 you know, if information and technology was the answer, leadership's given direction, creating the environment and you feel like it belonged to something. Two minds creates a third more powerful mind. The need you got to have community. We've got the author Jeff Olson here with me. The corporation is just a bunch of people who collectively come together about a common cause or goal. They were given the freedom of their own motivation, their own thought, they failed. This is one of the most fundamental things to success is laws of association. You can always find the content that can make a difference in your life, but it's not going to be the hows. It's going to be how you do the house. Ladies and gentlemen, you are about to meet the man who wrote the book that changed my entire life when it comes to success and just overall quality of life and given me that sense of calmness about the fact that what I'm doing every day is getting me where I want to be. I think one of the biggest challenges out there with people who are trying to run businesses or become super successful in their life is they have a lot of uncertainty about the hours that they spend every day and the tasks that they do during those hours and will those tasks actually get me to the top of this massive mountain that I'm trying to climb? And if you have that sense of clarity and certainty that what you're doing every day will get you there, then it gives you a sense of peace about what you're doing. And this book, The Slight Edge written by this man, Mr. Jeff Olson is an absolute game changer. I've been preaching and spreading and sharing this book with tens of thousands of people over the last decade and everyone who reads it says the same thing. This book changed my life. This is the only book that I've read not only twice, word for word, but three times. I've never even read another book twice. And so back in 2008, I got back in the real estate business after being homeless, sleeping in my car, eating out of people's refrigerators. And I read 100 books during that time. This was my absolute favorite book. And when I picked it up, it just grabs you. And the way that he articulates this simple message behind what he's, it's simple and it's so insignificant in the moment. And that's what he shares with us today. I can't say enough about this interview. This is my favorite interview that I've done so far. This guy's a living legend. He's a hero of mine and you're really going to enjoy this interview. So without further ado, ladies and gentlemen, let's get right into it. What's up, everybody? Welcome back. So I got a huge treat for you guys today. You guys know my favorite all-time book, The Slight Edge. I've got the author, Jeff Olson here with me. What's up, bud? Ricky, I'm good. Thank you. How are you, man? I'm really good. Thanks for having me. I want to get into your companies, your life. You never really went out and built your own personal brand. A lot of people don't know a lot about Jeff. They know a lot about The Slight Edge and a lot about your companies, but they don't know a lot about you. I want to get into all that. But first off, I just want to know, like, how's life? Life is good. I'm enjoying it. Kind of reaping the rewards of a lot of effort, but enjoying still working. I don't think I'll ever quit doing that. And I have three beautiful grandbabies with my daughter and my son-in-law. And I'm enjoying that and live here in Southern Florida, which is a great place to live and enjoy life. So I'm very happy. Man, I got a DM, a Twitter message from you eight months ago, nine months ago. And I've got messaged by pretty big names in the real estate industry. And then you messaged me. It was a whole different thing when you messaged me because your book is the only book that I not only read twice, word for word, every word, but I read it three times, word for word. The only book, I never read another book twice. I probably skimmed through a book a second time, but I never read through it twice, definitely not three times. It's one of those books that, like, I'm not going to name which books I'm talking about here, but there are books that you read and you just can't quite get into them. I mean, you just kind of quit reading them. Like, there was big name books, you know, and everybody's like, you got to read this book and I'll start reading it. And I can't make it through the first couple of chapters. It takes so long to develop, but your book, it hooks you in there and it keeps you engaged the entire time. But when I got that Twitter message from you, I was like, wow, you know, the man, because I've recommended the book, as you know, to tens of thousands of people in the real estate industry. So I was just wondering, first off, like, how'd you hear about me? Actually, my son-in-law, Damon's, is who's, has taken a very personal interest in trying to build a slide edge brand, because I don't spend much time there, saw you and he spoke to me about it and he said, he was going to reach out to you. And I said, well, go ahead. And you guys built that relationship and it's led to this. Got you. Got you. Yeah. I was like, wow. So take me back again. I want to talk about your companies. I want to talk about the big lawsuit that, uh, that you just won that was kind of framed up as David versus Goliath. Um, but the book, take me back because I want to know everything about this, like how it came to be, how you came up with the idea, you know, the title fits just perfectly into, you know, the book itself, you know, tell us how this came to be. Sure. Um, well, first of all, I, you know, I had, I had a traditional business and we might call the Fortune 100 world and had experienced a lot of growth and success. I actually became manager of intelligence systems division of Texas instruments. And then I got into build my own traditional businesses and build one of the largest solar or manufacturing marketing companies that eventually moved into the world of working mainly with independent contractors, okay, to get them to do whatever they're going to do using a sales format. And through that process, I kept on seeing one thing. I saw very smart people, people that in their life, he achieved things, whether it was in athletics or working for somebody or doing things. But when they were given the freedom of their own motivation, their own thought, they failed. So here's a person who was very good at showing up at the job, working a certain hours, sitting at the desk, doing a defined job, could do that over and over, can stand it, okay. They get a chance to go out and work in the world where they could be their own boss, do their own thing, and they would go into the witness protection program, they couldn't think. And so I realized there was people were missing a thought process. So that used to bother me a lot. Okay. Why do you think that is they they grow up W2 and they're just kind of that's what they're kind of grow up in structure. Yeah. Okay. The educational system teach you to fit into structure. People really are not taught the entrepreneurial mind spirit. And what happens when people are given the ability to make their own decisions, they become their own worst boss. And I used to see that over and over. And I saw, especially in the independent contractor world, really good people, people that if they'd been with me when I was in the Fortune 100 world, or if they'd been with me with my traditional companies, would have been successful. But when, you know, they would have done a good job, and I would want them around me. And when I saw them come into this world, you get excited about them because the degree they were successful in doing this, they come here and they fall down on their face. So I started that really started affecting me and I started paying attention to it more. And I started speaking to it more, but I really and so the whole thing was forming with me. And at that time, I built two very large direct sales organizations globally. I had become the CEO of an international electronics sales company. And the whole process was evolving. I started teaching about your mindset, more about your mindset, how you really between your ears is your office, you know, because you don't have an office, you might have an office, but you're really your office, because you're not, you don't have a place to show up at a state or five, you don't have a boss saying this is what you're going to do, it's you. Okay. I started teaching that to people and thinking about it. And I every kept asking me more about it. I started teaching, teaching, teaching. I came up with this little concept that was how to think. And I typed it up and I gave it to people and every start coming back saying, wow, this is weak. It's making it work. I get it now. I get why I need to show up every day and consistently, persistently. Same thing you would do if you want to say that was like do the little things every day. And so you, you saw people that succeeded in the structured world, crash and burn in this, you know, independent contractor world structure, you show up consistently, persistently, better show up the good attitude, you get fired over a long period of time. I mean, that's what you do if you're inclined to corporate ladder. That's what you do if you're going to invest your life savings into traditional business. That's what you do if you buy a franchise, you show up consistently, persistently, the good attitude over a long period of time was the four, first four principles, the slide edge, but you go to work for yourself. You don't show up. You don't show up consistently. You don't show up to go to attitude and you don't do it for over a long period of time. Why do you think that is? Why do you think people go from that where they do show up and then they have this huge opportunity over here? They're excited. Skies of the limit. I'm my own boss. I can make as much money as I want to make and they go from showing up every day to not showing up every day. Because they don't have the right philosophy. Okay, philosophy is kind of like everything you know, how you hold it, how it affects what you do. All the slide edge is a philosophy. It's the way you think. When you're in the structured role, franchise, business, whatever, of course, having a good mindset and philosophy, you're going to go faster up the structure ladder than other people, but you're mandated to. You've got to be here at that time. You've got to stay to this time. You've got to sit in that chair. You've got to do that project. We're going to grade you. We're going to give you raises based upon certain performance. There's a structure around you and all of a sudden you don't have that and you don't have the right philosophy because now you're in control of yourself and you won't do it. Okay. And so that's what it was. I started, I wrote about that and when I gave it to people, like I said, they started coming back to me and what was the moment that it clicked for you where you were like, wait a minute, it's because they're not doing the little things every day to where you thought, let me form this into a document. Well, enough to give to people say, you need to read this. You need to know you need to be somewhere every day. Well, what happened is I'd come out of that. Okay. And that's where I was at and I started formulating this in my head and start talking about it, but it really hadn't, I didn't have no structure about it. It was just part of maybe everything I talked about. It was fit in there and I was trying to talk about mindset and discipline and that type of thing. And I started a company called the People's Network. It turned out to be the biggest personal development company in the United States in the 1990s. We had our own TV network. We had our own studios in Dallas, you know, Ryan Tracy, Jim Rohn, Les Brown, Dennis Whaley, all those people would come in and we would film them and we had our own uplink facility, our own transponder and the satellite and we'd shoot down and we were working with Time Warner, Comcast, Connell Cox, those people and we were producing content. And every person who was in the space of personal development was lining up at our door. We were the hottest thing. They wanted to speak for us. Okay. And so I, at that time, was getting to know all the best people about family finance, health relationships, you know, going out with them and hanging out with Les Browns and, you know, just all the people and I saw something that kind of bothered me that kind of tied into this. Okay. What I saw is we were producing this stuff and these people who had great content that spent their life learning something and now put it into a book or whatever and they would present it to people as if you absorb this content, it's going to change your life like that. You know, 90 days, 150 days, but it never was five years. It was quantum leap. Right, right, right. So I found myself being the person producing all the content, putting it all up and these people were speaking how they speak and everybody was getting the information and they would have that, what I call that day of, of discuss, that day of decision. I always think that day of decision comes out to the day of discuss and I talked about that in the book and they would say, I'm going to do something and so they would read the book about their health or about their finances, so the relationship and they absorb the book and then they would engage in the activities of the book and it'd be 90 days, 120 days later and they didn't see the results they thought they were going to get and two things happen and this is when I really decided started hitting me hard. Okay, two things happen. Number one, they lost belief in the information. There was nothing wrong with the information. Okay, it was the way the philosophy of which the information was given, the philosophy was quantum leap, plant seeds and cultivate not, I mean plant seeds and harvest. There was no cultivating. Okay, they was like, you get this book and you're going to harvest. Okay, you come to my seminar and you're in a harvest. Yeah. And so they would do that and the vast, vast majority, vast, vast majority would never harvest because that's the, that's not the natural harmony of life. You plant seeds, cultivate and eventually harvest. So that was bad. They lost belief in the information but there's nothing wrong with the information. It was the philosophy by which the information was given to them. Number two, they wouldn't go back to where they started when they had that day of discuss. They go back to a place worse than they were. Think about that. Worse than where because they now lost belief in themselves. I had that moment. I made the decision. I engaged in the information. I did the activity. It didn't work. I'm not worthy. And all of a sudden I said, I, wow, I can't really, this something's wrong here. So that's when I started working on the slide edge because the slide edge is the precursor to the health book. It's the precursor to the finance book, the relationship book. It's the book it's going to tell you, no, quantum leap doesn't exist. If they tell you quantum leap run, okay, the philosophy is show up consistently and persistently with a good attitude for a long period of time cultivating to make it work. And that's what drove it. And so when I saw that, I then I realized there was a real huge hole in this whole personal development world by which the way they, and I don't blame them. That's what you do. Yeah, I mean, it's sales, you do. Okay. And so that is what got it going in my head. And so I then I actually typed up 120 pages, I sent it up to my friends. I didn't have their name, the slide edge yet. And they all came back saying, wow, this is really great. Was it named something at the time? It was just nothing. It was just a document. Okay. And this is after the people's network. This is after you witnessed all of us. Yeah, yeah, this people's network was like the IC on the cake from all my business experience building companies and building sales forces and being perplexed, you know, about Jim Rowan says, don't be perplexed by the perplex, they can be perplexing. Was Jim Rowan one of the speakers? Jim Rowan was a big part of my life. And I actually say that begin the slide edge. I say, you'll see Jim Rowan in this book. We became really good friends there and in TPN. Okay. But so then the when I basically saw that stuff, I went through that, I did 120 pages, I sent it out, every came back and said, wow, this is really cool. So I actually went to mountain shadow resorts in Arizona, got around a room, went set up in a corner of the resort looking down at the pool, sat there for four days, put it all together, actually starting to put together all this in my brain. So I draw and the first time I drew a line and I drew K and what year was this? What do you think when I did that 2000 to three back in there for early 2000s. I was putting it together and it didn't have a name. I came back to start really writing everything. And then I gave it the name right edge. Okay, that was its name. And then I start to put together 169 page book, change it to slide edge because it came. How did you come up with that slide? Yeah, how did you go from right to slide? Because slide is more indicative of every single day doing the slight thing. But did you did you brainstorm and think I just think I got to make this title better and just brainstorm and come up with a bunch of different ideas? Did you sit down and go through that process? I really liked the right edge for a long time. It just got to that point I had this this Tiffany one day that that's the right thing and then I went to get the name and actually the name was owned by somebody I knew very well Paul Meyer, you know, big person personal development contacted him was able to work with him and acquire the name from him and and had the slide edge and he'd used it 30 years ago. So he had the slide edge before. Yeah, he used it 30 years before in a company called SMI huge training company a long time ago. What was he using it for same things? It's kind of the same concept, you know, but his words were different. I've never seen that information. I didn't even know he was using it until I went looking for it and I realized they said this person has it. I go, I know that person. So I contacted him and got it from him. But in doing so, then put the book together, sent it out to about 200 of my friends. My whole goal was nobody ever has to ask me about it again. I don't want to talk about it. And it just took off and it has exploded in the millions and millions and millions of books. So you wrote it so your friends will leave you alone. So you're that's is that the definition of introverted? Well, I'm definitely introverted. I'm going to write a whole paper for you. So you leave me alone. So so they loved it and it took off. But it was just was it actually in a book form at that point? Or was it like regular paper? No, it went from paper to a softback 160 pages to now it's a hardback, also softback, and too much larger book. Because as it is, it just took it. I mean, when I say took off, it took off. And just take and take off in my role that took off in my rules ruled, you know, they start word of mouth. It's done what it's done on word of mouth. This book's really not had any love as far as marketing. We it's never it's never been promoted, advertising dollars spent on anything. It's just a word of mouth book. Just think about how big it could be. If you put some money behind it, it'd be hard to get bigger. It's done 5,000 copy 5 million copies. That's what we guess. Yeah, because it's it's moved from the publishers here to publishers in Japan and over in Australia and that Mexico. And plus it's in a lot of countries in different languages that I don't even know it's in, which means they're doing it. Like, I know it's in Turkey right now in Turkish. I don't have any relationship with anybody. Yeah, you know, and I'm really I hear about these things that I don't care because it's more important to me. The message gets out. That's all I really cared about. The fact that it has become a big selling book, you know, is is is neat, you know, but it was a message that was missing. See, that's what I'm trying to say. Yeah. In this world of I mean, these are the best. These are the top New York Times bestselling authors, lectures, there were okay, I had them all around me and I watched them and nobody was speaking to this. And it was like, like I said, it's the precursor. You can you can always find the content that can make a difference in your life, but it's not going to be the house. It's going to be how you do the house. The the the slide edge is how you do the house. It's not really the house. Right. It's how you do the house. Yeah. So the the information is over there. You know, your audience here is in real estate. The house are there. I mean, it's everywhere. Oh, yeah. It's not the house. It's how you do the house is going to separate you from the other people. Information is everywhere. I mean, you can learn how to do anything on YouTube or anywhere. You don't have to pay for courses and stuff like that, which kind of opens up a whole different conversation with social media. You were talking before and you've your companies have kind of built a little bit on social media. I don't know what extent you could share that, but you never really built your name or your brand. I mean, you just started an Instagram account, right? Right. My team has. Yeah. So you're not even on there yourself. No. Do you go on social media at all and look at anything? Very I go. I stroll through Facebook and Instagram a little bit and just to see what's going on. Right. I don't engage. Yeah. Really, you know, coming from your world where, you know, no social media existed and now you're in this world and you kind of go on there from time to time. What's your perspective on social media? I think it's brilliant. I mean, it's a great, it's allows you to cast a very large net. And so my companies use it. I mean, we have a whole staff that they do. And that allows you to cast a very large net. But I think this is where why I'm been successful in using it, because I don't I'm one to believe that you cast a large net that created a real relationship. You know, and so I'm really big about creating environment associations that best analogy I can use is, you know, if information and technology was the answer, okay, everything be solved already. You just go back 10 years to now. There's way more information about anything you want to know about finances, relationships, health, it's times 100 was available 10 years ago. If you want to know, you know, if you have technology, the ability to access information is like light years ahead or was 10 years ago. So the fact isn't anything in your life that you want to better in your life. The amount of information and the amount of access through technology access is greater than it's ever been. So why is it finances getting worse? Right, right, health getting better. You got to ask yourself that. And the answer I've come up with is, if information technology is the example I like to use, if information technology is the answer, that means you'd walk up to an alcoholic, say, here's your alcoholic anonymous CD-ROM, congratulations, you're no longer an alcoholic because I just gave you information through technology or hooked you to my website or wherever it might be. What makes it work is do they use information technology? Of course they do. Okay. But it's the environment and associations you put them in that makes the change that keeps them on the right track. And this is where people are and I see getting lost. The smart people out there are using information and technology leveraging with everything they got. We just talked about one company before this podcast, but they're missing that whole environment associations, which is the glue. Especially what people are missing now more than they've ever missed is community, culture. People want to belong. They want to feel like they matter. And there's that whole thing called the word synergy where that means a group of people go someplace together they can't go to by themselves. So if you're just sitting out there in the social rule, information technology, you're not, you don't have the power of the group. Napoleon Hill has said two minds creates a third more powerful mind. It means you've got to have community. And so what we do, what I do is, yeah, we leverage social media as hard as you possibly can, but we equally create ways to bring people together so they can interact with each other in a common environment. Okay, you know, when the people come together, alcohol, they have a common environment. Okay, when they come to the business, they have a common environment. Yeah. If you do that, you use social media to cast this large net, but you got to consciously create environment associations. How do you do that? Can you do that digitally? Or does it have to be, you feel like it needs to be in person? I believe we proved that you can do it to a pretty good degree through the pandemic. That was very interesting to watch the pandemic when we separated. And then, and then, you know, you saw zoom explode. And also we were interacting in so many ways. You weren't having social hours on zoom. Okay. And then it was really interesting as we came out of the pandemic and the struggle to try and figure out that hybrid. Okay. Yeah. But what I'm seeing, and in what you're seeing now in corporations, you're seeing there, whereas people realize we got to get back. We got to get touching each other. So it just takes effort. If you don't have the leader of the company believe in that, it's not going to matter. Believe in what exactly? Believe in that there's got to be community. There's got to be community. Yeah. Yeah. You know, and to do that, it takes effort. Yeah. It takes an investment. You know, you got to be willing to be part of it. You know, you can't you can't hide. You got to be in the middle of them. Yeah. You know, and we, I mean, we, I'm taking, I don't know, 800, 900 people to this five star resort. Now, in Mexico, I do it every year, you know, and, and there'll be 800 or 900 people there that we pay for their flight, pay for their hotel, we pay for their food or drinks and everything for the whole time there. And I will stand down there by the pool all day long to talk to any single person anytime they want to. That's how you start community. Right. Okay. You can't have them there and you're up here for a little time. Yeah. Right. Right. That doesn't create community. Yeah. No, absolutely. Yeah. You see a lot of companies like that now with the way digital has went. Yeah. Just kind of makes me wonder and some of these companies have a lot of different groups within their company. Right. You've seen that right with your company. You know, how do you get the groups to come together? I don't have that much. You don't have a lot of that. Matter of fact, we hardly have any of it. Right. Yeah. Especially in the independent contractor world, you have tribes. Okay. Tribes usually form from lack of leadership at the top. Okay. Because if the leadership's given direction and it's creating the environment and people are feeling like they belong to something, they stay together. Okay. When the leadership is not providing the direction, the training, the communications and all that stuff, then the tribes will start evolving and I find tribes to be dangerous. Yeah. Yeah. Think about it. When you go into a traditional world and I was a Texas Instruments and I was in management of Texas Instruments, there's no tribes. You don't have tribes in corporations. Yeah. Everybody's on the same team. Because a corporation is just a bunch of people who collectively come together about a common cause or goal and they work, you know, you're over an IT, you're in the sales department, you're in the fulfillment department, you're customer service, but we're collectively going there together. Okay. There's no tribes. You have there's more departments, but there's not tribes. Right. But you're getting the sales ruled and they're not getting direction. Tribes start evolving. Right. And so the energy that tribe does, they start competing with each other versus collectively working for something. Yeah. And I wish more owners saw that because they think it's cool that these tribes are evolving because they're doing what I don't have to spend the money on training. Yeah. I don't have to spend the money on this stuff. But what you're doing is that there's only so much energy in your company. And so when that energy is not all focused, like synergy collectively goes somewhere, it starts competing. You lose that. Yeah. Yeah. What, how do you, what are some tips to be a great leader to keep that synergy? Well, to me, a great leader has, has, has to have integrity, character, purpose and meaning. Okay. It has to be real. And, and, uh, people are going to read you. They're going to, they're going to, when I talk to people about leadership, I really speak a lot to, I believe, okay, doesn't mean you believe, but I believe there's an unspoken language. I believe I'm an energy person. Okay. And I believe people will only respond to what I'm doing, you know, who I am. So if I'm not living my life the way I want them to be, if I'm not doing what I want them to do, okay, then it's hard to be a leader, a general leader. So it's not that complicated. You know, it's, it's, it's, you know, I just recently heard what's, what's, what's a definition of a good shepherd smells like a sheep. Okay. And I believe that. Right. Yeah. When I was actually in the field selling, I had way better response from agents as I was in production, getting listing, showing properties, you know, your language change, your energy, right. And then when I got out of production, it's still great. People still love me. I'm still growing. Everything's awesome, but it's different. And I feel that. And you can't say you can't, you can't, you know, the production you did when you're just selling versus the production you do when you are managing, I get that. Okay. But you, you know, but you can be a still in production with your team teaching them how to do things, you know, you're still engaged. They see that they're part of that process that you're, you're not just, you're not never cast. You're still leading by example in terms of output work hours, all that good stuff. And they sense that you know what's going on. This is, this is cool, man. It's fun stuff. Thank you for, for hanging out. I want to switch over to, to your company. Number one, tell me about your company that you're running right now and then want to get into this lawsuit and everything, but what, but what is the, the company? Well, there's a couple of different ones, but New York is the big one. It's a, it's a, it's a direct sales company. Okay. But very, very different. What you might call the typical, it's a very e-commerce direct to consumer model. The vast majority of sales are, are just the end users not involved in the business in any way. Okay. So it's a, it could compete in the e-commerce world and compete in the direct to consumer world independently of the direct sales world. Okay. It started out in skincare. It's moved into wellness and the hair care and into fitness really focuses on cutting edge technology, looking for, you know, universities, you know, breakthroughs, patents. We're always looking for products that are unique, exclusive first to the market. Patents are things that we have that have a very advantage for me and be else replicating or duplicating them. One thing I've learned because I came from the traditional consumer world before I got into this world back when, if you can, if you're successful and can be copied, you'll be copied. So you need to try and have things, you need to assume that you're going to be successful. The product, when you're developing the product, you're trying to get things that have sourcing issues, things or certain rights, patents that means that your products have uniqueness and exclusivity to them. Okay. So we do that almost through our entire product line. And then the other thing we're really big on is value. And everybody goes, oh, of course it's value. No, I mean legitimate value. You're one of our top products is a, is a, is a night cream. Okay. That night cream, if you gave it to 20 of the cosmetic companies, big names that you know, it would be four or five products. Okay. What we do is we consolidate. We try and put as many products because what they're doing is they're trying to get you five by four or five products because they can more and you're actually spending more for the bottle and the packaging than you are for the ingredients. I know this. I'm in this world. Okay. Yeah. We don't do that. Okay. We pack as much value we can do that. So it's consolidation is one and see the other one is concentration. We don't pixie dust. Okay. We haven't agreed on a label. We goes well as we can go into it. So we're really trying to create value so that this product really can stand on its own. And that's why we have such a huge customer base that voluntarily buys our products without any contracts and nobody's on a contract with us. It's, it's, it's, you know, if we can bring value, the products work, we have the clinical data to show it, but you try and it works in our, a number one sales technique in our skincare especially is we don't sell a product to some of us. We take a picture of them before they use it. Then we show them that picture two to four weeks later and they go, you know, you don't see it. Yeah, you can't see it if you and they go, Oh my gosh. And so we literally bet on the product. The cream is doing the slide edge on them. Exactly. Exactly. Yeah. And so that's, you know, so that so it just took off exploded. We broke records. We were fast 12 fastest growing company in the United States one time. We're the number one fastest growing consumer product. How big is it? Like, can you even say top line revenue type stuff? We never done how many sales people, employees, stuff like that. That's a well, employees just over 100. Okay. Here and then you go around the world because we're over in other you're in Asia and places. But then we outsource a lot of people. It's hard. There's not is really not good. And I don't give numbers about our field. Yeah. But the field is kind of a vast, vast majority of people are really people that operate like in the gig economy. All these people look into making extra $500,000, $2,000 a month, just, you know, maybe driving over doing a door to Asheville there. That's a huge group of people who just love what we have because they can just sell our products and build a little book of business, you know, because because one thing about our products is people repeat. So you've gotten to get customers also and it's repeat and you can be doing that while you have your job with your family. Most of our top income earners were housewives who started to just make a little extra money on the side and it exploded for them. Yeah. And so that's the vast majority of our sales is just a bunch of people who are making secondary, you know, it's really cool to build a business like that because your salespeople are kind of built in and they're basically kind of in a way kind of your customers that turn into salespeople. Right. It's it's really, you know, but it's organic. And most of our first of all, the vast, vast, vast majority of our sales are customers just buying the product. Very, you know, very little of it's really going to our people who are we call them brand partners, people who are partners in our brand. Okay. Um, but they can, what's so cool is if once they start generating that income, you know, just selling, then also they have other people say, well, God, you're just selling these things. You're, you know, the product works. You're making some money. I'm interested. And all of a sudden that pops their head a little bit and they move in and the side edge is a big part of this because we really are, that's when we start really getting into, okay, you want, you know, now you want to be in your own business. Okay. It's going to start your mindset, how you think, you know, and, and, and we start down the whole slide, it's training. We start down that whole process and to get them understand now you're in your own business and your mindset's going to have to change. Yeah. You said that you guys use social media and stuff. Is it just through the salespeople just posting about their success or does the actual company, the corporation of it actually use social media to advertise and stuff? Two problems. We're, so we're doing it ourselves. Okay. Out there. But what we're really good at is we have a back office and in the back office, there's a whole set of trainings on how to do social media, teaches them how to engage, when to post personally, when to post your product, you know, how to do that. There is an arc to that. If you have a tendency to overdo it, they need to stay more on their personal side. Yeah. It is sprinkle in the other side. So we teach them how to do that. We show them how to do that. We're constantly updating that content because as you well know, the algorithms are changing. What worked six months ago is not working as well now, but what's working now will work differently in the future. So constantly upgrading that back office, we're constantly teaching that weekly and what we, in this one studio thing we have that we shoot out. And then we're constantly giving them assets that they can use to put out or really teach them how to do their own assets. Because there's nothing better than you live talking. And we teach them how to just be rat, raw, authentic and transparent. Don't, you know, the dog barks, don't cut it out. People like the dog barking, you know. The kid comes up and cries, go with it. You know, don't try to be anything but other than yourself. And that just gets people to relax and so, but we teach that to people. And so we give them what they need, maybe until they have the conference to be more of the message themselves. At first, for a new person, maybe out of their comfort zone, never done anything like this before in their life, but is intrigued by it. You want to give them something to get them started. Well, that would be using other people's stuff. But eventually, if they're engaging, they'll start realizing, hey, the more I put more of my stuff in, while using other people's stuff, my success goes up. And all of a sudden, they start becoming the most person. And we have people become, you know, social stars. Amazing, you know, they're on camera every day. Yeah. Yeah. Now it's amazing what happens when you start using social media. Some people, some people are better than others. They have that little, that little it factor. It is the slide edge though. You've got to do it. Consisting, persisting for a long period of time. It's like the hockey puck. You plant the seeds. You start doing it. You're getting no results. You're getting no results. You're getting no results. You're getting no results. You're getting no results. And boom, it goes. And that is what the slide edge was all about. You got to stay in. You got to stay in doing the proper activity with a good attitude while when you're not seeing the results. The same thing you do if you're farming, you know. We actually did a data analysis on our sales force. And this almost ran consistent through everybody. But say somebody got in and their goal was to make an extra $1,000 a month. Their goal was to make $10,000 a month. Or the goal was greater. We have them all. No matter what it was, if you took when they started and when they achieved it. So let's just only use a round number. It's easy to do. And let's say it was, I don't want to make $1,000 extra a month. I'll talk my job. And they say they got to it in a year. Two years could take six months. I can use any number. But we're going to use $1,000. And they got to it one year. No matter what it was, if it was $10,000, it took them five years. You can just run the math. And there's almost this every single time. Halfway to the time. So it was one year. Halfway to it, you're 18%. They're making $180 a month. But they're six months away from making $1,000 a month. That's what the slide is all about. You've been doing the right activity consistently, persistently for six straight months. Your goal is to be making $1,000 a month and you're making $182 a month. Would you keep going? If you understand the slide is philosophy, you would keep going because you were just right there to go. But most people don't do that. And so that's what we train a lot is that's why you have to be there to help a person along. Because in the traditional world, you got a job six months, you just keep going. You buy a franchise. The rule of thumb and franchise, you got to invest five times more you want to make. You want to make $50,000 a year. You got to invest $250,000. Would you quit showing up six months later? No. No. Even though you're not making anything. You just keep doing it because you have to. So that's a great example of slide edge is trying to get the mindset that you would have to have to climb the corporate ladder or to build a franchise or to build your own business to do it where you're an independent contractor. And it's between you because what will happen is they'll get in. They're all fired up. They plant the seeds. It's really fun planting seeds. It's really fun harvesting. Cultivating takes time. And usually 80% of the work is done before you see anything. Can you stay in the game? That's what the whole slide edge is about. It works in diets. It works in your knowledge. It works in your business. Is that getting people to realize that you got to stay in the process and stay positive when you're not seeing the results? But that's how life works. Why would you expect it to work any way other than that now that you're in charge of life? As soon as you're in charge of your life, you'll go, it's not working. And then they go from one thing to another thing to another thing to another thing, all of which don't work because they never stay in it long enough. And then they stop believing in themselves. And they start now looking for entitlement versus responsibility. And life becomes miserable. Yeah. My entire life is a slide edge. Everything. I wanted to make a million bucks. It took me 17 years from when I got my real estate license to the year I made a million bucks. I just had 100,000 on YouTube. It's been seven years and it's just been 20 or 30 subs a day. And I never had anything go viral. Probably to the math, you said seven years. You would go three years. It was way down there. Yeah. After three years, I was at about 20. Okay. So there you are. You're halfway. I said 18%. You're halfway. You're 20%. Exactly the same thing. Halfway for us was 18%. Running through all of these things. You're about halfway, 20%. That's the slide edge. It is. You gotta just keep pounding. When I read the book, the one reason it really hit me is because I was already doing it. I was already doing all the little things every day. It just gave me that little extra confidence behind it. You're doing the right things. That's what I wanted out of the book. I wanted people. It was real important. I worked a long time ago and I was just teaching it because I go, you can do it. There's anything in here we're asking you not to do. What you've got to understand is you've got to be more consistent about it. What it did for you is it validated what you're doing. When you got validation. And I needed it. It wasn't like I didn't do anything. I needed the validation. But it was so good. Were you a writer? Did you write stuff before that? No, I'm not. Because you put a lot of authors to shame. I mean, you made a lot of big names look like a kindergartner. Because as I think, well... The way you told the story and not only that, but the way you articulated the whole thing, it really... I know you've been all around a lot of big people, a lot of big personal development people. My whole goal is if this is going to be a book about doing little things, keeping it simple. Keep it simple. Okay. Make it... I wanted people to just constantly be going, uh-huh. Uh-huh. I didn't want every semi-goal think something was outside their reach. I'd seen that at the TV network. And so the whole time in the book, I was just trying to make it relatable to a person that was searching for what to do. No one, they could do it. They just were not doing it long. It was just that one little missing piece. Where do they teach you that? They don't teach it to you anywhere. So all the... When you have the people's network and all the big names come up, nobody really... Did they even mention this could take a little while? You know, you really got to stay in it for a while. You got to be patient. Well, of course, they say that, but if you really look at it, it's quantum leap. This is going to change you in a hurry. Come to my seminars, it's going to change you in a hurry. I'm not putting them down. Of course not. Content's good. These are good people. And they've helped millions. Beyond. Okay. I'm a huge proponent believer in it. I was just trying to get people to give this content more time. Okay. You know, my whole thing is I have like the seven things I want to show up consistently, you know, the good attitude for a long period of time. You got to have desire. You got to have faith. You got to be willing to pay the price because there's a price. And then you got to do with integrity. You know, people was... That was the seventh one. I was like, what was integrity? I go, you got to do it and nobody else is watching. See, that's... This is the hard part because remember, I'm trying to replace the philosophy of your mind when you are in a job, you have structure. Okay. You show up because you have to because you're being watched. Okay. Yeah. You know, you're building... You vest a couple hundred thousand dollars in a franchise. You show up because the couple hundred thousand dollars is watching you, you know, and maybe your spouse is like, you just... So integrity though, in the slide edge, when you're kind of just out there by yourself, you got to have your own integrity. You got it when nobody else is watching. You got to do the little things. And this is where I always say, so sliders doing the little things seem to make no difference at all in the act of doing them. And you do them over and over and over and over. Because I can take anybody. I can take anybody in the real estate industry. And I could... You give me the, you know, three, four, five things that have to happen. I've done this with insurance people. I've done with people. None of them are hard to do. Hard to do is something you can't do. Okay. Easy to do is something you can do. It might be not something you like to do. You might be uncomfortable, but you can do it. Okay. You might not be good at it yet because you haven't done enough, but you can do it. Okay. So what you got to understand is when you do the activity, that's going to achieve what you want. You say, I've gotten a real estate and I want to make a hundred thousand dollars a year as a real estate agent. Okay. And then she's in a number. Okay. But here's the activity, whatever that activity is. You do it today. That this little activity seems to make no difference at all in the act of doing it. In the moment, are you any closer to a hundred thousand? No. You're not closer. And if you don't do it, you choose not to do it. Are you any further away? No. The difference between doing these little teeny-weeny activities, okay, that you have to do consistently, persistently, to go down to a long period of time, between doing it and not doing it in the moment is not even notable. You can't even see it. It's so subtle. You can't even feel it. It's easy to say what's the point because it doesn't matter in the moment. But the only way you can achieve what you want out there is in the moment. And this is what people got to get. The only thing you have is the moment. You don't have the past. You don't have the future. You have the moment. It's the only thing you have. And the moment doesn't matter. It's insignificant in the moment. It doesn't matter in the moment. It's insignificant, insignificant. If you do it or don't do it, it doesn't matter. It's irrelevant compared to what you want. But it's the only thing you got. So you got to string those things together till you get there. And so from where you're at to what you want in life is insignificant. But you have to do in the moment. It is. If you don't go out and do that thing they teach you to do daily, they say, you need to do this every day. You don't do it tomorrow. You don't fail. You do it tomorrow. You don't succeed. It's irrelevant in the moment. But it's the only thing you got. And it's the only thing that gets you there. So successful people do the little things that seem to make no difference at all in the act of doing them. They do them over and over and over and over and over and over and over. The consistency, the consistency of the good at you for a long enough period of time to get there. They do it with integrity. And guess what? 80 to 90% of the stuff you do in the moment, nobody's watching. Nobody's watching. So you go, nobody's watching. It doesn't matter. If I don't do it, I'm going to fail. If I do it, I'll succeed and nobody's watching. So I'm just not going to do it. It's right then is when you find out who you are. It's right then. It doesn't matter. It doesn't matter. Nobody's watching. I'm not going to do it. Yeah. Which is what most people do. That's why 95% of people don't make it. Okay. It's not because they can't do it. It's not because they're not smart enough. They don't have the ability. Okay. It's in the moment they don't have integrity. In the moment they don't have integrity because they think it doesn't matter and nobody's watching. That's why the seventh principle of the side edge is integrity. You've got to quit lying to yourself. Right. Do what you say you're going to do. And do it when nobody else is watching and it doesn't matter. Right. Because it does matter. People that don't do what they say they're going to do to their self and they won't do the things that they can do but they're maybe uncomfortable. I've always thought that there was maybe not a big enough why or not a big enough reason. I know when I was all by myself in my office making calls every day my eyes was on this million dollar because I grew up poor. I grew up roofing houses with my dad and never had anything and making a million bucks was like this dream and that was my big why and I wasn't going to let anything stop me and I was going to make these calls every day no matter what until I got there and took 17 years. Of course I went through 2008 lost everything and all that's a big story but my point is is I had this driving reason of why I was doing this. So it kind of built that kind of had the integrity built in because I had this big driving carrot in front of me. Do you think that that is a big part of it as well or what do you do for people that don't have the integrity to go. I mean I have agents that just I'm like you can go make a million bucks if you make these calls every day for you know three or four years you're done you'll make a million bucks if you just do what I'm telling you to do and they still won't do it. Well sometimes I can answer that question from five different directions because some people you gotta be careful give them a number that they can't relate to. I mean for some reason you could relate to a million dollars okay. I grew up poor too. I grew up raised by a single mom and you know in New Mexico and you know God bless my childhood I love it but and I had dreams too okay aspirations but I you know I didn't I never thought I was going to be who I am. You got pretty much I'm kind of like you I grew up I call it less than. I was just always less than okay and but then when I started achieving things that's why I think it's important a person's got to have goals that are in their minds achievable because once they hit it they're they're their their belief of what they can't achieve will grow okay but I agree you've got to have a why you know why is what gets you up early and keeps you up late you know you know like they say you know when the polling hill came with the 13 things successful people in commies says the first one's desire you know and the desire is driven by your why yeah okay so you got to find that you know but you know how many people are even read the book to think and grow rich I'll be just you know I love it when Jim Rowan said Jim Jim Rowan Jim Rowan is my favorite author yeah of all time yeah of all time and but there's great ones out there but I love what he said people come to him with their problems you know I don't have a I can't get my why right I don't have discipline or anything he always said okay well tell me the last three books you read about that subject and he goes the answer was always none he goes well that's a bad number so you got to have a why but you got to also be willing to do something about the why yeah of course normally the the person you are is not the person that's going to achieve the why it never is you know the why is always bigger than who you are you don't you don't you don't say that's my why and I'm it okay yeah I'm out there who you are so so so much smaller than your why but you got to put in the work to get there okay and that's where people I think lose sight is because you've got to have that keep drawing you to do the act read the books you know do the activities get the right mentors fail your way to success like Watson said the founder IBM you double your rate of failure you know these are but this is why again back to environment associations is so important because if you're in an environment of people who have a why you're gonna have a why if you're not in an environment people don't have whys you're not you know you are the combined average of the five people associated with the most if you're around five negative people you're negative so if you are you need to you need to weed your garden go find five positive people if you're around people have no whys you're not gonna have a why and so it's very important laws of association are one of the most important you know you know they always talk about your philosophy is what creates your attitude your attitude creates your actions which creates your results could create your lifestyle okay if you if your your philosophy is driven by books you read seminars or go to but the most important thing is that people you associate with and and again Jim Rowan said this I'm not stealing from him he goes you know there's some people used to spend you know two days with he's probably only should spend two hours with them now there's other people he spent two hours with you probably only should spend two minutes with now there's people you spend two minutes with you probably shouldn't he spend time with he goes but on the other hand there's people you're not spending time with you should spend two minutes with there's people you spend two minutes with you spend two hours with there's people two hours we should spend two days with you he goes you need to consciously focus on yeah you're letting into your life and that's tough in today's world because we're so busy you know just trying to make it but if you just let it be it's gonna just be right you know I mean this is one of the most fundamental things to success is laws of association if you don't do anything about it you're not weeding your garden you're just letting the garden be with the garden's gonna be and it's not gonna be good because overall there's not being negative but overall the rules negative we are yeah we are we are born with negative subconscious minds it your mind has been evolving for a long time started in the plains of Africa when they looked like we all come from there our brain you've evolving back there the bushes which like this they call the reticular factor in your brain that the psychologists talk about this and what has you looked because there's an animal's can get you 99% of your brain's evolving has been living in fear of its life being taken okay so you live you have a brain that it's called reticular it focuses on the negative first because it's trying to keep you alive well now it's doing the same thing it's just when tv comes on you see negative you go right to it see positive eh you know negative people wow tell me more about that stuff positive people eh so you're naturally drawn towards negative you're not naturally drawn drawn towards positive so you got to create that positive environment it's it you are you have got to fight the wiring that you were born with yeah that's one reason i'm not at a million subs right now on youtube because a lot of my stuff's just too positive you know and the guys that are real negative i mean yeah they're crushing it because they're playing into that they're playing to it yeah but that's when you kind of find out what you want to be in did you ever have tony robbins at the people's network no he tony and i met a couple times we had the same agent jan miller we spoke about it you know i we were big in our own way he was big in his other way we were both doing our thing yeah and we did have a conversation i think we sat down at the fairmont hotel in dallas for about four hours and spoke to it and uh he's i always loved his content and all that we just it just didn't work yeah it was just two ships passing the night both are good ships yeah and i'm really proud of him he's gone undone yeah yeah he's doing great he really took on social media when it first came along but he's he's always trying to stay out in front of things yeah um the lawsuit i want to talk about this before we wrap things up um just so you can you know voice kind of what happened and and your perspective on it and everything but this was a big one this was seven years a seven-year battle uh they called it david versus goliath tell me about what what exactly it was and you know it's it's it's i don't want to go too deep basically the the an agency of the federal government started inquiring into us and we made you know and for all the wrong reasons and actually through discovery found out the reason they required us because we're successful uh there's a lot of success successful companies out there but you we just happen to get on the radar screen uh and so then they they came in with a filter in the mind of what they thought we were which we weren't uh i we produced uh six million documents 16 rounds of production gave them everything hired can you say what they thought that you were doing they thought we were they when they came in they they were just questioning everything but they end up eventually throwing pure many laws at us income claims laws um product claims what's called agency making people agents means instrumentation we're giving people the means and instrumentation to go out and do the wrong things and all the things we knew we hadn't done so we gave them everything all the information they wanted um six years ago they cost us millions and millions of dollars hired the top econometrician there is who used to work for the ft ftc and and um gave them all the data then and they knew then but they just kept coming because what i have learned through the process is they and they tell you this when you sit down with them there's a thing called they call choking they're they're they're gonna they'll tell you you won't you go to you go to court with us you're not you're not gonna make it and i you know i said well no we're right if the if the facts and the law we should be you know we're i'm right i'll do it and um and then choke point started and i know what it means i mean immediately the bank we had told us we had to leave i wonder how that happens okay they'll have to leave our um so we go from a tier one bank to now we have to go around patch banks together started they started canceling you they can't they told us they had 90 days to leave leave your bank leave your bank to go find a bank in 90 days when you got to tell the bank i'm i'm coming to you because i was another lost you i'm lost you with the government they go nobody wants you from a tier one bank with no returns you know everything a great company okay nothing wrong with it at all to a tier three or four bank with low service okay merchant processors the exact same thing now think about losing all your merchant processors in 90 days all your suppliers will not give you terms anymore because they don't want to have an account receivable okay you're half your management team leaves because they're afraid half your field leaves because they're afraid uh insurance rates go up social media you become you know you you get tarnished in social media competitors use it against you that's choking and they apply it hard right did you realize that was the definition no i didn't quite know the level is going to go but but i had studied other companies that gone up against the government and you could see how they all eventually gave given in and what they do choke point leads to fencing in fencing is is a term they use again it's just to get you to agree to things that aren't the law okay but if they can get a company to do this and a company to do that then it fences in the industry okay and so we've had this company agreed a few years ago to something this other company agreed because they were getting choked and and they agree to things that aren't the law but now it becomes the guidance okay and so they had like 12 of those things they wanted us to agree to and uh these are things that i couldn't do actually i could have done mo i actually could have done pretty much all of them but one i think we would have been fine because we weren't what they were trying to say we were we were just an e-commerce platform uh really clean but uh they wouldn't agree to anything and so we it was the commission structure or something a lot of things like there's a whole different ways how things are paid and all that basically them you put massive pressure on you to agree to things that aren't a lot i think need to go to congress you know they love ambiguity because nobody knows the rules are so every you know trying to feel i mean we read everything i studied everything our lawyers studied everything we did everything as good as we could well eventually we ended up you know soon each other going through the battle spending 23 million dollars probably losing billion dollars in sales through the whole thing and um and going through the aggravation because it's brutal what you go through like that you know that one thing i heard once is every you have trillions of cells in your body and your cell hears every emotion you have well my cells were not hearing good emotions but you know i was i was not going to give in yeah you know and so nobody's done that so we took we took them to court in our arena our industry is 100 years old massive the industry massive um nobody's ever taken the court and gone and we didn't just win we won every single thing and we had a good judge weighed all the evidence they don't went through all the facts all the data and this is the landmark decision and what's good about is finally an industry kind of knows the rules okay and so you know what do we get out of it we won you don't get anything back you don't get your money back yeah they don't pay court calls the law your fees they don't get nothing okay but you did the right thing and then you stood for yourself so it's a landmark decision you know this industry is is the is the bread and butter for millions of people's lives and if we had if we had given in to their demands the industry would be completely different the industry would be different yeah you'd have to play by different rules and it would apply to everybody at that point so i hope i think this might give the industry some backbone because it's scary i mean we're looking down the barrel of the federal government it's not pretty you know it's it's not it makes me wonder how they go from choke trying to choke you out to you winning well it it kind of backfires now because the federal judge who's a very prestigious federal judge this is this this is a chief justice she's amazing uh who who really wrote a very detailed ruling okay is now established case law that is kind of what you call the New York standard now that a company can look at if we can look like that the judge you know very respected one is acknowledged that is the jib the initiate didn't have that we had some things it's called a cost cut case law from decades ago and a few things people were holding on to but there was there really wasn't boundaries you know one day you're playing football next day it's basketball next day you know baseball you had no idea right it's just never it's just moving all the time yeah now we know we're playing this game okay so it's really i'm proud that we're able to do it we're able to do it because we were legitimate and we we played by the rules we did everything right for whatever reason we got there i'm i'm an i'm an american patriot through and through i really am uh when we we filed the lawsuit initially started the whole process um and i got my sales force on the phone i says listen you know i love this country but this is a country of laws that's why it works and nobody's above the law you know and so i was willing to go the road on it i wish i didn't have to do it you know it's not a fun thing you said that that it was kind of you feel like it would there's it's kind they kind of look at independent contractors that it's do you feel like it was kind of an attack on independent contractors well i i know they went after agency you know which is your your independent contractors or agents and went after that really pretty hard um and also there's another thing in there was called means and instrumentation which means i have the means to get people the instruments to do the wrong thing which is kind of be a cousin to you know they're independent contractors but yet i'm right i'm giving them the tools to do the wrong thing so they're agents of mine and and uh that was argued and um but was not ruled in their favor at all and our favor which is you're really good because you used to you break that you know look at the insurance industry the real estate industry the brokerage industry i could go on and on and on you know is there's a massive you know economy out there of independent contractors okay and um my my my feeling is go to congress get up the laws make it an even playing field right and we'll compete but you can't just arbitrarily pick people and try and bully them into submission so that now you control an industry that's it's not well it's what's happening with real estate i was telling you about the lawsuit that's happening did have you heard about it before i told you a little bit briefly yeah it's uh it's really something man what's happening and the judge hasn't ruled on that it's probably going to get appealed up to the supreme court and everything but um some agents are are thinking well this is just you know their attempt to take us out and all this i said they could take you out in a snap of a finger they could just turn all of us into w twos like that go from 1099 to w twos and it would crush they have they they they they they have to go to congress to do that right okay right and and that's a long road oh it's a long road long road to hoe but that's what they want okay from what i see what i've experienced um and uh and and that's a battle needs to be fought by everybody it's not just bought by me not just fought by my industry but by every industry i hope i hope your industry's come together and you know one thing it's good about what's happened my industry people are now realizing we need to come together see what happens when i when i made decision to fight i became radioactive every ran nobody came towards us because they're afraid to be associated with you because and i get this because they're asking them they're in the back of their mind goes is are they telling us the truth is there a smoking gun i don't know about yeah and i line myself with them i support them and then come to find out come to find out there was a smoking gun now i'm associated with that so everybody ran from us but then now it's found out is i was telling the truth the whole time because i told the story i kept telling the story over and over but um so now i think the industry is a whole will maybe step up because there'll be another person there there'll be oh yeah they're not done no man i i just want to thank you number one for doing that and fighting them writing the book doing all the stuff that you do coming here talking to me hanging out um are you i get the i get the feeling by your social that you're doing another push on the slide edge in some way or something like that what's the next step for for that and working everybody find whatever whether you know the slide edge dot com and there's everything there but yeah we're gonna we're gonna we're gonna start giving us some love you know there yeah the uh and dayman might send laws become a big proponent of it and so we're working on because i have a podcast and they'll live happy space because i want to live happy magazine and um and do that and you know so we have a podcast on the nior or the company and this here so we're gonna give it more push okay and plus you know i haven't read i need to rewrite a little bit of the book because like the whole talk i did about the moment that's not in the book you know that has to be in the book yeah i know it was powerful yeah very powerful and you there's how many revisions are there now i don't know how many yeah yeah you've done a couple yeah yeah well man i i don't know i don't know what else here's to say thank you appreciate you take your time take care appreciate thanks