No Broke Months For Salespeople - The Greatness Tracker

Episode Date: June 22, 2023

Gogo Bethke is the owner and founder of Gogo's Real Estate LLC - eXp Realty. Despite having no experience or network (SOI) in the real estate industry in 2011, Gogo utilized the power of social media and successfully built her business. She has achieved over 75 million dollars in personal transactions and is considered one of the top 3% of Realtors. Furthermore, she has been recognized as the 16th-best social media Realtor in the country and the number-one social media Realtor in Michigan.In this week's Mastermind, Gogo will talk about the Greatness Tracker.--To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Stop 🛑 wasting your time ⏳ or spending too much money 💸not getting the results you want in sales; I would love you to join me for the upcoming 5-Day Listing Challenge.You will learn how to find YOUR Way to having closings every month.www.5daylistingchallenge.com--Get your free copy of the Real Estate Evolution here:bit.ly/RealEstateEvolution_GetYourBookThis book shows you the step by step on how to:Step 1: Believe in your unknown potentialStep 2: Deconstruct persuasion techniquesStep 3: Find a business and get hired consistentlyStep 4: Be proactive in the relationship with your clients.Step 5: Learn and implement the exact steps to hire, train, lead, and train virtual assistants so that they can build, support, and guide a winning team to scale.And if you’d like to have a consistent and predictable income, like this page, and don’t forget to join the Facebook group to network with the top agents:https://www.facebook.com/groups/thecpicommunity/ To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

So this is why this is called the greatness tracker, because you are going to figure out over time where is your greatness lies. Welcome to the No Broke Months for Real Estate Agents podcast. Working as a real estate agent can be incredibly rewarding and fulfilling, but it can also be frustrating if you aren't making the money you deserve. So if you're ready to end the stressful cycle of working hard for no results, then get started with a proven step-by-step system so that every month is no broke months. Gogo Bethke is the owner and founder of Gogo's Real Estate LLC, EXP Realty. Despite having no experience or network in the real estate industry in 2011, GoGo utilized the power of social media and successfully built her business. She has achieved over $75 million in personal transactions and is considered one of the

top 3% of realtors. Furthermore, she has been recognized as the 16th best social media realtor in the country and the number one social media realtor in Michigan. In this week's Mastermind, GoGo will talk about the Greatness Tracker. My name is Dan Roshan. I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have no broke months. Thanks for joining me. Enjoy the show. So today, Gogo Bethke, who is the founder owner of Gogo's Real Estate with EXP Realty, who started in real estate sales in 2011 with no sphere of influence, no experience,

but with the power of social media, and she built her empire. She's done more than $75 million in personal transactions, part of the top elite real estate agents in the country. And today we're going to talk about the Greatness Tracker. So Goga, welcome. Thank you for joining the CPI community today. And we'd love to hear more from you about the Greatness Tracker. So the Greatness Tracker is kind of like a reminder to remind you what you need to be doing every day, kind of to create new habits. So it takes about 90 days for your brain to catch on when you're doing something, right? For your brain to be like, oh, I get it. And for naturally to know what to do next without having to have it in your calendar. So this is what you want to print. I usually just print like 90 of them at a time, right? 100 of them at a time. You want to

get a clipboard and then you're going to attach that to your hip for the next 90 days. You're really going to attach it for the rest of your life, but this will help you to kind of stay on track of whatever you want to achieve. Now, this greatness tracker is designed for realtors. If you work, is everybody on here a realtor again, or some are in different fields? Pretty much real estate agents. So this is designed for realtors. I got it from an old lender friend of mine at the time when I was brand new. And she's like, this will help you to kind of stay organized and stay on track and not ride that real estate roller coaster. So the greatness tracker is right now, it's from Monday to the weekend. So sad because really the idea is eventually not to ever have

to work a weekend again. For a while you're working then because open house is what gives you the most exposure one-on-one, right, to a potential client. But eventually you want to get to a point where you no longer have to work weekends and get to spend it with your family. Now I am 100% out of production. I have been for the last two years. I don't even live in the state where my team is located.

So I have a team in the state of Michigan, but I live in Florida. Gave me is located. So I have a team in the state of Michigan, but I live in Florida. Gave me the freedom to remove myself from production. So if you can stay consistent with your schedule and keep reaching your goals, then you can remove yourself from production eventually. So face-to-face or any meetings where you're going to meet someone face-to-face.

Now that doesn't have to be like in a coffee shop. It could be at school drop-off and pickup. It could be at yoga. It could be a book club, right. Anywhere where you were face to face with another human and real estate came up. Now, everything I mentioned here, it only counts if real estate came up. If you were talking about the weather and your children and the field trip, that's not a face to face. OK, only when real estate came up. So that's a face-to-face. So you're going to want to have at least three face-to-faces on Monday, on Tuesday, on Wednesday, and so on every single day in a week, right? Now, running into someone at the grocery store down on the aisle and you end up

talking about real estate, that's a face-to-face, right? It doesn't have to be planned. It can be just anywhere where you were across from another human and real estate came up. You're going to put that person's name into Monday right there. You want to have at least three of them every day. The next one is breaking bread. Now, breaking bread is kind of a face-to-face, but it was planned, right? So break bread meaning you sat down with someone, you had coffee, you ate something, right? You were physically in their space, but you actually ate something or drank something like a coffee, okay? So that's a break bread. You want to have at least two a day. So you could do a coffee in the morning with someone and a lunch, or you could do a lunch

and a dinner, or you could do two coffees, right? Whatever you want, you could do a coffee at nine, another coffee at 9.30. Your goal is to get in front of people. So now you can do it in multiple ways. You can call past clients and take them out for coffee. You can call your cousin that you haven't seen. You can call that new person who moved into your neighborhood and you haven't met them yet and invite them out for coffee to get to know them. You can, you might've met another mom at school at drop-off

and be like, hey, how about we have coffee? So I get to know you, right? Those are the break brads because you're physically in the same space. You're eating or drinking something with that human. But again, it only counts if realistic comes up. And trust me, it will, because if you play the conversation properly, what's going to happen is you're going to ask him, OK, tell me about you. What do you do for a living? What does your husband do for a living? Yeah. Right. Guess what? She's going to ask you in return. She's going to ask you what you do for a living. Right.

So the conversation naturally will come up. The person who asks the questions guide the conversation. Just know that. So if I want her to ask me what I do for a living, I'm going to ask her first. Then in return, she's going to ask me the same question because she's going to want to know what I do for a living. Plus it's awkward not to ask the same question back to the person to act like you care, right? The next one is great phone calls. Now, anything's a great phone call that somehow real estate came up. So for example, you could call a past client and say, hey, did you know today is your two-year anniversary? How is the house treating you? That's a great phone call. You can call someone from the open house Saturday and say, hey, by the

way, I know you were at our house Saturday. There was a three-bedroom, two-bed, bed for 290. I just wanted to let you know that a new one just hit the market in the same neighborhood. It's 295, but it pretty much has the same features. Would you like to go and see it? That's a great phone call, right? Anything that somehow ties back to real estate, it's a phone call. You can count that and you should have at least for a day. The next one is what leads. Those are again, calls with leads. We only have one box here. You're going to need more than that. Way more than that. Okay. If you do this right, you're going to need way more than one phone call a day for leads. Okay. But it's just in there for a reminder for you to call all of your leads from the previous day, previous week, previous month,

however you are doing that. The next one is referral partners. So here's what dawned on me one day. I had a lender that I pretty much sent all of my business to. At that time, I did the math. I sent $9 million worth of business to this lender and asked me how many leads he sent me in return. How many leads did he send you in return? Not one. So I was like, okay, hold on a minute. Let me get this straight. I feed your family, but you don't feed mine. I don't call it a partnership. That's a one-way street. And now I did not sign up for a one-way street. So if I'm feeding your family, I'm expecting the same in return. inspectors, upraisers, cleaning company, painters, anybody that you feed business every time you have business, those are your partners. Now in return, they need to feed yours, okay? So for example, painter, when do they paint houses?

When do people paint houses? Well, kind of two reasons. A, they lived in it a long time, they want a little fresh coat on there, but B is because they're selling it and they lived in it for a long time and they need a fresh coat on it, right? So if the painter is now suddenly painting someone's house

and he asks them, why are you painting? And they say, oh, we're thinking about selling soon. That painter owes you of sending those people to you because you just sent them to somebody's house last week to paint it because they were putting it on the market. Okay, so I want you to look at all of your partner referral relationships and have these conversations with them and say, I'm not asking for anything I wouldn't or don't do for you. So what I'm asking is tooth for a tooth, eye for an eye. So if I'm

sending you a lead, you send me a lead. I'm not asking you to do something that I'm not doing for your family. I'm asking you to meet, to match me or meet me halfway. Okay, so have those conversations with your preferred vendors so they can send you leads as well. We also have a preferred vendors list. So we started that probably four or five years ago and it's kind of like an Excel sheet. It has the company's name, what they do for a living,

their phone number, email address, website, what products, what discounts they give to our clients and how they can, how can we get ahold of them, right? So we built that out for pretty much everything you can think of in real estate. So what do they need? A moving company. What do they need? A house cleaning company, a painter, a plumber, an electrician, a dog walker, a storage unit company of whatever they can possibly need in the middle of a real estate transactions, those are the things that you need, right? So you need them to have a preferred vendors list. So as soon as you start building out your preferred vendors list and we get a client, right? So as

soon as you get your client, the very first email that goes out to them, he says, oh my gosh, we are so excited that you decided to work with us, buy or sell or whatever they're doing with you, right? By the way, attached to you, you will find our preferred vendors list. If you need an inspector during the process or an appraiser during the process or a painter during the process, don't ask me, just save this email, open the preferred vendors list. It's already on there. These are the companies that we have worked with in the past. And also these companies give discounts to our clients. Now in real estate, there is this word called steering should you give them one painter or should you give them three who can tell me that three three good job who said that met you

good job so the reason you want to do that is because you don't want the liability to be on you if you sent them three painters a minimum three right they chose one so if that painter is messing up you don't get sued because you were the sued because that was the only painter that you referred. So you always want to remove that liability off of you and not steer people into a direction. So if you have a lender, you want to have a minimum of three. If you have a section for a plumber, you want to have a minimum of three. If you have a section for a painter, you want to have a minimum of three. So that way you see good at night hey there it's

dan excuse me for interrupting my own show i just wanted to do so because i wanted to share with you i was having a conversation with one of my buyer's agents lucia the other day and she was sharing with me she had a client that wrote an offer in today's market on 12 different homes. And she did actually end up getting the last offer accepted. So they didn't go and rent. But maybe right now you may be in that same situation. And maybe you're in that same situation they did end up renting. And I know that that can be like, that can just suck.

Well, let me tell you, since 2008, there hasn't been a single month that I've missed a closing in real estate sales on an average of 10. And I want to share with you in the last one year, I've taken 79 listings by attending 93 listing appointments. I don't say that to brag. I say that to share with you that I know how to take listings in today's market. And I want to invite you if you want to learn how to take listings in today's market to join me at the five day listing challenge coming up. You can visit www.5daylistingchallenge.com and learn how to take listings in today's market without having a cold call, door knock or beg. That's www.5daylistingchallenge.com. Now back to the most awesome real estate show ever,

CPI Real Estate Podcast. So referral partners, now you can go through that list, right? So painters, for example, or the promo, for example. If you go to that list and call them and say like, hey, Mr. Plummer, this is Gogo. Just checking in to see, you know, how did we do do in 2022 how many referrals did we send you in 2022 and he'll say oh my gosh thank you so much you sent me nine clients right and you're like okay that's great um can you meet me halfway can you send me nine clients back too so the next time you're at a

party or a bonfire or you go fishing with your buddies and one of them mentions that they're thinking about selling because their kids moved out and they all graduated, right? I'm expecting you to refer me. Flat out. I'm very direct. I don't fluff. I don't beat around the bush for half an hour. I'm like, oh, could you like maybe think of me? No, I'm not asking you something I haven't already done. If I sent you nine clients, I'm expecting nine back. If you would like to earn my business in the future. If not, I'll just go pick another painter. There's a million where this one came from. Just like there's a million other realtors where this one came from, right? So make sure that you have that conversation with your preferred partners that the referrals go both ways, not just from you to them. The next one is past clients. So you definitely want to

follow up with your past clients. We have a document that we called our favorites list. And the favorites list is what we follow up with our past clients. So children? How old are they? Do they have any food allergies? Because if they're allergic to peanut, then yes, I'm not going to take them a peanut cake for their anniversary, right? We ask them what's their favorite local restaurant, their favorite coffee shop, because if I'm asking you to go out for coffee and I'm looking at your profile and your favorite is Big B, then I'm not gonna invite you to Starbucks. I'm gonna invite you to Big B, right? For coffee, for that face-to-face, that break bread, okay? So on the favorites list, now that you have their information, you're also going to have their anniversary date. So as soon as we close with the client, their anniversary date gets set in our team calendar, right?

So our agents are responsible to call the past client whose anniversary date is today. So if they closed today a year ago, or today two years ago, or today three years ago, guess what? Clancy is calling them today and telling them, congratulations, it's your third year anniversary. How is the house treating you? Do you guys need anything? If they say, well, you know, maybe we could repaint, Clancy sends up the preferred vendors list, right? So it's literally one thing feeds back to another, but we stay in front of them. Did you know that more than,

I'm gonna say it's like 90% of the people that were interviewed did not remember the realtor's name from two years ago. So if they sold a house with you two plus years ago, they don't know your name. If they don't know your name, how can they find you? And if they're thinking about selling again, are you going to be the one top of mind or Joe Schmoe who just moved into the neighborhood? I put a yard sign up at the neighbor's house, I was going to get

the listing. So the reason why they don't know your name, because you didn't call them, because you didn't stay in front of them. You didn't hit them up yearly, weekly. You didn't invite them out for coffee to have a face-to-face. So make sure that you do that. So you stay top of mind. People in average move about every seven years. So that means you have to entertain them for six and a half years, because in those seven years for about six months, they're on the market. So that means six and a half years of the seven years, you have to entertain them to make sure that they stay with you, that they remember you. So when they're ready to buy and sell, they give you a call. So the transactions that we have done last year, we did half a million dollars in GCI with two

agents, mind you, two agents on my local team. I did not buy a single lead. I don't run ads. All of the leads that come to us, they come organic. So everything I'm teaching you here is exactly what we do. And this is where our leads are coming from the next one is current clients so you're going to follow up with every current client you have so for example if you have someone already pending then you just call them and say hey just wanted to follow up with you we already got the home inspection done we negotiated that everything's good now we're just kind of sitting in limbo here for two weeks until the appraisal report comes in I just wanted to call you because we have been talking almost every day up until this point. And now it's kind of going to be crickets for like seven to 10 days until we get the appraisal back. So just wanted you to know

I'm here. As soon as I hear back, you're going to hear from me. Call me if you need me. But other than that, we're just going to sit pretty for 10 days until the appraisal comes in. Right. So just kind of follow up with your current clients so they know that you are thinking about them, know that everything is well taken care of. It's just you kind of sitting in that period of time or whatever that is that you need to talk to them, just touch base with them at least every three days, I would say, while they're pending with you, okay? They're really only pending with you for a month or less, right? Hopefully you have a very good lender and you're pending for 18 days and then you close, okay? The next one is social media posts. So this one I added in here myself.

This was not on here when I got this. But for me, it's very, very important. That's how I built my business, right? It's social media marketing. If you guys don't know me or don't follow me, you can follow me on Gogo's Real Estate on Instagram and you can see me in action or Gogo's Real Estate anywhere else

or Gogo Vethke as my name on LinkedIn, okay? But social media posts is what we do every single day, multiple of them into my feeds, into my stories. But my agents and my team, which is called GRAT, Google's real estate team, it's here in Michigan. They are responsible for making one post a day. We have a schedule. I'm going to give you that schedule. So write it down. Mondays, we post a listing, any listing, I don't care. Take one from KVCore, use your KVCore link so you can capture the information and make a post. Every Tuesday, we feature one of our listings. If we don't have a listing because it's sold over the weekend,

then we just use another listing off of KVCore. Every Wednesday, search for homes. Every Thursday, these are the open houses for Livingston County, and you provide a list of open houses for your area. And every Friday, how much your home is worth. So my agents have to post this every single day into our team Facebook profile, which is called Google's Real Estate Team on Facebook. And from there, they share it to their personal business pages. The next one is events. I want you to attend at least two events a week. Now you have it on there for every day because this week you might have an event on Monday and Friday. Next week you might have one on Tuesday and Wednesday, right? Or next week you might have two events on one day. It doesn't matter, but I want you to have two events per week. And an event is where multiple

people are in the same place physically. A Zoom call like this, this is not an event is where multiple people are in the same place physically. A Zoom call like this, this is not an event. Okay? Event is wherever you are going to be able to get a client from, a buyer or a seller. And you were physically in the same space with multiple people. Going to a bonfire for your friend's 40th birthday, that's an event. Going to a NAR, a broker, whatever, that's an event. Where there's multiple people and you had a chance to introduce yourself as a realtor,

that's an event. So I want you to have two a week. Hours prospected. Now, prospecting for me, I don't cold call, I never have. I don't do scripts, I don't role play, I don't do any of that, right? I don't call strangers, I call people that I know. I meet with people that I know, or I meet with people who I want to know, that I met them, you know, very quickly somewhere, but I want to actually give them the time of the

day. So to me, that's prospecting. So I want you to write down, if you did all of these things that we mentioned above, how many hours did that take you? If you do break bread, right? You sit down for someone for coffee, it's at least an hour to an hour and a half. That's prospecting because you at some point talk to them about real estate. So I want you to add up your hours that you prospected each day, and it should equal to a minimum of 21 hours a week. You already know 87% of all real estate agents fail in this business. And you also know it doesn't have to be that way.

If you're a real estate agent and you're looking for consistent and predictable income, I invite for you to get your free copy of Real Estate Evolution, The 10-Step Guide to CPI, Consistent and Predictable Income for Real Estate Evolution, the 10-step guide to CPI, consistent and predictable income for real estate agents. And you can do so when you visit www.therealestateevolution.com. I'll share with you your book that I authored to show you the way. And it's free. You just have to pay for the shipping thanks the next one is thank you cards now you can do this for a while we don't do them anymore because eventually when you get super busy you're not going to have the time to do this but raise your hand and i only see six of you but

raise your hand if you love receiving handwritten notes that you know it was someone took the time of the day and it's their handwriting and they sent you a special message right I do everybody does everybody opens a mail many of us don't open mails and it's printed label and blah blah blah that goes just another advertising but if it's a handwritten everybody always opens it and it makes you feel good because somebody thought of you and took their own time and their own physical motion and their own thoughts to send you a special message so when you have time, I would go on like Etsy or something, take your branding and open some, I mean, order some postcards, like maybe a hundred of them up front, right? And all you need to do is have it in your desk. So let's say today you went to that book club and let's

say that one of the ladies brought you a bottle of wine because last time you were at the book club, you told them that Riesling is your favorite. And so she brought you a bottle of Riesling, right? She thought of you. She went out of her way. You're going to go home and you're going to send her a thank you card with your business postcards that you ordered from wherever you want to order it from, right? And you're going to send her a thank you card and say, thank you so much for thinking of it. You made me feel so special or whatever you want to say. If there's anything I can do for you, if you have any real estate needs ever or truly anything, just don't hesitate to reach out to me. Here's my cell phone number. Right. So think of thank you cards as I'm taking the time of thinking of someone or thanking someone for something they did for you that made you feel special.

So those are your thank you cards. You should do at least 10 a week two a day right so think about who did you meet today or yesterday that you want to send them send them a special thing and of course you have to ask for their address when you are at coffee with them so hey by the way what's your address if I ever want to send you a gift okay a little side note on that one if you just meeting someone for the very first time and you ask for their home address might not go go very well, right? So you kind of have to fill the conversation. Don't be creepy and asking people for their home addresses, right? But if you truly want to send them something, maybe call them the next day and say, hey, you really made me feel super good about the glass of wine. I want to send you something in return. What's your address? They'll give it to you,

right? So it's different than asking someone right up front of what's their home address. The next one is leads. So if you do all of the above, you should generate at least 10 leads a week. What do you think your closing rate is? So if you got 10 potential clients, how many of those do you think you would close? Maybe four. Four, okay. So you have a 40% closing rate, right? That means you would close four out of 10. So now if you do this every single week and you have four closings a week, what would that do to your business? What's your average commission? My average commission is about 8,000. Thank you, Ted. So four times eight is what? 32. So consistency is what you want to get to. And consistency comes from creating habits that you don't have right now. The reason if you

don't have what you want to have in life, whatever your goal is, is because you're not consistent doing the same thing over and over and over again. So whatever goal that you want, you're going to sit down, you're going to do this tracker, and you are going to see, okay, if I do all of this, this is how many leads I generate. So then you know, if you generate too many, you're like, okay, I can take off my feet off the gas for a minute. Maybe I don't do it every day. I do it every three days

because I just created myself six buyers a week. That's 12 every two weeks. That's 24 a month. If you had 24 buyers, could you handle it? No, you couldn't. Your head would be spinning. You possibly can't physically handle 24 buyers a month, right?

So then you have an option. Do I wanna build a team or do want to take my foot off the gas? And maybe I'm happy with three buyers, right? So you will see if you do all this, what's your result? And based on that, you get to decide where is your greatness lies, right? So now here's the other portion. This is why this one called the greatness tracker. So for a while, you are going to be doing all of this. Eventually, when you look at it, week one, week two, week three, week nine, week 13.

Right. You're going to realize you have a pattern. You're going to realize that most of your leads come from the face to faces. Or you might see that most of your leads come from the thank you cards, or you might see that most of your leads come from the preferred vendors. If they come from the preferred vendors, Ted, where should you spend your time next week? Preferred vendors. So this is why this is called the greatness tracker, because you are going to figure out over time where is your greatness lies. My greatness lies in social media marketing and face-to-faces. If I

can get in front of someone, I know I can get their business. I know I can. I did it over and over and over again. So I knew I have to do social media marketing for open houses because when I get to open houses, I generate that traffic. People come after they meet me, they will work with me. I just need them to meet me. So you're going to have to figure out where is your greatness lies. And you're going to figure that out by doing this for 12, three months, 12 straight weeks. By the end of the three months, you will know where your greatness is. And after that, you're not going to be spending time on all of it. You're going to be spending times on those two, three things that brings you the most amount of leads, because that is where your greatness lies. That is fantastic. That is amazing, Gogo. I love the fact that you're using a method to be able to find where is my God-given talent. And not just

to guess like, hey, I think I'm going to be good at open houses. I think I'm going to be good at networking or having coffees or whatever the case may be. But let's actually track it 12 weeks and then find out, well, what are your results? When you do what you love, you'll never work a day in your life. So I want you to find what is your greatness? What do you love doing and do more of that in that same community? Because guess what? If you love fishing, do fishermen have to live somewhere? Yes. They don't live on their boats. Well, maybe some in Florida, right? But most people have a house and they live in a house. So no matter what they do

for a living or what their interests are, they have to live somewhere. So they are your potential clients. So I are your potential clients. So I want you to find that thing that is so important to you that you absolutely get excited of waking up every morning and doing it again and go sell them some houses. Go, go.

Thank you for your time today. We appreciate you. And for the CPI community, I want to invite you back to next Friday. We do this every Friday where we bring in amazing speakers like Gogo. Next Friday, we're having Vikram Dell, who is the founder and head coach of Real Estate Growth Academy. He's a serial entrepreneur and business coach. And Vikram's going to tell us how to double your GCI, your gross commission income.

So if you intend and are looking for a way to double your income in a way that doesn't double your work, join us next Friday. This is open to the public. And I invite you to invite another real estate agent to come join us as well, because what we want to do, just like what GoGo says, is we want to give, give, give, give, give, give. And, you know, we may get back as well. So until next time, have the best day of your life. Be grateful, make good choices, go help somebody and go find a listing. Thank you again. Go, go.

God bless everybody. Thanks so much for listening to the No Broke Months podcast today. Until the next show, I invite for you to be grateful, make good choices, help someone, have the best day of your life

and go find a listing. I'm very excited about the conversation we're about to have. I want to introduce you to Dan Rochon, who is the owner and co-founder of Greetings Virginia. I am so excited to introduce my next guest, Dan Rochon. He reads, he writes, he does improv. A frequent speaker and often quoted about the real estate market. I'm going to bring on a guy that is a winner. We had some really cool conversations before going live with this show. We have Dan Rochon. So I'm going to encourage for you to think big. I'm going to encourage you to think big and then multiply it by two and then take huge action because whatever you want, you're only five years away from that.