How To Evaluate The Efficacy Of Your Deal Of The Week

Hey, it's Mark Panolski, the land geek with your favorite niche real estate website, thelandgeek.com and on this week's Roundtable podcast, we have all the usual suspects. We've got the Zen master, Breathe in the mailing, Breathe out, the marketing, Mike Zano. Mike, how are you doing?

Wonderful. Thank you for asking.

Good to see you. We got your partner in crime, dude Buddy, the nightcap og Scott Bossman. Scott, how are you?

Great, Mark.

Happy to be here.

Excellent. We've got Terea putting in the reps, Harris Terria. How are you?

I'm well. How are you, Mark?

Great, great. Good to see you. We've got Eric the Technician Peterson. Eric, how are you?

I'm good.

I'm ready for boot camp in a couple days. Even though this is going to come out after boot camp, but it's just around the corner.

I know, I know. I've been thinking about it incessantly. I'm so excited. I love it when you call me Big Papa. Tate Litchfield. Tate, how are you?

Life is good, man. Can't complain.

Good to see you. Oh, by the way, if anybody wants to see how Tate works, go to Langeek.com lots. Look over Tate's shoulder. It's going to make you a better land investor and a better cyclist. Last but not least, Scott Todd from scotttodd.net landmodo.com learn anything about anything. Investor ninjas.com Scott Todd, how are you? Mark I'm great.

How are you?

I'm great. Let's get geeky. Deal of the Week what is the deal of the week? Scott Todd.

What I always say is you pick a property that you want to market that week and you send it out to your list. Even if your list has one person on there, it doesn't matter how many people are on your list. You're mailing a list, you're mailing a property to everybody on your list and you're making them an offer. I don't care if you did the deal the week to the same property last week. Change it up, change up something else. But from that deal of the week, you can get some pretty cool ideas on how to improve. I think I'd like to see what everybody else has to think, too.

So this is called the Larry Overstreet principle. Even if you have one person on your list, you should be mailing at least once a week a deal of the week to your buyers list. How do you build up a buyer's list? Well, when you're advertising on Facebook, or craigslist or landmodo.com, you get a lead, you put that lead into your CRM or your ES, I guess, your email service provider, like an AWeber constant contact mailchimp. I don't know, whatever Eric Peterson uses, which is super geeky. Eric, what are you using?

ConvertKit.

ConvertKit. And get all the geeky tools there and then send that email out. And that is the deal of the week. But what the topic is for this week's roundtable is after you send out that email, there is some good data, some good metrics. And so, Mike Zanda, why don't we start with you, Mr. Automate, with Python. How do you evaluate the efficacy of your deal of the week? What do you then do with it?

So I'm not super geeky on this part. Although, see, this is what I love about Land Geek is that even a firefighter such as myself can slowly get geeky over time. So I'm always learning from those around me, especially those on the podcast today. So I'm going to say real basic things like if it doesn't sell, like, you know, there's a reason why it doesn't sell. And I think this sort of points backwards towards how you price your, your deals in the first place. So I guess just throw that out there. Maybe not quite the answer you're looking for, but since I'm not super geeky on my analytics, I think I throw this out. So, you know, we charge doc fees, we charge down payments. If you didn't have a doc fee, if you didn't have a down payment, it doesn't really leave any room for a super awesome deal of the week. Because the whole idea behind the deal of the week is that you're going to offer those people on your buyers that something substantially some substantial savings, right? So that could be no dog fee, half off that dog fee, no down payment. But if you're always pricing like you're the guy that's zero down, you know, just pay me first payment doesn't leave you a ton of, of flexibility to engage. And I guess I bring that up because if your deal isn't selling well, maybe your deal, the analytic could be very simple. You didn't give them a good deal like you promised these people that you're going to put them on your buyers list and you're going to give them the great, you know, access to deals before you hit the market. But then you don't really throw anything at them. They're like, well, you know, they don't feel super special now, do they? They want to feel special. So I guess I'll start with that. And I know everybody else is going to go super geeky and I will be taking notes, but I think that you need to price it accordingly in the beginning to leave room for these super awesome deals.

I think what you said, it may not be technically super geeky, but it's geeky as far as being very, very strategic in marketing and having a very good marketing strategy from the get go. Because if you're not strategic about it from the get go, then you're right. Like you're gonna burn your list out. They're not gonna trust that this is a deal in the first place.

So strategically important.

Yeah, exactly. Exactly. So, you know, I'll give credit where credit's due. Even if it's Eric Peterson, I will give credit. Scott Bossman, how about you?

So we do a few simple things. We keep track of open rate, click rate, that type of thing on a particular. On all of our deal of the weeks. And I haven't been in airtable and we have the highest rated ones. So we kind of keep track of the best ones that we've ever had. And you know, we'll go back to that design or that type of title. And we've had some really good open rates lately. Just kind of following that type of, you know, trend. I guess the biggest thing for us is just, you know, admittedly I'd say three years ago I wasn't very consistent with our deal of the week emails. And then we just became more and more consistent. So I actually looked at this Data recently. In 2019, 7% of our sales came from our deal of the week or our buyers list that year. Last year, 10% came from that. And I think we were just very consistent with hitting our buyers list with a deal a week and then we do kind of a Sunday blast as well. So we're hitting them a couple times a week. And for us that's important. And since we've been really consistent with doing that, it's really made a difference, I think.

I think you brought up an interesting metric as well, which I don't think we've ever talked about on the roundtable is what day you actually send that deal of the week. So are you sending it on a Sunday or are you sending it on a Friday? What, what day do you email?

So, yeah, we actually.

What time?

Yeah, we send a Wednesday morning deal of the week and then we send a Sunday morning kind of last with a list of all of our properties on it.

Okay.

Or a number of our properties on it. Try not to date them.

So between Wednesday and Sunday, do you notice open rates are pretty similar and click rates are pretty similar, or is it very different?

I would say our. Our Sunday opens are a lot better. And I'm not quite sure. I think that's because I have a VA that's pretty clever with some. Some headlines. And we're getting some opens on the versus, you know, the deal the week email is more catered to one property. And I think it just doesn't maybe cater to our buyers list as much. So we're not getting as many opens on the deal of the week.

Okay. Okay. Does it bother you? Does the open rate bother you on the deal of the week, or is it more troublesome the click rate?

It doesn't really bother me either way. I guess what I love about. What I love about it is I've outsourced it. I don't do it. I don't think about it. So we'll look at the data occasionally. But again, I'm not too geeky on that end.

No, that's great. Nothing makes me happier. You're not doing that. Cheria, put in your reps. Harris, what about you?

So we do something similar. We do track the open rates, the click rates, but we found the larger. Our buyers list got that for us. It worked better to almost segment our deals of the week. So if we have a deal in, you know, California, then we would segment it and send that out to our, California, you know, buyers list. We found just blasting a deal out. We didn't get the open rates we were looking for, just blind copying it to everyone on our buyers list. That wasn't working. So once we started segmenting it like this is a deal for Colorado and our Colorado buyers got it, we noticed our click rates went up, our open rates went up, and we got a little more traction. We also send out the deal of the week on a Wednesday and then we go back in Friday and resend and we'll change it up a little bit, but we'll send it to the same list, but only to the people who didn't open the first time. So hoping that maybe, you know, they didn't see it, you know, maybe got buried, we hope to get them the next time. So we look for good open and click rates on Wednesday, but then we look to improve those some on Friday and pray that it don't get thrown in someone's spam. But that's how we manage Our dealer weeks.

Will you change the headline up from Wednesday to Friday? Yes, you will change it up. Okay, and then what email service provider do you use?

Mailchimp.

Mailchimp. Okay.

Sometimes if it's a small sub list, we'll just send right out a follow up boss.

Okay, and then so what? So let's say you've got five properties. You got one Texas, Colorado, Arizona, Nevada, Florida. Will you send five different deals of the week for all those five properties, all five segmented to people in those states?

No, typically we don't. We'll send maybe two, like this week or maybe two the following week. But yeah, I don't know if I want to manage five at one time. But yeah, we'll send maybe two most.

Okay. I mean, hopefully you're using Boston's VA for that.

I need to ask Bossman about that va. Our VA is okay, but not that sharp.

All right. Tate Litchfield, what are you looking at?

I email a lot. I guess that's the, that's the takeaway. I send a lot of deal of the week email blast. Typically we send our first one out on Tuesday, we follow up Thursday, we send it again on Saturday, and a final call on Sunday. So we might send that, follow that email up to four times in a week. We learn from the data that we receive based on those broadcasts. So for example, if we mail it on Tuesday, the first thing that we're going to do is we're going to go in Wednesday morning, we're going to see who is expressing the most interest in that property, either with opens or clicks or things like that. And then we're going to reach out to them personally. We're going to see if there's anything we can do to help close that deal. And as a result, our buyers list is very, very active. They buy a lot of land from us and we're really grateful for them. We get multiple situations where somebody will want to buy the property and be a little late to it and they'll have to settle for something else. So the deal of the week is a key part of any land business. I think if you neglect your buyers list, they're going to end up shopping elsewhere. If they end up on my list, you're in trouble, man. You're in big trouble. Because I'm emailing them. I'm their buddy.

Now, does it ever boomerang back to you because you're emailing so much to this list that they'll go on, let's say, land moto. They'll see maybe your ad on Facebook and be like, oh, you know, these guys are. I bet I could get this, you know, for 99 down. Because I just saw this deal of the week on something similar. Why don't I just email them and see if I can do it? Well, does that ever happen to you?

Like, choose to work with Eric over me?

No, no, we know that one happened. But no, like they'll just, they'll see, they'll see your ad and then they're like, I'm on his list. I want a better deal because I'm always getting deals of the week.

Yeah. I mean, we'll have people who call us and say, look, what's the best you can do it? And the response is always the same. Make us an offer. Make us an offer. Any reasonable offer is something we'll consider. So just because we throw out a price, I mean, at the end of the day we want to sell land and we want to work with you and we want to earn your business. And if we have to adjust the terms a little bit, we're not opposed to it. But for the most part we're giving you a great price. We're fair, we're competitively priced, and if you don't want to buy it, someone else will.

I love it. I love it. The technician, Eric Peterson.

Yeah.

How do you think about this?

First of all, I mean, we all know that Tate knows how to sell land, so I follow his strategy for the deal of the week very closely. Our processes are nearly identical with a few minor changes. But what am I looking at with each deal that goes out? First of all, we always a b test our headlines. Every email, every original email that goes out gets ab tested with headlines. When we send that, that follow up email to the people that didn't open the first one, we choose the winning headline from the previous email. And then on the Saturday email, two different headlines again that we're ab testing. So we're always trying to learn what our buyers list is attracted to in terms of our headlines. We're tracking which deals of the week sell. We're keeping an ongoing list of our top 10 headlines from our deals of the week. Of course, we're looking at open rate and closing, click through rate and all that other stuff that everybody talked about.

But.

That'S probably about it. I mean, I think that maybe one of the main things we're doing different is we're trying to tabulate amongst all of our headlines, what's the top 10 list from that headline. And it's helpful as we craft new headlines.

Yeah, no, I, I love that. I love the fact that you're ab testing for those of you listening that don't know what an A B test is. So headline A will be, you know, I love big lots and I cannot lie. And that will go to 50% of Eric's list and headline B might be don't tell my wife. And that'll go to the other 50% of the list and then he'll see by the open rate which headline of the, of those, his overall list had more opens. So if 60% open headline A, then he knows the next time he emails he's going to just use that headline because it's more effective than the second headline and that's really effective marketing. And once you get to a certain level, you can a B test all types of things with your list, not just a headline. You can a B test down payments, you can a B test price, you can a B test terms, you can a B test format fonts. I mean any little change, you can see clearly which one would win. And big companies do this all the time and with all types of elements. But just the most basic I think is what Eric is doing is super effective. And if you're not doing it, you should. I don't want to say should. You should. Well, I don't know any other way to say it. I highly recommend it.

Most of the times you can do that with your email marketing software. That's not necessarily going to be a manual process.

Right, Right. Scott Todd, what do you think of this topic?

I think it's pretty good. One of the things, Mark, that we do is we will. And it's almost like what Eric said. Look, you can come up with these headlines and what's cool is I know Eric uses ConvertKit, I use ConvertKit. What's cool about ConvertKit is in there and put in two headlines that you think you want to run with. And what ConvertKit does is they send.

Out.

One headline to 15% of the list and the other headline to the other to another 15%. So now you've got 30% of your list getting one of these two headlines and it watches it for a couple of hours and then at like the two hour mark it declares a winner and then it sends the other 70% of the list the winner. So it's, it's as Eric said, the software is doing it for you. But see, to us what we like to do with the land Moto deal of the week is we like to go back and look at it. And we said, we'll go back and look at the headline that we use because the headline that we use drives a lot of the click rates. And so we'll go back and we'll, we'll write down the headlines and we keep an ongoing list of the headlines and what the click rate was and the open rate was. Ultimately, our goal is not to click. I don't really care about the clicks. I care about the open. I'm sorry, no, no.

You don't care about open door clicks.

Yeah, I don't care about the opens. I care about the click. Got it confused. I care about the click because I want the click going back to the Land Moto website. So which headline is getting us the most clicks? And when we look at that, we then go back and start to break down, like, why, why was this one successful? Was it a verb that we used? Was it nouns that we use? Was it something like, did we have them feeling something? Did we kind of miss the cue on it? So we're constantly going back every week and we're kind of learning from that headline because the headline alone can drive a lot of the result that we want. And I think that everybody has to do that. I think that one of the things that you have to do with all of your marketing is you've got to not just look at, hey, I'm putting this ad out there and you think that that ad is like the miracle ad. And a lot of times people will think that. They'll say, well, I wrote an ad, but I didn't get any responses. So it must be Craigslist fault or Facebook's fault or whatever's fault. It's not the platform's fault. It's your fault. Right. Like your messaging is off. If you're. If there's traffic to a place and you're not getting it, it's your message. So go back and analyze what you're writing. How are your customer or the readers seeing this thing? Starts with the headline, starts with the picture. It's all of that all together. I think that that's when you start to go back and analyze what you're doing from marketing after the fact and start to think about it. Now all of a sudden you become a marketing powerhouse.

Yeah, it's so well said. And these things are, especially if you're a beginner at this, are so important to get that data. Because, you know, we aren't naturally, I don't think, wired to start thinking like someone else. We are constantly sort of Just in our own heads. And until you start doing these tests and these experiments of stepping outside of yourself and thinking, well, what would my ideal buyer would, what would interest them in this property? Are they outdoorsy like I'm indoorsy? So if I'm writing for myself, I might not even be thinking about hunting or camping because these are things I personally don't do. So but I have to step outside myself and think like my buyer would on that 5 acre parcel in Arizona that is rural. What if somebody who's, who likes rural living or would want this raw land, how do they think, how they feel, what keeps them up at night? And then it's kind of an interesting thing to do and craft. And copywriters will tell you that 80% of their time is actually spent on the headline and doing just research on their buyer. And we talk a lot about this during boot camp as well when we do our advanced marketing segment. But it's something to really start getting in the habit of doing and thinking about every single day is what is my ideal buyer? What are they going to, what, what do they, you know, eat for dinner? What do they do? What do they care about? What are their dreams, what are their ambitions? And start crafting your messaging that way and testing, seeing where are you landing and where are you missing and just being completely open about it. Like Mike Zane would say, just beginners mind about it and then let the data drive it and get super geeky with it and then like it'll really supercharge your marketing very, very quickly doing that. But to Tate's point and to Scott Bossman's point, if you're not consistently doing this well, you're going to get inconsistent results too and maybe inconsistent data because your list doesn't trust you at some level because you're not showing up consistently to do it. Or to Mike Zander's point, if you just haven't even structured it properly to look like a deal, they won't trust you until you figure that piece out. So there's a little bit of work involved, but once you get it, the ROI on it is phenomenal. I'd say you're the best ROI of marketing out there and it's the one thing you own. So Scott Todd, I thought this was a really good discussion topic and hopefully the listeners are going to get a lot of value from it. Which leads us into our tip of the week. A website, a resource, a book, maybe a cone, something actionable for the art of passive income listeners to go improve their businesses, improve Their lives. Dude, buddy, the Nightcap og By the way, I hope everybody's watching Nightcap and I know you guys live in the rerun, but. Scott Bossman, what is your tip of the week?

Yeah, I have two tips. One is fun and one is practical. The practical one is everybody's always worried about water. What's the water table like? Your buyers are worried about water, new land investors are worried about water. I'm not so much worried about water anymore. Right. But that was one of my initial worries. Like oh my gosh, is there water on this property? So there's a website you can use. Nwis.waterdata.usgs.gov we'll have a link to that. Yeah, we'll have a link to it.

Can you make that any more complicated, Scott Bossman? Like maybe you could have taken a little bit of time and created a bitly link, something shorter.

I don't have. I'm not that geeky. I don't have Python. So I got to work on that. There you go.

That's something to improve on.

But anyway, you can search by county and area and you can really zoom in and you can see what maybe the water table is like in a particular area. You can see how deep a well is that's been dug in a particular area you're working. So it could maybe help with some general due diligence information.

Alright, well, before you get to your fun tip, I just want to remind the listeners that we have a sponsor this week. It's Flight School. Learn how the next 16 weeks can literally transform your life. Solve not just your money problems, solve your time problems. Start building your passive income without renters, rehabs, renovations or rodents. Oh yeah, and go up that mountain land investing with Scott Todd as your land geek Sherpa. He'll get you up there quickly, safely and efficiently. Oh yeah, and that investment in flight school ain't going to cost you nothing. You're going to make that money back 180 days or less. Just show us your work. Guaranteed. Go to the landgeek.com training and schedule a call. Melangeek.com training Scott Bossman, what's your second tip of the week?

So this is my fun tip of the week. Being that I work at home now, I have more time to read, listen to music, whatever. So I would highly recommend listening to the 500 greatest albums of all time on RollingStone.com. it's been very cool. I'm through the first hundred albums. I went through the first hundred albums in the last year and I'm finding some new favorites. So for those of you working at home trying to pass the COVID time, I'd recommend going through the list of that list, which.

Which has been the biggest surprise for you.

I'll tell you right now, the biggest surprise for me was Linda Ronstadt. Like, you guys may remember her from the 70s, Mark and Scott.

I do. Tate has no idea.

Hold on, hold on. Mark, did he just take a swipe at us?

Most certainly. Ageism is alive and well on the round table.

Wow.

And notice, like, Kate's not saying anything because he's like, who's Ronstadt?

He's Googling Linda Ronstadt right now.

Googling it right now.

Her album Heart Like a Wheel.

I would highly recommend Heart Like a Wheel. Okay. Tay would appreciate this. I was talking to a friend the other day. We were talking about music, and I said, you know, I love rap. Like, oh, it's so surprising. And they're. I'm like, I love Kanye. And they're, like, immediately dismissed it because of his personality. And I'm like, come on, you got to separate the artist from the person. Like, you know, there's some other cases, right? He's a genius.

Treads that line.

He's a genius.

He's a genius. So I was like, okay. So I started sending the music. I'm like, just listen to it. And it was like, you know when you take, like, a bite of food for the first time that you think you're not going to like, and your eyebrows go up? You're like, oh, this is good. That was. That was the response. I could not have been more pleased.

What was the song that generated that response?

Run Away.

Oh, yeah, that's. That's a genius. That album is amazing.

The whole album's amazing. But we digress. Want to thank the listeners and remind them that the only way we're going to be able to get Scott Bossman to keep coming on the roundtable podcast with tips of the week, or terea or whomever is, you can do us three little favors. You got to subscribe, rate, review the podcast. Send us a screenshot of that review. Supporthelandgeek.com we're going to send you the $97 wholetailing course, how to double your money, 30 days or less for free. All right, Are we. Are we good, Scott? Todd.

Yeah, I'm just plotting a little revenge for Scott Boston. That's all. That's all. I'm just. He is finally off, and what's. Here's how. Here's how I knew that the swipe was after us. Here's how I knew it was after us. Right, Mark? Because Zaino was born in the same year as us, and he got left out of it.

That's true. That wasn't very nice. Yeah.

You know, Zeno's so young at heart, he doesn't feel like he's our age.

Are we all 50 this year?

Mm, no. No. Where close to that, actually.

The big earpiece. The trio.

Yeah. I don't know, Mark.

You're 50 this year.

I'm 50. Yeah.

And Zaino. I'm 50 this year.

Oh.

The four of us. Oh.

Oh, look at. Look at that. Scott Bossman. There was another swipe you could have made.

No, no.

Yeah.

Never have swiped at three of that way.

Not yet.

November.

November. Marx is in June.

Mike.

June.

June.

I'm.

October. There you go. 2.

June.

October, November.

There you go.

We're gonna bring the year out correctly.

I'll tell you what we should do as our networking event. You know, maybe like a 50th type of theme.

That will be awesome.

50 Ways to Grow your land. Business.

Play Linda Ronstadt.

Oh, listen, I'm telling you, that's good stuff.

Tate will probably not equate.

He's like, I don't get it.

I'll take a siesta.

Eric, you've been very quiet. This podcast.

I don't know.

I mean, haven't seen a rib reason.

I guess it's just a quiet day.

It's a quiet day.

Distracted day. I don't know which.

Mark.

On Sunday, I think Sunday, my wife and I went to eat lunch at this place. And we're walking in, I look over at the big sign out front, you know, like, how they. All the restaurants on there, whatever, and I see this restaurant I never heard of before, and underneath it, it said, Eric, what's the chicken? The spicy chicken? Nashville hot. Nashville hot chicken. Nashville hot chicken. Nashville hot chicken. And I'm like, oh, my gosh, look, there's, like, a Nashville hot chicken place over here. And then today we went back to that same place, and as I was walking, as we were there, we noticed, like, that restaurant was, like. There was so many people in that one restaurant, it was insane. And I'm thinking, like, Eric might have the secret recipe over there. Either that or that chicken place is just a front for another business, like you might see on Breaking Bad or something.

Yeah.

You know, my takeaway was on that story was when you couldn't think of Nashville Chicken, because I have these senior moments all the time you went to Eric to get the. Not. Not. Because, like, it would have been great if you went to Boston and he was like, you know, I don't know. And we could have just been like, oh, that young, nimble mind.

Right.

You know, I see where you went with that. But, you know, my. My sharp mind is going to the guy that would know because.

Oh, would know.

It's like cheese or something.

I don't know.

That's. That's a good point. Yeah, pretty good. Look at Zaina with that look. Even he says, you guys couldn't see the facial expression. He's just stirring the pot there.

I'm just so happy that Scott Bossman volunteered to remove Scott Todd's you know, presence. Trying to take me down. Scott Bossman just removed it just like that.

I'll just come back next week at the round table, and I'll. I'll kowtow to Scott Todd like you do. You just. You trash him online one week, and the next week you kowtow to separate.

I'm able to separate, you know, what brings results from. Case in point, I could put aside. I've heard Scott Potts say that he's just. He's sort of agnostic to software. What brings the result. That's what I'm focusing on right now.

I will tell you that YouTube is not helping Mike Zano.

It really is not.

Because I partially watched. Remember, like, we had that podcast where I showed the Mike Zano, like, Halloween picture? I zoomed in on that one. Remember that?

Well, yeah.

One wants me to go back and finish watching that. So it keeps showing up on my homepage. And there I see Mike sitting there. And what I did not realize until. Until YouTube brought this to my attention is Mike Zano did not just have the bald cap on, but he had a captain's hat on, too. He kept taking it on and off. I didn't know that part. So YouTube, like, I look at him like, oh, YouTube. Thanks for sharing Zaino secrets with me.

So basically what you're saying is Mike Zano is not off the hook.

Well, YouTube, as long as it keeps bringing back up to me, like, reminders, I'm like, we got a lot of.

Content coming to YouTube this year. It's gonna push that way down.

Let's hope so.

In the meantime, like, while you guys are talking, I'm. I'm doing an ad on Fiverr for a video va to go out and take clips of Mike, you know, doing any. Any kind of making fun of Scott Todd, just like, A. Like, it's just a montage of it. So we can all look forward to that.

We need to include that picture last week of Mike in that montage.

Oh, yes.

No, we don't.

That one carrying the podium.

No, no, no, no, no, no, no, no, no, no, no. Oh, my gosh. All right, well, on that. Are you ready to. Let freedom ring? Nice.

That was actually really good.

And we should give. Because yesterday was Martin Luther King Day. We should give him some props. Look, good artists shouldn't say it, but you know what I'm talking about.

Don't say it, Mark. Don't say it.

I won't say it. Anyways, we already did our bonus content. For those who are just listening to the podcast the first time. This is usually when we kind of go off the rails is after that. And so the people that want to listen to it Drew, we didn't really give them a choice this time.

Then we should hang up.

We should hang up. Yeah. Tate, what are you eating for lunch today? I don't know.

I was just thinking about that. Thinking I'm kind of craving poke.

Poke?

Yeah. I gotta see if my daughter. My daughter loves it. It's like, her favorite food, so let's see if she wants to go. Yeah, she loves it. She's got expensive taste. I'm a little concerned.

Well, that's what the land business will do to you.

I like to blame Uncle Mark for that, but, you know, I'm not sure how yet, but I'll come up with a way.

Look, I'll proudly take it.

Yeah.

You know, my kids won't even go into Panera.

You've done well. You've done well.

All right, thanks, everybody.

Bye.

Bye.