David Durst (mortgage loan officer in Arizona) shares his strategy for staying top of mind and generating referrals from real estate agents. In his very first month he set 4 new appointments with just a $500 budget.
David Durst (mortgage loan officer in Arizona) shares his strategy for staying top of mind and generating referrals from real estate agents. In his very first month he set 4 new appointments with just a $500 budget.
David Durst: When I had my restaurant, we had this item that we served on the Happy Hour menu. They were candied and spiced nuts that we heated up to order and served on a plate that looked like an apostrophe and they were called D's Nuts. Probably my favorite thing on the planet to do was walk behind the bar and tell middle-aged women that were standing there that they needed to order some of D's Nuts.
Tim Chermak: This is The Platform Marketing Show, where we interview the most creative and ambitious real estate agents in the country, dissect their local marketing strategy, and get the behind the scenes scoop on how they're generating listing leads and warm referrals. We'll dive into the specifics of what marketing campaigns are working for them, how much they're spending on those campaigns, and figure out how they have perfected what we call The Platform Marketing Strategy. This is your host, Tim Chermak. I'm the founder and CEO of Platform. I love marketing and I talk too much, so let's dive in.
Tim Chermak: Hey guys, it's Tim Chermak. Welcome back to another episode of The Platform Marketing Show. I'm here today with David Durst and we have a special mini episode for you. What we do on these Platform Marketing mini episodes is we go really into specific detail on a particular tactic. This isn't a wide ranging broad conversation about David's business and career and story as much as it is a deep dive into one specific marketing tactic that David has invented. I think it's absolutely brilliant because I was actually a recipient of this marketing tactic and it made me think of him and it kept him top of mind with me.
Tim Chermak: David is actually a loan officer in Arizona. He's been in and around the Platform family for five, six years now, something like that. He's a loan officer, not a realtor. Obviously, the last year has been very tough for loan officers with higher interest rates in 2022 and in here to 2023. There obviously is pretty much no one refi-ing right now the way that they were throughout 2020 and 2021 and into early 2022. Refies have all but dried up.
Tim Chermak: It's just a very challenging environment to be a loan officer right now, and yet David Durst has innovated this creative strategy to stay top of mind and start building deal flow with real estate agents. Without stealing his whole story, because I want David to tell what he's up to, I'll just say that he used to work in the restaurant world. He's a chef, he knows tons about food and creating flavor profiles and all that, and he created a brand where he ships out, is it pecans?
David Durst: Pecans, yeah.
Tim Chermak: He ships out these orders of pecans and the brand is D's Nuts for David Durst. You get a package of D's Nuts in the mail. It's obviously a tongue-in-cheek sarcastic joke that just puts a smile on your face because it's not the type of overly professional, stuffy type of communication that you probably expect from a loan officer. You get a package of D's Nuts in the mail and there's all sorts of puns and jokes written into these handwritten cards he attaches. He puts his own unique spices and sugars and stuff into the nuts each month to send you something different. They're really good because, keep in mind, he's not just a loan officer. He actually used to be a professional chef in the restaurant world.
Tim Chermak: I'll just read through some quick results that David has got in the last couple months just to frame this up so people realize how effective this has actually been in helping him set appointments and get relationships both with realtors and home buyers. David, I'll let you go rewind and tell the story from the very beginning. Just some quick stats, it's his first month, he sent out 29 packages of D's Nuts to various people in his sphere. Some were real estate agents, some were past buyers he had worked with, friends, just influential people that he knew that he wanted to stay top of mind with. Only three people didn't engage with him. Out of 29, he had 26 people who gave him a call or texted him or emailed him and thanked him for sending a package of D's Nuts. 26 out of 29 people.
Tim Chermak: Out of that first month, again, in the very first month, so it wasn't something that took six months to work or a year to work like a lot of direct mail strategies or, frankly, Facebook ads or a lot of the marketing stuff that realtors do. In the very first month, he was able to get four meetings scheduled with realtors and that resulted in eight new home buyer leads that were introduced to David that needed help with a mortgage in the very first month he did this. Again, he's not cold calling realtors saying, “Hey, would you like to meet with me?” the way that most loan officers do. He just sent them a package of D's Nuts with a handwritten note. They couldn't help themselves but message him back, call him and be like, “Dude, what is this?”
Tim Chermak: In the second month, he's up to now 43 people. From 29 packages sent out to 43. He's scheduling more meetings. He's having more people reach out to him. I got a text from him saying, and I quote, “It's the most effective icebreaker I've ever had at my disposal.” I just think this is a super creative way to get people in your sphere, past clients, database, friends of friends to actually engage with you. You can do all the cold calls in the world, send random text messages, the super cheesy generic pot buys, things like that, but sending someone a handmade gift, in this case it's handmade pecans that are spiced I think. What was the flavor you sent me this last month, David?
David Durst: This month was hawt cocoa, H-A-W-T cocoa. The idea is that you're getting something that's not overtly chocolate, it tastes kind of cocoa-y, not overly sweet, and then there's a little bit of chili behind it.
Tim Chermak: It's actually funny because I didn't even taste the heat in it. I know there was cayenne peppers in there or something like that. My wife who has way more of a sensitive, mature flavor palette, she's like, “Ooh, there's some heat in here. What is this? This is really good.” I was like, “I don't know. I just think they taste good. I have no idea what's in it, but it tastes good.”
Tim Chermak: We were both laughing over all the things that you wrote on the actual packaging itself because it's very clearly handmade. I mean that as a compliment. You could tell that someone packaged this up and hand wrote all this and shipped it to us. It's very obviously not being outsourced to some shipping company. That's what makes it so personalized and unique is, “Yeah, I will think of you. I'm absolutely going to post these images on social media and I'll tag you and I'm saying, thank you so much for sending this to me,” which I'm assuming has probably led to more people reaching out to you because they're probably messaging you saying, “Hey, can you send me some?” Actually, I'm one of those people. I reached out to you because I saw other people on social media tagging you and I was like, “Hey, can you send me a package of that?” Now, I'm on your list of people who receives the monthly shipment.
David Durst: The nut of the month club.
Tim Chermak: The nut of the month club, there you go. All of that being said, I wanted to frame this up from a marketing perspective of the fact that in the very first month, again, you got four meetings set with real estate agents, which resulted in eight home buyer leads sent your way who needed help with the mortgage. Again, you're a loan officer, not a realtor. From a marketing perspective, the results are there. It's not hypothetical. You're not crossing your fingers hoping you get some results out of this in six months or nine months or a year into the future. You got a ton of results the very first month that you did this because it's so creative.
Tim Chermak: Take me back a couple months ago, what was going on in your life? What was the Genesis to start doing this? Most loan officers don't wake up and think, “I'm going to start packaging food and sending it to people. This will be how I build my business.” What was the Genesis that got you thinking about all this, and just take us through your psychology of why and how you're doing this.
David Durst: It's interesting. I grew up without a lot of money. A lot of times around the holidays, we would make gifts for people, usually some kind of baked good or something of that nature. Like Tim said, this last year hasn't been the best economically for a lot of people. I was one of those people. I needed something I could use for gifts for friends that would feel like they were getting something for me, but that wouldn't break the bank.
David Durst: When I had my restaurant, we had this item that we served on the Happy Hour menu. They were candied and spiced nuts that we heated up to order and served on a plate that looked like an apostrophe and they were called D's Nuts. Probably my favorite thing on the planet to do was walk behind the bar and tell middle-aged women that were standing there that they needed to order some of D's Nuts. We'd all have a good laugh over it and stuff like that. You might offend two out of 100 people with it. I knew it was a relatively safe space to go.
Tim Chermak: Because you have the maturity of a 10 year old.
David Durst: For the people that I work with, I'm like, “This is a cool idea.” I make a different kind of nut now. They're more of a praline than those were and put them in brown paper sacks, so it's a sack of nuts, and then made handwritten tags that said, “D's Nuts” on it. My stepson's mom always says this thing that I think is absolutely hilarious. She's like, “Oh yeah, I wanna have that in or around my mouth.” It's like the naughty way of saying, “I wanna eat something.” I'm just thinking all these puns and putting them together. The girls in my office absolutely loved it. They just laughed and laughed and they had so much fun. They were like, “Oh my God.”
Tim Chermak: It's not the typical messaging. Is it PG-13? Yes. Are you probably gonna send a package to your pastor? Probably not. It's hilarious because it's not what you would expect from a mortgage professional. When you think of what are the typical canned template direct mailers that are sent out from the corporate marketing department at Movement Mortgage or Fairway or US Bank or Wells Fargo or whatever mortgage company that someone thinks of, they're pretty safe, predictable, and therefore boring.
Tim Chermak: I know years ago, Dan Kennedy said the number one sin in marketing is being boring. Nothing else matters, how genius your targeting is or how brilliant your headline is or the messaging, none of that matters if you say it in a boring way. That's what I think is so brilliant about this. Is it kind of edgy, tacky? Like I said, it's PG-13. All that's true and it's hilarious and it makes people laugh. It's not what they would expect from a position, frankly, as boring as a mortgage loan officer. It's a boring industry and you're selling loans and everyone essentially has the same rates.
David Durst: Exactly. How do you compete with people? You have to look different in a very visible way.
Tim Chermak: Yep, I love it.
David Durst: The reaction from the girls in my office was really positive. The way that they felt, it was more than I could have hoped for with what it was. What was in their bag totaled maybe a total value of four bucks. I got a $50 value out of the reaction. I'm like, “Wow, this is powerful.” We were meeting up on Christmas Eve with a real estate agent that we do a lot of business with and their families, and we were all going to a Cirque du Soleil show together. I brought bigger bags and dropped them in the middle of the table. There were gonna be kids there, I made my same handwritten labels because I needed to see around people that I trusted I knew wouldn't hate me for making a joke about nuts with their kids there that this would fall right. It went completely over the kids' head. The kids loved eating them and then the parents were laughing and they were having a good time. It sparked this whole creative conversation that was totally inspired from a pun. I'm like, “Okay, I'm really onto something here.”
David Durst: I created a realistic target of 30 people and only about a third of those are people that I'm actively trying to do business with. Everyone else was somebody that I'd been coaching or working with that maybe didn't do a lot of production and so felt like they owed me favors, people that actually owed me favors. Here you are making another deposit into that emotional bank account. That person's like, “I can't do anything but post this on the internet. I would be a total jerk if I didn't.”
Tim Chermak: That's what I think is so interesting about this strategy. At Platform, we've said this before, of thoughtfully use guilt as a marketing strategy of when you send someone a gift card or send someone something of value, it should be valuable enough that they would feel like a dick if they didn't post about it on Facebook or they didn't call you back, or if you call or you follow up with an email saying, “Hey, did you get what I sent you?” that they actually reply because it would almost be rude not to.
Tim Chermak: Now, if you cold call someone or you send them just a typical sales-y email and then you email them later, “Hey, did you get my email?” they don't really feel any sense of moral obligation to get back to you because it's like, “Well, yeah, I got your cold call, but of course I didn't answer it. I don't need to tell you that.”
Tim Chermak: To be clear, you didn't go buy a bunch of these wholesale from Costco and then just package them up and put a sticker on it with your logo. You are making these completely from scratch, sourced from local pecan farmers in Arizona. It is 100% a creation of your own, making everything from the nuts to the actual packaging. If you send that in the mail to me, I feel like a dick if I don't make a post on Facebook and I tag you and it's saying, “Hey, thank you so much, David Durst. I got this package from you. This is so awesome.” Obviously, what just happened is you just gained access to my entire sphere. Now, all my friends are going to see that I posted that and they're going to think, “Who's this David Durst guy? What's going on here?”
Tim Chermak: You're absolutely right. That creativity and that thoughtfulness of the personalized handmade gift, does it cost you more than just mailing someone a business card? Yeah, of course it does. That's the difference between having 26 people out of 29 people the first month you sent this to, 26 out of 29, which is 95% of them, actually messaged you back or posted on Facebook about it versus if you mail out a bunch of business cards to people in January and you're like, “Hey, let me know if I can help you in the new year with buying or selling a house.” I don't know, if you mailed out 1000, you might hear back from five people.
David Durst: The thing that I find is, speaking to your point about not having to take six months to do something, I might spend the same budget as someone would be spending six months, but I'm having immediate conversations with people. I read a book a few years ago that has really taught me a lot about the way that I sell. It's The 5 Languages of Appreciation in the Workplace. It's a sister book to The 5 Love Languages and really looking for as many creative ways to speak in a language that people will hear.
David Durst: That's why I take the time to handwrite things. You can tell that someone spent quality time. There's something going on there. People are receiving something of value. I'm following it up with words of affirmation. I'm hitting a lot of those bases in this process and all with the goal of setting myself up and making my sales process easier. As I worked my way through this, my team got really excited about it and we planned out my whole year. I started developing recipes for the whole year. When I started this, I only had one. It was my traditional recipe, which is cinnamon and nutmeg. You haven't gotten that one yet, Tim.
Tim Chermak: Just go ahead and keep sending me the same one every month, I don't care. Whatever you sent me last month was amazing.
David Durst: That's part of the fun for me. One of the things I miss about the food industry is the creative aspect of what I got to do with designing menus and recipes and things of that nature. Anytime I can tap into that, it feeds me. As I was making this plan, everything started to get easier and easier and easier because this is something that I would choose to do for fun that's now something that I get to share with people that we get to have fun doing together.
David Durst: It really is insane to a point to where if I can skip ahead a month of success into this month of 43 instead of 29, I went to a realtor’s office to drop off this month's delivery. I had a couple of conversations with her on Facebook messenger, from last week's delivery, I could tell I had interest, but there wasn't buy-in. I was expecting just some face time and I'm out because I don't want to be there, I don't want to harass, I don't want to start the sales process until I know I've got something to take from them.
Tim Chermak: Think of how often realtors get cold calls and emails and messages and they send the generic edible fruit arrangements or they send donuts on Monday mornings or all the things that lenders do to try to grab a realtor's attention. It's because at the end of the day, all lenders do the same thing. All lenders essentially have access to the same products, the same rates. The only thing they can really claim as a source of differentiation is, “Hey, I have better service,” or “I'll work harder for you,” or “I have better communication than other lenders.” Guess what? Every effing lender is going to say that. At the end of the day, they have the same products and they're going to say the same thing, that they have better service or communication. If you go in with something thoughtful and personalized like this, it's literally handmade in small batches. That's kind of become a cliche in the last couple of years, but it's something that is personally handmade by you. You have earned five minutes of their attention because they're gonna be like, “What? This is so unique.”
Tim Chermak: To use another example, you could maybe order pizza for a local real estate office and you order Domino's pizza or whoever delivers to that office. For a split second, they might be like, “Oh, cool. That was nice of him,” and then they immediately forget about you because they know that the only reason you did it is because you're hoping that they send you some of their home buyers who need a mortgage.
Tim Chermak: What if you had a background in pizza making and you set up shop with a portable pizza oven and you went to the real estate brokerage and you were there over lunch hour custom making fresh pizzas on site and giving them to people? You were making the pizzas there handmade, you didn't just order them. I guarantee you that would result in more interesting conversations with the agents there. They'd be asking you, “Where did you learn how to do this? Where do I get this set up?” It's just thinking like a human again, taking off your businessman corporate hat and being like, “What can I do to get people to engage with me on a personal level that they're not thinking about this as a B2B business relationship?”
Tim Chermak: This is why Platform last year sponsored a rodeo, is we wanted to do a fun event to hang out with our clients. We didn't want it to be under the guise of another conference or Mastermind or seminar or in any way have it feel like a business event or a trading. We just wanted to go hang out. We sponsored a rodeo in the middle of nowhere in South Dakota and a bunch of people came from all across the country just to hang out. The memories we have from that are amazing. What's the ROI of that? I don't know because you can't really measure the ROI of relationships except for looking out long-term. I do know that now, a year later, none of the people who attended that rodeo have quit Platform. They're all still working with us and they're all referring people to us because it doesn't feel like a business-y transaction. That's what I think is so amazing. You said you walked into this realtor's office. You were thinking, “Hey, I'm just gonna stop and drop them off.” What happened?
David Durst: The thing that was crazy, so I had stopped the receptionist. I asked if she was there and she's like, “Yeah, she's in her office,” and direct that I go there. I popped my head and she's on a Zoom call. I'm feeling super rude, like I'm stepping on a meeting. I would feel disrespected if somebody did it to me, but she saw what I had in my hand and knew who I was. She's like, “Hey, have a seat right here. I really wanna talk to you.” I sit down, she's on her Zoom meeting for several more minutes, I don't know how much time. Just the fact that she's having me wait specifically for that was nice.
David Durst: We sparked a conversation, she got off the phone, I could tell she was really impressed with what we had going on. One of the other girls that works in her office and she's like, “Hey, you're the taco guy.” Completely unconnected to what I've got going on, somebody else in her office had seen my marketing. Another person walked by and like, “Oh, is that the nut guy you were talking about?” People in the office after one month when I'm dropping off the second order know who I am. It reminds me so much about what you talk about with Platform and when you're doing a good job and that you become a celebrity in the community. I'm doing the same thing in a gorilla fashion.
David Durst: Very practically, if the only value that I got were that these meet cutes were more effective and that I had more effective meetings, it would be a win. What's amazing is that I'm also getting the internet love on it that's also amplifying my brand and my level of celebrity. This has far exceeded my most modest, even my wildest dreams with it in regards to this. It's just easy to a point where because of that success, I'm that much more engaged in what's going on the next month and being creative and really wanting to pour myself into it because I'm getting a very good return on my time investment.
David Durst: I'll not joke with you, with this last round, the 43 that I did, I spent an inordinate amount of time doing my handwriting. If there's any one thing I'm going to find a way to simplify for myself, it's that aspect. The creative portion of me won't give away the appearance control until I really have a feeling for what I want people to get. There's just a certain amount of this creative process that I'm working out handwritten. Eventually, most of the card will be printed, but then maybe my postscript will be handwritten where I make sure that my handwriting is still there.
David Durst: That's one of the things all of the ladies in my office give me a really hard time for because I have really girly handwriting. It's super neat, and so they're always giving me a hard time. In this situation, it becomes a superpower. You can tell it's handwritten because the lines aren't straight and things of that nature. There's that element of the macaroni necklace that your kid gives you. That aspect of something that's created by someone else's hand creates a different feeling on someone else. I don't want to lose that aspect, but one of the opportunities for me is just finding efficiency from the time aspect. Total time in this project for the 43 deliveries just on preparation, making the nuts, doing all the packaging has been about 10 hours, and delivery time closer to five or six.
David Durst: The first month that I did this, where I saw incredible success, this is where I knew it was going to be a good idea. I planned a trip to Montana to go help my stepmom move. I was going to be out of town and not able to work and really only reachable by phone for limited amounts of time. I timed it to where when I left town, my son was driving around and delivering D’s Nuts to people. He would send me a picture of it on the person's doorstep and then I would text them that picture and I would say, “Special delivery,” or “Welcome to the nuts of the month club,” or whatever, creating that experience where like, “Hey, you know that something there's waiting at home for you and it's from me.” There's this interaction at the end of the day when they get home, “Oh, my God. These are delicious,” or whatever.
David Durst: The whole time I'm out of state doing something, I'm making money. I'm setting meetings for myself, creating a situation to where when I came back to town, I could hit the ground running. There was no week of lost time. I invested the time in a strategic way that allowed me to go and do what I would do anyways. I'm always going to communicate with clients and things of that nature when I'm gone. It just allowed me to have a working vacation that wasn't really working.
Tim Chermak: That's amazing. I'm doing the math in my head of what you would normally have to spend in other marketing channels to create the amount of relationships and leads and actual conversations that you've created in your very first month. You'd have to be spending thousands of dollars a month to get that many realtors technically in your sphere or that many home buyer leads coming in. I think you said the first couple months you've been spending $500 a month or so on this.
David Durst: Approximately.
Tim Chermak: When you look at the cost of shipping, gas, driving around for the deliveries that you made in person, obviously the cost of buying the ingredients of the actual pecans and the spices and sugars, all the actual food ingredients, it maybe has a $500 cost plus whatever time you're spending on it, but it's yet created, in the very first month, if you think about it, you set four realtor meetings and you spent $500, let's say. Now, again, there's some time into it too, but it's not like you spent 80 hours on this.
David Durst: A lot of that's discovery time and creativity time that once you get it to a point you've got a rhythm, to continue to produce that, doesn't take the same amount of time. There's a little bit of trial and error as I'm looking at the way that things look and things of that nature. I think just my business mind is engaged in trying to find a way to perfect that process and make it easy. The cool thing is I have a year of this essentially planned out. I'm two, three months ahead on my verbiage on my cards, really making sure that I'm thinking things out and being strategic.
David Durst: The thing that's just amazing is as a part of what I do, I work with a lot of newer agents and help them with their marketing and teach them how to engage their sphere. I have two real estate agents that are using this for that very purpose. The setup that I have with them is I make them four pounds of nuts. That four pounds of nuts will distribute to 16 people, so it's four ounce portions. I give them all my verbiage for my handwritten cards, they hand write the cards. I give them the verbiage for my tags. The nuts are mine. The partnership that I have with them, as we're talking about lead generation, is I provide the nuts, they handle the packaging, the handwriting, and the delivering for their people, but then they're tagging the D's Nuts page that I've created.
David Durst: The D's Nuts is kind of this marketing hub for everybody that's getting these things and amplifying this brand and this coaching circle that I'm creating and building relationships that way. It's just one of those things where as they're doing that, my footprint and the recognition and the recognizability increases. As that happens, it just greases more wheels for me. I anticipate by the end of the year that I'm going to have a lot of success.
David Durst: As I created this program, the thing that I wanted to do, my goal for myself was to create 12 new agent relationships and get one lead from each one of those relationships over the course of a year. I'm ahead of pace, obviously. I got two last month where it's two new agents, two new leads.
David Durst: A number of the other leads that I got were from people that I had existing relationships with that maybe I hadn't seen anything from in a while, and again, because this creates a situation to where I'm making a deposit in someone's emotional bank account. There's the law of reciprocation. People want to give back. It makes me feel good because I'm not out there with my hand out asking people for something. I'm out there giving people something and giving them the opportunity to give me something back, and it works.
Tim Chermak: It just works. It would be cool if you were doing this and frankly, even in the first month, you got one meeting. I think most lenders, if they could reliably pay $500 and get a quality meeting with a realtor who was actually interested to talk to them, they'd pay $500 to get a meeting. If I have to spend $2,000 a month to get four quality meetings with realtors that might send me business, that would honestly probably mathematically be worth it, and yet you had four meetings in the very first month, the very first month before the whole concept of repetition started to even affect things. The very first shipment that went out of D's Nuts, you spent, I'm rounding up because I think it was actually less than $500.
David Durst: The first month, it definitely was.
Tim Chermak: Let's just say you spent $500, you get these four meetings. That's a cost per meeting of $125. Obviously, if you look at the cost per home buyer lead that came in of eight, 500 divided by eight is $60?
David Durst: $62.50, something like that.
Tim Chermak: Yeah, exactly. Every $60 you're spending on this, essentially you're getting an actual home buyer lead who's looking to buy a house and needs a mortgage. Again, I know I've said this 10 times, but it's in the very first month you did this. Imagine after you've been doing this for let's say six months to 12 months and that repetition of a new package arriving from David Durst every single month, imagine how top of mind you're gonna be with all of these people. I just think it's absolutely brilliant what you've done. I'm excited to see what it does for your business for the rest of the year. You're still early in this, and it's already creating results.
Tim Chermak: David, let me ask you one final question. What do you think is the most important takeaway maybe for someone who doesn't have a food background, who's never run a restaurant, they weren't a chef, but they're thinking, “Okay, how do I apply this principle of creativity into my business, whether I'm a realtor or a loan officer?” What do you think is the real psychological principle that's operating here that's making this work so well for you?
David Durst: Authenticity. I think that this is one of those things that feels authentically me. David Durst from nuts to bolts. This is something to where I'm sharing myself with other people, my sense of humor, my creativity. The essence of me is in here. That's why I'm really intentional about the verbiage and things of that nature.
David Durst: Something a lot of people don't know about me, I had a really elaborate proposal to my wife. I sent her on a scavenger hunt to find me. There were four clues in a scavenger hunt that were handwritten, much like these notes were. In fact, that's the inspiration for that whole thing. I try to incorporate stories from my life into my inspiration, my message, because it makes conversation opportunities easier. I have a compelling reason to talk about something special in my life that's my marriage and something that's important in my life without being grimy or throwing it in someone's face. It's just the story that I've created. It's like a tangible gift that you're giving somebody that has a story attached to it.
David Durst: That's one of the big things that I learned having worked in the restaurant and beverage industry previously is that the things that truly sell people are the stories. I can describe a dish and make it sound incredibly appetizing for you, but if I have a story attached to that dish and I personalize it in some way, people can't get enough of it. You've just given somebody something that much more special. It's no longer food, they're eating a story and that's powerful.
Tim Chermak: I love that. I can't end the podcast on a better sound bite than that. It's no longer food, they are eating a story. David, thank you for your time today. I hope this was really valuable for people. If they wanna get in touch with you, would you mind sharing your cell phone number here? If there's any realtors who wanna pick your brain about marketing or how you're pulling this off, what's your cell phone number?
David Durst: You can reach me at (602) 616-6793. I'm always happy to talk marketing in these things. If it's a situation where someone wants to utilize this idea, I'm happy to share what I've done. I'm happy to make nuts and we can ship them and make arrangements and those kinds of things. More importantly, if you want an idea going through creative process of figuring out how to do this for yourself with something that's uniquely you, I'm good at identifying those things too and would be happy to collaborate with someone.
Tim Chermak: Cool. What was your cell phone number again just one more time?
David Durst: (602) 616-6793.
Tim Chermak: Cool. Guys, hope this was valuable and we'll see you on the next episode of The Platform Marketing Show.