50 – Sponsorship expert tells you how to get the money: Tom interviews Roberto Candelaria

Episode 050 – Roberto Candelaria
[00:00:09] Welcome to Screw the Commute. The entrepreneurial podcast dedicated to getting you out of the car and into the money, with your host, lifelong entrepreneur and multimillionaire, Tom Antion.

[00:00:26] Hey everybody it's Tom here with Episode 50 of screw the commute podcast. We've got a great guest today. Name is Roberto Candelaria and he's going to tell you how big companies can make your dreams come true. And they'll finance it or you. How do you like that. Guess what. You don't even have to pay them back in cash anyway. He'll tell you how to do that later. And I hope you did miss episode 49 which was one of my weekly Monday training sessions on repurposing how to sell your knowledge in 19 different way that's episode 49. Our sponsor is how to be a kick butt publicity hound ebook. I've been on radio and TV all over the world and this ebook tells you how you can do it too. I collaborated with Joan Stewart the publicity hound who included an even bigger perspective that will work for just about anyone who wants free publicity. Get a FREE excerpt and the table of contents by stopping by the show notes for this episode which is Episode 50 at screwthecommute.com/50 that'll be where all the show notes are for this episode.

[00:01:47] Now let's get to the main event. Roberto Candelaria is the founder of sponsorship boot camp and the international best selling author of relationships raise money a guide to corporate sponsorship and sponsorship for influencers profitable partnerships in five simple steps. He's also the creator of the sponsorship roadmap sponsorship crash course and sponsorship 901 and his strategies have transformed the way global influencers and organizations increase their bottom line by getting sponsored and leveraging their platforms for profitability. In his latest book I was quoted as saying it is undoubtedly the best book that exists in the world on sponsorship. Roberto, are you ready to screw. The commute. So tell everybody what you're doing.

[00:02:59] Well what I love doing is helping people whether they're author speakers coaches entrepreneurs realize that they can get big companies to write them big checks even if they're just getting started out in business.

[00:03:13] Yeah and that's great too because some of the people here are established in business some of the people listening or wanting to start businesses but maybe they feel like they don't have the capital. What would you tell them?

[00:03:25] I would tell them that there's always a way when something inspires you and pulls you. You know I was that person that when I started my business there was no capital that was negative capital and there was no Uber there was no Lyft there was no AirBNB and you get very creative when you're dedicated to pursuing something to make it happen. And so I would say decide what that thing is and go for it because there are so many resources available on the Internet and podcasts such as this such as the screw the commute podcast that give you tools and resources that you can start taking a little bit of action to make the income until you can find that coach or that mentor that's right for you.

[00:04:08] About what year did you start your business. Did you have a job before that.

[00:04:13] So I think there's a difference between when I started the business and when I got serious about business. So I would say that according to the state of Texas I started my business in 2009. And I will say that it was a very expensive hobby for the first three years. While I had a job and was doing other things because I thought it was cool to have this idea of owning a business. But I really didn't know what it meant. And then in 2012 I had the opportunity to meet you at an event that we were both speaking at and it was at a time where you know I was really going through some crappy medical stuff. And I remember you were talking about Internet marketing and web sites and I was like yeah that's all a fad and I'm sure you've heard that over the years. And I remember that I even at that point in 2012 I didn't have the financial resources to invest into your mentor program at the time and so we were at this hotel for this event and you mentioned this WordPress e course that you had and I even at that point I didn't have the extra hundred bucks for that. And you believed in me and you worked with me and I took that course and I learned how to build websites. And so I would say that was the start 2012 about me starting to get serious about hey like this really can be a business. And 2013 is when I really got really focused and decided to join your mentor program and actually realized that the Internet wasn't a fad and that it wasn't going any place and that you could make a great living online serving people with the information that they need that they might not be able to access elsewhere.

[00:05:59] So back up to the time when you were going to work. What kind of places did you work at. What was it like.

[00:06:13] You know the last job job that I had was was working for Dell financial services and was working in a call center doing customer support while I was working with nonprofits doing sponsorship on the side because it was fun and I didn't realize that I could actually make a living teaching sponsorship and doing sponsorships. I was working customer service and the PTSD part was I worked in this division that if people couldn't make it through like you know four or five levels of whatever other country we were outsourcing to at the time they got to me and got somebody on the other end of the line saying this is John Wayne. And I'm like dude you're not John Wayne. Introducing me somebody who like as soon as I got on the phone they wanted to cuss me out all I want to do is help you and I understand you've been through four people but please quit cussing me out and I was like man this is the only time in my life I've been paid to get cussed out.

[00:07:11] I mean some people try to get that kind of work.

[00:07:15] I don't miss it.

[00:07:18] Well all work is good. But that is not the best thing I would shoot for. So what was the turning point when you decided I've had enough of this. I'm going to get out of this.

[00:07:33] Well the turning point was that I've always had a habit of saying what I think that they kind of decided it was time for me to leave. It was kind of decided for me to go.

[00:07:47] The mutual agreement there between two parties.

[00:07:51] Something like that.

[00:07:53] But most people say that that's the best thing that ever happened. I've been through hundreds and hundreds of students many of whom are in the same situation and they look back they say that was the best thing that ever happened.

[00:08:05] Looking back I can say it was one of the best things that ever happened in that it pushed me forward in entrepreneurship. But at that time it was not one of the things. I got to learn. I don't know of anybody listening to this can relate. I've got to learn the pink envelope dance. And so I learned very quickly that you know when you pay your bills on time the envelopes are white and you get a little bit behind. It gets yellow and you get a little farther behind it gets pink and then the red envelope comes it's like oh crap about to get cut off here. And that was OK something something's got to happen and something's got to get real really quick and that was the turning point when the red envelopes started showing up.

[00:08:48] I get it. Well again as you look back a lot of people would just keep getting cussed out and shut their mouth and be there for the next 20 years getting cussed out and just get knocked down and they just hate themselves and hate life. So that's why you are getting fired is really better in the long run.

[00:09:11] Yeah and you know I just happened to respond back to somebody with some of the language they used at me and that's why they decided it wasn't a good fit for me to be there.

[00:09:20] So what would you say to someone in that situation right now that sitting there in that cubicle. Listening to this. On the way home or when they're working out like I do not want to be there anymore. I'll do Anything to get out of it. What would the steps be that you would suggest.

[00:09:38] I would say the first step is to really realize that that job right now is probably your biggest asset. And I wish I would have known about business back then and what I mean by that is that it takes time to build a business and people like Tom with his internet marketing skills and his mentorship program you know a lot of what I do today is because of what I learned from Tom and I wish I would have met Tom while I was working because then that job could have been that silent investor in me while I was building everything else and so number one I would say let that job be that silent investor number two I would say set a deadline for yourself otherwise you are going to be there 20 30 40 years later and say you know hey if I'm I can't tell anybody to quit their job right now without having another source of income.

[00:10:22] But if you know that you want to be out of there in 12 months or 18 months set that goal and then figure out what that business is to start making that income and then I say once you make about to me the number now that I look at consistently is once you're making about half of your salary doing it part time and whatever this new business is. Give it a go full time but don't just quit without a plan.

[00:10:46] That's what I tell people. I want to make it too expensive for you to go to work anymore. Once you get to the point where it cost you too much to go to work because you could be spending that time on your own business where there's no ceiling there's no limit to what you can do. Give them several tips on using sponsorship to help finance their business. How does that all work. What's it all about.

[00:11:15] Yes sponsorships. It's amazing. And while people try to make it really complicated what I like to say it is you know you have this brain and you know pick a brand. It might even be the brand that you currently work for right now. They are always looking for more customers. They're looking for more business. And so to me sponsorship is is when a brand. Gives you a product a service or even times a check and sometimes some very big checks in exchange for access to the audience that you've built whether that be a podcast whether that be your platform as an author or speaker as a coach or even a chiropractor or a dentist or any type of Main Street business. There are brands that want access to the databases and to the customers that you build. And so the first thing I would say is is number one actually start to build a list some way. And whether that's something you like using kickstart cart to be able to build your email list or building a text message marketing list or even something as simple as many chat to be able to start building your messenger list. Start building a list because it's going to help you with sponsorship in terms of being able to say hey I've got an audience that you can reach and that wants access to your products. And that also from the other side as you build that that list as you build that community it allows you the opportunity to to have people that when you create a new product or service or come up with a flash sale you have people that are able to buy.

[00:12:45] The second thing that I would say is that as you continue to build a business and look at sponsorship it's to get very clear about who it is that you serve and who it is that you want to work with and who's your target customer. And the reason that I say get very clear is this helps in three different areas and this is something that I really learned actually from Tom when I was at the retreat center for a mentee weekend and then I've just kind of added onto this what I've realized is that the clearer we are on who we serve it helps us. Three main ways. Number one is no matter where you're at in your business. Just like man I don't have enough customers. I'm not selling your stuff. It could be because you don't know who you're selling to when you're trying to sell to everybody. So. So number one being clear on who you serve. That also helps you with to your Facebook ads and I'm sure Tom's going to have somebody here on the screw the podcasts talking about marketing and Facebook ads because I mean if you don't get really targeted on those ads I mean you might as well walk into the casino and just throw a hundred bucks on red 36 and pray it hits us. That's what we do when we hit boost boost post. But more importantly from a sponsorship perspective if we know who we serve and what brands those are and what that person is like so I want to know their their age I want to know if they're male or female I want to know if they haven't decided if they're male or female.

[00:14:07] I want to know if they've got a dog they've got two dogs then. Then what that really does is it allows us to say OK these are the brands that want access to that person that we serve. And then I'd say that the third important thing is to actually know what it is that you want to have sponsored and I believe that just about anything can be sponsored as long as it's two things. Number one that it's legal. And my guess is is if you're here at the screw the commute part as part of Tom's community then then whatever it is you're doing it's probably legal. And number two is that somebody has to be able to see value in it. And I firmly believe that as long as you're doing those two things Number one whatever you're doing is legal. And number two somebody can see value in it that you can get sponsored and then the last thing is to know what brands you'd like to be sponsored by. And keep in mind knowing your audience and so Tom might want to get sponsored by PayPal and you know what. But and that's a great fit because Tom's audience needs PayPal. But let's say that Tom wanted to get sponsored by. Oh I don't know. Hawaiian Tropic or Danskins.

[00:15:20] You know it's something that didn't apply to who his customers and the things that they need for their business these brands be like What the heck did you call me right now. And so it be you know a great to know. What brands want access to the people that you serve. And so for like Tom he said it might be it might be a pay pal it might be you know kickstart cart it might be someone like a stripe or another merchant processing it might be someone like WordPress. And so when you know who it is that you serve then that's how you figure out these brands. Who wants access to these people.

[00:15:58] It's funny you mentioned Hawaiian Tropic. Did you actually know that I was the only independent producer for Hawaiian Tropic in the world.

[00:16:07] I did. We ate pizza and we talked about that.

[00:16:15] I know you've got a lot of stories. Glad to hear a couple of them but I just have a quick story that sticks in my mind of course I got a sponsorship. I was a spokesperson for CBS. One of the biggest contracts ever got it one shot. Easiest job ever did. But that's not what I'm talking about when talking about this woman that designed one of my book covers years ago. She was just the struggling graphic artist and just out of nowhere with no list. Of course build your list build your platform. Absolutely. But she had nothing zero except she knew a lot of graphic artists. So she just decided to throw a graphics contest a commercial graphic arts contest. She ended up getting like 60,000 bucks from Apple and a bunch of other sponsors. And she was a nobody. Had nothing go for her other. She just decided to make this happen and put this package together and ended up I don't know over 100 grand or something in sponsorship for her content. And people had to pay an entry fee to get into the contest. And then there was some big prize. And I don't know what what all is involved. But out of nothing she created this using the same concept that you teach people how to do.

[00:17:32] And I'm chuckling because people that I guess kind of in a way like I did when I first met you with internet marketing people like this can't be possible. How do you actually get sponsored. The same way that I was like How can you possibly make money online while sitting on your butt and like people paying you.

[00:17:50] Because most people can't believe it so they won't go do it. And I understand that with all the rip offs. That's why I started scam brigade and I'm a consumer advocate to because of all the rip offs. But you just decide and then you go do it. All right. As long as you're not putting a lot of money out and a lot of risk. What do you have to lose.

[00:18:12] And you know part of that is like you know what you have to lose what you have to lose is you know what you might fail and what I say about that is you know I wish that I would have failed a lot faster a lot sooner instead of being so cautious. Because when you fail that means you're actually doing something.

[00:18:30] And you're learning from whatever that was as long as you don't put too much out where you get your head chopped up. Yeah you can absorb a lot of failures all of the successful people that I know including myself have failed way more than we succeeded. But we never got to the succeeding things if we hadn't gone through all the failures. People instantly successful. Very seldom is that ever true.

[00:18:57] Oh yeah it's an overnight success. Ten years in the making. See the first nine years.

[00:19:02] So have you ever gotten screwed in business. What did you do about it. How did you handle it.

[00:19:12] You know I honestly didn't know what to do at first. So when I first put on my first online course with which you know you mentioned in the introduction I created this course called the sponsorship roadmap. And I was super excited about putting out this course out there. And I like poured my heart in like so much energy into this and was building it and I put it out there a few people bought it and like I was excited that a few people bought but one of the things that concerned me is that there was somebody who taught the same topic as I do. I actually went and bought my course under their name with their credit card and their email. And I was kind of like I don't know part of me at first was like this is really cool they want to learn from me and then what I learned is that they wanted to learn how to copy my course to sell it. Through talking to a couple of people I learned about attorneys and I learned about copyrights and trademarks and really the importance about protecting your intellectual property and we were fortunate that the small business attorney that I worked with was able to help us resolve everything in a way that wasn't extremely expensive for me because I had just had this system in my head that was like Man attorneys are expensive. But I learned the importance from that of really protecting your intellectual property and also being able to have systems in place that you can look and see like man this person really tried to take my stuff and they did. And so I mean we locked out their access. They didn't get a refund. I mean they got a legal bill and I got I guess I got another check from them which was cool a little bit more than the course. You know that was one example and then another example was just hiring a web designer.

[00:21:00] And this is what actually led me to you many years ago when we met at that event was the Wordpress e courses I'd hired a web designer for about five thousand dollars. And you know this was 2011 you know people were like Is it going to be WordPress is it going to be Joomla maybe Drupal. I mean now we know the ending of that story and who won but you know back then you know sites that we can get now for like 3 400 bucks were like five to 10 grand back then. And actually it took out a five thousand dollar loan from my mom to be able to build that site. This person ran off and man talk about getting screwed.

[00:21:36] Yeah I actually bought the domain name. Kill your web designer. I own that domain name.

[00:21:40] Believe you me I felt like it because then I not only didn't have a website I didn't have a place that I could sell this stuff online that I created. I was also out five thousand dollars that I promised my mom that I was going to be able to pay her back. And so thankfully I've been able to pay that back multiple times over the years from what I've learned and implemented.

[00:22:10] You know I just thought of another story. I mean I know when you're doing your events you get all the latest figures but you have a feel for the amount of money. I know at your seminars. I hear you talk about the amount of money available for sponsorship just in the United States and how it's increasing and why.

[00:22:34] It's been crazily increasing and in fact the number one reason why is that to this day traditional media is just dying faster and faster and faster and you know I mean I was just in the Atlanta airport a few weeks ago and I saw going down one of the escalators. You know they've got the advertisements in the airports for you to be able to see. And they were advertising a conference that had been three months prior and it just you know really stuck in my head about how traditional media is dying because if they were selling that space with that billboard inside the airport still be there for a conference that was three months prior. And so sponsorships really a way for brands to be able to connect with their ideal audience and get in front of them and really figure out do they like this product or service for them to be able to do market research for them to be able to test focus groups for them to be able to build brand loyalty or just some of the reason these brand sponsor and in North America there's over 26 billion dollars that's with a B 26 billion dollars worth of funding and if you're willing to say hey you know what I really want to screw this commute like let's screw it all the way and let's get out of this country. Let's get out of North America for a bit. If you're willing to get out to North America that number jumps to about 63 billion dollars available annually. So almost three times as much money if you're just willing to say Sayonara and you know head over to Italy or New Zealander or China or Dubai or anywhere but North America almost three times as much funding available.

[00:24:10] Wow. Hit home with me. I had a student two years back and he was working on a sponsorship deal for some children's thing really nice thing for children. And he had a friend that was an executive at a big insurance company telling them who to talk to and so forth and so he worked up a proposal he needed about 100,000 dollars. He let his buddy who was an executive at this company see the proposal before he submitted. You know what his buddy said. He says I can't believe you can't present this to them he says. It's only a hundred thousand if they won't even think you're serious unless it's a quarter of a million. There's more money out there than we can imagine as small business people want these big corporations and they give it to you if you present yourself properly.

[00:25:02] Absolutely. And to that point you know one of the biggest mistakes that people make in sponsorship is is not charging enough. And so the example that I like to give on this is like you know let's say that you have your dream car whatever that dream car may be. You've probably already know like I want this car I want this model I want this year I want this color. These are the specs that I want on it. This is the radio I want this is the GPS I want heating and cooling seats and you know every single detail about that including how much it cost.

[00:25:32] And then if you were to go to two different car lots that were right next to each other and one of them was that luxury car lot and you just got the world class service you walk in they shake your hand. You know there's no haggling. They tell you the sticker price which you already know. You're like man I really like this. But there you go next door and it's one of these gravel lots and the person's bike and torn up jeans and shirts wearing a bike and an A frame T-shirt and they've got flies all over them and they look like they haven't showered in five weeks. And they walk up and you know they swear to you it's the exact same car and that it's only you know a tenth of what the car cost next door. You know most people would stop and say What the hell is wrong with that one. There's got to be something off and we do the same thing when we price ourselves and sponsorship to businesses because these businesses they see hundreds if not thousands of proposals every single week.

[00:26:29] And so they already know. You know if you're going into a major corporation even for something that you might consider small if you're going in with less than 15 to 20 thousand dollars for something small I'm not even talking like a tour. Just like a one time event. They're going to be thinking man what's wrong with these people. Because everybody else is charging this. And so you know we want to make sure that we're pricing accordingly because like Tom said in that example one of the number one reasons people don't get sponsored outside of not asking is that they don't ask for enough.

[00:26:59] Same thing happened to me when I started speaking. Good speakers were going for three four or five thousand bucks for speech. When I was coming out of the entertainment field were a hundred bucks was a good night. I said I'll just charge five hundred and I'll beat out all these other guys. I couldn't get one speech at 500 bucks because people just felt something's wrong with the guy. Must be a womanizer must be a drunk doesn't show up offends people. Who knows what they were thinking but I couldn't get one job at 500 bucks the same exact concept. So anything Funny bizarre crazy happened in the sponsorship world.

[00:27:37] I mean we've seen porto-potties getting sponsored. You know I I've seen it all like I said it's got to be legal and somebody has to be able to see value in it and you know what a porto-potty's legal and I tell you when when you're out at a music festival that porta potties very valuable.

[00:27:57] They probably sell on the inside of the door there's space there that could be sponsored.

[00:28:02] They sell that they some some festivals have actually sold the rights to what toilet paper goes inside the porta potty.

[00:28:09] And I heard a guy one time they had these these things you pull out of a dispenser go around the seats so you don't actually touch the seat He's thinking yeah sponsorship area advertising space. There's just enormous numbers of things that got sponsored over the years.

[00:28:32] Oh yeah I mean you know and I mean you know if we stick with the toilet example you know ACL. So Austin City Limits Music Festival they actually run a campaign during the weekend for this thing called the golden throne. And it's a big porta potty they soup it up with air conditioning and a bar.

[00:28:53] I mean it's a giant thing you go into.

[00:28:55] It's a giant porta potty. It's fairly large maybe about the size of three or four porta potties. But what they do is it's a trailer and it's got a/c they spray paint the whole thing gold. There's a bar next to it and it's a sweepstakes that's done with their sponsors and only like a hundred people or 150 people every weekend during the festival get access to the golden throne to keep that exclusivity while everybody else gets to use the porta potties that thousands of people are using and you do not want to be the person using that at the end of the night.

[00:29:32] I'm thinking whenever. Hello Kitty first started out. Now it's a billion dollar company. Probably somebody says I want to put this goofy looking kitty on something. I didn't even know what it was. Thought it was a joke. And now it's a giant giant brand. So how can people work with you when you've got to offer them. If they need some kind of training and you got books courses live events what else on the table for people who like to learn more.

[00:30:14] Well for people that want to learn more and they're ready to get big companies to write them big checks. We've Got online courses such as the sponsorship roadmap or sponsorship 901. And we continue to do online virtual events on a monthly basis and the best way to be able to figure out all those is on Facebook by heading over to my Facebook group to make sure that Tom will have or come out to one of our live events that we host throughout the year I'd love to be able to meet you and shake your hand so you can practice that that handshake for when you get that first sponsorship check. Really it all starts online and so I say it starts online because whether that's through one of our free courses or go into one of our online courses such as the sponsorship program or sponsorship 901 I don't want you to have to wait till we do our next live event. We want you to be able to take action now because we want you to be able to screw the commute.

[00:31:08] There you go. So quick word from our sponsor. Hey free publicity can skyrocket your business. I started my entire career in what I call media marketing. I've got clients that call me by being interviewed on radio and TV and in print. How I did it and how you can do it too is in this eBook how to be a kick butt publicity hound. Get a FREE excerpt and the entire Table of Contents at screwthecommute.com/50. This book will really help you actually in your sponsorship world too. Because if you show radio and TV appearances and print all over the place that's a very impressive to sponsors, right Roberto.

[00:31:58] Absolutely.

[00:32:00] So get yourself a copy of How to be a kick butt publicity hound. A Good book and you can get a free excerpt and the table of contents in the show notes. Now Roberto tell them what a typical day is for you in your screw the commute life and how you stay motivated.

[00:32:26] Well a typical day is realizing that these days there's no such thing as typical. The typical is that the consistent is the inconsistent. And what I mean by that is having this lifestyle of the Screw the commute has allowed me to be able to do webinars to be able to have online courses make money online be able to some days travel not only the country but now around the world. Speaking on sponsorship whether I've been in London or New Zealand and later this year in Jamaica and France as well.

[00:32:58] It allows the freedom to be able to do that. But the screw the commute lifestyle more importantly allows that when the life circumstances pop up you can say you know what mom or dad's in the hospital I need to go over there and be able to sit there and be with them and care for them and know that the entire time because you decided to screw the commute that you're still being paid online while you're at the hospital. And so I think that it's an awesome thing that's why I say that the day to day is that the inconsistency is the consistent and it's an amazing journey. Every single day.

[00:33:33] Never boring I'll bet.

[00:33:34] Oh man. Never. I tell you. And you know another amazing opportunity that was fun is this past February I had the opportunity to speak in London and got a phone call while we were over there and said Hey there's this event going on in California. Can you change your flights. And can you be in California in 48 hours. And I tell you to just be able to say yeah let's change the flights and fly you know from from London to California to be able to speak and serve another group of people on how they could get sponsors for their books products and events is an amazing thing and I just I can't imagine sitting in traffic anymore. I tell you sitting in the Delta Lounge is a lot more fun than sitting at the red light.

[00:34:22] I got the same story when my mother started going south and I'm the baby in the family having to go move her out of our family home. She's been there 50 years. Very traumatic for an older person. I took off three months and came back and had way more money than when I left and most of my people friends of mine said Well we'd been bankrupt in two months. Had We taken off three months of work. So it really allows when life gets in the way I call like an insurance policy. And also everybody's into real estate we're into virtual real estate. We actually call it VRE virtual real estate where all these online properties work for you. And I'm not telling you you don't have a brick and mortar business but I'm just saying that the online stuff can be working 24 seven for you. You don't have to open the door every day at 9 AM. So it's really a great insurance policy for you and your family. But sometimes it's a lonely world out there. How do you keep Walt motivated. Tell them about Walt.

[00:35:31] Walt is the crazy fun sometimes psychopathic German shepherd who I tell you is he's just a bundle of joy. And we got him from a rescue and have done all types of fun training with him ground work and played a little bit with water rescue and so keeping him busy is fun and exciting. And the other way that you know like Tom said Screw the commute thing people will be like man when you're by yourself at your home just like who am I talking to. For me I think it's important whether it be local or find a local group of peers that have decided to screw the commute as well but also go to an event once a quarter a state or a regional event goes something once a quarter finds something local once a week that you can just kind of get out to go to a coffee shop and find other people that are also saying Damn I'm going to screw the commute and get out there with them also because what you might find is that these people while they may not be your customers they could become your best marketing partners which is often times way more important than them being a customer.

[00:36:39] Yeah. There's meetup groups you could look for meetup groups for entrepreneurs and so forth. One tip that I have is buy yourself a water cooler and then you know in the middle of the day go over and stand by it and gossip. This has been great. Awesome so this has been episode 50 and do you have any parting thoughts for people who are thinking hey I want to take my business to the next level this could be the way or I want to start a business.

[00:37:13] Whether it's taking your business to the next level or even just saying hey I'm just going to screw the commute I'm actually going to get started. I think that the number one thing is to do just that get started because like I said according to the state of Texas I had a business for a few years before I decided it was just a very expensive hobby and that it was time to actually make money with it. And so that as you move forward with this whether you've got your virtual real estate your products your courses or if it's something brick and mortar decide that you want to move forward with it and more importantly decide that you're worth it and the people around you are worth it because there's a lot of people out there and one of the things that really also motivated me over the years was hearing somebody tell me. Aren't you tired of seeing people that aren't as smart as you make ten times more money than you and I finally said you know what, I am. And so get started. Get out there because the fact is is the consumer is going to spend the money somewhere. It might as well be with you. So you can screw the commute.

[00:38:17] There you go. Great words by Roberto Candelaria who wanted to be episode 50 for some reason I'm not sure because he's nowhere near 50 years old. Thank you so much Roberto. Appreciate it. Everybody check out if you really want to dig deeper into sponsorship. This is the man. He's the bomb making enormous amount of money. Check out all the stuff in the show notes. Don't forget episode 49 on repurposing. Make sure you listen to that. Check out the how to be a kick butt publicity hound book. That's an e-book you can be reading it in five minutes from now that will help you prepare. Because when you're seen on radio TV and in print everywhere. Very impressive not only to clients but your sponsors. Check that out and we will see all you screwballs on the next episode. Catch ya later.

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