From $30k Per Year to a 7-Figure Exit in 3 years with Entrepreneur Bry Shields

Speaker 1

00:00

 This episode is sponsored by the Integrity income fund, which is managed by yours, truly and my team at Labrador lending, the Integrity income fund is for accredited investors. It aims to pay 8% preferred return and an 8.5% preferred return for early investors. It aims to pay out monthly distributions. There's a 25 thousand dollar minimum and only a one-year lockup. If you are an accredited investor and you're looking to get away from Wall Street, letting looking to beat inflation and looking for an asset class that is backed by hard physical real estate, then look no further than the Integrity income fund. Check it out at Labrador lending.com.

Speaker 2

00:49

 What's up? Everyone this is Jamie Bateman with the form adversity to abundance podcast. I just chatted with Bryce Shields of Hub, International Bry has been in the insurance. Surance industry for maybe 15 plus years, and he about five or six years ago, decided to Branch out on his own and create his own insurance company. We talked through a lot of the struggles that he's been through with regard to that, but he was also able to make it to abundance, and he sold his company for a lot of money. We can't get into specifics, since he is under non-disclosure agreements, but suffice it to say that. Bry experienced a lot of highs and lows with regard to income and work level, and kind of lot of the struggles that frankly, get glossed over with regard to entrepreneurship, and so he keeps it real and you know, talks about how you really need to get to know yourself and understand who you are before you just jump into something. You need to understand your strengths and weaknesses. So you can I leaned into those strengths and still accommodate for potentially Outsource for your weaknesses. And so this is a really it's a quick hitter episode and very practical and it goes out to the entrepreneurs out there or those people who think they want to start their own business. It's full of several key. Takeaways, thanks, everyone.

Speaker 1

02:26

 Inspiring stories of real people overcoming Incredible odds to live life to the fullest. We are all guaranteed to face. Hardships, how will we handle the adversity? Join us to be moved by every day, people who have turned poverty into prosperity and weakness into wealth Be Inspired as these relatable Heroes, get vulnerable and former counterintelligence investigator Jamie Bateman puts his interviewing skills to the test, restore your faith in humanity as you experience. True Cinderella stories of average people turning surreal struggle and deep despair into booming, businesses and financial Fortune. Take ownership of the life. You are destined to live and turn your adversity into abundance. Welcome everybody to another episode of the form adversity, to abundance podcast. I am your host.

Speaker 2

03:19

 Jamie Bateman and I am super excited. Today to have with us, a special guest Bryce Shields of Hub, International Insurance Bry, how are you doing today? I am good. How are you doing? Jamie doing great. Yeah, a couple of podcasts today at Uber to do, and I am pretty excited. I love doing this show and really diving into stories of Project particularly entrepreneurs who have had, you know, maybe not that straight line to success that you and I we were just talking about this before. We hit record a little bit, so very excited to dive into your story and get to know you better. So for our audience out there, I know we're a little bit limited on time, so let us get right to it. Who are you? And why should we listen to you? Well, I don't know if you should or not. The jury's still out on that will. Let the audience decide on that. But the as you said, I am a sales producer with Hub International where the fifth largest Insurance Brokerage in the world and I started an insurance agency and sold to them. So today I am in an urn out working for them. Taking care of all the same clients. I live in Mobile Alabama. My wife is a physician here, and we have three, wonderful children. Two girls In a boy. And so that's, that's what I spend the majority of my time doing other than working. Yeah, sounds good. Yeah, so, I know you and I are in a, in a mastermind together joined, a few months ago, which has been awesome. So we you and I met in Scottsdale a couple of months backs. So that's been, that's been a very good experience for me. So looking forward to getting to know you better over the coming months and years but so with regard to the you referred to Your company that you built and then sold to your current employer. Hopefully, I got the facts right there, you did. And so let us dive into that. I mean, what did that look like why Insurance? You know, how did, how did you, how did you get to starting your ear company? Yeah, so well in I sold Insurance my whole life and my whole adult Life. After College and worked for a local agency here in town. Selling Property and Casualty primarily commercial lines and in 2017 and decided that I wanted to have that entrepreneurial itch and I wanted to launch my own agency and build that up. So I had big dreams about with that would become did not dream that I would be selling it five years later but that turned out to be a blessing you know getting to that point was culminated from working in the industry. So I had clients I had Added some history there. Gotcha. So you, you got a new insurance right out of college and then. So, how long did you do that for before you decided to start your own? Yeah, so in 2017, so from 2007, so about not true, that's all life insurance for a year or two. So if you count that it's about 10, it was about 10 minutes. Got it and just kind of, you know, since the audience is a lot of our audience is made up of entrepreneurs and investors and business people. What made you Want to do that? Go out on your own? Yeah. Well gosh I have had a course in that Master man. You and I are part of, I have taken those personality tests, and so I now know. Why has it not right personality profile is suited for entrepreneurship and or sales. You know what that kind of looks like for me was that I just wanted to be able to expand what I was doing and how I was doing it. Just selling the insurance inside the context of someone else's agency wasn't fully satisfying, my desires for what I wanted to do in my life, basically how to fulfill my purpose in the highest and best way. And, so I didn't know if it was a good decision. But I figured I will take a leap of faith and take a chance. And I, you know, I have a risk-taking personality I, so I think that people need to don't think it's something that you know, some of these gurus out there, make everyone feel like they need to go be an entrepreneur, but I think everybody needs to do what they What God has made them best at doing? I mean I think that's what's important. Yeah, so when you did, I completely agree and you know, I think it doesn't sell well, but the true answer is it's not a one-size-fits-all, you know, solution. So it really depends. I end up saying it depends on so much throughout my day. Now with mortgage note, investing and different things we do. It depends on always seems to be the answer. Sir, but nobody wants to hear that because they want a quick, you know, quick hit, quick solution. But when you did Branch out on your own, did you? I imagine it was somewhat of a clean break. In other words, you weren't working kind of your W-2 sales job or 1099 sales job and then simultaneously, you know, build your business. I am not what I am getting at is some people recommend, hey, you should have a side, hustle other people recommend rip off the Band-Aid and just jump in. Yeah, The any thoughts there? That's a great question. So, I had a side hustle at first, and that's when I was kind of like, it's like, that, was that itch of wanting to go start build something myself, that rather than just stepping in someone else's shoes, was kind of how I thought of it. That may not be the right perspective for everyone. But, so I started a sunglasses brand with my brother-in-law and his brother and realized that trying to do that while working. Another job was not easy to do. We didn't have the capital or experience and so that ended up she's not really going where we needed it to. So we sold, we sold out of that. We found some guys to come basically buy us out and take it over and it's still going to this day. But that was my experience with the side hustle. Once I decided to go out on my own with insurance, it was kind of all-or-nothing deal where I had to be like, okay, here's my plan, here's what I am going to do and then I got a, I wanted to go ahead and have everything set up. Just in case, like I was in a fortunate situation. Where the company I worked for was a local firm and I knew the primary principle very, very well. He knew me since I was a baby, he and my dad grew up together so it was kind of close relationship. That made it a lot easier for me but also but I had just gotten to know how he thought in him. So well that I kind of figured that he would, I didn't know it. I just figured it's taking a risk. I figured Would probably not make it super hard on me and that he would maybe even be willing to sell me. We, you know, in my business, the accountants are the value of a great business. And so you value to those in the Hat as a sales produced, you have to sign non-solicitation agreement. So that if you leave, you can't go just polish clients and take them without serious legal recourse. So I had to go to him and say Here's what I am doing. Can I buy my account from your book of business right? The book of business. That's what we call. That's right. And so he it literally ended up how I predicted in my mind that it would go. I ended up getting the opportunity to purchase almost half of my book, and I was hoping it was going to end up being more, but it didn't and that's fine and it ended up being spare as it could have been. And so, but when I did go to him, I did at least have a few things, set up already. So one kind of challenge that came up was I was not fully upfront with them about how much planning I had already done because there was so much of that trust their. Yeah, in that relationship. I think that they thought I was coming to him before I did anything right. They didn't realize is I had to protect myself in case it didn't go sure well yeah. So I wanted to have as many balls in the air already as possible. Want to have options. Yes it, so they were kind of thrown off when I then like made like a public announcement of what I was doing, and then they like cut me off, cut off my access to the computer and change my key and all this stuff. And it's like, you know, he called me and was like, hey don't take it personally, but I am doing this because of what you just did was like it's fine. So that was I wouldn't say that was any kind of mean that's part of the adversary. That's like having things happen that you don't expect. Yeah. So just uncomfortable. Right. Dive and I can relate on some As far as starting in particular, one business that, you know, there's a lot of planning, a lot of work that has to go into it. And so, you may not be ready for various reasons to put that out to the world. So, yeah, there's sometimes, it's a bit of a, you know, conflicting interests if you will. Yeah, look, there was nothing. They did I would do the exact same thing if I were in their shoes and back to probably would have been Order on it. Yeah, from the beginning. But they Yeah, so that was just kind of interesting experience. There's a Learning lesson for me. Like, okay, go ahead and be, you know, I could, I probably should have gone ahead and just told him up front where I was with it. Yeah. So but then, I am cuz so now the sudden you're cut off and it's like, okay, it's go time, right? I mean, what's going on? It ended up, it didn't work out fine because then it was like, okay, yeah, let us go ahead and get on this thing and let us go through these accounts, and they did agree to sell me some My accounts, and they didn't have to. Yeah, a lot of companies out there would have said, not good luck, have fun. Yeah. And, you know, you can because I would have been able to go right those accounts without taking the pretty big legal risk. Sure. Right. So then I would have been, I would have been in some hot water then. So I was able to get a loan to buy portion of my book of business. So, you know, starting out, then where I quickly found myself was okay. I don't have enough cash flow since I am not getting my whole book and I have this huge loan. I don't have enough cash flow to hire an account manager. I also don't know one to go higher right now. In my business, we have a lot of service is required for these commercial accounts and get certificates. The problems. Come up with policies that we have to address renewals can be challenging at times. Yeah, so there's Ongoing work, it's not just an upfront transaction and that's right, okay? It's not like life insurance for yourself policy, and then you don't even talk to the person, it's like an ongoing relationship, especially with these commercial accounts and so the You know, but I just said, okay, I will go do it. So, you know, not my old bossy, he thought I might have had some service issues and I can now see why he thought that, because I am probably should have had more service issues than I did. But I overcame that by, I worked a lot, a lot of hours. So, and point, sorry. Dude, you're the only employee at this point, right? Yes, it's starting out. It was just me. So, I Yeah, yeah, so you worked a lot. I mean, that's-- and that's-- is, I am glad we can dive into this a little bit because, you know, again, entrepreneurship is such a sexy term and it's exciting and everything. But I don't know how you get around that, you know, I think most people who start a business even though you have already referred to some advantages, you may have had with connection and then being able to buy part of your book, It still takes a lot of work and you can't just go hire someone for fifty seventy-five thousand dollars a year. If you don't have those funds available or that cash flow like you said. So what do you do? You, you buckle down and you work hard, right? So, just kind of maybe give us a snapshot of the first year or two of the business that, you know, as far as like, how many hours did you work? What did that look like? I don't know how many hours I work. That might be a better question for my life changed a lot because even when I wasn't at work, I was at work. Yeah. It was like I was I am pretty much just work slept gotcha and occasionally go do something fun just because I had to go, relieve myself. Yeah the pressure at some point you know I go do something enjoyable try to keep exercising a little bit things like that. But yeah it was the first six to 12 months to say. It was a grind, would be an understatement. I probably needed a bottle of tongues with me at all times I was under a quite a bit of stress and because I What I had to go place all these policies with my own carriers because of what another kind of nuance to my businesses that you have to get contracts with every insurance company. You can't just go hang a shingle and say I am ready to write insurance. Like you have to get actual contracts in place with every insurance company. You want to write with, and then they have to want the accounts, you brought to them and if you purchase the accounts, and they don't wanted you just your hatred only for something that has no value. Yeah. You now and then Thing I had so. So that was just a lot of work to get done. Sure. Fortunately, not another risk I was taking was that try to call every account beforehand, to find out if they want to come with me or not to get their commitment before. I went purchased their account. Right? But you know what ends up another kind of Learning lesson there and is what you pictured it going a certain way. And it's like what really ends up happening though is that people are people and so you don't really know if they're telling you what you want to hear or if they're telling you what they really think, right? And you kind of asking them to put them on the spot asking them right away to make a decision. So here, and they may not be may be telling the truth, and they may not really know themselves. You know what's going to happen. Right. Right. And so we would have, and they like their calls to kind of feel like some to some degree. It's awkward for me because they're like, why are you putting me in the middle of this? You're like, yeah, you know if it's like a I don't get a middle. I can argue Between y'all are so great and then in, and they think, well, if I do stay behind, I don't want to piss them off like I guess. So yeah, that's what these are the things that go through their head when you call them and ask them this, and so they had, I would have people, most people would just say what they wanted. And like, obviously, the people I was calling other people had the best relationships with Center. They would say, the overwhelming majority would say, yeah, I will go with you. And again, part of that, could be that if you just call them and ask them that they're going to say, yes. That's right. Learn who knows? But a lot of them that are the ones, I had really good relationships with. Obviously, we're going to come with me, no matter what. Yeah, or we're going to want to but the, you know, it was there was some confusion because like my old employer would then call some of them. And we both knew we were doing this. We like, okay, we're going to call this person, too, and I am going to call this person, will then call in a task. And they'd say now that's fine. I will stay with you and then I would call and say, I am going Yeah, and then we'd have to go back and be like, wait a minute. You have to decide like we're giving you my employers. Nice enough to let me write do this. You have to be honest. Like, you're not gonna hurt my feelings and then, like the one or two people, that, that happened to her, like, oh, and I will just go zebra. And so it was, it was very awkward. Yeah. So give us like when you, you don't have to give us numbers as far as like your income and things like that. But what are we talking about from a percentage standpoint as far as like the first Maybe? Year or two, when you went out on your own compared to, what, how you were doing before? What did that look like? I mean, you know, you mentioned stress here and work. What was your income like, at that point, from a business standpoint? Yeah, I will try to keep that kind of high level mainly because having sold a business to group, I work for, I have to be cognizant of the fact that I am under Indiana law that they probably don't want childish, but, you know, on a high level, I can tell you that when I launched The agency. Initially my income went down by four x is. That's what I am trying to get to is like, how the impact on the family. It was cut by 25% in the reason is that I already cut the book of Business by half. Yeah. And then I thought that I was going to be able to have fewer expenses than this big company. I work for, right? Sure. The agency and they As it turns out, no, my expenses were higher mainly because of my dad, right? I had this huge Debt Service, sure, sure. And so if you, if you looked on paper, now, I had an income that was only maybe 20% 30% below. So I did manage my expenses. Okay. Because it my net income on paper that I had to pay taxes on. By the way, was a lot higher because I was paying principal and interest, right? And so with gaap accounting, pay a loan back. The principal is Its just a payback of a loan. That's not deductible against your income. So, you know if you make A third of if you cash flow, a third of your net income. Guess what happens? The IRS takes all your cash. You're left holding the bag that can give you a pretty good picture of where I was in my first year. Yeah, absolutely. So that mean but you know and that's very I don't know if you were this single earner for your family but thankfully I wasn't yeah, gotcha. But either way it's a lot of pressure. That's A lot of moving Parts. It's a lot of work. So in just because we are, I know, short on time today walk us through from kind of the, through the end of. Yeah, you know. Yeah, let us get together. The better part. All right, so I am just seeing how much time passes when you. Yeah. So fast-forward. I did somehow manage by the grace of God alone to grow that agency significantly from where I had to start with my purchase and I got to a point where I said, okay, and the only reason I was able to do this in the first place because my wife worked, and so I was able to then say, okay, but of course she was growing impatient with me because I had given her these Grand projections of my income, and they weren't painting out. Yeah. Meanwhile, you know Oh my God. Yeah, I end up getting into a niche, within real estate. Buying a lot of multifamily apartments and that really helped me grow quite a bit and all my clients are very happy with us. So all of that was going great on like a business perspective and that this debt was just kind of crushing my cash flow. And, so I just the lesson I learned from all this is got to, you have got to spend enough time planning and projecting and be well, Alized. We're had a plan for getting more capitalized as you need because I did end up getting to a point where I was able to hire an account manager. She still works for me today here at home and I found Council. She's fantastic and so nice, you know it took me a couple years to get to that point. But now I am paying, this big salary to this large, you know, how highly valued account manager, and so I could keep going and stay on this path and it would be, I would have kept growing it and it would have turned out to where I would have had a lot more income and cash flow than I ever had before. But it would have taken a couple more years. And then at the same time though, what was happening? I didn't plan this, but I had people if you go launch a business, In the industry where you already have experience and you have some business already on the books. What happens is people immediately start calling you trying to buy you like right away. So I have been, like, fending off people who wanted to talk to me, and really most people, all they wanted to do was buy my book of business, make me whole and have me, come be a producer for them, and I am like, no. That's just pushing essentially, where I was before. I got not. Going backwards is how I say, right? Right? No. But then I started getting to a point, right? Like a man would be nice to be just a producer and have that income again and have. Somebody else deal with the accounting and all the BS but I started to get interested in especially because I had my second child and so but then I found out that there were companies out there who really valued my business and didn't want to just get it for the cheapest price entire me as a producer if they could afford, they had a business model around Acquisitions, and they could pay you a multiple as If you're a large agency, even though I wasn't knowing that they're bringing you into their fold to get the talent, but they also know that they get that recurring Revenue, so they can pay for that. And so that's how I was able to. Then I found these companies that will actually value your business and pay you for your business and not just be trying to get you out of debt and hire you, right? Right. Set your back. So now exact actually, it's interesting. I was talking to my property manager yesterday. And he's got just, I know, we're short on time, but he's, he's got a construction site, and he's got a property management side, and we were talking about kind of the future of his businesses and things like that. And the construction site where he does actually more high-end projects, you know, retail to actual homeowners. Not as many investors. That's where he's like, he's integral to that company has property management companies like could be him, or it could be someone else, it's the system. The process is more of a reoccurring Revenue. So I was just, so I guess you found a way to kind of navigate the fact that you were so integral as far as adding value to your company. You found a way to navigate that where you could sell the business but still remain a producer for this, what it, what it turned into was like when you're in a dark tunnel where you're like, oh gosh, how do I get out of this thing? You know. If you decide that's something you want to do that, you're like okay my path out is that I want to sell to get out from under some of these things. I don't want to do anymore, right? That's kind of what I was starting to lean towards and it was like keep it then the world opens up when you go talk to the right buyers in this like oh wow this is actually like this isn't just get me out of having to do things. I don't want to do. This is like tremendous opportunity now because like the company, I am with, now we have unbelievable resources. We have so many carriers, we have so many. Great highly successful people that I get to go call and get help with on accounts. Now, I can go after arge complex accounts and I if I need help, I can call people and get help on it and whereas before you might have to turn away and I count that falls outside my so your clients went as far outside my scope of an edge and teach instead of and then even accounts that I do have You know, like I said, I write a lot of large property and apartment complexes and there're different perspectives inside here, now that I get to hear from other successful producers. So have really been able to do a lot over here now. And it's been a tremendous blessing. Sounds like your clients win as well. They did. Yes. So, I know you can't disclose too many specifics? But can you give us kind of just high level? Ballpark of What that looked like at the sale. Yeah, so I will just say this, I was making pretty good money at a, I mean, not, you know, I was making pretty decent money. Just like most people in sales at a young age and my income got cut. 25 75 percent down to 25%, right? Yeah. After the sale, I went back and I calculated but my average annual earnings were Accounting for the fact that I also, when I sell a business I get to pay lower taxes. Hmm. I exceeded earnings from before I 50%. Wow. So we're talking I am not even done yet because I am in an urn out. Nice. So we're talking like six or six times what the lowest was when you started your business, kind of thing, something like that. Yeah. Plus A plus and then some. So it's just because again I was a lot of my income was going into that loan but so then the basis of that loan was paid down when I sold, right? We're what kind of loan was that? Because you mentioned it several times. So it was just a local Banker. Who knew who took a chance on me? Got it, kind of. Okay. So, Again I we're heading towards wrapping up here, I know you have got to run what, what else jumps out at. You, you mentioned one or two Lessons Learned but kind of looking back at particularly the adversity that you did have to overcome, you know, from a financial or even family perspective what are one or two lessons that you took away from that experience. I think the biggest lesson I have learned with all of this is that you really need to try to spend some time getting to know who you are and your personality and then try to offset lean into your strengths. But also don't forget about your weaknesses because they're going to get you in and you can, you can modify your behavior to offset inclinations that you have. But you have to know yourself well enough to know that and so like one where I am going with that is my weakness is in planning. My strength is in Getting enthusiastic and excited and jumping right in and going for it. And that's what makes me an entrepreneur and a salesperson, but we're highly. Highly extroverted, you know? So I would say, kind of advice to anyone out there. I guess unsolicited would be that if you have the type of Personality, where you jump right in and go before, thinking about things, spend a little time before you do. It is painful as it is digging into the details and making plans. And talking to people who have already done things because I could have avoided some of the pain that I went through. If I had done that if you are the off but again if you're the opposite of that don't take that advice. Like if you are someone who over plans and over analyzes you need to get a little more uncomfortable with just moving forward and diving in and making them just who is stuff because you're not going to, you're already going to have you're already going to plan things that's your mostly. I see that in the real estate space. Mortgage notes based a lot. You have to two ends of the spectrum. You have these. Yeah, kind of engineer types who I mentored a guy who he analyzed like, actively analyzed. Mortgage note deals to purchase for over. Twelve months, probably 100 120 deals. He analyzed not just 10 seconds analysis. I am talking, Deep dive, and he hadn't done anything yet. Nothing to show for it, right? I mean that but then you have the Other Extreme where people just jump in and don't even know what they're getting into. But so curious, that as we wrap up here, you hadn't had you, when you started your business, did you have an idea? I know you didn't know exactly what it would look like, but did you have an idea that the end goal was to sell? Or it really? You were? No, I didn't know. I knew that. I had no idea that my business would be really worth much of anything, until I got it much larger than it was her. But I mean, I think, you know, the reason why my business At the size, it was worth a decent amount is because of my age, I am in my 30s. And so if I Now understand the economics of it, I mean a company looks at someone like mine and I go, yeah, I can pay you this. Multiple, because you're in your 30s, you're going to work for us. Probably until you're 70 and so true, you know? Yeah, that makes sense deal for all of us. Yeah, no, it's great real quickly. Some real rapid Fire questions. What's a, what is a book or two? That you would recommend for my audience. So I will gosh, because I wasn't ready for that exact fire. Or movie or a podcast or something? You. Yeah. Well, I gotta give a shout out to wealth without Wall Street. I think people need to hear following their podcast. They're following yours. They should follow that one. That is great information on building passive income and building your legacy for your life. Financially book, I would say a book that any entrepreneur, which I assume that's probably who's following us, mostly two books. One would Traction. That's a great book about building operating systems and I should have read that five and a half years ago before I started my business. I should have yeah I could have again made it a little bit more. Painless I need to really nail is another one. So those are both operational Focus. But most people who are entrepreneurs are not operationally focused by Nature. Yeah. So those are When I read that, I did redeem is beforehand, but I didn't know how to implement it because I don't think like an Ops person. I now know how to do it, but I didn't ya. Now, what is your? So, what's your team look like today? It's the two of you that kind of, yeah, I have an account manager, that helps with all my commercial accounts, I do have a small book of personalized as well. It's not my primary focus, but I do write home and auto type business and so, are we have a personalized Department here in our mobile office? That helps me service those accounts as well. But 75, 80 percent of my clients are commercial accounts. So true anyone out there who's having problems with your insurance. Broker Insurance markets very hard right now. So, if you're having any trouble with your business insurance, you know, just throw that out there, anybody can look it up and reach out to me if they need help. Absolutely. It's where, can they, where can they reach? See you. They can find me on LinkedIn. They can also call me at the office. We're at the pub, International in the Mobile Alabama office, okay? And for the listeners, it's Bryce Shields B, Ry Shields. And so, what else would you like, to leave our listeners with any other takeaways from this kind of your story of, from adversity to abundance? I think your podcast is going to do well in T3 because I think a lot of people are anticipating that we're heading towards an economic slowdown. So I would just say, the only thing I would leave everyone here with is if you face adversity in your business. If you have problems this coming year, you know, try to. I know it's hard but try to not associate your identity and your value as a person with your success or the outcome of your success. It is not tied to that. And that's who I just want to make sure that people keep that in mind that you can. You know, obviously your show is to inspire people. So yeah, absolutely. That's very, that's very good advice that we had Mark Podolski on and that was one of the takeaways that when he went through the crash and really went through some hard financial times with his business and that was his big. Takeaway was his business and his financial success does not equal his worth unless you're doing well right now? I am just so all right, Brian will thank you so much for joining us. I really appreciate it and I know you got to run and well to have you back on to have a follow-up? And again, LinkedIn Bryce Shields or Hub, International, anything else you want to plug before we wrap up? This is good. This is fun. Thank you for having me on, absolutely. Thank you, Brian. And to our listeners out there thanks for spending your most valuable resource with us and that is your time. Thanks everyone. Take care. Thanks. So much for tuning in to this episode of the form adversity to abundance podcast. If you're enjoying the show, please feel free to rate, subscribe and leave a review wherever you listen to your podcast that helps others find the show, and we greatly appreciate it. Thanks again for listening, and we will catch you in the next episode.