ROUND TABLE—Holiday Marketing Strategies—Make Them Feel Like They're Winning!

Hey, it's Mark Podolski, the Land Geek with your favorite niche real estate website, www.thelandgeek.com. and on today's Roundtable podcast, it's a super small, intimate group. We've got Tate, the big papa Litchfield.

Tate, how are you loving life? Just enjoying this good Vegas weather this time of year.

Nice, nice. How's that baby treating you?

She's good. I think she's starting teething. So we've been up a little bit more than normal. But from what I understand, I asked Alexa this morning, I said, alexa, how long do babies teeth? And she said, several years. Which kind of crushed me a little bit. So let's hope that it's not several years.

I don't remember my babies teething for several years. Eric. Yeah. From landopia.com Eric Peterson. How are you, Eric?

I'm good.

I was just going to say I.

Don'T think my kids teeth for that long. I think maybe on and off goes through some bad phases and what have you, but yeah, yeah.

When she said babies can teeth for several years, I was like, oh, that can't be right. That can't be right. But then again, she would never lie to me. Alexa is like one of my best friends, so why would she lie to me? Just didn't make sense.

I'll tell you what is a lot of fun is having a 12 year old daughter going on 22. Like, I can't tell you how many eye rolls I'm getting now. Like, what? Just what happened? Where'd that sweet girl go?

You need to do a tally. Like, you need to just start logging them every day.

The eye roll.

Yeah. And see what your high score is at the end of the week. You get the most.

Yeah, it's not bad. So you got like, you got that to look forward to, Tate.

Fantastic. This parenting thing just keeps getting better.

Yeah, no, it's. You know what, every phase is fun though, right, Eric?

Yeah, they're all different, but each one is a new challenge. It's a lot of fun though.

Yeah. As Grant Cardone say, new problems, right?

Hey, yeah, that's fine. It honestly is a lot of fun.

Yeah, no, it's great. It's great. So we had a very busy week with Black Friday Cyber Monday. But before we talk about that, let's kind of get into the weeds a little bit about deeds of trust. What is a deed of trust? When do you use a deed of trust? And ultimately why we don't use deeds of trust. So, Eric Peterson, what are some of the questions you were getting, I've actually.

Had a question about a deed of trust on two separate occasions in the past couple of weeks. One was from a seller inquiring about a deed of trust, or I'm sorry, a buyer inquiring about a deed of trust and because basically they wanted the deed up front. And another one was a fellow lead land geek person just asking about selling on a deed of trust if their buyer had requested it and wanted to know if that was a good idea and how to go about it.

Right, right. Tate, do you know what a deed of trust is?

Yeah, but I honestly don't have a ton of experience with them. I'm probably gonna learn on this one just because when I see them, I know they're complicated and I, whenever I've come across them, I've never had anyone ask me to deed them a property via deed of trust or anything like that. So if I see them, I tend to walk the other way because it's more of a complicated issue than I want to deal with. And I'm after the low hanging fruit. So deeds of trust are not what I consider low hanging fruit.

Yeah. What's interesting though is you actually signed a deed of trust and you probably didn't realize it when you bought your home. And what it was was the bank saying, hey, as long as you make your mortgage payments every month, we are not going to foreclose on this property. And a deed of trust is the bank's way, or the lender, the lender's way of securing that property so that they can actually deed the property to you and then go through the foreclosure process if you don't make your payments to the lender. So you get the deed in your name, but if you stop making payments, the lender has to go through the foreclosure process essentially. And that's what the deed of trust spells out in detail, is how that will be affected, what your rights are, etc. Etc. It's not that long a document, maybe two pages. It's pretty basic. Right. When I first started land, I hired a very expensive attorney in a firm in Nevada. And this is when I started doing owner financing for the first time. And they said, oh no, you can't use land contract, you got to use a deed of trust. And they gave me all these good reasons why. Well, it turns out the best reason to do a deed of trust was they would get fees for going through the foreclosure process, which at the time was about three to five thousand dollars per property. Now, remember, we're not doing credit checks here. These are low, you know, inexpensive properties. And I found out very quickly that a few foreclosures could wipe out all my profits. Right. Very, very quickly. So that's why we started going to the land contract. A land contract essentially is the lender's way of protecting themselves in case of foreclosure. There's no cost of foreclosure. They own the property until the buyer or the borrower pays off their note. Now, the reason that attorneys don't like this is that if you have an unscrupulous seller, they can double, triple, quadruple sell the same property and nobody would know. Right. So makes sense. But in our situation, we are not unscrupulous. We actually have the land contract, the purchase sale agreement, and the promissory note, and we guarantee free and clear title by the time that they actually pay off their note. So the buyer is protected, but we're also protect on the downside, no cost or foreclosure. So I was talking a lot there. Eric Peterson, what are your thoughts?

Yeah, I mean, I think those are all valid points you make. I think that the objection that we as sellers might often run into, or I guess I wouldn't say often, but on occasion run into, is the buyer that says, you know, well, I'm buying this land. I want to do whatever I want with it. I want to start building my house. I want to pull a permit and put in septic or whatever it is. And they become concerned that they're not going to be able to do that without their deed in hand, which is probably true from what I understand, but once again, we have an opportunity to solve that problem for them as well, if we so choose. For me, I kind of have some qualifiers around that and that I want a buyer to have a decent amount of principal paid on the property before I'm willing to explore giving them a deed. But. But essentially, and I know, Mark, you've talked about this, but I'll just kind of recap it, what we can do is deed the property to them, have them sign a deed back to us that we foreclosure.

Deed signed and notarized. Yeah, yeah.

And then we just hold that. And, you know, as long as they continue to make their payments, we don't do anything with it. Once they're paid in full, we can shred it. But in the meantime, that's our protection to. To go ahead and file that if that buyer stops making payments.

Yeah. And it's a pretty rare event where I actually have a buyer that wants to make improvements right away, actually. I mean, Tate, when's the last time somebody contacted you, said, hey, I've got to own the property. We're going to start building right away. We need permits.

I mean, I think I've had it happen once, maybe. And then when I tell them, yeah, no problem, let's go ahead and get the process started. I explained how everything was going to work and that, you know, they would need to call the county and figure out what they were going to have to do in order to get those permits. They ended up not pursuing it any further, and they told me they were just going to wait until they owned the land officially. So I honestly can say I've never had somebody try to even build on our properties legally, right?

Legally, right, right.

I think what happens, too, is a lot of buyers, they have big plans, right. They're excited about buying the property, and, you know, they have all these. These thoughts and dreams of what they're going to do with it. And then, you know, they. They start to, you know, think about that. But the reality is, once they start paying for the land, I think it's often becomes less of a priority for them to start, you know, making those improvements, whether it's they don't have the money or things change for them or whatever it is. But, um, I've had a number of people talk about it, but then no one ever comes back and says, okay, you know, I really need to do this now, so.

Right, right. Amazing. Amazing in the sense that, like, anybody would want to even do a data trust, really.

Yeah.

Think about it.

There's no reason why you would, honestly.

Yeah. Now, if we want to get into the weeds on this, there are a few states that require deeds of trust in a way right now in the investors toolkit. I don't want to get too much in the weeds. We actually have a program that talks about how you can actually do land contracts in the state of Texas, which does not allow land contracts. But I don't want to get too far into the weeds. So there are states that. I think Florida is another state that also frowns on land contracts. But there is a way, and there is a legal workaround so that you are still protected and get the benefits of a land contract without actually violating state law by doing a land contract, if that makes sense. So hopefully that's pretty clear. Is that pretty. Do we think we went over deeds of trust enough?

I think so, yep.

All right. All right. Just Another reminder that today's podcast is sponsored by GeekPay IO, the only set it and forget it way of getting paid on an automated basis. Automated notifications, ach credit cards as backup, you can take down payments and oh, by the way. Go ahead, Tate.

I was just gonna say, I don't think we stress how awesome the down payment feature is on Geek Pay enough. I mean, Mark, explain it to people how they can use it because, you know, just saying, oh, you can make a down payment here. It's much more than that. It's, it's such a cool feature and I use it every single day.

Yeah, I mean, essentially it, you create a link and you can embed that link on your website, you can put it into social media, you can email them the link. I mean, and it takes a Black Friday deals on your Black Friday deals. I mean, it takes 2, 3 seconds to create and it works beautifully. You can set it up with stripe or authorize.net, we recommend stripe and it just integrates beautifully. It's so simple to do. And if you go to the landgeek.com geekpay, you can get your first note set up for free and start using it on a trial basis. So it's really phenomenal.

I mean, I sent it out, I traded a down payment link today and sent it to the guy. And I love it because I can say I'm going to make a custom one time use down payment link. It's secure and you can go in there and you can make that link say whatever you want. So I could have it say Mark Podolski, down payment for X property, five acres. Right. And send it via email to that individual. They click on it, it's got their name in it. There's a sense of security with that. They make their payment, boom. Make it as easy as possible for people to pay me. So I love it. It's like, I mean, Geek Pay is amazing, but that feature is one of the most. It doesn't get enough love.

It really does. I'm not sure why we're not blowing up with Geek Pay, but I have a sense that it's just not, I'm not educating the market well enough on how inexpensive it is. So it's, you're saving money and, and you're saving time. And if you're doing it the way that we do it, with a note setup fee, after one note, it actually doesn't cost like your second note. It actually makes you money. It's actually a profit center for you. So check Out. Learn more. Get a demo. Go to get a demo at GeekPay IO or just sign up thelandgeek.com GeekPay so let's move on to our second topic, the marketing, the marketing of Black Friday and Cyber Monday. Tate, what was your strategy going into these big shopping days?

Make it irresistible. I went into it knowing that our customers, during this time of the year, everybody is used to spending money. They're motivated to spend money. They're looking for a good deal, but most importantly, they want to feel like they're winning. If I look at everything I purchased over the last weekend, I didn't purchase it because I needed it. I purchased it because I felt like I was winning. I was beating the store by buying so and so that's the approach we did. And we had a great four or five days there. I think we sold five properties, two for cash, three on terms. I mean, it was, it was a crazy weekend for us. It was fantastic. And I don't think it stopped. I'm still getting emails from the Black Friday deals that we ran and from some of our other promos that we ran. People saying, hey, is this good? Could I extend it? When's the deadline? And obviously we're pretty flexible here. And if they're really willing to buy, then that's when those geek pay links come into. Come into play.

I love it. I love it. What was the total enterprise value on the sales?

Let me check.

While he's checking. Eric Peterson, what was your strategy for Black Friday and Cyber Monday? And did you email or how was, what was your marketing?

Yeah, so my marketing around Black Friday, Cyber Monday was strictly just my buyers list, nothing outside of that. Well, actually, I take that back. There were some personal emails I sent out as well, but my strategy was to limit it to a short amount of time. There was a sale that ran on Black Friday and there was one that ran on Cyber Monday. I previewed that sale earlier in the week and, and kind of made people aware it was coming and, you know, then launched it as promised and it was pretty successful for me as well.

How many? How many sales? Well.

So one was directly in response to one of my Cyber Monday deals where the customer used that down payment link that was in the email and paid to put the down payment and doc fee on that property. The other three either came from the preview of the sale or just kind of. There was another one that was basically a specialized deal based on the time of the year. It was to a particular buyer that was interested in a couple Properties. So all in all, I sold four properties essentially over the weekend, and it was probably. About somewhere around 30, some 32,000 or so in enterprise value.

See, that would make Mrs. Peterson happy, because you're doing this on the side. Yeah, it's not bad. How about you?

Tate was 44. 5 for enterprise value. I mean, it was a pretty. Pretty awesome week. Passive income alone on that one went up $720 a month.

Yeah, I mean, that really does move the needle. And I think the bottom line or the takeaway from this for people listening to the roundtable is that sales don't slow during the holidays. Right. You can create the demand. Take advantage of the Black Friday promo, take advantage of the Cyber Monday promo. And then as we're going towards the season, people are taking time off. Keep making it irresistible for them. We are busy throughout December. Go ahead, Dave.

Well, I was just going to say keep pounding that buyers list. You know, this is something we talk about in coaching. We talk about it at boot camp. The power behind a buyers list. And if you're not showing up every week, Eric and I will. We're going to show up every week, and that's how we convert our buyers list into active buyers. I mean, our. Our Black Friday sale sold within four minutes.

Four minutes. Crazy.

We had two other people try to buy it and emailed us afterwards and said, hey, it's not accepting my payment anymore. What's going on? And I was deep frying a turkey. I had no idea. Or eating deep fried turkey. I don't even know what I was doing. And I got an email and it was like, what's going on here? Why is everybody freaking out?

It was.

It's awesome. So you just got to be super proactive. We hit the phone so hard this last weekend during Black Friday. Every lead that had ever contacted us in regards to the properties we were selling, we were on the phone with them. We sent them personalized emails. There's so much more that goes into it. And we were active, we were super aggressive. And as a result, I think we had a pretty successful weekend.

Yeah, I mean, Eric, how often do you. Do you get the fear that, hey, if I email too much, they're gonna unsubscribe, they're gonna get mad, I'm gonna burn my list. Is that. Is that a real legitimate fear that you have?

It's. It's not a fear I have. On occasion, I will get an email from a, you know, someone on the list asking to be unsubscribed or Telling me I email too much or different things like that. But, you know, I kind of just look at that as, I don't, I don't, it doesn't bother me, I guess, you know, it's, it's. Nobody else is complaining. I mean, if five people complain and everybody else is fine, I'm doing okay.

So, yeah, I mean, I actually think of it as a gauge or sort of a badge of honor. Two things I really love to get on a weekly basis. The first thing I love to get is, is a really rude response to an offer, right. I know we're showing up and I know we're sending out the offers at a low enough price that it's even getting this emotional, visceral response that someone will even take the time to respond and try to ruin my day. That is amazing to me. The second one is too many emails, right? That means we're showing up and we're showing up and we're top of mind awareness and just like Coca Cola. I mean, I can't email Coke or Apple or any of these, you know, huge companies with these billion dollar marketing budgets when I'm watching TV and email them too many commercials. Right? But the fact that they're emailing us and saying, hey, too many emails, I think that's, that's a really good gauge that we're doing something right. Right. And I think it's, it's, you want to be getting those emails. You want, you want to be showing up so much that there's a response to it. Otherwise you're probably not showing up enough. I know it's counterintuitive, but as long as your lead gen is big enough and you're putting out your ads on Craigslist, you're building your list every day, it's inevitable that people are going to unsubscribe. So your job is not to try to please everyone in the market. Your job is to please the people that are interested in, in actually investing in your raw land.

And one thing that's kind of interesting about that, I get people ask me all the time, how big is your buyers list? How big of a buyer's list do I need? And the answer is, you need how many emails. How many properties are you going to sell to your buyers list a year? Is it 10? Is it 20? Well, if it's 20, then you need 20 active buyers on your buyers list, right? I don't care if people unsubscribe because I'd rather not send them an email if they're not Interested in what I'm selling, then be gone. Good riddance. So it's better to have a smaller group of active buyers than it is having a list or a buyer's list of 100,000 people.

Yeah, I totally agree. Totally agree. I remember Larry Overstreet sold property to a list of one.

I remember that. That was so awesome. He didn't want to send it. Remember, he was like, guys, already? And he sent it out, and sure enough, the guy was like, yeah, okay, fine. I don't want to miss out on it. I'll take it. Sold it.

Yeah. I remember when Jeff Axton sold property, like, seven minutes the first time, emailing his buyers list, and he had, like, less than, like, 20 people on there. He's like, mark, it really works. I'm like, yeah, I know. Keep doing it.

Don't stop.

Don't stop. So I apologize for everybody in the Boston area for that accent. I miss Mike Zaino.

I know.

All right, Tips of the week. Are we ready?

Oh, yeah.

Yeah. All right, Eric, you gonna start?

Sure, I'll start. So it's come up recently a couple of different times with different Land Geek members, so I thought it was worth bringing up as a tip of the week.

I.

I use a company called Capforge for my bookkeeping. A lot of people don't enjoy doing bookkeeping, but Capforge basically does it all for you. You've actually had them on the podcast. Matt. I forget his last name. It starts with an R. Yeah.

Yeah, he was great.

But so I really like their service. It's. It's nice.

Matt Ramuzi.

That's it.

Yeah.

So it's priced pretty reasonably. You can reach out to him through his website and let them know that you're doing land, and they know how to. How to account for it and everything else. So I really like it. I think it makes my life easier. So.

All right. Fantastic. Fantastic. You know what I've been using is the app Hurdler, and I go in every day, and I just. You know, and I've got so many companies, I can separate it by company. So which expenses for which company and which, you know, revenues for which company as well. And then what's kind of cool about it is you can pick where you want to integrate from. So, you know, the accounts for my bank will just integrate also from. Well, actually, that's the way. That's the way to. Really the best way to do it, because if you have, like, Stripe and PayPal, you have double things from the bank. So it just integrates with your bank and it's really cool. But Cap Forge is an awesome, awesome tip. And I hate when Eric Peterson gives. Gives awesome tips. But that is a really great tip because, look, does anybody really want to spend their time doing bookkeeping? You make no money doing bookkeeping, number one. And number two, you make no money doing bookkeeping. It's just not a good use of time and it's not fun. And it's not fun at all. Even if it were fun, it's still not a good use of time. Tate, what about you? What's your tip of the week?

Alrighty. So my tip of the week kind of stems from a situation. I had a property that was sitting for a long, long time and didn't matter what I did to it. I could adjust the pricing, come up with new copy, and I couldn't get this thing to move. And it was a great property. It should have sold a lot sooner. And so I was looking at its file one day and trying to figure out why it was kind of just stagnant. And I looked over the images and I realized that our images were just terrible. But being the cheap guy that I am, I. I still didn't want to go out and spend a ton of money to pay somebody to go take professional grade photos. So I was searching the old Interweb and I was looking for a website and I literally typed in make my screenshot better, because I got my photos off Google Earth or Google Maps, right? And they were just screenshots and it was really overcast that day and so the pictures just aren't very appealing. And I came across a website called Be funky dot com. I'm drop it in the chat for you guys and be funky.com and it's a really cool service because you can. It's a free service. You can upload an image and basically edit it however you'd like. And they've got a feature on there that does kind of like the magic one click done for you edit, where it'll saturate the colors, make things a lot more appealing. And the thing that I found interesting about it was I. I changed it. I changed some of our photos on Craigslist and on Land Moto, and it actually sold same images as before, just a whole lot better looking. And I actually got this tip, this idea kind of from Eric, believe it or not, Mark, at the last.

Oh my gosh, yeah, the last boot.

Camp, Eric was showing me how he kind of doctors up his photos and how he has great success doing it. Well, I'm not a Photoshop wizard, so I had to find something a little bit easier and simpler to use. So befunky.com was the answer to it.

Is this better than Canva? Can you replace Canva?

I've never used it.

Eric.

I haven't used this tool. I pretty much live in Photoshop and Lightroom and some of those pretty advanced tools, so.

Okay.

I don't have any reasonable feedback for you.

I mean, Photoshop and Lightroom there. There's a fee associated with those that. Yeah, I mean, it's a big fee.

Where indeed?

Canva. I don't know. Is there a fee associated with it, Mark?

I think Canva is free unless you buy, like, you can pay, like, a dollar for, like, an image here. Image. There's. If you want to get, like, something else. But there's like, their standard images are kind of free. It's. It's a. It's a freemium model, basically.

Okay. Yeah. But I use this. This service today and the last few days, and I've had pretty good success with it. So if you're looking to, you know, make your images a little bit more appealing, check out Be Funky or Canva, see which one works best for you.

All right, cool. Very cool.

All right. You said you had the tip to end all tips. Let's hear.

I have a really. A really geeky, geeky tip I'm gonna send in the chat. You guys check this out. And what this does is basically uses. It's like inexpensive machine learning, right? You know, we all know machine learning is what big companies are using right now. Well, here's machine learning for the rest of us. And you can turn emails, tweets, surveys, or any text into actionable data. You can automate business workflows and save hours of manual data processing. It integrates with my favorite program, Zapier. I mean, you can automate workflows, you can analyze text data. It's really, really cool what you can do. It's got an API as well, and you can save hours of manual data processing. But, you know, one of the use cases for this might be, let's say you want to do some machine learning on. Let's say, you know, your emails, right? So somebody emails you about one of your promos. Well, you could automate it so that it would respond basically on the keyword text, right? So how nice would that be where you would have keywords and it would just, you know, the machine learning was kind of respond to it. You can do stuff with social media Eric Peterson, I can see is his mind is racing right now. This is like one of those things. Like, at first you're like, what? And then it's like, it's almost in the. In the. In the realm of, like, an air table. You got to play with it. There's lots you can do with it. It's really, really cool. But it is the future. So check it out. Monkeylearn.com and the pricing is crazy low. A thousand queries a month is free. 1,000 queries a month is free. And you get one custom module. Custom module. Up to 3,000 training samples per module. I mean, it's. It's pretty cool.

So are you using it for anything at this point?

I am actually exploring using it for a variety of different use cases with marketing. So this would be a marketing response for me.

I like it. I need to play with it.

Exactly.

Yeah. Yeah. You got to play with it. You got to. You got to mess with it.

The price is cool.

The pricing is pretty good, even if it does jump up a bit.

But even if you pay for it, if it's still. If it's producing solid data that turns into sales, then $300 a month, I mean, that's just one or two sales, right? In doc fees.

Yeah. Yeah. I mean, if you go to resources, you know, they got their blog and they kind of talk about some use cases and how to use it. So, you know, one of the popular posts is, you know, keep tabs on competitors with a customized product hunt notifications bot. Right. I mean, it's just kind of cool. What? You know, building a personalized notification system for help reporter out. So you could just automate outreach to a PR firm or a reporter based on the keywords because they need information. So it's. You can get deep into the woods with this for sure. You know, it's. It's cool. It's cool. It's really geeky. Okay. But there's a lot you can do. I mean, machine learning is the future for sure. All right, guys, are we good?

Yeah.

Is any anything else we should discuss? I do want to remind everybody, like, boot camp is filling up super fast, so go to the landgood.com Boot Camp, and if you got the toolkit or flight school, utilize your two free tickets. I know that the room block is full. I'm not sure if the hotel is full yet. Is the hotel full, Eric?

I don't think so myself. I booked a room outside of the room block, so I didn't have any issue doing that.

Okay. Hopefully you got a good rate, but it's good. It's an amazing. It's an amazing hotel. San Antonio. Go to the landkeak.comforward/bootcamp. Learn more. But I know there's only a few spots left, so do not dawdle. Do not dawdle.

Hey, Mark.

Yeah?

How come people haven't been sending us in their tip of the weeks? Right? Remember we were talking about it?

Yeah.

You know, I. Yeah, I have gotten a few tips of the week, but I'm holding them off. It's that a lot of them are. We've already discussed, so we haven't got anything like that is real publishable yet. But keep. Keep sending us your tips of the week, everybody.

So they realized how hard it really is then to find a tip of the week.

It is hard to find tip of the week, especially with our geeky group. I mean, it's tough, so. But, yeah, keep doing that for sure, and, you know, give us feedback on anything. Doesn't have to be the tip of the week. You guys want to hear a topic or want us to be nicer to Eric, let us know. Just email us until they ask.

We're not doing it, right?

We're not going to do it. No. You know, supportelandgeek.com and hopefully everybody had a great Thanksgiving and, you know, surrounded by friends and family and family and friends and food. I love Thanksgiving. It's definitely the best holiday for me. Just, it's all about the food and company. Right now. I'm stressed out. I got to go shopping. You know, I gotta start looking for deals. My wife's like, I saved so much money, you know, I'm like, oh, gosh, do they really need that? And then I look like, you know, the Grinch and the Scrooge. And then, you know, we start fighting. I'm like, okay, fine. Let them have, you know, whatever they want. It's not worth the argument. You know, the question is, like, when are the kids spoiled or not? I don't know. It's a tough one. I mean, you know, you got a few years of this, Tate. Eric, what about you? Do you ever have any issues with spoiling the kids? Yeah. Yeah.

I mean, I think it's. It's hard not to.

Yeah, it's hard, right? Yeah. Yeah. So I think what we're. You know, what we do is we actually buy gifts for a lot of underprivileged families. And so we actually have the kids shop for them, and that way they kind of get a sense of perspective. It's like, you know, you look at their list and it's like, they want socks, they want a shirt. They want, you know, like, very, very basic things. Yeah. And, you know, my kids are like the iPad pro. I'm like, okay, it's all good, but try to get in perspective. All right, well, I want to thank all the listeners and also remind you guys. Please subscribe, please rate, please review the podcast, Send us a screenshot the review to supportthelangic.com we'll give you for free the $97 passive income launch kit. Alright, guys, you ready? 1, 2, 3. Let freedom ring. Oh, no.

You know, that was a solid, like, B minus.

It's not bad.

We do our best.

Yeah, we do. We really do. All right. Tate, you going for lunch now?

I think so. I gotta go talk with Allison, but I'm not sure where we're going.

How nice. Yeah, yesterday was Monday. I took the whole day off. And, you know, my wife and I, you know, we. It was, like, beautiful. And we went to Star. We walked to Starbucks. We had Starbucks together. Then we went to the Scottsdale Quarter. We sat outside and we had Kona Grill together. Then she went to pick up the kids, and I got some work done and hung out with the kids. It was such a great day. I'm like, well, this is a really good terminal day. If I die today, pretty good. Pretty good day. That's how I rate it. I don't know. I know it's kind of morbid. Eric's like, mark, you're a weird dude. It's okay. Say it. All right, guys, talk to you.

Talk to you later. Bye.