The Science of Flipping - Episode 60 – Want to learn how to wholesale virtually? | Real Estate Investing Podcast

Episode Date: February 16, 2015

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Welcome to the Science of Flipping Podcast. I'm your host, Justin Colby. Welcome everybody to the Science of Flipping Podcast. I am your host, Justin Colby. Welcome, welcome, welcome. Guys, if this is your first time or your 100th time, actually I think if I have my order right, we're in the early 60s. If this is your 60th time listening to this podcast, I want to welcome you. I want to make sure you get over to thescienceofflipping.com. I'm giving away my free book. I'm not saying e-book. My book that I'm currently selling for $13 on Amazon. It's a bestseller. In fact, I was just informed people are reselling it for $30.

So if this is your first time at The Science of Flipping or your 60th time, get over to thescienceofflipping.com. It is my actual book that has been published that is a bestseller on Amazon. Get to thescienceofflipping.com. This is the same book that I have hundreds of emails saying how crucial and important it was to people's getting started in real estate and wholesaling and fixing flipping and systems. I mean, people can't say enough about the book. So I'm giving it away for free. Go over to thescienceofflipping.com and get your copy for free. Guys, today I'm excited again. This is, I think, the second or even third episode that I've brought on a special guest. I think I'm

just going to start an interview series here because these guys I'm bringing on are the rock stars of all rock stars. Today, I have a good friend of mine, Joe McCall on the line. Joe McCall is an absolute rock star when it comes to virtual wholesaling. I wanted him to come on and give you guys a couple words because it's so important to be able to also build a business virtually. I get questions all the time about maybe jumping into a market that I don't live in. Right now, this is the podcast you should be listening to because Joe McCall is a rock star at reverse wholesaling. He actually also has a podcast on iTunes called Real Estate Investing Mastery. He has a podcast on iTunes as well. His website is realestateinvestingmastery.com. Before I go any further, Joe McCall, how are

you, bud? Good, Justin. Glad to be on your show. Hey, man. I'm very happy and honored that you're on the show. I think it's a great thing that we can share more insight with our listeners. I know you are a rock star when it comes to being able to build a business virtually, and that's such an important criteria. Well, that's why I love this business, because you can do it virtually from anywhere. I remember, Justin, when I was just getting started listening to all, I'd go to those workshops and the boot camps and listen to people share those checks or you'll see the checks on the presentation.

I hear those people stand up and give testimonials about how they did deals and stuff like that. I thought, man, I'd love to be that guy someday. Yeah. Then I heard these guys talking about how they're flipping deals virtually. This was even back in 06, 07 hearing guys talking about this, but not a lot of people were doing it. I'm thinking, holy cow, if they can do it,

I can do it. In fact, I don't know if you know Chris Chico. He's one of the guys who first got me interested in this whole idea of virtual wholesaling. I started doing it. And I started doing it in my own backyard. And when I realized, you know what, I can flip properties in my own backyard without

ever seeing them. Why can't I flip them while I'm traveling around the world? It doesn't matter really where you are, you know? Right. That's exactly right. And, you know, it's such an important quality to be able to build a business virtually, right? Because if you really want to build a business virtually, right? Because if you really want to build a true business, you don't want to be working in your business.

You want to be working on your business, right? And so this podcast is all about systems and organizations so that you don't have to be working 40 to 60 hours a week to be making a quarter million dollars or half a million dollars a year or even seven figures a year. This is all about teaching my loyal listeners how to build a business and work on your business and not in it so that you have the system set up that you don't even have to be in the city and or state that you're doing the business, right? I mean, that's exactly what you do, Joe. You're not even close to where you're doing these deals. No. Let me just tell you kind of the journey and how I kind of figured that out because it's actually quite simple.

But I was working my full-time job. My background is in engineering. I was a civil engineer. And I didn't hate my job. I liked it. I mean, I liked the people I was working with, but I hated my cubicle. Right? Right.

I call it my cubicle. I hated being stuck in this box. And I had the real estate bug. I really wanted a cubicle. I hated being stuck in this box. And I had the real estate bug. I really wanted to do deals. So I understood really early on the importance of marketing, and I started doing a lot of marketing. But I made one of the most common mistakes beginning investors make. You do a lot of marketing, and you get a bunch of leads, and you get all excited. And then you realize, oh, man you can start stressing out and you start making

a bunch of offers and you shut off your marketing because you got all these leads to handle now, right? Yeah. And you get a few properties under contract and then you work on selling them and you make a little check and you're all excited and happy and you turn around and there's no more leads. Your pipeline is completely empty, right? So now you're freaking out.

Oh no, what do I do? And you start your marketing back up again. Well, it's just, it's not like a light switch that you can just automatically turn on and then the leads start coming in. And then even once the leads start coming in, you get a property under contract. There's another, like, I would go between like 60 to maybe 90 days sometimes between deals. Yeah. And it was feast or famine. I'd go through these huge valleys of highs and then incredible lows and stressing out. I realized early on how important marketing was, but I'm still working 50, 60 hours a week.

So I thought, marketing is important and I've got to get the marketing thing going out every day for me in spite of me. I need somebody else to do it. So I started creating systems. I know we're both systems guys. Yeah, yeah. Writing down systems like this is what has to be done. Doing a lot of Craigslist stuff and some postcards.

Keeping it real simple, but I built it out so that my virtual assistant in the Philippines could do it for me. And so that's great. Now all of a sudden my marketing is going out every day, every week without me even thinking about it. The leads start coming in and guess what? A lot of them start coming in. So now I'm freaking out. I can't handle this call volume. So I got a friend who had, who could take the calls and I trained him and I paid him a hundred percent commission. I said, look, here's what you do. You ask him these questions and send him this contract i kept it really simple and i'll pay you i think i was paying him 25 of the deal or whatever

later on i started paying him 50 but that was way too much 25 and he starts he then starts taking all these calls calling the sellers meeting them person, and getting them under contract. This is great. But now I've got a bunch of properties under contract, and I don't have the time to start selling them and advertising them and do what you have to do to find the buyers and stuff. So I actually hired a realtor. I started paying the realtor a commission for every property that they sold for me. And I was doing some regular wholesaling, and I was also doing some flipping lease options.

I was flipping lease options as well. And so now all of a sudden, I got this system where somebody else is doing the marketing for me. And these are all deals in my own backyard, right? Yep. Somebody else is doing the marketing for me. Somebody else taking the calls, talking to sellers, getting them under contract. And I have somebody else selling them for me. Right.

And I'm not doing anything, really, except managing it, working on my business and not in it. So after about three, four months of doing that, I was making more money flipping properties part-time than I was in my full-time job. I was making good money on my full-time job. I was an engineer. And so that's when I said, see you, and I left my job. It's one of the happiest days of my life and also one of the scariest. But that was 2009.

I haven't looked back since, flipping properties since 2009, and only really literally working about 10 hours a week on my flipping business. Yeah. It just doesn't take much of my time. And even after I left my job, you would think, oh, so now I can put 40 hours into it. No, I still only worked 15, 20 hours a week on the deal side of my business. That's great. And so what do you think would be one of the main systems that you can say you really implemented

that kind of put you on that path to kind of systemizing it and not having to be working in it? Give me one or two of those things, whether it's working with the realtors or other investors, or give me a couple golden nuggets here that put you on that path. Well, it's marketing, one-on-one, period, end of story. So we're not in the real estate business, Justin. We are in the marketing business. You're right. I agree. Every business out there that you can think of, you're not in the restaurant business. You're not in the tax preparedness business. You're right. I agree. Every, every business out there that you can think of, they're not, you're not in the restaurant business. You're not in the tax preparedness business. Uh, you're in the marketing business and we're in the business

of getting leads. And I think the first, most important thing you've got to outsource is the marketing, right? You've got to get somebody else to do that marketing for you because it has to be consistent. So what I help people with when I'm working with them is like, okay, listen, how much do you want to make per month? 10 grand a month, 20 grand a month, 30, whatever, right? So come up with that number and you need to have a good reason for that number. Everybody wants to make a million dollars, but do you really need to make a million bucks? Let's break it down, make it realistic. So you want to make 10 grand a month. Well, you can't really control that, right? So let's work backwards from there. If you just use

rough numbers, I'm just going to pull some numbers out of my head because I don't have a calculator with me. But you look back and say, all right, well, let's say your average profit per deal is five grand. That means you need to do two deals a month. Let's make it three just in case okay and so if you need let's say 40 leads per contract per one contract i'm being conservative that means you need three times 40 you need 120 leads every month right but you still can't control that you can't control that your average profit is going to be 105 grand per deal or you get 40 leads per contract or you you can't control that you're going to get 120 leads every month. So let's break it down even further into goals you can control.

So let's say half of your leads come from postcards and half come from banded signs or yellow letters or whatever. And if you know what your average response rate of a postcard is, let's say 2%, and you need 60 leads from postcards. I'm just going to open up my calculator here. You need 60 leads a month from postcards, and your average response rate is 2%. That means you need to send out about 3,000 postcards a month. And I'm being conservative there.

Sometimes I get 3% to 5% response rate on my postcards. Let's say you're going to get the other 60 leads from yellow letters, and your average response rate is 8% with yellow letters. You take 60 divided by 0.08. That means you need to send 750 yellow letters a month. Well, I recommend sending postcards weekly and yellow letters daily. So you take 3,000 divided by 4. That means you need to send 750 postcards a week.

And what did I say? You need 750. Let's do 60 divided by 0.08. You need 750 yellow letters a month. You take 750 divided by 30. And you need to send 25 yellow letters a day. Now you have a business plan you can control. And just being conservative, I know that if I can send out 750 postcards every week,

and I can send 25 yellow letters every day, and you can write those yellow letters while you are watching Downton Abbey or Kardashians, whatever you watch at night. I hope you don't watch those shows. Let's say you did, right? You can do that yourself or hire a stay-at-home mom to do those letters for you. But that way, it's just getting done every day, every week. You know what you have to do. Then when you know what that number is, you can get somebody else to do it for you.

Maybe you want to add bandit signs in there, and so your plan is to do 50 bandit signs every weekend. Maybe you want to do flyers. Maybe you want to call realtors or property managers. You need to have written down what you can do. So that's the first system that everybody needs to create who's listening to this. If you want to do a lot of deals, you need to systemize your marketing

and get somebody else to do it for you in spite of you. That is where your success in this business is either going to hinge. That's where your success hinges. In addition to that, though, it also hinges on how well you communicate and talk to sellers negotiating. That's another thing I can talk about if you want but you got to take a look at your business from top to bottom write down everything that needs to be done and say all right what am i good at what am i not good at and how can i get someone else to do everything for me that's what i did i said how can i i don't want to work hard. How can I get someone else to people who email me based off the podcast and say, you know,

I'm thinking I'm leaving my market. I don't want to, you know, my market's oversaturated and I, you know, I want to go into a different market. And, you know, they'll be asking me questions about how to build a team or how do I get my first deal done or what do I need to do to get started. So why don't we, why don't we tell the folks how to kind of get started virtually. I know you have a pretty good story about doing deals from your RV, I think, that most people would like to hear. So why don't we kind of jump into that? Well, again, it's real simple looking at what has to be done to wholesale a deal. And you've got a great book.

I was just looking at it on Amazon. I've not read it yet, but it's on my list. So you break down, okay, what does Justin say I need to do to do a deal? From beginning to end, you write it all down. Well, you send postcards. Maybe you send letters. You get voicemail. Calls go into voicemail.

You call them back. You get all that stuff written down, and don't be afraid to ask the big, hairy, audacious questions, the BHAGs, big, hairy, audacious goals. Let's figure out, okay, look at all this stuff. How can I get someone else to do all of this for me? It's actually not that hard. And let me just tell you my journey into this a little bit. I was doing a bunch of deals and I wanted to, at the same time I had all these other people doing things for me,

I was still kind of involved, right? I'm still putting out fires and answering questions and no two deals are the same so there's always some issue coming up with the title company um there's some inspection that comes up there's there's city inspectors you got to deal with and some of the deals you got to come up with money you get transactional funding or you're making offers on the mls you got to keep on coming up with with uh proof of funds letters or whatever so So I was still too involved with my business. So I thought, I'm going to get an acquisitions manager to do all of this for me.

So I hired a guy, and we're still good friends. And he's now working on his own, but I trained him on everything. And I said, all right, I trained him how to get the buyers, how to get the sellers, how to use my assistants to do all of the marketing for him. And so all of a sudden, within a few months, he's doing a bunch of deals on his own without much of my help. But I'm still kind of involved with answering a lot of questions and putting out a lot of fires. And a lot of times I was the bottleneck. And that was really frustrating to me because he needed an answer because something happened

and I wasn't giving him a fast enough answer and that was sometimes killing the deal. So it turned out where he was doing most of the work and he said, Joe, this is great. You've taught me everything to do and I really don't need you anymore because he's got all the buyers and he's got all the leads coming in. So we parted as friends and we're still doing deals together, but we're not – he's not my the leads coming in. And so we parted as friends, and we're still doing deals together, but he's not my acquisitions manager anymore. Well, anyway, I look at my numbers, and I'm thinking, okay, so I'm paying him a certain percent, and I'm doing all this marketing, and I have this overhead, and I'm paying for the marketing. I'm still only netting 40% to 50% of the profit on the deal.

So if I'm making, if the gross profit's five grand, my net at the end of the day is maybe $2,000, $2,500. That's pretty good. I mean, if you look at my ROI, that's fantastic. But I still felt like I'm working too hard to do this. And my wife and I, we homeschool, we have four kids. We've been to europe several times and two years ago we spent two months in prague in the czech republic and uh

still flipping deals from over there but i was still talking to sellers while in prague well my wife and i had this crazy idea to buy an rv and let's go for like three months to the northwestern quarter of the united states and just see all the national parks that we can. So we did that last summer. For three months, we got in our RV and drove around the northwestern quarter of the United States. But to do that, though, I started thinking about how can I build this business where I don't want to do any of it. I don't even want an acquisitions manager, right? I just want to have my VAs do the marketing and pre-screen the leads and get someone else to do all that work.

So I started thinking, and it dawned on me. I talked to some people who were already doing this, and I tweaked it some more. And then I found out, you know what? What if I found another wholesaler in my market that is doing a bunch of deals already, but is just not good at the marketing piece of it? And I found some guys, and these are guys that I know and I'm friends with, and they're doing a lot of deals, but they're the kind of guys who hate being at a desk, right? They've got Post-it notes everywhere. They're unorganized.

They hate doing the marketing and pre-screening a hundred leads. They're doing most of their deals from referrals. They're the kind of guys that like to be in their truck, looking at houses, making offers, sitting at a kitchen table for an hour, building rapport, negotiating with the seller and getting contracts, right? These are the guys who are animals. They're beasts. They're out there. They love the chase. They love chasing the deal. And they're good.

They're really personable. They're just not a marketing guy. So they're getting most of their leads from referrals, from realtors, from other friends because they're known on the street as the guy who closes, who buys houses. But they would love to get more leads. They'd love to have more pre-screened leads come into their lap. So I approach them and I say, hey, listen, why don't I do the marketing for you and I'll have my VAs pre-screen the leads and Podio manages all of this for me.

All right. Don't you love Podio? It's the greatest thing ever. Podio ties this all together. Oh, yeah. It really does. thing ever. Podio ties this all together. Oh yeah. So I'll pre-screen the leads, send them to you and you update you call the seller and update everything

in Podio. You call the seller you set the appointment, you go meet with them and then you negotiate it, get it under contract. Guess what? These guys already have the best buyer lists in the world, right? Because they've been doing this forever. Right.

And they already have a ton of cash, so they can close on the deal if they have to, if they have to use their own money to close on it. And they're already good negotiators. They already have the relationships with the title companies that will let them double close or let them assign. I don't have to train them on anything. They already are good negotiators with the sellers and great negotiators with buyers. So anyway, I look at my numbers at the end of the day.

And so I give the pre-screened leads to the guy, and the deal closes. I get half of the net profit, and I also get reimbursed for half of my marketing. So it works out to be about a 60-40 split of the gross profit, right? So here I am literally doing nothing, nothing. And I'm making the same amount of money with a lot less headaches than I was when I had my own acquisitions manager, my own team, my office, and all of that stuff involved. So I thought, man, this is exciting. And then I started duplicating this in other markets. I said, all right, well, I have friends in Pinellas County, Tampa, St. Pete.

I've got friends in Phoenix. I've got friends in Memphis, Tennessee, San Diego, and Miami. And so I said – I contacted these guys and said, hey, listen, I think I'm on to something here. And the wholesalers love it because I'm giving them pre-screened leads, right? Yep. So anyway, everything gets managed in Podio, and now I'm doing deals in three, four, five different markets. And I'm asking myself, well, maybe this would be a time to get in the RV and just go see as much of the country as we can. And so we did that.

We left in June and went to Grand Teton National Park, Yellowstone, Glacier National Park. We went over into Washington and saw Mount Rainier. We took a cruise up to Alaska from Vancouver. We drove down Washington. Oh, we saw Olympic National Park, which is amazing. We drove down the Oregon coast, camped on the coast there. It's just incredible. We went into California.

We saw the giant redwoods. We went into Napa, went through San Francisco. We saw Lake Tahoe and Yosemite, then drove back home through Colorado National, Rocky Mountain National Park. Had an epic, amazing trip. And the whole time we were gone, we flipped six properties in three different markets. And I literally never talked to the seller, never saw the house, never talked to any buyers, didn't do any of the marketing. It was just all done for me. And so I'm not saying that to brag, but just to tell you it's systems. I love the name of your podcast,

The Science of Flipping. It's kind of like a science. It's just once you know the formula, you can just replicate it in as many markets as you want. So I tell people, look, first do it in your own backyard, right, and figure out what these systems are. And then just start, if you want to do deals in other markets, just start duplicating it. Yep. Yep. Yep. No, hey, listen, that's what this entire podcast is about, is create the systems, use the formula. It's a science and you're telling exactly how it is. Now, I wanted to bring up a couple of questions that I think my listeners probably will bring up is one of the

things that can be scary for someone who hasn't been doing this is, how do you trust that wholesaler not to just take the deal themselves? A couple things. You've got to remember, number one, you're the rainmaker, right? You're the goose that's laying the golden egg, I like to say. So the last thing they want to do is cross you or go behind your back to do a deal because if you've ever found out that would be the end of your you're bringing them all of these really valuable leads so when you make money they make money and they're going to want to keep

you happy now i use podio to manage all the leads so I know all the leads that come in and I can see listen, if the wholesaler's not going to update Podio, then I'm going to stop working with them. But once I tell these wholesalers what I'm doing, a lot of times they start selling themselves to me. And they're like, they love this idea. They want me to do more and more of

this with them. So I tell them what I'm doing and they love the idea actually. There's the accountability in Podio. You can see where the stage of the lead is and what they're doing. The other thing

you've got to remember too is these wholesalers that I'm working with, I already know them and trust them. These are guys, they're successful for a reason. The wholesaling community in any market is very tight-knit right so everybody knows everybody and the wholesalers like 99 of them the last thing they would want to ever do is ruin their reputation and if it became known that they were stealing deals from from you or from you know that word would get around and it would it would

hurt their business in more ways than one. So they have their reputation, which they take seriously. They have the fact that if you ever found out, you'd stop bringing them leads. And you make yourself a resource to them. So you become almost invaluable to them. I'm doing the marketing. I'm paying for the marketing. I'm pre-screening the leads.

Let's work together on this. The other thing too is you can always go into county records if you wanted to and then look over time the status of these leads and see who was on title, who closed it and sold it. I'm not saying that they couldn't go around you and do deals behind your back. Um, but it's very unlikely for that to happen. Does that make sense? Sure. Sure. And it's all about the pitch you give them, right? That you're spending the money, you're driving in leads, you're taking in the lead, you're basically hand delivering it to them. And all

they have to do is go in and get the document signed, basically. Yes, that's right. I'm sorry, my daughter just came in. The thing I like about working with these wholesalers is, first of all, these are guys I know, and I don't know all of them as well as, I mean, I know some better than others. But these are guys that I do know already and I trust, and they're good at what they do. And in fact, they're better at it than I am. You've got to remember something too. Like if you are the one talking to sellers and making offers, you may close one out of every 30 leads that come in.

These guys, they're closing one out of every 20, right? You're maybe splitting the profits 50-50 with them, but you're actually doing more deals because you're sending it to them. Of course. No, I think you're very smart. You're making more money because they have better buyers than you do and they can have larger spreads. Amen to that. I hear you. And so last, no, maybe not last question, but one of the questions that you keep bringing up is you know these wholesalers. So if I was a listener to this podcast and I'm really vibing on what you and I are talking about, oh, I'm going to go jump into another market and Justin's going to Dallas, so I'm going to go to Houston. Well, they don't know anybody in Houston. So how do you recommend them find the right

wholesalers to work with? Well, there's a lot of different things. I was just working with a client recently and he works for a large company. I won't say where. Everybody's heard about my promise. He likes his job. He really loves it, but he only has 10, 15 hours a week to work in the business. He hired me as a consultant coach to help him through this. I'm helping him do the same exact thing we're talking about right now. I told him, I said, all right, go to BiggerPockets. Go to Google. Look up on Craigslist every investor you can find who is in your market, who is doing deals, and contact them. If you're driving around town, look for bandit signs. And by the way, i do recommend doing this first

you know in your own backyard if you can and then expand from there but anyway so he did that just go find you know maybe five a day so he's a massive action team you know what he did he found 100 okay and he starts calling every one of them down the line to and he gets to about 50 and he starts calling every one of them down the line and he gets to about 50 and he finds three guys so I'm telling him there's a few things you're looking for. Number one, you're looking for how accessible are they? How easy is it to get a hold of them? How quickly do they return your calls? There's a lot of, I call them players that are out there. They're not opposers. They're not really serious. They're maybe beginning investors. There's a ton that are out there, right? They're not – or posers. They're not really serious.

They're maybe beginning investors. There's a ton of marketing out there that you leave them a message and they never call you back. So you're looking for the wholesaler that calls you back promptly and who is professional and you start talking to them. And if you can, you don't meet them for coffee or something like that, but tell them what you're doing. And you're looking for the guy who does three to five, two to five deals a month, but gets most of his leads from the courthouse, from the MLS, referrals and things like that, but does not do any direct mail or marketing.

He doesn't like doing that. And what's funny is when he started calling his other wholesalers, almost I don't say everyone, but a high percentage of them that he was calling in this market had actually heard of me and had heard of what I do where I partner with other wholesalers in other markets and the three that he talked to all said I've been waiting for someone like you to call me who does what Joe McCall does that's great these guys are excited about the opportunity to work

with somebody like you or me who has the systems and has the marketing, knows how to get a lot of leads, can prescreen these leads and give them to these guys. So you just find the guy that you can feel a good vibe with, you know, and who you know is going to be that kind of a guy who can quickly estimate repairs, can look at a property, know from the address what kind of neighborhood it is, and can quickly get these things under contract. So the other thing that you can start doing is maybe it's not sending as much direct mail as maybe making offers on MLS properties or HUDs, or take a look at old listings, right, and call realtors of pendings that need work.

And once you get a potential deal, you don't have to worry about finding the comps and figuring out repairs. You can send it to this wholesaler who can quickly give you a number of what you can offer, and then you can make the offer to the realtor that gave you that lead or wherever it is on the MLS. So anyway, start networking. Go to REIA groups. Find out who the real wholesalers are.

Find out who the guys who are actually doing deals, and talk to them. Yep, yep. I agree. I agree. It's, you know, hey, listen, guys. I know this may be a little bit of a new concept to you, and maybe you're ready to just get started right now.

So I want to kind of give you in a line to me. I'm happy to always answer as many questions as possible, but this concept is something that people are very interested about and intrigued about. So, excuse me, go ahead and email me if you have any questions or Joe, where, where can they find you? Where would you like them to find you? But another website you can go is joemccall.com. Joe McCall, M-C-C-A-L-L.com. The first website, realestateinvestingmastery.com, is my podcast. The other one is just a website I have that tells people more about me. I have some courses and products.

I do some coaching and consulting. I love this business. I love some courses and products. I do some coaching and consulting. I love this business. I love working with people in this business. Right on. Well, hey, Joe, listen, it's been a pleasure. I know you're a busy man. I don't want to take the entire afternoon with you. Thank you so much for coming and showing my guys and teaching my guys and my listeners how to rock the virtual wholesaling. Thanks so much, Joe. Yeah, it's been a pleasure, man.

All right. All right, guys. That's what we got today. That has been my special guest, Joe McCall. And if you have any questions, please email me at info at thescienceofflipping.com. If you're interested in speaking further with me and working with me on a coaching or mentoring level, please email me. Again, info at thescienceofflipping.com. I'm happy to personally respond to you and set up a free call to see if it would be a good fit.

Again, if you're interested in coaching or mentoring directly with me and my team, shoot me an email. Otherwise, guys, that's all we got for today. We will see you next week. Peace. Shoot me an email. Otherwise guys, that's all we got for today. We will see you next week. Peace