Transcript
WEBVTT 1 00:00:05.440 --> 00:00:09.630 Welcome into be tob growth. I'm your host, Benjie Block. Today we're 2 00:00:09.669 --> 00:00:14.390 excited to be joined by EVA SOS own. She is the head of marketing 3 00:00:14.429 --> 00:00:20.030 at Argyle. evil. Welcome into BTB growth. Thank you. Thank you 4 00:00:20.030 --> 00:00:23.899 for having me. Absolutely so let's give some context, just a quick, 5 00:00:24.019 --> 00:00:29.460 maybe thirty two sort of twitter length Bioeva to what your life looks like now 6 00:00:29.620 --> 00:00:32.659 and a little bit of your history. Maybe. Yeah. So I'm ahead 7 00:00:32.659 --> 00:00:38.289 of marketing at ARGYLE. Argyle is and API for connectivity of Employment Records. 8 00:00:38.770 --> 00:00:44.450 So we, in short, connect employment records with the businesses that need to 9 00:00:44.490 --> 00:00:50.320 access them financial institutions, with the consent of individuals who owns that data. 10 00:00:51.079 --> 00:00:56.119 My background is actually in Apis and developer tools. Previous to Argyle, I 11 00:00:56.200 --> 00:01:00.520 ran marketing for a identity of urification API. Was At twill Yoh, which 12 00:01:00.600 --> 00:01:04.230 was the first API to ever go public, and a century, which is 13 00:01:04.349 --> 00:01:10.230 open source developer platform. So comes deep in the developer land. Yes, 14 00:01:10.390 --> 00:01:14.349 yes, and you can have a really interesting perspective to bring from that land, 15 00:01:14.549 --> 00:01:18.349 which were grateful to get to tap into today. So here's where I 16 00:01:18.390 --> 00:01:23.459 want to take us. Is a tension that many feel as a business grows 17 00:01:23.579 --> 00:01:30.540 is there's like this constant sort of consideration and tension between building and what we 18 00:01:30.700 --> 00:01:34.090 could buy right like what's out there already. When we were offline we were 19 00:01:34.129 --> 00:01:40.209 having this interesting conversation really a case study that you are a part of in 20 00:01:40.329 --> 00:01:44.090 your time at century, and I wonder if we just start there and sort 21 00:01:44.129 --> 00:01:48.959 of have you walk us through some of your findings and some of that where 22 00:01:49.000 --> 00:01:55.920 that conversation originated in that case study. Centuries a very interesting business because it's 23 00:01:55.959 --> 00:02:00.000 a sort of grass roots and it's founding. So it started as a pure 24 00:02:00.040 --> 00:02:07.230 open source tool. It was just open source code sitting on Github that the 25 00:02:07.349 --> 00:02:14.469 two founders were maintaining while working at other jobs, and the platform started growing 26 00:02:14.550 --> 00:02:20.740 in their number of contributors. People started using centuries code for air monitoring and 27 00:02:20.900 --> 00:02:27.379 debugging sort of across different personal projects, like hackers that are building something for 28 00:02:27.500 --> 00:02:31.889 themselves, and that ended up becoming so popular that the founders turned it into 29 00:02:31.889 --> 00:02:37.530 a business. So that sort of centuries legacy is that it started as this 30 00:02:38.250 --> 00:02:44.360 grassroots initiative among developers turned into a business, both enterprise and self serf business, 31 00:02:44.840 --> 00:02:49.680 which is an awesome as a marketer, is awesome thing to come into 32 00:02:49.800 --> 00:02:53.120 because you already have some brand recognition, you already have traction in the market 33 00:02:53.520 --> 00:02:59.550 and it's about how do you monetize that? But an interesting drawback that we 34 00:02:59.750 --> 00:03:06.189 found is that we needed to equip our sales team to compete paid century versus 35 00:03:06.310 --> 00:03:08.789 open source century, and that was something that concepted a lot of yeah, 36 00:03:08.789 --> 00:03:13.500 I can up in a lot of conversations of like well, why should I 37 00:03:14.060 --> 00:03:19.740 pay for this when there is an actively maintained open source library that I can 38 00:03:19.900 --> 00:03:23.500 utilize for free? Why should I be paying you for this? And it 39 00:03:23.620 --> 00:03:30.330 actually became such a big thing that our biggest competitor was ourselves. So like 40 00:03:30.490 --> 00:03:36.370 we lost more deals in the sales pipeline to open source century than to anyone 41 00:03:36.409 --> 00:03:38.770 else in the market. HMM. So how are you thinking about that internally, 42 00:03:38.770 --> 00:03:43.400 as you guys are watching that happen? Yeah, at first it was 43 00:03:43.520 --> 00:03:46.960 like, Oh, this is weird, this you know, this person wants 44 00:03:46.960 --> 00:03:49.520 to go open source. Like they've been in our they've learned so much, 45 00:03:49.719 --> 00:03:53.159 like about the tool in our in our sales conversation and demos, and like 46 00:03:53.319 --> 00:03:57.110 now they're just going open source. And we just started seeing it happen more 47 00:03:57.150 --> 00:04:00.669 and more and realize okay, this is just a trend, this isn't a 48 00:04:00.789 --> 00:04:05.710 one off and people aren't understanding the value of buying and out of the box 49 00:04:05.830 --> 00:04:10.780 solution. And so that was a cool project I got to work on of 50 00:04:11.139 --> 00:04:15.379 building sales enablement around why you would want to build versus why you would want 51 00:04:15.379 --> 00:04:18.060 to buy. And what are the benefits of buying? What are the costs 52 00:04:18.180 --> 00:04:23.459 of building? It's not free. It's a different way of thinking about cost 53 00:04:24.649 --> 00:04:28.529 right. So, yeah, these questions emerge. True value of buy, 54 00:04:29.250 --> 00:04:34.250 true cost of build? Great questions to be asking from several different vantage points. 55 00:04:34.569 --> 00:04:40.279 Talk me through what those questions meant is to you in that in that 56 00:04:40.399 --> 00:04:45.399 season and for four century as a company. So at first, when people 57 00:04:45.439 --> 00:04:48.199 would be considering open source, they would think, oh, this is free, 58 00:04:48.720 --> 00:04:54.310 like if I could save seventyzero a year and still get the same benefit, 59 00:04:54.509 --> 00:04:58.949 and like why, what did I not do that? And basically, 60 00:04:59.069 --> 00:05:02.629 how we broke it down in terms of a competitive analysis, if you will, 61 00:05:03.189 --> 00:05:05.870 of how are you benchmarking the two against each other? Is that there's 62 00:05:05.910 --> 00:05:11.779 lots of hidden costs. The biggest hidden cost really it's time. If you're 63 00:05:11.819 --> 00:05:16.540 a fast scaling business and you need to build something yourself. That is a 64 00:05:16.579 --> 00:05:19.740 lot of time that you need to take into building that and there's a cost 65 00:05:20.180 --> 00:05:25.529 of someone's time. There's those an opportunity cost of their time not doing something 66 00:05:25.569 --> 00:05:30.170 else, and we demonstrated that in an infographic of number of cups of coffee, 67 00:05:30.850 --> 00:05:34.129 like how many cups of coffee does this equate to? Of like how 68 00:05:34.290 --> 00:05:38.839 much energy and effort are you really going to be putting into this? On 69 00:05:39.199 --> 00:05:43.399 the technical side, there's also cost to maintain. So when you buy something 70 00:05:43.439 --> 00:05:46.879 out of the box, like if there's an issue, we fix it. 71 00:05:46.439 --> 00:05:51.750 We're constantly optimizing it. There's an updates that you can just download and right 72 00:05:51.870 --> 00:05:58.430 we're constantly trying to make the platform better. So it's being actively maintained, 73 00:05:58.629 --> 00:06:01.629 updates are being made. If your open source, you have to it's possible 74 00:06:01.670 --> 00:06:04.899 to make those same updates because right everything's open source, but you have to 75 00:06:05.019 --> 00:06:09.100 do that yourself, and so that's even more cups of coffee, because you're 76 00:06:09.100 --> 00:06:12.379 not just building at once. You have to continue to monitor it, you 77 00:06:12.459 --> 00:06:15.620 have to continue to maintain it. There are storage costs associated with it. 78 00:06:15.860 --> 00:06:20.810 If you're buying a cloud solution, then the product is paying for the cloud 79 00:06:21.089 --> 00:06:25.529 storage. In most cases. So there is. There is a lot of 80 00:06:25.569 --> 00:06:30.170 hidden costs in there. Yeah, I love this because it's so true in 81 00:06:30.610 --> 00:06:34.079 technical world, right with the cost to maintain the hidden cost of time, 82 00:06:34.160 --> 00:06:39.560 but it's also true in Bess, in business at large, where you're having 83 00:06:39.680 --> 00:06:45.879 to analyze what's going to be like the most efficient use of our time and 84 00:06:46.120 --> 00:06:49.269 even though we can maybe cut costs in the immediate what does that look like 85 00:06:49.470 --> 00:06:55.230 for us as we scale and continue to grow? I wonder, now that 86 00:06:55.350 --> 00:06:59.990 it's been some time that's passed since that season and since that kind of case 87 00:07:00.110 --> 00:07:04.180 study, what you took away and like learned from that that you maybe even 88 00:07:04.180 --> 00:07:09.899 still think about and apply where you currently are. Very good question. So 89 00:07:10.420 --> 00:07:15.060 one of the big tap ways of this case study was that it really comes 90 00:07:15.139 --> 00:07:19.689 down to scale. If you're a very fast scaling business, build is very 91 00:07:19.810 --> 00:07:26.610 expensive for you because you have to be constantly on it to iterate and constantly 92 00:07:26.810 --> 00:07:31.040 re establishing the software for scale. And you're if you're a small team, 93 00:07:31.199 --> 00:07:34.920 like build might be the better thing for you if you're really growing that fast, 94 00:07:34.920 --> 00:07:38.399 if you can maintain it, if if you're a small team in the 95 00:07:38.480 --> 00:07:44.470 sense that you have resources and not a lot of change that has influenced my 96 00:07:44.670 --> 00:07:48.750 approach to other decisions I've had to make. If you have a super intense 97 00:07:48.790 --> 00:07:56.149 sprint that you're working on that you need a ton of resources immediately with people 98 00:07:56.189 --> 00:08:00.740 are or a tool that can just hit the ground running immediately, that might 99 00:08:00.779 --> 00:08:05.620 be a situation where it might be better for you to buy if you have 100 00:08:05.899 --> 00:08:13.329 the resources and the time to invest in bringing something in house that's like tends 101 00:08:13.370 --> 00:08:16.370 to be more sustainable in the long run, depending on what it is that 102 00:08:16.449 --> 00:08:18.689 you're working on, but that would be a situation where it would be better 103 00:08:20.569 --> 00:08:24.649 to to build it yourself. Hey, everybody, bend you here. As 104 00:08:24.689 --> 00:08:28.279 a member of the sweet fish team, I wanted to take a second and 105 00:08:28.399 --> 00:08:33.039 cheer something that makes us insanely more efficient. Our team uses lead Iq. 106 00:08:33.879 --> 00:08:35.399 For those that are in sales, or you're in sales offs, let me 107 00:08:35.480 --> 00:08:39.600 give you context. What once took us four hours to gather contact data now 108 00:08:39.919 --> 00:08:45.950 just takes one. That's seventy five percent more efficient. We are so much 109 00:08:45.950 --> 00:08:52.070 quicker withoutbound prospecting and organizing our campaigns is so much easier than before. I 110 00:08:52.110 --> 00:08:54.669 highly suggest that you check out lead Iq as well. You can find them 111 00:08:54.820 --> 00:09:01.899 at lead iqcom. That's L ADIQCOM. All right, let's jump back into 112 00:09:01.899 --> 00:09:09.860 the show. What would be other sort of common pitfalls, you think when 113 00:09:09.940 --> 00:09:15.210 people decide we want to build this like internally instead of Houss to maybe the 114 00:09:15.289 --> 00:09:18.769 pro or the vendor? Yeah, for a for a developer tool, it 115 00:09:20.049 --> 00:09:24.879 also really comes down to resources, right, so you might, depending on 116 00:09:26.000 --> 00:09:28.799 how fast you're scaling, if you're trying to scale century, you might even 117 00:09:28.840 --> 00:09:35.399 need a full time person to just be maintaining that. Century is a solution 118 00:09:35.559 --> 00:09:39.750 that detects errors and bugs and gives you information about errors and bugs. If 119 00:09:39.789 --> 00:09:46.830 you're building century yourself and there's a bug in your century, in your century 120 00:09:46.950 --> 00:09:50.789 instance, then that is not a place that, as a developer, you 121 00:09:50.950 --> 00:09:54.139 really want to be like fixing a bug in the thing that's supposed to help 122 00:09:54.139 --> 00:09:56.620 you fix your bugs. It like yes, yeahs a very Meta that your 123 00:09:56.659 --> 00:10:03.980 whole infrastructure can weaken. So that is something to kind of you know from 124 00:10:03.980 --> 00:10:05.860 it. From the Builder Lens. It's like, how much time are you 125 00:10:05.980 --> 00:10:11.009 really willing to put into maintaining this thing yourself? Like what are you trying 126 00:10:11.009 --> 00:10:15.090 to do? What's the benefit that it offers you and what's worth it for 127 00:10:15.210 --> 00:10:20.090 you? From a team perspective, because there's the external in the internal. 128 00:10:20.169 --> 00:10:26.480 I know internally you've been in companies that literally had almost nobody on the team 129 00:10:26.480 --> 00:10:31.679 right and you were responsible for growing that team. So when you were thinking 130 00:10:31.759 --> 00:10:35.750 of cost to build this team right, like are we going to hire someone 131 00:10:35.789 --> 00:10:41.309 full time for this versus allocate funds externally and have someone more as like a 132 00:10:41.389 --> 00:10:45.509 lancer or part time, you've had to think through this. What is that 133 00:10:45.710 --> 00:10:50.460 decisionmaking process looked like for you? Absolutely I've been in this situation several times 134 00:10:50.620 --> 00:10:54.899 of being the first marketer to come on and needing to build the department from 135 00:10:54.899 --> 00:11:01.700 ground up, and what I've experienced is that when you're in the very early 136 00:11:01.860 --> 00:11:07.649 stages of getting the groundwork set up, going the by route is so helpful 137 00:11:09.330 --> 00:11:11.929 long term. You want to build right, you want to want to build 138 00:11:11.970 --> 00:11:16.330 a team, you want to build a foundation of a department, but that 139 00:11:16.769 --> 00:11:22.720 building takes time and it's more expensive to get it wrong and then fix the 140 00:11:22.360 --> 00:11:28.480 then to be very mindful about doing it right and getting as solid foundation set 141 00:11:28.480 --> 00:11:33.070 up, and so to lean on experts in the beginning. If you if 142 00:11:33.110 --> 00:11:37.950 you know what you need to lean on experts and to start getting things moving 143 00:11:39.750 --> 00:11:45.110 while you're on boarding yourself. is a really great way of creating leverage. 144 00:11:45.590 --> 00:11:50.100 I think build and leverage are really closely tied to each other. Yeah, 145 00:11:50.379 --> 00:11:56.820 there's a close correlation between leverage and by when you buy, your basically buying 146 00:11:56.860 --> 00:12:01.610 yourself a bunch of leverage. So if you're very resource drapped, then the 147 00:12:01.769 --> 00:12:07.570 buy route is a savior because all of a sudden you have experts and tooling 148 00:12:07.730 --> 00:12:13.169 that is expert that can help you do so much more. It's like giving 149 00:12:13.169 --> 00:12:16.799 you superpowers, so much more than what you could do just as a solo 150 00:12:16.919 --> 00:12:22.200 person by yourself, while you're continuing to sort of slowly build. Right. 151 00:12:22.559 --> 00:12:26.919 It provides structure to write. So it's like leverage in a certain sort of 152 00:12:26.159 --> 00:12:33.669 structure that you might not have immediately otherwise. Exactly. HMM. What? 153 00:12:33.990 --> 00:12:37.870 So, when you've been in a situation like that, what did you prioritize 154 00:12:37.909 --> 00:12:41.750 and sort of hiring first, as you moved out of a stage where it 155 00:12:41.789 --> 00:12:45.340 was like, okay, we bought, we got ourselves some leverage and now 156 00:12:45.419 --> 00:12:48.659 we're trying to scale and actually grow the team. What did you move to? 157 00:12:48.779 --> 00:12:54.019 What did you prioritize? First? I prioritized hiring in the areas where 158 00:12:54.019 --> 00:12:58.929 I felt I have the biggest gaps or the like kind of weakest skills. 159 00:13:00.570 --> 00:13:07.370 So I hired to supplement for myself, basically, and that was what allowed 160 00:13:07.409 --> 00:13:15.080 a team that's super dynamic to come together, because people's skills were very complementary 161 00:13:15.279 --> 00:13:18.559 and everyone is bringing something new to the table. And I just not to 162 00:13:18.639 --> 00:13:22.639 take the conversation too much of a different direction, but that's the benefit of 163 00:13:22.720 --> 00:13:26.470 diversity and hiring and building a really diverse team is that you're getting a bunch 164 00:13:26.509 --> 00:13:33.669 of different perspectives and I think a common mistake is hiring another you, because 165 00:13:33.710 --> 00:13:37.110 that's what feels really comfortable. It's like, Oh, this person just like 166 00:13:37.269 --> 00:13:39.070 me, and if you like yourself, then you're going to like them. 167 00:13:39.710 --> 00:13:46.980 But then you end up getting like a group think or getting just like people 168 00:13:46.059 --> 00:13:50.299 agreeing with each other and to quickly and people coming with the same skills, 169 00:13:50.340 --> 00:13:56.730 and what you really want is like a diverse array of skills and experiences to 170 00:13:56.889 --> 00:14:01.090 create a very dynamic team. Okay, let's talk about how. Let's get 171 00:14:01.210 --> 00:14:07.970 to just some really practical how would we do this whole diverse building? Maybe 172 00:14:07.129 --> 00:14:13.879 even evil like what are are some questions we should be asking when we're considering 173 00:14:15.559 --> 00:14:20.799 going down this road. Let's go internal first, so not staying as far 174 00:14:20.840 --> 00:14:26.070 as like as our team is growing or we're allocating resources. Let's start. 175 00:14:26.110 --> 00:14:28.509 Let's start there. How would we start to really implement this and what are 176 00:14:28.549 --> 00:14:33.750 questions we should maybe be asking ourselves? I would think about what is my 177 00:14:33.830 --> 00:14:39.100 immediate need, what is my long term need? What is my band with 178 00:14:39.139 --> 00:14:46.539 what is my available budget, and what is that available budget on a short 179 00:14:46.539 --> 00:14:52.049 term? In a long term, what is my expected return from this tool 180 00:14:52.090 --> 00:14:56.049 or agency that I'm looking at from a short term and long term, and 181 00:14:56.929 --> 00:15:03.570 what is my dependency on it? So is this something where I'm going to 182 00:15:03.850 --> 00:15:09.159 on board this and I won't be able to ever move off of it? 183 00:15:09.679 --> 00:15:11.279 If that's the case, it doesn't mean that you shouldn't do it. It 184 00:15:11.559 --> 00:15:18.639 just means you should put a little bit more thought into making a commitment then 185 00:15:18.720 --> 00:15:24.470 you would. If it's like this is a contemporary stop gap while things keep 186 00:15:24.509 --> 00:15:30.190 moving. HMM, and kind of where is this creating leverage? How is 187 00:15:30.309 --> 00:15:35.350 this creating value for the business outside of just for the team, and are 188 00:15:35.429 --> 00:15:41.659 there any other benefits that it would bring to unlock for other teams? Does 189 00:15:41.740 --> 00:15:46.100 this set us up for growth in a better way? Does it establish our 190 00:15:46.259 --> 00:15:50.769 foundation in a stronger way? Those are some great questions. I you can 191 00:15:50.850 --> 00:15:56.809 almost take that and then just go those are all like just flip it and 192 00:15:56.850 --> 00:15:58.570 go like that's how people are analyzing the company you're in right now from a 193 00:15:58.570 --> 00:16:03.450 marketing Perspectivelese, are the questions they're asking, right, we just put yourself 194 00:16:03.490 --> 00:16:07.080 in their shoes. But talk to me a little bit about how you think 195 00:16:07.120 --> 00:16:12.159 about it externally, like how we should be presenting our resource right to those 196 00:16:12.240 --> 00:16:18.070 that are considering either building internally or buying our tool. Yeah, honestly, 197 00:16:18.149 --> 00:16:22.789 the more you can lead with the value, the better, and this is 198 00:16:22.950 --> 00:16:27.909 why, for be to be marketing and be to be selling, my push, 199 00:16:27.990 --> 00:16:33.220 and this is something from Tulio and century and everywhere that I've been, 200 00:16:33.779 --> 00:16:38.379 is really to lean on customer case studies and testimonials, because that's where you're 201 00:16:38.379 --> 00:16:45.139 able to unlock what was actually the value that you brought to someone. It's 202 00:16:45.379 --> 00:16:49.809 it's sort of empty words to be like save time by x number of hours, 203 00:16:51.570 --> 00:16:55.929 save productivity, like increase productivity. It right. Those all of these 204 00:16:56.009 --> 00:17:00.769 value props of how you can make someone's world better that you can put forward 205 00:17:00.809 --> 00:17:07.000 that are very compelling, but unless they're backed up by real information or by 206 00:17:07.079 --> 00:17:11.359 a real case study, then they're sort of empty words. And so the 207 00:17:11.480 --> 00:17:17.549 more you can lean on real businesses that have had real impact based on your 208 00:17:17.630 --> 00:17:23.750 technology, then it's a much more compelling narrative in demonstrating to someone why they 209 00:17:23.750 --> 00:17:30.259 should be using do. Yep, that is a really good way to kind 210 00:17:30.299 --> 00:17:33.339 of start to wrap up here. I took a bunch of notes. I 211 00:17:33.579 --> 00:17:40.259 think there's a lot to be kind of considering in this space when we consider 212 00:17:40.339 --> 00:17:45.369 by verse build. Honestly, the two questions true value of by true cost 213 00:17:45.450 --> 00:17:48.730 of build is a great way to put it. Is Great things to kind 214 00:17:48.730 --> 00:17:52.410 of leave this episode with and consider and to remember that when you're buying you're 215 00:17:52.450 --> 00:18:00.119 buying leverage. That's honestly, a key concept that I'll be I love how 216 00:18:00.160 --> 00:18:02.519 C to Sinc you put it, is what I'll say. It was a 217 00:18:02.599 --> 00:18:06.759 good way of giving us something to consider there. So, even if people 218 00:18:06.799 --> 00:18:08.880 want to connect with you further and stay connected to the work you're doing right 219 00:18:08.880 --> 00:18:11.240 now, what are the best ways to do that? Tell us a little 220 00:18:11.279 --> 00:18:15.710 bit about your company and the things you're working on find me on Linkedin, 221 00:18:15.990 --> 00:18:22.150 find me on twitter. I'm not super active hunt twitter. Admittedly, since 222 00:18:22.190 --> 00:18:26.819 I do also manage the twitter for the companies that I work for, I 223 00:18:26.900 --> 00:18:32.380 have a hard time also focusing on my own, but I am responsive both 224 00:18:32.619 --> 00:18:37.420 on Linkedin and twitter. It's just my name. Our gyle is unlocking employment 225 00:18:37.460 --> 00:18:44.730 records for every American to people better verify their income and employment to get access 226 00:18:44.809 --> 00:18:51.250 to the financial services that they need by transmitting information via an API. Great. 227 00:18:51.809 --> 00:18:55.289 We will link to our gyle and your linkedin in the show notes, 228 00:18:55.289 --> 00:18:56.799 so if people want to connect further and check it out, they can do 229 00:18:57.039 --> 00:19:03.680 that for thank you for spending time on be tob growth. For listeners who 230 00:19:03.680 --> 00:19:06.279 want to connect with me, they can do that on Linkedin as well, 231 00:19:06.839 --> 00:19:10.190 and you can subscribe to the show if you haven't yet. Be To be 232 00:19:10.269 --> 00:19:14.910 growth is always releasing content that's helpful for marketers, those in sales, and 233 00:19:15.430 --> 00:19:18.509 we want to help continue your business has growth. So thanks for tuning into 234 00:19:18.589 --> 00:19:22.950 this episode and we will be back very soon with more content just like this. 235 00:19:23.069 --> 00:19:30.740 It's helpful for you. Thank you, Benjie. It's sweetish. We're 236 00:19:30.779 --> 00:19:36.500 on a mission to create the most helpful content on the Internet for every job, 237 00:19:36.700 --> 00:19:40.529 function and industry on the planet, but The v Tob Marketing Industry. 238 00:19:40.690 --> 00:19:44.410 This show is how we're executing on that mission. If you know a marketing 239 00:19:44.490 --> 00:19:48.210 leader that would be an awesome guest for this podcast. Shoot me a text 240 00:19:48.250 --> 00:19:51.529 message. Don't call me because I don't answer unknown numbers, but text me 241 00:19:51.930 --> 00:19:55.720 at four hundred seven for and I know three and thirty two eight. Just 242 00:19:55.759 --> 00:19:57.720 shoot me their name, maybe a link to their linked in profile, and 243 00:19:57.799 --> 00:20:00.720 I'd love to check them out to see if we can get them on the 244 00:20:00.759 --> 00:20:02.960 show. Thanks a lot.
