break even, that'd be great.

17:13100%. So the VIP package can help you expedite that. Now, you have a larger audience, right? So then what a strategy... It's a top 10 podcast. There you go. I get 30 ,000 downloads a month. So check this out. What do I want... If I'm someone who's watching the show consistently or listening to the show consistently, what do I want from you? What would I like for the Coffees podcast? I want access. So I'll give you an example You and I are flying somewhere, where do you want to fly? Big country Country? Yeah, my country, Egypt So we're going to Egypt You're going back home, it's my first time So there's two ways that we can experience that trip Economy Or first class So economy when it comes to the podcast That's basically I can go on YouTube I can watch it whenever I want I can go on Spotify, Apple, I can listen to it whenever I want It's not special about it.

18:06That's just like sitting in the economy seat. You might be in the middle. Babies is crying. Got to wait to get on a plane. Got to wait to get off the plane. It's going to take a little bit for your food to come. It's uncomfortable. But it's the normal, general way that people are going to fly. Or premium, right? Fly each of premium, what do we get? We get one seat or two reclining, right? Headphones, pillow. They're going to bring us food. The flight attendants are nice. We might meet the captain. We're going to get on a plane first and get off the plane first. that's premium so when it comes to your community that's where you're going to give them access to maybe maybe it's a quarterly meetup maybe they get to ask the guest questions or prep the guest questions right before they come on maybe you let them know hey listen this is the line of our guests that we have over the next you know three months or the next quarter so you can prepare so you can prepare for it maybe there's a weekly zoom that i can ask joe joe questions every week right maybe you bring the guests on.

19:01There's so many different ways that now you can package up value and then offer it to them. Maybe it's$49 a month for me to get access to that coffee's community. Now if you take your podcast mobile, you can have these in-person meetups. There's people that want access that's going to come. So if you think about your audience, you got a very large audience. I think you're over a million on Instagram. I'm not sure what you are on YouTube or the channels. It's much smaller. Okay, cool. YouTube is 21 ,000. TikTok $300 ,000. All right. So let's say you got about 100 people that join the community.

19:33We're being modest here. You got 100 people join the community. Community's$49 a month. Now that's$5 ,000 a month. Now you got a five-figure podcast. $60 ,000. That's what the average U.S. citizen is making working 12 months out the year. Close to 2 ,000 hours a year. And you can do it with a community. So there's already people that want more access. That want more access to coffees. but they can't get more access because currently you're not, you're not offering more access. So the paid podcast community in the VIP package is probably the fastest to ways to monetize, whether you have a large audience or a small audience.

20:14I like for podcasters, think about what is the biggest cost because the stats and numbers will show you most podcasts is going to quit and they're quitting because they can't afford to keep the podcast running because editing is going to cost production costs, studio time costs, equipment might cost. Every single time you drop an episode, it's going to cost somewhere between$200 or$500 or your time if you're doing it yourself, which is way more expensive. Costs us more than that. That's what I'm saying. And if you're not generating revenue to offset that, then it's only going to be a matter of time before you're in the podcast graveyard.

20:53Right? So what are your expenses, right? So someone's expenses that's doing a podcast might be $3 ,000. If I can do$3 ,000, I'm good. $3 ,000 a month, I'm straight. Okay, cool. So let's reverse engineer how many people you need in your paid podcast community who actually want to be there. It's not like you're offering something that they don't want. They all want access. People want more. Anyone can listen and experience the podcast, but what does it mean if they were in a container that you can create the experience for them? They're going to be there. There's just a number of games at the end of that.

21:27now you generate money every single month and that's just two things that are Foundation to Fork, we didn't even talk about the offers that's way different you got those things, now you straight so what I say is like when I introduce the Foundation to Fork framework, it's about letting you be aware of what's available to you, I think you should have a digital product, I think you should have a profitable podcast community, I think you should have a couple of affiliate marketing partners, and I think you should have a VIP package available to you. Now you have the tools. Now, do you need to use all of the tools?

22:00No. But you have them at your disposal. Maybe one podcast is like, you know what? I just want to grow my podcast community. I just want to have affiliate marketing partners. I just want to run these digital products because, you know what? I want to create something one time and get paid forever. But if you use all of them together, then you have all these different tools that you can generate money. Because to me, podcasting is a tool. It's 100 % about leverage Yeah and especially if you have a big brand Big audience, big authority Then it becomes easier Yeah Yeah I've just been like just continuing to build my personal brand Not really worried about making money Because my money making is with my business Yeah But you know it'd be cool to offset it Or offer more opportunities for my people to make money Yeah 100 % I mean one of my favorite strategies is pod closing So this is where like anyone with a podcast right Because basically what podcast that cash is about is leveraging.

22:57It's leveraging the podcast as a tool. So if you're a realtor, if you're in solar, if you're in Medicare, if you're anything that has to do with like sales or service, you can create a podcast or add a media department to your business and then leverage the podcast as an acquisition tool. It could be a podcast acquisition tool. And now what you're going to do is you're going to have a show that is specifically designed around what you offer. So for instance, let's say someone's in mortgages and they want to help more people with residential mortgages. So instead of just having any guests on the show, you should target guests that are looking to get a mortgage.

23:37Right? Target prospects that can sit in this seat and they can tell you why they may want to get a mortgage, what they want to get a mortgage for, their understanding, their experience. And you have a traditional podcast, but you might be asking three, four, maybe five questions to see if they would qualify to be a potential client. Now, when the podcast is over, you're just going to transition that podcast into potentially an interview. Like, hey, listen, we can help you with that issue that you have. You said during a podcast, you know, you really want to get a mortgage for your next home or whatever the case may be.

24:11You're going to transition that into either a close or a booked appointment or maybe it's a referral, depending on whatever products or service you're offering or the ones you may have available to you. Then it's really just a number of games because nobody wants to be on a sales call, but everybody wants to be on a podcast. So if you have a podcast that is specifically designed around what you offer, and then you just promote or market to get more of those people interested in that product or service to come on your show, then you just close them on a podcast. I mean, I guess for a mortgage, that's kind of like, I don't know if a client would want to talk about their mortgage.

24:49What's your goal to buy the house? What are you going to do? What you do is you target the guest that is interested. You could do that through a form. You could do that through traditional marketing, social media marketing. If you're looking to get a mortgage in the next 6, 12, or 18 months, I would love for you to come on the show, the mortgage show, or whatever you want to call it. We would love to learn more about your story and what you got going on. Register, register, register, register, register, register, register. Now, back in our form, have your questions. Have your fact finding. What is the question to see that you would ask a client to see if they will qualify traditionally?

25:27Ask them that. And the ones that qualify, based on their responses, those are the ones that probably are better fit to come on the show that you know is a more warm prospect. Now you just have a regular podcast like we're having one. You just interweave with three or four questions to see if they're a good fit. Guess what happens? potential client that might sign up now or maybe sign up in the next next day or so the podcast is still going to drop but now you have a podcast that could edify more clients that can come on the show so now you're not using the podcast just like a podcast you created a podcast acquisition system and that's what podcast the cast is about helping you know six figure seven figure and even eight figure entrepreneurs leverage the podcast as a tool it's a media business right so we don't just want to have a regular podcast.

26:15We want to have a podcast that has a purpose. And that podcast with a purpose can help you generate 3 to 5x more revenue if you're leveraging it and using it as a tool. Yeah, so I think a lot of people lose sight of what is the objective of my podcast. That's what I'm saying. Even me, I'm a podcaster. I don't even think about it like that. My intention is off. 100%. I think my team now is like, oh, this was enlightening. Joe's going to be able to make us more money. I'm like, great. I don't care about my money Making strategies I want my people to make more money 100 % What you're doing right here is amazing bro Because so many people are going to be able to benefit From all the episodes and content that you create Forever So now What's the back side of it How do we maximize the actual content So in real estate let's say you and I have a street We just bought a block Let's say there's nothing on the block There's no residential buildings No commercial buildings, no parking lot No post office, no restaurant, no coffee shop We just got land Can we make any money on that?

27:19No Exactly, this is what podcasters Are doing every single episode They got no offers, no affiliates No links in the description No CTAs No live reads So they're creating digital real estate That's going to be up there forever With no way to get a return It's the exact same thing so go get some affiliates so I mean you can go to like Clickbank, you can go to JVZoo you can go to Amazon, you can go to Impact these are companies that are basically, you know, they're already giving a service, they're already doing fulfillment, they're already doing delivery, they're already doing customer service, they're even doing the sales all you're doing is sharing the product on your platform to consumers who already have a problem, that product is going to solve their problem, so there's no selling involved.

28:10Every person watching and listening to this podcast has some type of problem. It doesn't mean that the problem is bad. Like for instance, where are you going to go at some point today? Jiu-Jitsu. Okay, cool. How are you going to get there? My car. What if you didn't have a car? Uber. That's a problem. But Uber is a solution. But what if you were listening to a podcast and you didn't know about Uber and you was like, wow, there's a software that's just going to come pick me up and I just pay a couple dollars, put the address in there and this is going to take me? Boom. I'm going to get an affiliate.

28:40It solves your problem. You had to get to jujitsu. Right? So we made the money in the middle. We call that the gold in the gaps. So if I had one or two affiliates on my episode, if I had a digital product, and I had my VIP package in my community, and it was in every single episode, now we have digital real estate on top of the episodes. So now each episode has an opportunity to bring you some type of return. So without offers inside your episodes You're just putting out content That can never do nothing for you The content should bring you back something The content should act like the law of reciprocity We're putting all this content out YouTube making money Rumble making money Right?

29:24We ain't making no money We waiting for the subscribers to go up Just so we can qualify for a couple hundred dollars And then what happens when we get it? People are like, yeah, YouTube money But bro, you need what? 4 ,000 subscribers. No, 4 ,000 watchtowers, 1 ,000 subscribers. Minimum just to qualify to get into the partner program. And then once you're in there, you got to at least... You're making peanuts. You got to at least break the$100 threshold for them to give you the$100. So if you were to make$100 on YouTube, you got to at least get$101 for them to release the$100. And that's what people think.

29:58That's where the money's at, but it's not. The money is in, like I said, the goals and the gaps and making sure you have a foundation for understanding the offers. People want brand deals. You know you can go, oh, yeah, we was talking about the coffee, right? So there's a strategy I like to call the local brand deal. So what town do you live in? Newport Beach. All right, you live in Newport Beach. Are there certain businesses that you patronize, like you go to consistently? Oh, yeah. Right, and they know who you are. Yeah. They're happy to see you. They know you by first name. They might know your family.

30:28You might know their family. You've been investing in them and patronizing them for years Right What's one of the businesses? King Coffee Alright, boom King Coffee, who's the owner? Martin Dietrich But he's a pretty big deal Okay, so you know the owner, right? So you can literally go to the owner Or the manager, whoever you got the best relationship with And say, hey listen, I don't know if you guys knew But I got a podcast called Coffees And we talk to business owners and entrepreneurs Every single episode And these entrepreneurs are six-figure, seven-figure, eight-figure entrepreneurs. Oh, by the way, we do have, you know, we do got a pretty good following, but that's not even a big deal.

31:05We want to work with businesses like yourself and feature you on our episodes. And matter of fact, you know, what we'll do is we'll do like$1 ,000 sponsorship for four episodes. Imagine if somebody went and got five of those with businesses that they've already been spending money with for years. There's your 5K sponsorship. and those businesses are more likely to work with you because you already have the relationship you don't have to go get the sony head of marketing send him hella emails and hopefully they'll get back to you with and ask you for a proposal but actually for your your stats and see if your stats qualify for them to give you a five thousand or ten thousand dollar you know brand deal or sponsor so if you go to local brand deal strategy it's more relationship based you can go to, you know, let's say Navy Federal's out here.

31:53Let's say Navy Federal, Chase, Bank of America, you know, all these banks, they got marketing budgets. They want to be in the community. They need business accounts. They need personal banking accounts. They want to open up credit cards. They want to open up lines of credit. Right? What about who's the top realtor in the space? Where were you at? I don't even know. Casey Lesher or something. Okay, boom. Casey. What do you want? Dig in front of more people? Okay, Casey. how about this? I know your average deal is probably about, you know, let's say$30 ,000,$50 ,000 on a home or whatever the case may be.