Scaling with Strategy with Kyle Potter

Christian (00:00.978)
Hey everybody, welcome back to the show. I am here with no other than Kyle Potter and we are going to be talking about mastering leadership, leverage and business growth. Kyle has an extensive amount of knowledge inside of this industry and I’m excited to talk with you Kyle about everything that you’re doing right now in your business. So without further ado, Kyle, welcome to the show. How about you share a little bit about yourself and ultimately how you got here.

Kyle Potter (00:27.886)
Sure, thank you so much, Kirsten. I’m pumped to be here. I absolutely could not wait to hop on a chat with you. My name is Kyle Potter. For those who don’t know me, I am the founder, CEO, and head business coach at Statera Success Systems, which is a company that has been the brainchild of me and a few of my close associates now for about six months. So still pretty new, but what we do is we’re a group of business advisors that love to help skilled entrepreneurs.

Break down barriers, figure out how to refine their leadership skills. And we think of leadership in three domains. So it’s not just your standard unilateral, I’m the boss, you’re the employee. We teach our clients leadership is self leadership first, the work before the work. Company leadership, which is how you show up for your company and your coworkers. And then community leadership, what’s the greater impact and the legacy that we’re leaving behind.

You know, our mission in the world is to impact a thousand leaders before we check out here in the next 20, 30 years. And we feel that through the three leadership domains, through teaching essential skills such as leverage, delegation, we think that we can make an impact on the business landscape and hopefully over time make an impact on leaders and help them scale their businesses as well.

Christian (01:44.488)
love that Kyle, I love it, I love it. So I know you mentioned leverage, right? So I mean, what are the key ways entrepreneurs can build leverage in their businesses today to create sustainable growth and avoid burnout, right? mean, people get to that point a lot when it comes to burnout. So what’s your take on that?

Kyle Potter (02:01.782)
Man, you know, it’s funny, that’s like, Christian, that’s the key reason we started the company right there. You know, I’m sure we’ll get into my background at some point, but I had the privilege to work for a really, really talented CEO and entrepreneur in my last position. And I saw the highest of highs, I saw the lowest of lows. And what I want to try and do is help people create sustainable systems and processes, which

Me always use the metaphor of a house, right? These entrepreneurs can build this amazing house, but what’s missing almost always is the foundation. They start with the beautiful facade and the windows and the amazing front porch and the French door. Whereas me, I take a little bit more boring approach, but perhaps a more logical approach. And I start from the bottom up. The first thing that we work with our entrepreneurs and our clients is you need to have alignment.

Right? So number one, the most important thing in my opinion for entrepreneurs to build a scalable company or system is to make sure that there’s alignment between your personal values and your company values so that over time you understand that you’ve built a company that not just now, but in the future will be in alignment with where you want to go. And in my opinion, that’s how you build a company that you don’t grow to resent over time. Right?

From there, once we build that alignment and we make sure that everything makes sense, the next phase of that foundation is systems and processes. So what we like to do is start with what I call the dad strategy. And this is where we get into leverage. So what I have every entrepreneur do is they write all the tasks from A to Z that they complete over a two week period, almost like a time audit. I’m sure a lot of folks have heard of that. And then we take that list and the first thing we do,

D.A.D. The first thing we do is delete. So we look at the task list and we say, what is redundant? What doesn’t belong? What’s just something we don’t need to be doing anymore? And a lot of times these entrepreneurs carry dogma. You know, they’re just doing things the way they do it because it’s the way they’ve always done them, not necessarily the optimal way. So we delete any tasks that we possibly can. A is automate. Whatever’s left on the task list after we delete, we see what can we automate? You know, whether it’s through

Kyle Potter (04:22.68)
technology, whether it’s through a very basic written out process like a flow chart, what can we automate to free up bandwidth so we don’t have to consciously be aware of everything in our world, right? Let’s use technology to our benefit. And the third letter here, the last D is delegate. Whatever is left on that task list, we work into four quadrants. The bottom right quadrant is work that they do not like.

and that they do not consider themselves good at. And the top left quadrant, the exact opposite, is work that they absolutely love and they derive a lot of joy from. And then the other two quadrants are sort of in between those two extremes. And what I help them do over time is figure out how can we delegate the bottom two quadrants and how can we fill your calendar with as many items from the top two quadrants as possible. So step two, through systemizing.

building processes, automating, delegating, we free that entrepreneur up now to go and work in their genius, right? In their highest and best zone, the five to a thousand dollar an hour type tasks and leave the other stuff that they’ve been doing behind because as we all know, what got you here is not going to be what gets you there.

Christian (05:33.758)
Amen. I love that call. That’s amazing. It sounds like you just have such an extensive amount of experience in this. I’m curious, where did that come from? mean, obviously, you were a director of sales at your previous company. Why don’t you talk a little bit about that? Where did you build these skills? Did you have a mentor? Tell me about that.

Kyle Potter (05:55.702)
Yeah, no, I appreciate you asking. I recently did a podcast, well, we’re starting to get our podcast off and running here. And I was talking to one of my very good friends about the value of a good mentor and not only the value of having a good mentor, but the value of having people to pour into and mentees in your corner. So me, I’ve been very fortunate enough to have a incredible pool of both, you know, in my time, I’ve been in sales now for about 15 years. I’ve been in leadership.

about 10, I’ve been in coaching about three and the entire time along the way, I had really strong mentors and a lot of that was luck. Some of that was me, knowing when to capitalize on opportunities. But as the story goes, I sort of cut my teeth in the car business. I came up at a pre-owned car dealership and it’s true. There’s a lot of bad apples in that business. I was very fortunate to get a good one by the name of Jason Vazella.

And he sort of taught me the ropes, you know, with sales originally, the original sales process that I’ve since modified, but the core fundamentals that I believe in is make a friend, find a need, provide a solution. You know, and Jason’s sort of the one that taught me that. Was in the car business for about six or eight years, somewhere in that range, and just ran out of energy. I had a young son at the time, young family, and I said, hey, you know, I’m ready for a little bit less work.

I did the exact wrong thing, got into real estate, which I found out very quickly was a lot more work. Did not have nearly as much success as what I was hoping as a real estate agent. Sort of fumbled my way around for a year or two and met Eric Brewer at Integrity First Homebuyers, where he was very gracious and offered me an opportunity to join their leadership team. So rare opportunity came along where I was able to slot in right away and I oversaw their lead management department.

and learned a lot, know, Joseph Bellini over there, Ben Montlocker, know, Travis Scott, Eric, many others in the company were able to give me the platform really to take, you know, all these books that you see behind me here and 15 years of learning and leading and communicating. And I really, it was like my test lab. I got to sort of try and see what works and experiment. And over time we built one of the most successful lead management departments in my opinion, in all of the real estate investment space. Very proud of what we did there.

Kyle Potter (08:09.334)
Over the course of two years, worked my way up to the director of sales operations where again, I had an opportunity to say, okay, let’s apply those same principles on a larger scale. ran the entire sales funnel from lead management to dispositions, roughly five departments with about 30 direct reports. And what I did was exactly what I talked about. ran what I didn’t know was the dad strategy at the time, but I decided what’s my highest and best use, what tasks don’t belong, what can I automate? And then ultimately, how can I delegate?

Christian (08:30.919)
Mm.

Kyle Potter (08:36.268)
And through that journey, I built a team of junior leaders to oversee each department. And I was able to live in my highest and best use as, you know, chief strategist and the discernment guy. And I was able to coach and train and build the system so that everyone can be successful and our goals were viable. So to answer your original question, it’s all about having great mentors. And along the way, I picked up a bunch of great mentees as well. As I’m sure many of your listeners have heard, the best way to learn is through teaching.

So having this opportunity to pour into others really gave me a lot of energy. And that’s where I fell in love with coaching. And that’s sort of how we arrived here today with our business advisor company, where we serve as advisors to some of the top entrepreneurs in the real estate investment space, teaching them how to find balance, build leverage, and ultimately build their ideal lifestyle.

Christian (09:25.405)
That’s awesome, man. I can definitely feel like you have nothing but passion inside of this business and I can definitely 100 % feel that and I appreciate that. You we need more of that, Kyle. You know, it’s people like you that are really trying to change the landscape of this, right? People need authentic coaches. People that have the experience have been there and done that and they can obviously provide the solutions to speed up their learning curve, right? Because you’ve made the mistakes, you’ve done the grind for so long, you can help people not make as many mistakes when they’re first starting.

Kyle Potter (09:30.38)
Love it.

Christian (09:53.957)
right? And you correct that. So that’s all. So I mean, what are some of the biggest operational inefficiencies you see in business today? Right? You had a lot of experience. What steps can entrepreneurs take to streamline their systems to, to maximize, you know, productivity?

Kyle Potter (09:57.486)
Fantastic point.

Kyle Potter (10:11.726)
Yeah, it’s tough. What we found is most entrepreneurs are like on the disc profile, the high D, the high I, they’re go-getters, they’re driven, they love communicating, and that’s great to get a business rolling, like startup phase to a couple million revenue, depend upon the product offering. You can have a lot of success, but then once you get to a point where you’re spinning a lot of plates, you can’t manage it all on your own.

So what I see number one is entrepreneurs living in that, if you want it done right, you have to do it yourself mindset. So my first piece of advice to every entrepreneur that we work with is how can we bring in support? How can we get access to another brain and give you more bandwidth? And that’s where an EA or VA or any sort of assistant is like the first piece of leverage that we always recommend them to establish.

And from there, immediately all that detail work that entrepreneurs absolutely hate. You get an EA in there that’s your high C, your high S, the people that absolutely love building systems and want that work, they get a lot of joy from it. Spoiler alert, that’s me, the big old nerd in the background building your flow charts and your CRM out. That’s what you need. And this is like the number one mistake I see most entrepreneurs make is they feel like they have to do it on their own.

Christian (11:29.213)
I see that right, right. And you’re not alone, right? And I think that’s the biggest thing is to where if you do want to get to that point to where you do want to scale, it’s literally vital and there’s no other option but to hire an expert that’s been there and done that, right? So I mean, I’m curious to know like what are the most important factors you consider, you know, and this kind of goes similar to what we were just talking about when growing a business without sacrificing, you know, the quality and culture, you know, what are the most important factors there?

Kyle Potter (11:57.364)
Man, it’s funny. When I talk with entrepreneurs about the impact of these systems and processes, a lot of pushback I get is, is it going to deaden that family environment that I have? Man, we’ve never had a CRM. We work off Excel sheets and we always talk with each other. Is bringing a CRM in that automates tasks and sends emails for us, is that going to change the culture? And it’s counterintuitive, but no, because if we do it right and we free that entrepreneur up,

to be the cultural leader and the chief cheerleader. And it’s almost like the chief people officer, they actually get a lot of joy, most of them, from pouring into their people and leading the vision and speaking those things into existence. So what we do with those systems and processes is actually the opposite. We live in the culture, we increase the feeling of the family environment because now instead of everyone low key feeling stressed out, but…

We haven’t created a safe space for them to be vulnerable enough to admit it. And we don’t have that generalized anxiety anymore because they know everyone has clear responsibilities. Everyone understands their role in the machine. We have systems, processes, metrics, data that make our goals viable. And then we have a great leadership team that holds them accountable. It actually makes everyone feel more safe and increases the value and the impact of that culture over time.

Christian (13:19.495)
That’s incredible, That’s incredible. So circling on that too, mean, you know, leadership, I mean, that’s what it always comes back to, right? I mean, you obviously possess that leadership and I know everyone on your team does as well, but you know, what type of qualities, you know, separate a great leader, right? From an average one. How do you, how can business owners just really develop that, their leadership skills to inspire and empower their current teams that they’re on right now?

Kyle Potter (13:46.178)
Man, fantastic question. And it’s where it all starts and ends, to be completely honest. Leadership is an overused term, in my opinion, it’s a very misunderstood concept. would say this is, if anything, what I consider our team to be an expert in is helping people understand, number one, what is leadership? And number two, how can we build those muscles over time? Because if we’ve been doing it the wrong way for long enough,

Some of those key muscles may have atrophied, right? If you think about in the gym, you’re not working out your arms, guess what happens? You get weaker, your biceps shrink, right? That happens in leadership as well. That happens in communication. It happens with humility. It happens with authenticity. So to answer your question, we need someone that is driven, is willing to change, and is willing to be vulnerable enough to jump into the deep end, whether it’s with us or another coach.

and do that work before the work. What makes a great leader, Christian, is somebody that is willing to work on themselves first. know, phase one, the first domain of leadership is self-leadership. You how can we work on our internal validation? How can we become proud of the work that we’re doing genuinely without needing other people telling us we’re doing a great job? How can we wake up and feel, you know, a high sense of self-worth? How do we know that we’re making an impact? What’s our purpose? That is the single

I would say the most common limiting belief with a lot of our entrepreneurs that we work with is that I can just show up because I know what I’m talking about and people are going to follow me because I know what I’m talking about. In John Maxwell’s amazing book, Five Levels of Leadership, he describes position one, level one, as positional leadership. That’s where a lot of people, especially in real estate because there’s so much dogma, they sit in level one. They’ve been doing it for long enough. They have the position. People just follow them because they sort of have to.

really where we want to get these entrepreneurs to these leaders to his level to which is permission leadership where you’ve created a space that people know that you care about them you know you’ve been willing to be vulnerable transparent authentic honest and we’ve encouraged the team to do the same so in my opinion that’s what makes a good leader somebody that’s willing to be authentic somebody that’s willing to be vulnerable somebody’s willing to be transparent

Christian (16:04.909)
I could not agree anymore, man. mean, you have to, the person has to do the inner work, right? You can have all the systems, the operations, the revenue, but if you’re not doing the inner work, right? And your relationships aren’t where they need to be. If there’s your habits, your routines, and you’re obviously your discipline is not at the highest level, you’re not going to fully maximize what you’re looking to get, right? It’s just not going to work, right? So yeah.

Kyle Potter (16:27.746)
Yeah, and the ceiling’s a lot lower, ultimately. Those people, if they’re skilled, they will have some level of success, which unfortunately creates this false positive feedback loop where they’re like, see, I don’t need other people, I can do it on my own. But in order to lead with and through other people, you need to learn how to communicate. And communication starts with trust. Well, guess how we build trust? We show up as vulnerable, authentic, open, honest human beings. And that’s the miss, the biggest miss that I see.

Christian (16:47.197)
Yeah.

Kyle Potter (16:57.358)
And you’re exactly right. Like you need the systems, you need the operations. Again, self-professed nerd here, I love helping entrepreneurs build out their operations behind the scenes. But before we earn the right to talk about a master King KPI, or before we earn the right to talk about measurables or install EOS and like high five that we have this really cool, you know, 90 dashboard build out, we need to make sure that our success can be sustainable and that we’re not going to sacrifice our own abilities when things get tough. Because at the end of the day,

When crap hits the fan, if you haven’t done that internal, work before the work, we’re gonna default back to our very worst way of being. And that’s just where I see a lot of entrepreneurs break down ultimately.

Christian (17:32.644)
Amen.

Christian (17:37.597)
I could not agree more, man. Kyle, you and I were talking, you had a crazy goal, and I know you’re gonna hit it, but you were talking about, you got a bold goal, of developing 200 new leaders by 2054. I’m curious, that number 2054, where is that stemming from? What inspired this mission, and how are you gonna make this a reality?

Kyle Potter (18:04.514)
Yeah, I appreciate you bring that up. It’s something that my team and I are very passionate about. We’ve since upped the goal to a thousand. So as lofty as 200 seemed, we now behind closed doors, I probably need to update my bio, but we want to impact a thousand leaders before we close up shop, right? And in my opinion, in my mid thirties, I figured another 30 years, the company probably is going to no longer at least have my involvement.

For me, I just figured 30 years, a nice round number, a thousand leaders, thousand entrepreneurs, whether it’s developing them, whether it’s creating them, whether it’s coaching them, we just wanna make an impact on a thousand leaders. And really what I wanna do is teach other leaders how to make impact on other leaders. Another concept that John Maxwell talks a lot about is the true mark and the true sign of a leader. In fact, it’s level five, which is the pinnacle level of leadership.

is our ability to pour into others so that they then go on to create other leaders. And what you actually end up doing is creating an exponential impact, right? Like the dominoes fall and down the line, that’s really where this amazing, I always think of it in terms of like a coaching tree in the NFL, right? Like you have these amazing coaches that, know, spawn other great coaches like Sean McVay, so on and so forth. They go on and, you know, create other coaches. For me, that’s all I’m trying to do. You know, I’m trying to work with…

really cool people do really cool things, teach them some really cool skills. So they go on to do things that inspire other people to do the same. So I love that you brought that up. For me, I just think that our communities, our companies would really benefit and thrive if there was an abundance of good leaders, which I have just noticed in the marketplace, there is certainly not an abundance of it. It’s sort of like scarcity right now out there, scarcity city.

in terms of good leaders there’s there’s a lot of people that wear the hat not a lot of people who’ve earned the right

Christian (20:01.853)
100 % my gosh, I could not believe anymore in that. That is so, so true. So that leads me to ask you the question, Kyle, like, how do you know if someone actually can be an entrepreneur? Does everybody have that opportunity and capability to be an entrepreneur?

Kyle Potter (20:20.238)
You know, it’s something that if you would have asked me a year ago even, probably definitely 18 months, maybe even a year, do you think that I would go and start my own company? You know, at the time I was making well into the six figures. I ran five departments, had helped Eric’s team grow by all like quantitative and qualitative measures. I was doing a really good job. I didn’t leave because there was any strife.

I actually left to start my own business because of the work that I was putting in with my coach. I am on the same journey that our entrepreneurs and our clients are on as well. I was once upon a time a turd and I knew none of this stuff and I had to grow my skillset over time and it’s still growing. So for me, I would say that I did not absolutely did not consider myself an entrepreneur a year, 18 months ago.

Because me, I am more introverted. While I can put the mask on, I’ve learned how to do it over almost two decades now. It takes a lot of energy from me to talk to people and to network. Recently, I spoke on the main stage at CG, front of several hundred people, Collective Genius, which is another mastermind. And while I love being up there on stage and delivering my keynote, man, it wrecked me for like two or three days after it. It took me forever to charge my batteries back up. So because that, I always said, hey, I don’t know that I can do this. I don’t know that I can go out and be part of these

masterminds and go to these networking events. And I, it was a limiting belief that I had in my head until I worked through it with my coach and I figured out, you know, what, what was holding me back, journaled on it, you know, figured out what’s important to me, figured out what my ideal lifestyle is, all these exercises that we run our clients through. I went through on my own and figured out, Hey, ma’am, I do have it in me to be an entrepreneur. I probably won’t do it the same way that, you know, Eric Brewer or,

you know, any of the big time real estate guys do it, many of my clients who are the consummate, you know, outgoing entrepreneurs, but there’s a way for me to be successful too. And that’s where I really developed this dad strategy and some of the core principles and philosophies that we teach our clients is how you as an introverted person, you know, can use storytelling and delegation and leverage and deep thought and working with a coach and outsourcing some of that.

Kyle Potter (22:29.954)
you know, sales and marketing and really focusing on what you’re good at, which is, you know, the operations, the fulfillment, the impact that you can make, you know, with your clients or with your employees. So for me, I think at this stage, Christian, I’m probably leaning more towards people have more entrepreneurial potential than what they give themselves credit for. But you have to really search deep inside to figure out how you can attack, you know, that entrepreneurial world, because the way you do it probably isn’t going to be the same as everybody else.

Christian (22:57.789)
Yeah, yeah, yeah, I love that Kyle, I love that. So I’m gonna save one more question for you. You know, if you could go and talk to your 10 year old self right now, what advice and what would you tell that 10 year old self version of Kyle Potter?

Kyle Potter (23:11.98)
Man, it’s really easy for me because this is exactly what I’ve journaled on many times and talked with my coach about, but I would tell him that the only person that needs to be proud of him is himself. At the end of the day, he’s the only person that can determine whether or not the work he’s doing is valuable and gives him joy and makes an impact. I think I spent far too long, and this is a very common theme with lot of entrepreneurs and high performing people.

I spent a lot of time, far too long, worrying about what other people thought. And I was using other people’s success as a measuring stick for my own. And ultimately what that led me to do, even in light of being very successful very early on in life, I never really felt fulfilled. I wasn’t able to get joy from it. I constantly felt like I was underperforming. Certainly dealt with imposter syndrome several times in my life. And through this work with my coach,

you know, a lot of deep thought, very painful conversations. I was able to realize like, man, I’m good at what I do and it’s okay. And I’m allowed to say that, you know what I mean? I’m allowed to be proud of myself and give myself a pat on the back. And once that switch flipped for me, man, it’s been an incredible ride and I highly encourage anybody listening, get yourself a great coach, get yourself, you know, somebody in your corner that can help you do this kind of work so that you can remove that ceiling that you will inevitably hit if you don’t.

Christian (24:18.567)
Yeah.

Kyle Potter (24:39.507)
you know go through this process of doing the work for the work

Christian (24:42.311)
I love that cow. And I couldn’t agree anymore. I I have to have faced that too, right? We’re thinking you can do it on your own, right? Thinking that like, you know, is this for me? Can I really do this? Am I qualified? Am I qualified? I don’t have the experience. I don’t have the accolades. I don’t have the trophies. I don’t have a mentor, but the biggest thing that you need to do is raise your hand and sometimes say, I need some help here, right? And it’s, I couldn’t appreciate people like yourself that have that authenticity.

Kyle Potter (24:54.498)
Yeah, 100%.

Christian (25:11.013)
and really have that passion inside to really help people from the core, right? Because we just need more of that. And I know people that are listening to this, they have the struggles as well. And I think as any entrepreneur, it’s never really just gonna go away. You just have to learn to deal with it better and manage it, right? And build better systems, build better networks, build yourself to where you can be at the highest level, just like you’ve been saying this entire time. So, yeah.

Kyle Potter (25:37.112)
Love that. Yeah, yeah. I appreciate you saying that. It’s almost like climbing a ladder, right? And you can’t get to step two until you go to step one. Certainly can’t get to step 30 and, you know, be a multimillionaire until you get to step three. So for me, it’s not rushing, it’s slowing down. It’s being willing to look in the mirror and be critical in a positive way. And there’s always two sides of that coin. It’s like, well, it was me, I suck. You know, this is not great. I have so many things to work on. Or the other side of the coin is,

Christian (25:48.519)
Mm-hmm.

Kyle Potter (26:06.946)
dang, look how much I’ve achieved, even though I have these limiting factors, imagine how good I’ll be once I make progress in these domains here or in these skill sets. So for me, it’s always been a glass half full. It’s just controlling what you can control, which is all we can do at the end of the day. We don’t control what happens to us, just the story that we tell ourselves and how we react to them. So, I love what you said there. think for me, it’s the biggest lesson I’ve learned. And the lesson I try and bring to all my clients is,

Christian (26:13.595)
I love that.

Kyle Potter (26:35.146)
We’re not even going to talk about your calendar and leverage and all that until we make sure that you are good. How are you feeling? What’s going through your mind? What limiting beliefs are holding you back? Because ultimately they’re going to pop up. They’re going to pop up and hold you back. So we might as well flush it out now.

Christian (26:40.26)
and

Christian (26:49.181)
I love that Kyle. know, it seems like, you know, the relationships that you build with your clients, it’s more personal, right? And that’s the way it needs to be, not focusing on transactional aspects, sides of things. So Kyle, I wish we had another hour, man, to really talk about this. Cause I feel like we could do it. I know a hundred percent we could do it, man. But unfortunately, we don’t, man. But I kind of just want to just throw this back to you, right? I mean, obviously I know people have already gained so much value from this podcast so far, if they’re listening.

Kyle Potter (27:06.018)
Yeah, yeah.

Christian (27:17.029)
So if anyone wants to learn more about you and how they can work with you, where should they go?

Kyle Potter (27:23.266)
Yeah, no, I appreciate the opportunity to share my story and what we do. had a lot of fun chatting with you as well. And if people want to learn more and see how we could certainly help them expand their skillset, maybe break through those ceilings that they’re encountering in their business, they can reach out to me at kyle at staterasuccess.com by email. You can find me on socials at your coach, Kyle Potter, or you can hit me up through our website, which is Statera Success.

I would absolutely love to work through a free complimentary operational audit for anybody listening. That’s something I would love to offer to your audience. That’s on me, 60 minutes of my time. We’ll dive deep, work through the EOS organizational checkup model, and I’ll send you a custom roadmap. Anybody that’s listening, if you hit me up, I will do that for you. So please feel free to reach out, no commitment. We’ll just see where it goes.

Christian (28:14.353)
You heard that here first, ladies and gentlemen, Kyle Potter, thank you so much for your time, my friend. It’s been an absolute pleasure. It really has been, Awesome, man. Well, again, I hope everyone enjoyed today’s show. And as always, my friends, we will see you on the next episode. Take care, everybody.

Kyle Potter (28:20.366)
Thank you, Christian.

Appreciate it.

Kyle Potter (28:30.808)
Peace.