EP 595 – Simple Tools And Tactics For Dialing Banks For Note Deals

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 no Closure show. As always, Scott Carson. Excited to be here today. In today's episode I want to get straight to the point with this is with everything taking place in the markets and the banks and being default with so having so many borrowers in default with them or on the residential and the commercial side, I've already seen an increase in influx of requests from other investors or other people. Hey, do you have anything in non performing notes? Do you have anything on the commercial or residential side? I got people deep pockets. I mean I got an email and a text today from Realtor. I haven't talked to him in three years, actually four years now. Hey man, if you got anything great in California, I want to buy it. And I have to kind of chuckle a little bit because I'm like, no, God bless him. I'm going to do all the work to put the relationships in place and it's coming someday in a hot market like California that makes sense. I'm not going to just give it to somebody so that they can go make money on it. It doesn't work that way. No offense anybody listening out there. Sorry. If we're gonna put the hard work in, we're gonna be making the phone calls, reviewing the tapes, identifying the deals. I don't need to feed the deal to somebody. There are plenty of buyers out there and I think one of the things that you should be listening to if you're a real estate investor in distressed assets or something that you're looking at, whether you're in God's waiting room in Florida, whether you're in Miami or all the way across the country in San Francisco and everywhere in between is there is gonna be a lot of deals. You just gotta put the work in to, to make things happen. I'm really excited here. Very shortly in a few hours here we will be going on a four hour down for dollars and blitz. Now what does that mean? Basically one of the things that I did my first couple of years, 2008, 9 and 10, multiple days of the week, for the most part, at least one day out of the week, but usually sometimes two, three Days out of the week I would literally be in my office or wherever I was at and dial for dollars, make phone calls to asset managers over and over and over and over again and work through know lists of banks and asset managers off a couple different sources and put things into place and built some systems and just started dialing dollars. So I started getting listings. So I started having bankers email me lists or calling me with their potential deal flow. I mean, let's face it, back in 2010, America was underwater. 15 million homeowners owed more on their mortgage than was worth. We had a default rate over 8% and over the last 10 years that number's gone down to 2 and a half, 2%. Well, we know it's going to rebound here, bounce back like flubber. Who knows where it's going to be in the next 60, 90 days. And I might be dialing for dollars a little early, but I wanted to get the foot in the door. I wanted to make sure and reach out and start seeing and talking to asset managers. So I'm better prepared in another 30, 60 days when they do have something on their books. Maybe they do have the availability to move things. I think so many people are waiting to see what happens with the government and what happens with the economy and it goes from there. But as I've already reached out to asset managers on a regular basis, I see people open my email, I see people responding, hey, you don't have anything right now. Check back in 90 days. Hey, we're not selling right now, but let us know what your appetite is. All right. I wanted to talk a little about what makes an effective call blitz. You know, we've done a thing in the past called the banking blitzkrieg where we had 25 investors get together. Not together. Well, yeah, we've gotten 20 investors that got together for a week in California for five days of making phone calls or just dialing for dollars. At the end of the five days we had a pretty good list. We'd done it before. Five years ago, I may opened up 25 spots for people to dial for dollars. You know, I'd give them a list of 50 or 100 and I'd have to go through that list and then give me their call log back. Before I gave the new asset managers a call. There was no cost to that. Well, a lot of people were all excited about it, but after the first couple of days, first week, they flaked off. It was a month long program, so to two years ago for the same thing. But we charged it looks like 599. Make your calls, send us the list, we'll provide you a new list. At the end of the four week period, we'll give everybody the call list that's still stuck around. If you're gonna flake off, I don't wanna waste my time. And that's the cost. If you stick around, not only do you get the list, you'll get your 599 refunded back. And that helped us build a big list, 3700 plus names, contacts, it was really a great thing. And I was including that list. I made phone calls, I reached out, I put the list together, took the notes and it was a win win. It helped us we'll find some deals and assets. Well that this time around I not initially gonna rely on people. I'm gonna set out and spend four hours on an afternoon, on a Wednesday and dial for dollars. Start calling asset managers now. One of the things calling is just a drop in the bucket when it comes to. Well, maybe it's a little bit more than a drop in the bucket. Just one part, I should say, of a successful blitzkrieg, I guess you could say banking blitzkrieg. If you've got a list of emails, you've got a list of asset managers. The first thing that you can do is this is really helpful to send an email blast out. And I've already sent an email blast out, went up this morning, 11am My time. You're gonna send an email out, send it in the morning or in the afternoon. I'm gonna follow up tomorrow and send a reply email to go back out because it hadn't opened the email again. Right now I think I'm sitting at like a 7,8% open rate 7 hours after it went out, which is, hey, that's pretty decent I think went up to 3,000, 4,000 asset managers, couple hundred open. Now those couple hundred have opened. I'm gonna export that list and that's gonna be my call list. Over four hours I should be able to get somewhere around 50 to 100 phone calls. And depend the conversations, the voicemails, how many times I get transferred over. If I can get a hundred phone calls in four hours, it's effective. I mean now if I get 50 phone calls in and I have several tapes or lists or people have reached out to me back and forth, hey, that's worth it as well. The thing we all need to keep in mind too, more so than anything else, is that's just the first step. If you're Just reaching out to banks for the first time or asset managers the first time. Realize 80% of sales comes after the 5th contact. 80% of sales comes after the fifth contact. So first initial email is first contact. Now for me, many of these asset managers have gotten an email from me in a month ago and a month before that they got a list. A month before that they got a list. So I'm kind of a little bit further down the food chain, or I should say further up the ladder, closer to the deal flow. So down the food chain, I'm closer up the food chain. So we'll dial for dollars. Okay. After sending an email list out, email blast out. We got our list of 200 or whatever who have clicked on the link, have opened my email, that's great thing. I will then take that list and dial it. Those that I come in contact with throughout the day, I'm gonna make sure and go back in at the end of the evening and follow up. Those that I leave a voicemail, say, hey, I just wanted to touch base with you. I called you today with the voicemail. Same thing with, hey, it was great. Follow up on LinkedIn with those that I came in contact with if I'm not connected already on LinkedIn and reach out to them directly. Now you don't need to have a paid version of LinkedIn, you don't need to have expensive version of LinkedIn. You can do the free or use the free version of LinkedIn. The most important thing that you have to have is you need to have a fully filled out profile. You gotta have something about real estate on there. For asset managers probably take you seriously. I mean you need to have a website too, which makes sense these days versus where you now have to. But the most important thing is not to give up. If you dial for dollars, you want to have clear voice, you want to smile. If you're leaving a voice message, which you have to expect to leave a lot of voice messages, leave your number twice, leave your voicemail or email on there twice. You want to have something that's very clean to say. If you've got a complicated name or complicated email that doesn't come across well, you probably need to look to change it and make it simple. Like scott@weclosenotes.com pretty simple email address, right? Phone number, boom, boom. But then just get in a habit, get in a habit, get in a habit because you're in a dial for dollars. And I expect to leave a lot of voice messages tomorrow. I've already started getting some out of office things. Hey, we won't be back till May 11. That's fine, May 11. I'll call them then. But I'm still going to leave a voice message. And that's the thing that you start with email and then follow up with another email 24 to 48 hours later. Phone call is number two or three, depending on which way you're in your series. LinkedIn is number four. Contact that way. Five is that other email. Maybe it's a follow up email a week later, follow up 48 hours later. Of course. Am I having some people that are unsubscribing? Yes. My aunt having some emails bounce as people left companies. Yes, that happens. The idea here though is to keep connecting, keep adding to your database. I'm going to spend some time on LinkedIn and some of the asset manager lists tonight and tomorrow going, hey, if anybody's got anywhere, buy or buyer of non performing notes, love to visit with you. Contact me directly. Another thing that we've set up too is set up a simple email or, or calendar link talkwithscottcarson.com so people can schedule 30 minutes with me in the voicemail. So that's the thing now also too, besides just dialing Liam voice messages, you gotta know what you're looking for. And this is why if you don't have time during the day or you're still working on their full time job, you may not want to jump on the dollar for dollar aspect of things. You may want to just send emails and reach out on LinkedIn to asset managers because of the fact you want to be able to control those conversations. All right? You want to be able to control what you say and if they throw something at you like what the heck does that mean? Be able to fall back up and communicate as you get questions answered about what the heck did they just say? Like one of the forms that really threw me off or one of the words that threw me off was when talking with Citibank, or was it Wells Fargo back in the day and they said, have you filled out your quip form? Yeah. Your QIB form? Yeah, sure. And I had to go over and Google what was QIB form stands for Qualified institutional buyer. I was like, oh, that makes sense. No, I hadn't filled it out yet, but I'll get filled out. But I also learned that's a great term to throw back. If somebody comes to me say, hey, I've got institutional buyers, buyers who want to buy all this money. Hey, great, have they filled out their QIB form. Uh huh. What's that? Well, you don't know it then you're probably a joker broker. Those are the things that as we start getting into it here, as I mentioned beforehand, you're going to, if you're saying you're a note investor, you're already starting to. You bought some notes and you've got a database out there, you're marketing on LinkedIn or a variety of things. Don't be surprised. You start seeing people reach out to you, hey, send us your list, send us the good stuff. No, I'm not gonna send you the good stuff, but this is a way to kind of filter back and put them back in their place. All right, now then you're gonna see too, there's a lot of people coming to hey, I got 20 million. No, you don't have 20 million. Please do not fall into that path of chasing the whale, all right? Most of the trades that are taking place a million or less, especially about half a million, 250. It all depends on what you end up buying. You may be buy a lot of one offs from banks, that's totally fine. Most banks aren't going to care. The bigger banks that you can fund, 50 million. We're not going to be calling those banks. We're going to be focused on calling not only bank contacts but from a variety of things. Texas savings and mortgage lending department, we're going to be calling servicing departments as well too. We're also going to be calling some banks off the Bauer list, Bower Financial list, which we don't have an email to those individuals but we do have phone numbers direct to usually the person in charge, the bank. So we're making a variety of phone calls over the four hours. So we're going to. The reason I said four hours versus two hours. Four hours is quite a bit of time. And I did you know, I recorded myself making asset manager phone calls a couple times. Three hours, four hours here. I don't record it or put it out in quite some time. Time to redo it. Like I said, I might be a month early, but I'd rather get the word out and start sharing that with people that are really serious to see. Hey, what happens? What are you really seeing? What are you not seeing? Why do they ask that? And I'm really excited because I have about 60, 70 people that are registered to be a part of this call blitz and they'll be able to ask questions, they'll be able to listen in, see what I'm typing, see what I'M sharing and an opportunity for them now. Am I afraid that they're going to see what's on my screen and steal stuff? No, most people are not going to do that. People will watch list and take a few notes, but they'll be very busy doing other things. If somebody reaches out to an asset manager, great, fine, Whoopi do. Nobody else does what I do. And that's one of the biggest things that I'm really excited about is people are talking about, oh, you got to spend 20 grand or 50 grand or 100 grand to sign up for our coaching to get access. No, you don't. You don't have to spend 50 grand to sign up for a program for somebody to send you a note here. By just using LinkedIn already today I've already found 32 other assets that I can cherry pick from 32 other performing or non performing notes that are individual assets that I can take a look at. I've made contact with several asset managers from simply doing some connections. Now some people that don't have the time to knock out 50 phone calls in an afternoon, it's best just to spend time on LinkedIn just going on typing, special asset manager, secondary marketing manager and starting the process of sending out invites one at a time. Copy paste, copy paste, sending out invites to those individuals, totally fine. What do you say with that though? Well, this is where if you're limited to 130, 160 characters on LinkedIn, you want to probably keep it short and sweet and probably have a link to something a little bit longer, a link to maybe a short video that you've recorded. A short video talking about what you really are looking for. Okay. You know, it doesn't have to be a long video. We're not talking Emmy worthy, although we are pretty damn good at what we do. Record a short 1 minute, 2 minute video uploading a YouTube or Vimeo private so only those that say have the link can be able to can click on it. That allows you to track and say okay, how does that video performing how is that video doing when I share it? Whether I send an email out to asset managers or if I send it out in a LinkedIn contact request or I post it in different groups, video will set you apart and it's not going to be a hard thing to do to get people to respond to you. Like I said, I'm excited. We're going to spend four hours 1:00pm to 5:00pm Central Standard Time dialing for dollars and then following and providing the follow up aspect of things. What am I doing? What's my step? What's my next step? What's my next step? What's my script? What am I saying? What am I being asked? How am I getting transferred? How do we do the voodoo that we do when it comes to non performing notes? And so that I am extremely excited about, this is just the start, you know, this is, we're doing this the first part of May. This type of activities are the ones that make the most amount of money in the long run because you're going to make connections, you're going to reach out to people that probably aren't getting a lot of phone calls, they're not doing a lot of lists, they're probably not getting a lot of requests for this stuff. And they're kind of like, what do I do with this? What do I do this? How do I sell this? How do I move this? Many banks went through that 10 years ago. That may not be the same case here. You know, now many of them are like, okay, but we still get a couple questions. Not sure how to sell a non performer note. Let's talk about this. Great. Let's talk and let's build a relationship. One of the things that I was able to land years ago, I actually flew out and spent some time at a couple of banks and helped them advise them how to set up and sell some stuff. I put some things together and move some of the non performing notes off their portfolio a few years ago that was a pretty good payday. See what happens going forward here. But that's the first part and some of you may be thinking there, well, Scott, that's great, but I only have a limited amount of private capital to work with. I had a conversation with an investor today who's been to some other events and trainings and been dismayed because it was a pitch fest and wasn't really a lot of content and maybe he's got limited funds to do some things with. I said, well listen here, look, if you're making reach out to banks and asset managers and you're looking for performing, that's great, let's find you some performing notes. Or if you're looking for non performing, you turn up performing. Great, let's find us some stuff. But don't let your limited amount of capital dissuade you from marketing for more deals because with the asset managers, here's the thing, when you're dealing direct with a bank, let's say like Five Thirds bank or another institution like that, they're not going to tell you to close in seven days. They're not going to ask you to close in three days. Most of the time you're going to be able to negotiate depending on what you're buying, two weeks to 30 to 45 to 60 to 90 days to close, depending on the size of the asset or what type of asset class. It may take two weeks for you just to allow them to meet at committee, at loan committee. Part of the reason we're planting the seeds now is we want to be in ahead of everybody else. When everybody starts, oh, I want stuff, you know, 30, 60, 90 days from now. I want to be ahead of time and say here's what we're doing. I want to be the go to source when they need a bid. All right? I want to plant the seeds and see what they've got going on. And that's the important thing of while dialing for dollars. It's also one of the best things of making connections because a lot of people are already social distancing when they come to market. I don't want to talk to anybody and look, I don't want to go knock on doors. I don't want to send out postcards or yellow letters and drop thousands of dollars on marketing that's ineffective. I want to get the biggest bang for my buck when it comes to what I'm doing marketing wise. And that is the email blast, that is the video with a LinkedIn connection that is just reaching out to some of these asset management groups that is, you know, pulling a list, paying for a list that is jumping on lane guide and downloading a list that is, you know, pulling a Texas savings and mortgage lending apartment list and dialing for dollars from there. Okay, there's a lot of things that you can do. There's a lot of low hanging fruit out there for people to invest in in a little bit time. And there's more than enough asset managers out there for us all to go around. I mean there's thousands of thousands of banks, lending institutions out there. It would take me years if I made 50 phone calls every, if I made 50 phone calls once a day, three, five days a week, 250 at the end of the month I would have talked to 1000 phone calls with zero follow up. Okay, that would take me still, still take me five, six months, if not seven, eight or nine depending on if you start looking at bank, FDIC, insured or non insured institutions or REITs and things like that. You got to look at those things and realize look, am I worried about people calling and the multiple call blitzes that we've done in the past? There's only been, I would say, maybe 20 total times that we had people say, oh, they said they got a phone call from somebody else dialing for that. They. A phone call from somebody else. They got an email from somebody else. Okay, great. Most people won't take action. They like the idea, but they won't take the necessary action to make things happen. So that's why, partially, I'm gonna put it out there. Yeah. I'm gonna call banks for four hours this Wednesday. I'm gonna literally dial for dollars. I'm gonna let people be a fly on the wall. They can hear what I'm saying. They can hear what the bank is saying. They can ask Q and A while I'm on hold, and they can see what's going on because banks will sell assets to you. They will move notes non performing, performing. No, you don't have to have a $5 million fund to make this happen. You don't. And if anybody tells you that, they're just. It's a sales tactic to try to get you to sign UP for their $50,000 program or $30,000 program, which is just a freaking. If you're going to pay 50,000 for a program, you better include a note or two in there. It comes along with that. If you don't, what the heck are you buying? A bunch of hot air. Okay. A bunch of hot air when it comes to that. So that's what I'm saying, guys and gals out there, if you got some time, great. The beautiful thing is I don't know what to expect. It may be great day of phone calls, maybe leaving a lot of voice messages. It may be people tell me, f off. I've had that happen before. Don't bother me. Don't call us. Quit emailing me. I had an asset manager one time email me to complain about the email that I sent her. Well, maybe your marketing should do a little bit better working work. I said, well, it worked. You called me, okay? One person out of 5,000 emails and I got one bad phone call. Fine. Don't get me wrong. Most people, when they send their first round of email, blast out or the first list out and they get one, two, or three nasty emails back. Take me off your list. Oh, whatever. That will dissuade them from doing anything. They're like, oh, I can't do this anymore. One person doesn't like my email and I have to laugh. About that because if you left one person who you're never going to meet in person, dissuade somebody that you can easily hit the unsubscribe button on. Really that's as little motivation it takes you to accomplish your dreams. That's this little negative energy coming at you that you fall over. Okay, come on everybody. This is not going to be difficult. Most people are worried about making bank. Oh my God, why? I know everything before start dial for dollars. You know what? I'm probably going to purposely screw up a couple times just to show people like ah, screwed up, don't know, you know, I lost my train of thought. Who am I calling? What do they say? And going back and forth. But the thing to keep in mind is look, I'm just a normal guy. And the person on the other side of the phone line, that asset manager, the business development person, servicing company, the bank president, whoever might talk to got up this morning, they put their pants or their skirt on or their underwear, whether it's brace, boxers, thong or granny panties on one leg at a time. This morning they had to go to the bathroom and stunk it up a little bit. They brushed their teeth. They're worried about the market as it is. You know, you may be laughing right now as I talk about that, but that's the thing you got to think about. Everybody's doing the same things that you're dealing with on a regular basis. Everybody is going through issues. Hey, let's just have a conversation. Let's just have a phone call. Let's just talk and see how I can be an asset to you. And maybe we create a win win scenario. A win for us because we're getting deals. A win for you guys is the banks you're getting off your books. It's also a win for the borrower because now since I'm buying my note, you're getting a bit of discount. I might be able to negotiate something to keep them in their house. I might be able to negotiate something to give them a fresh start. I might be able to save their neighborhood because the fact is now that they don't have to go to the foreclosure that the main big bank isn't trying to breathe down their neck. I can in their house and help save their neighbors value by keeping an extra 10 or 15 grand of value on it versus if we had to foreclose. The bank foreclose and now the market value starts to drop. It's a whole house of cards. It's a string of dominoes out there. You just got to know how to interact in there. And look, are we looking to get a $50 million portfolio? No, we're not. Let it happen. You never know. I compare it to a couple things. If you're a movie buff, the Big Short is a great movie to watch about this. Too Big to Fail is another great watch. Obviously Wall street, but that's a little older. Too Big to Fail. Big Short. And I would also. Oh my gosh. Oh my gosh. I just completely banked on the third name of the movie. I'll think of it in a second. But anyway, go watch the Big short. Go watch 99 houses. That's one of them. Big short. 99 houses. Too big to Fail. Margin Call is another one. That was the one I was thinking about there. Those four videos. It's a great movie. Great start to watch. Now it also. Maybe you need a little more funnier, softer side. Maybe watch Boiler Room. Maybe watch the Pursuit of Happiness. Those are great movies. I wouldn't necessarily watch the Wolf of Wall street, not exactly what we're doing, but the whole dialing for dollars, like Will Smith's character. Pursuit of Happiness. To start in the bottom, start at the top. You never get to the top. At the end of the day, he starts at the bottom and have to work his way up. So he started at the top and then worked his way up. And that's kind of what we're going to be doing. We're going to do an hour just calling contacts off the Texas Savings Loan Department, calling contacts from the email blast that we sent out, calling a list of the CEOs from banks from Bauer Financial and a variety of things, and seeing where the cards lie, see where do they all fall down and see what kind of success we have. And honestly, this is all planted. It's all planning for us to plant seeds. This is me planting a lot of seeds in a short period of time and something that we will be doing on a regular basis here. Now, Stephanie, VP of Operation has done a tremendous job over the years making phone calls to banks and asset managers. And once you get in a groove, once you get 10 or 15 in a groove, stick with it. That's a big thing that I see from students in the past. They get excited about making phone calls. They make five or six phone calls, but then they stop. They get sidetracked. They watch a movie. They let that phone turn into a thousand pound weight to keep them from lifting it to their ears. It can be intimidating to dial for dollars day in Day out basis. Yes, it is not fun. But if you are doing the things that most people aren't doing, if you're doing that little extra, go beyond that really valuable thing of making connections of networking remotely in this six feet of separation. Why wouldn't you, why wouldn't you do that? I'm excited about it, guys. Will I release the video later on? It's probably going to be a while. I want to make sure that the people that are signed up at 49 bucks for a part of note camp or part of the virtual note buying workshop, they get there's money's worth before we release this. We'll release it at a later date. But for those that are going to be a fly mall that have paid to have the access to this, it's going to be well worth it. I saw somebody else selling an hour of time for a webinar on the PPP for 49 bucks. I just kind of chuckled about that. An hour for 49 bucks for listening to some PP thing that's being spat it all over. Let's add some value. Let's do something that most people aren't going to do. Let's take it to the whole nother level and show that hey, if you do the extra, the extra 5%, the extra little thing. Because when you think about it, what's four hours in a week comes down to less than an hour a day. You know, four hours times 60 is 240 minutes. That's not much. It's not much at all. Now if this thing goes to five hours or six hours, I'm gonna be excited about it. Well, heck yeah. That means things are rock and roll. If it doesn't and we end at 4 o', clock, it's still gonna be valuable. Why? Because now I have a list of 50 to 100 banks that I call. I know where they're at. I can keep them on, I can take them off, or I can just follow up with them. And that's the key in the follow up is tracking it. Very simple tracking form. I mean you can use infusionsoft, you can use mailchimp. Need to have something that goes out via, obviously via email. But the tracking, the call log is one of the most important things. So I'll just be using basic spreadsheet, Excel, you use Google sheets to track it. And those that I leave messages on, I'll make sure and drag their information over to a future date. This is one of the things that I used to do. I used to create a 22 page spreadsheet, I'm sorry, 20, well, 22 tabs. And it would have, well, no, it was less than that. It was roughly 16 pages because I would have Monday through Thursday, Monday, Tuesday, Wednesday, Thursday, the next Monday I have a date at the bottom. And that way I would literally take my email blast, send it out. Who answered my emails from the previous before, put them in starting off and they're my first 50 to 100. And those were dial those who I call, boom, boom, boom, boom, knock those out. Those that I had conversation with or emails, I would literally tag them. That way I could send a follow up email that night. If I left a voice message throughout the day on a Tuesday, the ones I left a voice message, I would just filter and put them over on the next 48 hours to follow back with them as well. Or if I talked to somebody and I said, hey, I don't have anything this week, call me next week, okay, what day next week I'll give you a phone call. And then I would go in and send up a calendar invite to them, said listen, hey, we've got a phone call. 10 minute phone call, 15 minute phone call, nothing long, just to touch base, see if you got anything available and set the appointment. So it went to their calendar, it went and they was on their schedule. Everything I just talked about is basically free except your mailchimp or your infusionsoft. You need to have something together there and probably need to pay for your email systems so they actually use it. But that's the thing tracking, copy tracking, copy tracking, copy tracking. If you can get through 50 phone calls in a day, great. If you can get through out of that 50, if you can talk to 25, you actually talk to 25, great. You put them in your follow up whenever. If you didn't talk to them, if you like voicemail. 25. Those same 25 were the ones that we would call the next day or two days later and just hit that. 80% of sales are made on the fifth contact. 80% of sales are made on the fifth contact and track. That's not hard to do with spreadsheets, Google sheets. The thing is everybody, everybody out there is clamoring to do things. You think how many investors are out there? I mean there's hundreds of thousands of fix and flippers or wholesalers and landlords. There's not many note investors. But the note investors are up at the top. They're at that summit, they're at that peak of Everest because they're close to God they're up there. Close to that aspect of it. Just got to know what to do and how to follow up and how to get up the mountain and how to get back down it as well, too. Really looking forward to this Calling Banks episode. I'll give you guys an update on where we go with specific numbers, specific details, what we were successful with, what we weren't successful with. I'm really forward to sharing the results in a later episode here. So go out, make something happen, everybody. And we look forward to seeing you off the top. Bye, Sam.