Nite Cap - Vegas Edition!

Sam.

Hey, everybody.

Hey. How's it going? We're in Vegas. This is Night Cab at Lanky Guys.

Vegas, the live version.

We got Tate Litchfield here with us. Look at this. In the flesh. This is awesome.

It's the Robless version.

I wouldn't approve it.

Wouldn't approve of the rogue.

Actually, it is Vegas, so I don't think I care that much.

We're gonna start this off. We always end with a toast, but we're gonna start it off with a toast to. Here's to boot camp. Boot camp education.

Friends. Friends. Cheers. And land investing.

And land investing. Tate, we're glad to have you here.

Thank you, guys. I can't. I mean, seriously, I'm excited.

You're nervous, are you?

I'm a little nervous.

I mean, we're kind of big, so it makes people nervous, you know, they.

Come on the show with us. I want to keep the audience happy. I don't want the viewership to go down at all. So, no, I'm happy to be here. Plus, it's Vegas. My own boot camp.

I gotta confess that I like taste. Tate is one of my mentors. This guy is awesome. How old are you, Tate? 28. 28 wise beyond his ears. This guy is incredible.

He's an incredible coach.

He's our top coach in the land keep. He's incredible. Tell us what's going on with you this weekend. You're working in a special area. What's going on?

Me and Scott. Scott and I. You give me that all intro, bad grammar. Scott.

The famous Scott.

Yeah, Scott. Todd and I brought the heat. Let me just say it that way. We have special VIP room, and it's expensive. Yeah, of course. What would you expect, right? It's exclusively for our coaching students. So what we're doing is. We're doing these mini breakout sessions. And I think you sat in on a little bit of the last one.

Yeah, it was great.

And we're taking topics that are common hurdles for all of our students, for everyone in the community, and we're solving those problems right here today.

Yeah. Talk about execution really, is what you're saying.

Execution. I mean, this is a place where you come. There's no excuses. Accepted. We are action. We're in there and it's, you know, people are taking action. They're posting ads, they're. They're hiring people. We're making it happen. And that's what makes boot camp so awesome.

I'm curious, what do you think?

One of the biggest pain points for.

People starting up a business I mean, you've been doing this for a long time now, and, you know, you help a lot of people. What would you say is the biggest.

Pain point initially that people run into or common?

The biggest are a very common pain.

Point, you know, a common one I see is this fear, right? Like, people are afraid, and it's not afraid of failure. There's this fear of success. You know what I mean by that? Like, they're genuinely afraid that this business is going to work.

Right.

And I don't know why that is. I mean, maybe I'm not the right person to talk to. Right, Mike? Because I've never had a real job. That's my confession. Like, I had a real job. I graduated college, I took a job in the state of Nevada. Started on Monday. On Wednesday, I went in for my mid week review and I remember sitting across the table from my supervisor and handed me my ID card. Hey, jt, Here we go. We're so happy. How's everything going? I said, well, you know, supervisor can't remember his name. This just isn't gonna work out. It's not you, it's me. I put my two weeks in. And he said, two weeks? What are we in two weeks for? You don't even know what you're doing yet. I said, all right, I'm gonna take a long lunch. And here you are. Here I am. So it wasn't that he was afraid of success or anything like that, but I think a lot of people are nervous. So. Yeah. What happened?

It's a big leap of faith and you gotta leave.

You gotta leave. Yeah.

You ever seen that video by Steve Harvey where he talks about leaping? He's the. He's a comedian. Okay. YouTube the video. Yes, he did. Actually messed up. Missing the wrong name.

But let's hear the leaping story. Is there. Can you give us, like, the summary? I mean, let's just.

You don't live if you don't leap in life, right? You got to take chances so there can be all these opportunities in your life. And he's just talking about how you want to take these opportunities. Take the bull by the horns, right? You don't want to have to look back and regret things 20, 30, 40 years later. And it's about having faith in that, right? You just gotta, like, jump off the cliffside and just know that you're gonna land okay? And there's gonna be all these. All these support systems along the way.

That are going to help you get there.

There's gonna be barriers, but you're gonna.

You'Re gonna get there.

So look it up. Sometimes it's pretty cool. Video. He. He does the leap segment. Segment. I'm told after every Family Feud broadcast. He talks to his audience. He comes out on stage and talks to his audience and shares as well.

I like that.

So you gotta leap.

You gotta leave.

Yes.

There you go.

That is awesome.

I can't.

I can't really say too much about what's going on with vip.

Yeah, it's kind of top secret, right?

Well, I mean, you know, if you're not here, you're missing out. So Orlando.

No.

What's next?

Scottsdale, Arizona?

If you want to know what. What's going on and how Scott might bring me, you got to be here. Because it's not something we record. It's not something. You know, it's just a camera.

He wants to make sure. Confused, you know, here's the reality we have about.

This is a big boot camp. How many people think we have here right now? Yeah. 75.

75 people. So a lot of our viewers are.

In the other room right now. That's all right.

Very special.

Throw some comments, please. Otherwise, I'm gonna leave.

I was already nervous about this. These guys are like, please, please, please.

I know.

I just told my family about this back home. I get on watch this live show, and they're like, oh, yeah, Mike, that's great. You got four people watching. Yeah. And with three of them.

Ben, if you're watching, shout out to my son Ben. He was planning on watching, so Roberto.

All right. Roberto Chavez.

Nice. Roberto.

Yes.

Yeah, he's done really well in land investing. He started in, like, October, and he's. He's already doing deals. He's buying properties.

Any questions for your coach while we're here? Get them live. Oh, sorry.

We got another guest waiting.

We got another guest waiting just, like, down a mile. No, I'm not trying to look at me already. That's how it works out. He goes one guy in, one guy out.

You know, if I do well and the viewers approve, maybe I can come back.

We're gonna have a whole segment because we'd like to do. You want to do a quick.

You complete me.

We're gonna do a quick. We have a segment on the. On the night. This is a real segment. It's called you completely. So basically, let me give you an example.

Scott, you'll go first.

No, no, we're just gonna tell you. Basically, I say something and you finish it. All right, so, you know, it be something like this, T. You know, Maybe I'm someone that I'm gonna play a role as. Someone that is going to be buying land from you.

Got it.

Tate, I don't really know you that well, so how do I know I can trust you? Whenever I meet you in person, tell me how I can trust you.

Listen, let's make it easy. You want to FaceTime?

Yeah, absolutely.

Let's jump on FaceTime real quick. And once we're on FaceTime, I'm going to walk you through the entire closing process.

Okay?

Yeah, the closing process. And what I'm going to do is I'm going to make it so you are 100% confident in doing business with me. Nice. If you want, I'll give you my mom's number, too. She'll tell you. She'll vouch for me, so.

Oh, Danielle, Danielle, how's Tate doing on his first birthday? Birthday Happy with. Happy birthday.

Nobody wants to hear that.

Come on. I'm a good singer.

Too much, too much, too much.

People are falling.

We just lost three viewers. Thank you for playing with me.

Thank you, guys.

Thank you, Tate.

All right, Maybe I'll be back sometime.

All right, Mike. That was fun, huh?

That was pretty good. Tate Litzfield on our show live in Vegas.

So that people may. People won't realize how big of a deal Tate is. I mean, he's the.

I thought you guys happy with your weekend. Yeah, Tate as well.

People realize I'm human. I mean, look at the viewers. 10 viewers. We are rolling. We are rolling.

Oh, here we go.

You know what I have to say? I have to say one thing. This is the first time we've been on camera together.

All right? Usually we're virtually meeting.

Yeah, right. You're in Boston, I'm in Wisconsin.

Can I say one thing in person? You're a lot taller.

A lot taller than this. Yes. The camera. The camera does not do you justice.

Look, I think we have. Why not? Do we justice? We have another guest rolling in.

Yeah, this guy.

No nickname. Peterson. Yeah, Cubs. I. I don't really follow sports, so.

I'll go into Cubs.

Oh, sorry. All you watching, my brother, if you're watching. I'm sorry. So listen, we're bumping up here. We got about 10 viewers so far. We are live in Vegas. So let us know what you love most about boot camp. Tell the viewers what's your favorite. So I love seeing us.

Yeah, it's awesome to see everybody. But I think ultimately, at this point, for me, it's just about connections and kind of getting to know everybody. Helping Us. It's really enjoyable.

Aren't the stories great? Like just the testimonials from people, you.

Know, from people hearing about what people are doing. It kind of deals with doing the success they're having.

People have been doing it for three years versus three months. I mean, you know, there's success stories for these people that are just starting.

Out, and honestly, the troubles they're having, too, and talking about ways to solve those things.

Right. Well, we were asking Tate, and I'd like to ask you, what do you.

Think some of the biggest pain points people have initially in the business?

You start working with a new coaching, you know, clients I'm working with.

What's a common pain point that you run into? Probably marketing, I think, is pretty high up there for a lot of people. Okay. You know, how do you get the ads out? How do you deal with the leads?

Right.

All those pieces.

Yeah.

I think we see a lot of people.

People buy property, and then they kind.

Of sit on it and don't move it. So whether that's. I don't know. For me personally, a couple years ago, it was difficult. No business background. So getting on the phone and talking.

To people about the property.

Yeah, A lot of people have an issue just talking on the phone.

Yeah. Yeah. And I think consistency in the marketing, too. Right. I mean, we see it all the time. People put out a couple ads or maybe a couple ads a week, and they expect that, you know, they're going to make sales that way. It takes a lot of every day showing up every day being everywhere.

We got a question here, and I'm gonna. I'm gonna put it on Eric. It's great. Have you seen the you complete me portion of my show? Would you be willing to entertain it? All right, Roberto, we're gonna put Eric on that one. Okay, let's see here, guys. You complete me. Potential seller says, hey, how'd you come up with the offer you're making me? Seems pretty low. What should I say? So you paid an offer to me. I'm thinking it's kind of low. How would you come back at me with that? Any thoughts? Complete me.

All right, so at that point, I really, I begin to explain that I'm a land seller. I buy and sell land. I can't pay retail value for the property I'm in the business of selling. But what I can offer you is a quick sale. You've got cashes as soon as a week if you need to move that fast. But, you know, typically it might be a couple weeks. And that's. That's why you're getting this little while.

Yeah, I think that's great.

I think the ease of the transactions.

Like what we bring to the equation is there's no real estate people involved. This is a very easy transaction. It's so simple.

The money comes quickly to them. And you prepare all the docs, take care of everything.

Well, that's pretty good, Roberto.

Good answer.

Oh, and the comments are flying in here. Wow. Eric, thank you for joining us. Cheers. Eric Peterson. Guys, let's give it up. Look at this. The viewers, they skyrocketed.

You need a Yup sign.

Look at this. Roberto Chavez.

Eric.

You did it. You did it. All right. All right.

We got a pretty special guest coming up here.

Yeah, I gotta make room.

Thanks.

Thank you. All right, guys, next up, we do have a special guest. We gotta. Yeah, we're gonna go with the.

Come on in. All right, Jeff, Come on in. How are you, Jeff?

Good. How you doing? Good, Jeff, how are you?

Thanks for coming in.

This is Jeff Detmer, currently in coaching, correct?

Yep.

So what's your experience been with the. How many boot camps you bet you so far? 3.

3.

Why do you keep coming? Why, like, you come back?

Why stop learning? Yeah. Every time you pick up something new, Right.

More than once on. I mean, it's just. I don't even know what time it.

Is, but it's Friday.

It's the first day, and I've already got a whole bunch. We got another day and a half ago, so.

Awesome.

And tell us. Tell us a little bit about. Without giving too much away, tell us a little bit about the VIP room and your experience in there, because it is special for our coaching students. You know, it really is.

Everyone in there is not just a beginner. They've done deals, and there's a lot of experience in that room, so there's a lot of things to learn. But what's interesting is that my pain point is different from the person next to this pain. Whatever their pain point is something that's a piece of cake for me. And so as topics come up as we go around the room, it's just very interesting because everyone's in a different place and I don't know, it just makes it easier to perspective.

Yeah. Well, then you can feed off each other something.

You got a strength, weakness, and so on, so forth. You can.

You can help each other.

It's. It's, as they say, the collective intelligence through. Exactly.

You're not alone.

What was your biggest pain point starting out?

What was The.

What was your biggest hurdle so far?

What has it been?

Is it tough to identify?

Well, it is because my biggest pain point this week is different than it was three weeks ago. Eight weeks ago, Drinking from a firehouse. Well, I didn't. I jumped right into coaching.

Okay.

So I had coaching and flight school and the toolkit, like all at the same time.

Yes, you got a lot of information.

And then I went to my first boot camp like three weeks later or something. So it was. That was the biggest challenge for me, was that. But I. I made it my full time job because I already have an unpassive income before I got into the land business. So I'm jobless. And so this was my.

So we just had Tate in here. How is it working with Tate?

Tate's amazing. If I knew they were going to be doing this, why don't I make.

My take on sign team Tate all the way.

I made take on signs, but I would have brought that over here if I knew what we were doing.

He holds your feet to the fire, though.

Oh, he does make sure you execute.

I don't know what.

He is 15 years younger than me, but he's. He has so much experience and his poise is just amazing. And this is the second time in my career that I've had a coach that was basically that much younger than me. And in both situations it was the same thing. And some people get hung up on age. I certainly don't. But he's amazing. He knows this business inside an hour. And just. I think I have something figured out. He asked me a question that is a real head answer and really makes me think. And that's what a coach is supposed to do.

Exactly. If you have him working with you for an entire year, think of where.

You'Ll be in the. Oh, I know, I know. I mean, I'm about halfway through this now and it's. It's amazing where.

All right.

Appreciate it.

Thank you. Thank you very much. Well, that was awesome.

That was awesome.

Well, I think we're gonna bring on a really special guest right now.

The most important guest.

I like to call him the Godfather landing community. But that's because I love old school the movie. There he is. This is the land key. Okay, so this is why we're here.

Right here.

Karen says, look, you got. You got Karen asphalt. You guys working out? You looks so shredded. Shred. How do you know?

Absolutely.

How's it going?

I'll tell you what, first day was, you know, every boot camp, somebody closed the deal. Jeff D. Closed the deal and Shannon Schaefer bought her first.

Yes. Yes. Doug Cole closed the game this morning. Boot camp energy, kind of boot camp.

Energy suit began and it's amazing.

Scott.

Todd. Todd, thank you.

It's like an hourly occurrence for him.

Yeah, it's so great. And you know, our, our community is by the best community.

Right.

Just a bunch of very nice, smart, just awesome people. All those single minded, sort of purpose of getting out of full economic tendency, working when they want, where they want, who they want and a purpose of doing it that's bigger than themselves. No one in the storm is like, oh, I'm going to be a billionaire.

Right.

Just to make money. It's, it's really to do something bigger, purposeful. It's amazing to be a part of. So I, I've humbled down. But just, you know, there's 80 people here, viewers.

I think Mike and I are helping an honor to be able to be doing what we're doing.

Yes.

In this silly capacity.

Right.

But honestly, the comments we get week.

To week, you know, like, we may.

Be goofy on our Facebook show, but people appreciate the comments.

Happy birthday, Daniel.

Oh, look at this. Roberta Chavez new close the deal today. Roberto, let's see about the numbers. Mark, we have a segment called. Could you indulge me?

Absolutely.

Do I have to?

Rubble.

I called you out. So I'm worried that I'm going to get into this, but there's so many other people coming in. I'm worried that there's going a lot of competition.

Yeah. So the reality is that there are billions of acres of land and there's only a few people, relatively small people doing this. Okay. So yeah, when you're in a room like this, it seems like everyone's doing this.

Right.

But when you look at the size of the market, just take a real meeting, real estate investment meeting.

Okay. 100 people in that room.

99 of them are wholesalers, house flippers. You and I are the only man.

We will all run out of money.

Before we run out of deal. And I even told my wife because she's like, why are you teaching people how to do this? Aren't you? Well, since I've been teaching this, my business has really gone up. All our business has been laying on the, I mean there's money for everything.

Is this what you call a scarcity mentality?

Now in some markets it's just reality, but not in this market. You're not going to go to the diy. People don't party my land.

Oh, let's See close the deal today. Oh, John Montero, missing out on all the wisdom. Well, come to the next one. If I could make this, when can I see you again? When can I come?

August Scottsdale. By the way, flight school is coming up. Go to lany.com training and learn more about flight school and how we can help you execute in real time. Thank you so much. We love you.

This is the Lany Lance. Hear it? Thank you so much.

Thanks, everybody, for being on.

Awesome.

We know people.

We know people. That was awesome.

That was awesome. First time we met Marco.

Yeah. Yeah. Well, look at this. Next on our show, coming in live, You want to close it up with us? Sarah Ann, come on in.

Welcome.

Hey, everybody.

How you doing?

Good. How are you?

Good. How's boot camp? You don't have a drink?

That's all right.

How's boot camp?

Boot camp's great.

Yeah.

Learning a lot. Getting a lot of questions answered.

You got a boot camp before.

I have not.

So what's your first impression of the boot camp? First time? What your thoughts? Day one?

No larger.

He's no bigger.

He's not larger than life, trust me.

Do you watch.

Replay?

We're big on replay. We're on YouTube. We're pretty huge on YouTube.

I think we got one comment on YouTube.

We've had a comment.

Yeah, we have.

We could have called out that YouTube painting. Yeah.

Mark has a great YouTube channel, right?

Yes.

It's interesting.

Mark was always contented out there. That's one of the reasons I love Mark.

Right.

Like, there's so much content coming to.

All the time.

Away from knowledge wise. What's your culture? Yeah.

So high school gives you everything, you know, and then you go through promotions a few times you're like, oh, something happened. And now I have this question. And, you know, you can put it.

Up to the community.

And some people give you like a one word, one sentence answer. And like, here you be like, all right, I have this problem. Here's my question. And then you get like all these people to answer like, wow, that's really valuable.

Everybody's.

Yeah, it's a community, Right. We want to see you succeed.

I don't know.

Community is the best part of. Other than all the crazy money you can make. But the community is really awesome. And it's so small. I thought there was going to be like 150.

Awesome.

So we really appreciate coming in and talking.

Anything else? So we have a new flight school segment starting Wednesday. Anything you want to tell the folks about flight school?

And there's no breaks. You just.

That's intimidating.

What do you think is. He really is. Which is exactly what you need. And you get the toolkit. You're like. And then Scott's like, no, just do it. You're like, but how? And he's like, here's exactly how. And then on site, you're sending out offers and they're coming back, and you're like, buy. Oh, you want to buy property for me? Great. Just making money. Once you get over the hurdle of setting it all up, it's freaking easy. The money just comes in. You're like, oh, I'll just put this ad up.

I love it.

It's great. I mean.

And then the passive income comes in monthly, and you don't have to do anything.

Yeah.

It's great. It doesn't take a whole lot of.

It. Thank you so much for coming. Saying hello. Pleasure to have you here. Thank you. Two more days of WIS coming.

Yeah, I'm excited. Thanks.

Awesome.

Thank you so much.

You're very welcome.

Thank you.

Bye, guys.

Wow.

There we go.

So. So we've seen Sarah was. Sarah's never been to a boot camper's been here three times. He's in the VIP room.

We had Tate started out.

We had Eric, we had Mark.

Is anybody laugh that we have that on the show?

Well.

The wives. The wives, they're such great support. Let's bring in the man, the myth, the legend, the mini bat with a lodge bat. Now, Scott Todd, we're live on Facebook.

All right.

This is live. Okay, we just heard a raving, like, just pause about you from Sarah about, you know, you're a little intimidating me here, but it's for a reason, right?

I mean, want them to execute. We want you to execute. We want you to take action and get it done. So that's what flight school is all about, Right? That's what, like today we were talking about in the VIP about executing, about owning a business that can live on, like, allow you to do things that you're doing on a daily basis, and that's really what you want.

That's awesome. So I'm getting. Say I'm an individual that's getting ready to sign up and go to flight school.

What kind of advice would you have for me? I'm getting ready to meet with you.

With first class that's coming, and, you know, I'm a little nervous. I don't know what to expect. What's the best thing I can do.

To prepare myself for you to launch my journey? I think I Think what you really got to do is you need to suspend beliefs. You really got to have to challenge the mindsets that you're customer having. Because this whole thing is really about mindset. It's like, you know, there's, there's things that are holding you back, and maybe it's beliefs or, you know, I, I mean, like, when I started land investing.

I just told the story.

When I started land investing, I had tried other things. I had done other types of real estate. I had done other, like, side hustles. And I, I, I didn't have success on my own. I was like the corporate guy. And what I would say is that once you kind of suspend the fact that maybe it's not for me that I can do this, because Scott can do it, or, Mike, you can do it, or you can do it. These people can do it. Why can't I? And that's ultimately what we're teaching in high school is anybody can do what they want to do. They just have to believe is that, you know what? This time it's different. This time I'm gonna do it. This time I'm gonna build the lifestyle that I. Look, we are here because we wanted something different in their lives.

Right?

We have no magical powers. We're all just individuals who desire change. Exactly.

Just comes down to the action. I mean, in flight school, Scott gives you all the tools that you need. You just got to take action on. If you take action on them, you're going to be successful.

I mean, isn't that what Sarah was just saying? Like Sarah was saying? But I mean, Sarah had a great story. She's done deals and she's happy, and she had to say, but I think she's happy. I think that she's doing it, and I think that's what it comes down to.

I got, you know, this came up earlier. I was talking to person and this.

A great kind of talk to you.

This person was posting on Facebook. I'm not posting on Craigslist for three months and just getting tie kicker after tiger tie kicker, getting worn down and worn down. Eventually had a number of sales within one week, but it took three months. So you talk about that kind of.

Perseverance it takes to, to really make the sale. You know, just, you know, I, I.

Want to post ads, but seems difficult.

You know, just perseverance.

You talk about what it takes to.

Really get in the groove and make those sales. You know, we, I think, like, we live in a instant gratification society. We all want to, like, post an ad and then have somebody come off right away and find a property in a certain amount of hours. If you have to build a pipeline of ads, you have to build a pipeline of buyers, right? And the only way that you can do that is to continue to post every day even though you're not seeing the results. Because a lot of times the results will come, you know, two, three, four, six weeks later, right? You've got to show up every day now. And you really have to stop thinking.

About that instant gratification.

Like, I gotta make the sale today. Really need to think about, you know, okay, I'm going to plant this seed. I'm going to come back at this. It will harvest at some time or it may not. Like, I mean, this many ads that we write that I'm never going to respond to. I thought it was really comical. And it said, the headline said, we posted in Vegas. And it said, 40 acres must sell girlfriend pregnant wife notes. And I thought, like, man, for sure, Vegas, man. Like Vegas will pick that up in one room. Or, you know, best of critics list, nothing crickets, right? Like, no responses. I even put in there, like, okay, just kidding. You know, you have the land, I have a girlfriend. You know, so I had to back it up. But, you know, sometimes these things are going to be hits and sometimes they're going to be.

I get another Boston talk.

Okay, go ahead, Scott. Boston. We're being so lightly talk.

Oh, no, no. We're having a lot of fun here at boot camp. It's great to come back time after time to visit with you guys. And even now, a couple years into this, I mean, I, I have to.

Take away all the time. You probably have takeaways every time, right?

I mean, whether it's a great story or a geeky tool or whatever. I think it's just, it's an amazing weekend.

Absolutely. For me.

You know, I always tell people my first aha moment was when I bought and sold my first property investor toolkit. Second aha. Meeting Mark and you Vegas boot camp a couple years and hearing all the stories there.

It's funny because we don't realize how, how fast, right? And I think that, you know, we all want to, to make these changes to our lives. And you know, you've done, you've done. You started off like blind. You started off with. And you just followed the system. I will tell you, you know, like, I did your first magic all the year and I know at one point you just look like you were like not buying it.

I was just nervous as all.

Your wife was like, I believe that she was all in. And you did it. You've done it. And, you know, again, if you can do it and Zach can do it.

We all can do it.

We just need to, like, break the. Break the chains and do the work, Take the lead. That's awesome.

We have a segment called you completely. Have you seen that one?

Did you.

Do you know how you completely followed one? Or do you want.

Oh, I think you're good.

You were on a roll. So basically, it's a thought, a question, a concept, and you just kind of finish it.

Okay.

So I would say, Scott, I've never done any kind of investing. In fact, I'm not even a realtor. I'm worried that I won't. This business is not for me.

And I would say that if you have the desire to make a change in your life, you can.

Love it.

It's perfect.

Thank you for coming on our show. Thank you for being the end cap to the nightcap.

Cannot believe that I got. Like, he's here.

He's live. This is really Scott. This is him.

I'm like, but I gotta go now. Like, no, no, no, no.

You get to go last.

I'm like, I love this. This is my favorite show.

Maybe that's why I'm here.

Like, am I the only guest that's been on twice?

Like, the SNL guest, You know.

Agent required.

Awesome. Thank you so much.

Appreciate it. Appreciate it.

All right, so here's to good friends and creating financial and time freedom together. Cheers.

Thanks, guys.