Unlock 7 Proven Strategies for Success in Idaho Real Estate Sales

John Harcar (00:01.889)
All right. Hey guys, welcome back to our show. I’m here today with Luke Gilbert. And what we’re going to talk about is besides his journey in real estate and business, we’re going to talk about sales, know, acquisitions and management, right? Something that’s really, really important. You guys remember at Investor Fuel, we help real estate investors, service providers, kind of all real estate entrepreneurs, two to five X their business. We provide the resources and the tools to grow that business they want to have, which

I mean, helps them live that lifestyle they want to live. So Luke, man, welcome to our show. Yeah, I appreciate you coming on. Cool to find out that you’re literally right down the street from me, literally, here in Boise. Right. And I’m excited to talk about the management piece and what we talked about prior to our call. But before we get into the weeds on all that, why don’t you tell our audience a little bit more about you, your background in sales and real estate, and what got you to today.

Luke W. Gilbert (00:34.638)
Thanks for having me, John.

Luke W. Gilbert (00:40.802)
Yeah, it’s a small town buddy. It’s a small town.

Luke W. Gilbert (00:57.736)
Thanks John. Yeah, I started out as an electrician out in California. I know California is dear to your heart. It’s a tough place to raise kids, so that’s kind of what had me on the run, you know, like…

John Harcar (01:03.747)
Mm-hmm.

John Harcar (01:08.407)
Me too,

Luke W. Gilbert (01:09.422)
Dude, super tough. Yeah, I had my first two kids in San Francisco. I like to jokingly say that’s the most punk rock thing I’ve ever done is have kids in San Francisco, because simply nobody’s doing it. So I was on the run ever since, and kind of my career in real estate started the day I found out I was pregnant.

John Harcar (01:20.225)
Right?

Luke W. Gilbert (01:29.282)
basically moved into the electrical field out of bartending to try to find, know, figure out money, figure out stability. You know, up until then I was just rock and rolling alcohol, you know, was kind of having a good time in San Francisco. So you find out pretty quick that that town’s unaffordable. I think that’s probably, you could throw that blanket across California for that matter. Totally.

John Harcar (01:36.151)
Yeah.

John Harcar (01:52.055)
Yeah, especially Orange County where I’m from, man. I mean that too, that’s just like it. Yeah.

Luke W. Gilbert (01:56.559)
Yeah, so we went down to San Diego for a hot minute. And the challenge is, you really can’t make a living in California in the trades. I would say trades are a great opportunity nationwide. But if you get stuck in a place like California, you could be poor in the Bay Area making $200 a year easy. And really, I was topping out at like $75,000. So it just wasn’t working for me. Went down to San Diego because my wife’s parents live there.

It was even harder down there because the wage is a little bit better, but you’re competing against the border down there. People are literally coming over from Mexico. Their rent is 150 bucks a month in Tijuana. Yeah. it just was like, it just kind of felt like I just kept losing out there. having a trade under my belt at that point, I’m a pretty good electrician.

John Harcar (02:33.891)
Super cheap labor.

Luke W. Gilbert (02:43.938)
I just looked nationally and Idaho was just starting to happen. mean, maybe it was already happening, but I got here in 2016 and it was like, I sort of caught the front end of a massive wave out here. And I was in the Valley as an electrician building large commercial buildings for about two years before I just, I saw it getting away from me. It was like, okay, shoot. I own one house in a town where home prices are rising 15 to 20 % annually. And we saw that trend for a handful of years.

John Harcar (02:51.766)
Okay.

John Harcar (03:10.967)
Right.

Luke W. Gilbert (03:13.872)
and I just started reading books on real estate. I sort of fell out of love with being an electrician and I just, it didn’t feel like it was gonna take me where I needed to go, you know? And I’m ambitious. I think to some degree, I was just solving a short-term problem with a union job as an electrician. was just trying.

John Harcar (03:24.941)
Mm-hmm.

John Harcar (03:32.387)
Putting a bandaid, put in a bandaid on it.

Luke W. Gilbert (03:34.671)
Yeah, it was like trying to solve mobility and stability with young kids. And when I got to Boise, my kids are two and three years old, I was starting to get a little bit of ground back. So I just told my wife one night, dude, I’m going to quit my job as an electrician. And she didn’t skip a beat. She was just like, let’s go. Because I’ve been reading kind of furiously. Like most investors, it starts with rich dad, poor dad, turns into, you you have to.

John Harcar (03:55.659)
Mm-hmm. Of course. I was going to ask, man, you said books. I’m like, there’s got to be that purple book story somewhere. Yeah.

Luke W. Gilbert (04:02.988)
I’ve read all of his purple books and I don’t care how you feel about Kiyosaki today, that man changed the world. As I ingested his books and sort of started to fold the idea together, it just kind of came to the conclusion that if I could accidentally sell five houses in a year, I’d replace my income and that was a bet I was willing to take on myself.

John Harcar (04:08.791)
He did, he did.

Luke W. Gilbert (04:25.698)
you know, went out, my real estate license. I got my contracting license in parallel to that, because I was trying to sort of hedge against the bet, like I might not make it. And I had never been in sales to that point. was like, you know, bartending was as close to sales as I’ve ever been. And that did give me a little leg up as I got started. But you know, what you find pretty quickly as a real estate agent is it is not about transactional technical work. It is about sales, period. You’re in sales.

John Harcar (04:51.373)
Yep, relationships.

Luke W. Gilbert (04:53.391)
And like yes to relationships, that’s maybe the holy grail of sales is a focus on relationship, but still you gotta learn.

how to technically sell before you can tell, learn how to technically close a transaction. So, you know, it was like getting the rug pulled out from under you. They make it really easy to get a real estate license, at least here in Idaho. They also made it pretty easy to get a contracting license. And I was off to the races, man. I started door knocking my neighborhood, selling exterior paint jobs to sort of learn the craft. I came to the conclusion that it was kind of like the doctor showing up as the nurse and saying, I’m also the doctor. Like, yeah, I could paint your house, but I could also

John Harcar (05:22.819)
Mm-hmm.

John Harcar (05:29.539)
I can also sell it for you.

Luke W. Gilbert (05:30.977)
sell it was yeah it was kind of it was sort of a weird reach around you know so I just like I had sold through August as a

as a painting contractor and then also my real estate career in sales started to pick up so I just put a cap on what I was going to do painting focused 100 % on building my business through the open house and door knocking and ended up winning rookie of the year my first year at Keller Williams. Yeah I went on to do you know basically took me about three years to break that million dollar mark just charging it dude like jumping into every deep end and just banging away at it but

John Harcar (05:49.431)
Mm-hmm.

John Harcar (05:58.338)
Nice.

John Harcar (06:06.295)
awesome.

Luke W. Gilbert (06:10.562)
this little side project I had going the whole time. Like actually one of the catalysts to becoming a sales agent was out of state money was following me to Idaho. And I helped a buddy of mine buy a house out here through a real estate agent. You know, realized I missed the 6K she made on the sale because I could have done it. And then he was looking for a manager.

And I had enough credentials in a construction that he was like, Hey, would you manage this for me? And that was kind of like the straw that broke the camel’s back. was like, I can’t do all of this stuff I’m trying to do. And like the side, the side hustle is always more exciting for me. I’m like, I like that build. I like to build a business, not work in one, you know? So one door turned into three doors and that’s like a year of management, like this really slow growth in the background. But then COVID hit.

John Harcar (06:41.997)
Yeah.

John Harcar (06:48.716)
Mm-hmm. Mm-hmm.

Luke W. Gilbert (06:58.798)
And COVID was like, was positioned with a management company and an acquisition focus. And it was all of a sudden like the, just a flood came, you know, we put 30 doors under management in the first year. 2020, we put another 40 doors under management in 2021.

John Harcar (07:17.357)
Wow.

Luke W. Gilbert (07:18.156)
Yeah, and we stacked the company, you know, basically what felt like overnight. And I would say my highest and best use is acquisition into management. So single family is kind of the play out here in Idaho, unless you’re syndicating into multifamily, which I would argue is a little saturated at this point too. They kind of, they hit that one hard.

John Harcar (07:34.147)
Mm-hmm.

Luke W. Gilbert (07:36.015)
And so that cycle, I think, is exhausted. And if you’re focusing on small multifamily out here, it’s so scarce an item. They’re hard to build. The city doesn’t want to let you do duplexes. So the scarcity of that item sort of pushes it past penciling in most cases. And maybe you find a value opportunity there. But for the most part, the easy button for me was new construction is currently $9 cheaper per square foot than resale. And single family.

John Harcar (07:47.895)
No.

John Harcar (08:04.003)
Mm-hmm.

Luke W. Gilbert (08:05.978)
is a high demand, even in today’s economy, it’s a scarcity item out here. we just.

We stacked 100 doors across single family and very small multi-family. that was like this thing I kept trying to quit doing. I’m like, I don’t manage anymore. Management is not a luxury job. What it is is it’s kind of a grit position, but it was a very good counterpart to being in sales because it’s got some mechanical revenue sort of moments.

John Harcar (08:22.551)
Hmph.

John Harcar (08:33.11)
Sure.

Luke W. Gilbert (08:38.784)
it’s a non-regulated business in Idaho too. So one of the reasons I leaned into that business is, know, like most aspiring real estate agents, saw myself as an investor first. I just didn’t have the capital or the properties yet, you know? Yeah, a hundred percent. So, and like real estate agents have one of two problems right there. There’s the, don’t have any money problem and the, what do I do?

John Harcar (08:50.669)
to be able to do, yeah. Yeah, yeah, yeah.

Luke W. Gilbert (08:59.278)
this money problem. You know, I think I’ve moved into a space of coaching where I try to help people get from that first goal to the second goal because my tax strategy has quite a bit to do with bonus depreciation around real estate ownership, which you know may be a strong strategy partner in the acquisition space, but also you know in the right environment. A lot of people, I was talking a lot of sellers out of selling because of the refinance opportunity around a non taxable gain, you know, so.

John Harcar (09:10.441)
Mm-hmm, mm-hmm.

Luke W. Gilbert (09:26.296)
that just sort of strengthened my relationship with my existing owners and we sort of became a word of mouth product and without really advertising at all, this is a crazy town and the barrier to business entry out here is almost zero. Like there’s not a lot of red tape in Idaho, which is why I’m here. I mean, I get excited about that stuff. And then standing out as a management team wasn’t hard, but you know, I have this like.

John Harcar (09:34.093)
That’s awesome, yeah.

John Harcar (09:41.389)
Yeah, it’s very easy.

Luke W. Gilbert (09:51.887)
really deep passion for customer experience. like that’s that’s been a lot of reason why, you know, I was the number one volume producing agent at my broker in 2023. Like I just go hard on that. Like how does this feel thing? And being a customer of my management product gave me sort of a front seat to how to really tighten down the experience. So like you do that explosive growth thing. I’m not going to say it wasn’t sloppy. saying we got through two years of explosive growth to then luckily have

the market cooled a little bit and we’ve spent the last two years just like you know tightening down the screws and yeah which is a luxury as a business owner. think there can be the mistake a lot of us want to make is grow fast and to some degree it’s like I’ve been through fast growth. Fast growth is its own stress machine like I’m lucky to still be married after those two years.

John Harcar (10:27.265)
Refining, yeah.

John Harcar (10:42.883)
What yeah and let’s talk about that because I think I think that’s real what were some of the struggles that you face in the in the whole growth grow fast mode

Luke W. Gilbert (10:50.264)
Yeah, mean, shoot, don’t…

If you meet an honest business owner, they’re going to tell you that they still don’t know what they’re doing. I mean, I did not. That was the that was the reality here. I mean, I was in like I’ve been an electrician for 10 years coming into real estate as a as a sales opportunity. And then I grew a management company from one door. So it literally was a bootstrap. And like I didn’t know what I was doing. I mean, my first lease agreement was legal zoom. If that even still exists, you know what I mean? Yeah. Well, with chat GPT, I’m sure you don’t need that.

John Harcar (11:10.029)
Right.

John Harcar (11:16.712)
I think it’s still around, I think, I don’t know. Maybe, I wouldn’t know.

Luke W. Gilbert (11:22.384)
anymore, but like.

John Harcar (11:22.787)
Mm-hmm.

Luke W. Gilbert (11:23.448)
You know, at this point I have a lease agreement that has probably 30 years of experience behind it through people that have come through my company to help me grow and also vetted by an attorney and we spent like seven grand on it last year, just revamping it for the next growth period. But there’s all those things, like you don’t even know what you need. Like you don’t know what the moving parts are when you get started and then you gotta kinda have the skin to fail through all that stuff. And also like you have to sort of make up for not knowing

what you’re doing by being very present with your customers because that’s really the only way to survive mistakes is live through them openly with your customer base and you know had to buy my way out of a lot of stupid errors you know we were I’m sure you can relate to that it’s just that moment I think I good business ownership is like other people don’t pay for your lessons you know and

John Harcar (11:56.535)
Yeah.

John Harcar (12:09.301)
yeah. yeah.

Luke W. Gilbert (12:16.81)
At this point, feel like I’ve got a strong team. It’s just three of us, but that’s a lot for managing. I think that’s not highly leveraged at 100 doors. That’s efficient in customer experience while we refine our systems and processes. And every one of our documents is organic and living. We feed back into it yearly. I’ve been in management for seven years now. I jokingly say it’s like growing potatoes. You can grow potatoes for 20 years and still

I’ve only done it 20 times. know, like management’s crazy. Like your place in tenants today, you don’t know what the problems are until next year with that person. And so we’re learning fast for the cycle, but it’s a slow churn in management. So you have to really be committed to it. And in Idaho, it’s a non-regulated business, so any jack wagon with a pencil can be a manager.

John Harcar (12:48.449)
Right? That’s true.

John Harcar (13:09.844)
Mm-hmm.

Luke W. Gilbert (13:10.69)
That’s kind of one of the reasons I wanted to speak about that part of my business specifically today. Because if you’re coming to Idaho, obviously I can help you with acquisition. And I’m good at running that calculator. But it really is like an asset under poor management is a liability, period.

And a lot of people don’t invest in real estate because they don’t have a management partner. And as a guy who invests out of state personally, I know how scary and important that piece can be. So if you’re listening to this today and you’re on your way to Idaho with some money, like just know you got a manager in town you can trust with a construction background, a sales focus, and a strong team.

John Harcar (13:37.655)
Mm-hmm.

John Harcar (13:48.771)
That’s awesome. That’s awesome. So, and as you were learning all the, all the property management stuff, you know, you started out, you didn’t really know what you’re doing. I’m just curious, was there any type of education, mentorship, knowledge base, anything that you really pursued and tapped into to try to learn and grow more in the space?

Luke W. Gilbert (14:08.014)
I I read furiously. think the most successful education I’ve given myself thus far is in leadership. I mean, the reality is like, I pretty quickly levered into that business. I brought people onto the team and basically brought the revenue to a negative position almost immediately in management because it’s too much to do alone. And like, I don’t make all my money in management. In fact, I make most of it selling and acquisition. So it’s more like a, it’s a safe space for my investments, but also like

beautiful lesson in business because because of the mechanics of management it does the cycles are predictable so like you can meet a real estate agent that’s six years in the business and they still don’t know what they’re doing because they sell five houses a year and three of those show up in a single month so so they get no rhythm it’s hard to learn in that like sporadic environment so I think just from the the education I got in management was how do you bootstrap a company from nothing like how do you

John Harcar (14:51.747)
You

John Harcar (14:58.679)
Yeah.

Luke W. Gilbert (15:07.978)
bring team members in that can strengthen the product and like at this point I’ve got a great CPA, I’ve got a great attorney, I’ve got a great lead manager, I’ve got a great in-house bookkeeper and like those are all like those are lessons I learned from the pain of sucking at that stuff myself or being the wrong one I mean

John Harcar (15:22.989)
of having the wrong ones. Or being the wrong one, yeah.

Luke W. Gilbert (15:26.7)
Yeah, you wear a lot of hats as an owner. It’s like, and you think you can hire this one person that’s gonna fix it all for you, but everybody has their zone of genius. So it’s really like, if you’re lucky, you can remain agile with a couple of key players that take the stuff away from you that you shouldn’t be doing, you know? But like my manager, not only is she great with communication and relationships, she’s great at the hard conversation. And that’s a hard match to find. Like a lot of people wanna be friends, but not everybody can lean in.

John Harcar (15:43.127)
Right. Yep.

John Harcar (15:52.887)
It is.

Luke W. Gilbert (15:55.821)
And then like to have a gal at the office, know, we jokingly call her black and white because she’s so about the rules and regulations and like she helps keep, you know, relationship people like me and my lead manager in line. So it’s like, I would say I’m blessed to have had them show up in my business, but also being willing to jump when they do show up, like hire before you’re ready, spend the money to build the business, like all those principles were in play here.

John Harcar (16:16.067)
Mm-hmm.

John Harcar (16:22.819)
How did you find these people and when you do find people who are bringing them onto your organization, do you employ any type of personality tests, predictive index, type of things?

Luke W. Gilbert (16:34.178)
Yeah, well, I’ve been trained in the disc profile here at Keller Williams. They’re pretty big on it. Man, I might be crazy, but I’m like, there’s no way to know. It’s like placing a tenant. You could look awesome on paper and then six months later lose your job and turn into an absolute loser. know what I mean? What I’ve found is you just have to be willing to take the human risk. mean, unfortunately, you could disc profile somebody. And I think one of the exciting things about being an agent at Keller Williams is they’re a very process-oriented company.

John Harcar (16:36.748)
or the disk.

John Harcar (16:49.591)
Yep. Yep.

John Harcar (17:03.427)
Mm-hmm.

Luke W. Gilbert (17:04.112)
you know, a 30, 60, 90 implementation of like how you onboard somebody and check in over those first three months to make sure they’re a fit and creating expectation and all that stuff. I’m like, you could run the playbook perfectly and have the human component show up anyway. I really, yeah, and I like the idea that we can systemize our way out of human error, but I don’t think it’s possible. And like,

John Harcar (17:12.098)
Right.

John Harcar (17:20.099)
That’s

John Harcar (17:27.81)
No.

Luke W. Gilbert (17:28.482)
You kinda gotta trust your gut and then you also have to have the balls to say, this didn’t work. And like that took me a minute too, but I’ve hired and fired a handful of times for the short amount of time I’ve been doing this. And it’s like, don’t lose your good players, dude. Overspend on the ones you should keep and let them earn back their revenue. that’s so far been working for me.

John Harcar (17:39.523)
Mm-hmm.

Yeah.

John Harcar (17:49.709)
That’s huge. So you have your property management company. You still have your realtor license. So you’re still listing houses, I would assume. What else does your business look like? How many doors do you have? Kind of give us that little info.

Luke W. Gilbert (17:57.913)
Yep.

Luke W. Gilbert (18:03.31)
Yeah, so I personally own 11 doors, two of them are out in…

Detroit right now, that’s my latest endeavor. That’s me jumping into another market center. You know, I’ve been working hard on building my personal brand as a coach, because one of the things that I found building sales teams is I love the coaching piece, but the rest of it, like I’d rather just do on my own, you know? So like real estate agency is more of a job than it is a business for me. I like it and I’m good at it, but I feel like it’s zone of excellence, not zone of genius. And I’m trying to break into that. Like I think my highest and best use is mentorship. So I’ve been building

John Harcar (18:32.739)
Mm-hmm.

Luke W. Gilbert (18:37.904)
not a program for that but it’s kind of funny how everything feeds back in right I’m out there building a personal brand and I start with X because I’m a freedom guy and also like it was the easiest barrier to entry like I didn’t have to worry about how I looked I could throw some you know I throw some spaghetti at the wall and see if it sticks and I built a decent following out there with a little bit of leverage and met a couple of cool cats and one of them’s out in Detroit with a burr for you strategy which is like bananas I never heard of it

And so I leaned in, I’m investing in that right now. I thought so, it’s more of a burr with you. But it’s like wholesale with value add.

John Harcar (19:08.535)
brrr for you?

John Harcar (19:13.269)
Okay.

Luke W. Gilbert (19:17.864)
and management behind that. So it’s kind of like a full vertical stack of find the deal, bring you into the deal as a cash buyer, help you through the renovation, and then the refinance on the way out with a placed tenant. So I think it’s beautiful because I think Detroit’s having its moment also. That’s a hard team to build remotely. I think that’s what most people bump into is the learning curve on getting that wrong can be catastrophic for entry level investors.

John Harcar (19:27.427)
Okay.

John Harcar (19:40.429)
guess.

Luke W. Gilbert (19:47.567)
And like I’m still going through the process with them and as a process freak there’s some things I want to tweak but I think it’s still a very unique offering and for those of you listening I mean you could get in Detroit for 45k that’s crazy to me out here in Idaho you know you need 120 to play here that’s absolutely

John Harcar (20:03.267)
45k won’t even buy the ADU that’s in the back. Or the shed!

Luke W. Gilbert (20:08.718)
100 % and so like that’s I’m looking for interesting markets to sort of I don’t want to say playing but learning and You know, went to Oklahoma City first Oklahoma City is starting to get expensive but gross rent multipliers down there were great when I got there and Insurance has been a problem for me down there. I’m not sure what I’m gonna learn up in

John Harcar (20:24.483)
Mm-hmm.

Luke W. Gilbert (20:29.774)
but you know as a manager who manages a lot of out-of-state money I felt like skin in the game was important like I’ve got to be in other cities so I could feel these pain points so we could address them as a management acquisition team when money’s on the way in you know so that’s been a good upward spiral

John Harcar (20:42.136)
Right.

John Harcar (20:45.997)
So what does your coaching program look like?

Luke W. Gilbert (20:48.77)
Well, shoot, I started out to build group coaching and actually the brilliant idea I had is we were about to have our fourth baby, which was about a year ago, is like, need time leverage. So I built a video course and I’m not knocking video courses, but I think people care less about video courses than I was hoping they would. And then, so it kind of became a supplementation for coaching. And then I also had kind of a hard time getting my coaching program off the ground because it’s a lot of direct outreach. And when you’re doing a lot of

John Harcar (21:06.178)
Yeah.

Luke W. Gilbert (21:19.192)
When you’re working across a couple of businesses, you’ve got to be okay with things taking a little while. And so I spent about a year building and selling and learning and building, and then I was hoping to sell a group coaching opportunity, but it really came down to…

people were interested in direct access to me. It was easier for me to sell. So I pretty quickly sold out of spots in my one-on-one calendar. And I think what I’m learning there as a coach is I’m very good at helping you have your breakthrough. And I jokingly say there’s two types of money problems. I don’t have any money. And what do I do with all this money? I’ve been through that. And so as an agent, if you’re struggling with how do I make money,

at sales. I would say my spearhead is I’m a sales coach but then also I have a really deep well of knowledge and how you then implement your capital to avoid taxation and build a stable cash flow model which is why we’re all in real estate anyway you know.

John Harcar (22:16.237)
Yeah.

Luke W. Gilbert (22:16.974)
how you use leverage, the CPAs you’re gonna need to actually understand depreciation. then like that’s, think that the success I’m having in this economy is, I don’t really care how many houses I’m selling this year. I’m doing business anyway. My management company is basically on autopilot. That’s not entirely true, but it is. We are in an upward spiral of development with stability.

John Harcar (22:29.112)
Mm-hmm.

John Harcar (22:34.445)
Mm-hmm.

Luke W. Gilbert (22:41.366)
And then to be able to coach on the side is like, that’s my exciting side hustle and sales are still showing up. like I have…

Luke W. Gilbert (22:52.795)
inbound cash that makes risks still possible even with even with the unknown sale you know and that’s what I want

John Harcar (22:56.629)
Right. You’re hedging your bets pretty well.

Luke W. Gilbert (23:00.362)
And I need to, need agents to start thinking that way. You know, you meet agents, they want to just blow up overnight. But that was earlier in this conversation. Like fast growth has its own set of problems and you could come out of a million dollars with no money. I’ve seen it. Like you can make money really quickly, not have the container for it and literally leave it all on the street and just keep moving. And, you know, that, that, think that’s my, that’s my highest, offering as a coach is dude, I can help you make that money, but then how you manage it becomes really important. So.

John Harcar (23:10.893)
does.

Luke W. Gilbert (23:30.256)
You know, I’ve got some legs as far as where I can take you in your business.

John Harcar (23:33.507)
That’s awesome, man. It seems like you’ve put a lot of thought and work into this. I appreciate you coming on here and sharing all this stuff, man. This has been tremendous. Guys, I hope you guys enjoyed it as well. Luke, if people want to get ahold of you, if they want to maybe reach out and talk to you about your coaching and whatnot, how is the best way to get in touch?

Luke W. Gilbert (23:52.226)
Yeah, if you want to email me it’s luke at open house Boise dot net. That’s the E. mean that you’ll never miss me there. I am personally growing my brand on Instagram. So that’s the best. I’m paying the most attention there. And also I don’t want to force you to go there to get in touch with me. But I’m pretty easy to find man. I’m at Keller Williams. Depending on what you need I can help you or point you in the right direction. But an email I won’t miss. And if you’re on social media come follow me there man. I share as much as I can there.

John Harcar (24:05.667)
Mm-hmm.

John Harcar (24:21.955)
Awesome.

Luke W. Gilbert (24:22.383)
I’m trying to grope that shingle right now.

John Harcar (24:25.205)
Awesome, awesome. Well, we’ll put all that information in the show notes. Thank you again, man, for sharing your knowledge. Greatly appreciate you coming on here. Guys, I hope you enjoyed the show and took some good nuggets. He dropped some good information. All right, guys, see you on the next show. Cheers.

Luke W. Gilbert (24:36.334)
Thanks for having me, John.