Came back with a bank window down yelling now money anything hey oh got the foot on the gas pedal to the metal when I'm get to the back hey Got the foot on the gas pedal to the metal when the lane moving fast hey Let them all cross if they hate then let them hate them make a bigger balls.
Hey what is up ladies and gentlemen? We are back. We are live. It is the Freight Coach Podcast, the top podcast in transportation coming to you guys every single weekday, 8:30am Pacific, 10:30 Central to break down some industry headlines. But most importantly, you guys provide some actual insight into what you can do with all of this information. If this is your first time tuning in, welcome. This is the real side of freight. And I say that before every single show. And here's what I mean by that. Guys, I only speak with transportation professionals because. Because at the end of the day, you guys, I want to talk to the right individuals who have done what you're looking to do or who are currently doing what you're trying to achieve.
So you can take that information, apply it, utilize it and see a meaningful difference in your business and your life. Happy Wednesday, everybody. I got a very special guest. I'm going to bring him up here very shortly. Quick reminder though, you guys, the weekly newsletter dropped this morning. Go to the freightcoach.com it will auto prompt you to register for it. Again, it's all industry insight, fuel prices, rates, stock, stuff like that. We talk about it, but again, I don't sell out my listeners or my contacts and just auto sign you guys up. So if you want to check that out, FreightCoach.com and we'll go from there. But with that being said, you guys, again, entrepreneurship is a phenomenal journey.
It's definitely over glorified on the Internet and everything else that you see out there about how easy it is, how great it is all of that. But you know, there's a cost behind a lot of that. And I'm gonna, you know, and I'm gonna bring up my guy here right now and we're gonna talk about his journey in the industry. So I got my man Matt with Monarch Connect on the show today. Matt, thank you so much for joining me.
Thank you so much for having me. Very excited. I had to match your flag with my flags here in the background. I get some of that patriotism across all countries here, dude.
I love it. And you know, with current events, I'm gonna have to slap a tariff on you now with that. So we might as well.
It's gonna go both ways here. It's gonna go both ways. As long as we're smiling and we're doing it, we're good.
Dude, I love it. So Matt, do how'd you get your start in freight, man? What brought you into this industry?
I think nobody, at least in North America comes into freight just by choice. Everybody kind of falls into it through one way or another. My journey was a little bit unique. I started off joining logistics through a family friend. They got me involved in a company called Fluor. I went overseas to work with a company called Fluor, which I did work on. It's called Log Cap 4, which is a military operation by the American military. I was in Afghanistan helping the troops, both Canadian and American. But I was mainly on American bases. Fell in love with logistics there. When I came back, I go, hey, I gotta keep doing it. So that kind of started my journey then. From there I went into trucking, worked for Bison, then went into logistics.
Worked for companies like Fuel Transport, which is a logistics company here in Canada. Then I worked for Traffics and then worked for Amplify Logistics. And then I found a great co founder and we started Monarch Connect and we wanted to do something a little bit different. And that's where the entrepreneurship kind of got me to where I am today.
So I love what you said about you guys wanted to do something different. And I think like that is. That's a statement that you hear a lot of people throw out there. But when you say that, Matt, what does that mean to you? What is that? This like on your guys vision or like your. Your core values? What do you mean by that?
Yeah, the business partner, Kat, she's the vision board person. So she probably, she has the vision board and says like, hey, this is this. We gotta manifest all this stuff. But our model is we gotta deliver with kindness. We find a lot of everybody out there today just rams everything down the freight, the driver's throats, rams down the shipper. This is what we can do. Nobody really tries to solve the problem like the user. There's none of that coaching involved in it. There's none of that partnership involved with it. Everybody's like, hey, you got a truck? Let's move it, let's do it. Okay, how do we get to this point? What's the challenges that you guys are facing? We want to really get to the bulk of what is logistics.
And I find that occurred when a lot of these tech companies started coming into logistics and saying, oh, this is an easy fix. Let's Just match a truck and a customer and put them together and just move that freight. I don't think that's what we do. And from the sounds of it, I don't think, Chris, that's what you do either. So I think most of us don't want to do that. But there's a lot of. And we've talked about when we first set up, there's a lot of those basement brokers that kind of did that for a while during COVID and ruined that reputation for everybody.
Yeah. I think that, you know, this when I sit out here and I say, like, it's different now from, like, a business development standpoint and everything else, I mean, that's kind of like a great way to summarize what you were saying there is. Is that. That's kind of what I feel like we're. We're up against. Right. Because it's like, you know, this is a. This is a massive opportunity, but this is also a massive hurdle for a lot of business development reps out there right now. Is. Is. You know, there has been a. Yes, it's been very easy to cover trucks here over these last couple of years, but there's been some colossal stupidity that's been ran through. You know, a lot of what's going on out there.
And you're really only as good as their last experience with the service that you are offering. Right. And that's across the board, man. I don't care if you're selling ink pep, you know, ink for a printer. It's the exact same thing. And, you know, for. For us inside of our organization, you know, my business partner and I, our number one core value is do the right thing. And that is a very subjective and open statement. But I say that because deep down inside, we all know what's right and what's wrong. We all know the difference. Unless you were raised in the wild, you. You were raised in an environment where you know the difference between right and wrong. And I think. And even if you had a shitty upbringing, instinctively, we all know if we should or shouldn't be doing something.
And I have just found that throughout my business. Again, I'm not an entrepreneur, guru or a genius or anything like that. I'm just a guy who's been in it here for, you know, about five years now. And I know that in most situations when I have put my best foot forward and I have been as open and honest about everything, and I have kept the other party's interest in mind, my customer, my carriers, all of that. As long as I kept that mentality, things have ultimately worked out in the long run. And I think that's, you know, one thing that, you know, individuals need to really take into consideration as you're going out there and trying to develop business. Right.
Like, dude, I've already made, and I say this before every show, it's like, I've already made my 35 cold calls before I jump on. I break it up, I do 35 before the show and I'll finish up and do 15 after the show. But I do that and, you know, I'm out there talking to people all day long. And no matter what, I know that there's a high probability that most of these individuals will not remember me in about 30 seconds. But as long as I hold myself to that same standard, I'm respectful, even if it's a rejection. Hey, I completely understand. Thank you so much for your time. And end the call. I don't push, I don't do any of that because I just don't believe in that stuff.
Yeah, and that's the thing. Luckily, I am not the cold call guru in our group. I'm more of the operations kind of, you know, talking to the truckers and talking to the drivers and operations. Kat, my business partner, she really doesn't. She does the same experience, she says the same thing. It's like, hey, we make all these phone calls and you don't know if it's going to register. But the ones that do, we create meaningful relationships with them and make it long lasting and we be high five and we're excited every time we get a customer because we know we're solving a problem.
The same thing for me, when I'm talking to a lot of the truckers in the operations, I don't want to just hire a truck for the lowest price because I want to make sure they can grow and come back next year if I can keep a truck. And then he multiplies to two trucks next year, four trucks, the year after that, 16 years, 16 trucks the year after that. That's going to benefit me because I helped him, get him started. A lot of the other brokers in the industry don't understand that aspect of it where it's like, oh man, I made five grand off of this guy. He didn't know the market. That's just not like you talk about being dishonest, right?
Like, if I have had guys lowball me and I've rejected it, be like, you don't know the market or there's something else going on that shouldn't be that low today and either, hey, let me help you, educate you what's happening in the market, or B, what's going on in your operation. Tell me why you're so cheap into that area if you can't articulate that properly, you really got to work on that, your business, because you might not be around tomorrow. And I need every guy that I use to be there because being a repetitive customer for me is just as important because they will know my customers freight better and then they will execute on a higher level. And when there's issues, there's less phone calls at 2 in the morning.
One thing I hate, Chris, is a 2:00 phone call with a guy doesn't know what to do and he's like, oh, what am I supposed to do in this circumstances versus someone who's trained? Be like, hey, Matt, I'm sorry I'm calling you this late. I've already done all these 13 steps. This is where we're at. Let me know what I should do now. And then we know we can, you know, roll on to the next thing. And I'd rather pay 102, 300 bucks more for a carrier to do that than having those all night phone calls and upsetting the customer, the shipper, everybody in between by not knowing what to do next.
Yeah, that. You know, again, you guys, if you're listening to this on the replay later on in the day, rewind everything Matt just said and re. Listen to that till it truly resonates with you. Because what you're describing right there is something that, you know, we're not perfect, but we try and apply that on every single shipment, right? Because like, at the end of the day, man, I don't want to go out to the spot market to find opportunities or to find the next. I want to find, you know, like, again, we had a couple of loads that moved this week, already booked them with the exact same trucking company. They were phenomenal, right? Like I literally told the dispatcher, I'm like, hey, I've been doing this for like 15 years now.
I just want to let you guys know, you guys are in the upper echelon of providers that I've worked with. And on top of that, we found out, all right, how many trucks they have in their fleet. We know exactly what lanes that they like to run now, which kind of fits inside of our a core region of ours, which is, you know, the Virginia down to Florida in the southeast, like mid Atlantic down to the southeast there. And you know, again like now I know as we're out there and selling like it's just that confidence as a broker when I'm going out there and prospecting new opportunities where I'm going to talk to them about that. Right. Because I'm very singular focused in our business development approach.
It boils down to it because I have just found that is working in my pro with my prospects right now is very singular, very direct. This is what we do, this is who we are. As opposed to the old spray and pray methodology.
Exactly.
That used to work back in 2010-2020. Right. But things have seismically shifted in that. But now I know because I know that this will resonate with some sales reps out there. The nerve that you feel after you onboard that new customer and they send your first load and you're like, we don't have a real carrier for this. That all goes away when you have that capacity network built up where it's like, dude, I have a thousand percent confidence that when I land my next shipper that moves freight from that region that I just mentioned and I can call that carrier up, I know how it's going to go.
Exactly. And that's one of the things I have on my wall. You can't see it, but it says do not take same day loads for that very specific reason. Because as an ops guy or a founder, I want to take as much freight as possible. So I have to constantly remind myself, you know, if an opportunity is knocking and a customer's pressure, you want to say yes. But unless you have a truck in hand with someone that you know that is trusted, that can execute to the level that you want, you don't want to bring your operations level down to a lower level. That's where things like your proper TMS really comes in place. And luckily enough, and funny enough, I didn't even notice Revanova who we use for our tms. It really does help us get to where we need to get.
For me it's awesome because I can use it off my phone and a lot of those other legacy softwares I've used in the past. I need to be mobile as a founder because I might be out visiting a customer. I don't have time to bring up my laptop or whatnot. So having the ability for that to be all in one package part of your TMS really helped us in our initial first year growth and it helps with our customers visibility because it was able to provide all the things that the customer normally ask for, it's already there. And that really helps when you're starting off with a company as well.
That's one part of our journey that we wanted to really focus on is finding that create great TMS software that can do all those things for us and then add layers to as we grow.
Yeah, dude, I'm right there with you. Right. Like, I also am a active Revenova user as well, right. Like we use them every single day. I was literally in there this morning researching prospects, researching active shipments that we have and all of that. And you know, and that. And that's one thing for me where it's like, you know, having that ability to really grow and scale and because like, dude, we have to run lean at the end of the day, we are a startup. We are bootstrapped. We have to get, you know, as the old rap song goes, I got. I gotta make a dollar out of 15 cents. Like that is my life right now, right? So it's like to have the right tech in our operation that helps us scale and just save.
Because to me, man, I'm constantly looking at it from an efficiency standpoint. How do I save minutes of my day so I can take those saved minutes and pick up the phone and start making more sales calls, right? Like that's my focus is. And that's where it's like the operations of having the right tech stack inside of your organization is. It is I think a massive different difference maker out there. Like my favorite. One of my literal favorite features in Revenova is. Is the clone feature that comes along with it. Cloning shipments and everything. Because like we don't have EDI customers. We don't have a lot of that stuff out there. So it's like we have customers who, you know what we. We pick up out of a lot of the exact same and deliver into the same facilities.
Man, you know how much time that saves us just to go in and click that duplicates everything because the commodities the same, the weight's the same, pickup delivery locations, all of that. Dude, it's just like that just saves us a ton of time.
Automatic posting. The. The carrier can go in and put in all their information, can start the tracking. We connect. We use trucker tools, but connects to your trucker tools automatically sets up the. The geolocation for everything. Geo fences, the whole bit. Customer gets their notification. Drivers are like it literally the tracing. I don't need to like a lot of this might be a hot take A lot of people Think, well, we got a near shore, everything near shore everything to other countries. And you know, I think that's the wrong approach. I think having the technology for you to be able to focus what you're doing really will push it more forward for you because then you can go have more in depth conversations with your carriers, with your customers, because you have the ability to know everything's being handled in the background correctly.
And not always relying on third party outside sources is the best way to going about it. I love to keep everything as much as close to heart as possible and then be able to talk to my carriers as often as possible. I find that fundamentally very important to. That's why another feature I like in Revenova is being able to track all those rates that you're putting in and be able to go back and review that later on with your guys. Like, hey, you know, I know you're one of my most common carriers, but you're like x amount above the market today. Like, what's going on? And be able to have those conversations. I think a lot of people just put a rate in and they move on. They don't go back to have conversations with your steady guys.
Be like, hey, this is how we need to improve. This is what we need to do. Secure more business is part of that ideology as well for us.
So how are you leveraging that to kind of stay lean, right? Because like, this is another thing too, you know, out in the real world where I operate, not everybody just has boatloads of investment capital to go hire a hundred people, right? Like, we gotta, again, we gotta make this work. So how are you leveraging that data to help you make better decisions inside of your business? Because that's one thing that we all like. We do too, man. Like, we are very. And when I say we, this is 100% my business partner. He is the guy who data I talk all the. He takes all the I talk and then compiles it up into a very nice report for us to look at. But with that being said though, man, like, our data is everything right now. Because it is, man.
Like, I love going, like, again, we're not in a position to turn away business. But at the end of the day, not all revenue is profitable. Okay? Not all customers profitable. So it's like, how are you doing that? And then like leveraging that to know, like, hey, we're good with our current employee headcount, for example. We don't need. If we focus more on booking these same repeatable carriers. We don't necessarily need to invest in hiring anybody at this time. We can keep stashing away capital to make sure that when we do bring somebody on, we have a financial Runway already built in.
And I think, Chris, that's a very hard decision to always be making every single day. As an entrepreneur, that's one of the things I've been learning and I wasn't accustomed to is, when do you hire on? And I laugh because, remember when I was an employee, I'd always be telling my boss, we need to hire more people. We need to hire more people. Why can't we just hire more people to help support? Now, as a business owner, like, how much more can I do before I blow my brains out, right? And it's hard because you really want to focus on the right trucks and having the right ability to have the right knowledge to service the customers. And I think you nailed it earlier.
Understanding your carriers and where they're running and what capacity they can give you, and then making them feel comfortable that you will secure that capacity. Because how many guys that you know that you talk to have been offered an RFQ from one of the big retailers because the broker got it when they got the rfq, they never saw the freight. And there's that. The trust is lacking. When you have that trust built in, the data that you get, you know, is accurate. So what I mean by that is often when we go talk to our carriers, and when I used to do this, when I talked to carriers, I used to add another 20, 30% or. Or I know they're 20, 30% higher because they're fishing.
I used to just say they're fishing for rates and they're not giving you an accurate number that's out there, we'd have to really kind of guesstimate where it is. So you rely on different kind of reports and whatnot. Now, when you're working with trusted people and you have. For me, Revenova, I have that sales tracking data that comes in what other people are using. What kind of other rates? Green. Very similar to what green screen even does, too. You're able to go, hey, this is the market. This is what my guys tell me. I know we're pretty close. I think I can secure the business at this. Go back to my carrier, be like, this is what I'm seeing is the market. Can you agree to this rate for 6 to 12 months? Lock it in.
If I get this business put into writing it into a contract and everybody's kind of happy and hopefully you're able to kind of grow from that position. I try to stay away from the load boards but you need to develop carriers and those are very much needed stay. So boards are good for new blood, trying to find it out. But I'm different in a way. I talk to all my broker friends and I'll ask them who they're using, who is good and who is bad and be like hey, what's your guys experience with this? I'm willing to try. Or I'll tell them hey, these guys are really great. Please use them because I think that helps the whole community out as well.
When like minded brokers use like minded carriers, that group is going to rise to the top versus people who kind of hoard all the information to themselves and it doesn't benefit the community. And I'm very much a community believer and one of my models always was there's enough freight for everybody to go around. There's always a driver shortage. We always hear about there's not enough freight. I know there's dips in the market but I don't know about you, but we felt a little bit of a crunch in the last couple of weeks with the tariffs. Now it's probably going to be the reverse, not enough drivers. This is happening. That is happening. You always got to be working within your community and I think that community presence is very important to be able to really accurately understand your data that you're getting.
Are you guys primarily doing cross border freight then? Is that your, is that your guys is kind of your wheelhouse or are you guys intra Canada?
For the most part majority is cross border and we focus on cold chain. We love dealing with anything that has to do with cold chain, predominantly with food and food mainly. And the reason being is recession proof in our mind.
Yeah, no, absolutely. I completely, you know, 100% agree with that. That stance. Right. Like food at the end of the day, like if we're not eating, like I think we can all do the math on a lot of that stuff. But from my perspective though Matt, how have your prospects, you know, again you do a ton of cross border freight. I know tariffs are all over the news about what's going to happen. Is it going to happen? Is it a giant negotiation? You know, my personal stance is I'm, I'm at a wait and see with a lot of this because I feel like a lot of the talk goes away when there's a little bit, you know, there's a give and a take. Right. I Don't think anybody can deny that the United States practically subsidizes the majority of the world.
And I look at it as this. We're like 35, $36 trillion in debt. We got to start clawing our way out, right? But with that being said though, man, when we're at the front lines like we are in transportation, how much of that is a concern with a lot of your customers right now? Are you seeing that they're like, hey, we got to get a bunch of this stuff shipped down there right now? Are they at a wait and see? How is that looking?
A lot of the food guys are very much, I wouldn't call it panicking, but they're being very urgent in their request and the movement of the goods because they don't know what's happening. So a lot of the protein buyers are really shipping across the border and really buying to bring up inventory into Canada because Canada and the United States have been best friends for a heck of a long time, right? So we've been across the border sharing everything, resources. Our regions are more aligned than certain parts of the US within itself. So the Midwest and the Prairies are more similar than Ontario and New York are to even the BC and the California area. So these regions have developed more regionally versus country wise. So. And the supply chains feed it that way.
That's why you saw Trump talked about the pipeline recently, because it connects from Alberta all the way down. But to the same effect, a lot of these food buyers right now are pushing a lot of their products across because everybody wants to build up inventory. The problem with a lot of these positions is it's perishable. You can't increase too much of that inventory because then you have to really sell it quickly at a lower price once it starts spoiling. So it's kind of like a catch 22. So certain products are moving and getting frozen and being held to, but other products, you can't do that. But the customers are then deciding, we buy across from Canada, we buy from Mexico, we can't buy from those two. Do we really want to buy from China?
Do we want to really buy from South Africa, or do we really want to buy from Asian countries, or do we just continue buying from Canada and Mexico because it's still a better product because they adhere to the same rules that we do when it comes to food consumption. And I think that's part of what has to be kind of hashed out in the next little bit. But everybody has to obviously protect their own interests. For the most part. But I think there's a lot of panic buying going to start happening and tariffs do come into play for sure.
Yeah, no, I'm right there with you. Robert Cowton has a question about what technology are you using to onboard carriers Right now I use rmis.
I know highway is the other one that was kind of popular. I've always used RMIs. Was more like a familiarity for me and it's kind of worked out and I like how it kind of, for me, it goes right into my Revenova system. I don't have to kind of do anything else. I do use carrier for a 101 to kind of have a look at what the carriers are being rated on and how they're being looked at. But for the most part, I want to make sure the insurances are up to date. I have my thresholds, for the most part get always triggered because of differences between Canada and the United States. I always review all my carriers at least three times before I onboard them. That's very important to what we do.
Yeah, no, I, I got you there, man. I think that, you know, with where things are right now, how do you, how are you projecting, you know, in, you know, maybe you and your business partner. How are you guys projecting what 2025 might shake out to be? My personal stance is, I, I mean, outside of some drastic event that happens and again, you could argue that, you know, implementation of tariffs at the levels that are being spoken about, that could cause a drastic shift. If all of this kind of gets worked out, which I ultimately think a lot of it is, it's just media sounding pieces. It's going to work itself out. I don't necessarily see anything changing for the most part. I feel like what we're experiencing right now is probably going to trickle along at, you know, throughout the year.
What's your kind of thoughts on that?
We're projecting a very good year. I think freight's going to increase just because we're still very much in growth stock stage or initial kind of stages. So it's a lot easier to go from 1, from 0 to 1, from 1 to 2 and so on. But I feel there's going to be a lot more freight for entrepreneurs like ourselves right now as other companies are going to try something different because they weren't being provided the support they were promised. And I think it's a very much a year for entrepreneurship as both sides of the border are going to be focused on that middle class again, which is great for startup Companies getting in there and kind of really focusing on what customers need. And I'll also see the rise of these smaller companies.
So there's a, you know, there's a famous company in Canada that's kind of really taking on Hershey's and Nestle. It's called Midday Squares. And there's a lot of these like smaller chocolate companies or other food confectionery companies are coming up through the ranks and they're going to be coming big in 2025, 2026, 2027. Only people like you and I are able to service because they don't want to go over to the big guys because they're not going to get that specific need that they're looking for. Yeah, I really see 2025 being a very good year for entrepreneurs and mid to smaller size enterprises for sure.
Yeah, I'm right there with you, Matt, in that regard. I personally think. And like I had Sean Smith, he's with Denham. We do a financial Friday show once a month together and were talking about that. I think it was either in December or January where the growth in the industry or like the market actually started showing a shift in smaller providers taking market share away from the larger providers out there. And I'm like, dude, I'm of the mindset no matter what I say about the market, you guys, I personally don't give a flying how the market is performing. I will find a way to win. Right? Like that is where I'm at with it. And I'm right there with you, man. Like, I think that the tolerance for failure is the longer, like I will say this to any sales rep out there.
The longer that this market remains this way, the better of an opportunity you're going to have when their current network fails. Because the tolerance for failure will be so low because most people are going to look back. Most people's attention span is like eight seconds, you guys. All right? So like they're going to look back and be like, well, hey, it's been easy for like our trucks have been on time for the last year. What gives now? Are you not able to do this job? We got to find somebody who is. So I think like these next 12 to 24 months are going to turn into one of the biggest market share grabs of modern history. I truly feel that way about that from a business development standpoint in freight.
I would add a caveat to that. As long as you have a product to sell and you're not just selling I can pick up and deliver. If you're just doing a pickup and delivery and you're commoditized that way, all the other sales rep are having the same conversation. And you really need to have an ability to speak to what you're doing and what you're doing differently and able to vocalize that to a customer. Because if you're making that phone call and you're going, hey, I pick up on time, my on time percentage is 99%. He's gonna say, yeah, so is the other 150 phone calls I got today. Like, how is that different?
And difference comes could be in the things that, how you promote yourself and being a familiar face, going out there and exposing yourself into being a part of the community, going out there and doing different things differently. What I mean by that is focusing on a specific niche. Like if you're doing dry freight that is full truckload point A to point B, you're going to be losing out to the big guys like prime and Schneider all day long because they can get it down to the pennies and they need to make a dollar off of every truck that they move. You need to make a heck of a lot more. So you really got to focus on what your story is in that journey that you're providing to your customer and how you fit part of their journey.
That's why I said, like, the way we're buying now is changing as well. So Everybody's going on TikTok, everybody's going on Instagram, nobody's going watching the commercials to be dinners anymore. It's like who you're following that's influencing what you're buying. And those purchases are different from what it was 20, 30 years ago. They're not going to giant warehouses anymore. You got to be far more niche. You got to have more of that supply chain kind of figured out, versus I pick up with a big truck, I deliver with a big truck. That's all I can offer. How else can you give them different opportunities? Can you cross stock this? Can you warehouse it for them? Can you provide a final mile? Can you palletize? Can you pick and pack?
What kind of folder solution can you do that makes them more attractive to you is what I would suggest for 20, 25.
I love it. Matt. Dude, this flew by. I knew it was going to. I mean, the first time we talked, I think we almost went for like an hour and we're both like, fuck, we got to get back to work here, man. I appreciate you joining today. How does anybody reach out to you to find out more if you guys are hiring. Whatever it is, man, put that out there so people know how to reach out.
Yeah, absolutely. Either through our website, monarch connect, obviously monarchnet.com email. There's obviously a contact list there on LinkedIn. And we're going to be expanding some of our socials. We're doing a few different things later on this year, so check that stuff out. We'll have a lot more announcements that we'll have coming up. I think it'll be pretty cool. And yeah, just kind of reach out to us. We're very responsive. We're not like, I think most people where they just kind of ignore everybody. We'd like to get in touch with everybody that we kind of chat with. Whether it's. You have industry knowledge, if you want to learn about something. We just want to talk to everybody and learn about you as well.
I appreciate it. Matt. Thank you so much for joining me. That's going to be it for today, you guys. We got a guest coming on pretty much tomorrow. Well, not pretty much tomorrow and Friday as well. As always, if you guys got value in what you heard, subscribe to the show. You guys, if you're feeling really ambitious after this one, which you should be, rank the show on itunes and Spotify, you guys, because that's what helps us get that message out there, is because if you saw value, your network's going to see value as well. I appreciate you guys. I love you guys and we'll be talking to you soon. We're working on the Outro.