Yigal Adato: 00:00 Hey Pawn family and welcome back to another episode of the Pawn Leaders Podcast. I’m super excited for this episode for two reasons. One because Nick Fulton is on this podcast and he has been in the industry for so long and has so much information and really gave us an incredible interview. I’m super excited for you to listen to him. The other reason is because I’ve launched my new website. If you go to pawnleaders.com it’s a brand new website. I’m super excited about it and if you go there today, I’m giving you a free guide its called the three pillars of profitable pawnbrokers, and I walk you through the 12 things that I believe that in today’s market, a pawnbroker needs to do in order to become more profitable and more successful. And I’m getting some rave reviews about it already. People are writing and saying, thank you so much, so take this opportunity and check it out. Now talking about reviews. I love to mention the sponsor of the podcast podium who really today on a client call told me that they have 532 reviews for their store and they’re using podium.com really podium is such an incredible software that allows you to get your client who’s walking out of the store to leave your review without having to really mention it or pry it out of them. It’s really, really hard and this client told me that because they have 532 reviews, they’re crushing the competition. People are walking in saying, I found you on Google. I found you on Google. I read your review. I read review. So I’ve secured an incredible discount for the Pawn Leaders Podcast Community. Just go to podium.com/pawnleaders and once again that’s podium.com/pawnleaders in order to get your 10% off your monthly subscription rate, check them out. They are amazing. Now to Nick Fulton. Nick is the managing partner of USA Pawn in Mississippi with six locations and the company started in December of 1992 and he’s a former National Pawnbrokers Membership Chair, president of the Mississippi Pawnbrokers Association. And he talks about how to work it like you own it and what happened because he started off as an employee in the pawnshop and now he’s a managing partner of the pawnshop. So here is my podcast with Nick Fulton.
Yigal Adato: 02:20 Hey everyone. My name is Yigal Adato and this is the Pawn Leaders Podcast, a podcast that help you make more money, stress less and live an epic life all while working at the pawnshop.
Yigal Adato: 02:40 Nick Fulton, welcome to the Pawn Leaders Podcast.
Nick Fulton: 02:43 I am glad to be here. Thanks for having me.
Yigal Adato: 02:46 No, I know that you’re a busy, busy man and I appreciate you being here. You kind of told me before, this is kind of in between time, right? The holidays are over. I’m guessing you guys have to do inventory and do all that type of stuff, stock the shelves and you’ve got a bit of time. I appreciate you giving that to the pawn family.
Nick Fulton: 03:05 Exactly. Yeah. That calm before the storm. You know, we’re filling our shelves, getting ready for tax season. We’re just kind of loaning money right now. We’re waiting for that explosion to hit. And you just never know when the checks start hitting.
Yigal Adato: 03:22 Awesome. So let’s talk about your history in the pawn industry. When did you start working on a pawnshop because as you said, you first started working at a pawnshop. You didn’t open a pawnshop at the get go. So tell me a little bit about that.
Nick Fulton: 03:37 Right. So, my background younger days was the restaurant business, so I really understood people, you know, I was a bartender, so it made me a good listener as well. And my father in law, who at the time was the National Pawnbrokers Association attorney was also representing Charles Jones out of Texas. I think everybody, remember Charles and Morgan, you know, he’s still alive and has the big store there in Garland, Texas. But they had started a small store in Jackson, Mississippi, and they brought in the two sons, Brian and Morgan. And I want to say that that store is open three or four years and then they decided to sell it. And so Ron was going to, my father in law was going to start a new chain on his own and he hired me, and Brian did not want to hire me. I think he said I was a little mouthy. But I think you need a little bit of that in our business, you know, you’ve got gotta be able to talk to people. So I was actually USA Pawn first employee and we opened our first store in December of 91. At the time in Jackson, Mississippi, there were, there were 32 pawnshops. So it was a real competitive market. We spend a lot of time with the national association training and learning more and whatever we learned it worked because now there’s 10 stores and three of those are ours. So the market is as a, we came in, we had welded stores. Um, we all dress professional, we didn’t smoke in the stores. It wasn’t something that they were used to seeing in Jackson. We call it everybody. Yes sir. And yes ma’am. And really rolled out the red carpet treatment.
Yigal Adato: 05:27 Awesome. And just for the listeners, what is the hold period and the interest rate in Mississippi?
Nick Fulton: 05:32 Our hold period is a 30 day loan with a 30 day grace. Our interest rate is 300 Apr. So you know, pawnbrokers know that in Layman’s terms, in 30 days you borrow 100, you pay back 125. There are no extra fees. We can charge a lost ticket fee of $3 but you can’t charge more than 300%.
Yigal Adato: 05:55 Got It. And before we had a the conversation and before we record the podcast, obviously you sent me a message saying Yigal, this is what I want the title to be which is work it like you own it. And when you said that to me and you told me your history before and I was like, this is perfect because there’s a lot of managers who are listening to the podcast and employees who are listening to the podcast. So tell me what made you come up with that title and what is it that you want to say to the people listening who are working, we’ll talk about that first and then we’ll go into ownership and what that entails.
Nick Fulton: 06:27 Yup. Okay. So you know, work it like you own it. And the early days we made very little salary wise. There were days where we would open up the store, we’d have $80 in the drawer. The first guy walks in, he’s got a TV, he wants to pawn, the second guy walks in he wants to buy a TV and it was up to you as a one guy in the store to keep them separate so you could make the loan and make yourself the same time. So when I say work it like you own it, you have to do whatever it takes to rise above everybody in the room. You want to be the Alpha male or Alpha female when it comes to a group, there were two of us going head to head for a while and his name was the [Incomprehensible] name was Robert Dollar and everybody knew who dollar was. That was kind of hard for me to compete with. You know, I’m here to see dollar well printed my own business cards. They were really cheesy. I call myself a quick nick. So I had to do something to compete and so everyday was a grind, you pick up cigarette butts, get the gum off the floors. I mean you do everything. You mop the floors, you cleaned the toilets, and you treat the money in the cash drawer, just like it’s yours, every penny count. So I guess 10, 11 years in to the business, you know, our principals at the time where my wife Michelle, her sister Rochelle and the brother Brian, they were the three stockholders and for my birthday in 2001, they each gave up some of their stock to make me an owner. And so for me that was a turning point in my career. I always felt that I was the owner, but you know, it wasn’t on paper. So when they did that it made me appreciate the fact that they were recognizing my hard work. You understand when I say work it like you own it.
Yigal Adato: 08:30 So basically you were the one who created your own destiny. I mean, you worked so hard and you stood out from the other person that they said, man, this guy deserves something more than just the paycheck.
Nick Fulton: 08:42 Yeah. You know, if you want to rise above the best, there is no coming in at 8:30 punch a clock and leave at whatever time your store closes and shut it off. You know, if you want to rise above the rest and you want to be better than everybody else, there’s so much information forced today online. I think that you know as well as I do that the internet totally revolutionize not only our industry but so many different industries. Information comes at you a lot faster now. I mean, Yigal when was it when you first got into the business?
Yigal Adato: 09:14 Man. So, I mean, my first [Incomprehensible] was with my dad years ago but owning a store was about 16 years ago.
Nick Fulton: 09:22 Yeah. So, do you remember the time before the Internet?
Yigal Adato: 09:29 I do, because I remember the exact moment where I had to sign on to AOL and it was like, exactly. That’s what I remembered.
Nick Fulton: 09:41 Well, you know, before that people bring you the items and you would have to negotiate. You might not have a clue what that item was and you didn’t even know how to give a value on it. So you were basically just, you were just guessing. And so on Saturdays and Sundays we would hit the stores and we would go to Sears and we would go to JC penny’s or wherever we could Walmart and look at the prices of their merchandise, how much of the TVS, how much the tools, how much are these. We would open up the paper on Sunday and we would read all the classifieds and see what this stuff was worth and that’s how we made our prices back then. That’s how we were able to negotiate. But it’s so much different today.
Yigal Adato: 10:27 Oh for sure. I mean it’s a lot easier. As you said, you got the internet, you’ve got Ebay, you’ve got Amazon, all these price points and it’s also easier for the client as well, I’m guessing because they can also check what deals that you’re giving them and make sure that it’s fair.
Nick Fulton: 10:44 A lot more competitive today too. A lot more competitive.
Yigal Adato: 10:48 For sure. Let’s go back really quick. Nick, let’s talk about like the moment that you were handed the stock, right? You went from being an employee essentially to an owner and even though you worked it like you own it, what changed in the mindset when you went from that employee to owner?
Nick Fulton: 11:04 Oh, it was, the only thing that really changed for me was just my pride. I was always proud of what I did. You know, it’s cool. Our job is so cool. I mean, we talk about, we go to parties and people say, you know, what do you do? And you know, I’m a banker. Oh Great. What do you, what do you do? Oh, I’m a real estate attorney. While that’s all great, you know, Nick what do you do? I work in a pawnshop. No kidding? you work in a pawnshop. Do you ever do this? Do that. So, you know, our job has always been really cool but for me, when they handed me a slip of paper, you know, of course you, with the tears and the emotions, everything, I just had you know, it was a lot of pride.
Yigal Adato: 11:45 Love it. Great. So USA Pawn got 10 stores, six, excuse me, I’m sorry.
Nick Fulton: 11:51 But you know it feels like 10.
Yigal Adato: 11:53 Yeah. I’m sure you got six stores. I’m sure you guys have made some mistakes on the way. I’d like for you to share with the audience and those of who are opening up their first shop, who have the first one thinking about the second store, what are some mistakes to avoid when opening up six shops and going into that second store, third store, fourth store versus those mistakes that you can look back and say, man, I wish I knew this and you want to share with others.
Nick Fulton: 12:20 Okay, so before you had the mindset that you want to open up another store, you got to make sure that your first store, you’ve maximized it. You can’t grow that store anymore. And the only way to grow your companies to go to a second store. Before you do that, you’ve got to have a person ready to open that store and run that so everyday just like you would do. So now you’re going to be dividing up your time between your first store and your second store. So you have to have people you can trust, people with integrity. To do that though, you had to have them ready. You can’t just say, okay, we’re going to open up the store and I’m going to throw somebody in there and I’m going to bounce back and forth cause nobody can do that well. So you have to be proactive and train your people, train, train your person to replace yourself. That’s my biggest thing is to train. Teach everybody what you know and heck with what they know. They might not be in smarter and better than you are. And then so to the third store and then on to the fourth store and you know, now like I said, we’re at six,
Yigal Adato: 13:25 So, I just want to repeat that real quick for everybody to hear. You basically said train that person to be able to replace you. Absolutely. And I love that because I think that if you hire smarter people then that’s how you grow. Bob Moulton said, I just hired smarter people.
Nick Fulton: 13:42 Yeah, Bob who got to figure it out. I went to visit Bob about 8 to 10 years ago at the time he also had six or seven stores. And I think today he’s got what 11, 12,
Yigal Adato: 13:54 [Incomprehensible] 13.
Nick Fulton: 13:55 He’s got a heck of an operation. I mean Bob does everything right, as stores are well lit, his people are in ties and button down shirts, he’s a very charitable man. You see him giving back to his community. So you know, Bob is one of those guys that figured out his niche and he’s, done a very good job with that.
Yigal Adato: 14:16 So let’s talk about yours. What’s USA Pawn’s niche? I mean, what has created that success for you guys?
Nick Fulton: 14:21 Well, you know, we’re fortunate that we have a pretty big store. The mega store that we built four years ago is 34,000 square feet and it’s the biggest in Mississippi, one of the biggest in the south and were able to store a lot of merchandise in that store. So we will buy truckloads of television sets. Cause I think there’s nothing that looks better when somebody walks in my store and I have 40 or 50 television sets up there all on the same channel. They all look great. It just, it creates an image like wow, this is like best buy. This is like a high end electronic store. So we carry a lot of TVs. We, right now we have five to 600 TVs in the back waiting to hit the shelves as soon as we sell one. I want to keep my stores full of electronics at all times. Unlike New York, California, Atlanta, Dallas, the big cities we don’t get a lot of big diamonds. We don’t get a lot of Rolex watches. I mean we get some, but we’re more of a lawn mower and weeder type brick and mortar store. But for us, I think it’s the electronics. So we are fortunate. I know that l real estate’s real expensive in those bigger cities like that. And it’s not so much where we are. So that’s why we went with a bigger store and we’ve got those TVs ready to go at all times. You know, I remember the old days when people would come in after tax season, they would walk into your store and your shelves are bare. They’re like, are you going out of business? We were having to stay in business sale, its what we’re doing.
Yigal Adato: 16:01 [Incomprehensible]
Nick Fulton: 16:04 Go ahead.
Yigal Adato: 16:04 So stock your shelves all the time. That’s one of your niches, right? [Inaudible] Coming out of pawn or buy you guys go out and buy it and bring it in, correct?
Nick Fulton: 16:13 Yeah. Subsidize. You gotta have your store’s full at all times. If they don’t see it in your store, then they’re going to go somewhere else and get it obviously. So you do what you can, you stack up, use as much space as you can in your back room to be ready for times especially with what we got coming up and nobody wants to have their shells. You’re losing money.
Yigal Adato: 16:34 Yeah, I agree. Especially with people coming in for tax season, right? This is the season to people got cash in their pockets and this is the season to sell.
Nick Fulton: 16:43 Yeah. And this season is different than anything else. This is the time when the bottom 30% of the population that are relying on some kind of government assistance, they have a stab a job, but they’re not making a whole lot of money. And this is their bank. This is when they cash in and they’ve been going to a vicious cycle the last 11 months. Do you know the product for tax season, they start, and a few bills here, if you build there, you’ll see a lawn mower and then we’ll see a 32 inch TV and then come June we’ll see the 42 inch TV and then by November they’re bringing in the 65 inch flat screen TV. And so that’s kind of like their savings account. Right? So that’s how they fund their lifestyle. They buy all the stuff up in tax season and the money is gone, it’s gone very fast for them. And so they bass up and acquire it and that’s how they keep it going through the rest of the year when we see it as a cycle.
Yigal Adato: 17:42 And essentially they buy and then if they need the money they come back and pawn it with you.
Nick Fulton: 17:45 Yes.
Yigal Adato: 17:47 So I reached out to the Pawn Leaders Podcast Community. If you’re not part of the community, just go to Facebook and type in Pawn Leaders Podcast and join our community. I reached out to them to ask you some questions and I want to touch on the superstore that you’ve mentioned that was 30 something thousand square feet. That’s incredible. I’ve got to go out there and check it out one day. Greg Engstrom ask how much better does a superstore do than one half its size. Does it scale up, like double the size, double the profits, or is it just double the work?
Nick Fulton: 18:20 Okay, so our mega store, when we first jumped in there, we had no, before that we had no building payments. Our electricity bill was $800 a month. Our Labor was, I don’t know, $8,000 a week, something like that. And now it’s like $140,000 or $150,000 a month. $14,000 a month utility bill.
Yigal Adato: 18:47 Wow.
Nick Fulton: 18:50 It’s not like having a 6,000 square foot store. We knew that it was going to take some time. We didn’t know it’s going to take this long. It’s not like you can just double your business in a year. So it’s going on four years now. We have seen quite a bit, a bigger tip and the loan balance, but the big part of the profit has been the sales since we do have such a big sales floor other stores get crowded, we just send the merchandise over there and [Incomprehensible] to the big store. But not only that, we’ve got a training center that’s upstairs. So for anybody before they hit the floor, they have to go through some training and we’ve got a room up there. We also have our Internet department that sells all our Ebay and gun broker and that kind of stuff is upstairs. So it’s more than just the pawnshop for us. There’s a lot of other things going on in that store. But to answer Greg, this is more like opening up three or four stores in one and it’s gonna take some time.
Yigal Adato: 19:50 Got It. I can only imagine. I mean my brother and I, we went from 900 square feet to think it was 11,000 square feet. It was a lot of work. Tons of work and going to 30 something that’s Bravo to you guys. It take some guts, that’s for sure.
Nick Fulton: 20:07 Yeah, a few extra pounds and a few extra gray hairs.
Yigal Adato: 20:10 There you go. Talking about gray hairs. That was a perfect segue. You have been in the pawn industry for awhile and you’ve held leadership roles in the pawn industry. You’re currently the president of the Mississippi Pawnbrokers Association at [Incomprehensible] the membership chair for the NPA.
Nick Fulton: 20:28 That’s correct.
Yigal Adato: 20:28 So tell me about that. What made you want to take on the leadership role for Mississippi and become the president of the association?
Nick Fulton: 20:36 Well, you know, in all fairness to pawnbrokers across the country, you know, so there’s so many people that just sit back and complain about everything and they never actually step and participate. I guess it’s pretty much like any board or any association. They always going to have about 6% of the people that do all the work for everybody and they reaped the benefits. But I was in the NPA for a long, long time. I knew that it was time for me to step down and let some other people come in and you know, frankly I don’t think these positions should be lifetime. Kind of like our government up to there should be term limits. And it was the same for our State Association, I had not served there, you know, officer capacity since it had been in to play. So, you know, I’d just made mention that I’ll be interested in serving one day. The last year they came to me and said, we want you to be president. And I was like, Eh, I don’t know man. I’ve got a lot of work going on and my son just started in the business so I’ve been training him and I said, I don’t know if I have time. I made the time. And then they let me know that, oh by the way, your states also in charge of the Dixie conference that involves 4 state. And good luck with that.
Yigal Adato: 21:49 It’s a great conference that’s for sure.
Nick Fulton: 21:50 It is a good conference.We were glad to have you there last year.
Yigal Adato: 21:54 Oh, thank you. And I’m looking forward to be there this year for sure. So what are you seeing, I mean, you know, Seth Ward asks, what message do you have for pawnbrokers who are inactive in their state and National Association and why is it important to be a part of your associations?
Nick Fulton: 22:10 Yup. So from a vendor standpoint I appreciate everything that they do because they fund a lot of things, you know for our association. I think our sole purpose is legislated. And so we take our money that we make throughout the year and, you know, it helps us with our lobbyists and helps us, uh, whenever they have sessions with our senators and states were doing it to protect our business. We appreciate what the vendors do for us. And we built a lot of relationships with people like Seth, people like Peter Specter and Jack Brown and I mean the names go on and on. Eminent merchandisers are lot of, one of our big vendors that we deal with but you know they take the time out, they come to the shows and I think it’s only fair that always ask people, you know they ask me for my business and I say, you know do you go to the shows? Do you support the NPA? Do you support the Dixie? I mean, if you’re not there, I mean, I’d rather give my money to those guys because they’re giving it right back. Is that makes sense?
Yigal Adato: 23:16 Yeah, for sure, 100%. What about the pawn brokers themselves who, if there’s a pawnbroker listening, who is not part of their state or the National Association? What message do you have to them?
Nick Fulton: 23:30 You only have one opportunity to make a difference and they don’t realize that maybe that they’ve got one of their senators that visit their stores or, last year we had a lunch with about seven or eight senators and their guides and those woman, we’ve been in business since 1991 and she said she had never been in a pawnshop, she didn’t even know who we were. She was just there for the free lunch, you know, and that kind of, I mean, I get it she got a nice steak and for lunch. But I said, you know what, it’s time for us that we have to get out and go to these functions and call these senators and get them into our stores. And have a function because I mean, you know, we’re not a big wheel out there. You know, we’re not some big conglomerate like the shot show or anything like that. But we do have a lot to offer and we do come in contact with a lot of people every day who vote. Right now I’ve got a friend that is running for attorney general and she likes pawnshops and the attorney general has a big impact on our pawn industry here. So I’m glad to know that I will have a friend in that position. So I would recommend anybody out there at least just get on a committee and find out what’s going on. You’ll stay better connected and you know, they probably don’t know everything. They’re not getting enough information. I mean, you see what goes on Facebook every day, you know, there’s something new that comes out every day. I learned from another pawnbroker that we’ll save you a $100,000 this year.
Yigal Adato: 25:04 Anytime I go into any of these conventions, I’ve learned more there than anywhere else for sure.
Nick Fulton: 25:13 Exactly. Get involved.
Yigal Adato: 25:16 Yeah. So let’s go back a little bit. I mean from employee, first employee of USA Pawn, you worked it like, you owned it. And that was like not complaining. You picked up the garbage and the cigarette butts that you talked about the chewing gum and you just put your head down, you did a great job and you even made your own business cards like that’s incredible. And I hope that anybody who’s listening who isn’t a store owner, you know, it gets inspired by that and takes ownership because that’s what us as owners want right? Now you being an owner, you want your staff, your managers, your system managers take ownership and not just be a customer service manager, but a real manager who thinks like you do and does what you kind of does what you wouldn’t do like it goes above and beyond even the owner. Correct?
Nick Fulton: 26:05 Yeah. You know and then nothing excites me more than when I hear one of my team members, they come up to me and go, hey, I just want to let you know I’m buying a house. Or Hey, I just want to let you know, man, I just bought my first brand new vehicle. I’ve never had a new vehicle for. Now that makes me feel good, I know what makes them feel good. So I know that they’re working hard and they’re making a good living and they’re able to move up and move forward. But yeah, you work it like it’s your own and you know who’s to say that you won’t have your own store someday if you want that.
Yigal Adato: 26:35 Yeah, I agree. I love that. I love that message, Nick. I really, really do. And, I’m going to go with a couple of questions that we’re asking the Pawn Leaders Podcast Community. You went from being an employee to getting the stock. How difficult was becoming a partner? You know, me and my brother, we were brothers. You know, it’s a little bit different when it’s that close a family. How’s was the partnership, how does it work? Is it difficult? You know, what happens when you sit down and you have a disagreement?
Nick Fulton: 27:08 Yeah. So, you know, to take it a step further, not only do we have a partnership, but it was a family partnership which made it twice a double. And so we would have, if we have disagreements, we always had to remember we always have to be compromised. And when you compromise, you sit back and listen to each other and you remember that in one’s weaknesses, the other person’s going to have strengths that are going to cover up those weakness, like Brian he’s specialized in the real estate. He was able to go out and find us locations. And so we played on those strengths. And you know, we have some that are on the interstate today, which is, you know, that’s a big deal. You don’t have to do as much advertising for that. It’s not gonna work for everybody. It’s just not, We have all hear stories like, man, I had to fire my brother and I literally did have to fire my brother for stealing back in 95 or 96, somewhere in that area. Yeah, I’ve had to fire my best friend from high school for stealing. So, it’s difficult but it is attainable and it is what you want. Obviously you showed it working with your brother and you know, you’ll see less than Seth fighting on TV, but we know that that’s not a real deal. Those guys love each other and they’ve got the father son thing worked out. And I’m starting to deal with that now with my son who just joined the business, Nick Jr as my Argentina. Our staff likes to call him Baby Nick. So he started to really see what we went through in the early days he’s going through the same thing now, the growing pains of coming home, talking about work. And you know how hard it is. And so at some point you have to shut it all.
Yigal Adato: 28:54 Yeah. Love it. So, Peter Specter asks, where do you see USA Pawn as far as growth and what are some short term goals you guys are looking to achieve?
Nick Fulton: 29:06 Well, we still have growth opportunities within the six stores that we have. Of course we would always love to open up more stores and we’re talking about that now. But we’re behind, we still have to do more training. I have two right now that I can go open up a new store and plug them in. Well I think we just need more training and have more people under them ready to go, goals wise, short term, and it’s crank it out, put money in the bank. I think we all have those same goals. And we’ll fix them, move more to some ecommerce, more than just what we do on Ebay and gun broker. I mean, let’s face it, Ebay gets 10%, 10 and a half percent, gun broker, 8 to 10%. If you cut that out and you lower your margins, you’ll have a better term and put them, more cash cash flow room for growth, right?
Yigal Adato: 29:59 A 100%. I agree with you. And I think with the Internet today and what you can do with SEO and Google adwords, you can actually make that happen easier than before.
Nick Fulton: 30:08 Yeah. You know, and I opened up my first Ebay operation in 1998 at the time. I mean, nobody really knew a lot about it, so it gave me an opportunity to go around the country and that’s where I met a lot of California people. I came out there and did a seminar on how to sell on the Internet. I got to go to South Carolina and do a show out there with the Vegas a couple times. So much of that has changed now with the trends and people, like I said, people find their own niche. Look at Jamie Smith [Incomprehensible] aisle and I was going to say something nice about Jamie until he started popping up on Facebook.
Yigal Adato: 30:44 I saw that.
Nick Fulton: 30:50 When I think of coin guy that’s who I call. And you know, and I bought coins from him, I sold him some coins. So, you know, I’m not gonna sit there and just use as information, but Jamie figured out as niche, Michael Mack, I mean, look what he’s done with his high end bags and Michael went out of his way to teach others. And so I feel that as an industry if we want to get better and continue to grow, we have to teach others because when they are better, we’re all better.
Yigal Adato: 31:18 Yeah, I agree. And on that note, I do want to give you guys a plug at the Dixie convention. I believe that it doesn’t matter where you’re from, you should go to these conventions anyways. And if somebody wants to check it out and go to Dixieconvention.com and I’m looking at the picture of the Perdido beach resort and it looks outstanding. So I’m really excited too.
Nick Fulton: 31:37 And there’s some really awesome restaurants around there with a lot of fresh seafood right across the street. There’s a place and they’ve got Royal Ridge shrimp and it’s the best on the coast. It is. That’s some good eating down there. So yes, hopefully we’ll have a nice right sunny beach for everybody in late March.
Yigal Adato: 31:56 Awesome. Well, Nick, this has been incredible. Thank you so much for being on the podcast. I appreciate you and appreciate your time.
Nick Fulton: 32:03 My pleasure.
Yigal Adato: 32:04 All right. And pawn family, don’t forget to go to pawnleaders.com if you want to schedule a call with me, a strategy call and I’ve got something new. I’ve got a brand new website and I wrote a guide called the three pillars to profitable pawnshops. Just go to pawnleaders.com it’s a free download. I’ll teach you the three pillars to get more money in your store.