KGCI: Real Estate on Air - How to Find Sellers When They Don't Want to Sell

Episode Date: July 2, 2024

Let's leave it for a cliffhanger until next time. What's up, man? How are you? What's up, brother? Yeah, man, I got to jump on that Starlink, man. I don't know what's going on here in Naples. They said, you must have spectrum. Maybe, maybe.

I've always been told I was on the spectrum, but I don't know about spectrum. That's hilarious, dude. All right. So let's just jump into it, man. Obviously, you're going to talk about what you're going to talk about. Tell everyone what you're going to talk about and then just jump right in. Absolutely, guys. So thank you.

So investing for me, real estate has always been a passion. And fast forward to today, things have changed a lot. What worked in the post real estate bubble does maybe not work anymore or maybe does not give you the same results as they used to. So I'm always the kind of guy that I found if the more research I do before I do something, the better because I kind of figure out what works for other people. And I start to do more research into those areas because it saves you a lot of time. right? Like even Tony Robbins says like if you want to get there fast, you go with other people or you can ask other people.

You can give you shortcuts on what's worked and what hasn't worked. So what I've been finding is that I used to do a lot of prospecting and we used to do a lot of outbound calls, text messages and things like that. And those were easy, right? But the thing is that who are you calling, right? Because it doesn't matter that you call because when we started calling, we started calling the yellow book when we didn't know any better and we would get hung up on and cursed out left and right. because there was no rhyme or reason for those people to do business. So we then started calling distressed homeowners. We started calling people going into foreclosure, short sales,

and the sheriff sells and those things. And they worked tremendously. But now everybody's got equity in their home. So now when you're calling these people, there's no response or it's not the same response. So how do you get business now? So I've been working on this. And I'm explaining to you guys what's been working for myself and what's been working for other investors, wholesalers, and real estate agents.

So let's get started with this real quick. Right now, one thing that I've been doing that I did when I was, when I first got into real estate, is driving for dollars, right? I took a long time off from doing this method. And the reason why I'm doing this method now, more specifically where I live is because we suffered a big hurricane. So there's a lot of homes that still haven't been repaired from that hurricane. So what I've been doing is going into the neighborhoods that I feel are up and coming. Not so much the ones that are already established because there's limited. there's a lot of times there's limited opportunities there but the ones that are next in line

to be hot or expensive you go into those neighborhoods and you start to look around at the homes that are still dilapidated the homes just still haven't been fixed up so what I've done is I came up with this system where I drive the neighborhoods I have I've created this form on Google I'll share with you guys in just a second I created this Google form where I just go in I type in the address and I hit submit and then it goes to to a spreadsheet automatically. And then my VA gets alerted whenever I input data. And then she goes on the back end and she scrubs the address for the owner's name,

the mailing address, if it's different from the homeowner's address, and she scrubs for the phone numbers too. So then what we do is we compile anywhere between 20 to 50 properties that day, mostly every day, try to do it five days a week. So by the end of the week, we've got a whole batch of new people to follow up with. But the beauty of this process is that it's not a one and done. Like a lot of people, you know, they hope to get results on the first time to do something. This is a compounding type of way to get business coming in because every week that you're adding new data,

you're adding these people to your follow-up system, which eventually over time, if you keep doing it in the same areas in the same town or wherever you want to do business in, eventually those people who you're marketing to every month are calling on a monthly basis, they're going to start to turn. And once one turns, the second turns, and you build a name for yourself, they see all your signs, and you start to get more business. So I've now come to see that over quantity, now quality is really mattering the most. And it's going to take you a little bit more time to maybe take this approach on. But I guarantee you it's going to pay off big time for a few reasons. Number one, because you're going very super hyper-targeted to homes that you specifically would want as an investor. Even if you're a real estate agent, you could do this method as well because those are motivated sellers most times.

Next, you're going to also want to go out there in person and knock these doors, drive these properties, because you get to meet a lot of the locals. I've had conversations with people working on homes. I've had conversations with neighbors, with homeowners. I had conversations with someone who told me that the guy next door wants to sell. And, you know, it's just everything in between. Either mailman, anybody who you run into while you're walking around, start a conversation. conversation with them. If you're the kind of person who says, well, I don't know what to say or how do I break the ice or, you know, I'm shy. I don't know how to approach someone. Well, listen,

you have to learn how to do that. That's the number one that's key. If you want to be in business in real estate, you have to learn at least one icebreaker. Like, hey, how's it going? Good. Well, great. Hey, my name is Lewis. I'm just walking in his neighborhood because I was interested in buying a house. Do you know anyone that's maybe thinking about selling any time? Simple as that. As you get more comfortable, you come up with other ice breakers, you role play this at home, you role play with your spouse or maybe somebody in your group and you start to get better at it, more comfortable. So it makes you a more sociable person at the same time. So that's an approach that you guys are probably overlooking. I know I was for many years, but it's working. Now,

let me show you what- Real quick, quick question. How many people do you find that you need to talk to until somebody, until there's some type of business, some type of conversation that goes towards business. Now, I understand follow-up, right? You get to know them and then there's a follow-up game to it. But how many people do you reach out to or talk to initially that there's that? I talk to 10, 15 people before I get my first active business right now business. Great question. Can I share my screen? Oh, don't say your password now. I know your password now. All right. Can you see my screen or not?

No, not yet. So at the bottom, you'll see present. You see the bottom it says present. Yeah. Click that and then you'll be able to add something that you want to share and then I'll share it. Yeah. Yeah, I was trying to do that. Let me see if I can do it again.

It's saying the permissions are not there for some reason. What? Yeah, that's okay. Let me see if I can do it again. Screen sharing was canceled. Make sure you click share on the mode. Okay. Yeah, that's what I did.

Share screen. Dude, what's up? You got some stuff going on on your side, man. Oh, man. Share. go to system preferences okay we've done two videos prior to this

and it had zero issues last time yeah let me see if I can get you on this time okay I think I got enough okay I won't like to be able to record contents on your screen okay you must have some like crazy security going on yeah I hope not

I mean yeah I mean there's it's just typical Apple security but let's see if I could do it now that's the issue no Yeah, you think so? This HP running clean over here. Yeah, you know what?

I never have a problem sharing with Zoom. I'm just in a stream yard for some reason right now. I'm trying to see if I can give it permission. Yeah, well, let me just cut to the chase and explain to you guys what it is what I'm doing. I'm going to take a screenshot and then I'm going to upload it to that way you guys can see. Okay, you can also send it. You can also email it to me real quick while you're chatting about it, and then I will bring it up if needed. Okay. Yeah, let's do that. Let me just share this with you.

Okay, doke. So what's up? Everybody who has? Huh? Email address is Ruben? Proven by Ruben. Come on, man. Come on. Got it right here. Yeah, for anybody who was listening and was in the cliffhanger, I'll go ahead and talk about SMH while he sends this to me. The S, if you're not getting the results you want to get, we used to run an SMH, right? Of course, it's an acronym or shake my head. The S is skills.

You may need to do better with your skills. Like he was just talking about, you know, where you just approaching people and practicing and getting better with your skills might be part of that. The M is the mindset. You might be in your own head about something before you even take action on something. And that's where you may need to bring in someone like me or Jennifer that says, yo, check yourself from the neck up, right? and like just shakes you a little bit and says get out there get it done or whatever maybe you got affirmations in the morning and then the age is habits maybe your habits suck right like your daily habits just suck and what is doing is burning you out or putting you in a place where you can't necessarily boom i got it where you can't um

uh get to it right you can't go oh lord this is a sheet all right give me a second i'm going to share this with everybody you might want to stick around give me one second Present. Share screen. Here we go. What's this one called? Target? You know what's funny about it? I think I can share my screen. Of course you can. All right, boom. Well, I shared it for everyone. Go ahead, dude. All right. Let me let me share you something. So if we scroll down, let's see if you can go to where it says phone numbers. You see the tab down down at the bottom that says phone numbers? Yeah. So this is the list that's been scrubbed by my VA, who would then goes in and gives me the mailing addresses if they're different from the regular home address. And then she also gives me the phone number. So you see phone number one, two, and three. And then in the middle, I inserted this column that says a result. So it's either no answer, dead, dead, dead, don't answer, warm, warm, warm. So this morning, if you scroll down right before

this call, I jumped into a calling session with a couple of my agents. And we made some calls for an hour. So if you scroll down to where, keep going, I'll tell you when to stop. Okay, all right there. Go up again. Okay, so right here where you see the last few where it says no answer, no answer, no answer. So that is number 91. So when I started making calls this morning, scroll back up, I started making calls somewhere around like number set, right?

You can stop right there. I started making calls somewhere around 70. So I made about, I made about 20 calls. And these are all calls one by one, not even using a dollar, just one by one. because remember, these are hyper-targeted leads. And if you click on the one that says hot, you see the number 89 or 88 or 80, yeah. Click on that one.

You should be able to read the notes. If you click on it, there's on the corner right, where it says hot, you see where it says hot? Click on there. Maybe click right outside the bubble. Let me see if I could share my screen now. No, it went away. I had the opportunity to share it before, but now went away.

So that one right there, the one that, This is hot. That person wants to sell their house. That person told me this morning, yes, I will accept an offer. The house has been hit by the hurricane. I haven't been able to fully renovated yet. I'm living somewhere else. So that's a motivated seller. So out of these people that I've called 20 calls or so this morning that I made or so this morning, I've made. This morning, it took me one hour. I've got someone who's motivated. That's a pretty good ROI. Even if I get one a week after making five hours of calls, that's still. a very good ROI because on any one of these deals, even if you end up wholesaling it for five or 10K, it's a pretty good turnaround. But you know that in a lot of these deals, you can most likely make a lot more, even if it's just a regular listing that you get out of it or if you end up buying it, renovating it and selling it or keeping it as a rental, whatever you're out to do, this is a very effective way of doing it. Now, what I want you to do, Rup, is click on the first tab all the way at the bottom.

So this is what the list looks like when it first comes in. As I'm plugging away on the form that I created on Google Forms, the information gets sent right to this list. This is the raw information that comes in. And then she goes in and starts doing the research from there. And then from there, we do other things with the data. But this is something, and you can stop sharing now. I'll just, I'll go on to the next thing.

This is something that anybody could do. You don't need a budget. You don't need a VA. I just say I do it with a VA because it's more of a street. process for me. This is something that anybody who just got started or wants to get started or has zero money to invest in their real estate business or investing business, they can go out there and do today. There's no fancy software you need, no fancy scripts that you need, no coaching, nothing. You just go out there and you start shaking hands and taking down addresses. And it works,

believe me. So right now, we're getting into a time where you need to put in more sweat equity and then marketing on Zillow. That's a little tough. You know, it's right now. especially so it's so cost prohibitive for a lot of people. You can't just wait for deals to fall in your lap because they're not falling in your lap. So you need to go out there and start making things happen. So yeah, Rube, what do you think about that before I move on to the next thing? Any thoughts on that? Yeah, no.

I think it's, I think for somebody who is maybe running into some challenges with listings and sees that, that may feel like it's very overwhelming. But where do you get that list, number one? Where do you get that list? That list is compiled by me driving around and just plug in the addresses, but in the data, we scrub it on. You can use any data source. There's a lot of data sources out there. PropStream is one of them.

You can use your NLS. You can use batch leads. There's so many different places you can use. I'm not here to tell you the one is better than the other, but do your research. You know, whatever, you know, maybe if you have a mentor, ask your mentor, what service do you use? Right. So you got enlist sources out there, too. By the way, if you have any affiliate links, Lewis, just throw in the comments and we'll make sure you get paid a little bit.

But that's a really good thing, right? And then so you're bringing it in there and you're saying, hey, listen, you could be the one reaching out to these people. And if I go back to your document, actually, let me just go back to it. It looks as if, let me go to phone numbers. You said you started around 70. So that's one, or we got 70. So what's that? 21 calls.

Yeah. So 21. 21, right. And you, so 20 to 1, essentially. And 20 to 1, if people don't know, is a very good conversion. And that's what you see conversions for warm leads.

People who do know you, trust, you, love you, all that stuff. So it sounds like it's a really good thing. So are you what, how do you know what locations to, you know, drive for dollars? How do you know which locations to go to and could be possibly someone who would be interested in selling? Sure. Well, Ruth. only 20 to 1 because I targeted a very specific type of homeowner who I feel is in a position to sell. Now, I chose that area and you can choose any area you want. Don't let me deter you if

you want to break into a luxury market. It's just going to take you longer. But I go into areas that are next to luxury markets or next to high demand areas that are next in line to to kind of convert. So wherever that is for you guys, like if you're in D.C. right outside the D.C. area, whatever. I don't know what your locations might be. But what I would do is I would look at data, see where the most turnover is. You know, you can do that by looking at your MLS and you can see where the most sales take place. Usually in those areas where they see the highest amount of sales take place is probably the areas they're going to have more conversion, more people willing to sell. So you could do some research on that.

Or if you're just passionate about making sure every one of your neighbors in a five block radius knows you're an agent, you can just do those. you could do those blocks or a mile radius from your house. You can make sure you convert everyone who's going to sell in your perimeter. I mean, it really is no wrong area, but they're all going to convert differently. Like I said in the beginning, when I used to call it a yellow book when we knew no better, our conversion wasn't 20 to 1. It was probably like 2000 and one, probably if we would have kept calling. But you wear yourself out.

If you don't do, if you don't do the research about the areas and the targeted homes you want to call first or door knock first or send flyers to first, you're just going to end up burning yourself out with too much, too much of the seeming thing with no result, right? Yeah, man. Yeah, I didn't realize you were that old doing yellow pages. It wasn't yellow pages. It was yellowpaces.com. So, see, I'm not that old.

Yeah, yeah, yeah, yeah. Try to shift, uh-huh. But yeah, we have a question. What about pre-foreclosures? Yeah, pre-foreclosures used to be my bread and butter. As a matter of fact, I did a lot of training for auction.com. and taught thousands of investors how to purchase from auction.com and how to purchase at auctions. These are always going to be good.

But the key to these are either your first or your last to call them. So that means is that when you're going to pull that data, you want to make sure that that data is super fresh. So like to say, like you want to call everyone from the last 30 days who has gotten served at list pendants notice, right? Lus pendants means that the formal complaint for foreclosure, you call them or you check the sheriff's sales or, or trustee sales, depending what state you're in, you check to see what's scheduled. And then you call those people because, you know, maybe they've been ignoring everyone's calls

and they've been kind of ducking everyone who's been offering them assistance. But now that they've gotten a letter from the court or the county, maybe now they'll take someone seriously. So you're going to want to either be first or you're going to want to be last on those. But don't let me discourage you. Call everyone or email everyone or send flyers everyone. As long as you make sure you're in compliance with what you're doing, there are no bad leads as long as you know what to expect.

So if you're going to call FISBOS, you're going to have to expect one thing. You're going to call pre-for-closures. You expect a total different turnout. But they all work. You just got to be consistent. That's the key. Yeah, I agree. And if you feel like you're not going to be in compliance, just get someone else to do it for you.

So anyways, what other strategy you got, man? And then throw a little more at us. And then we will wrap it up after that. But you're killing it, dude. Keep going. All right. All right. So let me give you something else.

So, all right. This is one that's worked for me recently, and I'm going to share it with you. And I never thought I'd be sharing this because I was so against it always. The MLS. If someone lists their home on the MLS, it's because they're interested in selling, obviously, right? So I've always told investors in a past, there's no deals on the MLS. If it's on the MLS, you're going to get too many, too much competition. Don't even bother wasting your time there.

Very true in a past. There are better places to get deals. Nowadays, the MLS might be a spot to get a deal, which you never really thought it could be a deal before. So what I did, what I've been doing in the last few months is I've been getting my virtual assistant to send out mass offers. So what I do is I create another database. I create another spreadsheet. And on that spreadsheet, what I do is I take, I download, you can do it right from the MLS. You can download all the properties that you want to make offers on as a CSV file.

you can download that data and then you can upload it into your own custom spreadsheet or just create a spreadsheet either the data you download it and then you can have your VA go in there and scrub for um i'm sorry uh you can go your VA in there and start preparing the offers because what you do with that data is let's just say we we downloaded 50 properties today from the MLS homes that either just hit the market that you think have some potential or homes have been on the market for 60 90 100 days plus you download that and you and then you create a column to the right of the right of the of it where you put down how much you want to offer on those homes. I can't tell you how much to offer usually for me to sweet spots are more between 60, 65% of the after repair value. Maybe not what it's listed for it, but the after repair value. Those are two big different numbers. Okay, don't get to confuse. The after repair value, 60, 65% of that number is usually what I offer. So I put that into the spreadsheet and then she goes back in and she writes up 50 offers and sends them to the agents and she communicates with the agents. And so some and then she puts the notes back into each one of the cells, which says what the agent responded with.

Some agents say, No way, Jose. Some agents say, I'll present your offer. Some agents say there's a counter. And then once in a while, you get someone who says, when do you want to close? You know, so we were able to get a couple of deals for myself and for some of my investors in the last few months doing this method. So just like anything else, guys, if you do enough of it, it'll work. But if you just send one, chances it's not very high, not very high at all.

Do you find that? I was just going to ask a quick question. Do you find that you start to, and maybe you're not, I just want to ask this question, burn bridges from agents who are getting hit by your low ball offers and then, I mean, in a good way. I say low ball offers in a good way for your investors and for yourself. But do you find that? Do you find the heat sometimes? Like, man, all he does is ask for these lower, or do you set the expectation like, hey, this is for an investor and then ask for it. What does that look like?

Sure. I believe that everything is in the presentation. So if you, your bedside manner, call it. If you give somebody bad news with good bedside manner, they may not see this bad news. Or if you give somebody great news with terrible bedside manner, it might be like, that doesn't sound like good news to me, right? So it just depends on your presentation. So if you're going to train your VA, you're going to do it. Most like a lot of people watching this are going to do it themselves.

What you want to do is you kind of want to set the tone and say, listen, I know my offer may be low. But just in the event that your seller is in a position, what do you want to sell quickly, I'm submitting this offer to you on behalf of my investor on behalf of myself or whatever. This is where I can make the deal work. If it doesn't work for you in a seller, I totally get it. No harm, no foul. Now, if you want to do it that way, some people don't never know it's you because maybe you're okay with giving the listing agent both sides of the deal.

That sometimes helps. you can just tell them, look, we want to make an offer. You can have your VA do it if you want to do it anonymously. Or you can have a partner of yours do it. If you want to keep your name anonymous, you want to keep yourself, you know, if you're worried that you might harness your reputation, I don't see how because at the end of the day, it's just business. It's not personal.

If any other real estate agent takes it personal, like, oh, my God, you've offended me for submitting an offer on my house that's been sitting on a market for 100 days. You know, I don't think, I don't think, I wouldn't be mad. personally. I don't know about you. I would be like, you know what, good try, but I don't think this one would work. I've already had offers that are higher than that. They've turned it down. No problem. And do you just be cordial? You just move on to the next one. Yeah, no, I love it, man. I love it. And I love your more logical approach to it, which, by the way, you know, if I were an agent that hasn't had any showings, no appointments,

no nothing. This home has just been sitting. What you've done is just giving me some good information I can send back to the seller, right? Like, we do have someone who's, interested, you know, it hasn't just been sitting here for years. So yeah, no, I get it. I just want to ask that question. So, yeah, keep it wrong. And you would be, you'd be surprised. Sometimes homes aren't that far off. Like, for instance, like I said, remember, it's 65% of after repair value. So let's just say a house that's 300,000. 60 to 65% of after repair value is somewhere around like 180 to 200. Sometimes those homes are listed for like 230 or 240.

So you're close. It's not that big off or a big number off. And if it makes you feel any better, you can always explain your email. Hey, I feel that the after repair value is about 300 to keep my margins safe. I need to come in at about 65% ARV. So that way my offer would have to be this. If you feel like you need to justify your offer, you know, that's if you want to, you know, not just come in as like, oh, we just make mass offers and we see what sticks.

You know, if you want to take the time to do something like that, that's, fine as well. Yeah, man, I love that. You gave, you know, basically how to find off market deals driving for dollars and how to do it systematically with a system, reaching out conversion 21 to one, but you were very specific on what you were looking for. So it sounds like, you know, obviously you get very specific on location, what type of property and all that. So that way, what you are coming. And wholesalers right now are like, duh, I know this game. But for agents who are looking also, you know, maybe take a book out of the wholesale. play and do that, right? I mean, you just had you just proved through your your, your sheet. You

had a 21 to one conversion, which is, which is great. And then the other side, you showed how to find them on the market. Obviously, looking again, specific properties and staying very diligent about your, your strategy, but I love it, man. You had both off market and on market strategy. I love it. You did good. Thank you. Thank you. Yeah. Do you have any other question? anybody have any questions this is your time to ask i got someone saying that they're from this you wouldn't know this but from bladen county and would love to talk they do title searches in seven counties it can help um so there you go get out there guys make some connections because they're

here as well anybody that you see like this video probably reach out to them there's a reason why they like it they like the information and then great info from a facebook user anything else you want to throw at us, everyone before we head on out. Yeah, sure. The last thing you guys want to keep in mind is name of the game is follow up. It's not one and done. Follow up is best by phone calls. That's the number one way to do it.

But don't disregard sending in automated flyers that go out on your behalf every month. Because what better feeling, a room, and you can probably attest it, what better feeling that you drive it down the street, minding your business, listen to one of your favorite Taylor Swift's all. was Rubin. And then you get a call from someone who got your flyer like two weeks ago and they want to sell the property, right? And that's that's marketing, right?

That's marketing. But sometimes people just rely on one. So you have marketing and then you have prospecting. If you can marry the two with your follow up, you will crush it. You will kill it whether it's in sales or if it's in investing. So keep that in mind. It's not. Yes.

It is a mix. It's a blend, man. And we have one of our agents who do that very, very well. they were just on the podcast, the Goldmine, the Agent Goldmine podcast, I believe. And they talked about this very thing and how they do it. And they're on vacation in Australia. But when they come back, that's something I want to pick their brain about. And maybe we'd bring him on a B.

More Training about how he does that, that very thing that you were talking about. He crushes it with listening. So I appreciate it, man. I really do. Any question you have before I let you go, sir. And I love Taylor Swift, by the way. I know you do. My daughter loves it. I'm a quick to do because I have. Yeah, my question is, what's working for you, Rubin? I always pick the brain of a successful person, and I always learn from other people, whether they're brand new or if they're seasoned in the business. So what's working for you? Yeah, if you need a successful person here, then I need to move. And I think Jennifer needs to take my spot. Yeah. So, I mean, everyone's going to know what my answer is, which is a very boring answer. I I guess you would say, but it's all database.

It's always reaching out to my people and having that conversation. We have dived into something that you're doing or that you've done for a very long time on your YouTube channel, which is going very location-based around your location, meeting and talking to people. We started that. It's called Fine Fayetteville. Just finished one yesterday. Another one should come out today. And a real good one should come out next week.

But that's been really good. We've got one lead off of it so far with what, 129 subscribers. or something like that. So we just started it a few months ago. But that's going to be my other angle. It's just delivering more value to our current community. And I think that's going to be good. But outside that, very old school, pragmatic systems with CRM status,

reaching out the people, making sure their life's good. How can we help all that stuff? Yeah, the boring stuff. Boring stuff, man, boring stuff. What would you have? What's been working for you, Jennifer? and then we'll let, we'll let them go. Partnerships.

What do you mean by that? Yeah. Investors. Yeah. So, that's like, I mean. Yeah, so about 90% of her business is relationships through partnerships with investors and other referral partners who,

who, you know, obviously pass her deals, trust her in that process, and she goes out there and executes it. Yeah. Yeah, it's funny you say that because I was one of the topics on my notes that I didn't get a chance to get to because it's not obviously as, it doesn't sound as like a sexier or appealing. But yeah, one of my investor friends told me that he's been getting most of his deals recently from just calling up other investors and seeing what they've got. And I'm like, so you're telling me networking is working number. He's like, yeah, I'm doing five or six deals a month just from that.

I'm like, that's pretty good because a lot of these investors, they don't have a buyer to go with it. So calling up investors, guys. And if you don't have investors, there are so many out there. You can just call them Facebook groups and build up a list in no time. Yeah. And then I'll leave on this. You know, I remember an agent who would reach out to other agents. You're talking about MLS play.

They reach out to other agents and say, hey, listen, what client do you have that you absolutely hate? They're driving you crazy. They're driving you bonkers. You can't stand them. I will work with them. and I'll give you a 20, 25, 30% referral fee. So you'll still get paid, but I'll take on the deal for you. So essentially, it's a doctor that gets rid of headaches, right?

And that's how he's been able. This was years and years ago, but he was killing it doing that because, you know, obviously raise your hand. If you dealt with a client, you couldn't stand. I'm not the only one. Yeah, no, of course. It's okay. You're driven around for a month and months and months with the same person.

Yeah, sometimes it doesn't mesh well, and that's okay. So anyways, that's what he did. So, man, if someone could just take one of these tips and run with it, they're going to be AOK this year. I'll say that. Am I going to see you at E.P.com? Yeah, man. Cool.

Awesome, dude. Awesome. Thank you so much. Yeah, man. Thank you. And if there's anything that we could do over here on the East Coast and North and the Carolinas, just let us know, man. I appreciate you jumping on.

I appreciate you, brother. You got it, man. See you. Bye-bye. Bye-bye.