Small MSPs Are Still VERY Relevant | EP79

[00:00:06] [SPEAKER_00]: DING BING!

[00:00:08] [SPEAKER_00]: You ever see a peat hole? I can't do this joke justice, but peat homes does this amazing

[00:00:13] [SPEAKER_00]: joke where he goes, do you realize that it was somebody's job? Like it was a person,

[00:00:19] [SPEAKER_00]: it was a human being whose job it was to walk into a sound booth one day and go,

[00:00:26] [SPEAKER_00]: yeah, everything good?

[00:00:29] [SPEAKER_00]: Fine!

[00:00:33] [SPEAKER_00]: And he doesn't want to see him do it and if you're watching it, YouTube.com, I'm

[00:00:37] [SPEAKER_00]: actually adding all things as if you were watching me trying to do it, but I don't

[00:00:39] [SPEAKER_00]: only leave too much of that air, but like the way he's sitting there in the booth

[00:00:43] [SPEAKER_00]: and he's not talking, he just keeps doing like the one, like the finger,

[00:00:47] [SPEAKER_00]: everything okay, like the thumbs up finger thing, he's like,

[00:00:52] [SPEAKER_00]: yeah, japan! Like it's just really funny to think, like he the joke is so real

[00:00:58] [SPEAKER_00]: if you haven't seen it check out my I love Peter on T-Sophony.

[00:01:02] [SPEAKER_00]: Like how do I get that job? Be funnier, Ben and Aaron Eron Eron Eron Eron Eron Eron Eron

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[00:01:44] [SPEAKER_00]: What's everybody, welcome to the All Things MSP podcast. I am still just in S.G.R.

[00:01:48] [SPEAKER_00]: and that is still Eric Anthony and we are still here.

[00:01:53] [SPEAKER_01]: Yes, because we are making the most of this Friday afternoon and recording two podcasts in

[00:01:59] [SPEAKER_01]: a row so that we have enough to make sure that every week you have a podcast to listen to.

[00:02:05] [SPEAKER_01]: We are up to I think in terms of posted, obviously we're recording ahead. Posted,

[00:02:11] [SPEAKER_01]: we've done 76 weeks in a row Justin.

[00:02:15] [SPEAKER_00]: Let's longer than, I don't know, insert random stupid joke here.

[00:02:22] [SPEAKER_00]: You can't be off guard with that one but I have been noticing a lot in the

[00:02:33] [SPEAKER_00]: All Things MSP Facebook group, Facebook.com, such groups, such all things MSP.

[00:02:38] [SPEAKER_00]: I'm seeing an uptick in people who are looking for jobs and I think that is

[00:02:48] [SPEAKER_00]: wonderful in a weird way. As I'm saying, I don't mean it's a wonderful

[00:02:53] [SPEAKER_00]: that you're unemployed, whoever it is. I think it's wonderful that you're coming to the community

[00:02:58] [SPEAKER_00]: and asking the right people because this is the great thing about our Facebook group.

[00:03:05] [SPEAKER_00]: There's almost 6,000 members at the time of this recording in there and

[00:03:11] [SPEAKER_00]: if you need help with something, whether it's with your own team or hiring or looking for

[00:03:17] [SPEAKER_00]: job or problems with vendors, that's what the group is for. We want you to be there and

[00:03:21] [SPEAKER_00]: I want you to interact with the group. Even if you're not sure and I know there's a

[00:03:24] [SPEAKER_00]: look, I know Facebook.com is a cesspool in general and there's a lot of groups like my Facebook

[00:03:30] [SPEAKER_00]: feed is mostly all things MSP and three other MSP groups because I just need ideas.

[00:03:35] [SPEAKER_00]: Apple HomeKit, Unify and once in a while my mother-in-law posting

[00:03:40] [SPEAKER_00]: to a very random like what was around and when you were a kid that's not around now

[00:03:45] [SPEAKER_00]: and she's like, father beings for dinner or something bullshit, whatever.

[00:03:49] [SPEAKER_00]: Like, but check the group out. Hopefully you're in it because you're hearing us and knowing

[00:03:55] [SPEAKER_00]: about the show. But if you're catching a link to this show from another one of our sources

[00:04:00] [SPEAKER_00]: whether that's Instagram or LinkedIn, do head over to Facebook.com, say a group, say all things

[00:04:05] [SPEAKER_00]: join the group, see what's happening and help one another. We want to really foster that

[00:04:10] [SPEAKER_00]: community and I think that's a very important part. So I'm not having the people are getting fired

[00:04:15] [SPEAKER_00]: but I am having the people are asking for potential updates. And I think there's a couple of

[00:04:22] [SPEAKER_01]: things I want to say about this. Number one is people frequently ask if it's okay to post something

[00:04:27] [SPEAKER_01]: like that. Yes, 100% if you are looking for a job, post to this group, this group is meant

[00:04:34] [SPEAKER_01]: to talk about the non technical side of being an MSP. And finding a new job is part of the

[00:04:40] [SPEAKER_01]: non technical side of being an MSP. The other thing that I want to say that speaks directly to

[00:04:45] [SPEAKER_01]: what Justin was just talking about is that one of the things that I love about the Facebook

[00:04:51] [SPEAKER_01]: group, it's functionality even though they've taken some things away which I don't like but

[00:04:56] [SPEAKER_01]: this one I really do like because it helps in the circumstance. A lot of times conversations

[00:05:01] [SPEAKER_01]: about your business are sensitive, right? And you don't want people knowing who you are when

[00:05:07] [SPEAKER_01]: you're asking a sensitive question. That's why I have left the anonymous posting feature turned

[00:05:13] [SPEAKER_01]: on in the Facebook group. First of all, the Facebook group is private. I mean yes there's

[00:05:18] [SPEAKER_01]: 6,000 people in there. You can almost say that it's public because of that but we do, you know,

[00:05:26] [SPEAKER_01]: sort of a vetting process to make sure that people are part of this industry before we let them in.

[00:05:33] [SPEAKER_01]: And so, you know, we do try and limit it to a bit but having that anonymous feature allows

[00:05:41] [SPEAKER_01]: you to ask a question without the fear of people knowing who's asking the question. And so if

[00:05:47] [SPEAKER_01]: you need to ask the question and I suspect you do make sure you're using the anonymous feature.

[00:05:53] [SPEAKER_00]: Yeah, that's why the group is there. That's my from the group section by the way.

[00:05:59] [SPEAKER_01]: I mean that's good from the group session. I think it's really interesting.

[00:06:02] [SPEAKER_01]: First of all, the outro for that. Have you ever wondered how much time your team spends in

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[00:07:18] [SPEAKER_01]: propel your MSP business to new heights with produce aid. Cool, that worked. I was a very

[00:07:24] [SPEAKER_00]: hard following. So today, Eric and I want to come to you and talk to you about why this is kind of

[00:07:30] [SPEAKER_00]: a hot button topic despite when this episode finally does air my guess knowing Eric scheduled

[00:07:36] [SPEAKER_00]: this will be airing in 2026. But the question is why we think MSPs will smaller MSPs will

[00:07:43] [SPEAKER_00]: still be relevant in 2025, which is weird because it's now 2026. So like why are they

[00:07:49] [SPEAKER_01]: coming up? I'll be kidding. I'm kidding. No, I'll change the title if it doesn't come up to you.

[00:07:55] [SPEAKER_00]: No, but why smaller MSPs are still relevant. Now this is an interesting one because

[00:08:00] [SPEAKER_00]: a couple episodes ago I talked about I went to this training thing and at the training

[00:08:07] [SPEAKER_00]: I was the only consultant. I was the only MSP, all the other attendees were

[00:08:17] [SPEAKER_00]: enterprise, war enterprise, reseller enterprise, pre-sale kind of people, none of them were

[00:08:23] [SPEAKER_00]: consultants. And they're talking about dealing with big pharma companies and big things like

[00:08:33] [SPEAKER_00]: that. And I'm thinking to myself, I'm like none of the companies that are in this room can handle

[00:08:41] [SPEAKER_00]: my small graphic design firm or my small public relations firm or even my 300-person non-profit,

[00:08:48] [SPEAKER_00]: which isn't really enterprise because according to some people, 300 people still a small business.

[00:08:56] [SPEAKER_00]: So there's a relevancy for you, the MSP, the listener, in today's day and age.

[00:09:04] [SPEAKER_00]: Just spite what some people are saying. And you know what really gets me now that I'm thinking

[00:09:08] [SPEAKER_00]: about this? Like because you know me, I always stop on my head. A one-two-in-a-vent, I don't

[00:09:13] [SPEAKER_00]: not gonna say where or who. But there was a speaker who was talking about the growth patterns of MSPs

[00:09:24] [SPEAKER_00]: and they said, you're still in infence stage. If you are, if your top-line revenue was less

[00:09:32] [SPEAKER_00]: than $10 million a year and if you have 20 people and I'm like, and I was like, do!

[00:09:40] [SPEAKER_01]: Wrong. Yeah, absolutely. Oh, I have a lot. No, continue, please. No, no, but I'm saying like,

[00:09:48] [SPEAKER_00]: that's not the way to think and I think there, it wasn't like this person was an MSP for healthcare.

[00:09:55] [SPEAKER_00]: I get it. If you're in healthcare, you have made it in the shade, you're good. But like,

[00:10:00] [SPEAKER_00]: I know 300, I know 300 applicants, none of them do health. I mean, something I'm doing

[00:10:04] [SPEAKER_00]: healthcare is like small doctors, but even at that, like these smaller firms need help from

[00:10:10] [SPEAKER_00]: someone who's going to have smaller firm brain, right? Yes. You can't have a company that has

[00:10:21] [SPEAKER_00]: a $10 million top-line revenue helping the five-person design firm because your ideals are on the wrong

[00:10:29] [SPEAKER_01]: completely mismatch of what another. Yeah, 100 person MSP is not going to be good at servicing

[00:10:36] [SPEAKER_01]: a 10-person or a 10-user client. Correct. There's not. You see it and by the way, those MSPs don't

[00:10:43] [SPEAKER_01]: want those clients because they're aiming higher. And I don't want to say that's a bad thing,

[00:10:51] [SPEAKER_01]: right? I think it's actually good that MSPs are going up market to larger medium-sized businesses

[00:10:58] [SPEAKER_01]: and small enterprise, right? I think it's great that our industry is breaking into that.

[00:11:05] [SPEAKER_01]: However, as they do that their ideal client becomes those clients. Their ideal client is no longer

[00:11:15] [SPEAKER_01]: the five-user 10-user law firm and so you have to have somebody who that is their ideal client. And that's

[00:11:26] [SPEAKER_01]: why I think that small MSPs are going to be relevant for many years to come is because small

[00:11:33] [SPEAKER_01]: medium-sized business because of the way the economy has been distributed now is the fastest growing

[00:11:41] [SPEAKER_01]: part of the market. Yeah, okay? And because of that there's always going to be a need for MSPs.

[00:11:49] [SPEAKER_01]: Now there's a lot of churn in the small medium-sized business market, right? Because they have a tendency

[00:11:54] [SPEAKER_01]: to go out of business more but there's also more of them popping up. I think in the last episode

[00:11:59] [SPEAKER_01]: I said every hour but you know that's the thing is that there's just once you grow the MSP to a certain

[00:12:10] [SPEAKER_01]: size your ideal client changes and you're no longer servicing the ideal client that you were

[00:12:19] [SPEAKER_00]: five ten years ago. I can hide that from person experience, right? Because when I first started

[00:12:25] [SPEAKER_00]: as a single person company I was blending a lot of residential and smaller businesses and

[00:12:33] [SPEAKER_00]: as a single person I had a business that was 20 people and I couldn't handle them. Now

[00:12:40] [SPEAKER_00]: we're looking to drift with a 14-person company but let's say five of them are on a repair shop

[00:12:44] [SPEAKER_00]: so like into the middle of the wiring. So let's say we're a six or seven-person company now like

[00:12:50] [SPEAKER_00]: we can handle a 50 hundred-person office without a problem and as we grow that's going to be the thing.

[00:12:57] [SPEAKER_00]: At some point I won't take on a customer that is less than ten people because it doesn't

[00:13:04] [SPEAKER_00]: make sense because of where we're growth and in order to maintain that that growth cycle. Now

[00:13:10] [SPEAKER_00]: not everybody wants to grow also, right? If you're one or two-person MSP and you're comfortable

[00:13:16] [SPEAKER_00]: and you like it there and that's fine there's nothing wrong with that. You're still needed because

[00:13:25] [SPEAKER_00]: they're going to be home users, they're going to be small offices, they're going to be niche offices

[00:13:31] [SPEAKER_00]: and they're going to be you know let's say your ideal client is less than 20 and we've talked

[00:13:36] [SPEAKER_00]: about ideal client profiles in the past and things like that before like be true to that

[00:13:42] [SPEAKER_00]: and adjusts it accordingly but yes you're still going to be needed there's no way that I

[00:13:48] [SPEAKER_00]: at a 15 or 20-person company could maintain the value that I need by taking care of

[00:13:58] [SPEAKER_00]: residential at this point or five offices at this point. Now I also want to say like

[00:14:05] [SPEAKER_01]: if you're just doing residential that's not a bad thing if you are making the amount of money

[00:14:11] [SPEAKER_01]: that you want to make doing residential and especially because this is the case for a lot of those

[00:14:17] [SPEAKER_01]: if you have the lifestyle that you want to have and you're doing residential fine and by the way

[00:14:22] [SPEAKER_01]: there's actually some pretty decent money in the Aflu-Wentrol residential

[00:14:28] [SPEAKER_00]: high-tea services market. Oh you're definitely dead air yeah there is because you know even

[00:14:38] [SPEAKER_00]: an area where there are Aflu and people there are still plenty of bases because those skillsets

[00:14:44] [SPEAKER_00]: truth be told and I actually have like one or two on our both they don't care about technology

[00:14:50] [SPEAKER_00]: they just want much like they act the same way of business acts they don't care that it's broken

[00:14:54] [SPEAKER_00]: they just want it fixed and they're at a point in their life financially where they can just go

[00:14:59] [SPEAKER_00]: just come in and fix it right and so that Aflu and residential is a huge actually I think it's kind

[00:15:06] [SPEAKER_01]: of an untapped market a little bit. I think so too and the reason why I think it's untapped

[00:15:11] [SPEAKER_01]: is because there's a lot of risk involved in those types of clients so it's a double-edge thing

[00:15:21] [SPEAKER_01]: right they have the money to pay for it they have the elevated risk because of how much money

[00:15:28] [SPEAKER_01]: they have or how much assets or the number of computers they have the number of cell phones they

[00:15:35] [SPEAKER_01]: under their household right and so their their risk footprint is much larger and so there's

[00:15:44] [SPEAKER_01]: there's great opportunity as well as great need there with great responsibility comes great need

[00:15:55] [SPEAKER_00]: the third Tony Stark picture here no spider man it's Uncle Ben dude

[00:16:02] [SPEAKER_00]: remember this great power comes great responsibility oh would it okay we're not cutting that part that part

[00:16:12] [SPEAKER_00]: it's definitely stayed now all see you just figured out the the the thumbnail of this episode

[00:16:19] [SPEAKER_00]: there's just a bunch of spider-wet like the thwips across the room so yeah I still think that

[00:16:25] [SPEAKER_00]: whether you are doing residential affluent residential or even small to meet small business and

[00:16:31] [SPEAKER_00]: again depending on how you want to define what a small to meet the businesses because we still haven't

[00:16:35] [SPEAKER_00]: actually defined it ourselves there's plenty of room for it the the trick here would be

[00:16:41] [SPEAKER_00]: if you're living the lifestyle that you're comfortable with and you're happy there don't

[00:16:45] [SPEAKER_00]: supplicing to us but if you're not like and you want to get more out of it without

[00:16:52] [SPEAKER_00]: growing you're like there are ways who make more money without growing your business right like

[00:16:58] [SPEAKER_00]: you can make more money on your existing customers without becoming a three four five person

[00:17:03] [SPEAKER_00]: office by looking at other services now when we talk about things like

[00:17:08] [SPEAKER_00]: dark web scanning or backup those are great services to sell to those smaller companies especially

[00:17:12] [SPEAKER_00]: those smaller companies because they probably have zero security right right we don't need to sell them

[00:17:18] [SPEAKER_00]: on massive barracuda setups and all this other crap but like you could sell them on

[00:17:25] [SPEAKER_00]: defender or avidon which is not expensive you look at low cost high profit items that can help you

[00:17:33] [SPEAKER_00]: sell to these customers one of the greatest stories that I love to tell in the he's a member

[00:17:38] [SPEAKER_00]: of the group is my friend Steve Sorba set up north west and we read it we're at aces and

[00:17:46] [SPEAKER_00]: we were talking about it was one of the first ones when watching monitoring was still like a thing

[00:17:51] [SPEAKER_00]: and he was trying to figure out like how to make money on monitoring people's computers I'm

[00:17:55] [SPEAKER_00]: was like you you can sell watchers it was like I've ever think at the time it was like $200 a month for

[00:18:01] [SPEAKER_00]: like 1,500 computers in your database or something we're taking us. I was like you could sell this

[00:18:07] [SPEAKER_00]: to your customers at five seven ten dollars a month to monitor their computer and they will pay for it

[00:18:16] [SPEAKER_00]: that's the benefit of doing that and you can do it as a one off as long as you're able to maintain

[00:18:22] [SPEAKER_00]: what comes from it and I just wanted to pull this up because I got an email from someone

[00:18:28] [SPEAKER_00]: from our friend Paul Green which is if you're charging $35 a user charge 39 instead 45

[00:18:35] [SPEAKER_00]: is the same as 42 or 47 99 is the same as 89 perceptual change when you go over 100 so I was

[00:18:41] [SPEAKER_00]: channeling that when I think of this because like you sell this monitoring tool for

[00:18:46] [SPEAKER_00]: five seven nine dollars a month you have 50 users okay and nine let's take just make it 10

[00:18:54] [SPEAKER_00]: to make it easy that's $500 a month half of it goes to paying for the software and the other

[00:18:58] [SPEAKER_00]: half is profit like and now you're adding an extra service to them you didn't have to do any more work

[00:19:04] [SPEAKER_00]: there's great services that are out there to help those small companies that don't have to be massive

[00:19:10] [SPEAKER_00]: massive enterprise-shading like yeah you might not be all up in

[00:19:17] [SPEAKER_00]: Antra you know a five whatever they're calling it these days

[00:19:22] [SPEAKER_00]: you might just need to sell some office 365 licenses and just like add on defender make sure they're okay

[00:19:28] [SPEAKER_00]: and that's okay but you can keep in that business but those companies are going to keep

[00:19:32] [SPEAKER_00]: up around the other thing you would send earlier which is like new businesses pop up every hour

[00:19:36] [SPEAKER_00]: like everyone wants to be an entrepreneur nowadays right like remember what I know like it was

[00:19:42] [SPEAKER_00]: it cool like it did it was like super cool and now it's kind of dying off but like everybody wants

[00:19:47] [SPEAKER_00]: to be an entrepreneur go on Instagram and search entrepreneur I mean the amount of garbage is out there

[00:19:52] [SPEAKER_00]: but you'll you'll see everybody wants to be an everyone's trying to find a way because they know that

[00:19:58] [SPEAKER_00]: corporate is not you know in this day an age corporate doesn't work for a lot of people

[00:20:01] [SPEAKER_00]: and everybody just wants to be the CEO so a lot of companies are starting out and those

[00:20:07] [SPEAKER_00]: companies who do make it because there's plenty of better just bullshit those who do need need

[00:20:12] [SPEAKER_00]: IT services and you as an MSP would be so lucky to work with a business at small and help them

[00:20:21] [SPEAKER_00]: grow to the size where they don't need you anymore like I know it hurts to lose a client but like

[00:20:28] [SPEAKER_00]: that's a good thing for you I help them I started them I helped them when they were small

[00:20:34] [SPEAKER_00]: I helped them get to somewhere and I helped kick start them that's a great thing for your portfolio

[00:20:39] [SPEAKER_00]: so don't look at it as a bad thing do help those won't because you never know and maybe they'll

[00:20:44] [SPEAKER_01]: take you for the ride you never know and there is a there is a transition that you can do with that right

[00:20:52] [SPEAKER_01]: because basically usually what happens in that scenario is they get big enough

[00:20:58] [SPEAKER_01]: that they need their own tier one on site right that's usually that first step so you can still

[00:21:06] [SPEAKER_01]: transition to having tier one on site and you guys handle everything else in a co-managed environment

[00:21:14] [SPEAKER_01]: right then they grow to the point where they need their own tier two or above

[00:21:21] [SPEAKER_01]: and you can hire that internally for them as well and you maintain your position as the virtual

[00:21:28] [SPEAKER_01]: CIO virtual CTO still making the decisions still being in the room to make decisions with

[00:21:37] [SPEAKER_01]: senior leadership and you should be able to create an environment where for almost as long as

[00:21:46] [SPEAKER_01]: we're probably going to live they're not going to outgrow that situation yeah we already done

[00:21:52] [SPEAKER_00]: them before we have a client where they have internal IT we act kind of a fractional CTO and we were

[00:21:59] [SPEAKER_00]: help we were involved in the helping of hiring their second like their new tier one in fact the

[00:22:05] [SPEAKER_00]: person who was in charge of the IT department had me interview the person and I interviewed like a bunch

[00:22:11] [SPEAKER_00]: and then the person I picked was the one that they hired I was like this is the right person for the job

[00:22:16] [SPEAKER_00]: like and I was at the time I was a three person office and I'm helping a much larger firm like

[00:22:24] [SPEAKER_00]: you can do that so there are ways to stay small and stay relevant

[00:22:30] [SPEAKER_00]: right other piece of this though and something we haven't really talked about yet

[00:22:34] [SPEAKER_00]: is you still need to stay up to date with everything that's going on because

[00:22:42] [SPEAKER_00]: you want to stay small fine you want to stay relevant more important you can't keep doing

[00:22:48] [SPEAKER_00]: things now that you did three four or five years ago so you do need to put the time into stay

[00:22:54] [SPEAKER_00]: up to date with search training whatever but you can keep your business small so don't

[00:23:03] [SPEAKER_00]: couple the two things that small means slow or small means irrelevant there's a lot involved here

[00:23:10] [SPEAKER_00]: and we're talking very broad terms on this show but like you can be a two person office a three

[00:23:16] [SPEAKER_00]: person office and stay that way forever and you can be dealing with like we said affluent residential

[00:23:24] [SPEAKER_00]: small business and then helping grow these bigger businesses and keep that going and still be a

[00:23:29] [SPEAKER_00]: three person because also we think differently not the steel and appleism but like a three

[00:23:37] [SPEAKER_00]: person company thinks a little bit more scrappy than a hundred person MSB right and I think the

[00:23:43] [SPEAKER_01]: key word here and it's weird that I already put it in the title right or in the the placeholder

[00:23:50] [SPEAKER_01]: title right about being relevant and and that is that's key and and I think there's two things

[00:23:56] [SPEAKER_01]: that we've talked about today that really relate together and and kind of form the keystones

[00:24:02] [SPEAKER_01]: for this conversation and that is your ideal client now we've talked about ideal client profile in

[00:24:08] [SPEAKER_01]: terms of marketing before but I think there's also an ideal client profile when it comes to culture

[00:24:14] [SPEAKER_01]: in terms of culture fit as well as an ideal client logistically because I think certain size businesses

[00:24:22] [SPEAKER_01]: are more efficient at serving certain size businesses part of its culture part of it is logistics

[00:24:31] [SPEAKER_01]: and then to tie it all together you have to make sure that you are staying relevant to your

[00:24:40] [SPEAKER_00]: ideal client yeah that's a little boat of tie that off to in the episode yep awesome

[00:24:47] [SPEAKER_00]: well if you're questioning whether or not you're relevant let us know a facebook dot com slash group

[00:24:51] [SPEAKER_00]: slash all things MSP follows youtube dot com slash at all things MSP and watch me and my most awkward

[00:24:57] [SPEAKER_00]: phase trying to like get comfortable in my chair during this entire episode that was weird I'm

[00:25:02] [SPEAKER_00]: so subconscious about the fact that like we put these episodes on youtube because I know if you're

[00:25:06] [SPEAKER_00]: listening in your car you don't see the twist and turns and drinks that I'm taking during shows

[00:25:12] [SPEAKER_00]: or when I mute my mic but if you want to see that weirdness youtube dot com slash at all things MSP

[00:25:19] [SPEAKER_00]: follows on all of your favorite podcasting tools patreon dot com slash at all things MSP

[00:25:24] [SPEAKER_00]: and any words for the people at home before we leave for leaving them leaving them wanting more

[00:25:30] [SPEAKER_01]: of the team as the podcast Eric so I think the one thing that I would say is ignore all of the hype

[00:25:37] [SPEAKER_01]: around large MSPs there is going to be plenty of business for smaller MSPs for years to come

[00:25:44] [SPEAKER_01]: focus on you not what the other guys doing and just keep doing it goodness that a better myself

[00:25:50] [SPEAKER_01]: that's Eric I'm Justin bye! thanks for listening and don't forget to subscribe to us

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