The Science of Flipping - How Human Connection Drives Entrepreneurial Success in Real Estate | Ari Rastegar

Episode Date: September 18, 2023

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Yo, yo, everybody, welcome back to a very special episode. I have a new found friend, someone that many of you probably already know. Mr. Ari Rastegar is here with us in studio, not quite in studio, but here on this episode. What is up, brother? How are you? Doing great, man.

Thanks for having me. Well, obviously we just met very recently at what I would consider probably the best mastermind across the nation for us real estate investors, the boardroom, and you led in with a speech that I will forever remember. And so I just want to applaud you again for that. But one of the things that I wanted to immediately start out this episode with was something I will never forget that you said, every transaction ends with a person. Yes. I have been screaming from the

mountaintop. The people are more important than transaction. And the way you frame that for me, I just want everyone to dive into that and break that down a little bit more because you spend the better part of an hour and a half talking to us high level performers about one of these subject matters, which is the people. And then I'll allow you to kind of give your story because for those that don't know this man, he is, I won't even do it justice, but let's just talk about your found success within people. Let's start there.

Yeah, I mean, I think you well characterized it that as much as we go into it, this is actually something I was thinking about as we got on this call. I'm reading this book called Tech-Powered Sales as I was preparing by Justin Michael and Coney Hughes, Achieve Superhuman Sales Skills. And to me, sales is holy, by the way. Sales is worship you know it's a it's a way that we that we take ideas that move the human race forward and propel those ideas through empathy through human

understanding through being solution oriented um and bring them bring them to the masses so there's one thing you know the word sales has this kind of like dirty lingo of like being some used car salesperson, like on the lot, like shoving something down your throat and sales in its truest highest form is human enablement and basically showcasing something of tremendous value and shepherding it and guiding a potential buyer or customer into something that's going to enhance their life. So doing that in a way that is riddled with integrity and empathy is really powerful. So when we talk about sales, I want to reframe really what that means.

And as we move more into this technology-centric AI, machine learning, all these different terms that we see thrown around. And me personally, admittingly, being an English major attorney by trade, a lot of it is a complete different language that I'm literally reading a book right now called Machine Learning for Dummies, like actually. And there's another book that I found before that, because I wasn't even ready to read that book, called Machine Learning for Dummies, like actually. And there's another book that I found before that because I wasn't even ready to read that book called Machine Learning for Absolute Beginners. So I had to go, I was too dumb to read the dummy book that I had to go like read a different book

to get the requisite level of stupidity to learn it. But in new kind of exploration for me, I'm finding that so much of what sales organizations are doing right now is using technology to eliminate human interaction. Not only do I think that's foolish for a variety of ethical reasons, but I also think it also is foolish for long-term sales because it's basically focusing more on what we see as short-term opportunity and metric-driven sales versus actually creating an environment that has longer stickability, more value creation, and more of a kind of a long-term objective.

And so the dance that we're stuck in right now is figuring out how do we use technology to empower a better human interaction okay because again as we said it all is going to end i've never done a deal in my career that didn't end with a human in some way shape or form right i mean i'll get shiver i heard you do like i get shivers because there's so much of the real estate component the reason you're here and the reason why I just had to come up and ask you to bless this audience is because my audience is the science of flipping. It's all about real estate. What you are saying, I don't believe real estate could ever not be a human business. I just don't. And I guess in 20 years, we'll find out, right? I mean, that's what it is.

But to the point where I feel like people are undervaluing the simple phone call to a realtor, the simple phone call to a buyer, if they're a wholesaler, just to have the level of engagement to get it across the finish line, right? By the way, there's no truer word. By the way, fundamentals win championships. Let's be perfectly clear. That's right. Okay. Yeah.

And picking up the phone to call an individual, whether a relationship, romantic relationship, whether a business transaction, the way that you do one thing and the philosophy that you look at these one thing are applicable across the board because true sales is actually about relationship building. So we never really had a sales organization at Rastegar. I raised hundreds of millions of dollars myself just by picking up the phone, calling people, word of mouth, performing, internal referrals, etc. And so I never thought at the beginning about building an investor relations team. you know, with our group and I'm super proud of them, you know, more for the integrity and authenticity that they, that they bring to, to these conversations because, you know, we're, we're a multi-billion dollar platform now. And so the need to grow is not, is not out of vanity or out of being self-serving. We're growing because there's a true opportunity to serve our clients.

Like there's an opportunity and there's a void and there's gaps and dislocations within the market that we can, you know, capitalize on for our clients. And that's why we're actually growing and building the sales force because there's more opportunity now that I've ever seen in my career. And I would argue might be the biggest opportunity in a hundred years for a variety of different reasons.

And we can get into that if you want, but you have the largest transfer of wealth in the history of mankind that's happening right now from boomers to millennials. Let's start with that. So the core value transfer is enormous. So how can you be right in the middle of that

and act as an API plugin to translate the core values of baby boomers into millennials and be at the forefront of that to help them prepare for the for the next phase people so it listen i want you to tell your story real quick but what i would say is this your connectivity to people and your understanding the human element in the story just even about you being in new york and sitting at that bar all night long i mean again there is this

place that i think people don't value enough, which is what we're initially talking about here on this episode, which is if you can help provide value to those others and give them an opportunity, they will ultimately return that back to you tenfold. You just need that opportunity to start. And the best way for that opportunity to start is to say hello and have a conversation, right? No truer words have ever been said. And do it with a genuine look.

People aren't dumb, contrary to popular belief. And 80% of communication is nonverbal, okay? verbal okay so when when you start to show the and we we've all met the people you know in certain settings social or not where some person like fumbles over their words and spills the drink yet when they walk away you're like god i really like her like she's really cool and there's times when the you know when she walks in and says all the right things dressed the right way you're like i don't like her like just and there's something going on deeper at a subconscious level that we were, you know, call it intuition, gut feeling,

but really what you're doing is calculating a massive amount of data at a subconscious level and figuring out what the body language is telling you. And we find an incongruence, for lack of a better term, between what the body language is saying, what the words are saying, that creates distrust. Great sales more than anything is about fostering, is building trust more than anything. And actually, the biggest mistake that I see organizations make, sales teams make, individual salespeople make, et cetera, is that they forget that they're not supposed to be the hero of

the story. You're supposed to be a shepherd to guide your customer through their journey and make them the hero of the story. You're just a guide and you're showing this thing with an element of authority that you understand that you've been there. Look at all the great store that the Yoda's, the Mr. Miyagi's, the Mickey's and Rocky, the I'm showing my age now and I'm starting to get more, more gray hair realistically. And I think it's showing great sales again is about being a guide, not being the hero and following certain elements and great marketing and great branding is also about telling a story,

finding what is the enemy, meaning what is the problem that has looked to be solved? What are the other philosophical problems that they're feeling? What is the external problems that they're feeling? And then delving into them and going through a way that you could end up being the person or the product that's

actually solving that solution. And the only way to do that at a profound level is to have empathy. And as far as I know, the empathy, the machines are not yet being able to calculate empathy because in the way that I've understood it in, in reading a lot of this stuff. And again, my understanding of this is so rudimentary. So somebody that is watching and really understanding this and tell me I'm an idiot, I'm absolutely open to it by all means, let me know so I can learn, but realistically figuring out how that relationship is cultivated by actually caring, showing commonality. But really, and what I've told our team to make a long story longer is at Rastegar, we don't want to make sales.

We want to make friends. And if you're making a friend, actually, and I joke, I like anybody that puts their money where my mouth is realistically at this point in my life. But, but if you seek to actually make a friend and there's elements of doing that, like, like dating, right. That's like, and if we're in real estate terms, like you date your debt, like debt is like, you know, you're just dating, but you marry your basis. Okay. You know, and in this particular instance, as you start dating to figure out if you want to actually get married with the client proverbially, there's a series of questions that you go into to understand you like the same food, you like the same things, or you align. And by going through that process, something really magical happens where you actually end up building a real relationship because you have real moments to build on. And technology is not doing that yet and in fact i hope that it actually doesn't because of what the human interaction piece is and you nailed it real estate is about people

it's always been about people at the end of the day any of these structures that we're creating are being housed in some regard by people and even even if they have robots in it, a person put the fucking robot in it. Amen. And so by sticking to that value and sticking to that premise, it solves a lot of other problems and it sheds light on a lot of the different pieces that the machines aren't doing, not to discount the incredible work and the enablement that can be done there, but having a clear dichotomy and a binary difference between what is human is what is machine, I think is going to be a critical

component as we go into this fourth industrial revolution, which that is ultimately what it is of figuring out. They're going to look back and call this a version of the roaring 20s, the 2020s, because of the J curve and the growth that's happening, we're going to see this as another big, you know, big exponential, massive change. But focusing on that difference and seeing the line of delineation between a person and a machine, I think is going to be paramount for salespeople all over the world. I do. This has already been epic.

What my audience needs to know is if they don't know who you are, and you should, you should go get his book immediately, whether it's the hardcover or the audiobook. But we'll get there. Let's tell everyone the Ari Rastegar story. I mean, you have an incredible platform worth $7 billion. I've been told a lot of different numbers, but whatever it is, it's getting bigger by the day. So that's the point. That's all that matters right now. And what I want people to understand is I'm having the honor to sit with you, and you've done this in eight years, nine years, seven years?

Yeah. I started the firm with 3,500 bucks and a small loan eight years ago and fully developed. And if you take kind of our existing pipeline, the growth trajectory, and maybe some fancy financial models that I don't understand, they tell me it's worth several billions, more than three. Yeah. I don't know who you are, brother. So we didn't get a lot of time to talk, so this is gonna be my shot, right?

I want everyone to understand, you started with $3,500. Yeah. And now I'm just gonna use the number seven. And now you have a real estate platform for seven billion, and it could be a little off. Who's counting right this second? But you went eyeball deep in real estate

with little to no money, I would make the argument. So what do you believe separated yourself from the average Joe listening to this podcast? Again, most of the people listening want to become the next Ari, want to have a billion behind their name, want to become the next Justin and have tens and tens of millions. But what separates the you to them? What advice would you give them? Hunger. I was starving to do whatever it takes. Hungry. And hunger is a powerful word, and it's not my explanation.

I think I saw Tony Robbins talk about it the first time, and it hit me kind of like that light bulb moment of trying to understand what that was. But hunger is a funny thing. When you're hungry, the degree that you will go to get that meal, whatever that is, is exponentially more than if you're not hungry. And it's a human, it's natural order. And for me, I had a deep-seated hunger to go do something that I felt was actually going to move the human race forward. And looking at that level, I thought, is there something that little old Ari, who came from not much, I literally delivered pizzas at Double Dave's, I flipped burgers at Johnny Rockets, I worked on a used car lot in between college and law school, I went to community college.

This was not glamorous, just to be perfectly clear. This is the antithesis of glamour, but I really felt a deep, deep hunger to not only fill what I felt was kind of a big void in my own security of myself, of who I felt like I needed to be for my own level of self-worth. And as I've gone through the process, another discussion, but I've come to find that the substance that was gonna fill that void

that I thought was gonna be my career was the wrong substance. Although, you know, if I pick being rich and being poor, I've been both. I pick rich every time. Every time. Yeah. It's just, you just have more options is the way I look at it. Like aside from anything else, even if you're unhappy, wealthy versus happy, wealthy. And, you know, when people talk about, oh, this is, uh, you know, money can't buy you happiness. And you hear all these things and maybe, maybe they're, maybe they're right, but I've never heard someone rich use that term. You talked about your health journey. Well, people who don't have money can't go on the same journey. No, they can't. But again, there there there's there's levels to this shit right i mean there's there's there at every level that you get to you realize that there's like another

level if that makes sense and i think i mentioned when we were talking at the little boardroom um shout out to to kent and all the great work that they're doing over there i tip my hat to the work that they're doing helping the people they're helping really great stuff but you start to realize that what you thought was rich at one point is not. And the definitions that you give to these things begin to change. And that's okay. As you change, the definitions change and the objectives ultimately change. But having a truly relentless pursuit of whatever it is you're doing and having a hunger to achieve it is the difference. And there's a difference between working hard and being absolutely fucking obsessed.

Like there is a renewal. You know what the difference is between being obsessed and working hard? A billion. A billion dollars. Yeah. That's that is the difference between you want to turn M's into B's. You have to go from working very hard to being absolutely obsessed. And even one step further with a unified objective, right?

And use whatever analogy you want, whether it's the microscope with the sun, you know, focusing energy, dilution of time, routine, how, whatever way that you can understand it. Great. But the true obsession with that individual singular objective, it doesn't necessarily have to be selling that one product product because the versatility, um, and the flexibility of an entrepreneur might be one of their most important characteristics because if you're not innovating and evolving, you're fucking dying. So just being, I'm going to do this one thing and that's all I'm going to do,

you're going to lose for sure. So it's about responding to the market, trying something, assessing it, testing it, looking at it, and improving it and going forward. But to me, I found that there was a few pillars of importance. And one of them, as you mentioned, is health. Because healthy people make healthier decisions. Healthier CEOs have healthier businesses. People that have a certain amount of health don't usually act out in ways that

are more unethical or more because you're healthy because you don't you're not experiencing some of those negative. And look, experiencing the what you call negative emotions in the 80-20 hierarchy is part of being human. The way that things go up and down and touching the myriad of emotions and the cycles that go through it. But where are you living? Are you living in the place of that negative, unhealthy world? Are you living predominantly within the place of what we believe to be healthy behaviors? Take, you know, take the best shooters in the world at at best.

They're shooting 52 53 percent that means they're living in the in the negative territory or whatever you know almost almost half the time and that's the best shooters um in the world so for me it was about figuring out how could i have the most energy to continue to work at the highest levels and not about hours, but about productivity and how can I be true to myself and having enough self-awareness to know when am I actually effective? I was telling the team this morning, as much as I've tried to do the 5 a.m. thing, just not doing it.

I get in flow around 8 p.m., 9 p.m., and I'm up till 2, 3, 4 o'clock in the morning. So for me to get up at 5 o'clock in the morning is fundamentally unproductive it's not for Ari and and God bless those savages like Goggins and Jocko that are out there getting up at 5 and doing the things that they're doing awesome I'm getting in what I believe to be you know my version of you know of the work of the productivity just through different hours. But having that self-awareness to know what works for you, when is it productive? But nothing is going to overcome obsessive, mind numbing, painfully difficult, hard work. I mean, there's nothing that is going to substitute that. No app, no technology,

no nothing other than just ridiculously insane levels of hard work and dedication. I think, you know, and whether you like him or love it, but Grant Cardone's book, 10X Obsessed, I think, I mean, that is exactly what he is saying he said a lot of great things man i i know grant personally i wouldn't say that we're you know friends but we text back and forth here here or there and um he was down here um looking at one of our properties with one of his teams or tv shows uh to maybe buy one of our properties i I went down there, we spoke a few minutes. And Grant is a testament to obsessive, hard work, determination, the trials that he's been through

of effectively being homeless, struggling with drugs and addictions. And Grant's 65 years old, by the way. So to look the way that he does, have the energy, the vibrance you know there's there's a lot of you know admirable characteristics um that are there the people that you know people that he's helped if you go nitpick somebody put a microscope on them you're gonna find imperfections you're gonna find issues you're gonna find problems so fuck all that

um but you know what he what he's done too with some of the health with the health things as well, it really helped people become conscious of health. And what I like about him more than anything in that arena is that he walks the walk. I mean, he's got, you know, under 10 percent body fat. You can see it in his arm. You can see that the effectiveness like he, you know, he lives that and it's allowed to give him energy is 65 years old that I don't think most 25 year olds have. And so I really, I really admire that work ethic and that dedication to health and wellness. I love that. I love that too. And it really is a function of, you can make tens and tens of millions of dollars of just working hard. I've done it. I even define myself as being obsessed in the way Ari is, or maybe a grant. I don't have the B behind my name. You two do. No. And by the way, at the end of the day, at the end of the day to your own, you know, that's, that's, I like the way that you phrase that. Um, and the ball don't lie. It's Johnny Manziel, you know, you know, good, good friend of mine, him in, uh, another dear friend of mine., who's a, um, who's an artist.

Nate is Mike. Um, you know, those of you don't know who Mike is go to Spotify. Look at his, he's just an unbelievable talent. It's especially deep guy. Um, him and Johnny are really good friends. They did a little podcast together and he has a song that came out recently called ball. Don't lie.

And, and, and that analogy or that phrase is so profound for so many reasons. It's like the ball doesn't lie and and in that analogy or that phrase is so profound for so many reasons it's like the ball doesn't lie either went in and when it didn't go in didn't go out right like that's just the fundamental truth about everything whether it's you said it's binary whether you have the b or you don't um but oftentimes the result is is delayed and we have to be very conscious of that because being obsessed and doing the work and the things that I feel like even in these past conversations, in talking with you, I can hear some more intensity. I can hear it in your voice propagating. So I don't think anybody should be betting against you that's a loser's bet. I'm certainly betting that you'll get there. But we need to be gentle with us, with ourselves sometimes about letting the result dictate the process. And I am a huge believer in process

over performance at the beginning stages when you're building, like really focusing on what the process is and all the greatest coaches and athletics will tell you, it's like, you know, run so-and-so play, then do it again, then do it again, then do it again, shoot a free, do it again, do it again, do it again, do it again. So, um, progress also has a J curve of growth. So even though some of those external results might not be there just yet, it doesn't mean that, um, you know, you're not doing the work. And as Warren mean that, you know, that you're not doing the work. And as Warren Buffett, you know, said, you can't make a baby in one month with nine women. So some things just take time. I don't think that that is phenomenal. Well, first of all,

I don't want to overlook the compliment you gave me. I really do appreciate that. And listen, I have five level or five pillars of success that I have with solving. And the fifth pillar, which could easily be number one, is what I call removing any time result expectation to what you're saying, the result. So the fifth pillar that already success or even my success, I will have a B behind my name. I say that outwardly. I'm telling you that it will be there through real estate. The same way yours

is through real estate. Same way Grant is, etc. But I'm also old enough and aware enough and getting this game long enough to realize it won't be overnight. It won't be you know. And I'm not going to put a date. If it happens, I'm going to do it the way I define it.

As fast as I can. As fast as the opportunities present and as fast as you're able to provide value. And I think that's the other the other piece is, you know, the speed at which. So becoming a billionaire, a millionaire or whatever those terms are, you know, whatever level of wealth you want to get to, I lean on what Rockefeller said. One of the only times he ever talked about wealth openly, and there relationship with Andrew Carnegie, and then Rockefeller and Henry Ford and J.P. Morgan and Tesla. It just goes to this chronological exploration. I think one of the History Channel affiliates made it, but it's true to form. It's factually accurate, I should say. Yeah. One of the things that Rockefeller said about being a billionaire was, I made a thousand people millionaires. Boom. hit hard because, you know, he was probably the richest man. I mean, other than maybe some of the, um, maybe like the Genghis Khans or the Alexander, the greats or something, but

he was probably the richest person to ever walk the planet from an industrial commerce standpoint. And for him to say it, a very pious man, a God fearing man didn't drink alcohol. Um, that was his definition of how, what a billionaire really meant, was making a thousand people millionaires. And I think a lot of us would be much better off, more effective and more socially conscious with keeping that ethos at the top of mind in all of our behaviors, all of our planning, and also with the way that we talk to ourselves. Because if that is the focus of how can I build shareholder value? How can I, you know, if I'm going to this opportunity to buy this new apartment complex, you know, what is the value that this is going to bring to my shareholders or bring to my clients? And then putting yourself in the back seat, something funny happens, whether karmically,

whether psychologically, but things start to open when the focus is more around contribution than it is about individual significance. I think we literally could do a mic drop on that for all of you out there, right? But I do want to yet, because I want everyone to go get your book. So let's talk about your book really quick. The book is called The Gift of Failure. I don't know who manages money for a living, who writes a book called Failure to give. Look, I know someone. You.

But the first line of the book is and look this is not the great american novel by any stretch of the imagination um you know as a avid reader you know myself the book the the book is good it's it's worth i'm comfortable saying that the 15 or so to get it uh you're you to get your money word. Beyond that, I'm not sure. I will tell you, and I will promote the shit out of it because I have read it. I'm also an English major. So by reading it, though, let me define that.

I listened to it. Okay. But I did the voice recording myself. I did the audio too. What an ass beating that must have been, by the way. Oh my God. Oh, it was fucking terrible. I was sitting in a little booth the size of like you know a very small not walk-in closet and it was brutal painfully annoying to be honest yeah well i don't know but talk to everyone about that i mean i think it is absolutely incredible this is why i had some lust that we had to talk

about is because if you are listening to this and you do want to get into real estate, you're listening to a billionaire within real estate, a soon to be billionaire within real estate. The things he teaches in this book, what he says, his outlook on life, his outlook on business fundamentally is everything I believe in. That is why I immediately gravitated towards this man, his best friend, Major. I was just like, dude, I need to be in your guys' world. Because psychologically, the method you go by, all of it.

I said, dude, we're so in alignment, it's insane. So talk about the book briefly. Sure. At least get a gist, because I think everyone should spend their $16 and skip their next one or two Starbucks coffee if that's an issue, which is a whole other issue if that's a real issue for people. That might be a separate conversation. Yeah. I kind of thought of it as could I build a little bit of like a cliff notes version of the 7000 self-help books that I've read over the years and take some of the, you know, the the the ideas, the great quotes and give a little bit of personalization of just like the the, you know, the journey that I kind of was on and, um, and break down into the topics that I find to be, um, the, the most important. And the book is all is a lot about different tools and, you know, there's takeaways of things that are actionable, um, that can be brought out of it

that aren't overly complicated. Cause I've just come to the belief that, um, and I wrote the book at an eighth grade reading level. I mean, so, you know, my seven year old son read the book. My 10 year old daughter, you know, read the book and, you know, there's definitely questions and some things that needed to be articulated better. But that's one thing that I think is important about it, that is a fancy words and extra syntax or like i i did my best to get rid of um of that as much as possible but the word failure is a um it is it is a failure like the use of the word is is is is failing on the baggage of negativity that it carries with it because failure is the other part of success. And I know we've heard these in little memes or motivational quotes or things of the nature, but it really is.

It's like you're learning to walk. You stand up, you fall. You stand up, you fall, you stand up, you fall. And there is this funny place socially, culturally, that we started to take away the learning mechanism that is inherent in failure. all day oh you got it get up go do it again and and then somewhere between it in kindergarten first grade i don't know when it happens exactly but it starts to turn into you missed the problem on your test you're a fucking idiot right it's like what hold on like i was just falling down and getting up and learning how to walk again and it was like good job way to go honey and now i'm an idiot like so so that's a different kind of discussion but the but the point was to say can we find within the things that were

were failing a lesson that can truly be extrapolated and what makes something a failure to me is just not extrapolating the lesson because, you know, either you're going to win or you're going to learn. I mean, and those are the final ways that I've come, come to lurk, learn, um, in my own journey, because it's been riddled with, it's been riddled with failures. I wish I could say that I had a shooting percentage like Steph Curry or Michael Jordan being in the, you know, in the, in the low, in the low fifties, mine is maybe Curry or Michael Jordan being in the low 50s. Mine is maybe in the single digits. Totally.

But I think people look at the people's success like you've had in eight years to be able to build this incredible business. Along that way, you're saying a single like in relative, the analogy you're using, right? Like guys, you have to understand the humility of this man, but it's just real. Right.

It's the truth, man. It's actually the truth that it's not, and it's not false humility because when I use that single digit, look in, in do in doing deals, I have the, I have,

I have the highest shooting record in the game and nobody's going to ever beat me ever. And let's be very clear in the deals. And when to my investor money my don't like let's not go there because no i don't take shots that i'm that i'm not going to make um but the thousands of micro decisions that are made is where i get that percentage of getting up at that certain time getting to do this reading that day you know the checklist responding to that email to that email. When you factor in all the micro decision making, that's where I come to that number. Because the external shooting, it's like looking at an athlete who's in practice and seeing what their shooting percentage is or they mess up something versus just what's happening in league play.

Because that's not an accurate measurement of all of the failing forward mechanisms that need to be in place to get to the place where even in the game and you get the ball and you can actually make the shot. So when you figure all those things and you give yourself a little bit of grace to be human and realize that the value system that we're using to judge what we call success and failure is fundamentally broken because we actually fail to succeed. And that's not a pretty meme. That's not a quote. That's just literally is what happens. You run. Yes, you get better. You learn from it and you move along this journey in life. And the point of the book was to help resignify what that word

means and hopefully take some of the baggage away so that we have the boldness and the courage to fail. Because if you have the courage to fail and you have the courage to look stupid, to be laughed at, to be criticized, which is also par for the course, you're going to then gain the internal armor that it takes to actually become successful when it really matters. Guys, I hope you guys rewind this, rewatch this, go to YouTube, go to social media, get to know this man. He will empower you. He will help you. He'll make you happy and ready to take on the world. He'll make you happy and ready to take on the world. He'll make you cry. He's an amazingly dynamic man. I've been fortunate to meet his best friend,

his wife. Dude, thank you so much for blessing this audience. I really appreciate your time. It is not lost on me how busy you are. And so thank you very much. So Justin, thanks for having me, bud. Hope to see you soon. Absolutely, brother. Later.