what's going on everybody welcome back to another episode of hobby jobs here on the stacking slabs network a special edition of hobby jobs you're probably used to at this point hobby jobs hitting your feed on sundays well that happened and we had a little bit of a scheduling conflict so we are giving you all a special edition of hobbyjobs and if you are new to hobbyjobs this is the show where we make the invisible work behind the hobby brands visible so the right customers candidates employees and partners understand who are the people building cool businesses in this space i think it's really fun to try to tell the story of the owner entrepreneur operator that is building the infrastructure behind our industry it is easy to talk about growth from the perspective of sales volume all time record high sales number of individuals entering this hobby but i think there is a greenfield space to share the story of people building cool businesses and hobbyjobs is really running part and parcel with passion and profession so you're going to get more operator content here on stacking slabs it's something i'm interested in as someone who spent fifteen years in tech building businesses and then coming over to sports cards and making this my livelihood i started to realize that there was a lot of cool stuff happening and a lot of opportunities that were popping up but there was not many people talking about the behind the scenes and meeting with the people that were quitting their nine to five in corporate america and going all in on the hobby i'm one of those individuals so i am very very interested in learning from other individuals doing that and my goal with this is to just elevate the conversation around the business builder in this space and i'm very fortunate to talk with so many incredible entrepreneurs on a weekly basis and as i was having these conversations i thought you know these would be cool to share and so we did drop a brand new edition of hobby jobs the newsletter so make sure you check that out on the substack or the stacking slab substack the link is in the show notes it's free would love for you to sign up there and because this is a special edition i am not going to run through kind of operator observations that will happen again this sunday on that edition but i am going to share a awesome conversation that i had not too long ago with garrett and garrett is a awesome business builder in this space building neighborhood card shop i got the opportunity to meet him at columbus card fest we connected thursday night before the show started talking about cards talking about business talking about a lot of different things and i thought you know what this would be a really cool conversation to have and so once the show started got some time with garrett and that's the conversation that you will hear today this week is a big week for the industry a lot of you will be out at fanatics fest set up making connections having conversations if you are going to be at fanatics fest and you hear this and you are someone in this industry building i would love to chat you can email me at stacking slabs at g mail dot com or just send me a dm that is my goal i want to meet with as many cool people building cool stuff as possible there's a lot of fun behind the scenes stuff i am working on that i will share with all of you very very soon regarding hobby jobs how you can get involved just areas of opportunity but for now we have a really fun conversation with garrett neighborhood card shop can't wait to share it with you so let's get into it.

alright we are back we have garrett neighborhood card shop here i'm excited we got a chance to meet last night we're doing these recordings at the columbus card fest the famous ryan card collector too is putting on the show we're we we are fortunate to be in this amazing spot where we're looking out at the show what what are your first impressions garrett of what you're seeing here i mean the show's packed look at its first day there's all the dealers seem busy ryan did an amazing job setting it up you're not jam packed right like one thing when i go to a show i wanna like be able to like breathe and move and not like feel like i have to squeeze my way through everything and i feel like the setup is amazing for both the dealers and the buyers yeah it's been cool i'm excited to get down there and get in the mix and the action we were having a fun conversation and before we talk about your shop and kinda the makeup and how you think about it maybe share some well i guess has it always been cards like have you always worked in cards were you working a corporate job before yeah so i was doing medical device sales and i have a family friend greg lambert who owns teammates he said hey you should start you know looking into cards you know you played college sports and you know you do sales now i was like sure like i didn't know there was money in that and like it's you know i'm generally always interested in sports and was doing medical device covid happened i was buying cards and collecting before that i collected like pokemon cards as a kid but covid happened and being a medical device i kinda go into any hospitals right and i was still getting paid to sit at home and do nothing so i said i am gonna put all my efforts into this and focus on it and put every dollar i had into fernando tatis which actually ended up paying really dividends for me during that time because he was very popular and then i yeah sold those and did pretty well on them my wife got pregnant and i said you know what i'm gonna do this full time i don't wanna go back into medical device and the rest is history how important is having that professional skill set in being a medical device salesman which i know is a very lucrative job if you're good at what you do but it's very complicated from a product perspective right you're going into hospitals it's a different audience you're trying to sell to certain people like how how did that experience impact kinda your mindset in getting into cards and building a business there yeah i think if you could sell to doctors who are some of the most strong minded people probably in the world then i think you could probably sell to anyone but yeah i think just having that background i've been in sales prior to that as well i think help the transition of the cards and i'm a people's person you know i'm all about relationships so i think just naturally like if you're very passionate about like i love cards now right like i eat sleep breathe it right if you're very passionate about what you do i just think people generally if you're a good person wanna do business with you when you couldn't go into the hospital and you decided to put more of your energy into cards did you was the plan that this is what i'm going to do full time on the other side of it i went in with the mindset of i'm gonna see what i could do in a year or two because my wife also got pregnant so i was like you know it'll give me time to spend with my my newborn it's like we could focus on this like we can make enough money that you know i could support the family and yeah just the year into it i was like yeah i could definitely do this full time i enjoyed what i was doing and i think in life if you enjoy what you're doing regardless of what you're making you're just happier right like if i made ends meet and was just getting by i think i i still would be doing it to this day versus going back to medical device sale where you can make really good money right and i was making really good money but i was just i i don't think you're as happy as you truly are if you are actually doing something that you love what were those early opportunities for you that you identified that you know because there's so many different things you can do in cards so many different areas to or ways to spend your time like what were those opportunities that you saw that stood out where you're like i enjoy this and like this is a good way to make money yeah i think i played baseball in college so i i naturally focused on baseball just because i felt like i you know not that i was a scout or anything but i'm like oh this guy has potential right and i i naturally gravitated towards baseball and got lucky with you know some prospects and stuff like that and then realized that there's opportunity on you know buying early on people you believe in and and that but yeah i think just if you believe in what you're buying and then you could sell that that that helps too right to whoever you're selling to so i think naturally for me it was baseball but then it you just you pick up on trends and stuff as well and i got big into grading during that time and that was when grading was actually affordable right and and that was when the boom happened when you could open a box of twenty eighteen i remember vividly i opened a box of like twenty eighteen prism retail right it was like eighty five dollars at the time luka rookie year and then you're i was sending in you know trae young bases luke good yeah it's like and then it comes back and you're like wow this trae young base is two hundred dollars what's going on i paid six dollars dollars seven dollars to grade it and then the rest is history and then yeah the boom happened and if you got in before the boom you naturally were doing good just based off of anything you bought prior to that you know was up so so the getting and that's you're the second person i've talked to today that has made said a very similar statement did being active in the boom help you make money that you could then take to to to start the business yeah absolutely i i naturally saw i mean i definitely lost big on cards too during the boom right because stuff was so like it would land in your mailbox and the next day it was either up or down right depending on most of the time it was up during that time but during that time when i was making money i also wanted to build relationships with like a lot of big companies and i started focusing on building i i was working with distributors like southern hobby and other other distributors and focus on building like a wholesale type business because i had these relationships with these breaking companies and shops i didn't have a shop at that time myself and that's kinda where i focused any money i made because with distribution you gotta put money in right before you sell allocation so i was losing a lot of money buying you know overpriced product at the time but i knew it would pay off you know in the long run if i just kept kept doing that and then i did that for two or three years of just wholesaling and built a very big business just wholesaling to a lot of the big a lot of the big streamers and shops and that's kinda how i took the next step from there i wanna like dig into that because there is relationship building that i'm sure from your previous professional life you used in this line of work there is obviously you have to get access to the product like how did how did you think about like building relationships with people like ryan johnson like how like what was your approach what was your mindset yeah i think i think the show that really kinda put it all together for me was i wanna say it was in vegas and it was a show that like southern put on or something i can't remember the exact show it was but that's where i met a lot of people like in person you know got their numbers just started chatting with and just building relationship from there and then you know if you're a good person then you're doing good business you know people are gonna refer you as well and then i just started getting a bunch of business that way through just doing things the right way right i would ship overnight wouldn't charge people and then people would be like wow thank you not a lot of people do this i was just doing things that i knew yeah cost me extra money but i knew it would pay dividends down the road like from getting referral business and then yeah the rest is history just like a lot of breakers that you work with if if they like you sometimes they don't wanna give out who they work with right because they wanted to get all the product themselves but yeah at that time you know i had i i was working with backyard breaks i was working with all the biggest breakers in the world and a lot of the biggest shops in the world and that time a lot of you know it was just crazy everyone was opening personals way more than you would see today right because cards were just during covid insane everyone was at home bored so i built yeah like i just felt like i built a very good wholesale business through just the relationship aspect and a lot of referral business which is is key in this in this business right like if you want good deals if you want good business like just having those relationships and people to rely on is i think the i always find it interesting because referrals are always like the the number one lead source for individuals especially in this space but it's not like you can just say alright i'm gonna go start my referral engine i'm gonna go start this because everyone else is talking about it it takes a lot of like intangible skills good communication doing things other people aren't doing like how do you how did how did you think about like the referral business like when you were at that point and even now like how do you think about it yeah i think anytime you do business with someone first time that first impression is key right like if you're slow to communicate or you're slow to ship or whatever that may you're slow to pay like that's just gonna leave that impression on them like i don't really wanna do business but if you just like over deliver and over promise then like of course they're gonna wanna do more business with you and then they're gonna refer you out and i felt like when i was doing the wholesale like i said i was doing things that other people weren't like shipping overnight you know on the house which is very expensive right but i i felt like things like that is what kinda separate you and if you wanna stand out and do things to to stand out you have to kinda think outside the box and and be willing to you know take a little less on on certain products or or spend a little more on shipping just do things that kinda like make people remember so when did you get serious about opening a shop or did you ever get serious or did it just happen like what was the plan so me and my business partner anthony we're like i said we grew the wholesale business to pretty significant number and we're like we just knew the writing was the wall with fanatics taking over and topps taking over and just wanting to kinda cut out that middle man and i said we have to either open a brick and mortar or we have to go do something different you know or just enjoy the hobby and buy singles and flip singles but we saw the writing on the wall with them taking over that we would have to have a brick and mortar if we wanted to stay in this game because they were trying to eliminate the middle man they don't want they don't want you buying product from them and just moving it sideways right to another shop or to breakers so we opened up the we opened up neighborhood card shop yeah about three years ago now and yeah the rest is history so your instincts said if we wanna continue doing what we're doing at as all these undeniable changes are happening across the industry we needed to open a shop and it's usually people have the shop which is interesting what was did anything change for you yeah i mean i've never owned a brick and mortar i've never had to deal with employees i was you know it was just me and my partner doing our own thing so you know there was a lot of change for us there was a lot of a lot of logistics that we had to figure out and you could get advice like from every other card shop and things not to do and what to do but i think until you're in it like truly in it that's when you really find out what works for you and you know your business partner or your company so yeah how do so how did you think about the fact that like you've got a lease you gotta pay for you've got employees you gotta pay for and those that's money you would just get put back in the product that you knew you get a margin on like what was that mindset shift that that's the game and that's what you had to do yeah i mean we live in a small town lodi like it was like you know very small town i was like i don't even know if people are gonna come i don't even know if people even collect cards in my town you know what i mean so that's the other that's the other component you know we're gonna build this worst case scenario we're streaming online we could still sell boxes and you know we break and and we're gonna grow that and we i think we started with five employees right and we're closed tuesdays we're just figuring things out you know and we're super thankful for the lodi community because they did support the shop and and it was a very good outcome for us and we did zero marketing we didn't do anything like we didn't really promote the shop that much just online on social media but other than that yeah it just kinda naturally took off for us and i think again it goes back to the relationships like people that i knew came and supported the shop just based off of like doing business with me in the past so i thought that was very awesome my first exposure to to neighborhood was i was telling you last night you know top dub topps chrome wwe came out and i was like you know what i i don't buy and do a ton of breaks but for me for wrestling especially when it comes out it makes a lot of sense to me and you know i'm just like going through the app and just looking at everyone i land on neighborhood and i look and you know running good breaks and it's like okay cool this is a cool shop and then i'm going through instagram and everything else and it that was like my first exposure which i would imagine like your first customer exposure is probably less people coming to your storefront and more people coming to your digital front so absolutely is is that like digital side and like the breaking streaming is that like the primary driver of your business right now i think in order to have a successful brand shop whatever it is you kinda have to do everything in today's world right like being a brick and mortar if you're not doing tcg and pokemon which is very popular right now if you're not breaking online and if you're not buying and selling in shop then it makes it very difficult if you're relying on you know just what the foot traffic that walks in i think it's it's difficult in today's market with the prices of wax right like you there's there's not lines out the door of people walking in and saying oh give me that five thousand dollar box i wanna rip it today right like like we're realistic and know that a lot of that is being broken and and and it gives people a chance that do wanna be in buy into those box prices a chance at affordable price with breaking so i think we we kinda divide our business into all three of those with tcg pokemon breaking online and then our store but relying on one i think would be very difficult in today's market how do you think about the on air personality the person that's an extension of your brand the person that's selling your product like that is i think one of the most important positions in sports cards right now or pokemon or whatever like how do you think about the traits that that person has to have yeah i mean they're on the big stage right they're they're the ones that are essentially representing your brand and business right so you not that we're not like training them at like athletes right and have pr training and stuff like that but obviously you hope that what they're saying you know kinda represents your brand and maybe we should do that right so that way because nowadays all it takes is for you to get clipped or say something wrong and you'll be all over the internet and it could have a definitely negative impact on your business and your brand but i think just in general if you're doing your due diligence hiring and and you know whoever you're hiring for that online breaking position or you know you've done your due diligence hopefully that you trust them and and that they'll represent your brand to to what you want it to be when you think about like differentiation there are a you know you you mentioned like you gotta shop in a small city in california but like like being online changes everything right the exposure and just opportunities like how do you think about like differentiation like you open up apps and you combine the brakes for to there's a hundred thousands of companies that are doing what you're doing but like how do you think about standing out yeah i think it's difficult i think we try to do a good job representing kind of every sport as well right like for you example you you found us because of wwe and nature who's very passionate about wwe that's like his thing that he loves to rip the most so if you put people that are passionate behind whatever sport they're ripping i think that's what kinda gravitates towards the collector right like you might only wanna join with him now because you like his personality you like you know you know we're feeling breaks and and you're you're a wrestler that you enjoy buying is available and you know i think that's that's the biggest component is you're you're putting people that are passionate behind whatever they're selling and they actually know the product right it's easy just to sell a product that's hot but if you're actually passionate about it and know the product inside out know all the wrestlers know what you're chasing and could actually like explain to you as the buyer what you could potentially hit then it makes you feel more comfortable buying maybe in that in that setting so what i hear there is like just having passion and i think one thing i preach all the time is just like the importance of like education yep not being transactional playing for the long game like when you think about like content when you think about about like educating getting the right personalities in who are going to kinda inform people like that's like a long game approach so like how do you kinda think about like these moments where you buy a bunch of product and you lose money on it versus like you know you buy a product and you you make money off of it like but this is a very very long it has a long trajectory and a long game like how do you how do you like stay even not get down too much or not get high too much yeah i think in this business you realize that collectors and buyers are gonna buy the products that they enjoy at whatever price point that they feel comfortable with and there's gonna be some product that i know you'd mentioned last night like wwe delight you you felt like there was a lot of value in that and that product went up a lot and was a lot harder to get than maybe hobby and stuff so we know that there's gonna be products that aren't as desired and they're gonna be tougher to move and are gonna take longer to fill so we'll have to discount and that's where i think we have to do a good job at taking care of the people that support us as well right like if you bought into multiple of our breaks it's like hey i'm willing to give you a deal on this and it's not about the money i know he's your favorite wrestler so like you know yeah maybe this isn't the most popular product but if you wanna you know take a stab at it like we're at least willing to like you know give you a very good deal like you chase your favorite wrestler we're not making much on this but we unfortunately there's times we have to move product that isn't as desired right as a company we get we get solicited all the product and you know we are kind of we're kinda graded in a sense on how much product we take of and if we skip out on certain products it could negatively impact us as a company as well so unfortunately we take everything and there's certain things that aren't as popular as others how like how do you think about those moments where you're evaluating the performance of a specific product and you're looking and you've got cases like stacked up like when do you make the decision of like this needs to be discounted versus like or how do you this needs to be discounted versus we need to put this in a mixer with a new product that's out like i see that all the time and like i'm watching the market and what they're doing i'm just fascinated by the decision making making like how do you think about that yeah i think it's difficult right like i would say based on the speed of we're filling the brakes the popularity of the product how easily accessible it is because there's certain products that's very difficult to get right like we'll bring up the light again like after that first wave it was very everyone wanted it so topps realizes it you know and and they make it a little more difficult to get where some things are i would say more accessible so i think yeah you have to get creative as a company when product is stale or not as popular and throw it in with a product that's very popular or you have to think about it like we'll use royalty as an example since you're a wwe guy you know there's not a lot of cards in that so if you're buying into those breaks you would miss a lot if it's only royalty right but if we threw in some wwe chrome hobby where there's a lot more chances to actually hit hit your card you mix those two together you have an expensive product and not as expensive product product and now at least you have a better chance to at least get something right so i think that's how we think of it as a company is we always want people to feel like they're getting something when they're joining a break yes there's gonna be times you miss in general right like breaking is it's it's it's gambling essentially right like the odds are are usually not in your favor but if you hit then you know sometimes you can hit big but yeah just in general we wanna make sure that you know people that are buying in are having a good good experience and not just getting no hit packs or whatever it may be the whole time i'm just so i'm most recently part of it for me has been like i'm i'm i have never been much of a guy who buys into brakes although like i'm very curious and i have done it but like this last run with wwe product i bought into more brakes than i ever before i'm just i'm amazed like cross platform i'm just amazed at how easy it is like from a user perspective which which is it's it's just so easy just hold a swipe and there you go but you talked about distribution upfront like what you were doing before now you're working you own a business and you're probably trying to figure out like how do i continue to manage the relationships with tops and fanatics the right way to make sure i continue to get the right distribution allocation when i need it like how has your maybe previous experience on the working with like southern and some of them how like you use that to like manage or set the stage to manage the relationship with tops and fanatics yeah i think it's very similar right it's all about relationships it's all about doing the right thing paying your bills on time and and taking risks that you feel like you could take and and communicating that you know you're if there's something you truly believe in ahead of time that you know hey i'd like more of this product i'm willing to pay even more for it it's it's a product that we do really well with we have a audience for so i think just like setting the expectations and communicating is the biggest thing whether that's with you know topps or whoever it is whichever distribution company but i think just being transparent and honest and letting them know that you know you're willing to take a big position if if you believe in it and and sometimes you swing and miss right like you might think product's gonna perform way better than it does and it just it it it doesn't so then that could be a big loser for you as a company so you you do have to strategically be careful about you know taking the big stabs at the things you believe in as well how do you specialize your time now like you're there's a lot going on a lot of opportunities business is trying to grow the business like where do you spend your time how do you make those decisions yeah so thankfully i have a partner anthony who helps out a tremendous ton on the back end and and managing the schedules and breaking and payroll and stuff like that what which i manage more of a lot of the storefront like managing the singles selling grading all of that so i would say i'm more managing the shop what goes the day to day of the shop and then we sell a ton through fanatics collect it's a big business part of our business as well so i manage a lot of that and i manage all of the psa for us so it's a lot and just just those it doesn't sound like a lot but those three things you know takes up a lot of time just but yeah i think in general if you are doing this all by yourself i don't know how someone could do it if i didn't have a business partner yeah i don't know i don't know how i mean i don't think i'd be married and have kids i think my wife would leave me because she'd be like yeah all you do is work and i feel like all i do is work now yeah right so like i i get in the shop at seven and i don't leave till seven or eight you know yeah i think people on social media sometimes think that you know this is so easy and right and you know oh man everyone's making so much money in cards but they don't actually see the work that's behind it you know i was when we first opened i was working seventy eighty hours a week and you know i was there every day twelve hour days and yeah it's it it it takes a toll on you but i think you know it goes back to the passion and if you actually love what you do it doesn't feel like work my wife will tell me that i definitely work too much right but to me i don't feel like i i'm working that much even though i'm putting in long days i wanna maybe close this out with talking some observations i've made across other industries it's like you think about like professional growth and that's always a talk track it's like what do you what's your professional growth like what what are you doing to move up the ladder and i never really like this this is such a big like i consider this a big industry now but it's like still forming sure and it's it's it's not maybe as mature as tech or a fine financial services if you are working in there but like i can see this space services if you are working in there but like i can see this space getting to that point based on all the signals but this like i this career infrastructure like people working in this space you're very entrepreneurial but then there's people that are just like they wanna get plugged in they wanna work for a company like what dc sports eighty seven sure they wanna work at a shop like neighborhood card shop but i don't know like i think about professional growth a lot like how do you how have you grown professionally and like how do you think about professional growth in in the hobby since you've kind of left your job in medical sales device sales and moved into sports cards yeah like i always think about it like this right like if the shop was to close down god forbid right and we shut down shop tomorrow have i done enough to prove that whatever i was good at at the shop whatever i present to the next company my resume will they want to hire me like i always tell people my goal should never be like i need to be hired right like if i if the shop closed down and i put hey you know shop's closing down i'm looking for work i should have people calling me wanting me to work for them if if that's the case then i know i did my job at like whatever i was doing right so i tell our team that all the time is like you know god forbid it never worked out here you should always want people that wanna call you not that you are having to submit resume after resume or applicant after applicant to show that you're looking for jobs that people should want to seek out because they believed in you and they knew you did a good job at whatever you were doing when working for yourself in cards is a very interesting and special and hard and satisfying and all of these feelings emotions position to be in do you and satisfying and all of these feelings emotions position to be in do you do you think you could go back into like the corporate or you or does cards has it sunk its teeth in you i think that i don't think i could ever go back to the corporate world i think that i've built enough relationships in this space that god forbid it didn't work out for me or other friends in this space that we could go do something together and i'd rather pursue something with friends and and and other business partners than go back into the corporate world just me personally yeah i guess as we close this out maybe biggest opportunity ahead like for you for the business like you're looking at the industry we're staring out at all this action right now like where's your mindset in terms of like where we're going in the future and where you wanna be yeah i think just like from a business perspective and shop perspective like i always think like where do people always wanna go shop right like what what names are always brought up when they talk about like shops to visit and for me it's burbank mhmm always everyone wants to visit burbank which they do amazing job right they have that that oh i wanna visit burbank when i'm la so me running the shop i want that perspective for like northern california like oh i wanna go visit neighborhood hard shops so like i'm putting all my efforts into how can we make that a destination for like anyone that flies into sacramento or san francisco to willing to make that drive to to lodi right small town so that's that's how i think and then obviously on the online side is like anytime there's a new release i want people to feel like oh i could go break it at neighborhood or i have an opportunity there because i know they're gonna get the product so i feel like from a business perspective that's the mindset i want like our consumers to have and people that have never visited a shop to be like oh i wanna go visit the shop and i wanna build that reputation of like they're fair they're honest you know they're they're easy to work with type of thing i lied one more before i let you get out of here what advice do you have for anyone who is listening to this and has been thinking about it you know gets to their cubicle and like halfway through the day they're just like on ebay like looking at cards and making deals on instagram and they're like i wanna do this full time like what advice do you have for anyone out there listening i would say the hours that you're not working at your job put in as many as you can on what you are actually passionate about if this is truly what you're passionate about and then take if you have sick leave take a full week off and don't go on vacation and just do this full time and see if this is something that truly resonates with you and you're willing to like put in the work because it's not just like oh i'm gonna quit my job and i'm gonna work a couple hours a day and make as much money as i did it's like i'll put in a full full twelve hour day of the grind of what you think it would be and then if you after that week if you're like wow i could see myself doing it then go for it right and and take the leap of faith there's always gonna be there's always gonna be work for you on the corporate side if it didn't work out for you this was garrett neighborhood card shop happy columbus card fest appreciate the time man yeah thanks bro appreciate your time

it is like a inner web of connections that i find interesting in this space you meet one person you build the relationship you become friends and that individual introduces you to someone else and then you learn about their business what they're building their mindset and that has been how i have been making these connections and it is a lot of fun and that is how i met garrett so i hopefully you got some good insight and information and maybe some inspiration just on his story and that's the goal of hobbyjobs just to continue to elevate the conversation of the individual in the sports car industry building businesses creating the infrastructure to keep this space sustainable keep it exciting keep it interesting i have so much time and energy for individuals who are going all in on building businesses in this space this is the most satisfying job i've ever had in my career and wanna continue to see this space thrive grow and it is going to happen through innovation it is gonna happen through new technology it's gonna happen through companies being built but most importantly it is gonna happen from the ideas and the passion of individuals who are leaving their jobs and going all in and building in the hobby happy collecting happy building safe travels if you are getting out there this week at fanatics fest we are in a very very fun stretch here in the industry there's a lot to be excited about a lot to be motivated by and appreciate all of you for tuning in this week we will have another episode on sunday at the regular time but it was a good opportunity to jump in here and share this conversation with garrett you all take care we'll talk to you soon