1 00:00:00,080 --> 00:00:04,640 podcast. Your source for livestock 2 00:00:02,320 --> 00:00:06,400 market insights, management strategies, 3 00:00:04,640 --> 00:00:08,320 and real conversations with those who 4 00:00:06,400 --> 00:00:11,040 don't just work in the cattle industry, 5 00:00:08,320 --> 00:00:15,480 they live it. Here are your hosts, Ty D 6 00:00:11,040 --> 00:00:15,480 Cordova and Casey Mabry. 7 00:00:17,920 --> 00:00:23,039 Well, welcome here to live in Boise, 8 00:00:20,240 --> 00:00:25,359 Idaho to the We Live It podcast. Here we 9 00:00:23,039 --> 00:00:28,320 have a little over 21,000 cattle to 10 00:00:25,359 --> 00:00:30,640 offer today. I'm joined here today by 11 00:00:28,320 --> 00:00:32,960 the I guess he's going to be the new 12 00:00:30,640 --> 00:00:35,760 cocohost 13 00:00:32,960 --> 00:00:36,960 slash intern slash 14 00:00:35,760 --> 00:00:39,520 yeah coffee getter 15 00:00:36,960 --> 00:00:41,120 something like that a little bit thinner 16 00:00:39,520 --> 00:00:42,960 a little bit taller than than his 17 00:00:41,120 --> 00:00:44,640 counterpart but uh 18 00:00:42,960 --> 00:00:47,039 in case you couldn't join us today so we 19 00:00:44,640 --> 00:00:49,280 have Wade Burks with Blue Reef uh and 20 00:00:47,039 --> 00:00:51,360 then also we have Logan Epson with 21 00:00:49,280 --> 00:00:54,079 Western Livestock Journal WLJ 22 00:00:51,360 --> 00:00:55,360 headquartered out of Denver um going to 23 00:00:54,079 --> 00:00:57,600 talk a little bit about the industry 24 00:00:55,360 --> 00:00:59,600 affairs and uh what they do in the 25 00:00:57,600 --> 00:01:01,680 industry as far as getting your names 26 00:00:59,600 --> 00:01:03,600 out there and and advertising your sales 27 00:01:01,680 --> 00:01:05,280 and such. But first of all, Logan, we've 28 00:01:03,600 --> 00:01:08,479 we go back quite a bit. Friendship, 29 00:01:05,280 --> 00:01:09,840 we've known each other quite a while. Um 30 00:01:08,479 --> 00:01:11,760 you got something coming up in two weeks 31 00:01:09,840 --> 00:01:14,080 with the kiddos that we we like to talk 32 00:01:11,760 --> 00:01:15,680 a lot about and as Casey goes through, 33 00:01:14,080 --> 00:01:17,360 we talk a lot about his kids showing and 34 00:01:15,680 --> 00:01:19,600 showing pigs and stuff. And your 35 00:01:17,360 --> 00:01:21,680 daughter and son are is the son showing 36 00:01:19,600 --> 00:01:23,680 yet? Is he not yet? He's not old enough. 37 00:01:21,680 --> 00:01:25,200 No, no, I've got we got two that are 38 00:01:23,680 --> 00:01:26,799 showing. My my two oldest daughters. So 39 00:01:25,200 --> 00:01:29,600 one's 13, one's nine. So we got a first 40 00:01:26,799 --> 00:01:31,280 year 4 and and uh my daughter last year 41 00:01:29,600 --> 00:01:33,040 won the steer show and one showmanship. 42 00:01:31,280 --> 00:01:34,240 So she's got a little bar that she needs 43 00:01:33,040 --> 00:01:36,240 to reach again. So there's a lot of 44 00:01:34,240 --> 00:01:37,600 pressure at home right now. But in doing 45 00:01:36,240 --> 00:01:39,040 that, we're juggling sports. We're 46 00:01:37,600 --> 00:01:40,799 juggling dance. We're juggling these 47 00:01:39,040 --> 00:01:42,400 county fair steers. But you know, then 48 00:01:40,799 --> 00:01:44,079 we go right into school and summer's 49 00:01:42,400 --> 00:01:45,280 almost over. So yeah, here we are. 50 00:01:44,079 --> 00:01:46,479 Yeah, that school's right around the 51 00:01:45,280 --> 00:01:47,840 corner. My girls are dreading it. 52 00:01:46,479 --> 00:01:49,680 They've been in the show barn and the 53 00:01:47,840 --> 00:01:51,360 pool and just kind of living a dream. I 54 00:01:49,680 --> 00:01:52,159 call home every morning after I get to 55 00:01:51,360 --> 00:01:53,840 work and they say, "What are y'all 56 00:01:52,159 --> 00:01:56,399 doing?" they're just living their best 57 00:01:53,840 --> 00:01:59,280 life, you know, just laying around. Um, 58 00:01:56,399 --> 00:02:02,240 how how does that with our with our busy 59 00:01:59,280 --> 00:02:04,640 schedule that that we all have? 60 00:02:02,240 --> 00:02:05,920 It's awesome to see us able to be able 61 00:02:04,640 --> 00:02:07,520 to spend that kind of time with our kids 62 00:02:05,920 --> 00:02:09,280 and and and to grow them up in the 63 00:02:07,520 --> 00:02:11,440 industry, grow them up, whether it's 64 00:02:09,280 --> 00:02:12,640 showing steers or showing heers or pigs 65 00:02:11,440 --> 00:02:14,319 or whatever, but they're in the 66 00:02:12,640 --> 00:02:16,239 agriculture industry and they they seem 67 00:02:14,319 --> 00:02:18,160 to love it. 68 00:02:16,239 --> 00:02:19,520 Yeah. So, it's it's one of my proudest 69 00:02:18,160 --> 00:02:21,360 moments is when my daughter told me that 70 00:02:19,520 --> 00:02:23,680 she wants to be an a lawyer because she 71 00:02:21,360 --> 00:02:26,000 wants to be able to keep ranches and 72 00:02:23,680 --> 00:02:27,200 ranching families and and that was it's 73 00:02:26,000 --> 00:02:28,560 kind of set you back cuz then you're 74 00:02:27,200 --> 00:02:30,000 starting to realize like and I'm not 75 00:02:28,560 --> 00:02:32,080 going to take any credit cuz my wife is 76 00:02:30,000 --> 00:02:33,280 the one that she's the driver and and my 77 00:02:32,080 --> 00:02:36,400 girls look up to her. They've got a 78 00:02:33,280 --> 00:02:38,319 great role model. Um but I mean you can 79 00:02:36,400 --> 00:02:40,000 say this like you you you're probably in 80 00:02:38,319 --> 00:02:41,200 a stage of life like you you're chasing 81 00:02:40,000 --> 00:02:43,200 things you didn't think you would chase 82 00:02:41,200 --> 00:02:44,480 when you had kids, you know, and that's 83 00:02:43,200 --> 00:02:46,720 where we're at. I didn't think I would 84 00:02:44,480 --> 00:02:48,640 love softball so much, but but watching 85 00:02:46,720 --> 00:02:50,720 them like succeed, you know, and that's 86 00:02:48,640 --> 00:02:52,239 the thing is you you see them develop a 87 00:02:50,720 --> 00:02:54,400 passion. You see them develop something 88 00:02:52,239 --> 00:02:56,000 that that they want to succeed in. And 89 00:02:54,400 --> 00:02:58,239 all our job as parents is to open the 90 00:02:56,000 --> 00:02:59,920 door. And so here we are going to 91 00:02:58,239 --> 00:03:02,560 practices and tournaments and trying to 92 00:02:59,920 --> 00:03:03,280 do all the juggle. But it's worth it. 93 00:03:02,560 --> 00:03:06,159 You know that. 94 00:03:03,280 --> 00:03:09,519 You picture me as a tennis dad. 95 00:03:06,159 --> 00:03:10,560 I didn't see that coming, but 96 00:03:09,519 --> 00:03:12,080 I I got one. 97 00:03:10,560 --> 00:03:13,599 Yeah. 98 00:03:12,080 --> 00:03:15,200 But they don't they kind of frown. My 99 00:03:13,599 --> 00:03:17,200 oldest daughter, she kind of frowns upon 100 00:03:15,200 --> 00:03:18,640 that if I show up in that skirt. But I 101 00:03:17,200 --> 00:03:20,560 told her, "If if y'all can wear that 102 00:03:18,640 --> 00:03:22,959 kind of stuff, I think I can too. 103 00:03:20,560 --> 00:03:24,400 So they so they don't wear it." So, 104 00:03:22,959 --> 00:03:25,360 but you know, I just shaved them from 105 00:03:24,400 --> 00:03:26,879 the knee down. 106 00:03:25,360 --> 00:03:27,760 As is girl dads, we've all had our nails 107 00:03:26,879 --> 00:03:28,560 painted a time or two. 108 00:03:27,760 --> 00:03:28,879 Oh, man. Yeah. 109 00:03:28,560 --> 00:03:32,080 Yeah. 110 00:03:28,879 --> 00:03:34,080 Yeah. Oh, yeah. Well, last week and I'm 111 00:03:32,080 --> 00:03:35,760 not going to get it. Never mind. People 112 00:03:34,080 --> 00:03:37,599 are going to start getting phone calls. 113 00:03:35,760 --> 00:03:39,519 But, but no, it's just this is what I 114 00:03:37,599 --> 00:03:42,720 love about all of it. It's all a family 115 00:03:39,519 --> 00:03:45,280 deal. It's uh family or oriented. It's 116 00:03:42,720 --> 00:03:47,440 uh relationship based. It's just it's 117 00:03:45,280 --> 00:03:48,879 all of that. So, and it's good to hear 118 00:03:47,440 --> 00:03:50,640 other people talk about their kids, too, 119 00:03:48,879 --> 00:03:53,040 because we we hold them up at such high 120 00:03:50,640 --> 00:03:55,599 regard. So, let's kind of dive into what 121 00:03:53,040 --> 00:03:58,000 uh kind of what is WLJ? Uh you want to 122 00:03:55,599 --> 00:04:00,799 kind of give us a brief how you got 123 00:03:58,000 --> 00:04:03,840 there, where you been, all that? 124 00:04:00,799 --> 00:04:05,280 Yeah. So, so my story um I started with 125 00:04:03,840 --> 00:04:07,040 the American Angus Association in the 126 00:04:05,280 --> 00:04:09,280 spring of 2007. I was with them five 127 00:04:07,040 --> 00:04:11,360 years. Um, and I started looking around 128 00:04:09,280 --> 00:04:13,200 to see, okay, what is my next step? What 129 00:04:11,360 --> 00:04:14,799 is, and if I would have taken a 130 00:04:13,200 --> 00:04:16,799 promotion with the association, I'd had 131 00:04:14,799 --> 00:04:19,040 to move to Missouri. And my heart and 132 00:04:16,799 --> 00:04:20,799 soul is in the western US. Uh, I grew up 133 00:04:19,040 --> 00:04:24,240 in southeast Idaho and I registered 134 00:04:20,799 --> 00:04:26,160 Herford and Angus operation. Um, and so 135 00:04:24,240 --> 00:04:27,440 I just never saw myself moving, you 136 00:04:26,160 --> 00:04:28,720 know, towards the east, even though I 137 00:04:27,440 --> 00:04:31,120 know there's there's so much industry 138 00:04:28,720 --> 00:04:32,240 there, but my heart's out here. And so I 139 00:04:31,120 --> 00:04:33,759 started looking around and Western 140 00:04:32,240 --> 00:04:35,199 Livestock Journal kind of fit that mold 141 00:04:33,759 --> 00:04:37,680 because it's more commercially cattle 142 00:04:35,199 --> 00:04:39,840 driven. Um, I love working the sales, 143 00:04:37,680 --> 00:04:42,000 working the auctions, and this just kind 144 00:04:39,840 --> 00:04:46,639 of developed right into what I felt was 145 00:04:42,000 --> 00:04:48,560 my passion. Um, and so in in 2012, right 146 00:04:46,639 --> 00:04:50,080 before my first daughter was born, we 147 00:04:48,560 --> 00:04:51,840 decided to make a transition. So, my 148 00:04:50,080 --> 00:04:53,680 predecessor, guy named Jerry York, was a 149 00:04:51,840 --> 00:04:55,280 legend in our business. He was getting 150 00:04:53,680 --> 00:04:56,639 ready to kind of slow down. So, we split 151 00:04:55,280 --> 00:04:58,479 his territory in half and I came on 152 00:04:56,639 --> 00:05:00,560 board with Western Livestock Journal. 153 00:04:58,479 --> 00:05:02,560 Um, was with them 10 years. So, in that 154 00:05:00,560 --> 00:05:04,240 in that three-year process, Jerry fully 155 00:05:02,560 --> 00:05:06,560 retired. I took over the six western 156 00:05:04,240 --> 00:05:08,639 states. um started building my business 157 00:05:06,560 --> 00:05:10,320 and and the biggest driver why I wanted 158 00:05:08,639 --> 00:05:12,320 to do that was it's 100% commi 159 00:05:10,320 --> 00:05:13,840 commission driven for their field reps 160 00:05:12,320 --> 00:05:15,520 and I wanted to know at that point if I 161 00:05:13,840 --> 00:05:18,080 had what it takes. I wanted to know if I 162 00:05:15,520 --> 00:05:19,840 could succeed just being on my own. Um 163 00:05:18,080 --> 00:05:21,039 obviously backed by you know a company 164 00:05:19,840 --> 00:05:24,160 that's been there for over a hundred 165 00:05:21,039 --> 00:05:26,479 years now. Um it's a little side story 166 00:05:24,160 --> 00:05:28,479 which I'm pretty proud of that in 1922 167 00:05:26,479 --> 00:05:30,960 it started with a $5,000 loan from the 168 00:05:28,479 --> 00:05:34,240 LA stockyards. And so when you start 169 00:05:30,960 --> 00:05:36,800 going over the history of of WLJ, 170 00:05:34,240 --> 00:05:39,039 it survived so many different things. 171 00:05:36,800 --> 00:05:40,800 And so now that we here we are in, you 172 00:05:39,039 --> 00:05:41,840 know, 2025 and it's like, you know, 173 00:05:40,800 --> 00:05:43,280 there's a little bit of pressure there 174 00:05:41,840 --> 00:05:45,360 cuz it's like you don't want it to fell 175 00:05:43,280 --> 00:05:47,680 under my leadership, but it's the first 176 00:05:45,360 --> 00:05:49,680 time that's not in the Crow family. And 177 00:05:47,680 --> 00:05:51,039 so we're all kind of driven and I kind 178 00:05:49,680 --> 00:05:52,639 of see there's there's kind of a 179 00:05:51,039 --> 00:05:54,160 likeness to what Live Aag is doing 180 00:05:52,639 --> 00:05:55,680 compared to what WLJ is doing because 181 00:05:54,160 --> 00:05:57,680 we've we've gotten a lot younger in our 182 00:05:55,680 --> 00:05:59,039 staff, but we're all kind of driven. and 183 00:05:57,680 --> 00:06:00,560 we all want to make this thing succeed. 184 00:05:59,039 --> 00:06:01,919 And I see that with you guys, too. Like 185 00:06:00,560 --> 00:06:03,840 it's kind of a younger staff, but 186 00:06:01,919 --> 00:06:05,600 everybody's driving for something. You 187 00:06:03,840 --> 00:06:07,360 want to hold on to something and make it 188 00:06:05,600 --> 00:06:09,280 successful. And this is our legacy and 189 00:06:07,360 --> 00:06:10,960 this is our opportunity. And I think 190 00:06:09,280 --> 00:06:12,160 that's where I I see what you guys are 191 00:06:10,960 --> 00:06:14,240 doing. I'm pretty proud of what I've 192 00:06:12,160 --> 00:06:15,600 told you that. I've told Jason that. Um 193 00:06:14,240 --> 00:06:16,720 told a lot of your team that. I'm proud 194 00:06:15,600 --> 00:06:18,319 of what you guys are doing because 195 00:06:16,720 --> 00:06:19,840 you're not afraid of it. And I think 196 00:06:18,319 --> 00:06:21,680 that's where with Western Livestock 197 00:06:19,840 --> 00:06:24,000 Journal, it's kind of the same way. Like 198 00:06:21,680 --> 00:06:25,360 we see that there's this thing here, but 199 00:06:24,000 --> 00:06:27,039 we want to make it bigger. We want to 200 00:06:25,360 --> 00:06:28,319 make it more successful. And so we want 201 00:06:27,039 --> 00:06:31,919 to prove to the industry that we're 202 00:06:28,319 --> 00:06:33,440 worthwhile. Um but in where we're at now 203 00:06:31,919 --> 00:06:35,039 about 3 years ago we went through a 204 00:06:33,440 --> 00:06:37,919 transition. So National Livestock out of 205 00:06:35,039 --> 00:06:39,280 Oklahoma City purchased WLJ. Um and in 206 00:06:37,919 --> 00:06:41,600 that I transition into the role of 207 00:06:39,280 --> 00:06:43,520 president and 208 00:06:41,600 --> 00:06:44,800 which has been great but it's had it 209 00:06:43,520 --> 00:06:46,880 challenges as you're probably seeing 210 00:06:44,800 --> 00:06:48,080 from a leadership role. It's every day 211 00:06:46,880 --> 00:06:49,840 is not perfect. 212 00:06:48,080 --> 00:06:51,120 And so you go through those those bumps 213 00:06:49,840 --> 00:06:52,560 where you're starting to figure out cuz 214 00:06:51,120 --> 00:06:53,840 when you take over something like that, 215 00:06:52,560 --> 00:06:56,080 everybody's been sitting on these ideas 216 00:06:53,840 --> 00:06:57,919 and you're like it's time to go. We want 217 00:06:56,080 --> 00:06:59,919 to go out there and and all these ideas 218 00:06:57,919 --> 00:07:01,280 we've been sitting on. We want them to 219 00:06:59,919 --> 00:07:03,360 go and we want them just charge right 220 00:07:01,280 --> 00:07:05,199 into it. But if you let the horses run, 221 00:07:03,360 --> 00:07:07,360 they're going to tire out. And so you 222 00:07:05,199 --> 00:07:09,039 have to be careful in how you do that. 223 00:07:07,360 --> 00:07:10,960 And so, you know, you want to have 224 00:07:09,039 --> 00:07:13,840 controlled growth and control the the 225 00:07:10,960 --> 00:07:15,039 culture, but um you also want to be 226 00:07:13,840 --> 00:07:16,160 supportive. You want to make sure that 227 00:07:15,039 --> 00:07:18,479 everybody's appreciated. You want to 228 00:07:16,160 --> 00:07:19,520 make sure everybody's respected. Um and 229 00:07:18,479 --> 00:07:22,000 that's I think the key to all 230 00:07:19,520 --> 00:07:23,599 relationships in life, too. And so 231 00:07:22,000 --> 00:07:24,960 that's where we're at now. It's been a 232 00:07:23,599 --> 00:07:26,560 lot of fun to see how people have 233 00:07:24,960 --> 00:07:28,880 developed. They've taken on ideas. 234 00:07:26,560 --> 00:07:30,479 They've taken on different roles. And I 235 00:07:28,880 --> 00:07:31,599 I think where we're at now is in a 236 00:07:30,479 --> 00:07:33,199 really good spot where we're just 237 00:07:31,599 --> 00:07:35,199 continuing to grow slowly. 238 00:07:33,199 --> 00:07:36,639 So, kind of identify your team a little 239 00:07:35,199 --> 00:07:38,400 bit. Who who you got out there, where 240 00:07:36,639 --> 00:07:39,840 they're at, what what regions they have, 241 00:07:38,400 --> 00:07:41,919 and 242 00:07:39,840 --> 00:07:44,160 Yeah. So, the traditional model of a of 243 00:07:41,919 --> 00:07:47,039 a publication is that um and I'll start 244 00:07:44,160 --> 00:07:48,240 with our Fieldman. So if if you know our 245 00:07:47,039 --> 00:07:50,479 a lot of our business is built around 246 00:07:48,240 --> 00:07:52,240 auctions obviously and so a lot of 247 00:07:50,479 --> 00:07:53,680 people recognize us working in the ring 248 00:07:52,240 --> 00:07:57,280 at a lot of these at these sales in the 249 00:07:53,680 --> 00:07:59,360 different parts of the territories. Um 250 00:07:57,280 --> 00:08:00,400 and so the model sense that if if 251 00:07:59,360 --> 00:08:02,160 somebody's having an auction they can 252 00:08:00,400 --> 00:08:03,680 call one of our fieldmen and they'll 253 00:08:02,160 --> 00:08:05,280 help them develop a campaign because 254 00:08:03,680 --> 00:08:06,720 we're doing not just the weekly 255 00:08:05,280 --> 00:08:08,479 publication but now we have a full 256 00:08:06,720 --> 00:08:10,560 digital line of products. So whether 257 00:08:08,479 --> 00:08:12,080 it's Google or social media or whatever 258 00:08:10,560 --> 00:08:14,479 they want to do we can we can help them 259 00:08:12,080 --> 00:08:16,080 advertise and reach the right audience. 260 00:08:14,479 --> 00:08:17,440 Um, and I think that's the interesting 261 00:08:16,080 --> 00:08:18,720 thing in the business that we have now 262 00:08:17,440 --> 00:08:20,720 is because it's not just the 263 00:08:18,720 --> 00:08:22,560 traditional, you know, printing a 264 00:08:20,720 --> 00:08:24,479 publication and sending it to a people. 265 00:08:22,560 --> 00:08:25,840 We we have to essentially take the 266 00:08:24,479 --> 00:08:28,000 advertising and put it in front of the 267 00:08:25,840 --> 00:08:30,560 people, whether that's through a digital 268 00:08:28,000 --> 00:08:32,560 place or through a print publication. 269 00:08:30,560 --> 00:08:33,680 And so our field are able to say, okay, 270 00:08:32,560 --> 00:08:36,080 what's going to be the best? What's our 271 00:08:33,680 --> 00:08:37,599 initiative? What what's our end goal? 272 00:08:36,080 --> 00:08:39,120 And what's the product that we have to 273 00:08:37,599 --> 00:08:40,719 sell? And we're going to try to put that 274 00:08:39,120 --> 00:08:41,919 product in front of the right people. So 275 00:08:40,719 --> 00:08:43,360 you might not all see all the 276 00:08:41,919 --> 00:08:44,959 advertising in the publication, but 277 00:08:43,360 --> 00:08:49,120 you're going to see it in different 278 00:08:44,959 --> 00:08:50,880 avenues. Um, but that's what um, kind of 279 00:08:49,120 --> 00:08:53,519 going back to that model is through 280 00:08:50,880 --> 00:08:55,279 advertising dollars is then the customer 281 00:08:53,519 --> 00:08:57,120 service of that is the guy showing up 282 00:08:55,279 --> 00:08:58,640 and working the sales. So the the 283 00:08:57,120 --> 00:09:00,959 advertising dollars are paying for that 284 00:08:58,640 --> 00:09:02,160 service on sale day. Um, once the ads 285 00:09:00,959 --> 00:09:04,480 are sold, then it goes through our 286 00:09:02,160 --> 00:09:06,959 production team. Um, and so we've got ad 287 00:09:04,480 --> 00:09:09,040 designers, um, and a and a production 288 00:09:06,959 --> 00:09:11,040 team that, uh, like Kirby Brianfeld is 289 00:09:09,040 --> 00:09:13,839 our production and office manager. Anna 290 00:09:11,040 --> 00:09:15,920 Jackson does all the social media. Um, 291 00:09:13,839 --> 00:09:17,360 we got Mike and Tristan that do all the 292 00:09:15,920 --> 00:09:19,279 all the day-to-day stuff and building 293 00:09:17,360 --> 00:09:22,959 the publications and the websites and so 294 00:09:19,279 --> 00:09:25,519 forth. Um, but I guess I want to kind of 295 00:09:22,959 --> 00:09:27,600 harp on just for a quick second is that 296 00:09:25,519 --> 00:09:29,200 a publication doesn't go if it doesn't 297 00:09:27,600 --> 00:09:30,640 have the right editorial. you have to 298 00:09:29,200 --> 00:09:33,120 have people that want to read the 299 00:09:30,640 --> 00:09:34,800 information that's in between the pages 300 00:09:33,120 --> 00:09:36,880 and and we have a really really neat 301 00:09:34,800 --> 00:09:39,200 editorial staff and and it's it's small 302 00:09:36,880 --> 00:09:42,000 but they have a big network and so Anna 303 00:09:39,200 --> 00:09:44,320 Miller who just got married and u and 304 00:09:42,000 --> 00:09:46,160 Charlie Wallace and and they do a great 305 00:09:44,320 --> 00:09:47,839 job they pull in a lot of relevant 306 00:09:46,160 --> 00:09:50,080 information that is pertaining to our 307 00:09:47,839 --> 00:09:52,399 western readership and so there's 12 of 308 00:09:50,080 --> 00:09:53,440 us on staff total um and it's one of 309 00:09:52,399 --> 00:09:55,600 those things that everybody's kind of 310 00:09:53,440 --> 00:09:57,519 driven uh don't have to I'm not a 311 00:09:55,600 --> 00:09:58,640 micromanager they just do what they're 312 00:09:57,519 --> 00:10:00,160 supposed to do and everybody body kind 313 00:09:58,640 --> 00:10:03,440 of gets to get, you know, everybody does 314 00:10:00,160 --> 00:10:05,200 get along. Um, but it just it works and 315 00:10:03,440 --> 00:10:06,480 I think that's the one thing as as 316 00:10:05,200 --> 00:10:07,680 things have settled down through this 317 00:10:06,480 --> 00:10:09,600 transition, everybody's kind of filled 318 00:10:07,680 --> 00:10:10,880 into their roles. I think that's what I 319 00:10:09,600 --> 00:10:12,480 appreciate the most is everybody just 320 00:10:10,880 --> 00:10:14,640 got their head down and working. 321 00:10:12,480 --> 00:10:16,480 You got a famous football star, too, 322 00:10:14,640 --> 00:10:18,959 that that works for y'all, don't you? I 323 00:10:16,480 --> 00:10:20,560 mean, it's a I I couldn't go with this 324 00:10:18,959 --> 00:10:23,279 whole day without mentioning the 325 00:10:20,560 --> 00:10:26,320 football player that works for y'all. 326 00:10:23,279 --> 00:10:29,040 He's a legend. Um, he's he's a legend. 327 00:10:26,320 --> 00:10:30,720 Um, but I would say they're all legends. 328 00:10:29,040 --> 00:10:33,680 So, in terms of our field staff, we've 329 00:10:30,720 --> 00:10:35,440 we've got uh a great team. Uh, so out 330 00:10:33,680 --> 00:10:37,839 here in in the far west is Jared 331 00:10:35,440 --> 00:10:40,720 Patterson. Um, he cames from comes from 332 00:10:37,839 --> 00:10:43,360 Delo, Idaho. Um, and then in Colorado, 333 00:10:40,720 --> 00:10:45,120 we got a guy named Ty Gons. Um, who I 334 00:10:43,360 --> 00:10:47,680 actually, believe it or not, he 335 00:10:45,120 --> 00:10:49,680 interviewed me. He'd been at the job at 336 00:10:47,680 --> 00:10:52,160 American Angus Association for like 6 337 00:10:49,680 --> 00:10:54,079 months. And uh when I went out there and 338 00:10:52,160 --> 00:10:55,440 interviewed uh to get the first job out 339 00:10:54,079 --> 00:10:57,839 of college, which I didn't think I was 340 00:10:55,440 --> 00:11:00,399 qualified for, you know, I I was totally 341 00:10:57,839 --> 00:11:01,600 spun out. And uh I got into Tai's office 342 00:11:00,399 --> 00:11:03,200 that day and he looked at me and goes, 343 00:11:01,600 --> 00:11:05,519 "I've only been here 6 months. Don't 344 00:11:03,200 --> 00:11:07,760 worry about it. Just sit down." 345 00:11:05,519 --> 00:11:09,600 So So it was it was a great opportunity. 346 00:11:07,760 --> 00:11:11,600 Ty and I have been friends ever since. 347 00:11:09,600 --> 00:11:12,720 Um and then in the in Montana, we 348 00:11:11,600 --> 00:11:14,880 actually just went through a transition. 349 00:11:12,720 --> 00:11:17,440 So Devon Min had been with us for almost 350 00:11:14,880 --> 00:11:20,320 10 years. um and had an great 351 00:11:17,440 --> 00:11:21,680 opportunity to he's now at LMA and I 352 00:11:20,320 --> 00:11:23,680 just want to kind of shout out to what 353 00:11:21,680 --> 00:11:25,680 his leadership and what he did for WLJ 354 00:11:23,680 --> 00:11:28,959 through the transition and and building 355 00:11:25,680 --> 00:11:31,680 the territory up there. Um his little 356 00:11:28,959 --> 00:11:33,120 brother Kevin Mnon just joined us and so 357 00:11:31,680 --> 00:11:34,640 as we kind of went through a transition 358 00:11:33,120 --> 00:11:36,640 there and Kevin's going to do wonderful 359 00:11:34,640 --> 00:11:38,480 things for us and I think the world of 360 00:11:36,640 --> 00:11:41,120 that whole family but uh really excited 361 00:11:38,480 --> 00:11:42,399 for Kevin to do fill in his brother 362 00:11:41,120 --> 00:11:44,079 older brother's shoes but then kind of 363 00:11:42,399 --> 00:11:47,120 make it his own territory and excited 364 00:11:44,079 --> 00:11:49,600 for that. you you talk about your your 365 00:11:47,120 --> 00:11:51,440 team and and you you've got all your 366 00:11:49,600 --> 00:11:54,079 field reps out there and to be a field 367 00:11:51,440 --> 00:11:55,360 rep and you're not micromanaging. You've 368 00:11:54,079 --> 00:11:56,640 got you're in charge of your own 369 00:11:55,360 --> 00:11:58,959 destiny. Like you said, if it's a 370 00:11:56,640 --> 00:12:01,600 commission job, you got to want to go 371 00:11:58,959 --> 00:12:03,120 out there and go get it. So, I didn't 372 00:12:01,600 --> 00:12:04,640 know this about about your guys. So, 373 00:12:03,120 --> 00:12:06,240 you're helping your customers build a 374 00:12:04,640 --> 00:12:07,440 marketing plan. You're engaged. You're 375 00:12:06,240 --> 00:12:09,279 not just calling them up going, "Hey, 376 00:12:07,440 --> 00:12:12,240 can I get an ad? I'll show up to your 377 00:12:09,279 --> 00:12:15,360 sale." So, what what's the relationship 378 00:12:12,240 --> 00:12:16,880 there like with your customers? 379 00:12:15,360 --> 00:12:18,800 I think you said the word perfectly. 380 00:12:16,880 --> 00:12:20,720 It's relationships, you know, and and I 381 00:12:18,800 --> 00:12:22,800 think and I don't want to I don't want 382 00:12:20,720 --> 00:12:25,120 to sound negative, but you know, I I 383 00:12:22,800 --> 00:12:27,200 think in this in this day and age, you 384 00:12:25,120 --> 00:12:28,320 know, loyalty is a hard word to come by 385 00:12:27,200 --> 00:12:30,079 because everybody has their own 386 00:12:28,320 --> 00:12:31,519 situations. And all these different 387 00:12:30,079 --> 00:12:33,279 ranches, all the different programs, 388 00:12:31,519 --> 00:12:34,639 they have businesses decisions that they 389 00:12:33,279 --> 00:12:35,680 have to make. And sometimes that gets in 390 00:12:34,639 --> 00:12:38,160 the way of of the personal 391 00:12:35,680 --> 00:12:40,000 relationships. Um, and I'll I'll be 392 00:12:38,160 --> 00:12:42,880 upfront. One of the hardest things that 393 00:12:40,000 --> 00:12:44,560 I had to do in my role is to give up 394 00:12:42,880 --> 00:12:46,800 some of the relationships and the 395 00:12:44,560 --> 00:12:48,560 accounts to Jared. And I think it it 396 00:12:46,800 --> 00:12:50,320 didn't really strain us because I, you 397 00:12:48,560 --> 00:12:53,360 know, picked somebody that I knew could 398 00:12:50,320 --> 00:12:54,720 do a better job than I did. Um, but at 399 00:12:53,360 --> 00:12:56,240 the same time, it's still hard. These 400 00:12:54,720 --> 00:12:57,920 are these are not 401 00:12:56,240 --> 00:12:59,600 accounts. They're friends now, right? 402 00:12:57,920 --> 00:13:01,200 That I've had relationships with these 403 00:12:59,600 --> 00:13:04,399 people for years. 404 00:13:01,200 --> 00:13:06,000 And you to step back and say, "Okay, in 405 00:13:04,399 --> 00:13:08,000 order for Jared to be successful, I need 406 00:13:06,000 --> 00:13:10,079 to get out of his way." And that's a 407 00:13:08,000 --> 00:13:11,440 hard thing to do. I mean, if if if you 408 00:13:10,079 --> 00:13:12,240 ever ever done it, you know exactly what 409 00:13:11,440 --> 00:13:13,680 I'm talking about. I 410 00:13:12,240 --> 00:13:15,600 know exactly what you're talking about. 411 00:13:13,680 --> 00:13:16,720 And but you have to trust that your 412 00:13:15,600 --> 00:13:18,160 people are going to do it and they're 413 00:13:16,720 --> 00:13:21,920 going to handle those relationships and 414 00:13:18,160 --> 00:13:23,519 and so that's where um 415 00:13:21,920 --> 00:13:25,279 you know, as our fieldmen travel, they 416 00:13:23,519 --> 00:13:27,519 have to earn the trust and that's where 417 00:13:25,279 --> 00:13:29,680 the relationships come from. And so, you 418 00:13:27,519 --> 00:13:31,360 know, as as we go up and down the road, 419 00:13:29,680 --> 00:13:33,519 as these accounts are calling onto our 420 00:13:31,360 --> 00:13:35,600 fieldmen, if they don't trust them and 421 00:13:33,519 --> 00:13:37,279 and listen to their guidance, then you 422 00:13:35,600 --> 00:13:40,320 you're kind of spinning your wheels. But 423 00:13:37,279 --> 00:13:42,720 we we want to really be a part of the 424 00:13:40,320 --> 00:13:45,600 transactional process for for everybody. 425 00:13:42,720 --> 00:13:47,200 So um we kind of step back and say, 426 00:13:45,600 --> 00:13:48,480 okay, you know, we're here at the bull 427 00:13:47,200 --> 00:13:50,000 sale. So we see what these commercial 428 00:13:48,480 --> 00:13:52,160 ranchers are spending on bulls, what 429 00:13:50,000 --> 00:13:53,680 what kind of bull are they buying, what 430 00:13:52,160 --> 00:13:55,920 direction are they taking their program, 431 00:13:53,680 --> 00:13:58,000 who are they buying bulls from? And then 432 00:13:55,920 --> 00:14:00,320 through our relationships with the video 433 00:13:58,000 --> 00:14:02,399 companies, then we're able to be on that 434 00:14:00,320 --> 00:14:04,160 part of the transaction. And so now 435 00:14:02,399 --> 00:14:06,000 we're able to kind of make a comment on 436 00:14:04,160 --> 00:14:07,680 on where they get their bulls from, the 437 00:14:06,000 --> 00:14:09,440 genetic purchases. And so we're involved 438 00:14:07,680 --> 00:14:11,440 in multiple transactions with these 439 00:14:09,440 --> 00:14:13,680 people. And so when you're involved in 440 00:14:11,440 --> 00:14:15,600 that, the relationship deepens because 441 00:14:13,680 --> 00:14:19,440 there's now, you know, their livelihood 442 00:14:15,600 --> 00:14:21,279 is involved. And so that's where I think 443 00:14:19,440 --> 00:14:23,199 we become pretty valuable to that 444 00:14:21,279 --> 00:14:24,800 equation. So that when they call, they 445 00:14:23,199 --> 00:14:26,639 say, "Okay, well, let's do this. Let's 446 00:14:24,800 --> 00:14:28,480 let's move some ad dollars from print 447 00:14:26,639 --> 00:14:30,240 over to digital or from digital back 448 00:14:28,480 --> 00:14:31,360 over to print and let's let's take this 449 00:14:30,240 --> 00:14:32,880 product and put it here. 450 00:14:31,360 --> 00:14:34,720 What was that like to go from a print 451 00:14:32,880 --> 00:14:36,959 public or you're obviously you'll always 452 00:14:34,720 --> 00:14:39,040 have the print publication but to bring 453 00:14:36,959 --> 00:14:41,839 in the digital piece of that? Was it 454 00:14:39,040 --> 00:14:43,519 controversial? Was it hard to do? How do 455 00:14:41,839 --> 00:14:45,519 you evolve? 456 00:14:43,519 --> 00:14:46,959 Well, I I think if you don't evolve, 457 00:14:45,519 --> 00:14:48,480 you're going to get lost and you're 458 00:14:46,959 --> 00:14:50,160 going to get left behind, right? 459 00:14:48,480 --> 00:14:51,279 Yeah. 460 00:14:50,160 --> 00:14:53,760 um 461 00:14:51,279 --> 00:14:55,440 any push back from the older folks or 462 00:14:53,760 --> 00:14:57,360 not even necessarily not the profiler 463 00:14:55,440 --> 00:14:58,560 older folks, younger folks, but 464 00:14:57,360 --> 00:15:00,560 I think there's I think there's an 465 00:14:58,560 --> 00:15:02,639 education that comes along with it. You 466 00:15:00,560 --> 00:15:05,360 know, I I think our accounts want to 467 00:15:02,639 --> 00:15:06,880 know. Um what we've found is that they 468 00:15:05,360 --> 00:15:08,639 know they need to do something digital, 469 00:15:06,880 --> 00:15:12,880 but they don't know how to do something 470 00:15:08,639 --> 00:15:14,399 digital. And and so, you know, it's it's 471 00:15:12,880 --> 00:15:15,519 hard when you when you place your 472 00:15:14,399 --> 00:15:17,279 advertising dollars in a print 473 00:15:15,519 --> 00:15:19,680 publication, you flip that print 474 00:15:17,279 --> 00:15:22,160 publication open and you see your ad. 475 00:15:19,680 --> 00:15:24,000 You see your advertisements. When you do 476 00:15:22,160 --> 00:15:25,760 digital, you don't necessarily always 477 00:15:24,000 --> 00:15:27,040 see your ad. 478 00:15:25,760 --> 00:15:28,560 Yeah. Cuz you're not targeting them. 479 00:15:27,040 --> 00:15:29,279 And and if you're doing it right, you 480 00:15:28,560 --> 00:15:30,720 don't see your ad. 481 00:15:29,279 --> 00:15:31,920 You never should see it. You know, one 482 00:15:30,720 --> 00:15:33,839 of the hardest things that I had to wrap 483 00:15:31,920 --> 00:15:35,760 my head around when we started getting 484 00:15:33,839 --> 00:15:37,760 into the digital world is like in the in 485 00:15:35,760 --> 00:15:40,240 the print publication, like you think 486 00:15:37,760 --> 00:15:41,839 the name is the most important thing in 487 00:15:40,240 --> 00:15:44,160 the digital side, the name doesn't the 488 00:15:41,839 --> 00:15:45,519 name's irrelevant. They want your IP 489 00:15:44,160 --> 00:15:46,959 address and they want to know where 490 00:15:45,519 --> 00:15:48,240 you've been on the internet, what what 491 00:15:46,959 --> 00:15:50,240 kind of purchases have you made, what 492 00:15:48,240 --> 00:15:51,680 are you what product are you searching? 493 00:15:50,240 --> 00:15:52,880 That's when those ads go in front of 494 00:15:51,680 --> 00:15:55,519 those people. 495 00:15:52,880 --> 00:15:56,959 So, I really struggled with that. I 496 00:15:55,519 --> 00:15:58,000 mean, for months like, 497 00:15:56,959 --> 00:15:59,759 what do you mean the name doesn't 498 00:15:58,000 --> 00:16:00,240 matter? The name's irrelevant, 499 00:15:59,759 --> 00:16:01,759 right? 500 00:16:00,240 --> 00:16:04,240 Be in big print across the top of that. 501 00:16:01,759 --> 00:16:06,399 Your your your numbers. Yeah. 502 00:16:04,240 --> 00:16:09,360 And and that's all and your address. 503 00:16:06,399 --> 00:16:11,440 Great. But they want your basically, you 504 00:16:09,360 --> 00:16:13,120 know, what you're searching for, what 505 00:16:11,440 --> 00:16:15,199 are you buying, what is your your 506 00:16:13,120 --> 00:16:16,880 spending pattern. And then all of a 507 00:16:15,199 --> 00:16:18,240 sudden these these and it's kind of big 508 00:16:16,880 --> 00:16:21,040 brother stuff, but there's so many 509 00:16:18,240 --> 00:16:23,839 things you can do. it it's scary for a 510 00:16:21,040 --> 00:16:25,519 lot of our our industry because there is 511 00:16:23,839 --> 00:16:26,959 as a group we're kind of more like 512 00:16:25,519 --> 00:16:28,959 scared of the big brother thing or the 513 00:16:26,959 --> 00:16:30,560 anti-government kind of thing but when 514 00:16:28,959 --> 00:16:31,759 you start diving into it and that's I 515 00:16:30,560 --> 00:16:33,680 think that's where our the role of our 516 00:16:31,759 --> 00:16:36,480 fieldman is to educate that it's not 517 00:16:33,680 --> 00:16:39,199 necessarily that it's okay if you're 518 00:16:36,480 --> 00:16:40,800 interested in Angus bulls that have you 519 00:16:39,199 --> 00:16:42,160 know certain pedigrees or certain 520 00:16:40,800 --> 00:16:44,160 numbers or certain EPDS and you're 521 00:16:42,160 --> 00:16:45,600 searching that if we have a customer 522 00:16:44,160 --> 00:16:46,959 that has that product we need to be able 523 00:16:45,600 --> 00:16:47,680 to put those that product in front of 524 00:16:46,959 --> 00:16:51,040 that customer 525 00:16:47,680 --> 00:16:53,920 right Um, we could sit here all day and 526 00:16:51,040 --> 00:16:55,600 just I love the visit and I love the the 527 00:16:53,920 --> 00:16:59,040 conversation. I love what you guys are 528 00:16:55,600 --> 00:17:00,880 doing. How do they find you? How do they 529 00:16:59,040 --> 00:17:02,720 reach out to you? Who who do they talk 530 00:17:00,880 --> 00:17:04,640 to? Do they go to the website? Do they 531 00:17:02,720 --> 00:17:06,559 email you guys direct? Do they call? 532 00:17:04,640 --> 00:17:07,199 What's the best What's the best route to 533 00:17:06,559 --> 00:17:08,720 find you? 534 00:17:07,199 --> 00:17:11,039 The easiest way to find us is going to 535 00:17:08,720 --> 00:17:12,880 our website at wlj.net. 536 00:17:11,039 --> 00:17:14,400 Um, and all our contact information is 537 00:17:12,880 --> 00:17:15,919 on there. You're going to see news, all 538 00:17:14,400 --> 00:17:18,160 the all the latest information that's on 539 00:17:15,919 --> 00:17:19,439 there. uh sell reports, our cell 540 00:17:18,160 --> 00:17:22,160 calendar, you'll be able to see where 541 00:17:19,439 --> 00:17:23,520 we're going to be at. So, wlj.net, go to 542 00:17:22,160 --> 00:17:25,280 the contact us and you'll see all our 543 00:17:23,520 --> 00:17:25,679 fieldmen, our salesmen or or our office 544 00:17:25,280 --> 00:17:28,000 staff 545 00:17:25,679 --> 00:17:29,600 and at least one of y'all or maybe maybe 546 00:17:28,000 --> 00:17:31,840 several of y'all do a write up every 547 00:17:29,600 --> 00:17:32,640 week or is it once a month or every week 548 00:17:31,840 --> 00:17:34,880 or how does that work? 549 00:17:32,640 --> 00:17:36,559 Yep. So, we are a weekly publication. Um 550 00:17:34,880 --> 00:17:38,400 and if they want it digitally right now, 551 00:17:36,559 --> 00:17:40,799 we're offering it for free. So, they can 552 00:17:38,400 --> 00:17:42,240 go on there and subscribe to that. Um it 553 00:17:40,799 --> 00:17:44,720 just gets them more access to all the 554 00:17:42,240 --> 00:17:46,559 cell reports and all the information. um 555 00:17:44,720 --> 00:17:48,000 if they want the print publication, then 556 00:17:46,559 --> 00:17:50,720 there's a subscription charge to that 557 00:17:48,000 --> 00:17:52,000 which they can sign up for. Um but yeah, 558 00:17:50,720 --> 00:17:53,440 that's going to be the best way. All our 559 00:17:52,000 --> 00:17:54,559 information is on that website if they 560 00:17:53,440 --> 00:17:56,240 want to reach out to us. And then 561 00:17:54,559 --> 00:17:58,559 obviously we we're on social media as 562 00:17:56,240 --> 00:18:00,880 well and Western Livestock Journal. 563 00:17:58,559 --> 00:18:03,679 Well, cool, Logan. Thank you. Appreciate 564 00:18:00,880 --> 00:18:05,280 you being on here today. Um thank you 565 00:18:03,679 --> 00:18:07,360 for filling in for Casey since he 566 00:18:05,280 --> 00:18:08,240 abandoned us at last minute and fly all 567 00:18:07,360 --> 00:18:09,360 the way out here. So, 568 00:18:08,240 --> 00:18:10,880 well, and I know we were supposed to 569 00:18:09,360 --> 00:18:13,039 have CJ on, but we don't have time for 570 00:18:10,880 --> 00:18:15,440 him today. So, I guess get to him next 571 00:18:13,039 --> 00:18:16,640 We're going to Exactly. I don't know if 572 00:18:15,440 --> 00:18:18,160 we're going to do him at all. 573 00:18:16,640 --> 00:18:19,120 I got I had one more quick question for 574 00:18:18,160 --> 00:18:20,880 Logan. 575 00:18:19,120 --> 00:18:22,480 Put you back in your territory. You got 576 00:18:20,880 --> 00:18:24,480 to go eat at one restaurant. Where are 577 00:18:22,480 --> 00:18:27,039 you going to go eat? 578 00:18:24,480 --> 00:18:28,480 Um, one place. I don't know if I can 579 00:18:27,039 --> 00:18:29,600 tell you one place. Well, since we're in 580 00:18:28,480 --> 00:18:32,160 Boyisee, Idaho and we were talking about 581 00:18:29,600 --> 00:18:33,919 it just before we went live here. I tie 582 00:18:32,160 --> 00:18:35,440 you into Barbcoa last night. The hot 583 00:18:33,919 --> 00:18:36,559 rock hot rock fillet. 584 00:18:35,440 --> 00:18:39,280 Atmosphere got to go. 585 00:18:36,559 --> 00:18:40,559 The atmosphere is cool. It open doors up 586 00:18:39,280 --> 00:18:41,600 in the back and you're sitting. It's 587 00:18:40,559 --> 00:18:43,360 It's phenomenal. 588 00:18:41,600 --> 00:18:45,280 Yep. Boy, Idaho barbcoa 589 00:18:43,360 --> 00:18:46,160 and the the staff that's the the service 590 00:18:45,280 --> 00:18:48,000 is 591 00:18:46,160 --> 00:18:49,840 unbeliev top notch top notch. 592 00:18:48,000 --> 00:18:51,600 I was curious. 593 00:18:49,840 --> 00:18:52,880 He's got to talk about eating. He gota 594 00:18:51,600 --> 00:18:54,240 he gota tell us catch up. 595 00:18:52,880 --> 00:18:55,840 Well, you got to catch up with Casey. 596 00:18:54,240 --> 00:18:57,440 So, he needs to go get a his average 597 00:18:55,840 --> 00:18:58,160 daily gain. He don't convert very well. 598 00:18:57,440 --> 00:19:00,320 We don't 599 00:18:58,160 --> 00:19:02,480 I don't know if we'd feed him very long. 600 00:19:00,320 --> 00:19:04,320 No. So, thank everybody for joining us 601 00:19:02,480 --> 00:19:08,000 here on the We Live It podcast. We have 602 00:19:04,320 --> 00:19:09,840 We start time of 9 a.m. Mountain time. 603 00:19:08,000 --> 00:19:12,000 Sell a little over 21,000 cattle from 604 00:19:09,840 --> 00:19:13,919 all across the US. Please join us at 605 00:19:12,000 --> 00:19:15,280 live-ag.com. 606 00:19:13,919 --> 00:19:18,080 You can go in there and bid and buy 607 00:19:15,280 --> 00:19:20,960 online or you can call us on uh on our 608 00:19:18,080 --> 00:19:23,840 landline and we are we are live today on 609 00:19:20,960 --> 00:19:26,320 the Cowgirl channel on Dish Network. So 610 00:19:23,840 --> 00:19:28,640 tune in, watch. Appreciate everybody out 611 00:19:26,320 --> 00:19:30,559 there. Thank y'all for hitting that 612 00:19:28,640 --> 00:19:32,559 subscribe and like button as Katie likes 613 00:19:30,559 --> 00:19:35,200 to say so much. If you got any questions 614 00:19:32,559 --> 00:19:37,440 or want to reach out, it's katie 615 00:19:35,200 --> 00:19:39,600 live-ag.com. 616 00:19:37,440 --> 00:19:41,120 uh just send her an email if you want to 617 00:19:39,600 --> 00:19:43,600 be on or want to be part of anything 618 00:19:41,120 --> 00:19:46,240 we're doing here. Just look us up on the 619 00:19:43,600 --> 00:19:48,000 on the website live-ag.com. 620 00:19:46,240 --> 00:19:50,559 Thanks everybody for tuning in. God 621 00:19:48,000 --> 00:19:50,559 bless.