Welcome to episode 17of the Crushing it in Real Estate Podcast! This week we have Paige Dung Nguyen, a local superstar real estate agent in the San Francisco Bay Area and president of the VNARP. Join us this week as we dive into how Paige leverages the power of real estate to travel the world and create an impact on communities. Please enjoy!
[0:02] Intro: Hey everyone, and welcome to another episode of Crushing Real Estate with Bryan Pham, where we interview real estate professionals around the industry. If you enjoyed this episode, please subscribe to the show and leave a very positive review. We release an episode every single Sunday so stay tuned. Enjoy.
[0:21] Bryan: Hey guys, welcome to another episode of Crushing Real Estate. This week we have Paige Nguyen, Paige is a realtor, a kick butt realtor in San Jose area. She’s also the president of VNARP, congratulations Paige.
[0:36] Paige: Thank you Bryan.
[0:37] Bryan: Paige, welcome to show. Can you please walk us, how you got into real estate and I want to hear about your story?
[0:42] Paige: Yes, I would love to share. So, real estate was actually not my first career choice. We talked about this before but growing up I always want to help people. So, in school, I thought okay, if I want to help people, what’s the career choice for me? So, I decided to go towards the nursing route. I moved to Sacramento, was going through the nursing program out there for almost four years and at the same time, I was volunteering at Kaiser hospital, you know, to get experience and get exposed to see if this is truly what I wanted to do for the rest of my life. Yeah, and then, you know, after some time, I realized I wasn’t being fulfilled in the way that I thought I would be and I didn’t realize how important that was, you know, your mental state, going to the hospital day in, day out. I know, I commend those who can disconnect themselves, but I didn’t know how to do that. I was a type of person to always, you know, always wear my heart on my sleeve, I carried the emotions with me. I didn’t know how to zone out to certain things and, you know, coming in, day out, when you get to the point you know that your dread going somewhere, it’s time to go. So, I think it was like towards my fourth year, is when I decided to drop out of the program. I wasn’t happy, I wasn’t motivated anymore, I was feeling extremely lost because growing up, you know, in my teens and early 20s, this is what I dedicated my life to, to go into nursing so now that I realized, oh, this is not what I thought was going to be, I was so lost because this is, what am I going to do now? So, at that time, I know I didn’t like where I was, but I had to think about okay, what’s next? I have to keep moving forward, right, I have to keep moving forward. So, when I moved to Sacramento, the only person that I knew out there was Tom Tram, Mr. Tom Tram. So, I reached out to him for advice, he was the only person I knew that lived in Sacramento and he was the one that actually suggested that I get to real estate. It was, you know, was something that he was doing right out of high school, and he had still been building his career ever since. Initially, I was like, no, I’m not a salesperson, I won’t be good at it. What other options would you recommend, you know? And it was the point where I always remember the one question, he asked me. He said, well, what is it that you want for yourself? I told him, I still want to help people, but I want personal growth. I want to be challenged to learn and grow. I want to be able to have a flexible schedule. So, I can, you know, have the ideal work life balance, I was naming all these things I wanted. And then he tells me, you know, you’re going to get all of that in real estate, you want to be challenged in more ways than one, you will grow from all the obstacles, you will help people achieve their dreams of owning their home, or, you know, finding invest in property. Real estate is not entirely a sales job, it’s a relationship business, so people who know you and like you will work with you. So, I–
[3:50] Bryan: And how old were you at the time when you first got into real estate?
[3:53] Paige: I was 26 at the time. So, 26 of the time and after he was, you know, kind of really dissecting, because, you know, you don’t know what you don’t know. I just thought real estate with a sales job and that was really, it was not for me. But when he kind of just broke down the layers of all the different components real estate actually is, I’m like okay, like, you know, I was so I was like okay, so that’s how I got started.
[4:21] Bryan: Oh wow, I think the most, funny part to me about the story is, you mentioned that you can’t turn off your brain when you’re in nursing as a nurse. That’s funny because real estate is a 24-hour activity.
[4:33] Paige: It is but it’s a different type of challenge. I, where I am now, my mind is constantly working, but it’s a different type because I’m excited. And you know, there’s a problem in real estate but I’m looking for a solution versus in the hospital setting, it was more emotional and trauma. You know, it was a different type of disconnect that, maybe because I just didn’t enjoy it. But in real estate, it was a different type of challenge where I’m working three, four in the morning sometimes, I want to get things done, I want to put things together. It was just a different concept of being able to disconnect or connect to. I can’t disconnect from real estate because I actually liked what I do. But with the hospital was just trauma and emotions that I just don’t want to be involved in.
[5:20] Bryan: We’re really happy to have you over in the real estate side.
[5:23] Paige: Yes, I’m glad I made the leap of faith.
[5:25] Bryan: Definitely, we’re glad to have you here too. And to me, it’s really surprising to hear that you basically started about five years ago, and to see your tremendous progress to now, it’s almost unbelievable, you know?
[5:36] Paige: Thank you, it’s actually, my first year was very slow. I started real estate in Sacramento, and it was that trial and error. It was like I already walked away from you know, my nursing career but I was, I had so much time, giving my time to but now it was like the first year was kind of like, either you kind of give it your all or you are going to walk away. I didn’t know anything else; you know. Just okay, I left nursing, now give real estate 100% shot and see where it goes.
[6:05] Bryan: That’s crazy.
[6:07] Paige: But here I am.
[6:08] Bryan: Here you are. You are president VNARP, kick butt realtor, you work at METIS, you’re doing great. At what point did you realize that real estate was your passion? You know, when you started working towards your goals, you know, at what point you had the epiphany, where’s the, oh wow, like, I want to do this for the rest of my life, you know, that kind of moment?
[6:31] Paige: Yeah so, I love narrating, I love being a storyteller. So, what I realized that, you know, it really is not the skill set that you learned when you’re younger, you know, marketing, customer service. I loved writing in school and so I didn’t realize that I could apply all that into my big real estate business. And so, when I, you know, it goes back to, I’ve always wanted to help people, so the first couple of transactions I was doing, you know, every transaction is different. But I was able to be a part of someone’s journey from the start to the end. And, you know, we’re being a part of the incredible milestone that you’re trying to achieve. So, when I was there from beginning and start to see the difference I was making, you know, you’re being a consultant, you wear so many hats in a transaction, that when I go back to the, I want to be challenged, I was being challenged and I was learning and growing. And as we’re moving through the process, I was learning a lot by myself. I wasn’t as confident, you know, I was always, I always want to be prepared before I go into anything. So, I wasn’t as confident beginning but the more that I had others believe in me, the more that people trusted me, I knew that I had to perform I had to deliver. So, I was going through the motions and, you know, after every deal that close every client that I helped, and know the response was, you know, we couldn’t have done this without you or, you know, thank you for helping us. It was this feedback that kept me going. And that’s when I realized, you know, this is go back to my core value, I want to help people and I am going towards that path and I’m helping them to a much happier state. And it just like, you know, I didn’t know this in high school, I didn’t know this is something that I could be doing as a career. So, going through the motions, learning about real estate learned, it’s so much more than what meets the eye, you’re meeting people, you’re making connections, you’re building relationships, you’re making friendship out of this, and it’s so much more and that’s when I realized, okay, I really enjoy this. And, you know, you go through the motions, and that’s when I decided to move back to San Jose, to continue my career path because, you know, in business, it’s all about your network. So, that’s when I knew that it was time to move back and grow my business.
[8:54] Bryan: I love that. I mean, just going off that story for our listeners that don’t know, so Paige actually helped me buy my first primary property here in Oakland, California.
[9:05] Paige: I think it’s two years, your two-year anniversary soon.
[9:09] Bryan: Exactly. So, I’d invested before by never bought my own place. And having Paige there to help me along the process like she’s amazing.
[9:19] Paige: Well, thank you for giving an opportunity.
[9:21] Bryan: Of course, we found a place within like two weeks and we close in 21 days, like, it was insane.
[9:28] Paige: And we flew in that day, I think we had like seven or eight properties on the list and then after we’re done, and it dropped you back to the airport.
[9:36] Bryan: Exactly and Paige is also an awesome Uber driver as well.
[9:41] Paige: Thank you.
[9:42] Bryan: I appreciate that Paige. So, I know your dedication to the process is real, like I’ve seen it. And I know like every, I can verify every single thing that you mentioned before, like you have a fire inside of you. And then, not just that, like you kind of branched off to like other areas of real estate too, any of one thing that most people my don’t really see a correlation for is like oh yeah, I’m just in real estate, I’m just investing, I’m just a military light. But there’s so much else you can do, you know, like, and that’s what part work on I want to segue with a little bit into your activities as VNARP and you’re volunteering like you’re leveraging real estate to do all these things that you always want to do, you know, and then on top of that, like on later on in the podcast, I want to have Paige talk about her travels to like, she’s very, she’s always like, she’s traveling the world, like create work life balance, and she leverages the power real estate to do that, you know, so before we get too much off track, Paige, can you talk about your, you know, your commitment to VNARP and the volunteering, and you know, the investment stuff, like, how did you segue way into that using real estate?
[10:57] Paige: Yeah, definitely. So, I think early on when I got into real estate, you know, we have the title of being a real estate agent, and then you join an association, or you know your county and become a realtor. And then I, you know, when I was going to, you know, workshops and seminars, and I was meeting and networking with other agents, I was realizing that they all belong to a different organization, not just from counting, there’s are, you know, it, the Asia Real Estate Association, that Filipino Association, there’s all these different associations. And I was like, oh, you know, what’s this? And then so I start going to these classes, I wanted to see what the membership was about, what was the organization about and then so I started networking and talking to others, and I met people who are actually the president of these chapters. So, long story short, I was realizing, you know what, in order to be able to be successful in a very saturated real estate market, in the Bay Area, you have to be able to stand out. You have to be able to align yourself with other people who are on the same path and mission as you. And for me, as I knew that I didn’t want to be just another real estate agent, I want to be able to, you know, real estate is all about marketing and branding and your affiliation. So, when I moved back to San Jose in 2015, that was the same time when VNARP which is the National Association of Real Estate Professionals, that was the first time they were founded in March. So, it was perfect timing, so now I’m finding an organization that was relatable to me. I’m a business American, I’m in real estate, and they’re based in my hometown. So, I started attending their classes and events and I was seeing, you know, the network that they had there. It just wasn’t real estate agents, you’re meeting with commercial lenders, commercial late agents, escrow officers, all these people were in one spot. So, you’re being to leverage, instead of trying to meet people individually, chasing people or trying to like network and build your database in your influence, everyone’s in this organization. You met so many different kinds of people. So, I’m like, okay, I’m going to start going to the mixer, the most attended event, I want to be able to learn from these people who are leading these organizations, because I knew that I always wanted to be more, but I didn’t know where to start. So, I started off with something that was relatable to me and that was being a, I started volunteering with them in a sense where I was a ghost writer. So, I was a ghost writer, two years, the president at the time had reached out to me because they were, you know, they have a lot of content. But as long as always, is always the narrative and the message that, you know, these organizations want to portray, but it doesn’t always come out the way that they want. So, for me being a natural storyteller, I love writing. So, they reached out to me, I was a ghost writer for two years, until I started to, they gave me a position which is the marketing and public relations chair, then I became the board director and from there, I became the president.
[13:58] Bryan: Can you also walk us through like the size of VNARP when you first joined and the size of it now?
[14:01] Paige: Yes. So, when I first, the meetup was first launched and founded in 2015, they had 13 original founding members. And I think they’re, that time their membership base was maybe like less than 50, it was something so new, that people were still trying to get a feel for what VNARP was about. There are other chapters surrounding us that been around for 20, 30 years. So, we have that, like Molinaro, that newcomer, that new kid on the block, people are more watching from the sidelines than actually participating. And that applies to like everything, like there’s always the people on the sidelines. the people that’s actually participating. So, in the beginning, you know, I felt like we started off slow, but as you know, it was building the momentum. People were building more, we’re having more quality educational events, we’re having a better following. There were more people that were joining the board, that’s when it grew from, you know, 100 to 200. And now in our fourth year, we’re currently at the almost at 400 active members.
[15:06] Bryan: Wow. That’s really, really amazing to hear that kind of progress. You know, how we’re building a strong Vietnamese community down there. I love it.
[15:13] Paige: Yes. And it’s one of those things where you know, we are the only Vietnamese organization. Surprisingly, there’s so many of these people around the United States, but how come there’s no Vietnamese organization for real estate yet? So, it was really definitely cool to be one of the first.
[15:29] Bryan: Yeah, that’s really cool. Can you talk a little bit about VNARP’s volunteering events that did before? I know, you mentioned in our prior conversations, that you did volunteer, to travel abroad to VNARP, to kind of volunteer and give back. Like, can you give us an insight of what kind of activities did you guys do for that?
[15:51] Paige: So, you know, with VNARP and a lot of other organizations, it’s, you know, what is our mission and what is our purpose? We are here to build our business but also give back to our community. And so, when I first joined officially in 2017, we had our first fight hunger with VNARP, which is our signature meal packaging campaign. So, the first year we, it was, you know, we just had an idea, wanted to test it out, we launched, we had a goal of raising $3,000, had 50 volunteers and we package 10,000 meals and that was our first year. The second year we, which was 2018, we went up to 100,000 meals, we raised $30,000 and we have over 500 volunteers. And these meals are going to, you know, 50% of it went to the kids in Tanzania, which is in Africa and then we have 30,000 meals that were allocated to disaster relief. So, you know, last year we had a lot of hurricane, tsunamis, floods., so these were dispersed into disaster relief centers. And up to date, so, our next campaign, which is Fight Hunger with VNARP, we are doubling our initiatives, we are doing 200,000 meals, raising $16,000 and going to aim for over 1000 volunteers this year.
[17:17] Bryan: Wow, that’s absolutely amazing, great achievement.
[17:24] Paige: We are so, so, you know, this wouldn’t be done without the collaborative effort or community. It’s one of those things where, you know, we are in real estate, but we are community leaders, so how do we get our community to come together? And you know, we are very, we encourage everyone in, not just in real estate, but other sectors, you know, to come out and participate. It’s a family event. So, previous years is great to see, you know, people bring out their kids, whole entire families and have everyone just join us and it’s during the holidays too. So, it’s a very wholesome, fun family activity.
[17:59] Bryan: Yeah. I mean, to kind of, to me, I want to make a point that it sounds really crazy, like five years ago, you made a career transition over from nursing because you didn’t like where your life was going, became a real estate agent, you know, you didn’t confine yourself as a real estate agent, you know, you branched out, you want to network, you want to be more to and for our listeners to make that connection, it’s crazy because like, essentially Paige, you know, she was trying to decide what she wants to do with her life at age 26. Now fast forward to three years later, she joined VNARP, became an agent, gave back to a lot into the community as well, like she has made–. Paige mentioned before, like that volunteer effort for 30k, 100k fundraising, like, it’s pretty amazing. Like, you’re not just a real estate agent, you know, you’re leveraging that to make a difference and to do more. And that’s kind of the point I want to drive forward for our listeners, like, hey, like, there’s a lot of stigmas. You know, rumors about agents but this is driving it to create a better, like a bigger impact and a better cause.
[19:03] Paige: Yes, and it’s really, you know, I agree with you that when there’s been a bad stigma, I hardly change that. How do we raise higher standards in our industry? There’s bad stigma in every business sector, right? There are always people, there’s like, I use this analogy, like a driver’s license, everyone’s issued a driver’s license, but there’s going to be bad drivers and good drivers. So, you want to be a part of the good drivers. And so, how do you continue that momentum as you’re going to lead by example, do things the right way, be ethical, have integrity. So, that was something I want to set forth that I, you know, go back to, I didn’t want to be just a real estate agent, you know, making money and making a living is one aspect, but I wanted to live a life of fulfillment. I want to be able to have a purpose, because at the end of the day, it’s, like, you know, what, if anything were to happen, what is that I wouldn’t be able to leave behind? And that’s something that I’ve been working on and want to be able to create.
[20:03] Bryan: Wow, that sounds amazing. So, Paige, tell us every single country you visited so far, a real estate agent, I want to hear the list right now.
[20:13] Paige: Okay, so you ready?
[20:15] Bryan: Yeah, I’m ready.
[20:17] Paige: Okay, so I’ve been to Vietnam, to Ecuador, Panama, Colombia, I’m missing a few, London, Rome, Paris, where else?
[20:27] Bryan: Where did you go domestically to, like New York?
[20:31] Paige: In the United States, I’ve been to New York, New Jersey. Portland, Washington, Texas, Baltimore, Maryland, Toronto, Vancouver.
[20:46] Bryan: Yes, so Paige, the point is, because of real estate, Paige is able to travel a lot. Did you guys get a chance to, I’ll put this in the show notes, check out her Instagram as well, you can stay on top of all her travels
[21:00] Paige: But then again, you know, it was something I had to work to build, not everyone can just jump in and start traveling while they’re doing real estate. It took a couple of years, I mean a disclaimer, it took a couple of years to be able to have created enough of a system and structure so that I can work remote. So, just the disclaimer it’s not something I just dive right in and say I’m going to travel and then work, no. I took time to build what was able to do so I can work remote from there.
[21:30] Bryan: Yeah, that’s a great disclaimer. I mean, Paige, she really works hard for everything she did, everything she deserves right now, so you have to pay your dues, guys.
[21:41] Paige: Absolutely.
[21:43] Bryan: So, Paige, as we move on to the next section of the podcast, we want to like, we want to talk more about your short-term goals in real estate and your long term goals. Where do you see yourself like next year, five years and 10 years from now in real estate?
[21:57] Paige: Yes, definitely. I think, you know, those are, if you don’t write your goals down, it doesn’t happen, right? So, I think in real estate, it’s very similar to everyone that’s in the business, you know, short term, of course, definitely I want to work on getting, acquire my first rental property, and, you know, start building my own real estate portfolio. I want to achieve, you know, what many get into real estate to achieve and that’s financial freedom, residual income, semi early retirement, and not having to hustle as hard for the deal. You know what I mean? Yeah, so that’s my short term and long-term goal. And it’s one of those things you know, we have to write it down and know you have something to work towards. And it’s more of, you know, also surround yourself with people who have the same goals and it makes it easier for you to achieve that.
[22:44] Bryan: Definitely. So, those are really good goals. I mean, short term and long term wise, like, you have a clear picture of what you want to do and great message, always write down your goals. I always write down my goals every single day. You guys can do that, it really helps with your subconscious mind and, you know, keeping yourself accountable. With that being said, Paige, do you have a morning routine that you follow or any kind of like regimen every day where you’re just like, okay like, I to knock this out, I have to write in my journal, I have to write my goals. How do you start off your day to make sure you stay accountable?
[23:16] Paige: So, this is something I’ve always been doing as a kid and growing up, I didn’t realize how important it was, was making my bed. That’s the first thing I do when I wake up, I crawl out of a bed and I would make my bed because I have one of those beds were like there’s six pillows, there’s a bed sheet, there’s duvet, there’s all these layers, but when I get out of bed, and then I make my bed, and it seems tedious, but it’s how to set the tone for the rest of the day. Once I finished making my bed then I know, okay, I accomplished this one task. Okay, what’s next? If I leave or if I’m in a rush, and I have an unmade bed, it makes me feel uneasy because I have an unfinished task. So, no matter what I always have to make my bed, that’s like my ritual. And then from there, I would, I don’t eat breakfast but I always drink water when I wake up, get hydrated and I would sit and read my emails, I don’t, I try not to have a habit of like lying in bed and reading my emails on through my phone, I would position myself to be in front of my computer, you know, have a clear mind and get through my emails and go through my calendar, making sure I’m seeing what I have to do for the day. So, I can, you know, either dress the part or be prepared for what I have to do, who I have to meet. You know, preparation is always key, I tried to have, you know, that instilled in my mind that always be prepared. So, and for those, you know, I go about my day, and I’m a huge reader just like you are so I allocate, you know, at least 30 minutes of reading time at the end of the day, is now is like you have your routine, you have your scheduled appointments. Then coming home, you know, there’s just so much that goes on and the things that you need to take care of tomorrow but just to try to be present, I always had like this connect and you know, kind of wind down at least 30 minutes away kind of always, you know, getting the momentum of learning and just being present. So, it’s always nice, so nothing crazy or fancy, is my dead day.
[25:19] Bryan: I love it. I mean, every successful person I talked to has some sort of routine like that. You know, where they read, whether they write but the common line is that they stay accountable You know, I think all those things kind of teach you accountability. And it goes a long way but anything you do, you may not see the results immediately but eventually it all compounds together and everything like, everything just adds up and everything just makes sense, my opinion. Awesome.
[25:50] Paige: A lot of time when people say that, you know, what, and who you are, is also, it comes to what you do every day. So, it’s in your routine, if you’re consistent and you workforce towards something, it’s like you have to have routine in order to build that momentum. You are just kind of winging it every day. There’s no sense of direction, you need to have a plan and a purpose and have intentions for your day.
[26:11] Bryan: Love that, absolutely right Paige, well said. Hey Paige, I know we touched upon this a little bit earlier, but what do you think your why is? What is your why, the reason why you want to, you know, do things? We talked about this earlier, you know, I want to get a clear message for our audience.
[26:32] Paige: So, my source of motivation and my why, every time I get up in the morning, every time I’m facing, you know, hardship or I’m facing a problem or anything, you know, that’s an obstacle in my life. I always sit down, and I’m a very, you know, I’m a thinker, so I was trying to ask some questions. So, how do I get over this? So, there’s five questions that ask myself that motivates me, So, the first is, I asked myself, what is it that I want to be? What is it that I want to do? Was it that I want to have? What I want to improve? And what I want to change? So, these are the questions, it applies in every situation. So, when I feel like giving up or when I feel like, you know, something’s really hard, or should I continue, I always ask myself, especially the first question is, what is it I want to be? And it brings me back to focus on, you know, going back to my short term and long-term goal. So, sometimes we get so caught up in the noise that we kind of forget our focus, why we started. So, it’s always nice to kind of sit back and reflect. So, my sense of motivation is to kind of go back to my reason for being in this business, for doing what I do, for giving back and that’s what propels me forward, as going back to the my original goals and things I want to accomplish for myself to kind of check myself as like hey, Paige, what is it that you had to do to get yourself there? What is it that you wanted to be? You know, what does you want to change about your life? So, all these things you have to keep asking yourself in order to propel forward.
[28:07] Bryan: Wow, that’s really powerful. I absolutely need to go back to this part off the podcast and really listen to it. Hey, Paige, as we are approaching the end the podcast, if you were to redo your real estate career over again, what would you have done differently?
[28:24] Paige: I thought about this question many, many times, and actually came to conclusion that I felt like everything happened the way it supposed to. I felt like it was necessary to go through what I did to get here. I’m glad I tried the nursing route to understand that it wasn’t for me, I’m glad, it’s one of those things, you know, it’s good to try something and think, oh, well, then versus what if? I’m glad I got to, you know, realize that my original plan didn’t work out and that knowing that life doesn’t always go in a plan, but there’s better things going forward for you. I had the right mentorship and support system early on. And that was to continue being, you know, learning and growing and evolving. So, if, I actually would not change anything, I think everything happened the way it should have. And it I always thought that maybe I should have started sooner. But I think I wasn’t mentally strong enough or prepared back then. So, I needed to go through what I did to understand what us it that I don’t want and then to fully accept what I do want.
[29:29] Bryan: Wow, I like that. I mean, at this point of view, a good number of people and everyone always tells me like, I wish I started earlier, I wish blah, blah. But I think this is where you and I are, we have a lot in common, is that, I firmly believe that everything happens for a reason, you know, everything, all your hardships, like it prepares you for who you are today. And because of that, it’s similar to you, like I wouldn’t change a thing.
[29:55] Paige: Yeah, definitely. Because you know, there’s always different ways to look at things that people think, oh, you know, the grass is greener on the other side. No, it’s actually greener where you water it, you’ve gone through what you need to, they prepared you mentally, emotionally, physically to get to where you need to go and you have the knowledge, you have the experienced and you have the skill set that you do now because of what you went through. So, you know certain things when it happened the way it did, if it equal to that point so yeah, definitely everything happens for a reason and everything is a blessing in disguise. So, we should embrace it and not live in regret.
[30:34] Bryan: Love it Paige. Love it. Alrighty, you know, we’re reaching the end of the show. Hey Paige, how can our listeners find out more about you?
[30:43] Paige: Yes, definitely. So, I do have an own website, they can check out www.PaigeNguyen.com, my Instagram is thedailypaiges is spelled, thedailypaiges.
[30:57] Bryan: Awesome. All right, I’ll include that in the show notes.
[31:00] Paige: Well, thank you.
[31:03] Bryan: Paige, thank you for being on the show. I appreciate this interview; it was really lots of fun.
[31:07] Paige: Thank you for having me, I’m glad we got to do this and perfect timing.
[31:11] Bryan: Yeah, perfect timing. Thank you, Paige, appreciate it.
[31:14] Paige: Thank you, Bryan.
[31:15] Bryan: All right. Bye.