[00:00:00] Mark: All right. Good morning, good afternoon, good evening. I know we've got a worldwide audience here today. I know that we've got people all the way in New Zealand and Australia tuning in, which it must be about one two o'clock in the morning. So if that is you, thank you. I know we've got lots of people over in America tuning in 'cause this is our topic.
[00:00:16] Mark: That is worldwide at the moment. It's the MTR edition. It's to boost your bookings, bootcamp, 30 days stays, whatever you wanna call it. And I've worked, and I've changed this sort of format around where in the past we would do a little bit of social, a little bit of SEO, a little bit arbitrage. I wanted to do a, a bootcamp that is solely focused on one topic, one topic only, which is something that I think is, is really topical at the moment because Airbnb just released some numbers.
[00:00:42] Mark: But one in every five stays on Airbnb that's booked is over 30 days, and I think that so many of you. Uh, not setting up your business, your calendar, and your marketing the right way to be able to attract these. So that's what we're gonna achieve over the next three days. Today we've got Ryan Luke, who's next to me on my right or left, however you're looking at this.
[00:01:02] Mark: Tomorrow we've got Ruben Ka, and on Wednesday we've got Dr. Rachel Gainsborough, all experts in their own way. Let me talk about this now, Ryan, you've created something called Contract to b and B. Can you just give a little background of how many years you've been into the industry, what you were doing, uh, sort of pre sort of doing this and, and why you pivoted to this model and, and sort of numbers and anything behind that?
[00:01:25] Ryan: Yeah, sure. So, um, I started in 2019, or back end of 2018, started looking to buy property and then fell into Airbnb. Um. Had quite a, uh, what's the word? A, a, a meteor or a rise of, I ended up with 450 units within three years across Dubai and uk, mainly in the uk, about 90 in Dubai, all Airbnb short-term strategy.
[00:01:52] Ryan: Um, had 85 staff in office in Dubai. Had 25 staff in an office in the uk. Hated my life. Looked great on paper. Was absolute chaos behind the scenes. Um, I didn't have a life really, and then, um, I, it, I, I then started to lose money. So it went from like three years of just profit, profit, profit, profit to then first month was, um, it was a 90 k loss.
[00:02:18] Ryan: And I'll tell you, it was even when we were in Miami, that's when I got the numbers. When we were speaking in Miami back in 2022, I think it was, wasn't it, backend of 21. And, and I got the numbers and I was like, whew, that's a bit of a shock considering, you know, we've always made money. And then the next six months was fairly similar numbers, so I had to restructure the business.
[00:02:38] Ryan: Um, and what I did was I. I, I got data, right? So I had like so many stays, I dunno how many guests have hosted like 300,000 or whatever, but like we, we looked and I was like, right, these type of properties are bringing in all the profit and they're also bringing in much longer stays and they don't seem to be as much hassle.
[00:02:58] Ryan: So like what, what is it about them? So we started digging into who was booking them and, and then asking questions to those people and why they were extended. And it basically landed that they were all. Contractors. So this is in the uk, um, with Dubai, I think I got lucky with Dubai and the fact that I set up there in November, 2020 after COVID when basically the world was released back and people were willing to travel for the first 18 months, even in the summer there.
[00:03:26] Ryan: So I, I had 18 months worth of bookings. But then the last year that we operated there. The summer we were dead for five months, like not a single sold through probably 80% of the properties that we had. So we were subleasing there, obviously starting losing a lot of money there. So I cleaned all that out and I've just, for the last three years, pretty much just been.
[00:03:46] Ryan: Focusing on getting the right stock to attract the right long-term bookings. And I think that for me is the, the magic formula. Um, I think there's a lot you can do with brand building and copy and how you present yourself online on listings and things like that. And I'm sure we can dive into that. But I think it all really starts with getting the right unit in the right location set up correctly.
[00:04:11] Ryan: And that has just been the. I guess the, the cookie cutter there sort of approach we've been doing for the last three years now and, um, and, and we just can't contribute. It's funny enough, I'm, I'm actually ack so I, a bit of background. We live in Dubai. We're back in the uk. I've got the family, so this is my actual best performer from last year.
[00:04:29] Ryan: This place we converted. Um. There's three bed into a five bed. Um, this was the garage, which is now a Jack and Jill bedroom here, bathroom, their bedroom there. And my kids and that are in the lounge. So they've had to hide in here. But this did like, I think 59,000 last year, you know, and it's, it, it, it cost me less than 700 on a mortgage.
[00:04:50] Ryan: Probably bill, including bills, I don't know, maybe 800 quid bills, you know, so the, the, there's a lot of money in doing it, right. Um, and they don't need to be anything fancy or, you know, and, and that's the other thing is the, the, the amount of maintenance that we need. So I've got a team of seven now, so just to kind of put it all into perspective, like how, how much I've come down is, I've got a team of seven, so, um.
[00:05:15] Ryan: That, that in itself just, it just works. It's just a better model. It's a nicer model to run. You know, I, I don't have to work as much now, and, and it just, it's just a lot easier than the 2:00 AM phone calls. I've lost my keys and,
[00:05:28] Mark: yeah, so obviously you, you've come through it, you've grew that short term rental model massively, and you're able, very fortunately, you could look at the numbers, look at what was working, look what, what wasn't working, what's causing you the headaches and be able to streamline.
[00:05:41] Mark: For, for that. What I'd be interested to know, we've got quite a few people now jumping in, um, in, into the session. Let me know in the chat. So if you look at the right, there's a, there's a couple of bubbles. One is, uh, a chat box. One is q and a. Please do get your questions in for, for Ryan when it comes to the MTI strategy, anything that you've heard so far or what's gonna come up.
[00:06:00] Mark: But above that is the chat. So I would be really interested to know, for everybody that's watching from, from Megan to Hannah, to to Bob, to Sean, let us know. In your portfolio. How many of you are already operating this, this 30 day state MTR strategy that we're talking about? It'd be really interesting to know.
[00:06:16] Mark: So Ryan, you've, you've gone down this route, like I said, you, you honed in on, on contractors, that is your, that is your niche. Um, so today's session, and we've got a good 30 minutes. I would love to pick your brains in how you go about. Getting these properties, obviously there's a, a different mindset than going to buy like a touristy location.
[00:06:37] Mark: Yeah. Like what, how does it work for you? How do you start, what's the first sort of things that when you are doing, when, when, when properties are come onto your radar, whether they're given to you or somebody's mentioned to you, or you go and find them, how, how do you sort of decipher this?
[00:06:50] Ryan: Yeah. So I think for me there's like the two different models of acquisition.
[00:06:54] Ryan: One is purchasing and one's rent to rent. Um, I think I, I don't do rent to rent anymore. Um, I don't think it's scalable in the uk. I think it's done correctly. With the right guidance, I think you can add a couple of units and get started and make some cash, but they are quite high risk. And once you start then adding VAT in and things like that, it, it becomes a non-scalable model.
[00:07:20] Ryan: And that's one thing that I kind of, you know, teach as well when, when I get students on board that they're like so heavy and wanting to go into rent. The rent. So I think knowing that. For me, it's the same effort to find a property and raise capital to buy that property as it is to actually try and convince a landlord sublease and sort all that sort of stuff out.
[00:07:39] Ryan: And, um. So I don't, I don't search for rent to rents anymore. Um, for me it's, it's purchasing. So we just, we, we've built up quite a lot of relationships. I've been buying property now in this area for like, you know, seven years, nearly six years, seven years. So we've built up a lot of good relationships with agents and they know we always complete, we've never pulled out on a deal we can complete within 30 days.
[00:08:03] Ryan: So we, you know, cash buyers. So, um. And therefore anything that falls through, we've got typical auction houses. They'll give us a call and they'll be like, listen, this one's fallen through. We think it's your criteria, and so on and so forth. So, but that only happens every now and then. But that's a nice thing to have.
[00:08:18] Ryan: Um, what I typically do is. Obviously I live in Dubai and, um, my, um, my, my brother works in the business with me, so he is my ears on the ground here. And, and, and he'll go and look at stuff for me and I trust him to be able to know how we're gonna reconfigure these places and ultimately cost them up correctly.
[00:08:38] Ryan: Um, which I think a lot of deal sources, um. I, I just don't, I, I, I don't, I, I think I've, I've been burnt enough to know that you've got to control every bit of this business if you wanna actually scale it. So, um, so if I was advising anyone, it'd be like, learn how to do this from the start, and then if you want to like.
[00:08:59] Ryan: Get deal sources, you can, but at least you know how to vet the deals and vet the costs and things like that. So basically I, I will look on Rightmove. Um, and what I typically search for is three bed houses that have, um, obviously in the UK a lot of the older stock has got that traditional sort of lounge, kitchen.
[00:09:20] Ryan: Reception room like downstairs. It's basically got an extra lounge downstairs. So we're looking for houses that have got that. We'll then try and we'll then see if they're big enough to then convert that into a en suite downstairs. Have a kitchen diner in, in one room together, and then that creates that at least extra bedroom.
[00:09:37] Ryan: So every property we take on now has to have a minimum of four bedrooms. Uh, ideally we want five or six. So like this one for example, um, that I'm in right now, this was a three bed with, this is a semi-detached with a garage. So we then, but the garage stretches the whole length of the house. So we were able to get two extra bedrooms in that garage with a Jack and Jill bathroom, turn it from a three or five.
[00:10:00] Ryan: Um, so we're always looking to do stuff like that. So when I'm on right move, I'm looking for, um, not only properties that need modernization, 'cause that's where the value is. In, you know, BRR, um, buy, refurbish, refinance. Um, I know they can do it in the us. Um, obviously we can do it here. You can't do it in Dubai.
[00:10:20] Ryan: I'm pretty sure you can't do it in Spain. So it depends where you, where you live, whether you know that strategy or not. But for me, that is like a wealth cheat code if you do it correctly because you can basically buy multiple houses with one pot of money. So we look to buy under market value. We look to add those extra bedrooms and then, um, and then we'll refinance, get the money back out and go again.
[00:10:43] Ryan: So I just typically go on right move. Um. There's an extension called Property Log, which you can add to your Chrome. It's free and that shows you when the property was listed. And it also shows you if there's ever been any price adjustments. So if you can see that our property's been either listed for a long time or it's had lots of price adjustments, it means that the buyer, sorry, the seller's gonna be more and more motivated to actually then, you know, get rid.
[00:11:11] Ryan: So. So I basically just look at that sort of data whilst I'm scrolling through looking at pictures. Um, I prefer to do it on my MacBook because you get, all of, you get about four or five images, whereas if you do it on your mobile, you only get one image and that image is typically the front of the house.
[00:11:27] Ryan: Whereas I'm actually looking for, I say this all the time, and I've said this like in my mind, my grand's house when I was a kid was like. Wooden sort of bathrooms, you know, green carpets that sort of, you know, vibe. You are sort of similar age to me, so you probably understand what I'm saying. So whenever I see things like that, I know that's a potential opportunity for us.
[00:11:49] Ryan: Then I'll look onto the floor plan and I'll see if it's got that extra space for us to actually get an extra bedroom in. Um. And then we then just, I basically, we put it on a spreadsheet, then it goes into a system of, you know, Liam then gets it booked with, he goes on and, uh, views it. He costs it up, he gives the numbers back to me.
[00:12:07] Ryan: I then stack the numbers. I then make the office with the agents and then try and get the deals over the line. And then once they're over the line, uh, he'll go and project manage them, arrange all the teams, so on and so forth. So we do that. We look to buy about eight to 12 a year. Um, but. For me, it's that that's kind of part one of it is, is the, the stock type.
[00:12:28] Ryan: Now the area, I mean, I kind of, I kind of, I guess did it in a different way of, I had so much data from doing Airbnb tourism model that I accidentally sort of stumbled across these contractor bookings who started booking my bigger houses, or should I say I started buying bigger houses around 2020. Two.
[00:12:52] Ryan: And they started getting better bookings and that then caught my eye and I was like, okay, there's something different in this. And then we continued to buy more of the bigger stock because they were making more profit and the same pattern kept happening. But when I like teach my students, now, what I tell 'em to do is go and construction map.io and that basically gives you, uh, you just put in your location and it just pops up a load of, um.
[00:13:18] Ryan: Of little pinpoints and it'll show you whether there're, uh, you know, construction going on in your area, how long they're there for. And for me, if there's a lot of, a lot of dots, um, if there's a lot of dots, then typically that's a good sign, right? But I think where I see this model. Top trumpet. And why I don't get worried about it is because like the UK is, they need houses, they need schools, they need universities, they need hospitals.
[00:13:47] Ryan: There's always construction going on. I mean, the fact that Newcastle talking about building a new stadium here is like news to my ears because that's five years of contractors coming in, left, right, and center from all over the place. So, um. So I, I think I, I, I, I used to operate UK wide. Um, I scaled it all back to, just within the northeast.
[00:14:08] Ryan: I think that's one being one of the best moves is just having full control in one area, dominating one area, and just, you don't need masses amounts. So like, if anyone's ever heard me talk or listened to my podcast or, you know, seen any of the shows we've been at and spoke at, like years ago, I was all about.
[00:14:28] Ryan: Get a thousand units, sell it for like 15 million, da da dah, dah da. But you don't realize the work that goes into that. The teams you need, the systems, the processes, and you know, and, and all these numbers get banded around, but this model, like four of these houses will make you a hundred K net income a year.
[00:14:46] Ryan: So you don't need volume. It's all about quality. And then there's a lot of extra benefits that filter down, less turnovers. Less staff, less headaches. You know, whenever, whenever there's drinking drugs involved, you're always gonna get trouble. You don't get, get that with the contractors. So it's just been a really nice, nice business model.
[00:15:05] Ryan: And, but the, the kind of, I think the skill of it, of making it work is knowing that there's stuff going on in your area now and also long term, but I think most major cities, um. Have, have enough stuff going on, and then it's finding the right stock and setting them up correctly. So we, we try and put, like, say this is a five bed, so there's four double bedrooms and one twin room.
[00:15:33] Ryan: Um, a lot of people will say, well, why don't you do twins in all the rooms and maximize occupancy and this, that and the other. Our typical stay is four to seven months. Now most people are not 18 that are staying. Four to seven months. You know, if you are a 50-year-old bloke, you don't wanna share a room with someone for four to seven months.
[00:15:52] Ryan: You've gotta treat it totally different to the tourism model, where it's like, it's a home away from home and it's gotta be tracked that way. So they want their own room. Um, you don't need bathrooms in every room. So again, it's like setting them up is then key to maximizing the bookings, um, and getting it.
[00:16:09] Ryan: And then you go on to, you know, which I know today's not about. Then how do you then position yourself on. Airbnb, booking.com, et cetera, to actually then get those type of inquiries. How do you optimize your calendars? How do you price? Because all that's totally different. Like, I don't use, I don't use Price Labs anymore.
[00:16:25] Ryan: Um, I only use a channel manager because it's, it's possibly slightly easier for the staff, but we could quite easily get rid of it because the, just everything, there's no inquiry levels. I don't need to do dynamic pricing. Um, so there's like so many different. Different changes to the, the model that we're all used to.
[00:16:45] Ryan: Because I think by default you naturally just fall into Airbnb's sort of tourism trap. That's how we all get started and thankfully I kind of figured out a different way, so, so.
[00:16:57] Mark: There's loads to unpack in there. Um, you, you're right. Tomorrow what we're gonna do with Reuben is we're gonna show how you can have your cake and eat it.
[00:17:03] Mark: So how can, you can have your Airbnb listing for a short term model, but also as well use Airbnb for the, for the MTI model. 'cause you're right, you still need to tap into these guys advertising 'cause that's where the eyeballs go. But what I'm interested to know from, from you is you obviously maybe had the data already.
[00:17:19] Mark: Maybe you had people staying with you, but you obviously do a lot of your work direct. So the, the average stay four to seven months, you, you've got the construction maps, you've got the constructors. How are you going about building relationships? How are you getting through the door at these companies to then be able to sort of know that you can add eight to 12 properties and be sorted from the relationships that you've got?
[00:17:42] Ryan: Yeah, so I think, um, I think one thing that helps is volume of stock in an area forgetting. So I think. If you look at like our direct booking game, you know, sort of two as a model, pre 2021, we were like, like everyone, probably 15, 20% best case scenario. And then you're relying on the OTAs for everything.
[00:18:06] Ryan: Then we kind of started buying. More, more, more of this type of stock. Um, and then what we found was the guy, 'cause the guys that are on site, they might then have someone else coming in after them, or they at least know other people on site as well. So we just started speaking to them. Um, and I think it's, it's that rel it's that sort of relationship building with whoever you're, you're dealing with.
[00:18:30] Ryan: And I, and then also what we then found was we started getting inquiries where it's like we need 80 rooms. In this location and we were like, well, we can house all of that across our entire portfolio, so let's do a deal. Now, the the bigger blue chip companies, they would rather have one invoice. They would rather, you know, have one contact in case there's any trouble.
[00:18:55] Ryan: They don't wanna be going booking 20 different Airbnbs and having all this and putting their credit card details in for every one and this, that, and the other. So I think. As you build your stock in one location and get more and more rooms, I talk rooms, but I don't rent them out room by room. We rent them out house by house.
[00:19:13] Ryan: But that's typically how, how these construction companies work, like talk with us. So we, um, so, so, so they will then, um, they'll then wanna just deal with, with one company. So the more stock you've got. The more you kind of direct bookings increase, it's almost like an organic thing. Um, and then they're always, the bigger companies typically always get the bigger gigs no matter what the city.
[00:19:40] Ryan: Or you'll have like the certain companies that typically get the northern gigs and the certain ones that get the southern gigs or whatever. But it seems to be that they're like, oh, we're back in the area. Have you got anything? And that, that seems to be a common conversation and that'll just come back through WhatsApp with whoever they've had that relationship with at the start.
[00:19:57] Ryan: So, um, I think again, get getting the right stock and then ultimately getting more of the right stock. But with that, you don't wanna just rush out and go, oh, well, I'll just go rent, you know, 25 bed houses, because, I mean, that was my theory previously, but you, what you don't realize is once you go over the 90 k threshold.
[00:20:18] Ryan: You end up paying 20% vat and you can't use Tom's now. So it's like there's, there's your margin gone on rent to rent. Whereas with these we are, because we're obviously mortgaging them, you know, we can swallow those type of costs. Um, I'm not going going into the tax sort side of things, but obviously when you have the longest stairs as well, there are reduced fats and things like that.
[00:20:41] Ryan: So it does, it does also help on that front as well. Um, but then we. Then we basically, I decided in 2022 that I don't want tourists. Right. That was it. I was, I was so sick of them. Um, I was just, I was just having a bad, as you know, I was, I was kind of going through a divorce as well. Mm-hmm. And it was just everything was coming on top of me and I just almost said, fuck this.
[00:21:03] Ryan: And I was like, right, let's just clean. How can I make the life simple again? And, and, and so I said, I don't even wanna advertise to it. So I then redesigned the entire website. Uh, the entire branding, I changed all the color schemes to sort of black and gold, which is kind of in line with construction and, um, and just everything on the website speaks to trade stays, construction, this, that and the other.
[00:21:25] Ryan: And, and I just, we just, I just want to become the niche. Sort of contractor company in our area and that's kind of what we've carved out and, and now we get referred and we get passed on. We'll get, you know, I dunno how many opportunities we come through the website direct, but we get a lot, you know, through the emails, just basically saying like, Hey, have you got this?
[00:21:44] Ryan: Or, we're in this area here, this, that and the other. We used to do outbound. And we still touch on it a bit, but it's more follow up outbound from hot stuff as opposed to cold stuff. Mm. I, I think, and, and, and you know, my, I get a lot of students through the academy who ask this question. They're like, right, I need some direct bookings.
[00:22:02] Ryan: Especially in the winter when it's like quiet and they're like, right, yeah, yeah. I need panic now and I need some direct bookings. How do I get 'em? Who do I need to ring? And I'm like, the chances of you ringing a company who needs accommodation that day. Is like, it, it, it's, you're better off putting the lottery on, like, so you'd be better off spending time trying to raise money to buy assets, buying the right assets in the right location, and just kind of letting the traffic come from the OTAs or from your website and then, and then converting the in that way.
[00:22:34] Ryan: So we do still, and I'm not gonna, 'cause I think Ruben's covering this tomorrow, but we do still. Use Airbnb a lot to be able to actually get our direct bookings. Um, you'd be stupid to turn them off, but there's a strategy in that in itself. Mm-hmm. Um, so we, we convert a lot of that. But again, it comes down to stock type and calendar optimization because like we, this, this summer, I was actually saying this to, um, to my team the other day, this summer, we've had more long like say like.
[00:23:06] Ryan: 90 nights or 80 nights or whatever, bookings straight up off Airbnb than we've ever had. And that's because we, we clean our calendars out so that we've not got the three night holiday state in the middle of August that every, that's blocking everybody else's calendars like everybody's got. But the problem is, a lot hosts basically haven't got the balls to switch to that because they're so worried about not getting the summer traffic.
[00:23:32] Ryan: And I think you've gotta go from. This is a, this is, these are two total different business models, and you have to have the mindset. You can't really dip your toe in either water. You either go all in on this or you go all in on the tourism model and, and that's it. And, and you kind of figure it out from there.
[00:23:50] Ryan: Um, so that's kind of what we did and. Building the brand and, and, and all of the other sort of little levers and metrics that we pulled meant the last three years. Um, we, we were 77% three years ago. Um, we were about, I think 78 or something the year after, and we're 81 last year, 82, nearly direct booking games.
[00:24:11] Ryan: So,
[00:24:13] Mark: so, um, from going from, like I said, quite a lot of properties, hundreds of properties, now, where does it stand? How many properties do you have active Right, right now, would you say. 59. 59. And how many members of staff, including cleaners and, and and whatnot compared to the hundreds that you had before?
[00:24:31] Ryan: Um, I've got seven members of staff now. Um, we've, well, we've gone back to contractor cleaners thanks to Kia Star, should we say. Okay.
[00:24:43] Mark: And, uh, so okay, we've got a few members. We've got 59 properties, and the current bookings that you have at, at the moment in time, are you a hundred percent occupied? Are they made up of like one or two companies, or have you got like, like what, what's the sort of makeup of like the bookings that you have?
[00:24:58] Ryan: Yeah, so we've got one company that's been in, I think they've just extended again and that'll take them to 23 months that they've been in. Um, which blows my mind 'cause I'm like, you could have just rented somewhere and furnished it yourselves and saved yourselves fortunes, but again, they just don't want the hassle.
[00:25:14] Ryan: Yeah. And. Um, so we've got a co, a company who's taken I think four or five of, of, of the units for sure. Um, and then we, we are pretty full. We always have like, there, there are gaps. And I think when I say like, we don't. Work with tourists. Like we, we still use tourism to fill in the nights that we have empty, but it's only on a very short term basis.
[00:25:36] Ryan: So like last minute sort of jobs. We, we'll, we'll take a tourist booking, but the majority of the stuff, we still protect the calendars. So we're getting the longer bookings because also most, most contractors are not booking, like now for next week they, they're booking now for Q1. Or they're booking now for, you know, they, they, they've won a gig.
[00:25:57] Ryan: Mm-hmm. In Q1, it starts in Q1. The last thing they wanna be bothering about is accommodation. They wanna be focused on the logistics, getting the materials, blah, blah blah. So they just want that boxing off. Um, so we kind of are pre-booked, but we do still have obviously empty stuff. But I'd say, you know, sort of middle of January to about the 14th of December, we will be.
[00:26:22] Ryan: Uh, high, 80% occupied, um, you know, in, in, in, across the entire portfolio. And some of them are like a hundred percent occupied.
[00:26:30] Mark: Nice. Yeah, we, we talk about like when you have a niche, like we obviously say that it speaks to contractors like yours as your niche has gone right down that route, but that doesn't mean.
[00:26:40] Mark: That if somebody knocks on your door like a tourist who wants to take like a week, you're gonna go, ah, no, sorry, you're still obviously gonna take it. Sometimes as long as it doesn't get in the way of the long-term goal and the long-term bookings, it's, you know, there, there will always be that one or two who, who book.
[00:26:54] Mark: Alright, so this is your business model model, but obviously now as well, because of you doing what you're doing, people are obviously coming to you and going, Ryan, teach me. So you've obviously set up contract to b and b and how many students would you say have, have ran through. Your sort of training over the course of the last year, 18 months would you say?
[00:27:11] Ryan: Uh, oh, a hundred. I mean, there's, there's, I think we're just about a tip over 200 in the new academy setup that I set up, um, which has only been running a couple of months. Um, so I coached about 1700 students. I calculated the other day since I started in 2020. But obviously the model has changed. You know, I was rent to rent and I was tourism, and now we're contractor.
[00:27:30] Ryan: But I think one thing I am finding is, um. What you get is like, you get the newbie hosts who come in and they're like, they don't know about the 2:00 AM phone calls for lost keys. They don't know about, all they care about is making money, right? So they, they're willing to put up with the shit. And then what you find is like, you then get the hosts who are like two, three years in and they realize like, I've actually just created myself another job here.
[00:27:53] Ryan: I actually, you know, I'm not making that much more money than if I just went and got employed. And so they, they, they're the ones that seem to be sort of. I, I need this sort of contract or model. I like it, I wanna switch. The problem is most of 'em are trying to switch with the wrong stock. And, um, you know, the, I still have some of my early houses that I bought, but in reality I should probably sell them and reinvest the money.
[00:28:15] Ryan: But, but for one, I just think it takes too long to sell stuff here. And we kind of use them as fill houses. So for example, like. Like, say this one here is a five bed, and let's say they need, um, seven beds. We'll be like, oh, well we've got a two bed just down the road, so we'll do a deal on both and we'll just class it as one contract.
[00:28:34] Ryan: So we kind of used them for that. If I just say had those five or six and, and that's all I had, and then I wanted to pivot to this model, I probably would just sell them and reinvest the money into the larger houses. Um, but. Just it, it just, where I am in business, it doesn't make sense to sell them, but they're, they're, they're not great in terms of this, this model.
[00:28:57] Ryan: And I think that also is like, so you get these hosts who are like, oh, I've got like, you know, two bed apartments in the middle of this city center, like Leeds or whatever, and you're like, it's not gonna work. Like, you're not gonna get contracted bookings. They do not want to park in city centers.
[00:29:12] Mark: Yeah, so this is a good question.
[00:29:13] Mark: So you, you mentioned like the model is you buy an underperforming, say, free bed that you know, that has got the potential to turn into a four or a five bed, maybe ideally six. So why, why is that? Is that from the conversations that you've had, is that from the knowledge that you've gained that they just want to have like the, the free 4, 5, 6 beds to be able to put the people in?
[00:29:32] Ryan: Yeah, so you've got like, I think you've got two types of contractors that travel. So you've got your, you've got your self-employed man with a van, and he's got Jimmy who works for him, and they're coming down for a week to do a electrician job or whatever. Right. They're gonna just rent a two bed flat and they're not really bothered where, alright.
[00:29:50] Ryan: Or they might just stay in the travel lane or whatever.
[00:29:52] Mark: Yeah.
[00:29:53] Ryan: The, the, the stock that we hold attracts your, um. I don't, let's think like Belfor house builder for example, who is like, right, we've just won this gig up in Newcastle. We need to send 80 lads for the next seven months sort accommodation out. So they then go knocking on our door and we're like, listen, yeah, we can accommodate all 80 across these properties here.
[00:30:16] Ryan: We send them the links. They're like, yeah, that's absolutely perfect. We do a deal for them all. For them, it's, it's economies of scale. So if the way I kinda, again, teach my students is like, the way to figure out how much a room is worth is just local traveling, you know, uh, holiday Inn, village, hotels, that type of stuff.
[00:30:36] Ryan: Like what are they charging for a room per night on average across the seven day period? Well, that's typically what they're gonna be paying per person. If, if it's a twin room, obviously you can split it in two. So. For example, we work out that typically in our area, they'll pay anywhere between 26 and 35 pound per night per room.
[00:30:57] Ryan: So if we've got a five bed house, you know, we're collecting anywhere from like one 50 to two 10, depending on the deal per night. Whereas for them, they're like, well, that's saving us money because we were gonna have to buy five hotel rooms at maybe 70, 80, 90 quid a night. So they, they're there then. So it just becomes a deal.
[00:31:17] Ryan: And for them it's, it's just pure economies of scale that they get by putting 'em in. But also what they do like about the house is. It's got the cleaning facilities, and this is again another thing like you don't need Instagramable places. You don't need hot tubs in the backyard. You need a good fridge, so that can store a lot of food.
[00:31:37] Ryan: You need a good washing machine and good drying facility so they can get their gear, you know, switched around and you need like just a good, not even relaxing space, but like just a good space, good wifi. Most of 'em don't like sit and watch the telly together. They just go in their rooms, on their phones, on the iPads, whatever, and you kick it out like that.
[00:31:56] Ryan: You're playing into that market. I'm not kidding it out for tourists, you know, I don't want someone to come here and be like, oh wow, this is amazing. It's got this deck or that deck, or it's just. So good
[00:32:06] Mark: fridge, good washer, good dryer. Are you putting like a games console in on the TV or no?
[00:32:12] Ryan: No. We're just keep very basic.
[00:32:14] Ryan: Um, again, we've, we've kind of, we've asked these questions to them and they, they don't, it's just not you've, you've gotta think, you're gonna have with, with every team that comes through, you're gonna have an array of ages. Your site manager could be late fifties and the younger squatty could be 17, 18 and they may all be sharing.
[00:32:34] Ryan: So it's like they typically just go into their rooms and that's why we do double rooms over twins typically. 'cause it gives them that kind of, I've got my own bedroom, I've got my own space. Um, and then we send cleaners in every 10 days or so, depending on what we agree. Some of them actually like would prefer us not to send any cleaners in and get a cheaper rate, however.
[00:32:56] Ryan: I'm very wary of not keeping our eyes on the condition of the property on a regular basis, so I like to at least send the cleaners in minimum every 10 days.
[00:33:05] Mark: Yeah, and you've obviously got your, your, your area narrowed down to to to to the northeast. Now, do you on purposely now put, like when you are looking for new properties, you're taking onboard eight to 12 a year.
[00:33:17] Mark: Are you just literally going, right, I've got a property here on this street, I can see another one, literally next door has come up. Are you literally, if that property comes up, you know the layout, you're like, right, let's get a hold of this one, or are you sort of thinking. Let's position it more areas around, say, Newcastle, Gateshead, wherever, so that it's more flexible for different sites.
[00:33:35] Mark: Like how are you sort of looking now to expand and, and, and sort of grow that?
[00:33:39] Ryan: Yeah, so the main focus is trying to buy minimum 80 a year. Um. As I said earlier, like four puts a hundred K net income into the pop per year. So that that's, each one that we do makes two random month net income, like nearly like cowork.
[00:33:54] Ryan: So for me it's like if I can add an extra 200 KA year, happy days, um, that's kind of the goal and that. That's not me, like stressing myself out either. That just works every, I don't need more staff and, and that works nicely. So I could do more, I could raise money and this, that, and the other, but I don't need to.
[00:34:10] Ryan: So, um, but then what we do, we have tried to be like, right, let's get a few more in Durham. Let's get a few more here. Let's get a few more there. But. Of late, and I would say this is like the last 12 months, just getting a good deal. That doesn't tie up too much money. Like, you know, buying it cheap has the right floor plan, this, that, and the other is, is being hard enough.
[00:34:33] Ryan: So to then try and then like create another filter that then makes that job even harder. So I, I'm a big, and also I think things shift. So. Um, for example, our gated properties used to do very, very, very well, like more than like probably three, three and a half k net a month. But then everyone, like anything, they uh, loads of people start piling into gated 'cause it's cheap to buy and this, that and the other, setting these things up.
[00:34:58] Ryan: So there's a bit more competition in gated. So our. You know, our, we've had a drop rates and things like that to be a bit more competitive, so, so that's kind of got a bit oversaturated, but what will happen there is the rent renters will disappear and the people that can't make it work will go back to buy to lets, and what have you, and that, and we see these fluctuations.
[00:35:14] Ryan: So I was kind of like, let's just, let's just. I, I just basically have northeast as an area on my right move search. I have like a saved search. I just click it on and it pulls all a minimum three bed, uh, minimum starting price, a hundred k, maximum 200 K, and then it just filters them all out. And then I just, I just go through them and, and then any opportunity that we look at, there's certain areas that will stay away from.
[00:35:37] Ryan: Um, but that's because of. You know, just crime and things like that. You know, there are always pockets in every city that's just, you know, you don't go near. Um, we've, we we're the same, you know, here. I don't buy in Sunland. I think it's a shit hole. And that's not just, I'm a Newcastle fan. Um, I do have stock in Sunland.
[00:35:55] Ryan: I just, um, I just don't, I don't think there's enough going on in Sunland for, for what we do. There's not enough. Regeneration. There's not enough stuff getting built versus, say, Newcastle or Durham or Darlington or, you know, the, these sort of places around here. And, um, you know, there's a lot going on. So, so that's kind of how I do it.
[00:36:15] Ryan: I mean, I'd love to say I want two in Durham, I want two here, and I want two there. But it just, it's just never gonna work like that.
[00:36:21] Mark: Okay, so there has been a question come in and I would say to the people that are tuning in, doesn't matter where you are in the world, I mean like the questions that you can ask, will Ryan will be able to answer.
[00:36:30] Mark: And if not, 'cause, 'cause it's regional, I'll save it for Ray, uh, for Ruben, who's obviously based in the US and obviously Rachel's based in the US as well. But what I will ask is obviously you're talking about buying and when it comes to buying, you're ever using your own money or your, or your raising. So you've obviously done a bit of raising.
[00:36:48] Mark: How have you gone about going to somebody, a, a private person that, that you want to get involved, a private investor, how are you going about and, and raising money? How are you opening that conversation? How are you sort of doing this? Or how did you start doing this? Obviously now you can refinance, et cetera.
[00:37:03] Ryan: Yeah, so I think there's a lot of, there's a lot to unpack in raising money with private investors. Um, you know, that, that, that could be a whole bootcamp in itself, probably. There's, I think the, the biggest thing is, is, is trust. And it's, it's ultimately being able to be transparent and prove that you can do what you say you can do.
[00:37:23] Ryan: Um, I have, I mean, I, I'll, I'll mention it now. So I have got a, uh, it's like a 30 day raising money challenge that I have on a telegram. Um, I, I said to you before I was gonna give it to anybody who, um, if you just. Tag me and Mark in this in an Instagram story and a bit of a, a feedback. Um, I will, I'll, I'll give you that, I'll give you that access for free for 30 days.
[00:37:44] Ryan: Um, so mine's just Ryan, is it Ryan Klu 84, I think it is. Um, but yeah, and, and I basically in that in itself, I do unpack like all of the different things. So it's kind of like. Social media elements. I mean, if you're not using social media in this game, like you, you know, you just, you've got to be doing that for raising money.
[00:38:05] Ryan: You've gotta be, um, you know, a lot of people say you've gotta be posting a lot of, um, like, like on, on the job sort of stuff. And, and there's a lot, there's a lot to do with social media. Um, there's a, I say it all the time, but you'll have 2 million quid in your phone book already. Whether it's a direct connection or a connection of a connection, but until you know how to speak the language, to be able to unlock that money and how to then be able to present to people confidently and properly.
[00:38:32] Ryan: Um, and I think before you actually start raising money, it's, it's like anything, you have this little chip on your, or a little devil on your shoulder. It's like, why would anyone lend to me? Like even if I've done, you know. I've got like, you know, young lads who come into my world in my masterminds and stuff, and they're like, they're raising money.
[00:38:48] Ryan: Like they're, they're, they're just outta school and they're raising money because they're doing it properly and they've got no fear and they just do everything that you ask them to do. Um, so, you know, age isn't a factor. Experience isn't a factor. If you can present a good deal that looks good on paper and gives them a good return, and then there's the different types of ways that you can give them a return, whether it's.
[00:39:08] Ryan: Straight up money lending, whether it's long term sort of mortgage type lending, like institutional stuff, whether it's JV partnerships, whether it's equity shares, like there's so many different layers, but each layer will depend on your investors. So for example, I add at the beginning. I just went straight for money lending.
[00:39:29] Ryan: I'll give you, I think I offered 14% for my first one, but, you know, you do these things. Um, and the, then the, then I did another one with a different, uh, investor and another one with a different investor at around the 10 or 12%, can't remember. But then after a couple of deals, they were like, is there any chance we can become like.
[00:39:49] Ryan: Do this together. Like we wanna actually have a bit more long-term play in this. Like we'd like to own a bit more property or they, most of 'em aren't actually property investors at all. So they like, we'd like to own some property. So then that conversation kind of changes. And I think that's where, again, a lot of people, I say jump into bed for the money and it's the worst thing you can do because JV partnership is like a marriage and you know mm-hmm.
[00:40:11] Ryan: You've gotta treat that one. So there's, again, there's a whole different conversation on that front as well. Um, but I think. Raising mo like I I most of my properties now, well, I've bought four already this year and I haven't used a penny of my money, so I'd say I could, you know, there's liquid capital there to use, but it's like, why, why, why bother stressing yourself out if you can borrow money?
[00:40:33] Ryan: Like I think Apple have something like a trillion in cash and they still. Borrow money from people. You know, it's like leveraging money and understanding how to leverage money, whether it's credit cards, whether it's loans, whether it's whatever. It does not matter. As long as you can borrow a percentage, make more at this percentage, whatever the net is, then you are winning.
[00:40:53] Ryan: Right? And it's then it's a case of putting all the pieces of the puzzle together about the right deal in the right location to make sure that you're gonna get the money. IE you know, the, the figures I'm quoting, like, you know, if, if we say, oh, we're gonna make two grand a month, net. Net and the mo, it's gonna tie up, let's say 12 grand.
[00:41:12] Ryan: Well, it's gonna take me six months to pay you back after I've actually then refinanced and given you your money, your initial capital back. Or I might do a split pay and I might be like, listen, it's gonna take me 12 months because I want to keep a grand for myself and I want, and I want to phase you.
[00:41:25] Ryan: Are you okay with that? And as long as you have the conversations upfront and everyone knows worst case scenario, best case scenario, um, then. It all works out, but I think it's, it's definitely a, a confidence thing, but I, you definitely don't need to be experienced to make it work.
[00:41:41] Mark: Yeah. And, uh, I, I have put the Instagram handles in the chat, so again, if you're watching live or on the replay, if you go throw up a, a story.
[00:41:49] Mark: On Instagram, um, it is Ryan k Luke 84, and Brucely uk. Go just put up a story. Just say you've been tuning in. And then Ryan, I'll, I'll message you a link to, uh, is it 30 day free course on how to raise money.
[00:42:04] Ryan: Yeah. Basically. Yeah.
[00:42:05] Mark: Sound alright? Brilliant. So let's go to the question then, and I feel like this might be a very common one, maybe in your group when the people first come into your, your training program, but it's, this is, and, and I feel like there's a lot of people in the room who are doing what Jamilia is right now.
[00:42:19] Mark: So Jamilia is looking to get started out in service accommodation. Uh, how does one go about. Finding these contractor bookings? Like, would you say that it's a gradual process or is it just a, a case of where you can pick up and start to put the planning in for Q1, Q2, 2026? Like if you were somebody right now who's got the tourist, right, you've, you've got the tourist B, B, but you wanna flip to this contractor B, b do more service accommodation, like what's that first sort of processes that, that you would recommend that Jamia could do?
[00:42:51] Ryan: Um, yeah. So I think if you're already operating tourism, um. Then it, it's a case of, um, one of my one-to-one clients who's just come on about four months ago is a perfect example of this. So she has two really good tourism. Properties working well but doesn't want to do it for the headache reasons and this and that and the other.
[00:43:11] Ryan: So, um, I think when most people stumble across the contractor BB model, they're like, that sounds a lot better long term. So that's that. That's kind of like how I phrased it, them, I'm like, right, well if that's working for tourism, just keep it there, park it there, continue to do that. Then focus on getting the right stock that's gonna then turn into.
[00:43:32] Ryan: The, the contractor business. And then eventually you'll have more of that stock that that becomes just your main focus. And then obviously your tourism stuff just naturally drifts off or just stays and maintains until you decide what you wanna do with it. So, but I think there are certain properties where.
[00:43:52] Ryan: Um, you can flip them and they will then just by optimizing your calendars and pricing them correctly on the OTAs and, and listing them correctly with the right keywords, uh, right photographs, all that sort of stuff, then you will naturally attract contractor bookings. But then that doesn't fit for every property.
[00:44:11] Ryan: So, for example, if you've got a. Two bed apartment in LEED city Center, that that's probably not gonna fly even if you optimize correctly, even if you're priced correctly, even, you know, or if you do all those things, um, however, if you've got like, say a three bed on the outskirts of LEED City and you've been doing tourism two nights, three nights sort of bookings, you could quite easily apply that and it would, I would think, you know, turn it into, um, more long, long, long stays book.
[00:44:37] Ryan: And so it's kind of a, it's a difficult question to answer, but I think if I was. If I was starting brand new, haven't got a property yet, the first thing I'd do is obviously join my academy and I'll show you how to do it properly. But the, uh, the, the next step really would be that saying, okay, I'm not gonna go down the tourism route.
[00:44:55] Ryan: I am going to, uh, focus on finding the properties. And for me, it's the largest stock. The problem I find with, I guess, new people coming into this. Even if you are wanting to do rent to rent for your first few, um, is taken on a two and a half, three grand a month rent on a larger property versus a one bed studio flat, you know, 800 quid or whatever it might be.
[00:45:23] Ryan: It's a bigger, it's a bigger sort. So, you know, psychological thing that you've gotta overcome and you've gotta, and without having the data and the experience and knowing it works, it's difficult to say, I'm gonna commit to that sort of level of rent on a, on a whim. Um, but I, I personally, if I had my whole time again, I wouldn't even touch rent to rent.
[00:45:44] Ryan: I would just raise money and buy assets.
[00:45:47] Mark: Mm. I think like the most important thing for everybody here who's, who's probably listening or watching this because they are in the tourism, they've got property already. I think most people that, that are sort of getting my emails and, and watching our videos and all the social medias is you're part of this because you're already got a tourist spot.
[00:46:03] Mark: I feel like the biggest takeaway I've had from this, from listening to to you is that. Yes, you, you may have a ton of contractors in and around your area 'cause you're in a city or a location and they're just coming. But you know, just because the people are coming, you've then got to match up your property to it.
[00:46:21] Mark: And you've got to be able to know what they want. So like you say, two, two bed apartment in a, in a city center with no parking, the contractors are gonna go, oh yeah, that's cute. But then go to somebody who actually can home and properly like yourself, where you've got your three, your four, your five bed, that's got parking, that's got all the.
[00:46:39] Mark: You know, the rooms where it's double bedrooms where people can go and escape. 'cause you know that market, you know, that niche in, in inside out. So you've, you've got to be able to look at your property and will it be able to fit the demand of your avatar. And if not, like, like you're saying, you know, if, if you're doing the rent to rent, um, model, you might be able to just.
[00:46:58] Mark: Hand that back and go find something else. If you, you know, you wanna raise money, yes, it's gonna be a longer term game, but use your, your tourism b and b model at the moment to sort of keep you going by learns Ryan's method, raise the money, find that property, do it out because it could take you a good six to eight, 10 months to even be in that position where you can then, you know, get a property, get it done up, and get it on.
[00:47:19] Mark: So it's really important that you not only know your avatar, you look at your properties, get 'em on board, and then. Then you can worry about filling 'em out. And that's what we're gonna talk about tomorrow. So tomorrow what we're gonna do with, with, uh, with Ruben, we're gonna go through the model on how you can, you know, still have your, your short term rental, but where you can start to then also have a medium term rental Airbnb listing as well, and an Airbnb MTR account and how you can go start to do this.
[00:47:44] Mark: The final question that I've got is, obviously now you've got an academy, you've got a group, hundreds of people in there. One of the biggest things that I've noticed from looking at a couple of the MTR academies and masterminds around around the world is that, say you get a reservation request come in for, you know, a hundred rooms and you know, say that a lot of yours are fully booked out.
[00:48:05] Mark: Do you have other students and do you have a network in your area where, um, you can fill up your property, but then you can also go and fill up other people's properties and portfolios as well? Are, are you actively looking to, to do that as well in Newcastle or wherever?
[00:48:19] Ryan: Yeah, so we, um, we do, well there's two things within the academy.
[00:48:23] Ryan: I've got a, a WhatsApp community called Host Connect. So Connects hosts all throughout the UK actually. And so they can share bookings, um, you know, if they're oversubscribed. But what we will also do is if we get a, like, and this happened a few years ago. Um, we got an inquiry for, I think it was like 130 rooms across, um, the Northeast, or it was at the top of Newcastle.
[00:48:45] Ryan: 'cause the gig was in Blythe. And, um. We could only. I think Phil, about 77 of them or something like that. So through not, I mean, it was mainly through the people that I've actually mentored from day one within my area. And they've built portfolios, obviously we've got relationships with them. So we just spoke to them and said, do you wanna piggyback onto this deal?
[00:49:06] Ryan: Um, and we just, we didn't make any money off their properties, but it helped us sort of get the contract. So we, we just. We had our 77, we filled, you know, five with them, 10 with them, and so on and so forth. Um, and we did that. And that, that gig lasted a while. That was about a, I think it was about a nine month gig or a 10 month gig, that one.
[00:49:24] Ryan: And, you know, it worked well for everybody. So yeah, we definitely, I think, you know, at the end of the day, if, um, you know, if you were, say you only had three or four units and you did get an inquiry like that, then yeah, it's definitely worth your while to. To go put the pieces of the puzzle together. You know, at the end of the day, that's all like comfy workers and people like that do is they just play broker in the middle and they take three pound a night or two pound a night, or whatever it is between the two and, and that's how they make their money or they take a fear, you know, so.
[00:49:55] Ryan: There's no harm in doing that if you wanna do that. Um, but for me it was, you know, just getting the 77 for me was fine 'cause it was like a hundred percent occupied in my portfolio. Made enough
[00:50:04] Mark: money. When you, when you do that, sorry, and you go and take that 130, you take 77 and you fill it up. Are you going to the company and are you just invoicing 'em for all 130 and then people, and then you are putting the money out?
[00:50:18] Mark: Or are you saying Right, these 77 are coming with me? This chap is gonna give you 20 and somebody else is gonna give you 30, so you have to do three separate invoices. How does the sort of logistics on someone like that work?
[00:50:28] Ryan: No, we, we stay, 'cause remember earlier on I mentioned that these big companies just wanna deal with one person.
[00:50:34] Ryan: So we just, we are, we are the one 30 and then it's up to us to sort all the, the stuff out behind the scenes. Luckily for me, I've got a great accountancy team, so you know, they just. You know, we're we, we, we've done it for so long and I think you've got to be, I think one of the biggest downfalls I did have when shit was hitting the fan was my accountancy function probably wasn't up to the level it needed to be.
[00:50:55] Ryan: And one thing, again, the, the, the tourism model versus business model is. A lot of these bigger companies, like you've gotta be sending in pro forma invoices on the right dates and this and that and the other. They may have like certain payment terms or they take X number of days to get paid out. So if you're not on top of all of that and you don't understand that as well, then you could end up waiting for weeks and weeks and weeks to get paid.
[00:51:17] Ryan: Well, it's okay if you've got a bit of liquid cash around you, but for the host starting off who's got bills to pay and you know they need their income and this, that and the other, then you know it becomes a problem. So. It's like there's so many different nuances to this model versus the tourism model, but like when you, when you know it, all, it, it runs so much easier.
[00:51:37] Ryan: Like it literally is, it's like a, well, you know me, like we, we've known each other for like seven, seven years now. Like, yeah, I was all over the place. Two phones, blah, blah, blah. Now like we met up on the beach, the of the week in, in Dubai. You know? Yeah.
[00:51:49] Mark: You're much more relaxed, much more laid back. Much more laid back, which is, which is good to see.
[00:51:54] Mark: So yeah, I feel like there's tons of benefits to it. You've obviously got to get your systems and your things in place first, and you've obviously got to know the portfolio. Um, alright, so if somebody wants to find out more about working with you, is there a domain or do you want people to go to your Instagram?
[00:52:07] Mark: Where are you wanting people to go check you out?
[00:52:10] Ryan: Um, just go to, um. I'll pop it in here actually, and I'll pop a little tag on and then I know where everyone's come from. Gimme one second. Yeah.
[00:52:19] Mark: Um. While you are grabbing that, everybody that is tuning in today, please just in the chat box, just say thank you to Ryan.
[00:52:26] Mark: Um, it's been very quiet today, day one. I'm gonna let you have day one to be nice and quiet as you get used to this. But day two and day three, I want you to be much more, much more vocal because we've got plenty of people in here now, obviously, uh, in America it's, it's early in the morning. Um, so Adama, thank you.
[00:52:42] Mark: So go to that domain in there. Um, go in and check it out. I think that's a clickable link. If not, don't worry when I send the email out later on today. Just for the little recap and the takeaways from today, I'll make sure we mention that. If you want that free training on how to raise money that Ryan mentioned, go and tag him.
[00:53:02] Mark: Ryan k Luke 84 on an Instagram story. Again, just go take a picture of this screen, put it onto your Instagram, tag us in so we know, and en Ryan will be able to send that to you or the replay. Will be available for you to keep on coming back in. And we've got Rod Rodney Brown who says, Ryan, I'm on his mentorship program.
[00:53:21] Mark: So it just sounds so good to have you all here. Now these are obviously V video. This training is gonna stay around forever. You can come back on this link. Uh, tomorrow we're in a new link, but you can still get access by just going to the Crowdcast, boost your bookings. Main one, and then it'll just be the next video.
[00:53:38] Mark: Uh, we have got the Facebook group, so you can go in and, and have a little chat in there if you want. We have got the WhatsApp chat so people know where, where we are, but this is the main place to come every. Single day. Monday, Tuesday, Wednesday. This is where you're gonna be coming. Ryan, appreciate your time.
[00:53:53] Mark: I've gotta go do the score run, so we're gonna leave it there, but we will be back tomorrow. Appreciate you coming on board buddy. And thank you everybody for tuning in. Having a blast. Gonna get it on the Bruce Lee podcast. Bruce Lee.
