[00:00:01] Hello, everybody, welcome. Just getting ready for day two of the Sisu summit superexcited, I'll be running track a two day Zack will be running track B, feel free to look at the schedule. I have the agenda page at the bottom. So if you're trying to see what is happening on the schedule, feel free to look at that link. Also, feel free to share that link out. This is open to anybody in real estate, anybody that wants to see it. There's no cost to share the link out to all your social platforms. Let them know. Let them know about just what's going on today.
[00:00:43] We have a ton of really powerful guests today, and I get to kick it off today with Aaron Chugh. And Aaron, welcome to the summit. How are you?
[00:00:55] Welcome, guys. I'm doing fantastic. We just got back in his house.
[00:01:01] Look at that beautiful setting there. Beautiful, beautiful Sonoma, California.
[00:01:06] Good, well, I'm glad I'm glad the fires are down enough that you can be home again, Aaron.
[00:01:11] You know what? I'm super happy to be here, too, and it was pretty devastating. But we'll rebuild.
[00:01:17] Yeah. Yeah, it's always a case. So I'm really pumped to have you. You know, I get to start with a McVerry coach or Tom Ferry coach. Sorry, I get to start with the Tom Ferry coach today and then we get to end with Tom. Right. Anyway, it's what what a way to start and end the day. It's going to be a fun day. So I'm really excited today to have you talk about mindset because. I think that's probably the hardest thing to train in real estate, and I see that the people who are doing it are having a significant impact not only on the production of their teams and their brokerages, but on really the individual lives of those people. So I know Tom starts out every Monday with a mindset Monday post. So I'm sure maybe that's rubbed off on you. But I'm anyway, I'm going to turn the time over to you and I'll be here to ask questions. But looking forward to hearing what you have to say about mindset.
[00:02:16] Yeah, I think I think you nailed it. I mean, mindset is such a powerful tool that that we overlook. Right. And it's you know, it starts with how you win the morning when the day Mercal morning. It starts with those types of things. If you if you start the day off with with with a mindset that's that's detrimental, you're likely to have a detrimental day. I mean, there's no there's no you know, there's no rocket science to this. And and it took years for all of us to buy in. You know, I was an old Tony Robbins guy of my very guys, me and of course, and of course, I'm a Tom guy. And Tom is a master at mindset. There's no there's no question. And he's definitely brought our game, especially our coaches and our in our client's game up tremendously. And we've developed a system that is like this is how you develop a growth mindset. This is how you get out of a fixed mindset. And, you know, it starts with purpose. What is what is your true purpose? What's the and the clearer your purpose, the easier it is for you to know it, for you to keep your mind set and for your customers to keep your mind set. And if you don't have that, that why write that clear purpose? It's really, really easy to get lost in this in in the mindset craziness. And and don't don't keep yourself. Like I said, I evacuated because the fires last week, you know, I was evacuating at 1:00 in the morning and I got out of here at 3:00 in the morning. I was driving through fires. I have ten friends that lost their homes, wineries burnt down, multiple friends. It's hard to keep a positive mindset.
[00:03:45] So what was going through your mind in that time? I mean, I've never had to evacuate a home. We had a fire here last summer that I don't know, it got I could certainly see it maybe a half mile from my house, but we didn't have to evacuate because it was going up the mountain. But but what is that feeling?
[00:04:04] I mean, you're scared. I mean, the feeling is scare, which we were driving through the fires. You know, we thought we had lots of time. We looked at we looked at the Internet. We're like, we're OK. We loaded. We loaded up everything that we could. You know, I've got a big, beautiful boxer dog who's on my wife's lap, you know, and and there's no hotels. There's nowhere to go. You're driving through fires. And then all of a sudden you're like, this is real. This is the stuff that, you know, and and that's maintaining the mindset there is is probably even a little bit easier. You have no choice. This is it. This is almost like this is what I have to do to survive, survive on that point.
[00:04:35] But but you talked about being scared and scared. I, I relate that to fear. And fear is what holds us back most in life.
[00:04:46] It does. It does.
[00:04:49] So so you're in that scared moment, but you don't have a choice. You just have to do it.
[00:04:53] Yeah. So in those moments, fear can't dictate for you. For most people like you, you can't be you have there's no choice. You can't be paralyzed. Right. We take that into real estate and mortgage, you know, we fear paralyzes us, you know, and we we will look at it and say it's something else like the easy road or, you know, oh, that. Well, there's a problem. This file, I need to go handle this inspection instead of doing my prospecting. That's fear, you know, reorganizing your brain and into taking an easy road. But you don't have that choice in that moment. The next day I had a choice. The next day I was overwhelmed. Right. I had twenty twenty coaching calls. The next day I had to I didn't get in until 5:00 in the morning. I slept in my car. I'd had cancel my coaching calls. There's no.
[00:05:33] You mean you didn't you didn't make an excuse and say hey I got kicked out of my house. I'm not doing this today.
[00:05:38] Yeah. You know that I start at five a.m. every day. Right. So I had to do that from hotel rooms and from my car sometimes. And but I don't you know, once again, for real estate and mortgage, the biggest challenge that they have is they if they've got if they really understand their purpose, if they really understand, you know, that that takes us to the next level of state, you know what state you're in. And they and they have true beliefs. So to for a growth mindset in an MLP or in any version, it's a purpose controlling your states, making sure that you have your beliefs. And then if you're covering those three and then you're you're there. So for me, the next day, it was really, really easy. This is what has to happen. This is the state of mind that I need to be in. I'm a lot excited, full of energy. I'm a force for good. I'm a force for nature. I'm going to help everybody I talked to today and I just hit the ground running. I don't have there's no choice. That's I've developed something in my brain that says this is what has to happen today, which which really was your choice.
[00:06:36] You made a choice for a long time ago that this is who you're going to be. This is how you're going. They show up.
[00:06:43] Exactly, exactly, and and I was just like every one of my clients, you know, I was I had a coach who's Bill Pipes, a great example. You be like, you know, you didn't do what you say they do. Don't ever call me again. Click.
[00:06:57] Well, what do you mean, you know, like, you know, you learn these things. Did he ever let you back in after that?
[00:07:05] I had to go volunteer a prospect in class and do crazy stuff to, you know, really crazy things. You wash everybody's car in the parking lot, do stupid stuff that that I had that I had set up as accountability standards that like if I mess up, this is what I'm going to do to fix it.
[00:07:20] Yeah. So I think that's that's something that we can all learn from.
[00:07:24] Aaron, I, I actually hold five of my wife's teams agents accountable on a weekly basis and, you know, sometimes they don't show up. And I'm I say, would you ever not show up if you were paying a thousand dollars for this coaching session because. That's what that's what most people pay for this. So anyway, how do you how do you get them? I mean, it maybe it's hard learning lessons like that, which I've done. I've said, you know what? You don't show up twice. I'm done. I don't do this for you. I don't have time for that.
[00:07:59] Well, and I think for for your group. For the whole team. And it's different for every single person in my mind. I can't be that way with a brand new client. You know, I need to get through three or four calls with a client and get to the point where they're like. Koch loves me and only has my best interests at heart, and I know everything he's that he's sharing with me really is going to make me excel. And once once we have that level of rapport, then I then I get superstrong. Right. And everybody's a little bit different.
[00:08:28] You know, some people do crazy stuff. You game as well, right? What's that? You run a team of agents as well.
[00:08:36] No, I don't have a team of teenagers anymore. I'm a broker in 10 states. We own a mortgage company. We had about three thousand employees, three thousand originators and built pipes. And I ran that together. You know, I'm I decided to change my lifestyle. I ran a fund for Carla, a 250 million dollar fund for Carlyle for five years. Oh, my wife sold our home on the water in Huntington Beach. And we've been remote ever since. I coached from twenty five countries last year.
[00:09:00] Oh, wow. Good for you.
[00:09:02] I live and I work three days a week for a company called Fiserv there, their banking technology company. I'm the director of all their digital mortgage products and I coach, you know, about 60 people two days a week.
[00:09:12] Ok, OK, great. So so today you talked about using mindset, trying to build a team of elite prospectors. I think I think that's probably the hardest thing in real estate to do today. Most agents don't prospect anymore. I mean, not the way they used to. Right? I mean, you said you went to McVerry. You were you were a hard core I'm going to call fizbo, then expired.
[00:09:37] And that doesn't exist very much today, partially because there aren't that many expired.
[00:09:43] But but but also I mean, there's still there are still those agents that do that and do it extremely well and do one hundred listings plus a year. But for those building teams, I think it's really easy for these agents to be of the mindset of I'm on this team to get leads and to get leads handed to me. And I want freebees and I would rather pay Zello or somebody else, oppositely, whomever.
[00:10:11] Thirty five percent then actually go out and earn it, work for it. So how do we how do we change that mindset if we're a team owner or a broker owner that really wants to coach on production?
[00:10:29] I mean, I think I think you nailed it. And the biggest challenge that they always have is it's very, very difficult to change a mindset. But but it's but it's much easier to develop the proper mindset from the start.
[00:10:43] So if you have a team of agents who have never picked up the phone and who are not calling their database and who are not following up, we'll use online leads is a great example. If they're not doing 10 to 10 days of paying, you know, a call, a text, a video or another call all the day one, all within two minutes, but they're not doing it properly, then it's very difficult to change them. It may be done, but it's difficult. But if you if you set expectations right from the start, if you are active and engaged in your team, if you do daily stand ups, if you do role playing, if you're if you're teaching them and help, if they're aware of their body language, they're aware of themself and others and invitation, then they excel at it. And once they see them excelling or other teammates excelling, they're like, OK, I can do this.
[00:11:25] So have you gone to help training my wife? The timing of this is interesting. She just finished six days of NLB training yesterday.
[00:11:34] And what what was it? Well, yes, is the answer. And how many times in the past, including with Tony.
[00:11:40] Ok, but not but not in the last 15 years. I read every day on MLP because that's that's what we do. Yeah. It commands a bit of responses, intonation, personality traits, those types of things.
[00:11:52] Yeah. So what did you think.
[00:11:53] So she absolutely loved it. And you know, she's, she's the type we we went to Tony Robbins and of course the first time you got a Tony Robbins, you buy the entire packet. So you go to every Tony Robbins event. So we did that and then she went to this training and the first thing she did was spend I think she spent fifty thousand dollars for one on one training with this. And I'll be a trainer because that's she's always investing in herself. But I say that because you've mentioned NLP a few times.
[00:12:22] And if I'm a team leader out there trying to teach mindset, I think we have a lot of customers that are super, super successful teams. But I think that's where they struggle most is how do I train on this mindset? I'm not a mindset, coach, I'm not how do I become somebody that can truly lead on the mindset perspective?
[00:12:46] Because I think it takes more than just talking about mindset. I think you have to truly be in that state like you talked about.
[00:12:53] Well, I mean, there's no question that it takes skills to train skills, right. If you are unable to get yourself in that state or unable to take yourself out of that state, it's going to be very difficult for you to train it because going to see it and they're going to realize it. Right. And we'll use you know, we'll use an old Tony Robbins state trick is a great example. And I do this all the time and my wife does it to me. You know, I have this thing where if I've been married for 30 years, my wife is amazing. Right. But if if I'm in an argument or a fight with my wife and I get into a state, the first thing I do is visualize myself walking down the aisle 30 years ago. And instantly, I'm out of that state and now has a tendency to anger her because she's like, you just changed your state and that doesn't work because I want to fight. But, you know, and you see that with your team members where they get into a state like, I can't do this. I don't want to make my calls.
[00:13:48] And they're in this state of disbelief. Right. Instead of assuming that they're in belief or that the that instead of embracing their challenges. Right. Instead of strengthening their skills, they go straight to disbelief. And they're in this state like this doesn't work. These are a great example, these leaders suck and, you know, times as a coach, you hear these leaders suck.
[00:14:09] And a great example is, you know, I've got clients where they're both in the exact same market and they're both paying for Zello in the exact same zip code and once converting it 11 percent insane. Every time he henzell a dollar, he gets ten dollars back and the other one's telling me, I'm on the phone. These suck every day.
[00:14:24] Yeah. I mean, I see I see that within a team just looking at my wife's team, she has twenty five agents and.
[00:14:33] There are some people that love upsettingly. Some people love Zoids and they say they hate the other one and it's like, great, don't give them the leads that they don't like because their mindset is they can't convert them.
[00:14:45] So they're not going to convert them no matter what or or or teach them. And show them that they can write, you know, which which is harder, it's much easier to just cut them off, right?
[00:14:58] Oh yeah. Well, especially when you've got people converging on them successfully. You don't want to spend your money on people that don't believe in it.
[00:15:05] Yeah. You're paying you know, when it's two hundred dollars lead, it becomes very quickly like this person's going, you know, but even believe can be countered, you know, with production. You know, when you see others doing it, at some point, they have to either get out of their belief or they have to go.
[00:15:24] Yes, one hundred percent, so you mentioned something a minute ago, you said it's way easier to train somebody new.
[00:15:33] Then to.
[00:15:35] Teach your team who you've had around for four years, who are entitled at this point. So. I met yesterday with Greg, and I don't know if you know Greg. Two hundred agents doing thirty eight hundred transactions a year and just runs a three brokerages like a team does a phenomenal job. But he made it very clear I only hire new people to the industry. And I know there are people who are the opposite of that, but Greg likes to teach them his way. It's I'm going to teach you step by step training, retraining. You're going to go through every one of my videos, exactly how you're going to get from point A to point B, and then at that point, you can start actually talking to clients.
[00:16:28] So I think I think for that, I think it's a little bit different, so it's it's not necessarily I agree with that. Actually, I'd much rather hire somebody new and train them right the right way. But I think in that in that in the in the aspect that we were discussing it, I don't want to change what I what the expectations of a team member are midway. But I'd be like that's like lowering their commission and it'll happen. Right. So so if I'm hiring a new team member and they have some experience, I'm OK with that as long as they understand the expectations going in. Yes. If they've been in my team for two years and I'm changing those expectations, there's going to be pushed back and there's going to be state issues and belief issues. Right. So with that with that said, yes, I'm that guy that would rather have a guy that was selling vacuum cleaners door to door, putting his foot in the door and throw in a dirt clod than hiring an agent that's been in the business for 20 years.
[00:17:17] Yeah, because my boss is going to do exactly what I tell him every day, although I've seen in many cases just within my household, I've seen agents come in. Maybe they've been in production three, four or five years, but their production has been one transaction a month.
[00:17:36] Yeah, and you put them in the right environment with the right mindset, coaching and the right leads and the right training, and all of a sudden they're doing six to 12 transactions a month.
[00:17:46] I think it goes back to what to what you originally said. You know, why would somebody be paying thousands of dollars for coaching and not listening? This may shock you guys, but I'm going to argue that twenty five percent of our coaching clients do everything they say or less that they say they're going to do or even make an attempt. When I get a brand new client that's been in the business for three or four years and just does everything they say they're going to do, I am God. I'm like, oh my God, that's amazing. I'm so happy that you did that. And the clients telling me, like, well, I'm paying all this money. Why would I not be doing like you don't seem to understand. Lots of people pay money and don't do it.
[00:18:22] Yeah, you never tell them that. All right, surprised the first thing I tell them, right?
[00:18:28] Hey, are you going to be this person or you can be this person? If you're a your choice, I can't make you do it, I can just push and push and enforce and entice and threaten. Right, but but I can't make you do anything. So when they do and some take you know, I've got a client right now that's been with me for about 12 months. He did three transactions last year, but he's at thirty five this year.
[00:18:50] You know, he stepped it up at the beginning the year and he's killing it. Right. So sometimes it takes a while.
[00:18:57] What's he doing? What's he doing different?
[00:18:59] You know, he he chose to make his business his primary.
[00:19:04] Item, right, he he got he got his family to buy in, he he stepped up and he started working on technology and systems and he's making three hours of calls every day.
[00:19:14] Our goal is to make three hours of calls every single day, following up on a lot of its lead follow up. But don't get me wrong, it's not all he's not calling spies or fizbo. It's three hours of calls to appointments at one appointment Garnham every day. And he's been doing it and and he falls off. He gets busy navigating deals pending from the coach and stuff. But every time he falls up, falls off, he's got donate a hundred bucks to my charity.
[00:19:38] So he's like, no from him this morning. Like, I owe you one hundred bucks.
[00:19:43] Yeah, awesome. So he is doing, too. He's setting two appointments a day and going on one.
[00:19:51] Ok, right. That's not our goal every single day, and that can be that's a minimum that's a minimum standard for him.
[00:19:59] That's for him. And it's a minimum a minimum standard goal for everybody.
[00:20:04] So if I have a team that I'm running of 10, 15, 20 agents, how do I get my agents producing at that level where they are? And some don't want to? They need to want it. First of all, they need to have the why going back to what you said. But assuming they do want it, how do I get somebody to actually set two appointments a day and go on one? Because that if everyone did that, everyone would be successful.
[00:20:34] Listen, you said it. Some of them don't want to, but the ones that do, the ones that truly have a growth mindset or have converted to a growth mindset that have the beliefs and have the Y and are willing to put in the work, you mentor them, you coach them, you you you show them, you act as if so in other words, it's it's role playing every single day. It's it's script practice every day it's calling with them when necessary.
[00:21:00] It's walking the walk and talking the talk right now. So it also depends on your team layout. So some teams, you know, the team members don't go on women's right. Some team members, like all the team members of Buyer's agent, the team leaders is listing agent. You know, it depends on your team structure or just some agent. Some team members are just showing agents right now.
[00:21:19] But if but if they're if it's a with things and they do sales, then then and they want to, then it's a matter of you just make it so simple that it's it's it's sad, truly.
[00:21:31] You know, if you look at the numbers in a grant in a big scheme and will use on average, we have about seven thousand clients in the Tomter ecosystem. We track all of their numbers. We know that about for every forty conversations you have. And that's a mixture of new prospects and database and following up on leads that you're going to have a transaction. So 40 conversations equals a transaction right now. If you're calling experience, it may be different for you. When I started calling expires and that's all I did as a real estate agents call experts and knock on doors because I was a security guy, I was eighty one.
[00:22:02] Right. But when I finished ten years later, I was twenty to one. Mm hmm. So skills, right.
[00:22:07] Belief State when I started and somebody yelled at me and cursed at me and did this and didn't ever call me again. At the end I was like one closer to my knocked off the board. I got on the phone again. The people around me thought, oh my God, this guy's crazy.
[00:22:20] Yeah. Yeah. And I mean, you said forty one and that's across the board of people who are you guys are working with. But I mean, I would say new agents coming into the business, they're more like one hundred to one.
[00:22:32] So let's use them as one hundred to one. Right. So one hundred to one. And we're telling them that they have to have fifteen conversations a day, an hour, a power five five, five or five, five, four, five new prospect, five database conversations and four people that are currently working with their following up with and maybe a couple of videos, five, five, four, two. Right now they're getting what, seventy five calls a week. So a brand new agent if they're one hundred to one, is every week and a half. They're getting a transaction if they're making their calls.
[00:23:00] Exactly it when suck excuse their excuse. My French. Exactly. It's really that easy. It's after a month. They're not on one hundred one anymore.
[00:23:11] Because they've gotten good and guess what, their mind set now, it's like, oh my God, I have three buyers I'm working with or I got a listing appointment and two buyers. And now they're like, oh, my goodness, this works.
[00:23:22] Or all of a sudden they set three appointments in one day and they haven't set one in two weeks and they're just blown away.
[00:23:28] Well, keep in mind, your numbers work that way. When I tell my team that they're 40 to one, it doesn't mean that on the fortieth call you're going to get a deal. It may be the one hundred twenty eighth call and you get three in a row. Right. But your average is going to be if you have the basics of skills, if you've memorized your scripts, if you've gone to, let's say, a sales edge and you like I understand body language and I understand type tempo and I understand personality traits a little bit and I'm mirroring and matching a little bit. You're going to be a three to one because trust me, 40 to one is across all five thousand core agents who are who are a lot of them are new. You know, we have a lot of agents that are 10 or 20 to one.
[00:24:04] Right. Right. Exactly. The better they get at their scripts, the better they get at their questions. Better they get at listening and asking the right questions, the lower that number becomes.
[00:24:14] You nailed it right there. They come in with this sell, sell, sell, sell instead of trusted adviser. Listen, ask questions, listen, ask questions, listen to people instead of what most new agents don't realize is the very first sell is themself if they don't sell themselves first.
[00:24:31] The deal's gone before they start, right, and they can't get an appointment appointment one point, they don't worry about selling themselves the second cell as their family and then they and then hopefully they can take it from there.
[00:24:44] Right.
[00:24:46] So, Aaron, in the next five minutes that we have, like, what are the most important things that leaders can be doing to teach this? Because I think that's where the struggle is. It's as a leader, I run a team. How do I teach this? What can I do on a daily basis to really make sure that I ingrain this into my 10 or 20 agents?
[00:25:10] Right. I think for leaders, it's back to the basics. Right. The leader themselves has to understand the growth mindset and be able to teach it. And they can do that online super easy. They can go to Demi and take an in class for ten dollars. You know, there's there's a lot of ways for them to really learn and they could go to sales edge and become really, really good. I mean, Bill Pipes is a master of an LP. You know, it's three days of scripts and role playing back to back. It's bananas. I've done five sales. I just in the last five, three or four years, you know, and I'm pretty good at it. Right. But I'll come out of there with something new every time right now.
[00:25:46] Where did you say they can go to get NLB training for ten dollars?
[00:25:50] Udemy dotcom, you DGM dotcom. I mean, you can, you can buy it, you can get anything anytime.
[00:25:55] You know, if it's not ten dollars today, wait a week it will be OK. It's, it's one of those online course things and there's a there's a lot of amazing courses on there. They can do, you know, Facebook marketing on there. They can do Google AdWords and pay per click. They can do you know, they can do a ton on there. And there's value for for for very little cost, you know, but they could also just do a basic search. There's a basic search is going to give them everything.
[00:26:19] And if they practiced it and they have a good common understanding it standing of it now, they can teach it. Now, every morning we do a daily stand up. We're going to do a little role play. What challenges are you going to have today? What can I help with? OK, let's get on the phones together. And they can do that on Zoome where everybody needs themselves and everybody's making calls and everyone holds up a little notepad like I got an appointment.
[00:26:38] There was a good job. Right. And and because the team that works together like that is going to win.
[00:26:45] Yes, and there's pressure because everybody's on one call or everybody's in one office and they have to do it, there's no you can I don't feel like making my calls today. You know, they've set standards, everybody's bought in and and they and they they put it and it's constantly training them and these people will get better and better and better and they're going to have success. There's no possible way for them to sit on the phones together as a team, make calls and not have success.
[00:27:10] Now, I only have one thing I would add there. Instead of instead of holding up a piece of paper and saying, yeah, I got one, there should just be a big TV up in there, like what's behind me. And it just shows you have three appointments, that you have two appointments that and you know, you can have a buzzer go off whatever.
[00:27:28] But in their office, if they don't have Sisu up, that's a huge mistake. I mean, obviously, I'm here because guys, because I send all of my Sisu is a game changer for me as far as Dashboard's and teams and contests, it's amazing. Right. But if they're all in Zoom and their house, some offices in California, like they can't even meet yet, you know, so maybe the team leader has that in the background. Right. And and the team members are right there. But the team is like, point is a thing because they're logging in and it's sinking with their boom town or their Cierra or whatever, and they're seeing it. That's amazing.
[00:28:00] Yeah, I'm glad. I'm glad you're using that. I'm glad that you are able to look into all of your clients and see their business real time.
[00:28:06] I'm showing up on that, especially for me, because my primary thing was mortgage. That's why I was brought in Comfrey. So the fact that he does both real estate and mortgage was amazing for me.
[00:28:15] So I was able to steer mortgage people there, which it's even you know, it's just as powerful, if not more awesome.
[00:28:22] Well, and we haven't really ruled that out officially. So I'm sorry, guys. No, it's great.
[00:28:28] So wake up kick ass. Repeat, obviously, Amy Amy has a Tom Ferry coach, it looks like to me, maybe even Bill Pipes. And there it is. So, anyway, thanks for thanks for the input there, Amy. Let's see, we're asking again which site, let's see, that is UDD, NY dot com, is that right, m y Demi.
[00:28:54] M Mary m m as in Mary Wired.com.
[00:28:59] Ok, so that has been posted into the channel there.
[00:29:06] Thank you so much for joining us today, Erin, it's been awesome and I actually I'm going to go get some NLP training myself or that you're going to love it, man.
[00:29:18] I think you love it. It's it's a game changer for us.
[00:29:22] Yeah, absolutely. It's I've seen my wife has become just in in a span of a week, and she's already a big thinker. But in the span of a week, she's gone from thinking, I'm going to make two hundred grand a month, so I'm going to make three hundred grand a month. And so, you know, I mean, it's it's fun to see just that that kind of shift in that short a time frame.
[00:29:48] Think about that for a second. Everybody that's listening. I'm going to go for making two hundred a month to three hundred a month. That's that's you know, most people come in that with that like that's their goal for the year. Right. And they don't realize that they can they can constantly be changing and adapting and getting bigger. Hey, thank you so much for inviting me. Truly appreciate it. Thanks to the whole team. Frank, Brian, Zach, everybody know I love you guys and I'm super excited to watch the rest of the day.
[00:30:15] All right, Erin, thank you so much for joining. Have an amazing day.
[00:30:18] Ok, thanks, guys. Goodbye.
