How two brothers stand out with Airbnb in a saturated Atlanta market

0:00 so in this episode we're talking a marching in cash for our brothers who have two properties up and running they're in one of the most saturated markets in the entire country and we talk about how they've been able to stand out from the competition we also talk about how to study the top performers and see what they're doing to add into our own properties as well we also talk about the importance of having a Clear Vision and goal when you're starting your entrepreneurial Journey there's a lot of great things that we talked about I know you're going to get a lot out of this episode all right we got Marching In cashier um one of a couple of our top students here in the group they've been actually absolutely crushing it and you guys have two properties up in live now right yeah we we have a couple properties that we've got up and online on Airbnb and you know some of the other platforms awesome man so yeah let's just just jump right into it um if you guys don't mind just kind of giving some backgrounds uh you know first how you guys know each other and then also you guys backgrounds I think that'll be helpful for everyone yeah um I'll take the lead um yeah so my name is Marcia young we're here in Atlanta Georgia we're brothers so this is my little brother um he doesn't look necessarily much like my little brother but I'm I'm 20 I'm 27 he's 25 or 283 I guess 23 pretty bad on the age there I guess caught wind of this maybe back in late summer um just the idea of owning airbnbs or Airbnb Arbitrage whichever path that you ended up going that are co-hosting and stuff

1:16 like that and then you know I was doing some different things with my job sales um really for five years with a different company and ended up getting out of it I'm I'm transitioned into a phase where I'm doing I'm a youth Minister for my church and then also are doing this on the side and then my little brother can kind of take over for what his background is prior to this so yeah I just got done playing college baseball and uh I kind of took a little bit of time off just to kind of travel around and stuff and yeah I caught wind of it on Instagram actually I saw you and um I kind of brought the idea to March it and we kind of got after it and now this is literally all I'm doing pretty much I had to give some baseball lessons we're grinding on this and you know we've got two properties up and you know we want to get some more up here but um our first two are in Atlanta and we wanted to make them relatively conservative but we're looking to expand into other parts right now love it guys uh thanks for the background and you know we'll talk about numbers on your guys's properties in a little bit but um cash something that I want to talk about because I noticed that a lot of successful entrepreneurs have some sort of athletic background and Martin I'm sure you've you know have some sort of background in sports as well uh not quite as much yo this is questions for

2:34 both you guys if you guys want to just kind of help um you know how did that athletic background help you in you know this business and just entrepreneurship in general we know that you know it's a long road and it's A Hard Road that not many people take and we know that you will reap the benefits as long as you keep your nose to the grindstone and work hard day in and day out it's just like being good at baseball it took me a while to get to where I was in college and you know hopefully we can move quicker through this but uh just taking that same work ethic to the Airbnb business is what we know will make us successful yeah no doubt and March it anything to add to that or is Cash the the athletic one here yeah I mean I played some high school sports we have we have an old brother who's is pretty athletic himself I mean I've watched it I guess the thing I can add is just a daily grinding the the idea of habits um are gonna what is going to be what sets you apart um in the days where you could let yourself get down and then not be doing the work I've seen it from both my brothers really in their athleticism and what they take into baseball um is just the hard work that you have to put in you know when you wake up in the morning you've got to schedule for yourself to grind out those habits whether it's getting your stretching in and then getting a workout in and then hitting straight to the baseball field to get early work in before the practice starts and as a college baseball player

3:53 or my other brother was in professionals like you already know you've got a long day full of either School baseball you know back to school back to baseball and so it just never ends um and that's that's it's not a bad thing it's just more of like accepting that that's how it gets done is like it doesn't end right it's an everyday thing so yeah I mean just to add to that that I've seen it from afar yeah for sure and I obviously haven't been to you guys's level right you know playing some basketball throughout college or high school but I think just doing the boring things over and over again um kind of like you guys both mentioned is something that will pay dividends you might not see the benefits of it now but those benefits will come you know eventually if you just kind of stay consistent to it so um I think that's a huge reason why people you know have that athletic background that are succeeding entrepreneurship so another question for you guys is you know obviously there's so many different side hustles businesses they can start so why specifically an Airbnb like what Drew you guys to Airbnb um you know first and foremost to you know want to jump ahead into that I guess we'll start with um just the ability to you know outside of or I'll just we'll just say right now like right now we're tag teaming or you know separating cleaning duties but outside of that you know and working finding ways to be able to charge the amount of money that we need to be able to have Cleaners clean it and then us still be managing it but being able to

5:10 manage something from our phones while we continue to operate the business you know we know it's not a fully passive thing but if you can get it to a point where it is semi-passive and then you're able to kind of jump in when you need to and then stay away from you know necessarily the day-to-day activities when you don't need to it's something that's very enticing for us just because we have you know other passions within you know him baseball or whether he also does a hair cutting business on the side and then me I'm just wondering wanting to be involved with my community in a bunch of different ways you know right now with my church and then being able to do both of those things so with the traditional nine to five that I had you know and it wasn't nine to five you know similar to you I was doing well in a sales career but I was working you know hard long hours a lot of commitment to something that I wasn't visioning as like what I wanted to do for the rest of my life and so felt you know even the money at that point was good but you have to at some point make a change to try to do the things that you see you know yourself impacting the world and real estate is something that I personally wanted to get my family involved in when I see it you know and cash brought this side of it to us being able to build wealth through property ownership and having that to be able to pass down to generation and generation and what that can really do to help

6:28 continue sustain families and you know keep them together I know what a piece of property can do for a family like we've had a family lake house Nerf you know within our family for 50 years and it's been something that you know different Generations have all been able to go to so there's more things than just create wealth but really create you know friendship and community and families through it so there's a bunch of different things that kind of led to it but my side of it was mostly just to be able to pursue the things that I want to do in my life while also creating things from the family that we know we need to have yeah no lot of good stuff in there so it definitely sounded like it was lifestyle component and also kind of using this vehicle to help lead to you know more passion projects or things that you're you know more passionate about is that is that pretty accurate yeah yeah for sure okay um so you know just kind of leading off to that because you know this is something that I like to talk about and just kind of get a feel for because you know I grew up in a you know lower to middle class family you know didn't really learn much about money I've kind of talked you know talked about my story on you know on the socials but um you know you guys being Brothers how are you guys as upbringing like did you guys come from middle class family like what kind of like what were your parents thoughts about money things like that that's always kind of something interesting to understand while you know someone like you two that are you know being successful in entrepreneurship you know I'd say we came from middle class

7:46 family or parents sacrificed a lot for us um whether it be taking us in pain for our uh Sports travels being in you know being on a travel team high school team um we're fortunate they sent us to a problem school in Atlanta didn't really have too much to do with like real estate stuff or Investments my mom works in real estate but as far as like owning real estate not really yeah I mean I I would just say you know I would agree with all that I think a lot of the investment from our parents and our lives came through the quality time that they sacrificed and the money and decisions they made throughout their lives to help better Our Lives to make sure that you know we were propelled in whatever it is that we found passion in or wanted to do it definitely wasn't as much focused uh maybe on their Investments or what they thought would create you know Financial wealth for them and then you know and of course the family but that would have taken away from what they would have been able to invest in us or you know in that time the decisions that they made that's what they felt you know was going on so I would say for sure middle class I mean we're incredibly blessed not to say you know anything bad about that but that's where we definitely came from got it no for sure um so Switching gears a little bit uh

9:03 you know let's talk about some challenges because obviously uh you know there are challenges you know any business model that you go uh try to go after so what are some of the challenges that you guys face when you first started and how did you overcome those struggles so like he kind of alluded to a little bit early on you know we weren't it wasn't so much that we were hesitant to you know whether it's do our first Arbitrage deal or um whether it's owning a house definitely more hesitant to trying to jump in with initially with buying a house and trying to work um and short-term rental through that we were hesitant with that but we're also hesitant with you know we know you kind of your first three short-term rentals you know granted you had a lot of experience within real estate but we're not close to you right I think you said 400 miles away or something like that was like your first one that you had but what we decided to do um was start somewhere that was close in a place that we knew and it was much more on I would say the conservative side of you know we know there's always gonna be Travelers and Atlanta especially downtown Atlanta you know there's just people coming in so it's you know are you able to stand out within the space of um because it is a pretty saturated Market I mean people always say that word but are you able to stand out within that and then can you make it work um and so again we took a strategy to start right here in Atlanta and have gone from you know starting with the one and then working to another

10:22 one that's maybe in a secondary Market of Atlanta but it has some key components to it that we think are going to help make it profitable and we were able to get a good deal on it and we're trying and like I said that we're cleaning it right now and we've been working to figure out you know the no cleaning fee versus you know moving up into different places but the struggles I would say that we've had mostly with is the pricing side of things making sure that not only are we competitive you know a month or two out but are we continuously updating you know week to week day to day our pricing how we're going to uh starting out as like a new listing be able to start grabbing bookings from places that you know they would have booked to different places but we're standing out through our photos or through the reviews that we've already gotten saying you know this is the place to go so in a struggle that we've definitely faced here recently is this idea of how much are we able to charge and still get the same amount of bookings that we had last month so like we took approach where all right we kind of want to be on the lower end even though we've got a pretty good product we want to be on the loader and see what it looks like to get a lot of bookings and then start scaling that to where are we getting as much revenue as we want per night and still be able to get the bookings and so for a second there you know from March to April when we were making that transition we saw a major downtick but we don't know if that's due

11:39 to you know optimization the activity within Airbnb you know how the pages that we're lining up on you know are we on the eighth page for eight yes or on the six page for you know four guests how that how that works but just the optimization and how much we're working the algorithm and also being competitive with our pricing got it yeah so I mean that's a lot of good stuff in there so it sounds like you know obviously people it would be nice if it would just set and forget it right but there's always different optimizations things that you have to um you know kind of Tinker with to make sure that your property is continuing to stand out and I think the people like you that are constantly in the day-to-day event and obviously you don't have to turn this into a full-time job but you know having those right software in place to be able to optimize so that you're still continuing to get those bookings you know super key so obviously I love that you guys are you know constantly figuring out ways to optimize your listings to kind of go back to your first property so talk to talk to me about you know what did that conversation look like initially with the landlord I'm assuming you guys Arbitrage there right the first one yep so if yeah if you want to talk a little bit more about yeah that the story behind how you guys you know built the trust of the landlord and ultimately you're able to close the deal yeah I mean I I guess I did a handful of that because I think cash is out of town at the time you know I would say this is a lesson learned for anybody that that is out there that's trying to do these same

12:56 things we were obviously eager right you know two or three weeks of you know getting no's from landlords whether it's on Zillow or whatever we could find hot pads I was in sales like I understand like the idea of being told no it's you know it happens it's going to happen you know still wanting to get that first property wanting to get that first property we actually switched it to furnish finder and started reaching out to people through furnish finder we saw this as just something like all right they're already willing to you know rent out their house maybe on a month basis and they have the furniture and everything like that maybe this will be they'll be more receptive to the idea of Us coming in renting out on a one to two year basis and then using their furniture and then just working to Arbitrage that way so I would say the the lesson some of the biggest lessons we learned in the conversation were don't be afraid to still like the initial rent that you're committing to you know and they're asking for go below it right whatever their whatever it is that they're asking for if they're still on the market and everything like that of course they want to get paid so I think the initial one that we had that was asking for was around 3 200. um and then you know the landlord and I started talking she was open to it she had you know she was up on furnace finders she needed to get the thing booked you know the one to two year deal is very enticing and so she was like okay great let's have conversation I gotta work quick you know let's meet up so we met up in person at the place you know being new to everything probably didn't do as

14:14 much of a good Shakedown of all the property elements and everything like that but you know kind of turned out on the lucky side of that where nothing was crazy going too wrong with it you know I initially had thrown out at 2 900 3 000 number and then let her work me back to 3200 which is what she was asking originally and again I think that was partly due to just my eagerness maybe to get the first deal and right now you know we're having a month where we're probably gonna end up some somewhere around six thousand dollars in revenue for April and so there's you know we're still doing good but it's something where if you don't the first you know that that deal at the start you know what you're paying for in rent it matters so much because it's going to stress everything else behind it so you know and it's going to make you you know work really hard and I mean granted that could be a good thing because of how hard work working to try to make sure that you know we're on top and we're getting the right Revenue per night and everything like that but just that first that first conversation that first deal like don't ever be afraid to take that chance of going lower than what they're asking for because all you're going to get is you know the worse you're going to get is a no and then you can continue to work from there but I think giving a good firm offer and making it a real confident offer and saying hey I think we're you know we're providing a good a good deal for you a good deal for us and I think it's going to work out but it doesn't always have to be at the number that they're asking for yeah I think the main thing that I'm hearing is just

15:31 stick to your numbers right and obviously if a number still pencil out if you have to because like I've been in a situation where you know the deal look really good um and you know they're asking for a little bit more in rent so I'm like okay fine I'll pay that extra rent to get this deal locked out because I know I have the spread on the upside if I get it to you know a certain way um so you know really a lot of good stuff in there so for this property where do you guys uh you know obviously guys have it live so what are you guys looking at cash flow wise you know kind of averaged out throughout the entire year so I ran so it's only been up for about for all of February and the revenue for February was twenty four hundred dollars Which is less than the rent March was a huge jump figured out some pricing and just like a happy medium for that and we went up to 49.50 and then April already we still have seven nights open and we're already at so the revenue has been steadily climbing and the good thing about April is that there's where we've only had six days at the house six different people whereas in March we had 11 different stays and just a lot less Revenue there so yeah we're looking to hit our I mean obviously our goal is to do 2K a month and I think we'll hit this golf you know if we get one or two more nights we'll be able to in April yeah that I would say like as far as like our

16:50 goals for this and this property again when we initially looked at it and ran the numbers you know we thought we could conservatively do through air DNA and like other you know competitor pricing and everything like that somewhere between 70 and 75 and we figured you know as as a total revenue for the property and we we figured you know we'd be somewhere around the 45 to 48 range over the course of the Year paying for expenses and obviously the rent and so we were we thought we'd be looking right around you know two thousand dollars a month for the property and that's something that I think is still attainable generally May through August September are the peak months um here in Atlanta but the good thing about Atlanta is if you know how to work everything like March is not generally the best month but we were still able to get right around 5 000 on the revenue for the month and you know starting to figure things out just our second month in my thought was encouraging for us again working the stays so we've had two week long stays for April versus everything and everything in March was maybe three days tops so working the pricing to making sure we're maximizing those stays and the revenue that we're getting for each of them love it yeah I mean you'd love to see that uh you know kind of steady progression as we lead into the hotter months because every Market's different when you know some markets January February are the busiest of other markets you know that could be

18:07 like the slowest time so you know seeing you guys ramp up and you know come May and through September through your business season that's where you're going to make your real money so you know you love that you've been able to build up that rep or that the reviews and also the algorithm to get you know more bookings more reviews and then ultimately you're going to be able to make more money leading up to the hotter season so you guys are definitely optimizing and training in the right direction Something I want to talk about because you know Atlanta being a saturated market right how what what are some ways that you're you you're doing right now to stand out from your competition because you know we're in a couple of competitive markets and we have some some strategies and obviously the things that we teach in the in the program but you know what are some ways that you guys are you guys are doing to stand out you know I think this is something that we're working through very very uh tirelessly you know we really want to try to figure out as much as we can on these on these first couple in this one before we you know just start to try to go do some bigger deals and everything like that and something that you know I've continued to notice and what I really do um is I go look at all the ones in Atlanta that have you know 55 star reviews and that's all they got or 105 star reviews 5.0 and then I go read the reviews and I go see what are all the things that they're doing right because when I go and look at the reviews in in Atlanta in a saturated market like we said this is where you're going to find

19:24 out you know what is it that they're doing to set themselves apart and they've been doing it for a year or two you know this act this listing's been active since 2019 this listings back to since 2020 and we're coming in at 2023. what can we learn from these people without talking to them but you're talking to them because their customers are putting out there on these long reviews you know everything that they loved about it so some things that we've definitely found um that have been really good is one that initial cover picture being something different than everything else we've seen a lot of cover pictures obviously your your Center piece right the living room generally oftentimes is what that main cover picture is especially when you're like an in-town stay versus something that's like up in the mountains or if it's out in the you know the west or if you've got like a big pool or something like that so trying to spice it up where your eyes are being caught you know looking through the looking through the Airbnb pages and something shows up different and then like we said um staying on top of the pricing you know people when you when you go through price labs and you look at all the competitors lists so like we've got neighborhood pricing within price labs and you look at the competitors list and you see that they've got like stagnant pricing throughout like everything's 300 300 300 300 and then but they're still doing pretty good you know like there's a place that's decently close by to us

20:41 and now who knows if this is correct but this is what air DNA says is they've you know did a revenue of 75 000 last year and they're super host but all they have is like stagnant pricing of 289. so figuring out ways that you can pick up some week-long stays away from from those guys when you have some lower wheat pricing and then obviously you're bumping it up on the weekends just to do some so I'd like to jump in yeah we're theming out the houses as well right so our one in uh we have one in downtown that's right by Mercedes-Benz Stadium uh which for the Falcons play a bunch of constant stuff so we're theming them out just one down here we're doing a Vineyard theme so we've kind of tricked out the backyard a little bit we got a trellis and Garden area and then inside we've got like some Vines we've got a bar cart we cop we give a free complimentary bottle of wine for every guest that stays there and then in our other house we're trying to do a music theme right so not just like every house on Airbnb technically is pretty nice especially those ones up in the top pages so we're trying to differentiate ourselves about bringing bringing the theme to it something a little more fun than just a nice house no that's great and that's something that you know love the you know you guys are putting the guest experience first right like what because like something that helps me and something that we're doing with our properties moving forward is really

21:58 focusing on the design and having some sort of theme you know for example we have a property in Memphis you know Memphis Tennessee where we did like an Elvis theme right so we had like Johnny Johnny Cash room in Elvis room and so you you kind of it's like a fun experience right and so there's a lot of different demographics that we can you know tag into um and also we noticed that only like three percent of listings have a hot tub in that market so we put a hot tub and that is a huge you know draw to a lot of our people and you know going back to what you said Merchant is you know having that first photo is super key right because you scroll through Airbnb and you know if you're in like a like let's say like a Florida Market almost every single picture is going to be of their pool right but if you you know maybe you know have like a really nice uh centerpiece wall with like some wallpaper um and you take really good photos like that's gonna stand out from you know just like another Pool um so obviously things that you can tinker and test with and that's something that I do enjoy and that's also kind of like a love-hate relationship because you you like you find something that works well and then you know maybe like the next month it doesn't work as well so you kind of have to go back and Tinker with it but um you know really love that you guys are speaking of the hot tub thing I know you said that you did that in Memphis and like obviously Atlanta Memphis pretty similar of like how hot it is you know around like the summer time and everything like that have you had any experiences you know we've we've we

23:16 actually purchased a hot tub haven't really made a move on it where we want to put it we just found a good deal and we thought that it would be a good place to put in somewhere but like what experiences have you had with like maintaining with it and then do you think I mean how much is it driving do you think revenue and occupancy in that Memphis I think it does like 30 30 to 40 percent um of like our total average daily rate I think it's huge draw like and I know you know like Memphis it gets hot right but you know you'd be surprised I don't know like what the numbers look like in Atlanta but I think it's definitely worth it especially if you have one now the main thing is you have to find someone that's really good at maintaining it because guests don't care about you know your features right like they I mean meaning like they're gonna go in there with like a bunch of lotion uh you know they might not have showered in two weeks like so it the the hot tubs can get really gross if you don't have someone maintaining it and so we we do we have found someone that does a good job of maintaining our hot tubs but yeah if you are if I mean if you guys are the ones doing it yourselves then you got to make sure that you you know take care of it maintain it after each day from our experience or else it gets really gross faster yeah that's that's definitely something that we've run into and I and I think just because like you said I mean there's nobody in this area that we've got one of our places that has a hot tub I think it's like one place

24:33 inside of like a very large radius and that was initial thought and we just don't necessarily have the best place to put it so that that also hurts too but just trying to make the decision on that is is something you know it's kind of like one of those either you go all in on it and then you gotta keep it maintaining everything like that and you hope it works versus you know there's not a real like test out period you know you either go all in or you know it's not so um yeah that's some that we run into yeah I mean if you have it like it doesn't hurt to at least you know give it a shot right so that's that's kind of where I see it but um but no you guys are obviously killing it so you know let's talk about future goals you guys have your second property up and running already that's awesome um so what what is your what are your goals look like for you know the rest of this year where do you guys want to be at you know profit-wise each month and also properties I think we're trying to figure that out as well right now like what so we're in this right and we're cleaning these two properties right now um again this is something that you know we're just sharing our real experiences through this is you know how do we want this business to look for us you know do we really want to be working in this business every day doing that you know hard labor type stuff not every day that we're clean obviously if we've got a week-long say we got a week-long stay so it happens once a week but if you got two properties you know it starts to add up so like what is our real goals you know which customers are we trying to serve and I think when we look at

25:50 ourselves and we say like what did we initially get in this for is obviously to be able to you know Gain real so love real estate wealth through owning properties so we definitely want to own properties and then we also want to be able to manage it or have somebody else help help us manage it without having to be there on site doing cleaning and everything like that so we're asking ourselves those big questions of like where do we really see a see ourselves 10 years from now and are we working towards that right now you know are we getting stuck in this cycle of you know just managing these couple and are we what are we working to progress at so I think it's something that we're we're definitely asking ourselves that question yeah and we want to obviously scale quickly that's how this business will work if you wanted to be able to cash flow to then be able to buy some properties so it's kind of like now we're at the point where we want a third one but we want to be able to make that third one automated right so we don't have to go and clean it and then it's just that jump right now it's a little scary because then we'll be you know more hands off whereas these two they're close and they're hands on but say we get one further away where we're not able to go to it as often and then you're relying on cleaners if you have any advice we'd like to hear yeah I think the the first thing that I would do with you guys maybe even after we get

27:07 off this phone is to call around and find a cleaner for your two properties now because like Atlanta I'm sure you have a huge you know pool of uh talent that you can choose from obviously that that's probably the biggest thing just because you know once you find a good cleaner it doesn't matter like even if my property was in my backyard I still wouldn't clean it because that is a huge time suck it also kind of is like a lower dollar task I can Outsource pretty quickly and you know kind of going back to if you should charge a cleaning fee like I mean we're kind of testing it out on our properties but obviously we increase our daily rates so that the cleaning even if we don't charge a cleaning fee it's kind of offset but that's a a you know a cost that you can just pass on to your guests and so I think that was that's the main thing that would do is first try to find a cleaner you can test them out in a couple cleans and you have the the luxury of being able to go and check on the properties after they're done cleaning to see if they've actually done a good job but that's number one because like honestly the cleaners kind of act as a property manager of sorts because they're going to be there multiple times per week if you find a good one they can let you know of things going on you know things that you know might need to be you know maintained they can honestly probably do a better job cleaning than you guys can yourselves so that that's the biggest thing and I think you'll be able to scale as much as quickly as you want after you Outsource that one thing

28:24 yeah and it's you know the way we want to scale right do we want to look into something that's creating some cash flow but it's also you know we're renting it out or do we want to scale into something that we're buying and we're not you know of course you can get stuck in the analysis paralysis I think the the biggest reason why we're cleaning right now um is because we wanted to get these properties grading as much I guess cash for us you know in these first few months while we're getting reviews for them you know it's really tough you know I'm not saying it's tougher but unless your property is just like Up and Away the coolest thing ever you know those first few months while you're getting reviews and everything like that that's that's where you know we can bleed some money um and we've got the time right now to be able to you know get these properties figured out and get the reviews in while we're cleaning for the first you know because we just wanted to see what it would take for these properties to keep them up and maintained and then we'll get to the cleaner and then also if we charge or if we try to charge a cleaning fee are we still getting that booking not we are charging cleaning fees but are we if we're charging 175 dollar cleaning fee when it costs you know cleaner to come in 150 are we still getting the 175 and as many bookings or do our bookings just tank versus like a hundred dollar cleaning fee and again it's just things that we're testing so I think that is definitely the plan I think something that we're just we want we want to we set out necessary or I

29:42 guess initially was probably five properties within the first year five to ten and that depends on you know how successful are the ones that you're choosing the first two so that kind of is all dependent but we would love of course um to have you know we we envisioned five to ten properties and you know fifteen to twenty thousand dollars worth of profit that's flowing within our first couple years um each month yeah and I think at the rate you guys are going out like it's more than doable right I think it's just a matter of um you know kind of and you having each other uh helping each other grow this business is also a huge you know benefit as well so you know as long as you guys you know delegate and figure out the right tasks to do then I think you guys can scale this thing pretty quickly because you guys obviously have the skills to require these properties we haven't found as much trouble with um just talking to landlords like we're both pretty good at talking and we can talk with people we just got to make sure we're making the right deals you know the right deals right places and that comes to research and I think that's something that we're learning more and more how to do you can be eager to jump into something and not do all the research and then you know you get blindsided and then there's also a sense where you do way too much research and you're not able to make a decision but I think there is a right amount of research that you need to be doing on each market and calling around and not being lazy and just seeing maybe a good deal or what you thought was a good deal

30:59 and then not doing the proper Auto research or inspection on the house yeah 100 I think you guys have a good problem to have because I think a lot of people struggle with the analysis paralysis and you know saying like oh like I've talked to five landlords and all of them said no but you being in sales you know that it's a numbers game at the end of the day and obviously you're not afraid to go out and make those calls so um so you know to wrap this up you know this question is for both of you guys you know what advice would you give to someone that's either considering you know toying around that idea of starting an air B business what what uh advice would you give to that person yeah I think we've been talking about it a lot and I'll let Cash go after this I'll keep it short before you even go to get your first one I think you need to be asking yourself the questions of who is it that you wanted to serve you know if you were going to go to this place would you want to be there yourself and then do the research don't be afraid to you know ask yourself the hard questions of what are you going to do in a situation where it's not working and are you putting yourself in a situation where it's gonna it's gonna impact your family like financially or something like that like don't necessarily just jump off the cliff on the first one and do you know the ten thousand dollar a month place in you know an awesome you know the highlands or out at the beach you know in Savannah or something like that you know figure out what's in your comfort

32:16 zone and then push through that a little bit um and get a little bit out of the comfort zone but don't do that without not doing the research and making sure you know what you're getting into advice I mean in order to be successful you got to stand out whether it's through your customer service I know we've taken that to heart really and we've read up on some we've read separate books from the Ritz Carlton owner and through that we've gotten really good reviews and um you get you got to be super Hands-On in in our in our experience we've been super Hands-On with our first couple and that will lead us to um more success in being able to scale but yeah just standing out in some sort of way like he was saying a place that you would actually want to go to don't just throw something up online make it special in some sort of way love you guys all right uh well thanks for the time thanks for hopping on here and uh yeah we'll talk to you guys soon