Welcome to our latest podcast episode!
In this episode of the Boostly Podcast, Liam Carolan welcomes Rich Summers, the founder of Excelsius Stays and Summer Capital, who shares his journey in the real estate industry. Rich started with multi-family investments and stumbled upon his first short-term rental property in San Diego. Impressed by its success, he expanded his portfolio, even venturing into luxury rentals and boutique hotels.
Rich explains the appeal of boutique hotels, especially with increasing regulations in the short-term rental market. He also discusses his background, transitioning from a career in sales to becoming an air traffic controller before fully diving into real estate. With a team of professionals and efficient systems in place, Rich manages his properties remotely, emphasizing the importance of reliable housekeeping and maintenance services.
Key Takeaways
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Boutique hotels have become an appealing option for short-term rental hosts due to increasing regulations in the industry. Rich discusses the benefits of operating boutique hotels, which offer a different experience compared to traditional short-term rentals.
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Rich transitioned from a career in sales to becoming an air traffic controller before fully diving into the real estate industry. This background demonstrates that success in short-term rentals can be achieved even with a diverse professional history.
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Remote management is a crucial aspect of Rich's business. He emphasizes the importance of having a reliable team of professionals and efficient systems in place to manage properties from a distance.
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Housekeeping and maintenance services are essential for maintaining successful short-term rental properties. Rich highlights the significance of reliable and high-quality service providers to ensure guest satisfaction and property upkeep.
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Timestamps (audio)
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Transcript from the Episode
Intro
[00:00:00] Liam: Okay, so welcome to the new episode of the Boostly Podcast. This is the podcast that gives hosts the tools, the tactics, the trainings, but most importantly, the confidence so you can go out there and get more direct bookings. My name's Liam Carolan, and I'm Mark Simpson's co-host. Today we are going behind the host.
[00:00:16] Liam: This is the miniseries on the Boostly Podcast where we dive into successful and interesting short-term rental hosts and their business. So we can ask lots of questions, extract all those juicy answers. That you may be able to take and implement some of these ideas into your own business as a host yourself.
Introducing Rich
[00:00:31] Liam: So today we are going behind the host with Rich Summers. He's from excelsius stays.com and his investment arm of his business is summer capital.com. So you can go and check those out. We'll, um, we'll dive into Rich's business and, uh, yeah, we can uh, we can sort of chew the fat. So Rich, welcome along. Thank you for joining me.
[00:00:51] Rich: Liam, thank you for having me on the show. I'm, uh, excited for the, um, the conversation today. It's a pleasure to be here.
[00:00:57] Liam: Thank you so much for, for being here. So, if you wouldn't mind, uh, introducing yourself, um, where your business is in the world, and, uh, really how you operate, what sort of model that you use, uh,
[00:01:07] Rich: Yeah, absolutely.
[00:01:08] Rich: So I have a multi-family background. Um, I was buying multi-family, still own a lot of multi-family. It's probably accounts for about 80% of my portfolio today. But while I was investing in multi-family, I backed into my first short-term rental here in San Diego. It was a two bedroom condo that I got on a, uh, no money down mortgage.
[00:01:24] Rich: And uh, that thing was just humming along. And so pandemic started and I thought, well, what if I go and buy another one and let me see if I can get another no money down mortgage through a local credit union? And I was able to, So I picked up another two, um, with that mortgage out here in San Diego. And while I was still investing in multi-family, I thought, man, these things are just cash on like crazy.
[00:01:43] Rich: Why don't I do some more of these? And so I actually sold an apartment deal, um, a little while back and I actually 10 31 those proceeds into a luxury, uh, Rense out in Scottsdale, Arizona, which is a big vacation destination here in the States. And, um, it was a 2.4 million property and did a full renovation, put about $800,000 into a full renovation.
[00:02:02] Rich: It's a really, really cool, unique place. We did, uh, Uh, basketball court, full court. We did a beach volleyball court. Uh, we did a putting green, we did a speakeasy. Uh, it might be one of the only, well, it's the only short term rental that I've ever heard of that has a speakeasy in inside of it. We got a fitness room, we got a gym.
[00:02:19] Rich: It's eight bedroom, eight baths, 7,600 square feet with a guest house and a pool. And, uh, relaunched this thing and, uh, re uh, was able to refinance it. Ticket from 2.4 million to 4.9 million evaluation, refinanced it out. And now we're, uh, you know, cash flowing as a short-term rental. And then I also have, as you mentioned, Excelsius Stays, which is a hospitality brand and a management company to where we manage, uh, not only my short-term rentals, but also.
[00:02:45] Rich: Boutique hotels and also, uh, short-term rentals for third party clients with a special focus on boutique hotels. Right now we're really trying to scale the boutique hotel side, and how that came to fruition is I thought, man, we already had the systems and process in place. We're managing. Short term rentals in about nine markets around the country.
[00:03:03] Rich: What if we bought a boutique hotel and um, you know, basically used this arm to manage the boutique hotel remotely free of onsite management, allowing us to bring the manager's unit online for additional revenue. And then we just do kind of a self-checking, self-checkout model with the guests. And so bought the first hotel, um, about six months ago up in Northern California.
[00:03:23] Rich: It's beachfront. We did a full renovation. We just relaunched it. And we're actually managing another hotel in Oregon for a third party owner. And we're actually, uh, under contract right now on a 24 unit boutique hotel here in downtown San Diego, about six blocks from our office. So that's kind of a my story in a nutshell on what we do.
What’s special about boutique hotels?
[00:03:41] Liam: amazing. And I mean, we'll, we'll go off piece a little bit and just say, yeah, why, why boutique hotels at night? Why are boutique hotels so popular? What is the, why are guests, uh, loving them? And what is the attraction from an investor's point of view? I. Yeah,
[00:03:57] Rich: well, um, I think right now in the US you're seeing a lot of heavy regulation in a lot of different markets around the country and how it pertains to short-term rentals.
[00:04:05] Rich: And so as these markets, uh, extend or increase their regulations, it's gonna bring more demand to those who can legally operate. Parade. So boutique hotels are gonna benefit from this model, but also, um, when you go buy a single family house here in the States, and no matter how you operate it in terms of short-term rental income, you're not really increasing the valuation of the property because it's not valued like commercial real estate.
[00:04:29] Rich: So on the flip side, boutique hotels is commercial real estate. So they're valued based on the income approach. So I know if we can go in and buy a tired. But well located boutique hotel and renovate the entire property and bring in good management operations, we can really drive or force the appreciation, which I love, which allows us to refinance money out or sell for a profit.
[00:04:51] Rich: And it gives us a lot of different, um, options that you don't get with the single family model.
[00:04:55] Liam: That makes sense. That definitely makes sense. So I definitely wanna dive into some of the management and operations, but before we do, take me back, uh, what did you do before you got the hospitality bug or, or the, uh, I should say the real estate bug?
[00:05:07] Liam: Um, what did you do before and what you do now? Yeah.
[00:05:11] Rich: Yeah, so I was always taught from a young age to, uh, go to school, get good grades, go to college and get a job. And for the most part, that's what I did. My mom is an immigrant from Taiwan, and, um, both of my parents know the value of working hard and saving your money.
[00:05:24] Rich: And so for the most part, that's what I did. I have a background in sales, so as I was going to college, I sold cell phones, and then I went on to sell cars, and that was kind of my first taste of what it's like to control your paycheck to a certain degree. And so I did really well at sales cause I'm a competitive background.
[00:05:39] Rich: I used to play baseball and basketball as a kid growing up. And so I wanted to sell commercial real estate when I got outta college. But I graduated in 2008 and as your listeners know, the whole economy was coming down at the time. And so I found myself on a car lot wondering what am I gonna do with my life?
[00:05:54] Rich: And I actually backed into a job. As an air traffic controller with the F aa, which is a government agency here in the States, did it for 11 years. But along the way, I read the book, rich Dad, poor Dad, and I remembered real estate and I thought, man, I gotta get back into the real estate, but I'm gonna do it on the investment side.
[00:06:09] Rich: So I just became obsessed. I started studying books, listening to podcasts. I started going to networking events before I even owned any real estate. And about nine months into my education process, I thought, man, I gotta take action. So I cashed out my 401k. And I used the 401K as my seed money to buy the first deal, and the first deal was 11 unit apartment building in Cincinnati.
[00:06:32] Liam: Nice. Nice. That is, um, that book is the classic, isn't it? It is the go-to which sparks so many pupil's journeys, which is amazing to see. So how did you find the first one? What did you do? What did you look for? I guess? So for people listening, a lot of our audience will be, uh, newer, short-term host or, or maybe not quite as far into the journey.
Any advice for finding the right properties?
[00:06:52] Liam: Um mm-hmm. How did you go about. Finding the right property for yourself to do short term rentals? Any, anything you used or any um, action advice.
[00:07:01] Rich: Yeah. It's funny you say this because like all the multifamily deals that I bought, um, all the apartment deals, all the boutique Dell deals that I've done every deal to this date, I've put a lot of due diligence into, except for that first short term rental.
[00:07:16] Rich: Like I mentioned before, early in the show. I had the no money down pre-approval from a local credit union here in San Diego. And I thought, you know what? Why don't I just go use this on like a, a new construction? I, I found a new construction. It was an eight plex and they were selling them individually as condos.
[00:07:31] Rich: And the h hoa at this complex, um, allowed for short-term rentals. And so I thought, okay, I can buy a brand new construction, two bedroom, two bath condo in a great location here near just outside of downtown San Diego in a neighborhood that I understood. And I thought, okay, the bank's gonna put up all the money.
[00:07:49] Rich: The seller, I was able to negotiate for them to cover all the closing costs. So all I had to come up with was the cost of furnish to place. So I spent about $14,000, got it furnished. I wasn't using Air d n A at the time. I wasn't uni using any of those, um, those third party softwares. And I just bought it and I said, you know what?
[00:08:05] Rich: I'm gonna furnish it and see how it does. And, uh, that thing has been doing about a hundred to $110,000 as gross every single year since I've owned it. And the cool thing is I've bought it for like 5 74 and now the thing's worth about 8 25, 8 50, which is crazy. Wow. That is
[00:08:21] Liam: crazy. And I mean, not only that, if you get the first one right, the, the benefit that gives you the, the springboard that gives you is amazing.
[00:08:27] Liam: And hospitality is, is really quite forgiven how full industries, you know, there's not many industries you can set up and, and, you know, choose areas and there's a demand in all areas. It's just some areas are better than others, isn't it? So, um, yeah. Let's dive into the management side of things then. So at the moment you manage from, from afar, all these, these nine different markets across, uh, the the us.
[00:08:49] Liam: How do you do so who's on your team and, uh, how do they help you and what's your role sort of day to day?
[00:08:56] Rich: Yeah, so we have a, uh, operations manager. Uh, her name is Jennifer, and she oversees, uh, a lot of the different functions within the management, uh, business. She works with the clients, um, she works with our accounting team.
[00:09:08] Rich: We use a company called Exemplified to do all of our profit and loss statements for the owners. And then we have another, uh, individual, uh, her name's Andrea and she does a lot of the vendor relationships. She manages a lot of our, um, their VAs. Um, and then we have two VAs full-time in the Philippines who do a lot of the guest communication and a lot of the, uh, backend stuff, if you would.
[00:09:30] Rich: That's cool.
[00:09:31] Liam: What advice would you have to somebody who's looking to manage a market from afar where it's not a local market? What should they be considering? Um, and, uh, what, what do they need to know, I guess?
[00:09:43] Rich: Yeah, honestly, um, I think the, the same way that we approach managing an asset in our own town as San Diego, as the same systems and processes that we use for any market.
[00:09:53] Rich: Um, if there's a plumbing leak or a repair maintenance item that needs to occur or a guest needs a key, we, if it's an asset here in San Diego, we don't just go drive there and, and take care of our ourselves. We leverage everything out. And so the only two things you need in terms of boots on the ground, if you're gonna manage any assets that are uh, long distance, um, are you need housekeeping and you need a good maintenance arm.
[00:10:15] Rich: And so if you have those two things, everything else can be done remotely in terms of the guest communications, the vendor relations, um, investor relations, all that sort of thing. And even the accounting, of course. Um, but you, what we do is we will leverage, uh, our housekeeper or our maintenance, uh, a handyman should we have an issue.
[00:10:34] Rich: So, for example, let's say a guest is like, Hey, I really, it'd be really nice if we had, um, you know, a toaster, for example. I'm just making something up. We'd love to have a toaster or a BL blender for a stay. We'd love to make some margaritas. We can just order it on Amazon Prime, that will show up directly to the guest.
[00:10:49] Rich: Or if the guest needed like a key or something physical, we could just leverage our housekeeper or maintenance handyman to go do that for us, if you
[00:10:56] Liam: would. So Rich, thank you so much for, for this, for sharing the behind the host journey. Um, thank you too. If you're listening in on the podcast or watching on YouTube, we know there's a lot of places you can put your attention and we thank you for putting it with Boostly.
Outro
[00:11:08] Liam: So yeah, that brings it to a close. Was there any last sort of closing thoughts, rich? Just before we, uh, we bring it to a close.
[00:11:15] Rich: Liam, I appreciate you having me. I would just say, uh, get out there and take action for all your listeners. Make it happen. And um, we are put on this planet to do big things, so go chase your dreams.
[00:11:25] Rich: Love
[00:11:25] Liam: it. Brilliant. Well thank you so much Rich. And uh, yeah, that's buy from Rich. That's buy from me having a blast. Can I get
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Transcript from the Episode
Intro
[00:00:00] Liam: Okay, so welcome to the new episode of the Boostly Podcast. This is the podcast that gives hosts the tools, the tactics, the trainings, but most importantly, the confidence so you can go out there and get more direct bookings. My name's Liam Carolan, and I'm Mark Simpson's co-host. Today we are going behind the host.
[00:00:16] Liam: This is the miniseries on the Boostly Podcast where we dive into successful and interesting short-term rental hosts and their business. So we can ask lots of questions, extract all those juicy answers. That you may be able to take and implement some of these ideas into your own business as a host yourself.
Introducing Rich
[00:00:31] Liam: So today we are going behind the host with Rich Summers. He's from excelsius stays.com and his investment arm of his business is summer capital.com. So you can go and check those out. We'll, um, we'll dive into Rich's business and, uh, yeah, we can uh, we can sort of chew the fat. So Rich, welcome along. Thank you for joining me.
[00:00:51] Rich: Liam, thank you for having me on the show. I'm, uh, excited for the, um, the conversation today. It's a pleasure to be here.
[00:00:57] Liam: Thank you so much for, for being here. So, if you wouldn't mind, uh, introducing yourself, um, where your business is in the world, and, uh, really how you operate, what sort of model that you use, uh,
[00:01:07] Rich: Yeah, absolutely.
[00:01:08] Rich: So I have a multi-family background. Um, I was buying multi-family, still own a lot of multi-family. It's probably accounts for about 80% of my portfolio today. But while I was investing in multi-family, I backed into my first short-term rental here in San Diego. It was a two bedroom condo that I got on a, uh, no money down mortgage.
[00:01:24] Rich: And uh, that thing was just humming along. And so pandemic started and I thought, well, what if I go and buy another one and let me see if I can get another no money down mortgage through a local credit union? And I was able to, So I picked up another two, um, with that mortgage out here in San Diego. And while I was still investing in multi-family, I thought, man, these things are just cash on like crazy.
[00:01:43] Rich: Why don't I do some more of these? And so I actually sold an apartment deal, um, a little while back and I actually 10 31 those proceeds into a luxury, uh, Rense out in Scottsdale, Arizona, which is a big vacation destination here in the States. And, um, it was a 2.4 million property and did a full renovation, put about $800,000 into a full renovation.
[00:02:02] Rich: It's a really, really cool, unique place. We did, uh, Uh, basketball court, full court. We did a beach volleyball court. Uh, we did a putting green, we did a speakeasy. Uh, it might be one of the only, well, it's the only short term rental that I've ever heard of that has a speakeasy in inside of it. We got a fitness room, we got a gym.
[00:02:19] Rich: It's eight bedroom, eight baths, 7,600 square feet with a guest house and a pool. And, uh, relaunched this thing and, uh, re uh, was able to refinance it. Ticket from 2.4 million to 4.9 million evaluation, refinanced it out. And now we're, uh, you know, cash flowing as a short-term rental. And then I also have, as you mentioned, Excelsius Stays, which is a hospitality brand and a management company to where we manage, uh, not only my short-term rentals, but also.
[00:02:45] Rich: Boutique hotels and also, uh, short-term rentals for third party clients with a special focus on boutique hotels. Right now we're really trying to scale the boutique hotel side, and how that came to fruition is I thought, man, we already had the systems and process in place. We're managing. Short term rentals in about nine markets around the country.
[00:03:03] Rich: What if we bought a boutique hotel and um, you know, basically used this arm to manage the boutique hotel remotely free of onsite management, allowing us to bring the manager's unit online for additional revenue. And then we just do kind of a self-checking, self-checkout model with the guests. And so bought the first hotel, um, about six months ago up in Northern California.
[00:03:23] Rich: It's beachfront. We did a full renovation. We just relaunched it. And we're actually managing another hotel in Oregon for a third party owner. And we're actually, uh, under contract right now on a 24 unit boutique hotel here in downtown San Diego, about six blocks from our office. So that's kind of a my story in a nutshell on what we do.
What’s special about boutique hotels?
[00:03:41] Liam: amazing. And I mean, we'll, we'll go off piece a little bit and just say, yeah, why, why boutique hotels at night? Why are boutique hotels so popular? What is the, why are guests, uh, loving them? And what is the attraction from an investor's point of view? I. Yeah,
[00:03:57] Rich: well, um, I think right now in the US you're seeing a lot of heavy regulation in a lot of different markets around the country and how it pertains to short-term rentals.
[00:04:05] Rich: And so as these markets, uh, extend or increase their regulations, it's gonna bring more demand to those who can legally operate. Parade. So boutique hotels are gonna benefit from this model, but also, um, when you go buy a single family house here in the States, and no matter how you operate it in terms of short-term rental income, you're not really increasing the valuation of the property because it's not valued like commercial real estate.
[00:04:29] Rich: So on the flip side, boutique hotels is commercial real estate. So they're valued based on the income approach. So I know if we can go in and buy a tired. But well located boutique hotel and renovate the entire property and bring in good management operations, we can really drive or force the appreciation, which I love, which allows us to refinance money out or sell for a profit.
[00:04:51] Rich: And it gives us a lot of different, um, options that you don't get with the single family model.
[00:04:55] Liam: That makes sense. That definitely makes sense. So I definitely wanna dive into some of the management and operations, but before we do, take me back, uh, what did you do before you got the hospitality bug or, or the, uh, I should say the real estate bug?
[00:05:07] Liam: Um, what did you do before and what you do now? Yeah.
[00:05:11] Rich: Yeah, so I was always taught from a young age to, uh, go to school, get good grades, go to college and get a job. And for the most part, that's what I did. My mom is an immigrant from Taiwan, and, um, both of my parents know the value of working hard and saving your money.
[00:05:24] Rich: And so for the most part, that's what I did. I have a background in sales, so as I was going to college, I sold cell phones, and then I went on to sell cars, and that was kind of my first taste of what it's like to control your paycheck to a certain degree. And so I did really well at sales cause I'm a competitive background.
[00:05:39] Rich: I used to play baseball and basketball as a kid growing up. And so I wanted to sell commercial real estate when I got outta college. But I graduated in 2008 and as your listeners know, the whole economy was coming down at the time. And so I found myself on a car lot wondering what am I gonna do with my life?
[00:05:54] Rich: And I actually backed into a job. As an air traffic controller with the F aa, which is a government agency here in the States, did it for 11 years. But along the way, I read the book, rich Dad, poor Dad, and I remembered real estate and I thought, man, I gotta get back into the real estate, but I'm gonna do it on the investment side.
[00:06:09] Rich: So I just became obsessed. I started studying books, listening to podcasts. I started going to networking events before I even owned any real estate. And about nine months into my education process, I thought, man, I gotta take action. So I cashed out my 401k. And I used the 401K as my seed money to buy the first deal, and the first deal was 11 unit apartment building in Cincinnati.
[00:06:32] Liam: Nice. Nice. That is, um, that book is the classic, isn't it? It is the go-to which sparks so many pupil's journeys, which is amazing to see. So how did you find the first one? What did you do? What did you look for? I guess? So for people listening, a lot of our audience will be, uh, newer, short-term host or, or maybe not quite as far into the journey.
Any advice for finding the right properties?
[00:06:52] Liam: Um mm-hmm. How did you go about. Finding the right property for yourself to do short term rentals? Any, anything you used or any um, action advice.
[00:07:01] Rich: Yeah. It's funny you say this because like all the multifamily deals that I bought, um, all the apartment deals, all the boutique Dell deals that I've done every deal to this date, I've put a lot of due diligence into, except for that first short term rental.
[00:07:16] Rich: Like I mentioned before, early in the show. I had the no money down pre-approval from a local credit union here in San Diego. And I thought, you know what? Why don't I just go use this on like a, a new construction? I, I found a new construction. It was an eight plex and they were selling them individually as condos.
[00:07:31] Rich: And the h hoa at this complex, um, allowed for short-term rentals. And so I thought, okay, I can buy a brand new construction, two bedroom, two bath condo in a great location here near just outside of downtown San Diego in a neighborhood that I understood. And I thought, okay, the bank's gonna put up all the money.
[00:07:49] Rich: The seller, I was able to negotiate for them to cover all the closing costs. So all I had to come up with was the cost of furnish to place. So I spent about $14,000, got it furnished. I wasn't using Air d n A at the time. I wasn't uni using any of those, um, those third party softwares. And I just bought it and I said, you know what?
[00:08:05] Rich: I'm gonna furnish it and see how it does. And, uh, that thing has been doing about a hundred to $110,000 as gross every single year since I've owned it. And the cool thing is I've bought it for like 5 74 and now the thing's worth about 8 25, 8 50, which is crazy. Wow. That is
[00:08:21] Liam: crazy. And I mean, not only that, if you get the first one right, the, the benefit that gives you the, the springboard that gives you is amazing.
[00:08:27] Liam: And hospitality is, is really quite forgiven how full industries, you know, there's not many industries you can set up and, and, you know, choose areas and there's a demand in all areas. It's just some areas are better than others, isn't it? So, um, yeah. Let's dive into the management side of things then. So at the moment you manage from, from afar, all these, these nine different markets across, uh, the the us.
[00:08:49] Liam: How do you do so who's on your team and, uh, how do they help you and what's your role sort of day to day?
[00:08:56] Rich: Yeah, so we have a, uh, operations manager. Uh, her name is Jennifer, and she oversees, uh, a lot of the different functions within the management, uh, business. She works with the clients, um, she works with our accounting team.
[00:09:08] Rich: We use a company called Exemplified to do all of our profit and loss statements for the owners. And then we have another, uh, individual, uh, her name's Andrea and she does a lot of the vendor relationships. She manages a lot of our, um, their VAs. Um, and then we have two VAs full-time in the Philippines who do a lot of the guest communication and a lot of the, uh, backend stuff, if you would.
[00:09:30] Rich: That's cool.
[00:09:31] Liam: What advice would you have to somebody who's looking to manage a market from afar where it's not a local market? What should they be considering? Um, and, uh, what, what do they need to know, I guess?
[00:09:43] Rich: Yeah, honestly, um, I think the, the same way that we approach managing an asset in our own town as San Diego, as the same systems and processes that we use for any market.
[00:09:53] Rich: Um, if there's a plumbing leak or a repair maintenance item that needs to occur or a guest needs a key, we, if it's an asset here in San Diego, we don't just go drive there and, and take care of our ourselves. We leverage everything out. And so the only two things you need in terms of boots on the ground, if you're gonna manage any assets that are uh, long distance, um, are you need housekeeping and you need a good maintenance arm.
[00:10:15] Rich: And so if you have those two things, everything else can be done remotely in terms of the guest communications, the vendor relations, um, investor relations, all that sort of thing. And even the accounting, of course. Um, but you, what we do is we will leverage, uh, our housekeeper or our maintenance, uh, a handyman should we have an issue.
[00:10:34] Rich: So, for example, let's say a guest is like, Hey, I really, it'd be really nice if we had, um, you know, a toaster, for example. I'm just making something up. We'd love to have a toaster or a BL blender for a stay. We'd love to make some margaritas. We can just order it on Amazon Prime, that will show up directly to the guest.
[00:10:49] Rich: Or if the guest needed like a key or something physical, we could just leverage our housekeeper or maintenance handyman to go do that for us, if you
[00:10:56] Liam: would. So Rich, thank you so much for, for this, for sharing the behind the host journey. Um, thank you too. If you're listening in on the podcast or watching on YouTube, we know there's a lot of places you can put your attention and we thank you for putting it with Boostly.
Outro
[00:11:08] Liam: So yeah, that brings it to a close. Was there any last sort of closing thoughts, rich? Just before we, uh, we bring it to a close.
[00:11:15] Rich: Liam, I appreciate you having me. I would just say, uh, get out there and take action for all your listeners. Make it happen. And um, we are put on this planet to do big things, so go chase your dreams.
[00:11:25] Rich: Love
[00:11:25] Liam: it. Brilliant. Well thank you so much Rich. And uh, yeah, that's buy from Rich. That's buy from me having a blast. Can I get
