And now it's time once again
for the show that gives
glorious voice to 25 million
business-owners across the
fruited plain, Radio Free Enterprise, with Frank Felker.
You know there's one type of
business that almost anyone can
start and it's both you unique
and ubiquitous, and that's
becoming a real estate agent. I
say ubiquitous because as of
December 2016 report the
National Association of
Realtors says that there are
1,233,704 members of
their group, which are
individual real estate agents
and it's hard for me to think
of another vertical industry
where you can find over
a million individual owners the
same time though. A real estate
agent is a unique business
because of the relatively low
amount of investment of time
and money required upfront when
you compare that to the upside
income potential, which is
quite tremendous today, we
wanna talk about what's the
difference. What makes a top
producing real estate agent
somebody who really leverages
everything they can out of that
opportunity and I can tell you
from my perspective. I've
worked with hundreds of real
estate agents brokers lenders
trainers title companies over
the years and I've come to my
own conclusions regarding what
differentiates top producers
from the rest, but fortunately
today we have an actual expert
on the topic here to share
their wisdom with us Dan Rochon
is a top producing agent
himself and the founder of a
unique approach to residential
real estate marketing called
Greetings Virginia. Dan Rochon
Welcome to the episode. Good
Morning Frank Thank you for
welcoming me. I'm so glad that
you're here. Dan I wanna get
right into this right away and
start with what the. Definition
of terms, How would you define
what a top producer is in terms
of well in your own terms?
would that be the amount of
volume of transactions they do
the amount of money they make
what what's a top producer from
your perspective? Dan. That's a
great question. Frank so and
thank you for that. So we're
you know Top Producer. It
really needs a little bit of
parsley. Okay. What exactly
constitutes the top you know it
really depends on who you ask.
Okay and what I mean by that is
you know it depends on
depending on the company that
you're with the real estate
company or the the time span or
the geographic area. What we
find is that as a solo agent, a
solo agent can that the top of
their game view around 36
closings buyers are selling
closings a year. Okay, So now
it's gonna be different. If
it's you know the price point
is 500000 or the price point of
a million or 200 or whatever
the case may be what we find
here in Northern Virginia is
that the average price point is
around the 3350 Mark somewhere
in that range, and that when we
find is that agents that are
around that 12 million dollar
production level that have not
hired an assistant that have
not you know really built out
of business that we find that
those. Typically, you know
really sort of doing a lot of
work and are maxing out around
the 12 million dollars of
volume here in Northern
Virginia is what we find Okay.
So as you say, it depends on
who you ask or what geographic
area you're targeting but it
sounds like 30 - six
transactions one side or the
other of of a real estate
transaction. That sounds like a
lot of work three closings a
month if you're handling
everything from marketing
and lead generation. And
bringing those deals in to walk
people through houses and get
to the closing table. That's a
lot of work so whoever's doing
that clearly is is is is
running around. absolutely and
so then at that point here in
this area 12 million dollars a
year at the average three
percent Commission for one side
of a deal that person would be
generating around $360000 in
commissions is that sound
right? yes somewhere in. And
again, there's certainly more
opportunity to have a greater
upside in the 360000. Yeah,
you're you know at that level,
You're gonna have to make sure
that you're putting all the
right people in the right place
and that you're you're gonna
have people working and
administrative roles at the
marketing roles and and and you
know even as a buyer's agent
but going back to that 360000,
that is potential for just a
solo agent. That's really just
working hard busting their
butt, You know really just
getting to work on it. you know
that 300000 would be a gross
Commission and it's certainly
there's gonna be cost of sales
and expenses and that type of
thing that's gonna be reduced
from that. you know just like
any other business great. so
like at that point is as you
are referring to it as a
business, it really becomes a
business. that's your that's
not your income. That's your
gross revenue and you've got
expenses that are gonna come
out of that and you're gonna
net out whatever you can from
there now before we go further
into that I want to ask you
whether or not because I do
from my own. Of relatively
quite small number of top
producing agents and seemingly
huge number of not top
producing agents is the 8020
rule apply here. How would you
say the percentages break out
between those two groups? Well?
Frank, you know, I would say
it's more like a 90 - 73 rule
that applies and that's you
know if you're looking at top
producers really the the
there's a lot of people that
get into the real estate sales
Do not succeed and that's the
reality of it and I believe
it's because. that many people
may underestimate the work that
goes into you know to be
successful in this business and
you know it really needed to
save same work ethic. You know
you have to be willing to give
up you have to be highly
competitive. You gotta have a
ridiculous positive and happy
attitude and you know and and
those are the qualities that is
gonna take to be able to to be
successful in this business. we
find that if you are, you know
are. Reach that level so
interesting because those same
traits would certainly support
someone's success in any
business that they were looking
to go into in effect absolutely
required when it comes to
persistence and never giving up
I think that's one of the clear
differentiators between
successful entrepreneurs and
others. Absolutely I believe so
as well, so we talked a little
bit here about you know if
somebody who's just completely
doing everything on their own,
have yet to set up a. And we'll
talk about that as far as
setting up the team and and
people underneath them in just
a moment but for somebody
listening who is has considered
trying real estate agency in
the past or maybe tried it and
just kinda dip their toe in the
water and fill out. what
exactly is the upfront
investment of time and money in
order to get your real estate
license? Sure, so you know if
you're starting from scratch
and you need to get your real
estate license and you know you
would have to go through a
curriculum. Of course, it
depends on what state you're in
here in Virginia. it's a 60
hour curriculum which again is
a. A low barrier to entry in
fact, I teach that curriculum
I've around 250 people to be
actually become a real estate
agents and you go back to that
90 - 73 rule or you know 8020
rule of those 250 agents that
I've thought across the years
there's probably only around 25
or so that actually still in
the business today and the of
that 20 - five. there's maybe
three or four that I would
consider like top producers.
Wow. that's sounds like a one
or two percent. Yeah. It's
pretty low it but Frank to The
financial cost to get in to
get-started. It's a few
thousand dollars when you're
looking at boards when you're
looking at money that you're
gonna pay to the broker to get
started and and you know that
just the initial investment and
it's really more of a of a time
investment rather than it is a
money investment. and what I
mean by that is that when you
start a business, one of the
things that that that I can
coach you to do is just really
start you know prospecting
rather than marketing and and
what that means is. Is gonna
cost you time and marketing
cost you money and so so
certainly it does cost a few
thousand dollars to get up and
running and that's gonna you
know be situational depending
on the brokerage and whether
you join a sales team or
whatever the case may be, it's
really gonna be more time
invested rather than you know
than anything else. It's
interesting that we put that
the difference between
prospecting and marketing. I
really like that and it's
something that occurred to me
when you said that is that I
made a lot of people who wanna
go into business and in their
mind when they think of having
a business, many of them, they
picture a retail store. you
know it's bricks and. And ET
cetera, and it may well be a
franchise and this would
require a tremendous investment
of purchasing the franchise and
paying ongoing royalties and
doing the build out of the of
the retail space and so forth
and while several
thousand dollars as you
mentioned to get-started in as
a real estate agent is not
nothing, I mean that's real
money. it's quite insignificant
compared to what other people
may be spending to get into a
business that may not have the
same upside income potential
the point. Is this as many
people open a retail store
because they like the idea
they're not gonna have to go
out and talk to people will
come to them. They don't have
to actually you know get toe to
toe and belly to belly with
strangers and try to strike up
a conversation, which is what
it sounds like you're
recommending that someone who
wants to succeed in real estate
needs to do absolutely. and if
you have a lot of money to
invest in the marketing in that
year and if you do, I would
hope that you have some
experience in marketing because
certainly if you're jumping in
the marketing with. Business
experience and you're gonna
probably be spending way more
than what you could. You know
if you take the time to learn
what's effective but going back
to the initial investment, I
mean before I started in real
estate sales, I looked at all
those franchises now my
franchise owner today of a real
estate brokerage yet when I
first started, I look at you
know, Quiznos and five guys,
which are great for great
franchises. What I found out
was it would be like 250 to
$500000 with an investment to
get started with an upside
around $70000 of revenue. Wow
and when I look at the real
estate, you're looking at like
two 2500, you know of an
investment to get started and
in no limitations in regards to
the income earning potential
even going back to that 360,
we're talking about earlier
today that 360 is if you did it
as a solo agent, You should
certainly leverage out where
you can make
500 a million two million. I
mean I know agents that make
you know 34 million dollars of
commissions every single year.
you know it's it's fantastic
great upside. Well, let's talk
about that. It's perfect.
Segway because the next thing I
wanted to talk about is we know
that that we've got this
person, They're churn and burn
and doing a 36 transactions a
year, but they've topped out in
terms of the number of
transactions they can handle
and the amount of money they
can make when somebody makes
that turn to start to build a
business with employees
underneath of them and start
growing. what what are the
types of steps that they have
to take what when you look at
somebody who's a year or two
into? Made that decision to
grow their business with the
team. What does your team look
like after a couple of years?
Yeah. That's another great
question. Frank. So what I see
is and I'll tell you the way
that I see others. do it first
or what I see many do it first
and what I say, which is not
what I recommend, excuse me and
what I see is that many agents
will hire a buyer agent to work
for them because they don't
wanna take that they don't
wanna take the investment of of
money and to hire somebody and
have to pay them a salary. It's
by the hour or whatever the
case is the buyer agent would
work on Commission would that
be correct? Yeah, what we found
is that really the first hire
that real estate agent should
make would be an administrative
person. and the second person
that a real estate agent should
hire should be a real estate
should be a transaction of
coordinator. Another
administrative person. Okay. So
then at one point, one of those
one of those administrative
people will sort of take a
leadership role and then the
and then the other was sort of
take a marketing role where
role where you have one
administrative person is gonna
be in charge of making sure all
the transactions are done
properly etcetera and then
you're gonna. Other
administrative person that's
gonna make sure that that all
the marketing you know that
that that that the voice of the
company or the agent is told in
a manner and told effectively
and told as many people as
possible so that more
businesses can be generated,
then your third hire would be a
buyer's agent and that's what I
don't often see agents actually
go through that process yet
what we found is that when you
do go through that process that
is the recipe for success, it's
great and then from that point
forward. Then just begin adding
on additional agents under them
and then maybe grow the admin
staff as needed. Yeah, that
would be correct and then at
some point in their business
development, they would have a
they would have an operations
Department they would have a
lead generation Part Department
and they would have a sales
Department so all the sales
people would would fall into
this. The sales Department all
the administrative people will
fall in the operations
Department and all the lead
generating staff will fall into
the lead generation Department.
This makes me think of the book
the E myth about how somebody
transitions of the story of a
hairdresser who wants to open
her own salon or an auto
mechanic wants to open his own
shop. What they find out is
that running a shop is an
entirely different thing than
cutting hair or turning
wrenches and so I can see where
as this top producer
transitions from doing
everything themselves to
becoming more of an
entrepreneur that they need to
kinda have a little bit of a
mind shift and and start
handling. And that brings up
the question so if they hand
off the admin of this person
and the transaction
facilitation to this person,
what role do they focus on
them? well, they would focus on
leadership they will focus on
lead generation they will focus
on accountability to making
sure that the people that are
working with them or for them
are producing the results that
that that they agreed upon and
those would be the the areas
that at that level that top
producer would would be
focusing on now, one of the
things that you have to
remember is going back at
$360000 producer. Yeah, that
individual. Out those without
that help is working 14 hours a
day 365 days a week you know,
so certainly they're making a
nice tremendous amount of money
yet what we find again is that
when you're able to leverage it
off and put the right people in
the right place, then you're
able to get more done more
effectively with better
standards and actually work
less hours. So one of the
things you have to remember
Frank is people do not hire me
for me. People hire me for.
Standards that I represent and
the standards that my company
represents and by the people
hiring you mean people buying
and selling homes. Oh
absolutely yes. And that's what
I mean by that Mm-hmm Okay. So
this has been very interesting.
We've kinda walked through a
person getting their license
and you know moving up to three
transactions a month and then
making the transition to grow
their business even further and
talked about it relatively low
investment required to get in
and the incredibly high income
potential. Let's talk about
this. This is really the crux
of the biscuit I often say is
what's the difference between
the three percent who are the
top producers in the 97
percent? Who aren't why? how
can it be that so many people
one point 233 million people
are members of the National
Association of Realtors and yet
only a couple of percentages of
those people make everything
out of it. They can what's the
difference between the
mindsets. you know you just
said right there mindset you
know it's it's the way that
it's the way it's the way that
you think you know it's top.
Think in in the world of
possibility. they think in the
world of learning. of of
competition of of working as a
team. and I think that it can
be done and yes, there may be
obstacles that come up yet when
those obstacles come up what is
the solution to this? How do we
overcome that solution? How do
we you know or ask me? How do
we overcome that problem? You
know? how do we solve that
problem and? To the top
producers think and then
secondly, it would be who they
surround themselves with so
Tony Robbins say I was in a
podcast with Tony Robbins, the
other day, and he said that 97
percent of success whether this
is a personal relationships or
business relationships or
anywhere else is determined
based off of the people that
that you surround yourself with
So if you know, go and get a
marriage with a beautiful wife
like I have then you're gonna
have an easier marriage. Then,
if if if you know and that's
you know, it's about having the
right people in the right
place, you know all people are
beautiful beings yet you know,
it's putting the right people
in the right place so that you
know that you can work
together. So what about on a
day to day basis? I definitely
hear what you're saying in
terms of they think differently
and they they react
differently. but what are they
doing on a day-to-day basis?
the top producers that others
are not well. And you and you
said it so it starts with the
foundation of who they're gonna
be and we just talked about
that and so then that leads
into what are they gonna do,
which is what you're asking me
about now and what a top
producer is gonna do on a
day-to-day basis if they're
going to they're gonna
regenerate now that can be lead
generating for sellers and it
can also be regenerating for
talent. So what we find is that
the top producers focus on
three areas they focus on leads
listings and leverage. Now
earlier on in my career, I
misunderstood that perspective,
I thought that the top producer
and that was my intention to be
a top producer was to focus on
lead generating for listings
and then you just sort of you
know, look at look at the
leverage that 00 by the way and
what I found through the years
is that the leverage is just as
important to regenerate for the
right people as it is to lead
generation for the listings and
then secondly the other part of
leverage besides the people
that you surround yourself with
are the systems that you
incorporate into your business
when you have great systems and
you have great people. And you
spend the majority of your time
lead generating for listings,
You can have a great business
and that's what the top
producers do that that I see
it's interesting it reminds me
of something you know I've been
observing a real estate agents
for a long time and every time
I've met a top producing
realtor. I've asked them the
same question They let me tell
you where it came from. I was
always trying to sell marketing
materials to real estate
agents. I was in the printing
business for a while I was
involved with the real estate
training business. And so
anytime when I was trying to
market products and services to
realtors, I found that only the
top producers really had any
interest in looking at anything
different or new or had any
money to spend on it. Of
course, you know whether you
have the money or not. it's
what you say or not what's in
your pocket But so as a result,
I realized that other than the
top producers the other
realtors were almost it wasn't
worth my time to try to target
them. And of course, I realized
everybody else in whatever
industry I was in was targeting
the top producers for exactly
the same reason because they
were the only ones who would
invest so the. Would ask every
top producer was did you start
out investing in your business?
and that's how you became a top
producer or are you investing
in all this money in your
business now because you can
afford to because today you're
a top producer invariably the
answer was I always invested in
my business from the very
beginning, even when I didn't
have any cash flow happening so
it sounds to me like you could
you use the word business all
the time would you say that a
big differentiator is the Top
producers view what they're
doing as their business, not
just something that kinda
dipping their toe into
absolutely Frank. I mean it it
is a business. you know. I mean
it's it's it's falling. you
know proven models. It's it's
you know finding you know
finding a superior way of doing
real estate sales, you know and
because we treated like a
business, we're able to be
organized in a manner that we
again, I told you before the
people hire us, you know,
buyers and sellers hire us for
the standards that we. Because
you know I with you Frank, you
don't want me going out to your
House and take photographs.
right. I mean so the
photographer so so you want to
make sure that you have a
professional photographer on
staff that's gonna go out and
they're gonna do the marketing
and they're gonna do they're
gonna measure the the floor
plan so they can do a blueprint
to post online and you know and
that you have a specialist
that's gonna you know be able
to you know even even a buyer's
agent. The listing agent
there's different behaviors
that are successful in each of
a buyer's agent is gonna be.
Relationship based in a listing
agent is gonna be slightly more
assertive, yet they both need
those qualities We find when
they have those qualities that
they're gonna be more likely to
be successful. you know, but
those are the things that we
take a look at that's great. so
you have the right person
performing the right task at
each step within the
transaction. Oh absolutely and
then, of course throughout the
entire transaction I'm
overseeing everything you know
so my job in a transaction is
is really to you know to make
sure I'm negotiating to make
sure that I'm I'm I'm getting.
Best deal for my clients
whether it be a listing client
or a buyer client and making
sure that I represent their
actions so that I have their
interest in front of all other
people's you know interest
including my own. I mean we're
there to act on behalf of our
clients in a manner that's
gonna serve them the best. you
know has tremendous and it
really comes through in your
words the passion you have and
and the fact that this is
actually what you do and what's
important to you and I would
imagine in terms of. That the
referrals that you get from
past clients buyers sellers.
What have you is the flow of it
is much stronger because of
such a genuine and positive
experience that they've had
working with you guys. Well,
you know, it's it's a lot
easier to get referral business
and it is to get new business,
you know. so when you give your
clients a superior. service and
when you when you. Who come
from it from a place of
contributing value contribute
you know from contribution of
value and it's about what can I
do for you? How can I make your
experience the best experience
that you could possibly have?
and communicate the
expectations say when we
deliver on this experience, you
know you're gonna you're gonna
find somebody that's in the
market to buy a home sell a
home or invest in real estate
and I would love an
introduction to them and when
you introduce them to me, I'm
gonna treat them like gold. I'm
gonna make you look good and
I'm gonna update you
throughout. And what we know is
that making you look good is
really the most important thing
to own a person that refers a
client. that's great. I like
that well I still wanna I wanna
get back now to our our
mythical real estate agent out
there who's who's doing
everything they can to become a
top producer and everybody has
the opportunity to work for a
Dan Rochon. I'm sure there are
other ??? Rochelle out there,
but not everybody's gonna gonna
be in the same geographic area
with you. Dan is it true.
Aligning yourself yourself as a
real estate agent with one
broker or one office versus
another broker office can have
a big impact on your overall
success. Absolutely Frank. I
mean without a doubt it's it's
you know I'm not here to pitch
Keller Williams Realty yet
that's the brokerage that I've
been with for my entire career
and. what I found is that when
you're with a real estate
brokerage that is an intra
dependent company. where.
Agents are partners with the
broker and where it's a it's a
learning based environment that
you're gonna be able to to be
able to be able to do more
business to be able to learn
these some of these concepts
that I was explaining to you on
this podcast and a more
detailed way and a more
intimate way so that you can
really embrace some of these
concepts and that's what I have
found has been a really a key
to to you know the success that
I've had in this business and
that's not to say that. Only
way to do it, I mean, certainly
there's pros and cons of every
single type of real estate
brokerage and it's really up to
the individual to you know that
the individual agent to to find
out you know what it is in that
in that broker, that would be a
benefit for them or prospects
account for them and I would I
would share this with you that
however, if you sit down with a
broker if you're interviewing
for you know to join a
brokerage and that broker does
not ask you something along the
lines of what's important to
you. What are your goals? you
know if they're not asking you
those questions. That should
cause you pause in the
conversation that's
interesting. and that makes
perfect sense or any other
things that that Red flags
Green lights that a new age
who's going to interview with
an officer or a broker might be
on the lookout for oh,
absolutely, I mean again it's
it's about finding well I would
say first identify your needs.
You know I identify is this do
I wanna be in a relationship
where I where I'm getting Fed
business You know day in and
day out or often rather and if
I am in that situation, then
I'm gonna have less control
over. Business and I'm gonna
make less money per
transaction. What do I wanna be
you know so that would be what
we call a dependent based of a
model or do I wanna be
independent, You know I don't
wanna be like hey, I'm gonna do
my thing. mister broker you
stay over there. I'm not gonna
worry about being becoming an
educated and maybe I end up
paying you Mister and Missus a
little bit less money yet yeah.
I'm you know. I'm just pretty
much on my own and that's what
we you know Call an independent
brokerage and then the.
Independent brokerage is that
we're gonna teach you how to do
this, not just how to sell real
estate Well. how to how to
build a business right? How to
create a business that is
designed to serve you in your
life so you can have a life
worth living you know because
that's the purpose of a
business the the purpose of
business is to fund a perfect
life. in my opinion. What we're
in business for I love that
that's great, very well put
well so let me just recap that
so the person should start with
what is it that I want do I
prefer the dependent
independent or intro. Type of
business relationship and then
be looking for a broker and and
an office that matches that
need I would say that's
accurate. Yes excellent. Now I
wanted to take some time here
before we wrap up and to talk
about Greetings, Virginia,
which is a new concept that you
put together for marketing
residential real estate. What
is Greetings Virginia? The
Greetings Virginia sales
network. It's actually been a
business since 2007, and we've
been consistent. Your Bank
we've been ranked as one of the
highest producing teams here in
the area and our vision for the
company is to provide
world-class solutions to be the
real estate sales team of
choice for both home buyers and
home sellers in the state of
Virginia. so we intend to be on
the present in regards to real
estate sales in Virginia so
that when you think about
somebody that's gonna buy a
home, sell a home or invest in
real estate in the state of
Virginia or the Commonwealth of
Virginia. rather that you think
of Greetings Virginia. Now we
intend to be in 27 locations
across the state, so we we have
opportunity across the entire
state and our intention is
really to open up the doorways
for our clients and open up the
doorways for those on our team,
you know. so. in other words,
we're looking for team members
that are looking to embrace
possibility. They're looking
for the very best in their life
and the Greetings Virginia
sales network is a vehicle for
that for those individuals so.
It would it make sense to say
that this the type of people
you're looking for are the
people who are looking for an
independen business
relationship, Not just yes,
yes, Frank absolutely people
that are looking for an
interdependent business that
are looking for a vision.
That's big enough that they can
achieve their goals within that
business and looking for an
environment that surrounds
themselves with winners, you
know with a proven systems, you
know in a place that they can
actually have fun. they where
they don't necessarily call it
work right. You know my idea is
if you come to work every
single day and you're like. Oh
my goodness I I didn't feel
great about at work today or I
felt like I worked hard or
whatever the case may be. then
you know, maybe it's not the
right role for you and there's
nothing wrong with that. It's
just maybe it's you know you
should have fun every single
day that you come to work and
you know we're looking for
people that are looking for a
place to build a business and a
career that they're not just
looking for a job and that's
who we're looking for that
sounds great and it also sounds
like that you'll be able to.
Somebody to their specific
talents and life objectives to
plug them into a spot that fits
them as long as you absolutely,
I mean as long as you know what
we're looking for, we're
looking for people that like to
learn we're looking for people
that are competitive that are
team players that outgoing
charismatic and they are
assertive, you know, and that's
who we're looking to align
ourselves with and are looking
for opportunity, you know and
have a have a record of in
sales, it doesn't necessarily
have to be real estate sales,
though that. a more predictable
for their success because it
goes back to early in a
conversation about how you are
actually successful in this
business so it is better they
do have a success in real
estate and we can take an agent
that's selling 12 houses a year
and we could take them and move
them from 12 to 36. but the
difference is the 36 that they
will be selling you know in an
Organization such as the
Greetings Virginia sales
network would be that they're
not working those 14 hours a
day because they have all the
support they. The staff the
administrators support as well
as the lead generation support
to to support their own
generation activities as well.
Well, that sounds very
attractive well, Dan Rochon.
We're just about out of time if
you were to leave the someone
listening with one piece of
advice about what they can do
today or tomorrow to start
making that leap to top
producer level. What would that
one piece of advice be? Oh
goodness? I'm gonna help the
one piece of advice. Alright
well, the one piece of advice
would be to think of yourself
as a top producer. You know it
goes back to the way that we
think is what defines the top
producers and and the mindset
absolutely and if you see
yourself as a top producer on
day one. and you be who that
top producer is going to be and
you do with that top producer
would do then you're gonna have
the results of the top
producers gonna have and that
would be what I would suggest
That was awesome. Dan. I could
not have asked for a better
response to that question
before we sign up. Would like
to get in touch with you and
find out more about joining
your team. What's the best way
for them to reach out to you?
Frank I would suggest visit our
website WWW dot Greetings
Virginia dot com Greetings is
plural Virginia's all spelled
out and scroll down to the
bottom of that page. There's a
little section that says we're
hiring and it will describe
some of the opportunity that we
have with our company and the
steps that somebody would go
through to to be able to apply
for an opportunity. Okay And so
then they. Fill out a form or
what happens. they would fill
out a form. Yes and all the
directions are right there on
the website Great so they go to
Greetings Virginia dot com.
Scroll to the bottom of that
page and look for we're hiring.
That's right. Alright. Well, I
will put that on the show Notes
page for the podcast. Thank you
Dan Rochon. Thank you so much
for joining us today. It's my
pleasure you can't seem to turn
a profit is that What's Eating
you sparky? Well, you've come
to. Right place Radio Free
enterprise
