Become More Relatable—What You Need To Know About Leading With Your Personality

Hey, it's Mark Podolski, the Land Geek with your favorite niche real estate website, www.thelandgeek.com. before we get to today's guest, I want to introduce properly Six Sigma co host. You know him, you love him. Scott Todd from scotttodd.net landmoto.com and most importantly, if you're not automating your craigslist postings, postingdomination.com thelandgeek how are you, Scott Todd?

Mark, I am phenomenal. How are you?

I'm great. I'm great. Izzy Closing deals just sold a piece of property, 50 acre this morning in Texas. So it's always a great way to start the day.

Yeah, it's fun to wake up to cash every day in your bank account. It's fun to hear like, hey, we're gonna have a sale today.

Yeah, yeah. But, you know, it's not easy if you're not, you know, doing something to differentiate yourself.

Right, right.

In the marketplace. And so who better to help us learn more about creating more passive income for ourselves, making our sales easier than bringing in an expert? Recognized expert by Inc Magazine as a top digital marketer and top youth marketer. And by Red Letter Resumes as a top personal branding expert. Went from being almost homeless to becoming a personal branding expert whose content has been read over 10 million times. He's amassed a social media following well over 250,000 people. He's been in too many publications to name that a Wikipedia page was made about him. Our guests today for the Art of Passive Income podcast is leonard kim from leonardkim.com and he's also the managing partner of Influence Tree. Leonard Kim, how are you?

I'm doing wonderful. How are you doing, Mark?

Pulse is normal. Leonard, what happened, man? You were homeless and then you got out of it? Tell us the story.

So back in about 2010, I believe every single thing that I tried just kept failing over and over. Like in 2008, I was like, you know what? I'm gonna hit this real estate thing. I'm gonna go hard at it. I'm gonna do everything I can. I got like, 25 properties out in Florida. Loan doc, signed everything, signed everything, was ready to go. Then all of a sudden, Bear Stearns went under. And I'm like, there went my $50,000 a month. What am I going to do? So instead of making that money, I basically made nothing. After that, started working, I was like, you know, if real estate's not going to work for me, what's going to work? Maybe investments. That's A hot topic, right? So I tried doing that. Then the stock market crashed and burned, so I worked at a few startups and just because the economy was so bad and everything I was trying just wasn't working, I got to the point where I was like, you know what? I give up. I'm just gonna lay in bed and cry every single day and not pay rent, drink and be like, whatever happens, happens. Next thing you know, I'm showering in the dark, I get this eviction notice and I'm like, okay, I guess I'm gonna pack my stuff up and go live under a bridge. I called my mom, I'm like, mom, I'm gonna go live under a bridge for the rest of my life. Have a good life. She calls my grandma, my grandma picks me up and she saves me. I'm like, I thought you'd disown me when I was 16 years old. And I stayed at her place for about six months. But then by that point I'm like, I can't live here anymore. I need to get my stuff together and really get back on track. So I borrowed a few hundred dollars from my friend, moved back to la, found any job I could, worked at that for about two years and realized I wasn't getting anywhere. And I got sick and tired of being sick and tired. Obamacare kicked in, taxes raised, and I was like, I can't afford lunch anymore, things are so bad. So because I got so sick and tired of being sick and tired, I started writing. And within the first six months of writing, from May or June of 2013 to December of 2013, I had 2 million views on my content, 3,100 social media followers from Three, and was named a top writer on a site called Quora. The next year that escalated into 10 million views. I wrote a book, I a great girlfriend at the time who ended up breaking up with me because I had imposter syndrome. Because I'm like, I don't deserve any of this stuff. I'm a nobody who was homeless at one point. So she broke up with me. And I had that realization that I need to own up to everything that I've accomplished and I was able to move to the next step. Then I started thinking, how do I monetize off all the success I created? And that's when I started generating revenue streams to generate passive income like we're talking about now.

Scott Todd, what do you think?

So how, how do you blow up and get like that many social media followers, you know, in like a six month window? Like that's, I mean, there's people that have been writing and doing stuff, you know, 18 months, and they don't, they don't connect with people. What, what is it that got you.

There now from studying history? Like, let's say I'm reading a story about George Washington or another president or another great leader in the world, like Napoleon, whoever it may be, All I really see is their highlight reel, all of their successes. So me as a normal person, I'm reading that and I'm like this person so far disconnected from me, I can't even relate. There's no way I could ever be president because I'm nothing like George Washington. That person's flawless. The only mistake he ever made was cutting down an apple tree. And I'm like, I made a lot more mistakes than that. There's no way I could really connect to that. Then I looked at my friends who were. A lot of my friends were like those millionaires who spoke at seminars and everything. And they had a formula for their success where they talked about their hard times and how they got to where they are today. So they kind of laid out more of a hero's journey that people could follow and relate to because everyone feels those pains and those hardships. Me, I'm like, you know what, maybe I could reverse engineer what my friends do. But since I'm not successful, I can talk about all the things that I failed at instead, so people wouldn't follow in the same footsteps. And at first I was scared of it. I thought people would judge me and call me a loser, call me this, call me that, and say, look, you screwed up at your entire life. There's nothing that this message is really going to do. But out of pure coincidence, people were like, you're such an inspiration. Wow, this is so motivational. I can't believe you're still here. I can't believe you're doing this and this and this. And I kind of had reverse fact of what I thought would happen. People just bought into it.

Very interesting. There's this word out there called narragan. How do I pronounce it?

Narragance.

Narragance. What is narragance? You made up a word, Leonard.

So it's a sense of naivete mixed with arrogance. Like imagine I'm an 18 year old kid, which I used to be, or a 21 year old kid when I was trying to do that real estate thing back then. Like, I was cocky and arrogant. I'm like, I have a background in sales. I could do anything. I could go out there and I could sell anything in the world. So I felt that I was, like, untouchable. And that was my arrogance mixed with the sense of naivete. Because I was only like, 21 at the time. I didn't know any better. I didn't have any real life experience to back those decisions. So I went out there and I was like, you know, if I'm going to go out there, I could do it. I didn't think, oh, I needed to learn how operations work, I need to learn how laws work, or any of those other factors. I just took those limited pieces of information that I knew and held on to and went out there and tried to run with it. You can see the same type of things with, like, let's say I'm listening to a Kanye west rap song. He talks about, oh, power, or oh, you have to just go out there and be the man. And you have to think that you're successful at everything you do. So when you think that way, it creates all these people who have a sense of arrogance and they think that they're the best at what they do, but they're naive at the same time because they're like young, 20, 22 years old, 18 years old, and they really think they could go out there and change things, but they don't know the full picture of everything. Like, we acquire knowledge much, much faster than we acquire wisdom. So wisdom takes time to learn from real world experience, which most of these people don't have. So they go out there and they think they're the best, but they're not really the best. And that creates a huge disconnect from them and the rest of the world. And that sets them up for failure. That allows them to get scammed into, like, those get rid of put schemes and all those other things. Kind of like I was as a kid.

Yeah, that's. That's very, very cool. So you, you start writing and you become like a big deal in Quora, right? How did you pivot and then say, okay, well, now I'm an expert. How do I monetize this? Like, what were the steps that you took? And when did that, when did that realization happen? Like, I can actually monetize this?

Well, at first I was trying to monetize a completely different business. I wanted to make one of those websites like Squarespace, which is like a website builder where you can just push out a ton of websites at once and just sell them for a subscription. But I realized it takes way too much money. I'm like, oh, I could raise like 50 grand, but it costs, like, 500 grand to do. I'm like, I could do this, but it costs this much more. Oh, I need engineer, but I don't know anything about engineering. So I kind of gave up on that plan. But during that whole process, when I was setting that up, I had messages in my inbox, like, thousands of them that said, can you teach me how to do what you did? Can you teach me? Can you teach me? Can you mentor me? Can you do this? And I was like, everyone keeps telling me that I'm the expert at this, and they all come to me for help. I can monetize this. So it just dawned upon me that if this is what everyone expected me to do, it just made sense to just go out there and teach people how to do what I did. And I set up a course to teach everyone how to do that.

Fantastic, Fantastic. So you set up this course, you start getting customers, then what happens?

I mean, for the customers, what happens is they go through the course for, like, maybe two or three months. They're able to really identify how to position. Position their brand, go out there and do the same things that I did, but for their specific niches and their specific businesses, and they contact me back and they're like, we got a few clients and we wouldn't have been able to do this without you. And they start telling their friends, and they start telling their friends, and it just has this compounding effect.

Scott Todd, you've been doing some personal branding.

Yeah, I'm really.

What are the challenges? How can Leonard help you?

Yeah, I think that, you know, there's so many platforms. There's so many platforms out there that, you know what you start. What I think you start to get is where you try to. Where you try to attack all of the platforms at one time. You start to get a fragmented. A fragmented presence. Right? You know, you get. You get some followers over here on this platform, you get some followers over here, then they don't necessarily come back to your central hub, which could be your own website. So should you just, like, pick one platform whether. No matter what it is, and go deep into that one first before you expand? Or do I follow, like a Grant Cardone model where I'm everywhere, omnipresent, be every place, every platform?

I guess that really depends on, like, how much experience you have and how long you've been doing everything. For me personally, what I did is I did a deep dive specifically onto Quora. I mastered that platform. I understand the entire algorithm of it, the ins and outs, how to make something go viral, how to make something not go viral. And I studied that platform until I mastered it. Then after I mastered Quora, I moved over to Twitter, and I mastered that platform by trial and error and figuring out how to actually get the most out of the platform. Now, if you want to be an expert and you want to make money from your expertise online, if you have one platform mastered, chances are you may make some money, but you won't really make as much money as you want to make. If you have two mastered, you'll make good money. If you have three platforms mastered, you'll make a killing. That's why Grant goes out there. And he does so many platforms now. But then at the beginning, Grant probably started on one or two platforms.

Yeah, he was on YouTube. YouTube was where he just started putting all his videos and presence onto YouTube.

But now, because he mastered that platform, he was able to go out there and master Facebook, which is where I recognized him. Then he was able to use that to leverage into Snapchat. So he used one network to leverage into another one to leverage into another one. But if you don't have that first one mastered, you can't get people to next to the next. To the next.

Yeah. So stop. Like, stop. Just go deep on one of them and then expand out.

And the great thing about any of these platforms, whether it's quora, Facebook, Twitter, LinkedIn, whatever it may be, if you're turning out content and people know that they could link back to your site, like most people, what they think a landing page is, is they think it's their land. They think it's their homepage for their website. But it's not really that. It's the first point of contact that someone reads your content or sees your content. So if I'm watching a Grant Cardone video for the first time, that's my landing page. I'm being introduced to Grant the first time there. I'm learning all about him. Then my second point of impression is going to his website and looking him up. Now, I already have trust for Grant. I've already seen something that he created. The second page is designed to lead me to the next phase. Most people make this mistake where they think their homepage, like leonardkim.com, grantcardone.com or whatever, is where people are first entering to see them. But how many people out there are googling Grant Cardone before they find out who he is first from another platform, like a video or an article or something like that. So the content that you're creating, that's your landing page, your homepage is what ties them into what your message is so they can see more about you. So it's not, it's like the secondary layer in the sales process, not the first one. And a lot of people go out there, they start selling on their homepage when they're supposed to be building that relationship even further and then progressing to a sale from there.

Yeah, Mark, I mean, that's really what we also teach, kind of with land investing too, is, you know, you, you can have a land investment website, but no one's going there. They don't even know you exist. They don't, they're not. You know, you can, you can mess with SEO all you want, but that's, I mean, you're, you're going down the wrong path because you, you really need to throw yourself into the, to the stream of traffic and leverage other websites to get your name out there. And then when they come back to your website, it's still not about selling them. It's more about who are you? You know, it's more about your identity and so that they know, like, and trust you. I think that's where a lot of people struggle is they, they think like, there's this web presence like Amazon and we're gonna sell land over, over our own Amazon site. That's just not the way it works.

Yeah. And from how I see it, and, like, I don't think a lot of people really care if you put all your accolades up there. Like, oh, great, you're good at what you do. Who really cares? Like, let's say you like fishing and I like fishing. And on your website you mentioned that you like fishing. And if I like fishing too, I'm going to be like, oh, this guy's just like me. He has similar interests. Let's say you like a certain TV show that I like, like a homepage and a bio about. You should really be more about your interest and everything. Because when I was raised doing sales, step one was meet and greet. Step two was sell yourself. Step three was sell your dealership. Step four was qualifying. So what we're at is the meet and greet is the first point of contact where they watched your video, they read your article or something like that. Step two is where you sell yourself on your website. And selling yourself isn't going out there and saying, oh, look, I'm the best at this. That, that, that, that. It's, hey, I like ice Cream. Like in the in person conversation, you ask questions like, do you like going to the beach? Do you have kids? Do you have this or that or that? Where do you like to travel? And you find things and you're like, oh, me too, I went here, I went there. And you start finding points that you can build rapport with. But when you're online, you can't have that one on one conversation. So you have to talk about what you like instead. So if the breeder likes those things too, they're like, oh, me too, I like those things too.

Yeah, yeah, yeah. I mean, I, you know, marketing is endless, right? And there's so much out there on it. So, Leonard Kim, how do you differentiate yourself as someone who's a valuable contributor in this massive market?

I differentiate myself by just trying to be as real as possible, being as authentic as possible. Because most of the content, when I look out there and I see it, people are like, oh, these are the 10 things you need to do to XYZ. And sure, they showcase their expertise in it, but they don't really highlight any other personality they're coming across as an expert, not as someone that you could go out and trust. So, like, if I'm reading an article and it says, 10 things you need to know about financial planning and the financial planner writes this article, they can put out the best advice out there in the world. But then I can't connect with that person as a reader. And if I can't connect with them as a reader, then I probably won't be hiring them to do my finances. But if that person's more relatable and they use similes and examples that I could really buy into, then I'm like, oh, you know what? This person's not only an expert, but they have a personality behind them too. This is someone I could work with. And I put my personality into most of the things I create.

Yeah, I love it. There's a great word out there called strategic polarization, right? You don't want to be all things to all people, right? And I, you know, I'd say this all the time, and Scott's heard me say this many times, but a great quote by Dan Kennedy is, if you're not offending someone by noon, you're not working hard enough, right? And so you can't be all things, all people. And you shouldn't want to be all things, all people. And you can do this in so many different ways that you're connecting with your people, right? In Grant Cardone is a Great. Good example of this. You know, he curses, he's off color. Right. He is polarizing a lot of people that are gonna be offended by that type of content. Right. But he's really gonna have loyal following for those people that really love that and love that kind of, you know, that strategic polarization. Because you don't see it a lot, right?

Yeah, you don't see it a lot. And that's what separates him from the rest of the crowd. And that's what separates me from the rest of the crowd, too, because we use our genuine personalities and we put it out there, and that's what, like, that's what separates someone who has like 5,000 followers and calls himself an expert to the person who has 5 million followers and doesn't call themselves an expert because they're leaning more with their personality and who they are and, like, how they were raised to be, as opposed to just putting on a mask and pretending to be an absolute expert at what they do without any personality. Like Gary Vaynerchuk, he's always like, go out there and showcase your expertise. Showcase your expertise. Sure, back in 2008, when he did that, that would have worked because there was no landscape, no competition or anything like that. But nowadays, every. Everyone's doing that. So how do you separate yourself from the crowd? You have to go out there and you have to showcase who you really are. And so many people are showcasing, scared of showcasing who they are because they're scared that the world's going to judge them because maybe they don't feel that they're up to par with what they want the world to see.

So how do you get over that fear?

So in life, I figure that there's two different fears. One's a fear of failing or the fear of success. To get over that fear, what you have to do is you have to focus onto the habits that will make you successful as opposed to the end goal. If you focus onto the end goal, then you're always disappointed because you're never there for the fear of being judged by other people. What you have to do is realize the more scared you are of something, the more that whatever message you have is going to go out there and resonate and connect with others. So you're the deepest, darkest fear. If you were able to go and put that out into the world and just put it up out there, people would be like, wow, I relate to this. You're an inspiration. You're this, you're that. But in my mind, I'm thinking everyone's going to think I'm a loser. Everyone's going to think I'm this or that because of that deep, dark fear. So that fear, you have to use it as a motivating factor to know that you have something that the world's going to buy into as opposed to something that you should be scared to let out into the world.

I think you obviously have some sound advice. I mean, it comes from your experience. I mean, to build a platform and an audience like you have, coming from where you were, it's something that a lot of people wouldn't do. They wouldn't keep going. And, you know, it's really inspiring to me to see how you go from where you are, where you were with. With your living at your grandmother's house, to continuing to be on this mission of what you wanted to accomplish.

You didn't.

You didn't let your goals stop. And, you know, that's a great example of, to me, of someone who just kept moving his feet, just, you know, yeah, you got down and out. You got kicked around, but then, you know, you got back up. And it just reminds me of, you know, like a Tyson quote, you know, that everybody has a plan till they get punched in the face, right? You know, like punched in the face, and then all of a sudden, your plan is out the window and you got to refigure out what you're going to do. And then you turn back around and you just keep moving forward, and you don't take your eye off the prize that you want. But I think a lot of times people get punched in the face and they didn't know that it would maybe hurt as bad as it's going to hurt.

Right?

And then they're like, I don't know if I can move forward. Just keep moving forward. We all get punched down. Yours was more dramatic than anything I think I've ever gone. But that said, you know, you rebounded to a higher point, and that's really inspiring.

Yeah. And I've been punched in the face a million times all throughout life. I still get punched in the face nowadays. It's just something that constantly happens in life. But one thing I realized is the reason I kept failing in the beginning, that almost led me homeless is because I did focus on the those end goals. I'm like, I want to be a millionaire. I want the Lamborghini. I want this. I want that. I want that. Then I kept looking at what I had. I'm like, I don't have any of this. So I kept getting disappointed I kept trying to take shortcuts to get them faster and nothing worked. But when I started writing back in 2013, I'm like, I'm just gonna see if this works or not. Like, I had no goals in mind, no destination. Like, I'm just gonna focus on those habits. Writing two or three things a day, just going out there and, you know, taking a walk, waking up early in the morning thinking what I'm grateful for, just doing these tiny habits that successful people do. Then next thing you know, I had those 2 million views. And if you asked me six months before I had those 2 million views, if I thought I would ever have that, I'd be like, are you crazy? There's no way that would even be possible. But the only reason it was possible is because I took my eyes off the destination and focused on those habits instead.

Yeah, I mean, you're focusing really on the stuff that you can control. I mean, you can't control how many people are going to view your material, your content, but what you can control is you can control, you know, your actions.

Exactly.

And I think that's, that's a key takeaway in this podcast.

Yeah, yeah, I love it. I love the fact that when you let go of that timeline, right, amazing things can happen, right. And you just focus on the journey of it and the effort of it. What happens, happens. And not to say you shouldn't pivot, not to say you shouldn't, you know, look at what's working, what's not working, right. But just kind of, you know, keep going through it and then, you know, have goals, but don't let them. Not rigid, Be flexible and let it all happen. So now, Leonard Kim, we're at that point in the podcast where I get to put you on the spot. Are you ready?

Sure.

Alright, so what is your tip of the week? A website, a resource, a book, something actionable where the art of passive income listeners can go right now, improve their businesses, improve their lives. What do you got?

The thing that probably improved my life the most over this entire process is a book called the Four Agreements by Don Miguel Ruiz. It's just four simple agreements and it's all laid out in a beautiful story where that's something about the Indian culture where he goes out there on a journey. And I mean, lesson one is like, always do your best. Like, do you really always do your best every single day? I know most of my life I didn't, but when I started incorporating that into my life, things just got a lot better just because I always Try to do my best. And there's three other principles in there. If you read that book, you'll have a great foundation to work off of. And it takes your eyes off of those materialistic things and all those other things that you're going after. How to get more visitors. And it lets you focus on what really matters. There's four principles that you have to incorporate into yourself to go out there and get you to the next phase.

Yeah, that's a great book. I gotta, I gotta revisit that one. And it's not long.

I mean, it's not, it's.

I forgot. I mean, it's, it's like less than a hundred pages, isn't it? I mean, it's short book.

You can read in like two, three hours.

Yeah, yeah, that's a great tip. That's a great tip. Thanks, Todd. Oh, Scott, I lost you there.

Oh, oh, you there?

Okay. Yeah.

All right, check this out. Go to oaxis.com and look at right now and look at the ink case for the iPhone 7.

Oh, I saw this.

All right, so you get, you got the iPhone 7, you know, nice screen and everything. And then you have this nice case that you put on it. And on the back of the case is another screen and it's using the E ink, almost like a Kindle, one of the original Kindle versions. So you can have pictures rolling on. Like, you can have basically change your, your, your case, the pictures on your case, if you wanted to, or you could use it to eread. And it's like clear in the sun. It's on my gotta have list. The only problem is they don't make it for the iPhone 7 Plus. That's what I have. But I was even thinking about like trading the phone and going for just the seven just for this geeky tool.

Okay, so now I have not gotten the new seven yet because I was waiting because I couldn't get the plus right. Maybe I shouldn't. Maybe I should just get this thing.

Yeah, look at this. This is, this is phenomenal. I love this thing.

Wow.

Genius.

Yeah. Let's go spend some money, man.

Let's go spend some money.

It's not bad either. It's like 99 bucks. That's not bad.

It's not bad.

Okay, 99 for a case. But you know what? That Morphe case, Mophius case, whatever it is, the battery thing, that's like 99 bucks.

And it's, it's heavy and it's not.

Even as cool as this one.

This is Cool.

More battery life. But this is cool.

Yeah.

I mean, think about if you're Starbucks and you've got this. I mean, how many new people will you meet on the 18th?

I.

7. Yeah, just that alone. Just for networking alone.

Yeah.

And just having, like, this new adventure in life where they're like, what is that?

Right?

Like you can, you know.

Yeah.

That's cool.

Yeah. See, look.

Even Leonard Kim.

Look.

See, Leonard's like, man, oh, man, I'm glad I came on.

He's gonna be on for it today, right? Yeah, yeah, exactly. He's like, yeah. For the. You know, the question is, what's the best podcast? Leonard Kim's gonna be like Art of Passive Income.

Yep. Found out about phone case.

Right, Right. All right, well, my tip of the week is going to be learn more about leonard kim@leonardkim.com. today's podcast is sponsored by Loan Geek. If you're not automating your payments via ach and credit card, I don't know why you can always make more money, can't get more time. This is going to save you time. And actually, the way we priced it, it will be a profit center for you. Just email supporthelonegeek.com Subject line Loan Geek. I used to spend my Sundays annually entering in payments. Now it's all automated and my customers love it. And my family's happier because I'm around on Sunday. Thanks, guy. Todd.

Mario, I'm still gonna say you need to hire a voiceover guy for that, but I will tell you, I was really shocked the other day because we talk about Loan Geek, like, I don't know, all the time. Right? Like, and then someone said to me, someone who's in the community and should know, they said to me, hey, when's Mark's gonna come out with this Loan Geek thing? I'm like, it's out. Listen. Call them. So do it. Listen. This isn't just a plug for some future stuff. It's live now. Get on board.

Let's do it.

Yeah. And honestly, that's a failure on my part. Right, Leonard Kim?

Yes.

Because I'm not marketing enough. Right. It shouldn't just be the podcast and shouldn't just be email it and Facebook. It should be everywhere. Right. I should be constantly talking about it to the point where it's nauseating, right?

Yeah. I mean, the more you get your message out there, people are going to realize that that's what you do. And that's the last layer of marketing where you just keep repeating your message same way until people Start recognizing it, and they start repeating themselves.

Yeah. What I love about Loan Geek for me is that I built to find the program that I personally want because I'm an actual user of it. So whenever something doesn't work, it's. It's like, it doesn't. It affects my business. It doesn't just affect users. Right. And so it's a personal passion project for me. Then I can go out and, you know, create all this value out in the marketplace that I personally am benefiting from. So I love Loan Geek. It's been really difficult to execute with. But look, nothing is easy. Nothing is easy, so that's great. So learn more. Go to Lonegeek I.O. also, give Scott Todd some love. Go to landmodo.com wholesale. Check out scotttodd.net and most importantly, Leonard Kim will tell you, marketing is so important. And if you can automate it, which is my favorite word, go to postingnomination.com thelandgeek and also give me some love. Go to thelandgeek.com and download for free the Passive Income Blueprint. Get the ebook how to Avoid the three Fatal Land Buying Mistakes. And get this always informative and engaging podcast delivered each week to your email inbox. Leonard Kim, are we good?

Very good.

All right, well, I'm gonna have a link to Leonard's site. He is chock full of more valuable information. We probably talk to you, Leonard, for another, you know, two, three weeks straight.

I mean, two, three years.

Yeah, but. So this is great. I want to thank you. I want to thank the listeners. And if you're getting value from this podcast, do us a favor. Subscribe, rate, review the podcast people. Then go ahead and send you for free the Passive Income Launch Kit, a $97 product for free. Second favorite word, right? Yep. All right, well, thanks, Leonard Scott. Appreciate it.

Let freedom ring. He did it.

I love it.

It was like the first guest that did it with us.

Really?

I mean, we are just a big bowl of awkward over here, but it's good.

It's fun that way.

It is fun. Look, if we're not having fun, what's the point? All right, thanks, guys.

Anytime. See you guys.