Podcast appearances and mentions of tim people

Jason Pereira talks to Tim Rickards, managing director of social and content strategy for Hearsay Systems. Hearsay is a social media and content management system that helps businesses market themselves better in today's social and digital age. Episode Highlights:00.38: Hearsay is in essence of client engagement platform, and the company helps agents and advisors consistently deliver a personalized human client experience01.04: Hearsay also provides a comprehensive data capture and analysis system that helps people understand how they can keep improving as they move forward. 02.26: Tim talks about the guidance that they give to advisory firms who are new to this space looking to basically market themselves digitally. 05.12: Hearsay Systems is solely dedicated to financial services firms. They have an understanding with insurance companies, asset managers, broker dealers etc.05.33: Tim shares how they offer a combination of options that can help them to get advisors post on social media.06.21: Tim does an organic social field enablement, they allow individual people to increase the gravity of their social presence and expand their networks to help drive business, so posting is important. 08.28: Tim shares how you can literally funnel somebody to the conversion experience via text. 10.32: Tim talks about the social realm and all other communication. He discusses how he is helping to get a prospect down the funnel using next best action.11.33: Jason inquiries about the enablement part of the platform. He asks Tim how Hearsay Systems continues to nurture that relationship before advisors get to some sort of conversion point.12.32: Tim shares how they focus on social reciprocity and encourage people to not be afraid to direct message somebody if especially they are not a client. 18.18: As per Tim, social selling allows other people to find Hearsay Systems so that we can help solve their problems. 19:44: At Hearsay Systems they have features that screen posts for specific language and images so that the company doesn't have to worry that something is going to go out that is problematic. 22:45: As per Tim they are using social media to help each advisor or agent grow their business, increase the number of policies there, their assets under management, etc. 3 Key PointsTim discusses how does Hearsay Systems stand out from the competition in the Financial Service spaceTim talks about text implementation and how is that being implemented and how is it different than what he is seeing? What is being done in the social realm? Tim shares instances and tells the listeners about the importance of having a good social reciprocity habit. Tweetable Quotes“We typically advise advisors to do, or agents is if someone responds and they're not in your network, invite them to your network.” – Tim“People who are good salespeople have a both an intuitive and educated sense of when it's time to dig in.” – Tim“Our view is that the technology is there to strengthen the human relationships and interactions itself, to replace them.” - JasonResources Mentioned:Facebook – Jason Pereira's FacebookLinkedIn – Jason Pereira's LinkedInWoodgate.com – Sponsor See acast.com/privacy for privacy and opt-out information.

About TimTimothy William Bray is a Canadian software developer, environmentalist, political activist and one of the co-authors of the original XML specification. He worked for Amazon Web Services from December 2014 until May 2020 when he quit due to concerns over the terminating of whistleblowers. Previously he has been employed by Google, Sun Microsystemsand Digital Equipment Corporation (DEC). Bray has also founded or co-founded several start-ups such as Antarctica Systems.Links Referenced: Textuality Services: https://www.textuality.com/ laugh]. So, the impetus for having this conversation is, you had a [blog post: https://www.tbray.org/ongoing/When/202x/2022/01/30/Cloud-Lock-In @timbray: https://twitter.com/timbray tbray.org: https://tbray.org duckbillgroup.com: https://duckbillgroup.com TranscriptAnnouncer: Hello, and welcome to Screaming in the Cloud with your host, Chief Cloud Economist at The Duckbill Group, Corey Quinn. This weekly show features conversations with people doing interesting work in the world of cloud, thoughtful commentary on the state of the technical world, and ridiculous titles for which Corey refuses to apologize. This is Screaming in the Cloud.Corey: This episode is sponsored in part by our friends at Vultr. Spelled V-U-L-T-R because they're all about helping save money, including on things like, you know, vowels. So, what they do is they are a cloud provider that provides surprisingly high performance cloud compute at a price that—while sure they claim its better than AWS pricing—and when they say that they mean it is less money. Sure, I don't dispute that but what I find interesting is that it's predictable. They tell you in advance on a monthly basis what it's going to going to cost. They have a bunch of advanced networking features. They have nineteen global locations and scale things elastically. Not to be confused with openly, because apparently elastic and open can mean the same thing sometimes. They have had over a million users. Deployments take less that sixty seconds across twelve pre-selected operating systems. Or, if you're one of those nutters like me, you can bring your own ISO and install basically any operating system you want. Starting with pricing as low as $2.50 a month for Vultr cloud compute they have plans for developers and businesses of all sizes, except maybe Amazon, who stubbornly insists on having something to scale all on their own. Try Vultr today for free by visiting: vultr.com/screaming, and you'll receive a $100 in credit. Thats V-U-L-T-R.com slash screaming.Corey: Couchbase Capella Database-as-a-Service is flexible, full-featured and fully managed with built in access via key-value, SQL, and full-text search. Flexible JSON documents aligned to your applications and workloads. Build faster with blazing fast in-memory performance and automated replication and scaling while reducing cost. Capella has the best price performance of any fully managed document database. Visit couchbase.com/screaminginthecloud to try Capella today for free and be up and running in three minutes with no credit card required. Couchbase Capella: make your data sing.Corey: Welcome to Screaming in the Cloud. I'm Corey Quinn. My guest today has been on a year or two ago, but today, we're going in a bit of a different direction. Tim Bray is a principal at Textuality Services.Once upon a time, he was a Distinguished Engineer slash VP at AWS, but let's be clear, he isn't solely focused on one company; he also used to work at Google. Also, there is scuttlebutt that he might have had something to do, at one point, with the creation of God's true language, XML. Tim, thank you for coming back on the show and suffering my slings and arrows.Tim: Oh, you're just fine. Glad to be here.Corey: [laugh]. So, the impetus for having this conversation is, you had a blog post somewhat recently—by which I mean, January of 2022—where you talked about lock-in and multi-cloud, two subjects near and dear to my heart, mostly because I have what I thought was a fairly countercultural opinion. You seem to have a very closely aligned perspective on this. But let's not get too far ahead of ourselves. Where did this blog posts come from?Tim: Well, I advised a couple of companies and one of them happens to be using GCP and the other happens to be using AWS and I get involved in a lot of industry conversations, and I noticed that multi-cloud is a buzzword. If you go and type multi-cloud into Google, you get, like, a page of people saying, “We will solve your multi-cloud problems. Come to us and you will be multi-cloud.” And I was not sure what to think, so I started writing to find out what I would think. And I think it's not complicated anymore. I think the multi-cloud is a reality in most companies. I think that many mainstream, non-startup companies are really worried about cloud lock-in, and that's not entirely unreasonable. So, it's a reasonable thing to think about and it's a reasonable thing to try and find the right balance between avoiding lock-in and not slowing yourself down. And the issues were interesting. What was surprising is that I published that blog piece saying what I thought were some kind of controversial things, and I got no pushback. Which was, you know, why I started talking to you and saying, “Corey, you know, does nobody disagree with this? Do you disagree with this? Maybe we should have a talk and see if this is just the new conventional wisdom.”Corey: There's nothing worse than almost trying to pick a fight, but no one actually winds up taking you up on the opportunity. That always feels a little off. Let's break it down into two issues because I would argue that they are intertwined, but not necessarily the same thing. Let's start with multi-cloud because it turns out that there's just enough nuance to—at least where I sit on this position—that whenever I tweet about it, I wind up getting wildly misinterpreted. Do you find that as well?Tim: Not so much. It's not a subject I have really had too much to say about, but it does mean lots of different things. And so it's not totally surprising that that happens. I mean, some people think when you say multi-cloud, you mean, “Well, I'm going to take my strategic application, and I'm going to run it in parallel on AWS and GCP because that way, I'll be more resilient and other good things will happen.” And then there's another thing, which is that, “Well, you know, as my company grows, I'm naturally going to be using lots of different technologies and that might include more than one cloud.” So, there's a whole spectrum of things that multi-cloud could mean. So, I guess when we talk about it, we probably owe it to our audiences to be clear what we're talking about.Corey: Let's be clear, from my perspective, the common definition of multi-cloud is whatever the person talking is trying to sell you at that point in time is, of course, what multi-cloud is. If it's a third-party dashboard, for example, “Oh, yeah, you want to be able to look at all of your cloud usage on a single pane of glass.” If it's a certain—well, I guess, certain not a given cloud provider, well, they understand if you go all-in on a cloud provider, it's probably not going to be them so they're, of course, going to talk about multi-cloud. And if it's AWS, where they are the 8000-pound gorilla in the space, “Oh, yeah, multi-clouds, terrible. Put everything on AWS. The end.” It seems that most people who talk about this have a very self-serving motivation that they can't entirely escape. That bias does reflect itself.Tim: That's true. When I joined AWS, which was around 2014, the PR line was a very hard line. “Well, multi-cloud that's not something you should invest in.” And I've noticed that the conversation online has become much softer. And I think one reason for that is that going all-in on a single cloud is at least possible when you're a startup, but if you're a big company, you know, a insurance company, a tire manufacturer, that kind of thing, you're going to be multi-cloud, for the same reason that they already have COBOL on the mainframe and Java on the old Sun boxes, and Mongo running somewhere else, and five different programming languages.And that's just the way big companies are, it's a consequence of M&A, it's a consequence of research projects that succeeded, one kind or another. I mean, lots of big companies have been trying to get rid of COBOL for decades, literally, [laugh] and not succeeding and doing that. So—Corey: It's ‘legacy' which is, of course, the condescending engineering term for, “It makes money.”Tim: And works. And so I don't think it's realistic to, as a matter of principle, not be multi-cloud.Corey: Let's define our terms a little more closely because very often, people like to pull strange gotchas out of the air. Because when I talk about this, I'm talking about—like, when I speak about it off the cuff, I'm thinking in terms of where do I run my containers? Where do I run my virtual machines? Where does my database live? But you can also move in a bunch of different directions. Where do my Git repositories live? What Office suite am I using? What am I using for my CRM? Et cetera, et cetera? Where do you draw the boundary lines because it's very easy to talk past each other if we're not careful here?Tim: Right. And, you know, let's grant that if you're a mainstream enterprise, you're running your Office automation on Microsoft, and they're twisting your arm to use the cloud version, so you probably are. And if you have any sense at all, you're not running your own Exchange Server, so let's assume that you're using Microsoft Azure for that. And you're running Salesforce, and that means you're on Salesforce's cloud. And a lot of other Software-as-a-Service offerings might be on AWS or Azure or GCP; they don't even tell you.So, I think probably the crucial issue that we should focus our conversation on is my own apps, my own software that is my core competence that I actually use to run the core of my business. And typically, that's the only place where a company would and should invest serious engineering resources to build software. And that's where the question comes, where should that software that I'm going to build run? And should it run on just one cloud, or—Corey: I found that when I gave a conference talk on this, in the before times, I had to have a ever lengthier section about, “I'm speaking in the general sense; there are specific cases where it does make sense for you to go in a multi-cloud direction.” And when I'm talking about multi-cloud, I'm not necessarily talking about Workload A lives on Azure and Workload B lives on AWS, through mergers, or weird corporate approaches, or shadow IT that—surprise—that's not revenue-bearing. Well, I guess we have to live with it. There are a lot of different divisions doing different things and you're going to see that a fair bit. And I'm not convinced that's a terrible idea as such. I'm talking about the single workload that we're going to spread across two or more clouds, intentionally.Tim: That's probably not a good idea. I just can't see that being a good idea, simply because you get into a problem of just terminology and semantics. You know, the different providers mean different things by the word ‘region' and the word ‘instance,' and things like that. And then there's the people problem. I mean, I don't think I personally know anybody who would claim to be able to build and deploy an application on AWS and also on GCP. I'm sure some people exist, but I don't know any of them.Corey: Well, Forrest Brazeal was deep in the AWS weeds and now he's the head of content at Google Cloud. I will credit him that he probably has learned to smack an API around over there.Tim: But you know, you're going to have a hard time hiring a person like that.Corey: Yeah. You can count these people almost as individuals.Tim: And that's a big problem. And you know, in a lot of cases, it's clearly the case that our profession is talent-starved—I mean, the whole world is talent-starved at the moment, but our profession in particular—and a lot of the decisions about what you can build and what you can do are highly contingent on who you can hire. And you can't hire a multi-cloud expert, well, you should not deploy, [laugh] you know, a multi-cloud application.Now, having said that, I just want to dot this i here and say that it can be made to kind of work. I've got this one company I advise—I wrote about it in the blog piece—that used to be on AWS and switched over to GCP. I don't even know why; this happened before I joined them. And they have a lot of applications and then they have some integrations with third-party partners which they implemented with AWS Lambda functions. So, when they moved over to GCP, they didn't stop doing that.So, this mission-critical latency-sensitive application of theirs runs on GCP that calls out to AWS to make calls into their partners' APIs and so on. And works fine. Solid as a rock, reliable, low latency. And so I talked to a person I know who knows over on the AWS side, and they said, “Oh, yeah sure, you know, we talked to those guys. Lots of people do that. We make sure, you know, the connections are low latency and solid.” So, technically speaking, it can be done. But for a variety of business reasons—maybe the most important one being expertise and who you can hire—it's probably just not a good idea.Corey: One of the areas where I think is an exception case is if you are a SaaS provider. Let's pick a big easy example: Snowflake, where they are a data warehouse. They've got to run their data warehousing application in all of the major clouds because that is where their customers are. And it turns out that if you're going to send a few petabytes into a data warehouse, you really don't want to be paying cloud egress rates to do it because it turns out, you can just bootstrap a second company for that much money.Tim: Well, Zoom would be another example, obviously.Corey: Oh, yeah. Anything that's heavy on data transfer is going to be a strange one. And there's being close to customers; gaming companies are another good example on this where a lot of the game servers themselves will be spread across a bunch of different providers, just purely based on latency metrics around what is close to certain customer clusters.Tim: I can't disagree with that. You know, I wonder how large a segment that is, of people who are, I think you're talking about core technology companies. Now, of the potential customers of the cloud providers, how many of them are core technology companies, like the kind we're talking about, who have such a need, and how many people who just are people who just want to run their manufacturing and product design and stuff. And for those, buying into a particular cloud is probably a perfectly sensible choice.Corey: I've also seen regulatory stories about this. I haven't been able to track them down specifically, but there is a pervasive belief that one interpretation of UK banking regulations stipulates that you have to be able to get back up and running within 30 days on a different cloud provider entirely. And also, they have the regulatory requirement that I believe the data remain in-country. So, that's a little odd. And honestly, when it comes to best practices and how you should architect things, I'm going to take a distinct backseat to legal requirements imposed upon you by your regulator. But let's be clear here, I'm not advising people to go and tell their auditors that they're wrong on these things.Tim: I had not heard that story, but you know, it sounds plausible. So, I wonder if that is actually in effect, which is to say, could a huge British banking company, in fact do that? Could they in fact, decamp from Azure and move over to GCP or AWS in 30 days? Boy.Corey: That is what one bank I spoke to over there was insistent on. A second bank I spoke to in that same jurisdiction had never heard of such a thing, so I feel like a lot of this is subject to auditor interpretation. Again, I am not an expert in this space. I do not pretend to be—I know I'm that rarest of all breeds: A white guy with a microphone in tech who admits he doesn't know something. But here we are.Tim: Yeah, I mean, I imagine it could be plausible if you didn't use any higher-level services, and you just, you know, rented instances and were careful about which version of Linux you ran and we're just running a bunch of Java code, which actually, you know, describes the workload of a lot of financial institutions. So, it should be a matter of getting… all the right instances configured and the JVM configured and launched. I mean, there are no… architecturally terrifying barriers to doing that. Of course, to do that, it would mean you would have to avoid using any of the higher-level services that are particular to any cloud provider and basically just treat them as people you rent boxes from, which is probably not a good choice for other business reasons.Corey: Which can also include things as seemingly low-level is load balancers, just based upon different provisioning modes, failure modes, and the rest. You're probably going to have a more consistent experience running HAProxy or nginx yourself to do it. But Tim, I have it on good authority that this is the old way of thinking, and that Kubernetes solves all of it. And through the power of containers and powers combining and whatnot, that frees us from being beholden to any given provider and our workloads are now all free as birds.Tim: Well, I will go as far as saying that if you are in the position of trying to be portable, probably using containers is a smart thing to do because that's a more tractable level of abstraction that does give you some insulation from, you know, which version of Linux you're running and things like that. The proposition that configuring and running Kubernetes is easier than configuring and running [laugh] JVM on Linux [laugh] is unsupported by any evidence I've seen. So, I'm dubious of the proposition that operating at the Kubernetes-level at the [unintelligible 00:14:42] level, you know, there's good reasons why some people want to do that, but I'm dubious of the proposition that really makes you more portable in an essential way.Corey: Well, you're also not the target market for Kubernetes. You have worked at multiple cloud providers and I feel like the real advantage of Kubernetes is people who happen to want to protect that they do so they can act as a sort of a cosplay of being their own cloud provider by running all the intricacies of Kubernetes. I'm halfway kidding, but there is an uncomfortable element of truth to that to some of the conversations I've had with some of its more, shall we say, fanatical adherents.Tim: Well, I think you and I are neither of us huge fans of Kubernetes, but my reasons are maybe a little different. Kubernetes does some really useful things. It really, really does. It allows you to take n VMs, and pack m different applications onto them in a way that takes reasonably good advantage of the processing power they have. And it allows you to have different things running in one place with different IP addresses.It sounds straightforward, but that turns out to be really helpful in a lot of ways. So, I'm actually kind of sympathetic with what Kubernetes is trying to be. My big gripe with it is that I think that good technology should make easy things easy and difficult things possible, and I think Kubernetes fails the first test there. I think the complexity that it involves is out of balance with the benefits you get. There's a lot of really, really smart people who disagree with me, so this is not a hill I'm going to die on.Corey: This is very much one of those areas where reasonable people can disagree. I find the complexity to be overwhelming; it has to collapse. At this point, it's finding someone who can competently run Kubernetes in production is a bit hard to do and they tend to be extremely expensive. You aren't going to find a team of those people at every company that wants to do things like this, and they're certainly not going to be able to find it in their budget in many cases. So, it's a challenging thing to do.Tim: Well, that's true. And another thing is that once you step onto the Kubernetes slope, you start looking about Istio and Envoy and [fabric 00:16:48] technology. And we're talking about extreme complexity squared at that point. But you know, here's the thing is, back in 2018 I think it was, in his keynote, Werner said that the big goal is that all the code you ever write should be application logic that delivers business value, which you know rep—Corey: Didn't CGI say the same thing? Didn't—like, isn't there, like, a long history dating back longer than I believe either of us have been alive have, “With this, all you're going to write is business logic.” That was the Java promise. That was the Google App Engine promise. Again, and again, we've had that carrot dangled in front of us, and it feels like the reality with Lambda is, the only code you will write is not necessarily business logic, it's getting the thing to speak to the other service you're trying to get it to talk to because a lot of these integrations are super finicky. At least back when I started learning how this stuff worked, they were.Tim: People understand where the pain points are and are indeed working on them. But I think we can agree that if you believe in that as a goal—which I still do; I mean, we may not have got there, but it's still a worthwhile goal to work on. We can agree that wrangling Istio configurations is not such a thing; it's not [laugh] directly value-adding business logic. To the extent that you can do that, I think serverless provides a plausible way forward. Now, you can be all cynical about, “Well, I still have trouble making my Lambda to talk to my other thing.” But you know, I've done that, and I've also deployed JVM on bare metal kind of thing.You know what? I'd rather do things at the Lambda level. I really rather would. Because capacity forecasting is a horribly difficult thing, we're all terrible at it, and the penalties for being wrong are really bad. If you under-specify your capacity, your customers have a lousy experience, and if you over-specify it, and you have an architecture that makes you configure for peak load, you're going to spend bucket-loads of money that you don't need to.Corey: “But you're then putting your availability in the cloud providers' hands.” “Yeah, you already were. Now, we're just being explicit about acknowledging that.”Tim: Yeah. Yeah, absolutely. And that's highly relevant to the current discussion because if you use the higher-level serverless function if you decide, okay, I'm going to go with Lambda and Dynamo and EventBridge and that kind of thing, well, that's not portable at all. I mean, APIs are totally idiosyncratic for AWS and GCP's equivalent, and Azure's—what do they call it? Permanent functions or something-a-rather functions. So yeah, that's part of the trade-off you have to think about. If you're going to do that, you're definitely not going to be multi-cloud in that application.Corey: And in many cases, one of the stated goals for going multi-cloud is that you can avoid the downtime of a single provider. People love to point at the big AWS outages or, “See? They were down for half a day.” And there is a societal question of what happens when everyone is down for half a day at the same time, but in most cases, what I'm seeing, your instead of getting rid of a single point of failure, introducing a second one. If either one of them is down your applications down, so you've doubled your outage surface area.On the rare occasions where you're able to map your dependencies appropriately, great. Are your third-party critical providers all doing the same? If you're an e-commerce site and Stripe processes your payments, well, they're public about being all-in on AWS. So, if you can't process payments, does it really matter that your website stays up? It becomes an interesting question. And those are the ones that you know about, let alone the third, fourth-order dependencies that are almost impossible to map unless everyone is as diligent as you are. It's a heavy, heavy lift.Tim: I'm going to push back a little bit. Now, for example, this company I'm advising that running GCP and calling out to Lambda is in that position; either GCP or Lambda goes off the air. On the other hand, if you've got somebody like Zoom, they're probably running parallel full stacks on the different cloud providers. And if you're doing that, then you can at least plausibly claim that you're in a good place because if Dynamo has an outage—and everything relies on Dynamo—then you shift your load over to GCP or Oracle [laugh] and you're still on the air.Corey: Yeah, but what is up as well because Zoom loves to sign me out on my desktop whenever I log into it on my laptop, and vice versa, and I wonder if that authentication and login system is also replicated full-stack to everywhere it goes, and what the fencing on that looks like, and how the communication between all those things works? I wouldn't doubt that it's possible that they've solved for this, but I also wonder how thoroughly they've really tested all of the, too. Not because I question them any; just because this stuff is super intricate as you start tracing it down into the nitty-gritty levels of the madness that consumes all these abstractions.Tim: Well, right, that's a conventional wisdom that is really wise and true, which is that if you have software that is alleged to do something like allow you to get going on another cloud, unless you've tested it within the last three weeks, it's not going to work when you need it.Corey: Oh, it's like a DR exercise: The next commit you make breaks it. Once you have the thing working again, it sits around as a binder, and it's a best guess. And let's be serious, a lot of these DR exercises presume that you're able to, for example, change DNS records on the fly, or be able to get a virtual machine provisioned in less than 45 minutes—because when there's an actual outage, surprise, everyone's trying to do the same things—there's a lot of stuff in there that gets really wonky at weird levels.Tim: A related similar exercise, which is people who want to be on AWS but want to be multi-region. It's actually, you know, a fairly similar kind of problem. If I need to be able to fail out of us-east-1—well, God help you, because if you need to everybody else needs to as well—but you know, would that work?Corey: Before you go multi-cloud go multi-region first. Tell me how easy it is because then you have full-feature parity—presumably—between everything; it should just be a walk in the park. Send me a postcard once you get that set up and I'll eat a bunch of words. And it turns out, basically, no one does.Tim: Mm-hm.Corey: Another area of lock-in around a lot of this stuff, and I think that makes it very hard to go multi-cloud is the security model of how does that interface with various aspects. In many cases, I'm seeing people doing full-on network overlays. They don't have to worry about the different security group models and VPCs and all the rest. They can just treat everything as a node sitting on the internet, and the only thing it talks to is an overlay network. Which is terrible, but that seems to be one of the only ways people are able to build things that span multiple providers with any degree of success.Tim: Well, that is painful because, much as we all like to scoff and so on, in the degree of complexity you get into there, it is the case that your typical public cloud provider can do security better than you can. They just can. It's a fact of life. And if you're using a public cloud provider and not taking advantage of their security offerings, infrastructure, that's probably dumb. But if you really want to be multi-cloud, you kind of have to, as you said.In particular, this gets back to the problem of expertise because it's hard enough to hire somebody who really understands IAM deeply and how to get that working properly, try and find somebody who can understand that level of thing on two different cloud providers at once. Oh, gosh.Corey: This episode is sponsored in part by LaunchDarkly. Take a look at what it takes to get your code into production. I'm going to just guess that it's awful because it's always awful. No one loves their deployment process. What if launching new features didn't require you to do a full-on code and possibly infrastructure deploy? What if you could test on a small subset of users and then roll it back immediately if results aren't what you expect? LaunchDarkly does exactly this. To learn more, visit launchdarkly.com and tell them Corey sent you, and watch for the wince.Corey: Another point you made in your blog post was the idea of lock-in, of people being worried that going all-in on a provider was setting them up to be, I think Oracle is the term that was tossed around where once you're dependent on a provider, what's to stop them from cranking the pricing knobs until you squeal?Tim: Nothing. And I think that is a perfectly sane thing to worry about. Now, in the short term, based on my personal experience working with, you know, AWS leadership, I think that it's probably not a big short-term risk. AWS is clearly aware that most of the growth is still in front of them. You know, the amount of all of it that's on the cloud is still pretty small and so the thing to worry about right now is growth.And they are really, really genuinely, sincerely focused on customer success and will bend over backwards to deal with the customers problems as they are. And I've seen places where people have negotiated a huge multi-year enterprise agreement based on Reserved Instances or something like that, and then realize, oh, wait, we need to switch our whole technology stack, but you've got us by the RIs and AWS will say, “No, no, it's okay. We'll tear that up and rewrite it and get you where you need to go.” So, in the short term, between now and 2025, would I worry about my cloud provider doing that? Probably not so much.But let's go a little further out. Let's say it's, you know, 2030 or something like that, and at that point, you know, Andy Jassy decided to be a full-time sports mogul, and Satya Narayana has gone off to be a recreational sailboat owner or something like that, and private equity operators come in and take very significant stakes in the public cloud providers, and get a lot of their guys on the board, and you have a very different dynamic. And you have something that starts to feel like Oracle where their priority isn't, you know, optimizing for growth and customer success; their priority is optimizing for a quarterly bottom line, and—Corey: Revenue extraction becomes the goal.Tim: That's absolutely right. And this is not a hypothetical scenario; it's happened. Most large companies do not control the amount of money they spend per year to have desktop software that works. They pay whatever Microsoft's going to say they pay because they don't have a choice. And a lot of companies are in the same situation with their database.They don't get to budget, their database budget. Oracle comes in and says, “Here's what you're going to pay,” and that's what you pay. You really don't want to be in a situation with your cloud, and that's why I think it's perfectly reasonable for somebody who is doing cloud transition at a major financial or manufacturing or service provider company to have an eye to this. You know, let's not completely ignore the lock-in issue.Corey: There is a significant scale with enterprise deals and contracts. There is almost always a contractual provision that says if you're going to raise a price with any cloud provider, there's a fixed period of time of notice you must give before it happens. I feel like the first mover there winds up getting soaked because everyone is going to panic and migrate in other directions. I mean, Google tried it with Google Maps for their API, and not quite Google Cloud, but also scared the bejesus out of a whole bunch of people who were, “Wait. Is this a harbinger of things to come?”Tim: Well, not in the short term, I don't think. And I think you know, Google Maps [is absurdly 00:26:36] underpriced. That's hellishly expensive service. And it's supposed to pay for itself by, you know, advertising on maps. I don't know about that.I would see that as the exception rather than the rule. I think that it's reasonable to expect cloud prices, nominally at least, to go on decreasing for at least the short term, maybe even the medium term. But that's—can't go on forever.Corey: It also feels to me, like having looked at an awful lot of AWS environments that if there were to be some sort of regulatory action or some really weird outage for a year that meant that AWS could not onboard a single new customer, their revenue year-over-year would continue to increase purely by organic growth because there is no forcing function that turns the thing off when you're done using it. In fact, they can migrate things around to hardware that works, they can continue building you for the things sitting there idle. And there is no governance path on that. So, on some level, winding up doing a price increase is going to cause a massive company focus on fixing a lot of that. It feels on some level like it is drawing attention to a thing that they don't really want to draw attention to from a purely revenue extraction story.When CentOS back-walked their ten-year support line two years, suddenly—and with an idea that it would drive [unintelligible 00:27:56] adoption. Well, suddenly, a lot of people looked at their environment, saw they had old [unintelligible 00:28:00] they weren't using. And massively short-sighted, massively irritated a whole bunch of people who needed that in the short term, but by the renewal, we're going to be on to Ubuntu or something else. It feels like it's going to backfire massively, and I'd like to imagine the strategist of whoever takes the reins of these companies is going to be smarter than that. But here we are.Tim: Here we are. And you know it's interesting you should mention regulatory action. At the moment, there are only three credible public cloud providers. It's not obvious the Google's really in it for the long haul, as last time I checked, they were claiming to maybe be breaking even on it. That's not a good number, you know? You'd like there to be more than that.And if it goes on like that, eventually, some politician is going to say, “Oh, maybe they should be regulated like public utilities,” because they kind of are right? And I would think that anybody who did get into Oracle-izing would be—you know, accelerate that happening. Having said that, we do live in the atmosphere of 21st-century capitalism, and growth is the God that must be worshiped at all costs. Who knows. It's a cloudy future. Hard to see.Corey: It really is. I also want to be clear, on some level, that with Google's current position, if they weren't taking a small loss at least, on these things, I would worry. Like, wait, you're trying to catch AWS and you don't have anything better to invest that money into than just well time to start taking profits from it. So, I can see both sides of that one.Tim: Right. And as I keep saying, I've already said once during this slot, you know, the total cloud spend in the world is probably on the order of one or two-hundred billion per annum, and global IT is in multiple trillions. So, [laugh] there's a lot more space for growth. Years and years worth of it.Corey: Yeah. The challenge, too, is that people are worried about this long-term strategic point of view. So, one thing you talked about in your blog post is the idea of using hosted open-source solutions. Like, instead of using Kinesis, you'd wind up using Kafka or instead of using DynamoDB you use their managed Cassandra service—or as I think of it Amazon Basics Cassandra—and effectively going down the path of letting them manage this thing, but you then have a theoretical Exodus path. Where do you land on that?Tim: I think that speaks to a lot of people's concerns, and I've had conversations with really smart people about that who like that idea. Now, to be realistic, it doesn't make migration easy because you've still got all the CI and CD and monitoring and management and scaling and alarms and alerts and paging and et cetera, et cetera, et cetera, wrapped around it. So, it's not as though you could just pick up your managed Kafka off AWS and drop a huge installation onto GCP easily. But at least, you know, your data plan APIs are the same, so a lot of your code would probably still run okay. So, it's a plausible path forward. And when people say, “I want to do that,” well, it does mean that you can't go all serverless. But it's not a totally insane path forward.Corey: So, one last point in your blog post that I think a lot of people think about only after they get bitten by it is the idea of data gravity. I alluded earlier in our conversation to data egress charges, but my experience has been that where your data lives is effectively where the rest of your cloud usage tends to aggregate. How do you see it?Tim: Well, it's a real issue, but I think it might perhaps be a little overblown. People throw the term petabytes around, and people don't realize how big a petabyte is. A petabyte is just an insanely huge amount of data, and the notion of transmitting one over the internet is terrifying. And there are lots of enterprises that have multiple petabytes around, and so they think, “Well, you know, it would take me 26 years to transmit that, so I can't.”And they might be wrong. The internet's getting faster all time. Did you notice? I've been able to move some—for purely personal projects—insane amounts of data, and it gets there a lot faster than you did. Secondly, in the case of AWS Snowmobile, we have an existence proof that you can do exabyte-ish scale data transfers in the time it takes to drive a truck across the country.Corey: Inbound only. Snowmobiles are not—at least according to public examples—are valid for Exodus.Tim: But you know, this is kind of place where regulatory action might come into play if what the people were doing was seen to be abusive. I mean, there's an existence proof you can do this thing. But here's another point. So, I suppose you have, like, 15 petabytes—that's an insane amount of data—displayed in your corporate application. So, are you actually using that to run the application, or is a huge proportion of that stuff just logs and data gathered of various kinds that's being used in analytics applications and AI models and so on?Do you actually need all that data to actually run your app? And could you in fact, just pick up the stuff you need for your app, move it to a different cloud provider from there and leave your analytics on the first one? Not a totally insane idea.Corey: It's not a terrible idea at all. It comes down to the idea as well of when you're trying to run a query against a bunch of that data, do you need all the data to transit or just the results of that query, as well? It's a question of, can you move the compute closer to the data as opposed to the data to where the compute lives?Tim: Well, you know and a lot of those people who have those huge data pools have it sitting on S3, and a lot of it migrated off into Glacier, so it's not as if you could get at it in milliseconds anyhow. I just ask myself, “How much data can anybody actually use in a day? In the course of satisfying some transaction requests from a customer?” And I think it's not petabyte. It just isn't.Now, there are—okay, there are exceptions. There's the intelligence community, there's the oil drilling community, there are some communities who genuinely will use insanely huge seas of data on a routine basis, but you know, I think that's kind of a corner case, so before you shake your head and say, “Ah, they'll never move because the data gravity,” you know… you need to prove that to me and I might be a little bit skeptical.Corey: And I think that is probably a very fair request. Just tell me what it is you're going to be doing here to validate the idea that is in your head because the most interesting lies I've found customers tell isn't intentionally to me or anyone else; it's to themselves. The narrative of what they think they're doing from the early days takes root, and never mind the fact that, yeah, it turns out that now that you've scaled out, maybe development isn't 80% of your cloud bill anymore. You learn things and your understanding of what you're doing has to evolve with the evolution of the applications.Tim: Yep. It's a fun time to be around. I mean, it's so great; right at the moment lock-in just isn't that big an issue. And let's be clear—I'm sure you'll agree with me on this, Corey—is if you're a startup and you're trying to grow and scale and prove you've got a viable business, and show that you have exponential growth and so on, don't think about lock-in; just don't go near it. Pick a cloud provider, pick whichever cloud provider your CTO already knows how to use, and just go all-in on them, and use all their most advanced features and be serverless if you can. It's the only sane way forward. You're short of time, you're short of money, you need growth.Corey: “Well, what if you need to move strategically in five years?” You should be so lucky. Great. Deal with it then. Or, “Well, what if we want to sell to retail as our primary market and they hate AWS?”Well, go all-in on a provider; probably not that one. Pick a different provider and go all in. I do not care which cloud any given company picks. Go with what's right for you, but then go all in because until you have a compelling reason to do otherwise, you're going to spend more time solving global problems locally.Tim: That's right. And we've never actually said this probably because it's something that both you and I know at the core of our being, but it probably needs to be said that being multi-cloud is expensive, right? Because the nouns and verbs that describe what clouds do are different in Google-land and AWS-land; they're just different. And it's hard to think about those things. And you lose the capability of using the advanced serverless stuff. There are a whole bunch of costs to being multi-cloud.Now, maybe if you're existentially afraid of lock-in, you don't care. But for I think most normal people, ugh, it's expensive.Corey: Pay now or pay later, you will pay. Wouldn't you ideally like to see that dollar go as far as possible? I'm right there with you because it's not just the actual infrastructure costs that's expensive, it costs something far more dear and expensive, and that is the cognitive expense of having to think about both of these things, not just how each cloud provider works, but how each one breaks. You've done this stuff longer than I have; I don't think that either of us trust a system that we don't understand the failure cases for and how it's going to degrade. It's, “Oh, right. You built something new and awesome. Awesome. How does it fall over? What direction is it going to hit, so what side should I not stand on?” It's based on an understanding of what you're about to blow holes in.Tim: That's right. And you know, I think particularly if you're using AWS heavily, you know that there are some things that you might as well bet your business on because, you know, if they're down, so is the rest of the world, and who cares? And, other things, eh, maybe a little chance here. So, understanding failure modes, understanding your stuff, you know, the cost of sharp edges, understanding manageability issues. It's not obvious.Corey: It's really not. Tim, I want to thank you for taking the time to go through this, frankly, excellent post with me. If people want to learn more about how you see things, and I guess how you view the world, where's the best place to find you?Tim: I'm on Twitter, just @timbray T-I-M-B-R-A-Y. And my blog is at tbray.org, and that's where that piece you were just talking about is, and that's kind of my online presence.Corey: And we will, of course, put links to it in the [show notes 00:37:42]. Thanks so much for being so generous with your time. It's always a pleasure to talk to you.Tim: Well, it's always fun to talk to somebody who has shared passions, and we clearly do.Corey: Indeed. Tim Bray principal at Textuality Services. I'm Cloud Economist Corey Quinn and this is Screaming in the Cloud. If you've enjoyed this podcast, please leave a five-star review on your podcast platform of choice, whereas if you've hated this podcast, please leave a five-star review on your podcast platform of choice along with an angry comment that you then need to take to all of the other podcast platforms out there purely for redundancy, so you don't get locked into one of them.Corey: If your AWS bill keeps rising and your blood pressure is doing the same, then you need The Duckbill Group. We help companies fix their AWS bill by making it smaller and less horrifying. The Duckbill Group works for you, not AWS. We tailor recommendations to your business and we get to the point. Visit duckbillgroup.com to get started.Announcer: This has been a HumblePod production. Stay humble.

Tim Melton and Dale Jackson recap their weekends, talk about Tim's time at Warehouse 31, do Ten with Tim, look at how people take pity on Joe Biden instead of respecting him, and more! See omnystudio.com/listener for privacy information.

  Tim O'Brien along with his wife Becki, have created a unique vitamin, supplement and nutrition store that is more about helping people than it is about margins and commissions. As Tim says" Souls before sales!"   It was a pleasure sitting down with Tim to learn more about The Healthy Place and what products and services they have to offer.   After Tim educated me, I'm definitely going to lean on him and his team in the future, to help me make better and more educated decisions when it comes to my health.   I hope you enjoy this episode and you walk away with at least one snippet that either helps you in your entrepreneurial journey or with you health in general.   For 30% off, please use our affiliate link as it helps us to generate a little income to produce this podcast...thx so much!   https://findyourhealthyplace.com/?rfsn=5901087.08b0f6   Thanks for listening!   Joe   Tim O'Brien Founder - The Healthy Place Website: https://findyourhealthyplace.com/ Website: https://livelyvitaminco.com/ Website: https://wildtheory.com/ Instagram: https://www.instagram.com/applewellness/ Facebook: https://www.facebook.com/thehealthyplaceTHP YouTube: https://www.youtube.com/channel/UCYQVVKB58mGd_YgxAL0LMGA/videos LinkedIn: https://www.linkedin.com/company/apple-wellness-the-healthy-place/about/ Email: tim@findyourhealthyplace.com Podcast Music By: Andy Galore, Album: "Out and About", Song: "Chicken & Scotch" 2014 Andy's Links: http://andygalore.com/ https://www.facebook.com/andygalorebass If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts/iTunes? It takes less than 60 seconds, and it really makes a difference in helping to convince hard-to-get guests. For show notes and past guests, please visit: https://joecostelloglobal.libsyn.com Subscribe, Rate & Review: I would love if you could subscribe to the podcast and leave an honest rating & review. This will encourage other people to listen and allow us to grow as a community. The bigger we get as a community, the bigger the impact we can have on the world. Sign up for Joe's email newsletter at: https://joecostelloglobal.com/#signup For transcripts of episodes, go to: https://joecostelloglobal.lybsyn.com Follow Joe: https://linktr.ee/joecostello Transcript Tim: My guest today is Tim O'Brien, the founder of The Healthy Place, an e-commerce store for healthy products. They also have for brick and mortar locations, one in Madison, Wisconsin, one in Fitchburg, Wisconsin, one in Middleton, Wisconsin, and one in Sun Prairie, Wisconsin. Tim's passion is health and wellness, and he has spent the last decade sharing his passion with the world on a personal side. He is married to Becky and together they have three children. In this conversation with Tim, I expressed how much health and wellness is important to myself and how convoluted the marketplace is and very difficult to trust who you buy from and which products you buy. I was excited to have Tim on the show so that I could learn more about the difference in what the healthy place offers over buying products at other places like GNC, Walgreens, the vitamin shop and obviously Amazon.com. So sit back and listen to the education that we get from Tim on how to buy better and healthier products in the health and wellness space. Joe: Hey, Tim, welcome to the show. Tim: Hey, hey, how you doing, buddy? Joe: I'm doing great, man, happy, what is it? Wednesday, I lost track, I just got Tim: Yeah, Joe: Back into Tim: It's Joe: Town. Tim: Hump hump day of the week, man, and Joe: Beautiful. Tim: I'm doing this to say thank you for giving me a chance to be on your show. Man, this is cool. Joe: Yeah, no, that's my pleasure, as as I mentioned before, we actually started this that I have, you know, I know that literally health is everything. Like you can have everything in the world that you ever, ever wanted. And without your health, it's just, you know, it's it's unfortunate because I know people go through things that had nothing to do with them not being healthy. They just got delivered a bad hand, Tim: Yahav. Joe: You know, so that's a different story. But those of us Tim: Jerome. Joe: That can make sure we stay healthy, there are things that we can do. But before we get into all of that, and as a lot of my listeners for the podcast and the viewers of a YouTube channel, now, I'd like to get the back story because a lot of the people who listen to the show are my hope is that these entrepreneurial spirits that are trying to figure out what they want to do are there in the midst of doing it. And they they need ideas from people that are being successful doing it. So I would like to go back as far as you're willing to go back to allow myself and the viewers to understand how you got into what you're doing today. What Tim: I love Joe: For? Tim: To share that. Yeah. Joe: Yeah, like what triggered the fact that you're now in this world of, you know, Tim: Supplements, Joe: The health world Tim: Natural Joe: And. Tim: Alternatives, Joe: Yeah, Tim: Yeah. Joe: Yeah, yeah. So I'd love to hear that and then we'll get in, Tim: I'd love to. It's Joe: Ok. Tim: A cool story, I kind of like telling it because it's just cool to see how things can work together to sort of bring you to the place that you're at. And it's sort of confirmation in some different ways. So I love to share it, man. I'd be happy to do so when my when I was like five or six years old, my mom fought through thyroid cancer. And I remember her like going through the chemo radiation and losing the hair, like seeing her at the hospital. I have four siblings, so just a lot of fear in the home, worried about mom. And then I remember this time where she came home and she was sort of like excited and sort of like filled with a little bit of hope because she had gone into this health food store in a little town called Muskego, Wisconsin, just this tiny little town that had a health food store. And she talked to this guy named John for like an hour and a half. And John shared with her all these natural alternatives that had some good science and some good reason to believe that it could help her in her process recovery, treatment of the thyroid cancer. And so she would like go in there like once a week, whether it was a refill for some supplements or whether it was some more education, because there was a lot of literature that this guy handed out as well, like books that he gave her. Tim: And I would go with her. And through this whole process, she she was benefited quite a bit from these natural alternatives that helped her and her recovery process. So I remember hearing about that as a little guy. And through that process, she got a job as a manager at this health food store. And she was there all the time, 40, 50 hours a week kind of thing. And us kids were home schooled. So we would go with mom often sitting in this back room of this health food store, doing our math problems, doing our schoolwork. And I watched over the years these testimonies produced of people coming in with chronic pain, depression, sleep issues, other folks that battled cancer, that my mom held their hand through the process, educating them. And so that was like my whole upbringing. And it really got into my DNA that there is natural alternatives out there that work and the general population just doesn't know about them, because the way our medical system set up pharmaceutical medications, you know, we have some of the best doctors in the world. And, you know, you go to them, you get a prescription, you don't Joe: Mm Tim: Necessarily Joe: Hmm. Tim: Get a natural alternative recommendation. So I got a bit passionate about that in my late teen years. So I got a job at a GNC franchise and worked for the owner who invited me to move out to Madison, Wisconsin, to manage some of his GNC stores after a little while. So I was like, man, OK, my boss thinks I'm good at this. I really enjoy helping people, encouraging people. I just happen to like like people in general. So it was it was sort of a fit. Like I got this passion for this natural alternative thing. I feel like I'm helping people. I'm impacting the world. I want to make a difference. And I was managing these GNC franchises in Madison, Wisconsin. Well, there was a corporate takeover, dude, in twenty seven where everybody lost their jobs, like corporate took over these six franchises that my boss owned. And it was like, OMG, like, what am I going to do now? And so I determined, you know, hey, I want to do something. And that's natural alternative space. I have always been sort of passionate about business in general. I had like three paper routes when I was 11 and I hired my sisters for a quarter a day. I was making bank Joe: Right. Tim: And I was so I tried a network marketing business for a little while that was suppliments and that was brutal. Multi-level marketing can be really hard. And I was like, OK, I don't want to go that route. Maybe I should open my own health food store. And at that time I had just met dating, married Becky, my wife. So we're prayerfully like thinking through this. Should we do this, put the house on the line, open up our own health food store and risk everything. And we decided to take the plunge. So our first brick and mortar store, 2010, was in a town called Fitchburg, Wisconsin, which is right outside of Madison, Wisconsin. And then twenty fifteen, it was store number two in the Madison area and then twenty nineteen with stores three and four. So that was going well. We then moved towards ecommerce where like, hey, if we're making an impact and a difference here locally, which is really exciting, we really enjoy it together. We work as a team like let's let's hit the nation. That sounds fun. And so we started to see a little bit of success there, especially ones covid hit of last year because our in-store traffic took a hit. So our pivot as a company, like a lot of smart companies, was, let's focus on e-commerce. And so that really helped us talk about a blessing in disguise, really helped Joe: Mm hmm. Tim: Us figure out the e-commerce space a little bit. So really exciting. In December, January of this last year, we got our little warehouse. So now we have a warehouse in Madison and we're shipping packages out all over the United States. And that's the story. And the mission is about impacting, empowering and educating as many people as we can to just like, learn, grow and create a lifelong foundation of health and wellness. It's like a fanning a flame. You know, somebody already just has a little spark. You know, they're putting the cigarette out outside my store, throwing the McDonald's bag in the trash and like, I need something for my chronic pain all the way up to the health enthusiasts. And no matter what, to me, it's so encouraging to just fan the flame of someone's health and wellness. Because you said it earlier, life is a gift and people need to remember that. Joe: Yeah, and so have you always, based on the background of sitting in that store with your mother and seeing what the proper nutrition and supplements and things like that did for her? Did you always pretty much lead a healthy lifestyle? Tim: Funny is Joe: Don't Tim: No. Joe: Tell me you're a fast food junkie. Tim: No, I wasn't. Yeah, I was, and I always felt very bad if I was going through that fast food line, but my diet really didn't really take a huge impact until I married Becky. So for whatever reason, I would I knew a lot about supplements, really passionate about natural alternatives. But I was I was not the guy who is eating ultra clean, raw, organic, clean. I was like, OK, I'm going to eat a basic diet cleaner than most know what kind of excuses that. And then I'd lean on supplements for nutrition. And so when I met Vecchi, this is two thousand eight, she's like, wow, this doesn't even make sense. Like you can't go eat at pizza, frozen pizza, you know, and then go take your supplements. And so she really convicted me. And it's been a pretty cool team because that's always been her passion is very clean eating. And she didn't understand or know about the supplement natural alternative thing. And my passion has always been for my mom's story of natural alternatives and supplements can change a life. And so then getting married and working together as a team to educate Madison and our social media platforms and on YouTube, it's like there has to be a marriage between nutritional deficiencies, making sure we don't have them eating well, eating clean exercise. So we should work together. And I've improved since meeting, Becky. Joe: Wow, so are you actually telling me that she was already before you guys even met, she was interested in this sort of thing or she was she was Tim: Yeah. Joe: A healthy, clean eating person. Tim: Yes, she was Joe: Wow. Tim: A health enthusiast, yeah, I mean, just health, and that's part of what drew me to her is like, man, this girl's got discipline, like extreme self-control. For me, that's been an area of struggle, just like in general, like discipline waking up early. I'm the guy that would, before I met Becky, like stay up till one and then sleep till nine till I had to quit, get to work. And, you know, he's like, man, we got some work to do. But, yeah, she sure inspired me and a few of those areas. Joe: Ok, so without prying too deeply then, because now you're really piqued, my interest is the fact that you guys are lying so well. How did you meet? Tim: Yeah, so we there was like a young adults meeting through it, through church called Metro Believers Church in Madison, Wisconsin, you know, I'm a Christian, she's a Christian, and in my early twenties, it was like, hey, I really enjoyed finding people like minded. And I think in the back of my mind, I'm like, I'm searching for a life, you know? So I would go to a couple of these different churches, young adult ministry meetings, whatever, 20 something groups. And we just started hanging out. So it was like a group of like six or seven of us. And I was about six months in. I pulled her aside one day after church and said, I still laugh at what I said. I said, Hey, Becky, I've taken a shining to you and I'd like to continue on to marriage. And she's like, oh my gosh. Like, OK, I'm kind of like you, too. It was weird way to ask, but OK. Joe: It's also that's Tim: Yeah, Joe: Old school, Tim: I don't do it right. Oh, yeah. Joe: But also Tim: Oh. Joe: All right, cool, well, that's that's great. So how did you change or why did you change the name from Apple Wellness to the healthy place? Tim: Yeah, really good question, you know, Apple Wellness was a good name, you know, in the sense of like Apple a day keeps the doctor away and we just had too many people thinking we are the Mac Apple store. So I literally get calls, at least weekly, Joe: Wow, Tim: And Joe: That's so subtle. Tim: At least I know, and then I'd see my employee across the way and he'd be talking to somebody and he'd be like, well, try turning the phone off and then turn it back on, you know? Joe: Oh, my Tim: So Joe: God. Tim: Especially after he got the e commerce thing going, I started, Becky, as the graphic designer and kind of branding expert within our company for a long time. She's like the Apple word's taken. That's just gone. And I should have consulted with her a little bit more before we chose the name. Joe: Uh huh. Tim: And so she's always kind of wanted it changed. But then I found out that Apple, the company, has an Apple wellness program Joe: Oh, Tim: For employees Joe: Of. Tim: Like it's trademarked. I mean, so I figured it was just a matter of time before I end up getting some sort of litigation letter from Joe: Yeah, Tim: Apple. Joe: Yeah, well, OK, that's interesting. Tim: Yeah. Joe: So you stole one of my questions, but it was perfect because it was actually in line with what you were talking about. But I want to go back to it because Tim: Sure. Joe: It's important, again, for like the entrepreneurs that are listening to this and what we just went through with covid, you talked about shifting. They're not shifting, but literally adding to what you've already established. Right. So you were Tim: You. Joe: You were a retail store, people walking in foot traffic. That's what you counted on to make a living. Right. So when covid hit, obviously, everyone stayed home. So there goes all the foot traffic. So did you already have the e commerce portion of this set up before this happened when you said it was a blessing in disguise? Were you already ready to go the moment like that? Tim: Really Joe: The Tim: Good. Joe: You know, Tim: Yes, Joe: The doors. Tim: Yes and no, I Joe: Ok. Tim: Mean, it's like we had the website, we had the ability to set up ship products out. We had maybe three hundred out of the four thousand products that we have in our stores on the site. So we were ready in certain ways and then not ready for a lot of things. And we had no idea on the digital side of marketing, Google ads, Facebook ads, SEO optimization, email marketing. We hadn't done text messaging. We hadn't done very much of that, very basic and each one of those areas. So it was all of a sudden like pedal to the metal once March hit, where it was like, OK, we have some of these basic fundamentals. And I always tell a business owner like you, if you don't already, you have to have a website like I mean, covid showed us all that pretty quick, like Joe: Yeah. Tim: Have to have a website and you can get free ones are very inexpensive. Wick's dotcom. I'll tell business owners, like even if you're not a photographer, don't don't try to be don't don't get some real basic a white posterboard. Put the product right over it. Just take a picture by a window. Don't don't try to get real clever with it because Vecchi tells me that it can end up looking really bad if Joe: Mm hmm. Tim: You're trying to do so. Basic things like get a website, get a social media, you know, ask your grandkid if you don't know how to set one up sort of thing. So we had all the basics, but then for us it was like, OK. Let's get live chat on our website, because we are one of our difference makers, is consultations Joe: Huh? Tim: With we change lives because we ask questions and we figure out the best products and forms and brands for their specific issues, problems. So let's get a live chat on our website so we can have those conversations. Let's get free shipping. Let's make it really easy. Even if we lose money on maybe one out of five orders, let's just like make it easy, reduce friction in any way that we can. Let's get on Google ads and Facebook ads. So we hired a digital agency for that and it's pretty cool. A year later, we had 30 percent overnight of our foot traffic was just gone once we were able to stay open, thankfully. But that 30 percent in one year's time, we were able to build that on our e-commerce platforms. We were able to replace what was lost. So I'm still head spinning, so thankful for my team able to bring that together because it's quite the operation and it takes a lot of work. Joe: Yeah, did you did you keep the stores open themselves or did you? Tim: We did Joe: You did OK. Tim: Not. Joe: Ok, Tim: We Joe: And Tim: Were Joe: Was it. Tim: Scrambling in the beginning of if we could be classified as essential or not, and my belief is that the immune system is something that can really be strengthened. I'm more passionate about terrain versus the germs so we can strengthen our terrain, strengthen our immune systems, both defense and offense. I mean, there's incredible science behind simple nutrients like sand, mucus from elderberry. The University of Sydney showing the prevention which with elderberry prevention of viruses entering the cell. I mean, it's some pretty cool science. So at the beginning of the covid thing, it was like, OK, I'm not going to tell anybody I can cure or prevent Joe: Mm hmm. Tim: Whatever, but I'm sure as heck going to yell it from the rooftop that you can strengthen your immune system and a strong immune system. Strong health is the best defense against any disease, virus, sickness anywhere. So I got pretty passionate about that a year ago. Joe: Cool. Yeah, that's great. So I'm normally pretty good at not bouncing around, but in this case, I want to go back to when you decided to do this. You know, obviously when when someone gets released from a corporate environment and they're like, oh, my gosh, I don't have control over my own destiny because these people Tim: The. Joe: Just literally rip the rug out from underneath me, which is another thing that a lot of entrepreneurs know because this is how they got to where they are there that happen to them. Like I'm not letting someone else dictate how my life is going to turn out. Right. So Tim: Yeah. Joe: But what's really crazy is I don't know if it if in Wisconsin or the places where you have these stores, obviously we know that you already brought it up at GNC is a big brand around the country. There's also where we are. There's the vitamin store. Right. Are the stuff that one of those Tim: Yeah, Joe: Is a vitamin Tim: Yeah, Joe: Shopper. Tim: Yeah. Joe: So there's a lot of these places. So it's almost like you saying you and Becky going, oh, yeah, we're going to create the next pizza delivery like pizza Tim: Now, Joe: Delivery Tim: There's already Joe: Franchise. Tim: 10 right around Joe: Yeah, Tim: The corner, Joe: Right. Tim: So let's see number 11, yeah. Joe: Right. It's we're going to be the next Pizza Hut or Papa John's or whatever. It's just like that that industry Tim: Yes, Joe: That's it takes a lot Tim: It's Joe: Of guts. Tim: So competitive. Joe: Yeah. So when you thought about it, as all entrepreneurs, do, we always come up with these ideas and then we sometimes will kill our own ideas without our spouse or partner or someone will say they'll be the sensible one and say Tim: Right, Joe: That's Tim: Right, Joe: Never Tim: Yeah. Joe: Right. But then you have all these outside influences of of friends and things. And, you know, at any moment, if you would have said, hey, we're thinking of opening up a vitamin supplement, healthy sort of Tim: John. Joe: That people would look at you. But what about all of these major brands? So tell me about how you got over the hump to make to pull the trigger. Tim: Yeah, do that's such a good question and, you know, to identify and I had some friends who opened a coffee shop, you know, and a year later, you know, the coffee shops not doing so well is unfortunate with covid timing and everything. And it's like the supplement thing where you, like, hear this and you're like, oh, I don't know, you know, I wish him well, but I don't know if that's going to work because it's just like there's a hundred of them, you know. Joe: Right. Tim: So I think for me what happened was I worked for GNC for, I don't know, five years. And you start to see good stuff. You start to see bad stuff, you start to see their model. They were purchased by China a while back. So, OK, it's all sourced from China. Forms of nutrients are in their synthetic forms or not so absorbable forms. And you start to learn like, OK, a better product would help this person more than this form of curcumin that's not absorbing into their system from China or wherever, you know, so you start to see where you could make a difference and you sort of start to see your difference makers. So in the supplement world, there's two veins of supplement stores. There's the type of stores that are all about muscle gain and weight loss, you know, weight loss, thermogenic high caffeine, ephedra, and then trim and tracks Hydroxycut. And a lot of that isn't super healthy for Joe: Hmm. Tim: People to be taking steroids or pro hormones, you know, not super healthy. So that's like one vein of supplement stores. And then there's another vein of supplement stores that just they sourced from China. They use synthetic nutrients. It's a little bit more about margin and profit than it is about quality and making a difference. And so that is something I realized pretty early on. And there's not too many supplement health food stores that have a lot of knowledge where you walk in. And there's not just like a high schooler selling the huge jug of protein because it gets a two dollar commission on it, you know. Joe: Yes, I do know. Tim: Yeah, yeah. And there's just not a lot of those out there. So then all of a sudden starting to dream about, you know, originating from my mom's story where somebody really helped her out, where I can really make a difference, because if I open my own stores or store at the time, I can bring in some of the best brands in the world. And pretty quick, in any industry, you find out, good, better, best. And I want to be in that best category. And all of a sudden you're working with some of the best brands in the world and you have the knowledge to be a to guide somebody with Crohn's disease. Let's just Joe: Mm hmm. Tim: Talk over asthma on natural alternatives that really work. And if you impact them, if you help them, if you change their life a little bit for the better, now they're going to keep coming back forever. And they tell everybody they know because there's such a vacuum, such a desperate need in this day and age for knowledgeable resources in the natural alternative space. We have a ton of medical, we have a ton of pharmaceutical drugs. We just don't have information coming to the general public on natural alternatives that work. And I get to be that resource in Madison, Wisconsin. So I think that's why we have done well in our brick and mortar stores. And I think that's probably why our attention is higher for our e-commerce is because of that customer service, that knowledgeable resource, that going the extra mile to impact their lives. And I'll give you an example. A lady might hit our live chat from California and say, hey, I'm looking for a V12. Can you give me a recommendation? And then we might ask the question like, absolutely. Here's a couple of options. Do you mind if I ask while you're while you're taking V12? Oh, my doctor said because I have really low energy, I have nerve pain and my mental clarity and focus, I get like foggy brain all the time. So then all of a sudden we say, awesome, OK, I'm actually going to encourage the method in form of V12 because it absorbs much better than this sign form that I first sent you, because I really want you to feel the difference. And since you're feeling fatigued, a little brain fog, I'd love for you to consider this adrenal boost product that has adapted genic herbs in there, like Atul Gawande wrote Rodeo Mocca because ninety two percent of fatigue is related to your adrenal glands. So then you recommend that product. They get it. And this lady two months later goes, Oh my gosh, my energy is a little better, my focus is better, my stress is reduced, which I didn't even bring up. But that adrenal product helps with stress, too, I guess. Joe: Mm hmm. Tim: Then all of a sudden they're leaving a review like, wow, that wellness consultant, Ryan, he's one of our our wellness consultants. He really helped me out. And so it's a very different sort of dynamic than a typical GNC store, health food store, vitamin shop type experience. They're Joe: Huh? Tim: All great stores. I mean, I love Natural. Anywhere you can get them. So that was like our difference maker and that's why I thought I could make a go out of it. Joe: Ok, cool. I have so much to ask you now, because you keep opening up like Kansas. So. So before again, I, I want this stuff to be helpful for the entrepreneur. And then then we're going to help the consumers that listen to this. So how when you decided on doing this and said, OK, and let's pull the trigger, how did you figure out the place where you're going to open up store number one, that you do all that extensive, Tim: Oh, Joe: You know, Tim: Good question, yes. Joe: Traffic, you know, what's going to pop up around us? What Tim: You know, Joe: Is, you Tim: Find Joe: Know? Tim: Find a good broker, a real estate broker that can find you spaces. So I had a guy named Kent in Madison, Wisconsin, and he you don't have to pay these guys. You know, it's the landlord that pays them. Joe: Right. Tim: And so as a young entrepreneur about to, like, risk everything you had, that was really important for me to know. Like, I I still am shocked by that. Like, you can just call one of these guys, try to find a reputable one, find somebody that trusts that can make a good referral. And they do all this scouting for you. They send you all the reports and you don't pay a penny. You know, I am a bottom line at the end or something, but you don't pay a penny for this. They get paid from the landlord. So he was bringing me idea after idea after idea. And he had been in the industry for a long time. So he knew the city really, really well. And he was able to guide me through, hey, this has a really strong anchor. The anchor in Fitchburg was Joe: Yeah, Tim: Target. Joe: Yeah. Tim: It was a super, super target. So I was like, oh, learning about anchors are important, Joe: Yeah. Tim: Really important. So I tell you, if you're listening, like, look for some strong anchors, because that's really going to help you for traffic. Joe: And just for the listeners and the people that don't like it, like when they talk about like a small strip mall or a plaza or something like that or even in a in a mall small, an anchor is an anchor store. That is when they go in, there's a really good chance they're not going away like they are a big thing like Target or Wal-Mart Tim: Exactly. Joe: Or Nordstrom or whatever. So I just wanted to clear that up because I didn't know at one point. But I know when you're looking at retail space like that, you want to be surrounded by an anchor store that has been around forever and is not going away. Tim: Yes, and just to further drive that point home, we have for brick and mortar stores and the one that's doing like the worst is the one that doesn't have a strong anchor by it. So just get one with a strong anchor and then look at price points and definitely negotiate. So we had that broker that was able to help us out. He was able to negotiate tenant improvement. Our big deal when you're opening a store, because you you could use money towards the build out and you can ask landlords for that. So if, again, if you have a good broker and you tell them your story, what you're trying to build out, a lot of times you can get a number of things paid for by the landlord because they're about to ask you to sign a five year lease. Joe: Mm hmm. OK. So at this point, the four locations that you have, you are in a lease situation Tim: Yes, all for you Joe: At Tim: And I've Joe: Any Tim: Looked into purchasing. Joe: Ok, so there is yeah, that's my question. It's like when do you pull the trigger on saying, OK, I want to actually start to own some of these buildings are these spaces. And that's a huge job. That's that's really put your Tim: Yeah, Joe: Neck out. Right. Tim: So in all four, I looked at them and each one has a different story, the first one I looked into though, at the Fitchburg location, the buildings were not for sale. So I was like, all this is so cool. So I looked into it and it was seven million dollars for these two buildings because it's in a strong anchor, high traffic area. So it is difficult to buy the spot by the strong anchor Joe: Maha. Tim: Because it really it would have been risking I couldn't I couldn't do it. But then the idea next idea is like, well, maybe I should move locations now that my name is established, if I can buy a strip mall down the way or something like that. So that Joe: Te. Tim: Idea is in the back of my head. But then you move away from the strong anchors. That's Joe: Right. Tim: Been called me back. Joe: Right, cool. See, that was perfect because that was like all of the things that you have to consider and Tim: Right. Joe: It's yeah, that's a tough decision, man. That's a lot of money. Tim: It is, Joe: Yeah. Tim: Dude, I Joe: Yeah. Tim: Know and I have a buddy who owns a dentistry office and he Joe: We. Tim: Was able to purchase his location and it's awesome. He's about to pay it off after ten years. And I'm super excited. So Joe: Yeah. Tim: It is depends on the situation. Joe: Yeah, OK, so now let's get into what I consider in the world that you're in and I'm a huge fan of natural like I is, it's a there's a difference between naturopathic or is. Right. Is that pronounced correctly? Is that they say it Tim: Yeah, Joe: Now Tim: Naturopathic Joe: Or Tim: Medicine Joe: Or homoeopathic. Tim: Homoeopathy yupp homoeopathy Joe: Right. OK. Tim: And integrative medicine is kind of like medical and naturopathy together. Joe: Yep, yep, so Joel and my life partner went through a battle of breast cancer where she had some lymph nodes and luckily, you know, Tim: Giese. Joe: Through through chemo and radiation, she came out on the other side and everything's great. But Tim: Good. Joe: The big thing that she also had was she had a naturopathic doctor Tim: Hmm. Joe: That went that came from the cancer world. So the advantages is that he understood the treatment that was happening with the normal medicine and he knew what to give her to not take away from what she was doing with the chemo and radiation, but at the same time helped to keep her system built up and not offset any of that. So there was a perfect marriage between the two. And Tim: That's. Joe: I swear to this day, I feel like that was the reason that she was Tim: Wow. Joe: Fairly, fairly normal through the process, like we were doing 90 X and she was in the middle Tim: That's Joe: Of chemo Tim: All Joe: And radiation. Tim: Right. Joe: Yeah, it was ridiculous. So Tim: Dude, that's Joe: So Tim: Awesome. Joe: I'm a big fan of the naturopathic side of things and natural remedies and all of that. So Tim: Not the. Joe: So that's why this was a cool episode for me, because it's hard to talk with somebody that is in this niche that you're in without it being the big stores. And so my first question, because I got so many of them Tim: I Joe: First question and the first Tim: Love Joe: Question Tim: It. Joe: Is how do you become with all of the misinformation that's out Tim: The. Joe: In the world? Right. And this is what confuses all of us as consumers. You go to Amazon and you say, I need a B vitamin of Tim: Right Joe: Some B supplement. Tim: Now. Joe: And the habit is you you click on the five star rating, things that you want. You think that's going to be the best because people are taking their time to read it, which Tim: Yeah. Joe: I think there's enough Tim: What Joe: Conversation Tim: Did he. Joe: In the world that says that's not necessarily true. Tim: Right. Joe: And then you literally are just like throwing darts at a dartboard with Tim: I Joe: A blindfold Tim: Know that, Joe: On. So. Tim: I know. Joe: So how do you get through all the misinformation that you feel so confident enough that when you when you suggest something to a client that you haven't been taken advantage of by the misinformation, like Tim: Yeah, Joe: How do you get through Tim: Because. Joe: All of that stuff? Tim: A great question and even the reviews, if a company markets really well and they're incredible at marketing, they can get a billion, five star reviews and they can be like synthetic sourced from China, not NSF certification. So over the years, you start to be able to read between the lines and you start to be able to say, hey, this is B.S. over here. This is marketing. Only not met with quality. And like any industry, you start to learn the good, better and best. So there's a few things. So first and foremost, I think everybody needs somebody on their team. Like your wife has that naturopathic doctor now as a resource that she can probably shoot an email to or make an appointment with and ask these questions. I think everybody needs somebody on their team because most people have a medical doctor and beyond that and they might have a pharmacist. Right. And they're good to have on your team, but we need somebody with. Expertise, knowledge, history in the supplement space, because even a naturopathic doctor, they know way more than I do about the human body, about maybe. Yeah, just just how to treat maybe disease. Tim: Right. When you're in the supplement space, there is you get to deal with hundreds and hundreds of brands. And over the decades, which I think 18 years now, you start to find out what brands are good and trustworthy and which ones aren't because the FDA doesn't regulate all the supplements. So you can say whatever you want on the label about me, your romantic drink here, but you can say whatever you want and. FDA isn't going to necessarily nail you if you're lying, if your label is making false label claims and this happens, there was a clinic in Milwaukee, Wisconsin, where not real clinical, but where they took products from a number of stores, GNC, Walgreens, Wal-Mart and Target. They took supplements from those four stores and then they had them tested at Chavannes and it was Chavannes Labs. And all four of them had discrepancies with what the label said and what was actually in the capsule. And one product was an Asia product, which is good for the immune system. And it had zero percent echinacea in there and a little bit of garlic like Joe: Oh, Tim: What Joe: My Tim: The H Joe: Gosh. Tim: Now? Yeah. So that exactly what you said. It's shooting in the dark. Is it marketing that's producing these reviews? Is it quality? Is it going to help me? Is it a waste of my money? Am I being sold. Right. So there's all those questions and the privilege that I'm so thankful for is just being submersed in the supplement world long enough. You learn a couple of things. So sourcing is vital. Where is it coming from? There is vitamin C that you can get our China, that there's some concerns there with chemicals, heavy metals, arsenic, or you can get vitamin C from Scallan, which happens to have a really rich ascorbic acid form of vitamin C clean, great place to source it from. So where a product is sourced from is really important. Number two is does the brand have NSF certification? So NZDF C, GMP grade facilities that they work with, which they're paying money to NSF to a third party test and ensure that they're having all of these practices that are healthy for supplements, they're sourcing their cleanliness. Has it been tested? Is it clean? Those questions? And NSF doesn't care about the company. They care about the reputation. So there sure as heck going to just that's a good certification is trusted in the supplement world to ensure that what's on the label is actually in the product. Tim: So sourcing No. One, NSF, GMP certification, number two and number three, which all of these take some sort of expertise or having somebody on your your team. You know, that's why I say to have somebody on your team first. But number three is the forms of nutrients. So E 12, which I gave the example earlier, Psion Kabalan and B 12 is synthetic. So your body has to convert it and you lose a lot of the content in that conversion versus a methyl form B 12, which is the natural form that your body absorbs really, really well. So four items, number one and two, saucing and NSF, you can have a very clean form of sign Kabalan and B 12 source, very clean. You could have NSF facility ensuring that you have that 50 micrograms of cyanide Kabalan B 12 in the B complex. But then it would take some expertise to know, like, OK, that's fine, that's good. But we would prefer a methyl form would be 12 because it absorbs so much better Joe: Mr.. Tim: And every single nutrient. This blows my mind because every single nutrient has good, better, best. You know, whether you're talking about vitamin C, ascorbic acid, sodium ascorbic calcium ascorbic B 12, which I'm talking about the six paroxetine hydrochloride versus toxified phosphate turmeric. You can get the the turmeric that colors your Indian curry orange and you can take that capsule and it's good for you. It just doesn't do very much for inflammation unless you extract the curcumin out and then even that doesn't have a good absorption rate. So blending it with the turmeric, essential oils and the sunflower lecithin launch the absorption where it's literally absorbing two hundred to five hundred times better than the turmeric Indian spice that you started with. And that's the form of ninety five. That's the form that Baylor University of Texas is using to literally treat cancer and chronic pain with incredible results. I mean, the cancer story is very cool. Inflammation is the root of the root system of cancer. Joe: Mm, huh. Tim: So that's an example where it's like oh man form so saucing, NZDF, GMP, great facility forms of nutrients. Those are the big three that you want to look at to know quality. Right. So that's what I always tell somebody, find somebody that you can trust. So for you guys, it might be your your doctor that your wife worked with for in Madison, Wisconsin. A lot of people trust the healthy place to help guide them, know we don't do commission so that we can just recommend what's best so Joe: Right. Tim: People can use that live chat feature on our website to just ask those questions. But find a health food store maybe that is trustworthy in your home town, that you do meet a job like my mom met John Joe: Mm hmm. Tim: Or find a store like mine that you can connect with and you can go to when health strikes, health problems strike because everybody has some conditions, some problem, something, even if it's something as simple as fatigue, you know. Ninety two percent of fatigue is related to your adrenal glands. You can strengthen your adrenal glands and you can have more vibrant energy every day. And people just don't know that. So they keep reaching for the coffee or the soda or the caffeine pills, what have you. So get somebody on your team that you can trust. Joe: So go. So you said at one point in this conversation that do you have over 4000 Tim: Products, yeah. Joe: Excuse now, right? OK, so let's just take that as an example. It's a full time job for someone like you to be the Tim: Yes. Joe: Gatekeeper Tim: Yeah. Joe: Of your of the healthy place. You have to be the gatekeeper to say, yes, this comes into our door and gets put on ourselves or in our e-commerce store or Tim: The. Joe: No, this doesn't meet the criteria. So to me, it feels like it's continuing education and literally a full time job for whoever that person. Let's just say it's you at the moment that Tim: Yeah. Joe: Is the person that says yay or nay on these products. So it's just mind boggling what is out there and what you have to do to sort of educate yourself to to say, yes, this makes the cut, not only doesn't make the cut, but it's in a product. It's not a product and not a C product, you Tim: Yeah, Joe: Know what I mean? Tim: You're Joe: So. Tim: Absolutely right. And it's like reading a book, though, you don't want to minimize what I do, it's like it's not hard for you to read English, you know, after you've learned it. But if you're learning a new language, it looks like totally confusing. Overwhelming can take me forever to learn this language. And it might take some years to learn it. Once you have that language mastered, it's just like reading a book, you know, Joe: Yeah. Tim: You just check the boxes, right. OK, where is the source from NSF? GMP, what's the forms of these nutrients? Because you start to learn and then you have experts that you follow. A lot of people smarter than me that I follow. Dr. X, Dr. While, Dr. Whitaker, Dr. Northrup. And you start Terry Lambrew and you start to follow these gurus in the southern industry that have been there for 40 years, that know so much more than you. And you're reading their literature, listening to their podcasts. They're the symposiums around the planet that are going on for this breakthrough, that breakthrough. You get the subscriptions right to the. So I just tell everyone, get plugged in at least where you're getting encouraged on a regular basis to own your health, build your terrane strength in your health and all the ways that you can inspire yourself on a regular basis and then get somebody on your team that you can trust to help guide you in the space, because it is a new language, right? Joe: It's nuts, it's just it's so frustrating. Did a three month vegan plan Tim: Nice. Joe: Because Tim: Yeah. Joe: I'm not vegan, but I loved it like it was good for me. But I Tim: Yeah. Joe: Actually I actually, in the process, lost a lot of muscle mass because I was also going always going to the gym. But all of a sudden I started to shrink both, Tim: Right, Joe: You Tim: Like, Joe: Know. Tim: No. Joe: So, yes, I'm like, I'm doing all this hard work. And it's just I needed to get on a B 12 vitamin of something. And it's funny because I don't even know what I'm taking, but it's something that I got from Amazon and Tim: Your Joe: I Tim: I can do it. I've been assigned to general Joe: I'm sure. Tim: Check that Joe: So Tim: After Joe: I'm going Tim: The program. Joe: To look when yeah. When we're done, I'm going to look and then I'm going to and then I'm going to say I need a direct line to Tim in Tim: There Joe: The Tim: We Joe: Chat Tim: Go. Joe: Room. Tim: Yeah. Joe: So have you ever thought of franchises? Tim: I have, I Joe: And Tim: Have. Joe: And I'm Tim: You Joe: Just interested you don't have to you don't have to Tim: Know, Joe: Say to. Tim: I'm so I am very interested and I have been kicking that ball around in my head for a long time because we are we specialize in education, right. So you got to find ways to duplicate yourself in a franchise. And so we created a three month curriculum that our wellness consultants have to go through. They have to pass quizzes and tests and they have to get certifications from this company, this company and MKB certification, all the enzyme certifications to understand the industry, know what questions to ask customers and how to make recommendations. So that's one of the hardest things that we've done that would make it more easy to duplicate the knowledge side of our company and our brand. And as I've talked to people who have created franchises, the the legal side to it is one hurdle and then enforcing them to actually maintain your model as representing the healthy place. What we have created is the two big unknowns for me as far as difficulty. So then the choice came, should we just keep adding brick and mortars in our own territory? Right, right. In the Madison area and then put all of our energy and focus into our brands that we've created and our website because there's infinite you can do in the business world and you kind Joe: Mm Tim: Of Joe: Hmm. Tim: Have to choose. Joe: Yeah. Tim: So we decided to park the franchise idea for now and really go after lively vitamin CO. This is one of the brands that have been borne out of our brick and mortar stores. So now we're selling that to other health food stores around the country. And the number two is build find your healthy place dotcom, because just like Amazon is a freakin mammoth, there's so much opportunity to impact and power and educate everything that I'm passionate about on that website. So currently with four kids, we are chilling on the franchise idea. But I think it's brilliant because there's not there's not the option out there, which is why it keeps coming back to me Joe: Yeah, Tim: Like Joe: Yeah. Tim: There's not that many health food stores out there that really care. Soulsby for sales. You know, as one of my Joe: Mm Tim: Saying Joe: Hmm. Tim: That, Joe: I Tim: I really Joe: Love that, by the way, I love that. Tim: Thank you. Thank you. There is a time I was praying and it was like not I it going to make my friggin mortgage. When I first opened the store, I was praying to God for sales and I was like, God to declare bankruptcy here is brutal. And it was like an arrow is like, do you care about their soul as much as you care about the sales? Joe: Yeah. Tim: And it was kind of striking. So, yeah, there's not that many stores out there that really care about the human that have knowledge to help guide them and a model that works to help people, you know. So it's still an idea that keeps coming back to me. So Joe: Right. Tim: We'll see. Joe: Yeah, well, good luck if it happens, I'm sure it'll be great. Tim: Thank you. You see one popping up next door, you'll know where to get your V12. Joe: There you go. So you hit upon this a moment ago with the whole franchising thing of how to actually create this template and create a strict thing where where the people that are talking to your customers are very educated and they're giving the right information and asking the right questions. So how have you done that with the people that are at your current stores and how have you done that with the people that are on the other end of the chat? When somebody files in to ask these questions, Tim: Yeah, so. Joe: How do you get something like when is somebody OK? You're ready to take a call, you're ready to be on the chat, you're ready to to advise a customer in the store, like, what's that process? Tim: Yeah, Joe: And you don't Tim: So. Joe: Have to go too deep. I just Tim: No, Joe: I Tim: No, Joe: But Tim: That. Joe: I'm sure somebody is going to say, like, hey, Tim, super educated on this. So every time I talk, like I just said, you know what I call him on the chat, I want him, you Tim: Right. Joe: Know. So Tim: Right. Joe: How to how do you duplicate Tim so that everyone that's coming in on the chat or walking in the store says this is just a clone of Tim like he may. He's already run them through the ringer, you know? Tim: Yeah, that's so the three month curriculum that we created is our pride and joy. I'm so thankful for that. It was brutal to create. So I created one hundred videos, having a five minute conversation where I'm explaining different parts of the world and explaining brands and what to look for and how to explain it. And then we'll go through they'll have to pass quizzes and tests based on each module. So there's nine different modules to this curriculum. They have to go through trainings with specific companies. They have to do a number of roleplaying activities with our managers where they pretend to be the customer Joe: Mm Tim: And Joe: Hmm. Tim: Coming in, hey, I'm looking for some CBDs. What do you got? And so they get tested there and they have to get these certifications from each of these brands, so they have to pass it. So there's one guy who got to the end and he is like, OK, dude, we got to rewind because you're not retaining this stuff. So either you did the last minute cramming for this quiz the night before. And like I didn't I did that in high school. Joe: Ok. Tim: And then you don't retain it, right. Joe: Yeah. Tim: So do you really care about this or not? So he had to start over. He had to go through it again. So it's a team. We have a leadership team of five. And so we have these nine modules, the quizzes, the tests. They have to pass them. They have to do the role playing. And then the leadership team of five will say, OK, this person's ready or they're really not ready. And there's still a couple of parts of our team where we're like, OK, where they can be a wellness consultant in the store, but we don't think they're ready to be on live chat. So then we'll wait maybe six months until they have a little bit more experience, because where our team learns the most is from the customers coming in asking the questions and they don't know the answers of how to treat colitis Joe: Mm Tim: With Joe: Hmm. Tim: Whatever. So then they have to go find out to get back to that customer and then they learn something. So right now, I'm proud to say our live chat feature on our website, if you go to find your other place, dotcom lower, right. You get that little live chat bubble, the seven different consultants that you might run into over there are, I wouldn't say clones of Tim because I think they're smarter than me, but they are really well equipped and able to match, kind of hit the mark of where they need to be. And they all know and are passionate enough about helping people to not. One of the first things that I'll tell them is, dude, never bullshit. Joe: Yeah, yeah. Tim: That's a real thing. And I came from a I won't say anything negative where it's just more about getting the sale, about getting that commission. And and that's part of why we don't do commissions. So it's a fun process for intense. Joe: Well, that's great, man. Yeah, so I want to respect your time. We're down to the wire. I want to make sure I didn't miss anything that you want to talk about. So you have four stores in Wisconsin. Tim: Madison, Joe: Correct. Tim: Wisconsin, the. Joe: Ok, and you have the website Tim: Find your healthy place, Dotcom. Joe: Buying your healthy place, Dotcom. Anything else that I missed that is important that we talk about? Tim: You know, dude, I mean, as I was thinking about this program and your followers, like what your mission is, you're trying to encourage entrepreneurs, trying to encourage people to be thankful for life. You don't Joe: Mm Tim: Take Joe: Hmm. Tim: To treat life like the gift it is, you Joe: Yep. Tim: Know? So I did want to offer your followers a coupon code. If they don't have you know, if you have a health food store in your own home town, that's great sport. Those guys, if you have somebody on your team, that's awesome. That's my main passion. And if you need a resource that you can trust, if you go to find your healthy place dotcom and you get something type in coupon code, Castelo, and that'll give 30 percent off the full price on anything on our whole website, we have thousands of products. So anything from V12 to something more intense. And regardless if you buy something or not, use that live chat feature to ask questions. You know, I've had people call my cell phone bill. Hey, Jim, you know, I'm in Wholefoods right now and I'm looking at three different multivitamins. Like which one do you think I should get? You know, and I get to tell them and it's fun and you can share the love. And so use that live chat feature as a resource, because more than ever, dude, we need natural alternatives. We need some education we at least need to know about, like Joel and your Joe: Yeah, Tim: Life partner. Dude, Joe: Yeah. Tim: What if she didn't have that naturopathic doctor that gave her some natural supplements through one of the most intensive crisis's that she ever faced in her life? Like, you know, in your gut that that helped her in a dramatic way because you watched her do P ninety three, the cancer experience. Joe: Yeah. Tim: I mean, that's a miracle, dude. And it took somebody reaching out and it took a resource being willing to respond to create that miracle, you know. And so that's what I want for people. Joe: Yeah, it's I can't stress it enough that Tim: Right. Joe: What I saw before my very eyes every single Tim: Right. Joe: Day and it would and then I see people that are going through cancer of some type and they're only being treated, Tim: As Joe: You know, Tim: A medical doctor, yeah. Joe: And they're their body is just being crushed. Tim: Yes. Joe: And there's and there's nothing, no nothing helping to offset the chemicals and all of the harshness Tim: Know. Joe: Of that treatment. And so. Tim: Right, and let me say, you know, you saw it with somebody you loved very much, I saw it with my mom when I was five or six. And since then, I'm getting goosebumps. I have seen it for thousands of people through the last 11 years that the healthy place has been a company, thousands of people, not always cancer, but but we're talking depression, chronic pain, Crohn's disease, asthma, like people suffering like megacorp. There's so much suffering going on Joe: Mm hmm. Tim: In the world and there is natural alternatives that people literally don't know about. They have nobody in their world telling them. So they just listen to whatever mainstream media or their medical doctor Joe: Yeah. Tim: Or their pharmacist. And there's a lot of good people with good intent in those areas. It's just there's not the voice of natural alternatives. So we need to know about this stuff. We've got to get the word out. Joe: Yeah, it's great, man, I love what you're doing, and this Tim: Think. Joe: Was exciting for me and and I think I actually have your personal email, so I'm just going Tim: That's Joe: To I'm Tim: Awesome. Joe: Going to go I'm going to go ten. I need Tim: You Joe: More Tim: Should. Joe: Energy, Tim. I think I think I have inflammation. And I'm going Tim: Yeah, Joe: To be like. Tim: I know you should, and if anyone's listening to and they because sometimes, you know, they just have a trust factor or whatever, Tim at Find Your Healthy Place Dotcom. I am happy to take emails. This what I get to do all day, dude, and it's just fun. It's so rewarding. You just get to point people in the right direction and help them out. So I love it. Joe: I wish you all the luck in the world, this is a Tim: Thank you. Joe: This is a great thing that you're doing. It's nice to have somebody who is, like you said, it's it's Soulsby before sales. It's a great it's a great way to do it. And I think Tim: Thank Joe: You'll be Tim: You. Joe: Rewarded continually be rewarded for doing Tim: Thank Joe: It that Tim: You. Joe: Way. I'll put everything in the show notes. Thank you for the coupon for the listeners Tim: Now. Joe: And I'll make sure I have all the correct links. So find your healthy place. Dotcom is the website. The company's name is the Healthy Place for locations in Madison, Wisconsin. You eventually might franchise someday, Tim: Yes, Joe: But Tim: And people on Facebook, you know, Joe: Yeah. Tim: The healthy people on Facebook, my wife's a genius as far as really caring for our community there. So you'll find a lot of good content and Instagram as well. So thank you, dear. This Joe: Yeah, Tim: Is. Joe: Tim, thanks so much, man, I really appreciate your time today and thanks for all the insight and I really do wish you the best of luck. Tim: Any time, brother, and wish the same to you. Joe: Thank you, Matt. Tim: I hope you enjoyed this episode, and I want to thank you for listening to my podcast. I know you have many options to listen to various podcasts, and I'm honored that you chose to listen to mine. I would love it if you were to rate my podcast Five Stars and write a nice review. It really helps to bring up the rankings of the podcast. Other listeners, once again, thank you so much for listening to the Joe Costello show. I appreciate you very much.  

dadAWESOME   We're on a mission to add LIFE to the dad life. We're passionate about helping dads live fully alive as they lead their kids to God's awesomeness.  | YouTube |  Instagram | Facebook | Twitter   Tim Burt & Danny Gutierrez   Thankful for this father-in-law / son-in-law conversation about intentional fatherhood. More about Danny. More about Tim.   FATHERS FOR THE FATHERLESS   Registration is NOW OPEN for the FATHERS FOR THE FATHERLESS 100-mile bike rides. —MINNEAPOLIS, MN — August 28th, 2021 — DENVER, CO — September 18th, 2021 — PHILADELPHIA, PA — October 2nd, 2021 — NEW YORK, NY — October 16th, 2021 — PHOENIX, AZ — November 20th, 2021 Register Here: https://f4f.bike/   Show Notes:   1:24 - Episode 16 - Danny Gutierrez. Episode 23 - Tim Burt. Episode 69 - Renee Burt & Stephanie Gutierrez.  2:25 - "Affirmation is a powerful biblical encouragement for us to participate and to encourage one another and to lift up one another." 3:53 - Tim - "I just always exhorted her, always encouraged her. I always encouraged that she could do those things that were on her heart. And and I think Stephanie would probably say that the affirmation she's received over the years is it's been a real strength in her development." 5:24 - Tim's daughter Stephanie, "My dad not only loved me, but he liked me." 8:02 - "We get to step into being what maybe we didn't receive and that we didn't have modeled for us." 12:28 - Tim talks about the benefit of listening and drawing out connection from his kids and how he wishes he would have done that more. 15:45 - Advocating for a special needs child 19:24 - The multiplication effect when you're learning for others. 20:22 - Tim - "Pay attention to how God uses you and just go with that." 21:19 - Tim - "People are all good at different things, and it's just not something you're good at. It's something that God can take to another level." 24:51 - Tim - "If you will just make a commitment to do something, you're going to find out what you shouldn't be doing and what you're absolutely not good or gifted at. And you're going to discover the things that you are gifted and you're good at. And the discovery is part of the whole thing. But it doesn't happen without taking some kind of a commitment, and as a pastor, I'm going to say God wants you to commit to serve in the local church because it's not for the church, it's for you. It's all about him developing you." 26:50 - Danny - "Be intentional with your interest, because I think right now we live in a world where everything's asking for it and we give it away so easily... And I think if when we put interest in our kids and what they're interested in and what their hopes and dreams are and what some of their, what they like to do and what's going through their little minds or what season of life they're in, when we give intentional interest to that, I think it becomes molding us into the kind of dads they need us to be in those particular seasons. 28:17 - Tim - "And if you will just be very conscientious about asking God for help all day long, every day, you'll constantly be taking off some of the burdens of fear or inadequacy or anything else that you're facing in your life. And all I would say is just try to remember some of the things you asked because he answers a whole lot more things than you're paying attention to. And if you'd pay attention to him, you'd know how much he works in your life, which is the proof of how much he loves you. And he would be so much more real to you." Episode Links:   Danny Tim Make a Donation to dadAWESOME Join the dadAWESOME Prayer Team   Conversation Transcript:  

James: Okay. So let's get started.  Hey audience, this is James Kandasamy from Achieve Wealth Podcast. Today, we have Tim Bratz from Legacy Wealth Holdings. Tim is a multi-family syndicator/sponsor who owns almost 3200 units almost valued at 250 million dollars in value. Hey Tim, welcome to the show. Tim: James, I appreciate you having me, buddy, thank you.  James: Absolutely. Happy to have you here. I've been trying to get you on the show for some time and we have been playing tag on the appointments. That's good. So, can you tell me which market are you focusing on right now?  Tim: I'm actually in six different markets, six different states. I'm pretty heavy in the Southeast. Majority of my property, about 70% of my properties are in South Carolina and Georgia, but I'm also in Ohio which is where I live. And then I'm also in Texas, Oklahoma and I got a couple of vacation rentals down in Florida as well. James: Okay. Without going too much into detail just quickly, how did you start? And then how did you scale to 3,200 units within how many years?  Tim: Yeah. Well, I mean, I was going through college when the last market cycle was going gangbusters. So 03 to 07, I'm going through college, everybody said if you wanna make money get involved in real estate. I ended up moving out to New York City because my brother was living out there. And I became a commercial real estate agent for businesses. You know, so I broker leases and I brokered a lease that was 400 square feet in Manhattan. It was $10,000 a month and so I was like the wrong side of the coin. I need to be owning real estate not brokering it. So I got into a lot of the residential stuff. I think a lot of investors get into real estate because of the lure of passive income and residual income, but then many of us get stuck doing this transactional stuff of flipping houses and wholesaling. And I went through that same phase, you know, I thought I had to stockpile my own cash. I didn't understand that you could syndicate, that you could raise private money and bring in equity partners and how your sponsors to then cosign on loans. I didn't know that that was possible.  So I went through the whole residential side of things and bought my first apartment building the end of 2012. So just like seven years ago. It was a little eighth unit building and I fixed it all up, put tenants in place and I was like man, I'm making better returns on this than I am flipping houses and it's way less headaches. And so I bought another eight-unit and kind of built up a portfolio about 150 units with some partners.           That partnership ended up going bad a few years later. In 2015, I ended up liquidating everything and then just going back out on my own. And so I started on my own and just kind of partnered up with a couple of people that they just started raising money for different projects and I partnered up with good operators and bring money to those projects and help sponsor those loans or I started buying my own properties here locally in Cleveland. And over the past four years, pretty much in August of 2015, I started buying my own stuff. So it's been right at four years now. I built up a little over 3200 units, 3207 units as of today, about 251 million dollars worth of property value and my model is based on the residential realm, actually. I buy properties and I got to be all in for 65% of the stabilized value because that's what the model was. I never read a book. I never went to a seminar before. I just kind of developed it myself and I started buying properties, apartment buildings, the exact same way.  So I have to be able to buy it, renovate it, be all in for 65% of that stabilized value. And so a lot of the buildings that I buy, you know, I'm into a building that's worth 10 million dollars for about six-six and a half million dollars. So on the 250 million dollars worth of property, I only owe to lenders and my equity investors, it's like right at 150 million dollars. So we have a lot of equity in our properties too.  James: Got it. Got it. So it's very interesting you bring up that 65% because that's the exact number that I had when I was doing my single-family for zero money down. So I counted if I get at 65% ARV, which is after repair value, you should be able to do a second load, which is I call it as a double closing of a loan. I have two loans; one loan is like you do like a short term loan and at 65%, you buy it, you take a rehab loan and then you flip it to the long term loan. Tim: Yes. That's my entire model. So I don't traditionally syndicate, I buy distressed assets. I'm bigger than some of the smaller investors but not quite a hedge fund or a Reit and I'm willing to get my hands dirty, I'm willing to actually do the work. So I take on a little bit more distressed type properties. I only buy in A and B Class areas, but the properties are typically C-Class type properties that need physical improvements, better management. Like really not just value-add but like a total repositioning a lot of times. We're remarketing, rebranding, all that. And so, we come in and we fix it all up and because we force appreciation because we can make it happen and really create the appreciation versus speculating on appreciation and hoping values go up over the next five years, we're able to create a lot of equity in that first 12 months and then we're able to turn around and refinance and cash out our investors.  So instead of selling, I just refinance at like a 70% loan to value that gives me enough money to then, pay off my bridge loan. Or that short-term construction loan is and it helps me pay off my investors and to me, it's more predictable. It's more predictable to know where interest rates and where the economy is going to be 12 months from now or 18 months from now than it is like maybe 5 or 7 years from now. Five or seven years from now, we could have a very different economy, very different political circumstances; could have three different presidents in the next five years, right? So we just don't know.  And for me, I like the predictability of buying at a wholesale price, creating an appreciation and then cashing out my investors. Now it's you know for lack of a better term house money in play, right? So now we can let the property ride and we can hit sit on it. It doesn't matter what happens to the economy for the next 10 years, I have a long-term, long amortization schedule fixed interest rate loan, non-recourse loan in place; where the market can go up it can go down, I still have tenants in place paying the debt service, paying the operating expenses, and putting cash in my pocket and I could ride this thing out because I don't owe any of my investors any more cash.  James: Got it. Got it. So yeah, that's exactly the deep value add, that's how I position it where you buy it at really good value; very, very low level.  You really put all your effort to push up the first appreciation and then you go and refi in 12 to 18 months, I guess right? Tim: And we built some new construction stuff too, down in the Southeast. We built some townhouses. Like we'll do new construction, it'll be like an A or B plus kind of an area but it's not luxury. We do only workforce type housing so we can build townhouses for about $85,000 per unit, 80 to 90,000 per unit and they'll rent for about 1,300 bucks a month for us. And so that allows us to get the values where we need it to then refinance and do the exact same thing just for new construction. So we do a little bit of that and more repositioning of existing assets though. James:  Yeah, very interesting. I really like the model. I was doing it like two-three years ago. I mean, for me, I got worried about the market and I start, not looking for deep value add and also deep value add is harder to find. Even though you find it, what happened the sellers are basically taking the value by pushing up the price on the deep value add and because of that, it's not a deep value add anymore. Tim: Right. I don't pay a seller for the value that I'm going to bring to the property, right? So there are some sellers that you know, they're like, oh, well, this could be worth this much. Yeah, but I have to create that value. You're not creating that value. So we find we're a lot of times direct to seller, off-market type property. You know, we're big enough now, especially in Georgia and South Carolina, we have the broker relationships where we're one of the top five buyers in town and you get those deals before they actually hit the market. But in a lot of other markets, I'm not, you know, the biggest buyer in town so I have to go off-market, direct to seller, kind of stuff. And we get a lot of our properties from Mom and Pops who have owned it for 20 30 years or inherited the property. They just didn't put any more money back into it. You know, the total debt on the property is very low if at all and they just don't want to put any more money into it. They don't want to do the work so we buy it from them. Or I buy a lot from smart entrepreneurs, really sharp people who make a lot of money in their traditional business and they just put their money in real estate and then they didn't have a joint venture partner. They never got educated. They don't know how to manage a management company or interview a management company and they just get abused in the business. So they're like I'm making too much money in my traditional business, this thing is going to sink me. Let me just fire sale this apartment building. So that's where we buy most of our properties from. And then again: we reposition it, we do the stuff that that hedge funds aren't willing to do, and we're qualified enough to take down a 200 unit building that needs a pretty heavy value-add. I do it that way. But like you said though, James, I'm starting to buy a little bit more stabilized assets, more like 85-90 percent occupied of just a little bit of tweaks in the common areas and amenities and then bumping up some rents. We're doing a little bit more of that right now just because of where we are in the market cycle.  James: Yeah, correct. But you gave a lot of details that I want to go a bit more detail into that. So you said you look for deals that are in class A and B, but more distress. And I mean you're basically shrinking your funnel as well because you're going for that... Tim:  Niche gets rich, right? James: Exactly. [11:02crosstalk] Tim: People say hey real estate's mine age. Now real estate's an industry, right? Apartments aren't even initial. You need to figure out what you are really, really good at. And one of the things that I'm really good at is 80 units to 100 units that are distress. It's bigger, it's too distressed for the small guys to get a loan on it because they don't have the background or the resume to go and take down that kind of stuff and the qualifications do that because they haven't done it before. It's a big project, big value add and at the same time, it's too distressed for the hedge funds because they just want to park money and let it sit, let it ride, and let it cash flow from day one. So this is my niche. It's A and B Class areas; good areas, desirable areas, just distressed kind of properties and we're able to get in there and we have all the financing, the relationships are all in place. We could raise the money pretty easily because we can cycle our money every 12 to 18 months. I don't have to wait five years to get my investors their money out; I can cycle at every 12 to 18 months. So as soon as I pay him back guess what they say, let's go do another one. And then they're involved in you know, three deals in five years versus one deal in five years and it makes my life easier because I don't have to go and raise money from new people all the time. James: Got it. Got it. That's a really good model. So that's the investors after you cash out when you pay them back, do they stay in the deal as well? Tim: Yep. So mine's a little bit different than traditional syndication. Usually me and my joint venture boots-on-the-ground partners, we keep 70 to 80% of the equity in the deal and then we pay a pref, a fixed pref to our investors regardless of the properties performance. So even if it's not cash flowing it's predictable because I know that if I'm borrowing 2 million bucks, I'm paying, let's say, 10% pref, I'm going to pay $200,000. That's just a cost of the deal. I got roofs, I got flooring, I got paint, I got cost of capital; it's an extra $200,000.  So I build that into my model and then I can make those payments to them. They feel more confident, more comfortable because now they have a predictable return on their investment. Then I refinance, they get all their money back off the table and then they still maintain 20-30% ownership without any money invested and we're able to do that again and again and again. And so, you know with traditional syndicators if I try raising money from somebody who's used to traditional syndication, they're like, why would I ever do that? Well, you get a predictable return and secondly, you get 30% ownership.  But if all your money is in three different deals, it's actually 90% ownership because 30% 30% 30%. And so overall, they're actually ahead of what they would do in traditional syndication where they might get 70 or 80% of the equity in one deal. So, it actually works out better for the investors, works out better for me but it's a lot of work on my part. We spend a lot of money.  Sometimes we spend a lot of money on advertising in new markets until we have those relationships built up and then, in order to find those off-market direct to seller deals and it's a lot of work. Like my business partner down in Georgia that I own a bunch of property with, he goes and sleeps at the properties for three nights a week. He spends four full days there, sleeps in a B-class apartment, you know, on a blow-up mattress, the guy is worth 25 million bucks. And then his brother who's our other partner is worth another 25 million and they're sleeping at the properties, doing the work, kicking the tables, making sure construction ends up on time, on budget and that's what you need to do man. I see a lot of people who are trying to be this puppet master and they're not willing to actually do the work of taking ownership over this thing. They just want to go and syndicate and then go back off to whatever they're doing. And to me, like there's something to be said about just having old school diligence and work mentality and what you can get done if you're willing to do that kind of stuff. James: Yeah, real estate is very, very powerful; especially commercial real estate where you can force appreciate. And especially if you are going to get the majority of the equity in the deal, why not I sleep, right?  In 12 months, 70 to 80% of this deal is going to be mine. Why not work hard, I'm with you. Tim: It's a season of your life. If you're putting your head down for a year or 18 months, but then you can generate millions of dollars of equity, why not do that? And so yeah, that's kind of the mentality that we take.  James: Correct. Yeah, it's very powerful to create wealth and I think the investors appreciate that as well because now you're able to give them back their money and all that. But your model is assuming that you are able to refi into a long term loan in the 12 to 18 months, right? So what happened if that model breaks? Tim: Yep, absolutely. So that's the inherent risk with our model is what happens if rates change, what happens? If banking tightens up, what does that all look like? So a couple of things. One, I don't think rates are going to change as much in 12 or 18 months as they would maybe in five or seven years. So to me, we underwrite the deal - like right now, I just closed on 500 units. I got 2 buildings, around 250 units each last month and I got a 3.83 and a 3.88 interest rate. Even right now, rates went up back; they're hovering around for four and a quarter right now for stabilized assets. We're underwriting the deals with 4.75 to five percent interest rate on the back end for a stabilized property. So we're taking on some of that, some of that, we're underwriting it for that. We also underwrite our rents very, very conservatively and we're at such a low basis in the property, usually around 60% of what that stabilized value is, we have options. So Fannie and Freddie are tightening up big time right now. That's okay because we're at such a low basis that we can still go over to CMBS - commercial mortgage-backed security - or a life insurance company and even though they offer a lower loan to value, I'm okay with that because I'm at a low enough basis. I can still cash out my investors.  So worst-case scenario, my investors still get their money back and we have a lower LTV loan. So maybe there's not some refi proceeds or anything like that that we can take off the table but at the end of the day, they're going to have more equity, you know, their equities gonna be worth more in the property and the cash flow is going to be more on a recurring basis for that. And the other thing is even when banks stopped lending to people in 2009-2010, guess what? They were still lending to somebody and it was the people with big balance sheets, with stabilized portfolios. And I have a big enough balance sheet and stable enough portfolio. I'll be able to get refinanced regardless of what happens in the next 12 to 18 months so I'm not that concerned about it. And again, because our basis is so low, we have such high cash flow on these properties. I have different options and have a good team of mortgage brokers. Who even if I had a slap another, you know three-year loan on there, even if it was at 6% interest rate or six and a half percent interest rate, I can still cash flow;  it's enough. It covers my operating expenses, it covers my debt service, still puts cash flow in the bank. You know, it's a crappy conversation that I have to have with my equity investors, but they keep on making ten percent on their money so they're happy.           You know, the worst-case scenario is they get their money back in 48 months; then, you know it is what it is. So I've taken a look at all the downside. I've talked to people with billion dollar portfolios and said, hey poke holes in my model. And that's the inherent risk is what if you can't refinance? So that's one of the things. The deals that I just closed last month, they were already in that 85-90 percent occupancy range. Like right at 90-91, I think is what they were. And so we got a Fannie Mae loan actually on it. That's a construction loan that we'll be able to put a supplemental debt on it. So, it's already a long term loan, 30-year amortization, couple years of interest only. And then, whenever we create the appreciation, 12 months 18 months from now, we'll be able to put supplemental debt, which is kind of like a second mortgage almost but through the same lender, so they're cool with it. And so the only real risk I'm taking is the interest rate on that portion of the debt. I owe 17 million dollar mortgage on it right now. And then the other will be about another 7 million dollars. So the only real rate risk is I'll get home at three point eight percent on 17 million dollars, even if the other 7 million goes a 5%, my blended cost of capital still four and a quarter or maybe a little less. So, you know, that's another way that we're reducing that ongoing risk.  James: It's very interesting. Now you're convincing me to do deep value add again. So because it's just so hard to mess up. Tim: I mean, the construction is where it all comes down to. I mean, if you stay on time and on budget, you're in good shape. But if you don't have a good construction partner like you can really get burn bad in the deep value add stuff. So you've got to understand what your team looks like, what your strengths are, what your weaknesses are. And for me, we're okay with it. We're pretty good at it and we have a really good construction team.  My partner in Georgia, man, I put him toe-to-toe against anybody in the country from a construction standpoint. He can build new construction, he can renovate existing units. And because he has the mentality of 'let me go and sleep at the property' three nights a week, away from his family, away from his five kids, you know, he's willing to take that on because it's again a season of his life. Like that's kind of partners that I like to partner up with. James: Yeah. Hustlers, they will go really far in life and that's what we need. It's very interesting. So I mean, is there any deal that you find that you didn't do? That you think you should have done and after you passed on it, you realized, ah, should have done that deal? Is there a deal that you look at...  Tim: That's a good question.  Let me think on this. We try to kill deals. I try to kill every deal that comes across my plate, especially right now. I try to look for every reason to walk away from every deal that comes across my desk. If I cannot kill the deal then I know it's a good deal. And so, you know, as soon as you're like, 'hey, well, I think I can scale back construction and make it work', wrong idea, wrong strategy. Because the last thing you want to scale back is the construction of the value-add process. Because then your rents aren't going to hit where you expect them to hit because you're not able to attract better tenants or higher quality tenants and they don't see the value that you're adding to the property. At the end of the day, like people like, 'oh, I think we can make this one work.' No. The only way you can make it work is if you go back to the seller and negotiate a lower purchase price because that's the only variable in this equation. You know, what rents are going to be is what rents are going to be; what the construction budget is, is what the construction budget is. The only variable here is the purchase price. And you know, you make your money on the buy side. So are there deals that I passed up on that I should have moved on? Maybe but for me, man, I don't have much of a risk tolerance. I only buy stuff that I know that is very predictable to me. That's why I don't play the stock market. I can't control if you know Volkswagen -  I can't control if Elon Musk smokes a joint on public television and the stock drops by 15%; you know, I can't control that. I like being able to control real estate and having very predictable returns for me and my investors. And sometimes it's a gut check, you know. Even if everything looks good on paper, but my gut doesn't feel good about it, I'll say no to a deal. It's just that I've seen enough deals go south. And as quickly as we can build our net worth, being in commercial real estate, one bad deal can take out your legs and wipe you out totally. So I'm just not willing to take on that risk, especially when it takes so much work in order to get to where we are.  James: Yeah. Yeah. I mean I want to touch on your gut check thing because I know numbers don't lie and we are numbers guys and when underwriting, we want to make sure things work on paper and all that. But I've walked out of a deal because everything works very well and the numbers look good, but there is something wrong in that deal that I didn't discover and I've walked out from that kind of deal as well. And that's very important. I mean, real estate is not only science where everybody says a numbers game and people that are good in numbers will do it but there's a lot of odd to it as well where it's just something wrong somewhere and it comes from experience. Tim:  That's the only way you get that, from experience and it's usually personnel kind of things that make me walk from a deal. I'm just not comfortable with that joint venture partner, with that management company or with whatever the seller is saying. You can kind of see through the lines once in a while, whatever that is. Yeah, I mean my model is I'm really good at raising money. I'm really good at sourcing deals. We're pretty good at creating - like we can handle a lot of the back office type stuff.  I'm back in Cleveland, Ohio now, is where I live, we can handle a lot of the management side of things; collecting of rents, work orders, telecommunication; all that kind of stuff, all the administrative side. From here in Cleveland, we just need a local boots-on-the-ground partner and some local property managers, maintenance personnel, and I always have a joint venture partner locally. And so if that joint venture partner isn't strong enough, then usually I'll walk away from the deal. Because man, I think it's important to have somebody with vested interest, with equitable interest in the deal; who's local to the property, who can go put their eyes on it a couple of times a month; to keep everybody honest, to keep the management company honest, to keep the local property manager, maintenance personnel, leasing agents and just come in and kick the tables once a month and just let people know that we're paying attention. Because if you don't pay attention, then they take advantage of you.  James: Yeah, it's hard work. I mean, I know exactly how you feel in terms of how much hustle and how much detail and how much you have to be on top of the property managers because it's not their baby, it's your baby. And there's so much of details that if you don't ask them, they're just going to slack off right?  Tim: Yes.   James: They are paid differently from what we have paid for and we are the owners and it's just completely different ownership level, right? So that's very interesting. Is there any deal that you think after you bought it didn't match from what you thought in the beginning. You thought this is how I'm going to execute it but once you buy, it's like, oh, it's completely different from what I thought and how did you overcome it? Tim: Yeah, I mean every deal is a learning experience and you to get punched in the gut enough times and eventually you learn. Fortunately, you know when I was growing my portfolio, I bought my first building in 2012 and I bought an eight-unit building for $30,000. So I'm in Cleveland, Ohio buying units for $4,000 a unit. I put another, I don't know, 50 grand into it. So I'm all in for $10,000 a unit. And it's hard to lose. And so in 2012 2013 2014 as I'm growing my portfolio, while I'm going through these learning curves, the market is getting better and that was able to absorb a lot of my screw-ups early on. So I still made money on every single deal that I did even though I was learning on a lot of these things. There's only one building, a 44 unit building, that I bought about 2-3 years ago maybe that I've lost money on. It was one of those things, hey, I saw the leases, I saw the rent roll. It was 80% occupied and I bought it from a guy that I know, somebody that I actually know. And so, I bought 44 units and he's like, "Yeah, man, 80% occupancy." "Great, man. I'm going to come in, I'm going to renovate the last whatever 9 units and turn those over. I got a local team." He was out of state.  "So like my team can come in clean it all up clean up the common areas. I think I can make $300,000 on this thing in the next 12 months pretty easily and it'll cash flow a little bit in the meantime." So I buy it and I find out it's only 25% economically occupied. So there are 35 tenants or something in place and only 11 of them are actually paying rent. And so I learned my lesson there, you know. It's not about occupancy, it's about collections.  And this is a buddy of mine. This is somebody I've known for many years and grabbed dinner with him, his wife, my wife and not a lot of times but a few times and close enough where I call him a buddy. And all of a sudden, he sells me a building, tells me it's 80% occupied, doesn't tell me it's only collecting 25%. And all of a sudden, I had to kick out 24 tenants and turn over 24 additional units.  So imagine what that cost does now to the $300,000 I thought I was going to make? And this was one of the only times I brought an investor in and he wanted 50/50 of the deal: "Let me bring the money, you do the deal."  "Okay, cool."  And I'm stroking a check for about 35 40 thousand dollars when it was all said and done. And I could have gone to that investor and said, "Hey, man, I need 20 grand from you. I'm putting up 20 grand of my money. We're selling this thing. It's a pain in the butt. We're gonna lose money on it. But, you know, we gotta get rid of it. And that's part of the deal."  Instead, I stroked the entire check, gave him 100% of his money back and because he didn't make a return, I gave him equity in another deal of mine, without him having to put up any money just to kind of soften that blow. And so I think when you do the right thing by your investors word spreads, you know, he says great things about me, he wants to invest in more deals with me and stuff now. It is, do the right thing knowing that there's always another deal. There's always another opportunity.  That one, we could have held on to the property long-term and let it cash flow. That's a cool thing about buying apartment buildings. You can really screw up and if you had to, you can hold on to it, manage it, let it cash flow for the next 10 years and eventually, you'll actually make money on these things even with that big of a screw-up. But for me and where my long-term vision is and my team and everything else, it was just more of a C-Class type property. It took up too much management and too many headaches. It wasn't big enough. We couldn't really scale it. So we made just a business decision to sell it and to eat that loss. But it's the only building I ever really ever lost money on. Now we've gone through pretty much everything and we've gotten kicked in the crotch enough times where we know what to look for across every building. Like it's very hard to pull the wool over our eyes unless it's like grossly fraudulent on the sellers part.  Another big thing that I didn't know early on that I wish I should have done that's always a consistent issue with every building we've ever bought is like the plumbing and the drain tiles leaving the building. It's always one of those unknowns. So now, we spend three to five thousand dollars to scope every single drain line, in every building that we put under contract to ensure that there's not going to be this massive plumbing bill, unexpected plumbing bill, once we buy the property. So that's one of the things that's been a big deal.           And then just verifying collections. Like those two things from a financial due diligence and a physical due diligence perspective like those two things that we've dialed in now and we always did everything else. We always inspected the rooms in every unit, the electrical panels. One of the other things that I didn't do early on that I do now, we've done for the many years now, is I used to only walk the vacant units and the common areas and the mechanical rooms. And then all of a sudden, you realize that they're not showing you all the vacant units. There are other vacant units that they're telling you that they're occupied, they just didn't want you to see them. And like I bought buildings where tenants were turning on and off their faucet with a wrench because there's no actual faucet. So you don't realize a lot of that stuff early on when you're a dumb kid. But I've been through all man. I've been everything. We walk every single unit on a 500 unit apartment building. We will walk every single unit and we'll put a report together on every single unit. It's a one-page, just kind of condition report. We'll take 30 pictures of every single unit. We put it all into like a Google Drive or Dropbox folder. In that way, we have all the information we could ever need on this property. We're not relying on our memory to look up all that stuff. It's all there. Our contractors can see it during the entire due diligence period, all that stuff. And so I think everything's a learning curve. I think you learn from everything. The thing in this business though is like if you can get past all those learning curves, if you can get past some of those losses and some of those getting punched in the stomach, eventually, you're process is so dialed in.  Like they can't pull the wool over your eyes that you cannot lose on deals. And that's why we walk away from a lot of deals that we do because they're waiting for somebody who's an idiot who doesn't know what they're doing to come in and buy their property and overpay for it or not do the due diligence that they're supposed to be doing and all these other things. But eventually, you know what you're doing enough, where your risk is so minimized because you've done all the due diligence on these things, it's a very predictable business at the end of the day. Like you said, it's all about numbers, right? James: Yeah, I mean, it's crazy nowadays, right? I mean with the market being as hot as it is right now, with so many people looking for deals and so many bidding war. So nowadays, the smarter thing that a lot of brokers and sellers are doing, they say day one hard money. Now, they lock you in. So you go into a bidding war, you pay this huge amount of hard money and sometimes they don't even give you early access., So now you're locked in. You can find a thousand and one things and yet we are locked in. Tim: No, I don't do that stuff. I don't play that game. You don't need to if your off-market direct to seller. If you're going through brokers, they're going to do that to you, you know. And there are some people who have crazy money and they're willing to risk that; I'm not willing to risk any of that stuff. A lot of people, they spend a lot of time on ROI - return on investment. I spend a lot of time on return on ROI - return of investment, you know, and making sure I get all my money back. I never ever want to risk principal.   I mean that deal, that's just too risky of a deal. If they want hard earnest money from day one and I haven't already walked the entire property, I'm not interested in doing it. I think once you get to a point where if you're partnered up with a great sponsor or you are a great sponsor yourself and you have the business acumen that like you have James or that I have like I'm able to posture up with these sellers now and kind of say, "Hey. Yeah, no problem. You can go steal somebody's earnest money. That's okay. You can go ahead and do that. But they're not gonna be able to close on this deal because you're lying about the condition of the property or the financials whatever. Or if you're willing to actually sell it to me, give me my opportunity to do my due diligence and shoot straight with me on everything, I promise you, I'm more capable of closing than any of the other people that you're getting bids from right now or you're getting offers from right now."  And so I've been able to kind of build up my credibility in that way where sellers are willing to take less money and offer me better terms than they would maybe with somebody else because they know that I can close on the property. They don't want to get dragged through the mud.  James: Correct. Yeah, this is very interesting, nowadays, the way the market is being played. They're putting all these handcuffs of hard money, day one. And there's another handcuffed where they said you must do lending with our own in-house lending. So that's another handcuff. There are two or three handcuffs that brokers are putting on sellers. And the third subtle handcuff that they do; nowadays, when they close, they send out an email saying that, oh, this buyer paid day one, you know huge amount of money $500,000. They're telling everybody else. Tim: They're trying to set that expectation.  James: If you want to come and buy deals nowadays, you better be ready. So many handcuffs are being put on buyers. But I think a lot of sellers, you know, if they want to work with a good buyer, people who want to really do business, they don't know want to just make the money on earnest money and waste a lot of time getting people to walk through all their units and getting their stuff all being nervous.  So just find a guy who's willing to do it and who is the true buyer. Who knows what he's doing and can close.  Tim: The good brokers with long-term visions and long-term goals, know how to find quality buyers and that's better than just anybody who raises their hand with earnest money, you know. In every hot market, there are people who are short-sighted, who got into real estate real quick just because they wanted to get rich quick, kind of a thing. And they'd rather just do it that way and then anybody who raises their hand, they're willing to go with and those aren't the brokers you want to work with. You want to work with the people who have been around the block a few times, who understand what a good buyer looks like, can build those ongoing relationships. Because as soon as the market shifts, if things cool off, it's going to clean out all the unqualified buyers and unqualified brokers as well. James: Correct. So, let's go to a bit more personal side of things. So what I like about you is you're very, very positive. So you like to look at life very positively and you know, it's hard to do because sometimes you always have something negative that comes in. So do you want to explain about in this business, yeah, you always want to say something negative that you always want to talk about but how do you maintain that positivity?  Tim: Yeah, I mean, you know, I told you the story when we met up a couple of weeks ago or a month ago. I mean, just less than 90 days ago, I was out golfing and I got rocketed to the face with a golf ball, 100 miles an hour from about 30 yards away. It shattered my upper maxilla bone. It knocked out four of my front teeth and shredded my gums. And my lip opened and I was bleeding like crazy. I look down. I'm like, oh, I feel my teeth dangling from my gums and I look down at the ground and I kind of took a knee to make sure I didn't pass out. I looked down at the grass, I'm like, "Man, this grass is really well-manicured; like beautiful grass here, on this golf course."  And I'm like, How the hell am I able to keep up such a positive attitude in this?" You know, I'm thinking about my thoughts. I'm very reflective in that regard. And I was like, "Well, here's why I can see it positive because I got hit my mouth and not in my eyeball or my temple. I could be blind or dead if this thing was an inch higher than where it was."           And so, man, I don't know if it's the law of attraction. You can call it God, you can call it, you know the universe and call it whatever but I think when you put the positivity out, it comes full circle. It's kind of like you reap what you sow kind of a thing and I sow seeds of positivity. And so, I jump in the golf cart and I get taken back to the clubhouse. You know, who's dining in the clubhouse? There are two dentists and an ER nurse having dinner in the clubhouse. They put me in there. They look at my teeth. They drop what they're doing. They take me to their dental office, 15 minutes down the road. They stitched me all up. They put my teeth back in and I'm able to save my teeth and 90 days later, you couldn't even tell that this whole thing happened. Like I'm still going through some cosmetic stuff, but overall like it was a terrible situation, but I think because I was positive it all just kind of came to fruition.  So, you know, one of the things I've always practiced is not saying I have to do something but saying I get to do something. When I go out to dinner with a bunch of my friends and I pick up the tab, they're like, "Dude, you don't have to do that." " No, I don't have to do it but I get to."  The reason that I do what I do is so that I can help people out and I can pay it forward. "Oh, hey, you don't have to cover that bill. You don't have to do this"  'No, but I get to."           I had to eat soup for about a month afterward, but I'm thinking you know, I'm eating a tomato bisque basil soup. I don't have to eat mud pies like people do on the other side of the earth. I don't have to walk two miles each way to go and get fresh water like people have to do on the other side of the earth and some people on this side of the earth. I get to eat soup, I get to eat something that's a bisque that has basil in it. Like are you kidding me? Like there are people who would kill to be able to eat that kind of stuff. I didn't have 14 teeth knocked out, I only had four teeth knocked out.  I think when you just compare it and you put it in that type of perspective of, man, it could have been way worse, you know, like the situation could have gone - and there are still people even with me with my teeth dangling from my mouth, being in that circumstance, I'm still in a better circumstance than a lot of other people who don't have any food, who don't have any shelter, who don't have any clothes, who don't have any support. They're being trafficked by like human trafficking like all that kind of crazy stuff.  Even when I have to go out and raise - I had to raise 7 million bucks for deals last month, and now I don't have to raise 7 million bucks. I get to raise 7 million bucks; that's a pretty awesome problem to have. And I think just putting it in that perspective of shifting your 'I-have-to' to 'I get to', will really make you more gratuitous or have more gratitude for life. James: Was it because of your parents or do you think because you just had some event in your life that you think now I have to change my time or it's just how you have been? Tim: That's a good question. My mom as always been very positive. My mom as always been, hey, you have something else to compare it to. Compare it to this, compare it to that. And I think that's probably what planted the seed of always looking at it from, "Yeah. You're right. I guess it could be way worse, right?" It could have been totally different circumstance. She always used to say, "Hey, if that's your biggest problem today, you've got a pretty good life, Tim." When I was growing up: "Ma, I don't know what I'm gonna do like my basketball just popped." "If that's your biggest problem today, it's a pretty good problem to have." You know, you're safe. You're secure, you're healthy, you have a family, you've got people who love you, you've got food with food on the table and clothes on your back and a roof over your head. Like all those kinds of things like you put in perspective. There's people dealing with a lot worse things. And yeah, I think my mom kind of rooted that into me maybe early on and it definitely stuck and man, I just show gratitude. Especially once you have kids, you know, and you realize man like all I want is their safety and their security and their healthiness and their happiness and as long as they're happy and I'm happy. That kind of a thing that's really amplified it over the past four years. I have a four-year-old and a two-year-old now. And so just putting things into in the perspective that way has been a big deal.  James: Awesome. Awesome. Is there one proud moment in your life that you think you will be remembering it for your entire life?  Tim: That's a good question, James. You've got some good questions there, buddy. James: I want you to think and answer.  Tim: Yeah, you know, I mean, is there one... James: One proud moment that at the end of your life, you're going to say that I'm really, really proud that I did that and it's going to be you know. Tim: Yeah, I don't know if it's one specific moment, but maybe just like kind of how I live my life. I try to do it on a daily basis and maybe it's not something profound. Maybe it's not something that's like one specific thing that was a catalyst. You know, I'm driving to the office today to come and talk to you and some dude cuts me off. Maybe he's got some priorities or something going on. I don't know what other people are going through, you know and for me to judge or get pissed off because somebody cut me off, why would I do that?   I'll tell you if there's a really proud moment, once my kids grow up to be decent human beings, you know, and making sure that I want to live my life as an example of what an exceptional life can look like. So I want people to be like, hey, if Tim Brax, some kid from a blue-collar family in a blue-collar town, outside of Cleveland, Ohio can build up a big portfolio and still maintain good health and still maintain positivity and still maintain great relationships with his wife and with his children, with his friends and still engage and and maybe not be balanced but have harmony in his life, like if this guy can do it, I know I could do it.  If I can inspire people, whether that be one moment in time by a Facebook post or an event that I host or being on a podcast, if I can inspire people to just be their best which is what I have on my wall here and that's not 'do' that's 'be' you know, that's like consumed that all together. It doesn't have to be the best. It would be your best. There's always gonna be somebody more capable, more resources, more whatever. You know, I don't think it's healthy to compare yourself to other people but to compare yourself to yourself and making sure that you're advancing on a daily, weekly, monthly and annual basis is a big deal. And so, I think I just try to make my kids proud, make my mom proud, make my wife proud, make my friends proud. Inspire other people and I try to do it more in the daily activity versus just do it one time and look at that one moment. I try to give back and try to - like I had suites to the Cavs games when LeBron was here in Cleveland. All right, and so when was that, two years year to go? Two years ago, I think. No, it was last year, I think. And so last year, I had a suite to the Cavs. I got the entire series for the first series. I figured who they're playing, but essentially when you buy a suite, you get it for the entire series, however many games they play at home and they played four games at home. And so, you know the first game I went to, I brought some business partners and was able to pay for the suite that way. And then, the second game I brought some family and the third game, I'm like, hey, I was excited to go but like I'm not as excited as I was maybe the first or second time and I'm like somebody else deserves this more than I do because I've already had this experience right? Like, how can I pay this forward?  And so I posted on social media, "I got a suite to the Cavs game. I have 18 tickets that I can give away, a couple of parking passes. It's stocked with food and drinks and whatever you guys want. Like does anybody know of a family or a few families that I can give these tickets to that maybe wouldn't have this experience on their own but really deserve because of how good of a people that they are?"  And man, like it got so much momentum and got so many shares and then the news picked it up and came and did a story on it. And I had about 5-600 applications that came through for people nominating other people to get tickets to this Cav suite. And so, it was actually really hard to break it down and essentially I found four or five families. I think five families that four tickets a piece that I gave the tickets to. And it was pretty easy to narrow it down to like 25 because I wanted somebody who had maybe faced adversity, overcame the diversity and then found a way to pay it forward; not just overcoming it but actually paying it forward and creating a difference.  So, you know, there was one girl whose sister died of an accidental overdose of drugs and now, this girl who's still alive, her younger sister goes around and speaks at different schools about opioid problems and drug problems and how to overcome that and different resources to plug into for that, you know. And so I'm like, wow, this girl, at the age of 16 years old is making an impact on the world; like she deserves some tickets. There was another gentleman who lost his daughter to a congenital heart defect. She was 3 years old, you know and loses his daughter to this congenital heart defect. And instead of like, I mean, I can only imagine how dark of a place he must have been in and he ends up opening up a nonprofit organization to help families with other kids with congenital heart defects to give them the support and help and the conversations and everything and making a massive impact up here in Cleveland, Ohio. This guy is such a good guy. I give him the tickets and he gives them to one of the people that are in his nonprofit, you know. And it's like, man, these people are just amazing individuals.           And so I found five awesome families like that, that we were able to give the tickets to and like doing stuff like that really makes me feel good. And what's even better is that there were 500 people who I was able to create a catalyst by doing this who now, 500 people are thinking in a positive way about people who make a positive impact on their life. And just that positive ripple effect that's created, I think is really, really powerful and it was really, really cool to see. James: Yeah. When I talk to you, I get very inspired because it's not about the portfolio of real estate or [49:17unintelligible]  rights, it's how you look at life and how you look at things. How you think positive and that's the most important when I look at a person. Tim: Yeah. And you do an awesome job with it, man. I mean, you realize that it's not the portfolio, it's not the money that's noble. It's what you can do with the money that's noble and utilizing it for good. I could afford a really expensive fancy exotic car and I drive a $20,000 Jeep just because I don't really care. I know that there's a bigger impact I can make by being a better steward of my Capital, putting it in more deals or paying it forward in ways like that. So I get more fulfillment from that than from maybe driving something fancy.  James: Yeah, even for me, I can't really imagine driving exotic car because, do I really need it?  Tim: At the end of the day, it'd be cool. I'd rather just go and rent one. I know I'd have buyer's remorse. I just know myself personally and I know that as soon as I bought it I'd be like, I don't really need this. And here's the thing. I like watches. I like clocks. I like taking nice vacations. I like traveling first class. I like that kind of stuff. I like making memories and traveling the world; I love all that. So that's where I get my drive from on making a lot of money. For other people, they like fancy cars, they like fancy houses; that's okay.  I got a good buddy, man, he drives a Rolls-Royce and has multiple hundred-thousand-dollar watches, you know. But I know he doesn't do it for flashed and to impress other people. He does it because when he looks down at his watch and when he gets in his car, he always sits back and he's like, "Man, I had to overcome some adversity, I had to go through some shit in order to get this watch. In order to be able to afford this car. And I've had to grow as an individual, as a person and make an impact on enough other people's lives, positively, that then the universe came back and gave me enough money to be able to afford this car and afford this watch." And so, I think it depends on perspective and that's how you look at it. Like I have nothing against people who have fancy nice things, material type things. Because I know he's one of the most giving people that I've ever met as well and so it's perspective.  James: Yeah, it's perspective. Yeah, awesome, Tim. So why don't you tell our audience how to get hold of you?  Tim: Yeah. I mean, I'm pretty active on social media; you can find me on Facebook Tim Bratz. I run my own Facebook account, you know, it's not somebody else running it. I do some education stuff on how to get involved in apartments and things but hit me up with a message there if you're looking for formal education. I give a lot of away a lot of free content, a lot of free insight and I try to provide a lot of value on social media and stuff so just connect with me on Facebook.  That's gonna be the best way and, yeah, man, James, I appreciate all the value that you give and all the value that you create and all the content that you put out there and, man, you're creating the ripple effect yourself on making a positive impact on people's lives. So appreciate you too, brother. James: Yeah, absolutely. Absolutely. Thanks for coming on the show. It was really a very inspiring show. I'm sure for me and for my listeners and everybody's going to be enjoying it.  Tim: Appreciate it, brother. Thank you so much. James: All right. Bye.

In episode sixteen, Tim and Tuesday speak with change makers at Forward Malmö, a movement uniting for multi-sector, multi-stakeholder change. How can we best share the work on shared problems?A conversation with Joel Veborg and Rodolfo Zuniga of Save The Children and Sabina Dethorey from the City of Malmö. Forward Malmö is a movement that brings together a number of organizations with shared and overlapping mandates to multi-sector, multi-stakeholder change. How can we best convene to change the conditions that impact shared problems?1.16 —— SHOW NOTESTues: We’ve been working with these three on an initiative/movement called Forward Malmö for about a year now. It was initiated by Save the Children (develop a systemic view of how to change the conditions that impact children), but pretty quickly it became apparent that we needed a multi-stakeholder/sector response to what is happening to children.Tim: The City of Malmö is dealing with a 30% child poverty rate. There are massive amounts of upheaval and uncertainty in Malmö. We are hoping to do something that impacts things nationally, pointing to the future of Sweden as a whole.Rodolfo: Save the Children - Sweden will be a 100-year organization soon. We are taking a big step to become part of a solution (i.e. migration crisis in 2015). The big eureka for us was that we cannot do it alone. That’s when we contacted The Outside.Joel: We found different people that understood us and wanted to figure things out with us. Sabina: Malmö is prepared for this because we’ve been working together with NGOs and other stakeholders for quite some time. Malmö has been a city of change for the last two decades. We are used to developing when in-crisis. This last decade was focused on social sustainability. For me, this initiative feels like home. This is the right way to work. Tim: What’s amazing to me is that people, in fundamentally different sectors, are having the same realization and somehow finding each other to do this work of transformation.Joel: This is true as we’ve been searching for answers outside of our organization—lots of conversations over many years. The private sector is new to us.Tues: There is some momentum that is attracting the private sector to Forward Malmö. Tim: The quality of relationship-building and care for each other creates fertile ground for our work to turn up and have a proper impact.Rodolfo: The invitation to our workshop [and this work] was built upon the relationship and trust from invitees. We are designing a long conversation here where we will see a lot of outputs and outcomes. This is imprinted in the cultural DNA of Swedes. When there is a problem, we gather and try to build a solution. Sabina: What I learned from the NGO I started was believing in yourself. We had people with power telling us ‘that won’t work / you won’t succeed’.Tim: We’ve decided to acknowledge that this is long-term work. It’s about connecting action so that we have a leadership cohort to carry us into the future. Just this change of narrative has attracted people to us.Joel: Think this is brilliant! People need this fragmented space to see and think.Rodolfo: We saw that there was a clear need for leadership and capacity-building.Sabina: During the last year, others also identified leadership as a crucial thing to work with. The Malmö Commission final report also pointed to this. Need to work with it in so many layers. This could really have an impact on our future work.Tim: People believe in the “how” even though they don’t know the destination. We are going to figure it out together and that’s what makes it trustworthy. It’s simple, but it’s powerful.Poem: Sabina shared a Swedish poem—we’ll upload the English version as soon as we have our hands on it.Song (Joel): “The Weight” (“The Last Waltz” LIVE version) by The BandSubscribe to the podcast now—in Apple Podcasts, Spotify, Stitcher or anywhere else you find podcasts. New episodes will be available every second Tuesday. If you’d like to get in touch with us about something you heard on the show, reach us at podcast@findtheoutside.com.Find the song we played in today’s show—and every song we’ve played in previous shows—on the playlist. Just search ‘Find the Outside’ on Spotify.Duration: 44:57Produced by: Mark Coffin @ Sound Good StudiosTheme music: Gary BlakemoreEpisode cover image: source See acast.com/privacy for privacy and opt-out information.

:30 What’s For Dinner: Savory Tarts Pick your favorite vegetables or herbs, add some eggs and cheese, and make savory tarts for appetizers, lunch or dinner.  5:04 Plant noob: Lawn Substitutes. Tired of mowing? Is there really such a thing as a no-maintenance lawn substitute? 12:42 Eat/Drink/Grow: Hedges. What to plant, how and when to prune, keeping them full top to bottom, and when is a hedge better than a fence? Morton Arboretum Hedge Collection  28:53 Insider Information: When to Say Goodbye. When do you cut bait on a plant? When is it time to say, “It’s been great, but now we have to say goodbye…”  32:36 Love Letters and Questions: Email from Tim: “People talk about the best containers for growing plants, but I remember my grandfather in San Diego was raising things in tin cans, wooden boxes and even old tires. He grew all kinds of stuff successfully, so what’s the deal with that?”

How did TIVO lead to Netflix? How does good software lead to empowerment? In this episode, we deconstruct the everyday impact of great software. It’s pretty cool having control of the screen: This week Paul Ford and Rich Ziade meet with their friend Timothy Meaney, VP Product & Quality at Insight Catastrophe, to talk about what makes software great. Between the earliest spreadsheet programs, the hidden databases upholding Manhattan, and the ChromeBook interface that makes Paul’s kids cry, we learn how the best software is characterized by its simplicity. [Podcast player] ►iTunes/►SoundCloud/►Overcast/►Stitcher/►MP3 /►RSS 2:35 — Tim: “People also don’t think about software.” 6:10 — Tim: “There was something very powerful about computing, being from what you just described — me being alone in my room writing a game that I want to play myself — to talking to other people.” 6:50 — Tim: “The web, since [AOL Instant Messenger] has been about people.” 7:05 — Paul: “What’s interesting from the two of you is that the quality of greatness is accessibility. It’s not about inventing anything, it’s about making it accessible.” 8:00 — Paul: “Suddenly AIM replaced a whole category of communication. BASIC made it possible to program. MacPaint made it possible to draw.” 8:50 — Rich: “Photoshop has gone straight to hell! To hell with Creative Cloud! To tell with whatever is happening in Photoshop today. I don’t understand it.” 9:10 — Paul: “The magazine industry died, why do they make me relive it every day?” 10:05 — Rich: “Once it came to me — the mental model kicked in around layers in Photoshop — I lost my mind. I was like, oh my god, this is how everything is done.” 11:20 — Paul: “If you walk up and down the streets of Manhattan where we happen to be right now, billions and billions of dollars of decisions will be made this week based on Microsoft Excel and Microsoft PowerPoint. Those are the tools and the software that people will use to move entire markets.” 16:05 — Paul: “I just want to pull SQLite out and point at it because it’s a tiny piece of software and it stores data. That’s all. It’s a tiny database. It used to be that you’d go to Oracle and spend $30,000 to have this database. SQLite is on every Android phone, every iOS phone — it’s in just about every computer and every platform.” 21:20 — Paul: “TiVo was our first step on our cultural path to Netflix.” 25:40 — Tim: “The cycle is funny, right. It’s reached a point where it’s so transparent that we’ve ceded the control. A 10-year-old is not getting excited about gaining that control, they just have it.” 25:55 — Paul: “If you ever want to see a 6-year-old have a temper tantrum, just give them the interface to a ChromeBook.” 26:25 — Paul: “I thought the NYPD was gonna arrest me for downloading Chicago 17.” 26:50 — Paul: “God, I love a good shared file system between friends! I miss that in my life!” A full transcript of this episode is available. LINKS Tim Meaney VisiCalc SQLite BASIC The Rise and Fall of AIM, the Breakthrough AOL Never Wanted OiNK.cd Shut Down, Admin Arrested Track Changes is the weekly technology and culture podcast from Postlight, hosted by Paul Ford and Rich Ziade. Production, show notes and transcripts by EDITAUDIO. Podcast logo and design by Will Denton of Postlight.