Florida Probate and Curative Law, with Attorney Al Nicoletti

0:01 For any of you For any of you followed me, I started this podcast about 6 years ago, and one of the first couple guests I had on, the first attorney, first person out of state as I tried to build a national platform, was Florida's Al Nicoletti. And you might know if you know me at all, also you might know Florida's my kind of a former girlfriend. I used to live in Florida, and I fantasized about moving back and all. And I might actually do some business there. So, I'm really excited. But I had 5 and 1/2 6 years ago on the podcast Al Nicoletti, and here we are 6 years later. And I watched his career, and he's one of the few attorneys that I've seen because he has a marketing program, watched his changes, his transformation. I always tease him it's Al Nicoletti 2.0 then 3.0. Today, Al Nicoletti 4.0 from Florida. Thank you for joining us today. Bill, it's always a pleasure seeing you. I love seeing what you're doing with the show and Probate Weekly, and it was it was always a fun time doing it with you back then. I know it's going to be even better now, and this is always a great time to provide value to the communities. And you really You know, it's interesting in my doing this now for 6 years, you're the only other attorney that I think is known statewide amongst real estate agents in the probate space. I know it's not an accident. You worked on it. You Your social media, you travel, you go to real estate events. Talk about your strategy that you kind of created yourself to be not just a local attorney. I think you were based in Jacksonville when we started. Yes.

1:23 But you actually are statewide. I know I know real estate agents who've brought your name up in Southwest Florida and all over. So, talk about your strategic decision to make your business statewide. Well, I You know, I have to tell you, Bill, when I was just starting this out in Jacksonville 2018-2019, I was only in Northeast Florida. And back then, everything was still in court in court. Like you had to like go to court. This Zoom thing wasn't really around. And then really COVID changed a lot of that. And I remember thinking back then that if we are in a position now where we can go virtual, and we can we can do that, and we can just submit things, then there's no reason I can't go all over the state and do it that way. Yes. So, over time, it took so it was it was it may be fast and relative like, you know, if we look back 5 years, wow, that was fast. But it really took time to say, "Hey, like, you know, I want to start going to Tampa, and I want to start going to Orlando, and I want to start going to the meetups in Fort Myers." And really building into that. And at the time it was more Zooms, but I think the first big thing was being that authority in that space, right? Being able to one, provide value, two, be that resource, to be like, "Hey, look, I want to show you what probate is. I want to talk about it on the legal side. I want to talk about what you can do, what you can't do, what to look for." And I think that what I realized over time was how valuable that was to investors, to Realtors®, to anybody that was a real estate professional, mortgage lenders.

2:56 We see people now with refinancing that need probate and because somebody died. So, it really started with the value behind that. And I think that's the snowball effect of wait a second. There's an attorney that knows how to do probate. Like we you know, we So many people say, "I used to touch probate. I don't want to touch it cuz it will take 2 years, 3 years." And this guy's coming in saying it's going to take 3 weeks, 6 weeks, 8 weeks. So, I think it was the education component of that, Bill, that really just skyrocketed. And over time, and I'll say this, marketing without results you need both. You need marketing with results. You can't just do marketing without results. You need marketing with results, and that translates into repeatable just sustainable business. And you do one for one Realtor®. All of a sudden, they're like, "Hey, you know, you run into this deal." And they're all in the same teams, they're all in the same brokerages. And so it's it definitely took off. And I mean we can keep going. It just But that was the catalyst, right? Like it was the education, it's doing presentations. It was It was really explaining like what this is, but then having that impact to solving deals for people.

4:17 And I know there are plenty of Realtors® in Florida like there are in California who are licensed in the state and do occasional deals across the state. But the difference is you really made the commitment to get out there. You said Zoom calls, but I also know personally you were at live events throughout Florida. I know you were in South Florida. I know you were in Southwest Florida once. I know you were in the Tampa area once cuz I've colleagues there who tell me about you. They're saying, "Yeah, I make Al Nicoletti." so, you actually made the commitment, and I imagine there was a time lag from when you started that effort before you started to see the results. And now I know that you're seeing much better results from that. So, talk a little bit about what was that like? What was the faith like to make those efforts? And how long did it take before you start seeing a return for your investment? You know, so when I started really hitting the road in 2022, I would say it didn't take that long after that for things to start really picking up. I remember specifically, Bill, April of 2022, I was at the Omni in Amelia. And I remember even then the emails were coming through. "Hey, we got this deal. Hey, we got this deal. Hey, we got this probate that hasn't gone through yet." And I remember going, "Oh, wow, like things are We haven't even like started, and things are starting to pop." And then and [snorts] and the more I was doing social media, too. I mean, I was still posting Reels. And so, the combination of go to a live event, people follow me on social, post on social, wait, there's the guy. They like you know, so it kind of all intertwined. But the faith was there because over maybe a course even of a couple weeks, I'd even see the results. And I and I would just go out and just keep going. And you know, I realized for a while like this is the way it works. Like it's it you know, I can't replace me. I know what I need to do. I know what my strength is, and I'm the one that needs to be out in the forefront doing it. But I also need to make sure I have the back-end systems, too, to capture leads. But it's definitely a

6:20 It looking back now, and then even seeing what's happening now, like what's happening now. It was Bill, we haven't even gotten to this. What's happening now is even wilder. Because I'm even I've been even hitting the road even harder than I was even in the last year. Wow. And I'm seeing more results even faster because of what people are doing in the market. The market's changing. So, tons going on. Now, when you say results, and just to be careful with you know, I've picked up in your language that you saw results which were leads, inquiries, people reaching out to you, connection, trust being built before the revenue, right? Cuz you don't get paid until the end of the deal. And so, there's no way that you're able to, I wouldn't think, go out and start, you know, hustling and promoting yourself and then have the money to pay for the hotel to the next event. You're At some level, there's a certain faith, but you saw that activity coming in, right? Right. Was it measured? Did you have some specific goals and or metrics in mind that you were hitting along the way? Or was it just, "Wow, this many people Cuz this is my experience. Oh, this many people are calling me for this, I'll just keep at it." You know, I didn't do any metrics. I did want to know where things were coming from. I kind of like over time, I was like, "How did How did you find me? Where did you find me?" Like, you know, you kind of do that kind of analysis.

7:37 But I wasn't looking I wasn't setting goals. I wasn't setting I just My mindset always, and I this is just me, go do it. It's going to It like things are going to come from this. Like that's my positive mindset behind it.

7:50 Yeah. And of course over time, you realize like, "Okay, maybe this worked more than other things worked." but over time, it was just, you know, you got you got to just do it. You got to get out there and do it. And results are So, let me break down results. So, definitely the results from the traveling and going around and educating, like that's one result. But the real result that I'm talking about is actual Realtor® has a client whose mother just passed, and they owned a house, and they've been trying to get it through probate and trying to find an attorney. Nobody will Nobody will be willing to wait until the end. And we're just dying to sell this property and list it. And then I come in and say, "Great, perfect. Let's have the meeting. Let's have the consult." And then it's the act of like setting the meeting, getting the probate docs, sending it to the client, getting it back, filing it in court, getting court orders. Hey, 3 weeks later, we're done. What? You know, it's like that. That was the it was my words matched my energy and speed, and the results came thereafter. And it was just again and again and again. Their friend had something at a breakfast, and then they had a they had a deal. And it was being able to Wait, look, we did it again. 3 weeks, 4 weeks, 5 weeks. Like again and again. And Right. I mean, if it's any metrics to you, Bill, and just to kind of like give perspective, I think we ran the numbers last year in four or like 2 years ago, 2024, I think we calculated it was 350 probates we did. Last year, we did 485.

9:40 And we're on track now for at least 100 more after that this year. Unbelievable. Fantastic. Yeah. It's all systems, though. Like it anything you do, no matter what industry you're in, I'm sure you could probably tell stories on it, too. It To be really successful, too, you have to have your processes and your systems and you have to have it in a way that's streamlined. And I think with probate, that's what I found was I found a business that can I can streamline and do and repeat and it can be fast and efficient. Right. Now, some I imagine some of cases by their nature are going to be inefficient messy. I know sometimes when I talk to people and you know, they'll call me and say, you know, can you help me find the right attorney? And you know, I'll start to vet it and I'll realize, oh, seven heirs, three are already fighting. Like you just know that's going to be a long drawn-out process most likely. Are you vetting out those deals? Are you are you just doing enough of the streamlined deals that the numbers work and they're the ones, you know, you deal with over time? Do you not do avoid litigation cases? How do you manage that kind of volume? Cuz I mean you're kissing a frog to find princes. How many princes are there? You'd be surprised how many princes there actually are. Okay. So, where do I begin with this? So, prior to last September, that's what we were doing. We were doing streamlined probate, straightforward. You got six kids on board, great, perfect. You got You got everybody in agreement for the contract, great. We started to see a real shift, too, in a lot of people working on deals where they couldn't get everybody on board. Maybe they had three out of the five or they had one out of the five or whatever the scenario is or maybe it's three probates, four probates.

11:31 And it stalls the deal because people I can't get everybody on board. And so for years it just was that way, but we were able in the law firm, I was able to have a big decision to make a hire for another attorney and then and then 3 months down the road actually bring on two more attorneys in the litigation world. And so the pivot, not really a pivot, but the add to the law firm was, okay, I got my pod, which is the streamlined transaction, like we can we can volume make this bigger than it's ever been, but now on the curative pod, we were able to onboard more litigation files where this gets messy, hairy, and sticky. And there are there are investors and Realtors® that are out there that actually don't mind playing that long game. They see the fighting or they see the uncooperativeness, maybe it's not necessarily fighting, it may be uncooperativeness and an inability to find people and then some are just like, wait, actually, yeah, let me kind of see what happens and stick around and there are so there could be solutions to those kinds of deals where there's a sale or you know, maybe depending on the classification of the property, we can try to get a PR appointed and sell it through the whole probate and it's like there's a lot of opportunity now that we can we can take on and see. So, why not, right? Like give us the easy, but also let's look at the hard, too, and maybe there's a lot of princes out there cuz I tell people now, Bill, what you once thought was dead is actually alive. Yes.

13:13 If you find the right solution, I mean I mean it's dead until you revive it. I mean you're stepping in and reviving something and saying and we'll take off this piece and sell it. And I think that's the part. For anybody who saw our first episode, at that time you were an attorney I don't know if you were an associate or of counsel or but you were employed by a firm and about four or five years ago you set out on your own. You're a pretty young guy. Oops, pretty young guy, that's a pretty ballsy move. And I imagine have the overhead now to support 350, 450 probates, multiple attorneys now, in such a short time. I mean, that's were you an entrepreneur by background? Was this something that you were born to? Did you win the lottery and were able to finance it? How or is it just pure guts you made it all work? You know, I didn't have that background as entrepreneur. I you know, I just look, I was a musician back in school. I played violin. And maybe there was a little bit of business mindset because we had a quartet back then doing weddings, but I really wasn't involved in setting that up and doing it. Like I kind of I guess it was kind of cool when you could make 400 bucks here, 500 bucks here and just why not do it again and again. Playing the violin. Playing the violin for a wedding, right? You know, that's not bad. So, but I don't I you know, it just kind of came to me and I always had I always had a work ethic. Like if I knew that there was something I wanted to put my mind to, I always knew I could I would do it and I would go for it and I no question.

14:46 And if I didn't want to do it wasn't what I wanted to do, wasn't for me. And when I when I went to law school and I graduated law school, I passed the bar, I knew the first thing I wanted to do is really find something I really wanted to practice law in. But I also knew that I didn't want to just work and work and work and work. I wanted to find something I could work love doing and be able to do what I do like this, be on Bill's podcast and educating, right? And so somehow and some way just the stars aligned with the opportunity of moving to Jacksonville and having that dual role. I mean, when I was at the firm, I was I was kind of a dual role, marketer and almost like paralegal attorney. I wasn't even like attorney yet. I was kind of helping like admin stuff and I kind of rose in the in the ranks of doing things. But over time, when I was able to take that knowledge, take that education and eventually build that book of business, it was only a natural next step for me to say, why would I not take that next step? Why would I not take that leap of faith? It was a lot It was a It was a big decision to make. Right. You know? But here's the thing, if the numbers are there, why wouldn't you at least try? And don't forget though, this was during COVID. Oh, no, I remember. I remember I remember and I heard and I remember when you told me you were leaving or had left I can't remember where it was exactly. I said, well, that makes sense.

16:13 You were You were just big. Like I could just see you were rocket launching and there's no firm that's big enough I don't think to hold you. And the I think the COVID thing really just gave you the opportunity cuz so many other attorneys were retrenching and unsure of what See, with real estate, unsure what to do and just like I like with we had this podcast, I said, well, I know what to do. If you Everything's going to Zoom, let's do a bunch of Zooms. Like that was a pretty obvious answer. But I saw you on that right away and it just made a lot of sense. So when you started, I remember seeing you do videos and you did podcasts pretty early. And I it struck me from the beginning that your marketing was very authentic in that it was it was educational, like you're providing value to somebody watching you, which I think is number one crucial, and you were you. Like you came across when I interviewed you, but also when you did your own I mean your podcast episodes and your other videos you took shorts on. Most attorneys I find like have some professional approach to them and they do three or four videos and they're very stiff and they're very professionally, you know, with lighting and everything all done. It's not them. And then they wonder why people don't reply respond to it. But your podcast just jumped off the page from the beginning and I've always watched it as a competitor or in the sense or as a marker of excellence to compare myself to.

17:34 Was this something you self-taught also or was this your attorney background or was there somebody that you hired that gave you this direction? No, I just I've always been really good on stage. So, you know, when I played violin, I actually got to give credit to my violin teacher back in the day, Mr. Song. He [snorts] was the type that every year we'd have a recital. Like every year, no matter what, in May, you needed to get up on stage, you needed to get up in front of people, and you needed to, you know, just be there and do it. No matter even if you squeaked, even if you sounded great, didn't matter what, you needed to get up there. And I think that plus we always had concerts, we always had lots of concerts. And so I think the stage was my training ground and the camera is not really any different. I mean, the only difference with a camera and a stage is that people are just watching through a lens and it's really the lens is the audience versus being in front of people, but both make sense. So, I think that background brought me to where I was at. And with video, I mean, let's be real for a second. I am I'm not perfect with video. I still I'm not perfect with video. I'm just myself. Like, you know, and I think that took time to learn that you know, when the when the red light's off, you know, a lot of people are just like, oh, you know, we'll talk about everything. As soon as the red light comes on, people change. Yeah. Like it's no different, right? Like you need to just be yourself. And in the beginning, it was it was tricky. I remember making the videos, I'm sure you remember the ones on the golf course, on the beach, and you know, just walking out there. And back then, too, Bill, what was crazy is we didn't know about editing and shorts and cutting and editing. Like I was doing those in one take.

19:24 Yeah. Like and had I known about all the editing and stuff that we would have in our world of micro right now, I mean, how many videos I would have had. But you know, back then you just you just got to get up and you got to do it. I remember I had one video I had probably 25 takes before I got it down. Oh, wow. You know?

19:46 But that's the thing is like that could that's the everyday person, too. Like you're not going to you're not going to nail on the first go. You're not going to be a pro. I mean, it's I it's always a learning experience. Even my podcast, like it takes so much time, it takes so much learning that being able to do this is an art, it's a craft. Like you learn it over time, you finesse it, and it's something that you just need to learn from as you go. Yeah, I agree. I mean, you know, I was I get attorneys on the call and I kind of drag them on sometimes and say I'm pretty good at getting you opened up. Like that's my skill is getting somebody to be comfortable in these conversations because they're not by their nature because they haven't done that many. Even experienced attorneys who speak a lot haven't done but 20 or 30 videos at most. And your first hundred like kind of suck in social media, right? My first hundred episodes of video were but after a while I got better at it. I think that's the key. We're going to be doing this in the future. Like this isn't slowing down. We're not going to be doing less video 5 years from now. I don't believe. I think it's going to be continued as ubiquitous as a telephone is. So one of the things that drives me also about you or I was curious about you is your mindset is obviously I mean, I'm sure you know, you have your days, you have your moments. We all do. But you've been continuously excited and focused and I think energized by what you saw as a picture that you're working towards. Is your mindset something that comes you naturally? Is there a particular system that you helps keep you on track? You know, I in the past my life I've I'm religious Jew. I pray every day and that helps keep me on track. I was involved with Tony Robbins for years. Is there anything particular that you do to keep yourself on track or any particular disciplines or habits that help you keep your mindset clear?

21:33 I mean, of course going to the gym every day or at least five times a week. I mean, that's a big one too. I mean, you know, going to work out is not even just a physical thing. It's a real mental thing too because it's got it's got so many components. It actually really teaches you discipline as well. Like if you're if you are capable of going to the gym on your own without a trainer with just you know, obviously you're going to have some kind of training at some point to do it. But if you can do that every day on your own and do that really says something about your work ethic and skill and discipline. So you know, what I do is I just make sure I have that set time and I don't I don't you know, change that time and I think also time blocking helps too. Like there's certain periods of the time that I may even go do another work out later, you know, that you know, having the time blocking is big. I think though I always look at it every day and sometimes I'm like, wow, am I like I feel like a machine sometimes. I'm just like again and again and again and again repeat, right? And I think that's just my drive. And then I and I never knew that maybe I had that back when I was younger cuz I you know, never found like what was driving me and what was like I saw the vision too.

22:52 But now that I see the vision of what's possible and that it works and that the system works and the results are working and that you know, this can grow and this can keep growing and it's like wait a second. I don't have to go anywhere. I can be like in your own place and don't have to do you know, just do all my work, you know, work from home or wherever it is and I can work when I travel and I don't have to be in an office and I don't know that there's something about that always drives me, right? To love like I love this because it gives me that freedom. And so it's really an internal drive, an internal burn, and just that willingness to go. Like I want to make this successful. I also I have people depending on me. I want to I want to make this something big so that it'll sustain and last and I want to be in this career 30, 40 years, you know? I feel like you know, we all have parts of our job that we don't like but we have to do in order to get through of all of life, right? You're married, you have the parts you love, the parts you don't love. You have kids, parts you love, parts you don't love. But if you do enough of the parts you love and you can structure your day to have enough of that part in, you'll energize you through the tough parts. I think so often I know for real estate agents and I think attorneys too have a vision of what their practice should be. It doesn't fit that vision and then it gets to be a grind and that's where it starts to be it can be difficult mindset wise versus if you can do more of you know, this is work

24:19 I get paid to do this. I mean, I don't get nobody's paying me a check but I mean, this is how I generate business. So for me like I'm not going in a coal mine. I'm not door knocking, going door to door, being rejected, having doors slammed in my face. I talked to Al Nicoletti on a video, recorded it you know, and my you know, systems take care of most of the technology and then I call somebody else tomorrow. Like really that's it's not that hard. I think the same with you that you found a format for you that works and I think that's part of you know, keeping your focus on the part that works not doing the part that doesn't work. Yeah, you have to always analyze the things that are working and not working. And the things that are not working, you also have to make a quick decision to eliminate them because if you don't do it fast enough, then things are going to pile up. See, I think that's a that's a part of the business side that I've had to learn as a business owner is that you got to make decisions fast. Like and it's hard. There's there are things that you want to just go, well, we'll see. We'll see. At the end of the day you look back and go, I wish I would have done that sooner and then you have to remember and apply that to things that happen later. You go, nope, we're moving on from this. We got to pivot. And then at the same time when you see bandwidth expand or your leads capacity keep coming in, you also have to be ready for having those hands and bandwidth to be able to take that on too. Like we're even at that point and I and I see it. I see it that I'm like, we need to start thinking about what this is going to be because you got to be prepared, you got to be ready. So it's having that quick thinking mindset of we need to make these things we need to make these decisions because this is going to be important for our growth in our business. You got to make those decisions. I think you know, I look back in my career. I there are plenty of decisions I wish I'd made sooner. I there are very few that I made too soon that I really regret. I mean, you make your best decision in the moment sometimes and you make mistakes but generally the bigger mistake is you hang on to somebody too long or hang on to some process too long or

26:23 And so I've got as I've gotten older, I've definitely gotten more clear on my time is more valuable so I'm not going to waste too much on other things. One of the other parts is I know at one point your business was very much focused on real estate in terms of real estate investment groups for the lead generation of probate as well as other parts of law. So I guess that you know, I know we share things about proprietary but are you able to share like what percentage of your business is probate versus other real estate, other types of law and what percentage of your marketing is to real estate agents which I think it's higher than most but still can't be 100%. What percentage of your business is real estate agent focused versus other forces sources of business? You know, that's actually kind of pivoted a little bit recently too. I would say like back in 24 and 20 early 25, I saw a lot more of heavily more investor deals. I think just because of the way that the market was kind of slowing down and I think that there was just a lot more equity out there at the time and I just saw a lot more of that. But recently and I and maybe it's just because of the education, it's just because of me doing what I'm doing. I'm even seeing I'm seeing a great amount on the investment side but I'm also seeing a real uptick on the Realtor® side. And I think that's because I think the market in a way is definitely making a comeback.

27:50 I think from what I've been able to tell with this is that because prices haven't really changed that much, interest rates haven't changed that much. I think what's happening is people are now starting to change. And so I think no matter what category it is, I'm seeing it on both ends either listings or investors but you know, I have I am very popular and heavy in the investor community because I love the investors. I'm popular and heavy in the Realtors® because the Realtors® have these problems all the time. So hard to gauge like an exact percentage but I'm seeing now like a lot more too on the Realtor® side. Well, you're a celebrity in the Realtor® probate side for sure. Those of us in probate real estate, everybody knows Al. Everybody follows your podcast, follows your track, follows what you're working on. I think just because you've been a big asset in what we do. So as you talk about real estate agents, think about the ones you've worked with. I'm sure there's some that are cranking, doing well. It doesn't mean every doesn't mean they're for you all their business. It doesn't mean that every deal they give you is perfect. It just means you notice they're doing well by creating value for their customers. And there's other ones you see that again may bring you business but they're struggling professionally. What are the one or two characteristics you see that are consistent among those doing well versus those that are struggling?

29:11 Well, I think I think it comes down to the way that they're taking care of their clients as well. Like I even had a call a probate consult last night. And this lady, she owned it with her ex-husband or former husband and you know, he died and she was supposed to get some stuff and so were the kids but the kids aren't cooperative and what was really interesting was seeing the kind of conversations that the Realtor® had with the client. And it really was this from a caring, compassionate side but also a very realistic perspective side because at one point during the call, the client was like, "you know what? I'm just not going to do anything. I'm just going to leave it alone. Let the state take it." But she if she moved forward with this, she'd be making $110,000. So, you're going to you're going to leave that kind of money on the table? So, I just remember the conversation being like, "Okay." Even for me, I'm thinking, "You either get zero or you get $110,000." And it's having these real conversations with people, and I think people love that as well. It's when you're authentic and real like you would be with anybody else. It's the same thing with being real with somebody about this. I don't sugarcoat. And I think that's the difference. And also being able to be resourceful with, "Hey, what do you need? Like, we got a probate. We got the three kids. What do we need to get this done? Like, how can we help you get the death certificate? Get the contact info. Okay, you got the documents. How do we get a mobile notary out there? Let's send the mobile notary out there. Let's get the mobile notary signed. Did they all sign? Get it back.

30:53 What's the time frame look like? 30 days? Perfect. We'll leave you alone. Okay, great. Got it done. You see, it's like it's that how can we facilitate this and get it done together, which I think has been the big difference maker between people that are I wouldn't say not being successful, but I would say the ones that are like really wanting to get these deals done. Well, look, you sound like a real estate agent. You talk in real estate terms like you speak our language both in terms of your pace and your accent. I'm sure that's why so many real estate agents I again, I'm sure there are investors as well in this platform that I should reach out to you in Florida, but in particular, real estate agents are well served to work with you. I think also just to learn, watch your process, and learn the learn how to do that. So, I know I've talked a little over here and you're kind of have to call in. I know it's late on the East Coast. So, thank you so much for coming in. For those who want more information, Al Nicoletti can be found of his contact information down below. Alnicoletti.com. Phone number [phone number]. Of course, you can reach out to me. I'll be glad to forward you. And then, Al, I know you have a podcast. How do people who want more Al Nicoletti, how do they get involved with you? Yeah, so Bill, everybody can find me all over social media. I'm on Instagram. I'm on YouTube.

32:11 I'm on Facebook. And my podcast is the Al Nicoletti Show. You can find it on Spotify and iTunes. And we know, we bring on so many people that are in this industry. We got to have Bill Gross on the show. Like, this is this is such a huge value add to a lot of Realtors® and people that are in this industry. And there's so much content to come from this and so much to learn from. So, a lot a lot of things online and the YouTube channel and Instagram and Facebook. There's so many things that we didn't even cover in today with Bill. You can learn so many and Bill, you I wish you can see how many people will watch all the videos and then will do a webinar or seminar and they're still mind-blown because it's like there's so much to learn. Yeah. I think this is one of those areas where it's so deep and so broad both that there's attorneys who go very deep on the litigation and findings and court decisions and then broad in terms of so many different tools that I've been able to bring in to solve various problems. And I've probably spent by watching you, but been watching other professionals and learning and saying, "Oh, you know, there's probate advances and there's a loans to the administrator and then there's this and there's other ways these other types of deeds." I mean, there's constantly I'm learning new stuff. I do this podcast, to be honest, partially cuz I enjoy learning. And it's a way to kind of get an attorney giving me some time for free. Like, I get a chance to learn about the business. And so, it is important, I think, for all of us if we're professional to always be thinking about how can I improve And you've taught that from the very beginning. So, I appreciate that. Al Nicoletti Show. Watch that podcast. It's great. He's kind of like I he it's kind of I want to say what the ones that come to mind, but once you get in, you can't get out. Once you get you get into his feed on Instagram or YouTube, you're going to see a lot of Al Nicoletti. Hope you enjoy it as much as I do. Al, again, I know we went a little long here. I'm sorry, but thank you so much for your time. Thank you so much for your leadership in this industry and guidance and participation. Really appreciate having you on again today.

34:13 Thank you so much, Bill. And I just want to say I love what you're doing with Probate Weekly. And everybody watching, pay attention to what Bill's bringing on people bringing on. Like, this is a valuable resource for people out there that are getting into probate or looking at this. And I love what you're doing, Bill. And can't wait for more of this to come. Well, we'll get back together We'll reach out to you again soon. Thank you, Al. Thanks so much. And for the rest of you, this is Probate Weekly. We get together every week. Usually have a probate attorney or practitioner of some sort, vendor to help us be better at our craft, help us be more valuable to our customers. If I can help, please reach out. Call, text, or email. Hope you like this. Subscribe. Put a description. Put a comment down if you don't like it. If you want to be interviewed, put your name up. Love to see that as well. I can be found at Bill Gross Probate on social media. As always, make today your best day ever. Thanks so much.