 What is up everybody? You guys aren't gonna believe this one at all, not a chance. Today we have Emily Wood with us out in LA and let's see, get my volume and everything. Give me a thumbs up if you guys can hear me okay and the volume is working good and everything. Emily, how are you doing? Very well, how are you? Good, good. You guys give us a thumbs up if you can hear me and Emily very good, nice and clear. And so get this guys, not gonna believe this one. Emily hit me up on LinkedIn or I might've hit her up. We hit, you know, we went back and forth and she said she wanted to make live calls with me and I'm like, cool, let's set it up. So we set it up and kind of chat with her a little bit to kind of get a feel for what's going on but I had no earthly clue that we're dealing with someone who has never made a cold call in their life. Emily has not made a senior cold call in her entire loft. So she did sell 49 properties last year though, okay. She did that with Purple Brick, okay. You guys all know what Purple Brick is and she made the move to Douglas, how do you say it? Alamon. Yeah, Douglas Alamon. And I'm guessing you did that because Purple Brick was just a non-relationship oriented company or something like that. It was a big volume play. So everything was transaction based. Just really you had to take as many listings as you could because it's a flat fee and the commissions are so cut back that we needed to take every listing we could get and it really hurt our opportunity to build any kind of relationship. Right, right. Okay, so you're gonna call, you sold something, right? In a neighborhood you're gonna call owners in that neighborhood. I'll be calling Holly Glen and Hawthorne. And what, tell me about the sale that you made in there. So on average in Hawthorne, the homes are selling around 890. My property was significantly larger but we sold for 1.35, which is the highest recorded single family residence. Nice, nice. Okay, so let's do this. I wanna go, I wanna role play with you real quick because I wanna hear what, you know, never made a call before. So let's see how this is. I'm the homeowner, okay? Okay, so ring, ring, ring hello. Hi, Mr. Cruz. Yeah. Hi, this is Emily with Douglas Alamon Manhattan Beach. How's it going? Doing good, how about you? Very good, thank you. I'm so happy the sun finally broke through this June gloom. Are you ready for the summer heat? For sure, for sure. Not really, not really, you know. No, why not? It gets too hot. But we're at the beach, so you can always jump in the ocean. And I really don't wanna take up too much of your time, but I just wanted to let you know I recently sold a home down the street from you and I was wondering if there was anything in the world I could do for you. Not at the moment. I understand. Well, if you were to do something in the near future, do you have an agent that you'd be working with? Negative. Awesome, well, if it's okay with you, I'd love to keep in touch. Would that be okay? Sure. Awesome, may I find out an email for you? Okay, cool, so that was really good. I think maybe it's your first time making calls, so it's crazy. Like as you start making the calls, you'll start to read people on the phone and you'll start to get the flow of the conversations because sometimes you'll talk faster than other times, right? So you'll speed it up here and there. And I think you did good though. You hit the transitions. I think towards the end, you need to say that you're sure at some point they're gonna buy or sell and you'd love the opportunity to stay in touch with them and the opportunity to work with them in that day comes. But yeah, I mean, that was beautiful. Okay, let's make some calls. Okay. That's been forwarded to an automated voice messaging system. I have two numbers for this one. Okay. Should I try the first one again and then leave a voicemail? Yeah, I mean, my thing is to always leave a voicemail because I look at it as like a branding opportunity where they hear my name and stuff and then they see what's going on. We'll call and then forward it to an automated voice messaging system. Report your message. When you finish recording, you may hang up or press one for more options. To leave a callback number, press five. Hi, KDN. This is Emily Wood with Douglas Elman, Manhattan Beach. If you could please give me a ring back when you have a chance. I'd really appreciate it. My number is 310-686-3417. Speak to you soon. I thought that was gonna be Jason Hill. Oh. Wrong number or something? Yeah, that's okay. For sure. Hi, Mr. Furpo. This is Emily with Douglas Elman. How's it going? Douglas Elman in Manhattan Beach. Well, I was just calling to see how everything was going. I recently sold a home in your neighborhood and was just calling to see if I could do anything in the world for you. That's not worth it. Okay, I understand. If you were to be in the future selling or buying a property, do you have an agent that you would be working with? Okay, great. Well, I'm sure you're in good hands and I wish you all the luck. What should I have done there? Nothing, that was really good. I think, okay, like when people answer, like you have to be pretty much, you have to be reading and listening immediately and trying to like figure out and mold into and go with the flow of that conversation really quickly. Like for a first time caller, like you're doing amazing. Like I don't know what to say about all that, but like just to be critical, like you should have, when there was a little bit of confusion there, you should have went straight for, hey, look, I don't want to take it too much of your time. When you feel like somebody is kind of like annoyed just a little bit, then it's time to pick up the pace and respect their time and then just go right into, I don't want to take it too much of your time. Now, here's something I want to say, when they say they don't want to do anything, okay? You should jump right into, I got you. Well, is there an agent you would work with if you were to do something? Okay. You kind of fumbled right there and then that little fumble and like it's your first call. Like, I don't know like, but like that little fumble is something you need to work on. It's the transition points. The two transitions are, I don't want to take it too much of your time. You got to be ready to stick that in there to make it keep the conversation flowing in a good momentum. And then when they say they're not interested, we got to stick it in there. Well, look, is there an agent you would work with if you were to do something? You know, so just those two things, but no, did great. Let's do another one. Way to make it go to voicemail. Like while it's ringing. Uh-huh. 55 seconds. Should I move on? Yeah, I'll let it ring one more time. See if it's, see if something's not gonna happen. Yeah, time to move on. You hate the ringing part, don't you? I do. That's the most exciting part for me. The will they won't they? I love the part where Hi, this is Emily with Douglas Ellman. I was looking for Michael DeMora. Yes, that's correct. Yes, it's 310-686-3417. Yes, it's Emily at Wood Roberto. So it's W. W-O-O-D-R-O-B-E-R-T-O dot com. Okay, thank you. Can I call you to register? No, I just wanted to speak with him about some real estate transactions in his neighborhood. You can just say real estate. Yes, thank you. Has this ever happened to you? All the time. A lady that was way more nervous than you, so don't worry. Oh, I can't hear you. All right. Awesome, that sounds great. Thank you so much. Yes, thanks, YouTube. Bye-bye. Okay. You said you can't hear me. I can't hear you. At all? Can everybody else hear me? Now I kind of hear you. Okay, kind of hear me. Dude, it's all gonna come from you making thousands and thousands of calls. You know what I mean? But I can tell you right now, based on your first couple calls, that you're gonna be a straight animal with this and do very, very well, make lots of sales and create a really huge real estate business and all that stuff. If you make the calls for the next three to five years, you know what I mean? And do it consistently. So I mean, that's what it's all gonna come down to. So let's do some more. Okay. I love it. Hi, this is Emily Wood with Douglas Elman. How's it going today? Douglas Elman in Manhattan Beach. How are you doing today? I was just calling to see if there was anything in the world I could do for you right now. I recently sold a property in your neighborhood and wanted to see how I could help you. Well, congratulations. I hope you've moved someplace really fun. Thanks so much. Okay, cool. What you, is somebody on the phone? Can't really hear you. Okay, cool. Can you hear me? Something's going on with your, something's going on with your, on your end, like. Okay. People are hearing me fine. Looks like. Can you not hear me? I can kind of, yeah, I can hear you, but you're turned all the way up. That's weird. So anyway, like the bottom line is, is that you have to get this transition down right here. Okay, listen to me. When the awkward time and the call comes in the beginning. Okay, you get on the, the object is to get on the phone, talk, and then like look for that awkward moment. Okay, which you've had a couple of times here. And then you're like, well, I was just calling because, you have to stick what I'm saying. As soon as the awkward time comes, you say, I got you, well, look, I don't want to take it too much of your time. You have to say, I don't want to take it too much of your time. Like that should be the first thing out of your mouth. I don't want to take it too much of your time, but I sold a house and I was just calling to see if there's anything I can do for you. Also the Douglas element, element, whatever it is, you should say real estate behind it because people are like, every single time you said it, people are like, what's that? So you should say, Emily, Douglas, real estate in whatever beach, maybe something like that. How are you doing? And then, you know what I'm saying? And then like look for that awkward moment. They're like, oh, what? And you're like, well, look, I don't want to take it too much of your time, but I sold a house in your neighborhood. I was just calling to see if there's anything I can do for you today. Be very authoritative, you know what I mean? Like you sold a house, you know what I'm saying? Like own that, like that's your thing, like you sold it, what can I do for you? You know what I'm saying? So people want to confident, like they want to hear, they want to feel the confidence coming out of you. See what I mean? Okay, but I'll work through to stick this. I don't want to take it too much of your time. The next time the awkward point comes in the call, let's work on just that. The call, I don't want to take it too much of your time and then go into what you need to say. Okay. Let's see how that goes. Unavailable to take your call. You hang out. I'll message you. I see what you're talking about. Oh no, I didn't know it was a voicemail, go. Did you leave one? There was no tone. Oh, okay. Okay. Hi, Ms. Ramos. Excuse me, Ms. Ramos. Hello, Ms. Ramos, can you hear me? Call back right next. Call her back. You're supposed to, hello, Ms. Ramos. Hello, Ms. Ramos, can you hear me? This is Emily. This is supposed to be Jose, anyway. Jose? Okay. Hi, Ms. Gomez. Is this Ms. Gomez? I'm sorry, is this Ms. Gomez? Oh, I'm so sorry. This is Emily Wood with Douglas Ellman Real Estate in Manhattan Beach. Okay. It's Emily Wood with Douglas Ellman Real Estate in Manhattan Beach. Do you have another number that I could call you on that's maybe easier to hear? Is this Mr. Gomez? I'm Mr. Gomez, Michael Gomez. Oh, I'm so sorry. Do you live in Holly Glen? Oh, wow. I hope you're staying warm actually. I think it might be nicer there than California. But I'm so sorry for bothering you. I hope you're having a great day. Connecticut? They were in a whole different area. Connecticut. Okay. Cool. This is awesome. Like this is literally it. Like we're doing it. This is how empires are built right here. This is it. Like the grind, doing it, all the wrong numbers, all the weird people, and then boom, you get clients. You know what I'm saying? Like this is it. We're doing all the right things here. How many numbers do you have? Too many. Hi, Mr. Ashby. I'm calling 603-760-2302. I'm so sorry. My name is Emily Wood. I work with Douglas Elliman Real Estate in Manhattan Beach. I don't want to take up any more of your time. I appreciate you taking my call. I'll speak with you. Bye. I'm now nervous. I'm calling the wrong state. You what? I'm now a concern. I'm calling the wrong state. Don't worry. Gotta keep going. Hey, when you say, hey, this is Emily Wood at Douglas Elliman Real Estate, and then you just kind of wait for them to say something, everything should be like a statement and then a question, you know? Like you said, Emily Wood, Douglas Elliman Real Estate, and then you just wait for them to say anything, but right behind that should be how are you doing today? You know what I mean? And then like when you do the weather thing, it's like, hey, it's nice outside. You know, I'm enjoying the day. Isn't it gorgeous? Like you do a statement and then a question because then the, you know what I mean? Like that's what makes the conversation flow is that you're asking them for something and then they're giving you a response. Absolutely. Hi, Ms. Gray. How's it going? This is Emily Wood with Douglas Elliman. I just wanted to see how it goes, I think. Emily Wood with Douglas Elliman Real Estate in Manhattan Beach. How's it going today? Awesome. Oh, do you love the suns coming out? I'm sorry. I totally don't wanna take up too much of your time, but I recently sold a property in your neighborhood and I was just seeing if there was anything in the world I could contribute to that. Yeah. There or really anywhere, I just would love to be able to help you. It's going out. You have it. Burn it out. Remember to sell it. Oh, never going to sell? I don't blame you. It's an amazing neighborhood. Well, if you do look to sell or buy anything in the future, do you have an agent that you'd be working with? Yeah, we do. We have some employees that have our other employees. Okay. Well, would you be interested in staying in contact just in case you did in the future wanna sell? Family home. We don't have to sell. Okay. Well, thank you so much for your time. Have a great day. Should I press that further? I think beautiful. I think just freaking amazing and just perfect. Like I don't, like what do you say? Like it's unlimited. You can't call all the owners. So like every single call is practice for the next one and then the next one and then the next one. I mean, you just keep going. You're gonna call thousands of thousands of people. You're gonna get hundreds and hundreds of clients. Like my mind's blown right now of how well you're doing. So just keep going. Okay. Mr. McDonnell. Mr. McDonnell. I am so sorry. I will take you off this list. What are the chances? That is crazy. That is insane. Oh gosh. And the next one too is the same number. That one. What, why is this number on all so many of these properties? I don't know. So I use offers.com for my leads and then I've mostly qualified the leads but some of them are newer. So I didn't have a chance to go in and check idle. Yeah. I mean, don't have time to do all that. Like we just need to make calls. And sometimes they're like, no, I've never used offers.com. That's what I've never used before. I use red X and like it's been fire for me as far as data. So, but it does sound like that you've gotten a couple of real, the right numbers, right? Okay. Let's just take inventory real quick. Like you've made six, seven calls, eight calls. Yes. You've talked to two property owners I think, right? They were the right people. I'm sorry, I'm trying to hear you. You've talked to two, two property owners or three? Three. Well, two. Two, yeah. I think you talked to two that were actually the right owner of the property you're calling. So that's actually really, really, really good percentages. Like if you call seven or eight and you talk to two people, that's really good. I mean, you got the bad numbers and you got the disconnect ones and all that. You even left a voicemail or two. So that means that those could potentially have been the right numbers too. Now they heard your name and everything. Like you don't understand how big of a step you're taking here by doing this. You know what I mean? And making these calls and trying to interact with these people. These people are in your market. They're gonna buy and sell in the future. And you're like making an effort to create rapport with them right now. I mean, there's nothing better than this. Do you know of anything that you think might work better than what we're doing? Maybe just in this neighborhood door knocking because a lot of people are on the do not call list. Yeah. At the end of the day, door knocking is the same thing. You're targeting a neighborhood and you're trying to talk voice to voice with them to build rapport for when they decide when they wanna buy or sell. You know, really when you really boil it all the way down that's the same thing. You know what I mean? It's just face to face instead of over the phone. So. Well, thank you so much for suffering through this with me. I don't know if you think this is done or not but I think we should make five or six more calls. Okay. Yeah. Like we're not done. I wanna hear a really good one. Hi, Mr. Mayeda. How's it going today? This is Emily Wood with Douglas Element Real Estate in Manhattan Beach. Awesome. Well, I don't wanna take up too much of your time but I wanted to let you know that I recently sold a property in your neighborhood and I just wanted to see if there's anything in the world I could do for you today. Well, I don't blame you. It's an awesome neighborhood but if you were in the future to possibly do something by yourself, do you have an agent that you would be working with? Oh, who is it? I might know them. I completely understand. I'm sure you guys are in great hands. Well, thanks so much for taking my call. I hope you have a great day. That was incredible. Girl, you've come so far from like the first couple of calls to like that call was pretty fire the way you transitioned. Okay, I think that too, I think something else and I'm just like pointing out stuff, okay? And like, I think maybe you should go back and watch this video afterwards, you know? And kind of like maybe even take some notes and stuff but like, I think you should say I recently sold a house in your neighborhood, not a property, you know what I mean? Yeah. Or I recently sold a home in your neighborhood, you know? Like those little play of words really mean a lot because a lot of people are really attached to their house emotionally. And if you call it like a property then they may think that you're kind of, you know, insinuating that it's just a property instead of like a home where people live, you know what I mean? Absolutely. I didn't even realize I said that. So thank you for pointing it out. Yeah, I'm just, you've said it every time and I've just been kind of, I don't want to like, like, grill you. I like how you're making the next call. Hi. Not that one. Hi, this is Emily Wood with Douglas Elmond Real Estate. How's it going? Emily Wood with Douglas Elmond Real Estate. I really don't want to take up too much of your time but I recently sold a home in your neighborhood and I wanted to see if there's anything in the world I could do for you. Okay, awesome. Well, I'm sure in the future you will be looking to do something. Do you have an agent that you'd be working with? Okay. Well, I'm sure you're in great hands and I hope you have a fabulous day. Thank you. Bye-bye. That was good. That was good. That was really good. Do you feel like you're going to continue making these calls and like time block and like really like, do you like this? Are you having fun? Tell me what's going on in your head. It's not as bad as I thought it was going to be. Yeah. And I have recently developed a business plan that does time block for cold calling at least two hours, three days a week. Okay. Because then there's also door knocking. Right, right, right. So have you door knocked before? Yes, but not in this neighborhood. Okay, right, right. So, okay, just for reference here for the sake of everybody watching because there's a lot of people who are scared to make calls and you haven't made a cold call until today live right here on my channel, which is amazing, but like you've had all the numbers and you've been ready to call and you've done all your research but you just wouldn't call, wouldn't hit that dial button. What was holding you back? What were you scared of? What was, and then like to go even further like why in the world would you, I mean, it's even scarier to do a live. So like you're taking something you're scared to do and then forcing yourself into an even scarier situation to do this live. Like tell me what's going on here. Well, for this, I think I was mostly afraid of just fumbling on words and not having the right responses which I know there's never going to be an exact perfect response. Your script is like as close as you could possibly get but the world doesn't work that way. And I, it's really easy to put things off until you schedule something and you have to be accountable to someone. And that's kind of why I was like, okay, I'll sign up to do this and I have no choice. You're super brave. Okay, cool. But like what was scaring you about the calls though? Like what was holding you back? I have a big fear of embarrassment, believe it or not. And I was just afraid that I would embarrass myself on the phone even though they don't know me and they wouldn't know me on the street. It's just deep rooted fear. I get it, it's just terrifying. Like if you sound dumb, then you're like, oh, now they think I'm dumb and I'll never probably see that person or they won't know me if they saw me in the grocery store or whatever but there's a person out there I'll never see that thinks I'm dumb or whatever. So I get that, I get it. Cool, I think the biggest thing is is to have confidence in yourself that you're there to help people. And then, you know, through, like you've already improved so much in just like the first 10 calls of your life that it only takes a short period of time to break through that nervousness to get to the part where you feel a little comfortable and then when you start feeling comfortable with them in that weird situation of being on the phone with somebody you don't know, they start to feel comfortable with you and then magic starts to happen. And see, this is what I wish for for all the agents out there that are scared to make calls. I just wish and hope that they will just break through this little barrier that's not even that bad and get to the part where like magic happens. You know what I mean? All right, cool. Let's make, let's do like three more calls. Okay. Makes me want to get an auto dialer. Probably one more ring there, move on. Yeah, yeah, you definitely need a dialer. You can work through 100 numbers in an hour and a half. But like before you get the dialer it's good to do calls like this. You know what I'm saying? Just to kind of get your feet wet. So this is good. I'm just, luckily I've memorized the number that I called twice and I just came across it two more times. So check this out. I'm doing a 28 day like Ricky Kruth challenge that's gonna start in July and it's gonna be one video every day for 28 days. And it's gonna take you through everything. Like the phone call, the time blocking, what to do, how to do it, what to say, open houses, everything. So I'm really looking forward to that. That's gonna be really good for people like you who are trying to like figure it all out and get momentum. We're ready with the phone, man. You're a freaking beast. One more. Yeah. Or let's at least get somebody on the phone, at least one more person. This is Emily Wood with Douglas Alamon Real Estate in Manhattan Beach. If you could give me a call back whenever you have a chance, really appreciate it. You can reach me at 310-686-3417. Look forward to speaking with you. Let's keep calling till we get one more live person. Okay. Are the calls getting tougher for you as we go or easier? Oh, easier. Okay, okay. Say that phone number. Hi, good afternoon. This is Emily Wood with Douglas Alamon Real Estate in Manhattan Beach. If you could give me a call and you have a chance, I'd really appreciate it. My number is 310-686-3417. Look forward to hearing from you. You really are like a natural at this. Do we have voicemails? Like calling and stuff. I'm like, you're more of a natural than you think. And I want everybody watching to give her a big thump, hit the thumbs up button and let her know how much, like everybody's comments. I don't know if you can see the comments, but like everybody thinks you're doing incredible. You can't see the comments. Emily, you're really great. And I think you're really brave, so proud of you. Let's see. Somebody said, they can't believe this is your first time making calls. Like that you're doing so good. One guy says, she's got more balls than a lot of us guys do. I was looking for Scott Toll. The Scott Toll that lives in Holly Glen Hawthorne. You have a better number for me to reach him. I'm so sorry for interrupting your day. Selling, buying anything. I just recently sold a home in the neighborhood. Oh, okay. Well, your son's a very lucky man. If, yeah, I live over here and I absolutely love it. If you were to possibly rent it out or sell the home in the future, do you have an agent that you'd be working with? Yeah, I would. I will definitely be there for you. Awesome, thank you. Is there an email that I could keep in touch with you? I'll go ahead and add it to my phone. Awesome, thank you so much. And then what was your first name just so I can change the contact? Sylvia? Oh, okay, perfect. Well, thank you so much for calling me back. I have no idea how the contacts got messed up. I'm so sorry. Okay, so that's probably why. Well, I will definitely be in touch. Is it okay if I give you a call later this summer? Okay, well, thank you so much for your time. Have a great day. Property owner. So when you asked for the email, what did she say? I was like completely blank. She said that it's not her house. The property's going to go to her son eventually. Right. And that I could keep her phone number. Okay, cool. So hang on to that. Maybe send them a handwritten note. Send her a handwritten note and say, thank you for your time on the phone. I'll call you in a month or something and check on you or whatever. Let me know if there's anything I can do for you in the meantime kind of thing, you know what I mean? And then follow up. And then like on the second call, now you're building rapport with the first call you just had and the handwritten note. And then maybe that second call, maybe she'll give up the email address and tell you more about their plans and their situation. You see what I'm saying? It's a process of building that relationship. And sometimes you don't have to, you know, get everything on the first call. Sometimes it takes a couple of calls to get them to warm up to you sometimes, you know? So, man, I'm just blown away here. Like first time to make cold calls, I'm like honored to have, you know, helped you through this. This is like a first time for me, first time for you, first time for everybody watching. So how do you feel? What are your thoughts? If I didn't have an event later, I'd probably continue doing this for another hour or two. So I'm- Are you having an event later? What's your event? I'm actually going to a taping for a million dollar listing. Oh, okay, cool, cool. So when you asked her for the email address, okay? You said that, like you said, you know, do you mind if I get your email address so I can stay in touch with you, okay? And you know where you messed up there, right? Yeah, I was supposed to ask if I could keep in contact and then ask for the email. And then have her and then have, once they commit to, you know, like, sure, you can stay in touch. They say, okay, cool, what's your email address? And that way, you know what I'm saying? Like it's, it makes it a little smoother and nine times out of 10, they'll give it to you easier if they, you know, commit to that. And it too, it makes it sound like you're going to personally like stay in touch with them as opposed to just give me your email address, I'll stay in touch with you. It kind of sounds like you just want the email address. And then they're just like, well, I'm not going to give it to you because you sound a little weird about trying to get my email address. And you're probably one of those weird market report things I don't want to see. So yeah, man, like I say, go back and watch this video again because it's not that long and take some notes and then get ready and do it again tomorrow and do it the next day and do it the next day. And every time you have an hour or two, time block for those calls. And we all want to hear about your success and stuff. Are you in the Facebook group? Yes, I am. Post your call results because now everybody knows who you are. So in the Facebook group, they're going to be like, go Emily, go Emily, go Emily, you know what I mean? Yeah, and that's another way to stay accountable. And that's great point. That is how we keep each other accountable is through posting our results in that Facebook group. So everybody who is making your calls, post your call results in the group so that we can hold you accountable. That's a way that we hold each other accountable. And I'm watching the group. Everybody's watching the group. Everybody feeds off each other's energy and their success and all that good stuff. So I don't have any last thoughts. I just think you should go back and watch this. I will. There were a lot of little nuggets in there each call. I gave a little bit that maybe could add up to really helping you short and long term. So thank you for doing this. Thank you so much. I can't express how much I appreciate this really. Yeah. And so how many people, how many houses are in that neighborhood? About 500. Oh man. So you have like days and days and days. That's why I said I have about 300 numbers that are not on the do not call list, so. Nice. I've got time. Nice. Okay, cool. Anything else I can do for you? Not today. Okay. You should look at the comments too when you watch the thing. There's a lot of comments about people saying how amazing they thought you did and couldn't believe it's your first time and all that good stuff. So a lot of stuff going on there. Guys, if you have any referrals for Emily out in the, where are you at exactly? Tell them where you are. So I'm in the South Bay of LA. It's like just out of LAX. Okay. Where like beach cities, Manhattan Beach, Redondo Beach, Hermosa. Cool. So if you guys have any referrals for Emily over in that area, be sure to reach out to her. She's in the Facebook group. And as always, if there's anything I can do for you, hit me up on Instagram. I'm still answering. I'm still, after all this time answering every single DM, I'm starting to get into the hundreds, like a hundred and something a day, but I still spend time going through them and answering all your person. It's me answering your DMs, every single one. So if you need something, hit me up there. And with that, I guess we'll talk to you guys soon. I hope you guys enjoy, got a lot out of this. Thank you so much. Later.