Mentality of a Business Owner and Successful Notary Public Loan Signing Agent!

Welcome to another episode of Goal Setting Monday with the loan signing system. So happy you're here. If you're watching this on replay, this is the first time you've ever been here. This is where I help notary public loan signing agents set goals, build their business, answer questions, help them any part of their business. Every single Monday live on Instagram at noon Pacific. I am so excited. If you are brand new, this is how it works. Make sure you hit the add camera button right there on your Instagram page. I'm going to bring you on stage, let everybody know where you're from and we'll start talking about any goals, any business issues, any problems. We're going to help you build a business. Let's go. How is everybody doing today? Or what is up? What is up? So let's get started here. Let's get somebody online that I can help build their business. This is live one on one signing agent coaching best been the business. So happy to be here. Let's get this party started. So let's go in line. Let's see the angel is here. Angel. We could go. Just went full time. Let's see where she's at. We can help her set some goals. When I. Oh my God.

It's like the first time every time.

Hello.

Get it, get it, get girl. Girl, that. Let's get some updates everybody. I'm gonna give you a quick remembering of our girl. She went full time. She was a seven thousand dollar part time signing agent. Try to get to that 10k club. So talk to me girl. Where are you at? How can I help you today?

So as of yet or as of yesterday, I am at 8.7 K. Oh my God. It's crazy. So this week I'm hoping to get to 10k. Oh no, I'm hoping I will. I will get to 10K.

There we go. There we go. So where are you at right now? How much money have you made this month so far?

8.7K.

$8,700.

I'm always thinking how I see it. Notary Gadget, they put 8.7 but 8,700.

I just want everyone to hear that. Okay, so let's talk about getting you the $10,000 mark. Where we are, where can we go? Where can I help you today?

So the thing is that there's this one office in San Mateo that gives me a lot of business but they're like an hour away and they're really particular. They want me to pick. Well, they're okay about me printing but they want Me to drop off, and I'm driving everywhere. I'm taking signings as far as like an hour and a half away just because, you know, building my business, I don't want to say no to anything. And my back is hurting. Okay. I don't know what to do. I gotta prioritize my health. What should I do?

Well, you know, there's a few things I heard. First off, congratulations. I hope everyone's inspired that she's doing everything she can to build her business. Taking appointments 90 minutes away, doing what she has to do to build a business. You know what I would tell you? I would honestly tell you to keep doing what you're doing. I mean, you got to build relationship. This business is a business built on relationships. Until you. Until you have these relationships that are really built in cement, you got to just keep working. This is any business in America. You know what I heard was, though, is, you know, you have one client that's a little bit farther away from your home area. So all that tells me is you got to market closer to where you live. That's all that tells me. Right. And so you know what I would tell you then? Is this okay? As much as I want to get you to the $10,000 a month moment.

Mm.

I think I've talked to you about this earlier, but maybe I haven't. But there's a moment in every business where we have to understand that if we take two steps backwards, we'll actually move our business four steps forward. So instead of taking every single thing, maybe you set aside time each week for marketing. And I don't care if your best client calls you up and says, I need a signing done. Right now. You're like, from 10 to 11am Monday, Wednesday, Friday, I'm marketing, so I can start getting those clients closer to me. So instead of having the scarcity mentality of I'm never going to get another direct appointment, have the mentality of maybe what I should do is stop taking so many appointments at this time lock. Because remember, I teach about time blocking. Right. Time block. 10 to 11, 8 to 9, 9 to 10am Whatever works best on this is when I need to start getting those new. Because you're going to keep running around like a chicken with your head cut off until you prioritize finding title companies closer to your area.

So I'm getting more companies around my area. But, you know, I like working this with this company in San Mateo. And what if I just keep saying no to them and then, you know, I'm gonna Lose them. I mean, because I actually like working with them.

Okay. So, you know, again, what I hear is a business owner who doesn't have a clear cut goal and plan of where they want to be. Right. You're operating more with, oh, I like them. Versus you got to make sure you run your business and your business doesn't run you. Let me say that one more time. You want to make sure you're running your business and your business is not run you right now. Your business is running you. Which, by the way, is good. It's. You're in the growth phase. Your business should be running you. But if you're trying to transition from a business that's running you to you running a business, you need to stop thinking about, oh, I like it so much versus what do I want to do to prioritize my health, my time, my time management? And that decision comes with, I got to start getting title companies closer to me. It's an abundance mentality. Right. It's not a scarcity mentality. So you got to make a decision now as you're building your business and I'm going to run my business. But again, I don't want you to feel like it's bad that your business is running you, because that's what you're doing when you're in the growth phase is like, I want to work for you, I want to work for you, I want to work for you. But you got to start letting the dust settle. And right now, as the dust is settling, which, by the way, is a beautiful problem to have, it's now, okay, cool. I'm blessed that I have $8,700 a month, but let me start building a business that works around my lifestyle.

That's true.

That's where you're at right now. So I need you to stop focusing. And just as much as I want you to be in the 10k club, I want you to have a business that works for Angel. That's more important for any of me and my students. I want you guys to have a business that works on your lifestyle. They're just a business that makes a ton of money. Because what is, what is good with making a ton of money? If you're working 12 hours a day, you're not taking weekends off. Right? So I want you to build a lifestyle business. But again, I hope everyone's hearing that you have to experience what you're experiencing now, angel, to get to the point where you are, where you can run a lifestyle business. So. But I want this to Be heard for everybody here is too many people jump into the business, trying to start a lifestyle business versus just building a business and then scaling back. So I'm proud of you the way you've built it because you're doing the way you're supposed to. But now that you're building a massive business, scale it back. Figure out where it could work better for you and your family. And don't get too lost in letting the business run you and you start running a business. So what I want for you this week is to hopefully that clicked a little bit. Cool. So what I want you this week is to time block three days a week on a so you can start finding those clients that are closer to you. Hmm. Okay. And that's just a decision. That's a two steps back, four steps forward mentality. Right. It's gonna hurt. It's gonna hurt to turn down an appointment from the client that you love an hour away. I get it. But you have to have the mentality. And I'm running a business. The businesses are running me. Right. You could survive on, you know, eight or six grand a month until you've built the business that really works for angel and her family. And that's what I want. More than a $10,000 a month business. But what you're going to find, girls, you'll be able to build a $10,000 a month business around you if you prioritize it. You're not doing that yet. Prioritize building a $10,000 business around you and what makes you happy and you're healthy and girl, you're going to get where you want to go. That's why you jump on these coaching calls with me. Let's go. Okay, go. So your goal for this week is to start focusing more on title companies near you. I want you started getting more in the mindset of you running a business and the business not running you.

Got it?

Cool beans. I hope everyone is is. Is inspired by angel. She's making 8,700 bucks a month and she's not even done with the month yet. She's Gonna hit the 10k club, girl. Get to that 10k club. You need that black and you need to be on stage at conference next year. Let's go. Let's go. All right, I'll talk to you next time, man. Go get them. Coaching call. I love everybody's different parts of their business, different parts of their journey. So if you're brand new to this, this is where I help loan signing agents build their businesses. So I'm going to jump on within our student and help them build their business. Okay, so I just hit up someone else. If you're here for the first time, welcome, welcome, welcome. I'm Mark Wills. I teach and coach notary public loan signing agents, how to make money as loan signing agents. This is truly the best kept secret in real estate. What other business can you stare at somebody watching them sign their name over and over and over for $75 or $200? I mean, come on. Are you kidding me? Give me a little fire image if you love this business. Let's go. Okay, so I just try to get Marcus on that didn't work. Let me try to get Sugar Land notary, when I hit you, you got to be prepared to go on live. So Sugar Land notary, jump on Angel. Let's have you close off the video so we can get somebody else on right now. Sugar Land, are you there? Okay, let's go to lions. Notary, I tried Marcus and I tried Sugar Land. Let's go to lions. Notary, when I hit accept, you got to jump on because I got to keep moving to help everybody build their businesses. Are you seeing all these fire images, everyone? Oh.

Hey, I'm not looking at you because I am driving.

Good.

So don't be looking at me.

Okay? So I'm glad you're back. Give us an update. Tell everybody where you're from first so we can let people know we're around the country.

I am from Dayton, Ohio, Was here last week. Thank you, Mark, for all of these. I appreciate your help. We all do. I'm sure. And the goal, the challenge for me last week was to go into three new title companies. And I went to. Okay, I went to four, but two of them were open, so one closed early. I went Friday. One closed early. They closed at 2. They were supposed to be open till 5. So I can try them again this week. And there was another one that they just nix that location. And I called them and they have a location in, like, Cincinnati, but that's kind of far from me. So I didn't quite make it into three open title companies, but I tried. I tried.

You know what? All I ask is your coach is to try. You did it, girl. I'm proud of you. You hit three. You know, it is naive to think everything at all times gonna go 100 correct. So, girl, I'm so freaking proud of you. Okay, so let's talk. You know, if I remember, the goal is to get a little bit more direct business. So, you know, what are some, what are some goals that we have for this week? Let's talk through that because the first thing I'm going to say is, you know, remember Fortune is in the follow up. Any business in America. I want you to hear this and I want everyone to hear this. Any business in America that is some type of sales, it is 20% about the initial contact, 80% about the follow up. That's every business in America, right? You've done your job making the initial contact because remember the average person needs to hear or see something seven times before they buy that product or service. Okay way the marketing science works. And so trying to think that you can someone's going to buy you after one time you can think to yourself have I ever bought anything? The first time I've seen or heard that anything. And you could probably tell yourself no. So one, this business is the initial contact, 80% is the follow up. So game plan for the follow up, talk me through that.

Okay, so one title company that I went to last week, they use a nationwide signing service. So I just told them that I'm signed up with that service and they can select me through that service. I'm at a red light so I'm looking at you, nevermind it's green. And then the other title company, the person that I needed to speak with.

Was some coaching here. Okay. So the next title company says hey, we use XY signing service. You go perfect. Mark me preferred whenever you have a sign through them. Next step is to call the signing service up and say hey, I just walked into X title company. They told me that you're the preferred signing service. I would love to be the signing agent you call every time X person dropped the name. Like Carol. Right. Next time Carol has a signing from Chicago title I I'd love for me to use you. So keep connecting the dots.

Okay.

Okay, number two, number three to addition to that coaching is when they say that which is not unusual by the way, right? That relationship with signing services. So the next question you say after that is oh my gosh, I love, you know, XYZ signing service. You know why? Can I put us on a little three person email to let you tell to let them know that you would like me to use you on those preferred. Does that make sense?

Yes, it clicked for you.

I'm glad that clicked. So it's just, oh no problem at all. So then you cc the escrow officer, cc the signing service. Hey, I just ran into Carol over Chicago Title. She said to start using me on some of her files as they pop up. Boom. Now what does that do that gives you credibility for the rest of the signings that they may have? They're like, oh, my gosh, you know, Carol at Chicago, I love you there. You're good enough for Cheryl Electric Chicago, I'm going to start using you and all these Dayton, Ohio signings. Does that make sense?

Yes.

So you're leveraging her as kind of your point of credibility. Does that make sense or whatever. Escrow officer. So that's the next step you take is you email both of them and kind of be like you're using Cheryl or whatever the escrow officer's name as your reference. You know what I mean?

Gotcha.

That makes sense.

Yes, it does.

Lights going off in the head, like, boom, boom.

I didn't think about that also. That's amazing. Thank you.

You're welcome. So your goal for this week, though, is to follow up with those four. Okay. You can follow up with, like, the way I just told you, by the way, like a. You know, I came in your office last week, I'm, you know, CC the signing service and then get that conversation going. And then you should spread your wings within that signing service, too, to get you more appointments. You know what I mean?

Yes. Yes.

All right. Any. Any. Any other coach I can help you. Anything else you experience in those meetups or in those.

Well, I had a mock signing last week with the title company and they said they want to use me, so.

Yay.

I mean, it hasn't happened yet, but I'm patient. I'm just grateful for the social.

What's the key now, though, that you did get great. You did a great mock signing with them. What does your gut say that you should do?

I need to show my face again?

Yeah. And then maybe. And then maybe. What did they. How long did they spend with you?

I was there maybe 40, 40 minutes. 45 minutes. The guy was like, I can refer you to other people. I mean, it was awesome.

Okay, so the guy spent 45 minutes of their. His day with you. Yeah. What else should you probably do?

Get them something as a token of appreciation.

Does that make sense? Yeah. I mean, look, people want to work with people who appreciate. That's it. That's the loan signing system. And I'm not telling you, girl, to go spend 20 bucks at, like, at like, Starbucks. I mean, it could be fresh baked cookies. It could be like something you put together at the dollar store, but you show, dude, you spent 45 minutes with me. Thank you so, so much. And make it less about trying to get more business. But just thank you. You don't even need to be like, oh, thank you for this 25 minutes. I look forward with working with you again. It's just. Thank you.

Thank you. Yeah. Okay. I picked up some things that I saw he liked. So I have some ideas in mind. I just haven't followed through with it.

I'm saying it's my job as your coach. Keep pushing. Remember the loan signing system? Ways to show gratitude. People work with people who care. Right. I like to think you like me as your coach because you know I care. Right. So. Right. If you know that that's what you like from me, what should you do from your clients? So always just keep showing that. And then, girl, you'll build the business just through. Because most notaries treat title officers like they're a number. Like all. All most notary public loan signing agents. To see a title officer, like they have signings to give me versus. That's a real person. Right?

Right.

As a real person. They're gonna be like, you're the first notary who even noticed that I had a Ohio State football pin on my desk. Right, Right. You're like, oh, my gosh, I love the you. You know what I mean? So connect as a human, girl, and it's over. Yeah. Okay.

Okay.

So your job this week is to connect as a human with those follow ups.

Okay.

What you're doing, follow me next week. Okay?

All right. Thank you, Mark.

All right, go get it. Let's go.

All right, let's go.

I love it. I love it. Are you feeling the energy today, baby? Let's go, let's go, let's go. Okay, I'm going in order as I see it. Marcus and Sugar Land, I already tried to add you. I'll add you after I add Jedediah. So let's go, Jedediah. Let's see where Jedediah and his business is right now. I hope you guys are loving today's two. Purdue, I think it's been a gold mine, my man. What's up, Mark? I see a smile ear to ear. Oh, I see the wife who just turn up. I see the wife who just go full time signing agent. Like, let's go. So tell me where we at. Talk to me. So she wanted to get on with you, so let's let her talk.

Oh, okay. So, yeah, I went. I quit my job, had my last day at my W2 last Friday.

And how's that feel?

Oh, it's amazing. I love it.

Every Day you work for someone else, you are building their dreams.

Yep.

Guess what you're doing now, girl?

Building mine.

That's right. That's. Yeah. I'm so happy for you. Okay, cool. Now you're all in, right? There's no plan.

Yes.

So let's talk about moving this business as fast forward as we can. So talk to me.

Yeah, so I've got. I've already got three signings lined up for this afternoon. Need to get more though for the rest of the week. Obviously keep me busy, keep making the money I don't have for my W2 job anymore.

I'm just going to pause real quick because I get so juice. I mean, I remember when we were getting on these coaching calls six weeks ago and you guys were struggling. Get one a day. You have three this afternoon. Happiness is all about perspective. And so I want you to take a moment to hear what you just said. I remember when you guys first started talking to me. You're almost a sense of, you know, when's this going to happen? When am I going to build this? I sense it from both of you. And now look at you, man. So take a moment. Girl here told me I have three this afternoon. Like, let's go.

Yeah, it's excellent. I'm. I'm really glad. It was. It was a big leap of faith deciding to leave my job when I did. And, you know, we just. Jed ended up with eight signings on Saturday, then right after I left, and I ended up. I've got three now today. And so we're just continuing to move forward. And I'm kind of at the point now though, where since I'm not working my day job anymore, makes sense for me to take over the marketing. I've always baked the cookies and Jed's gone out and delivered them and done the marketing. And I stopped by one of our directs this morning who we did work for over the weekend, and I showed gratitude. They already have cookies in their office. And, um. But now I don't want to stop there. I need to keep going and want to start working out. Continuing to follow up with more of the timeout.

Okay. I want. I want some coaching. There's a coaching moment.

Gotcha. Yeah.

So a couple things I just want to say. I'm freaking proud of both of you. I hope. People. There's some people coming on here. Who's hearing that Jed did eight signings in a day. There's some people coming on here, here. And you have three today. You guys are the definition of trusting the System trusting the process. You're the definition. Dropping off cookies and showing gratitude. Even though nothing was happening, but you didn't give up, you kept doing it. So I want everyone to see what happens when you trust the process and you work the system. And you two literally are the picture of loan signing system students who, like, look, you both wanted where you are right now. You want, like, in the first week of the business, I felt it, you know, I felt like you wanted this now. But what I want to commend you both on is even though you wanted it now, you didn't get discouraged from putting in the work. So I'm so freaking. I'm like, so freak. I'd hug you both if I could. I'm so proud of you.

Next year at conference, girl.

Okay, so let's get to some coaching. So now that you have all the time in the world, you need to start dividing your time up into not just gratituding, but really building relationships. So when you walk into these, when you're walking, like for instance, the one you just said, you went and showed gratitude. They already had cookies. You need to be more cognitive of. I need to spend time there and ask them how their weekend was. I need to tell them about my agenda dias weekend. I need to tell them about my baby and the trials and tribulations that I'm going through as a new mom, right? These moments, right? Sometimes we're so big into the growth phase, it's like, drop off cookie, say hi. You almost have this. This marketing on. On a recital versus humanizing it. So now that you're at the point of all day, you can actually spend 5, 10, 15 minutes in the office, go there with intention of trying really get to know them, right? Almost with an intention of, like, you know, as you're in your car before you start your Monday, gratitude. Like, these are the five things me and Jedediah did over the weekend. These are things that I can talk about. You know, if one of the escrow officers has children, you know, they go in there and be like, okay, they got a baby girl too, or they got a baby boy. But be more intentional. My coaching is Be more intentional with the conversations you're having. Mm. Beforehand, when you were just super quick. I get it. You got all. It's a numbers game at that point, right? I only have X amount of time, but now it is. They need to get to know you both.

Sounds good.

Does that make sense? So my coach. Be more intentional with the conversations you're having and let them into your life a little bit more and let them realize. Look like, like this is more than just me and Jenna diet. It is. Well, it's more than me and Jedi signing agents. It's our family. You're helping, right? It's getting. No, I want to know your family. It's like shoe girl. What are you doing this weekend? We switched this brand new park. Maybe we can all bring our fans. Go to a park, right? Be more intentional. Try to bridge those relationships from a notary public loan signing agent to a relationship. And dude, you guys are going to be 20,000amonth notary public loan signing agents. So there's really not much more coaching on the X's O's because girls, you, I mean, you know what you got to do. Yeah, but sometimes it's the people when they're running the X's and O's, they forget that they can kind of deviate from the route a little bit. And the coaching is be more intentional.

Okay.

You know, almost have a bullet list of points that you can talk about in that conversation. That makes sense. So yeah. Before you and Jetty, before you leave for the morning, you jetted our brain. Great. Let's just talk about this. You know what I mean? Create relationships. I am so proud of you too. I honestly, I am. I mean, I can't be more proud. Congratulations on the move. I think you guys watch my mentorship from last week in the six figure group. If you did it, watch it. It's how sales is a numbers game.

Yes.

So now the way you scale this numbers game. What I also taught in the mentorship is using data points. Treating marketing as a science. Right. The data points will tell you where your effort should be. You know what I mean? And so it will teach you where your follow up should be. So what I'm saying now it's your full time. I'm also telling you to be more intentional with your marketing. Keep track of we went to these seven title companies. I'm missing here. Missing. They are crushing here. Notice that maybe all this part of town seems to be a little bit more receptive to your marketing. And then maybe notice this part of town you're striking out on. So then focus on this part of town. Right? So now you have more time. Your market needs to be a little more science based than just going up against the wall, which is what you should be doing in the beginning. But now my coaching is get a little more intentional with who you guys are hitting based on data. Right. You guys probably up to 30, 25 different title companies. Start seeing if there's a pattern. Does that make sense?

Yes.

Start looking at, is there a pattern on who's using us, who's not using us? Start seeing a pattern. And then based off those patterns is where you put. Remember, you want to be productive, not busy. So, you know, now it's your full time. It's super important to be productive. I coached angel on this about two weeks ago. When you become full time, you almost have so much time. You become more busy and actually less productive. When you had a W2, you had no choice but to be productive. So use the data from all your marketing parts of town, see if there's similarities, and base your effort on where you think the most time and reward can come out. Does that make sense?

Yes, it does, girl.

Jedi diet. Let's freaking go.

Yeah.

Two grand.

Two grand last week. Two grand last week. Everyone's hearing this 2000 doll. I just want you to know, by the way, $2,000 a week over a year is $104,000. So that's a six figure notary, public, loan signing agent, couple pace. So again, man, life and happiness is based on perspective. So that two grand is a monster milestone. So your milestone. It's a big milestone, guys. Congratulations. Don't stop. Don't stop. Tell me you're not gonna stop. Keep going.

We're not stopping.

All right. All right, you guys, you got your coaching in today. Go get him. Let me know how it goes. Okay?

Will do.

You guys. I mean, for. Some of you guys have been watching goal Setting Mondays with me. You know this couple, they started with. Oh, my gosh, Mark, it's not working. I want to be busier. And I said, just be patient. Part of business is about believing in invisible growth. It's about knowing that your garden is going to sprout because you're watering it every single day. We are farmers. We are not hunters. We farm and nurture our clients and we nurture our business. Too many times I see notary public loan signing agents fail because you want your garden to sprout the first moment you water. But if you can stay consistent, if you can believe in your system, believe in your process, you can get to $2,000 in a week. Let's go. I hope that couple inspired everybody. Let's go to the next one. Let me try. All right, Marcus, we're gonna try to get you on right now. When I hit you, when I accept your invitation, make sure you guys are there. Because if not, I gotta move on to the next One. All right. Is this my man?

What's going on?

Mark, what's going on? First off, pull over, bro. You gotta be safe.

Doc, I know. That's what I'm trying to do now.

All right, so let's. Let's get everybody kind of up to date while you are driving. Pull over, please, so we can have a good conversation. But Marcus is about 250 signings in. Yes, yes, yes. Yeah. Okay. You pulled over?

Oh, yeah, I pulled over.

All right. Inspire some people real quick. How many, how many signings are we in? Talk to everybody.

Yes, I'm about 250sign ins in. I got only one direct client currently. I want to say only one. I got one direct client.

Hold on. I'm proud of that, bro. You caught yourself. No, because only you got one. That's huge.

Yes.

Yeah, Keep going, Keep going.

I got. I got one. Well, I got the one direct client now. Just trying to foster that relationship and constantly build that, you know, as I'm building this business and like I said, building that relationship with them, but obviously always trying to grow. Just. Just running into, you know, some small discouraging things for myself. But I'm trying to get the motivation back. I try to get on these every Monday. I try to stay in the group and constantly get some motivation because I've been. I've been discouraged recently because I had so much momentum in the beginning and I'm starting to like hit it like a skid, where I'm slowing down.

Oh, yeah. Where do you live? Tell me about where you live.

I'm in Chicago.

Chicago, Illinois. From Ohio to Chicago to Arizona, we coast to coast. Okay.

Yeah.

I'm going to get specific to what you need help with, but I want to give you a little mindset coaching right now. Okay.

Okay.

When you run a business, you have to anticipate ebbs and flows. It is. You are setting yourself up for failure and discouragement by assuming there's never going to be a valley. Like, that's just not real. Right. It's like when we go to the gym, like we're expecting, look, I have a goal of putting on £20. We understand that it's going to take a minute to get there. Right. If you're trying to lose £20. So my point is, what I want to coach you on right now is I appreciate the vulnerability that, sharing that when you're discouraged. But I just hear a business owner who's not really thinking like a business owner yet. Okay.

Okay.

So. Okay, look, dude, you. You came out of the Gates like a rocket ship. You're up to 250 to think you're gonna stay on a constant trajectory. Up is just not thinking like a business owner. That's an mindset, being employee insight. Oh, I've always can go to the top, you know, I'll get started. Some students like, oh, market's slow today. Like, okay, like that's business, you know, I mean Nike has days where they sell more shoes and other shoes. So a point I'm trying to make, man, is I want to lessen discouragement by just having you think like a business owner. Like, look, I'm going to run into speed bumps. Not everyone's going to say yes. To me. It is naive. It is an employee mentality to think that everyone's going to say yes to Marcus. You know what I mean?

Yeah.

Okay, now that doesn't mean, that doesn't mean no, man. You to have the mentality that you want everybody to say yes. But I want to make sure that I'm coaching you on making sure that you understand that part of starting a business is the nos. That makes sense.

Yes.

If you just kind of accept that's the journey that we're on, it will make the journey easier. Does that make sense, man?

Yes, it does.

So that's the mindset. Coaching. So let's get to the X's and own coaching. So, okay, what are some of the objections you're running into? Let's talk about how we can set up those objections. Help you. Help you with those objections.

Yes. So they've all been so categorically different. It's really hard to be like, oh. Because like, if it was one thing I could be like, okay, I'm doing this wrong. But I've been going into title companies. So I do what I call concentrated marketing because, you know, my mind goes a thousand miles a minute. I do too much sometimes. So I picked five. I picked five title companies and I try to market to them as hard as I can in a five to six week period. File that way. That way I could be consistent with my follow up knowing. Yeah. Learning the people in the office and things of that nature. So my first five out, all five of them was like, oh, that's excellent. I've never seen a notary sign agent come in and ask for business this like, would love to use you and then you'll come, you know, did mock signings, did the interviews. And then when I did one of three of the interviews, they was like, oh, so how do you, how do you do settlement And I was like, oh, no. I'm like, I'm telling them like, I'm the mobile signing agent. I go to the houses, I signed.

Them all back real quick. So I think maybe the conversation should be a little different. I don't. And I don't. I'm not going to go over the script in its entirety because obviously.

Right.

Pay for the script. But what I'm hearing a little bit is a notary public loan signing agent who, who's veering. So let me get you back straight. So the first thing you say is, you know, especially in an attorney state, and by the way, we're up a six figure training this Thursday with an attorney state student. Make sure you jump on that. Included. Included. So that's Thursday. But anyways, so then when you walk into the attorney's office and I maybe you should try attorney's offices and title offices, figure out which one's easier to market to. Right. If you're striking, remember like I told Jedediah before marketing, when you're in your business, when you're in your part of the scaling, marketing also needs to be a little data driven. Meaning that you hit 10, five title companies when you concentrated marketing, hit five attorneys offices. And see, we're getting better success. Right. Nowhere to concentrate your efforts. Because maybe it's just attorney offices you're striking out with, but you're crushing with title offices. So make sure keeping track. And you're very purposeful with your marketing. But anyways, I digress, I digress. So if you're walking into an attorney's office or like, dude, I don't get it. You're like, your job is to go into education mode. So it is. So the way you have the education mode is. Okay, so what happens if a borrower cannot come down to the office during business hours? What do you do? Oh, go, go. Got it, got it. Well, we send. Okay. Oh, you have a notary in the office already. Cool. What happens if you have two people in the same day who can't come down? I want to be the notary who execute the paperwork in case you're in a situation where the borrower can't make it to the office or the borrower can't. You have too many people coming at the same time. I want to be the backup to the situation. Educate them instead of just saying, because sometimes they need the light bulb, like, oh, I get what you are. Because you're dealing with attorneys who handle it in house. You don't know who in the process handles what Part, you know?

Okay.

Yeah.

So I think maybe go in and be more educating on what role you're trying to fulfill. Okay.

Okay.

Remember, what I teach you students is we are solutions to the problems. So buying a solution. So what's the problem is, you know, a borrower can't make it down at 3 o' clock on a Friday. What are you guys doing? You can ask that question. You know what I mean?

Right.

What do you guys do?

Right.

Oh, well, we send our in house notary to go out. Okay, cool. Now you figure out the next problem. Oh, okay. Let's say that notary is already booked for 7 o' clock that night. You have two people fill in the. Okay, so solve the problem, then go into the script. Okay, that makes sense. But it sounds like.

Yeah, it does.

You're not identifying the problem that you're solving. You're going in. You know what I mean?

Yeah, yeah. Okay.

Okay. Okay. I would then. But remember again, don't assume. Dude, I hope everyone's hearing this is. Yeah, don't assume that. Everyone's always going to use you. If you. You're banging your head against this part of wall, don't get discouraged. Maybe you need to pivot. I mean, that's a business 101. Like the word pivot, business work. So maybe be like, okay, it's not working here. Let me go energy here. And your job as a business owner is to keep the different avenues of possibility and figure out what works best for Marcus. What works well for you might not work well for Calvin Colma, who's in Chicago making 20 grand a month. So.

Right, right.

Your job is that. Let me try. I love your concentrate marketing approach, by the way. I love it. I hope everyone gets inspired. I think it's a great idea. But after like four weeks of like banging your head against the wall here, maybe this isn't my jam. Let me focus on five real estate agents. Okay, okay, that didn't work. Cool. Let me focus on five loan officers. Oh, snap. I'm getting so much success over here.

Right.

Remember, it's not a one size fits all business.

Exactly, exactly.

So then be like, okay, cool, let me go hit up five title companies. I love the concrete marketing. I actually love it. And because it really gives you a good way. What they call a B test. Right. So you're like, I'm five title companies, five lenders, five real estate agents, five attorney offices. And figure out which one works best for Marcus. Because what might work for you doesn't mean it's going to Work good for somebody else. You know what I mean?

Exactly.

That's the difference between a business owner and employee. An employee thinks everything's gonna work.

Yeah.

You know, not at all works good for your business, your strategy and maybe your. Maybe your version of my script works better with lenders than it does Realtors. But you don't know that until you AB test. All AB tested.

Right.

And that's all six figure notary public loan signing agents do. I mean, you know, you talk to Bill's anuga or you talk to May Cauley. There's totally two different ways of building the business.

Right. Right.

My job is to try to get you to find one that works. Go all and then build the business.

Okay.

Try to search Calvin Colma. Kelvin K E L V I N K O M A. He's also on Instagram.

Okay.

He is K O M A. That's his last name. He's in 15, 20K a month. Okay. So connect with the network. But dude, don't get discouraged, man. This is all part of the process.

Right? Okay.

This is all part of it, is it? This what you're going through is normal. Here's what's going to make you successful, man. I'm going to end with this as most new entrepreneurs, because that's what you are. You're an entrepreneur. First notary public loan signing agent. Second. Right, Right.

Yeah.

Most entrepreneurs, entrepreneurs get to the first valley and they quit not realizing that every business in America has valleys. Your job is to get out of this as possible. But it's not your job to be like, oh my gosh, there's a valley. Like that's part of building a business. You know what I mean? So keep at it. You got 250 closings in. You already got a direct. I mean, dude, you are so far in the middle. So start focusing on what you're doing. Amazing. Not what these four or five title companies aren't doing. And you should anything but discourage. You should be proud. I'm proud of you, bro.

Okay, Mark. Always.

Oh, Doc pleasures mine. Give. Get it. Drop me dms. Make sure you're doing. You're saying. All right?

Yes, I will. I'll keep a contact. Thanks again, Mark. I appreciate it.

You're welcome, man. Keep getting it by. All right.

Take care.

You're welcome, man. What a great conversation. I hope everyone loved that conversation. Conversation. It's really about understanding businesses are going to have peaks and valleys. Every business in America is going to have that. If you think any different, you're setting yourself up for failure. Does that make sense? So a lot of times discouragement comes from unrealistic expectations. If you're expecting that every single realtor is going to use you, you're just hurting your own momentum. Does that make sense? If you're expecting every title officer to use you, you're going to hurt your own momentum by going to chew seeing those two aren't using you. And then like, what happened? Only thing that happened is you stop going. That's it. So stay with the process. Trust your process. Believe in you, understand? When you water your garden, the plants are going to bloom. Let's go. Let's get somebody else on right now. Let's go to my girl Reese. Let's see. Reese is in the house. So excited. Welcome to goal setting Mondays. I'm Mark with a loan signing system where I teach notary public loan signing agents how to make money in this amazing industry. Reese, are you there? Hi.

Hey.

How's it going?

I'm trying to get him, my nephew. I'm trying to get him to the business. Remember I told you I was in New York?

Yes.

Yeah. So now I guess I told you I filled out everything for New York. So do I do the same thing like I do in Maryland?

Yes, ma'. Am. The cool part for you is Maryland and New Yorker Trinity states works exactly the same. The good thing for you is, you know, we got be out there in NYC doing 10, 15 grand a month. We got b find her in the Facebook group B e a. It's a very bea I'm actually going to do an on the road with her this weekend. But anyways. But the point is business is the same. Everything's okay. There's nothing different from Maryland and New York. You're in an attorney state. There's nothing different between New York and North Carolina. It's all the same thing. You're approaching title companies, you're approaching escrow companies, approaching real estate attorneys. Just like the Marcus from Chicago, right? Your job is to figure out Chicago is also an attorney state. He already has one direct real estate attorney. Your job is to figure out what works best for your guys's business. It won't always be real estate attorneys. It won't always be title officers, it won't always be lenders. That's why this is about building a business, you know, going to open houses and seeing there's a connection with realtors. Okay.

Because I think, you know, I got my title producer license last week. Pass the test. I did talk, I did talk to the lady from Title producer.

Yeah.

And when I called my dick New York, she said, all you have to do is fill out the paperwork.

Yep.

And just.

Yeah. Your title only necessary in Maryland. I notice you'll need that in New York. That's why New York's a beautiful thing. It's an. It's a notary mission and some effort. So let's talk about the effort. That's what this is about. So what are some plans for this week? Because remember, a plan without action is just a dream, man. Right. So what are. What are some plans and how can I help you put that into action? So do we have plans to go out and talk to realtors or lenders or title companies? Where are we at?

It would have to be next week because, you know, I have to do it Friday for my father.

Okay, so. Right, okay. So all I heard was I know the date. I'm able to go out and market, which is Friday.

No, no, that's being very Friday.

Oh, okay. I. Oh, I apologize, by the way. That's okay.

I try to be, you know.

I know.

You know, but I, you know, it's.

Yeah, yeah, yeah, yeah. So the point I'm trying to make is we need to start making actionable plans here. So what day are you available to start going out? Let's make a plan here, because a lot of times signing agents. Oh, I won't make money. I'm like, cool, well, one day, you know me. So what plans? Talk to me.

Next Monday we'll start.

Okay, so let's talk. Have we started Googling title office? Have we started Googling lenders? Are we starting. No, not yet. Okay.

I'm trying to get all this plan.

Okay, So I want you to start making lists. See a lot of notary public loan signing agents. Like, you two are like, look, I want to start making money. Well, let's start making actual items. Right? So Monday, I get that you have a very heavy heart this week. So if you have a little bit of time writing down the title is in New York. Start writing down different. Start Googling networking events, Right? Real estate networking events New York. Real estate. You know, escrow events, title events New York. Start creating some of these meetings that you can go to next week, but you don't want to do that next week. You want to do it this week. So next week you're just having action this week. Okay, that's right. All right. So your goals for this week is start making lists of, you know, networking events you can attend in your area. I mean, real estate market Is hot. So there has to be a ton of real estate events where realtors networking. You want to be there, right? Start making lists of title offices near you. Start practicing the script back and forth, right? Memorize script, put it down. What's great about you two is you have each other, right? You're like, all right, you're like, it's my turn. Let me shoot my pitch. My giving you my elevator speech. Then you can.

He's gonna get your stuff soon.

I love it. I'll make sure the meantime girl, like be the mentor. You know what I mean? So I'm excited for you, man. But this week, I want you to start putting some actual items in that you can do next week. Is that fair enough? Yes. All right. Good meeting you, brother. Hey, sending you as many positive thoughts as I can to your family from mine.

All right, well, thank you so much.

Thank you.

Thank you.

And Tom, does that make sense if you're expecting every title officer to use you, you're going to hurt your own momentum by going to chew seeing those two aren't using you. And then what happened? Only thing that happened is you stop going. That's it. So stay with the process. Trust your process. Believe in you, understand? When you water your garden, the plants are going to bloom. Let's go. Let's get somebody else on right now. Let's go to my girl Reese. Let's see. Reese is in the house. So excited. Welcome to goal setting Mondays. I'm Mark with a loan signing system where I teach notary public loan signing agents how to make money in this amazing industry. Reese, are you there?

Hi.

How's it going?

I tried to get him my nephew. I'm trying to get into the business. Remember I told you I was in New York?

Yes.

Yeah. So now I guess I told you I still got everything thing for New York. So do I do the same thing like I do in Maryland?

Yes, ma'. Am. The cool part for you is Maryland and New York are trinity states. Works exactly the same. The good thing for you is, you know, we got be out there in NYC doing 10, 15 grand a month. We got b find her in the Facebook group B e A. It's a very bea. I'm actually going to do it on the road with her this weekend. But anyways. But the point is business is the same. Everything's okay. There's nothing different from Maryland and New York. You're an attorney state. There's nothing different between New York and North Carolina. It's all the same thing. You're Approaching title companies. You're approaching escrow companies, approaching real estate attorneys. Just like the Marcus from Chicago. Right. Your job is to figure out Chicago is also an attorney state. He already has one direct real estate attorney. Your job is to figure out what works best for your guys's business. It won't always be real estate attorneys. It won't always be title officers. It won't always be lenders. That's why this is about building a business, you know, going to open houses and seeing there's a connection with realtors. Okay.

Because I think, you know, I got my title producer license last week. Pass the test. I did talk. I did talk to the lady from title producer.

Yeah.

And when I called, when I did New York, she said all you have to do is fill out the paperwork.

Yeah.

And just.

Yeah. Only necessary in Maryland, I notice. Don't need that in New York. That's why New York's a beautiful thing. It's a notary mission and some effort. So let's talk about the effort. That's what this is about. So what are some plans for this week? Because remember, a plan without action is just a dream, man. Right. So what are. What are some plans and how can I help you put that into action? So do we have plans to go out and talk to realtors or lenders or title companies? Where are we at?

It would have to be next week because, you know, I have to do it Friday for my father.

Okay, so.

Right.

Okay. So all I heard was, I know the date. I'm able to go out and market, which is Friday.

No, no, that's being very Friday.

Oh, okay. I. Oh, I apologize, by the way. That's okay.

I try to be, you know.

I know.

You know, but I. You know, it's.

Yeah, yeah, yeah, yeah. So the point I'm trying to make is we need to start making actionable plans here. So what day are you available to start going out? Let's make a plan here, because a lot of times signing agents. Oh, I won't make money. I'm like, cool, well, one day, you know, so what plans? Talk to me.

Next Monday we'll start.

Okay, so let's talk. Have we started Googling title office? Have we started Googling lenders? Are we starting. No, not yet. Okay. Okay. So I want you to start making lists. See a lot of notary public loan signing agents. Like, you two are like, look, I want to start making money. Well, let's start making actual items. Right. So Monday. I get that you have a very heavy heart this week. So if you have a little bit of time writing down the title is in New York. Start writing down different. Start googling networking events, right? Real estate networking events, New York. Real estate. You know, escrow events, title events, New York. Start creating some of these meetings that you can go to next week, but you don't want to do that next week. You want to do it this week. So next week, you're just having action this week. Okay? That's right. All right, so your goals for this week is start making lists of, you know, networking events you can attend in your area. I mean, real estate market is hot, so there has to be a ton of real estate events where realtors networking. You want to be there, right? Start making lists of title offices near you. Start practicing the script back and forth, right? Memorize script, put it down. What's great about you two is you have each other, right? You're like, all right. You're like, it's my turn. Let me shoot my pitch. My giving you my elevator speech. Then you can.

He's gonna get your stuff soon.

I love it. The meantime, girl, like, be the mentor. You know what I mean? So I'm excited for you, man, but this week, I want you to start putting some actual items in that you can do next week. Is that fair enough? Yes. All right. Yes. Good meeting you, brother. Hey, sending you as many positive thoughts as I can to your family from mine.

All right, well, thank you so much.

Thank you.

Thank you.

You're welcome, man. Awesome. Bye. Thank you. Bye. All right, so who are we next? You know what? I want to. What? I want to follow up on that call real quick or that topic is, you know, it's really important to make sure that we have things to do right. A lot of signing that. You're like, man, Mark, I want to make more money. Okay, cool. Where are we starting? Right? And goal setting Mondays is about really helping you put the week and the week ahead really into perspective. It's where am I starting, what goals am I setting for myself and what actions can I take? So maybe it's as simple as going on meetup.com or googling real estate networking events near me, but just make sure that you're putting things down so you can start taking action. All right, cool. Who's up next? Let's go to. Oh, quick. Let me see. Okay, let's go to Jason. Bo. Jason, my man. Oh, it's not working. Let's go to Gabriella. All right. Okay. Okay. So. Yes. Make sure you guys are making what up?

Hi.

Hello. Hello. Hello. Thank you for not driving. I always get nervous when I see a car. I'm like, yo, yeah.

I'm going to pull over.

So happy to talk with you. First, let me just say I'm from Los Angeles, California. California, Small goals. I just left the signing right now and I think I have 55 under my belt.

Hold on, everyone. She has 55 signings under a bell. A new signing agent. Drop her some clapping energies on the bottom. Let's go. Okay, so are those all through signing services? Where are we in the journey?

So they are signing services as of Friday. You have another one who was able to take another position. Still 9 to 5, but it's in overnight. So I am going to be a full time signing agent during the day.

Love it. Okay, so I'm gonna be. I'm be honest with you right now. You ready? You're in the best market in the country for notary public loan signing agents, girl. There is no reason why you shouldn't be at 5, 6, $8,000 a month. Month. There is no reason you should not be going direct. Stop playing a narrative in your head. You got 55 signings under your belt, man. You know what you're doing. Fair enough.

Yes.

You know, you know. I know you know what you're doing. I need you to say you know what you do. You know what you're doing.

I know what I'm doing, okay?

So what I need to do is start building that courage to start going direct. Like, you're in Los Angeles, man. You can throw a rock and hit a realtor. You could throw a walk and get to a title. I need you to start walking into, okay? Whatever narrative you're telling yourself, stop telling your 55 signings in. You don't need another 20 signings. You don't need another 10 signings. You don't need to be full time. You just need to go in and tell people that your signing agent, who's willing and able to and who is amazing, you're no longer a rookie. Like, there's nothing to be nervous about. Like, you need to walk and be like, look, you have a signing, I'm your girl, okay? Remember, we solve problems. You need to walk in, you got a problem, I'm the solution. That's what the script's for. I tell you what to say. I need you to believe in yourself. Because I believe in you, girl.

I need you to believe in me too.

Okay?

Yeah.

Then stop working for signing services and let's go all direct. So you know what I want you to do. So here's your goal from me in this call, okay? This week, I want two title companies that you're going to walk in and introduce yourself to. Can you commit to that? There's going to be like 4,000 notaries watching this. I need you to commit to everyone that you can go introduce yourself to two new title companies this week on why you should be there signing. Can you commit to that?

I could commit to that.

Girl, I'm proud of you. That's all this. Look, I'm be honest with you right now, okay? The reason you're gonna get direct business is 80% because you walk in that front door. It's 20% of. Because of what my script tells you. It's the belief in you that gets the business. And I need you to believe in you. Girl. There's no reason you can't create a 10,000 mother. You're in freakin Los Angeles. You're in Los Angeles.

Yeah, right.

You border Orange County. You bought a Riverside County. I mean, if you were crazy and you can go to San Diego county, like there was more business and you can literally do. But I need you to believe in you. I need you to believe like I am ready. This is my time. There is no reason a title company shouldn't be using you. You do you receive it?

I receive it. I got my commitment. I'm gonna make it happen, all right?

To do everything the loan signing system way, right? Make sure you remember the script. Don't recreate the wheel. The script works. You know that. So if you're nervous on what to say, I've taught you, show some gratitude when you walk in and let them know. I was like, I mean, I mean, dude, Los Angeles, the market is bananas in la. Bananas. Okay.

Yes, yes. So Mark, let's. Mark, I'm so happy to talk to you. Let's go. This is only the beginning.

Let's go. Okay, look, so I want you to DM me. Tell me how the first one went. I know you're gonna be a little nervous. Remember, nerves just means you're growing. Nerves mean you're doing something right. You might be a little scared, but if you're not scared, that means you're in a comfort zone. And there's no money to be made in a comfort zone, girl. You know what I'm saying? So I need you to push past your nerves. Believe in you. Okay? I believe in you.

Let's go, let's go.

All right, I'm gonna talk to you in the DMs and tell me how it went. You committed to two in front of everybody. Two. All right, two. Let's go get them. I'll hit you up in the DMs. Okay.

Thank you.

All right. You're welcome. Bye. I'm so excited for. Look, I have time for one more person. This is what I'm going to say. I'm going to be honest with you. Even for you non loan signing system students, most signing agents live inside a comfort zone. The idea that you think that escrow companies are being approached by a thousand notaries just isn't true. The reason loan signing system students make money is because they are brave enough to go in there, let them know that they're open for business. Success is one step past fear. No matter if you're a student or not. You got this. I believe in you. Like believe in yourself. Say I am amazing. I want you to drop down in the comments below right now. I am amazing. And I need you to believe it. Because the key to getting direct business is just walking through that front door. That is it. I'm telling you. The reason my students get business, 80% of the reason why is because they believe in themselves enough to go ask for the business. It's 20% what I'm saying. Say it with me. I am amazing. I am amazing. I see them coming in. Let's go. Oh, man. This business is all about self belief. And I believe in you so, so much. Let's get one more person on and let's help them with their business. All right. Let's go with an I think on the rod. Did I say that right? I am amazing. Keep them coming. Keep it coming. I am amazing. I need you to believe in you, man. It's very difficult to make someone else believe what you don't believe. So you're so good. Look, we watch people sign their name a hundred times. That's it. What we do isn't difficult. But somewhere along the line, somebody, somewhere along your road, somebody told you it was okay not to believe in yourself. And I'm telling you it's not okay. You need to start understanding so much how amazing you are. You are worthy. You are good enough. You deserve success. You deserve $150 and an hour's worth of work. If you believe anything less that you are not deserving. Stop. Do you know how hard it is to be an entrepreneur? You know how hard it is to take the guts it takes to do what you're doing right now? Don't discount your greatness ever. Don't discount that, man. The bravery it took just to be a notary public loan signing agent is insane. So don't stop now. You've already the reason I love talking and coaching other notary public loan signing agents is because I know you have it in you, man. I know you have what it takes because so many people aren't willing to be entrepreneurs, but you are. I need you to continue to believe in yourself. Continue the what it took to become an entrepreneur. So don't stop now. You've already the reason I love talking and coaching other notary public loan signing agents is because I know you have it in you, man. I know you have what it takes because so many people aren't willing to be entrepreneurs, but you are. I need you to continue to believe in yourself. Continue the what it took to become an entrepreneur is the same effort that it takes to get direct business. That's it. So the fact that you're even here tells me so much about you. So don't stop go all in this business is so easy. This business is so easy because most signing agents won't push past their fear. Most signing agents still play the narrative that they're not good enough, that they're not worthy, that they don't deserve is the same effort that it takes to get direct business. That's it. So the fact that you're even here tells me so much about you. So don't stop go all in this business is so easy. This business is so easy. $10,000 a month. So if you can believe in you and understand that you are worthy and that you deserve it and you can have a six figure business and you can make $10,000 a month and you're deserving of a $10,000 a month business. This business is a joke. I believe in you so much. I'm sorry, I just went on because I just want you to understand how amazing you because most signing agents won't push past their fear. Most notary public loan signing agents are I want you to understand that you need to just keep believing in you. I want you to understand that you deserve still play the narrative that they're not good enough, that they're not worthy, that they don't deserve $10,000 a month. So if you can believe in you and understand that you are worthy and that you deserve it and you can have a six figure all the success that you're willing to work for most notary public loan signing agents get. I'm going to end with this. I'm going to end with this. Most notary public loan signing agents get into this business so they can hit accept on a phone. Most notary public loan signing agents get in this business so they can go, boom, I got money. Your business, and you can make $10,000 a month and you're deserving of a $10,000 a month business. This business is a joke. I believe in you so much. I'm sorry, I just went on because I just want you to understand how amazing you are. I want you to understand that you need to just keep believing in you. I want you to understand that you deserve. Notary public loan signing agents don't get in this business to go direct. Most notary public loan signing agents don't go in this business to believe in themselves. They're like, look, I can answer a text message on a phone and the answer is yes. But if I can get you to believe, man, if I can get you to understand that you are worthy, you are great, you're amazing. All the success that you're willing to work for. Most notary public loan signing agents, I'm going to end with this. I'm going to end with this. Most signing agents get into this business so they can hit accept on a phone. Most signing not because I'm trying to give you some raw, raw, raw speech because you're an entrepreneur. You know how much guts it took to agents get in this business so they can go, boom, I got money. Be an entrepreneur. Let's build a business, baby. You got this. I appreciate you spending an hour with me. I believe in you, but I just can't believe in you more than you believe in yourself. Let's go. Signing agents don't get in this business to go direct. I'll see you guys next week on goal setting Mondays with the loan signing. Most notary public loan signing agents don't go in this business to believe in themselves. They're like, look, I can answer a text message on a phone and the answer is yes. But if I can get everybody and let's go get you to believe, man, if I can get you to understand that you are worthy, you are great, you're amazing. Not because I'm trying to give you some raw, raw, raw speech because you're an entrepreneur. You know, much guts it took to be an entrepreneur. Let's build a business, baby. You got this. I appreciate you spending an hour with me. I believe in you, but I just can't believe believe in you more than you believe in yourself. Let's go. I'll see you guys next week on goal setting Mondays with the loan signing system. Be blessed, everybody, and let's go.