How to Overcome Discouragement: Live Notary Coaching with Mark Wills!

Welcome to another episode of goal setting Mondays where every single money online, every single Monday, every single Monday, I jump on Instagram live to help you build your loan signing agent business. Let me say happy Labor Day. If you're watching this live, I am from wonderful Lake Arrowhead, California. But just because it's a holiday doesn't mean that your business is on a holiday. So I want to be on here to help you grow your notary public loan signing agent business. If you're here for the very first time, what goal setting Mondays is is where I help loan signing agents like you build a notary public loan signing agent business through one live, one on one mentoring, live one on one coaching, trying to help you figure out what the game plan is for the week ahead through setting goals and ultimately building your business. If you're here, you're going to get some motivation. If you're here, you're going to get some actual tips on how to build your business. So it looks like people have already been here before. So everyone's saying hello. Meeki, Meek, what's up? Happy Labor Day, Rose. Hey, Ashley. Signings. Getting ready for a signing. I love it. So let's go. If you're here for the very first time, click this little add video button right here. I'm going to bring you on live in front of hundreds of notary public loan signing agents to help you build your signing agent business. So, Mayor, happy birthday, Fletch. Shelly, what is up? So let's jump on right now. What's up? You tell me, girl. Talk to me.

So longtime listener, first time caller.

Love it. So let's start from the beginning. Where are you from and where are you at in your journey? Then let's go into some coaching.

Okay. So I've been in LSA for three years.

Okay.

Just really kind of didn't have the tools to market and to drive the revenue for the business. So I just kind of wait for those phone calls. I'm actually originally from Las Vegas, but I live in Pittsburgh, Pennsylvania now.

Okay, perfect.

So I've been kind of, you know, doing some of the signing services and it breaks my heart when I see how much money I'm giving away.

Yes.

But it's been a good experience. Just getting familiar because now I like, I feel like I'm more confident.

Yeah.

Point like upside down with the documents.

Yeah.

Like I'm on it now. So I'm ready to market direct.

Let's do it. Let's do it. So where are we at? So have we reached out to Anybody, like, where are we in that journey and how can I help you? Are your loan signing system sooner, correct?

Yes.

Okay, cool. So you got the script. You know what to say. Let's talk about what to do to get you from SS to direct. Now, with that being said, everyone's journey is beautiful. So three years of building confidence is what you need. But what I need from you right now before we go into coaching is believing in yourself that you're amazing. Right. Like, you know you're a good notary public loan signing agent, correct?

Yes. Yeah.

You know that you're not going to miss any signature dates and initials, correct?

I don't play around.

That's what I'm saying, girl. So I need you to have that attitude when you walk into a title office in Pittsburgh. Be like, look, I don't play around. I will not mess up. Look, here's the truth. Are you ready? Yeah.

I've actually been marketing. I did it to three because I'm also a real estate agent.

Okay.

So I've actually been using that to kind of to market to my people. So I offered to do some showings for someone because they're at our towns. They asked if I would take their client around on Wednesday.

Okay, so let's. Let's back up here. So I want. I want very specific instructions on how you build your business. So how many title companies have we walked into? How many title companies know your name from a signing agent standpoint? Let's get very specific and granular here, so I can help you. So how many title companies know your name, know your notary public loan signing agent specifically, and you want to do business with them, how many are under your belt?

So I actually have two direct clients currently that they've been giving me some business, you know.

Okay, I'm gonna stop you there. So I'm trying to get facts here to help you build a business. Okay, so what I heard is you have to put two title companies using you right now within that. Within each of those title companies, how many title officers are using you within each title company?

Just one per office.

Okay, cool. So is it fair to say that each of those offices have more than one title officer in them?

Not currently. They each just have one. They're just one. They're like more like a smaller.

Cool. So that I'm trying to figure out where your growth is stalling. Okay. So one problem is right now you have two title companies, but only two as title officers using you. You need to start branching out from them. Okay, so where Is the hiccups and branching out or where can I help you really get on a focus path? Because here's what I hear, Shelley. I hear someone who has current business, who's not leveraging their current business for more business. What I teach you students, it's your job to build momentum. So if you have two title officers using you, my question is, how come there's not 10? And the answer is, is you're not letting the momentum build itself. You have two title officers using you, and you're kind of like patting yourself on the back instead of saying, look, I got two title offices in town. I need to leverage that into more title offices using. So let me give you an example. Okay? So that's called one of the title offices. One, two, three, escrow. Make it up. You need to go into another title office in town and leverage that. So, like, hey, I'm notary public loan signing agent, Shelley. You know, I do signings for 1, 2, 3, escrow down the street. And I'm in here in your part of town today to let you know that I'm here to offer some of my services. So what you're doing is you're relaying that, look, I'm not a super newbie. In fact, 1, 2, 3, node, right, 1, 2, 3, escrow companies using me. You're trying to give them a little bit of like, wow, if you're good enough for 1, 2, 3, notary, then you should be good enough for me.

Does that make sense?

So part of your conversation when you're walking in is leveraging that other title companies in town use you.

Does that make sense?

Yes.

But number two, Shelley, is your job is to ride the momentum like, you already have two title companies using you. Your job is like, they, look, I know I'm good. I know title companies are using me. I need to leverage this and energy and this momentum and the six or seven more title companies using me instead of just saying, oh, it's great, I have to like, you should be like, oh, my gosh, I have two. How come I don't have 10? And that's on you. That right? That's an individual business owner having momentum. Create momentum. So this week, this is a coaching call. So this week what I want you to do is to Schedule 2 title companies you have never marketed to, period. And I want you to that the goal is goal setting Mondays. So I want you to put two title companies on your list. And now I want you to leverage the other business in town. Be like, look, oh, so I'M in your area right now. I do signings currently for 1, 2, 3 and escrow. And I would name drop the other escrow company or title company. And like again, you know, because you want them to realize that they're your credibility. Right? So it's like, you know, it's like if you're single and you're trying to use the fact like, oh, John's my friend. So you're like, so you're using like, oh, I know John, that's cool. They're gonna know who 1, 2, 3, escrow company is because everybody does. Right. So you're leveraging a little bit of name brand to help you build your name brand.

Does that make sense?

That's good.

That's where he had to help was. I wasn't sure, like where to target the title companies. Do I go far? Do I go clear? Close?

You're over. I'm gonna stop you right there overthinking it. You go anywhere, right? So sometimes we create many roadblocks in our mind because we're a little bit nervous. So we're like, we tend to like go, okay, should I go far? Should I go close? And all you're doing is without subconscious what you're doing subconsciously.

And that's been my problem.

Yeah, that's right. That's right. You're almost creating roadblocks just because you're a little nervous. So I'm going to end with this girl, are you new? You know you're good, right? Yeah, you know you're good, right?

I know I am.

Okay, just get it. Stop creating those roadblocks. Let's tell everybody. And I want you to leverage the other title companies in town to build your, your in town resume.

Does that make sense?

So I just watched your video in the course about talking about using social media to drive that. Or you ask, say, hey, I'm starting to collect some.

That's right. That's right.

Yeah, that way do it too.

Yeah. But honestly, that is. That should supplement your face to face. I want you to believe in yourself enough right now, Shell, you know you're good. Okay. The social media should be a complimentary marketing technique to the face to face. Nothing's gonna beat Shelly walking in saying, look, I do signings for this company.

Does that make sense?

Nothing's gonna beat that. Everything else complements that. Okay. So the social media training that I teach is to compliment, how to get your name out. But it shouldn't be a roadblock to I'm good. You know, you're Good. Right.

Right now, new offices a day, Is that too much to you?

Yes, it is. You know why it's too much? Because A, it creates you getting overwhelmed. B, what you got to remember, too, what I teach is fortunes in the follow up. So let's just say, for instance, you do five today, you do five tomorrow, you do five the next day. It's literally impossible to follow up with 15, 5. Find more.

Does that make sense?

So I just want you to don't get overwhelmed. Sometimes weary public loan signing agents get a little overwhelmed and then you realize that, wow, I need to follow up with 20 title companies. And you follow nobody because you create that mental roadblock again.

Does that make sense?

Then all of a sudden on a Monday, you're like, well, I can't follow with 20. Then you end up doing nothing and you're back where you started. So let's just start slow. Going to two new ones this week. If you want to get aggressive, maybe three. Because remember, next week you're going to follow up with three and then approach three more.

Does that make sense?

So then I'm going to tomorrow by week four.

By week four, if you're doing three a week, you have. You have 12, 16. You got to follow up with.

Does that make sense?

Okay, so don't forget about the follow up. All right? All right. I'll let you go, girl. Go get. Let's go, let's go. All right. That's amazing. Session there with signing agent Shelley out in Pittsburgh doing her thing. Okay, who's next? And a quick recap with Shelley is remember, as you're building your direct business and you're going out and marketing, don't forget about the follow up that you need to partake in the following week. So if you marketed 10 this week, that is 10 years to follow up with, plus 10 more. You're always filling your pipeline.

Does that make sense, everybody?

You're always filling a pipeline on people and companies that you can follow up with. Don't forget about the follow up. Let's go to another one. What's up? How are you, man?

Am I actually on the video?

Yes, you're live. Be safe, bro.

Oh, my God. That's insane. That's insane. Wow. Happy Labor Day, first of all.

Thank you, bro. Hope you're having a good Labor Day. So talk to everybody. You are live. Am I live? Do I gotta let you go?

No, no, no. Okay, we are good. I'm just parking. Hey, Mark.

So tell everybody where you're from. Hold on. Tell everybody where you're from.

And any questions, you know, I'm actually here from Montebello, California.

Okay.

And I will still say a fairly new notary public loan signing agent.

Okay.

I have the opportunity to have already done a few signings. I am an LLS student and I am very appreciative of, you know, being able to gain all that knowledge that you. You guys are. You're always sharing and the Facebook is always sharing. I guess I'm supposed to say anything that I can that can help me right now, Right?

Let me ask the question. You can answer this. So you told me you have a few signings under your belt. Where are we in our business? Are we attacking direct? We still attacking signing service, but, you know, so tell me where you're at so I can kind of help you set some goals.

Sure, Mark. I'm doing mostly signing signings through signing services. I have two companies that are giving me, I would say about five, six signings a week.

Okay, I'm gonna pause you there. Pause you there. Okay. So remember, what I teach you is you want to show gratitude, so you're always getting the first call. So my question is, are you just saying thank you via email? Are you thanking the schedulers? Because remember, a lot of notary public loan signing agents take the business for granted. Your job, because what this is going to teach you right now, man, is how to treat your direct clients. But a lot of people sell me. So I want you to take this coaching. Hope everyone's listening. A lot of people say, oh, I'm going to show gratitude when I get direct business. Oh, I'm going to do this when I get direct business. Successful people create successful habits early and it just continues. So I want to make sure right now, are you showing the gratitude to the schedulers and the signing services more than just a simple email? What's the answer?

I'm sorry, Mark, just bear with me. I took actually your. Your feedback and I actually went to a signing company and I went to the space tree around the corner, got some bun by cakes pastries, and I introduced myself and they gave me signings that very same day.

Perfect. Literally said, yeah, I hope everybody heard that. Because gratitude builds your business, man. Yeah, it doesn't matter if it's signing service or direct or realtor. So you got that part down. Where are we with scaling the business? So are you reaching out to signing services? Look, you're an amazing part of the country. Like there's a ton of notary public loan signing services and real estate agents who direct Business. Is there any roadblocks that are preventing us from kind of moving to the next next next chapter?

No, I think it's just having the courage to go direct.

Okay. Courage comes from this. Are you ready?

Yes.

Courage comes from remembering how good you are. So I'm going to ask you a question. The reason that you drive, by the way, you could honestly drive in scary unless you know what you're doing, right? So my point is, you have the courage to drive and you take it for granted because you tell yourself, I've driven a million times, I have no problem. Does that logically make sense? You are subconscious. Before you get into your car, you are subconsciously telling yourself, I know I'm not going to get an accident today because I've done this a million times. You're remembering how many times you've done it. Did you follow me on that?

I am.

So let's bridge this to being a notary public loan signing agent. You know you can do a signing without any errors, correct?

I'm still working on that. As far as the errors part, I have to double and triple check, but yes, I think that's part of the driving. Right? Getting. Getting to that. Signing perfect. Driving perfect.

Okay, so what I'm hearing is you're triple checking your before you leave, right?

Yes.

Okay. And you're not made here. When you hand back the documents, no one's telling you miss anything because you triple checked your work so far.

Yeah.

Okay, so don't forget that. So you're forgetting that.

Does that make sense?

Mm.

So you're forgetting that. Remember, like, because you triple check your work doesn't mean you're a bad notary. Means you're an amazing notary. So when I ask you, you make it so. If you catch an error when you triple check, you have met. You haven't made an error yet. You trouble checking your work is part of your signing appointment. But I need you to remember that, bro. Like, the only reason you don't have courage is because you're forgetting how many signings you're doing without any errors. So the way you create courage is remembering how good you are.

Does that make sense?

You're good signing agent. Look, dude, I'm gonna end with this. I can. I am not a better notary public loan signing agent than you. Period. Okay? Okay. Only reason I get business is because I am remembering that I am good.

Okay?

I need you. Just like when you get into a car, you subconsciously know that you're not gonna make crash. You need to start Understanding. When you get into a sign, you're not gonna make any errors believing that and start telling people where you live, how good you are. You have the script. The only thing left is remembering how good you are.

Does that make sense?

It does. Thank you, Mark. Appreciate that.

Are you a good signing agent?

I'm a very good signing agent.

I know you.

I'm gonna keep getting better, and I'm gonna keep getting better and better and better.

That's right. So I'm gonna let you go. Don't forget how good you are, brother.

Hey, thank you so much for spending time with us on your holiday haul. Appreciate it.

You're welcome, man.

My kids are with me.

What up, everybody? Bye. You know, I want the lesson to be learned in that coaching call that successful people have weaknesses, but successful people choose not to focus on the weaknesses.

Does that make sense?

So no matter where in your journey, if you're saying, I don't have courage to go talk to a realtor, that I know how to do it, that I should be their signing agent, it's simply because you're choosing not to remember how good of a notary public loan signing agent you are. And I don't care. I want you to hear me. I don't care. If you've never done a signing, you know how much effort you've put into your business. If you've studied to be a notary public loan signing agent for 30 hours, I. That's the type of notary public loan signing agent I want to work with. Why are you forgetting how much effort you put in your business? You're choosing to focus. Oh, I've only done three. That's why they don't use me. Instead of remembering, they will use me. Because on those three, I was so good at what I do remember. What drives courage is remembering how good you are. All right, let's go to the next person. Let's go to Gabriella Fernandez. Remember, try. Try to be in a safe spot. Try to have your background noise to a minimum. But this is live, and I'm not going to discriminate. I'm bringing people on as you ask, but it doesn't look like she is on. Okay. When I call you, you better be ready because I go in and I come out. Let's go to Melissa. Melissa, please make sure you're in a good spot. If you're watching this for the very first time, I'm Mark Wills. I teach notary public loan signing agents how to make money in this amazing, amazing industry. And it is Here for everyone who's want to put in the work. All right, I just went to Melissa. Let's go to Frederick. I will go.

What up?

Hi. Hi. Okay, so I got two people on do a little group session here. Hey, say your name. And then where are you from? So I'm gonna go. Ladies first.

So I'm Melissa Williams. I'm out of Arizona. What?

What?

Or something, girl. Be safe. Okay?

Yeah.

So, Melissa, let's go. Who else do I have on right now?

Gentlemen, my name is Frederick Aglugu. I'm from dc, Maryland, Virginia. How are you, Melissa?

How are you, Mom? Okay.

Yeah.

A little group call. Melissa, start with you. Where are you at with your business and where can I help you?

So I am a signing service owner, thanks to you.

Can you hear me?

Yeah.

And it's just getting like when people are like, oh, I already have a signing service I deal with, or I already deal with that person, and it's like trying to bypass that. Like, I know you have a signing service you deal with or whatever. And I've offered the lunch, but it's still no, no, no, no, no, you know, or, oh, we'll get back to you. So I want to overcome that.

Okay? So first off, I want to inspire everybody. You were. You're a loan signing system student, correct?

Yes.

And you've became so busy that you started your own signing service, is that correct?

Yes.

I hope everybody heard that. Okay, start off as a signing agent, and I hope everybody heard that. Let's go. Okay, so you know, I want to. So, Frederick listening, because this is. This conversation is not relevant to a signing service owner. Okay? So, Melissa, I need you to follow me, okay? Please be safe, girl. All right. Okay, so. Okay, so here's the coaching. So, Melissa, I need you to remember when you first launched your signing agent business. Okay, take me back to when you were trying to get your very first client. Where did you have to go in and follow up? Was it, hi, Melissa. They gave you the sign the next day. What process did it take to get your first direct?

I had a follow up.

So why are you forgetting that? See, too many times my students like you, who scale to a signing service almost become. And this is tough love too big for your britches. You almost forget what it takes to build a business. And I'm trying to coach you to take your. You're doing a whole new business.

Does that make sense?

You have to pretend and understand that you're doing another startup. So the same principles are involved. It is. So when you got Your first direct, they were obviously already using notary public loan signing agent, Right?

Yeah.

So you had to work your way in to replace that signing agent, right?

Yeah.

So the same concept exists for being a signing service owner. Like, it's obvious they have a signing service before you walked in.

Does that make sense?

So you.

All.

The same principles that I teach in the loan signing system apply to the next level. You are just getting impatient.

Does that make sense?

I can hear your blinker, by the way. I don't want you to turn your blinker off for me. But does that make sense, though?

Yeah.

So you're just becoming a little impatient. By the way, some of the biggest hitters in the loan signing system, Kim Senate, Robin Schmidt, same conversation. They're like, mark, how come I'm not blowing my business? Because you're starting a new business again.

Does that make sense?

So you. My coaching for you right now, girls, to be patient, okay? The way you built your first business, you will build your second business. Create relationships, add value, and remind them why they should give you a chance or one or two.

Does that make sense?

I'm going to end with this with you, Melissa. Okay? I'm going to end with you. When you talk to a sign and escrow officer trying to use a signing service. Here's. Here's a little tip. Hope everyone hears me on this. Tell them. Tell them, just give me one. Closing. Just give me one, and I will show you what makes me different than the signing service you're using. Literally say, look, if I give you, give me one, and you hate my service, I'll never walk in again. But just give me one. That's a very powerful statement because it's kind of like the money back guarantee I have with my course, right? I'm like, melissa, Frederick, take my course. If it sucks, here's your money back. Right? So you're like, I'll take that risk, but use that logic. Trying to get signing service business.

Does that make sense?

You're like, look, just give me one signing. I'm telling you that my signing service is different than the one you're using. And if it's not, I'll never walk in again.

Does that make sense?

I'm telling you right there, that line has got me more signing service business. And I know what to do with. I hope you receive that. All right. But don't forget the work, girl. You're forgetting the work.

Does that make sense?

Yeah. Yeah.

All right. All right. I'm gonna talk to Frederick. Go get him. Okay. I'm so proud of you. DMs and be safe out.

Thank you. All right, bye.

All right, go get up. All right. All right. So Bradshaw. So I hope you learned a little bit in that conversation. But, man, where are you with your business? Where are you at? Let's talk.

All right. This is my first week. This is my first goal setting Monday call. Everything is just flying through.

I should.

It's Labor Day, so I can't go. I can't call the court house or the clerk's office to know if my commission has come in yet for public notary. But I'll find out tomorrow and here in.

So first off, man, welcome to the family. So glad you're here. So here's my coaching for anybody who's kind of in your spot. But what you're doing now before you get your commission is remember, your network equals your net worth. We have a really big contingent in the dmv. Brad Martin is in and Danielle Mills are in Maryland. We have Shelley Lourdes in Virginia. I mean, we have people in D.C. your job is start meeting people in your area. Okay. So right now what you're doing, what you should be doing is trying to figure out who was in the DMV that I can. Who can I connect with, right? Who can I have like study sessions with, who can be my mentor. But instead of just saying, hey, I'm Frederick, brand new. Who's my. Who can be my mentor? Be like, hey, who else is the DMV that we can go grab coffee with? Right? Try to figure out how. Who else within the community you can start creating relationships worth your network equals your net worth. This business is only as lonely as you make or Frederick does it. You hear me on that? Yes. The low. What makes our community amazing is we have students all over the country, thousands of them. So if you're like, I'm out in D.C. or Maryland or wherever you said you were and you're by yourself, it's because you're choosing not to reach out.

Does that make sense?

So my. The best goal setting Monday I can give you is to reach out to a few people in the DMV Facebook group. Are you in the DMV Facebook group?

I just joined.

I. So looking through the trends and figure out who's active in it, right? Read the posts and be like, hey, I'm Frederick, brand new. But look, can I just grab some coffee sometime? Are you cool on me? You know, maybe do a live zoom. Does that. Does that make sense? And figure out who you can add value with. But right now, it's your brand new man. You should be finding two or three people in the DMV area that you can come friends with and figure out who you can add value to and help them with their business. And you help, they can help you with yours. But right now, this new. What you should be doing is studying and try to figure out people within the community you can create relationships with because there's no reason to do this business by yourself. You with me on that, right?

Yeah.

So I'm happy for you, man. I'm glad you're here. You know I'm available for anything else you need. But don't make this a lonely journey. There are so many other notary public loan signing agents out who are willing to help you, but you need to bring out that best in other people so you can build your business too. But that's what you. That's what we're here for. Slide my DMs. You ever need any help, man. But being so brand new, it is study, study, study, study and create a network. You should be getting a network now. So when you get your first signing, you have people that you can bounce questions off of within the DMV area, not just me. Gotcha.

Makes sense.

Makes perfect sense.

Yeah. Get back to work. It's Labor Day weekend. Let's go.

Thank you, Mark.

I'll be in touch. Yeah. Hopefully both those help people with Frederick, is if you're brand new, you don't need to go at this business by yourself. We have so many people in our vast network of loan signing system students. I mean, look, we have, we have the largest notary public loan signing agent training only course in the entire country. There's not a notary public loan signing agent training course with more students. And then we have. So my point of saying that is meet somebody else. Your job is to create relationships. I can give you the network, but you got to reach out and say hello. All right, who's next? Frederick, jump off for me so we can bring somebody else on. Welcome to the family again, brother. All right, who are we going to bring up here? I'm going to bring up Tina. Tina, jump on. Please make sure you are in somewhat of a quiet area. If you're driving, please pull over. I will call on you as your name comes up. What's up, girl?

What's up, Mark? How are you?

I am so good. Happy Labor Day. Glad you're here.

Hey, I'm glad to be here. Just finished the course, passed, got my notary. Everything is all set. My question is, how do I find the signing agent services to put my name out there, girl there.

Okay, so there's two things I just heard. Okay? First thing is, first off, I'm glad you're here. Welcome to the family, girl. Okay, look, there's only. So I want to talk to all new students in your position here. As you know how much information is in that course, right? So it's impossible to retain all of that going over even two or three times.

Right.

So my point is, what you're missing is we have a list of 300 signing services in the course. If you've missed it, that scares me. You might have missed other things in the course. So to answer your question, you sign up for the 300 provided in the course. That's. That's the short answer. The long answer is kind of just take the rest of today. If you have today off, going back inside the course, going to the Facebook group, and it's all in there. Okay, so make sure. I'm going to end with this before I get off of you. Remember, there's two different things. There's notary public loan signing agent databases, which is about eight that you need to sign up with. Remember, the signing agent databases are what the signing services use to find the notaries. Okay. Then there's the signing service, which is over 300 of them. Inside it, one of the students just said comment to you. So make sure you read the comments at the end. But there's also the files tab is located in the file Facebook group of the 300. I'm going to end with this. Here's your. This is goal setting Monday. So here's what I want from you. Okay? So I want you to sign up with 20 today, I want you to go find that. Okay, sign up with 20, and then tomorrow I want you to call the 20 and introduce yourself. Because remember, if you're only going to allow the algorithms to find you, it's going to be as longer time than notary public loan signing agent who's here to build a business. Okay, I want you to remember this quote, all right? This is a Mark Wills quote. Okay? There are two types of notary public loan signing agents who enter this business. There are signing agents who are here to make money, and there are signing agents here who are here to build a business. Did that click?

Absolutely.

Because almost anybody can make money in this business, but the signing agents who want to scale to 5, 8, 10, 15 grand have to come in and build a business. So what's the difference. The signing agents who just put their name into the signing services, they're just here to make money which you will, right? But if you're willing to take up the time, say hey, I'm a new notary public loan signing agent, here's why you should give me a shot. Use the script to create credibility. You're the signing agent who's going to make money because you're going from a name and an algorithm to a real human right. Okay, I own a signing service. You're only going to let me judge you by your digital Snapdocs profile. I don't know your personality, I don't know how well your bio actually is true.

Does that make sense?

And so a simple phone call like hey, I know you see I have zero signings in my belt but here's why and then bring in some of your personal experience into what makes you great. Right? And so make sure you're calling.