KGCI: Real Estate on Air - Ownership Over Employment: A True Perspective on Real Estate Careers with Ibrahim Hussein

Episode Date: July 25, 2024

Welcome back, everybody, to the podcast behind closed deals. And as you know, with this podcast, the goal is to find these entrepreneurs and these leaders in our industry and any industry for that matter and really get to know them and why they were so driven to reach the success level that they've reached and why they don't stop climbing that mountain, why they continuously are driven because they have so many people depending on them. not only their families, but so many others that also work for them and alongside of them. So today we have the pleasure of sitting down with Ibrahim Hussein, who is a dear friend and brother of mine. And thank you, Ibrahim, for joining us today. Adia, thank you. What a beautiful message and the idea of a podcast to talk about that particular topic. Thank you for having me.

It's an honor. Oh, it's a pleasure having you. Abraham, one of the things that always has inspired me about you is first getting to know the individual that you are, getting to know where you came from and how you became to be. And, you know, looking at you is, you know, one thing on social media, but getting to know you behind the scenes is a completely different picture. You know, we see someone on social media that most times is in a suit, speaking on stages, leading individuals, you know, life looks like it's a beautiful life

that you lead, but no one knows how long it took you to get here. and the struggles you've had to go through and, you know, the different hurdles that you've gone through. So take us back to, I know you're not originally from Canada, you immigrated here. Take us back to how you started. You know, what was your background before getting into real estate and then take us into how you became what you are today? Awesome. Thank you, Andrea. By the grace of God, thanks to my parents.

So I was born and raised in Egypt. I came to Canada 12 years ago. We like belong to a very nice, like regular normal middle class family. Life is good. We don't have any luxurious stuff, but we don't have a hard life either. So thank God my parents did a good job. So growing up, I went to law school, graduated, made my wife move to Canada 2012, practiced law for three years. years before I come here, come to Canada realizing continuing my law career is going to be like

a step back forward, backwards, not forward. So I'm doing the business decision, math decision-based. It was your right decision not to continue and get into the business side of things. I did quite a bit of importing and exporting business, my brother and I and back family business. life situations and the country economical situation back home haven't stopped everything. So out of our control. So I'm going to have to be like, okay, cool. We're in Canada here.

We're going to have to figure out our life within Canada to support our life in Canada. So if I were to let go of my career, what I went to school for, what I'm good at, that new career that I'm going to get myself into, it has to worth what I had to let go out. So I did a couple, multiple, like, I'm good with sales, negotiations. So I was, which was part of my law career prior to that under the umbrella of a maritime law,

which goes under the umbrella of corporate law. So, all the story short, I'm good with that. Good was like the sales aspect of the things. So I did a whole bunch of small business plans for wireless companies, and then I ended up being into real estate, knowing that that can be a career. So that can be a business, not a job. And then it's up to me how far I can take it,

based on how much input I'm putting in. Who was it that influenced you to get into real estate? Was it a particular person or was it research that you did on your own? It was both. It was a research I did in my own because, like, I don't want to just have a job. Like, I want to have a career and that career has towards what I had to let go off. So if anybody here is in the real estate space, you need to understand how less you are to be in that career for one simple reason. If you were to be a lawyer or a doctor or an engineer or maybe a pilot, okay, factor in, you will go to school in a way between six to 10 years of education.

correct. You will pay anywhere between $120,000 to $475,000 of tuition per career to graduate to make anyway from six figures up to whatever based on how good you are. There's definitely a cap on those careers. And then so you can be that lawyer,

doctor, engineer, pilot, or you can be you, in that case, real estate agents, realistic professional, and pays like $7,000 maybe tuition in Ontario here, Canada. So this is cheaper than that. And about six months to one year educational time frame. So you can be this or you can be that.

Which one would be? So if you look at it that way and then apply the professionalism because doctors are professionals, lawyers are professional. So if you can be a real estate doctor, I'm a real estate engineer, I'm a real estate lawyer, you get it? Like I'm approaching it with the same mindset, the same mentality. How would you show up as? And then what kind of advantage you have as a professional in that career,

among us the other ones, who will 10 times more time for education than you, maybe like 23 times more fees than you for tuition-wise. So it's kind of like good things in perspective here of how blessed you are to be in the career that we have. And then when you're successful in real estate, you know, the one thing is that there is no cap, there is no limit on what you can make. because it also branches out into so many other things. But when you are a doctor, a lawyer, an engineer,

there's usually caps on those careers that you just can't climb further than that. 100%. 100%. And it's good to know that we have an 87% failure ratio in the industry. Out of 100 people obtain their license, wait for two years, 87 of them is out of the business. So 13 only stays. For me, that's some motivation because that, holy crap, I can be one of those 13. Now, when you stay and be one of those 13, you're going to have to understand among us the 13% that stays, the make up the number of current Asian count in Canada, 80-20 rule kicks in.

Oh, yeah. Do 80% of the business. I'm actually a firmly believer in our industry in Ontario, okay? Probably 95-5, Maria, if I'm not mistaken. I'm a former believer of that. Like, 5% of the agent do 95% of the business. vice versa. Especially now, especially now if we look at the statistics. I mean, if we look at the GTA alone, it went from an average of two transactions per agent down to one transaction for agent.

60,000 agents are not doing one. Yeah. 100%. So it's a good, excellent career for those that have what it takes to excel in it. Those that treat it as a professional career understand that I am not less than a doctor, how I approach my career, was a professionalism. This is. where my career i'm not just like i'm not just selling houses i manufactures people's dreams of home ownership i'm elevator for the people around me to reach their success levels like i'm a hope dealer for everybody around me that they can do better all of those if you're approaching it that way it's complete different mindset business than just like i'm a good sales person i sell houses no it's it's actually a very difficult career because it's self-motivated and not a lot of people have that skill to be

self-motivated. So to get up in the morning, you don't have a punch-in, punch-out card. You don't have a boss that cares if you wake up or you don't wake up or what time you work to. And this isn't a nine-to-five job. So, you know, realistically, people need to know you're getting into this. You're getting into this to be a leader in the industry, an entrepreneur in the industry. And you can't fail at it. Many do fail. Like you said, 87 people out of 100 fail, but you want to be in that 13 people that don't make it. And you have to be driven all the time. So you, you have to know what it is that you're working hard towards and where you want to get to. So now that you've got real estate license, start selling homes, you're doing great at selling

homes, you know, take us into why would you want to build a team? I don't want to build a team. I want to build a business. That's a big difference between the two. Significant difference because if you want to build a business, you're going to have to treat that new founding team as a startup company. This is a new startup company has to be treated as such and has to treat it as a business. Like as a team leader, I always say to people around me, you are nothing more than an agent on

the team that you just happen to found. Yeah. That team is a whole separate legal business entity has to be treated as such. And you are, stop thinking too much of yourself, okay? You're a servant leader, a leader, you're nothing without the agent. on the team that trusted you to partner with you to run their business at the company that you just happen to found. If they choose to no longer run their business at that company and go to different

company, you have no business. Right. So just humble yourself and understand that this is where you're, if you're in a service industry, which we are, that service industry extend as the company itself servicing the business partners that come and run their business at the company. Huge liability on your part, though. I mean, you know, you look at it and you say, I'm working for myself. I am responsible for what I make to provide for my family.

Then I take on to having this business team members that I'm now responsible for. Why take on that responsibility? Why do people work? That's a very simple question. Why do people work? For three reasons, all start with us. They work for survival, pay the bills, go food in the table, have shelters. They work for success, which is reaching a higher level than survivor, which is success,

which is very subjective matter and area. Like, success can mean so many different things to so many different people. So, this is a level of success. Above success, they work for significance, which is leaving a legacy behind them, which is like, you're successful, that's a whole different story. Now, what kind of legacy are you leaving? And then that question leads us to a whole thing. whole entire road of thinking philosophically you think about that as when you die would it make any

real difference that you've lived that one that one question like like just between you and yourself when you're brushing your head up morning in the mirror you're going to die it's inevitable 100% people just don't like to think about it. Put it aside for no, but it's the reality. So when you feel that reality, now the question is, when you die, would it make any real difference that you've lived? So kind of like, I leave you with that and then like...

How you impacted other people's lives when you were alive. That's totally, very, very well said, Abraham. Very well said. Thank you. It's a true hill, a real true hill of a meeting that I don't want anybody. to have that meeting, there will be a meeting which is when the person you are meets the person that you could have been. Like when these two people meet each other, that's a true hell.

That's not good. Because the person you could have been meets the person that you are is like, look, you could have been here. Why didn't you? I'm like, holy crap, this is what I could have been. And this is who I am. Why didn't I do that? So when that person meets that person, there is a future version of you waiting to meet you

another side of liability, taking responsibility, doing the boring stuff that people don't like to do, and solving the bigger problems, because the bigger the problem, the more the rewards. So stop asking for fewer problems, ask for better skills to fix the bigger problems. The most successful leaders, the most successful entrepreneurs that I've ever met are ones that have impacted and changed other people's lives. And the successful entrepreneurs and leaders, that's how they measure their success. 100%. When you are pouring everything you have, you know, not only for your family, but for also

other people's lives, because they form such a significance in the circle around you, that it makes you happy, it makes you more successful to see other people in your organization do as well as you do. You go through a lot of struggles. You go through a lot of hurdles. You go through a lot of pain, a lot of growing pain. What are some of the pains or struggles or hurdles that you've gone through in order to get to the level that you're at right now?

I call it conscious suffering. It's a choice. Like you go through that pain. It's by choice. Oh, yeah. Yeah, we bring it on to ourselves. Yeah. And the conscious suffering is like you choose to do that every single day.

And when you do that day in and day out consistently, it becomes a part of the job. So I understand that a lot of things that we do for close people around me, it does freak the crap out of them. They get freaked out of the size of issues we're dealing with or the problem that we have to go through and all of that stuff. Some people, they just don't have the stomach for it. because if you're eating and a food that you're not used to, your stomach might hurt. But if you're eating that food every single day,

your stomach is going to get used to it. Yeah. So the analogy here is like, if you're doing the boring, tough decisions every single day, yes, it does suck in the very beginning. And it will suck for anybody that comes in and like from our outside looking in, it's like, holy crap, what is this?

the immune system again is the problems, start like cultivating step by step and like it's, this is just part of the game. Like we do that every single day. It's no longer a problem for me. Yeah, it becomes a way of life because you're a problem solver for others.

And that's what they look to you for is that, you know, you are the leader, the entrepreneur that is going to help them along the way. That's what makes you the strong leader that you are. Now, we look at, you know, what we're, what we're experiencing in today, society and you know we've come from backgrounds where nothing is handed to us we've had to work and a lot of entrepreneurs that i meet and leaders nothing is ever handed to them they've had to go

through the hardship of building everything themselves when we look at today's society we look at it and say you know are we forming leaders are we trying our best to take generation the younger generation and try to form them into the leaders that they can be 20, 30 years from now. What is it that we can do more as leaders in the industry of real estate to help that generation and steer them in the right direction to have that same motivation level that we have? What would be your advice to them about this career and how to start it and where to take it? In the real estate career specifically? Specifically, yes.

Okay. specifically a real estate career. I guess it could be applied to any career. I mean, the simplicity of the real estate career is, I don't know often an industry that is more rewarding than the real estate career, period, end of discussion, like for me, like in terms of like the opportunities that you can tap on, that you can capitalize and build the best future for yourself

and your families and your loved ones and everybody else. So I look at it as symbol, solve us the complex. What is the absolute two to three things that I can do every single day with no over-complicating things such as that by doing it, my career is bulletproof. Physics, the input equal the outputs. In the real estate career, it's a lot, a lot actually higher than that. Your input, it's not a linear math with your growth. It's exponential. It's like you don't know where would that leave you at. So I look at this and I'm like, just don't take like, I get it.

I see people getting into real estate and just wanting to start a team right away or wanting to partner up right away. You've got to build that foundation that you have. So if they don't build that foundation, no matter what business they're in, you cannot have other people relying on you if you haven't figured out the path first. Yes, the delay gratification. You're going to have to learn how to, okay, you're going to have to earn what I'm at. I have to work to get to the results. Right.

Two is people that I see them in the business and I'm like, we already understand the failure issues 87%. Like when I set with a new agent's newly licensed, I like, look, I actually understand there's four out of five a chance you're not going to make it in the business. Okay? I just know that from now. Like if I'm sitting, I'm going to meet five agents, I know like four of them is not going to make it. I still respect the future version of them in case they will become that one.

Because I don't know which one is extremely difficult to protect who's going to make it and who's not in real estate, okay? Very, very, very hard. You never know. You're going to have to recognize the potential in people that they begin to see it in the, themselves. So I'm sitting here knowing that it's a good chance. I'm wasting four out of five times sitting with those people. However, respecting the future version of themselves

in case they become that person. And at the same time, you're doing this for this, you're doing this to help them and recognize the potential and all of that stuff. And if the person has the potential and they're not really doing the work that they should be doing, I have a personal issue here. personal issue is like, man, like you're you're not, you're not capitalizing on the gift that God has given you. Like, you're literally like, like, if you understand what you've got and if you understand what you're capable of doing and what will come out of it and you're just to choosing, because in the end of the day, the absence of something is the result of two things. Either lack of willing or lack of knowledge. Right. Hey, listen, Nadia, I just don't know how to do this.

sure no problem here is how to do it now if you're not doing it either you don't know how or you don't want to if you don't know how we teach you how if you don't want to then that i have i can not help you here like i can not help you like i literally but in addition to me not helping you which is fine um if you keep in struggling with it and not not doing the word i'm like bro like uh you're just and and there's only so much that you yeah if you're not doing this and if you're not taking like personal care of your personal health you know like like all that like I'm like you're just not appreciating the gift of life that God has given you yeah yeah like our job in life is to match our reality to the best diversion of ourselves that we can possibly be like are you on

this freaking map like the map between where you are to where you want to be like where are you are you are you walking that right or just just hanging out yeah are you taking that path now pouring so much energy into the business that you have. Do you ever get moments where it's, why do I keep going? Why don't I just stop here and take care of myself only? No, no. I understand what you're saying. Never happened to me. I do have a problem though. And that problem, I kind of know the reason, but I kind of had to ask, it was a big problem that I had to ask very close people to me. It's like, am I okay? Or like, I don't get worried easily. unless it's a family related health issue other than that like business-wise like as big of an issue problem

I'm as cool as cucumber can be and then when when I start to freaking out a lot of people that I care about around me in the business side of things I'm like what if I'm missing something here you know like how come like I don't get worried like I'm like you know everything is going to be fine like that could have got and like I look back and I'm like that could have gone sideways really bad. Like really, really bad. So I start asking very close people to me, why is this the case? You know, like, what if I'm just oblivious to what the reality

and the seriousness of the issue? But I also understand I have a very high degree of situational awareness. I'm aware of what the hell happening around me. It really comes down. Like, I kind of knew this deep in my heart, but to somebody else kind of voice it for you, give you the assurance it's the faith that it's going to work out like i just know it's going to work out i don't worry and that's that's that was an issue for me at some point in time it's like how

i i should be worrying now okay how the hell am i not worrying because that's a big problem and everybody's worrying around me one of the things that i've i've noticed about you ibrahim just getting to know you is that you do have that awareness but you have that calmness about you so you know it's happening, you're not reactionary. When people are reactionary on the spot, that's when usually things go down. You take the time to study the situation calmly and you know things are going to work out because you pivot correctly, because you don't just jump at the situation. And that's one of the things I definitely admire about the way you run your business and the way you behave towards your business.

Because there isn't that reactionary that, you know, everything is crumbling down. Let's try to save it. It's no, let's diagnose the problem, see where it is and see how we can fix it. The 24 hours rule. Yeah, that's exactly it. Let me get back to you in 24 hours. Yeah, that's exactly it. Like you will literally make a decision in 24 hours completely different than what you're going to make on the spot.

A thousand percent. And you know, as an exercise, people should do that. People should write down the response after something major happens right away and then revisit it in 24 hours and see if that would be the response. It would be completely different. 100% of this person. Yeah, like I was supposed to do that. I'm glad I did it.

Yeah. So fast forward and here we are, you are now with EXP Realty Canada. Joining EXP Realty Canada, seeing the growth in your organization and seeing, you know, knowing your thoughts and where you would like to take it and just seeing your success over the last couple of years. how has it been for you? How has it been for your organization mostly? How has it affected them and affected you in the path that you are taking

or you're continuously taking for that next success level? Yeah. It's been a wild journey in the sense of like there was couple of speed bumps as we look. It doesn't matter where you are or what kind of brokerage are. Life is not like a rainbow flying. like everything is nice you know like like colorful like pink color

everything is happening there is a lot of shit that we have to go through oh yeah and quite a bit of speed bumps as we like go throughout the whole journey when we switch it from previous brokerage to ex-b but looking back it was it was arguably one of the wisest and smartest business decisions that we've made

based on like facts systems and business model itself and sustainability of the business. I look back and I'm like, it's a blessing because I ask myself a question and I ask everybody around me, people that I am, I will not be where I am without them and I'm nothing without the, they are the reason why I got here. And sometimes I just happen to get the credit because sometimes I'm the face of the team

and all of the stuff and I try my best and I'm doing it to put much of a shed the lights on them as much as they can because you deserve to get that credit. Yes. So I look back at them and I'm like, if you truly mean that you want to be like, oh, we raise by lifting others, we do win, win and everything is done. I'm like, I cannot continue staying at the previous brokerage or any traditional model brokerage because I would have always been above them and we would never have the opportunity to have what I have.

If we're not with EXP, meaning XB, the playfield has been leveled. Everybody have the exact same opportunities to build the dreams, their retirement plan, their passive income, in addition to, not instead of, in addition to the income that we make from selling real estate. We have, I look at it that way, simplest way to explain it like, look, you go every day, your normal coffee shop, you pay $2, you get your cup of coffee that you really like. Another amazing coffee shop opening down the street, you go there, you pay the same $2,000, you get amazing quality coffee and extra two croissant on the side.

Like, you can take the two corvassan or leave them. It's up to you. But you're there for the coffee that you really like. So when we go there and I realize, you know what, we're moving from where we wear to XB reality. The only difference is we have extra benefits that we can tap on if we choose to that we didn't have before. Correct.

So for people with me who are a big thinker, they are not just sales, good sales, they're business-minded. They want to grow businesses. Do you want to own businesses? The number one question that once you ask the question, now for anybody is listening to us, if you're with Ex-B, kudos for you. Take that question. Maybe it's going to make you love the company even more. If you're not with XV, think about it. Do I have a business or am I at a business?

that has me. I love that. That's it. Period. End of discussion. I, there is a 142,000 license realtors in Canada under Korea. None of us can sell real estate without putting our license at a brokerage. Correct.

After that, we can go ahead and transact and trade in real estate. Correct. Now, which a brokerage would I willingly choose to book my license at to run the transaction that I'm about to sell? can I have share in the growth of that brokerage in a form of ownership in that brokerage? The answer is yes or no, up to you. So if you want to, here is what you need to realize.

If you're in a non-exb, traditional model, amazing companies out there, we came from there as well, you are at a business that has you. They have you at the business that the broker-owner of that franchise owns in your city. So somebody owns the broker-owner, in your city.

You are the business that has you. You don't have a business. No. FYI, you don't have a business. You just have a job, meaning once you stop selling real estate, your income will stop. Was the last transaction, you're going to transact in your career. Correct.

I understand that most of the top producing people are smart, which means we're going to use that money, going to invest in real estate, you're going to own. Like, you're planning for after retirement. I get that. I understand that too. My question is the time that you were at the business while you, now you're retired. Okay, now you're not that you retire.

The time that you took, let's say it was 10 years of career span, just simple math. That time when you were selling real estate in those 10 years, have you helped it contribute towards the growth of the brokerage that you were at? The answer is yes. Absolutely. How did he help contribute towards the growth of the brokerage? that I was at. Well, I ran X number of transaction over the 10 years under that brokerage. I paid brokerage fees for 10 years under that brokerage. And a lot of friends that I know

joined that brokerage because I'm there because you like it. So perfect. So you've helped it contribute to the growth. Yeah, they did. Perfect. Did that brokerage give you anything back in exchange of you causing that growth for us? No, no, no, no, no, no. I'm not talk about the GCI that you've made because you're going to go to ABC like under like you know like in middle of nowhere brokerage you will still make the same GCI GCI is it's a change of the sale that's not what I'm referring to the business of the brokerage that you run your business at while you were in transactions it's it black and white symbol the only problem that yeah is I look at it as the cup of coffee that cup of coffee me and you

you cannot argue the quality of the copy the coffee inside The difference of the people that are not with EXD yet, okay, that I believe they will as soon as they realize, whoa, how didn't I see it that way before? Right. A cup of coffee, the problem, everybody agrees with the ingredients and the quality of the coffee itself, the beans. We have an issue with how it's shaped, okay, the cup of coffee, and the server that delivered the coffee to them. Okay? you want to say I want to say by that. So the cup of coffee is like, you know what?

I got introduced to this coffee through an ugly looking mug, okay? The marketing is really bad. The way it looks is just not funny. And then the server that rubbed me off the wrong way, they didn't smile in my face when they gave me the coffee. Even though the cup is good, I'm not enjoying, I'm not going to buy it from this. If we change the cup of coffee to be a beautiful looking mug, and then the server comes from an understanding of what the consumers need.

Consumers, in that case, is realistic agents, okay? Yep. Delivered to them by other beers, people like them that understand they're not Mickey Mouse, their good business operators proven to be that way. They're receiving to the coffee is going to be completely different. It's going to be like, that tastes good now. Coffee looks good. The community, I'm sitting in a coffee shop that everybody's happy.

Right. What? I'm going to go freaking good that coffee now. Yeah. That's where like if you're not with EXB yet and you go introduce the model, I understand because I was in your shoes for two years and three months. Three years and three months. I am not interested.

Yeah. Until I kept digging deep, digging deep, digging deep. And then I'm like, you know, it's kind of, it's more of waste of time now. I got to have to make a move because I keep I keep booking holes to find like a loophole. I can't find anything. Right. My problem was with the people that introduced me to the model. Okay.

I didn't like what the cup of coffee looked like. Yeah. Yeah. I have no problem with the ingredients. Yeah. A lot of times it is the way it's portrayed and and, you know, it's some sometimes it's not explained properly. But I encourage everyone, and I'm sure you do, Ibrahim,

and you welcome the conversation that if you have heard of EXP or, you know, taken the path of learning about EXP and it just didn't resonate right, whether it's a year ago or two years ago or three years ago, to revisit it now because so much has changed at our company, you know, and it's forever changing, but it is such a sustainable model, the fastest growing independent real estate brokerage at 90,000 agents internationally in continuous growth. And, you know, I'm sure that if they were to reach out, that it would now start to make sense.

You know, being with another company for myself for 18 years. It took 18 years for me to understand and say, my God, why didn't I see this sooner? So, you know, I understand. I understand it does take time. 100%. And leading by production, area, that's the single most important thing on that planet Earth, because every single realtor got that license to serial estate. Yes.

People will join the brokerage because we're at the place that will help you sell more houses. If you want to build the team, we're going to help you show you how to build the team to the biggest size teams in North America. Yes. Look, there is extra benefits. That's cool. You wouldn't get them anywhere else. But you're not joining because of the supplementary. You're joining for the main core business, which is selling real estate.

100%. And, you know, now having our new chief learning officer, revamping all the education. What agents don't understand is that traditional brokerages I find is that they have a canned approach. So they have one specific trainer that they all train the same thing over and over again, whereas our training is coming from the icon agents. It's coming from the top. It's coming from, you know, ways of that they've done the business and it's tried and proven and they're teaching it back to our agents, which is absolutely phenomenal because you're learning something new every single day. And what I found with EXP and when

you know, something that I take big pride in is that we develop the entrepreneurs. We develop the leaders. And that is why when we think about it, you know, you gave great examples of, you know, how we help you take your business to that next level. But we are not, you are not here working for a brokerage. That when the brokerage is no longer in existence, your business is not there. You are building your own business so that if you're no longer involved in that business, It is still generating income for you. So, you know, when we talk about entrepreneurs and leaders, this is what EXP does, is it builds those leaders.

It builds those entrepreneurs, such as yourself. And we have them coming to us because of that, because of how we help them. But one of the key things that you said, Ibrahim, is that this company gave you the opportunity, not just to build for yourself, but it gave you the opportunity to give that same opportunity to every member that is on your. your team. 100%. 100%.

100%. Oh 100%. 100%. And then the fact that, hey, we're moving here so you can have opportunities that I cannot give you in any other traditional broker. I won't be able to give it to you.

So come here, now you have what we're going together side by side. Exactly. A true partnership, not just saying it. 100%. And that is what a true leader is and a true entrepreneur is that you're giving everybody that surrounds you,

that same level of opportunity that you have. Why should they always be second? You are putting them at the top with you, that same front line. We are all in this together. And that's what drives them is that my leader wants me to be exactly like them, if not better than them. And that's what I find that this company gives you. I just want to thank you for your time today.

But before we go, I wanted to address something that I see on your social media often, other than your beautiful wife and daughter. I see you addressing your mom a lot. How has your mom affected your life? Everything I have in life, I'm a firmly believer. It is solely due to the prayers of my mom, the non-stop prayers of my mom to me. It is why I have what I had. Not because I'm not because I'm smart or making, maybe that has played part of it.

But like the primary source of blessings is her non-stop prayers for me. I'm very well aware of that. and I don't take it for granted. So she's she's the number one in everything I have. I love reading it. I love, you know, just seeing, you can just tell by when you put the words out there of how much love you have for your mother. And, you know, that must give you a level of comfort that no matter how many times you

fall, she's always there to be able to pick you up. 100%. Like I do the same thing with my daughter. She, like, I'm installing in her heart, her head that the, nothing comes before your mom, including me. Like, my daughter understands, your mom is first and single most important person in your life period. Like, she comes three times before Bob.

Like, it's like, yeah, even I lead by example. My wife sees how I'm doing with my mom, and she sees how I'm doing with my daughter to my wife so she can understand that her mom is the best, her mom is the number one. And she truly is. She truly is. You have a beautiful family. 100%. Well, thank you, my friends, so much for being with me today.

Thank you for your wisdom. I appreciate it. My dear. Have a great day. Have a good day. Bye-bye.