How to Run a Company (in Just 10 Minutes a Day)

Welcome to Ali and You, the Business Success and lifestyle show. Today we are going to talk about how do you create success but without like working 247 and actually having a life. Our guest today is going to tell you all about that, how he's done it, how he's helped so many create an incredibly successful business while also having a life. Right. What a concept. So let me introduce you, Mark, very excited to have you here. I'm gonna do the quick formal introduction so people know who you are. And so Mark, the deal maker. Okay, that says a lot right there. And digital Nomad, nine times bestselling author. Oh my gosh, nine books. Holy cow. Has become an industry icon for not only building a massive real estate empire and media empire, but the way you get it right, traveling the world and enjoying your life while delegating to others, to his A team members. So we're going to learn all about how you did that. I'm dying to hear. And you know, your story of trial and error and how you've been able to run this business and travel the world. So letting go of things that you didn't need to focus on anymore and really working 10 minutes a day.

Wow.

So it was four hours a week. Now it's 10 minutes a day. So anyway, he's going to share these secrets and really glad you're here. And before we dive in for all of you, if you haven't had a chance to get your hands on it yet, my brand new book is the Pre Sale. It's up there on Amazon called Scale or how to Build You'd Dream Team Explode youe Growth and Let yout Business Soar. So hurry up and get on Amazon or Barnes and Noble. We'll put the link up there and you can get your copy and get our Quick Start guide and lots of fun bonuses. All right, Mark, thank you for being here today.

Definitely. Thank you for having me.

So you've lived a pretty full life and continue to, like it's not over. So can you just share like your backstory? I am sure you've got quite a story and we would all love to hear it.

Yeah, absolutely. So I started off small town, Ohio, right. An hour east of Columbus, Ohio. I was, I grew up, my family, you know, hillbillies, which is a good thing. I still like being a hillbilly. But, you know, making money was always a different concept knowing, you know, the only way you made money where I grew up is trade time for dollars. And as a young age I always thought about, like, how can I Make money without doing the work, you know, either. Doing lemonade stands. I didn't mind, by the way. I don't mind working. I just. I just saw people working until they're dead. And there was no out. The only way out is dying. And I'm like, there's got to be something better than that. So just as a young age, from 9 years old and beyond, since I can remember, is I was thinking, like, mowing lawns instead of me doing it. How do I hire people to do it and make half of it? But I got 10 lawns going instead of one lawn and really just started building from that and laying in bed dreaming at 18 years old. 17, actually. Like, how do I make 100,000 a year? And my brain went back to the old school mentality of like, well, If I make $20 an hour, I got to work this many hours a week and blah, blah, blah, blah. And again, I wasn't afraid to do that. And then I just. I got a company. I bought my first company two days after high school. Owner financing, no money. I still can't believe the guy sold it to me. But I stopped and asked, right? You just never know if you don't ask.

What was that business?

It was a seamless gutter company. So gutters that go around the house, you know, protect from the rain. So it was literally. The guy was in a bad car wreck. He couldn't use the company anymore. And I just stopped and made up this story about my uncle wanting to buy it. You know, it's kind of like my buffer into the door. I told him, I was like, well, my uncle doesn't want to buy it, but I'm interested. And he looked at me like I'm crazy. And I was and still am. He's like, well, what do you know about gutters? I was like, well, water runs downhill. He literally stuck his hand out and said, it's going to be your company. And I bought it that day. So no money down $287 a month. And kind of started my journey to the real entrepreneur life, right? So I knew I'd never go to college, barely graduate high school. I was a class clown. They call it cheating. I call it delegating and outsourcing back then. I'm not advocating cheating, by the way, but I do think the system's broken with that because I wasn't good at science and health, but I was really good at math and different dynamics there and getting away with stuff. So to me, it's like I just figured out like, how do I never have to work for anybody? I've never had a job in my adult life ever. And I either thought I either kill it or I don't eat, you know, So I wanted to figure out a way to go do that in entrepreneurship. Back then though, was not sexy. At 96, it's a little bit different now. But I was an entrepreneur and people are like, oh, this will never work. You're going to fail. You're going to, you know, and all that. And still today, I'm still getting told the same thing by the same people, but don't. What I want.

Oh, I love it. What a fantastic story. I mean, we have a lot in common.

Oh, wow.

Oh, yeah. And I mean, because I started my business in 89 and it was the same thing. You're nuts. This will never work. And I've had a job for two weeks, so I was employed for two weeks.

Nice.

You know, you win on that one, so. But what an incredible story. You're like a born entrepreneur that was already thinking that way to buy a business so young. That's awesome. And great for that guy to see that potential of you. Right. He gave you that first start. So obviously you've learned a lot along the way. And what do you feel if you were to kind of narrow it down to three practices? Mark, what do you think that you've instilled in you that got you in the top? And because I know real estate has been a big, know industry for you.

Yeah, real estate's been big. I've been on it since 20, you know, 22 years now. So I kind of still learning actually, because markets change and shift and all that good stuff. But for me, I think the biggest thing that I learned at an early age is I've always wanted to be a relationship business owner, not just transactional. And real estate is very transactional. Right. You got the buyer, seller, title companies, contractors and all that. And still today, I still do business with people I've done from 20 years ago and beyond. So because I didn't sacrifice profits to make a transaction happen, I actually said, hey, let's create a long term relationship. How do we do 100 deals together, not just one? And I see a lot of businesses fail there. I see, you know, everyone's talking about the next best funnel, upsell, cross, sell, down, sell. But and it may serve the client, it may not. I'm not knocking it. It's just I'm way different on that. I'm in for the long haul. I think I'm going to be doing this another hundred years, and I want to be doing it with people I like. And from my experience, that's like one of the biggest things that changed my whole business.

Yeah. And you know what? It's the most rewarding part.

Absolutely.

Relationships. You come, become part of people's family and I. Such great advice. Really, it's so smart. You really like shooting yourself in the foot when you're trying to play that short game?

Sure. Yeah. And everyone does it different, right? Everyone has a different path. Because for me, like, you know, as I was doing that, like, I was a very immature business guy. Right. I didn't have a good mentor teaching me how to build a business. Kind of just watch one guy make a call. I said I could do that and started my real estate company. But what happened is, like, now as well. Another success principle for me is like, I figure out how to pay my people more money. Like, I lay in bed thinking about how to pay them more. I know all my competitions thinking about how to pay less, how to do less, and how to make them do more. And for me, I'm like thinking, you know, do they need new cars? Do they, Are they trying to up level their life? I really, again, relationship. I want to know about them, not just what they can do for the company.

Oh, that is so beautiful. I'm sure they love you.

I love them too.

Super generous guy. What are some of the biggest mistakes that you feel business owners make that hold them back?

I mean, the biggest is them thinking they need to do everything right. No one will ever do it as good as me. And from my experience, you may be right if you're only doing one thing in your business every day. But the truth is, as a business, especially as we develop as a business owner and a company, like, we can't answer the door, we can't answer every phone call, we can't meet every person, we can't meet every vendor and all that stuff. So they might not do it as good as you, but the truth is you're not doing it that well either, if at all. So what happens is that's why the inconsistent entrepreneur exists, right? Is there's a lot of inconsistencies because our mindset, like if you're trying to figure out how to make money, you're probably not that creative on that. Creative, like creating funnels and, you know, signs that look beautiful or whatever to draw attention because you're thinking, you know, you know, very boom, boom, boom, money, money, money. So for me, my Biggest thing was like, focus on really, like, letting go. And in my business, I, you know, everyone's going to real estate events, trying to figure out the next tactical way to make money. I was actually when I discovered, like, I want to be in a business, I started going to business owner classes, hiring business mentors to teach me business development. And that's about really mindset, working on yourself, letting go of the vine and all that.

Right. And that's, you know, I've had mentors my whole life and I'm such a big believer in that. Like, no, recreate the wheel. Learn from other people's mistakes. Sure has worked. Tell me your thoughts on mentorship and why do you think that it is valuable?

Well, the truth is, at the end of day, people like you and I and the listeners, you're going to get to where you want to go eventually. The question is, you want to take the short path or long path. Right. Because we're hard workers, we'll beat our head against the wall. Hopefully it's not the dead fly syndrome against the windowsill. But ideally we stop, look up and go out the window. It's open right next door. So for me, I have mentors in everything from health, financials, reading P&LS. I mean, as a business owner, reading a P and L is a big important thing as you grow. So my company's become so big now, I'm not even a real estate investor, just real estate. Houses are my product. Right. And the P and L get tells you you're either going to make money or lose money this quarter or however you have it designed. But, you know, no one's going to come and get mentored by me. I'm working out, though. I'm not good at that side. But I do hire. I have probably four or five mentors at all times.

So give me an example. Kind of a breakdown. Like what mentors?

Yeah, again, financial mentors. Like guys sitting side by side for me once a quarter saying, hey, Mark, you know, here's what's going on with your, you know, helping me see around the corners, if you will, my blind spots, you know, because sometimes we get so tunnel vision, we're like, this is the only way, blah, blah, blah, as opposed to step back and take in the input from other people. Way smarter than me. I've just got one of my biggest unique abilities, knowing I'm not smart, and I'm okay with that. So listening to great people and then as well as, like getting around other guys, I'm part of that 100k group. But we were talking earlier where these guys are running different types of businesses. So I'm listening to them of how they're growing it, what they're developing. Why technology. Trying to stay up to date with that kind of stuff. Because I'm not really, I'm an old school, you know, phone and pen and paper guy. But my team definitely uses technology at a high level and so blah, blah, blah. Oh, and then like, you know, a KPI coach. Like as our business is developing, you know, you have sales, you have operations, you have, you know, we have a lot of real estate. So there's a lot of moving pieces from tenants to, to city issues and management companies. And if you're looking at the wrong numbers, it could really set you back quickly.

Right? Yeah. So that's fantastic that you really got it divided up that way. And you said something that I think is really key. Sometimes you can be so in the weeds that you're not looking at the big picture. So when you have someone sitting down with you really looking at everything and then you come up with new ideas or you brainstorm on solutions.

Absolutely.

Just trying to deal with it on your own, you don't see, Right?

Yeah, no, it's powerful, right? I mean, I think it's easy to say, no, this is the way it's always been done, it's what it's going to be. But times have changed and if you hire, and if you hire, then typically what I would ever come up with, you know, the best thing I can guide them as a leader is give them my 40 years of input on being on planet Earth and saying, hey, this is what I've done, this is why I do this and that. And then, you know, it becomes a collaboration. I'm not trying to be right or wrong, I'm just trying to do the best for everybody.

So you talk about unique ability. I was watching some of your videos and tell me, what is the. What's powerful about knowing your unique ability and then applying that towards your business?

Yeah, probably something I've gathered. Like I said, I've been going to mentors and masterminds for 22 years, literally. And what I've always would see as a common thread of entrepreneurs, you know, they're like, oh, I'm working on something new or this new. And I'm like, but if you're making money here, why are you bouncing the new stuff already? You're barely making it over here. Because that's what you're telling the whole group. Why are we going to something new. And all entrepreneurs, we love the sexy, fun new stuff. But what for me, a unique ability was actually coming to a realization is like, mark, you know, focus on something and be great at it. So I always talk about going in real estate again back in my other business, going deep on what we're great at instead of wide on what we're okay at. And I see so many people get themselves spread so thin, and then they wake up 10 years later and they're dead broke and they have no business, they have no voice, they have nothing except hard work and, you know, a lot of miles on them. So for me, my, you know, unique ability for me is that staying focused, it allows you to stay focused. So when opportunity comes in, you can say no and be confident in the no as opposed to like, well, maybe let's talk about. Let's blah, blah, blah. And then all of a sudden, you waste three weeks or three months or three years of your life to wake up with nothing to show for it.

Right. And then if you would have just stayed on the same path and just go deeper with that. I love a quote that Jo Polish says, and it's actually in my new book, Scale or fail. Be willing to destroy what's good to create what's great.

Absolutely. That's awesome.

It's hard to do sometimes, you know, especially when you are talking about people, for instance, work with you. And you know that saying what got you here won't get you there. And I'm sure you've experienced that having to let go of people that are not the right fit for where you're going.

Yeah, that and them leaving me because I was immature. I was trying to pay them less. I was going, what I knew, right? Pay less, work them more, turn them into a mule. Right. They either die or quit. And, you know, that's the facts. I see a lot of people do that. I used to do that for 10 years, but until I realized, like, you know, there's so much more to life again. I had a bunch of money in bank, but I wasn't as happy. Right. So to me, that's where the. I lost the relationship and my roots of who I really am when I discovered that, yes, you get burned sometimes, but the good way outweighs the bad.

So, yeah, that's such a good point too, because our life is happening right now. Right. And if you're not in the moment and really enjoying it, what is the point?

Sure.

So which you, with this business that you've created, being a digital nomad, so first of all, if you could let everybody know, what do you mean by that exactly? Digital. Can you paint a picture how you've managed to live that lifestyle and have your business be so successful?

Yeah. So again, where I come from, you work hard, right? Like, you work 16 hour days. It's normal. Seven days a week vacation. No one even knows what that is. So. October 8, 2005, my grandmother passes away. Right. Unexpectedly, two weeks, stage four cancer. She's in, she's in her house. She's. She's gone. I had a realization at 27 years old. I said, holy cow, there's so much more to life than this. And literally it took me from October 8th to December 31st to figure out an exit plan to get out of Columbus, Ohio. And I never took a trip. I don't again, it was hard for me to pull from that. But I saw my grandmother and I'm like, life is this. It's very short. Actually, today's her 90th birthday. She was still alive, which is interesting. So I was, I literally went to my office, started bawling. I'm like, you know, I have money. I don't really have friends. Everyone, my friends, they work for me because I'm yelling at them. They become your work friends, right? Because that's all I hang out with. And I just started, you know, I went to South Beach, Florida for a month and then it turned into two and a half years. Keep mine. This is fax days and flip phone days. This isn't like high level technology. And I said, I got to figure out a way I created a constraint in my business and in real life that I'm not there. Real estate's a very chest to chest business, like a lot of businesses, and I had to create a process and a procedure and hire the right people to help implement my voice throughout the marketplace. You know, it was a grueling process, but it was one worth having. So Digital Nomad is being from afar and running a company on purpose.

And so what is your day like? I mean, you said you've got this process where you work 10 minutes a day, is that right?

Yeah, absolutely.

Was it 10 minutes or 30 minutes now?

10 minutes a day per company. So I have two different companies that we work.

Okay, so you're up to 20 minutes, overworked, underpaid. Yeah. So explain that, how you're arranging your life and how. And how you're delegating. I'd love to know that.

Yeah. I mean, so what I did in the real estate business is create the top down level, Right. So pull out a flowchart, like what's your business look like? And it's me, the leader, visionary. And then I have a coo, Peter and the real estate company and Patrick and the media company and like, you know, hey guys, here's the vision of the company again, this is the difference with being a boss and a leader, right? I don't want to be a boss. I'm not good at it. Actually I'm really bad at it because I lead with emotions, not reality. And that's why I always say data, not drama because I easily get sucked into just like, all right, just take care of it tomorrow. As opposed to like focus on the bigger picture, like the data. And then, you know, you have the top, then you have the acquisitions team, the dispositions team and all that and really just hire great people and give them the tools to be successful. So I invest a lot of money on my COOs. They go to COO training camps with different people. My salespeople, they have sales organization opportunities. They can go, I'll pay for any sales training they ever want to become better. And I'm always looking at up leveling my team and creating, you know, just a good culture which keeps them around more longer. Like everyone on our teams, I look at them as they're going to be there forever. And again, that's important to impact their, like you said earlier families. There's just so many more. I'm a legacy builder now. So my day looks like it's actually 10:00am to 10:10am on the real estate company, we do a huddle where everyone comes on, they give their KPI number. So I could be on an island, Listen, on a global phone, everyone's on the call. They know that next steps, they know, you know, just knock it out, boom, boom, boom. As opposed to like, hey, what's going on? You know, it's very to the point and we know what's going on and same thing in the media company. It doesn't start out there, by the way. This is a process. Right.

So but we're making overt.

Yeah. Well, this is. If this is, this is work, I'm all in.

Yeah. This is fun stuff. Well, good for you. I mean, really is a testament to building a team like that. They obviously love you and they get your vision. Right. I mean that's the real thing is where they understand the whole point of what you're doing and changing lives and.

Sure. And you got to know where you're productive at. Like I'm productive. Sitting on the beach or sitting at my house, hanging out with my son and wife. I'm productive. Going to a Starbucks. You put me in an office. We have an awesome, awesome office in Palm Beach. I maybe go there three times a year, maybe four on a good year. So I don't need to be in there. Actually, I go in there, my CEO kicks me out because, like, you can't be talking to these guys like that. Like, because I get them all excited. I'm hanging out, buying everyone lunch and drinking wine in the office or whatever. So for me it's like, go where you're the most productive and be cool with it. I'm not worried. I know a lot of owners are like, well, what if my team sees me at the beach and they're at the office? Well, create a better culture. Like, if my team's worried where I'm at, I don't care where they're at. Even as long as product is being pushed and you know, people are doing their job. I don't care if it takes you an hour, 100 hours, just get it done.

Right. Right. So your office is in Florida?

Yep.

Awesome. Very cool. So let's talk about the busy. The difference between being busy and productive. I mean, that really ties in with, with what we were just talking about. There's a lot of things that people just, they, they think they're being productive, but really they're just spinning in circles.

Well, I mean, again, it depends on what we're talking about. How, how big of are we talking about? Result oriented. Right. So like in the real estate business, sometimes it's a little hard to tell if you're being productive because your P and L statements are lacking. So like in our business, again, we're financial at this point, so we need to know how much money is coming in and out. There's a lot. Some days are amazing, some days are really bad. But yet if you're looking at the P L properly, you'll see, you know, that's why the data is so important. The data gives you direction, confidence, etc. So for me, like, I'm always looking at that kind of stuff and that's how we create productivity is based off of if the P and L's growing, not necessarily your cash basis. Right. Because sometimes relationships take a long time to form. And you know, look again, the data points, you know, if you're making 20 calls a day, something's going to happen. If you make two calls a day, a hundred calls a day, and you're up and down. You're riding that financial emotional roller coaster. And that's where I see people peter out, is they just get worn out and in their head they're working way harder than they are in reality, you know, and you know, if you want to get real down to it, like the scoreboard never lies, right?

Yeah. So for those that are in the earlier stage in their business and they're trying to get the sales ramped up, what do you feel are some good practices? Not necessarily strategies, but you know, is it just being consistent and so what are your thoughts on that?

Well, again, in business, you know, the biggest problem with humans in general is consistency. Right. So my team, when we start going down the path of that, I always say you're either consistent or non existent with your vendors, with your message, with your product, with your team. All these pieces are very important for growth. Consistency.

Yeah, it's just continue to show up and better, you know, less but consistent instead of erratic. Right?

Sure.

Marathon and then sitting on the couch.

Exactly. I mean, I like eating Doritos and having beer, but you can't sit on the couch saying I want 6 pack abs and doing that. So a lot of times though, like people are thinking in their head, they're doing all this work and they're just overthinking. Right. I think making decisions too. Again, another unique ability of me is making fast decisions because I've been. It's like a muscle. Right. You got to work on that. Some people take two months to make a $500 decision. It boggles my mind when they say that, oh, I'm going to make millions of dollars. But to make you better, be able to make way bigger decisions way quicker than that and controlling your emotions and all that, you know, I think it's another big piece that a lot of people don't think about. This is an emotional thing. Like it doesn't work necessarily as good at home because if I get in a fight with my wife, I can't just turn. I'm like, I'm like, okay, cool. You know, we yell back and forth and boom, I'm moved on. Because that's what we have to do in business every day. You know, maybe not just yelling, but you're controlling your emotions up and down. And she's like, whoa, whoa, whoa, wait a minute. It's not that it's not over yet.

I think I just had that same conversation with my husband. I'm like, honey, women, that's. As we talk, we're talking, we're Processing through this, he's on to the next thing.

But yeah. Yeah, Consistency, like you said, if you're consistent and you're patient and you're focused on your goal and you know where you're going. I think a lot of times people just get, you know, they get shiny object syndrome, and they just. They're all over the place. The emotional and financial rollercoaster is real. And until you can harness those and really understand how it works and, you know, figure out a way to get in the lines, but in a trajectory going up, it's gonna be a tough road ahead. But it's worth one writing once you get it dialed in.

Yeah. Then it just becomes a way of life. Right. Think about it. And so, and one last thing I want to ask, because you brought that up, is decision making. Because I do feel like that's such a big component of success. You just do it naturally without thinking. Probably. But if you were to take a moment and think, you know, is there a process that you go through when you need to make important decisions?

Well, I mean, listen, depending on what kind of important decision it is, I might bring in a team to help me make the decision. Right. I got the final say, so. But I might ask their professional advice, not opinion, because everyone has opinions, but they're professional advice. But again, my job as a leader is to protect the overall vision and the team. So sometimes me as an entrepreneur, I used to just make decisions on the fly without consulting my team, and it would disrupt their flow. And they're like, hey, you can't be doing this. You're, like, messing up what we're doing. But on decision making, I mean, again, I'm very. I understand risk and reward. I've worked on it really hard to understand that. So if I'm, you know, getting basic stuff, a $200 online system, some people just overthink simplicity. And they get caught up in that, and it just really burns. It's mental gymnastics. You know, they're wore out by the time they're ready to actually make those 20 calls they're supposed to make today. They're like, I'm burnout. And they go to Starbucks and they hang out and do nothing. And then they go to ice cream joint next door and just. You go. It's a negative spiral. So I think making decisions, you know, yes or no decisions, the maybes are the ones that get people in trouble.

Yeah.

Indecision is a decision, by the way. Right?

It is. It's a decision to stay stuck.

Yeah.

Now, so this is all fantastic. I'm sure everybody watching this is loving it. I know that I am. And so you've written several books. You have a new book that's come out. Can you tell us about that?

Yeah, again, it's the Ten Minute Business Owner. I got one right here. So the 10 minute business owner kind of talking about some of the topics, we're talking about digging a little deeper. This isn't a book that if you're brand new in business, you're going to take and go make millions with. It's more for the people actually doing business that are stuck with time management, hiring people, you know, trying to figure out how, well, I don't have that much money in the bank, what's my first hire or next hire. Kind of just having those conversations with people that are actually doing it. And that's a great thing about mentors as well. Like you mentioned earlier, Alison is like having these conversations we're talking about. This is what's going to help you expedite your growth.

Yeah. No, I love it. I love it. Well, I'm going to order the book and I'm going to recommend that you all get the book. I it just if this piqued your interest at all, I bet it's absolutely fabulous. And there's a lot of golden nuggets in there. And you have something that you're offering for free. We're going to have on our library, the Ali and U library, where you all can download this gift and also the other gifts that we've had from all of our guests. And this is your path to a million a year. I'm just going to hold this up and it's a chart that you fill out. There's three steps on there. Can you kind of just tell us about that?

Yeah. Again, you know, a lot of times people depending if you're selling a dollar product or a million dollar product or whatever, they're over complicating simplicity. At the end of the day, to get to a million dollars, if you have a product, there's a path to get there. There's a success rate, there's a process from, you know, lead gen to conversation to, you know, close the deal. So figuring out that path and just creating like a very crystal clear timeline, that's what the million dollar path is. Because so many people come to me, mark, I'm going to make millions of dollars. I'm like, okay, well how are you making a million? And they're like, well, I haven't yet. It's like, well, what's the path to get there then? What do you mean? So again, it sounds so basic in elementary that it really is. That's what's awesome about it. But like, it will give you the path. How many calls do you need to make a day? How many deals do you need to close and at what dollar amount? And as you know, you could sell a million products at a dollar. You could sell 10,000 products that you know, sell 1,000 to 10,000, et cetera, like depending on your price points and change that up and play with it and get to where you're happy and comfortable, you know where you want to be.

Yeah, I know we do make things way more complicated than they need to be. But really like point, how many do you need to sell to get where you want to go? And then that consistency right on the back end of it.

Yep.

So this is awesome.

Well, consistency to be confident.

Yeah, absolutely. But all you got to do is go to allisonmaslin.com library. You're going to get this from Mark Evans and thank you, Mark. This has just been fabulous.

Thank you for having me.

All your wisdom, your life experience with all of us.

Thank you. If there's anything else I can do to help, let me know.

Absolutely. So you guys need to check them out. Mark Evans, go check out his website, all the stuff he's up to. And thanks for spending this time with us on Ally and you'd. And remember, this will live. You're seeing this. You might be listening to it live, seeing it live. We have the video podcast, the audio podcast on itunes. We are on Spotify, we are on all the platforms out there based on whatever it is that you need. And also grab a copy of my brand new book, Scale or fail and you're going to get all kinds of bonuses with that. Where I'm sharing 30 years of wisdom, building 10 companies and the roadmap to scale your company. So get the 10 minute business owner, get my book and man, you guys will be set.

Absolutely.

Thanks so much, Mark. All right, till next time, everybody get out there and elevate yourself because you deserve it. Bye.