KGCI: Real Estate on Air - The 25-Year Overnight Success Story in Real Estate

Episode Date: December 26, 2025

Summary:This episode is a powerful mindset lesson for real estate agents, featuring top producer Mark Verzyl. He shares his story, emphasizing that what appears to be "overnight success" is actually the result of 25 years of consistent discipline, perseverance, and mastering the fundamentals. The discussion provides a valuable perspective for agents to focus on the long-term game, trust the process, and build a sustainable, referral-based business rather than chasing quick wins.

Welcome everyone to behind closed doors. I have the pleasure of sitting with Mark Verzal today. And as you guys know, the reason for the podcast is social media paints an amazing picture of every entrepreneur that I've had the pleasure of meeting in my lifespan. And I'm sure you guys have of, you know, how prestigious their life is currently. And we never get to take that deep dive into how long it took them to get there, the winding roads, the mountains that they've had to climb, the challenges that they face physically, mentally, families affected, we've never had to look at that. But in order to make it as an great entrepreneur, as a leader in this business or any business for that matter, it comes with a past.

And today we have Mark with us, dear friend of mine, who is going to share his path on how he got to where he is today. Welcome, Mark. Hey, thanks for having me. I'm still thinking about the name, the title behind closed doors. So I'm just curious how this is going to go. And yeah, that's almost like click bait. People will be like, ooh, I want to see this. Yeah, I want to see this.

I want to see where that goes. And, you know, it came to mind, Mark, because really no one, no one knows what's behind there. The only thing that they see is what this is. They see us smiling every day, leading. This pretty face. Exactly. Giving us that, you know, on stage, you're phenomenal. You know, you're phenomenal with the agents that you lead, with the organization that you have.

And no one knows really where Mark came from. And that's where I would like to start. What did you do before you decided to get in? into real estate. How did that come about and why you made your decision to come into real estate? You know, I think it's sales has always been in my blood. It just made more sense to me. And it came from, I'm sure everybody knows Earl's restaurants. And when I was going to college, I started working at Earles. And they found out I had a little bit of cooking background. So I was, you know, cooking breakfast and stuff when I was in high school,

just making some extra money. And so they wanted me to work in the kitchen. And so I was doing that while I was in college. And I distinctly remember, and I'll never forget this. You know, it was just fun in games like working there. And we were just joking around all the time. And I remember looking at the guy that was flipping burgers. And I literally was like, hey, just made seven bucks.

and then an hour later I said hey I just made another seven bucks and he's looking at me like what are you talking about and like seven something an hour and I was you know kind of going seven whole dollars and then when I realized that I love that how about that I know what didn't you do I'm just looking I don't know how to turn that off it's it's like this brand new Mac I have so I just watch this I think I'll get a thumbs up now it's pretty yeah there it is sometimes I'll blow will fall. So anyways, I haven't figured out how to get rid of that. But when I discovered that, you know, sales you can make as much as you want, I was hooked. I was just like literally, you know, I don't have to go buy a business. I can just, I can work from wherever, whatever I'm doing,

whatever interests me and excites me and make as much money as I want or as I can physically. and I'm not really trading time for money anymore. So that's really where I got going. And before I really, before I got into real estate, I thought it was too young when I was in my early 20s. And so I left it for a while. So anybody that's out there and you're like 19 or 20 or 21, you're excited about real estate.

Just do it. Just dive into it. Don't do like I did. I didn't start until I was about, about 29 and that's when I got in but but I had a lot of a sales experience before that I would recommend getting some sales experience first but I ran a telemarketing office you know I did some sales for some other companies like here and there and that but the telemarketing thing business to business was kind of the longest thing I did before I got into into I was going to say

ex-p but into real estate actually so and when I made this switch into real estate it was new homes first and I was going to get my lead real estate license in Alberta you don't need it to be in you know to work for a builder and it was the builder actually I went for an interview and then I decided after the interview that I wasn't going to go into new homes I was just going to get licensed and and and do my thing and he talked me into it. Would you say it was the interview with the builder that was that switch on for you to get into real estate period? No, I think it was a series of things.

It was like I had decided that point I was going to get into real estate one way or the other. And I met somebody at our Lamas class that was doing a really funny guy named Paul King. And he was he was in new homes. And he keeps telling me, he's like, you should be in new homes, you should be in new homes, you'd be great at this. And I kept hearing it from different avenues. So finally, I made that switch and I started working for a builder. Now, I had decided I wasn't going to work for him. And then he called me about a month later and he said, no, I think this would be really good for you.

You really need to come on. And I said, okay, well, let's give it a shot. And I spent three years with that company. That's amazing. So for the audience that's, you know, thinking, here's Mark getting into real estate. You're 29 years old. After a month of getting into real estate, a builder is calling you and, you know, seeing you on stages and the way you lead your organization and how successful you've been as a real estate agent, it was an easy climb for you. However, it could not have been.

So talk to us about what took you from starting. to where you are now and that road and you know were there times where you just absolutely wanted to give up oh my god yeah yeah and and you know what it's it's funny because it i'm like the the 25 year overnight success you know it's it's funny because once you once you climb that you climb to that that level and i think i mentioned this you know on at at um at our rally it was so hard to get from from one spot to this what looked like mount Everest this climb and it looked like it was endless and you know you look up and all you see is the the clouds you don't see the top and it's a blizzard up there and you're like how could

I how does anybody ever get there and then when you get there and you look down it's like standing on an ant hill and and you're like you're like how did I not understand this before and how did I not see the recipe and how to get there and and it's it's a really funny thing because so many spots along the way whether it's a client that just pairs you one and makes you feel like you're the worst person that's that's ever lived and you've done them injustices and you've done horrible things to them and whatever for something minor like I mean it's not even that big a deal and and I'm sure no one's ever had that happen for me I'm number one and or you know along the way working wherever you're working

or whatever somebody who does not want to see you grow or get better and they they try to belittle you and humiliate you I mean this has been my life it's always been it's always been a grind like you know there was just never an easy it never came easy I always had to grind it out There was times when, you know, in the last few years, when like 2018, and I'm sure you've heard the story a couple times, in 2018, I was, I had a, I had a terrible time. Like, I had death around me. There was, there was my business partner who I was just really jumping in with. And I, and I thought, well, I saw a big future with us working together.

Same weekend, he, that a friend of mine took his life. Brad was in the hospital, dying of a brain bleed. I'm taking pharmaceuticals that the doctor, you know, was trying to get me to take for three years and I kept putting it off. And then they didn't tell me it was going to mess with my head and put me into a depression. And then all this happened at once. It was like the success gods were like, let's see how worthy you are, if we're going to elevate you to the next game.

If you can pass this, you know, then we'll let you into the club or something, right? And it's just amazing. You don't see it coming. And so when I, when I got through that and finally decided, I had to decide that I had to make the change. And I made that decision one day. I think I decided it a couple times, but there was a day that I just went, enough's enough. And it's time to get back on the saddle. And then things slowly got better.

And I think that year I probably did about 18 deals, which may sound like a lot to someone who's, you know, brand new in the industry. It was really a little bit of your production. Yeah, but I spent probably 150,000 more than I made, right? Like, so it, it was a really, really trying year. My poor wife, you know her. She's a doll. She didn't know what to do with me anymore. And, but anyways, I just, I, some days she probably still doesn't, Mark.

But that's, absolutely. That's, that's another whole side story. But, you know, going through that, like going through that grind that you were talking about, climbing that mountain and facing all these obstacles along the way, what kept driving you? Why didn't you just give up and go to something easy? Why were you just continuously climbing and not looking back down? Well, and that's just it. It's what's your why.

So do you want this to be your legacy and the end of everything? Do you want to be just known for that person that just gave up? And you've got you've got two choices. You know, you're going to work. And you're going to put so many hours into that work. So why don't you make it the most effective as possible and make that journey as good as you can possibly make it? Because it's really, if we just keep looking to that success, like that moment that I'm going to break through success and like it's just going to be glory and life is going to be just amazing when you get there and that. it's it's really not as big a deal as you it's the journey along the way and is cliche and

maybe you think that's stupid it's not it's like how do you treat people and how are you how much how much time and work do you put in and how many people can you help along the way and if you if you you know when I was working at a show home I knew the the real goal is money and to make as much as I can, right? It's X amount of dollars to break that million dollar barrier in a year. But if you think about that every day, you will screw your own success up because you may feel like unconsciously you don't deserve it

or whatever you're telling yourself in your head, right? Whatever your self-talk is. So I changed that and I just, you know, I'm working at the show homes. And my goal long term was to, beat everybody in the city and be the number one guy. And it took a long time to get there. But instead of thinking about the monetary aspect of it,

I know I'm making X amount of dollars. It was just get more red dots, which meant sold on the map than any of the other builders. That was my goal. And if I could just do that, then I knew. And then it was like substantially more. And then in a month it was this many more, right? Like so, and once in a while you lose the battle,

but you win the war. Absolutely. You climb that mountain. You reached your success. 2008 hits, was it 2008, that you, 2018? 2018, for me it was 2018. Right, so 2018 hits, now you're struggling. You've already made that success.

You've already made that legacy. Why did you decide or how did you decide that I need to pull out of it a second time around? When you've already made the success, what kept you going the second time? Because I always find defeat the first time hurts, the second time hurts even more and more, right? Well, and here's the thing. And it's because I made, I've made a couple of pivots in my life. And most of the time, the pivots have always worked out really well. Like a few major ones.

So let's go to, let's go back to 2008. And you said 2008. So 2018 was, was really something that I did to myself rather than. And, you know, and there was outside influences, but I chose to go down the rabbit hole. And, but, but the economically, 2008, 2009, 10, you know, I'd been in the industry for, for already quite some time. I was, I was fairly successful at it in my head. I hadn't been, you know, I wasn't the number one guy in the city. And this is in new homes, I'm talking right now.

So I'm not talking about, but it applies to anything. And so I wasn't the number one guy in the city, but I was making really good money. I was doing 200, making 250. We had a fantastic year, 2006, 7. I think I flipped a bunch of houses. I made almost 800 that year. And, you know, so I was a boss and right in my head. Yeah.

But there's always somebody bigger and better. And then 2008 comes and punches you in the face, hits you in the crotch like there's no tomorrow. And then all of a sudden, for the first time I'm, my life, I have six pending deals and they all cancel in September when the market, when the, uh, when the, uh, you know, the, the Dow Jones just completely crazy. Yeah. And nobody knows what's going on. The next month I have zero sales. Like I have nothing. And that had never happened before. And that's to that because these are all uncontrollable situations that are happening around us that it's like, what do I do now? Like I can't control what's happening.

in the real estate industry and the mortgage industry and the slowdown that's happening, but how do I pull through? But your commitment is also to all the people that depend on you to be a great leader. Right. And at this point, I'm working alone, except for my assistant. Yeah.

But who depends on me is my family. And my why are my kids and my, and they deserve. They followed me unquestioning, you know, to this point, and they deserve to have better, right? Like, they deserve to not have to, you know, watch me go through hell and, and then, you know, take us all down and have to start over again and stuff. They don't deserve that, right? No.

Because they didn't question it. They love me. They just think that, you know, I have all the answers and stuff. And we don't always. So here's where the pivot came. And it, and it came from, and this is really, really, really important. If you take away anything from this, it's always unexpected. It's always something you don't see coming, okay?

You may not see coming. And you might just pass it by, but this opportunity, whoever, whoever's helping you up there, if it's God or the universe or, you know, Buddha or whatever, is something out there. If you're asking for it, it will come to you, but you have to recognize it. That's your job. You need to recognize that opportunity when it comes. And that opportunity came in, at this time, came from Madamee Holmes, believe it or not, was looking for the first salesperson that they needed to have.

And they had hunted about a dozen agents. And I freaking laughed at them. I literally sat down with a headhunter and I'm like, are you kidding me? like I've got I mean you know like I just gave them all these reasons and then I'm like so by the way how many sales have you guys done and and he goes so it was like the conversation was over at that point as far as yeah I'm like so we're having coffee right and I'm like so many sales have you guys done and they go oh uh probably like 70 and I'm like what and I said how long have you been open they're like 30 days and I'm like what are you talking about this is in 2009 everything's cratered and you know it's just it's kind of going but it's not it's not great and so then I spent my next week going to their sales center checking out all their stuff looking at the price looking at the whole thing and and then I was knocking on their doors going like I want this and so it fired me and in the worst market ever I went from doing about an average of

65 or 70 and who knows what I would have done that year yeah you doing 200, 250, 300 deals in a year. And so this relates to, you know, let's fast forward to resale. 2014, I decide I'm going to make a move. I'm sick of doing new homes. I want something new. I get licensed. I'm starting over at 45 again.

I don't have time to mess around. I'm 45. And so what I did was I spent a year doing my own thing, you know, resale, learning it, trying to figure it out and this is what we do we go out there and we just go try to figure out i did 40 i think i did 47 now you got to understand i had years and years of new homes i know lots of people right i did 37 deals yeah i literally i'm like i don't know if i can duplicate this because i don't know what i'm doing i'm like i'm getting lucky here so i joined the team gave 50% of my commission away for a year so that i could understand where the leads need to come from the

fastest way to do it, best presentations. I gave away, here I was, I was the freaking rock star in the new home industry, like six time number one guy in the city. And, you know, had a small team of agents that we, that we built up that we took from making 40 grand a year as administrators and I hand-picked each one of them to 200,000 a year, you know, within a couple of years. And then I'm starting all over again. And now I'm like, okay, I need a mentor and I need people that are willing to help me. Well, if I'm paying them 50% of my commission, they're going to, you know, they're, obviously going to mentor me. And I did really well for them. And it was good for me. And after about a year, I went out and did my own thing. But then we hit a recession again, where everybody

else, you know, in Canada is crushing it. Alberta is just getting this. Yeah. I remember what you said before we get on. The F bombs and stuff were up. Yeah. They're not coming out. And that we hit a recession and by 20, you know, 2016, they had taxis lined up downtown where people are being walked out of their, from their jobs. I mean, it was really sad time. It was very, very sad time. And people just don't know how bad it was. And then by 2018, so I've got that, I've got pharmaceuticals messing with my head. One of my best friends, and I didn't see it coming, takes his life over the weekend. He decides it's going to be a great idea. at a weak moment to go hang himself in the in the and this is the shit i couldn't get out of my head right

like why wasn't i there how can i can stop it and and uh but he had planned it for a while and it was so obvious when i looked back um and and this is what really took me down and then brad's in the hospital dying of a brain bleed and he's the one comforting me um and the guy's dying like uh you know yeah yeah anyways it it was um it was a it was a it was a really tough time and i feel bad for people that go through it if you can get through it there's better times ahead it only gets better and um and you know there was something that you had just said earlier on about taking administrators that you have or staff members that you have taking them from a 40 000 salary to $200,000 a year.

You know, I look at it as entrepreneurs are responsible. Yes, you are firstly responsible for your family, your wife, your kids. However, there's so many other people that depend on you along the way as well. And how many people you, how many lives you've changed along the way and how many people you've impacted along the way. And then fast forward through your journey, you end up at EXP Realty. Now, I know, Brad, you, EXP Realty, you have your own community at EXP Realty. You also have your own organization.

They say, you know, you hear it all the time. There are companies or certain people that come into your life and you've said it. Certain situations, you just have to recognize them and they will change your life. And I would love for you to expand on that. 2018, I make the adjustment, I make the pivot, and I get off, I get back on that saddle, and I start, I start working with builders again. This is where I decide that I'm going to go. And Brad's working with small inner city builders. He's got, you know, infill hub that he's doing.

I start working with them, but I'm like, I hate this. They're too small. I want more, I want bigger numbers. So I pivot into going after the larger builders. And that went from 18 deals that year. I made a phone call in November of 2018. Okay. So I'm just back on the saddle and I'm sitting there making calls.

And I told you this one before. I picked up the phone and it was somebody I knew, but I didn't think they really liked working with me before. I just, I had all this shit in my head. And it was the hardest phone call ever made, but I knew I had to make it and it changed everything for the course of our business. Okay. And so from I went from 18 to 207 deals that year. And then and that just kept growing. So the reason I'm telling you that is I just want to make sure that people

understand that that the it's it's the action you take and you never know where it's coming from once again. And then during this course, 18. uh, 2018, 2019, you know, 2020. Once in a while, I've got people talking to me and they're like, hey, I'm at EXP. You should, you should, uh, because we're targets, right? Like we were, I wouldn't say targets, but we're, um, not me as much, Brad, probably more, but when people understand how much, how much business we're doing, of course, they want to talk to us about, you know, what they're doing and, and get us on board. So I'm a nice guy. I listen, but I wasn't listening, right? And, and it wasn't being explained well.

But had I listened a little better, it's on both parts, right? Had I listened and recognized there was an opportunity, then I could have jumped into this a couple of years before. So fast forward, eight, nine times I ignore this. And then I tell Brad one day, in September 2019, I'm like, we need to look into this company. It keeps coming at me. And he says, I'm never leaving remax.

And I said, yeah, neither am I. So why bother, right? But I was still really curious. So somebody texts them about it and he says, I'm never leaving Remax ever, ever, ever, ever. And then three weeks later, we moved to EXP. So what happened? We talked to the right people and we spoke to.

And there's never wrong people. I'm just saying we talked to somebody that finally got through to us. Yeah. And these two people, I jumped on a Zoom. I had no idea what I was jumping on the Zoom for because Brad set it up. And he goes, you want to hop on? I'm talking these guys in Texas tomorrow. I'm like, absolutely.

But I had no idea it was for it. And they start talking about EXP. And I'm like, oh, good. Someone's going to explain this. So I never have to look at it again. That was what was going through my head. And 30 minutes later, I'm going, oh, my God, if this is real, and I'm not saying it is, if this is real, I should have done this two years ago.

And then I spent the next five days shredding it, because I look at it from a business perspective and not from it feels good, right? Because if I did that, then I'd be going to every whim that I ever have, right? Or I'd be on meth or something. I don't know. And so I spent five days ripping apart. And what I needed to know is who's successful, how they got there, what the company stands for, what the company's like, what the owners like.

Is this, like everybody's got slogans, oh, we're for the agents. stuff is it real you know is the are the guys that are running the show and the top guys and stuff are they good people you know and and are they genuinely helping people do they have charities does the company make money does it have money in the bank does it have debt does it have this is all this stuff i'm looking for because right at the time i'm 52 i don't have time to mess around i can't i cannot make another you know big mistake and um and then take another five years to recover from it or whatever right um and uh so we made the move i was the last one out of about eight or ten of us to join last minute and i told brad and i said one year they have one year

and if uh it's not what i think it is i'm going back to remax and he said okay that's fair me too and um and today i told somebody today you couldn't pay me five million to leave expe so i'm already you know fairly successful why would i want to be at eXP And why would it be, why would it be the best thing that really ever happened outside of my success, maybe even better? And I'll tell you what that is, because I no longer have to worry if I take a risk or I take a chance and that business, and that doesn't work out and I lose some money on it or whatever, that I've lost my retirement. And I've lost, and I've lost too much money. And so my why is my family, my friends, you know, I've got lots of friends that don't make a ton of money. You know, they're making average wages.

I'm the guy that wants to be able to have the nice, the nice cottage somewhere where everybody can enjoy the lakefront, riverfront. And this is, this is, it's for them. It's not really for me. the whole it's the competition is for me i like the competition so i like to be look at that your computer is like a great yeah i like the build i like the journey i like the i like the chase like i love it and um and and but ex p's changing lives and it really is and you know you hear that from a lot of people at expe it's absolutely real um and it's changing average agent's lives every day. I just heard a very heartfelt video that Michael did

Valdez. Did you see that today? And he's talking about when he first got in. If you don't know who Michael Valdez is, he was instrumental in growing one of the largest real estate companies in the world, not EXP, due the heights that they're at right now. And then four years ago, to move to EXP. The guy's just in it. He's an incredible, incredible man, like most of our top people at EXP. And he just remembers a comment that somebody said to him when he first started. And he didn't understand it and he was uncomfortable with it because they're like,

thank you. Expe's changed my life. I have cancer. And, you know, I wouldn't have been able to afford, like literally I would not be here today if it wasn't for the EXP. This is what she said because of EXP taking care of her while she was going through her

cancer and that. Who does that? What company does that? This is a real thing. This is no bullshit. So it changed lives. It's a long thing. It's a long thing. And there's a, and I knew early on

there was going to be spinoffs. And because one, Once I understood it, once you see this, you can't unsee it. And once I understood it, I'm like, this is such an amazing idea. This is going to change real estate forever. This was a thought in my head. It has. And it is and it has and it will continue to.

So now there's a few spin-offs from it. And I check them out. And honestly, there's one out there that I thought, geez, this looks really good. And then I lifted, you know, lifted the blanket and took a look under the sheets a little bit. And it's just not, it's not the same. And it's not the same because nobody has Nadia. Nobody's got Michael Valdez. No one's got Glenn Sanford, the CEO who shows up at every event.

He sits there and takes notes. It's mind blowing. I've never seen that before. Nobody's got Brent Gove. No one's got Gene Frederick. the people who, Brent Gove wrote a check for $6 million. Brentson agent, he wrote a check for $6 million to put an event on in San Antonio last year. And he does this two, three times a year.

And when he told me that was how much the check was, I was like, oh, my God, can you imagine the risks they're taken? This is an agent helping agents. Nobody has that. So nobody is going to be able to copy this. no one's going to be able to to to be as good as this thing is it's uh it's unbelievable so i like honestly if you're watching this i invite you to talk to the person that you know invited you to watch it or talk to them look into this deep rip it apart ask questions um it's financially irresponsible not to i'm not being paid for this no no and i for myself mark

I say the same thing. Had I known, had I done this sooner, where would I be now? But the main thing is that it's never too late. Doing it now is better than tomorrow. And just really digging deep into how EXP can help you change your life and how it can help you build that retirement fund for yourself. That can become that willable asset to a member of your family. It truly is life-changing not only with money,

But what I find is the hearts from leadership that is poured onto the agents, the love, the level of care, that we are one family, that everybody stands beside everyone, the collaboration that happens because we are all owners of the company. We all care for the well-being of the company. That doesn't happen anywhere else. We are so invested in not only our future, but each other's future, because we all have kids that are coming into this as well, and we want them to succeed as much as we've succeeded.

So, you know, for me, I mean, when I hear it's life-changing, it truly is a life-changing experience. And it's something that no one will understand unless they are with us and they can feel it from inside. Agreed. And thanks for filling in some blanks there. Oh, of course. The, like, there's just so much to, you know, so much you want to tell with somebody and it's so hard to.

It's hard to put everything into like, you know, one sentence because it's so much grander than that. But to end off our podcast, Mark, looking at leadership and your advice to the next generation or anyone for that matter that thinks that they can lead a PAC, that thinks that they can lead an organization. What would you suggest? What would your advice be to them on how to handle it from beginning to end? There is never going to be an end. But how do they start doing that? I think it's building a solid foundation for sure, like 100%. And if you think that it's going to be online lead generation or AI or throwing money at it,

that's going to allow you to allow you to. cut corners in order to get there, it's not. You have to build that foundation. And that foundation is, number one, you have to be a good person. You've got to be a good person and you've got to be doing it for the right reasons. And so with the intention of helping people. So I mean, part of the reason I'm in real estate is to help people. So nothing's more satisfying than helping them find the house that's going to, you know,

they're going to build a family and live in maybe for a, you know, an entire, you know, two or three generations you just don't know right and um being able to help them with that and but building that foundation and helping those agents in your in your organization or in your team um you're not doing the main favors if you're trying to cut corners so you have to know you have to understand the psychology of sales you have to um if for nothing else to beat out that other agent that they're not going to have a good experience with yeah we need to to be able to capture them because we know you're going to be you're going to treat them with the respect that they need to have and you're going to treat them like like they should be treated

and they'll have a good experience so you have to be able to capture those those clients even if they don't quite believe it at the beginning that experience will happen and and and you have to be able to teach your agents that and all the other stuff like the basics of sales and where the leads are going to come from and the hard work and the grit and determination the the determination there's a ted talk and i can't remember what the lady's name it's on grit and it's the number one thing that wins out of anything else when um uh you know when when when when uh if you're if somebody is looking at you know a group of people and who's going to be successful grit is the number one thing So if you're ready, you can be successful.

It doesn't have anything to do with education. You can get educated. So build that foundation and let all these other things help you save time, money, and, you know, and build your business. But that foundation has to be built on the same thing as 50 years ago as it is today. And never stop. No matter what obstacle comes in your way. Just can never stop learning. And you know what?

on your way, it's okay if you can't afford to, you know, do a charity or give a little along the way. But when you do make it, you need to, you have to give to help for people that, you know, are born in a country that they just, there's just no way that they can, they can get ahead or whatever. The more you give, the more you get. So that is, that is my advice for the day. Mark, I appreciate you, my friend. Thank you so much for being on this podcast with me. I have such high level respect for you and the beautiful Karen. I know she is the quarterback of your team always and I look forward to seeing you again soon. Thank you so much. Thanks for having me, Nadia. Have a great day. You too. Thank you.