Ty Cobb Backer: 0:00

Welcome back everybody to Beyond the Tool Belt, episode 281. I am your host, Ty Cobb Backer. Thank you for joining us on this Wednesday edition. Today we have another special guest. Stay tuned and we will be back after our short intro from our sponsor.

Speaker 2: 0:32

Welcome to Behind the Tool Belt, where the stories are bold, the conversations are real and the insights come to you live, raw and uncut. Every week, host Ty Cobb-Backer sits down to bring you the stories, the struggles, the lessons learned and the wins. No filters, no scripts, just the truth. Please welcome your host of Behind the Tool Belt, ty Cobb-Backer.

Ty Cobb Backer: 0:57

Hey, hey, hey. Welcome back everybody to Behind the Tool Belt, the podcast where we dive into the minds of industry leaders who are changing the game in construction contracting and beyond. Today we have another special guest, my friend David Bruno.

David Bruno: 1:12

Hi Ty and Vic. Good seeing you, gentlemen, again, it's been a minute, so this is good stuff. I've been looking forward to this.

Ty Cobb Backer: 1:18

Yeah, man, it's been a minute I mean it's got to be over a year, right since you've been on the show. Yeah, it's been a minute I mean it's got to be over a year, right since you've been on the show. Yeah, it's been a little while. Yeah, normally you come on a couple times a year, um, with whatever reason that is, I I mean, obviously you're one of my favorite guests on the show, so I appreciate that.

David Bruno: 1:36

Yeah, always we always have good conversations.

Ty Cobb Backer: 1:38

Yeah, it's always good stuff yeah, and you were an earlier a doctor, I think. I mean you were probably one of our first in-studio guests outside of like Chris Markey or Mark Jones or somebody, but you got to be one of the very first ones that come into the office. You and Mike came in that one time, I think right, that was down at the old shop in the old studio and we've always had a good, great conversation, usually pertaining to you know marketing and stuff like that, and you're always great to to have around and pick your brain about ideas and stuff and market trends and all that good stuff. And you know when we say you know industry trailblazers and game changers and stuff. You've always been in the marketing and sales space, so that's where you kind of get rolled into the fold.

Ty Cobb Backer: 2:27

You know for us, you've helped us along the way, you know several different times and potentially you know in the future as well. And now that you're with a different company, you know you're with ABC 27. For those that maybe haven't seen you on here or following you on social media, and please do, because David kicks out a lot of content. He hosts these events, these, what are they called?

David Bruno: 2:53

Business professionals of Harrisburg and Central PA. That's my networking group. I've been doing that. I pretty much started that thing, like I told you before, when I came here from California. Yeah, I just started to get my name out there so that people could see who I was, and that's been about nine years now, and so it's up to about 3,500 members on Facebook and another 3,500 on LinkedIn, and then we've got enough people engaged now to where those monthly networking mixers draw about anywhere from 35 to 45 people on average, and so I use those again for personal branding for me, but also to take a small business or somebody who's got a showroom or events coming up. They can just benefit from some additional eyeballs on what they have going on. So they're fun.

Ty Cobb Backer: 3:34

They're good, they are fun. You hosted one here with us, yep, and is that what's the after hours mixers?

David Bruno: 3:42

That's what those are.

Ty Cobb Backer: 3:42

That's what that is, okay.

David Bruno: 3:43

And I just rotate them. I try and do a Harrisburg, Lancaster, York. We just rotate them again.

David Bruno: 3:48

I have a business as a showroom Like last month I did it a good all pools and spas up there, Mechanicsburg. It's a big season for them. Obviously they're going to there to just kind of see what they're all about and engage with the ownership and things, Kind of like what we did here. You know people see, hey, we've got a new sales office here. This is what our people look like. This is what we got going on behind the scenes, Right.

Ty Cobb Backer: 4:28

It does change the perception of a business when you do that. Yeah, no, most definitely. I mean, I think it's very important to one get out of your, get out of your shell a little bit and open up your establishment right and bring other entrepreneurs or leaders or salespeople to your place. But I think it's also important to to get out and get into other. You know the whole networking scene and and I applaud you for for creating that space for people, because those, those that were here, get it.

Ty Cobb Backer: 4:49

I could. I could tell that they were here and and there nobody was like pushy, because there's books out there how to network and you know, story brand talks about it. I think that's um donald miller has a nice book out there and and, uh, there's a couple books out there about networking right, and I've read them, of course, over the years and stuff. And, uh, there's a couple books out there about networking Right, and I've read them, of course, over the years and stuff. And it's like I've been to networking events where people were just so pushy.

Ty Cobb Backer: 5:13

You know, and this is what I do and you should use our product and just come right out and just like vomit all over you opposed to you know, like going there and introducing you to other people and you know, and, and, just kind of like, modestly, you know, introduce who you are, what you do, exchange contact, information, but not even right away. Just kind of like more, more, so just trying to create relationships and and and and that network right, because we've talked about it before, your network is your net worth and but what you've done with that? You've taken it to a whole nother level in the consistency. Nine years, that's a long time to to host, you know, a networking event like that, or events, I guess. So how many do you say, would you say that you've done?

David Bruno: 6:00

Well, what's happened is I've had those groups that I've managed on those online platforms for that number of years. The networking events themselves have finally just come to fruition, like the past three years.

David Bruno: 6:12

Okay, so I've been doing about three years, because it took the group to grow to a certain point. And then when the membership is such, then people start to say, hey, you know, we've got a number of members in this group. How do we go about? Do you do any networking events? Are there any opportunities to meet people in person? And so then it comes around and then it just continues to grow. First it starts out there might be 10 or 15 people and then it just grows now to a more consistent 30 plus people.

Ty Cobb Backer: 6:38

Do you think it's the same people that are showing up, or is it a mix?

David Bruno: 6:40

It's a mix. Okay, there are some people who obviously travel from York up to Harrisburg and from York to Lancaster and vice versa, but then there are some that, hey, you know, it's kind of out of the area, which is fine, because then we get a new influx of people as well, of course, which makes it definitely worthwhile.

Ty Cobb Backer: 6:56

What do you think the biggest thing that somebody would get out of going to one of your events?

David Bruno: 7:06

You learn about a new business and you get to have that engagement with people because now that I've come to know a fair amount of people at the events, you know me I'm a facilitator of making sure that everybody knows who everybody else is and what's going on and trying to see where there are some synergies for people to work together and where they can intermingle with some things they have going on. Even from a competitive standpoint, like we were talking about earlier, there's still some opportunities where times a year, seasonality, focuses of even an industry competitor might be a little bit different at that point in time and you can team up with somebody else.

David Bruno: 7:36

So, that's kind of what it's about, where I can see those sort of things coming into play. I'll make sure that I introduce those people Now. Do I do that to everybody? No, I don't, because there's some people we work with, but there are more that I trust more than others, and those are people that I'll put out there.

Ty Cobb Backer: 7:50

Of course. I'm sure you've seen me do that as well.

David Bruno: 7:52

So that's kind of the way I operate, yeah no doubt, and it's just, you know, I've shifted some of the way that I engage with people over the course years, even from when you and I first met. I'm more of a relationship-oriented person now because when it comes to the business like when you mentioned ABC 27, great company. I think there's a lot of value there. But for every award that I can say, oh hey, we've got this, we've got these partnerships, we were number one here. My competitors can kind of come in there with something else that we might not be as strong in.

David Bruno: 8:24

So it's not about that. I view it as more about hey, let's find out what the businesses or the people that I'm engaging with are about. What are they really trying to do? What's important to them and how can I play into that, not go in there and say we're all this, this is why you should do this with me, and half the time not even know what's going on and what I'm trying to engage with. So I've taken a different approach. And that's the same thing with these networking events. When I network, I don't go there with any set thing in mind to say I'm going to talk to X amount of people.

David Bruno: 8:54

I just want to have some conversations and over the course of these meetings I'll see them. They'll see me there more often sooner or later, if people know like and trust you. They'll say hey, you know, let's work on a project together, or maybe somebody else I'd like to introduce you to, and that's what it's all about.

Ty Cobb Backer: 9:07

Absolutely, absolutely. What do you think the biggest thing is? That you've actually gotten out of hosting them.

David Bruno: 9:14

Just, uh, it's learning for me. There are a number of those businesses Some of those are my clients that I've worked with in the past or that I'm working with currently, but there's a number of those that they really don't do anything with me, and that's and that's fine too. It's just a platform to help them out. And I learned about some of these other businesses. So some of those I'm not familiar with at all Some of them I've just seen recently engaged them and said hey, would you like to put some eyeballs on what you have going on here? And then I just it just helps me to learn. You know what does that space look like? You know where? Can I maybe impact that from not only this, but something else that we might be doing, or people that I know that might not be aware of these businesses as well? So that's kind of that, that's what I'm, that's what I get from it.

Ty Cobb Backer: 10:02

Right on.

David Bruno: 10:02

No, that's good, that's good. What do you think the biggest mistake companies make when trying to scale their marketing efforts? The biggest mistake? I think you can spread yourself too thin. Um, there's, there's so many places to be seen. Now, I mean, when you're looking at marketing, I mean I remember it used to be, you know, newspapers, tv, radio, billboards, right. And now, yeah, you've got the phones, you've got the technology, the devices. There's so many places to be seen and you want to be seen as many of those places as you can. And and uh, the scaling portion is, I mean, there's only so many things you can do at one point. But, um, that's, that's wherein lies the challenge, but that's wherein lies the fun of it as well. Right, just trying to figure it out Exactly, exactly, so you just surround yourself with the right people that you trust and know that you believe can get you to where you want to go and do the things you want to do, and that's yeah, and then you just kind of work it out that way.

Ty Cobb Backer: 10:49

No, that's good. That is a great response to that, and I do. You think that somebody could actually over market themselves? You think that's possible?

David Bruno: 10:58

Absolutely, absolutely there's too much. There's too much of a good thing, absolutely there's too much of a good thing. Yeah, because I notice that there are. Sometimes, when I look at myself as a consumer, when I'm looking at things, I can tell how it goes. And then sometimes again, when you're looking at digital marketing, you have so many impressions that you want to serve and if the pacing is off, I can tell. Sometimes, when I see things, I can tell oh, pacing was off. They're just trying to feed as many impressions as you can, because when I look at an article and it's the same advertiser for the entire article.

Ty Cobb Backer: 11:34

Yeah.

David Bruno: 11:34

To me that's a little. That can be a little bit of overkill at times.

Ty Cobb Backer: 11:38

Yeah, Do you think people suffer from like fatigue? Viewer fatigue.

David Bruno: 11:43

I do believe that's a real thing as well, yeah.

Ty Cobb Backer: 11:45

Yeah, yeah.

David Bruno: 11:45

Yeah, and it's kind of. I even view that when I do my social media, I even view that from. Do I just want to put business posts on there constantly, right? Or do I want to mix it in there with, like a visit with my dad, you know, out there on the golf course, or you know being at a baseball game, or something like that? I just mix it in because I think that the viewer fatigue is real and it can be on a social media side. It can be on a marketing side, on campaigns you're running. It can be the same thing, too much is, and you just, if you just mix it up and let people know some other things you're doing, like the things you're doing here, with a lot of the community engagement, it's not just all about, hey, these are, these are the services we're doing for our customers. It's, it's these are the services we're doing for our customers. It's these are things we're doing for the community as well, and that kind of breaks the. It's like a pattern. Interrupt, if you will.

Ty Cobb Backer: 12:33

And it just shows some people some other things that you have going on besides just your core business, right? No, and that's, that's a, that's a good, good point that you just brought up there towards the end. You know, you know getting getting involved with the community and stuff like that. You know getting getting involved with the community and stuff like that. It's, it's, you know. But I think the thing that you got to be careful of is, you know, as heavily as we are committed to to our community and stuff, we don't want people to not know what what it is that we do either, right, you understand what I'm saying.

Ty Cobb Backer: 12:59

Like the first thing on our website can't be that. You know. You know we, we we help less fortunate people. Correct Right, cause we are a roofing company. Absolutely, you know we're a roofing company that's heavily invested in our community and stuff. But we and so, like we got to just make sure that the.

Ty Cobb Backer: 13:17

You know, we've been around long enough but I could, I've, I've seen, I've gone on the people's websites already that almost appeared to be like a culinary school, when actually they sell paint products. You know what I mean. Like they have this big picture of their building and it looks like a restaurant and like I I didn't even know what was going on. It's like and it was a lesson for me to to view this like oh wow, because we're so heavily engaged with the community that I don't want people to like not know what it is that we do and like make that like the focal point because it is nice what we do and a lot of people appreciate what it is that we do. But like I always try to make sure, like, if we're hosting an event, it's like, you know we're, like we are a roofing company that this has been the vehicle for us. Yep, first and foremost, if it wasn't for the roofing industry, we wouldn't be able to do what you do for the community and do these other.

David Bruno: 14:09

these other events?

Ty Cobb Backer: 14:10

Yes, exactly, and what we've also have tried to do too is is is share other people's stages right, whether it's a virtual stage or or their business, their, their place of business, their locations. And most recently this time with our food drive this year, we were actually going out to other businesses and asking them if they want to participate in our food drive this year and the benefit and the value in that is it's like yeah, of course we're trying to accumulate as much, you know, non-perishable foods and health and hygiene products and stuff like that, but we want them to share our stage as well and vice versa. So you know they'll get a copy of their link on our website and you know, and things like that, and vice versa. You know we'll post that. We were there, we dropped the bin off, thank you for, and Primo Pizza had already filled, you know, their, their container that we we put out there. So it's kind of like we're plugging them the whole time and wanting them to be motivated to want to help us, because we've discovered too, because the first two years like this is something like we kind of tried to do on our own, you know, thinking that more people would just come out of the woodwork and it's's like it's almost like they were. They were waiting for like an invitation, a personal invitation from us Like hey, would you like to help us in this food drive. And it's like now.

Ty Cobb Backer: 15:32

The approach that we're taking now is the same way that we kind of do marketing, and you know this from working with us is that we kind of do the fishnet approach and we just throw the fishnet out there and we kind of want to see what sticks. So now we're kind of doing that approach with our, with our food drive this year, like we're throwing the fishnet out there to everybody because, ultimately and truly and sincerely, like we are trying to make the biggest impact this year for these school students. And the reason why we're doing it June 27th is because that's when school's out. Most people will donate stuff around the holidays. Everybody's caring, everybody's giving, but nobody thinks about when these, when these and that's what goes through my head is the students, these, these children that are still in school that you know come from.

Ty Cobb Backer: 16:16

You know not such a great situation that usually get a meal or two during school season but then school lets out during, during the summer months. That's when food pantries actually start to dry up, and I'm throwing that out there just to encourage anybody that you know. If you're ever in a caring giving way and you're familiar with a local food pantry or anything like that, just keep in mind, not saying don't donate over the holidays. That's just as important as any time of year, but I think most importantly is is over the summer months, when, when the kids and students are out of school, um, that's when families are probably struggling the most. Um, just in my opinion, but but anyhow. Um getting back to the viewer, uh fatigue. I definitely wanted to plug the food drive, but not, not to that extent, but um, anyhow. So the other thing about viewer fatigue is that also those that create content suffer from content fatigue.

David Bruno: 17:12

Well, see, one of the things that we, when I look at that, one of the things that I think about it there are a number of platforms and there are a number of places to market a number of tactics and techniques and these sorts of things. However, within all those, it's the content, it's the creativity, it's the engagement part, that's, you know, you can say, okay, you're going to see me so many places, but what are we going to fill that with? What's going to resonate with the people we're trying to, and what type of messaging are we trying to do? And that's where I think a lot of things get lost. Is that we just kind of set things up? Yes, let it ride?

Ty Cobb Backer: 17:47

Yeah.

David Bruno: 17:48

And and and then eventually it you know there's a diminishing return on these things. So that's a refresh and make the most of it. These platforms that you're on and the different things that you're doing is is is big and critical and to your point as well. You know, when you do these charitable things, you don't want that to be at the top of, to where people that say, okay, you do a lot of charity stuff, but what, what is it that you actually, what do you actually do over?

Ty Cobb Backer: 18:13

there. Right, we have to install roofs in order to be able to do these things Correct. Right, right, right. So, no, no, that's, and it's it's great. I mean, without the community we wouldn't be who we are today, and that's why I think we, I know, that's why you know we do the amount of stuff that we do, but we also kind of compliment our marketing and branding.

Ty Cobb Backer: 18:31

Like I said, sharing stages with other local businesses. It's kind of like a form of networking, not at the scale that you do it, but just at a different level, I guess, of trying to bring in other local business owners that, quite frankly, some of them I don't know who they are, you know what I mean, but now we've created a relationship with them and anything that they're getting involved with, they're more likely to ask us to help them out with things too, and then, vice versa, we know who we need to go back to next time. We're doing something else too. We're trying to raise money for something, but and speaking real, quickly of networking and you and I talked about this again.

David Bruno: 19:06

Belmont Bean oh yeah, I was over there earlier. I spend I'm there about once a week Great venue. I've conducted numerous meetings in there. It's a great spot to meet and have conversations and you know, I just saw today it's a Jason and Chrissy's wedding anniversary, so congrats to those two. Yeah, big congratulations to them.

Ty Cobb Backer: 19:24

Yes indeed Over there, yeah, and they serve excellent coffee too. Jason's a big supporter of us. They donate coffee and also work the booth at the home show and down at the 21 Turkey Salute. Yeah, that's awesome. And then there's probably a couple other things I'm not even thinking about. But when it comes to um, you know, marketing and brand awareness and things, what, what do you? What would you say? Your core principles and philosophies are that that guide your?

David Bruno: 19:51

approach. It just has to be all customer focused. I mean, I know that there's when we talk about our core business, like what you were just saying, the things that you've got going here there are certain goals and certain metrics that we're trying to attain. When I look at all that, if I do things, I figure if I do things the right way by my clients, if I do what's going to help them to get where they want to go, I'm going to eventually fill the buckets that I need to fill for myself. I try and do it that way versus saying, okay, I need this, this and the other thing, let me go try and find it that way. Versus saying, okay, I need this, this and the other thing, let me go try and find somebody that I can squeeze this out there to.

David Bruno: 20:26

That has not. That was the way I used to do things. I mean, I think anybody who's been in sales has probably done that. If they haven't there, or if they tell you they haven't, it's probably a mistake, but so I've done that. But now I'm saying you know what? That's not going to get me a long-term, that's more of a transactional type of deal. That's not the things that are going to get me a long-term relationship or a long lasting client.

David Bruno: 20:49

So I'm saying what do they need to do? Is there something? Maybe there is, maybe there's not. If I can't help them and do it the right way and help them to maximize the money they're going to invest with me, then it's it's probably not even worth worth delving into. So that's kind of the way I do it and that's what the way I conduct myself.

Ty Cobb Backer: 21:06

Yeah, yeah, that's good.

David Bruno: 21:07

That's good and that comes from experience.

Ty Cobb Backer: 21:09

Yeah, you know what I mean. It's. It's not I don't want to say it's sales one-on-one, but I think, as a seasoned veteran as you are, you know with helping other companies in multiple facets in different industries and things like that, and you know I've, I know for me personally, I've relied on you heavily, you know, for questions to be answered or ideas. You know, and, and and to help with that creative flow you know of, of getting our name out there and getting that brand recognition and and, uh, one of the one of the things that you know channels that we chose was was our charitable event, um, and. And you know channels that we chose was was our charitable event, um, and. And. You know, and, but, but on, on many levels, how it has helped us. It one it it has helped galvanize our culture.

Ty Cobb Backer: 21:52

Okay, with pulling together the team for for such a a bigger cause than just installing rooms. Right, like we, we build more than just brews and windows and houses and and things like that. Like, we hope that we're trying to build and and and make a stronger community. You know in, in, in its entirety, whether it's, you know, supporting other local businesses, supporting families that that may need a new roof, supporting families that are less fortunate and making sure that their food pantries and shelves are are filled, and the feeling that that gives our team, knowing that they're being a part of that.

Ty Cobb Backer: 22:28

It's much bigger than just a job.

Ty Cobb Backer: 22:31

You know what I mean.

Ty Cobb Backer: 22:31

It has created a brand that you know it's not me anymore, it's the team that has created our brand and those people that we've impacted or have done services for is now has become our brand and, and because of having conversations with you and you know we've talked about this for hours it's been a while and I kind of miss those, those conversations, um, but you know, with those conversations and realizing what it is that we've built here, it is.

Ty Cobb Backer: 22:59

It's it's much more than just the roofing industry and it's much more than just being a marketing company that does roofing and it's much more than a charitable company that does roofing. It's what it has done for the people that have come to work here and have been able to be an example for other companies that want to kind of model what it is that we're doing. That's that's true impact. That's real impact. That's that's the legacy that you know creating a culture that that people want to work for creating a company that that people are striving to be like and and that like that. When we started this, that wasn't my intent at all, whatsoever.

David Bruno: 23:40

But, like I've told you before, when I, when I attend your events and I've been over the course of the time that I've known you it's the buy-in and the uh, the engagement that you have from your team. They they trust and they believe in what you have going on there and it makes it more than just uh, here I go into work again. Right now.

David Bruno: 24:06

I mean they're, they're, they're wearing your logo where they're they're. They're. Kids are wearing, you know, the behind the tool belt, the TC backer shirts. They're, they're in and they believe it and they have fun and they want to, they want to engage in those things and having a company culture like that, I mean you don't see that all all the time and that is. That is something pretty big.

Ty Cobb Backer: 24:16

You know, in culture. You know, now that we're talking, now that I brought this up cause I, I love talking about it and the thing that I've discovered about culture is is that it's it's, it's not, it's not static, okay, it's, it's not just there and it stays there. It kind of kind of swerves a little bit. You know what I mean. It's like it's here's the sweet spot, but you know, we kind of get off over here and we kind of forget, and we get back over there and we kind of forget. So I discovered that and, you know, a couple several years ago, it was kind of like all right, what are we going to do to like re-recruit our team? Like how are we going to keep everybody engaged and how are we going to make them feel like they're a part of something much bigger than just coming here to work every day? And I think that has been one of the hardest challenges for me is like how are we going to one-up this? How are we going to one-up this, how are we going to make this one more special? How are we going to get more of the team involved? Cause I can kind of see people starting to fade back into the shadows and stuff like that. And, like you know we're.

Ty Cobb Backer: 25:16

We're getting ready to attend the peak achievement Awards tonight hosted by the York Builders Association, and I know for a fact that I'm hoping I shouldn't say I know for a fact that was pretty arrogant of me. I'm hoping we walk out of there with some awards. And when I say meet we, I am emphasizing the word we, because everybody that's going to be attending now we can only bring 30 of us and that list. We put the list out there. It had filled up within a week Our team, from productions to operations to finance. They're in the whole team.

Ty Cobb Backer: 25:53

I wish more of us could come, but I was talking to Colin. He's on our production team. He's actually delivering tables out there. They asked if they could borrow our tables from the home show that we use and I was was like, of course. So I was on the horn with colin, like, are you and station coming? And he's like, absolutely, we'll be there, like they. It was already and I'm sure that now he's excited, he knows what this is about, right, and and it's because of not just the awards but them being able to attend it, not just janna and I going out there and absorbing all of the, the greatness that the team. You know, last year, jana and I didn't even go I think we were traveling someplace and the entire team went. Now, rocket was there and they forced him up on stage to get the, the, the awards and stuff like that.

Ty Cobb Backer: 26:35

But it's it's because of those special moments where now it's time for me to step back and let them. You know, and the thing was is when, when we would have achievements and we would receive awards, I thought I was being humble by just setting them on a shelf, you know, out in the showroom, or hanging on the wall or something like that, not posted on social media and not, you know, let the team celebrate the win. And what I didn't realize but then I came to discover was is that I'm not I'm keeping it to myself. Really, I'm not allowing the team to celebrate in that win with us by taking a group photo with everybody holding the plaque or trophy or whatever the case was. You know what I mean it was, and I don't know if it was out of fear, but I was.

Ty Cobb Backer: 27:22

I was thinking I was being humble, right, by not broadcasting that, hey, we're the best roofing contractor in New York, pennsylvania. You know what I mean. And up until about a year ago we started putting something on one of our billboards for the best of the best, three years running in your County, you know, and when you were talking about you know, and when you were talking about you know, viewer fatigue and stuff like that, the point of that was is to switch up our billboards, because after a while you don't even see it anymore. So we have to switch it around every now and again. But you know, that has been the challenge of trying to keep the team fully engaged because, yes, the 21 turkey is huge and yes, we served a thousand plates last year. But it just becomes redundant.

David Bruno: 28:01

It just becomes, I will say, York is a different animal when it comes to that. I don't know how much viewer fatigue comes with the those best of York things, because people in York love I mean more so than many other places. I think central Pennsylvania with these awards programs, it's people love their people love their awards. There's a lot of pride goes in with that and the competition is stiff.

Ty Cobb Backer: 28:26

Oh yeah, there's a lot of great roofing contractors in your county that, especially ones that that participate in in these awards and things like that, and you know, and I don't know, you know roofing exterior contracting you, there's a lot of us in this industry. I mean there's a lot of people not exactly sure why that is, but I know for our area there. I mean I could probably list 10 between Adams, franklin and York counties that that are, I would recommend you know that are participating in the same. You know best of the best, you know with us, and so that's what makes that even more special.

David Bruno: 29:10

The good thing about it, too, is there's a lot of I mean, even though you're in the same space there are.

David Bruno: 29:16

Your focuses in many cases are going to be different. I mean, you're looking at a different type of a different type of customer. You might be looking at a different type of build or a different type of a roofing scenario, and so there's plenty of business to go around and like. When I look at the things that I'm doing marketing, I mean heck, I mean who? It seems like everybody's doing marketing now, and why would somebody contact me? And it's because we do a lot of the same things.

David Bruno: 29:40

But sometimes you just mesh better with somebody or just certain scenarios to where, you know, I might play a little nicer than somebody else, or vice versa. Somebody might play with somebody a little bit nicer than me, and that's fine. There's plenty to go around and there's just. There's never a shortage of work for us to do.

Ty Cobb Backer: 29:58

Not if you do it right, correct. If you're doing it right and you're treating people fair and you're providing value, you'll always have work. It doesn't matter what line of business you're in and, of course, your network and the people that you know and the relationships that you build over the years. If you can partner with good clienteles, good human beings, you know and that's been one of our strong, strong suits is you know there's people that we've done business with for for a very long time. You know when times are good, you know things are great and when things aren't so good, because they're such a rock solid company, we still tend to get through it with them.

Ty Cobb Backer: 30:38

You know what I mean it's really truly become. You know partnerships. You know what I mean. It has really truly become. You know partnerships. You know what I mean and and I think that says a lot about a human being it says a lot about companies too. If you can have, you know, relationships over 10 years, whether it's a friend, marriage, a partnership you know over 10 years. That says a lot about both parties, absolutely.

Ty Cobb Backer: 31:01

You know, not a lot of people can do that. Most, you know, 80% of roofing contractors go out of business in their first four years. Okay, and a lot of people don't know that. So, and I, I, I say that, you know, to those that have made it, a big shout out, to those that made a past, you know their, their, their four year mark because, trust me, I've been doing this a long time and I know it's not easy. It's not an easy industry. There's a lot of overhead. You're dealing with the general public. You know it's just tough and you know there's a lot of things that we can't control, and weather's one of them. Right, okay. And to try to massage, you know, clients and homeowners, and it's tough. And then to take it one step further, most businesses I think 90% of businesses go out of business in 10 years, first 10 years. Do you know what I mean? So, to be in business longer than 10 years and have the same relationships that you're doing business with today, when you first started out, that also says a lot about and that's the thing, if I would, you know, hindsight's 20-20. If I would start over in another industry, I would start doing networking, probably one of the first things I'd start doing Now.

Ty Cobb Backer: 32:16

Fortunately, I did that, but unintentionally. I joined the executive networking referral. I met John Stauffer there 20 years ago. I started to just put myself out there and again, there wasn't social media, there wasn't YouTube, there wasn't all these things. And half these books that I read today weren't even around yet. You know what I mean. They're 10, 15 years old, not 20, 25 years old. Now there are some really good books out there Dale Carnegie and that are probably 50 years old, that just withstand the test of time. Yeah, the test of time and how to win friends and all that stuff. But I wasn't reading like that back in those days. It was just kind of like balls to the wall and just try to figure out. You know, let people know who I am, but networking and relationships have been the cornerstone to TC backer construction and anything that I've ever had my my hands involved with, even with lead scout.

Ty Cobb Backer: 33:15

The relationships that we have built, the partnerships that we have built, actually put us on the map today, whether it's GAF, certainty, um, you know, many of our partners have helped us along the way and it's like what I can't do by myself, we can do together. Right, you know. But what are we? What are we reciprocating to them as well? You know what I mean. Oh, absolutely. This isn't just a one-way street, like you know. I'm thinking of.

Ty Cobb Backer: 33:47

You know several people that we've done work for and how many times where we've taken a loss but, you know, hung it out, stuck in there with them and just kind of waited around, you know, and and weathered the storm with them. I mean, covid was, was was a hard time 2008, nine, 10, 11, was was a hard time. But because of my early Chuck and jive and networking of of the years, you know, 2005, six and seven we were able to make it through. You know, the great recession because of our partners, not necessarily anything that or the magic wand that I waved around and got through it. It was literally because of the relationships that I had with one of the national builders that actually carried us through.

Ty Cobb Backer: 34:26

And then, shortly after that, I met Craig Rich with CR Property Group. That also carried us through and have built, helped us build what it is that we have today. And both companies we still do work for an investment company and a new construction home company. We both, we we do work for both of them still today. And then the people that they know, that they referred us to, you know we still do work for them too. You know what I mean and that's kind of how that has blossomed into, you know, and there's there's a couple other things that that played into what has helped us become who we are. But really the the cornerstone and the foundation of who we are today is from our partners.

David Bruno: 35:06

Yeah, and and that's, and that's the thing, because we're all here trying to establish new relationships, get new business from, from people, a lot of people, in many cases, that we don't know.

David Bruno: 35:14

And that's where I think the networking helps, because the networking kind of puts you in place, lets you be known by people to where they have the opportunity to know what you're about and to build a little bit of trust in it, because there are so many people just calling and hammering doors and knocking and that's going to work. Because there are many people that when they do a job or they get a new customer, they just assume that the customer is not going to go anywhere with little or no legwork attached to it. It's just like any other relationship. You have to make the thing work, you have to be there, you have to talk, you have to engage. You can't just say, okay, hey, you're signed on, now we're going to do this, and then you're not going to go anywhere because we're just that good, it signed on, now we're going to do this and then you're not going to go anywhere because we're just that good it's.

David Bruno: 35:59

It doesn't work that way, unfortunately, and they may stay with you for a while, but if they don't hear from you, they don't know you. Yeah, the next person that calls especially if there's been some problem or you see something that hasn't quite worked out the way but you haven't done anything about it but somebody calls you a lot of the times those, those representatives, don't even realize that yeah, that that's going away Right and yeah, I think I've kind of done my best to get beyond that, to where the relationships I've established, you know, hey, are they always perfect? No, they're not always perfect. There are always things that can be tweaked or some things that we can adjust, little bumps in the road, but hopefully the relationship aspect of it gives me the opportunity to make things right, to fix some stuff, to keep things on track, versus just they just disappear and vanish and say, oh well, that person you know, bruno, will notice that we're not there when there's a zero on the invoice for the month Right right, you know no, that doesn't happen.

David Bruno: 36:50

Because I'm in touch with people, I stay and do my and do my diligence to make sure that I'm doing right by those, by those clients and those relationships, and that's yeah. Again, it takes work, it does.

Speaker 2: 37:00

Yeah, it does Absolutely A lot of work. No, I tried to.

David Bruno: 37:09

I tried to take the transaction piece out of it, because that's where people say that people don't have multiple people like you deal with many marketing people, yeah, people and that, and absolutely nothing wrong. I just like to be a piece of that and be able to provide some insight and have you reach out to me once a while and say, hey, you know what's your take on this, which I've always appreciated that, yeah, that's been good stuff and that's one of the reasons why we continue to talk over the years.

David Bruno: 37:28

Yes um, but it's well beyond that. But, but, uh, that that's that's kind of my take. I also like to golf with you too, yeah well you, you crush me, although I will say when I was out with my dad, with my dad the other week, that was some of the best golf I played.

David Bruno: 37:43

Quite some time yeah, I played with the same ball for the entire wow, for the entire round. Didn't lose one ball. Wow, he had even stocked up my uh, my bag with you know, a couple dozen balls, thinking that I was going to go through that, but it was good.

Ty Cobb Backer: 37:55

That's awesome. That is a great thing. I typically stock up pretty good too. I at least get one box it's about, you know 12 balls burned through. At least half of them. Yeah, yeah, no, that's, that's a good round. Yeah. Okay, so what would you say? What? What marketing or sales tactics? Not necessarily sales tactics, not necessarily sales, because we're we're kind of on the marketing kick right now. Would you say that that used to work or is dead now?

David Bruno: 38:23

oh boy, that's dead now. Yeah, I don't know. Aside from like yellow page marketing, which are still play, I still believe that there's a place for that, and when I did Yellow Page Marketing when I first got into advertising, it was kind of coming down the home stretch, and now what it's done is there's still always a place for it If you can get on the back cover of a Yellow Page book or on the spine of it, yeah.

David Bruno: 38:48

If it's sitting on somebody's coffee table or flipped upside down on a stoop somewhere in the middle of town and people are walking by it all the time, that's still a spot to be. Whether, even if people use the prop up, you know you could prop up the speaker here, but if you're on the back, right there you are, yeah, and so there's still a lot of things like that. But with the ingenuity and the inventive technology and things constantly coming about, ai now is a big thing, obviously, yeah. So staying on top of these things is huge, yeah, and having as many partners as you can to kind of keep you on track with all these things, yeah.

David Bruno: 39:20

You know, whether it's newspapers, television, I'll be honest, the thing I like about TV is that there's still personalities who have been on TV that sit behind the desk. They've been there for years and years and years. And the people who watch, they have developed a level of trust in those personalities. So there's that and they, they the people who advertise on there there's a level of trust and kind of a they they associate it with the people they've seen on there forever. So it's fun, yeah, but more or less it's, it's. It's just a matter of being one Avenue for people to advertise. There's many places to be seen. You want to be seen as many of them, and TV, and you know some of the digital components are just a part of that. Yeah, for sure it all. It all works, it all plays together and it's just a matter of the creativity that goes into it.

Ty Cobb Backer: 40:11

Yeah, no, that's a good point. And you know, in a phone book I mean think about the shelf life. I mean that thing's not going anywhere, I mean it's going to be sitting there for years, even if it is three years old. Yep, you know what I mean. So the shelf life, so that's a good point. That's a good point. What do you think most businesses are sleeping on right now and not utilizing enough?

David Bruno: 40:34

I would say on the sales side, social media. Okay, I'm saying I use like, for instance, linkedin. I use LinkedIn all the time, I love it. I just keep it up in my background. I don't spend as much time as people think. People would think, man, you must be on there all day. I'm not. I spend maybe about 10 minutes a day, 10 or 15 minutes, but put my content on there, um, but I think that's a great way for salespeople to get in front of other people, I agree, and just to let businesses know what you're about before they even meet you. I think that warms up calls in a big way.

Ty Cobb Backer: 41:09

Yeah.

David Bruno: 41:09

Yeah, and so I've been spending time more on working with my LinkedIn connections than I have really doing much else.

Ty Cobb Backer: 41:16

Do you get a lot of traction out of LinkedIn? Is that still? That's not dead yet. No, okay, no, I think.

David Bruno: 41:21

LinkedIn is still kind of on the upswing.

Ty Cobb Backer: 41:23

Okay. You know, wow. Yeah, that says a lot about them because they've been around for a while. Linkedin, like, is it older than Facebook?

David Bruno: 41:33

No, I think Facebook's been around a little bit longer than LinkedIn, but LinkedIn's managed to maintain their status as a business. Yeah, networking.

Ty Cobb Backer: 41:41

Yeah, Professional professional networking yeah, yeah, for sure.

David Bruno: 41:44

Again, just like anything else, you'll start to see politics creep in there, boatload of spam.

Ty Cobb Backer: 41:49

I get people hitting me up all the time. I don't spend much time, but I get the notifications in my email inbox and I just delete it. Man, there's just so many creeps and scammers out there. I feel and same with Facebook. I get hit up all the time.

David Bruno: 42:04

So that's why, on LinkedIn I use if I'm going to introduce myself to somebody I see too many times to where you get a connection invite from somebody and the second you accept it. There's a full paragraph sales pitch on it and I'm just, yeah, turned off, yeah, right, like me, if I connect with people, after some time I'll say, hey, I'll go grab a coffee and just have a conversation. If you're ready for it, if you've got some time available, let's do that. It's not about my sales pitch and trying to squeeze people that way, because that's the quickest way to from my network and sphere of influence to take a nosedive. So that's kind of what I view there. But yeah.

David Bruno: 42:42

LinkedIn, and I take advantage of the video feature on that as well. Video messaging on LinkedIn is pretty good, at least for now.

Ty Cobb Backer: 42:49

there's a small window with that. I'm not on social as much much as I used to be. Yeah, you know I. I just, you know again, it, it, I find it to, I find it, I don't know it gets me anxious, you know, like like a, like a neurotic anxious for some reason. So I mean, obviously we do this weekly and and I'll post stuff every now and again and and trying to encourage the team because, you're right, salespeople, you don't even have to be in sales to post stuff for the place that that you know they should be sharing stuff. But again, I think your team becomes fatigued with just sharing, cause we bust out so much content. It's kind of like you just roll over, you just scroll over, because it's so much stuff that we're we're continuously putting out there. But you touched on AI there just for a second. What's your take on, you know, on AI in sales and marketing? Is it overhyped, is it underused?

David Bruno: 43:45

It's probably underused, but that's turning real quickly and it's almost at a scary rate. I did not think that it would be. I mean it's progressing much, much more quickly than I would have anticipated, than I would have anticipated, like when you can see these live avatars now of people. It's scary the thing about AI always when you look back at like the Terminator movies back in the 80s, I'm thinking you know people now, technology-wise, is somebody just sitting there. I want to create that, I want that to happen. I want to be the Skynet of you know the 80s. Yeah, right, but I think there was a time I said that stuff's never going to even be, it's never going to be there in my lifetime. But I'm starting to change my mind on that. It's just advancing way, way, very, very quickly and I think that there's. It probably is underutilized right now, but I think it's kind of catching on to where our businesses are saying, hey, we need to incorporate this into what we're doing, for sure From a marketing standpoint, from the operations and sales standpoint.

Ty Cobb Backer: 44:41

Yeah, yeah, and there's so many different ways that it can be used. Now, you know artificial intelligence, I mean buyer behavior algorithms and just I mean it can go so deep to writing blogs for you keeping up on SEOs, and I mean there's just so many things and I think it's one of those things. I think there's two things that you know businesses need to jump on the bandwagon right now is virtual assistants right? I think that's something big that I think a lot of people are sleeping on right now. You know that. You know, especially anybody in a management position not taking advantage of a virtual assistant and delegating things to them so they can focus on higher level things and making the business better Right, and that's something that we've leaned into.

Ty Cobb Backer: 45:26

I've actually got I got an in-house assistant, but we also use SMA I'm just going to give them a plug real quick Joe Huffman's team over there at SMA and and AI. You know, I think AI don't think that your competitors aren't using it. You know, to some extent or form, or the marketing company that they're using isn't using it. I mean, you don't be scared of it. It is what it is. It's just like when Facebook came out, right, people were like, oh no, it's a dating website. Well, it was so misunderstood.

David Bruno: 45:57

Yeah, you know what I mean.

Ty Cobb Backer: 45:59

I even thought that Jana reminded me of that the other day, because, when I think my first Facebook account was joint with Jana, like, I don't think either one of us knew how to use it. I think we both thought it was a dating website, and not that we didn't trust each other, but it was just kind of like, well, everybody seemed to be doing it and it's kind of like all right, well, let's start a Facebook, you know page, and, and we did. But that that was short lived and I think it was shortly after her, you know, our parents, our, our moms, passed away. Um, that was you know, 12, almost 12 years ago Now. Um, we were like, you know, people didn't know who you know, cause it was weird, cause my mom passed. Then, six months to the day, her mom passed away.

Ty Cobb Backer: 46:42

So, people, so we were kind of like why don't we just, you know, separate our? You know, by that time we started to grasp what Facebook it was. Much more it was. It was it was social commerce, right, it wasn't, it wasn't a dating website. Like, I'm trying to think of that one app that was out there before Facebook. Oh man, I can't even remember.

David Bruno: 47:02

Was it the MySpace thing? Yeah.

Ty Cobb Backer: 47:03

MySpace, yeah, myspace, yeah, I think that's what we thought it was and I think a lot of people thought. But my point is is, like you know, ai is not the dating website or app that we thought you know Facebook was. This is actually. You know, there's so many things that you can use it for that, you know, either find someone that knows how to use it or knows how to dabble with it, at least because it will change the trajectory of your business or your content creation. I mean, there's so many different ways that you can use AI today that I think that people need to stop sleeping on it.

David Bruno: 47:42

But and, like these platforms the Facebooks, the LinkedIn it's just a matter of what you want to use them for. You can filter out all the noise, right? So we are all noticing that there's all these, these bots now getting in there and just sending them.

David Bruno: 47:54

You just have to get past that, and that's just the unfortunate thing. But there's still a lot of good content on there and a lot of good information to be drawn out and not the truth, yeah. Yeah, I mean this makes a little few more weeds to go through these days, but it can still be decent.

Ty Cobb Backer: 48:14

It's still a relevant activity. What's one, I guess, what's one marketing idea that most people would disagree with, but you believe in?

David Bruno: 48:23

Marketing idea that people disagree with that.

Ty Cobb Backer: 48:26

You don't like you're all in on it. But you hear most people say yeah, it's dead. Like some people might say door knocking is dead.

David Bruno: 48:33

Oh, I don't think door knocking is dead?

Ty Cobb Backer: 48:34

I don't either, but is there something that and I've said it just to be a dick um to people like dornach is dead, you know, but it it truly isn't. It's the oldest form of sales outside of prostitution, um, but, and it still will both work. Obviously, both of them can be very lucrative, but I was.

David Bruno: 48:52

I was waiting for that. I was waiting for this to to kind of go.

Ty Cobb Backer: 48:55

Yeah, you know me um my mind doesn't take me long to get there, but is there something that you've always been like, no, you gotta, you gotta, you gotta make sure you're doing this and and, and people have doubted. Maybe, maybe that's a better question. Is there something that you've tried to implement into somebody's company that they've doubted and it and it it's. It came to fruition?

David Bruno: 49:19

it's. It's it's like the social media thing and the cold calling beyond doing what I do. So obviously, you see there the uh, the abc 27 good day, pa, and all that stuff. The tv is a vehicle, yeah, um, but the ideas that I try to convey are not always about things that specifically abc 27 is doing. That's just part of what we do. I just want to try and help businesses too, so I'll help them. With the LinkedIn page, for instance, I'll say hey, if your salespeople are not using LinkedIn, you know, after we have a conversation here about, about things we're doing, let's, let's, you know, let's sit down with some of your salespeople, get them set up on there, show them how to utilize a little bit, show them how to utilize the social media. Talk about some, maybe some door knocking techniques or some cold call techniques, because that's the big thing too, cold calling. A lot of people think cold calling is dead. You got to. It all has to be social media.

David Bruno: 50:07

It all has to be some sort of marketing or branding and I think that the, the cold calling aspect is a huge part of that, if you do it correctly.

David Bruno: 50:14

Yeah, but you can't just make it cookie cutter. It can't just be. You have to have some sort of something that's a, that shows people you have an idea of what they're doing, challenges they're facing. It can't just be, hey, this is I'm with this business, this is, we're great at everything. There's no reason you shouldn't be working with us. Yeah, that I don't. I think those kinds of days are gone because there's so much information available about an industry or business If we're not bringing that to the table, saying, hey, we know what some of these things are Right and I can utilize our platforms to help impact that for you and get you a share of that market. That that's what it has to be about. It can't just be saying we're awesome. Yeah, you know you, you need to be doing stuff with us. It's, it's, it's well beyond that now. So so the cold calling? Yeah, I think a lot of people think cold calling and stuff you got to take advantage of all the technology. Yeah, I think. I think that there's still room for cold calls man.

Ty Cobb Backer: 51:05

I think you can even get an AI bot to cold call for you and answer questions.

David Bruno: 51:10

Yeah, well, I know that you we're versus doing it with my colleagues, right? You know because that that there there is a sometimes a fear or a little bit of hesitancy in doing cold calling, trainings and and, um, you know, role plays and things with your colleagues, because they know what you're supposed to be saying to people. Uh, but if you do it with the chatbot, you can just be yourself. That chatbot is not going to hold anything against you. It's not going to hold anything against you.

David Bruno: 51:36

It's not going to let you know that, yeah, yeah that hey, you messed up or whatever the case is, and it's just going to help you learn. So, yeah, there are definitely going back to the.

Ty Cobb Backer: 51:42

I think, yeah, there are definitely things you can do yeah, or even with ai, um, you know text messaging and things like that. It's kind of like cold calling sending out all these. You know spam text messaging today, um, that will actually continuously respond back to you. I mean, we, we kind of have something set up I can't remember her name, there's a name, she has a name but if people you know hit us up through messenger, our AI bot picks up until one of us can get to it, but it's literally answering their questions for them. Yeah, you know what I mean and, again, that's what I'm talking about with this AI thing that so many people are sleeping on right now. That was just one of many things that I just just came to my head on how we utilize artificial intelligence to you know, because if we're, if we're sleeping and and a message comes to a 2am and I'm a big stickler on like, look, we need to respond now, like, not like seven, 30 tomorrow morning. You know what I mean. So that's one avenue that we've utilized it.

David Bruno: 52:41

so that's a comfort, that's a comfort level for people, um, I think when they visit your website or whatever, if they have questions, that that's just sort of a little bit more personal aspect, even though a lot of people really okay, I'm talking to an ai, chatbot or whatever the case is, but it's a level. They see, hey, this real business you know they're implementing these sorts of things this is somebody, a real player. This is not a fly by night operation, yeah, so there. So there's that. But then also, it's a. It's great the more, the more lead capture you have to, where you can get that information and give yourself a reason to call these people back or contact them.

David Bruno: 53:16

That's that's, that's what these things are all designed to do and that's all marketing is designed to do. You know, word of mouth, referrals, quality of work that you do that's obviously the best marketing. But all these other things TV, radio, newspapers, flyers and signs that is all just another to support the referrals and the relationships that you have in the marketplace and the reputation and the relationships that you have in the marketplace and the reputation, the brand that you have, absolutely, and to, uh, to help your feet on the street.

David Bruno: 53:44

So yeah, that's really it, but other than that, if you don't, if you don't do good work, you don't have a good reputation yourself. All the marketing and branding you got that doesn't really mean a whole lot. It doesn't. The word is on the street is that you're just no good at what you see you got to cash that check your ass has been writing Yep For sure, and so that's one of the things I guess, as we kind of, we'll be on here a while now time just flies man being on here with you.

Ty Cobb Backer: 54:04

It really does. It really does.

David Bruno: 54:09

But as I'm spending my time out there out and about doing the networking and put myself out there, let people see me talking all this talk and if I don't deliver on these things, yeah, that can come back and you're not always going to be able to deliver it.

Ty Cobb Backer: 54:22

It's, I think. I think a lot of it has to do with, too, like how you respond to that If something goes wrong. You know what I mean, and that's something, cause not everything's going to go over the way that it's supposed to.

David Bruno: 54:34

But I think when you suit up, show up and take care of the issue, you give yourself a chance to correct and work things out, whereas, like we talked about earlier, if there's no conversation, there's no relationship. Something goes wrong. Hey, I got enough people calling me bringing me up to want to come in here and talk to me. Maybe I'll just give them a shot, because I don't even really know this other person, so there, we are Absolutely.

Ty Cobb Backer: 54:53

Before we get off here, I got one personal question for you. It's not too deep, but if you had to start all over today, okay, with zero dollars, zero connections, what would you do in the first 30 days?

David Bruno: 55:06

The first 30 days I would try and find as much organic marketing as I can.

David Bruno: 55:12

How can I get my name out there?

David Bruno: 55:13

And a lot of that's just old school, just hitting the street, hitting the pavement, you know, showing up at people's businesses, trying to get involved in some of the activities that they're doing, trying to engage them on levels of things that are important to them not just me and just meet people.

David Bruno: 55:29

Just meet people, get them to kind of market and brand you for with them, for you, yeah, and just create some good, genuine relationships. And then again, with all the technology, as much of that organic as you can do, look for as much free things as you can do. And then when you get your business rolling, then you look at the paid opportunities. What can I do to take this to the next level? What can you do to really get this rocket ship kind of off the ground Right on, but to start out, yeah, the ground right on, but, but the start out, yeah, the grassroots stuff, networking, get your face out there, show up at people's people's door, show up at their events and just just genuinely just be part of what they, what they do, and then and let them know who you are, what you're about, right on time.

Ty Cobb Backer: 56:09

That's it yeah, great answer great response, yes, and great response, and and thank you for everything you've done for us. Thank you for coming on the show, obviously, and, uh, you know, thank you for everybody that is tuned in week over week. If there's anything on this um podcast that you heard today that you feel somebody should know, please share it with them. Let them know. Like love, subscribe if you haven't already. Um and again, thank you everybody. Thank you for all the guests that have come on the show. You know, episode two, two 80, two, 81. That's, that's like almost four and five, five and a half years. That's awesome that we've been doing this and we've had some amazing guests. We've had some some amazing listeners and viewers post comments in there and you know questions and we've been able to answer and help them out. So thank you guys for for engaging as much as you have and, david, thank you for everything you do, Awesome.

David Bruno: 56:57

And if there's anybody who has any questions or thinks that I can help out or assist in any way, shape or form with some of their marketing branding efforts, yeah, let's just have a conversation. Again, I'm always down there at the Belmont Bean at least once a week for a coffee. I try to do my best to let people know when I'm going to be there. So, hey, just stop in and just have have a conversation.

Ty Cobb Backer: 57:15

Yeah, that's about it. Do you? Do you want to put your email or website or something to what's the best way for someone to get ahold of you? You can reach me on LinkedIn.

David Bruno: 57:23

That's good. Just just my name, david Bruno. I got my email address, dbruno at abc27.com, or my cell phone Just call, text me 949-742--2. Nice, that's it. Good deal. This has been great, man. Thanks so much. Good to see you, vic, as always. Thanks a lot, ty, it's been awesome.

Ty Cobb Backer: 57:40

Thank you, Thank you everybody, for watching.