How Donna Goldbeck Built Her Longarm Quilting Business from Scratch

0:00 So let's get rolling. Donna, what part of the country are you in? Where is home for

0:27 you? I'm in Glendale, Arizona, which is a suburb of Phoenix. Okay. And, uh, and when

0:38 you say it's a suburb of Phoenix, are we talking about, it's still a very, very full place,

0:44 but it's three bedroom, four bedroom type homes, or are we talking about something that's

0:49 more rural with dirt roads and stuff? Oh, it's, um, four bedroom home in a neighborhood.

0:58 Neighborhoods. Yep. Gotcha. Okay. Area where you live. Is it, is it, uh, more rural or

1:05 is it more city? Okay. Yeah. Yeah. Okay. And, uh, how, what year was it or how long have

1:17 you been long arm quilting? Uh, I got my machine in 2010. Okay. Um, how did you, how

1:27 long had you been, had you been making quilt tops before then? Just, just a little bit

1:34 before that I've been, I've sewn since I was seven years old, but I wasn't, I didn't know

1:39 about quilting. I made a couple of baby quilts for gifts on occasion, but I didn't consider

1:45 myself a quilter. And then, um, when I got downsized out of my corporate job and I'm

1:51 like, okay, what am I going to do with myself? And my aunt invited me to come to, um, Smoky

1:58 Mountain Quilt Fest in Pigeon Forge, Tennessee. And the first year I didn't really fall in

2:06 love with quilting, but it was more important to me. I was with family and by the next year

2:11 I was hooked. So then in, um, 2010, when I was going there and I was going to the Gammill

2:18 booth every day and see, learn more about the machine. And then the day before it was

2:25 time that it was going to be over, I called my husband and I said, Oh, I love this Gammill

2:30 machine. I want one. And he goes, well, what do you want me to say? I said, say, buy it.

2:37 So that's how it happened. I was, um, person that was teaching me every day and showing

2:45 me things about it. And I said, I really want to buy from my local dealer, but I think you

2:53 should get the commission because you've been talking to me every day. And so they called

2:58 Gammill and they said, yes, absolutely. And so that's how we did it. That's how I got

3:04 my red machine.

3:05 Sure. Now,

3:06 You got your first machine in, in 2010. Is that right?

3:11 Yes.

3:12 Go ahead, Andrew.

3:14 I was going to ask, you had tied this to the downsizing from your nine to five job. Can

3:23 you tell me how many months were in between there? Like you had been growing in your love

3:28 of quilting. Uh, had you been, you know, looking for other kinds of employment and

3:35 nothing was really panning out or

3:37 No, I hadn't. I worked for a consulting firm and we were the last I had traveled with them

3:45 on different projects over the years, over 10 years. And then, um, there wasn't the project

3:53 I was on in Phoenix for the department of revenue was coming to an end and I didn't

3:59 want to travel again. So I was just, um, kind of in limbo for a little bit. And then I started

4:07 once I got my machine and then I started, um, getting my business card into quilt shops.

4:14 Um, so joining quilt clubs and, uh, handing out my cards and then it was word of mouth

4:20 and I have, um, right here in my, what used to be my formal living room is now my studio.

4:30 So I can work day and night in my pajamas, however I need to, and bring people right

4:37 in my front door, customers and clients. And, um, I just, um, I love what I do.

4:44 So your house is

4:45 I love the fact that you can get a quilt in like I did recently, and then you get to look

4:51 at it and decide and look at different, um, designs. What's going to work with this work

4:57 with the client and see. And, uh, I love their faces when they come to pick up their quilts

5:03 and they're so in love with the end results.

5:07 It makes you feel really good. Doesn't it?

5:11 Do you, um, did you start out with a, what, what model of machine did you start out with?

5:16 I have an Optimum.

5:19 Is it a hand guided or?

5:21 No, it's a Statler and I have the Ascend now because my husband is the type of guy that

5:29 never says no to me. So I have to be really careful what I asked for. But when I said

5:33 this Ascend, he said, well, you should have the best if it needs to be upgraded, you should

5:38 do that. So here I am.

5:41 Yeah.

5:41 Did you start out in the beginning with the, with the Statler, with the computerized?

5:47 So originally, yes, it was always, it's always been computerized. And I had, um, I went to

5:55 Sugar in, um, 2010 with a friend. And while I was there the very first night, I had a

6:02 stroke. I didn't know that I thought I had a bad headache. And after a couple of days,

6:08 I went, I had a taxi take me to the University of Missouri's hospital. And they said, we

6:15 don't think it's a migraine. We believe you had a stroke. We want to, um, admit you and

6:21 run tests. And so after that, and I came back to my, I told my friend, I said, I didn't

6:27 get to attend any of the classes. She said, I'll teach you everything you need to know.

6:34 And so she worked with me. And I would go to her house and I'd take really good notes,

6:39 and she'd show me things and I'd come home and I couldn't remember my notes didn't make sense.

6:45 My brain wasn't catching it. And I just cried. And I said to my husband, I should never have

6:49 bought this machine. I'm not going to be able to learn it. He said, Yes, you will. Just take

6:54 it easy. Take it slow. You'll learn it. And I get goosebumps now. I'm just telling you about it.

7:02 Because I have, I stuck with it. And I have learned it. And I love it.

7:07 Yeah, I want to tell a personal story. I, um, we have a training program now so that when people

7:16 get a machine, if they need to watch the video once they can watch it once. But if they need

7:22 to watch it 20 times, they can watch it 20 times. But it didn't used to be that way. And I've

7:28 personally trained hundreds of people. And I've always believed that anyone can learn to use the

7:35 Statler. But some people will pick it up quick. I mean, it's disgusting how fast they learn it.

7:42 And then other people are normal. And then some of us are at the back of the train. You know,

7:47 we're like, I don't know how many times I'm going to have to read this passage or walk through this.

7:54 But But do you believe like I do that anybody could learn it?

8:00 If they have their mind made up, they want to they will.

8:04 Yep. Yep. I, I wanted to ask you, when you were at that show,

8:14 uh, and you kept coming back to the gamble booth every day,

8:18 what was it about the gamble that made you decide to purchase it as opposed to one of those other

8:23 machines? Well, um, I was staying with my aunt and uncle. And so she took she said, well, let's

8:33 take it to a quilt shop. And the owner has Andy quilter. So I let him show me all about it for

8:42 like two hours. And he said, I'll come out to Phoenix, set it up for you show you everything

8:47 you need to know. And when I left there with my aunt and uncle, I'm like, okay, now I'm conflicted

8:53 because I got two ideas. But after sleeping that night, and up the next morning, and I said,

9:02 I know, I have a personal relationship with that owner, too.

9:06 But I still want the gamble. I just know in my heart, that's what I'm supposed to have.

9:13 Well, that's what I what I did.

9:16 So when when you, um, you got this, you got this machine specifically for the purpose of

9:24 starting a business, is that correct? Yes. And can you tell us a little bit about the

9:33 about that journey of, of growing your business and how that has?

9:40 How that yes, and how you found your customers? How you found your customers? Yeah.

9:46 Yeah, when I when I started, and I had joined a quilt club, I volunteered to do a lot of

9:55 charity quilts for free. And then as the people saw my women saw my work, and they're like,

10:02 then they started bringing their own personal quilts to me. And, and it just from there,

10:08 when they saw the type of work that I do, they would bring more, and they would tell their

10:14 friends. And that's kind of how this all builds up. And I've taught my daughter, she's a flight

10:22 attendant with Southwest. And she'll say, Mom, could I get some time on your machine? Because

10:28 I've taught her how to run it too. And she does her quilts on it. And I was telling my husband on

10:35 the weekend, I'd like to teach my granddaughter because when I'm not able to do it, or I've gone

10:40 to be with the Lord, I still want it to stay in our family. So not that I mean, my granddaughter

10:47 is a wedding photographer, I don't think she'd ever want to do it full time or but she might

10:53 because she's kind of burned out on wedding photography too. But I do. I get new people

11:03 all the time. I have my, my website, as well as cards in quilt shops. And I was at one quilt

11:14 meeting and next to another person I didn't know. And I said, So what did you do in your previous

11:21 life? And she said, I have a PhD in medical, medical, something big title. And I'm like,

11:33 oh my gosh, she said, No, I'm retired, and I'm quilting. And I'm looking for a long armor. I said,

11:39 you found one. So she's, she's a new customer. I've done, I've got the second load of her quilts

11:46 So she said her son and daughter-in-law love the quilts that she did before for them. And

11:53 so she's doing more quilting. So do you find, do you find at this point, Donna, that

12:00 are you still growing the customer base? Or what? How's that going?

12:06 Well, it's just like the one I just told you was a brand new one. And then the new ones,

12:12 they get their quilts back, and then they're telling their friends, and then I get new ones.

12:18 Or I get some that just found my website on online. And then I see somebody will put on

12:28 online, they're looking for somebody to do t-shirt quilts. I love making t-shirt quilts.

12:34 So then I say, I do that. And then they okay, can I get your, your phone number.

12:41 So then I start with that and goes on, because a lot of people hate making t-shirt quilts.

12:47 And it's just like, that's a puzzle that I love. So.

12:52 Yeah. So, so Donna, if you had to estimate how much time you spent, or how much time you

13:00 currently spend doing quilting for your customers, is it like about a 40 hour a week job? I mean,

13:07 you pointed out that it's in the center of your home. So.

13:13 Well, it's in the front of my home, so it doesn't interfere at all with the rest of my life. But I

13:20 noticed in this past month, my workload has slowed down some. I think the cost of everything now

13:29 makes it prohibitive for some people. But then I'll get somebody that brings me four or five

13:35 quilts. So I would say between 30 and 35 hours a week that I'm quilting.

13:42 And do you, do you only do edge to edge, or do you do some custom?

13:48 I do custom, I do whatever they want. I do a lot of edge to edge, but then I love doing custom,

13:55 because it makes you think more and plan out the whole quilt.

14:01 It lets you be a lot more creative, doesn't it?

14:03 Yes.

14:04 Yeah. So what's your per square inch charge for edge to edge? And then how do you price

14:13 out your custom? Do you kind of like quote each one separately, or how do you do that?

14:21 Yes, I, my edge to edge price is 2.9 cents. And then I have like three different

14:31 prices for custom depending on whether it's like edge to edge in the, in the center,

14:37 or custom in the center and edge to edge in the borders, or just how intricate it is of,

14:49 of the designs. So I have like 4.9, 5.9, 6.9 prices. I don't charge for, for thread.

15:02 I try to make it very simple. So when my client gets their invoice, they haven't,

15:08 they don't, there's nothing going to be added on. That's exactly what's own. And that's

15:13 the inch by, you know, width by length and, and batting. Some bring their own batting,

15:21 others buy batting from me. But I found that I couldn't understand how people can decide

15:29 how many bobbins is going to take and how to much decide,

15:32 charge for a bobbin. So I don't charge for thread at all.

15:36 Yeah. And do you know about how many quilts do you do per year? Do you know about how many you do?

15:47 I don't know exactly.

15:54 I would say several hundred.

15:59 So you stay pretty busy.

16:01 Yeah. And also I'm teaching my great-grandson a quilt. They had quilts in the local quilt show

16:10 and ribbons this past March. And that's wonderful. And it's just fun to see it going down all the

16:18 generations. Yes, yes. That's wonderful. So, so Donna, what, what was the hardest point

16:29 in growing your business? I mean, I'm guessing it was towards the beginning.

16:34 Was there a particular thing that, that was really just kind of difficult to get through

16:40 or to figure out?

16:44 Just learning software, you know, working on charity quilts to learn the software. And then

16:52 we would go up to a new one, like, you know, from 4.5 to, and you'd go, okay, now we're 7.4.5.

17:00 Okay. What's different. And it's been really good to, I think I was, I went to

17:10 quilting with confidence last fall in Avondale, Arizona. And that was really interesting and good.

17:20 And see some of the things that people are doing that I never thought of. So it was very learning.

17:30 And can you tell us who, who has been your biggest cheerleader and support through this journey?

17:39 Well, my husband, for sure. He's, he's, you know, he'll come and see a quilt that I'm working on,

17:46 a quilt that I'm working on, or one I just finished when he comes home from work. And he's

17:49 like, oh, that's really beautiful. And he helps me hang them up and take pictures of them. And

17:56 he'll say, look at how great her points are. So, you know, he's just learned as, as I have,

18:05 what looks good and what doesn't. Or if I did, he always is complimenting me on what I've chosen

18:12 to. In the beginning, I used to bring my clients in and sit down with them and go through and look

18:19 at a lot of patterns and let them choose what, you know, what they would like. And then COVID hit,

18:27 and I had them drop off quilts in a bin out on my side, my front door. And then I would

18:35 look online and I would, I'd send them an email with a invoice and also an attachment with like

18:45 six or eight samples to choose from. And if you don't like those, let me know,

18:51 I'll send some different ones. And now I don't, I let them come in and bring in,

18:58 I visit a little bit, then I say, ask them if they have an idea of what they'd like on it,

19:04 or if it's flowers or whatever. And then I send them an invoice and an attachment with

19:13 choices. I know that I could spend two hours just sitting at the computer with someone.

19:19 This way, I've had a time to look at their quilt and get an idea of what I think. And then I pick

19:26 out patterns and send them to them. And then they email me back what they would like.

19:32 So I, in case anybody misses that, I want to kind of spend a second on what you just outlined.

19:41 Because I think a lot of times a beginning longarm quilter, who's just figuring out how to do this

19:48 business, she will make that mistake of sitting down with the lady and looking through catalogs

19:56 of patterns for ages and ages.

20:00 and it's kind of frustrating I think and it's a big waste of time and so what you just outlined

20:08 is a much smarter way of doing it and I know others do it this way or similar where you take

20:14 the quilt and you say all right I'll have a look at it and I'll see what what ideas come to me for

20:21 quilting it and I'll send them to you. Is that basically what you kind of are doing? Yes I asked

20:28 them originally if there's something that they want if they want what they had in mind yeah yes

20:35 because at one time I sent out an attachment that had something because it looked like the

20:43 the quilt was calling for something geometric so I sent mainly geometric designs and I got an

20:52 email back from the person said you know I was really thinking flowers and usually I don't do

20:57 flowers on top of flowers or I don't suggest that but when I found out that's what she wanted then

21:04 then I sent those designs to her and she picked out what she wanted and it turned out really nice

21:11 but yeah. Well that's great but I would never do flowers on top of flowers either. I don't know what would you think and then you try to

21:19 finish. Yeah that's great unless they really love that right yes right right thank you.

21:35 So well okay you go ahead all right well what you or me one of us has to go next but I was really

21:44 curious about this one you've already told us about how your husband is your best supporter

21:50 and he has been throughout the whole process and I think what he said to you over the phone

21:56 is awesome when he said well what do you want me to say you know well tell me to buy it

22:03 that was great but can you tell us what sort of impact this quilting business and the you know

22:15 because it gives you control over your schedule and it gives you some control over your income

22:21 how has it changed your life to have this quilting business as opposed to whatever

22:27 else you would have been doing? It's helped me to have a more calm life because I was in a

22:37 computer tech person and sometimes you know if we told the company that it was this project's

22:43 going to be done in a month or whatever and it got close to the deadline and there were some

22:49 things that were found out that we didn't know about before and then so you'd have to work till

22:55 midnight you know go in at seven and work till midnight come home and do the same and work over

22:59 the weekend and this you know I'm in control of my work schedule and sometimes something goes wrong

23:10 right and you gotta frog some of the quilting out because something didn't go right and so that's

23:19 time you didn't plan on and so you might have to work later that day or night to get that done so

23:26 you can give them the best product ever and so those are just times when things happen you don't

23:34 you don't really plan on so I try to make sure that when I give them a date that I'm going to

23:41 have the quilt done I've planned in if I need an extra day or so and I'd always ask them when do

23:49 you need this by and and then many of them say I don't have any deadlines for me I'm keeping it

23:56 myself it's not for a wedding or whatever so that's good information to have so can stay on on task.

24:05 Yeah, do you find that you do your best work in the morning or in the evening?

24:11 I'm more of a morning person but I do have my most energy but I you know if something's not going

24:20 right and I have to frog out of a section and I'll say to my husband can you make dinner tonight this

24:29 is what I had planned because I got to get this done and it's gonna be on those yeah.

24:35 Yeah, it's like you have a real winner of a husband there. I do, I think so too.

24:42 So Donna, so you started out the this business of long arming started long arming in 2010

24:52 and you started this business is there anything you can think of that you wish somebody would

24:57 have told you at the beginning that something that you wish you would have known when you first

25:03 started? Well I had a real good mentor in the person that taught me how to use the machine

25:14 and she'd been in in business for about 12 years so she pretty much told me you know everything

25:22 join a quilt club get your business cards in stores hand them out to people and they'll if

25:30 they really like your work give them some for their friends and get a website a website where

25:38 they can go and see pictures of quilts that you've done and then and I put I use Facebook too

25:50 when I've I quilt for people and and they're okay you know there's yes you can show it I know I had

25:58 a client that came a few days ago that her and her husband were doing a lot of traveling so she

26:03 wasn't quilting much and she said I'm always on on Facebook looking at what you've done or what

26:09 what you taught your great-grands you had your quilts up from that and and then especially I

26:15 like to show off blue ribbon winners people that have run blue ribbons that are local quilt show

26:24 and so it's it's really I would say those are the things that I really think are the best ways.

26:34 So what advice would you have for somebody who is like you 14 years ago and she's trying to decide

26:45 if this is what she wants to do it tends to be a pretty difficult decision for people to make

26:51 because buying a machine is a lot of money what advice would you have for that person?

26:59 Well I would tell them you would never be sorry that you went this way and it's a whole different

27:07 type of sewing like I said I've sewn since I was like seven years old it's a whole different type

27:13 of sewing with computer and yes there's and I think I didn't finance mine but I know a lot of

27:24 people that you have finance available for people to make payments and there's like

27:35 so many people quilting now if they didn't quilt when they were in their

27:41 career days they start after they retire and so there's so many

27:48 there's like several hundred people in my one quilt club and there's maybe three or four

27:57 long armors in there besides me and people are just young people are joining because

28:06 you can come at night and work your job during the day or they just want to get started more

28:14 they just want to get started and learn and I've had people say could I just come and watch you

28:20 quilt my quilt because I want to see how your machine works and everything and they're just

28:25 wow that's that's so incredible and like oh I tried when I first did a couple quilts of my own

28:33 I had a friend that had a Gamo hand guided and she's about five inches shorter than me

28:41 so so when she said I could quilt on her machine I had to be like kind of bent over

28:48 by the time the day was over I had such a backache and I thought oh my gosh I don't know if I can do

28:55 this again and I sure know I don't want to be doing hand guided although I do some of that but

29:00 not you know day after day or quilt after quilt you can do that and then I saw somebody on

29:06 yeah Facebook that says you don't have to drop your belts you just do something with the

29:14 something and you can for your hand you can hand guide without the belt with the belt still on

29:20 I'm like I haven't tried that yet but yeah they have power oh you should you should try it

29:27 yeah we've had power assist ever since you first got your machine 14 years ago but

29:33 the Ascend in particular the the teeth on the belts there's like twice as many teeth but they're

29:41 closer together and something about the different tuning on the Ascend the power assist is phenomenal

29:49 it is it it's silky smooth and it's really really easy for you to get the machine to go where you

29:57 want without having to drop the belts not that 15 seconds to unhook the belts is that big a deal

30:03 but you should try it it's really nice if you're trying to do um hand guided and computer assist

30:12 on the same quilt it makes a big difference if you have to hook it up again or what you

30:18 have to decide which one am I going to do first where I think if you do both that's and that's

30:24 what I will try very soon yeah that power yeah we're much more seamless you can just switch over

30:31 to hand guided and you don't have to drop those belts switch back to computerized when you're

30:36 done with that it's very nice yeah yeah um Donna I uh but you know uh primary a lot of the people

30:47 that are watching this are people who are either starting a business of their own in the early

30:55 stages or thinking about that do you think that in this day and age in the year 2024 do you think

31:02 it's do you think it's still something that's possible for someone to do these days I do I do

31:09 really think that especially um if you if you get in a club or where there's more

31:16 quilters and they see your work because they always have show and tell at the meetings

31:21 and if somebody sees something that you've done because the person will say this um quilt was

31:28 quilted by Donna Goldbeck and then they'll look at me oh you know and so and then somebody else

31:34 think well I have a couple that I'd like you to do and so it just it starts out slow

31:40 which you want to because you're learning how to run your machine and how to um

31:47 do things of your own first and then for other people and and you just um tell them you'll do

31:54 some quilts for free or at least one you know in the beginning and see if you like my work and then

32:00 you'll come back yeah even these ladies that you've been doing their quilts for 10 years

32:08 if you were to ask them how many quilts do you have that are in bags where like you've got the

32:15 top and you've even got the binding all cut and everything but you've never actually had it

32:20 finished and even these ladies that you've been doing their quilts for 10 years they still have

32:24 a closet full of unfinished quilt tops some probably do I know one person that I told her

32:32 one time we went on a retreat together and I said she wouldn't take many money from me for gas I

32:38 said I'd love to quilt a quilt for you and she says okay but she's never bought brought one

32:44 she always she just piles them up in her closet and she goes on to her next one and I just and

32:51 I thought well I asked I told her several times and she's like yeah I need to do that but I haven't

32:56 so um actually I have yeah well wait till she sees one of them get finished up though she'll

33:02 she'll all of a sudden have to do all of them well I have a neighbor that lives just four houses for

33:09 me that I've done over 60 quilts for her and she um she's she says I don't need any more quilts

33:19 I don't know who to make one for but I just love making quilts so it's an addiction

33:26 yeah yeah well Donna thank you so much for sharing your story and I want to make sure that if people

33:34 want to reach out to you afterwards maybe they have questions or comments or they just want to

33:40 see some of your work how is it how are you listed on Facebook if people wanted to see you there and

33:46 then what's your email or what's your website address my website is goldenrulecreations.biz

33:55 and um as you can see but I have several names hooked together on Facebook I'm Donna Larson

34:02 Pearson Goldbeck okay that makes it easy for people to find you there yeah my daddy my baby

34:10 daddy name and my current husband all right there you go all right well um did you have anything

34:19 else Bobby no I just Donna I just wanted to thank you so much it's it's uh very inspiring to hear

34:26 your journey of uh I mean I mean my gosh you overcame a stroke and uh and just continued on

34:34 to a successful business and uh so it's it's it's so inspiring to me to see the different

34:41 I mean you know just a few weeks ago we had a 20-something year old uh young lady that was

34:47 running a business and now we have somebody that's overcome some of the things that you have

34:51 overcome and we just thank you so much for joining us uh Donna it's it's been very inspiring

34:59 so I know a lot about Andrew but Bobby I don't I've never seen your name out can you tell me

35:06 something about your moment with GAML yes I work here at GAML in the tech support department

35:15 so um yeah anytime you're the Bobby then I always hear people say help them so much

35:21 possibly he's he's the Bobby yes we do have we do also have another Bobby who's one of our field

35:29 service technicians yeah and so uh if the if Bobby came to your house then it was uh Bobby Testini

35:37 but if Bobby helped you over the phone and the internet it was Bobby Ware

35:42 that's right so I had the um when I had the Ascend upgrade the one gentleman I can't think

35:49 of his name now but he's he was at uh quilting with confidence that I went to and I said don't

35:55 I know you I said didn't you come to my house and he goes yes I did so I know I see his pictures

36:01 when I look on um the website that he's he's traveling with the quilting with the cause

36:09 again yeah a lot of people are surprised at how personal we are because if you listen to the

36:15 internet or to some people talk they make it sound like GAML is some big corporation that's trying to

36:22 take over the world and nothing well okay we're trying to make the world a safe place for quilters

36:31 we're trying to make sure that quilters have everything they need uh the machines

36:38 the education the service properly set up machines all that stuff and uh but it is uh

36:49 I mean it's it's to the point where you know a lot of people know a quarter of the names you know

36:56 just because oh well I've I've had Jim to my house and I've had you know uh Matt to my house and so

37:03 yeah you get to know us yeah and we're just that we're a tight-knit family and uh yeah we're not

37:10 this huge uh impersonal corporation we're a family both the people that work here and the people that

37:16 have their machines like Donna we're just we're just all we consider ourselves all part of the

37:22 family yeah appreciate that yeah all righty well um I'm gonna go ahead and wrap up the

37:31 show I'm just going to give this one reminder that if you enjoyed this episode or maybe it's

37:36 the first one that you've heard you can go on to GAML.com and if you go into any of the shopping

37:44 pages there's an extra little menu that comes up in the shopping area where people are shopping

37:49 for a machine and that's a place where you can download a sample business plan you can find out

37:55 more about the pricing of the machines but one of the options there is to listen to these quilting

38:00 business success interviews we've got the videos as well as the audio and you can find them on

38:06 YouTube you can find them on a podcast player but uh however you do we've got over 50 episodes now

38:14 of different people uh with their stories and they're all unique but they all share

38:19 uh a lot of things in common as well and so thank you everybody for joining us today

38:24 and we'll see you in two weeks for the next one thank you all right thank you bye