EP 353 – Planning Your Numbers

This is the no Closer show where you get the latest developments in distressed note investing and learn the secrets of how you can control millions of dollars worth of property for pennies on the dollar. Get educated and entertained by someone who has closed thousands of deals and lives to support you in achieving the same. Now, here's your host, CEO of We Close notes, Scott Carson. Good morning, good afternoon, good evening, everybody. Welcome to this episode of the Nook Closure Show. As always, I'm your host, Scott Carson. Excited to be here today with you guys. Today's episode is a little bit about the numbers. It's a little bit about knowing what numbers and how to backtrack those numbers in, but also how to kind of identify your time and how can you effectively hit those numbers. Because let's face it, nobody likes to set a goal and not accomplishment. I mean, a lot of people get me wrong. Come January 1st, we're setting numbers like, I want to lose so much weight or I want to make so much money or I want to get in the gym. We all do things, but then we often end up failing in the first week. We end up failing in the first month. And one of the big things that I think is important when working through goals, working through numbers, working through things that you want to accomplish is setting attainable goals. Okay. But instead of just throwing a number out there out of the blue, taking some time to look at those numbers, what does those numbers mean? Do you have to make offers? How many emails does that make? How many bids do you have to look through? How many notes do you have to look through to find those numbers? What type of income are you making off those goals? All right, so that's the big thing I want to discuss with you guys today because literally right now, through the end of the month and then through the first part of October, too, as well, one of the big things that I'm working through is a little bit at night, a little bit during the day. Outside of my main focus of crunching through everything, every day is kind of starting to plan 2019. I know it's not even October yet. Well, it's important to start planning 2019, so I'm prepared for when it arrives. I'm preparing the different places that we're going. I'm preparing some of the things that we're looking towards. I'm planning on what our focus is going to be and how we're going to accomplishment by starting to work the numbers back in. What do I have to say? What do I have to do? What dominoes do I have to put in place so that when I can hit it on January 1, those dominoes start to fall to find success. So let's. The biggest thing you have to look at is how many hours do you have to put into what you're focused on? Okay, 10 hours a week is great. Okay, 10 hours, 20 hours a week because we figure everybody has from 7pm to 2am unless you work a night shift. And you usually have some hours in the day. If you've got 10 hours in a week, it's 40 hours in a month. That's a doable thing. Okay? You can squeeze out an extra week of the month and turn your four week month into five weeks by doing little things on the side to help out with that. Now we're not talking working an eight hour day once you get off of your job because let's face it, that's a burnout waiting to happen. If you've got family, you've got kids, you're not going to have full eight hours when you get off of work to focus on what you want to need on what you want to with a note business or real estate business. Okay? So big thing is look at what you're currently doing, okay? And be honest with yourself. Let's not blow smoke to yourself, let's not lie to yourself. Focus on things. What are you really doing during the day? If you're a realtor and you're busy out doing realtor transactions and things like that, you can't count it towards your real estate investing business because that's the business of being a realtor. Same thing with them being a mortgage broker. If you're getting leads for your mortgage business and you're doing constantly other things, it may not give you a lot of time for your note or real estate investing business. Okay? Let's be honest with ourselves. Okay? Good morning. Laura Blanc. Yes. Is a soggy good morning from Central Texas. A little sogginess here in Austin. I look like a taco, but I see it's an umbrella. Okay. Emoji. Good stuff. But anyway, so let's look at yourself. Now if you don't have anything else to do, then you have really no excuses not to be working at least 40 hours a week in what your business is. Okay? And like I said, you got to be honest with yourself. You spend your time, a lot of time on Facebook or LinkedIn and you're not doing effective things on there. That's a problem. All right, so look at what your time is. What are you really Are you really putting 20 hours a week in? Are you putting 40 hours a week, somebody putting in 60? Let's just face out what it is. And if you're working very hard, let's just face it, you're probably not gonna work 60 hours a week every day or every week, that's gonna get a burnout. You're gonna have some ups and you're gonna have some lows, you're gonna highs and you're gonna have some peaks and you're have some valleys. That is just normal with what it is. You're gonna have some great times where you're excited. Other times you're like, oh, I'm just dragging, I'm a little tired. Okay. The thing I want you guys to realize is everybody goes through that. Everybody goes through peaks and valleys. Everybody has times that drag on. Okay. Those are some of the biggest things I can tell you is just keep cranking out, just keep focused on things, keep pushing towards. But let's go back here, let's look at your numbers. So if you got 10 hours a week, okay. You're working on things versus 20 hours or 40 hours. Okay. Or 30, whatever. You have to figure that out. Okay. What needs to get done. Okay. First and foremost, the number one thing that you guys have to be doing obviously is reaching out for assets. We're looking out for assets. That's the base, that's the minimum thing that you've got to do with marketing is be reaching out to get assets. And that's either A, through banks, that's either through hedge funds. And what are you doing? Are you just reaching for the low hanging fruit where everybody else is? If that's the case and you're looking to buy the premium assets, you're going to pay premium price for that. Okay. You have to also start looking at, start building some systems in place to help you with your marketing. If you're constantly going, doing one off different things, you're not giving your marketing a lot of time to have success. Really giving your time to be able to measure your results, what's going on. And that takes time. So I'm still a big believer, especially in the no business, it's a lot less marketing time as far as like the physical stuff. You're not sending out postcards, you're not posting bandit signs. Okay. If you're really working your marketing time in the note business, that's consisting primarily of reaching out to asset managers and that's pretty easy to do, pretty easy to do when it comes to your marketing Aspect of things. Okay, what's that mean? Basically you're setting up your Infusionsoft or your Mailchimp or your AWeber accounts, whatever your email service provider is. That's what you're setting up to get out. And I know a lot of people love the idea of pulling asset manager list and sending an email. What 90% of people fail at doing is setting it up once, making sure all their links are working and then replicating that. Okay. That's literally a one day activity and literally set you up for months out. What do you have on your books this month? What do you have on your books this month? What do you have on your books this month? Okay, that's the important thing to look at. Those are some simple things to do. But a lot of people fail to do them, okay? Because the fact is they just get tired. They spend time on one email and then they forget about it and they don't get to it on a consistent basis. Now there are people that send out emails every Sunday night or every Monday for the most part. That's great. They're writing something new, marketing. But taking the time to go ahead and pre write your email list is important to get done because that's a very, very valuable thing. You could do that once and really kind of save you time later on going forward versus having to replicate or recreate the email every month. Go ahead and set it up and send out three to four months or even six months of emails. Schedule them so they go out the first Tuesday of the month. That's not hard to look at with a calendar. Okay. That's a very smart activity. And you can do that off times, you can do that at night, you can do that on the weekend, you can do it during your lunch break if you need to. You start setting that stuff up. If you're working full time, if you're not working full time, but you're a no full time real estate investor, note investor. I would do that something in the morning, something in the evening. I would not really spend a lot of time on that during the middle of the day. Okay. Do it in your off peak hours. Because one of the best things that you can do, I mean if you're brand new, yeah, go ahead and send it out, get it out. But the idea here is that your best activities for a note investor is marketing for deals and raising capital. And then once you get your deals in, evaluating going through the due diligence and working through those systems and then making offers. And then once if you do Buy it then handing that off to your team because your team was working nine to five, that's your attorneys, your servicing companies, your servicers, any other special service you have working for you, your vendors, those are working during the day. Those are your nine to five activities. Those are the phone calls you need to make. You're also phone calls a 9 to 5 are to the banks and the hedge funds. If you're going to make some phone calls, all right, remember we talked about the times to do that. Ten to noon, Tuesday, Wednesday, Thursday are also two to five on the same time. Tuesday, Wednesday, Thursday, would I make phone calls on Monday, would I make calls on Friday? But I would spend time, spend a couple hours a week reaching out to people that open your email, open up your asset manager emails and following up with them. And big shout out to Melanie and Phil Jacobs. They shared with me that they've been sending emails out to the asset managers that have opened up the last few emails and their open rate is like 41, 42%, which is pretty good shot. And they're getting lists sent to them. They're being smart. They've sent some emails out here for the last three months and they're starting to get tapes sent to them, one off deals, some awkward deals. As I say, they're not the traditional bread and butter, but they're still getting deals sent to them, which is just from the consistency of putting the systems in place. And they're both very busy people. Phil still works full time for a major auto company and Melanie also has her consulting practice as well. So the fact that they're doing this in their part time is smart time. Okay, so when you look at that, how long does it take you to write an email? And half an hour, hour if you're getting started first time. The first thing you want to do is once you've got your email, if it's good and you get all the links looking good, you have somebody review it for the first couple times, make sure your spelling is correct, is then set it up, then that's where you replicate it. Okay, so but let's go back to well, how many emails do I need to send? Aska, this sounds like a lot of work. The hardest work is the phone calls. More so than anything else. Emails is pretty relatively easy. Okay, so let's talk about some numbers because I think we all need financial numbers to kind of drive or wanting to go. And if you look at what you want to make, do you want to make six figures, do you want to make 50 grand. What is it that you really want? You want make 10 grand a month as your ultimate goal. Okay, great. 10 grand a month, that's 120 grand a year. Okay. Thing to keep in mind, that that's. You break it down, that number down if you want to be making ten grand a month. Okay, you gotta break your numbers down. If you're using other people's money, you gotta figure you're gonna be splitting income coming in off your assets. So figure, what's your split if it's 400, $500 a month? 500amonth is what's coming in on average on your mortgages that you're buying, that you're getting reperforming. Then let's figure that out. All right? 10 grand divided by your split of 250amonth, that comes to a total of 40 notes that you need to do. Okay. If you want to get that in your first year, what's that come down to? 40 divided by 12 months, it means you need to be closing on at least three and a third, about three notes every month. That's not bad. That's totally attainable now. But the question is, how many offers do I need to make to get to that three closed? Well, 10% close ratio, 3.3 notes, multiply it times 10, it means you're going to be making 33 offers every month. Divide that by four weeks, it means you mean to be making about eight offers a week. Very, very tangible today. Realistically, think about it, those numbers are attainable. But knowing your numbers, keeping a track, how many offers did you make this week? How many offers did I make last week? And starting to see the bids. Because that is ultimately what happens when you're making offers. You have offers that you're putting out to the hedge funds and the banks, stuff like that. You need to keep track of how many offers. I always try to like to have 20 offers in the hamper. I do things a little bit differently, is I track one offer. Could be 100 assets. It could be one asset. Depends on the tape size. All right. Because I like to spread my stuff across. Because sometimes when you're buying portfolios, not all of them are going to get accepted. Not all of them. Sometimes somebody will outbid you for the whole thing. Okay. It's just the business. That's just what happens. Don't get frustrated. Realize that somebody outbid you, especially bought the whole tape, which will happen from time to time. I like to use it as an opportunity. Okay, great, Mr. Seller, who bought the whole tape Would you mind forwarding my bids to them? They'd be willing to talk to me about me maybe carving out some of their assets. Okay. It's not a bad thing. Great way to build relationships. Okay. So if you're looking back at your numbers and you've got to do eight offers a week. Okay, two a day. All right. That's not that hard to do. When you reach out to the hedge funds, when you reach out to banks, getting in the process, give yourself the 90 day window ramping up. Okay. If you've been in the business for a while and you're struggling, hey, come back to the basics. I know a lot of people get sidetracked without going to conferences or going to events, going to networking events. They think that they're doing something at the end of the day to look at what was the value of that event? What was the value of it? Did I get contacts? Did I make a lot of great acquaintances? Did I collect a lot of business cards? I can put my database for marketing. Because that's really the second phase of what you're doing. All right. Besides just making offers, you've also got to talk to investors about raising capital. You got to get out what you're doing. And one of the basic and best ways to do that is email. I am not the biggest. I like posting stuff in the social media stuff. I'm definitely a great way to get the word out, stuff like that. But depending on where you're posting, if you're posting it to a real estate group or you're posting it to like the WCN crew private Facebook group, probably not gonna raise a lot of capital because we got a lot of sharks in there. Okay. They're looking for the same thing. Okay. So you have to look at how you're leveraging your list, your time outside to help. Is that going to the propelia meetup groups in Dallas or San Antonio and or sponsoring an event like the Quest Expo, you may have to drop some money on stuff like that. Okay. Or you just got to be a mad scientist about going out and meeting people. Hi, here's my car. Can I get your car? There's some things you got to develop. I don't necessarily like running around and trying to collect 100 cards in an hour because you don't building really fruitful relationships that way. I like going where maybe others aren't going. Okay. I do like going to the Quest IRA events. I like going to self directed IRA events. That's a great thing to go to. But you also Careful, there's a lot of sharks there. Okay, so I like harvesting. You guys heard me talk about pulling IRA investors off the county appraisal districts. I think it's one of the most underutilized tools. And if you are going to do some direct marketing or direct mail marketing, that is an effective use of time. Okay? It's an effective use of time reaching out to investors. Now, Eric Hyde comments here this morning. Hey, I'm kind of like a mad scientist. I don't know what you mean by that, buddy, because you've got a bit of a weird job. Some off. The whole idea, like I said, is to look at and balance with what you're doing. If you've got a full time job, hey, you have to really kind of stretch your numbers out a little bit. Instead of maybe getting eight offers a week, maybe it's four offers a week. Maybe it's going to take you a year to get to five grand in cash flow. All right, maybe it's gonna take you two years to get ten grand in cash flow. But the idea is that every asset you get, we all know that's not ultimately going to be turned into a reperforming note. I wish that was the case. Right. Some of you have to foreclose on some of them you're gonna sell off, some you're gonna wholesale. The idea that I can tell you this more so than anything else is the more offers you make, the more you'll work through. It's just that's the case and I know it's stupid. It's the total A equals B. If A is equal to B and B is equal to C, then A is equal to C is whole paragraphagorean theorem when it comes to note investing. If you're making more offers, hopefully you end up closing more deals. And in that case you'll be making more money. Right? Making more offers equals making more money. Okay, Some that you'll get reperforming and this is that cash flow yet money coming in perpetuity. But others, when you're foreclosing, selling off, those are bigger checks, which are great too. Nobody does not. I'm not going to turn down a check with a comma in it with sizable numbers to the left hand of the comma. What I'm trying to get at is set your numbers up for the cash flow basis because that's really the least coming in per month. Now, obviously with bigger checks, bigger assets, you're going to get some bigger checks in, you're going to hit that 60 grand or that 50 grand a year, 100 grand a year, a little bit faster by focusing on it. But the thing I can tell you this, more importantly, most importantly, and this goes out to the wholesalers out there, is, look, don't be looking to flip notes to other people. Look to buy for your own portfolio first. Look at that asset as an opportunity for you. Why do you like that asset? Because your conviction, the reason you love that asset, when you've done through the due diligence, you really like that asset. That will come out in your market. They'll come out. When you're talking to investors, it'll come out is a much better way versus just shoveling stuff or just taking orders. And none of you want to be a note waitress or note waiter. All right? You don't take other people's orders. You want to order for yourself. You want to be ordering from the menu, not taking somebody else's and trying to find it. Now, get me wrong, when you start off wholesaling, great way to make some cash. But don't be doing it for like 200 bucks or 500 bucks. That's just not worth your time. Your time is worth so much more than that. But knowing your numbers and what you have to make offers on, knowing how many have to do in a week or how much you have to do in a month, those are the big things. And do yourself a favor, don't spaz out if you're not hitting that in the first month or first two months. There's some people, they buy a couple notes and then they go dark for a month or two because they spend time, spend a lot of time on trying to find those assets, and they go get back to work. And so it's. I like what Don Rigga boss said. There's a constant dance between the paper and the property of different things. Because once you buy something, then you've got to spend some time working on it. You got to work out that stuff. You've got to get your vendors rock and roll. You've got to get your collateral files scanned in and sent out and stuff like that. Those are some of the big things you have to do to help yourself be able to capture and be able to make that money on assets. So like I said before, if you look at it, what, how many do you need to be closing on a month? If you need to be doing eight a month, here's another way to take that number and figure out how much in private capital you need to raise. If you got to do eight assets a month to hit that number. Roughly, you just figure the average purchase price is probably around 25 grand or 50 grand. Whatever your asset class is, whatever you're looking at. Say if you're looking at at least $50,000 assets, then take 25,000 as your mid price, as your funding amount. Now you probably buying them at 20 and putting a little bit extra in there for service, you know, workouts or a little bit near hip national bank. So It'll fine. That's 25 grand times eight. What's that come to? That's 200 grand a month. You need to be raising capital. For some of you, at the end of the year, that's 2.4 million raised to hit your number. Don't flip out. It's quite all right. All right. If you're doing stuff on a regular basis like that, it becomes second nature that you're raising stuff. Especially if you're marketing, you're not networking. You pick your numbers, you pick your spots that are the biggest bang for your buck. I know I've had several students that were very heavily on networking. Going out once a week to investment clubs, meetings, and meeting with people. And they did that. You just talk, you go out, they figure that out. And after a while they're like, wait, this is. It was effective, but I've lost my focus. Okay. Jeffrey Wolfe says I work for paydays, not tips. Nice. Okay. I guess I did, didn't I? Eric Hyde. Eric says when I asked him what I mean by that, I just talked about Matt Scientists. I totally did that. Exactly. The thing I'm trying to get at, guys, is putting a million dollars together in private capital isn't that difficult. I know. It seems when I was first starting off, I was like, oh, my God. It seems impossible. It seems impossible. If you're especially starting from zero, move that big rock down the hill is difficult. It seems impossible until you get a little momentum going. You get a little momentum going and you can put some things in place. A little push, a little steady effort. You become the little engine that could. Or really not the little engine that could, but the little engine that did. And I'm a big believer. Oh, I think I can. I think I go out and raise capital. Okay, go out and raise it. One of the great stories I love sharing is our buddy, Wayne Snell. Wayne's one of our best students, done a great job, couple hundred assets. Wayne originally started off, he was funding things with his own capital. Okay. Nothing wrong with that. He's got the ability to do that. Great. But he was very scared to raise capital from other people because why was he there? Because he'd actually had some bad things happen to him earlier on. Okay. I was like, listen. The thing I kept telling Wayne is like, listen, it's going to be okay. Just go out and talk to people, know the deal. And so we had our mastermind event in San Antonio. This goes back a couple years. And he actually came to the event. We used to have our masterminds be five days, like Monday through Friday. I mean, they were like, fully intense. Okay. He went out, I think it was a Tuesday night or the Wednesday night of the event. Instead of going out drinking without us in masterminds, getting in trouble that way, he went out to the local investment club meetup. Okay. And he had a meeting with a private investor through an introduction from somebody else in the mastermind. And he got to talking about some of the deals he's done, the type of deals he did, basic stuff that we regurgitate over and over and over again. He got out there talking about the type of deals he was doing, and the investor was willing to write him a check right there or tell or why are you? I don't may not have the specifics of that, but anyway, the investor was willing to invest with him. Wayne came back the next day, and we could not get him to shut up about it. He was so excited, like a kid at Christmas, Total kid at Christmas. And it was so great to see him because it was a total mind shift, literally. Mind shift. He went from not believing him in his duties to having a lot of faith in making things happen. And I see a lot of that happening with students out there. I see a lot of that happening with rock stars out there. Something happened and some total mind shift of what they can accomplish. Some of you guys that are watching this this morning, I've seen mind shifts with you guys and gals. And the thing is great about seeing those mind shifts, it's life changing. Those moments are life changing. And Stephanie remembers that, bless him. I think people were like, we can get Wayne to shut up. The next day, he was all over the place, just so jacked up, which is phenomenal. And that is what I want to have happening for all you guys and gals out there. That's what we do this for. There's no greater joy in seeing you guys and just seeing success happening, seeing you guys grow as investors, individuals, and seeing this mind shift take place. Because I didn't get in this note business years ago just to be myself, just be one man on a mission to help save thousands of Americans. I knew I could never accomplish my goals by myself. I knew that I needed help to get things done. And I had a big mind shift when the capital raising from one project that I didn't end up doing, but it was a mind shift of reaching out, making phone calls for a day, and getting people to get excited about the project that I was working on. They knew the numbers because I was looking at buying the asset for myself. I was excited about it. And then excitement came along. That mind shift that day over a decade ago, I still remember it to this day. I still remember when people said, yes, we'd be doing. But I also remember the big what I thought was a failure turned into something successful when the asset didn't turn out to be exactly what I thought it was. And I had to go back and explain to the people that said they were interested why it wasn't a good deal. And then they in turn shifted back, said, yeah, we'd be glad to work with you, we'd be glad to get some things rock and rolling with you. Just get us on the next deal. And I think it's. What you have to realize is so important is you have to have a little bit thicker skin in the note business because your numbers, this is not going to be. You're not going to hit a thousand, you're not going to go 100% efficiency, you're not going to be perfect at your pitches, you're not going to be perfect at the bid you place. You're going to strike out, you're going to swing and miss a lot, right? And it's okay to swing and miss. It's okay to make some offers and come back and they're like, what the they smoking over there? Okay, it's okay. I made some offers. But the thing I want you all to get at is you're in the game. As long as you're putting your 10 hours a week or 20 hours a week or whatever you're putting in, make sure you're getting maximum effort, okay? You're getting the whole deadpool, maximum effort. Your time that you have, whether it is 7pm to 2am or if you are full time, look at what you're really doing. If you're failing, you're spending a lot of time, like we all end up spending time throughout the week on wasted stuff. Do yourself a favor and do a little bit better today, do a little bit better tomorrow, do a little bit better next week. Okay. Hold yourself accountable. Maybe you need to put a sticky note up somewhere. Hey, I gotta hold myself accountable or put your numbers up there. Okay. And celebrate as you close deals. Celebrate. Hey. One of my favorite things to do in a little celebration, especially when I finish the workshop or we complete a big tray, is sit outside. Good cigar, good Rocky Patel decades crown and Sprite. And sip on it, Just sit there, enjoy it, relax a little bit, figure out where we're going next and going from there. But we also love to travel. We close on a big, big trade. We love to travel. We like to book events. We like to book travel stuff. It's our way of rewarding ourselves to go out there and recharge our batteries. Because I will tell you this, if you do the same things over and over again, it can get kind of boring. But it also, it's. Every day is a little bit different. Every day is a little bit different with what's going on. You don't know the country western song of the asset that you're buying. You don't know what your investors are going to say. You may have one conversation that leads you down a path and you meet people that you never thought about and hey, buddy, good to see Joseph Warren on there this morning. Cigar and port is the perfect marriage. Yeah, I like a good tawny port as well. Good 20 year port. Yeah, it's a great marriage in relaxation. Good to see you this morning. Stephanie Goodman says on here base hits are more realistic than home runs. They are, they are. And sometimes when you swing into an asset, you think it's a base hit, it turns into a home run. It just keeps going and going with good stuff. Okay? You're going to learn something new from every asset that you make an offer on. You're going to learn something new about yourself. You're going to develop skills with every asset you close on, every deal you make, every email you send, every conversation you have, it builds upon itself. You are failing forward every day to get to where you want to be. Am I the man that I thought I'd be 10 years ago? I look back at the last 10 years and it's been a crazy ride. But I also know that the next 10 years are going to be even crazier. Good stuff. Mr. Dan Deppin, congratulations. Just closed on one this morning. Celebrating with golf this afternoon, but submitting more bids. First, congratulations to you, my friend. Proud of you. You're doing great stuff. So what I want you guys to do, I want you to think about this is look Take the time. Write your goals down. I know we've still got a quarter left of the year left and you've got a lot of opportunity. Think back to what you were thinking about the first of the year. Think back to what goals you want to accomplish this year. If you're working full time, you've had a few setbacks. Hey, guess what? Everybody's had setbacks. Everybody gets them. It happens. Welcome to the club. I don't bat a thousand. I strike out on a lot of things. I goof up on things just like you all. People ask me all the time, scott, how do you accomplish so much? Look, I accomplish so much because the things that I do, I'm able to repurpose, okay? I got tremendous amount of people that support me. I've got a tremendous network. And that's the beautiful thing. When you're building a business, whether it's a note business, real estate business, whatever you keep working towards, every person you meet can help you and vice versa, you can help every person you meet. One of the best things I love about where we're at today is it's never been. You've never been able to find somebody that you need to meet easier. If you're doing the things with networking, you're doing the right things with marketing, you're leveraging LinkedIn contacts, you're out networking, you never know who you're going to meet. You never know what kind of influence they'll have on your business, or vice versa. Great. Friday, indeed. Exactly. Stephanie says exactly. So that's the biggest thing I can tell you. Write down your numbers, take a second, put it on a sticky note, tape it to your keyboard, put it somewhere you can see some things. Those are the most important things I can tell you that are going to help guide you on success, is knowing your numbers and posting and then sharing. That's the third thing, sharing them, working through your numbers, working through your marketing, but then also talking about what you're trying to accomplish, especially if you've got spouses or family members that may not be the most supportive. Share what you're doing. And as you're making strides, that belief will turn from maybe unbelieving to, okay, maybe they can do this, or, yes, they can do this. You are proving me wrong. Okay? We all deal with that. We all deal with people that aren't supportive. And the best thing I can tell you to is try to block those people out for a little bit or just take a break. Maybe not block them, but take a break from them, okay? Take a break from maybe their negative energy. Take a break from them, really kind of that mental, I won't say abuse, but that mental blockage that comes with. When you're dealing with negative people, just walk away. Just put it on the side and focus on your path. I talk about staying in your lane a lot, focusing on what you're doing. Just focus. Focus on what your focus is, what your numbers are. Your numbers are your numbers, not somebody else's numbers. And the sooner you get to understand that, the sooner that you realize that it's your journey you're on, you're not on somebody else's journey, and vice versa. It makes life a whole lot easier to get things. It also makes your numbers a whole lot more attainable because now you're not spending time on looking at what other people are doing or wasting your time on things that have no, no, no influence on your business except taking your time away from you. All right, so that's what I wanted to leave you with on this afternoon here in Austin, Texas, on the podcast you guys are listening out there in itunes. And Stitcher, once again, thank you so much for listening. Thank you for all the kind words. We've gotten quite a few emails in from people. I want to thank all of you for listening. Thank you for all for sharing. Thank you for subscribing to the show. Really, if you do me. One thing is, please, please. One of the big things we're trying to do with the podcast is get our reviews up a little bit. Love to hit the 100 review mark here before the month is out. Take a time if you listen to the show, love what we do. Take the time to go onto itunes or Stitcher and leave a review. We'd really, really appreciate it more so than anything else. Couple questions here. We've got Eric Hyde says my wife used to not seem to support the note investing we were doing. So I created a system that she got to enjoy the rewards every time we close deals or got a reinstatement center. She's totally on board now. Yeah. Basically, anytime you can give somebody a shut up check, and that's not necessarily a shut of a check because we. I've met your wife. Your wife is a beautiful person. I know. She's just probably a little skeptic. Probably things like, who the hell is this Scott Carson guy? You spend a lot of time to. Probably your kids, too, but lovely family. Eric, hi. That's the beautiful thing is that you have your family share the rewards of your hard work. And that's phenomenal. That's the most important thing that you can do. Dickie Baldwin from Houston, have a great and profitable weekend. Thank you, Dickie. You too, bud. And then we had Keith Baker. Thank you, Scott Carson. Thank you, Mr. Private Blending podcast guy, Keith Baker. Glad to see you on here. We had him on a show two weeks ago. Looking forward to the episode coming out, if not already out. But anyway, once again, everybody, know your numbers. Work through your numbers and give yourself some credit. Look, if you're one of these people, I'm gonna do it in 30 days. You're probably not gonna do it in 30 days. Okay, we put a plan at 30, 60, 90 day, six month, and then one year plan into place and work those numbers back from where you want to be. More likely, you'll have a plan that works better for you. At the end of the time, you'll look back and say, okay, good. You'd probably get closer to hitting your numbers versus somebody that does not have your numbers planned out. If you don't have your numbers planned out, you have no guide. You're a ship at sea without a rudder. In your rudder in the note business is knowing what your goals are, know what your numbers need to be, know how many offers you need to make and how many people get to reach out to and talk to to raise caps with that. Guys and gals out there, our extended note family and note nation want to say thank you again for listening. Thank you for sharing. Go out, make something happen. And we look forward to seeing you all at the top. Everybody by.