EP 363 – Planning Your Must Attend Events

Foreign.

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 Nutclosure Show. As always, Scott Carson here. Excited to be with you today. And today's subject, I want to talk a little about on this episode about how to avoid the constant bombardments out there. All right? And this is very easy to do. People get overwhelmed all the time. If you're anywhere close to me, I know you're probably getting a ton of emails and a ton of posts. And when you've been marketing or posting yourself out there, especially on LinkedIn or other groups, I'm sure you're bombarded with a lot of distractions like, oh, here's the event, or here's my webinar, here's the conference, or here, come to this thing, come to that thing. And it can be really, really distracting. It can really keep you from having a lot of success in your business, especially when you start adding in all the Facebook groups and all the meetup groups and things like that. Your email will be barded. Okay. And sometimes you just want the noise to stop, especially when you're trying to be focused. You don't want the outside distractions, but it's very easy to get distracted by outside influences. I think we can all agree to that. God knows I have enough coming at me. I'm sure you guys all do as well. So what I thought I would do is spend a little bit of time on this episode of the Nutclosure show just talking about some of the ways to help you kind of slice through the distractions to find things that make sense for you and. And things that don't make sense. Okay? First things first, you have to be focused on something, all right? You got to be focused on probably one thing at the most. Now, if you're one of these people that love to go to every type of training every time of workshop or all across the country and different things, you're never going to achieve success, period. Flat out, you're never going to find success. This goes back to my background when I first got into real estate investing. I was fortunate enough to go and attend a lot of events as a vendor where I was getting business from my Mortgage company. And we were traveling every other weekend to a different convention, especially the Ron LeGrand Convention Series, where it'd be anywhere from 500 to 1500 people at an event. Okay, so we've been bombarded, but that was our one focus, is going as a mortgage company. I would see people signing up for the master's program that Ron used to provide, which would be like eight workshops, over eight educators. And once you went through, you got your masters in Real estate, basically. And he had for different speakers along the way. So if you signed up for this package, you got all these workshops. And then as I started coaching with people, working with other investors, I would see people like, oh, I'd spend time with them like, well, I gotta go. I can't have you stay Friday because I gotta jump on a plane because I gotta go to this other workshop or I gotta go to this workshop on trust, or I gotta go to this workshop on flipping on this workshop on wholesaling, or this workshop on notes, or this workshop on asset protection, or this workshop on whatever, how to use my ira. First and foremost, I'm going to tell you that education is always a great thing. That's my first caveat. But secondly, if the stuff is you're going and learning on is not helping you immediately with what you're trying to get focused on, it's only going to deter your success. Now, what do I mean by this? In the book Outwitting the Devil by Napoleon Hill and Schoen Lecter talks about how the devil loves to distract those that are subject to successful. It causes to drift, right? We all drift. Everybody drifts. I'm guilty of it. I guarantee Steve Jobs was guilty of it. You know, everybody's guilty of drifting from it at some point. It just is what it is. But the more you can be focused on, the less that you drift, the more obviously positive things are going to happen, the more you can work on things taking place. And I drift from time to time. There's things I get more excited about the podcast or more excited about the events. We drift. My biggest goal is I try to use my calendar to help me stay focused and my goals, my KPIs, my annual goals, what I want to accomplish in front of me as that carrot that basically dangles in front of me to keep me going in the right direction. And so years ago, I was like, okay. And I remember this conversation in late 2009 about, okay, I was doing notes, I was doing a variety of other things, but I was trying to go all sorts of media Groups, trying to go to workshops, things like that. I finally had to go, Calgon, take it away, Calgon, take it away. Save me from all this distraction. Because I was doing everything else besides finding success. And so one big thing that I focused on, I decided, okay, let me do this one thing. It'll help me stay focused. And I started a challenge. I started a blog. It was called 100k in 100 days. My channel is making $100,000. 100 days. And I got so busy being focused on that one thing. Going and doing real estate, going to look at notes and making offers on things and focus on. I wrote up my success or what. I focused on my good, the bad, the ugly, my wins, my losses at the end of each day in a little blog or a video blog, and I sort of start posting it. Every day was a new day. Day one, day 50. Well, by the time I got to day like 45, I was so busy being bombarded with investors wanting to work with me or deals, I did not have time to do the blog anymore. It's one of the best things that I've ever done. What's funny is that helped me stay focused on what I need to get done Now. I know at that point, I was divorced, no kids. The only thing I had was Princess and Mr. Bill, my gray tabby. The three of us were joined together to knock some things out. What I'm trying to get at here, more so than anything else, is you are feeling bombarded. Like, I just had a great call with Melanie Jacobs. I have to give her and Phil a lot of great credit during closing her first deal. Call me for questions, call me for coaching. Always got to do that. And she had this great. She, like, Scott, I'm feeling a little overwhelmed with all these different things that are popping, all these events, and we feel like we have to go to. We're all into it. And I'm like, okay, here's an event or two to go to, and what else are you going to? Well, we went to this and went to. That said, okay, do yourself a favor. If you're gung ho on one thing, stick to that one thing. Don't add 20 million things, or don't look at your schedule and add so many other things. You know, I'm always been a big advocate of going to your local real estate club. I still think that's a valuable aspect to go into your local REA meetings and networking with your local audience. I think that's phenomenal. And in some parts of the country, you could go to a different meetup group every night like in Houston or Dallas. There's basically a meetup going on almost every day of the week. Here's what I would highly recommend that you do. Just go to one thing a week, one meetup a week. Preferably the evening meetups are going to be the more valuable ones for you versus the day. The reason why do I hate going to lunch meetups is it takes so much time out of your day. It takes you time traveling to there. It takes you hanging out there for an hour, hour and a half, and then you got a half hour afterwards. Nothing ever ends. It's at least a two, two and a half hour part of your day that gets shot. So the thing you got to realize is you got to make sure you get the most out of what you're going to. Now, one of the things that we like to do is obviously since we have our calendar here and it's going on the wall and figuring out where we're doing, what we're going to this year is there are a lot of events we get invited to. We get invited to. Bob Zachary just had a great event out in Tucson with his event and what he does. And we were planning on going to it, but we were going to a different event. I'm going up to Rochester, New York this weekend to speak in an event for a new conference up there. I'm excited to be going to that. I'm going to it. We'll see how it goes. What you have to start doing, as you start growing, you have to start peeling back the other things that you go to start unsubscribing from things. I hate to say this, but you have to kind of start manage your schedule a little bit because you're gonna be busy, focused on doing deals. If you're constantly going to meet up groups every night or every day, you're not getting any time to put any of what you're learning into action. And that's the biggest thing. If you're paying money to go to a workshop and you come home and you don't take action on what you learn, you pretty much just wasted the weekend or wasted that money and that time. And that's the biggest tragedy. So I'm very particular about things that I go to. I want to make sure it's worth a either a this. One, it's worth my time to go and learn something that's going to be impactful on my business now. And two, I'm gonna be surrounded with people that I want to be surrounded with people that are going to help me take my business to the next level. And over time, those events are going to change for you guys and gals out there. They're going to change. So like I used to go every year when I first started off in the Note business, I was going to a lot of Ronald grand events. I was also going to a lot of local media groups and stuff like that. I wasn't really going to any of the conferences. And this is back at a time when really there was only two conferences annually for the most part. You had Paper Source put on by Bill McCaro. Okay. And you had the Noteworthy event out in Vegas put on by Jack Sternberg back in the day. Both were good events at the time. Paper Source was a smaller event, made 200 people at the peak. Noteworthy was like 800 people. And noteworthy would change. It would either be a lot of great content one year or kind of a pitch fest a little bit. Pitch fests aren't bad because if there's still plenty of people there, you can make it worth your time and networking and talking and pick one or two things, things and just go from there. Paper Source focused on seconds, owner financing, a lot of that stuff. It's evolved now as Noteworthy has declined and gone away. Now Paper Source has grown. There's 400, 500 people at it. And of course you have Note Camp with what we do over the last three years has popped up. And by the way, Note Camp is just under a month out. November 15th through the 18th, you can go to notecamp live, get your tickets for 3.99. Right now, three and a half days of content, actions, marketing and profit generating nuggets for you. But that's been a great event for people to go to because they don't have to travel. They can do it online, they can do it for their own home. It's recorded. Boom, we throw it on a podcast which has, I think about 10,000 downloads now for just a special event, Great Eddie Speed has popped up. Obviously. We had Bob Repass on a couple weeks ago talking about the Note Expo. Eddie puts on a good event that's coming up November 2nd and 3rd, I believe. A couple hundred people at 400, 500 people had a bunch of vendors. Look, the biggest thing I'm going to tell you right now is when you look at your calendar, you could go to something every weekend, you could go to something else every day, you could attend something every night, whether it's a meetup, a webinar, whatever what you have to do more than anything else is figure out what you're really focused on and get rid of the distractions. There's things that are important to our business and there's two events that I go to that are very important to what we do in business here and that is our Quest Trust or Quest Ira, one of our biggest partners on different things. We love to support them in anything they're doing. So when they have the Quest Expo, we'll be there. We have no problem being there. Aaron Young, Megan Cole, everybody over at Laughlin Associates, one of biggest vendors, when they have a magnifier wealth, we're glad to be there. Anytime I network with 100 entrepreneurs, it's a great capital raising event. And I also learn every time I go something there, I learn something from the attorneys that's valuable to my asset protection as well. With Kevin Day, everybody else is there. It's had a huge impact on our business and our structuring and things like that too. So those are two big things that we look at. Okay, what are those dates for those calendars or for those events? Let's put them on the calendar and we schedule around those. Another thing that we look at too for our events is okay, the marketing that we do because we. Part of the reason that we've gotten successful we're at with a podcast with our business is the fact that we know how to market. And I think we spend more time at marketing conventions than we actually do at note conventions. And some people like, why is that kind of asked backwards? No, not really. For us, our biggest thought has been to be smart in what we do. Yes, it's great to go out and network with people and people that we know and peers, stuff like that. But with us doing so much video and networking online and with our Monday night webinars that we do, we get a lot of interaction from our tribe. And for me to go out to New Jersey to just Mortgage Expo or going to when it was in California, yeah, it's going to go once or twice. But when it's the same people, it doesn't do me any good. Don't be wrong. I love my folks. I love our peeps. Love, love, love them. But my time is extremely valuable. And if I can leverage my time to help me exponentially grow my business or grow what we're doing, that's more valuable to me than going out and just hanging out and being a good old boy. I'm going to say that I'm the smartest person but Being one of the smartest people in the rooms does not help me. For the most part, I want to be one of the dumbest people in the rooms, tell people out. And some people may take that as arrogant. And it's fine. You can think what you want to think. But I'm trying to make sure that what I deliver and what we deliver here at WCN we do with our deals is going to help impact you guys out there. So it's best that I'm going and honing my skills and being focused on where I want to be, where I want to accomplish and the same thing is going to happen to you. So Michael Sloan says one meetup a week is very smart. Yeah, honestly, if you're still working a full time job, one meetup a week might be the only thing you're able to get to for two days or out of your 10 hours. And that's a chunk of you just going out, networking and plugging in. There's nothing wrong with that. Levi says. Would you recommend starting a local group here if there isn't an active group nearby? What Levi means by there is Lubbock if there's not an active group. When you're brand new at something. Here's what I would tell you, Levi. Anybody out there is brand new if you're brand new at something. And by brand new I mean less than a year into something. I don't think I would literally look at starting a group by itself. That can take some time. It's difficult to get people in speaking, it's difficult to get scheduled in. And then what happens, it takes away from your main focus. So what I would do if I were you, Levi, is I would not start a local group. If anything, what I would do is just set up a one night a week we're meeting somewhere for dinner, a networking dinner. That's what I would. I wouldn't set up a full meetup group. What I would do is like what Donovan Lucille or Chad Raja have done in Houston or a few other people are doing in different parts of the country. Hey, we're going to meet for dinner here. Come on out, let's talk note investing. Maybe go to meetup.com, sit up there. But hey, once a month, have a dinner, just focus on that. Make it very simple, make it casual, make sure that you don't put a lot of effort into it. Because initially when you have a small group and the real thing is meetup.com will help people attract you to that to you. But set it up sometime that makes sense for you to go out there. And I would not do it on Monday nights, would not do it on Friday nights. I would do it Tuesday, Wednesday, or Thursday evening, or maybe do it on a Saturday. You're probably best to do it Tuesday, Wednesday, Thursday night. Pick a place that you can grow into a little bit. Like, I'll give you an example, Bill Gr1 1 with his core group in Columbus, the Central Ohio Real Estate Entrepreneurs Group. And he does it a pizza place. And there'll be anywhere from 12 to like 30 people there. And when you start getting above 30 people, he's almost outgrown his spot there. But that's a good thing. It's gonna be a little bit tighter than it is too big a spot. So find something that you can go network with someplace buffet or something like that. That's gonna help, give you a lot of flexibility, people. But do it like once a month. I would not do it on a regular. I mean, I would not do it all the time because you end up spending more time on that than focus on your deals. And initially, you can plug in a lot of things online to do some things. Now here's another thing. Learning to unsubscribe from things. When you start joining a lot of meetup groups for your real estate business, find investors, find vendors, find people that will buy your deals, one of the best things you can do is to unsubscribe from the email campaigns, not unsubscribe from the group, but simply go change your email status. Maybe where you just get an email once a week versus once a day, everybody notices stuff like that because people go post discussion boards or get a bar with messages and it fills up your inbox. You don't want to do it. You may also want to do that with basecamp group. If you're part of our basecamp group, especially for note camp or the virtual workshop, stuff like that, you may want to go change your email settings where it just delivers one email a day or one email a week for you. But take a look at your calendar, because that's what we do. Here's exactly what we look at our calendar. What are our big events that we want to schedule around? When do we want to have our masterminds? When we have our workshops, when we want to do our fast track trainings? And before too long, our schedule gets pretty rapidly filled in to the point where like, okay, we need to take some time off for ourselves. We need to take some time to kick it and recharge or take A vacation. And that's a big thing that I highly recommend you do. Pre schedule your vacations, go ahead, put them on the calendar. Take the time to go ahead and schedule them and put them there. Because if you don't, you'll forget about it. You'll forget about it and then you'll end up scheduling something over it. Always this time of year. We were always talking about Halloween because it's one of Steph's favorite holidays. Wants to go do something. And I'm literally like two months, okay, where do you want to go and plan it? Because otherwise it's going to get filled in. October is always a busy month. Heck, for like four years, I would almost spend the entire month of October in Las Vegas because there's multiple events we go back to back to back to back there. What I'm trying to get at here is take a look at your schedule. Take. Take a look at your meetup meetings. Put them on your calendar. It'll help you start a time block and start looking to see how much time you have really in your week. I know people are going to things every day. For the most part, they weren't able to get any work done. Michael, thank you so much for that. That's exactly right. Clean up your inbox. Check out Unroll me. That's a great service to use to help you clean up your inbox. Thank you for sharing that. That's a phenomenal tool. Forgot all about that. Take a look at your month, take a look at your week. Figure out where you're going to. One of the things that I would highly recommend if you can. You want to obviously try to plug in once a month with other investors. For me, my once a month thing is either speaking somewhere or attending something once a month. That's a meetup group. Me speaking or me attending conference. That's what I try to limit it to. I'm trying here in the next year to be out speaking at least twice a month at different events or so. We're boosting some stuff up now. What has helped us tremendously is the podcast. Doing the podcast on a regular basis has helped us increase our tribe where I don't have to travel as much. We're seeing business come in from this funding sources, vendors. I've had three phone calls with three different vendors this morning that want to work with us or work with our students, which is great. It's easier versus me having to go to event and stuff like that. Now I may be going to no expo. I don't know yet. We still have not finalized. We're going to go here in two weeks. We're working on finalizing some things here. We get them done, great, then we'll go. If we don't, we won't be going. But anyway, what I'm trying to get at is yes, if I do go for non expo, probably going for a day just to hit the vendors, just to talk with everybody there and go from there and meet with everybody and then come back. I'm not speaking there, which is okay. Just to go plug in and then head back. It's about all I really want to do anyway, for the most part. But that's the thing I want you guys to look at, look at your calendar. Realize, okay, there's some valuable things that you should be going to. And if you're a part of your local meetup group and your meetup group is having a topic that's not going to make sense for you, then they'll go, maybe show up, say hi, grab a few cards and leave. That's okay. Nothing wrong with that. Because your hour is valuable. If you want to go home and spend the time with your wife and kids or your husband and kids or your kids and spouse or by yourself, or go get a little bit more work done or hit the gym, do that. Capitalize on that extra hour or hour and a half you have. But be focused on where you want to go. Show up, make an appearance. Because what happens with meetup groups, three bigger ones, is you start going to them. And I know many people are starting to look at their calendar, especially in January. February are always the biggest events for meetup groups, especially real estate clubs, because people are all gung ho about doing something. Go in and you got to expect to be going to a meetup group at least probably six months straight. Making an appearance there for at least three or six months before people will start recognizing you here. Recognizing the things. That's the thing to keep in mind with that. Like we're starting a no close group here. Locally in Austin, there's a couple little smaller groups. We're starting one officially for what we do with Quest Offices next month actually in Austin. I'm pretty excited about that. We're also leveraging the podcast for some of the places that we go out to do, kind of to do a nationwide tour for the podcast and do some live events with audience interaction, some things like that, trying to leverage our time and travel. So we're doing a podcast episode either the day before or the day of a meeting. Morning after to help leverage that all out, to bring people together to help you kind of. I don't want to say kill two birds with one stone, but it's kind of that philosophy. We're trying to consolidate it so that we hit two things at once versus been here and trying to help us organize our schedule a little bit better. As always, one of our biggest things every week is Note Night in America. You know, we've developed that this coming Monday will be our 100th episode of Note Night in America. Officially 100 episodes. Since we're keeping track, we're pretty stoked about that. That has been one of the most valuable ways for us to reach out. When I first started doing webinars years ago, there'd be like five people on there or one person on there. But I always presented like there was 100 people on it. The reason I did that is because I always recorded it and I always put it out there. And so I always used that, knowing it was going to be a 24 hour day, seven day a week, 365 day a year, advertising for me going forward. What's beautiful is that that philosophy, that mindset of the seeds that are planting are blossoming. So that's what you should look at. Look at what your schedule is. Look at what you're focused on. If you're going to do something on a regular basis, stick to your guns and make it a priority. If you're not going to do something on a regular basis, then network at something on a regular basis. But don't be such a professional network that you don't get anything done. And that's the thing that frustrates me the most. In the last couple weeks, I've talked to quite a few people. They're like, hey, I'm interested in your coaching or your training. And I'm like, okay, you want to get on the phone to talk about it? And it's like, oh, yeah, I'm in another event here, I'm another event here, I'm another event here. I'm another vent here. I'm like, okay, when do you have time to actually do deals? Because if you're constantly going from event to event, event, I honestly don't think you're a fit for a program. I just don't think you're a fit because you're never going to get anything done. I don't want people spend money on a coaching program if they're not going to take the time and be dedicated to it and focused on what they want. To accomplish. It's just not worth their time. It's not worth my time and I don't want money spending money on something. I don't need that money for us. I'd rather be hey, they can put goodwill somewhere else. I don't want to water down our mastermind or coaching with people that aren't going to take action on things. And I think it's a little bit different mentality than other people with their coaching programs. Many people are often where hey, take my card. I'll take your card anytime. And that's not the way I think for the most part. Questions, Comments? Concerns for anybody out there that's listening and watching out there on Facebook Live. As always, if you're listening to this on itunes or any of the other podcast platforms, take a second drop me an email at scottclose Notes would really appreciate it if you also went over and left us a nice review. If you're watching this on a smart TV, love to get an email from me at skyweekclosenotes.com and tell me exactly what you watched on did you watch it on iHeart? Did you watch it on Roku? Are you watching it on other smart TV programs? So we can help kind of track that as well? We're pretty stoked. Some of the things that we've put in place in the last couple weeks are already starting to see dramatic impact on our downloads, our views, and we're pretty stoked about that as we get the message out about this little thing called the Note Closer show and Note Investing. So best thing, quick little recap. Once again, pick a couple events. I would not be going to a major conference more than maybe twice or three times a year. Those would I would probably focus on is brand new now. We go to probably about five or six a year. We go to two, three for what we do in our business and then we go probably 2:3 for marketing or podcasting. A little different audience which gives us some fresh ideas for what we want to bring back here to you guys. So like I said, we probably go to about six major conferences a year. If I were starting off I would focus on two or three and then add from there or swap out. Like if you go to Note Expo this year and you didn't go to noteworthy I would be sorry Paper Source. I would maybe flop go to Paper Source in April and then come to the Note Expo. If you've been to the Note Expo or you've been to Note Camp, great. Note Camp is available anywhere, which is great. So you don't travel a lot. That's why we keep it so affordable. The idea here, more than anything else I want you guys to know is be respectful of your time. Be respectful that if you aren't having time to market or reach out to asset managers or reach out to your investors, you're probably out networking too much. You don't want to go out and burn yourself out traveling and then be upset because you spend all this money on travel, airfare, food, hotel bills and things like that and don't have anything to show for it. And so that's one of the big things too. Now, if you're going to an event, you always want to have some sort of action plan. My action plan has always been for years, when I go to event. When I go to event, I look at two things. I either want to connect with people in the audience and I'm just going as an attendee, not as a speaker. Different, totally different aspect of things. I'm going to the speaker, I'm going to try to collect as many much contact information people as I can so I can market to them afterwards. I have the same philosophy when I come to as attendee, I want to try to connect with as many people, means business cards or contact information. And I always want to find at least one or two vendors that can have a positive impact on my business almost immediately. Whether it's a service, you know, like we've done with Madison or something, the vendor provides a tool that we can use. Like our biggest thing. We used the Traffic and Conversion Summit last year. Steph found an amazing company. It's like the Canva for video. And I've used it a couple times. I have not spent as much time on there as I need to, but it's a phenomenal tool. We'll be spending a lot of time on it here this next year. But that was a great resource for me. Also great resource was finding somebody else help with some marketing. So the thing I want to get at, when I go to an event, I'm looking at the vendors. Who's a vendor there? I want to talk with many people, see what's going on. The vendors also, if you have a good vendor relationship, they also have a great network. They also help market. They can help spread the word on what you're doing too. So vendors are one of the most important things that you want to buddy up with and friends and help them market and sing their praise. I had a vendor reach out to me day before. You say, hey, Scott, I'm Speaking in an event or trying to get speaking. Would you mind giving me a testimonial video? I'm like, oh sure, Boom, two minute little testimonial sent out to them. If I can help them because they're helping me, it's a win win. All right. It's a win win across the board. So when you go to event, I always try to and I pay attention who's asking questions. If you're going to big conference, you're gonna have Q and A session, I always want to pay attention who's asking questions because if I hear a really good question, it makes sense. I want to go track that person down. I also do a lot of badge reading on things, who they are, what are they doing? Many of the big events will have an app. You know, they have a mobile event app, stuff like that, which is great for the bigger events. I'll scroll through that. That's a great way to pull contact information. Add people to your database too. If people are like mine. So I'll get on the app, say hey, who's in real estate? Or who's doing this? Or I'll post photos, try it. And then those that respond or like it, I'll connect with them either socially on the app or via LinkedIn, Twitter or Facebook or Instagram. Just to connect, to expand my audience. Because that's really what this is all about. When you're out. Networking is expanding your tribe, but you want to expand it with like minded individuals, not people that are going to waste your time, not people that are going to do anything. But you want to expand with like minded individuals. So those that are interacting with marketing, those are asking questions, are some of the most valuable people at an event to talk to now you're going to be wrong. You're going to have your share of people that are time wasters or vampires. That just goes with the game. I'm always willing to give somebody a good 20, 30 minutes talking to them about their business or our business or trying to help them, then go from there. But thing is, we start hanging around too many people or especially going to meet up events on a regular basis that aren't valuable to you. You're going to run into like, oh, that wasn't really worth my time. Be very mindful of what your hours encompass. Be very mindful of what you're focused on. If you're doing something that's not going to help you with raise capital, find deals or help you with marketing, it's probably not worth your time unless it's downtime. Now, of course, you got taxes to take care of, you've got vendors. I hate doing paperwork. That stuff has to be done. So those are the things that go. And I say doing business is a part of that. So take the time. A lot of times I'll wait till the end of the day, do paperwork and I'll do it all at once after 5 o', clock. So sign off on it, scan whatever the contracts can be created. I'll do those after 5 o' clock and go from there. But I don't like to do them during the day unless I absolutely have to. One of the most valuable things I can tell you guys too here, as I mentioned this schedule, your vacation schedule, your trips, take some time to recharge. Every quarter, every three months, every four months at least, and probably at least once a year. Book something that's going to be kind of nice, whether it's a cruise or a getaway. Book something nice with your loved one, your spouses. It'll help more than anything else because I guarantee we all get in the habit of just knows the grindstone, knows the grindstone, knows grindstone. And sometimes you got to come up for air. Okay? This is why we like to try to do our masterminds either a in nice sunny Florida, a nice resort where people can relax or around another event. Like we request expo this year to really help our mind members and coaching students really kind of kill two birds with one stone with one trip. So once again, you control your schedule. And I will tell you this one thing. Nobody is going to value your time until you start valuing your time. People will flake on you, people will not value, they'll show up late until you take control of your schedule and your time. That's the best way to help you capitalize on your time. Too many times, people will flake on you, not be focused. And those are the people that you want to try to avoid at all if possible. So take control of your schedule, value your time. And therefore then people will start to value your time as well too. Go out, make something happen, everybody, and we'll see you all at the top, everybody. Bye. Sa.