September 23, 2024 • 25 mins
In today’s episode, we’re celebrating a HUGE milestone: 19-year-old Jet Broker Gabe just sold his very first private jet—only FOUR months after joining the industry! Join Tom Lelyo as he chats with Gabe and his teammate Kevin Walsh about this remarkable achievement and the journey that led him here.
🚀 Here is what we talk about in today's interview:
✈️ How Gabe transitioned from selling cars to closing a jet sale
✈️ Insights into the private aviation world and what it takes to sell your first jet
✈️ A behind-the-scenes look at the challenges and triumphs of selling a jet
🎧 Tune in for a mix of fun, inspiration, and insider tips that will motivate anyone considering a career in private jet sales. Whether you're an aspiring broker or just curious about aviation, this episode is for you!
Connect with Gabe: linkedin.com/in/gabriel-d-a6724b311
Connect with Kevin: linkedin.com/in/kevin-walsh-2607ba241
—
🛩️ Join our FREE Private Online Community for aspiring Jet Brokers: https://circle.jetlifeaero.com
Being a Private Jet Broker is a life changing opportunity for those seeking a career in an industry that has low competition and extremely high commissions.
Let's book a call so you can discover how to get your FIRST SALE and start a new career in Aviation - https://www.theultimatejetguide.com
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
So if I met you four months ago and told you that you
would be selling your veryfirst private jet, what would
you have thought?
Speaker 2 (00:07):
I would not have believed you, Tom.
I mean, when I started out inthis business, and even before
that, I had no clue that sellingjets was a thing you could do.
Speaker 1 (00:18):
Hello everybody and welcome to the Jet Life Podcast.
My name's Tom Lelio.
I'm your ultimate jet guy.
Today we're pulling back thecurtain on aviation.
Whether you're a buyer or anaspiring broker, we're here to
help you buy and sell privatejets without wasting time or
losing money and with noexperience necessary.
And speaking of no experience,I'm here today joined by two
(00:39):
amazing jet brokers.
I've got a veteran, kevin Walsh, who's now on his second or
third deal, and one of his teammembers, gabriel Dickerson,
who's going to be joining us 19years old, a baby 19-year-old.
He just turned 19 a few monthsago and he closed his very first
(01:00):
deal a little while ago, andwe're super excited to have them
both here on the podcast.
So, gentlemen, welcome.
Speaker 2 (01:10):
How are you guys doing?
Speaker 1 (01:13):
Well, I'm super excited to have you guys today,
because people ask what does ittake to be a private jet broker?
Should I be a pilot?
Should I be a mechanic?
Do I need sales background?
Do I need to know somebody?
Or what courses do I need totake?
And the two of you are justgreat examples of different
(01:33):
backgrounds coming into this andbeing able to close deals with
no experience necessary.
So let me ask you first, kevin,just because you kind of
started out here what was itabout private aviation that kind
of drew you into it and whatmade you finally decide like, ok
, this is going to be the careermove I want to make right now.
Speaker 3 (01:56):
Yeah, thanks, to wake up and uh, do my thing and then
, and then make my calls and uh,enjoy, uh, enjoy a day where
where kind of I dictate it Rightand um, and and, and that day
(02:18):
looks different every day.
Like I was working on Saturday,I was working on Sunday, uh,
moment, but it's always evolving.
You never know when you'regoing to be on call or have to
send an email or do a text, soit's a 24-7 job, but it's
dictated when you kind of wantto do it and when your customers
and clients need you, which Ilike a lot better than having to
(02:39):
be somewhere for 40 hours or 45hours a week.
Right, uh, for 40 hours or 45hours a week, and you need to
clock in, you need to clock outand uh, it just you're, you're,
you're, you're, you're held to,held to, held to their um, to,
to what they want you to do andwhen they want you to do it.
And uh, there's a lot morefreedom and and the potential
and why me, gabe and tom, we'reall sitting here the potential
(02:59):
of, of a lot of money and uh anduh, there's some big deals out
there.
I have two I'm sitting on rightnow that are big deals that
that, if they hit, it's going tobe well over, uh, a hundred
thousand dollars for two of them.
So, uh, grateful for that,great for anything I get.
I have a lot of kids, so I'lltake anything I can get.
Speaker 1 (03:16):
Well, uh, Gabe, let me ask you, if I met you four
months ago and told you like,hey, listen, in four months you
would actually be selling a realprivate jet.
What would you have said?
What would you have thought?
Speaker 2 (03:28):
I probably would have thought you were crazy.
I didn't even know this was anindustry prior to getting into
it.
I was in the car market for awhile, right out of high school,
had a great GPA and decided toget in sales.
So a little bit of a risk taker, and I mean I was enjoying it,
I was doing good, and then I wasworking with a great group of
people too.
And my stepdad comes to meafter a little bit, he's in,
(03:51):
he's in the industry with youand he goes.
Gabe, I really think you should,you know, give this a go or at
least you know, talk to Tom, putsome thought into it.
And my first thought is whywould I sell private jets?
I mean, I'm 19.
Nobody's going to want to talkto me.
And I put a little bit ofresearch in, watched a lot of
your videos and, for anybodythat's thinking about it, I mean
if you go on Circle,everything's there.
I mean it was like a wholecrash course.
(04:14):
It provided everything I neededand I started getting into it.
And then I thought, you know,honestly, I mean if I'm selling
cars now, I think I couldprobably swap to jets.
It's a little bit of a jump,but I mean, as Kevin said,
building on that a little bit,the ability to do it when I want
to, you know, when I'm able tobuild my own hours.
I mean that's incredible whenyou wake up at like seven in the
(04:34):
morning, all the way until youknow nine at night, or nine to
five in the car market, like itreally taxing, and just the
ability to sleep in until maybenine or eight or when I want,
and then go work till I'm done.
It's a big difference.
So I mean I wanted to believeyou just on your question there
and I'm really happy I'm here.
Speaker 1 (04:57):
Tell me what the training was like, and I
definitely want to get into whatwas it like being a 19 year old
trying to do this, but firstwhat was the training like?
You had a little bit of tryingto do this, but first like what
was the training like?
You had a little bit of a salesbackground, you had a great GPA
, but what was your initialimpressions of the circle
community?
And then, when we pulled thecurtain back and you actually
saw the training that wasoffered, can you speak to that
(05:18):
and just tell us what stood out?
Speaker 2 (05:21):
Yeah, I mean, first off, you guys weren't like he's
19,.
You know, treat him like a baby.
I mean, first off, you guysweren't like he's 19, you know,
treat him like a baby.
I mean you treated me like Iwas part of the team and from
the start, you know, I was inthe role plays.
I think on my second meetingever I was thrown up on the rope
and I sounded horrible.
I mean it was a completelydifferent like thing from what I
was used to selling cars.
Um, it's almost like you'reworking a little bit more on
(05:42):
one's end.
I mean mean it was just, it waswhat I needed.
I was treated like I was partof the team and it brought me
into this whole new world withthe training wheels that I
needed to be able to be here nowtalking to you all about
closing a deal within, I thinkit's like five months is kind of
the base that you will get adeal, and we did it in under
four.
I mean the plane was onlylisted for about 30 days before
(06:06):
I ended up finding a buyer.
Speaker 1 (06:07):
So yeah, kevin, what about for you?
So what's really unique here isthat we have the revenue profit
share, the revenue share plan,where once you're a broker with
JetLife Aero, if you recruitsomebody to be on your team
because you want to train themand you don't have to do this,
(06:29):
it's not like recruiting kind ofa pyramid thing, it's not that.
But for those people who enjoycoaching others and want to
build a business within theJetLife ecosystem where you have
the training, like Gabe istalking to, you're our pioneer
right now, kevin, in the revenueshare plan because you've
(06:51):
already built your team with twopeople underneath you that
you're helping mentor grow sothat they can find success.
You can find success.
What has that been like underJetLife Arrow?
Just kind of walk us throughyour thought process and why you
decided to start building ateam and how has that, how has
(07:13):
that worked out so far?
Speaker 3 (07:16):
Yeah, there's a good quote.
There's a good quote says ifyou want to go fast, go alone,
and if you want to go far, gotogether.
And and to go far, go togetherand uh, and and and to go far,
right, um, I, I, I'm, I'm a veryuh, I see things and I envision
things and how big they can get, and uh, it's, it's, it's uh to
to train people and to get themup and then to get to get.
(07:38):
I mean, you get money off of ittoo.
You mentioned revenue shareplanning.
You get money off the back endof it from training.
You're kind of like a manager,uh slash coach, uh slash uh
player, because I still get toplay too.
It's like the best both worldsat all, three worlds, like I'm a
pete rose of uh the jet life,jet life world.
So, uh, it's, it's enjoyable,um and uh, gabe.
Gabe is just speaking to gabe.
(07:59):
He's very easy.
He's kind of uh more, um, uhdoes it himself and I teach him
one time and he kind of he kindof understands and he and he
takes direction well and itreally helps that people can
take direction well andunderstand what they're doing
and uh catch on quickly and Ijust give Gabe and I take the,
takes the reins and does it, youknow, and that that's you uh
makes.
It makes it a lot easier forpeople, uh, people like me
(08:21):
trying to coach and teach people.
Let people like me trying tocoach and teach people.
Speaker 1 (08:23):
Let me ask you both this question, and I'll let Gabe
answer first.
But what would you say to thedoubters that are like dude,
you're 19 years old, youshouldn't be selling jets.
You can't sell jets.
And similar to you, kevin, whatwould you say to the doubters
that are like you have noexperience, you shouldn't be
(08:44):
selling jets.
Like you know, you're uh, uh,what was the word that we've
heard?
A neophyte.
You know you don't have theexperience.
Um, gabe, what?
What would you say to, to tothe doubter in a nice way, right
, I mean, obviously we can get alittle fired up here, but, um,
just kind of curious from yourperspective.
You know, how are youapproaching that challenge?
Speaker 2 (09:09):
I'll be honest about a lot of people that own the
jets.
I mean they, it doesn't botherthem, like number one, I didn't
even have to mention my age onmy deal that I closed.
But you know some owners thatyou know I'm planning on working
with.
I mean I mentioned my age tothem and they go good for you.
Like it reminds them ofthemselves and the neighborhood
and they're all business owners.
So in a way it helps out.
I mean you know I'm a kidthat's hung.
(09:30):
I mean you know I'm a kidthat's a hungry dog runs faster.
But I think I would point it atmy dealership where I was
working prior.
I mean the first thing theysaid was you know, don't do it,
it's all commission Don't do it.
Who's really buying jets?
And I mean I had those doubtscarrying into it when I started.
I thought you know, maybethey're right.
Oh, I'm scared.
And that's how it was for twomonths until I got a listing and
(09:52):
I didn't realize how much thejet industry really does move.
I mean there's a lot of peoplebuying and selling and
especially coming up on quarterfour, you're coming up on the
best time to do it.
So I think I put it theretowards where.
I was working prior and Iunderstand where their heads
were at.
Speaker 1 (10:12):
But I mean, I believe in it and that's why I'm here.
Yeah, no, and that's just it.
And and I part of being a partof the team is is helping with
that belief.
You know, you see things aroundyou Like you see Alex closing
deals, you see me closing deals,you see Kevin closing deals.
You see people coming up withyou know experiences and you're
like, oh, okay, there is stuffgoing on, like there's there's
momentum.
I think a lot of times peopletry to do it on their own and
(10:32):
they're just kind of like, well,no one's picking up my phone
call, you know.
But but but if, if no one'spicking up your phone call, and
you pick your head up and youlook around, you're like, well,
you know, you know Kevin's got alisting.
Or you know Katie made 50 phonecalls and, and, and, and you
know 30 people answered herphone call.
Like it causes you to kind ofjust think, well, maybe I can
make a few adjustments and youdon't give up as easily as you
(10:55):
might.
So, before we talk about thedeal, how was it becoming a,
becoming knowledgeable about agiven market?
I know you had sold cars before, but what was it what's?
How can you compare andcontrast learning about a car
versus learning about a jet andthe marketplace?
And so when somebody said toyou how much is my jet worth,
that you could feel confident inspeaking into it.
(11:15):
What was that whole processlike?
Speaker 2 (11:18):
Well, first off, learning the car is.
I mean my manager could give melike a little sheet of paper and
I had all these questions aboutthe car.
I would go out in person to hopin the car itself and just go
over everything I could, and alot of the times I, and a lot of
the times I think I skippedover that process and just kind
of went for it.
I mean, but swap into the jets.
I mean all of it is digitalessentially, and fortunately we
(11:38):
get all the resources, likethrough JetNet, so we're able to
start getting on top of themarkets, understand how they
move.
And then you know, we getwhat's called notions, so we're
using our market reports, we'reworking with each other to build
up all the info we can so weunderstand everything that's
moving and we really do becomeprofessionals that we say we are
, because we understandeverything about a certain or
given market that we're in.
(12:00):
And after probably a month ortwo, I mean I felt incredibly
well versed in it.
And you know, after threemonths coming to four, I mean I
could tell you like boots on thewings of the Citation 2s and
all these little details thatcome into it, when they started
curving the wings.
I mean I could tell you likeboots on the wings of the
Citation 2s and all these littledetails that come into it.
When they started curving thewings, I mean you start learning
so much and it was a lot likewhen I was doing cars.
(12:21):
I mean I worked for Ford andafter a while I just started
becoming second nature, and samething with the Jets, and so I
think the trainings helped out alot too.
I mean recently we startedbringing our market reports to
trainings and that helped mekind of get on top of everything
.
Speaker 1 (12:37):
So yeah, other markets, ancillary markets from
the twos, like you know, thefives that a lot of people
upgrade to, or things of thatnature.
So, okay, what was it like?
What was your first phone callspeaking to a high net worth
individual?
Do you remember anything aboutit?
Or maybe something that's inthe first few days?
Speaker 2 (12:55):
Yeah, in cars they used to say you remember every
first sale and this.
You kind of remember your firstcall and I think it was a
voicemail.
I called and left a voicemailand I probably sat there for two
minutes Like I can do this, Ican do this, called and it's a
whole anti-climatic voicemail.
I left that.
I did that probably 50 times aday for maybe close to a month
(13:19):
until I forgot my first pickupand it happened to be with the
buyer of this jet and you know Icalled him and he said, oh well
, I actually buy and sell.
And I was like, oh cool, likeyou know, let's get in contact,
let's stay in contact.
You know he might be good forfuture.
Turns out he out he was.
He was a great dude and he wasreally incredible to work with
Super on top of his stuff.
It was like that for a while,just making calls as many as I
(13:42):
could.
Speaker 1 (13:44):
What was it like when you got a hold of this owner?
What was the story behind whythey wanted to sell?
Was it just one owner, or werethere multiple parties that were
going to have to be involved inthis deal?
Speaker 2 (13:55):
It was three technical owners.
There's a lot of backstory toit, but essentially the one
owner had had the plane and then, through a business failure,
had basically gotten it to theother owner who owns it now
mainly.
And through these three owners,I mean working with them all to
kind of get this ready to getsold.
They, they were incredible towork with.
They weren't in it for much, sothey were able to, you know, be
(14:18):
a little bit more like.
You know you're the broker, goahead and take control of this
and handle it for us, which is,you know, every broker's dream.
You want to be able to be ontop of a deal and the owners
just work with you and trust you, and it was just a very healthy
relationship.
You, you know, going into thesale, moving it forward to the
buyer and getting things donepretty quick.
So it worked out.
Speaker 1 (14:38):
So getting it listed.
You know we had to getprofessional photos taken.
Obviously, the brokeragehandled all the photos.
You got it listed on controller.
What was it like talking tobuyers when people would call
you about the jet and then howdid you finally end up with the
buyer that ended up eventuallybuying the aircraft?
Speaker 2 (15:02):
So a lot of the contacts I had were people at
more building market research inmy realm of feeling, I mean.
I think they were just kind ofcalling to figure things out.
And there was one that wasclose but his buyer was a little
bit off from where I wanted himto.
So, like the way I kind ofbuilt it with him was, I tried
to de-qualify him and after alittle bit it got to the point
(15:23):
where I was like I don't knowabout this guy.
So I started calling around alittle bit more and I called
this guy named Jay and hehappened to buy and sell jets
with the guy I had called priorand they they ended up saying
well, why don't you just send usthe the stuff on at the SESCOM
and all the other tracking youhave and try to give us a little
bit of a record?
We got through that and thingsjust kind of started building
(15:46):
together and it worked out forhim.
Speaker 1 (15:48):
Tasha.
Well, so you handle it in thebuyers, we get it under contract
, but that's just the beginning.
So this pre-buy, thesenegotiations, was a slew of
learning opportunities.
Tell us about that, because Ithink one of the first one was
getting the numbers right,getting the records right.
If I remember correctly, thatwas one of the first one was is
(16:10):
getting the right, getting thenumbers right, getting the
records right.
If I remember correctly, thatwas one of the first things we
had to learn that theinformation that we had was like
we had to.
We had to adjust that.
Once we like sent the actuallogs to the buyer.
Speaker 2 (16:25):
Yeah, there was a lot of stuff.
I mean, the way I look at it,every hiccup that could have
happened happened.
So I was able to learn a lotoff my first deal and I'm hoping
the second one that's coming uppretty soon is a lot easier.
Know the jets um was wasincorrect, it had some stuff
(16:53):
that was logged incorrectly, ithad some dates that weren't
correct, and we started noticingthis closer to the buyer um and
they were going through it.
We we said, well, look, I thinkthere's some you know
imperfections over here, andthey noticed it too.
So we had to go back almostlike 20 years, if not 10, to
find out where the correctstatements were.
And it was a whole.
You know, find the goose, butyeah some of these?
Speaker 1 (17:12):
yeah, because a lot of these jets have maintenance
tracking programs sescom tracks,all sierra tracks, whatever and
that those, those, thosemaintenance records, are only as
good as the people putting thedata that's put into those
systems.
So if there's a breakdown wherea mechanic puts in something
wrong or forgets to putsomething in a certain way, you
can have a problem.
And so you know, we noticedthat there was a little bit of a
(17:34):
discrepancy when we actuallylooked at the logs, because you
know we learned like it's reallyimportant to get scans of major
logbook events, the latest, youknow big inspections like a
phase one through four and phasefive, um, the engine last time
it was overhauled and thecomponents from that, then the
last time it was hot section andthe components for that.
So once we got those mainmilestones and we compared that
(17:56):
to the maintenance tracking,there were a few things that
were amiss, but we got it workedout, not a problem, we figured
it out.
And so that led us to adifferent asking number.
What was it like going to theowner and being like hey, I know
you're playing.
I said it was probably worth X,but now it's worth Y because of
this new data that we have.
What was that conversation like?
Speaker 2 (18:18):
Fortunately for these buyers I mean again, they were
not in it for much.
I mean they ended up gettingthe plane fair and square, but
for like a low amount.
So they were making moneyregardless from the X to Y jump
and it worked out for them.
But I mean I was a littleworried about it because I mean
in the car market, like, you sitdown face to face with people
(18:39):
clients and you try to basicallychange the number and you have
to move it around, and thathappens a lot, and in the plane
industry I didn't think thatwould happen too much but it
ended up being the case.
That's sales and again, I meanit was a little stressful trying
to do that, but he took itincredibly well.
Again, it was a healthy,healthy relationship.
Um could not have asked for abetter client really.
Speaker 1 (19:02):
And in that regard, was that when I started to get
involved Cause I think at somepoint during this deal, uh, I
had the opportunity to step inand kind of help out a little
bit.
How was that helpful for you?
And maybe, like you said, maybeit was similar to car sales,
but like I think it's importantthat you know if you're starting
out in a new journey and you'retrying to go through a deal,
you're not just buying a courseand then you got to figure it
(19:25):
out on your own.
But but, being with Jet Life,like I, I step in deals on a
regular basis to help get thingsacross the line.
And so what was that experiencelike for you?
Speaker 2 (19:36):
I mean in the car market.
Again, I'm going to keepdrawing evens.
For a lot of the viewers outthere that might not be in a
similar industry it is different, but in the car market we get
our deals TO'd a lot.
We'll have a manager come sitdown.
I think that authority figurehelps out in a lot of the
situations.
But that was the same thinghere.
So I mean you probably have 100texts from me.
I mean I was always trying toget you know, get help, but you
(20:00):
were incredibly helpful.
I mean this deal was likeessentially close to dead when,
uh, leans popped up.
This was a little bit after oh,that's right that was the it was
20 years, so we finally get theright yeah, we finally get the
right the, the log, the minutetrack is off.
Speaker 1 (20:15):
Yeah, then we get the number.
We got to go back and forthbecause now it's like worth half
of what we thought it was worthget it under contract, that
everything's looking good andthen leans yeah, yeah, tell us
about the leans.
Speaker 2 (20:28):
Every hiccup, every hiccup that could have happened
happened.
It turns out there were liensthat were 20 years old on this
thing and they were on theengines, and it turns out the
buyer was going to part it outfor a certain amount and it
would work out for them in thataspect.
So we had to go back to thebuyers and then be like, well,
look, I know there's liens and Iknow you have the fear factor
now, but but you got to remember.
Speaker 1 (20:52):
It's still worth a value and you know they've been
in the business for a while.
Speaker 2 (20:54):
You might bring the price down a little bit more
exactly and I had to go back tothe owners and do the x to y
thing.
But again, I mean they weren'tin it for much and you know the
value still added up and youknow we were talking a big sum
of money realistically.
So yeah everything worked outno, that's so.
Speaker 1 (21:09):
It got through the liens.
That's awesome.
And then, on top of all theleans, I think one of the final
problems was just scheduling atime to come out there.
Is that right, or am I missingany other problems that?
Speaker 2 (21:21):
in the log books.
I think the log books weremissing a couple of years and so
there's a gap, yeah, there wasa gap, so like it was missing, I
think close to 10, if not 15years, and so that was a whole
another thing.
But when missing, I think closeto 10, if not 15 years, and so
that was a whole another thing.
But when, when you're partingout the aircraft, it's, it's not
, you know, the end of the world.
So it still ended up workingout.
Speaker 1 (21:39):
But oh my gosh, oh my gosh, but we got it.
We got it done and now here youare sitting, you know, four
months into your into 19 yearsold, and you sold the jet that.
That to me like you're a brokernow, man.
You, you have successfullybrokered a deal.
And so what's, what's, what'son the horizon at this point,
like, what's, what are youlooking forward to next?
(22:01):
Do you want to sell, keep inthis market?
You want to advance intoanother, a bigger market, or
what you know?
What's on the horizon for you?
Speaker 2 (22:11):
it's growth.
I mean I'm looking at theCitation 3 market but playing in
there and I want to get into asmany citations as I can.
I mean Citation 2 is going tobe that foundation because I
mean it moves so much.
It is a popular market.
I've really enjoyed it and theowners are real cool in there,
good guys.
So I mean I don't see myselfmoving from there.
I they're real cool in there,good guys.
So I mean I don't see myselfmoving from there.
(22:32):
I want to keep growing fromhere.
And I mean we've got a coupledeals loaded.
I mean one we're workingoff-market right now.
I mean everything's starting toline up on it, so it's looking
good.
And if we don't do off-marketwe're going to list it.
So I mean it's only growth, itonly gets better.
Speaker 1 (22:47):
What's one or two of your biggest key takeaways from
this deal, and just your time sofar as you're working with
JetLife Arrow?
Speaker 2 (22:55):
Good question.
I think consistency kind ofrings the first bell If I wasn't
making like 100 calls lastmonth every day Crazy amounts.
Yeah, I think what was it like1,900 or something like that.
Speaker 1 (23:08):
Yeah, like 1,700, 1, 18, 19, 100 calls in 30 days.
It was ridiculous.
Speaker 2 (23:13):
I, I, yeah, I moved in with my girlfriend and I
needed money and I said Ibelieve in this business,
Otherwise I'd leave.
So I started pounding as manycalls as I could and just stayed
with it.
And that consistency and belief, I think those two things
really brought me to where I amand they're now providing me
with the ability to harvest thisdeal and, if not, you know two
more coming up that we'vealready got working in late
(23:34):
stages.
So things are looking goodright there.
But consistency and belief, Ithink you got to believe in it.
You got to be consistent withwhat you're doing.
Speaker 1 (23:42):
Thank you so much for watching.
If you haven't already, go tocircle dot jet life arrowcom and
check out our online communityfor aspiring brokers and current
brokers.
Here you'll find discussions,all thing aviations based things
that you're going to want toknow as an aircraft broker.
You can also check out our freetraining as well as more
(24:04):
resources that are available tohelp you to become a better jet
broker.
That's CircleJetLifearrowcom tobegin your journey within the
broker community, absolutelyfree, all right, gabe.
So just kind of wrapping it uphere, what would you say to
someone who's thinking aboutcoming into the aviation
industry not just the jet life,but just in general?
(24:25):
What is your first four or fivemonths in the aviation industry
taught you?
That are kind of key takeawaysthat you would want to impart on
somebody who's like thinkingabout dipping their toe into
aviation.
Speaker 2 (24:39):
Start out with the circle.
Just listen to the videos thatTom has out there.
I mean it'll tell youeverything you need to know, I
mean the basics you're going tolearn.
Get into that and then, youknow, make the next step to talk
to Tom himself and just see ifit works out for you.
I mean he's going to be realdown to earth, he's going to
make sure it works for you, as Isaid, and then get into these
meetings with everybody.
I mean that was the biggestthing for me, talking to people
(24:59):
that have already done it for awhile.
I fortunately had my stepdad inclose contact.
I was able to talk to and help.
You know, get work, workthrough this, but take that
first step and believe it,because it works If a 19 year
old can do it.
Speaker 1 (25:14):
why can't you?
That's awesome.
I really appreciate that.
Well, thank you so much forjoining us today and I look
forward to many more deals foryou and for the company, and
congratulations on your success.
Speaker 2 (25:24):
Thanks, Tom.
So if I met you four months ago and told you that you
would be selling your veryfirst private jet, what would
you have thought?
Speaker 2 (00:07):
I would not have believed you, Tom.
I mean, when I started out inthis business, and even before
that, I had no clue that sellingjets was a thing you could do.
Speaker 1 (00:18):
Hello everybody and welcome to the Jet Life Podcast.
My name's Tom Lelio.
I'm your ultimate jet guy.
Today we're pulling back thecurtain on aviation.
Whether you're a buyer or anaspiring broker, we're here to
help you buy and sell privatejets without wasting time or
losing money and with noexperience necessary.
And speaking of no experience,I'm here today joined by two
(00:39):
amazing jet brokers.
I've got a veteran, kevin Walsh, who's now on his second or
third deal, and one of his teammembers, gabriel Dickerson,
who's going to be joining us 19years old, a baby 19-year-old.
He just turned 19 a few monthsago and he closed his very first
(01:00):
deal a little while ago, andwe're super excited to have them
both here on the podcast.
So, gentlemen, welcome.
Speaker 2 (01:10):
How are you guys doing?
Speaker 1 (01:13):
Well, I'm super excited to have you guys today,
because people ask what does ittake to be a private jet broker?
Should I be a pilot?
Should I be a mechanic?
Do I need sales background?
Do I need to know somebody?
Or what courses do I need totake?
And the two of you are justgreat examples of different
(01:33):
backgrounds coming into this andbeing able to close deals with
no experience necessary.
So let me ask you first, kevin,just because you kind of
started out here what was itabout private aviation that kind
of drew you into it and whatmade you finally decide like, ok
, this is going to be the careermove I want to make right now.
Speaker 3 (01:56):
Yeah, thanks, to wake up and uh, do my thing and then
, and then make my calls and uh,enjoy, uh, enjoy a day where
where kind of I dictate it Rightand um, and and, and that day
(02:18):
looks different every day.
Like I was working on Saturday,I was working on Sunday, uh,
moment, but it's always evolving.
You never know when you'regoing to be on call or have to
send an email or do a text, soit's a 24-7 job, but it's
dictated when you kind of wantto do it and when your customers
and clients need you, which Ilike a lot better than having to
(02:39):
be somewhere for 40 hours or 45hours a week.
Right, uh, for 40 hours or 45hours a week, and you need to
clock in, you need to clock outand uh, it just you're, you're,
you're, you're, you're held to,held to, held to their um, to,
to what they want you to do andwhen they want you to do it.
And uh, there's a lot morefreedom and and the potential
and why me, gabe and tom, we'reall sitting here the potential
(02:59):
of, of a lot of money and uh anduh, there's some big deals out
there.
I have two I'm sitting on rightnow that are big deals that
that, if they hit, it's going tobe well over, uh, a hundred
thousand dollars for two of them.
So, uh, grateful for that,great for anything I get.
I have a lot of kids, so I'lltake anything I can get.
Speaker 1 (03:16):
Well, uh, Gabe, let me ask you, if I met you four
months ago and told you like,hey, listen, in four months you
would actually be selling a realprivate jet.
What would you have said?
What would you have thought?
Speaker 2 (03:28):
I probably would have thought you were crazy.
I didn't even know this was anindustry prior to getting into
it.
I was in the car market for awhile, right out of high school,
had a great GPA and decided toget in sales.
So a little bit of a risk taker, and I mean I was enjoying it,
I was doing good, and then I wasworking with a great group of
people too.
And my stepdad comes to meafter a little bit, he's in,
(03:51):
he's in the industry with youand he goes.
Gabe, I really think you should,you know, give this a go or at
least you know, talk to Tom, putsome thought into it.
And my first thought is whywould I sell private jets?
I mean, I'm 19.
Nobody's going to want to talkto me.
And I put a little bit ofresearch in, watched a lot of
your videos and, for anybodythat's thinking about it, I mean
if you go on Circle,everything's there.
I mean it was like a wholecrash course.
(04:14):
It provided everything I neededand I started getting into it.
And then I thought, you know,honestly, I mean if I'm selling
cars now, I think I couldprobably swap to jets.
It's a little bit of a jump,but I mean, as Kevin said,
building on that a little bit,the ability to do it when I want
to, you know, when I'm able tobuild my own hours.
I mean that's incredible whenyou wake up at like seven in the
(04:34):
morning, all the way until youknow nine at night, or nine to
five in the car market, like itreally taxing, and just the
ability to sleep in until maybenine or eight or when I want,
and then go work till I'm done.
It's a big difference.
So I mean I wanted to believeyou just on your question there
and I'm really happy I'm here.
Speaker 1 (04:57):
Tell me what the training was like, and I
definitely want to get into whatwas it like being a 19 year old
trying to do this, but firstwhat was the training like?
You had a little bit of tryingto do this, but first like what
was the training like?
You had a little bit of a salesbackground, you had a great GPA
, but what was your initialimpressions of the circle
community?
And then, when we pulled thecurtain back and you actually
saw the training that wasoffered, can you speak to that
(05:18):
and just tell us what stood out?
Speaker 2 (05:21):
Yeah, I mean, first off, you guys weren't like he's
19,.
You know, treat him like a baby.
I mean, first off, you guysweren't like he's 19, you know,
treat him like a baby.
I mean you treated me like Iwas part of the team and from
the start, you know, I was inthe role plays.
I think on my second meetingever I was thrown up on the rope
and I sounded horrible.
I mean it was a completelydifferent like thing from what I
was used to selling cars.
Um, it's almost like you'reworking a little bit more on
(05:42):
one's end.
I mean mean it was just, it waswhat I needed.
I was treated like I was partof the team and it brought me
into this whole new world withthe training wheels that I
needed to be able to be here nowtalking to you all about
closing a deal within, I thinkit's like five months is kind of
the base that you will get adeal, and we did it in under
four.
I mean the plane was onlylisted for about 30 days before
(06:06):
I ended up finding a buyer.
Speaker 1 (06:07):
So yeah, kevin, what about for you?
So what's really unique here isthat we have the revenue profit
share, the revenue share plan,where once you're a broker with
JetLife Aero, if you recruitsomebody to be on your team
because you want to train themand you don't have to do this,
(06:29):
it's not like recruiting kind ofa pyramid thing, it's not that.
But for those people who enjoycoaching others and want to
build a business within theJetLife ecosystem where you have
the training, like Gabe istalking to, you're our pioneer
right now, kevin, in the revenueshare plan because you've
(06:51):
already built your team with twopeople underneath you that
you're helping mentor grow sothat they can find success.
You can find success.
What has that been like underJetLife Arrow?
Just kind of walk us throughyour thought process and why you
decided to start building ateam and how has that, how has
(07:13):
that worked out so far?
Speaker 3 (07:16):
Yeah, there's a good quote.
There's a good quote says ifyou want to go fast, go alone,
and if you want to go far, gotogether.
And and to go far, go togetherand uh, and and and to go far,
right, um, I, I, I'm, I'm a veryuh, I see things and I envision
things and how big they can get, and uh, it's, it's, it's uh to
to train people and to get themup and then to get to get.
(07:38):
I mean, you get money off of ittoo.
You mentioned revenue shareplanning.
You get money off the back endof it from training.
You're kind of like a manager,uh slash coach, uh slash uh
player, because I still get toplay too.
It's like the best both worldsat all, three worlds, like I'm a
pete rose of uh the jet life,jet life world.
So, uh, it's, it's enjoyable,um and uh, gabe.
Gabe is just speaking to gabe.
(07:59):
He's very easy.
He's kind of uh more, um, uhdoes it himself and I teach him
one time and he kind of he kindof understands and he and he
takes direction well and itreally helps that people can
take direction well andunderstand what they're doing
and uh catch on quickly and Ijust give Gabe and I take the,
takes the reins and does it, youknow, and that that's you uh
makes.
It makes it a lot easier forpeople, uh, people like me
(08:21):
trying to coach and teach people.
Let people like me trying tocoach and teach people.
Speaker 1 (08:23):
Let me ask you both this question, and I'll let Gabe
answer first.
But what would you say to thedoubters that are like dude,
you're 19 years old, youshouldn't be selling jets.
You can't sell jets.
And similar to you, kevin, whatwould you say to the doubters
that are like you have noexperience, you shouldn't be
(08:44):
selling jets.
Like you know, you're uh, uh,what was the word that we've
heard?
A neophyte.
You know you don't have theexperience.
Um, gabe, what?
What would you say to, to tothe doubter in a nice way, right
, I mean, obviously we can get alittle fired up here, but, um,
just kind of curious from yourperspective.
You know, how are youapproaching that challenge?
Speaker 2 (09:09):
I'll be honest about a lot of people that own the
jets.
I mean they, it doesn't botherthem, like number one, I didn't
even have to mention my age onmy deal that I closed.
But you know some owners thatyou know I'm planning on working
with.
I mean I mentioned my age tothem and they go good for you.
Like it reminds them ofthemselves and the neighborhood
and they're all business owners.
So in a way it helps out.
I mean you know I'm a kidthat's hung.
(09:30):
I mean you know I'm a kidthat's a hungry dog runs faster.
But I think I would point it atmy dealership where I was
working prior.
I mean the first thing theysaid was you know, don't do it,
it's all commission Don't do it.
Who's really buying jets?
And I mean I had those doubtscarrying into it when I started.
I thought you know, maybethey're right.
Oh, I'm scared.
And that's how it was for twomonths until I got a listing and
(09:52):
I didn't realize how much thejet industry really does move.
I mean there's a lot of peoplebuying and selling and
especially coming up on quarterfour, you're coming up on the
best time to do it.
So I think I put it theretowards where.
I was working prior and Iunderstand where their heads
were at.
Speaker 1 (10:12):
But I mean, I believe in it and that's why I'm here.
Yeah, no, and that's just it.
And and I part of being a partof the team is is helping with
that belief.
You know, you see things aroundyou Like you see Alex closing
deals, you see me closing deals,you see Kevin closing deals.
You see people coming up withyou know experiences and you're
like, oh, okay, there is stuffgoing on, like there's there's
momentum.
I think a lot of times peopletry to do it on their own and
(10:32):
they're just kind of like, well,no one's picking up my phone
call, you know.
But but but if, if no one'spicking up your phone call, and
you pick your head up and youlook around, you're like, well,
you know, you know Kevin's got alisting.
Or you know Katie made 50 phonecalls and, and, and, and you
know 30 people answered herphone call.
Like it causes you to kind ofjust think, well, maybe I can
make a few adjustments and youdon't give up as easily as you
(10:55):
might.
So, before we talk about thedeal, how was it becoming a,
becoming knowledgeable about agiven market?
I know you had sold cars before, but what was it what's?
How can you compare andcontrast learning about a car
versus learning about a jet andthe marketplace?
And so when somebody said toyou how much is my jet worth,
that you could feel confident inspeaking into it.
(11:15):
What was that whole processlike?
Speaker 2 (11:18):
Well, first off, learning the car is.
I mean my manager could give melike a little sheet of paper and
I had all these questions aboutthe car.
I would go out in person to hopin the car itself and just go
over everything I could, and alot of the times I, and a lot of
the times I think I skippedover that process and just kind
of went for it.
I mean, but swap into the jets.
I mean all of it is digitalessentially, and fortunately we
(11:38):
get all the resources, likethrough JetNet, so we're able to
start getting on top of themarkets, understand how they
move.
And then you know, we getwhat's called notions, so we're
using our market reports, we'reworking with each other to build
up all the info we can so weunderstand everything that's
moving and we really do becomeprofessionals that we say we are
, because we understandeverything about a certain or
given market that we're in.
(12:00):
And after probably a month ortwo, I mean I felt incredibly
well versed in it.
And you know, after threemonths coming to four, I mean I
could tell you like boots on thewings of the Citation 2s and
all these little details thatcome into it, when they started
curving the wings.
I mean I could tell you likeboots on the wings of the
Citation 2s and all these littledetails that come into it.
When they started curving thewings, I mean you start learning
so much and it was a lot likewhen I was doing cars.
(12:21):
I mean I worked for Ford andafter a while I just started
becoming second nature, and samething with the Jets, and so I
think the trainings helped out alot too.
I mean recently we startedbringing our market reports to
trainings and that helped mekind of get on top of everything
.
Speaker 1 (12:37):
So yeah, other markets, ancillary markets from
the twos, like you know, thefives that a lot of people
upgrade to, or things of thatnature.
So, okay, what was it like?
What was your first phone callspeaking to a high net worth
individual?
Do you remember anything aboutit?
Or maybe something that's inthe first few days?
Speaker 2 (12:55):
Yeah, in cars they used to say you remember every
first sale and this.
You kind of remember your firstcall and I think it was a
voicemail.
I called and left a voicemailand I probably sat there for two
minutes Like I can do this, Ican do this, called and it's a
whole anti-climatic voicemail.
I left that.
I did that probably 50 times aday for maybe close to a month
(13:19):
until I forgot my first pickupand it happened to be with the
buyer of this jet and you know Icalled him and he said, oh well
, I actually buy and sell.
And I was like, oh cool, likeyou know, let's get in contact,
let's stay in contact.
You know he might be good forfuture.
Turns out he out he was.
He was a great dude and he wasreally incredible to work with
Super on top of his stuff.
It was like that for a while,just making calls as many as I
(13:42):
could.
Speaker 1 (13:44):
What was it like when you got a hold of this owner?
What was the story behind whythey wanted to sell?
Was it just one owner, or werethere multiple parties that were
going to have to be involved inthis deal?
Speaker 2 (13:55):
It was three technical owners.
There's a lot of backstory toit, but essentially the one
owner had had the plane and then, through a business failure,
had basically gotten it to theother owner who owns it now
mainly.
And through these three owners,I mean working with them all to
kind of get this ready to getsold.
They, they were incredible towork with.
They weren't in it for much, sothey were able to, you know, be
(14:18):
a little bit more like.
You know you're the broker, goahead and take control of this
and handle it for us, which is,you know, every broker's dream.
You want to be able to be ontop of a deal and the owners
just work with you and trust you, and it was just a very healthy
relationship.
You, you know, going into thesale, moving it forward to the
buyer and getting things donepretty quick.
So it worked out.
Speaker 1 (14:38):
So getting it listed.
You know we had to getprofessional photos taken.
Obviously, the brokeragehandled all the photos.
You got it listed on controller.
What was it like talking tobuyers when people would call
you about the jet and then howdid you finally end up with the
buyer that ended up eventuallybuying the aircraft?
Speaker 2 (15:02):
So a lot of the contacts I had were people at
more building market research inmy realm of feeling, I mean.
I think they were just kind ofcalling to figure things out.
And there was one that wasclose but his buyer was a little
bit off from where I wanted himto.
So, like the way I kind ofbuilt it with him was, I tried
to de-qualify him and after alittle bit it got to the point
(15:23):
where I was like I don't knowabout this guy.
So I started calling around alittle bit more and I called
this guy named Jay and hehappened to buy and sell jets
with the guy I had called priorand they they ended up saying
well, why don't you just send usthe the stuff on at the SESCOM
and all the other tracking youhave and try to give us a little
bit of a record?
We got through that and thingsjust kind of started building
(15:46):
together and it worked out forhim.
Speaker 1 (15:48):
Tasha.
Well, so you handle it in thebuyers, we get it under contract
, but that's just the beginning.
So this pre-buy, thesenegotiations, was a slew of
learning opportunities.
Tell us about that, because Ithink one of the first one was
getting the numbers right,getting the records right.
If I remember correctly, thatwas one of the first one was is
(16:10):
getting the right, getting thenumbers right, getting the
records right.
If I remember correctly, thatwas one of the first things we
had to learn that theinformation that we had was like
we had to.
We had to adjust that.
Once we like sent the actuallogs to the buyer.
Speaker 2 (16:25):
Yeah, there was a lot of stuff.
I mean, the way I look at it,every hiccup that could have
happened happened.
So I was able to learn a lotoff my first deal and I'm hoping
the second one that's coming uppretty soon is a lot easier.
Know the jets um was wasincorrect, it had some stuff
(16:53):
that was logged incorrectly, ithad some dates that weren't
correct, and we started noticingthis closer to the buyer um and
they were going through it.
We we said, well, look, I thinkthere's some you know
imperfections over here, andthey noticed it too.
So we had to go back almostlike 20 years, if not 10, to
find out where the correctstatements were.
And it was a whole.
You know, find the goose, butyeah some of these?
Speaker 1 (17:12):
yeah, because a lot of these jets have maintenance
tracking programs sescom tracks,all sierra tracks, whatever and
that those, those, thosemaintenance records, are only as
good as the people putting thedata that's put into those
systems.
So if there's a breakdown wherea mechanic puts in something
wrong or forgets to putsomething in a certain way, you
can have a problem.
And so you know, we noticedthat there was a little bit of a
(17:34):
discrepancy when we actuallylooked at the logs, because you
know we learned like it's reallyimportant to get scans of major
logbook events, the latest, youknow big inspections like a
phase one through four and phasefive, um, the engine last time
it was overhauled and thecomponents from that, then the
last time it was hot section andthe components for that.
So once we got those mainmilestones and we compared that
(17:56):
to the maintenance tracking,there were a few things that
were amiss, but we got it workedout, not a problem, we figured
it out.
And so that led us to adifferent asking number.
What was it like going to theowner and being like hey, I know
you're playing.
I said it was probably worth X,but now it's worth Y because of
this new data that we have.
What was that conversation like?
Speaker 2 (18:18):
Fortunately for these buyers I mean again, they were
not in it for much.
I mean they ended up gettingthe plane fair and square, but
for like a low amount.
So they were making moneyregardless from the X to Y jump
and it worked out for them.
But I mean I was a littleworried about it because I mean
in the car market, like, you sitdown face to face with people
(18:39):
clients and you try to basicallychange the number and you have
to move it around, and thathappens a lot, and in the plane
industry I didn't think thatwould happen too much but it
ended up being the case.
That's sales and again, I meanit was a little stressful trying
to do that, but he took itincredibly well.
Again, it was a healthy,healthy relationship.
Um could not have asked for abetter client really.
Speaker 1 (19:02):
And in that regard, was that when I started to get
involved Cause I think at somepoint during this deal, uh, I
had the opportunity to step inand kind of help out a little
bit.
How was that helpful for you?
And maybe, like you said, maybeit was similar to car sales,
but like I think it's importantthat you know if you're starting
out in a new journey and you'retrying to go through a deal,
you're not just buying a courseand then you got to figure it
(19:25):
out on your own.
But but, being with Jet Life,like I, I step in deals on a
regular basis to help get thingsacross the line.
And so what was that experiencelike for you?
Speaker 2 (19:36):
I mean in the car market.
Again, I'm going to keepdrawing evens.
For a lot of the viewers outthere that might not be in a
similar industry it is different, but in the car market we get
our deals TO'd a lot.
We'll have a manager come sitdown.
I think that authority figurehelps out in a lot of the
situations.
But that was the same thinghere.
So I mean you probably have 100texts from me.
I mean I was always trying toget you know, get help, but you
(20:00):
were incredibly helpful.
I mean this deal was likeessentially close to dead when,
uh, leans popped up.
This was a little bit after oh,that's right that was the it was
20 years, so we finally get theright yeah, we finally get the
right the, the log, the minutetrack is off.
Speaker 1 (20:15):
Yeah, then we get the number.
We got to go back and forthbecause now it's like worth half
of what we thought it was worthget it under contract, that
everything's looking good andthen leans yeah, yeah, tell us
about the leans.
Speaker 2 (20:28):
Every hiccup, every hiccup that could have happened
happened.
It turns out there were liensthat were 20 years old on this
thing and they were on theengines, and it turns out the
buyer was going to part it outfor a certain amount and it
would work out for them in thataspect.
So we had to go back to thebuyers and then be like, well,
look, I know there's liens and Iknow you have the fear factor
now, but but you got to remember.
Speaker 1 (20:52):
It's still worth a value and you know they've been
in the business for a while.
Speaker 2 (20:54):
You might bring the price down a little bit more
exactly and I had to go back tothe owners and do the x to y
thing.
But again, I mean they weren'tin it for much and you know the
value still added up and youknow we were talking a big sum
of money realistically.
So yeah everything worked outno, that's so.
Speaker 1 (21:09):
It got through the liens.
That's awesome.
And then, on top of all theleans, I think one of the final
problems was just scheduling atime to come out there.
Is that right, or am I missingany other problems that?
Speaker 2 (21:21):
in the log books.
I think the log books weremissing a couple of years and so
there's a gap, yeah, there wasa gap, so like it was missing, I
think close to 10, if not 15years, and so that was a whole
another thing.
But when missing, I think closeto 10, if not 15 years, and so
that was a whole another thing.
But when, when you're partingout the aircraft, it's, it's not
, you know, the end of the world.
So it still ended up workingout.
Speaker 1 (21:39):
But oh my gosh, oh my gosh, but we got it.
We got it done and now here youare sitting, you know, four
months into your into 19 yearsold, and you sold the jet that.
That to me like you're a brokernow, man.
You, you have successfullybrokered a deal.
And so what's, what's, what'son the horizon at this point,
like, what's, what are youlooking forward to next?
(22:01):
Do you want to sell, keep inthis market?
You want to advance intoanother, a bigger market, or
what you know?
What's on the horizon for you?
Speaker 2 (22:11):
it's growth.
I mean I'm looking at theCitation 3 market but playing in
there and I want to get into asmany citations as I can.
I mean Citation 2 is going tobe that foundation because I
mean it moves so much.
It is a popular market.
I've really enjoyed it and theowners are real cool in there,
good guys.
So I mean I don't see myselfmoving from there.
I they're real cool in there,good guys.
So I mean I don't see myselfmoving from there.
(22:32):
I want to keep growing fromhere.
And I mean we've got a coupledeals loaded.
I mean one we're workingoff-market right now.
I mean everything's starting toline up on it, so it's looking
good.
And if we don't do off-marketwe're going to list it.
So I mean it's only growth, itonly gets better.
Speaker 1 (22:47):
What's one or two of your biggest key takeaways from
this deal, and just your time sofar as you're working with
JetLife Arrow?
Speaker 2 (22:55):
Good question.
I think consistency kind ofrings the first bell If I wasn't
making like 100 calls lastmonth every day Crazy amounts.
Yeah, I think what was it like1,900 or something like that.
Speaker 1 (23:08):
Yeah, like 1,700, 1, 18, 19, 100 calls in 30 days.
It was ridiculous.
Speaker 2 (23:13):
I, I, yeah, I moved in with my girlfriend and I
needed money and I said Ibelieve in this business,
Otherwise I'd leave.
So I started pounding as manycalls as I could and just stayed
with it.
And that consistency and belief, I think those two things
really brought me to where I amand they're now providing me
with the ability to harvest thisdeal and, if not, you know two
more coming up that we'vealready got working in late
(23:34):
stages.
So things are looking goodright there.
But consistency and belief, Ithink you got to believe in it.
You got to be consistent withwhat you're doing.
Speaker 1 (23:42):
Thank you so much for watching.
If you haven't already, go tocircle dot jet life arrowcom and
check out our online communityfor aspiring brokers and current
brokers.
Here you'll find discussions,all thing aviations based things
that you're going to want toknow as an aircraft broker.
You can also check out our freetraining as well as more
(24:04):
resources that are available tohelp you to become a better jet
broker.
That's CircleJetLifearrowcom tobegin your journey within the
broker community, absolutelyfree, all right, gabe.
So just kind of wrapping it uphere, what would you say to
someone who's thinking aboutcoming into the aviation
industry not just the jet life,but just in general?
(24:25):
What is your first four or fivemonths in the aviation industry
taught you?
That are kind of key takeawaysthat you would want to impart on
somebody who's like thinkingabout dipping their toe into
aviation.
Speaker 2 (24:39):
Start out with the circle.
Just listen to the videos thatTom has out there.
I mean it'll tell youeverything you need to know, I
mean the basics you're going tolearn.
Get into that and then, youknow, make the next step to talk
to Tom himself and just see ifit works out for you.
I mean he's going to be realdown to earth, he's going to
make sure it works for you, as Isaid, and then get into these
meetings with everybody.
I mean that was the biggestthing for me, talking to people
(24:59):
that have already done it for awhile.
I fortunately had my stepdad inclose contact.
I was able to talk to and help.
You know, get work, workthrough this, but take that
first step and believe it,because it works If a 19 year
old can do it.
Speaker 1 (25:14):
why can't you?
That's awesome.
I really appreciate that.
Well, thank you so much forjoining us today and I look
forward to many more deals foryou and for the company, and
congratulations on your success.
Speaker 2 (25:24):
Thanks, Tom.
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