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These are the user uploaded subtitles that are being translated: i know i said it last year but wow what 00:02 a year did we just have and you should 00:04 give yourself a pat on the back 00:05 you just survived 2020 round of applause 00:08 i cannot be more serious when i tell you 00:10 that a lot of the advice that you're 00:11 going to get from other people about how 00:13 to run your business in 2021 00:15 is just going to be wrong it's going to 00:16 be unintelligent 00:18 uninformed uninspired um 00:21 and probably just they're guessing at 00:24 what's going to happen 00:25 and so in this video i'm going to give 00:26 you the 10 things that you need to know 00:28 to run your business 00:29 your airbnb business whether you own or 00:31 rent 00:32 either way i'm gonna help you run your 00:34 airbnb business as usual 00:36 in 2021 so let's like this video guys 00:39 subscribe if you're new 00:40 let's jump in to number one 00:46 [Music] 00:48 let me first say that every year this 00:50 industry 00:51 should get harder but this year is not 00:53 going to be 00:54 that year and there's going to be a 00:55 reason why and number one will help you 00:57 understand this 00:59 to run your airbnb business you're a 01:01 business owner you need to understand 01:02 the concept of market 01:04 forces there are multiple market forces 01:07 at play 01:07 supply is a market force demand is a 01:10 market force 01:10 competition is a market force there's 01:12 external market forces there's 01:14 bargaining power of consumers 01:16 and there's things that you need to know 01:17 so i need you to peel open a just 01:20 basic business 101 and start googling 01:23 what like all the stuff that you would 01:24 learn in business school and market 01:25 forces 01:26 is one of the first ones i need you to 01:27 understand because this should give you 01:29 some 01:29 optimism for 2021. so demand 01:33 dropped in 2020 of course demand dropped 01:36 but if you look at all the data 01:37 demand is down for hotels long term 01:40 demand isn't down for short-term rentals 01:42 right now 01:42 demand check marked and we're all doing 01:45 pretty well especially 01:46 like destination vacations rural 01:49 vacations 01:50 like cabins and mountains and stuff 01:52 people are crushing it right now 01:54 most of my airbnb's are in the city and 01:56 we got our butts kicked for a while but 01:58 we 01:58 have done pretty well after covid hit 02:00 their spike and this is because not only 02:02 did demand go down 02:03 but demand went down long enough that 02:05 supply went down 02:07 demand is based on sentiment do i feel 02:08 like traveling right now tomorrow next 02:10 week and it can spike and go up and down 02:12 and people like oh i'm gonna travel this 02:13 week finally covet 19 vaccine let's go 02:15 or 02:16 oh no you know new strain let's not go 02:18 and it's a lot of like up and down 02:20 so consumers can be very much quick to 02:22 respond to these like 02:24 external forces that make them want to 02:25 buy or not but people who invest in 02:28 properties to airbnb 02:29 they get in it they set the property up 02:31 they've got money saved to ride out 02:33 bad situations and then the going gets 02:35 tough but it stays tough for long enough 02:37 that they get out and they stay 02:38 out right so hosts who have quit right 02:41 now 02:42 have quit and they're gonna stay quit 02:44 market forces 02:45 would tell you this understanding market 02:47 forces and that's number one and this is 02:48 going to set you up for 2021 and what 02:51 you can do 02:52 to run a better business is 02:53 understanding that first and foremost 02:55 number two 02:55 what you need to know to run a better 02:57 airbnb business this year is to go 02:59 multi-platform we talked about it last 03:01 year but let me just herald on this 03:03 a little bit more airbnb has been the 03:06 main incumbent 03:07 in the short-term rental market but with 03:09 everything that went 03:10 like and happened in 2020 they won 03:13 and lost the loyalty of some customers 03:16 and some service providers 03:18 you me we are service providers we 03:20 provide a home 03:21 or accommodation for people to stay in 03:23 so people have left airbnb 03:24 and are never coming back and they will 03:26 instead use booking.com or vrbo or 03:29 tripadvisor 03:30 or they'll just go and look online and 03:31 try to find some homes on google hotels 03:33 because that's a thing now too by going 03:35 multi-platform you will find 03:37 more customers that are not loyal to 03:38 airbnb specifically 03:40 but are loyal to the type of 03:41 accommodation and you can get them where 03:43 they are 03:44 so go multi-platform diversify 03:47 get yourself a channel manager get on 03:49 vrbo i've got a link in the description 03:50 for you to start your vrbo account 03:52 and i will be doing videos in the future 03:54 about how to set up and manage your vrbo 03:56 listings in your booking.com and etc 03:58 so that's coming here in 2021 but get a 04:00 head start click that link 04:01 make a vrbo account and let's get you 04:04 going but multi-platform 04:05 is going to be one key to keeping your 04:07 business up regardless of what happens 04:09 with airbnb 04:10 in the year to come number three learn 04:12 to negotiate special terms 04:15 now i did a half an hour long video on 04:16 how to negotiate i was in new york 04:18 talking with some landlords you know 04:20 post coronavirus pandemic 04:22 spike right we're still in corona but 04:24 they're feeling it now right so i'm 04:26 negotiating with landlords picking up 04:27 their properties 04:28 this is especially powerful and broad 04:30 for those of you that do rent to rent or 04:32 rental arbitrage 04:33 because negotiating with a landlord 04:35 who's feeling the pain 04:36 is a lot easier to get those special 04:38 terms and i tell you guys if you're 04:40 going to pick up a lease 04:41 try to get the first month or two months 04:42 up front for free try to get a discount 04:45 on rent don't pay more in rent 04:46 all that good stuff but even if you own 04:49 your home you can negotiate special 04:50 terms on all sorts of stuff 04:52 you have to manage your lawn right so 04:54 you can negotiate special terms on a 04:56 vendor to come and do your lawn long 04:58 term 04:58 right and especially things that have to 05:00 get done more frequently you can buy 05:02 down those costs 05:03 like if you don't in-house your 05:04 housekeepers like i do which 05:06 means i pay them by the hour they work 05:08 just for me if you like are brokering 05:11 like agreements with different vendors 05:13 then leverage them against each other 05:14 get bids and be like well the company a 05:16 will is willing to clean my home for 120 05:19 bucks 05:19 what is your counter offer and buy down 05:22 those prices negotiate special rates 05:23 special terms 05:24 a lot of you have been negotiating 05:26 special terms with your mortgage 05:27 companies 05:28 because why not even if you can pay your 05:30 mortgage why not take advantage of the 05:32 pandemic 05:32 as a way to keep more cash in your 05:34 pocket negotiating special terms 05:36 is extremely important right now because 05:38 a lot of people are off their center 05:40 and because they're off their center 05:41 business wise they're much more easily 05:42 influenced 05:43 so if you're strong and they're not you 05:46 win and you get special terms which 05:47 means you make more money 05:48 and that's what we're here for is to 05:50 make more money can i get a like 05:52 number four if you really want to stick 05:54 it this year you need to learn 05:56 how to provide some form of unique value 05:59 to your customer 06:00 now i have to keep this pseudo-broad and 06:02 cryptic because there's so many 06:04 different types of customers out there 06:06 there are business people who travel to 06:07 the city here um there's people who 06:09 travel to log cabins 06:10 you know in in the wilderness there's 06:12 people who want to go to beach homes or 06:14 they want to go to miami still they want 06:15 to go to tulum mexico 06:17 and all these different people have 06:18 different wants desires things they like 06:21 that they don't like so if you learned 06:24 from 06:24 my previous couple years of videos we 06:26 talk about a consumer avatar which is 06:28 your most likely and best fit customer 06:31 for you 06:32 i want you to go back into your data if 06:33 you've been hosting for a while and look 06:35 see is there any commonalities with your 06:36 travelers 06:37 um is it always one or two people is it 06:39 always groups of ten 06:40 are they from a certain part of the 06:41 world or country are they mostly males 06:43 mostly female mostly old mostly young 06:45 you know what is it about them that 06:47 makes them more unique if you can nail 06:49 a group of people be like well half of 06:51 my customers can fit into a bucket 06:53 well then you're going to start doing 06:55 more things to provide a unique value to 06:57 that bucket 06:58 that other people don't do start 07:00 catering to them 07:01 so if certain people want certain types 07:03 of channels like i went nuts for a while 07:05 and as soon as mulan came out on disney 07:07 plus 07:07 i put disney plus on all my tvs bought 07:10 mulan 07:11 and then advertised in all my homes 07:12 where kids might go with their families 07:14 that we have you can watch mulan for 07:16 free and as an adult 07:18 love like disney too so it appeals to 07:21 all these different markets but 07:22 we got people staying in our properties 07:24 because we simply bought mulan 07:27 and advertising in a photo on our photo 07:28 reel that they can watch mulan for free 07:30 right that's a unique form of value it 07:32 can really be the little things 07:33 or it could be a big thing you could 07:35 actually paint one big white wallet you 07:36 have 07:37 to be super fun and let's say in 07:39 philadelphia i'd get like a muralist to 07:40 come in and 07:41 like spray paint or like regular paint 07:44 and do like this 07:45 tag or this mural on this wall that is 07:47 all about philadelphia 07:48 they've got the eagles logo for the 07:49 football team and the 76ers 07:51 and i don't even watch sports but this 07:53 is kind of stuff you put on the wall or 07:55 rocky balboa and 07:56 patincino's philly cheesesteaks whatever 07:58 you want the benjamin franklin bridge 08:00 you can build up this mural that's a 08:01 collage of all the cool things about 08:02 philadelphia 08:03 and so somebody wants to get in front of 08:05 and take a photo right 08:06 and so now people are booking your home 08:08 because it's like social media special 08:10 that's another form of unique value so 08:12 if you have a lot of tourism 08:14 a wall like that's really cool if you 08:16 have a lot of families well 08:17 buying mulan is really cool see that's 08:19 unique value and it can go either way so 08:21 dig deep and find those bits of unique 08:24 value that will put you above 08:26 your competitors for the customers that 08:28 you care about 08:30 number five this one's a toughy sorry 08:32 guys 08:33 you need strong documentation yes as a 08:36 business owner you should already 08:38 have strong documentation but let me 08:40 just tell you that 08:41 we've talked about this lately airbnb is 08:43 not so 08:44 friendly anymore and airbnb is public 08:46 now too i think you guys know that they 08:47 are 08:48 literally a stock you can buy a b and b 08:51 is their ticker symbol 08:52 and you can invest in them but now they 08:55 have shareholders 08:56 more than they have their whole like ceo 08:58 with the vision thing 08:59 so this is no longer brian chesky and 09:01 joe gabia you know what i mean nate 09:03 last name i don't ever remember those 09:06 three guys when they first started 09:07 airbnb they did it in an incubator 09:09 called y combinator and they built it 09:11 off this tech 09:12 like startup vision way back in the day 09:14 well they're no longer that company 09:16 they are a publicly traded company that 09:18 is going to risk manage more 09:20 and they're going to pay out less and 09:22 they're going to try to make their 09:23 shareholders 09:24 money so in order for you to get paid 09:27 when a guest breaks 09:28 something or when somebody breaks the 09:29 rules or when there's a glitch in airbnb 09:31 system 09:32 you need strong documentation so you can 09:34 go to airbnb and 09:36 ask for the money that they owe you this 09:38 means that you're going to go through 09:39 resolutions you're going to lose a 09:40 resolution because the people at airbnb 09:42 aren't always the smartest or most 09:44 professional like the people who do 09:45 resolutions and cases and stuff 09:47 and you're gonna have to go past that 09:48 into arbitration and in order to do 09:50 arbitration 09:51 you need documentation and i have passed 09:54 videos on that 09:55 um obviously i've got tons of videos on 09:57 everything let's move on to number six 09:58 you need to overcome fear 10:00 or embrace it give it a big hug now the 10:03 reason why this is so important 10:04 is right now everybody is like on their 10:07 heels they're afraid they're scared 10:09 to do x y or z i get a ton of people 10:13 who talk to alberto he's the one that 10:14 runs my like community and my course 10:17 and their biggest thing is like i'm so 10:18 afraid right now because of kovid 10:21 or because of travel or restrictions i 10:23 don't know if it's the right time to 10:24 airbnb 10:25 right so you think these people are the 10:27 only people that are afraid 10:28 no there's tons of people afraid 10:30 landlords are i'm afraid to buy new 10:31 properties right 10:32 now i don't know if they're right now is 10:33 the right time the housing market could 10:34 plummet because 10:35 the stock market could plummet and 10:37 everybody's afraid of something right 10:39 now because kovit has put everybody into 10:40 a unique 10:41 situation take advantage of that by 10:43 being the one that's not afraid 10:45 if we rewind to negotiating special 10:47 terms 10:48 learning to negotiate requires a sense 10:51 of confidence 10:52 and like an assuredness when you like 10:54 talk to somebody like i'm trying to 10:55 convince you of something right now and 10:57 i'm confident and you're not 10:58 maybe i'll win that negotiation maybe 11:00 i'll convince you of my point because i 11:01 said it so 11:02 like just chill right like this is how 11:05 it is i'm not afraid 11:06 let me tell you how it is and if you can 11:08 embrace that fear and learn 11:10 that the fear that you feel now um is 11:12 like primal it's like oh no a bears 11:14 attacking kind of fear like that is 11:16 designed to prevent you from dying 11:18 and the fear you feel now is no longer 11:20 useful like that 11:21 um you're not going to die from doing 11:24 something that you're afraid of 11:25 right now right so that paralysis that 11:28 you get that i don't want to act i'm 11:29 afraid 11:30 that is from a part like this from a 11:32 part of your biology that is no longer 11:34 useful 11:35 and so i want you to embrace fear as 11:37 part of your compass to let you know 11:38 that you're pushing the edges 11:40 and if you're pushing the edges you're 11:41 probably doing things that other people 11:43 are too afraid to do 11:44 and that they won't do which means 11:45 there's less competition which means 11:46 you're more likely to succeed 11:48 so fear if anything is an indicator that 11:50 you're on the path to success 11:51 because you're doing stuff that other 11:52 people will not do and by embracing that 11:55 fear 11:55 and learning to win through that fear 11:57 you're going to build your business more 11:59 aggressively 12:00 you're going to take deals that other 12:02 people 12:03 can't see clearly enough to see the 12:05 value in those deals because they're 12:06 just too afraid you know what i mean 12:07 when you're afraid your body's limbic 12:10 system does most of the thinking right 12:11 um and that's not really the part of 12:14 your brain that discerns 12:15 like the little details so if you can 12:18 get past your fear you can see the 12:19 little details in a deal 12:20 and you can money ball a lot more now if 12:23 you haven't seen that movie 12:24 um or know the concept um there's a guy 12:26 who built a baseball team 12:27 um off of like like really cheap players 12:30 because he's looking for stats that 12:31 weren't really respected um as 12:34 indicators of success 12:35 so he's able to sign a bunch of baseball 12:36 players who like pretty much 12:38 took them like all the way because he 12:41 was able to get them all for cheap 12:43 because there are certain stats that 12:44 they excelled at that other people 12:46 weren't looking at 12:46 and so seeing those unique details in a 12:49 deal requires you to stay focused 12:50 and yeah your future's on the line your 12:53 money's on the line your livelihood is 12:55 on the line when you build a business 12:56 when you build any business not just a 12:57 real estate related or airbnb related 12:59 business 13:00 so make fear of your friend you're going 13:03 to have a blast with it 13:04 and you know what your whole life will 13:05 change you'll feel so much better about 13:07 yourself 13:07 because fear can't stop you anymore it's 13:10 no longer your enemy 13:11 number seven book direct now i did say 13:14 go multi-platform before but it's not 13:16 the same thing 13:17 not necessarily the same thing see going 13:19 multi-platform means you have different 13:21 channels where people can find you 13:23 that's passive 13:24 people like hey i'm looking for a place 13:25 to stay oh i found this person on 13:27 like trip advisor well booking direct 13:30 does include you having your own 13:31 direct booking website but you can get 13:33 aggressive you can do 13:35 outbound calls you can call local 13:37 businesses you can prospect 13:38 you can find people doing construction 13:40 on the street you know and say hey 13:42 um who's the project manager for your 13:44 job i do corporate housing 13:46 and i'm sure you guys are probably 13:47 staying at a place you don't like too 13:48 much let me talk to him and i can put 13:50 you guys like in a real house 13:51 right and so now you talk to the project 13:53 manager for these construction guys 13:55 working on like the streets in your in 13:56 your city 13:57 and you're nailing deals because you're 13:59 prospecting and you're booking them 14:00 direct by you being proactive by you 14:02 going out there and getting the deals 14:04 done 14:04 there's a ton of money in business to 14:06 business sales in corporate housing 14:08 in short-term rentals in airbnb expand 14:11 that 14:11 book direct and start getting more 14:13 aggressive about how you're getting your 14:14 customers 14:15 number eight is to not take any part of 14:18 your business for granted 14:19 and i was gonna say don't be lazy about 14:22 any part of your business but 14:23 that doesn't quite fit see there are 14:26 seven parts 14:27 of our business model um there are seven 14:29 parts to business in general i would 14:31 argue and i do have a video i'm gonna 14:32 link so you can see that 14:34 but you have to respect them all and you 14:36 have to constantly try to improve them 14:38 all 14:38 see like getting a good like 14:42 product getting a good home is a part of 14:44 the business 14:45 sure negotiating a good rent rate if you 14:47 do arbitrage is important 14:49 buying the furniture and making the 14:50 place look beautiful taking the right 14:52 kind of photos 14:52 is important it's more marketing having 14:54 the right people you know human 14:56 resources customer service that's all 14:58 important too 14:59 pricing strategy revenue management that 15:01 is super important as well 15:03 of course operations like how good your 15:04 housekeepers do making the good people 15:06 on your team better 15:07 with good processes that's also 15:09 important every part of your business 15:11 is important to your bottom line your 15:13 longevity whether or not you're going to 15:15 survive in this business whether or not 15:16 you're going to 15:17 grow and crush it so don't just think 15:19 that finding the right home in the right 15:21 part of town is important or 15:22 finding the right way to write your 15:23 description and taking photos is what's 15:25 going to make you or break you 15:26 don't think that just having five star 15:27 reviews is going to save you 15:29 from like like from ruin they all 15:32 matter so i need you to just pick up the 15:34 slack think about your business model in 15:36 anywhere that you haven't been doing 15:38 your best work anywhere that you haven't 15:40 been 15:40 thinking enough about your business too 15:42 where you've neglected it pick that back 15:44 up and look at it look at it real close 15:46 and change your business model to 15:47 include everything become a more 15:49 powerful host 15:50 number nine relax and get creative 15:53 now it's almost like that fear thing but 15:55 we're gonna modify it here 15:56 um that fear probably has created this 15:59 like 16:00 responsive non-aggressive reactive 16:04 static person you got tight you got 16:07 tight in the shoulders you're not really 16:08 doing anything cool 16:09 i need you just to open back up i need 16:10 you to rewind a couple years ago if 16:12 you've been in the game that long 16:14 i need you to think about when you were 16:15 winning like winning and it was easy 16:17 right i need you to get back in a 16:18 positive mindset where you're like i 16:20 love what i do 16:21 i'm having fun no this isn't a big deal 16:24 these things that are happening in my 16:25 life right now aren't a big deal 16:27 and i can handle my day-to-day and i 16:28 need you to relax and just kind of let 16:30 things start to flow 16:31 again in your business because now your 16:33 brain is ready 16:34 to adapt and to change and everything 16:36 that i've given you on this channel all 16:37 the resources that i've given you for 16:39 free 16:39 or the paid content that you pay for in 16:42 cracking super host 16:43 all that can't be applied if you're in 16:46 your own way 16:48 right and so there's a lot that i can't 16:50 teach you yet also because i don't know 16:52 it yet and i may not know it you might 16:54 be the first 16:55 you may be the first to discover 16:56 something about this industry that you 16:58 can take advantage of 16:59 and that comes from you being creative 17:01 by you taking chances by you 17:02 experimenting 17:03 by you doing some goofy stuff that you 17:06 feel like this is gonna be super fun 17:07 this is so me let me do that 17:09 i need you to relax be yourself again be 17:12 true to yourself 17:13 enjoy what you do and get creative and 17:15 start applying 17:17 just your experimental side to your 17:19 business 17:20 and look for little edges that you can 17:21 push little advantages that you can push 17:23 and little bits of soul that you can 17:26 show because if your business is just a 17:28 business it doesn't have a soul doesn't 17:29 have a personality 17:30 it's not as captivating as another host 17:33 who puts their whole 17:34 body and soul into their one property 17:36 that's where you can beat me by the way 17:38 let me just give you the hack 17:39 i've got 100 properties it's kind of 17:41 hard to have soul in every single one of 17:43 them 17:43 it is tough to put all your love and 17:46 your care into every single one of those 17:48 properties and keep it there 17:49 if you've only got a few properties you 17:51 can outshine me any day of the week 17:53 because 17:54 i'm a business all of the way and you 17:57 can be that host that people love so 17:59 while you're small you have that 18:01 advantage 18:01 so chill i'm not here to take your lunch 18:04 right you're going to be okay 18:05 but get creative and that's how you're 18:06 going to compete long term because 18:08 you're going to find things that other 18:09 people don't find 18:09 you need to keep those secrets and those 18:11 secrets are going to make you ton of 18:12 money because you were creative 18:14 and number 10 you need to find community 18:17 what i mean is like if you could find a 18:19 mentor cool but 18:20 there's very few people in this industry 18:22 like me who can teach you 18:24 everything that you need to know and 18:25 because of that i don't have a lot of 18:27 time 18:27 for everybody to do like one-on-one 18:29 mentorship i do 18:31 like group mentorships every saturday 18:33 with my students um 18:35 but aside from that and some like texts 18:37 and phone calls and the stuff that i do 18:38 with you guys on facebook 18:39 it's hard for me to mentor a thousand 18:41 people one-on-one so 18:43 i'm not going to say go and find a 18:44 mentor like that's going to be an 18:46 actual achievable solution for you 18:48 because there's the mentors in this 18:49 world are few and far between 18:50 except for the caveat that a mentor is 18:52 anybody that's just a little farther 18:54 than you 18:54 right so you can find somebody who's got 18:56 five properties and they can mentor you 18:58 until you get up to becoming their peer 19:00 but then they're part of your community 19:02 as well if you're new to airbnb 19:04 everybody in a way is your mentor so you 19:05 need to find community 19:07 if you're a host with a ton of 19:08 experience you should be reaching out to 19:10 other hosts connecting with them 19:11 learning and growing with them and 19:12 bouncing ideas off of each other and 19:14 asking the what ifs and helping each 19:16 other out when you guys are in a bind 19:18 create the community that will make you 19:20 better and if you're new 19:22 that community they're all going to be 19:23 looking down at you as you grow which is 19:25 okay 19:26 until you level up and become one of 19:27 their peers and so we've got that 19:29 facebook group 19:30 the hosts of airbnb automated there's 19:32 like over 12 000 people in that group 19:34 and they're lovely people you guys are 19:35 awesome for those of you that are in the 19:37 group 19:37 let me say thank you for being there um 19:40 and let me brag about you guys to the 19:43 rest of you watching this video 19:44 join the hosts of airbnb automated and 19:46 talk to hosts with experience 19:48 and find out what it's like to succeed 19:50 and the challenges that we actually all 19:51 went through during 2020 19:53 and you'll be so happy that you did and 19:56 if your 19:56 current host trying to go at it alone 19:58 stop it like what's your problem like 20:00 seriously 20:00 like you should be part of the family 20:03 and you as a business owner shouldn't be 20:04 alone 20:05 in the first place like that's one of 20:07 the hardest things about being a leader 20:09 is to not have anybody that you can like 20:12 have a reality check with 20:13 that was one of the biggest parts of me 20:14 being a small business owner ever since 20:16 2010 20:17 is i only had people who worked for me 20:19 so i was at the top of this triangle 20:21 there's nobody holding me accountable 20:22 nobody telling me that i was being 20:23 delusional or lying to myself or 20:25 you know going too hard or too hot like 20:27 too soft on myself there was nobody like 20:29 that in my life 20:30 and if i could have had peers because 20:33 everybody who was a mentor of mine 20:35 was afraid of me taking their business 20:37 right my industry was too small 20:38 if i could have had some peers who were 20:40 also business owners even maybe in 20:41 separate businesses 20:42 i would have learned a lot more a lot 20:44 more quickly so if you're one of those 20:46 airbnb hosts that have been going at it 20:48 alone and just watching these videos and 20:50 going at it alone some more 20:51 stop it seriously like get out of your 20:53 house get out of your head 20:55 get through the phone get onto a 20:56 facebook group or two or five 20:58 um maybe see me on clubhouse by the way 21:01 you could do that too 21:02 so guys i hope this is all super 21:04 effective and helpful and i want you to 21:05 succeed 21:06 you made it through 2020 like nothing 21:09 else can stop you 21:10 i'm just gonna say that so like this 21:11 video share with your host friends 21:13 and as always i'll see you on the other 21:15 side 21:16 [Music] 30066