How Many No's Does It Take To Get A Yes?

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 Panties 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 Nodes, Scott Carson.

Hey Note Investors. So you want to dive into the world of note investing but no know how to get started or you don't want to pay 30, 40, $50,000 for a one on one coaching program that just completely does not deliver the deals or the funding or the access that you need to take your note business to the next level. That's why we have our one on one coaching program. I'm Scott Carson. I've been buying notes for 20 years. I've helped thousands of investors buy their first note direct from banks using either their own funds or other people's money to buy non performing, reperforming or performing notes yielding them an above average return. Now what's involved with my one on one coaching program? It's unlike anybody else's because guess what? You're working with yours truly. Not some paid student, not looking at some recycled list of stuff. Now what we do is differently than anybody out there and that's why we have such a huge success rate with our one on one coaching program. What's involved? Well, once you take in our three day class or not Buying for Dummies workshop, sign up for our coaching. You get 10 weeks of one on one coaching calls. These are on zoom in the morning, the after the evening. What works best around your work schedule. We accommodate this to help you start looking at stuff. And during those 10 weeks we focus on finding deals, making offers, getting your website, your social media stuff set up so that you are a lean note buying machine after spending 10 weeks of Zoom calls with yours truly. That's right, live not somebody else will spend two days one on one. And usually people come to Austin, Texas to hang out with us on a Thursday, Friday or Saturday, Sunday. And those two days are focused on whatever you are still lacking and need the most amount of work. One Sometimes it's making offers like Larry came In, we made 50 offers that he got 20 approved in a weekend. Other people came in to raise capital so we help them find IRA investors to fund their deals so they're able to raise hundreds of thousands if not millions of dollars for their note deals and other investing stuff. We're also going to give you a list of asset Manager contacts for you guys to dive into. That's right. This will be your LinkedIn profiles, emails, phone numbers, names, all for you to start reaching out to people. No, you don't need to buy notes directly from me. We're going to show you how to go to banks and contact them directly. We're also going to make introductions to our top 12 hedge fund managers that send us deals on a weekly or monthly basis. That's right. You go straight to the front of the line and guess What? There's no 10, 20 or 30,000 upcharge for the deal you buy direct from the hedge funds. Because we make the introduction, that's why.

Because.

Why do we do this? Because we know not, we believe, we know there are more than enough deals to go around. And yes, we make most of our money from buying note deals for ourself. Some people say, oh, you're creating competition. No, because there's plenty to go around. All right, we're also going to give you a one year membership to our WCN membership for one year. That's $97 a month. Usually that's going to allow for you to continue support weekly coaching calls along with access to our base camp group for other things, other tapes, other resources for our coaching students. We're going to help you with raising private capital, putting your pitch deck together, putting sample deals together, or your case studies that we've done, other students have done, or that you're doing so that you help raise capital or help you find IRA investors in your local market or the markets you're looking to buy in, you're going to also basically for you, plus your partner, spouse, person you're going through this with, you're going to have VIP access to me. That's right. Whether you need to jump on a quick phone call, a text message, a quick zoom call to go through tapes or notes that you're making offers on for us to review your bids or help answer a question. When it comes to loss mitigation, foreclosure, bankruptcy, what it might be about a deal you're working through, get VIP access to me most of the time. Come on now, everybody. We're also going to do a six month follow up day after you spent two days with me, six months later, if you want to, we can do a half day, a full day, zoom follow up just to see where you're at, what are you dealing with, where you're looking to go. Because within six months you should have already closed on several deals the way that we teach them. Because we will help you find your first deal and then some. We've had students have closed on their first deal in 30 days. We've got others who closed on six deals in their first 35 days. Other people closed on 100 deals in their first year. We are here to help you because guess what ladies and gentlemen, there is plenty of inventory out there. We're not going to focus on owner finance notes. We're going to focus on how to get people calling you with their deals or how to get banks sending you lists on a regular basis that you can cherry pick and show you how to raise all the capital that you need. Our one on one coaching program is the most complete program out there. That's why you have such a high success rate and it's cheaper than most of the others out there. And we also give you the biggest bang for the buck by helping you make the introductions, looking at the tapes, helping you bid if you're coachable. Now, not everybody's coachable. Not everybody can afford this. But what we can do is we can set up payment plans and different options for you. I encourage you to either book a phone call with me@talkwithscottcarson.com and we can talk about it. See if you're a fit and not everybody's a fit and that's a okay. But go to talkwithscottcarson.com, book a call on my schedule and we'll gladly talk about our one on one note coaching program to see if you're a fit. One of the very requirements is we do require people to go through our three day class but that whatever you've paid for that three day class is applied to the tuition for your one on one coaching. And we also have a third party provider who's willing to finance this and.

Carry financing for two to three years to help you paid off.

But we're going to work with you until you get your first deal closed. We want to help you make your money back in the first six months, if not sooner. So check us out.

Pick up the phone, give me a phone call.

Talkwithscottcarson.com that's talkwithscottcarson.com book a call and let's see if you're fit to take your business next level. Sometimes all we need is just a hand up to take you to the next step to show you the way. This is not a blow smoke up your tail, give you the crappy tapes left over or upcharge you 10, 15.

$20,000 per asset no.

We want you to buy direct. And we've always found if you can show a man how to fish, you'll feed him for a lifetime. So let's get started.

You being a note investor for the rest of your investing lifetime. Good morning, good afternoon, good evening, everybody. Welcome to this episode of the Note Closure Show. And I have one question for you. How many no's will you take to get a yes? I know it sounds like a rhetorical question, but you have to realize when you're starting off in the note business or anything, you're going to get no's before you ever get a yes. Any type of sales, any type of legion, it takes a certain amount of no's before you get that yes. Because you got. You're going to screw up, you're going to say the wrong things, you're going to fumble over your words. You're going to screw up with investors and asset managers, potential lead sources. The idea here is to learn from your mistakes. I'm gonna give you a couple stories here. When I first started out back really targeting notes Back in 2007, I was sitting in my office. This has been after I worked with Bob Leonetti and Jamie Kayla for about three to four years. And I sitting there doing mortgages and understanding the note business and starting to invest my own. But I really knew what was going on in the mortgage markets, that there was gonna be a lot of opportunity to stress dentist. I've got to take what I have learned and apply it. Now, I'd never called banks or lenders to chase down notes before. I had a script, I had a loose script. So what I do, I had some lingo and I started practicing in the mirror so much and so loud that my buddy Boyd came into the next from the next office. Like, are you okay? You're talking to yourself in here. I'm like, yeah, I'm just role playing. But I got comfortable. And you know what I did? I started to pick up the phone and started to call banks. Now, that's not a popular thing now these days. Oh, my God. You have to actually call somebody. You can't use LinkedIn or social media or something like that. Yeah, those things are great. And it's a little bit easier to do now with LinkedIn and different lists. But back then 2007, you had a phone and you had a list and that's what you did. And I called and I called and I called and in about a matter of about four hours, I made about 54 phone calls, 53 phone calls, actually. And I got told, no, we don't have anything now. No, we don't sell our notes. Even though I knew that they had sold some stuff. But I got told no repeatedly, and I was about to give up. And it was 4:45 on a Thursday afternoon. I remember I was frustrated. I was taking no for an answer. But I committed to making 100 phone calls. Now I was going to get 100 phone calls in a day. But I knew, let me give this a couple of days. Let me make 100 phone calls and reevaluate what I'm doing. But you know what? I started having some interesting conversations. The first ten, I was horrible. I butchered shit up. I tongue tied myself. But the next 10, the 11 through 20, I started getting a little bit better. 30 through 40, I should get better. And there I was, 53, and the guy had just hung up on me like, no, we don't sell our notes. Quit calling. I hadn't called them before, so how could I quit? Something was the first time I called, right? So the 54th phone call, there I was, I was like, man, I'm just about to give up. I'm gonna go home, grab a beer, you know, do something. This is getting brutal. I said, no, no, no, I got 15 more minutes. Let me call and make at least one or two more phone calls. Well, I called. It was to this company in Houston, Texas. And I remember it, I still remember it like it's yesterday. It was to a company called Aegis Mortgage. They're no longer in business. There had been a couple reinterations of that name. And I get up phone, and it rings and this lady, Aegis Mortgage, this is Kim. I go, hi, Kim, my name is Scott Carson. Uh, I'm looking for the right person over there at Aegis Mortgage that would handle your distressed note sales. And she started laughing. She's like, ha, ha, that's, that's funny. But that's me. I'm like, oh, really? Wow, okay, I didn't expect. She's like, no, no, no. We're basically shut down. She goes, it's not a good day. I go, I'm sorry, you having a rough day? She's like, yeah, basically we had to let our whole staff go. It's just me and the CEO. I'm like, wow, well, I'm sorry. I hope you have big plans for this weekend. She's like, going to drink myself blind. Okay. This is the conversation you can't forget. I said, well, do you have anything to get rushed? She's like, yes, we do. Actually, I have one portfolio. It's a 5 million portfolio of loans, non performing loans here in Houston, Texas. And I'm literally hearing these words, 5 million loan, Houston, Texas. These are like great big bells going off my head. I'm like, really? I'm like, yeah. And she's like, yep. And once I sell this, I'm laid off. I'm like, wow. So it could be a good day or bad day, right? But we get to talk in. I'm like, well, can do. Would you mind sending over the tape to me? I'd be glad to sign an NDA. She goes, yeah, I'll shoot you an NDA. She shot it over to me, I signed it, sent it back to her. And you know, it was that 10 to 15 minutes or before the end of the day that changed my whole business. It was getting those 53 no's that made it difficult to make the phone calls. But when I got that yes, it invigorated me. Friday morning I walked in excited. There was a spreadsheet sitting in my email box. It was actually more than $5 million in value. It was, that was what the funding amount was. Now did I have $5 million? No. Did I tell Kim that I was going to broker them? Hell no. That's the kiss of death. She didn't want a broker. She said that on the phone. Oh, you're brokering. Are you brokering? You're buying? It's like I'm always buying from my portfolio. I'm out of Austin, Texas. She's like, great, awesome. I'll send, I'll have you sign an NDA and send it over to me. So she did. And that Friday I'm looking at the stuff like, this is pretty good now. They were, they were over. They were, they were distressed. But in Texas, it's a fast foreclosure state that hasn't changed anything. And it was actually about a $10 million value at 50 cents on the dollar. I was like, this is a pretty decent deal because Houston and Texas didn't really lose a lot of value in the first recession. Okay, so what did I do? I reached out to an investor buddy of mine in Houston. I had him sign an NDA. He actually put me in touch with somebody else. He said, this is too big a portfolio. So he made introduction. So basically at the end of the day, 45 days later, by working and then communicating and getting the due diligence sent to me, I was able to negotiate the trade. Okay. In my commission. I Asked for five points. Not from Aegis, they didn't have anything. But I asked for five points from the buyer and he was willing to pay 55. 50 plus 5 of the UPB on that stuff. It was still a good deal for him at these deals because you get foreclosed. He modified a bunch of. But did I have $5 million? No. Did I say let me get my buyer on the phone? No, I treated it because I was buying technically for my own portfolio. I worked a deal through to understand what the hell I was looking at. And five points on five million, that's 250 grand. Did I get all of that myself? Hell no. I got 1/5 of that. But 50 grand in 45 days is a pretty good deal. It was also enough that I needed to know that I needed to pivot because I knew the mortgage business was dwindling. And I could see the writing, the wall, the music was fading. Not overnight, but not over a month, but really almost overnight. And I okay, let's focus on dialing for dollars. Let's, let's start generating. Let's spend a couple hours a day dialing for dollars. If I have nothing to do, if I don't have any mortgage coming, at least I can start tracking this down because technically every now I got worth it. If I made 50 grand, almost my cut. All right, you take $50,000 and divide that by 53 no's. That means every now I got was worth $943 and 40 cents. And that's what I did. I started gamifying, started calling banks, start calling banks. I started. I got a little tape in from Wellspark Financial that I bought two deals for myself with my own funds or I wholesaled another deal. And then I get a hold of, I start looking as an investor here in Austin. I start tracking, looking at assignments like, oh, this I can track assignments. And I found that Capital One had a note that they just sold the note to on a strip mall. A four unit commercial had had a payday loans, a Pizza Hut, a laundromat, and I want to say a pawn shop on it off of Airport Boulevard down here. And I'd seen an assignment just. But I was like, ooh, that means they're selling notes. And it was Greenpoint Mortgage. Greenpoint Mortgage basically closed because Capital One had closed their commercial origination side. I was like, let me start calling. So I started dialing for dollars again, started track calling Capital One, started getting transferred over a matter of three weeks. This was much more intense. I had made 70 phone calls and gotten transferred 69 times with the wrong spot. And I make the joke that I'd been transferred to Pakistan or India, all sorts of call centers, until finally I got the right person out of New York State. Could literally say, yes, I'm the right person. And her name was Allison. Okay. And Allison. Yep. I've got some stuff I can send you. Did you sign in India? Said, I'd be glad to sign in India and buy from my own portfolio. I was like, do you have. He says, where are you buying? I'm like, well, I'm buying all across the country. She's like, that's good because we've got stuff all across the country. So once I signed the NDA and sent it back, and she sent over, and if you've been around my class, you've heard about this story. She sent me a PDF that was 32 or 33 pages deep. All the lines were in six point freaking font. It was my neat. I almost need a magnifying glass. Look at the. I still have that PDF actually. Okay. And then stuff all across. Some stuff in Texas, but when I get a tape in, I look for hot markets. I look. And by hot, I don't mean they're selling through the roof. I look for where I know that investors are going to gobble up stuff. Okay. And I look in Texas, I look in Vegas. I looked in California. And they had one note in California. This is their small balance. Commercial stuff. Basically. Allison said that basically it was anything under $1 million balance is what that was on this list. And there was hundreds and hundreds. I'm like, oh my God, I can't buy it all. She laughed. No, I don't need you to buy it all. Just buy something. I'm like, I can do that. So I see this one in San Diego. The up was 548. The payoff was 648. The guy hadn't paid in over a year. It was an eight unit apartment complex in San Diego on Abrams Avenue, which if you familiar, no, it was on Mansfield Drive in the historic Abrams area, San Diego. Like that. But it's all like multi, small, multi family in this neighborhood. Primarily college dorms around University of San Diego. Okay. Or San Diego State. I don't remember which one. But anyway, eight units and it was worth. They literally sent over recent BPO saying the value was at 700 to 750. I was like, there's equity in this deal. I'm like, what do you want for it? She's like, make me an offer. I'm like, okay, 375. And she's like, let me get back to it. She comes back the next day, we'll accept 375. Now, did I have $375,000 sitting in my bank account? No. Did I have an investor with $375,000 ready to lend that to me? No. Okay. Now this is where most people were like, ah, not make an offer because they don't have money in their account or they would, oh, I'm a broker. And they would screw it up. Now, did I tell Allie that I was a broker? No. That would have killed the deal. She didn't want to deal with brokers. She wanted to deal with buyers. So what did I do? Well, I asked for 60 days due diligence time. She gave me 45. It's a commercial deal. It takes a little bit longer. You know, that's fine. She didn't care. She probably would have given me 60 if I pushed a little bit harder. But I said, let me get take 45. If I need, I'll push it for 60 days. She's like, that's fine. 45 will settle in. The contract is what I put down. So great. I get a contract in, I get all the due diligence stocks. And this is where marketing and this is where most people screw up is they wait to start marketing when they get something in. Now if I'd have done that, I'd have been behind the eight ball. But good enough, good for me is I'd already been marketing that. I was working on deals. I was looking at stuff. I was doing short videos and sharing kind of case studies. And this is the deal that I'm looking at. And that's what I did. I said, hey, I got this 8 unit in San Diego. It's worth 700. 548 is a UPB. 6 something is the payoff. I'm on Lego for 425 and I shared that in an email blast to my warm market investors that I've met other clubs or out speaking or business cards, stack of business cards. I had an email database. I didn't even have a CRM. It was just a flat email through Google or Gmail. Okay. Posting to Facebook. And I got an investor that I was connected with who's out that neck of the woods. A guy by the name of Matt. I'd met him at a commercial event before and he's like, this is I. He goes, scott, I'm interested in. He goes, I. I said, okay, great. How are you planning on funny? He goes, well, me and my two, my partners to my buddies want to fund this deal. I said, because can we come down a little bit on the 425? I'm like what do you want to come down to? He goes, could you come down to 410? I'm like, well okay, 375 from 410 is still a $35,000 profit. I know Matt, this could be repeat business. I'll take 35 grand right now. So I said yes, as long as you can close before the 30 days is up. Because I'd started marketing. That's why I like the extra two weeks, 45 days. Because it's still, by the time I market, I would have buyers looking at 30 days. He's like, that's fine. I said, I don't want to disclose to Capital One that we're brokering the deal. So we got the contracts, got to go through me. But we'll create a separate contract and then at the end of closing, when we close, you'll wire the 410 into my escrow account, my attorney's escrow account, and then we'll immediately wire the 375 to the bank. I will not take my profit until we get the assignment and the bill of sale. He's like, that's completely fine. That's what we did. So that's what we did. We worked through it. We got them all the due diligence files. As he had questions, we would go back and ask them, work through it. Boom, he's ready to fund. We have a separate contract. He knows that I'm making 35 grand because it's still a good deal to him. He wires the money in. Boom, we're excited. I take a quick snapshot screen share showing, showing the full amount in my account for 10 minutes before I go to the bank and wire the 375 to Capital One. We get the assignments, we get the bill of sale. I send him a copy of that immediately. He gives my attorney the okay to release the 35 grand to mean profits. And we work with Matt for the next 30 days actually until he gets the collect. The collateral file shows up the assignments. When the assignments came, they were in my entity name. I had created a separate assignment transferring to his entity name. And it worked out well. He ended up getting refinanced out of the deal at 5, 55, 60, something like that. So he made 100. And you know, he had a good deal, but it took him eight months to do that. And so he made more money than I did. But my return on investment was infinite because I had $0 in the bucket. But I technically owned that note. For how long? 30 minutes. It was still for my portfolio. But the thing is if I had given up on call number 69, I'd have never gotten the list. And I made 35 grand on that first deal. So if you take 35 grand and divide it by 70 phone calls, what's that come out to? $500 a no. So in those two case studies, the nos are worth somewhere between 500 and 1,000 bucks. But these days people are lazy. They don't want to pick up the phone. They want. How can I get my. Your listeners? I'm not going to give you my list of notes just because I'm a nice guy. Now I am a nice guy. If you're a student of mine, yeah. Here, here's how you go. If you take the three day class, I'll show you. How do you find them? How do you, how do you figure these people out? What do you say? That doesn't come free.

That's experience.

And nobody out there is teaching it. Most of the people out there, out there who are supposed are teaching non performing. They're not showing you how to contact banks. They're going to contact, say, go to this list, go to this list, go to this website. That's great. But that's, that's like the garbage. That's like the, the bottom of the barrel. If you want to get really great deals, you got to be direct to the source. You want to get a list of 422, you got to make a relationship with a note seller. You gotta, you want to get the list of notes from Capital One or Quicken Mortgage or any other number of banks. You got to be on the phone and you got to put some work in and you know it's going to take you some time. Did it cost me some money for due diligence on assets? Yes, it did. All right. Experience is not free. If you want to get somewhere faster, pay, pay for knowledge. Or you can take six months or six years in some cases to find success. I had a guy called me a little bit ago, nice guy. And I've talked to him before and he called me, hey, I'm looking to buy notes. But what he was saying he was buying for his own portfolio. But when we got him on the phone, he's like, let me get investor. Trying to find investors. So his story changed, which you don't Want your story to change like that? You want to say one thing and then suddenly it changed the phone because he had to get his investor on. Investor had to say what he was looking for. Like, I don't want to be in a. I don't want to be in a daisy chain, all right? And he called me back up, hey, can you send me. I was like, no, I don't send you my notes because you don't sound like you're a legitimate buyer. You're sound like you're a broker. I don't know who's teaching you this, but they're teaching you incorrectly because, well, I know Bob Leonardi. I dealt with Bob years ago. I'm like, well, if you dealt with Bob years ago, you should know because this is what he teaches, not to do this stuff. And you pick up the phone, jump on LinkedIn. And we as entrepreneurs are our biggest things. Us wanting to cut a corner or to go the easy way. There is no easy way. If you want to go easy way, you'll go to Paper Stack or JKP holdings and look at the stuff that's there. That's the bottom of the barrel stuff, the onesie twosie stuff. No offense. That's a great place to get started. You're brand new. That's a great place to start looking at some deals. Nothing wrong with that. Run some cases, run some market off that. You'll find some deals there. But you can't build a long term business on those two websites. There's just not enough product, okay? And those sites aren't updated. And when it takes two months for the seller to respond on a bid, that's not an effective way of doing business. If you want to make six figures as a note investor, you got to be buying 20 to 50 notes in a year. Now, some of those you may wholesale. Some of those you'll keep for your portfolio, some you'll get reperforming. Some of those you'll have to foreclose and get bigger checks. But you got to start marketing, you got to start building relationships now. And you can't be afraid of the. No. We're so worried about no. Can I tell you how many times I've called asset managers and I call them and call them and email them and email and email them. And how many times one of them has showed up at my house with a gun or stabbed me? None. Okay. Some will unsubscribe or some will say, f off, we don't sell. And that's fine. Hey, next. And that's what no means. No doesn't mean no never. No means not now. Because there's been plenty of asset managers I've been told no before. When I called them a month later or a quarter later or a year later, they finally said yes, I have something. I've got a buddy, he's a hedge fund manager. He actually manages a billion dollar hedge fund. During the first recession of just Florida assets. Todd billions with US Debt Ventures no longer the note but it's more on the origination side. But Todd was on my email list for about six years and he would joke when we got to know each other he took. He was just Scott. I would get these ugly ass green emails from you. But it was like I saw your logo. The green it reminded me I knew what if I could find four if I saw something you were talking about deals or if I had anything in their books. And you know what? I didn't have anything I could sell because we were moving stuff. But when I finally had something, you were the first person and the only person that I thought of because you branded your ass into my brain with your green emails. And you knew what you. You knew what you said. You didn't sound educated like Stanford, like I'm from. That's fine. But you knew what you're talking about. You knew that when I send you a list of Florida stuff, you knew what you're looking for. We could have a good conversation. You sound like a buyer for yourself. Figured you might have been brokering a little bit, but that's okay because I could tell you were a buyer because you built consistency with me. And that is one of the biggest things that takes patience, ladies and gentlemen. Takes patience to get news. It takes patience to send an email out once a month and you're gonna forget about. Heck, I forget from time to time. Even though I got a CRM system now I can set up and pre schedule stuff that's on my list to do this week literally is to go and pre schedule my asset manager email every month that goes out. But there are so many great tools that we have now that we didn't have years ago. There's the Bauer financial list that's been around for a while, but most people didn't know you could use that to tell you which banks have defaulted notes. Lane guide has reappeared. I got an email from them today which is a great resource that I used previously. Unfortunately, Mr. Lane passed away in 2021. They've been kind of in limbo, but now they're Back at it, which I'm glad to see because that's a great resource for what, 150 bucks a year. There's so many resources. The county records, nature online looking for assignments, other Note investors, just LinkedIn groups, Facebook groups. You are just a few posts, few connections, a few requests away from getting deals. When my students like Jessica and Larry and Paul and others say they got more coming in than they can take a look at and you and what it comes down to is they're just telling people what the heck they're looking for and they're not taking no for an answer. Fights challenge you out there. If you are have bounced from one category of investing to another category of investing, another category of investing and you're still not finding success. The problem is not in the classes or the niche that you're focused on. The problem is with you. And sometimes that's tough to say, sometimes it's tough to hear that you're the problem or I'm the problem in my issues. Because here's the thing, ladies and gentlemen, the buck stops here. The buck has got to stop with you. Where I'm at today is because of the decisions I've made, good or bad. It's nobody else's fault, it's mine. And you have to have that same type of culpability and accountability in your business to realize that a you're at because of the decisions you have made or not made. And if you choose not to make a decision, guess what? Somebody is going to make the decision for you. What does that mean? Well, it means if you want to find notes, go find some. Get on the phone, get on LinkedIn market form. Don't listen to some idiot who's pulling up a list every once in a while and not sharing with you how to find these deals. Non performing notes. There's a lot out there. There's money. Multiple ways to find stuff. Okay, I'll probably do the next episode in the different ways to find notes. I think that's the multitude of ways ways that we find note deals. That's. That sounds like a good episode but you have to take action and be consistent. And guess what, ladies and gentlemen, Buy for your own portfolio. When you're on the phone, be professional, understand the lingo. Don't let kids in the corner crying or your TV on loud. I can't tell you how many times I'm on a phone. Somebody calls me up and I can't even hear them because they got so much noise in the background. And look, I get you got to take care of your kids. If you're at home, I get nothing wrong with it. But get in a quiet room, go somewhere quiet, get in your car, turn the TV off, have some respect for the person on the other side who's taking time out of their busy day to give you 5, 10, 15 or 20 minutes and somebody tells you something and they're trying to coach you, don't get ugly with them back if it's, if they call. You sound like a joker broker. You sound like a joker broker. Tweak your wording because there's power in words. I'm buying for my own portfolio is powerful. Now you may only have five bucks in the bank. That's okay. There's hundreds and hundreds and hundreds and hundreds of self directed IRA investors around each and every one of us. You just got to reach out to them and know how to track them down. So the question I go back to you, how many no's will it take for you to say yes? Now? Maybe it's the one no in your head that's keeping you from finding success. Okay, that's your problem. You got to fix that no into a yes. And realize no doesn't mean no. It means not. Now. Are you ready to capitalize? Are you ready to take the steps? Are you ready to get on that horse and start dialing for dollars? Or reaching out to asset managers on LinkedIn. Whatever it is, you can do it on a part time basis to achieve full time success. This does not require you hiring a call, you know, call service. You can do it simply by just jumping on LinkedIn, sending invites to asset managers and reaching out there, that's a free service. Or calling two hours a day and making, knocking out 30 to 50 phone calls Tuesday, Wednesday, Thursday afternoon. Using some of this, the other things I've used I've discussed to reach out, jumping on the county records and looking for assignment transfers and tracking those people down. There's so many ways for you to find deals. It's just up to you. All right, so you should say yes to your future. You should say yes to your dreams. Because everybody else, if you work for a job, they're going to tell you no to your future because their future, their goals are more important than yours. So it's time that you put your goals and your needs first and you make it happen. You don't take no for an answer. Somebody says no, you say next. Somebody says no, you say next. And you give yourself time to make phone calls. Don't be one of these idiots out there. And I mean, idiot, when I talk to them, and they're like, oh, yeah, I've called banks before. Like, how many banks you call? Oh, I called five. I'm like, don't be the freaking idiot. Five is not even a drop in the bucket. Call me when you've made 100 phone calls in a day, and I guarantee you'd talk to at least 10% of those calls are gonna be talking with asset managers, and you'll be getting numbers and emails and following up with people because they may not have something right now. But I guarantee you, every bank, every lender has something on their books or it's coming down their portfolio, they're gonna be looking to sell off. The proof is in the pudding. Look in the news, what's going on. Plenty of opportunity right now, and it's gonna get even better if you don't take no for an answer. So go out, take some action, everybody, and say yes to your future self. Say yes to your success, and we'll see at the top. Sam.