 I know that I can use the platformers here to diamond to feed other businesses that will make 10 million a year. I'm not a big deal, but I'm kind of a big deal. You're kind of a big deal. No, think about it. Kind of a big deal. But you're always going to compare yourself to the guy right above you. Right. But don't put so much weight on it. Sit around trying to figure out why am I not hitting it and stuff like that. All you can control is what you do day to day. You're putting forth as much energy whenever results come out the other side. That's what it is. I was looking up numbers one at a time. It would take me hours to look up 100 numbers, but I would do it every night and I would have my list ready to call the next day. You've got immigrants, you've got millennials, and you've got existing homeowners who want to upgrade and have felt trapped. And then we're going to have a CPI report. And so when mortgage rates ease down, we're going to see this tsunami. Not only do I want to go out here and be part of the GP, hell, I'll be part of the LP too. I love. I love 15% return on my money. All right. Hi, Ruth. What's up, buddy? How are you, bro? I'm really, really good. So for those of you that have been living in a cave, Ricky Coruth is, as far as I'm concerned, the top rated real estate coach out there. He's been doing it for free for years. He's amazing. That's how I met him. I started following him when I was just a wee lad actually quite a few years ago. And you know, million dollars a year produced in GCI. He's amazing. Also an investor. And today we're going to talk about what it is he does to keep that volume up. And also what he's doing as an investor. And we're going to get into a few other things too that are really, really interesting. But number one, I want to ask you is how did you get involved in this free education thing? I remember watching you, gosh, I don't know, probably three, four years ago and you were given out all this knowledge I was watching and it was enthralled with the fact that you were doing it all for free. I couldn't figure it out, but yeah, it's kind of mysterious, isn't it? Yeah. It was. You know, on top of the fact that you're like, okay, this is free information. It's also like adds a whole different level of curiosity behind it of why is it free? And then when you dive into it and see that it's better than most of the stuff people pay tens of thousands of dollars for, then it really becomes a very curious situation. So I knew that I had the goods. You know, I knew I knew I had the the sauce. I knew I had the, you know, I knew I had, well, you have followers. I mean, you had so many people that were following you, obviously. But I mean, before that, right? When I decided to go free when the thought process, you know, like I knew I had what everybody wanted. I knew I had the knowledge and I could tell people step by step kind of how to handle situations and stuff like that. And the thought process behind it honestly was, and it took a long time to develop like what the real game plan was. But once I once it clicked, I was like, oh, man, this is it, because I was actually charging for coaching for like the first six months, you know, like hundred dollars and, you know, a thousand dollars and just, you know, weird things trying to figure this thing out. And after a while, I realized I was like, man, if I went free, I could build a massive platform. And then the idea was to build the Ricky Careuth brand around the free coaching, build a massive audience, and then have different ancillary ways that people can do business with me. And then just kind of branch out and build these different businesses. Whereas the Ricky Careuth slash zero diamond platform kind of feeds all the other, you know, businesses and opportunities and stuff. So, and now six years later, it's kind of happened. So the first year I did free coaching, I lost a hundred thousand. You know, I spent, I spent 100,000. I didn't make anything. The second year I spent 200 and made 100. So I lost 100,000 the second year. The third year I broke even. I think I spent, I spent 200, made 200 or something like that. Or actually, I think I spent 100, something like that I broke even. Then the third year I made 500, fourth year I made 500. And, and spent 200. So I made 300 year three and then I made a meal and spent like 100,000. So now I'm making about a meal and I'm spending about 100,000 on it. But no, wait, let me let me interrupt. Is that just a million with the Ricky Careuth brand? That's not including your real estate sales, right? That's just zero to diamond. That's not including the brokerage. That's not including the investments. That's not including the real estate sales. That's not including any, any of the other, you know, any of the other income that strictly just zero to diamond coaching money, right? Yeah. And so that that's what's really cool about it. But but the idea was is, OK, maybe I can make some money with zero to diamond. I knew that I could make some money with zero to diamond, even though it was a free program. But I knew that I would never make any like massive big money from it, you know, like I don't I didn't think I was going to go out and build zero to diamond and make ten million dollars a year with it. However, I know that I can use the platformers zero to diamond to feed other businesses that will make ten million a year. Right. And so the whole idea was is I want to go out here and really put blood, sweat and tears into just pouring into the industry. The mission statement is reduce the failure rate in the real estate industry one agent at a time and really just focus on that one end result. And then at the end of the day, build out these platforms where I can go to any agent in the country and even agents around the world. And I've got something for everyone to do business with me, right? So I'm pretty much there where today where I stand is I'm building Ricky Caruth and that's going really well. I mean, would I want to be bigger? Sure. But everybody wants more than they have. When I take a step back and look at it from a third party perspective and think of people who would gladly be in my shoes, you know, you think, yeah, you know, sure, because when you when you're living it, it's like, oh, this isn't I'm not like, you know, some kind of mega superstar type thing like some of these guys, you know. But when you take a step back and look at it from a bird's eye view, you're like, OK, I'm not a big deal, but I'm kind of a big deal. You're kind of a big deal. No, think about it. A big deal. But you're always going to compare yourself to the guy right above. Right. It's always going to be. I mean, even if you get to one of these Grant Cardone's and Tony Robbins's and Gary Vee's and stuff like that, we're like household names, even those guys are thinking about the Warren Buffett's and the Elon Musk's and the. So and the Elon Musk's are thinking about Mars. So but, you know, there's always something else. Yeah. But the thing was, is let me create a platform. So like right now I've got my cells, which isn't a really big opportunity to do business with agents. People can refer business to me or I can refer business of them, whatever. Then I've got the coaching where if you're new or struggling, you can you can go there and I can help you increase sales. Then I've got investing where people can invest with me and multifamily, single family, whatever. Then I've got the brokerage, you know, with the XP, people can join the brokerage and we can collaborate there. Then we just opened up mortgage where I can work with agents pretty much anywhere in the country on the mortgage side, you know, and get them paid on their mortgage business that they're referring to somebody they can refer to us and we can pay them. So I've built out these platforms where there's got to be something like if you don't want to switch brokerages, let's do some mortgage business. If you don't want to do either of those, then invest with me in some multifamily deals. If you don't want to do that, you're still trying to get your business right. Go to zero to diamond. Let me help you increase volume. So I'm trying to hit everyone with something that's attractive that they could come in and do business with me in some capacity. And hey, if they don't want to do business with me at all, that's fine too. All I need is, you know, a really small percentage of people that want to do business with me to really build some massive businesses. And I can't help everybody. I'm going to do my best to help everybody I can. But that's the beauty of being free, too. And I'll give you an example before you we go to the next thing. There was an agent I talked to, he's with the XP under somebody else. I mean, sitting here doing a coaching call with somebody else. And I'm telling about mortgage and I'm telling about investing. And he's all interested in everything. Well, his question was, I'm doing like 20 million a year. My goal is 38 million. You know, I need to do like 2.5 million a month for the rest of the year to hit that goal at this point based on where he is and stuff. And he's like, how do I hit that? And I'm like, well, number one, bro, you have to realize that. Like what you're doing right, that you don't need to do anything different because the fact that you've done like 20 mil up to this point or whatever means that if you keep doing exactly what you're doing right now in two years, you'll be doing 50 million a year. Right. Just doing nothing different. Just doing exactly what you're doing right now. It's the same thing with me when I was trying to hit a mill, you know, like I didn't do anything different from 2010, 11, 12, 13, 14. I didn't do anything different. I just worked hard every day to help people buy and sell and build my native base. What year did you hit a million? 17. Okay. 2017. Yeah. I did a hundred deals in 14 and did a hundred deals every year since, but then that hundred deals, you know, I didn't do anything different. I still sold a hundred deals in 17, but the prices went up. Right. It's the same thing now. Like in two years, not only will that snowball of business continue to grow and you'll have more residual business from past guys and referrals, but also prices are going to increase, you know, they're going to continue to go up. So you're just going to naturally make more money, really doing nothing different in your business. And I said, you know what, man? And like, so there was that part where if you don't do anything different, you just be patient, you're going to get to 50 mil. But then there's also the part where I could tell he's really focused on this goal and he's like 38 mil, how do I get here? And he's putting so much energy into how do I get to 38 mil? He's put so much weight on that goal. And I was like, man, that's the next thing is understand. If you don't do anything different, you're going to hit 50 mil in a couple of years. Number two, make the goal this year for 38 mil, but don't put so much weight on it. Sit around trying to figure out why am I not hitting it and stuff like that. I said, dude, if you if the market would have kept go if this year was just like 2021, would you be selling 50 million this year doing doing exactly what you're doing now? Yep. I said, well, you can't control that the market went down and you would have done 50 mil this year if the market would have kept going like 2021, but it didn't. So you're doing nothing different, but now you're doing 25 to 30 mil. I was like, you can't control that part. So you can't control any of this. I said, no matter how much a guru wants to tell you that you can control this and you focus on this and manifest that and put this equation together and this is how it lays out and this is what's going to happen. You can't control the results. All you can control is what you do day to day and put forth as much energy and whatever results come out the other side. That's what it is. And I said, there it is right there, bro. If you could put less energy on that goal and move that energy to just helping your client stay today and focusing on that and just being at peace with yourself that whatever happens result wise is going to be great either way and that in two years, if you do nothing different, just keep grinding you're gonna do 50 mil. Then there's the I just solved your entire life's problems just now in about five minutes. Right. I said, you know what? Before we go to the next thing, the next question he had, I said, and this is the beauty about being a free coach, because a coach that's out here trying to charge you for stuff is not going to tell you what they what I just told you, they're going to tell you, hey, you can do it. You should get coaching with me, pay 10,000 here. I'll make all your dreams come true. And I said, that's not real. It could be cool to collaborate with them. I'm not saying coaching is bad. No, of course, or any of that. I'm just saying that, you know, most of those coaches are going to just be totally focused on trying to close you for the $10,000 program and really kind of sell you a pie in the sky. And that's kind of the beauty being free is that I can tell you the real truth behind it, give you real life advice from my experiences and try to help put you at peace about what you're trying to do and realize you're going to get there if you just hang in there and keep doing what you're doing. So that I just wanted to add that because I just had that conversation an hour or so ago, being free, being a free coach allows me to really just say whatever I want freely. I'm not there's no ulterior motives. I'm not trying to do anything. I'm just trying to really help, right? Yeah, that's the only way I know how to roll is to be real. So what you just said really meant a lot to me because I think a lot of us spend at least the majority of our early morning hours after we do, you and I work out like fiends, I think both of us. But I spend before I go to the gym, I always kind of take stock of the day and I look at numbers and it's like, okay, well, I need to be here. I need to be there. And I think a lot of us spend too much time focused on that rather, more like the dreaming than the doing. And I'm not, I'm not an over the top dreamer, but I do definitely check those things on a daily basis and probably spend too much time doing it. So I'm going to take your advice on that and start concentrating more on the doing than the dreaming of what could be. Yeah. Right. It's just a pipe dream. You know, I mean, I sit around and think about making 10 million a year and like it's already like a lot of this stuff has already happened. You just haven't seen it yet. You've planted the seeds like that guy was talking to. He's planted the seeds. Right. He has to continue to work and continue to push, continue to market, continue to help people and grind to get there. But he's already there. He knows the skills and like I was at the end, I was like, anything I can help with, there was like nothing I could help him with in his business, his micro business, the day to day stuff. He has all that down to dial. You know, he has all that down. He like he he's planted the seeds as far as his knowledge and skills and, you know, all that. He's, you know, all that stuff. It's not moving quite as fast as he wants it to. That's it. It's just patience, right? It's it's believing, working hard, adapting and being patient. And most people do the first one or two or three, but they lack the last one. And I did two for a little while. But then once I realized that's why you don't ever see me really in like this really crazy hurry about stuff, you know, like I could be making way more money. I don't know if I told you, I probably did, but I could, I think I told you, I could double my real estate portfolio the next six months, you know, easy. I've got so much equity built up in properties that I could tap into. I've got cash. I've just, I could double my real estate portfolio before the end of the year, but I'm not motivated to do so because the money just doesn't, it doesn't move me. Number one and number two, I've put these platforms in place where I'm just kind of just grinding it out and pushing everything to the limit as much as I can with the great quality of life. Whereas I see how the whole thing plays out. You know, I'm doing, you know, between all my businesses combined, shoot, I could make a billion dollars, you know, before I die, you know, but that just doesn't excite me. I've already done that work. It's already there. It's already happening. It's in motion. I don't have to really sit around worrying about it. Now I'm just having fun. Well, I think a lot of people forget about quality of life. I mean, our age, our age difference is pretty big. And, you know, you get to a certain point in your life where you're going, you know, there's more to this than work. And there's got to be, I, I hate that work-life balance thing. I that that's, it's, it's tough to have have that, especially in the beginning when you're starting. But I think most people need to spend more time thinking about that. I see so many people grinding and grinding and putting in, you know, 16 hour days. You know, it's not worth it. It's not really worth it. You might have to do it for a little while. But exactly. There you go. Sometimes you have to do that to get started. I remember I worked 15 hours a day for a long time in my career. I just, as did I, as did I. But, you know, we that, you know, there's a lot to be said there. I mean, A, I worked 15 hours a day. A lot of times where I was roofing houses and serving tables at night, you know, two jobs. But in real estate, I did the same thing for a little while. But at night, I was actually looking up phone numbers one at a time on white, white pages, Bigfoot, Spokie, all those things. Google even I was looking up numbers one at a time. It would take me hours to look up a hundred numbers, but I would do it every night and I would have my list ready to call the next day. Now you can just go click, click and get thousands of numbers, you know, cell phones, emails of anybody you want. It's crazy. You know, if I were in today's world, I'd be like living like a king because I'd like, you know, I literally can compress with technology what I used to do, you know, in a 15 hour day into literally a couple of hours or at least a half a day. You could you could compress my 15 hour day into just a morning to lunch and then still have your entire after lunch day till five o'clock to continue crushing it harder than I was crushing it in terms of connecting with more people and doing better marketing and, you know, reaching more potential clients and, you know, data and we're doing deals. And so so if you were an agent just starting out and we're going to go to the we're going to go to the investing side in a minute here. But if you were an agent starting out right now and you because I know exactly what you teach because we've talked about it multiple times. And I took your advice and got on the phones for three hours or four hours every day and then worked on my relationships with other people later in the day. Sales appointments, things like that. How soon and I stuck with it. I didn't go, OK, I'm getting bored. I can't do this. You know how people get and I stuck with it for how long would it take for me to actually start seeing good results, not just here and there? Yeah, so I had an agent who made 13,000 calls before it got his first listing. You know, it took him six months to to make those 13,000. He sold nothing in those six months. And then he sold 10 million in those next six months. He sold 10 million in his first year. That's 20 million in a second year, which was last year, which was, you know, a tough year with interest rates that he keep doing the same. OK, he was still making the calls every day. OK, by the end of the year, I think he had 30,000 calls in. OK, so he continued doing the same stuff. I don't think he makes calls anymore because that's the beauty of it. When you when you and that's what I told the guy today, I said, man, if you'll take three years and just really grind really hard to just talk to as many people as you can and build that database up, you know, see how big you can get it, you know, 5,000, 10,000, 20,000, whatever, people getting that weekly email and you're doing social and your marketing. Once you've got that bill, you don't have to prospect anymore. You know, that's the light at the end of the tunnel. All the calls end up being just people calling you and you're calling them back to see what deal they want to do or negotiations or following up and stuff. It's not prospecting anymore. And that's what people don't understand. If you build that database to that point, that's like in 2017, the first year I did a mill. That was the year I quit prospecting and I continue to do a mill every ever since because the database was built and the snowball had grown to the size. And that's what that's what you want. You want a residual business that people are calling you. It's like a buffalo. You know the buffalo, right? When they see a storm, you know, they want when a cow sees a storm, they run away from it and they end up being in the storm longer because the storm follows them, catches up with them and then they're kind of running with the storm. Whereas a buffalo, as soon as they see it, they run right to it, you know, they run right through it and they're just in it for a second. It's kind of the same thing here. Like people want to run away from making calls. They want to run away from the work of the business and building that sweat equity. But running away just prolongs the day that you can quit prospecting and you've got a residual business built. Whereas if you'll turn towards the storm and just run right into it as hard as you can, make all those calls and do all that stuff and build that sweat equity in your business, the sooner you're gonna be to a place where you don't have to make calls anymore. You know, you've got such a clientele built up a huge book of business that now you've cold called for so long that now your prospects cold call you to buy and sell properties and it's just, it's a beautiful thing when you get to that side of the business because nobody really that calls you is interviewing three agents. No, I agree. They're really just, you know, there was a referral or a past client and they're just calling you, they all want to do business with you. You'll start running through the occasional three agent interview situations but most of the time, it's gonna be pretty easy. They normally pay whatever commission you want. You know, it's just falling in your lap, beautiful, easy deals, you know? Once you put the work in. It takes years and years to build the business up to that point, but it will just get through it and grind it out and keep your head down and build that database. You will get to the point. It's different for everybody where you'll have it to where you don't have to prospect anymore. Now on the flip side, we've got another agent. That was 13,000 to their first listing. Another agent that did 3,800 calls, 3,800 calls in by the time he got to 3,800, he had closed 20 deals off of those 3,800 calls. Was that a smaller area or just? Pretty much the same area, honestly. It was in the same state, two different markets but pretty much the same size. But it's, the point is that it's different for everybody. For me to sit here and say, oh, how long will it take to get business? It took me eight months to get to my first deal. Of course, I didn't have social media. I didn't have dialers or automatic data. You know, it's a different world. But it's funny because it took me eight months to get to my first sale. And I still see that a lot nowadays where it takes people four to eight to 12 months to get to the first deal in today's world with all this technology and stuff. It just goes to show you that it's more it's more of a learning curve. Like it's a confidence curve, it's a learning curve. It's, there's so much to being a real estate agent and being in this industry. You know, I don't care how great the technology is or how smart or witty or hardworking or whatever you are, you know, it takes time to kind of build it up. I agree with investing. It's the same thing, you know, when we teach, you know, we'll have a boot camp where, you know, we're trying to find guys to help us find properties or something. And, you know, we do a lot of cold calling and it's about, average is about six months on cold calls. You know, most people don't want to hear that. It's like, no, I need a deal this month. It's like, well, it might happen. It does happen, but it's like a listing talk-off. There's agents that come in and do deals in the first month or two all the time. I mean, I see it all the time. And honestly, it's a little dangerous because then they have a misconception of how tough the business is. Yep. And a lot of the agents I see that do a deal really quickly, they end up fizzling out because they're like, oh, that was easy. And then they put less effort in. Yeah. Right, they put less effort in. And it kind of goes downhill. It's rough, man. So let me see, what is, so you invest. We know, we've talked about it quite a few times. What is it that you're investing in right now? Right now I'm buying single-family homes in my market. I got a commercial duplex. I think I told you that was last year, but I'm waiting. Last thing we talked about was a strip center or something like that. It was a small commercial. Yep, yep, yep. I was looking at, it was, it was a strip center. It was, the cash flow wasn't there. Yeah. And then once I did the numbers on it, I kind of realized why it's still on the market. It's a five cap and it was like 1.3 mil and you'd have to put about 500,000 down just to break even every month. And I'm like, if I put in 500,000 down, I gotta get some cash on cash return. And then even if you decided to put six or 700,000 down to try to create some cash on cash, there would have been nothing on your six or 700,000. So, you know, I kind of saw like it's a great property. And I was like, man, that'd be awesome to own that. But then running the numbers, the numbers gotta work. I mean, you gotta have some cash on cash on top of the appreciation, the depreciation, the debt pay down and all that stuff. You gotta have some cash flow. So we're like, I love to buy a little commercial stuff. I've got several of them that are like, I got one that's 1,000 square foot. We rented out for like 1,800 a month. We got it for 150 or something like that. Oh, it was beautiful. It was beautiful. And we bought it like four or five years ago. So I guarantee you it's worth like 300 or something right now. But then we got a commercial duplex. It's 2,000 square foot, 1,000 on each side. We rent those for 2,000 a piece, got it for 450. We only put like 20 in it, just did a few things. The tenants actually did a lot to it. They did new floor and paints, stuff like that. And then, but what we're doing is we're evaluating multifamily. We're looking at multifamily every day. We're looking at deals every day. We're underwriting. We're making offers even on a couple of them that aren't getting accepted and stuff like that. So we're evaluating multifamily in Florida, Alabama, Georgia, Tennessee, kind of in the Southeast, South Carolina is kind of where we want to kind of stay because it's close to us. We can get there quick and stuff like that. But those deals aren't, we haven't really seen anything interesting yet with the way, cause like when you're buying something. It takes time. It's like getting started in real estate. You build up that database of people that aren't interested. You build up a database and it does start happening. But there's not much at first. I don't think there's much changing hands. There is some changing hands. And I think it's kind of inside deals, like I know in Fort Lauderdale, there were some big deals like one sold for 80 million and then turned around and sold for 60 million. And then one that was like, whatever, 14 million and sold for 8 million and stuff like that. So I think there's some inside deals happening. But as far as just us running across deals, you're taking a deal where they're sitting on a 4.5% interest loan that's gonna expire in the next 12 to 18 months. They're wanting to sell it to you as if we're getting a 4.5% loan, but we're not. We're getting a 7% loan. And so the numbers don't work. And so I just think we're gonna see some, at least some kind of correction on multi-family. We're just being patient. So while I'm waiting on, and I know that's gonna happen. So while I'm being patient waiting on multi-family to come through, I'm just taking my own money and just buying single-family homes. Like I bought four of them here lately. Closed on one, three more under. Two of them are like a 1,700 square foot around the 250 range built in like 2,000. And then the other two are brand new construction, four bedrooms on a lake around the 325 range. So when I look at those deals, I'm like, man, you know, number one, I'm, the writing's on the wall with prices, you know, like supply and demand. It's just simple economics. So those houses. Can you explain that a little better, though the writing's on the wall? Yeah, as far as prices continue to go up. Okay. You know, we've got the largest, you know, we've got more 33 year olds than we've seen since the baby boomer generation, which was years and years and years and years ago, right? Hey, hey, hey, you didn't have to say years and years and years. When you were 33. But you said it three times. I don't know that that was necessary. Yeah, that was probably a little harsh. You're lucky I'm gonna forget. But as far as like the 33 year olds, it's been a good while. Like if you look at a birth rate chart, it's crazy because it dips down and then it comes back and spikes way up in 1990. So that's 33 years ago. And then it stays at that level for a decade and a half. That means that we've got so many first time home buyers and Yonda did a survey of millennials, which showed that 98% of millennials want to become home owners because they wanna build their equity instead of someone else's. And so we've got this generation that's now coming into the mid 30s and the average age of a first time home buyer is 33 to 36. So like these 33 year olds this year are gonna be 35 and 34 next year, 35, 36. And then you've got the next batch of 33, 34. There's so many of them. And we don't even realize the demand that we have. It's historic, the demand of people that wanna own homes. And we've got the lowest inventory. Right now, at this point in the year, we have lower inventory at this point than we've ever seen in history. It just went below 2022, which was already below 2021. If you go back to January, February, 2022 had a lower inventory than we have right this second. But for this moment in the year in May, we've never seen this low of inventory of homes for sale. So you've got record amount of 33 year olds. You've got existing homeowners who have felt trapped in their house way longer. Every day that goes by, it's just building more and more and more of these existing homeowners who are sitting on three and 4% interest who hate their house and want to move, but they just don't feel like they can. That demand is just continuing to brew. And then you have people moving from other countries. You've got people coming in from the Southern border. You've got people just moving to America. And it's gonna continue to put pressure on home prices. It's gonna put pressure on rents. When they come in, where are they gonna live? I mean, so when they rent somewhere, you can get a loan as someone not from the US, right? An immigrant or somebody that just isn't from here, you can buy houses here. There's no laws against that. So some of those people are gonna buy, and most of them are probably gonna rent. Well, the rent is gonna also cause prices to go up because it's gonna cause the shortage of rental properties, which makes rent go up, which makes the value of real estate go up because the income-producing property. So you've got immigrants, you've got millennials, and you've got existing homeowners who want to upgrade and have felt trapped. And now we've got inflation starting to get better, right? Little by little, little by little, but each report is a little bit better. It's like parts of the report are okay. Parts of the report are not so great, but each one is a little better than the last and definitely better than the year prior, the month from the month prior. For sure. So we'll see another great CPI report coming out in June and see where that lands, but that's gonna continue to put downward pressure. And I'm hoping that we see the debt-silling deal actually come together. I think it did. Well, it hasn't yet. They're actually voting on it tomorrow. Okay. Then the votes could last till Friday. Okay. And they actually have till Monday, June 5th, before the Treasury says that US is out of money. So we've got to get a deal done by then. And I mean, I'm not 100% on it. I mean, I feel great about it and it's like, how could they, you know, it seems like they would compromise no matter what just to save the fact that we might default. Right. But you never know with these kind of things and with politics and how everything kind of plays together. But the thing is, is they always end up doing it. Sometimes they, sometimes they drag their feet and there was a time 10 years ago where some bills didn't get paid. And then they upped it and it went through. So I have full confidence that they'll raise the debt-silling for one month in. I feel good about it as well. However, it's not 100% done. Agreed. And the fact is that the uncertainty of it is the reason why mortgage rates are at 7.1 right now because ever since May 10th, the closer we've gotten to this point 20 days later, the senior treasury has continued to increase and it's way higher than it was May 10th. And that's just based purely on the uncertainty of this debt-silling deal. As soon as it's cemented, right? As soon as it's cemented, we're gonna see senior treasury come down. We're gonna see 30 year fix come down. And then we're gonna have a CPI report. And so when mortgage rates ease down, we're gonna see this tsunami, bro, of 33 year olds, 34, 35, 36 year olds of existing homeowners who are like, okay, it's down to 6% or whatever it gets down to. We're gonna go ahead and eat it because we're just tired of this house and we need an extra bedroom or whatever. And people coming from other countries and stuff, we're just gonna see this massive wave. And guess what? There's no homes for sale, which means what for home prices, right? It's gonna go up. Now we're having a real estate crash. It's just a real estate crash of transactions as opposed to prices. I was looking at numbers earlier before we got on and between agents and brokers in California, we have about 320,000 brokers and agents in California. Guess how many houses we sold last year in California? 330,000. Yeah. It's, I do see a massive demand for houses, but I also see a lot of attrition with agents too, which is needed, I think. What are your thoughts? Yeah, we're seeing a negative year of year numbers for agents for the first time since the Great Recession. And that's just normal when you see a retraction of transactions the way that we have. You take the agents that weren't really willing to put the work in or whatever. You see them start to fall off. But this is the greatest opportunity for real estate agents to really grab market shares. People are pulling back in the market. If you lean in and build that database the way I'm telling you, as the market resurges, which is 100% gonna happen, it happens every time. This year we're probably gonna fall, they're showing that we're gonna fall somewhere in the 4.2 million range in terms of transactions. That is low. We had four million transactions in 2008 and that is low. That is an incredibly low number. But it will get back to five million. It will get back to, there will be a year that we see 5.5 and six million. Maybe it's five, six, seven, eight years out, but we will see these years where we see these massive amount of transactions. And if you've been the one building your database, not only closing deals today, getting a piece of those 4.2 million transactions this year, you're really gonna reap the benefits. And like I say, do nothing different in your business. And just the fact that the market increases transaction-wise and price-wise, your business absolutely explodes. And the fact that you're there now versus the people that are gonna be jumping into the game two, three years from now. That's what I'm saying. You've been developing these relationships with these property owners. You talked to them two years ago. They've been getting your weekly email versus a guy that comes in that's the first time they talk to them and they're interviewing you and they're interviewing him. Most of the time, no matter how much they like him, they feel obligated to you because you've been there and you've been communicating with them for two years now. And they know they can depend on you 100% versus the other guy they like him. But there's maybe a 1% chance they don't, that this guy doesn't do what he says. We know Ricky's gonna do what he says because he's been here for two years. So that's what I mean, man, by writing on the wall is that, and this is all cyclical with the agents leaving and transactions coming down and all this stuff. But what I'm saying is that, yes, we're having a crash in terms of transactions, but the lack of inventory and the amount of pent up demand is just unprecedented. And it's only a recipe for prices to continue to go up. Now, even if I buy these houses and prices don't go up, that's fine. I'm still making the return on whatever I paid for them today. And the punchline for me is, is that if rent increases just 2% a year, right? Which is a low number, just 2%, right? I mean, normally it's like three to five. I mean, if it goes up two to 3% a year for five years, not to mention 10 years, where rent will be in 10 years, at just a 2% increase a year, my return on these houses at the prices I'm paying for them today is ridiculous ROI. And then I look at what these houses will be worth in 10 years. It's just a no-brainer. I get depreciation, I get appreciation, it's paying itself off, and I'm getting cash flow and really great cash on cash return. And I've got about 30 doors. I've got duplexes, fourplexes, commercial, single family, condos. And like I say, I could double it tomorrow, but I just, I'm not... Yeah, you know what's funny? People do that door thing and they think that's the BLN doll, but just the fact that you said I can wait, you're more interested in cash flow and appreciation and things like that. This people, a lot of times people, because I've got about 40 doors and people think I've got 400, but it's like, no, I got 40 doors that throw off massive cash flow. And people think that that's the BLN doll. But I know people that have 1,000 doors and I make more money than them. You know, and I think the way you're doing it right now is so smart compared to the way most people, most people are still gathering doors. They're not gathering cash flow. They're not gathering future, you know. It's so wrong the way people go about it. I'm looking at the long-term and like I say, I'm keeping my eyes open for apartment complexes, but in the meantime, I'm just picking up these single family homes, I'm buying some older ones and buying some new ones and I'm just kind of be strategic and stuff. So when I do the apartment deals, I'm gonna go out and, you know, I'm gonna put my own money into these deals as well. You know, I'll put 50, 100,000 into these deals and I'm gonna go out and raise the money from other people that wanna throw in on these deals with me, right? And for me, it's like, we're all throwing on this together. I think a lot of syndicators are like, hey, come throw in on this deal. And the investor's like, well, okay, let's throw in on it together. And most of them are like, well, I'm not putting any of my money in there. It's like, well, you just told me how great of a deal this was, but you're not investing in it. And so when I look at some of these proformas on some of these multi-families and I'm seeing that, well, but when I see the proformas on some of the good ones and I'm seeing like 15 to 20% internal rate of return, I'm like, damn, I want my money. I wanna make 15% a year on my money. Not only do I wanna go out here and be part of the GP, hell, I'll be part of the LP too. I love, I love 15% return on my money. Let me put 50, 100,000 into this deal. That's how much I believe it, believe in it. And then when I go to an investor, I'm like, hey, throwing this deal with me. Don't throw it on this great deal I found and let me get some free equity because you're paying for it. Let's throw in on it together, you know? And that's how I'm gonna do those deals is I'm gonna throw my own money in. If it's not good enough where I'm like, oh, shit, let me throw my money in, then I don't feel like it's gonna be good enough for me to go out and sell it to other investors. You know what I mean? Totally, totally. So another thing too is, and I'd like your input on this. So I make pretty good money on my rentals, but honestly, I gather rentals right now because I'm not retired yet, but mostly the reason I have rentals is to offset taxes. And the cash flow is great, don't get me wrong, but the savings from my other businesses, the other ways that I make money with flipping and all the other things that I do, it offsets that income so much. If I didn't own real estate, I would be getting annihilated and buy taxes. Do you kind of look at it the same way too? I don't touch my rental income at this point really. I don't live off of that, so. Yeah, exactly, man. As far as using real estate, it's kind of the shelter, the tech shelter or whatever. It's massive, man. It's massive depreciation. I think that's one of the underserved parts of the real estate. Well, that's what I mean when I say depreciation. That's what I mean when I say depreciation. You know, there's the four avenues of wealth, I guess, wealth building with real estate. There's the cash flow, the cash on cash return. There's the appreciation, whatever the price of the property goes up to. There's the debt buy down where every month, you're making a couple hundred a month, a thousand a month, 1500 a month, whatever it is, and then the rest of that rent goes towards your mortgage where a piece of that is actually principal that's getting paid down for you automatically at a thin air, then you've got the depreciation. And depreciation's where a lot of magic can happen because especially if you get a big building and you're able to call Sagitt, now where somebody gives, like an engineer gives a document to your CPA and says, hey, they bought this property for two million bucks, the land's worth 200,000, so the building's worth 1.8. These guys can write off 20 or 25% of that 1.8. So you take 20%, that's 320,000, 320,000, say you did, say you own half of it. So that's 180,000 that literally you wrote off that year for nothing. So if you made 180,000 taxable income, you don't owe any taxes or say you make 250 taxable income, you're only paying taxes on 70,000 instead of 250, right? So that's really, really big. It's harder to do call Sag on single family. Yeah, nearly impossible. Yeah, you don't really do, you just do the regular depreciation 3% a year, whatever for 27 years. So I'm not really getting those big benefits right now with all my little properties, but when we do the big multifamily deals, then we will be getting those huge tax incentives. I do get plenty of tax incentives with and tax write-offs with all my rental properties, of course, you don't have to call Sag stuff. Yeah, cost Sag is great. One thing I like about cost segregation is that you can sell a property without 1031 exchanging it. And yes, you've got a gain, but if you go out and buy something later that year and cost Sag it gives you more time, gives you more time to find the right property. I think a lot of people, I've sold properties, like I sold a 16-unit a couple of years ago and this guy just had to get something. And I don't think this was the right property for him. I didn't deal with him, I had an agent. But he just had to get into something. And I see so many people doing that when they sell something. It's like, oh, I'm in a 1031 exchange and it's like, yeah, that's great if you can find the right property. But a lot of people end up buying the wrong properties because they're under that pressure. So cost segregation helps with that. Yeah, yeah, totally agree. I'm fixing to do a 1031 right now. I've got a condo about for 68 and it's worth about two. And I got it in 2011 and rent it out for like, I can rent it out for like 1,000, 1,100, but the condo fees are like 4,500. Then there's a yearly assessment for a couple grand. Then they want to charge me 750 a year because I'm a non-owner occupant. It's a rental unit. And then they want to do a background check on my renter and approve the renter. It's just like when I got first got into place in 2011, it was great. It was just like my place, but now the HOA has become so regulated and restricted and so many rules and stuff. I'm like, I plan on keeping that forever. Honestly, that was the first property of all when I came back from losing everything and I lived there for like a year and then I bought another place and moved in there and I rented this one out. I've kept it ever since. It's kind of sentimental. I was actually gonna keep it forever is what I was thinking, but it doesn't make me any money. Like after I pay everything, it's paid off and I still really don't make anything on it. I'm like, I'm gonna take that 200, I'm gonna 1031 it into a single family home for like 3, 350 and Foley and owe like 100, 150 on it and cash flow the hell out of it. Well, you know, it's came on all the taxes. Well, plus 1031ing from a single family home to a single family home, there's a lot of those out there, right? But, you know, you're trying to find a 16 at 20 unit. You're trying to find something that, you know, the equivalent of, you know, three or $4 million or $2 million, whatever it is, those properties are further, far between, farther, far, further, you know what I'm saying. Well, yeah, yeah, I know what I can mean. Oh, definitely, definitely. And then you really get into a bind, especially if you have a big tax implication, if you don't do it within the specified time. Oh yeah, my deal will be easy, dude. I mean, there's plenty of houses. I mean, not a whole lot, but I mean, there's, I can easily find a house for, you probably know a guy that knows somebody, right? Yeah, I know a couple of people, yeah. Probably so. So when you get down towards the end of your career, which probably will never end, what do you wanna have as far as cash flow with your rental properties? Cause that's, I know that's a hard question to answer, but everybody dreams about a number in their head. What's Ricky's magic number as far as, you know, I want this much money come in and when I decide I'm gonna pull the plug. Not saying that you're gonna ever pull a plug cause you probably won't, but. I never thought about that. Like I definitely thought about cash flow and the day that I could just hang it up for sure. But I never really thought about the rental property, bringing the cash flow. For the rental properties, for me, the cash flow is great. Like for real estate, it's more of a, you know, I'll wake up one day and I'll have, you know, a hundred million worth of real estate or something like that, right? More so than this is how much I make every month. It's like, I've got, you know, I own a piece of, you know, several hundred million dollars worth of real estate, you know, that's kind of the way that I look at the real estate portfolio and then whatever income that generates to me, I'm like you, I don't know if I'd ever even touch that rental income. I don't touch any of my rental income. I just goes into the account and then I use it to fix up properties. You know, when a runner moves out, I paint the place or whatever. I don't touch that money. Well, we don't need to, we don't need to because we're making so much from the tax savings, if that makes sense, you know, to people out there. It's really is a tax move owning the rental properties more than anything else. Yeah, yeah, for the income, for me, it's like brokerage, mortgage, you know, those kind of areas for me, you know, I'm sure that as I move forward and I do acquire a lot more properties and I've syndicated deals and I've got, you know, a hundred doors on my own plus, you know, a thousand, you know, around, you know, other, and I'm making a substantial amount every month from the rental properties and I'll probably think, you know, okay, you know, this is something, but I'm just doing it to build the empire, you know what I mean, right now. Let's look, you mentioned the mortgage thing a couple of times. So you're doing mortgages now or you're working with somebody. What states are you able to work in right now? Pretty much any state. We did a deal with a company that I can't say right now, but we were in all 50 states. We partnered with a team at the company that's all over the east side of the country that already has all the infrastructure. These guys did several billion in 2021, just a team across seven states and of course that was, you know, that was less than 50% last year with, you know, the, what happened with mortgage rates and everything but this, we have the infrastructure to do billions of dollars in loan originations and the infrastructure's there. I mean, these guys have already done it and we're, I mean, they're our partners and so we're just building this pipeline and we're like, I mean, if we just get to a bill which is our goal for the next three years to build it up to a billion. I mean, at that point, I'll have more money than I even like just, just that is more money than I ever want, you know, but our goal over the next 10 years is to build it up to 10 billion a year in loan origination volume but we're more focused right now on Florida, Georgia, Alabama, you know, North Carolina is Virginia, North Carolina, you know, kind of around here. I've got an agent in Oklahoma I'm talking to and Texas, we're big in Texas, we got a lot of, you know, stuff going on in Texas. So yeah, it was very early, we were three years in, in terms of building it to the point where we get launch and work in the deal. We just did a staff launch, you know, in the past three months and we're just kind of taking all our contacts and just trying to build the foundation from that right now. And then as we, you know, build it out and get some momentum, you know, then we may do more of a public launch and stuff but it's really cool. We're partnering with like independent brokers big team leaders, big mega single agents, you know, who want to make money on mortgages. And so we're just sitting down and showing them our business model, how we can help them do that, working together, it's really cool. Well, I remember having this conversation with you probably two years ago and maybe, yeah, it was probably two years ago. And I love the fact that you take the time to build these things. So many people have an idea and it's like, yes, let's drop it tomorrow. You know, and it runs rough and it doesn't work and it's a failure. And I like the way you do things because you've taken your time to build every aspect of your business, which is so smart. This has been, this is a very solid situation and it's because we took our time but thank God we didn't dive in, you know, in 2021 because we would have got sucked into that entire refi boom and then we would have got our assets handed to us the next year and it would have been our first year and would have been like, oh my gosh, but now that we're kind of starting after the dust has settled from all this interest rate movement, now we're in the best business impossible because we're literally at the bottom and we're able to kind of just build it from the ground up as the market continues to get better, you know. Listen, outside of a world war or another pandemic or some kind of unforeseen thing that can shock the market and do some weird stuff, you know, these guys that predict, you know, the crash and all this stuff, you can't predict a true crash. A true crash is a true crash because it called everybody off guard. You know, it shocked everybody, it surprised you and that's what caused the crash and the panic and all the stuff that happens when a true crash happens. You know, these guys that, you know, predict the crash, you can't predict the crash and all the data, right? We're up price-wise over the last 90 days. Every market I look at is up price-wise over the last 90 days and most markets are up since January 1st, like big time and we're fixing to go positive year over year. Prices, you know, maybe in June, the way that the curve is happening but I've been calling for July to be the month that we go positive year over year price-wise and the guys that call for crashes, it's like all the data points to that not happening for real estate, right? You know, like, you know, predicting like recessions and negative GDP and unemployment and stuff. It's like, okay, whatever, that's kind of outside my realm as far as really understanding how you can predict that but real estate, you know, these guys that predict real estate crashes, it's like the writing's on the wall. Yeah, we're having less transactions if that's what you're talking about, then bravo, we're there. But in terms of like prices and the supply and demand and stuff like that, you know. Well, do you think that the, you know, all of these commercial loans that are coming due, you know, they're gonna get all have to recast and I know there's already like really, really big high rises in LA that are going under. They've already filed for bankruptcy, gone into foreclosure. That's very quiet. Not a lot of people talking about it yet, but do you think that's going to affect the housing market? No, it's two completely different markets and it might even help the housing market because as those buildings and stuff go under, if there's any kind of displacement of the renters to other areas, they may turn into buyers theirself or they're gonna have to go somewhere, you know. And if they're gonna rent somewhere, that's gonna make prices. If we're taking that off the market, even temporarily, it's gonna cause a, that's gonna be upward pressure for the housing market for, you know, the sales market, the existing home sales. Now, that's just too, those are just cold calculated number business transactions versus this is emotional, I need a place to live, you know, kind of deal. There's so much demand, right? Even if, I mean, you know, I'd love to hear a scenario from you or anybody of how this supply and demand issue is gonna work itself out in a manner that causes prices to do anything, but at least stay stable or go up. It's gonna have to be something dramatic. I mean, is this together? Yeah, I can give you a scenario. It would be during the recession, yes, we had a lot of inventory. There was a lot of new houses there, but that thing where everybody started bunking up together because that was a super, the really big thing, right at that time where people would start, you know, multiple families living in the same home. And that was obviously due to the circumstances and it all leveled off, you know, three or four years later started to. So I could see something like that happening, but it would have to be something catastrophic. And I believe in the domino effect in the real estate market, I know a lot of times something that affects the real estate market you wouldn't think would be related. I happen to think that the commercial problems that we're going to be dealing with here shortly, here in the next 12 to 18 months, I believe that could have something to do with it. I don't know yet what it'll be, but you mentioned that too, there's gonna be businesses closing down, there's going to be things, people moving, but the people aren't gonna go anywhere. Well, they're gonna go from place to place. There will still be demand, but I did see a lot of that people moving in together during that time. And that did deflate the rental market in a lot of areas for a while. But that was a huge, huge thing that happened. I don't see anything huge happening right now. There's some weird things out there going on. That's what I'm saying. Like some unforeseen thing, that's what I'm saying about all the Crash Brothers out there. What's gonna bring the market down is something we don't, I mean, if there's gonna be something crazy, it's like a world war, another pandemic, like something of that nature that comes out of nowhere, surprises everyone and puts everybody in a state of panic. And then now we're looking at some serious problems economically temporarily, right? Even those, for real estate agents, it's like in those moments, if prices go down, 20, 30, 40, 50%, it's incredibly easy to sell property during that time. I was in 2008 and it was just the easiest time in the world. There was no real estate agents and everything was half off. It was just like, you know, walking in Disney for a kid. It was just like- Hey, that's what I started buying properties. Yeah, it was just like- My net worth is amazing right now due to that fact. You know, I didn't know what I was doing, but I must have done something right because it looks pretty good now. Right, exactly. So as far as the bunking up together and everything, I mean, that would become a mess because people aren't gonna wanna live like that very long and then that would cause this massive rush of people who, you know. But even- There goes Lucy. Even when you look at people bunking together, I still think that we're still at a shortage of like rental units, homes, and also you're in California where it's a totally different world, right? Like think about the fact that like in California, they're moving out of there and where are they coming? They're coming straight to me. Florida, you know, Alabama Gulf Coast, like we're getting- That's not happy news for me. But that's what's happening, right? And that's why you see a lot of these buildings over there that are kind of like suffering a little bit. It's a different world over there because, you know, the migration from Cali to Florida has been crazy since the pandemic. And so like if you were here, like you have a whole different perspective than I do because I'm over here like, dude, everything's jumping. Like everything's like, they're flying off the shelf and stuff and you probably have a different perspective although it's still probably great. It's just different, you know what I mean? Yeah, so I think our migration issues, we have people that are moving here from out of state that have a lot of money. We have people leaving here that some that do have money but most of them are leaving to go someplace cheaper, right, they're gonna go to Alabama, they're gonna go to Florida where instead of paying, you know, a million dollars for a two bedroom, one bath house in a not so great area, they're gonna go to those areas where they can pay 250 for the same house or 200 and live in a decent area. That's our big issue here. That is definitely a big issue here. Yeah. Yeah, we're seeing it. Yeah, so I think that's gonna keep happening for a while though. All right, so so much information today. How do we get ahold of you if we want to? And what you mentioned EXP earlier, is there, we're both in EXP. In fact, that's how you and I met and became friends. But what is that all about? Now, a lot of people, you know, I've heard that I guess prior to meeting you, a lot of people had come to me about that and I just kind of pushed it off. But what's the mystique around EXP? I think it's, for me, it was several things. The biggest thing was it's the same thing as buying a house or renting a house, all right? You know, you can be at a brokerage and pay all the fees in and getting nothing out, building someone else's equity, just like renting a house. Or you can be at a company that you are paying fees in, you know, AKA your mortgage payment on a house, but you're gaining equity, right? And you're building your own equity versus someone else's. So like, for example, I've paid in about 60 to 65,000 since I've been there for three years and I've got right now 117,000 worth of equity in the company that they gave me. They gave it to me, when they gave it to me, it was about 55,000 worth that they've given to me little by little and it's appreciated to 117,000. So I've paid in around 60, 65 and I've got 17, 117 worth of equity that they gave me. And there's no telling what that 117 is worth in 10 years. You know, just purely, I mean, even if you just say just purely on just inflation and what it's worth, not to mention the fact the company is just growing by leaps and bounds. Now is that stock options or what is that? Well, it's half and half. So they give you stock options, which matures with either one, two or three years. But out of 117, I could cash out 60 of it right now. And the other, you know, the other 60 basically is, it'll mature anytime in the next year, two years, whatever. I could cash out right now, but why would I? So for me, like if you're doing 30 deals a year, you know, you're gonna pay about 23,000 to be there, but you're gonna get 16,000 worth of equity in the company. So you're gonna pay about 6,800 bucks per year with monthly fees and all the fees and everything to be somewhere. And so that 6,800 bucks net, net number, that doesn't count any future appreciation of the equity they give you. So like in my example, you know, I've made more than double in equity what I've paid into the company. So that's what it is, man. For me is that it's a place where agents can build their own equity instead of someone else's. They can collaborate with any agent they want. They can connect with any agent they want at EXP and join their group. And then from the broker owner perspective, like right now I'm going after the higher producers who can come in and automatically have enough volume to get all that stock, but also who would have become the future broker owners like Remax Franchise owners and Kellewoods Franchise owners if EXP didn't exist. Whereas if I can bring them into the company when they're at a eight, 10, 20, $30 million producer, help them continue to develop their career through coaching them one-on-one and stuff like that. And then kind of just developing that relationship until the day where they're like, okay, I want to transition from sales into having my own brokerage. Well, they can do that right here. They can expand into any market they want to. They don't handle any ENO, any broker responsibilities, any compliance, checking contracts for anything. Nothing, you don't deal with anything. That's another thing too. You can have a satellite office, a branch office like I have. You can have, I got 1,000 agents around the world, most in the U.S. And I don't have any expenses, no liability, no broker responsibilities. And I can help these agents grow. And then when they decide they want to branch off to develop their own brokerage later on in their career, then we're actually partners on that brokerage that they can expand into any market for free. So that's kind of the mystique around it is build your own equity instead of someone else's. Let me help you develop your sales volume to the level that you want. Continue on that path as long as you want. If you ever decide you want to branch out and build your own company, build your own brokerage or whatever, you don't have to do a franchise of one of these big names. You can literally do it right there on the platform that they created for us to do that. So they've got something for everybody. New agents, mega single agents, team leaders, broker owners. Yeah, no, it's pretty amazing. I think I remember our talk two, three years ago and that was pretty much a no-brainer for me. Especially with what I do. I represent myself a lot. I represent a few clients every year now. I used to represent a lot of investors. Not that so much anymore now, but yeah. So it was a great move for me and yeah, I've done really well there, so yeah. It's gonna become the home of the top producer, right? Cause we've got so many top producers that have come over and the top producers just don't leave because they're building equity, you know? They're building equity and they're building their organization. They just don't leave. The people that leave are the newer agents, the struggling agents, you know, those are the agents that leave. They're leaving the business altogether for the most part. But yeah. Or they leave because another broker will come to them and say, well, I'll take you under my wing and I'll teach you. Of course they don't. No one does that, but. Yeah, I mean, it's crazy because agents feel like the brokerage has anything to do with their success. Like, oh, if I go to this brokerage, then I'm just gonna crush it or if I go to this big name, it's just gonna be, it's just gonna be everything and it's not always. Or if I join that team, just if I can get on Ryan Surham's team. Doesn't mean anything, doesn't mean anything. Doesn't mean a thing. Not a whole lot, you know, in every situation is different. There's probably some situations that do work out based on who you're around. Who you're around doesn't mean a lot. But, you know, the brokerage itself and everything is, you know, it just doesn't, it's not gonna be the thing that pushes you over the top. You're gonna be the thing that pushes you over the top. So, yeah, it's funny how they, you know, they'll go to like five different brokerages, blaming each brokerage, right? And it's like, at some point, you gotta realize, wait a minute, you know, there's a common denominator here. Yeah, yeah, yeah. It's you. Yeah. You're not doing what you need to do to succeed, you know, nobody's gonna hand this to you. You gotta go out there, go out there and get it. So. Totally, totally. I agree. I agree. Well, buddy, thank you so much for coming on. And if anybody wants to get a hold of you or talk to you, how do they do that? I believe you're on social media somewhere, right? Yeah, best way is Instagram. I'm still answering all those messages there. As am I. If anybody has anything for me. Yeah, if anything has anything for me, that's the best place to get me there. I've got everything in the link in my bio. You can invest with me. Okay. You know, my scripts, my free coaching, you know, whatever I have going on, events. I'm traveling. So let's see what I have on my, I'm going to Lexington next week. I got Houston. I'm going to Vegas three times this year. What are we doing in Vegas? What are we gonna do in Vegas? Yeah, man. We'll see. Four hour drive. Okay. I've got wealth con coming, which is the same event that I was in Hollywood for. And then I'm going back at the end of July to do a workshop. It's going to be a one day workshop for real estate agents. Cool. Then I'm going back for EXP con in October. So I want to be, I'm going to be there three different times throughout the rest of the year. But yeah, Lexington, Houston, Vegas, Sacramento, Sarasota, Miami, South Africa. Wow. Crazy. Yeah. Yeah. Doing some traveling. So, but I enjoy doing it. I take my family everywhere. My daughter goes on stage with me and it's been a cool experience. Really cool. No, it's been fun watching you grow. I've been getting a kick out of it. That's amazing. It's amazing. Well, I'll hopefully see you here in the next couple of months when you're in Sacramento, let me know. Yeah. We'll do, man. Yeah. Enjoy the combo. I appreciate you being on. Have a good night. Good day and see you later. Peace, bro. Bye.