Land Buying Pro-Tips For Offer Pricing

Hey, it's Mark Podolski, the land geek with your favorite niche real estate website, www.thelandgeek.com. and on this week's roundtable, we've got the usual suspects. Bearland. Aaron Bearland. How are you?

Hey, everybody.

I'm doing well.

Hope everybody else is too.

The most feared woman in the country, the terrorist hunter, Mimi Schmidt. Mimi, how are you?

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

I'm keeping that pulse normal. Respiration perfect. It's all good. I can't complain. We get the Zen master. Breathe in. The mailing, breathe out. The marketing. Mike Zano. How are you doing?

Wonderful, Mark. Great to be here.

Good to see you. And the technician, Eric Peterson. The irascible Eric Peterson. Eric, how are you?

I'm good, good.

And of course, I love it when you call me Big Papa. Tate Litchfield. Tate, how are you?

I am stoked, Mark. Really stoked. And that's because. Yeah, tell us Flight school live.

Yeah, we got to talk about flight school live. Before we do that, we do have to mention that if you want to look over Tate's shoulder, just go to landgeek.com lots of look over his shoulder. It's an amazing sort of geek flicks experience. It's a season of just watching Tate work, get the inside look at how he runs his business, thelandgeek.com lots. So, Tate, you and Scott are in Tampa. You got a small room, an elite room. We compressed for the first time, 14 weeks virtual flight school into two and a half days of live flight school. You had big, lofty goals. You guys said to me, we're gonna mail the first day, we're gonna market the second day. We're gonna try to get a sale in real time. I started rolling my eyes like you doubted us. Mark, I know how hard it is to do that. Tell us what happened.

Okay. First of all, I just want to start by saying, don't doubt us. Because not only did we do that, Mark, but we did it three times. We had three sales on day two. Let that sink in for a moment. We took a group of individuals who had basic, at best, knowledge of the land business. We taught them how to choose a county, we mailed out offers, and then on day two, we learned to market. We marketed like crazy. We sent out a land Moto email blast and we sold three properties.

It's so incredible to me. I'm having a hard time wrapping my head around. Would be like, I don't know, I mean, I can't even find something to compare it to that even makes any sense because we're not talking about, hey, here's how you sell a $7 ebook. This is thousands of dollars of land taking, people that don't have much of a background in it and getting three sales in two and a half days.

And it wasn't just the sales that was impressive. Right. It was the fact that we mailed out offers, but we also had a bunch of people who were interested in buying these properties. So everyone in that room left with a growing buyers list. Right. There was more than a dozen people that reached out for more information on these properties. So this group, our first graduating class of flight school, live, they left with a good area to have selected. They left with a list for people who they can continue to mail to. But most importantly, they left with the knowledge on how to execute on what the next steps were within this business. And spending a weekend in a room with Scott, Todd and myself, I think they gained a lot of confidence because not only one person sold land in the room, but there were three sales total. I think every single person in that room left energized. They had proof of concept, which is, as we know, that's priceless in this business. Their confidence level to go out and buy land in the middle of nowhere, is it at all time high. They're ready to move. And these guys better watch out because, you know, they're hungry. They're going to make this a reality. I'm excited about them.

Yeah, I love Jerry Crozier's comment because he's been doing the land business for a while and he does, you know, bigger deals, but he didn't have any automation. And he was, like, skeptical, like, am I going to get any value out of this? And in his, he said, he said, I got my value out by noon on Friday on the first day.

Yeah, his mind was blown. Like Mark, at the end of every single day, we'd stand up and we'd say, all right, bring on the questions. And the room was silent. Like their eyes were glazed over. It was like an information overload. And then they had to go back to their hotel rooms and execute. The homework didn't stop. They had to keep joining groups and building lists and keep putting into practice what we discussed in class that day. So these guys are ready. And, you know, we've got a lot of reactive phase coming up where we'll be following up with them and making sure they're executing. But, man, it was exciting. I mean, Scott and I, on Saturday night we went out to dinner we ate at the Columbia. So not to rub it into anyone's face or anything, but it was good. Dirty rice. Mike Zaino knows what's up. And both of us were just like, we were so excited. I was like shaking. I was so pumped up and excited for this group because it's only the first of many deals for him. I mean, it was, it was awesome.

Yeah. And well, we also learned that, you know, there is a lot of value in keeping it really small and intimate.

Yes.

So the next one is Mike. When's the next flight school live?

August 16, 17 and 18, the middle of August.

So those spots are filling up already. You know, it's like you said, it's a limited room, you know, to keep the energy high and to keep the atmosphere the way it needs to be. There's not gonna be a lot of slots available, so we're taking registration now.

You know what I liked about it, Mark, though? This is what I didn't tell you because it was small. You had everybody in the room working together. Like someone would make a. They'd have a breakthrough moment and then they'd jump over to the next table and they'd share what they learned. And then the room just kept learning as a collective. So people were helping one another. If somebody was stumped on one question, you know, obviously Scott and I were there to help out, but it was really cool to see people forge these, these business relationships that they might not have. Have established otherwise, but it was all because we were all stuck in this little room working together on each other's businesses. It was powerful.

It's incredible. You guys go, you know, learn more about Flight School live. Just go to landgeek.com training and get involved there. And while I'm plugging, Mike Zaino and Scott Bossman are going to be in Vegas June 20th for a meetup. Mike, tell us about that.

Yeah, we're going to go there and basically, you know, this is the best passive income model that nobody's ever heard of.

Right.

I mean, everybody thinks, you know, that there's a ton of people doing this, but we all know this is a very small, tight niche, right? And we just want to go there and offer just a basic get together to talk to people about, you know, what this business really is, what makes Land Geek so special, who we are and, you know, just, just a really, you know, casual get together. So. And that's limited spots there as well. I think that, you know, we're gonna have maybe a limited enrollment for about 50 people.

There.

So it's not gonna be a huge event, and it's. It's gonna be awesome. We're gonna really just get together and just talk to people, answer questions they have. Because a lot of people out there know how incredible real estate is, but they don't understand how incredible our niche is. Right. With the fact that you don't have to leverage other people's money. The fact that our deals are so they're micro in the sense of what people typically spend on real estate, but macro in the sense of the results and the passive income. So we just want to really spread the word. So we're going to have a really informal get together.

Yeah. If you want to register, just email supportthelandgeek.com it is a local event in Vegas June 20th at the Beacon Theater. It's a free event, but it does have limited spots, so do that. All right, Mimi Schmidt, what are we talking about today on the roundtable?

Well, in flight school office hours, I've had a lot of questions about pricing for your offer, letters for mailings, and people getting kind of lackluster results. And, you know, you put a lot of money into it, and you're kind of nervous at first, and when you, you know, a month or two goes by, you're not getting the response you get, you want, you start to get a little nervous. So we thought we would cover pro tips pricing.

All right, Bearland, Aaron, that's your cue. What's a pro tip for pricing?

Well, see, I guess the offers are super important, but at the same time, we don't want to put so much importance on them that they stop us from moving, because we all hear about Mimi's story about sending $0 offers out, getting responses. So, you know, I guess first I want to start off by saying that the most important thing is getting them out, you know, but after that, you know, depends on the county and the data you can get. You know, a lot of times you have to do some research on sites that people are selling on and, you know, take those numbers and get an average and maybe reduce it a little bit based on the fact that people are going to negotiate. Sometimes you can get direct sales information from the county, which makes it really nice. So you can have a very solid idea of what actual sales are and so forth, you know, but whichever method you use, what you're gonna find is that you're gonna need to probably do several stages of mailings and have a couple price points, you know, because you're gonna need to find that point at which, you know, at any price, you're gonna probably get some response, but you'll hit that. When you find that exact price, it'll kind of lock in and that's when you're really gonna see some results happen.

Nice. Eric Peterson, what would you like to add for your. Your pricing matrixes? Is it matrixes, matrices, matrices?

I have no idea. But what I can add. Is that kind of jumping off where Aaron left off? You know that the research part and comping of property in the area is obviously very important to establish the baseline. And from there I like to do about a 250 offer test. And what we do is we'll pick three to four tiers of pricing, and we'll take the first five rows of the Excel data sheet and put in, you know, price one and the next five rows will be price two and so on down the line. And then we just duplicate that all the way down. And if your list is organized by apn, it makes a lot of sense to do that. So that way your pricing isn't all clustered together in terms of how those properties are laid out. It's really spread out across your entire list. And then you just wait and watch the response. So if you know price three is, everything that comes back is price three and four, that's gonna tell you that price one and two are probably too low, too high, depending. Well, it'd probably be too low, but, you know, I mean, it gives you the opportunity to really look at the different price points and see where your response is coming in.

Phenomenal. Zen Master Mike, let's just be skeptical for a second here. We have a sort of a counterintuitive approach. We're saying, hey, go to where we know land deals are. So we want to go where people like us are already buying land as opposed to some, you know, there's 3,007 U.S. counties. Like, why not go to a county where we know there's no competition?

Yeah, well, you can do that. But I think that the first thing you need to do is learn our model and learn it well. Right? And one thing I think that you cover in the toolkit, actually, and many people miss, is this whole idea. And Eric was kind of talking about the batching, right? So you get a list of a county that has all these delinquent properties, and then you just mail everybody that's one acre a number, right? Here's your. Here's your $500. Every. Every acres. Well, think about where we all live, right? There's no way you can say every property in your area, you know, across where you live, is the same. There's different attributes. Right. So first and foremost, you mentioned this in the toolkit, Mark. Right. You got to batch them. You got to get them by apn. By legal description. You got to somehow very be hyper. You'd be very specific so that you dialing in. So then you can judge what Eric's talking about with the response rate. So you can know that, okay, well, this is all relative to this one area, as opposed to, you know, 50 different subdivisions that are all one acre. That's going to make your life really hectic. But in terms of what your core question was, Mark, about why follow where we go? Because it works. You have to embrace something that I remember I asked you years ago, Mark, and you've always drilled to this abundance mentality. This is something that's hard to grasp in the beginning, but we work in areas where there's just an incredible amount of land. And until you see this for yourselves, until you do these deals, then you can have this kind of this scarcity mentality where they're like, oh, boy, I'm gonna be running into other people. It's just not the case. It truly is not the case. There's so much land in these subdivisions that it's not the case. So you definitely want to follow where, you know, if you're gonna go hunting, I guess maybe somewhere up in Barely and Aaron's land. You know, for a certain type of area animal, you'd want to go where the animal lives.

Right.

You wouldn't want to just go, like, you know, someplace where, you know, so you got to go very specifically to where. And the animal we're looking for is vacant land, and we know where to find it.

Yeah, Yeah. I mean, you know, one of my favorite emails from people is, you guys ever watched that video game Punch Out? It was like Mike Tyson's Punch Out.

I love that game.

So, yeah, so it's like all these boxers, but the first boxer that you would fight was really easy, called Glass Joe. And so I call it Glass Joe syndrome, where on their very first mailing, if they don't get this huge response rate, they don't start getting deals. They immediately assume the county saturated or the model doesn't work. There's some type of, like, scarcity mentality. I love these people. I'm like, your class, Joe. You're knocked out. You know, go into ATM investing.

Great analogy.

That is so.

Because it's all about patterns, right? To beat that game, you have to look for the cues and. And then know when to move. It's the same thing with the. That's what. That's. So that's such a good analogy.

I love that. Yeah, but we need the Glass Joes in a way. I mean, I. We have to sort of celebrate them because it keeps our niche small, non competitive. When you kind of go into it, like, I'll just put my toe in the water, but I get knocked out. I'm knocked out, and, you know. But it's the people that keep going up in the video game that, you know, really succeed in this business. We're going for Tyson. Going for Tyson. Yeah, absolutely. Tate's like, I have no idea what you guys are talking about. I really don't.

I am assuming it's referring to, like, his glass jaw. Right?

His glass jaw console.

I'm gonna just send it to you. It's like this cheap console. You can play all the games. Now. Imagine that, Mark. Right? You see, you get all the games in this little teeny thing. You plug it in, you'll be addicted.

Yeah. All right. I'm interested.

You can.

Yeah, tell me more. Tell me more.

You don't even have to blow in the cartridges to make them work, right?

No, it's not like an Atari Nintendo.

Exactly. So, Tate, what's your final thoughts on pricing?

Don't overthink it. I think, you know, so often we assume that there is a correct price for a county, and we don't understand that the correct price is whatever someone is willing to sell it for and what you're willing to pay for it. Whenever you mail to a new county, there is a lot of mystery that goes into that. Nobody mails to a county saying, okay, I know the most I can pay is $375 an acre, right? That takes time, and that's why it's important to do what Eric said and throw a wide net. Right. Try a couple different price points. But ultimately, you need to get comfortable with the fact that even though you're getting the properties at what you consider an amazing deal, somebody out there might be getting them for a little bit cheaper than you. But ultimately, who cares if you're paying 100 or 200 or $500 more than another land geek in the area? As long as your margins are good and you're happy with that return, you're winning. I mean, I found this out this weekend. Scott Todd and I both randomly are mailing to the exact same area, and he priced the properties at $1250 a property. And I priced them at 2000. Guess what? We're both buying property. We're both selling property and we're both making, I don't know, 450, 500% on our money. So do I need to adjust my pricing? Not really. I'm still making a great return. I'm happy. So I think people need to stop worrying so much about hitting a home run when it comes to pricing. Just send them out. If you're in the right general price point range, you're going to do well in this. So that's my advice.

Yeah, yeah. You know, I got this email from Billy Kwok this weekend. I don't think I told you about it, but, you know, I read it and I was really happy for him. And then I sort of like went into like envy mode. Listen, listen to this. He writes. Hey, Mark, Billy Kwak here. Quick update on a recent home run. Bought a parcel three years ago, so he's been in the community a while. That happens to be part of HOA for $4,000. It was one of my first. Made the mistake of passing it to a realtor and not selling it immediately, which I could have. The high value made me cautious and curious. Set it and forget it, as they say. I always have plenty of other things to work on. Just sold it for $47,500, which gave me a check for 41,500 cash. Not a bad return, even if I had to wait for it. Thanks again for everything. I'm currently pulling in about 3,500 in passive, not including cash sales with an average of less than 30 minutes a day in work. In large part because of your generous willingness to share your secrets. Presently trying to make space in my life for one on one coaching. Blah, blah blah. Me and my family owe you so much. P.S. i'm super happy with GeekPay IO. Isn't that amazing? So he made 41,000. I got another thing from Joshua Williams on messenger. He made like. Let me see what he says. He wrote that he did a deal and on a flip, I'm looking at his check of $27,605. He made 21,000 on his flip. So we can do bigger land flips as well. In this business, I just think you have to look for it and kind of focus on it. But I'd say to both of them you should have sold it on terms. Right now you got a problem. Now you got a bunch of cash you got to redeploy. But it's okay. I'm you Know, I don't be a cash snob. Eric Peterson's laughing. Eric, aren't you happy?

I'm very happy.

Do you feel.

I remember him from. From way back when in Orlando, and glad to hear he's. He's still doing well and making sales.

That's awesome.

Do you feel a little twinge of envy or. No, you're just happy. I had a second of it. Now I'm really happy for them.

I think envy is not the right word, Mark. Motivation.

Motivation. Yeah. I just want to say, like, comparison is a thief of happiness. So if you're not doing these kinds of flip, you know, flips, it's. Don't worry about it. Like, don't beat yourself up about it.

That's fair. That's totally fair. I mean, whenever somebody hits a home run, part of me is like, well, I want one. And it's not that I'm not happy for them to have one. It's just like, I would like to do that and then it motivates me to go find one. Right. I don't think that's good.

Yeah, exactly. That's why we want to share it. It's inspirational.

Yeah, absolutely.

Wow. Boy, it's better than a house flip, isn't it? Having to go and meet the subs and deal with all that flip this land. Billy Kwok is going to be the star of that show. So, Mimi, let's segue into the tip of the week. A website, a resource, a book, maybe even a quote. Mike Zaino. Something that is valuable, where our art of passive income listeners can go right now. Improve their businesses, improve their lives. What have you got?

So this week it is just, I'm on a weekly blog from HubSpot and they sent out this email last week. 39 sales email subject lines that get open, read and responded to. So, you know, I send out my deal of the week and I always want to have exciting things to say to try to get my open and click rates really good, you know, as high as I can. It's interesting how they differ by counties. So, you know, I've noticed that over and over. I get headlines that are. That work for me, that I always get leads on. But I think it's always good to review these and keep in mind what people are interested, what, you know, inspires them to open and click.

I love this. Wow, Great tip.

In one of my counties, I'll have like between a 15 and 20% open rate. And in another county, I'll have like a 45 to 50% open rate. So, you know, the more people that open it, more likely I am to get a sale.

Wow, Fantastic tat. Are you looking at this?

Yeah.

Yeah.

Some of them are kind of funny.

Some of them are kind of cheesy. For sure.

Don't some of them. I mean, like, full on clickbait, but HBO GO password.

Yeah, I wouldn't use clickbait. Yeah, right. Unless you're really willing to give up your HBO GO password. What's a question mark? HBO GO password. What does that mean?

Yeah, I think we all get kind of stuck in ruts too, right? A lot of us. Five acres. Beautiful. You know where else? Well, beautiful land. Five acres in Costilla. Right. We kind of get stuck in these heading ruts. So maybe it's good to mix it up every once in a while.

No, I think it's great. I think it's great. Well, I think this is a great roundtable and I want to thank all the listeners. I want to remind them that the only way that we can keep getting the Zen master and the terrorist hunter and the technician Bear Land the big papa on these roundtables, if you do us three little favors. You gotta subscribe, you gotta rate. Wait, first you gotta subscribe, then you gotta rate, and then you gotta review the podcast. Send us a screenshot of that review to supporthelandgeek.com we're going to send you for free the $97 passive income launch kit and share it on the interwebs with a friend. Right. Everybody wants more passive income without renters, rehabs, renovations and rodents. I think for the most part. Unless maybe you're, I don't know, even billionaire would want some more passive income, I think. Eric, what do you think?

Yeah, I'm sure. Why not?

You know, it's one of those things you can't get enough of, right? Maybe. Maybe it is. I don't know. It's an interesting concept, how much is enough? But that being said, I think we can make the argument that once your passive income exceeds your fixed expenses, then you really have a choice. And then you can really start climbing up Maslow's hierarchy of needs into self actualization and even decide for yourself how much is enough. That was pretty deep.

That was really deep. See your head with that.

That was perfect. Yeah. And I've only had one cup of coffee this morning, by the way.

That's quotable.

Thank you. Thank you. All right, are we ready to do this? One, two, three. Let freedom rain. Not great. So we got it.

We never.

No one's Ever talked. Have we talked about Game of Thrones yet? Oh, have you seen it? Mimi?

My son watched the End on Sunday night.

What do you think?

We can't throw spoilers out.

He thought it was great. But then, like last night, he was watching YouTube and one of the main characters said it was disappointing or something.

Really.

Jon's, the character that plays Jon Snow was quoted as saying that the finale was disappointing. It's like, wow.

I remember these iconic shows, their endings, they're always a little disappointing. Like Sopranos, people didn't know if their cable was going out the way it ended. And Lost, you know, Seinfeld, they're like, oh, they didn't like it. Lost people didn't like. You can't please everybody. It's a hard way. It's hard thing to do to wrap up these iconic shows. I will say that I thought that Breaking Bad's finale was very good. I was not disappointed with that. As far as, like, an iconic show, Taylor, you watching Game of Thrones?

I don't. I never. I mean, dragons are cool, though. So, like, that's awesome. If there's dragons in it, maybe I should give it another shot. But I don't know, I just never got into it. But I hear the dragons are awesome, so that's all I know.

Eric, what about you?

No.

No. Mike? No. Bear?

Lynn?

Aaron?

No. You know what? That, like, Game of Thrones has been in, like, my news feed, like on Apple news and stuff, so much. It's like every day I open it up and when stuff's like that, it kind of, like, is too popular and turns me off. So I haven't even watched any of it. And, you know, maybe I should have. Maybe it was great. I don't know. But.

So, no, I tried getting into it. Like, the first season, I couldn't get into it. And then, you know, as the seasons progressed, like, I kind of went into Tate mode. Like, this is too big a commitment. But now with. Now with all the press, like, I'm kind of going to fomo, like, what am I missing kind of thing. But I don't know. I guess, I guess if this whole group isn't into it and we are the Land geeks, I guess it's not that geeky a show.

We're all waiting for the second or the next season of Jack Ryan and the Handmaid's Tale, right?

Yeah, absolutely.

Like the Handmaid's Tale.

That's right.

They coming out. That's what I'm waiting for.

Yeah, that's the whole Reason that we. That we. That we are land geeks is so that we can binge watch.

Right?

That's my why at this point.

Yeah, the why evolved.

I used to have, like, really grand goals, and, like, now it's just binge watch. That's my why. I just want to binge watch in my pajamas all day long.

That's when you were at the bottom of Maslow's triangle. Now that you had this grand vision, looking up, now that you're at the top of the triangle, you're like, yeah, I'm gonna Netflix.

Every time I have to, like, drive on the highway, like, the same route I used to go to to work, I'm just filled with gratitude that, like, this is an anomaly. I don't have to do this every single morning and afternoon. Fight this 45 minute traffic. Like, for me, like, that's what motivates me in the morning is like, can I just keep going so I never have to, like, fight traffic again?

You ever feel that stress or that kind of pit in your stomach when I do that? When I drive that route, I just think, oh, gosh, I just feel badly.

For all the other drivers.

Yeah.

Yeah. Like, it's like, you know, just humanity. Like, oh, this is not. Not great.

See, my. My business was, I don't know, let's say, an eighth of a mile away, so I have no idea what you guys are talking about.

Yeah, but you had to take a horseback. I mean, it was.

Well, yeah, the horse is lonely now.

Oh, my gosh. Zen Master Mike, how's the new house?

It's great. Great. I'm getting ready to build my shoface.

The shofis. So Tate's got the Garage Mahal?

Yep.

I stole it. I've got the Garage Mahal. Or the Garoffice.

Yeah, the garoffice, too.

The garoffice. And so, Mike, you're doing the shoffice? Yeah.

Gonna walk outside, gonna have it all framed up with nice window, little porch. Gonna have a little heating and air conditioning unit, and gonna have a little whiskey area. It's gonna be my shoffice.

Are you gonna have a Zen den in it?

Zen office?

Yeah, the Zen den.

Yeah. Probably the Zen den.

Yeah, it's gonna have everything.

Sounds awesome. Can't wait to see your first project.

Right now we're having the property survey because the first day after I moved in, the neighbor came over. I think it was like a dog mopping his character, mowing the lawn. I'm like, I think that's our land. Like, I think that's our land. So it's time for the survey. I'm so happy that guy showed up today. Fences make good friends. Right, Mark?

Little.

Little fence.

Yeah, That's. Yeah. What is it? Fences make good neighbors. Yeah.

Your mowing services are no longer required.

Right, right. He's like, you're being wicked rude here, Mike. I didn't know the new owner was a land guy. Let me see this fancy plat map.

You have in the wrong direct.

Yeah.

Neighbors.

What are those?

Oh, yeah, barely. Aaron, what's a neighbor? Oh, my gosh.

I was hiding. The survey guy went out.

You're here.

Start on this side.

I need to know where to put the shophas good.

You'll love it, man.

I'm excited to see what yours looks like. Maybe we need to do, like, Garage Mahal cribs one day.

There you go.

There it is.

Yeah, just, like, walk everyone through our cribs.

Yeah.

Eric's saying no, because his is probably a mess.

No one touches my guitar, Mike.

That's the working model.

Wow.

Wow, that's really nice.

It's like a tiny house, man.

That's not nice.

Yeah.

How many square feet is that?

I have my own patio.

I want to ask for that for Mother's Day next year.

Come hang out on the patio after office hours.

Wow. That was really nice.

All right. I don't want to do cribs anymore.

I don't either.

It may not be exact. That's the working template. I gotta go to the shed place and have them design it.

Yeah, I don't want to do this anymore.

It's like a second home.

Not that huge. It's like 12 by 20, 14 by 20. It's tiny. Couple of Laura's gonna get a desk.

That's cool, though. You deserve it.

You close the door and walk away, and then it's not in your house. Maybe it'll be easier to shut it down and not do it all the time.

Right? Beautiful.

I love it, Mike. It's gonna be awesome.

Yeah.

Open invitation to all of you to come to the Shoface.

Looking over Mike's shoulder. We'll get a tour of the joint.

Yeah. Lams. That doesn't sound good.

Lots of lumping.

That sounds. That sounds like something like you don't want to ever hear from your doctor. Well, Mr. Zaino, I'm afraid you have lums.

Oh, he's got lungs.

Oh, man. All right, well, I can see, like, Tate's got that. That glaze in his eyes, because, you.

Know, it's like his lunchtime it is lunchtime.

He's got to take a nap. What are you talking about?

Yeah, he does need a nap.

Yeah, that sounds good, too. Yeah, definitely doing that.

All right, well, thanks, everybody. See ya. I miss my dogs. See you guys.