569. Why Self-Managing Changed Everything for This Airbnb Host

0:00Exciting update before today's episode, the Get More Bookings boot camp tickets are on sale right now. Head to ThanksforVisiting.com, board slash bookings, and grab your seat before they're gone. You're listening to the Thanks for Visiting podcast. We believe hosting with heart is at the core of every short-term rental, with a net's background in business operation, and Sarah's extensive hospitality management and interior design experience. We have welcomed thousands of guests from over 30 countries, earning us over a million dollars and garnering us thousands of five star reviews. We love sharing creative ways for your listing to stand out, serve your guests, and be profitable. Each episode, we will have knowledgeable guests who bring value to the short-term rental industry, or we will share our stories of our own experiences so you can implement actual improvements to your rentals.

1:01Whether you're experienced new or nervous to start your own short-term rental, we promise you'll feel right at home. Hello, welcome back to another great episode. My name is Sarah Caracane. I'm a net grant and together we are. Thanks for visiting. All right, today's episode, we're bringing in one of our strategic hosts. Our name is Ali White and you guys are going to love this story, because it starts out kind of like a lot of horror movies do. Yeah, like girl, you're still in real estate. Bless you. Bless you. Ali White is the owner and self-manager of Serenity Cabin in Wintergreen, Virginia. She is passionate about questioning assumptions and you're going to learn why in the first like few minutes of our interview with her. Optimizing operations and relentlessly improving the guest experience when she's not working on Serenity Cabin.

2:04She's usually learning something new currently and you saw this in the background when we were interviewing her. She's currently learning piano or getting lost in a good book or spending time with her family. But I think what I really want you to embrace as you're listening to Ali's story is her relentless energy to never give up and to always push your own limits. And for those of you that don't pay attention to your booking window, I want you to really lean in and listen to how her understanding her booking window has increased her revenue significantly during the off season. So we only we can only imagine what's going to happen during her busy season. But we will link to her direct booking website in the show notes. Please go check her out. Please go show her some love and let's get into her story. Ali, welcome to the show. We're so excited to share your story. So can you take us back to right before hosting.

3:09How did you get into hosting or is there anything else that you're you were doing a different career or walk us through that. Yeah, so right before we have actually been in real estate for a while when I first bought my townhouse in 2011. I kind of fell in love with real estate. I just I got such a good deal. And I got really fascinated and the whole thing and plans on whenever I bought my next one that I would rent that one out. I use an FHA loan and when I married my husband, I had him get a duplex with his FHA loan because I know you can only get one per person. So we ended up moving into that house and rented out the basement. It was a top bottom duplex and that went great. And then we ended up moving back into the townhouse and renting out both sides and we 1031 that into another property. And that was like close to the VCO in word richman. And so college students and everything.

4:13And that was not a great experience. So it's actually what kind of led to all this. So we we had bought that house and I had a property manager. And you know on paper and on the phone, she sounded great and she was going to handle everything. And then as time went on, that was not the case. And we didn't really realize it until COVID because it had become vacant. And we were taking that opportunity to do some work on the house. And you know, I said, I didn't need you know carpeting and some other things. So we ended up going to check on it one day and just imagine pulling up to your house and every door is unlocked or open. And you walk inside and it's clear that homeless people have been living there. There was nothing that we had bought was where it was supposed to be. They had said the carpet was done. The paint was done. There were paint buckets just like dump. There was rolled up carpet that a dog had like gotten into.

5:19It was you know cigarette burns and drugs and I mean you name it. It was a disaster. So it dressed us out and you just trust. I am very stressed out right now. Okay. Yeah. It was a nightmare. So after getting rid of the property manager, it was you know reevaluating what we want to do. I didn't think I could manage a property. And as much as I like real estate and everything, I just had a lot of other things going on. And so we were trying to figure out what to do. We ended up luckily there was a builder nearby who we bought the house and then they leased it back from us. And that was a really nice stopgap because it's a lot less stressful because they obviously want to take care of the property because they're trying to sell. You know more properties in the area. So that got us through for a few months. But then the lease was going to be up.

6:25So you're going to sell it. And when you do a 1031, you only have a certain amount of time until you know can even another property. And this is right. This is 2022 when everyone decided to buy houses because the rates were low and you know. So we're looking and I had thought about a short term rental and I was thinking you know I like how. We don't have to worry about evictions and maybe we could use it. You know when it's not rented there's a lot of pros to it. It seemed like so we were looking in winter green area because we've vacationed in nearby like the valley and winter greens on mountain area near us. It's like a ski area. And we love Nelson County because you have the views and there's right 151 that's full of wineries and citeries and it's just a really pretty peaceful place to stay. And so I was thinking you know that's a perfect match. Why don't we if we're going to get a short term rental. Why don't we try over there.

7:29So that was kind of stressful because everyone's buying over there. So we had trouble naming properties because they were just getting snapped up left and right. We did finally find the one and then you know even beforehand I was interviewing property managers because again I did not think I could manage a property especially a short term because that's even more work you know. So I was having a hard time finding a property manager and it kept going with pretty much the most well known one there that charged the most. I got comps from them. I had a lot of discussion. They seemed to really know what they were doing. I assumed that they would take really good care of our house. And so we put it you know on the market and they're managing it and yeah it was about 16,000 I think that they pulled in and we were just bleeding money. I mean it was not what we anticipated at all like so much less than what we were expecting.

8:30Were you expecting an amount that they told you to expect. Yeah. So they had said you know other three bedroom two bath. We're doing at least 40 and. I didn't. Yeah, which didn't match some of the market research I had done it with a little bit extra but I thought well that's because they're so good and you know what they're doing. So. So then we finally get the point where. We're just you know my husband had had to take a pay cut during covid so we're paying two mortgages and it's just you know we only have so much that we can keep putting into this and not getting anything out. So we were considering selling we ended up talking to the realtor and putting it on the market temporarily and because since we bought it it had kind of all the sudden the market had cooled. And we you know we had just owned it for like two years so we weren't going to get what we.

9:31We had put into it and so we only let it sit for a couple months and then I said you know what what's the worst that can happen let me try and see how it goes if I manage it and I was so nervous to do it. But I was more nervous to lose money. So I ended up doing it myself and I didn't even listed that year to rent until mid to end of August. And what year was this that you decided to take over though this was coming up on two years. The 2024 you bought it to. Yeah they managed it. Yeah they managed it and then yeah we haven't managed it. Yeah. So yeah end of August that I listed it and so another thing that I had done previously that helped me kind of get going with this was I had been selling on Amazon I did like retail arbitrage.

10:33And I knew about dynamic pricing from that and I also just kind of assumed that was probably what they were doing again don't assume. So when I so anyway so I had a friend who was who had a short term rental and I was asking him what dynamic pricing he is and he said what I don't use dynamic pricing and I'm thinking really so it surprised me but so I knew enough. I just kind of come and sense from other businesses and stuff I've been in that there probably exists a software and I found price labs. So I did some dynamic pricing and I already it made so much more just from August to December than they had made in like an entire year. So to another point I want to make because I think a lot of people think to make more money you need to add amenities you need to you know change up your decor.

11:37You know some of that stuff is just like you have to do that to make money that is not true because my house. It was the exact same house that they had the property management company had I did not add any amenities I didn't change the decor everything was the same except me and the operations. So adding in the dynamic pricing I implemented a few other things you know I'm making sure my cleaner could get there for one night stays. And because they didn't allow one night stays my property management company so that opened up more income as well and I mean while while I'm on that topic is so much of this kind of comes back to me assuming things. When for anybody who's listening I think you know if you haven't ever managed a property before and you assume there's so much work involved and there's no way you can do it. And that someone else who has a huge property management company can do it better than you do not assume that because that was not the case for me and I think some of the other assumption.

12:45That I had were that if I allowed pet that they were going to cause a lot of damage and headache. You know that more than it was worth and I was worried about protecting my asset and that was another thing that when I when I took over I said I'm just going to allow pets and we're going to see what happens I implemented a pet fee. And got a cleaner who was willing to do that so I implemented that I also. Offered early check in late check out some people think that's going to be a stressful thing but I was able to figure out what worked for me and. That added a lot of extra cash to and so yeah by I mean by the end of the first year just those few months I did 25,000 and I was thinking okay so I'm not. As bad at it as I thought I was going to be and just went all in and so then August last year I kind of revamped everything because I had to start from scratch all over again my listing was taken down because.

13:54My friend who had the Airbnb had let me list on his as a co host because he was. Thinking that would boot me in the algorithm and because he's a super host and he said you know and originally he was thinking he was going to help me manage it but he didn't I did everything so you're later i'm like oh I you know I'd like to. Move it over and he was told by your baby you could do that. You can't do that boiler alert so so I lost all of my reviews and everything and had to start all over from scratch again this year after starting they do listed it and there was no coming back they would not let you. Wait it out so they didn't I guess I. I worded that wrong so they didn't be listed what happened with my friend said that I owed him 10% nerriers for having it on his listing even though he never did anything so I said well we don't have anything in writing and i'm you know he said I'm.

14:56You you de listed yourself from yeah you know i'm going to that was worth it that was and yeah so I just started over and up you know. Now I know it needs to be in my name anyway like. So started from scratch and that time. I can be very all I just I do do everything at once though I. I'm implemented all of the software that. I would need to make sure I could run it professionally so I had a PMS I made sure it was integrated with for about Airbnb had direct booking site. The dynamic pricing the happy guest is the. Software that I use that people can get really check and late check out damage waivers that kind of stuff that I do check and. Yeah every everything that I you know was finding on my own with research but it took so long and was so stressful because i'm doing it completely on my own.

16:03You know I didn't have somebody especially because my friend was no. I wanted to walk me through that and I wish that I had been in strategic host for that point because I think one of the benefits of being in the group is it escalates your progress. I'm not sure because all of the research I was doing on my own to find what I needed to find reliable software you know the trial and error you can get a lot of that if you're going to people who already have been there in their professionals and they do know what that. So I think that would have been really helpful at the time but I did make it through that it took me probably two months to get all that really set up and then over the past year. You know tweaking what I could and then another assumption I had was I think I've maxed out in my market because when I did my research you know it.

17:07On price loads and area and stuff it would say the average three bedroom was. 19 to 35,000 a year and I was doing this to you at this point. And this is still with no amenities so I thought well you know even if I had a hot tub like is it really going to. Make a difference or you know if I had a fire pit or grill because if I'm the max of the market you know. And you don't you don't have any of those things you don't have a hot tub you don't have a grill you don't have. Now now none of it and you're crushing the market in breath pan. Yep so I actually I just. A couple weeks ago we added fire pit appropriate grill and that that's it those are our fans the amenities we just added. And then I have plans out of hot tub eventually because. The thanks to you know strategic coast and other people in the group and my coach helping me go through and do the market research it looks like if I added a hot tub I make another 10,000 a year.

18:13I'm even though I'm already you know at the top of the market so. I think I feel a lot more confident about my numbers and what the house is capable of and what I'm capable of. It's confident as I was feeling getting you know 50,000 versus 16,000 that the property management company was doing. And there's still the imposter syndrome and second guessing and I mean the inventory in that area has doubled and. I've still been able to you know keep it where it is though. I think it's just interesting like if I had just assumed there's no way and and passed on it what what I missed out on you know right if I had. Take a quick break here if you're a host who keeps guessing at your pricing and you just want to finally get it right the get more bookings boot camp is built for exactly that boot camp runs September 28th,

19:13October 1st you have to be there grab your seat now thanks for visiting dot com board slash bookings go to thanks for visiting dot com board slash bookings. Are you enjoying yourself alley managing yourself though you can do it. But are you enjoying it. Yeah I actually. I really enjoy it because when I was doing Amazon it was very. Lonely because you know it was something I could do especially during covid you know nobody was really going anywhere but I'm alone at home sourcing thing prepping thing shipping. I'm not even the customer service you don't really talk to people you know when they buy things less there's an issue and there was a time I ended up let me try listen something on eBay and everyone told me that the worst place don't sell on eBay. But I was trying to get rid of some stuff and it was some milk for like pre me kitten.

20:13I felt all sorts of random things are dead and wait this is the real thing milk yeah it is yeah it was like a dried you know formula powder kind of thing. If you don't yeah so I got a message from a buyer who sent me a photo and was saying how thankful she was because she had trouble finding that where she was and it and she sent a picture of the kitten and what a difference it made in the kitten. I really like it was. But it made me realize you know I really I want that connection and I like I want to help people I want to make it different. And I feel like hosting I really enjoy the designing the house and all that kind of stuff and thinking about every little thing that somebody might need you know I tried to stay at our house at least twice a year and. Like it's our house and you know live in it and if I notice anything like even a spice that I need for a recipe and I'll go out and get it just so there.

21:14You know if I have one person mentioned to me in a message you know with a little hard getting in the bed because I'm but I'm really short on you know four foot 11 whatever like well she's probably not the only four foot 11 person at my house so I'm going to get a duel. So I like I really like thinking of all of the things that I can do to make somebody stay just amazing and and be the person that makes it possible for them to have the kind of experiences that we were having when we would stay there. We love that area so much and I mean it really is that's my happy place I feel the most relaxed there and I want to be able to do that for other people. I love that with Ali I know that we we chatted with you you were in one of our boot camps earlier this year and obviously you joined us inside strategic host. I want to chat about that because I know you were just like will this really make a difference because it is an investment and you're like hey I'm at the top of my market.

22:16Is there really more room what do you say to that now because you were challenging those assumptions then I said that you that you were kind of at the top. Once you did join us inside strategic host what are some of those mindset shifts that you've had in investing in your in yourself because it we invest so much in our property but you took the time to actually invest in yourself and we know that is like a decision that's hard to make sometimes can you share with us and the listeners. Why you decided to invest in yourself in order to grow the revenue for your property. Yeah I think so I I am kind of the mindset anyway like just and pretty much any part of my life that's something that I care about I want to know. I did everything possible I can't sleep at night if I pass on an opportunity because I'm always going to think well what if. So it I was probably going to always sign up but I was struggling with you know well it's really it's it's a big investment.

23:20I do think I'm you know pretty maxed out my market I don't see any other three bedroom making that much I mean even ski and ski out like weren't. You know for the especially the summer months where I can you know compete with them so. I knew I needed to do it to be able to sleep at night and if I was going to do it I was going to go all in so. I got a lot out of it I mean when I I ran my numbers yesterday just because I was curious comparing apples to apples. From March to July of last year. You know what my red part was kind of on average and then March to July of this year and it's up 25%. Oh 25% though there is room to grow. And what does move the needle though what what do you think on that 25% pinpointing what is making that improvement what have you been doing you are ready to read.

24:25Yeah. Yeah. I think the biggest things were the pricing clinic understanding my numbers better because I already you know because I have some experience with that with past jobs not just Amazon but I worked for a marketing company and I did. Everything from bookkeeping sale SEO. I was designing online ordering websites like I did all sorts of random stuff and I know you know how the numbers should look and you know if you're in the greener whatever and occupancy and all that kind of stuff but the thing that was getting me was. I'm trying to push the numbers every time and see where the patterns are but. It turns out what I was missing was how the booking window buried so much and how to track that because I was kind of going by the pattern of when people were booking and it looked like oh if I'm not booked a month out I'm kind of nervous because typically people were booking about a month out but that was probably because I was price so low.

25:31Turns out I can demand a lot more because if you know the seven day pickup and your booking window and you can demand a lot more so it was nerve wracking but testing it you know my booking window I booked three to seven days out but I'm getting a lot more because I'm not worried about booking a month ahead like I was before so even though you know on my own I was eking up the price here and there. There was a lot I was leaving on the table because I assumed that the booking window was a lot bigger than it is now it does change you know. ski season it's going to be further out but in the summer I was thinking it was 30 days like the whole year and that's. True so well combined that with knowing what your competitors are making the amenities you don't have I don't blame you for thinking that you know everything that you were. Basing your pricing strategy off was was correct that you were at the top because you were at the top of your market but I just love that there's.

26:35That you found 25% growth in understanding pickup and your booking window and having the open mind. And that's your off season correct March through July. Yeah that was about that too because I was joining you guys. Right like the worst month is Mark. But I also was taking that is you know that means I'll have the time to really put into it to so let me get as much out of it as possible so that then going into the next. This is season i'll be set up and i'll know I did everything I could I love that and I want to share when you answered that question. About where you see the 25% gain. We would assume we're going to challenge us most people would just say she's increased her average daily rate. But I love that you brought it back to understanding your booking window. And if someone just wants to raise their daily rate that's not going to work if they don't understand. What their booking window is and one of the things just as a lesson for everybody I hear you say right now your booking window is three to seven days.

27:40We know so many people that's when they start to actually discount their rate and you probably see it inside strategic host and inside pricing clinics that's an aha moment of weight I have this automatic. Automatic discount on when it's the peak of my booking window and so those are those nuances that i'm sure maybe you experienced prior to strategic host also. Yeah i mean i think if you do you know look at YouTube videos and other coaches and stuff a lot of them would tell you that that close you should. Discounter you know do something to get it moving but yeah if you know the booking window and your area i think it makes a big difference. What do you think alley it is and I just want us to have this like industry combo right now, what do you think it is about these property managers under. Managing properties like what do you like and how and how how do they charge what they charge oh my gosh and how do they can because I you know we have tons of people in strategic host and even just who DM us on Instagram or YouTube.

28:50Who do their research they interview the property manager like obviously hindsight's 2020 alley but what could you share with some who's listening right now. Who thinks the proper manager is the answer like what did you were there warning signs you didn't quite see or could you never have known until you gave them the chance to manage a property. Given that I was trusting what they said and I don't think that they were lying I think that some of it is it was working for them whatever they were doing for so long and they got stuck in habit and weren't evolving with. The changes that are coming you know booking windows were changing um you need dynamic life to survive. I mean you can't just you know but that's just a no brainer you have to have that and just those two thing 11 but then they also would blame it on the weather. That was a red flag so I know it predominantly known to be a ski area but also people come there in the summer for you know like I said the wineries hiking there's lakes with kayaking there's a whole bunch of stuff that you can do over.

30:02I mean we prefer going there in the summer because from the bottom like where the valley is up to the top where ours is at like 3600 elevation um it can be like a 15 degree difference so if it's hot and humid enrichment and then we go up there it could be like 75 and cool and it's amazing so people will go there during the summer and they were trying to blame everything on the you know the snow wasn't great this year and that's why your winter wasn't on the weather. Winter wasn't often like for them why would you know this month completely empty and it yeah I don't know so yeah some of it I think I I just was assuming that this big company would no more than me and do a better job than me. And yeah I would challenge people to not assume that even if they sound great great sales person on the phone and we can definitely get you this less than that and give it a try yourself first. Yeah. Yeah. How have you rebounded back I'm just going to be honest listening to the first long terminal story.

31:06The next short terminal story I. I'm just seeing for sales signs in the front yard throw in the towel I'm done with it. Can you share how you've been resilient from it because I think that's one thing that. And we've all online and we see people say real estate is there you know path to wealth and they make it sound easy breezy and it's not and I was so thankful for your transparency how have you. Bounce back though from from the mismanagement and the let down because you have you've definitely persevered and come back what what is it that you and your husband is who you invest with correct. Yeah. How do you where do you guys come back to center and decide we're going to keep moving forward. Yeah I mean that's a good question. I think. For me when. You know I really want something to work. Something that help is I look for the evidence and it to the point of it could look irrational like that's evidence because.

32:11I want to work so bad so I'm going to look and say okay you know that they were doing 16,000 if I had done 16,000 and $1 I'm better than them. That sounds irrational like okay. But I will I'll focus on like the tiny little thing you know all someone mentioned that they really like the specific thing that I do that other Airbnb host don't do so that's a sign that I'm doing something right you know everything and then I'll take. I'll talk about that. At least once a month I'll be like you know this is the evidence that what I'm doing is working. So that kind of helped though if I'm having a rough day or a rough month where you know the numbers aren't exactly where I want them. I focus on all of the times that it did go right and. So I'm going to be like you know next time it's going to be different. So that that helped. I'm also stubborn and I want when I want something I want it and I'm going to guess.

33:16I love it. So Ali what's next for you is there another property is there are we just are we content are we good what's what's in the horizon for you. So the goal is to start hosting for other people because I want to be the property manager who does know what they're doing and can be what we had been looking for because you know I know there are sometimes are you know not everybody can. So I want to be the property manager. I want to be the property manager. I want to be the property manager and they're on their own but they still want to have a rental property. They want to have a second home and I want people to have that. So I want to make any money so that's where I'm going next and I'm going to have a very like boutique style. I only want you know a small number.

34:16I want to really be able to dial in everything for them and. I'm so excited for you. Ali for host out there that. I want to pay attention to their booking window they aren't. You know dialed into their dynamic pricing. Can you just share really quickly how much time each week. That you are working on that because I want to show even on your slow month that 25% increase is available to them if they put the tight and effort, of course you're with us and someone just out there today is like, I want to start focusing on my dynamic pricing. How much time are you putting it into that each week? Um, probably less than I was, but I check it, I feel good if I check it once a day. Um, the seven day pickup at least. And if I haven't booked, uh, well, you know, now I'm looking at like that weekend if I haven't booked before I'd be looking at the whole next month.

35:16But now I just, you know, it's easy to check once a day if I haven't booked the next few days, then I might adjust something. But, um, yeah, so I mean, I might look at it for 10 or 15 minutes a day. And then in more detail, uh, every few months, because I'll evaluate like, you know, holidays and stuff. And if there's an event coming up that I just found out about, then I might pop in for something else, but that's roughly what I'm putting in. Super manageable. Mm hmm. I love that. Okay. So if you want to, you're probably excited to go in, right? Because you're earning more money now. So it's like you want, want to go in and progress it. And I'm excited when I get feedback from, you know, the group because it just means there's something else I can change and improve, which I suggest that to people too. I feel like sometimes people, it's their, their asset and they care about it. It could be their second home and they love it. They don't want anyone to say anything bad about it, but be open to that because I think people who are closed off, um, they're doing themselves at the service because just being

36:20open and maybe I need to change something. Maybe I should try raising the price a little or I should have enough seating for the amount of people that are sleeping in my house. Um, that's like that. You're so close to it, right? You're so close to it. You had, if you're anything like an enemy countless late nights setting it up or what I have you and it's just, it's hard to get feedback, but you're absolutely right when you can have another perspective on your property and your open-minded to try things out. Especially, I mean, I don't think there's any, the fact that you are doing so well and you were like, maybe there's room for more. It just makes you really unique and special, Ellie. And I think that relentlessness is going to serve you so well in anything you do, but especially with property management and, you know, and as you grow your business, just never let go of that because that is unique. That is something that Annette and I sometimes will coach someone for years on. You know, name me because we know it's right there for them and you're willing to just receive it. And I want to compliment you and then I went everybody to check out, um, Ellie's direct

37:25booking website, but I want to share something, um, and we'll make sure to link to it in, in the show notes. Stay at Serenity Cabin. I loved Ellie and this is our final question you can share. I love that you had a widget where I could text with you and or a phone number. And I, that right there, the trust just went through the roof. So when you, when you added those two things, do people reach out to you via the text on your website and the phone number? Uh, yes, not, not super often, but they do. Um, and actually I've had people on Airbnb say that they like, they want to be able to call sometimes the, yeah, available. No, I love that. I, that was for all of you out there, like having that listed, it doesn't mean that anybody's going to call you. It's more of just a trust like if I need to, there's someone there that I can call or right there on the website, I can text if I have a question or concern or, you know, just want to reach out to the host.

38:25So well done on that, Ellie, because I noticed those things like immediately. Ellie, anything you want to share before we, um, or we end the episode with anyone listening, anything that you wish you would have heard back when you started that you haven't already shared anything we didn't ask you that you want to make sure is out there. I think I just, I wish that I had had somebody that was experienced like you guys, you know, at the beginning. Um, so if anybody is beginning of their journey, absolutely, um, you know, look into it because having that support, even if, I mean, you get so much out of it with the, you know, revenue, um, help and the rev part going up and all that kind of stuff, but also just not being alone with it because I don't know anyone personally, you know, other than that friend that he was a distant friend that I talked to like once a month. Um, I didn't know anybody who did it and he wasn't really into it, you know, it was kind of his basement that he'd rent out here and there.

39:25So having a group or even, you know, a few people that you can talk to about it because, you know, people, my family doesn't want to hear about rough art. They don't. That's so funny. That's funny. For sure, for sure. Yeah, get around like minded people and not just like minded people, people that are going to help you, um, excel for sure. We agree with that 100%. I'm excited to watch your coasting journey. You're probably going to be for fun, Ali. Thank you, Ali. Ali, so much for being transparent, for being open, for sharing your story and, uh, you know, that you're going to have a lot of hosts out there. Maybe scheduling calls with their property managers wanting to have conversations. But with that, I am Sarah Caracane. I'm in that grant and together we are. Thanks for visiting. Thanks. Thanks for listening to the Thanks for visiting podcast. Hit on over to the show notes for additional information about today's episode.

40:27And please hit that subscribe button and leave us a review. Awesome reviews help us bring you awesome content. Thanks for tuning in and we look forward to hanging out with you next week. If you're a host who keeps guessing at your pricing and you just want to finally get it right, the get more bookings bootcamp is built for exactly that bootcamp runs September 28th, the October 1st. You have to be there. Grab your seat now. Thanks for visiting dot com board slash bookings. Go to thanks for visiting dot com board slash bookings.