Alignment Is the Solution for Growth: How Jeff Gallo Built a Focused Insurance Business That Scales

In this episode of the Be The Solution Podcast, host Maria Quattrone sits down with longtime industry partner Jeff Gallo, founder of Jefferson Avenue Insurance, for a powerful conversation on why alignment is the real driver of sustainable business growth.

Jeff shares how Jefferson Avenue Insurance evolved from a generalist insurance agency into a highly focused, niche-driven partner for real estate agents, mortgage lenders, and homebuyers—and how saying no to misaligned business became the catalyst for massive growth.

This episode is about:

• Focus over fragmentation
• Process over outcome
• Relationships over transactions
• Why alignment beats forecasting
• How clarity creates confidence for teams and clients

If you’re a real estate professional, lender, insurance broker, or business owner, this conversation will challenge how you think about growth, focus, and leadership. 

What You’ll Learn in This Episode

• Why Alignment Is the Solution for Growth
• The Power of Niching Down in Insurance
• Why Saying No Was the Hardest—and Best—Decision
• Guides, Not Salespeople
• Process Over Outcome
• Why Forecasting Doesn’t Build Businesses
• The Real Currency Is Relationships

Long-term success comes from:

• Making partners look good
• Making clients’ lives easier
• Showing up consistently
• Giving value without expectation

Jeff calls this relationship equity—and it compounds faster than any marketing spend. 

Best Quotes

Jeff Gallo:

“If you focus on helping people instead of outcomes, the outcomes take care of themselves.”

Maria Quattrone:

“Alignment is the solution for growth.”

Guest Information

Jeff Gallo
Founder — Jefferson Avenue Insurance
Specializing in insurance solutions for real estate & mortgage professionals

Connect with Maria Quattrone:
Facebook: Maria Quattrone
LinkedIn: Maria Quattrone
YouTube: Maria Quattrone
Instagram: @maria_quattrone
TikTok: mariaquattronerealestate
Website: MQrealesate.com
Office number: 215- 607-3535

Transcript

Welcome, Theme, And Quote

Maria Quattrone 0:00

Friends, welcome back. Or if this is the first time listening, welcome to the Be the Solution podcast. And I'm your host, Maria Quattrone. And today I'm excited. I know Jeff for a long time, Jeff Gallo from Jefferson Avenue Insurance. And we haven't seen each other in quite some time, but it's really great to reconnect. I'm excited to talk with you today about our topic. Alignment is the solution for growth. But before we start on that, I have a quote for you today. All right. And this is the quote I chose for today. Thunder roars but does not strike. Lightning strikes but does not roar. Choose to be lightning.

Jeffrey Gallo 0:47

That's awesome. That's the theme of the year.

Maria Quattrone 0:50

Theme of the year. Do you have a word for the year?

Jeffrey Gallo 0:53

Oh Christ. I would say alignment. There it is. But we were just speaking about alignment. An alignment around teams, alignment with your partners, alignment with the customer. I really hyper focused on that word. So yes, alignment. Just came up with it. Now I'm gonna stick with it for the rest of the year. I'll talk to you at the end of the year about it. We'll confirm it.

Maria Quattrone 1:15

See, you never you never knew all this was gonna happen this morning.

Jeffrey Gallo 1:19

I love it. Well, you uh it it's it's top of mind. So I was just telling you that we are hiring people and I'm getting them acclimated into our business, who we serve. So it and also being the the marketing arm of Jefferson Avenue, too. So a lot of my internal discussions and explaining to people and getting people on to understand what we're all about is very much how we uh outwardly market ourselves as well. You know what I mean?

Maria Quattrone 1:50

And alignment, I think, is perfect for today's discussion. I love it. So insurance, you could be, gosh, most insurance businesses are generalists, but you chose to focus on the real estate industry, yeah, helping real estate agents, mortgage lenders, and homeowners to be in alignment and created systems and processes around that. So, what can you break it down for us? What are some to make this easy for everybody?

From Generalist To Real Estate Niche

Systems That Serve Lenders And Buyers

Jeffrey Gallo 2:23

And it's been an uh evolution. So, like when I first started Jefferson Avenue, which is 12, 13 years ago, we were just trying to make the lights on, you know what I mean? Like, so we were any type of insurance we could sell, we were all about it, and that created a lot of the stuff that we do today, it's because of past pains. You follow me? So when we first started, any type of insurance we could sell, we would do so, and it there created a lot of mediocrity and a lot of confusion for all parties. It would make uh our team, it'd be tougher to train our team. It was tougher to work with the lender, the lender, because we didn't really know the products offerings or the insurance company, we missed a guideline or something. So we've had early on these pains because we didn't know exactly who we wanted to be in the marketplace and who we were going to be for ourselves, right? And I would say four to five years into Jefferson Avenue, my favorite type of client and what I noticed people most valuing us on was when we were able to help, just in our networking efforts. And there was no, it was a spray or prey type of networking. It was like, hey, whoever, whatever businesses we can get in contact with, we will. But the the mortgage world and the realtors seemed to really uh find value in what we were doing, and also the customers were just happier in general. They were usually, it was a relatively positive experience they were going through, right? They were instead of just going, hey, I'm shopping my insurance around, which is like the most boring thing in the entire world. Now you have people going, hey, I'm buying a house, I'm buying my first property. I need to get insurance because I got to close. And there's just a there was just a general vibe difference that I really was attracted to early on. So around five, I knew I was like kind of marketing myself to the real estate in the mortgage community, but I wasn't fully committed to it, nor was I building any processes around it. It was just kind of where I found most of my business coming from. And then I would say, like six years in about six years into the business, I go, what if we just stopped doing all this other stuff and just fully committed to just being the shop where people can refer their clients for home purchases? So, like, meaning we're not gonna do life insurance anymore. That we'll refer that out. We're not gonna do commercial insurance, we're gonna refer that out. We're not gonna do any other lines of business except for home policies, landlord policies, auto policies because they tie to that, and umbrella policies. We'll stick to those four things and let's see if we can build out a really, really comprehensive product offering for this specific niche, right? And that kind of changes the game. Our growth was so dramatic after we started saying no, which is very interesting. We're like, no, no, no, we're only gonna do this. And that just made us hyper focused on like what this experience is for these parties, you know. It's like just from like when they people, a new home buyer calls into our office. We pull this little listing up. It's the first thing we do. Pull it up, look through the house, get people to be like, oh, this is so awesome. I love there's always this little thing that like you can see in a listing, like, oh, I love I love that chandelier, or I love the exposed brick, or I love the dog. There's so much that you can bring up on just the first call to let people know that, like, hey, this is what we do, and we're really excited for you, and we're gonna make sure we make this a positive experience.

Maria Quattrone 6:00

So I want to pause because you said something. Say no, you're gonna say no to all these other types of business as a business owner. That could be a scary proposition. Oh, it's scary, and so let's talk about that. How did you work through that? Because you got to pay bills every month, yep. You gotta make the payroll, you gotta make hopefully there's some leftover, right? So, how does a business owner, you know, we're all business owners, real estate people are business owners too, yeah, because they run their own their 1099. Yeah, how do you what are some things that you use to really say this is what we're gonna do, and and stick to it?

The Risk And Reward Of Saying No

Rebrand, Process, And Speed As Value

Jeffrey Gallo 6:45

What it was for me was I I wanted to be extremely confident in the marketplace because I I I was really confident about our process, what we could deliver for who we knew we were best for, right? And I also knew that I wasn't confident enough on the other stuff, even though we technically could do it to an adequate uh we can get it done, right? But I like I wasn't thrilled about any of it. It was like I reminded me of like when you go to a restaurant and I was like, why is there 150 pages here? Shit, you have to be good at five or six of these things. Just tell me the five or six things that you're good at. I would critique businesses outside of my own. It was like, oh, if they only did this, this, this, and this, they would kill it. But here I was making these uh like not critiquing my same my own business with that same level of attention. You know what I mean? I was always I like I I could see it so clear when it wasn't my own shit, but as soon as my shit that I'm like, well no, I can't do that. So we we really had to like, and I remember saying my team was only like three to four people at the time. I was like, we have the only way we're gonna grow this thing is becoming a complete authority in one thing, and I was like, and we're willing to gamble it. It was it, I knew we had, I would say there was probably 30 to 40 percent of the business that was coming from other stuff, and I was like, but I re I really felt that if we just spent a little bit more time on that 60, we could get that, we could we could get that money back, and that's what exactly, and and then it was tenfold, it was dramatically more than that. How long did it take for you to do that? Not long at all. It was like I'm telling you, like, once we we rebranded the website, or you go to our website now, and most insurance agencies, you'll see a bunch of companies, and like it will be a direct-to-consumer web presence, and ours, like you it pulls right up. It's like we serve the real estate and mortgage community, the the clients of these people. So, like it was that was the first thing where we're like like it just smacks people in the face with it, and then it was a matter of like walking through the process so that when I went out into the world, very similar to how you guys have built out your listing process. When I meet with a realtor or a lender, I can walk step by step on what their customer is going to experience and what their teams are gonna experience, specifically in the lending world, the the people that value us most at mortgage companies are the op side of the house, right? The people that need to get stuff done to close. So, like the lender brings in the uh the borrower, and then there's there's a million things that need to get listed out, and all of them are can be time consuming. And if we can just carve out that insurance part and make it extremely easy so that like we are faster than anybody else. I went out and hired an onboarding manager that their primary focus is to make sure mortgage companies get their information as fast as possible, right? Where other age insurance agencies, they were they looked at insurance. I've been to these conferences, they think of mortgage companies as nuisances, they they ignore their emails, they ignore their phone calls, they're much more combative in the process. And and that was like something that we were like, no, we're gonna do everything we can to help you. First off, the people in the processing seat, the people that are actually processing these loans, they're not the ones making these decisions. They have an underwriter that's busting their balls from and they're like, Listen, I'm just the messenger here. So just knowing who's in each seat and why they're asking for what they're asking for helps us have a lot more empathy for everybody in the process, you know what I mean? And that all came from hyper focusing from an internal standpoint on who we were going to be with everybody that we encountered. So my team, I try to explain it. I know I'm going off on multiple. No, it's perfect. Keep going. Uh, but just getting custom my team to understand from a when they call in for an insurance quote, and let's say they're not thrilled about calling, there's not general, they're not as happy as we would like to be talking to them, right? Getting them to understand where they are in this process. Like, hey, they found a house, they got under contract. If it was in the suburbs during the last three years, they probably overpaid, or they were the craziest person to made the highest bid on 30 offers, which is a very concerning if you're the guy who wins the bid, right? And then also the mortgage company just dumps 50 things to do onto you. You know what I mean? And then there's like, and within those 50 things, there's like seven salespeople you have to talk to, which is also people try to avoid salespeople in general because it's uncomfortable. There, no one likes to be quote unquote sold.

Maria Quattrone 11:46

So everybody wants to buy, nobody wants to be sold.

Jeffrey Gallo 11:49

Yeah, so it just understand where we are in that process and then come to the call, knowing that all this stuff is going on in the background that has nothing to do with this conversation.

Empathy For Every Seat In The Deal

Maria Quattrone 12:00

I have a mindset of we're a guide, we're a guide, right? People think, oh, real estate, you know, you open the door, I don't open no doors. Yep, I'm a guide. Anyone can open a door right to a house, it's not what we do. It's professional guides in our industry, being a professional guide in the insurance industry so that they're getting protected from day one, yeah, of any like you know, crazy thing that can come up, yeah. Hell yeah, dude. In their house, and you know, I think really people say that they service homeowners, they service real estate professionals, they service mortgage professionals. But what makes you what makes your company different that you really do? You know what I'm talking about.

Jeffrey Gallo 12:47

Yeah, absolutely. It would be these kinds of conversations, just there tends to be whether it's with the mortgage world or the real estate world. If you talk to enough people and you really want to know what's going on for them, then it stops being about anything you're actually doing. Because you you have an idea of what people care about, but until you're like really understanding all the parties involved and what it what actually matters to them, then you can't really build the service. So that's what I was saying about like the niching and and making sure that you really become an authority, a box almost boxing yourself in, because then you can really understand it, and then I can relay that to the internal team. So my internal team, they're working with the customers mostly. My job is to work with the mortgage world and the and the lender community and then and the in the real estate world, and then report back what I'm seeing. And that's that's that to me is the most important because you can't. I think when I first started, I was almost coming from a standpoint of like, hey, refer me. Like, like we'll we're great at servicing. Everybody's saying that, it's the same shit. Do you know what I mean? Everyone is saying, Oh, well, we help you close, we have great rates. It's like, okay, everybody's got great rates, cool. What exactly are you doing? We can talk about speed, we could talk about consistency. Um, that to me, the pricing is going to be the pricing, speed, consistency, and doing what we said we were going to do, regardless of the outcome. If I'm if I'm a realtor or I'm a lender, that's all I'm looking for. The make me not look bad. I refer you, don't have some dude call me going, like I called him guys seven days ago, no one will reply back. Like, that's not acceptable here. You know what I mean?

Maria Quattrone 14:32

Well, you know, service and doing your job is the minimal.

Jeffrey Gallo 14:39

That's assumed. We assume you can do your job and you can service the customer. Yes, exactly.

Guides Over Sellers, Process Over Outcome

Maria Quattrone 14:44

So it's more, you know, it's uh a lot of it is psychological. The it's having a high emotional IQ, understanding. I said this business is very simple but very difficult because you really need to have um, whether you're an MLO insurance or you're a real estate professional uh on the on the uh realtor side, you need to have business acumen, you need to be able to know how to speak to people in in a in an intelligent way that doesn't undermine them, and you need to be have empathy and not sympathy, but empathy and understanding, and you need to be the one who really is the guide and is keeping things on track. And you know, I say to people, you hire us because the problem that you don't know you have yet, we can solve it.

Jeffrey Gallo 15:44

We're looking at we've we've been down this road, exactly 100%. When done right, people feel it, it doesn't even have to be said.

Maria Quattrone 15:51

That's the other thing. You see, I'm speaking to somebody, right? You're speaking to somebody, your people are speaking to somebody. I assume that you're calling because you're ready to work with our company, yeah. And now it's all about strategy. Yes, like if you're hiring somebody, whether it's in any of our industries, we just talked about mortgage title, insurance, or agent based on the fee, you got it wrong.

Jeffrey Gallo 16:18

Yes, yeah, 100%. Exactly. And it's funny, we stopped hiring, speaking of guides. I've learned that over the years where like I don't hire in the inside sales position, which is the people that work with the new home buyers. We hire more customer service focused people with a little bit of sales. They don't know that they have sales ability, but I could see it from their first interviews, right? And the reason why we stopped hiring quote unquote salespeople is because we've always looked at it from as soon as you feel like you're selling, we're losing. We're like, I look over the data over the years and quote unquote salespeople or people that would classify themselves as salespeople, versus our customer service oriented individuals. And there's a small tick in percentage increase in actual sales, but because they're customer service oriented, there it's very much a followed process, which makes it easier so they can actually sell more, even though they have a lower closing percentage, because they're not as married to the outcome. They're gonna do the job as it is, and whatever you don't buy from us, that's okay. If we can give you some value where I can go, hey, someone sends over a different proposal, like, oh, that's actually really good. Hey, make these changes, do this, this, this, and this. Get on your way. You're in a good spot. I'm totally fine with that. I know that, like, the quantity of people calling our office, we are fine with this X percentage of people not being a good fit for whatever reason and still giving them value so they feel like they won just from the conversation.

Hiring For Service, Not Hardcore Sales

Maria Quattrone 17:57

So it's about the it comes back to this. It's focus on the process, not the outcome. Focus on learning that process inside out and backwards, yep, being the best at the process. So I would say you I can't decide if you're gonna put your house on the market today, or if you're going to lake and decide after you flew across the country to put your house in the market that put it on the market now. So, you know, there's that aspect we don't you can control the controllables, the controllables are the process, not the outcome.

Jeffrey Gallo 18:37

Yeah, because anything can happen, and the outcome, somebody can disappear, yes, and it can also it can and it creates unneeded angst, uh, and that's where people start getting salesy and frustrated, it's because they are expecting a certain outcome. No, just try to help people, and also from like back to like being on uh brand here. What is our intention? Our intention is to help the realtor and the lender close deals, and if that looks like one of their clients going elsewhere because they found a better option and it's in their best interest, then that's what we're gonna do, and and then just coach them up on how to make sure the rest of the process outside of our firm goes well for them. But I have no problem with that. That to me, I still feel like we did our job. You just have to trust that, like if you keep doing that day in and day out, people will value it long term, and you'll have long-term fans that will like do whatever they can to help you. And and I over the years we've been doing that for so long. I have really strong relationships in this business, and it's helped solidify, you know.

Maria Quattrone 19:45

You want to grow your business, help more people just help people out of the goodness of your heart, do the right thing by them, regardless if it's the right thing for you or not.

Trust, Consistency, And Doing Right

Jeffrey Gallo 19:58

Yeah, I it will always be a winning strategy, and also you'll get more out of whatever business you're in, or you really will. If you you will feel better about your jobs, and that's another thing. I'm in the insurance business. No one grew up and said they want to be an insurance for Christ's sakes. Do you know what I mean? But you can get people around, and we don't we have a very low turnover here. You can get people around helping people invest different ways of their lives. Like our core from our main core value is make people's lives a little easier. And we use that word little in there because it's we don't want to make our uh make our process or where we fit in people's lives bigger than it really is. We just want to make it suck less for people. Uh insurance is a chore and it's stressful and it's concerning, and it's always in the back of your mind. I hope I have good insurance. Just know that, like, hey, if we could get people to be more confident and be like, oh, I'm it's nice that those people over there, everyone's trying to screw me. It's nice to know that these people over here are not trying to screw me. I if I can if I can communicate that from every aspect of our lives, uh, and every aspect of our business, and I can keep people happy internally, and I can keep the consumer and the business to business relationships happy as well.

Maria Quattrone 21:15

Focusing on just doing the right thing. Hell yeah, day in, day out, day in, day out. And we've seen, I I have a question. Yes, your thought, your prediction for this year, the last three years have been some of the toughest years in the real estate industry, absolutely, and we had just probably close to about four million sales nationally last year, and you're hearing, we're hearing that sales are going to increase this year by around 15% or so. And so, just from your uh take on it, Jeff, what do you see? What are you hearing? What do you think?

Jeffrey Gallo 21:56

I um I so I used to spend a lot of time on On all of this and forecasting because it affects my business directly. I think it's the wrong question to answer. I really think that we need to focus on being the best possible professionals we can. Because again, controlling outcomes, there's the only part there's going to be business here. There's going, regardless of what the industry does, regardless of what the Fed does, the players in this business are still going to produce. You're still going to get a zillion listings. You're still going to sell a bunch of houses. It's that to me, and focusing on the actual craft of whatever business you're in, that's the only way to really win and also make yourself better, regardless of those outside forces.

Maria Quattrone 22:47

We agree. We make our own economy.

Stop Forecasting, Master The Craft

Jeffrey Gallo 22:50

It's like if the pie gets smaller, then we got to get a bigger slice of the pie. And if the pie gets bigger, then we'll win regardless because we were chasing, we were doing it the right way. You know? Um, there's always going to be those factors. I just have found it's so freaking, it's it doesn't help me to forecast because A, you find such competing information. And does it stress you out? It used to. I deleted all the information. I don't follow it. I hear it from my uh I hear it from the partners, and I accept it for what it is as far as the forecasting goes. Like I went to a real estate event, a little lending event about two years ago, and uh a very prominent mortgage figure made very big statements about interest rates that ended up being totally wrong. And it got everybody riled up. And I'm like, I don't think that this is a way for us to be moving forward here. Like, yes, some people stayed in the business. In fact, some people stayed in the business because of those predictions, thinking that they could have better themselves long term because there wasn't the right industry to be in, you know. So it's just that I know that the real players and the best of the best are not focusing on those things.

Maria Quattrone 24:00

They're just so we have you know, I say this to people all the time we have zero control, we have no idea what's gonna happen. People ask me all the time, well, predict this, predict that. I'm like, if I can predict anything, like I don't have a crystal ball, people, yes, you know. Here's the thing December 2019, let's just say this. We're at a Christmas party, and I said to you, Jeff, there's gonna be this pandemic on March 16th, and they're gonna shut everything down.

Jeffrey Gallo 24:34

You if I said you do this on December 19th, you would have thought I was batshit crazy, yes, and then if you were to say after that that the real estate market would go out of control, I would think you're even more crazy. I'm like, that's not how this works, it would be a complete collapse.

Maria Quattrone 24:50

If if there is you didn't learn anything, you know, from COVID, there is no, there are no guarantees, or it's nothing. So, you know, my advice always to people is do your best today, be the solution today.

Jeffrey Gallo 25:04

Hell yeah. By the way, I love that whole tagline, it's pretty it's awesome, it's shit.

Maria Quattrone 25:09

Be the solution, that's why alignment is a solution for growth, yeah. Man, the deeper you can go into your business, you know, people want to go wide. Let's talk to more people. I said, No, you need to talk to less people more often.

Jeffrey Gallo 25:25

Yeah, hell yeah. Hell yeah.

Maria Quattrone 25:27

You need to know like how many times you need to have a conversation with somebody before it turns into an opportunity, yeah.

Restraint Beats Shiny Objects

Jeffrey Gallo 25:33

And that's so we were talking about earlier, like uh we're saying, like, how do you say no to stuff? I find it actually harder to say no to stuff now that we're established because it's uh because because it creates opportunity. I get at least once a week a new vendor or somebody saying to me, Do you know how much money you're leaving on the table? I get that all the time. The shiny objects get shinier and shinier as the business grows. And that to me, it's been harder to stay focused than the when we first started and saying no to um the anything that wasn't a core competency, you know.

Maria Quattrone 26:13

So that's that's that's the is how do I like block out the noise and and keep focused on what our uh what we all have shiny objects and oh they're everywhere, yeah.

Jeffrey Gallo 26:27

Yeah, do you know how much money you're leaving on the table? They start doing math with a calculator right in your head, right? Yeah.

Maria Quattrone 26:32

Oh, guess what? If you have to do math with a calculator, you can't if you the math in your head, baby.

Jeffrey Gallo 26:38

Based off your clients and all this and what we presented, just how much money you're leaving on the table. That's the first thing that that's bullshit. I know it happens almost weekly, and then uh and again, I've I've I've over time I've had a hard time articulating it for many years, but the general theme was it's I'm gonna put my tension somewhere else. Or if I add X, then is that really serving what we're all about? Or is that just a revenue grab? And if I feel like it's just a revenue grab, which nine out of ten times it is, I have to say no because I don't think it's serving who we actually say we're serving here, and it's so key. It's then I can hire faster, I can get somebody up to speed faster because we're not selling them a zillion freaking products. My messaging is clear, so I'm not rambling on about all these different bullshit when I meet new partners. It makes it so concise, it makes it so clear. You know when to refer Jefferson Avenue, you know why you should refer Jefferson Avenue, and when you shouldn't refer Jefferson, because we're not the spot for it, you know. It makes it a lot easier, which I think sometimes doesn't get quantified when you're doing an analysis of if you should do X, Y, or Z.

Maria Quattrone 27:53

It takes a lot of thought, introspection, uh, I want to say resilience, but wasn't what I was going for to say.

Jeffrey Gallo 28:03

Restraint, restraint is probably the key, yeah, exactly.

Clarity, Messaging, And Saying No

Maria Quattrone 28:06

Restraint, and all of those things are boring, yeah, yes, that's exactly right. Which is why we go for the shiny object syndrome, right?

Jeffrey Gallo 28:17

That's yeah, that man truths have not been it is boring to stay the course, it is boring to stay the course, yes.

Maria Quattrone 28:27

But the long term win is like layout, yes. Oh, you can go to this event, that event, this thing, that thing. Well, you have to pick and choose.

Jeffrey Gallo 28:36

But then you look up 10-15 years later and you go, This is not boring anymore, this is awesome.

Maria Quattrone 28:42

Well, that's the thing. Once you get to the point where you really are an expert in your industry, it's just it's what you do, and if you don't do it, you're like, Oh, wait, something's wrong.

Jeffrey Gallo 28:53

I didn't yeah, and and also my channel are like you know, people like yourself who are doing it at a high level, and we can have deep conversations about this stuff. And I and I like I find a lot of value in it rather than like cold calling lenders, which I've done for many years, um, who are like who do you sell? Click like that is boring, and that takes a long time to get to to this level. Once you're there, it's awesome. It's just kind of you have to be able to see past the immediate gratification that most people are looking for.

Maria Quattrone 29:26

It's about relationships and building relationships over time, yeah. And I think the currency is the relationship, yeah.

Jeffrey Gallo 29:34

Absolutely. That and then also, like when you're talking about market conditions, that's the stuff that's gonna get you through, like having a good community and personally and then internally in your offices, like that stuff is that's why I don't I don't about it because I know I'm like we're gonna be regardless of what happens.

Relationships As The Real Currency

Maria Quattrone 29:52

Exactly. That's why it's important this year, and and I talked a little bit offline with you about it, is building on building even stronger community and building a collaborative community, and you know, yeah, being in contribution, yeah. So the more you can be in contribution, the more things will you say it's all away, just give all the knowledge away.

Jeffrey Gallo 30:18

100% when you give out so much value, just give it all away, and then when you have to ask for something, you're you're usually asking so much less than what you've given to the world, you know, and it makes it so much easier to ask at that point, too. You know what I mean?

Maria Quattrone 30:38

We're like up relationship currency, yeah.

Jeffrey Gallo 30:41

It's like I'm just I'm that's what's focused on. I'm like, hey, like I'm just gonna keep giving as much value to my team, giving as much value to my lender and realtor partners, giving as much value to our customers, and then if occasionally we have to ask for something, it I my my hope, though oh, of course, yes, we'll refer you our clients 100%. Absolutely, you know? Yeah, absolutely.

Maria Quattrone 31:04

Wow. Well, this is a this enlightening podcast this morning. I love it. Alignment is the solution for Groove. Jeff, you are the solution. Thanks for being on Be the Solution podcast today. I'm happy we can do this.

Jeffrey Gallo 31:19

It's awesome.

Maria Quattrone 31:20

Congratulations on all your success and your thank you.

Jeffrey Gallo 31:23

Me too. Appreciate it.