ROUND TABLE—Expediting Choke Points—Strategies To Keep The Deal Moving Forward

Hey, it's Mark Podolski, the land geek with your favorite niche real estate website, www.thelandgeek.com. and on today's roundtable podcast, we've got Jeannie the go giver Morum. Hi, Jeannie. Hi. We got Tate. I love it when you call me Big Papa Litchfield. What's up, Tate?

Oh, not much. Everything's good.

That's great. That's great. And of course, we've got Eric the Technician Peterson. What's up, Eric?

Not much.

Just hanging out with you guys.

And hopefully he won't be hibernating this winter. Bearland. Aaron Williams. Bearland. How are you?

Hey, doing well. Glad to hang out with all my friends here.

Awesome. And last but not least, your favorite Sherpa, the brain, the Professor, Six Sigma. You know him, you love him. Scott Todd from Scott todd.net landmodo.com and most importantly, if you're not automating your Craigslist and your Facebook postings, posting domination.com thelandgeek Scott Todd. How are you, Mark?

I'm great. How are you?

I am a wounded warrior. I don't want to go too much into detail and bore our listeners about my almost very tragic bike accident that I 100% blame on Tate because Tate got me into biking. And if weren't for Tate, I probably would have been on some type of peloton or something. But no, Tate's like, get outside. Get some fresh air. I already broke my arm. Or my. What did I break Tate the first time?

Oh, I don't remember. It wasn't that big of a deal.

I broke something and then that's okay. And then last week, I have, like, third degree burns. I know. It could have been really bad. Anyways, not a big deal. The hand surgeon said that I should forgive and forget and not worry about Tate anymore.

Good, I'm glad.

You want a certain enough. And you should consider flying.

No, I know, but then I'd be in any kind of. You know, that's the thing is, like, if there's a flight accident with me, I won't be alive to even blame you, even jokingly.

No, no, don't worry about it, Mark. It's all good.

It's all good. It's all good. So we've got a really good topic this week for the panel. I'm gonna let Bear land Aaron take it away and lead us off Bear land.

Okay, well, we talk a lot about these choke points that happen in a business, and sometimes they're yourself. And how can you get yourself out of the way, you know, because money loves speed, and we want to keep things rolling. But what happens when that choke point is out of your control? In fact, it's at the county. You know, like, what if the assessor is a month behind on assessing the properties, and your county requires that the property owner be the person who pays the taxes? And then in the meantime, maybe you've sold the property already, so now you're just waiting on this big backlog of the assessor needs to assess the property to me, and then I have to pay my taxes, which means I have to send them certified funds through the mail and everything else. And in the meantime, you have a customer waiting on their property, you know, wanting a deed, and you can't, you know, you gotta wait. What do you do? How do you grease the wheels? Or can you do anything?

Yeah, no, that's. That's a really good point. Jeanne, has this ever happened to you where a deal was slowed down because of the county?

You know, honestly, no. In fact, I'm going to be taking notes today because, no, I haven't had that experience yet.

Okay. All right. Tate, have you had this experience?

Not in recent time. I guess for me, this is something that I look into in the county research phase. When I'm selecting a new area is, hey, what are my workarounds? Or is this a county where property taxes need to be paid by the owner?

What.

You know, what can I predict in these situations?

But.

My only phone and just beg, say, please, help me out.

Yeah, yeah. I mean, that's always a very good strategy is the bag and plead. But there might be more creative strategy. Eric, what about you? Besides begging and pleading? First of all, have you ever had the county slow down a deal for you? And then second, what would be your strategy to get her done?

So I don't know that I've ever been in that situation where it's stopping a deal. Though I remember early on buying property in an area where essentially at one point in the year, for. I don't remember if it's four weeks or six weeks or what it is, but they won't actually allow you to pay the property taxes that are due because they're going through their auction process or tax lien process or whatever, and they won't let you give them money, which is completely ridiculous. But I do remember doing that and just having to wait. If I had a property that was trying to sell, and that was the issue, I couldn't. Couldn't pay the taxes because, you know, the assessor hadn't caught up to the recorder yet, or the treasurer hadn't caught.

Up to the recorder.

You know, first of all, I'd be trying to show them that deed, you know, that I have a copy of, saying, look, it's recorded. I want to pay these taxes. I understand your system doesn't show it, but, you know, I'd have those kind of conversations. But beyond that, if I couldn't solve it that way, you know, I would just work out something with the buyer that essentially is a guarantee that I'm going to take care of those taxes just as soon as I'm able to, you know, just add an addendum to the end of the contracts. And, you know, I'm responsible for X amount in taxes for, you know, this period of time. And, gosh, I think that if you put something like that in the paperwork that, you know, most buyers would be pretty comfortable with that, I would think.

Yeah, I think that's a really great strategy because that's something you can control where the county and their backlog you can't control. And. But this way, you're making your buyer feel a lot more comfortable because you're putting it in writing, and then when you can and the county says, okay, then you do it and you. You fulfill your obligation contractually. Scott Todd, that's a really good answer. But just curious, number one, have you ever had a county be the choke point on a deal? And number two, if so, how did you solve it? And if not, how would you solve it?

Well, I've had counties that have kind of said, well, you gotta be the owner in order to pay the property taxes. And I just kind of did what Eric did here. I took my deed, I mailed it in with the check. Guess what? Money talks, baby. Because all of a sudden, the cashier's check shows up along with a copy of the deed. Here's the APN numbers I'm paying off. Do you think that the county wants the money? Yeah, they want the money. And guess what they're going to do? They're going to cash the check and never think twice about it. They don't care. Right. Now, if I've never had a county like, I've heard of counties, like, they wouldn't take payments, which is kind of crazy. Like, Eric talked. So here's what I would do is I would tell the buyer if I sold the property for cash and say, hey, listen, here's the situation. The county's not taking payments right now on the taxes. Go figure. Here's how much it is. You have two options. It's up to them. Option number one is you wait. Wait until they'll take the money and then I'll pay the taxes. I'll put in writing like, like Eric said, put it as addendum. Just write it something up here. I'll pay taxes or happy to mail you a copy or I'm happy to mail you the payment and you can pay the county when you, when you want, if you want. And then it's off my back. But they still got to sign that they're taking the payment of the taxes, right? And then it's no longer your responsibility. But that like the county should never be a hold up like from stopping you. Just keep moving.

I love it. Beer line. Aaron, what are your thoughts?

Well, I've explained to my customer what's going on. You know, they understand and they're, they're patient and so forth. They're not, not necessarily going to build on this thing tomorrow even though it was a cash sale. So you know, I had thought about possibly sending some treats of some sort to the assessor's office. You know, just not mentioning the property or anything, just telling them, you know, what a great job I think they're doing and you know, thanks for all the help you've given me and given us in the past. And then, you know, seeing how that helps, you know, and then if I have to make a call and say, hey, you know, I just wanted to check on this property, you know, they may remember that and may shuffle it ahead a little bit. So, you know, I'm not stopping the deal flow on or I guess the sale on this property or anything. But you know, I hadn't heard it brought up before and I wanted to hear everybody's opinions on, you know, this kind of thing happening.

So I mean I like I've called the county before where they've said, hey, you know, it's, it's four to six weeks and I call them up, talk to the deeds department. Remember the deeds department. Your friend, talk to the deeds department and tell them, hey listen, here's the deal. I sold the property, right? Like I wasn't expecting to sell the property that fast. It's a great problem to have your county is fantastic. And part of the rule says that, you know, I can't pay the taxes until I'm the owner. And I'm just wondering if there's any way that you can pull this book and page number that's in the county records and look at it and get it processed for me. And they've done that, like, because I've never had that problem. I've had other problems. And they're like, oh, yeah, let me look. Okay, yep, no problem. It'll be assessed today. It'll be updated our system tomorrow. But that said, I guarantee that they're not going to turn away money man. Like, I've actually had a county that was a stickler. They're like, hey, only the owner can pay the taxes, the back taxes. And I'm like, oh, okay. And, you know, they're like, we want a driver's license or we want something. And I'm like, well, what if I don't have a driver's license? And they're like, well, as long as the cashier's check has their name on it, we're good. Okay, no problem. Here's their name. So they're not as strict in most cases. I mean, worst case scenario, you send the deed, you send the check, Forget the snacks, send the money. That's what they want.

Better.

And then worst case scenario, they mail it back to you.

Yeah. You also have to be very careful with the treats because, you know, these are government employees, and. And they have to be very cognizant of, you know, something that might look like a bribe. Right. So the only time that I ever have sent treats and I have is I'm really super aware of it. And I just send, you know, usually it was candy and it was $50 or less with a nice note, and that was it. It was always at Christmas time because that's sort of. Well, that's. That would make sense. Right. But if it's in the middle of the year, they might be uncomfortable with it. And, you know, again, this is the problem with a government employee is they have absolutely no economic incentive to help you. They're getting paid regardless. So. But being a human being about, like, what Scott saying always helps as well, so killing them with kindness can't hurt. But, Jeanne, if you were going to go back and let's say you're bear land, Erin, is there anything that you would have done differently from the start?

Well, you know, I'm glad you asked, because I work really mainly in one county, and so I'm calling them a lot, and I actually submitted a deed in the processing fees, and I was short. And because we have a really good relationship, they actually process it for me. Then what I did, they let me know three weeks later by just sending me the original deed and then sent me a note. So What I did is then I wrote a check and sent it to them and wrote them a really great note or a nice note and telling them how much I appreciate it and doing business with them because I needed to get it done. And I wasn't aware that I was short. And so I have a really good relationship with them because I'm calling them, and I think that's key. And I. I agree with you on everything you're saying, Mark. And I think a lot of times they just need to hear that they're doing a good job and you appreciate them. And I was. I was so thrilled that they processed everything for me, even though I was short. But I made up for it. I actually sent more money, you know, because if it ever happens again, I wanted them to know, hey, I'm legit. I'm not here to rip anybody off, you know?

So that's amazing. I mean, I've been doing this for, what, 17 years now, and I have pretty good relationships with the counties to the point where, like, they would call me and say, mark, you're short. But they would not transfer that property until they got paid. Now, they would tell me, but oftentimes, like, that's amazing. I don't know, Gina. We'll have to get you that some, like, magic or something. I don't know.

You know what? I just really like working with people because I know that they have to. I depend on them, and I've told them that before, too. I really depend on you guys to get this done because it's mine. Are usually always cash deals. Well, they are always cash deals, so I need them to get it done quickly, and so they've been really good to work with.

That's amazing. I mean, Eric Peterson, you're, like, the nicest guy on the planet. Has anything like this happened to you where the county is like. Well, because it's you, Eric. We'll go ahead and record it, and we know you're good for it. You'll send a check?

No, I have, I think, on maybe one occasion received a call saying that, you know, something was missing. But generally speaking, they just send a letter back, you know, and you got to go through the whole thing again. Doesn't happen very often when you use simplifile, obviously, but, you know, certain counties where you got to mail stuff in that can. You can definitely run into it.

Yeah, I mean, you bring up a good point. I mean, Tate, before you even went to that county, would you contact the county, do this sort of this county research, and figure out before you even start mailing there? Number one, are they simplify county? And number two, how. How quickly can they get things done? Like, would you ask those kind of questions? It hasn't really come up, but I wonder if that's a part of county research that we're just not even thinking about.

I mean, I've thought about it and it's part of my process. I definitely want to make sure that the county can get things done in a reasonable timeframe because I don't plan on holding any of these properties for long.

Right.

Whether it be a cash deal, a wholesale or a terms deal. Ideally, you know, we buy property under the assumption that it's here today, gone tomorrow. So I want to know, hey, how many recorders are there in the office? Do you have more than one person who's able to do the responsibilities of the assessor if they're out of town? Is this something that can happen quickly?

Right.

Is it a simply file friendly county? Are the documents available? Right. Is there somebody who can help me when I have a question? So, yeah, it's definitely something you want to look into, especially if you plan on doing a lot of business there. I think that picking up the phone, establishing that relationship and that contact and that communication goes a long way.

Yeah, yeah. I mean, Barry Aaron, do you. You look back and think, well, if I ask some additional questions, I might have avoided this county or would have even mattered.

No, wouldn't have mattered because I've been buying and selling in this county since I started this business and generally they're much faster. Just right now, for some reason, they do have a backlog now. I don't know why. I don't know if maybe somebody quit or it's just a busy time and the county's really, you know, getting busy as far as buying and selling goes, but generally it's not been a problem. This is the first time I've actually run into it, but it was kind of a unique situation. So. And I have been talking. In fact, when we're done here, I'm going to be calling the assessor's office. The lady wanted me to call her back because she was going to see what she could do for me. But I just wanted to bring it up and see what everybody had said, you know, if anybody else had experienced it.

No, it's. It's a great topic and one that I, you know, in all these podcasts, I don't think it's ever come up. Scott. Todd, you want to take the last.

Word on this No, I mean, I think, I think we pretty much have said it. I mean, like, you know, I mean, I don't see that it's. I mean, I don't, I don't have a. I don't, I don't include that as part of my county research. Right. Like, the county will do its job and it will, it will happen over time. And I've never had it stop me from moving forward. So I don't know. I don't see as an event and where these things pop up, a quick phone call can probably solve a lot of problems.

Yeah, absolutely. Absolutely. So I do want to just segue into that. We're streaming live on Facebook, and so we always want to stop that live stream because we want them to actually download the podcast and listen to Eric's tip of the week. A website, a resource, a book, something actionable for the art of passive income listeners to go right now, improve their businesses, improve their lives. So I'm going to go ahead and stop the stream now, which is stop live stream. Okay, done. So, Eric, are you ready?

Sure.

Don't be so enthusiastic about it.

I can come up with something.

All right, while you're coming up with something, I just want to mention to all the listeners that Debbie Liu, who just started flight school, just did her first deal. Scott, Todd, why did Debbie do a deal so fast?

Well, Debbie's actually been, been mailing in in advance of flight school. So I think like on session two, she was, she was already asking for questions on due diligence, which I had to slow her down a little bit. But she was, she was already swimming before we shot the gun. Right. The starter's gun. So great for her. I'm glad she, she's got that first deal. There's nothing like that first deal. And it's probably the, the most exciting, like, I don't know, fifty hundred dollars, whatever the down payment is you'll ever make in your entire life.

Yeah, it's, there's, there's nothing like that first deal. And I think the confidence going forward that, that proof of concept for so many people is so important because, you know, flight school, the toolkit, is sort of this leap of faith. Yeah. It works for all of us, but how do I know it's going to work for me? And I definitely would recommend that, you know, you learn more about flight school, the toolkit coaching. Just go to thelandgeek.com training schedule, a call with Scott Dude, Buddy Bossman, or Mike the Zen master Zeno, and certainly learn more by the way Scott, I just saw on Facebook, Jeffrey Pierce closed his first deal on. Drum roll, please.

Go figure.

And modo.com.

Nice.

It's amazing because, Mark, I was looking. I was scanning through the database with the developer for. For LGPass the other day. So I was scanning through with them, and we were looking at the sources. Excuse me, the sources of sales. And it's quite interesting to see, like, the source of sales that people are choosing. And it was really cool because you'd see like, Facebook, Craigslist, Craigslist, Facebook, Land Moto. Right. So, you know, it was really kind of cool for me to see that people are leveraging the platform the way I intended. It's funny too, because not only did we see the sales going through there, you know, we also get. We get a phone call Yesterday from a Land.com rep, you know, the lands, you know, and they wanted, at last check, they wanted $660 a month for 50 listings. Which land Moto is unlimited listings. Nowhere near $660 a month. And they said, well, you know, if you want to get the cost down, there's some great ways we can do it. We can. We can go for 30 listings. We can go for 20 listings. Okay, that's all cool and everything, but it doesn't solve the problem. And guess what? Even 20 listens was like $250 a month. And one of my. One of the members on my team sent me a note because they got a copy of it as well, of the pricing, and they're like, man, Lanmoto is a bargain. And I'm like, well, you know, it is depends on what you want to pay per month, but, you know.

Yeah, but Scott, the scary thing is, if I'm a public company like costar, I might just buy you out. And Now I'm getting 660 bucks a month, and I'm taking. These people have no other way to go.

Well, I'll tell you, I do think.

That.

In terms of, you know, all the platforms that they own, and I mean, they're massive. You know, they. They own LoopNet, they own Apartments.com. i mean, you. You really. If you're looking at anything with real estate, I don't care. They own, buy, biz, sell. So they. I mean, if you're looking at anything to do with listing platforms, they're. They're awesome. And in fact, Mark, you and I were talking to a podcast guest, I don't know, two weeks ago, and we talked about CoStar. He talked about CoStar as being a tool is on the due diligence conversation. And, you know, the thing is, is that costar also has, you know, mapping tools and other stuff. They are. They're massive, you know, so for Land Moto, you know, they look at and it's like, yeah, we got. We got what we need for right now, but we'll see. You know, it's.

It's.

Landmoto is definitely something that there's. There's no profit in Land Moto for us. It's really just a labor of love that we're taking and taking every revenue dollar that we get and reinvesting it back into advertising and promotion of the site because it's just leading to more traffic.

So, no, I love it. The Jeff Bezos strategy. But you know what happens?

Hey, maybe one day we can be doing that.

Yeah, keep doing that.

Maybe I'll have. Instead of. Instead of, like, those little devices. I can't say her name because she'll, like, wake up. Maybe we can have, like, Land Lexa. Land Lexa.

You know, what we could do is, like, rei, make it a co op of all the land geeks, and then everybody takes a share, and. And that way we protect you. Like, you get, you know, some of your equity out. But then we're also not getting swallowed up by CoStar. I mean, you know, they're creating a monopoly.

Yeah, there you go. That's a good idea.

Yeah.

Turning into a co op.

Yeah, sometimes I'm. I think outside the box. Maybe that hitting the head helped.

Maybe, man. Like. And your wife said no more bike riding. She was like, she must really love you, man.

No, I mean, you know, look at this face guy. How could she not?

Yeah, I mean, you know, we're still waiting for. We're still waiting to see these pictures of Bulky Mark.

Oh, gosh. They're never coming out. All right, let's change the subject. Let's go to Eric Peterson. Eric, what's the tip of the week?

All right, I was looking at this website here called Remind Them.

Calm Remind.

It's kind of built around. At least their example is built around the idea of doing, like, a webinar or some kind of online event, you know, collecting a phone number and sending a text message to remind them that their event is coming up. But, you know, I was kind of thinking, you know, something like this, you know, incorporated into my website or something, and collecting a phone number, which is often hard to get, and then using some kind of a text message to remind them about deals of the week or what have you. So getting Them to opt in up front when they give that phone number. And utilizing a tool like this, I don't know, just something I was kind of looking at the other day. Haven't done anything with it, but there it is.

Wow. This is really cool. And it's free.

Yeah, I think it is.

I don't know.

It's saying it's free. All right. Remind. Click the button below. I already cook a complete setup. Your marketing just got easier. Simply set up a campaign, start reminding people about your promotions. Huh? Very cool. That's a great tip, Tate Litchfield. Do you like it? I do.

I'm trying to figure out how to, like, use it more.

Well, I mean, I know what you could do.

Yeah, I've got some ideas.

Yeah? Yeah. I mean, you know that deal of the week, they opt in for it and boom, they get the text. Jeanne, how would you use this?

I have to look at it. I can't see it at the moment, so I'm going to look at it after we're done.

You know, I hate to give Eric Peterson another compliment on his podcast. It's more painful than, you know, the current wounds I have on my body. But another great tip, Eric. Barelyn. Aaron, how would you use this?

I don't know. It looks like. It looks pretty cool. It looks like a great little way to add to the buyers list. Maybe an integration of the website would be cool to take a look at it. I do want to, for people who are listening that you. You want to check out remind them and not remind, because there is an app called Remind that schools use and teachers use to talk to parents and so forth. So don't get them mixed up, but remind them. Yeah, it looks pretty cool. It really does. I think an integration would be. We'll have to check it out closer.

Yeah. Yeah. Scott. Todd, I could see the wheel spinning. You've got this, you know, super intense look on your face.

I gotta figure out how to incorporate this better.

Yeah, I mean, because it is a fine line. Like, you don't want to annoy. Right. But you also know that you're gonna have almost 100% open rate. So what can you send that would be innocuous enough to your customers? You know, it's like. It's like permission marketing on text to do that. I mean, look, I'll tell you what I like is the way that Bed, Bath and Beyond does it, you know, once a week, 20% off. Right. I haven't opted out. Like, why not? So maybe a coupon and then, you know, Maybe you have them opt in somewhere and then it. You know, it. It redirects them to the coupon or the coupon code that they can then unlock for a deal of the week or something like that. There's a lot you could do with it and be creative with it. It's just you got to be really careful with text because you don't want to look spammy. Really ugly. Oh, Scott just had a. A weird thing with his mic there. All right, well, I thought this was a great podcast. I want to thank all the listeners. I want to just remind you, the only way we're going to get Jeanne the go giver morem to keep coming on this roundtable podcast is if you do us three little favors. You gotta subscribe, you gotta rate, you gotta review the podcast. Send us a screenshot to supportlandelangeek.com we're going to send you for free the $97 passive income launch kit. Again. Today's podcast is sponsored by flight school. Just go to landgeek.comtraining to learn more. All right. Jeanne, are we good?

Yes.

Awesome. Tate, are we good? Yep. Eric?

We're good.

We're good. Bear land. Aaron.

Great.

Awesome. Scott. Oh, you're on mute now. We're good. All right, well, let's just. Let's just do this. 1, 2, 3. Let freedom ring. Not bad.

We drug it out a little long today. I feel like we just got to say it. Like, let freedom ring.

You think? Yeah. Okay.

Be easier timing.

It would be easier. So just let freedom ring. Like boom, boom, boom.

Yeah, yeah, Just like boom, boom, boom.

All right, next. Freedom ring left free to ring. So, T and Jeanne, we're all on west coast time. What's going on for lunch?

I don't know yet. Go inside and talk to the boss lady.

Nice. Nice. One of the. One of the. The in laws getting down tonight.

I thought it was tomorrow night, but it's tonight, so I get an extra 24 hours with them that I wasn't planning on.

Phenomenal. You know who gets that extra time is Daisy.

Yeah.

And that gives you an opportunity to go out on the strip with Allison, party like rock stars. No cares in the world, because the grandparents are taking care of.

I wish it were that simple, Mark. I really do. But.

Yeah, Eric's. Eric's got this, like, knowing smile going as well.

Yeah, it is going to be. I'm thrilled. It's going to be super fun.

I know, I know. And I'm really, really excited for you guys to get that nice break and that bonding time. And it's special, you know, family's great.

So special.

It's great. All right, well, thanks, everybody. I'm gonna go do some wound care and make a little dartboard in the garage Mahal with Tate's face to get all my resentment out for all the pain and suffering. Is that wrong, Tate? That kind of felt mean. It kind of felt too far, you.

Know, I'm not going to hold it against you. I just would have thought your parents would have taught you how to ride a bike better. I mean, it's not that hard.

You know? What?

How are you going to do the Dr. Evil thing with that pinky?

Well, I have to do the other hand. Oh, the other hand.

Okay.

Yeah. You know what though, Tate, you do bring up a good point. So when I was a kid, I got hit by a car in the neighborhood biking. And ever since then, I never biked. So I just picked up biking like, you know, a few years ago. Like what, two years ago.

Late to the game.

So I'm really late and I guess I ain't so good at it. Um, yeah, you're right. And then I see all these other people biking, like all around here, and they're not wearing helmets, they're not wearing gloves. I'm like, how is this possible?

I think it's okay for you to take a graceful exit of the sport, you know?

All right. You won't judge?

No. This is a judge free environment.

All right.

Get a three wheeled bicycle.

Don't get a three wheeled bicycle.

Just basket on the back and everything. Like the Amish.

No, no, no, Mark. No, no, no, no, no.

That's too geeky.

Too geeky?

Yeah, that's too senior citizen. It's not geeky.

I mean, I'm getting up there, Eric. I don't know. All right, fine. You know, I could just do yoga.

As low as 58amonth for 39 months. Mark.

It's not bad. Get the bike for no money down. Look at the different packages. You know what this is? This is really interesting marketing. Everyone should check out one peloton.com just to see how they do their marketing. This could apply to land investing in a way. Right? Although we do discuss like you. You don't want to give too many options. I think four options is probably too much. I think the three is the most. But I don't know. What do you think, Tate?

I like the way they set it up.

I just. I don't know.

Yeah, we could do like a low. A low monthly, you know, at whatever interest rate. And then it includes the plat map. The GIS map, Right?

Yeah.

And, you know, whatever else. Right. And then the second one might be a little higher down payment, a little higher monthly. And it includes like, the actual, like, gps, like, physical thing. You go out, they're always plugged in, go look at your property kind of thing. I don't know. There's a lot of things you could do with it. I just like the way this is set up.

It's clean, looking good, marketing.

It is. And I do like the fact that hands on, professional setup because I have literally no other skills in life except for land investing. It's pretty sad. And clearly bike riding was just too much for my. For me. All right. All right. Thanks, everyone, for putting up with me. See you guys.