Episode 66: Strategies For Massive Growth with Nancy Mendizabal and David Brush

Welcome to the Unstoppable Profit Podcast. Wherever you are today, if you're starting with nothing or are well on your.

Way to the success you desire, with.

The right people, processes and promotions in place, you will be unstoppable. And now I'd like to introduce your host, Mike Stromso. Hey, welcome, everybody. Welcome to the next episode of the Unstoppable Profit Podcast. This is Mike Stromco coming to you live from the Living Agency Laboratory. I am pumped. I am honored and privileged and excited. Oh, a huge mouthful, right, to have on the podcast. In this episode, Nancy Mendez Abel and David Brush from Make sure I get this right. Greenville, Rhode island, is that correct?

That's correct.

Welcome, Nancy and David, to the podcast. Thank you for spending time with us today.

Thanks, Mike, for having us.

You're welcome. And since I've gotten to know you better through our coaching programs, our platinum coaching programs, you have set goals and you have set goals on where you want to go, how you want to continue to grow your agency, how you want your agency to end up in two, three, four years down the road. And I just observed you taking action, taking action, taking action. And not only accomplishing those goals, but if you want something to sink your teeth into, how about 63.1% revenue growth in less than two years? A virtual high five to you guys. Great job on that. So pumped, so excited. And we're going to dig in today and find out how the heck you did that. But before we go there, let's find out a little bit about you. So you are from Greenville, Rhode Island. Nancy, how long you been in the business? Tell us a little bit about your industry journey, etc. And then we'll go to David next.

Okay, so my name is Nancy Mendesabel with Apple Valley Insurance, and I've been in the business. Well, each of us have been in the business about 30 years. We started in the business 30 years ago with our dad. The three of us worked together and both of us grew up in the insurance industry. And you, most children that grew up in it swear they're never, never going to work the agency. And you know, indirectly, we each spent spent time out after college in a different industry and then kind of circled back. So we've been in the agency with our dad for about 15 years. And when he retired, David and I bought the agency from him. And we've been business partners now for a little over 15 years. And it's probably the best decision I ever made personally. I came out of corporate banking and I really Miss the client interaction that you have on the agency side. And owning an agency has such perfect blend of client interaction, carrier interaction, business development, business planning and community involvement. So we both love what we do. So, I mean, I love what I do every day. Can't wait to go to work. And I think I speak for David as well, but we'll let him address that. But we're both so grateful to our dad for never pressuring us to come into the agency. But when we came back to him on our own, he welcomed us with open arms and it's one of the best decisions that I haven't made.

So I agree with everything she said. I agree with everything she said. The only maybe one thing I'd add is the freedom it's given us too. So we enjoyed that.

Yeah, fantastic.

Mike, you mentioned that. We're in Rhode island, so we currently have six team members, five full time and one intern. David's daughter is working for us for the summer and she's a godsend. So we have six team members right now and I think that we're a pretty normal agency, average agency. Or maybe we'll talk about that a little bit as we get into the session.

Well, you know, I'm going to help you maybe shift your mindset just a little bit because that's part of what I try to accomplish in everything that we do. Because I don't view you as an average agency at all. Hey, David, before we get moving to the first topic matter, anything else to add on your end?

No.

I love working with my sister. It was a lot of fun when the three of us worked together too. My father, my sister and I, we had great times together when we worked together.

Yeah. And I will suggest from the outside, I know your dad has to be uber proud of what you've accomplished so far. And kudos to you for carrying on the legacy, continuing to build the agency as we were discussing earlier before we went on to a very respectable level. And sometimes when you're inside the agency, you can't see that because you're too close to it. But you know, based on my observation and working with agents all over North America, you guys are a very respectful agency. Kudos to you for growing that and being dedicated to the cause in which you're pursuing. So way to go. You know, is there anything else that makes you unique in your eyes?

So we talk about this once in a while.

When we first purchased the agency from our dad.

We saw the value immediately of having a coach. And we've taken a Lot of risks, or I won't say risks, but we're not afraid to try something new. And some of those have been very big lessons, but nothing is irreversible. So we've tried so many different things over the, you know, 15 years that we've owned it together. And even before when we were working with our dad, we tried some things. It was a little harder sell then. Dave and I are more on the same page than it was the three of us. But one thing is trying to think outside the box and really not being. Being afraid of trying to take a chance and try something new or different or.

Something.

Seeing what's out there.

So.

Since you brought up coaching, what do you think the most important aspect of coaching is.

David?

You know, it forces you to stop, think and reflect, and that gives you time to either correct something that maybe you're not 100% on or to improve. So by getting into a coaching environment, it forces you to take the time consistently to just reflect, realign and improve and, you know, little increments over time make a big, big difference.

Small choices plus consistency over time. Right?

Yes.

Kudos to you. Do you feel that you would be as comfortable as you are today in the chairs that you're in from an agency owner standpoint, as you are now, say, without the coaching that you've experienced over the years?

No. Okay.

Yeah.

I think we, we realized pretty quickly that.

When you're an agency owner and David and I are fortunate because we have each other to either bounce ideas off of or to hold each other somewhat accountable, but that's not either one of our strengths, the accountability piece. And we realized pretty quickly that we didn't have a boss to answer to. We had each other. And we, we've searched for. I want to say we've experienced several different coaching environments. The one with UPP is working really well for us. We find, you know, Mike, you're awesome and we love the mastermind piece of it. The mastermind is something that we find incredibly valuable. Just having the resource of other agents to be able to bounce ideas off of or to seek advice from or why recreate the wheel if someone's already doing it really well and they can share that with you, that is incredibly beneficial to us. We would have just tried so many things that weren't going to work and not know it without a coaching environment or a mastermind group or fellow agents, a peer group to share ideas with. So we've been in some sort of coaching environment probably since we first purchased the agency in 04 fantastic.

It actually was before that. And one of the other benefits I see is we have over the years ebden flow in activity or involvement with local groups. And when we join groups that are more on a national basis, the ideas freely flow. And it's not like a protection type of thing where they're trying to protect their turf or their trade secrets locally. And I think that's a big benefit, too, to join a group that's on a national level. And it doesn't mean you have to travel or anything. With Facebook today, you can join groups or on podcasts like this. You can join groups through the Internet or virtually too. Yeah.

And we are in the next normal, right? And we are resetting as business organizations. And now what we're doing right now as an example will never go away. In fact, I think it will become to an extent, the next normal. Instead. Am I going to get on an airplane or am I going to be okay doing this virtually? Right. And, you know, asking that question. We had no plans to go into this topic of conversation, but thank you for sharing. You know, from the outside observation, what makes you guys unique, I haven't seen recently, and this is one of the reasons I want to get you guys on the podcast and see if I can pull the information out of you to support that 63.1% revenue number.

You guys are unique because of the fact you figured out a very sweet blend of organic growth and acquisition growth to support that. Now, I would suggest maybe half of that is maybe attributed to acquisition, but you've also continued to grow organically and back to the Mastermind environment for just a second. I remember there was a Mastermind meeting in San Diego a couple of years ago where you kind of felt handcuffed. Remember that? Because you had decided, this is the way we're going to do business. What caused you to rip the handcuffs off and record record months of new organic growth back to back to back? Do you remember?

So I recall that session vividly and we. We expanded our.

Appetite, so to speak, for new business, and that provided a lot more opportunity. And I don't want to say we were being stubborn, but we just. We had an idea and we were sticking with it. We were committed to it for better, for worse, you know, and it had run its course and we realized that in order to grow, I don't want to say significantly, but to see the growth that we wanted, that we were going to be satisfied with, we expanded our appetite. At the same time you mentioned the acquisition. We're Always looking for new acquisitions or partnerships or any way that we can help another agent that might see a benefit to joining with us. And at that time, we were looking at that as well. And part of our continued growth since the acquisition is being able to round out the accounts of the book we purchased. So when we're looking for books, it's very appealing to us. If there is, it's not fully cross sold, because that's one of our plan business models is to cross sell and to develop that account as fully as we can. So part of that then is the organic and the acquisition combination.

Right.

And we started to focus on sales more. So you're gonna see results from what you measure. So, yeah.

And I want to hear what you have to say in just a second, but I want to introduce this Pete piece to springboard you. David, at the end of the day, that was a key learning point, and I hope everybody learns from this, was the fact that you had identified that you had run the gamut with that strategy and it was time for a change. Because if we want things to change, who has to change?

Mike, I agree with that. And I was going to bring up the point that that's a classic example of you took the time to step away from your business, go to the mastermind and realign something, reflect, realign and improve. So that's all I wanted to add into what the answer said.

But kudos to you because you did it. You took action on it. You made a decision, which is the key point. You made a decision and you took action on it, which we believe will always lead to the next win or the next lesson. But, you know, it's those wins and lessons, right, that cause us to grow. And kudos to you for taking the action. So let's step back to your agency position for just a couple of minutes. So now you're in a position where you built a model. Maybe not yet the scalable model, but what's your vision of the next steps in building the scalable model? Because you have a very respectful, respectable agency, very solid numbers, good revenue per employee and everything. And now you have some freedom on your hands because you figured out a lot of things. Kudos to you for that. So what's the next step in getting to the scalable model? Because I know that was part of David's vision. He was, you know, I remember he talked about that a lot.

I think it's multifaceted. One of the. The current situation we're in with the COVID epidemic has accelerated some of the choices we may have had to make and this, this is kind of a side topic a little bit, but the scalability and us growing going forward I think is accelerated by the possibilities of people with flexible work options, either in the office or out of the office or a hybrid of both. And I think it opens our opportunities for choices of taking on team members and then also to keep existing team members and to utilize everybody to the fullest capabilities.

Fantastic. Anything to add on that, Nancy?

No, that's. That's good.

Cool. So you're at where you're at now. What have you learned and how do you now focus and prepare for each day going forward? Do you have any secret sauce that you developed over time to make sure that you are ready every single day to take on what may come your way or may not come your way?

I know one thing for me that works well is if I take and set aside some time to think and exercise. If I do both of those on a consistent basis, I'm much more productive if I do that.

So the balance wheel.

Yes.

Fantastic.

Thank you for sharing and the piece to reflect. Make sure you fit some time in your day to just think, get rid of the noise and think.

Yeah, there's a lot of people say that's a lost start, the ability to step back and think.

Nancy, for me, it's having the night before, making sure I kind of have my day, the next day planned out as much as possible. And it's never 100% things come up and you've got to pivot and you've got to take care of things, but to at least kind of have a structure the night before for what's going to be, what the next day is going to be and what's priority and what is a must do and what's a nice to do and where's the free time if you need it.

So.

So, yeah, absolutely. So let's talk about obstacles because over the last 15 years, I'm sure there's been some obstacles and we've all had to overcome obstacles. Is there one that was a bigger obstacle or maybe even a more painful lesson that we haven't talked about yet that you can share with people out there in an unstoppable nation?

I'll take this, Mike. This is something I'm really proud of. And it goes back.

That'S well over 10 years that we had one insurance company that we had a book of business with and at the time we decided to have Chris Baran do a study on all of our companies from a financial instability standpoint. And the report came back and identified one of our companies. We had about 11 companies then that really had some questionable.

Areas from a financial instability standpoint. And had we not done that, we probably wouldn't have made a choice to take action. But over the next few months after the report, the company dropped the ball and made some mistakes in the areas of underwriting, billing and claims. And that caused us to take action to roll that book. And we rolled that book to another insurance company.

And about three months after we were done rolling it, the company went out of business. Now.

To add to that, the company that we rolled to became our number one personal lines company in the agency. And we're 80% personal lines now. We were then. And then that company decided to get out of the property market in Rhode Island. And so we had to replace all of our homeowners and dwelling fire with that company. It was the largest homeowner book in our office. And there were about maybe 15 or 20 agents that were represented that company. And we were the only agent that decided not to roll that to an established relationship they made where the policies could be rolled automatically onto new paper with a letter with no work on the agent's part. But the company that the policy was getting rolled to had no a.m. best rating. And we had plenty of companies or markets that had a ratings. And we decided we were the only agents decided to do it manually because of the appetite at the time, property was not favorable and we had to move this. We couldn't get it rolled to another company. We had to move it all manually. And we ended up hiring a virtual assistant at that time. And I talk about this because I look back now and we just lived through it. But those decisions went against the grain. Of all the agent friends we had locally, we were crazy for getting rid of a company contract when we.

Rolled the first book. And then the second time.

People thought that we were fools for adding all the work manually, taking all these policies and writing them, you know, to several different companies, not taking the easy way out with the role.

So what's been the result of you, if you will, taking that risk?

I think it set us on the path to really stick with decisions that we make for us, for our situation and not really look that much yet. We do look in the marketplace, but don't say, okay, well, we hit this roadblock and 10 other agents are taking that challenge this way and came up with a solution. No, let's think about what's best for Apple Valley, not what Everyone else is doing. And if it happens to be the same thing, it does, if it isn't, we're not afraid to go against the current, to do what's best for our agency and our people.

So you've built your risk gut, so to speak, through that. And, you know, in the words of one of my mentors, Jim Rowan, he said, it's what you become through the process that makes you who you are now. You guys are risk adverse. You're not afraid to take risks that are good for Bob. Right. Bob being Apple Valley Agency. Aba, congratulations. Yeah, please go ahead.

I was just gonna add in there too, that I think it gave us the confidence to take control of our own destiny and make things happen rather than letting things happen to us. And, you know, every challenge that you come across, or I'd rather call them challenges and problems, but every challenge in the industry is also an opportunity. And we really try to take the focus off of the negative piece of it and say, what opportunity is there for us out of this process or problem or challenges that's put before us? And when David's talking about that book role, our challenge with that was that the company that was pulling out of that home property market was a very stable, traditional, A rated company, one of the highest A ratings for years and years and years. How could we then tell our clients that that was such an important thing to be with a really stable A company? And now we're going to move you to a company that did not have that same rating when we had other options available. So it really gave us the. I think it gave us perspective as to do what's right for the client and not maybe what's easiest for us.

Right.

So. And it just solidified that that bigger picture is pretty important and you have to look at your long term goals.

Not.

So it's what's going to take care of your problem. You know, take. Be the easy way out right now or the easiest thing right now.

Well, in the words of Les Brown, if we do what's easy, our life's going to be hard. If we do what's hard, our life will be easier. And in the moment when that is unknown, it's hard to do, right?

Yeah. Yeah.

But that's why you guys are making the progress. Albeit it was a few years ago that you went through this, but now looking back, it was a key turning point.

I think it was a key turning point and set us up, like Nancy said, to have the confidence to make decisions like that and, you know, stand alone if you have to, to do it too.

That's right. That's right. So what do you think the most critical skill an agency, business, business owner needs to have or master in order to thrive today? Looking back over the last 15 years, is there one or two things that you can pick out?

From my perspective, I think the most important thing today is continual investment. Technology and learning. And learning. I don't just mean for the owner, I mean the whole team. And I might add to that. Just be open or ready for change and opportunities.

Right, right. Nancy, anything to add on?

I'd add in the ability to be open to opportunities. I mean, we've said this several times, but to seek out help from others, you know, there's so many people in our industry know so much and are willing to share. And if you can forge friendships and relationships with the people, and it's more of a sharing environment, you can just, you can learn so much. Everybody has something to contribute.

So I think just embracing the community that's available to you.

Absolutely could not agree more. I reflect back to is roughly it was last century. I know that 98 or 99, I was sitting in an environment and I said, these people already have it all figured out. And a lot of those learning moments for me were outside of our industry too. And like, I don't have to figure it all out myself. I'm just gonna become a massive implementer. And that's when it all changed. So kudos to you for identifying that. So let's move on to, you know, maybe helping some others with some other recipes for success that I know you guys have tucked deep within your heart, soul and your minds that might be able to help. So, you know, building a business as you've learned and as you experienced is very hard work. But when we have the right strategy, it can make all the right difference. So if we think about the people, the processes, and the promotion from a strategy standpoint. Let's talk about the people for just a minute. What are some wins and lessons with regard to people based on your journey so far?

We talk about this often that you need to be happy and friendly and think positive. You can teach people insurance, you can teach people, you know how to do, processing, how to quote and rate, but you cannot teach people how to be nice, how to care. And that's one of the things that, you know, when you look at people, you need to have a base level of skill set, obviously when you come in. But a lot of the poor behaviors in your mindset is something that it's just you either have it or you don't.

Right, right. Agree.

I agree. Happy, happy, friendly and do the right thing. If the person's gonna do that, you can teach them anything else, but.

Absolutely. And we were recently talking about, you know, we both learn and grow from each other and huddling with each other. We're talking about our core values. Right. Apple Valley Agency has core values and that's who you are. And now before we went on, you also mentioned that you had some success recently in recruiting in the first P Realm. Kudos to you there.

Yeah. So we're hoping to bring on two new people shortly. Shortly. So.

Fantastic.

Yeah.

I mean we always get to be recruiting, right?

Yeah, you need to always be recruiting.

Exactly. So we've got the excellent people. Talk a little bit about world class, world class processes and systems. David, I know that's an area of your strength because you're, you're that guy who makes sure that all the processes in the agency are, you know, set and ready to go and you continue to study and develop.

Any key tricks and strategies that you've developed over the last couple of years.

I would say the only thing again, I guess, and this seems like repetitious, but have an open mind.

You know, I think of some of the things we've done over the years that have made small or great impacts and it's just trying things out, trying to improve them, maybe get rid of them if they don't work, but continually just have an open mind. I think of all the things that most agents have brought on, you know, dual monitors, e signature texting, all these things help you and that client too for the experience. But just have an open mind to just keep on trying these things and.

Getting everybody on eft, taking equation out of it. You know, let's talk about this for just a minute. I mean before the current adversity, you had a fair amount of walk in traffic, right?

We did. We had not a lot, but enough.

I mean, maybe more than the norm. But now looking forward, that may not be part of your plan going forward. Right?

Today, right now it isn't. And long term it may not be at all today. We don't have any current plan to return to foot traffic in our office.

Right. And the agency continues to grow anyway. Is that accurate?

Yes, yes it does. I think in some ways it's improved our team focus and our ability to help people because people have to people more likely to schedule time and we control our time better too as an internal team.

Fantastic. Anything to add on that Nancy, I.

Was just going to add that, you know, the whole thing about going remote is we've actually removed a lot of the distractions on a daily basis for our team. And they feel so much more efficient at home and they just feel like they're more productive. And I think one thing they mentioned that they have a little more control of doing the work on their schedule rather than being at the mercy of people walking in the door. I mean, they've still got the phone calls, but they can time block their day much more effectively and not have the interruptions. As much as you tried to get people to schedule appointments to come in, you still have people who just pop in for something and that can change your flow of how the day's going. Now. They're much more structured. They've got this that they want to get done first thing in the morning because that's their on time and their time that's really productive. And the stuff they really got to be able to focus on and think about and then in the afternoon is when they do the stuff that's more, you know, just easier to process and things, things that don't take real brain power. And I like the fact that we've been able to give them that empowerment to make that decision of how they want to plan their day and what's going to be most effective for them and make them most efficient.

So what would you say to the agency owner who's watching or listening to this right now, who's thinking, well, how do I know they're really working the entire day?

I believe that you have to just trust your team. And I think as you get bigger, we're still a small agency. There's five of us, one part time. So it's easy for me to be able to tell when things are getting done and if things are starting to. If they're feeling overwhelmed and they're not afraid to come to me, say, you know what, I'm just really busy right now. Can someone else take care of this? And we shift it a little bit. But I've never been one to micromanage. I truly believe that people do what they need to do and they'll do the right thing. And I haven't had any reason to not believe that. So that's how we operate going forward. That they, I leave it up to pretty much the team is how they want to schedule their day. As long as the things get done that they need to get done that day.

You have to have a lot of trust to truly work the remote, I mean, I mean you can, there's programs, you can monitor that, but that's also very time consuming and tedious. So you're losing a lot when you get to that level where you need to monitor that that much.

Taking away the focus. David, anything out on that?

No. Nancy nailed it on the head.

Yeah, I agree. So as we begin to move to wrap this up, thank you so much for sharing great information. I hope everybody's taking copious notes. I can't wait to go back and make sure I've got all my notes in order on this. Of all the nuggets you're dropping. So this organic growth. Let's talk about the third P for just a second. The leads are coming in. In fact, I recall a discussion when you had to kind of think about the number of leads coming in. Where's it all coming from? Or is it a combination of a lot of things?

It's a combination at this point of referrals. We are doing it still cross selling quite a bit. So proactively rounding. But the leads, it's a combination of Google and Facebook ads and stuff from our website, which the website indirectly I think is Google. Like people search us and find it. But a lot of it is SEO, which David, David kind of tracks that and then the Facebook marketing and then just the other. That's the majority of it. So that. And then the referrals and Mike just.

Add to that to quantify it and correct me if I'm wrong, Nancy, because you track it, but a third of it comes from referrals.

Yeah.

That'S awesome. You know the numbers. Go ahead.

Yeah. And I would say that before when we were still open, we had about a third was the referrals, another third was SEO and then the other third was just people that were driving by or past like wind backs.

Walk ins which is similar to a drive by. So it was pretty much like 30, 30, 40 and then another 30.

And part of the contribution to that is your community work. I know that you're very big in the community and supporting your communities and being out there in that particular environment when you can as well. Correct?

Yeah, it's all of us. Everyone in our agency is from the local area. Obviously we all live within 10 miles of the office and it's very important for us to be able to give back to our community because all of our clients, 85% of our clients are within a 10 mile radius. 80%, 10 mile radius. So if it wasn't for all those clients, we would not Be able to.

Have the team that we have. We would be able to, you know, live. Live life on our own terms and have the successful agency that we have. So we're incredibly grateful to our community. We try to give back the usual stuff, supporting the local sports teams. Our kids are both in different high school, different school departments, so we were able to support both of that, but we just support the libraries, the food pantries, stuff like that.

So congratulations. So you've got that sweet blend going on of people, processes and promotion. Look at the results. 63.1% growth in less than two years. Top line revenue. Congratulations. Anything else you'd like to add? What's next for Apple Valley agency.

Growth?

Yeah, I've got right here your new normal. Now, shall we reposition it? The next normal, if you will.

Sure.

The next normal. 20% will become the expected baseline of normal operational growth. So back to commitment is the thing I said I was going to do long after the mood I said it in has passed. Now that we're putting this out into the public ear and. Or I.

Good, we got it.

Yeah, we're looking. We're looking for our next acquisition, you know, and we're looking to bring on more team members to be able to handle a lot of the leads. I think we were talking to you that some of our lead generators we had to cut back because we just don't have the capacity to handle all that. So we're looking to grow both organically and through an acquisition.

We have so much opportunity on the table, but we don't have enough people to handle that opportunity. Do you know how many back to. You're the average agency, right?

You know how many people would give a body part to be in that particular position? David, you're gonna add something, sir?

No, I was gonna. I was just gonna say it's true. And blessed. Blessed to be in that position, really.

Yeah.

Could not agree more. And, you know, as you journey to the next step in the operational legacy, I guess we can coin it in that phrase. You have a former teammate who recently moved on Tootsie, right?

Yes. Yes.

And we were able to talk about Tootsie just a little bit in our recent one day. And now in your upgrade of everything, you're gonna memorialize Tootsie, right?

Yeah. So Tootsie was my dog, and she's been coming to work for us with me for probably 12 years. And initially she was an amazing greeter, because the minute the door opened, she'd run down and see who was there. And then as she got a little bit older. Her response time wasn't quite as quick. But we said goodbye to Tootsie in May, the end of May, and we'll probably put her. We'll change her. She's on the website now as a team mascot. So we need to migrate and immemorium.

There we go. And, you know, I know one of the many things that came out of our recent one day together, even albeit was virtual. We got a great punch list. And now you guys are. The clock is ticking, if you will, to get all that done. But that's gonna be one of the things, because in the promotional realm, as crazy as it sounds, you may want to write this one down. There's two things that people seem to connect to, right? Kids and animals. Kids and animals. So if you've got that in the mix, make sure you share it with everybody, because they're looking to build that depth of relationship. Because at the end of the day, experience plus feelings equals connectedness, and relationship plus trust equals. The money follows trust. Right.

So with those that they know, love and trust.

Exactly, exactly. So love being the strongest emotion, right?

Yes.

Well, speaking of love, I have loved our time together today. Thank you so much for this incredible opportunity. Thank you for sharing with everybody out there. If you've watched this and. Or listened to this, go back and listen to it and. Or watch it again. You can listen to it wherever you're at on any of the one of many channels, or you can watch it on YouTube and you can get even more out of it. Make sure you take copious notes, and most importantly, implement, execute, and take action. Nancy and David, thank you so much. Any last words of wisdom to add.

Have fun, right?

Exactly.

It's a great business. Have fun.

Yeah. Good. And it's okay to listen to people who know more than you do about anything and do have fun and implement, right?

Yes.

All right, everybody, thank you so much for joining this episode of the Unstoppable Profit podcast. And don't forget, if you've enjoyed this, please share it with anybody and everybody that you know so they continue, can continue to grow their business, create wealth, and have more freedom to live life on their own terms. And just like Nancy and David do and are doing. And until then, get out there, make a difference. Be unstoppable. Leave no regrets. Nancy, David, thank you so much.

Thank you, Mike.

Thanks for having us.

All right, everybody, have a great day. We'll see you on the next episode.

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