Joining Team Lally in this episode is Raymond Woo is the owner of Runner’s Hi.  Ray starts by letting us know what we need to know about shoes and why we should be replacing them. He then goes on to talk about looking at people’s gait and explains what gait analysis is. 

Ray gives his opinion about the Vibrum shoes and for what type of activity suits them best. We also talk about some events or specials coming up at the Runners HI stores that our listeners would want to know about.
Also in this episode: Quotes of the day, Tips of the week, special events, this week’s Open houses and Coming soon listings. 

Who is Raymond Woo?
Raymond Woo is the owner of Runner’s Hi, a store dedicated to runner’s, walkers and multi-sport athletes. He has been a runner for over 20 years and has completed over 40 marathons including 20 consecutive Honolulu Marathons and several Iron-man triathlon’s.

He has been in the running shoe industry for over 15 years. In July 2003 he opened the only running store in Hawaii that is locally owned and operated. 
Read word for word from our real estate radio show with Raymond Woo of Runners HI below:

Team Lally Show with Raymond Woo

Runners HI Hawaii


Announcer: It’s time to enter the world of real estate in Oahu with Hawaii’s only true real estate radio show, the Team Lally real estate show. Grab a pen and get ready to take notes! For the next full hour, Hawaii’s premier real estate leader, Adrienne Lally and Attilio Leonardi will bring you the latest in real estate news and real world strategies on how they can guarantee to sell your home at a price and deadline you agree to! Or they’ll buy it! Now, here are your hosts, Adrienne and Attilio!

Adrienne: Welcome to the Team Lally real estate show, home of the guaranteed sold program, or we’ll buy it! If you have any questions, just give us a call at 799-9596 or you can check us out online at www.teamlally.com.

Attilio: Hey, everybody, this is Attilio. I wanted to, you know, you know, here’s, here’s the disclaimer. We’re never giving any legal or tax advice, so, if you hear anything that even remotely sounds like that, check it with a professional. I get that out of the way, short and sweet, and I want to change the format initially in this beginning. I want to talk us, you know, let’s have a, we call it a Leader Learning moment but let’s share stuff with our listeners right at the top of the hour. Something quick! That we’ve learned.

Adrienne: I have something that I learned about uh, social security cards. Don’t lose them!

Attilio: They’re a pain in the beep to get?

Adrienne: (laughing)

Attilio: Yeah, you go stand in line forever?

Adrienne: I spent over an hour this morning.

Attilio: Well hey, you know, let’s talk about, here’s a learning moment for you. If you guys don’t already subscribe to podcasts, uh, this is a way to take those excruciatingly, super-boring, insane amount of time that you wait down at the Social Security Office and any other situations and turn it into a learning opportunity!

Adrienne: And that’s exactly what I did, I was listening to a, a TED talk.

Attilio: Yeah. So, here’s my suggestions because I’m a, I’m a podcast addict. Is you go into your podcast app, looks like a little purple thing with a microphone, and you go on the chart and go to the top 100 and start from 1 and work your way back and do a little test listen. And every imaginable topic that you could think about, whether it’s from running or re-tiling your bathroom or learning how to have an awesome real estate team, or how to be a better mom, they have a podcast for it.

Adrienne: And they actually, we actually have a podcast!

Attilio: Oh, we do?

Adrienne: We do!

Attilio: Yes, we do.

Adrienne: So, you can—

Attilio: This show.

Adrienne: Yes, so, you can search it out for the Team Lally.

Attilio: You can subscribe to it.

Adrienne: Yes.

Attilio: To get your fix. By the way, you know, I’ve had a couple of people come up to us before we get onto your quotes, and they said, we, our loyal listeners, or I know somebody that listens to your show every weekend and you know why they listen?

Adrienne: Because we’re edutaining?

Attilio: Yes, two things! Two things, let’s break that word up: edutaining. Educating and entertaining. Two reasons why they listen. They said because we’re funny and we teach them something.

Adrienne: (laughing) They also might be in the car, kind of going from place to place and—

Attilio: Well and then he said uh—

Adrienne: Convenient for them.

Attilio: This one guy told me and then you know, when you’re in prison and you have nothing better to do, a radio show is awesome!

Adrienne: (laughing) Okay, on that note—

Attilio: So, to our listeners down at OCCC, hey, big shout out to you! Don’t worry, hang in there, you’re going to get out soon!

Adrienne: Alright, so I have some quotes of the day to start with and this uh, comes to us from Hawaii Pacific Property Management.

Attilio: Okay.

Adrienne: So, the first one is from Nicholas Sparks: “Just when you think it can’t get any worse, it can. And just when you think it can’t get any better, it can.”

Attilio: Alright.

Adrienne: And then this next one’s from Rumi: “If you are irritated by every rub, how will you be polished?” And the last quote is from Cheryl Sandberg. “Success is walking from failure to failure with no loss of enthusiasm.”

Attilio: Alright. Well, speaking of those quotes and who they were offered and always get sent to us, or brought to us by our awesome friend Duke Kimhan of Hawaii Pacific Property Management. Are you there, Duke?

Duke: Hi, hi! Yeah, love that number three, wow! No loss of enthusiasm! Yeah!

Adrienne: That’s right! You’ve got to, you’ve got to, you’ve got to be enthusiastic!

Duke: That’s right! I love it, I love it!

Attilio: What’ve you got for us, Duke?

Duke: Tip of the week is find a property management company that cares about you first. So, I have two reasons for being in business: one is to protect your home, and two, to put money in your account. That’s it. I don’t have any other reason to be in business.

Attilio: Keeping it simple! That’s uh, that’s what we call focus!

Adrienne: Taking care of the clients and their homes.

Duke: Yup! If I do those two things, then I can get paid!

Attilio: You know, and speaking of which, those are two things and they have to do with property management and you, you know what? And tell, tell listeners for your property management company, why is it, why is it important that you guys not do sales?

Duke: Well, it’s because you can focus! Your key word, focus! We focus on property management, we focus on doing your home walk-throughs, we focus on answering your telephone call. We focus on getting back to you and putting your uh, statements online and doing everything we can to make your job as an owner uh, and not on the island, as easy as possible. That’s our focus! We’re not side-tracked by giving uh, comps, telling people what we can sell their home for, going out to look at homes that possibly might be for sale. We’re looking at homes that we manage, that’s all we focus on! We let you guys be the experts, Team Lally is the experts on selling homes. HI Pacific is the expert on property management.

Attilio: Awesome.

Adrienne: Yeah, I like how you guys really stay on top of, you know, current issues, too with property management.

Attilio: Because there’s a lot!

Adrienne: Yeah, I mean just recently, I think you had shared with us the uh, a tenant was sub-leasing through Airbnb and that was like, wow! That’s pretty clever! And uh, but illegal, right and uh, just becoming a problem?

Attilio: Yeah.

Duke: Their neighbor sent us that article, they said hey, this house on our street! Don’t you manage this house? We’re like, wow!

Attilio: Yeah, not only, not only was it an article about tenants sub-leasing illegally on Airbnb, but it was their house!

Duke: Yes!

Attilio: That they were reading about! Hey! That’s our investment property on Airbnb!

Duke: Yeah, so we, we shut that down pretty quickly.

Attilio: Cool. So, if you’re an owner out there, here’s your tip of the week from Duke Kimhan of Hawaii Pacific Property Management: see if your investment property is on Airbnb! Might want to go check that out!

All: (laughing)

Duke: Just get on their website and type in your address!

Attilio: That’s all! Okay, thanks Duke!

Duke: Yup! Okay, thanks, great quotes, thank you!

Attilio: Alrighty.

Adrienne: Alright, so uh, you can get ahold of Duke and his team at 445-9223 or you can check them out online at www.hipacificpm.com.  

Attilio: Hey, not, in addition to their focus, they’ve got a rent guarantee. Adrienne, what’s that about?

Adrienne: So, basically if they don’t get your home rented with the agreed-upon time and your price, their, they will pay the rent.

Attilio: They’re so confident in their ability to do that, that’s how they’re able to put out that guarantee, but if you want the details—

Adrienne: Give them a call!

Attilio: Give them a call.

Adrienne: 445-9223.

Attilio: Alright, I feel my IQ is raising, as we speak! In this anticipation of this next caller!

Adrienne: We’ve got the Mortgage Genius.

Attilio: Jody! Jody. Jody, the Mortgage Genius, are you there?

Jody: Hi!

Attilio: Hello! So, what’ve you got for us today?

Jody: So, today it’s a last technical spot for information—

Attilio: Oh, ___, I like that!

Jody: Yeah, so, I um, you know, one of the things that we, over here at Pacific Rim Mortgage, genuinely love to do is work with first time home buyers and uh, and I know that it’s scary and I know that it, it is a very tedious process, with a lot of information, uh, but my emphasis to anyone who is not a home owner, is that it’s never too early to get started. And the only way or one of the, you know, as per Warren Buffett, one of the fastest ways to build wealth and put yourself, your family, uh, into a better position, is going to be real estate properties.

Attilio: Yes, I think—

Jody: And so, we just want to emphasize, you know, whether, wherever you are uh, we want to talk to you and we want to methodically communicate with you so that you have an understanding and you feel empowered to put yourself and your family into this situation of uh, a better, a better life.

Adrienne: It sounds like you’re offering some coaching there for these first-time home buyers and that you can coach them up to that, you know, to that purchase whether it’s 6 months from now, a year from now, or even 2 years from now.

Jody: Right, and we, we, uh, you know, those, I always, of course I like helping our repeat clients and people who already own also, because that’s just further improving their life, but I really see, I really want to help people who don’t own uh, find a way to own because that’s really how we’re going to expeditiously put our lives in a, and our family’s lives in a better situation.

Attilio: Yeah, and so, I’m going to give you an analogy and our listeners will understand why I’m giving this analogy but, buying a home and not getting educated or waiting until the last minute is like signing up for the Honolulu Marathon that’s about a week away, and have done no training. Both experiences, if done that way, can, are going to be ending up being very painful!

Jody: Right!

Attilio: Very painful.

Jody: And, and, and secondly—

Adrienne: Or unsuccessful.

Jody: We have worked uh, you know, there’s a, a heavy presence of our service members uh, people that are active military and uh, you know, we work heavily with them because they are, have this unique opportunity to purchase with $0 out of pocket and, and really we do find a lot of value in empowering them as well, to take advantage of these, these opportunities because they’re going to be stationed all over the world and I really argue and, and I mean, the proof is in the pudding, the numbers and the statistics, but there’s’, they’re probably not going to be stationed in a market as aggressive and as stable as ours.

Adrienne: Yeah, very, very, very rare those in the mainland U.S. but for sure Hawaii is one of those.

Adrienne: Well, if uh, if you were to, to purchase a home at each duty station, that you were at, then I mean, you could retire from the military and be, you know, be totally set.

Attilio: Yeah, or just one in Hawaii!

Adrienne: That’s building the wealth!

Attilio: You, you never bought in any other duty station, if you just bought one, about a $700,000 home in Hawaii, with your appreciation, here’s the numbers folks, 1981, $150,000. Today, fast-forward to today, average price of a home, $780,000, $750,000. If you bought ten of those back then, got them all paid off, you’d have a portfolio worth $7.5 million. I think you’d be set!

Jody: Yeah.

Attilio: Even if it was just one. Alright.

Adrienne: Alright, well thank you, Jody. Excellent tip today.

Jody: Thank you!

Attilio: I can go take my SAT now!

Adrienne: Alright. (laughing)

Jody: (laughing) Bye.

Adrienne: That was Jody Tonga, the Mortgage Genius. She’s with Pacific Rim Mortgage. You can give her a call at—

Attilio: 488-5510 or on the internet at—

Adrienne: Www.pacrimmtg.com.  

Attilio: Hey, folks, they are V.A. experts, I don’t know what anybody else says, but I will tell you, I will guarantee you that they know as much or more than any lender in the state of Hawaii regarding the V.A. loan. You should call them and get educated.

Adrienne: Alright, so speaking of getting educated, we’ve got Vlad—

Attilio: Vlad!

Adrienne: On the line to give us our legal tip of the week!

Attilio: Alright, Vlad, what’ve you got for us?

Vlad: Hey, guys! Uh, hey, Attilio, did you add any more uh, yo-yos to your collection?

Adrienne: (laughing)

Attilio: Uh, not any, not any more but I, I, I make sure that they’re well-insured.

Vlad: You make sure they’re well-insured. Are they protected from probate? Are, are you sure they’re in your trust?

Attilio: Yeah, I have to go double check if I, but I’m pretty sure, I think, I’m pretty sure the yo-yos made it into the uh, into the trust.

Vlad: Okay, I’m just, I just wanted to make sure because uh, that’s very, it’s very important to me that your yo-yos are insured. Alright, in a trust, so basically this legal tip this week is simple. Uh, plan to protect before probate and just make sure that your trust is updated uh, go talk to you trust advisor uh, if you don’t have one, call myself or call Myron, 352-6417, and uh, we can definitely help you get set up with that uh, if you don’t have an estate plan.

Attilio: So, if you’re, if you have a yo-yo collection, make sure it’s in your, in your trust or else you’re going to be a yo-yo.

Adrienne: So, so, so Vlad, how, how often should, should we be updating our estate plan?

Vlad: You know what, uh, you should, every time something significant happens in your life. If you were to pick up another property, if you have another child, if you, if Attilio were to pick up a really expensive yo-yo, if Adrienne were to buy ac collectible car, whatever it may be, you definitely want to double check with your uh, real—er, I’m sorry, excuse me, your uh, trust advisor. And your uh, estate planner to make sure that stuff is protected and it’s uh, securely in your trust.

Attilio: Okay.

Adrienne: Alright!

Attilio: Good advice!

Adrienne: Great tip! Thanks, Vlad!

Vlad: Okay! Have a good weekend guys! Okay, bu-bye.

Adrienne: You too!

Attilio: Alright, so if you want to get ahold of Vlad, because that opens up a, that opens up to a whole bunch of other questions. I know you have them. I can hear your curiosity through the microphone.

Adrienne: Yes. Yes. So, just give them a call at 352-6417 or check them out online at www.kamiharalaw.com.  

Attilio: Now, you know, they don’t have some, uh, they do have offices but they don’t make you drive all the way to down town and try to look for parking. They’ll come visit with you!

Adrienne: They will! They make the house calls.

Attilio: They’re like Little House on the Prairie attorneys. Like the doctor, they’ll come do house visits.

Adrienne: Alright, well I think we’re going to take a, a short break.

Attilio: Yeah!

Adrienne: Alright, but stay with us, we’ve got a uh, a very special guest in the studio with us.

Attilio: When we come back, we’ll be talking with Raymond Woo who will be talking about Runners HI, a store dedicated to runners, walkers, and multi-sport athletes.

Adrienne: So, stay with us!

[Music fades to commercials]

Announcer: The Team Lally real estate show continues!

Adrienne: Welcome back and thanks for listening to the Team Lally real estate show, home of the guaranteed sold program, or we’ll buy it! I’m Adrienne—

Attilio: And I’m Attilio!

Adrienne: And if you have any questions just give us a call at 799-9596 or on the web at www.teamlally.com.  

Attilio: Alright, so we want to talk about getting high! Legally!

Adrienne: (laughing)

Attilio: And uh, so, speaking about that, here we go, our guest today has been a runner for over 30 years!

Adrienne: He’s competed in over 90 marathons, including 20 consecutive Honolulu marathons and several Ironman triathlons.

Attilio: He has been in the running shoe industry for over 15 years, in July of 2003 he opened the only running store in Hawaii that is locally-owned and operated.

Adrienne: Joining us in the studio today is the owner of Runners HI, a store dedicated to runners, walkers, and multi-sport athletes. Please welcome Ray Woo!

Attilio: Hi, Ray!

Ray: Hi, good morning!

Attilio: Good morning! Welcome to the show.

Ray: Well, thanks for having me.

Attilio: Yeah, it’s a beautiful day in Hawaii, you know, and it’s a great place to be a runner, wouldn’t you agree?

Ray: 365 days a year!

Attilio: Yeah!

Ray: Yeah, man.

Attilio: So, let’s, let’s, well, you know, local style, we like to get to know you a little bit before we talk about your business. Uh, where are you from, are you from Hawaii? Uh, are you from somewhere else? Where are you from originally?

Ray: Yeah, I was born and raised in Hawaii.

Attilio: Oh, wow!

Ray: Yup.

Attilio: What part, what part of the islands or?

Ray: I grew up in ___. Uh, once upon a time when it was a country. (laughing) Yeah. It’s sure changed quite a bit.

Attilio: Yeah, and Adrienne, ask him the question.

Adrienne: Okay, so the question is what, what high school did you graduate from?

Ray: Of course, ___!

Attilio: ___! Alright!

Ray: Same as Joe Moore!

All: (laughing)

Attilio: Well great! And then uh, you know, progressing further into this you, you, uh, you obviously have this, this, this store, Runner, Runners HI and anybody and anybody who has anything to do with running knows where your store is at because we’ve gone there to pick up some packet for some kind of race we participated in, and uh—

Adrienne: And I’ve bought shoes there!

Attilio: Yeah?

Adrienne: And uh, supplies too. All sorts of great stuff in that store.

Attilio: So, obviously, you’ve got to be super, I mean, it’s not like you uh, by the way, this is radio, but uh, Ray is, he looks in great shape, he’s the a-typical body style for a runner, he, he’s about 350 pounds, he’s about 4 feet tall. No! He’s a slim guy. Anybody, anybody who is a male of his age wants to be in, in uh, Ray’s shape here. Ray, tell us about running, what, obviously, it’s something you must love.

Ray: Yeah, I started running 30-some odd, 37 years ago, uh, I, I hated running as a little kid, I played baseball and the coaches made us run to warm up and then to cool down and that was the worst part of playing baseball, you know?

Adrienne: You just wanted to get to play!

Ray: Exactly, so I hated it when I was very young and uh, after high school, you know, I started surfing a lot, got into some trouble, (laughing) and I said I needed something else to kind of change my lifestyle and uh, I saw this marathon in London uh, back 30-some years ago, I went man, that would be a cool thing to do someday! And uh, that kind of lit the fire and uh, haven’t turned back since then!

Adrienne: So, so, your first marathon was in London?

Ray: No, it was Honolulu in 1982.

Adrienne: Oh, oh okay!

Attilio: In 1982? Okay.

Ray: Yeah, but that just sparked the interest, you know?

Adrienne: Did you ever, did you ever run the marathon in London?

Ray: I have not yet, but that’s on the bucket list.

Adrienne: On the list!

Attilio: So, speaking of, now you run close to 100 of these things. Tell us about all the different places you’ve gone to run a marathon.

Ray: Oh, I’ve been to New York, to do the New York Marathon. Boston, and of course, the Grand Daddy of them all, uh, Japan, several places in Japan. Mount Fuji. Yeah. Uh, all over the United States, uh, Canada and uh, it’s, it’s a great uh, sport because it can take you a lot of places and meet a lot of people. It’s a good thing.

Attilio: Yeah! Now, the, people how don’t’ do marathons, obviously, it’s uh, what is it? 26.2, I mean, are they roughly, they’re all going to be tat, right? 26.2?

Ray: Yeah, that’s the standard distance.

Attilio: Okay, gotcha. 26.2 miles, for those of you, maybe the layperson’s out there like, oh man! The farthest I’ve run is to the mailbox! So, they may not know how long a marathon is uh, well, it’s a good thing all 3 of us have run one. I’ve run one. How many have you run, Adrienne?

Adrienne: I’ve done . . . 4.

Attilio: 4.

Ray: Wow.

Attilio: And then, oh, just this past weekend I ran part of one, to the ___ Den, I did the __ Den, so I did the 3.9, 3.9, I was doing the final leg. That was fun because uh, as, so the people don’t know, the ___ Den it’s uh, it’s uh broken up into 6 legs and it follows almost the same course, but not exactly, the first and the last leg uh, were different than the, the course of the Honolulu Marathon but uh, it was fun running in a team concept because you had to exchange this sash and then right when you came out of the chute, you had to wave your hand like you’re in a, like you’re in a pageant! No, you didn’t have to wave your hands, you just had to wear the sash.

Adrienne: You, you probably, you probably did wave your hands.

Attilio: I was like, running like this! No, but it was—

All: (laughing)

Attilio: You know the term by uh, ___ Intermedia. You go the other way up the hill and I was like, holy, oh, you did it. Oh, that leg, did you, going, and I was like straight up, what were you thinking, that’s probably about uh, I don’t know, I run on a treadmill so I would equate that to probably about a 15% grade, I mean it just felt—

Adrienne: Straight up.

Attilio: Yeah, it felt like you went straight up and my heart rate was like through the roof. But, that was a good place to pass people! I don’t know about you, but I walk it.

All: (laughing)

Attilio: But that was grueling and then everything from there was downhill, which was nice.

Adrienne: So, so, Ray, you’ve done these uh, the, what is it, the, the relay marathons, you’ve done the regular marathons. Have you ever done like an ultra, more than 26 miles’ race?

Ray: Yeah, I’ve done several ultras.

Attilio: And now for our listeners, what’s an ultra? How long is that tone?

Ray: Ultra is anything over 26.2 miles. So, it can be 26.8 and it’s an ultra.

Attilio: So, after the marathon when I get to go run to get that beer, I could’ve told people that I ran an ultra!

Ray: Exactly.

Attilio: I ran to the 7/11 and I got one six-pack. I did an ultra! A Michelob ultra.

All: (laughing)

Adrienne: So, so, what’s the longest distance that you’ve, that you’ve run?

Ray: I’ve run a 50 mile ultra.

Attilio: 50 miles. Holy cow!

Adrienne: That’s dedication.

Attilio: You know, tell, tell the listeners, what, because for me, when I did it, it was, it wasn’t necessarily about endurance, it was just like about being able to go through that pain because you can, you, the human body, I mean you can run forever. Here’s the, here’s the interesting, so, so, what is the mindset of somebody that’s trying to complete a marathon? What’s going through your head?

Ray: Well, I think for most beginners uh, the key is to, it’s a major breakthrough in your life because it’s, you go into an area where you’re not familiar—

Attilio: And you’ve never been before.

Ray: In terms of both mental and physical. So, you know, it’s breaking down barriers in your psychological self as well as physical and when you get to that period it, it’s, it’s a huge accomplishment, both physical and psychological. And so, I think for a lot of people that uh, need something to, a goal in life, or whatever, uh, it’s a good way to achieve that.

Adrienne: So, with achieving these goals, I’m sure there’s preparation and planning. So, what kind of things do you do to get ready for your marathons?

Ray: Uh, well the thing is, you know, running is a close sport because anybody can do it, whether you’re male or female, black, white, yellow, you know, fat, skinny whatever, anybody can do it, you’ve just got to set your mind to it and once you do that, you set some goals as to what you want to achieve, whether you just want to finish it or if you want do a special time or if you want to get a dedicated to a special person, whatever that goal is, if you set that goal, you can reach your, you can reach the finish line a lot easier. Yeah, and then of course there’s the, you know, the training part to it as well. And uh, everybody has a different program, so depending on your, your lifestyle, your work schedule, all that.

Attilio: Well I think when people have these types of achievements in one area of their life, it spills over, that feeling of success. And I don’t know about you—

Adrienne: Sense of accomplishment.

Attilio: Adrienne, was it true for you and maybe, maybe for you it’s been a while, because you’ve run so many, but I’m like, when I ran that one, I was like, man! If I can run a marathon, I can do anything!

Adrienne: Well for, for me, the first one I just, I really didn’t know what I was getting into and I didn’t train properly—

Attilio: Me neither.

Adrienne: And I felt like, okay, I’m just going to just keep running, I’m not going to walk at all and I’m just going to go. And I, I did it, but I felt really uh, sore and kind of just terrible at the end. And so, I decided the next time I’m going to do a marathon, I’m going to prepare and train properly so I can enjoy the experience. So, I mean, I learned something you know, about myself, that yeah, I can put myself through it, but it’s, it’s going to be a lot more enjoyable if I actually prepare and do the training.

Ray: That is true. It doesn’t get any easier though, every time you do it, it’s just as painful as the first time. It’s just going to, it seems like it gets easier because it’s repetitive after a while.

All: (laughing)

Attilio: Well, there’s a lot of life analogies in running, right, when you’re talking about persistence, about mindset, about training, preparing. Doing their research. Okay, so, let’s talk about your store! It’s called the Runners, the Runners HI, you know, that is a concept or, or something that happens to people. Describe to people, what is the runner’s high and then you know, more importantly I guess, how did you, how did, why did you decide on that name for your store?

Ray: Uh, it kind of just popped up while I was sleeping one night, I was thinking how, what, what am I going to name my store, something, I need something unique you know, and, I thought of runners high but that was, that name was already taken which was spelled h-i-g-h. Which is, which means, you know, the runners get this endorphin rush and that’s the runner’s high. But then I thought, hey there’s another way to spell it. You can, I could spell it Runner’s HI and still sound the same, and it could mean—

Adrienne: Like Hawaii.

Ray: Hawaii.

Attilio: Hawaii.

Ray: Or, hello.

Attilio: How are you doing.

Ray: Yeah! (laughing)

Attilio: Are you in an extreme amount of pain right now? Yes, I am, how are you doing?

Ray: (laughing) So, I thought that was kind of cool and so, yeah, I put it uh, I registered the name and uh, it’s been a great name for me so far.

Attilio: You know, I think what’s great about running, too because Adrienne and I and, and I think a lot of business people, you do a lot of traveling, and it doesn’t matter what country, what hotel, where you go, if they have a gym, no gym, if you bring your tennis shoes with you, and we noticed this uh, ii know when we were at the, in San Francisco, it was, it was coming up on the TV, they’ll actually loan you workout, workout uh, workout stuff and shoes! In some of these places.

Adrienne: They’ll remove all excuses to work out.

Attilio: Remove all excuses. But one of the great things that I learned and I don’t’ know if it’s true, but I’m going to believe it’s true and it will be true, that the great anecdote, antidote to uh, jetlag, as soon as you land, go on a run. So, that’s what I do, I usually go straight into my workout clothes, I don’t care if I’m landing at 6 in the morning, 8 o’clock at night, I go on a run and they say that, I, I feel it kind of like recharges your body, I don’t know if, have you ever tried that to get rid of the jetlag?

Ray: I think it works, and plus it makes you sleep better too.

Attilio: Yup! Yeah, so. Alright, so, let’s talk about your store.

Adrienne: Yeah—

Attilio: How long—

Adrienne: Yeah, so, how long has your store been in ___?

Ray: Uh, I opened 15, 15 years ago. So, this will be our 15th anniversary come July.

Attilio: You know, I was, I was thinking about it the other day too because you know, Sports Authority shut down, and I’m like, oh! That’s got to be good for all these local businesses and a good thing in the way that now the consumers go, hey, I’ve got to, I want to come in and support local businesses. Did that have any effect with Sports Authority shutting down?

Ray: Yeah, it has!

Attilio: Oh, good!

Ray: Uh, good for—

Attilio: Not good for Sports Authority, but good for you guys.

Ray: Yeah, it’s good for the local businesses. Uh, not just us but all the little brick, brick-and-mortar stores.

Attilio: Yeah, all the specialty sports stores.

Ray: Yeah, it’s, it really has been a good thing for us and uh, we still have competition out there, these days the internet is our biggest competition, you know, it has, the internet has really changed the way people buy things and shop these days uh, so, you know, you kind of have to go with the flow and make adjustments but uh, yeah, it, it, uh, it’s a good thing for us.

Adrienne: So, could, could you describe to our listeners exactly where your store is because I know like the rail with all the construction there—

Attilio: Is that, is that kind of having a, a little negative effect, a little bit?

Ray: Oh, absolutely, it’s really affected our business.

Adrienne: Because people don’t want to go onto uh, Cam Highway with all the, the traffic.

Ray: You’re right. Even I don’t like to drive out there!

All: (laughing)

Attilio: And you, and you own the place!

Ray: Exactly. Exactly but we’re, if you, follow the rail line, we’re right on the, it’s literally, you can touch it from our front door. It’s right in front of us.

Attilio: Well, it gives you guys shade, so you should go see them in the afternoon because now they’ve got plenty of shade in the front of the store with the rail.

Ray: Oh, so you’ve been down there, you know.

Attilio: Yeah, that’s why I’m like, oh, hey, they’ve got plenty of shade now! And uh, uh, you know, you have the happy hour Dixie bar and grill, you’re feeling bad about all those beers you drank, go over to Runners HI, sign up for a 5K or something, go buy some shoes.

Ray: That’s right, we’re located right next to the Dixie restaurant, across the parking lot, so there’s a big parking lot, so no more, don’t be afraid to come down, at least there’s a lot of parking! And then uh, we also opened a second location up in ___.

Attilio: Oh, wow!

Ray: Um, yeah! And that—

Adrienne: Oh, like by like the Costco shopping center?

Ray: Right next to the Costco shopping center.

Adrienne: Yeah!

Ray: ___ Center. Uh, we’re right next to the Fast Loop uh, oil change there uh, right across the street from the Starbucks coffee.

Attilio: Okay, well.

Adrienne: So, if you want to avoid the rail traffic, just go to ___.

Attilio: That ___ location when you go to Costco.

Ray: Exactly.

Attilio: Well, Adrienne and I, we’re really into fitness, our team is into fitness, we’re all about fitness, we think it’s’ a key part of everyone’s, should be a key part of everyone’s life. It certainly is of ours. We’ve got tons more questions but we want to take a break.

Adrienne: Yup, we’re going to take a short break, but you know what, stay with us, because we do have some more important questions to ask.

Attilio: About running.

Adrienne: Yes, to ask Ray Woo, Runners HI.

Attilio: Stay with us!

[Music fades to commercials]

Announcer: It’s the Team Lally real estate show. Here’s Adrienne and Attilio!

Adrienne: Welcome back and thanks for listening to the Team Lally real estate show, home of the guaranteed sold program, or we’ll buy it. I’m Adrienne—

Attilio: And I’m Attilio.

Adrienne: If you have any questions just give us a call at 799-9596 or check us out online at www.teamlally.com.  

Attilio: Hey guys, so we’ve got in the studio, we’ve got Raymond Woo, he’s the owner of Runners HI, uh in ___ also, they’ve got a new location in ___ next to the Costco. And we’re talking about running, running shoes, running away from somebody that might have a gun, no, no, no, but if you know, that could be a, a good thing to have is the proper shoes if somebody’s chasing you down the street. That’s not a good reason to get good shoes. I’m one of those bad guys, so let’s talk about, I’m one of those bad guys that uses the same darn shoe over and over.

Adrienne: Years, it’s probably like 3, 4, 5 years.

Attilio: It’s not good. So, let, let’s start off with that, talking about, you talked about it during the break. What is it that we need to know about shoes and why we should be replacing them?

Ray: Well, running shoes, like any kind of shoes, have uh, you know, kind of a life to it. Uh, most running shoes are, mileage wise, are good from anywhere from 350-500 miles. Uh, is when you want to replace them. Uh, and, every person you know, is different. Depending on your size and weight, obviously.

Adrienne: And then how much, how many miles you’re putting on every week.

Ray: Yeah, how often you run, whether it’s 10 miles a week, 20 miles a week, 30 miles a week. Uh, you know, so, it could be anywhere from 2-4 months to you know, 2-4 years if you just put them in the closet and let them sit there.

All: (laughing)

Ray: So, uh, I would say anywhere from 350-500 miles is about when you want to replace your shoes. And in fact, most times for avid runners/walkers, if you’re, you know, exercising at least 3-5 times a week, I usually recommend two pairs of shoes. And, and that way, you know, you’re not going through the entire life cycle of the shoe before you replace them from being new to old. And so, I usually recommend you know, buying two pairs of shoes, not at the same time, maybe in, yeah, maybe 6 months or a year, and so, you have a fresh one on hand, you know, all the time, and, or fresher one all the time and that way, uh, you’re not using the shoe up until it gets very old before you replace them, because that’s when the injuries start to occur. So, the idea is long-term, is to prevent injury from happening, even if you’ve, if you’re a beginner or an advanced runner and that way you can run for the rest of your life. Otherwise, by the time you hit 80 your knees are gone and your hips are gone and your, you know.

Attilio: And you say, and you say what a lot.

Adrienne: So, by not, so, by not replacing your running shoes, you could be causing damage to your knees and your hips?

Ray: Absolutely.

Attilio: Ankles, everything, yeah.

Ray: Absolutely, well, if you look—

Attilio: You’re looking at me, giving me a dirty look, I guess I have to go visit you guys, Runners HI. Now, let’s talk about that experience when, you know, and that’s important because you can replace the shoes, but you’ve only got one body.

Adrienne: That’s true!

Attilio: You’ve got, you’ve got the body you came with and that’s the one you’re going to end with, so.

Adrienne: Well, I mean, I guess you could go get a knee replacement if it, if it’s so painful to go buy new shoes.

Attilio: And even, even today though, anytime, I don’ know if anybody that said, oh, my knee is much better since I got it replaced. Every, it never works the same! Technology is just not quite there where it’s actually better than a natural. But let’s talk about the experience when we walked through the door.

Adrienne: Yeah, yeah, so, so, what, what, what will we experience when we walk into this store? And we need new shoes?

Ray: Well, we treat most, well everyone that walks in the door, like a brand-new customer. And our, our, our main thing is our customer service. Everyone, everyone that walks in there, you have a good experience. That’s the main thing because you can go online and buy a shoe, or go to any store and buy a shoe, you know, maybe the same shoe, but our, our, our niche is customer service and we want to have everybody walk out of there, whether they bought a shoe or not, saying that, oh wow, that was—

Attilio: They were helped.

Ray: That was a cool experience, you know, and uh, and I learned something. So, education is the second part of our customer service and we want, you know, whether you’re like I said, whether you’re a beginner or an advanced runner, we want to, we want you to know why you’re buying a certain shoe. Why you’re spending so much on shoes. If, you know, what was the purpose of the shoe and why did we recommend a certain shoe for you? Uh, based on the fit, your biomechanics, the way you run and walk, uh, all of that. As you know, uh, we were talking about the, your body. Your feet are like the foundation to your body. So, it’s like a, like a tree, the roots are the foundation to that tree. If you have bad roots, the tree is going to be weak, you know, it’s not going to flower uh, it’s just a poor, you know, a badly-rooted tree. So, same thing with your body. So, your feet are the foundation and it’s all part of that kinetic chain, so, if your feet are hurting, guess what? Your back might be hurting, or your knees might be hurting, or your shoulders might be hurting and that could be part of the kinetic chain, which starts at your feet.

Attilio: So, now you talk about looking at people’s, looking at people’s gait. What does that mean?

Ray: Uh, we do a gait analysis. We also do uh, a foot analysis so when you come in, we measure your foot with a measuring device. We measure for not only length and width, but also for volume and then we also do a uh, quick uh, gait check so we have you walk with uh, hopefully you come in with a comfortable shoe, either shorts or a pair of pants we can roll your pant leg up, and we look at your alignment from your hips down to your feet, so, uh, we check your alignment from your hips to your knees to your ankles and down to your feet and whether you’re, got a high arch, low arch, medium arch, because the measuring device doesn’t show that. We have to look at it visually to be able to understand it and to analyze it.

Adrienne: And I actually got to go through that whole experience when I, when I was getting ready to run my first marathon, I was like where do I, where do I go? And they were very helpful and took me through all of that and then helped me get the right shoe. Because it’s like, as a, you know, as a consumer you just, you don’t know. Like you don’t know these things.

Ray: Yeah, well, you know, we’re not perfect all the time but we try to get it as close as possible.

Attilio: But that’s certainly 100 times better than any kind of internet experience or—

Adrienne: Or just guessing. Like, oh, like that looks like a nice shoe. (laughing)

Attilio: Or just walking into a generic, you know, a generic, they sell every shoe under the sun kind of experience. You guys are specifically focused on runners. You were extremely helpful the other day when I walked in with my high heels and I wanted to improve my runway walk. You know, you taught me how to just be very sassy and confident on the runway, no, no, no.

Ray: Well, I tell you what, we’ve been (laughing) The difference between men and women are, women go by color right, I mean, that’s the first thing they look at when they walk in it’s like oh my God! That is such a pretty shoe! I want that one!

Adrienne: Yeah, but that one’s not good for your foot!

Ray: Exactly, exactly, so, you know, and then guys, are a little more price conscious sometimes so, okay, give me the cheapest shoe, you know what I mean? So, everybody has an idea when they walk into the store and so our, our goal is to educate them so, maybe their ideas might change, in the course of time.

Attilio: Yeah, for, for me as a guy, I’m, I’m looking of comfort. I want something that’s going to make me not allow, not get me injured, so I’m not thinking about it, not going to go to the store and get the new shoes because I like my old, nasty, busted-up shoes is not—

Adrienne: Going to cause injury.

Attilio: Because I, I want to be one of those guys, I want to be 90 years old and finishing a marathon. And I’m going to do it, with your shoes!

Adrienne: So, so, what do you think about these, these Vibrum shoes, the little, the toe shoes?

Ray: Oh, I’m, you know, personally I wear them and I love them, but I don’t actually run in them. So, I use it as a, like a training shoe, so, I wear them to like to the gym or indoors, or just like in here. And what it does is it, it makes you feel like you’re barefoot so, you’re working a lot of the muscles and tendons in your feet that you don’t normally use when it’s trapped in a shoe or uh, for women they wear dress shoes which are generally really tight up in the front or pointed. And like really high in the back. Which is, in my opinion, worse for your posture and your back! That’s why a lot of women, as they get older, and we get a lot of those customers, with back problems, with hip problems, with knee problems, because when they go to work for 8 hours, they’re in high-heeled shoes, walking around or standing and uh, their toes are all scrunched up in the pointy little, yeah (laughing), in a pointy little shoe.

Attilio: The heel is up off the ground.

Adrienne: I always wear the open-toed ones. I can’t stand the pointy ones.

Ray: Yeah! And they only, they want a miracle, you know, because oh, my feet hurt, how can you fix it? You know, I say, well, you’ve got to fix it by wearing proper shoes. And uh.

Adrienne: So, you’ve found the Vibrums have helped with like re-training those muscles.

Ray: Kind of yeah.

Adrienne: That have not been worked.

Ray: So, when you’re, you know and again it gives you that free, uh, feel and it also works different muscles down in your lower legs that you normally do not.

Attilio: Versus an enclosed shoe, yeah.

Ray: Yeah. Absolutely.

Attilio: And those, it’s kind of like a glove for your feet, so, it, I think they’re, I find them especially helpful when you’ve got to, if you drop a chopstick. Then you have to pick them up with your feet! No.

All: (laughing)

Adrienne: So, so you, so you don’t run in them or you just run short distances, like how do you utilize that shoe?

Ray: I actually use them for golf. Yeah, when I go play golf I use, yeah, it’s, oh, it’s awesome because you’re like, it’s nothing more fun than running on the grass, barefooted! And you can do this on the golf course with no shoes and they won’t scold you! Well, you have shoes on right, so, they can’t say anything but it feels like you’re running barefooted so, a lot of these court, golf courses that beautiful greens and fairways, and it’s just awesome running on it. Yeah, so, after I hit my ball, I run after my ball instead of driving a cart.

Attilio: So, no shoes no service! You can wear those foot, foot shoes, you sell T-shirt with those shoes so they can go to the restaurant. That’s a good idea! Thank you, here’s a T-shirt for the no shoes, no shirt service places, you need this T-shirt too. Alright.

Adrienne: Okay, so, uh, is there, do you guys have any uh, events or specials coming up at the stores that maybe our listeners would want to know about?

Ray: Well, Memorial Day is coming up this coming week and so there’s several events going on, I don’t’, didn’t bring the calendar with me but if you go onto our website, which is www.runnershi.net, uh, we have a schedule of events there, we have all kinds of information there on our website.

Adrienne: So, it’s www.runnershi.net?

Ray: Yes, www.runnershi.net. And uh, or you can go to our Facebook page, which is RunnersHIOhana and uh, we have all kinds of pictures and from events, uh, and schedule of events coming up. Fun runs, we host a fun run every Tuesday at our store in ___. Starting at 5:30 and anyone is welcome. Public is welcome. And we run anywhere usually from 5-7 miles. 

Attilio: Oh, nice!

Ray: Yeah!

Adrienne: Is there like a certain pace that you run at or you just kind of—

Ray: Well, every, well, there’s all kinds of people so we have all kinds of different pace. There’s usually you get about 30-40 people show up.  And if you’re a walker, you can come a little early and get started early and start the walk. We usually go down on the bike path across the street from the store. ___ Bike Path. And uh, yeah it’s uh, open to the public and we usually have some refreshments and we have a little shop talk afterwards uh, everybody, when you come, you leave your ego at the door. And uh, yeah, and uh we talk about running and racing and we don’t’ talk about problems at home.

Attilio: Yeah, leave the problems at home!

Ray: Exactly! And it’s fun! Uh, I encourage everybody to come and join us!

Attilio: Alright, well, Raymond, thanks for being on the show uh, Raymond again is the owner of Runners HI, what’s the website, Adrienne?

Adrienne: Www.runnershi.net and he’s got two locations, one in ___, right next to the Dixie Grill and then the other one is uh, in ___, right—

Attilio: Across from Starbucks!

Adrienne: And, and Costco!

Attilio: Next to Costco, everybody knows where those are.

Adrienne: Two locations.

Attilio: So, hey, go say, if you hear, if you hear about uh, Raymond’s store here on our show and you go there for Tuesdays, say, say that hey, I hear about you on the Team Lally show! Go there on Tuesdays, every Tuesday?

Ray: Yes, every Tuesday.

Attilio: 5:30 p.m., get uh, get around like-minded people who want to be fit, they want to be positive, they want to be optimistic.

Adrienne: They want to have fun!

Attilio: They want to have fun and talk about running and everything else. Alright.

Adrienne: Alright, so, I think we’re going to bring Mike on to uh, to share with us some, some pearls of wisdom here.

Attilio: Alright, Mike, what’ve you got for us today?

Mike: Ah, great show guys! I, I want to share the uh, fact that I’m having an open house this Sunday, uh, we’re going to be having it at 92464 ___ Street, uh, in ___. This is a beautiful single-family home, its 3-bedrooms, 2-bath, its huge! Huge, I tell you! Over 2000 square feet of living, over 7000 square feet of total land. Beautiful 3-bedroom, 2-bath, guys, I can’t really describe, the word won’t do it justice.

Adrienne: You just have to go see it! You just have to see it.

Attilio: Well, my friend uh, my friend, Nick, from New York, he would call it huge.

Mike: Huge, huge!

Attilio: It’s huge! Okay.

Mike: You’ve got to just come down and see it, it’ll take your breath away, just uh, the interior, the, the well-managed uh, lawn in the back, and the top-of-the-line chef’s kitchen. Again, words can’t describe this place, you’ve just got to come down to my open house. At 92464 ___ Street, this Sunday, hope to see you there.

Attilio: Alright, thanks, Mike!

Adrienne: Thanks, Mike!

Attilio: Hey, promise us, when you walk in the door, just look at Mike and go wow! This place is huge!

Adrienne: (laughing)

Attilio: And then Mike’s going to look at you and go, say, get out of here! Alright next up is Abby! Hey, Abby, are you there?

Abby: Yes, hi guys! Hi to the listener as well! Uh, so Mike’s having an open house that day, Sunday in ___, so after that, or before that, come down to mine. Mine is at Eva Beach uh, not as huge, but uh, it’s a beautiful house, it’s by the ocean point, and uh, across the park uh, good neighborhood. I’ll be there from 12-3 this Sunday, 91-1080 ___ Street. Uh, please come down, it’s a 4-bedroo, 3-bath. Have uh, nothing else to do just move in your stuff and you’re home!

Attilio: Alright, move-in ready! Nice!

Abby: Move-in. Thank you, guys!

Adrienne: So, 12-3 on Sunday.

Abby: 12-3, yes! Before lunch, after lunch, and you still have plenty of time to do, go shopping—

Adrienne: Or go to the beach.

Attilio: Or bring Abby some lunch!

Adrienne: (laughing) She’ has to feed the baby!

Attilio: Alright.

Abby: And feed the baby. (laughing)

Attilio: Feed the baby! Come see Abby, bring her some lunch! Alright, thanks Abby.

Abby: Thank you! Thank you, bye!

Attilio: Alright, next up we’ve got Brooks! Hey, Brooks, what’ve you got for us this time?

Brooks: Okay, well, so, a couple weeks ago we sold a unit in ___ Valley. Which is lush, tropical, ___, you know, uh, up in the, in the general, central part of Oahu where the weather is just awesome. And we sold that unit and people were clamoring for it, and all of a sudden now, we’ve got another one coming up, uh, we’re going to go live with on June 5th and our first open house will be on June 11! So, another beautiful ground-floor unit at ___, Terraces at ___ Valley. And uh, you know, first-come, first-serve, well, the best price of course.

Adrienne: So, but that’s, that’s a really hot, hot neighborhood right now it sounds like.

Brooks: Yes, it is! It is, so we’re really glad to have this, this unit that’s coming up. Because we sold the one we had, we’ll get some more!

Attilio: Alright, awesome!

Adrienne: Thanks, Brooks!

Brooks: Okay, thanks you guys! Bye!

Attilio: Alright. Alright, so, this is the part of the show where we uh, we typically are running out of time, but we’ve got a little bit more time, so, if we’ve got more people calling in who want to, we’ve got, we’ve got Ugh!

Adrienne: (laughing) No!

Attilio: (laughing)

Adrienne: We have 3 minutes.

Attilio: Oh, we’ve got 3 minutes?

Adrienne: Yes.

Attilio: Oh, I thought that was somebody’s name.

Adrienne: No.

Attilio: Okay.

Adrienne: But you can share with our listeners whatever you’d like.

Attilio: Alright, so here’s a learning opportunity for you. We know we have a lot of realtors, sales people, entrepreneurs, business people, that uh, listen to the show so, I want to give you guys some, some good takeaways here. Uh, here’s what I learned about it, when you’re dialoguing with someone on the phone, you know, whatever your business or industry you’re in, your initial contact might be on the phone, with this client, whether they, they come in through the internet or anything else. Here’s what we’ve learned. A lot of times we want to be this super-enthusiastic, good morning, how are you doing? How’s it going? The initial contact, well that’s what we call a relationship skill. And when anybody that’s taking a call from a salesperson, within seconds you know they’re a salesperson because in the mind, you’re thinking, nobody can be this happy and this enthusiastic, this early in the day! This can’t be for real. This has to be a salesperson! So, this is what we’ve learned from 10 years of being in this business, 10+ years, hundreds of homes that we’ve sold, we have a large team, and doing, you know, millions of dollars of sales every year, this is what we’ve learned. You have to bring, it’s okay to have those relationship skills, but in the beginning of the conversation, what do you not have with the, with the, with the initial contact?  You have a relationship.

Adrienne: You don’t have the rapport.

Attilio: You don’t have the rapport! So, bringing your relationship skills to the initial contact is weird! Just imagine you’re at a train station and a total stranger comes up to you and starts talking a super friendly way. You’re going to be like—

Adrienne: I would be confused, like, oh, do I know this person?

Attilio: Yeah!

Adrienne: Be very confused.

Attilio: Or are they crazy, or what’s going on? Your initial, your initial experience is just, it’s weird, its awkward. So, what we teach our staff, what we teach our team members to do is to bring sales skills to the initial contact. Bring sales skills to the initial contact. Find out what their needs are, do they have a need for your service and keep the initial contact real professional and not—

Adrienne: And ask really great questions!

Attilio: Yeah!

Adrienne: And be a good listener!

Attilio: And be a good listener.

Adrienne: Take notes!

Attilio: Once, if they’re not ready to do business with you on that initial contact, that’s fine! Most of, write this one down, 70% of your income is going to come from the follow-up communication that you have with them, now that you’ve had the initial conversation and you’ve taken good notes, because you have a good back-end system, you have those notes of which you know a little bit about that person that you can refer to, now you can put in the relationship skills, once you know something about them personally! So, that’s your tip for today on prospecting!

Adrienne: Take notes, ask great questions, and so—

Attilio: Bring sales skills to the initial contact. Use your relationship skills for the follow-up. Okay.

Adrienne: Okay, well let’s talk a little bit about recruiting. Oh, wait. Wait, our show is ending.

Attilio: Our show is ending!

Adrienne: So, that’ll have to wait.

Attilio: If you want to know about recruiting, go to www.jointeamlally.com!  

Adrienne: Yes, okay, so thank you to our, our sponsors and our listeners. Uh, Jody Tonga and Derek Tonga of Pacific Rim Mortgage!

Attilio: Bradley Maruyama with Allstate Insurance!

Adrienne: Nathan Baker of Pillar to Post!

Attilio: Ben and Tony Mamood with Triple A Roofers!

Adrienne: Jan Myrland of Dream House Drafting!

Attilio: Jon Speed with Kilauea Pest Control!

Adrienne: Duke Kimhan of Hawaii Pacific Property Management!

Attilio: Mike Metts with ___ Plumbing!

Adrienne: Thomas Patterson of Patterson Land Surveying!

Attilio: Myron Kamihara with Kamihara Law! If you want to get ahold of any of our sponsors, just go to www.teamlally.com.  

Adrienne: We also want to give a big thank you to Lea, our producer here in the studio.

Attilio: And Ray for Runners HI, chi-hoo!

Adrienne: Make sure to tune in next week, we’ll have an awesome guest talking about something that ‘ll change your life—

Attilio: Forever. This is the Team Lally real estate show, home of the guaranteed—

Adrienne and Attilio: SOLD PROGRAM!

Adrienne: If we can’t sell your home at the agreed-upon price and your timeframe, we’ll have it bought for cash.

Adrienne and Attilio: THANKS, AND ALOHA!