Mid Term Pabel

I promise I won't be out here long. So to introduce the next panel, we're gonna go into midterm rentals. Does anyone have a midterm rental that they put for 30 days or more? All right, good. Good read of the room. Well, without further ado, we're gonna introduce the midterm stay panel. We have Dr. Rachel Gainsborough, Noble Cross.

Bring them out, bring them out, bring them out.

It's hard to yell when the fat rails give a round of applause.

There we go.

Hey.

Oh, man. Who's fired up for these guys? Some of my good people up here. So you introduced yourself earlier, so you want to say hi again real quick?

Hey. Hey, how we doing?

Hey.

So who's my man over here? Who is Noble Crawford?

Hey, man, Noble Crawford is just glad to be in the building today. That's what that is. All right, I appreciate all of y'. All. Thanks, Mike.

So real quick, 30 seconds. How long you been in the game? And a little bit of back. Oh, am I not on? All right.

Oh, okay. Yeah, So I. I've been in the game now, myself and my wife for about six years now. We run a, you know, portfolio of units across the state of Texas and also run a podcast and a coaching group. And, man, you guys look beautiful from up here.

All right, Mike, how about you, man? Where are you based out of? How long you been in the game?

Yeah. Hey, everybody, I'm Mike Riley. I'm based out of North Carolina and been in the game since 2019 when I joined Mike's Mastermind and got a mix of midterm and short term rentals. Got 23 of them now, and yeah, just happy to be here.

Love it, love it, love it. So we'll let Rach kick it off because you didn't start with the midterm, right? You started with the short term. So tell me about, like, how this came about, because you've been crushing it with a lot of the insurance game, and we can dive a little bit deeper on that. But, like, what. How did you even get into the midterm stuff?

So we had purchased our second property, and the goal was to position it as a short term rental. And this was back in 2019. And prior to launching it, our plan was to actually list it for 30 days at a time, just for a couple of months as we were onboarding our new cleaning team. And when I turned on Price Labs for this particular property, I was absolutely shocked. Initially, my thoughts were this property could generate around 8,000amonth, which was awesome. The mortgage was 2500amonth, dare I think 9,000amonth, you know, during the peak season. And this is a property that was in the suburban area south of Atlanta. And once I turned on the tool and you know, Price Lab uses AI, so if you're not using a dynamic pricing tool, you're leaving a lot of money on the table. And once I turned it on, it listed the property for 28k per month. And I thought to myself, okay, this is outrageous. There's just no way. It's ridiculous. And it got booked oo 28k. It got booked for 28k. The next month it was booked for 22, then 15, then 21. But I remember that night thinking to myself as I, I had to rethink my whole life, right? 28k it has, you think.

Amen.

And so Price Labs didn't was not a little girl from Haiti. Price Labs did not have imposter syndrome. The dynamic pricing tool did not have any self limiting beliefs. So I had to ask myself, where else am I playing small in my life? I would have capped that property at 8 or 9,000. And to me that was a huge win. And that was our first foray. That's when we discovered that, that there was a scarcity of larger properties in certain markets that can host those who are impacted by disaster, say their home is flooded or there's a fire, they're able to stay with us and we get paid by the insurance companies.

Love it, love it. Noble, I want to kick it to you because yours is a different strategy and that's why I think this is going to be really fun. Right? And you're kind of known as the government contract guy. So talk a little bit about that and what are some of the nuances with that? And I know we only got 26 minutes, so you could go for six hours on this, but let's talk a little bit about that and what are some of the nuances compared to short term versus midterm? Because your business model is completely different than anybody I know.

Yeah, yeah, absolutely. Let me put this, man. Y' all know me, I gotta stand up cause I can't sit. I need energy. Right? So with the a, with the government contract stuff real quick, the reason that we love it so much is because it's guaranteed predictable revenue that comes in month after month after month. And when you get into government contracts, the truth is is that typically those contracts will renew, right? So it'll start off as a one year base contract and then it'll renew a Lot of times to be a five or six year contract, right? So then that's, you know, five or six years over multiple properties. That is a lot of opportunity there. So that's one of the main reasons why we like those. Right? And so the other thing is that we don't have to worry about regulations, right? That's just not something we worry about. Because with these bookings, they're longer term, right? We're not worrying about the Airbnb algorithm. We're not worried about having to market and do Google Ads and Facebook and that's all great, but we just don't have to worry about that. Right? And so that's the reason we like it. Another reason we like it is the cadence of cleanings and linen and laundry and all of that stuff is completely different. We're not dealing with transit guests, right? So we're not doing like multiple turns, right. We're dealing with longer term stays. So our turns are like less frequent. Right. So the property stand a little bit cleaner as well. And so. And then lastly is the type of customer, right. We don't have to screen our customers to the extent that some people have to screen for transit guests that are coming in on a weekend, want to turn up, right? So because we're you, we're hosting, you know, government contractors, government employees, a lot of times the military, that type of folk. So for those reasons, Mike, I'm sold out on the federal stuff.

Can I take a moment and call out Noble's shoe game? Cause Noble, TJ and I last year here, we had a little competition. I was like, nobody is gonna outshoe me this year. And I think Noble just outshoed me on the stage. I'm just saying. I'm just saying.

So.

Mike, how about you, buddy? Let's talk about your midterm rental strategy.

Yeah, yeah. So it was actually the second property that I bought in. It's probably about mid-2020. So when Covid was kind of going crazy and got a 4 unit in a small town that I live in now called New Bern, North Carolina, and about 100,000 people in the county and there's only one hospital. Anyways, I underwrote the property. It was all long term rental at the time. I underwrote it to just to rent one of the units out as a short term rental and got me about 23, 24% cash on cash return if I rented one of them out as a short term rental. So bought the property and after about a month of running, you know, just one short term Rental on this property. I was like, well, let me, let me look at furnish finder, which I know they're here somewhere. And I didn't really know what to price it at as well. So as a short term renter or as a short term Airbnb, I knew it was going to make me about 2,500amonth. My expenses would be about 500. So if I could put it on furnish finder with less operations, less expenses, it would be right around 1950 is what I listed it at. And it got booked for six months right away. So I took that strategy. And now in that same fourplex, I've got three mid short term rentals. So anytime I've got a midterm stay, there's a gap. I do short term rental with it. I stay about 97% occupied on those three units. It was a $260,000 property that I bought. It was doing 25k in revenue when I bought it and last year we did 70,000. So obviously I took that and I was like, all right, I got to buy another one. So I bought another fourplex right around about a mile away and then helped someone else, another investor in town, buy a five unit. Well, and then I've split, split that with them. And we've got 11 out of the 12 units that we have are mid short term rentals. So that's how I got into it.

Love it. So for a lot of folks that are seeing, you know, open calendars and they're starting to consider maybe I need to pivot into midterm rentals, sometimes it can feel overwhelming of like, how do I market this? Like, what's different? How do I get these crazy bookings like you guys are talking about? Like, do I? What would you say? And we'll just start back here again with Rachel of like, how what makes a good midterm rental from the insurance side versus the government contract side versus traditional, like furnish finder side.

So I love this question, Mike. And we don't market on furnish finder personally because we have the larger homes and we're not targeting travel nurses. So it's understanding what your asset is. Is your asset a good fit for a travel nurse or travel locum tenens medical professional? And those are typically, they want their own space. So we're looking at one bedroom, fully furnished, fully equipped, really great safe areas. So that would be a great midterm rental for a traveling professional. However, ours, we're catering to larger families who are displaced from, from their homes. And so furnish finder has not been ideal for our asset class and we primarily market on Airbnb. Vrbo also a website called Corporate Housing by owner. And you would have to spell that out, I call it CHBO for short. But you'd have to spell it out to get the entire, you know, place where you can list. That's a place you can list. It does cost to list, but one booking pays for itself. And the other place that we list is on a website called Ale Solutions where you can just register your property. It does not give the warm and fuzzy feeling of seeing your listing or anything like that. It goes like into the nebulous and it's gone and you just get a, you know, confirmation email. So we have seen the most inquiries come from the Ale Solutions for the most part. But corporate Housing by owner is one of the number one places that the insurance policy, temporary housing agencies are looking and guests, potential guests, families, they're looking on Airbnb and so making sure that your copy on Airbnb and what I mean by copy, the listing description, the title, the photos, like what is it that you're communicating to them? The guest, you want to make sure that the message is centered around who it is that you want to serve, right? So if it's a four bedroom home that is going to serve a family who has gone through a disaster, the I would say that the description needs to be soothing. You know, we're going to take care of you. Or if it's a four bedroom home that's going to serve a bachelorette party, it needs to be like, get ready to live it up. It's a whole different tone. Same property, but a whole different tone depending on who you want to serve.

Love it. Noble. On the government contract side, what, what are the characteristics that would make it a good fit for that booking platform, for lack of a better word.

So I think one of the important things to understand with the government stuff is when the government has a need, they have a need in volume, right? So the one off, you know, one off properties and single, single families and stuff like that is probably better suited for military. But when the government has a need, they need stuff in bulk. So I'll give a quick example. So you know, one of the guys in kind of on my team, his name is Jeremy Nixon, he's in the building somewhere. Make sure you tap in with him because he's doing some pretty epic stuff. But so he's working on an opportunity right now where it has the potential for him to be 150 doors. Okay. Over six years. It is a significant multi million dollar opportunity. Okay. And so usually when you go after something like that, you need to have access to either arbitrage like apartment complexes. But here's another thing, Mike, that a lot of people don't know is actually a thing, and that's hotel brokering. Right. And so, yeah, so with hotel brokering, what German was able to do was he was able to go out to a couple of Marriott properties because the government needed some, some, some doors basically for a training that they have going on and they needed them in volume. And so he was able to go out and partner with these Marriott properties. I think one was a residence inn, the other one was a Fairfield Inn. And a beautiful thing was it was a win, win situation because for the Marriotts, they could not participate in the contract because one, they didn't know about it and two, they weren't set up to participate in it. So, so he's coming in as the vendor who has access to these contracts that the government's made available, and he's going to these hotels and saying, hey, we're going to bring you X amount of doors over X amount of years. We need a sweet rate for that. Right. And so then the benefit for him is he gets to keep the difference between what. Yeah. What he contracts with with the hotel and what he's charging the government. So he's brokering that hotel deal. Right. And so you don't have to own property to make it work. Right. There's multiple ways to do it. At the end of the day, it's all about the cash flow.

I don't want to bust your ears open, but damn, that was a mic drop.

Yeah. So for me, we're about 80% travel medical professionals. So we always talk about travel nurses. Right? Well, there's a lot of different departments inside the hospital. There's 100,000 people in my county. There's one hospital. There's not enough doctors, there's not enough physicians, there's not enough therapists. So actually the first person that stayed as a midterm renter for six months, she was a occupational therapist. And so I was just asking her a little bit about her job, kind of what she does. And then I said, hey, do you have a need for this? Is there a lot of travel occupational therapists? She said, yeah, we have five. I'm like, well, where are they staying? And they're like, well, they're not happy where they're staying. So I learned right away there's a need. Not only travel nurses, yes, we serve them too, but there's more than that, right. So I asked for the contact information for her boss, and then her boss put me in touch with basically the people who run all the travel nurse, travel physician at the hospital and gave them my website after I create. I mean, it took me about a year to create the thing, but now it's. I mean, most of it's direct bookings. Furnish finder still a little bit as well. But also I found that my wife and I just had a baby about three months ago, and one of.

Congrats.

So one of the travel nurses that was staying in one of our units was actually our night nurse when we delivered the baby. So that just kind of told me as well, like, I'm serving the community. I'm not just, yes, they're staying. I'm providing a really good place for them, really good amenities. Got all the good amenities that they ask for. But the community's better because we are providing a better service for them. And I make it easy for them to book, too. They've got the website, they can go book and then also do a little bit about or a little bit with Google Ads as well, which has drawn a lot of traffic to my website. And so, yeah, the point of that is it's much bigger for me than just travel nurses. It's serving the whole community as well.

Love it. I'm gonna mix up the order here. So noble. I want to talk a little bit about pricing strategy for these midterm rentals. Right. Because that is different. So how do you go about pricing it or what is the process when we're talking about these government contracts?

Yeah, great question. So when you're dealing with the government, one of the things is that they have set rates, Right. It doesn't matter what type of lodging, what type of accommodation. There's a set rate, and that's called a GSA rate. Right. The General Services Administration. So the way that you figure out what that rate is in your jurisdiction is you can just Google it. You can just Google GSA lodging per diem, and then your city or zip code, right? And it'll tell you, like, what that rate is. So, like, you know, for us, when we got into it, it was 167 a night, right? So as long as you're at that rate or lower, then you're eligible for, you know, to take advantage of that opportunity. And so for pricing for us, we want to maximize that. Right. So as an example, the beautiful thing Too about government contracts is you're charging per person. So as an example, we have properties that are two bedroom, two baths and we get to charge that 167 a night per person because they're two bedroom, two baths. Conversely, hotels that sleep doubles, they can only charge that one time because it's a double with only one bathroom. Right. So we get to kind of double dip on that. And so, so that, that's one of the great things about prices. So as long as you are at or below the GSA rate, you know, then you're eligible.

Where would, where would somebody find that rate?

Just Google it. Just GSA lodging per diem and then your zip code of your city and it'll take you to the chart, you can pull it up. And sometimes it's, it's, it can be a little bit seasonal and, and sometimes it could be static, just depending on location.

Hope people are writing this stuff down because it's gonna make you some money. Rach, how about you? The pricing for the insurance. Cause this was interesting. I did not know this till you told me.

My secret sauce. I love it and I actually shared it on a story I think the day before yesterday on my Instagram at Short Term Gems. But the pricing is really contingent upon the rebuild value of the property. And so say for instance, your property market value is $400,000 and the rebuild value may be $350,000. The land is another 50,000. Or if you're in a high land cost area, that's going to vary. And the percentage of the dwelling is what's accounted for when it comes to your temporary housing allowance. Okay, so let me break that down for a second. Depending on who your insurance policyholder is, they have different policies within that organization. Whether it's Allstate, State Farm, Progressive Travelers, and I see some nods. So we're all on the same page there. So that is the insurance company, there is a percentage of what that property's value is, the actual structure that is going to be your allowance for temporary housing. So if Your allowance is 20% of the housing or 30% of the housing, and it usually falls between those two 20 to 30% of the housing that is found on your insurance plan under coverage D. And for instance, the dwelling is 400,000 and it split the difference 25%. You have $100,000 per year per claim in short term rental allowance. So meaning you, if you are in a situation where you need to rent out a property, that is their ceiling. That's how much you have available to you per claim per year.

That's pretty wild. So from a. If I don't want to manifest anything here but say my house burns down and do I get to pick where I'm going to stay or are there agencies that, do the insurance companies, like go out and find properties? Like, how do you get on the radar, I guess is what I'm asking. Is there, how does that work?

So there's a combination. For instance, they typically will place you somewhere and it depends on the aggressiveness of that agent. But we know Kristen, she's bougie. She doesn't want to be anywhere.

Right.

She wants to be within the vicinity of her home. She's, you know, we're going to want to be where the schools are, where the activities are. They're not going to want to place you somewhere that is, you know, 10, 20, 30 miles away from your property. Okay. So you can, in concert with them, select. They're going to try. But if it's not, you know, hitting the mark, you get to select where you want to stay.

Interesting. How about you, Mike? How do you price your midterm rentals?

Yeah, so does, does anybody do, does anybody do midterm rentals and short term rentals at the same time, but prefer the midterm rental? Okay, cool. So in Price Labs, they just released this. So I'm going to give Price Labs a little shout out. The issue I was facing is really the calendar availability. So I didn't want somebody booking for two nights, 90 nights out. That would just kind of throw off my whole really efficiency with the hospital that I had a relationship with. So basically what happens is if there's an availability within seven days, I open up my calendar to book two to three nights, if you based on what's available. And then as time goes on, anything outside, 14 days is two night stay, but then 14 days or more, you gotta stay for 90 days or more. And so that allows really the relationships that I have with the hospital to book with me first and then the other channels, like my direct booking channel, but also Airbnb, I'm not getting those 1, 2, 3 night stays, 90 night, you know, 3 months out, 4 months out, so I can serve who I'm trying to serve and make it more efficient. So it's a new thing that Price Labs just released. It's in the availability portion of when you're doing the pricing and apparently it's in beta, but it works pretty dang good for me. So definitely check that out. And yeah, so that's how I price out the midterms.

Love it.

Love it. There's a couple different directions I want to go, so I got to pick one, but I think there's a mis. Well, let me ask you this. I'm going to put it this way. Do if people are going to pivot to short to midterm rentals, do they need to get on these other sites? Because I think a lot of people are just changing the length of stay requirements on Airbnb and vrbo. Have you seen that in your experience? Like, does that work or do you need to target a specific thing? Like, I'm gonna focus on that hospital, I'm gonna focus on the government contracts, I'm gonna focus on the insurance, or do you think people can pull from each and would that work? Or do you really need to niche down on an avatar for to have real success with the midterm rentals?

That's a really good question. I think it's very controversial, right?

The reason I asked, and I'm putting you guys on the spot, because it's a tough question, but I think a lot of people are reevaluating the properties that they have right now to see what do I need to do to maximize my occupancy now. And do I need to kind of pivot and reposition or kind of. Or can I just shoot it out there and just see what's going to land?

Yeah. So what I would say to that. I've always had trust issues. When I first started out, I listed on 16 sites. And I know that sounds outrageous. I have a lot of mentors in the space that says just the one, the One thing, the one site, the one avatar I listed on 16, I had trust issues. I wasn't sure if it was gonna work or not back in 2019. And so now I've pared it down to about three or four sites. And we do leverage a hybrid model similar to what Mike just shared, where the further out you're booking, we're going to want a minimum of 30 night stay. And so we definitely list on the other sites as well, because number one, the number one temporary housing agency in all of North America is technically not allowed to use Airbnb to source properties. So I need to go where they are at, you know, and I need to speak their language. And if it's a matter of leveraging, you know, a little bit more sophisticated calendar management, which I was sharing with one of the students in our workshop who is in Wisconsin, you know, in the middle of nowhere, he leveraged the same strategy, and he now has a midterm rental for 78 days. But he's also leveraging a hybrid model, I think, personally for the temporary housing. It's a great model, I would say. Over the last year, we have six properties in one particular market that had 11 days of vacancy. And that's between our midterm rental primarily and our short term rentals. So I would say 85% was midterm rental and the rest were short term rental.

Wow.

How about you, Noble? Would you like for the government contracts? Right. Like Mike was talking about prioritizing the hospital, do you do the same to really make sure that you have the availability like, and at what's. If somebody has 1, 2, 3 properties, does it make sense to go that route? Cause I know you said that you need volume or do you try and pull off a play like Jeremy and do some brokering?

Yeah, great question. So for the government stuff, a couple things. One, the government will not utilize Airbnb. Okay. So it is a direct booking play. Okay. So that's one. Secondly, again, like I said, you know, they want stuff in volume. So typically you're going out and you're looking for the opportunity as opposed to the property. You're matching the property with the opportunity. Okay. And so government contracts exist all over the country in some of the most remote places that you can imagine. Right. For multiple doors. And so it's just understanding and learning like how, how to go source those opportunities and then how to find the property that matches the opportunity. Right.

Would you have a separate booking site for just that to set up?

Absolutely. 100%. As a matter of fact, depending on the scope for the contract, you may be in a situation where you cannot utilize those doors for anything other than the contract purpose. Right. And so when the government says, hey, Uncle Seb says, hey, we want this and we're going to pay you for it, they don't want you to open it up to the public. Right. But they will pay you handsomely for it. Right?

Gotcha, gotcha.

Yeah.

Then if you go, I mean, if you just go on furnish finder and there's a place where you can go, I forget the backlink, but it's on that main page that you can look up your city and what the demand is, like how many searches they have for furnished rentals in your city. So that's one thing I would recommend. If anybody's wanting to get into midterm rentals, go to furnishfinder.com and get the data. You can Also go to Air DNA and see how many listings are 30 day plus as well. But if you can really niche down, like for me, with the hospitals, really niche down on one thing and know exactly who you want to serve, that's just going to serve you better and it's going to make things easier for you. For operations as well. Like for our places, we've got a little common area in each of our small multis. We put a yoga mat in there, we put a coffee bar in there, we put a treadmill in there. And they love it. So it's just, it's a little bit easier now trying to figure out what that need is. You gotta talk to people. You gotta get outside your comfort zone a little bit. Whether it's the hospitals or the government or, you know, the insurance bookings, it's just trying to figure out what the need is in your area. And for me, I live in a small town with one hospital. So if you guys are looking to invest in a small town that may have, you know, less than, I don't know, 150,000 people, go to Furnish Finder and see how many listings are actively available for furnished rentals. And you'll be pretty surprised. Like, there's a lot of them that are just, you know, an apartment over somebody's garage that's being rented out for 2000amonth. So that'll also help you figure out, all right, what should my pricing look like? What do my comps look like? And then you can run it as. All right, if I run it as a short term rental, it should make this much midterm rental makeup this much. And it just help you make a much better purchase or decision on whether or not you want to go short term, midterm, or long term.

Did you guys get some value out of this? Huh? Nobles, you're gonna mic drop one more time?

Yeah, I got, I got one more gym. I'm gonna drop on them before we at a time.

We got one.

Let's go. So, hey, who would be interested in and learning like a whole new market to go after direct bookings, long term states. All right, so here we go. So lately my wife and I, we've been playing with airline employee accommodations, okay. In the airline industry. So here's how it works. So there's two types of accommodations, right? So traditionally, when a flight attendant or a pilot are on duty and they're out working and maybe they have a stopover in the city, that's the traditional layover, right? So that's not the part I'm talking about. But here's what happens. A lot of times these flight attendants and pilots, they will not be based in their home city of residence, right? So you know, they may, they may live in Tampa, but they're based in Dallas Fort Worth, right? And so when their base is there, they usually want a place to stay that's close to their base because a lot of times they're on call. Right? And so what we've done is we picked up a couple of single family houses, right? And this is about six months now, picked up a couple of single family houses. And one of them is an example is a four bedroom, three and a half bath. It has 16 beds in it, bunk style. But what we're doing is we're housing airline flight attendants and pilots in 30 day intervals. And a lot of them are staying two, three and four months because they need a place to stay while they're working that's not in their city of residence. Okay? So here's the math on that, just so you know. So traditionally, like a nice, cool even number that we like to use is 500 per bed per month, okay? And so it's not uncommon for a pilot or flight attendant to have 10 to 12 days of time that they're, you know, that they're not working. And the other two and a half weeks they're working, okay? And so what we do is we put four beds basically in each bedroom. And so at 500 a pop times 16 in a four bedroom, and that's $8,000 a month, okay? The mortgage is only 1250. Okay. And so $8,000 a month times, you know, two properties. I mean, do the math, right? And so the other beautiful thing is this. So with the flight attendants, so there's different levels at flight attendants. So there's lead flight attendants, they're called pursers. P U R S E R. And then there's your kind of your less seniority flight attendant, right? And so the lead flight attendants typically get more money and they can attribute more to the housing cost. So we've seen those rates go from 500 a bed, sometimes up to 750 a bed, okay? There's different types of pilots, okay? So there's pilots that are line driver pilots. They do the long haul flights. And so their scheduling is a little bit different. So they may be staying at the property for a little bit longer time. And then there are reserve pilots, and then there are pilots that are just running regular routes. So, so their pay is different. And so those rates can Go even higher than 500 or 750 per bed per night. Right. And so this model is again, this is very brand new to us for something we only been doing for six months. But when I tell you it is a cash cow, it's a cash cow. And the last thing I'm gonna say, Mike. Cause I know we're out of time. Like, it's not easy to get these. It's not difficult. I mean, to get these types of people in your units. Right. You just gotta know where to look. You gotta put the word out. You gotta advertise the property. It's all direct. You do not have to utilize any OTAs. Your cleaning is less. Because they self manage for the most part. So the senior person there kind of manages the team linen is a lot infrequent. Cleaners coming in about once a month to do some general stuff. And the house kind of manages itself. High cash flow. That's what I got.

Boom.

Oh, my God.

Hot dam. Hot damn. I thought the. He came to me before this and was like, hey, man, I got a new thing I want to share. I thought it was Jeremy's play. He had two. He lied to me. Awesome. Well, can we give a huge round of applause to these guys up here? As you can tell these folks know their. Because I didn't give them any of these questions ahead of time, and I put them on the spot. So thank you guys for delivering as always. These are some of my favorite people. We hang out all the time.

Hey, y'. All, Give it up for Bill and Mike for putting on a good show.

Appreciate it, man. I think it is time. Oh, hang on, hang on. What do we got here?

Yippee, Kanye.

Giddy up, giddy up. Well, g'. Day. I mean, hey, y'.

All.

All right, all right. All right, everybody.

Let's do this thing, baby.

We need some Avery Carl in here. Rocking the house. She's on a flight home. All right, ladies and gentlemen, we are almost to the end. Before we break for another networking event which has been really powerful, I want to take a second and I want to thank all of our sponsors. Without our sponsors, there's no chance this would happen. And there's zero chance. What we're going to show you in about an hour without the help of our sponsors, Kenny Bedwell, the entire STR Insights team, our title sponsor. Let's give it up for SDR Insights. All of our gold sponsors that are down here on the floor. I mean, we got Wayfair back again this year. That, I mean, that is some validation. At least for me and Mike to have Wayfair as a sponsor. We got my Minoan girls and my man Mark over here. The Minoan experience. I want to some people have asked me a couple of questions about Minoan. By the way, does everybody know how Manoin works? You guys know it's free, right? Literally. There's no membership fees to get their discounts. Give it up for that.

Let's go.

Because honestly they should probably be charging us for that. Venturi Brook just absolutely crushed it up here. Lot of great marketing nuggets. Incredible for co host PMs. How about my new peeps over here? Safely? They're protecting all of my properties. All those linens, all those wine glasses. I hate when I walk in and the wine glass is broken because if I can't drink wine then I'm checking out and going someplace else. Price Labs up top. Price Labs, my boys in the back. Who's using Price Labs? Don't forget to get a consultation with them or learn how to adjust your aggression level. Very important. Super Hog. Super Hog in the house. Where's Super Hog? Right back here in the back. Super Hog. Who's seen Super Hog in the back. Back here. Another way to protect your properties. Screen your guests. Who likes bad guests? Nobody. Who would like to have your guests screened? Everybody. See my boys at Super Hog in the back. Easy Street. Capital. You guys need capital. We all need capital. Make sure you check out Easy street as well. Thank you to all of our boos up on the second and the third floor. We really, really appreciate you guys. You guys take it over. Awesome Cowboy.

Don't have to tell us twice. We'll take over.

Can you guys believe we got Bill to wear these hats? That was hard. It was actually pretty easy. He was like, shit, give me one.

The achievement of the conference. Seriously folks, we have come to our networking session and it's very impressive how many connections we are seeing being made in this room. There are so many people that are making new friendships. Hand up if you've made a new contact and a new friend. Yeah, baby. Anyone hook up? I just had to ask Will. Alright, we've still got one more night for him. Actually, if anybody saw us at the party last night, you would have thought that myself and Jody from England were making out with the Super Hog boys in the photo booth. But that didn't happen, let me tell you.

Did it?

Did it?

No, it did. Definitely not.

I really hope my mom doesn't watch these replays. I swear to God.

So there's been some incredible stories, but there were two ladies. My favourite hookup or friendship has definitely been Annie and Mackenzie. Where is Annie and Mackenzie? I think they're on the second floor. Annie and Mackenzie. All right, let me just tell you that we walked into the VIP room yesterday. Will and I, Annie and Mackenzie, were sharing a breast pump. Now, if that is not a friendship and a great connection, I don't know what is.

I have five sisters I knew immediately to walk out of the room.

So look, folks, it is that time again. We are going to give you 15 to 20 minutes to do a little bit of networking. The challenge is the that we want you to meet three or four new people that you haven't met before. But you need to tell each other what is the action item? What is one thing that you're going to do that you have learnt at the short term wealth conference and you've got seven days to do it? Basically, here's the challenge. So seven days after you leave this conference, what are you going to put into action that you have learned at this conference?

But before we do that, we have one thing that we need you to do before we kind of all try to wrestle cats to get back in here, we need you to all stand up for us.

Everybody, even on the second and third floors, stand up.

Everyone stand up, but don't leave by run up the stairs. Now go ahead.

We.

We want you to really just stretch it out because there's a few tired heads in the the room. But we want all the men to go like this and all the women to go like this. Like this. Now hold that pose.

Hold it.

And we just got a standing ovation as your Steve.

Standing ovation, baby.