Turn Your Social Media into a Lead Machine with Sal Toosi

Welcome to another exciting episode of The Raquel Show! In this episode, I had the pleasure of speaking with Sal Toosi, a social media expert who's making waves in the real estate industry. Sal's journey from being discouraged by his managing broker to closing 37 transactions through Instagram alone is nothing short of inspiring. We delve into the power of social media in today's market and Sal shares actionable strategies that can help you generate more business through your digital presence.

Sal emphasizes the importance of going hyper-local and creating authentic, engaging content. He discusses how to effectively build your digital presence, the significance of content pillars, and the benefits of collaborating with local businesses. If you're looking to elevate your social media game and drive more leads, this episode is packed with valuable insights you won't want to miss.

Connect with Sal Toosi:

• Instagram: @Sal.toosi
• Website: Saltoosi.com

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Transcript

Sal Toosi: 0:00

I have a list of VIP contacts, I call them. These are people that are super important to me. These are people that I want to give updates or send offers when I come across something amazing. No pressure. If you think this is useful to you or would be a benefit to you, share your email and phone and I would be happy to add you to that list. Almost always people say yes, they feel special because I'm making them feel special.

Raquel Quinet: 0:58

Welcome to the Raquel show. This show is for entrepreneurs who want to play bigger in business and in life. And as many of you know, I love bringing people to this show and you are all in for a treat because a person you're about to listen to, I met at an event that I was speaking with. And his energy captivated the room as he was the moderator, and it's no wonder why his social media is blowing up and continues to drive leads in his DM. And in this climate of where you have to know how to attract, clients through your digital presence, what better way than to bring our guest who's going to give us actual tactics that could help you generate more business. So welcome to the show. Sal Tosi.

Sal Toosi: 1:46

Thank you. Yeah, Sal Toosie. Thank you so much. Toosie. Actually, Toosie means a guy who is from Toos. And Toos is one of the oldest civilizations on planet Earth. It's back in Iran. Interesting story. So I think my ancestors were born in that small civilization. A city going back centuries. And yeah, it's called Toos. So my last name is Toosie. Great to be on the show. Thank you for having me.

Raquel Quinet: 2:12

I'm so excited to have you on the show and I want to get right into it. And we're going to start off with like how important, because you've been studying, you've been doing social media, building your digital presence, one of the best in the industry. How important is that in today's market?

Sal Toosi: 2:29

Well, thank you, first of all, and yes, I've been so passionate about learning about social media marketing. It started and established and grew my entire business in social media marketing. So interesting, Raquel, when I started late in 2018, went to my managing broker and said, Hey, I have this great idea. I want to build my business on social media. And he said, that's a dumb idea. Real estate doesn't work like that. And it's so funny that last year only, I did 37 transactions through my Instagram only. So I was so inclined to text him and say, I think it works. 37 deals. And an average transaction here in Vancouver, Canada is around a million dollars. So we're talking about something close to 45 million dollars in volume, just coming from your Instagram. So it's extremely important. And I feel like moving into the future. Our role as a real estate broker is changing and it's changing really fast. It used to be like we were the gatekeepers, we had all the information. Now so many buyers and sellers know a lot more than us. So our role is more facilitating, educating, influencing, and in a lot of the cases, entertaining them, to stay on top of mind. So extremely important for me.

Raquel Quinet: 3:46

What would you say some of the fastest ways today? agents are using or you're using to build your digital presence.

Sal Toosi: 3:57

Fantastic question. I believe the fastest way to get results on social media, Raquel, is to go hyper local and to use a niche, to focus on a location. And I'm not talking about a big part of a big city. I'm talking about 10 blocks. a neighborhood in a city. Just focus, super hyperlocal. Talk about everything that's happening in that little pocket of neighborhood that you're trying to farm. Restaurants, coffee shops, events, parks. A cat missing. Anything that's happening in that neighborhood, people have to hear from you. And once you do that, I feel like that's the fastest way to get results on social media.

Raquel Quinet: 4:42

I love it. I noticed that on your social media, you have a highlight in Farsi. How important, you just talked about 10 blocks, hyperlocal. How important is it to find a niche? What if you don't know what your niche is and you don't know what neighborhood is it like? Do you see agents getting way quicker results with a niche versus just being general in all of Vancouver?

Sal Toosi: 5:07

Great question. I feel like it really depends on your energy and your interest in things. I always think, I always make this example. I'm like, imagine you're in Cancun, invited to your second cousin's wedding. You don't know anyone, you walk into a room full of strangers and you want to make a few friends because you don't want to spend the next seven days just getting drunk and being lonely and miserable. You want to connect with people, right? Who do you approach? who do you pick to go talk to? Usually people who are similar to us. If you have kids, you probably pick someone with kids because you also want your kids to do or to do the same. Who do you pick? What do you talk about should be your social media guideline? Meaning, if you pick younger people who are into music and adventures, that should be your social media, that should be your target audience. And I know you coach a lot of top agents and we've talked about this. Who do you want to work with? What do you want to talk about should be your strategy on social media, not real estate at all. So I always encourage people not to talk about real estate all the time or talk about real estate as less often as possible because people usually relate to us based on some common interests that is usually not real estate because if you purchase a home last year and if you're not planning to move for the next three, four, five years. Real estate is just a boring, annoying topic to you. But if you love fashion or brunch or traveling or a new destination or yoga, you always wanna hear about it and want to have conversations about it. So I think that's my guideline. Yeah,

Raquel Quinet: 6:47

Do you believe in having these, sometimes what they call content pillars, like Monday we're going to talk about fashion, Tuesday we're going to talk about family or, you know, like some of the things that you talked about. do you feel that agents should have it systematized or people that are creating their digital brand where you've got what they say, content pillars?

Sal Toosi: 7:08

100%. Content pillars or content calendars, they definitely help you stay consistent and consistency is the name of the game in building any success, right? Social media is not an exception if you do. if you post five times per week for a month and then don't post anything for two weeks. Your results are gone. the algorithm will hate you. So having pillars or content calendars or like creating content in one setting, create enough content for a week or two, definitely help you stay consistent, which is a common problem for everyone. A lot of agents I talk with because creativity comes and goes like one day you wake up and you have all the ideas and then two days later or for a few days you're like I don't want to, I don't want, I don't know what to talk about. So when you have a little bit system and a structure definitely helps you be consistent.

Raquel Quinet: 7:58

Now, do you have an, a system where maybe you batch all of your kind of, cause your content's really good. Do you batch all your content in a day? Or do you have a brain dump of all your ideas and then you're like, okay, Raquel or okay team, I'm going to go ahead and just batch this all, this week for the rest of the month.

Sal Toosi: 8:15

Yes, surprise, surprisingly no. And I make a lot of content, but I have a different secret, which was what I wanted to talk about. A lot of people are structure oriented. Some other people are creative or spontaneous or more like passionate, and that's pretty much my style. So there's sometimes days that I can create a lot of content. content in a couple of hours only and there's sometimes a week or two that I don't feel like creating content at all or I don't feel like being in front of the camera so my style is more like what I'm passionate about what I'm excited about what I'm doing in my life. The one thing about social media marketing Raquel is it makes you become a more interesting person if you want to be on top of my You gotta have an interesting lifestyle, right? you gotta travel, you gotta try new things, you gotta learn new things, you gotta make new connections, and just documenting that's pretty much my style. I'm just documenting my lifestyle, and I'm glad that my lifestyle is interesting to some people, and that's why they're drawn to you,

Raquel Quinet: 9:18

Yeah. What do you find is the best platforms? I think one of the biggest mistakes agents make is when they go all in on social media, they want to go all in on all the platforms and then they give up. Like you said, consistency is the name of the game. What do you find is the most effective platforms that you're using? Is it just Instagram or do you go across Instagram and YouTube, Facebook? and do you have a different strategy for all of them?

Sal Toosi: 9:43

Yeah, number one, I think, Just pick one platform you use yourself the most and dominate that. That's my advice all the time because different platforms are different. Even they say Facebook and TikTok or Facebook and Instagram are the same or TikTok and Instagram are very similar. They're not. Honestly, they're not. The algorithms are so different. People on Facebook want a different kind of content compared to Instagram. People on TikTok are there for a different reason. TikTok is becoming more like a search friendly, search oriented platform. So pick one platform you yourself use most of the time and stick to it. learn everything about that platform and just create as much content as possible. One thing I forgot to tell you is that I don't have the systems or structures or the content calendars I usually teach people doesn't work for me, but Raquel, one thing I built for myself is I don't care if my content isn't perfect, isn't polished. if the voice quality isn't the best, if I don't have my mic or my tripod, I just create what I have in mind, try my best to make it as good as possible, and post. I don't care if it's my best hair day, or if, women, your makeup is perfect, or the lighting is great, or if you had a few mistakes, or if you mispronounce a few things. For a lot of people like me who speak English as a second language, I just don't care. I never want it to be perfect. And I think that's, A key to create a lot of content because I think having a couple polished amazing content versus someone like me who's like pumping content every day. This always wins because the platforms at the end of the day, they want watch time. They want people to watch more. So when you become a creator who creates a lot of content. The algorithm always supports you better.

Raquel Quinet: 11:40

that's so true because I think when you can create and push out content, regardless of sometimes what it looks like, you create an authentic brand because you're not perfect. Nobody wants perfect in today's day and age. They want to see behind the scenes. People are nosy. Like you said, people want to know about your life, your travel, what you eat, all the things, right? Because they feel connected or more close to you. So you talked about. Getting what, 37 transactions, 35 transactions through social media, just IG alone. What have been some of the ways that you have actually gotten leads? Have they been through DMs? Have they been through stories? Or what have been some of the content that you say, you know what, Raquel, that's actually one piece of content that I would recommend because hands down, it always captures leads.

Sal Toosi: 12:32

Yeah. Great question. 37 deals, not 35. I'm very specific, but I'm just kidding.

Raquel Quinet: 12:37

3740. I'm not perfect.

Sal Toosi: 12:43

think, number one, yes, you nailed it. Just be authentic. Be yourself. You don't have to pretend you're better than who you are. I mean, we're so good at that being in real estate. We always want to pretend we're better. We make more money. We have more success, like all of that. I feel like people are so tired of that. And being authentic is definitely so important in this game, just talk about your failures. Like a lot of the posts that I said, life sucks or I hate real estate for this reason, or my client like ghosted me. They always get the most engagement, right? But in terms of what has worked for me, I can tell you there is this method I call digital door knocking. How many comments do you normally get when you post a new piece of content Raquel on your account?

Raquel Quinet: 13:30

Anywhere from three. And then if it's my kids, it's like 50,

Sal Toosi: 13:34

yeah, like an average person gets three, four, five comments on a piece of content they post. So I came up with this idea. Maybe I didn't come up with it. Someone else's or other people are talking about it, but I call it digital door knocking and I feel like Doesn't matter what content you post. There's so many different Ideas and forums and dadada so many different content works I can't say if it's not educational you're making a mistake if you're not featuring coffee shops You can't generate leads like because people have different tastes that way. That's why we have Three hundred channels on tv or we have hundreds of different movies because people have different tastes. So it doesn't matter what content you're creating, as long as you're consistent, that's good. But you can't just sit down and hope for people to dm you, come list my place, or I want to buy an apartment. Two things here, number one, you got to be proactive. Go knock on their door, meaning go comment on their photos. If an average person gets three to four or five comments, if I go say oh that was helpful, thank you for sharing, or I love your dress, or whatever authentic about that piece of content. You got their attention. They opened the door to you and they're suddenly like, Who is this person? They come check your profile. If they check your profile a couple times or a few times and you're consistently posting, doesn't matter what you're posting, if they're interested in what you're talking about, they're going to follow you and start getting into that funnel. Number two, the mindset here is not leads, it's conversation. These 37 transactions did not start with, I hope they did, but they did not start with, Can you tell me how much my home is worth? Or, Can you buy me an apartment? I think one or two I had that they were so directly Hey, I want to buy real estate. The majority starts with, What podcast do you listen to? Oh, that's a beautiful. That's a beautiful pull. Or, Oh, I didn't know you go to Kelowna. Or, Hey, your mom is lovely. I love how close you are with her. Or so many different topics. That are not about real estate, but once you nurture, build a relationship, they turn into leads. And if you look at it that way, you can get their email or phone number, add them to your CRM. Even if you don't, once you build a relationship, you're the realtor of choice. So you don't even have to be like, my new listing, this new offering, that, this. If they like you, and know you, and over time on social media, trust you, It's so easy. I've never been to a listening presentation with brochures or printouts. I go to listening presentations to win them, to win their hearts, to tell them, listen, I'm the same guy that you've been seeing on social media for the last two years. And they're like, you look better than your photos, or you look exactly like them. thank God, this is it. The deal is done.

Raquel Quinet: 16:32

it's so true what you said, conversion happens in conversations. Right. And I always say DM to CRM because we're on all on rented platforms. And when you really want to build relationships, they go either in your phone, if that's your CRM or in some type of CRM product. I think it's one thing when we do actually get leads as a, as an agent from somebody that wants to buy real estate, how do you follow up with them? Do you guys have a system at all that you use or. Even if something very simple of Hey, they're going to buy in three months. Is there a follow up system that you use now?

Sal Toosi: 17:12

Yeah, so we use the actual follow up boss. It's a CRM, and I honestly think there is no difference as long as you use a CRM, as long as you use the basic functions, you're good to go. So if I see there is a conversation on my social media that's a little bit more nurtured, I always try to ask them for their email and phone number with this script. That lesson. I have a list of VIP contacts, I call them. These are people that are super important to me. These are people that I want to give updates or send offers when I come across something amazing. No pressure. If you think this is useful to you or would be a benefit to you, share your email and phone and I would be happy to add you to that list. Almost always people say yes, they feel special because I'm making them feel special. And then I take them and put notes into the CRM with a little bit of a note that where is the source, who these people are, a little bit about them. And then through our CRMs, they get like once or twice emails per month, like updates, deal of the week and stuff like that. But even if you don't make it that complicated, because I'm talking now to an agent. Who wants to grow on social media, go from zero deals to 10 deals. If you post a few times per week about whatever you want, if you find 10 to 15 people who are your followers or your followers, that you would approach in, in that wedding in Cancun, right? These should be people you like to talk to. Always make that example, you know that seller who calls you and you never want to talk to them Like why do you represent them? there's so many people out there who like to hang out with you and you like their vibes So go find those people 10 15 per week Knock on their door on social media, even if you don't use the CRM, even if you don't have a system I promise you after six to eight months You can start closing deals. And then of course, with systems and CRMs and all of that, you can always grow it.

Raquel Quinet: 19:18

So speaking of systems, one of the things that I see agents have a hard time with is time management. So I always think, you know, especially with a social content creation, what are some of the apps or tools that you use that have helped you kind of fast track some of the things that you're posting?

Sal Toosi: 19:39

Number one, yeah, number one, I feel like we are terrible at time management as real estate agents because most of the successful real estate agents are very good at sales and presentations and our personalities are not really good organizers or time managers. That's why We had this conversation already that I need people like you to organize me or to help me prioritize. And I feel like to answer your question, it's so important because it's very time consuming. But the secret here, Raquel, is practice. I don't think the secret is this app or that app or use practice. And I feel like Instagram stories or Facebook stories or TikTok, like the stories, because they're only there for 24 hours. You gotta practice until you be so quick in putting some video out there. Because video is the ultimate form of content. if you're not doing videos, you're wasting your time. if you just want to post the slides or designs or Canva or You're wasting your time because there are people like me who are pumping video out there, right? So the only secret is to practice as much as you can until it becomes so natural and so easy. A lot of the times, for example, they just cut the interest rates in Canada. It takes me one take to talk about this for a minute or two. one take because of practice. So I just think about it, have some keywords I want to talk about, but then when I start recording, it's done and I usually use a very simple app InShot or CapCut to make very simple edits and posts, but because of practice is so much, the actual content creation for me takes so little time so I can I'm going to do my makeup. I'm going to look my best. They're going to bring the lights and everything. So I'm already sweating and I'm nervous. Maybe I didn't have the best morning that day. And in three hours, I'm going to be at my best and create the best content. And then you don't do any practice for two weeks. I don't think that works. I think you just got to do it daily until you become so natural and so quick at it.

Raquel Quinet: 21:57

You become an expert when you do the reps, right? So I couldn't agree with you anymore. Let's just turn back the clocks. If you had to start over knowing what you know today, give us like the audience that are listening or people watching on YouTube. What are three ideas agents could execute on today that could help them with their digital presence or help them with their social media to create those types of conversation for them to get leads?

Sal Toosi: 22:27

Three ideas. Number one, hire a coach. If I could start from the beginning, I would hire a coach. Social media coach, systems coach. Whatever your weakness is. Because that's the cheapest. investment that's the best investment you can do in yourself because I am just I'm just it's like I'm thinking about like someone who wants to start social media or want to take it to the next level and spending a few hours with someone like me I'm not actively coaching I'm just saying just If you don't have a coach, you don't know what you're doing is going to get results or not. So number one, hire a coach. Number two, pick topics you would talk about over a glass of wine with your friend and stick to them. if that's fashion, talk about fashion. Don't be shy to be a fashion advisor. you're not only real estate agents. That's what I see. They're like, but, my account is Raquel Holmes. I can't talk about yoga. I'm like, fuck, yes, you can talk about yoga. You're not, you don't have one dimension. of course you have other interests. Of course you have other passions. So choose things you're passionate about and start talking about them. And idea number three is Collaborate with local business owners. And make it simple. You don't have to go to a restaurant and create a show like Netflix quality. Just collaborate with local business owners. Go to restaurants, coffee shops, spas, hair salons, whatever local is there. Doesn't even have to be local. Go to places you like. Even as easy as taking a photo of that product, talking about them and sharing them. But make that a habit. Like when I started my social media, I did this for almost two years. Every week I would feature a business and tag them. So many times they didn't tag me. So many times they didn't share me. But a lot of the times they did. So their followers started recognizing me. it's just an amazing way to grow your business through collaboration.

Raquel Quinet: 24:36

Yeah. Quick question on your, first of all, thank you for all of the ideas. Quick question on your last point with community and, collaborating with local businesses. Is hashtags at all important when you do those things? Since we're talking about social media and I'm talking to somebody that does it every single day.

Sal Toosi: 24:59

I never use hashtags. I think this is only my knowledge. Hashtags used to be so useful when the algorithms weren't that smart. Hashtags were like the postal codes. You share something about real estate and you would be like, hashtag homes, hashtag real estate. You would help, you were helping the brain. The algorithm to know what is this content about and who is it good for. Nowadays, even this conversation, we're talking about social media a few times. I'm going to see ads about social media very soon after this. Like the algorithm is so smart now. So I don't think it's about the hashtags. I feel like One thing that would work a lot better now is to post this stuff with other accounts, which is a collaborator account. Let's say if I take a selfie with you, instead of just posting it and tagging you, I try to write a description that also makes sense for your audience. So it's not only about me now. I'm like, hey, connecting with business professionals is a way to grow our business and then use you as a collaborator on that post. So then both of us post it at the same time and both of us have that on our timeline. And now you can collaborate with up to three or four people if I'm not mistaken. So I think instead of hashtags, if I would do it today, I would collaborate on every post I could and always remember, you need to write a caption that makes sense for them to also share. If you say, oh, I met Raquel at this event and she is so amazing and da da da, maybe Raquel doesn't feel comfortable to post something like that on their account, because people would think, oh, why is she bragging about herself or posting this? Does that make sense? But collaboration, I feel a lot more powerful than hashtags.

Raquel Quinet: 26:42

Yeah. Where do you see social media and digital marketing going? What trends do you think will happen in the future and how do you think agents should prepare themselves to stay ahead?

Sal Toosi: 26:57

I love this question because I have some thoughts about it. I feel like the traditional real estate broker role is gonna go away pretty soon with the NAR that's been happening in US. I'm sure Canada is going to follow because we, whatever you guys do, we follow you. I think like the buyer's agency is going to growing too soon, being faded away. A lot of the people are being smarter and more savvy and learning how to do things or the conditions are going to be so small that they may not even make sense for brokers to do it. I feel in the future we will have influencers and these are the people who would move and shake the industry. So we have a lot of Ryan Searhans now. Developers go to them and say, listen, we're planning to buy a piece of land and build 2000 homes. Can you get involved from now?'cause you know what people want, what the trends are, and you are gonna be the person to sell them all. So I think we are becoming influencers and in a lot of industries we're seeing that in fitness. We see that in coaching. We see that in food and nutrition. We see that in yoga, we see that. So I think our traditional role of a real estate agent get my business card, I tour you around, is changing now. May I make an example? I'm sitting right now in Kelowna, a city four hours away from Vancouver, with a listing around five million dollars. Do I know many people in Kelowna? No. Do I know this house better than all the agents in Kelowna? No. But am I, do I have an influence bigger than a lot of agents here? I think yes. And I think that was the reason the seller picked me. Because he's I want your influence to start creating exposure so more people start seeing this house. And I think the exposure is what sells a property. Because the more eyeballs, the more attention, the more possibility for you to sell it. So I see for someone like me and a lot of agents, we're becoming like, look at Tyler Hassman. He's a good partner of mine at Real. Just traveling around and featuring homes. So it's not even, you don't even have, you don't even need to have a license now in that city. Cause if you're the person to bring the attention to a property, people will choose you over someone who's been selling real estate in that neighborhood for 30 years. Cause they're like, I don't think anyone is buying this house from this neighborhood. I want someone who has people all over. So I feel like having the influence is going to be the name of the game.

Raquel Quinet: 29:29

Yes, I agree with you. you see it in all industries. You see it even in Kids sports today, which I was telling one of my friends, I said, people are getting paid to be in college, in high school to play sports because of brand influence, right? Or likeness. So you're seeing it from, I think, transition all the way down at such an early age, which I think is important to stay ahead of the trends, to keep doing these videos, to keep posting so that you are front of mind. You shared a lot, Sal, and I really appreciate your time. What's next for Sal? What are you most excited that you're working on today that you could share?

Sal Toosi: 30:12

Thanks. Thank you so much for having me. I'm a big fan of yours. When I saw you speak at that event that I was moderating like your energy and like you're so authentic and it's so obvious that you really are doing this to help people. Like it's not that oh, I have and I'm sure you have goals and I'm sure you're doing fantastic about your, but like your business, but I love to see people who are following their hearts and their passion without like being like, every month checking their bank accounts and stuff. So I really appreciate that about you. Thank you for having me. I feel like next for me is gonna be, I partnered up with this brokerage called Real, a year and a half ago. I've been super, super excited. So super grateful for the opportunity. So I think next for me will be collaborating more with agents all across North America, specifically, probably with the Persians who are my community and trying to expand this brokerage because I partnered up with them. Love working with them, love everything we're doing for the agents and very soon for the consumers. So I think that will be my next focus on my social media and on my business. Expanding Real.

Raquel Quinet: 31:20

Yeah, I'm excited to see that continue to grow. I know the influence that you bring to the table. I've told you that many times, and I think it's great that you are Expanding your knowledge throughout the world, not even the country, right? The world. So as we wrap up, there's always one question that I ask every single guest on the show is what does Sel do to play bigger in business or in life?

Sal Toosi: 31:49

love that question. I love that question. I feel like taking a better care of myself. Like honestly, like six, seven months ago, Raquel, I accepted that I'm lazy and that's why I don't exercise. Although I grew up playing sports, like I won national tournaments in tennis, I won national tournaments in swimming, but I just realized that the reason I'm not taking good care of my body is that I'm lazy. I have the time. Everyone has one hour every day to go to the gym. And I feel like one thing I'm no longer negotiating is, It is a very good self care routine. my exercise now, my meditation, my diet are non negotiables, and I feel like when you protect this temple of yours, this body of yours, this mind of yours, you are always ready to play bigger.

Raquel Quinet: 32:44

Oh, so good. And by the way, I did read your bio that you were an amazing tennis player. And I was going to ask you like, how did that translate to real estate? But thank you for bringing that up, right? Like the plan, because I know it's not easy. we have a family that comes from tennis and it's a tough sport for sure.

Sal Toosi: 33:03

It's a very mental sport, it's a very mental sport. The second you lose your focus, because You, if you watch tennis, like a lot of these players, like the top 20, top 30, skill set and body and physique are the same. It's just a mental game, you know, because three, four hours with that pressure, you lose your focus. In your mind, you tell yourself, I've lost. You're going to lose the game. So yeah, it's a tough sport. It taught me a lot and I'm grateful for it.

Raquel Quinet: 33:29

Yeah. And you know what? I just heard today, I'm probably going to do a podcast on it, is your attention is the most valuable asset you can have in business. Because focus and attention, if it's on the wrong focus, guess where you go, right? And so I really want to say from the bottom of my heart, thank you so much for being on our show. I know our community will show all the love, will connect with you because you brought so much value when it comes to social media. And I'm sure you're going to have a lot of new friends that you can digital door knock. I love that term, by the way. I appreciate you. I can't wait to keep seeing you play bigger, my friend.

Sal Toosi: 34:10

Thank you so much, Raquel. I appreciate you.

Raquel Quinet: 34:13

Thank you.