Fireside Chat - Where Are the Opportunities At in 2022 & Beyond with Scott Carson

Scott Carson from WeCloseNotes.com discusses during his Fireside Chat about where the opportunities are at for note investors in 2022 and beyond. He also discusses where most investors are failing at and what you have to start doing to find success.
Scott also discusses the 1:1 coaching program that he offers along with monthly WCN Crew Membership. To book a call with Scott you can do so at http://TalkWithScottCarson.com.To sign up for the WCN Membership, you can do so at http://NoteUmbrella.com
Watch the original video HERE!

Episode Transcript

Speaker 1 (00:02):
All right, everybody, Hey, we are going to wrap up
Day three here of note Camp with our annual fireside
chat that we host here at note Camp, and I
labeled today's fireside chat, where are the opportunities? Where are
the opportunities? Now? If you've been here all three days
so far and you've heard folks from Jack's Jack Sagunis

(00:25):
and Paul Riley and Catherine Bell and Larry Hoffman and
Ric Kovey and Arnie Amberson and Chris Prefontaine and everybody
else in between, there's a lot of opportunities out there.
You just have to figure out what you want to
focus on. And like I said, we have note Camp
for you to focus on and bringing speakers together to

(00:45):
bring in content, for you to find deals, give you
actions to take, give you marketing ideas so that you
can generate profits out there. And that's what note camp
has been based on since we did the first one
six years ago. And one of the most important things
I can tell you guys out there is there are opportunities.
You just have to decide which way you want to go.

(01:05):
You've got to figure make up your mind that you're
going to take action and start finding success. And start,
and how do you find success? It's taking more action,
more action, more offers, talking to more people. If you
keep worrying about how to make the sausage, you're never
gonna end up eating the sausage. Okay, now you have
to realize too this I you know, this quote is
one of my biggest things that I'm not going to

(01:26):
keep you here for an hour, It'll be like four hours.
I'm gonna keep here just joking. Don't wait for the
perfect moment, take the moment and make it perfect. Zoe's
say where it said that, And it's one of my
favorite quotes out there. If you keep waiting for the
perfect deal, it's neft. But you can take each deal
and make it perfect for you by being creative, by

(01:46):
understanding tools and working things out. And I always made
the running joke that engineers have a hard time understanding
no business because there's so many different options. There's so
many different ways to go that ideal will do. With
their different extra strategies and different solutions to things, it's
a little harder. It's harder to forecast. I'm gonna buy
twenty houses and I'm gonna put ten grand in repairs.
I'm gonna do exactly that. That's not what we do.

(02:08):
Is the no business. There's performing, non performing, scratching, dent verrity,
different things of working things out. But here's the thing,
it's a perfect time. There's no greater time to be
in a note or real estate messure than right now.
And I would have said the same thing a year ago.
I've sent it two years ago, send it five years ago.
Why because in an up or down market, there are opportunities.

(02:28):
And we're coming out of obviously COVID and the shutdowns
and coming into the fourth quarter here in twenty twenty two,
so many different opportunities. The only reason that you guys
aren't having success, it's because you're not taking action. You're
more worried about the issues, more of the problems out
there and finding reasons not to find success. And you
don't need to know aight is know A, B and

(02:50):
C to go out there. And so let's talk about opportunities. Okay,
the opportunities. Where are the opportunities at? Really four opportunities?
And I've had the slides done for a couple of
so I'm cracking up that people said the same thing,
because it is the truth the first place to find
note deals is note sellers. And now I wouldn't necessarily
say going to the different platforms out there. Yes there

(03:10):
are note sellers there, but they don't have But taking
it one step further, those that are listing assets, they're
going and finding out who this people are because they
one deal leads to multiple assets, or one deal you
can see that's been bought and sold two or three
times leads us two to three four other deals, or
the potential deal sources for you. Okay, there and there

(03:31):
are millions of notes being sold, and there are notes
sold every day every month. You can literally go to
every almost every county record quarter's office and do an
assignment searched to see who's bought and sold to note,
whether it's a residential, commercial note, and those are potentials.
Now a lot of it's going to be new originations.
But if you go back twelve, twenty four, thirty six
months and start doing LLC searches for the sums, you're

(03:53):
gonna find a lot of people buying in multiple states
and opportunities. Because if most investors don't just have one
brand new investor, yes you'll have one. I know plenty
of new students who bought one up and then got
scared and ran for the hills. But most of the
successful investors I know are buying one, two, three, ten, fifteen, twenty.
They're looking to acquire as much as they can to

(04:14):
finance their dreams, to help them get out of the
situation there, to leave their job or career to do
something that they want full time. Okay, now you don't
know where to search on the assignment or on the
kind of records, then guess what. Go to a foreclosure list,
buy a list in Harris County or Dallas County from
the Texas foreclosure List, or check with people in your
state or your county or the states you're invested in.

(04:35):
I mean, Florida has a lot of the foreclosures online,
and you can literally go to the county and look
for a foreclosure list and see for the next couple
of months who's foreclosing, who already got a foreclosure in
the docket. All Right, that's a great place to find, folks,
because if lenders are doing in one county, they're probably
doing in multiple counties, if not multiple states. As I
mentioned with Jack from Forelosure Listing Service, those banks that

(04:57):
are foreclosing have distressed debt and they're all going to
have it more more in one places. Now, yes, you
will run across the one off investor there, but that's
great that went off of Vester could be a potential
private investors. Okay, now, Subject two deals. We talked about
this with Chris a few minutes ago Chris py Fontane
on the previous session Subject two deals. You're getting lists
from banks. There's you've see. If you are on any list,

(05:19):
you're getting listened. Those deals are also potential potential subject
two deals, and many subject two deals you're getting in
with zero dollars, if not minimal dollars out of your
own pockets. You just got a market and there's plenty
of buyers out there that want to get in those
types of deals that they can be rent to own,
or they can rent it for a while so that
you can buy it in a couple of years so

(05:39):
the credit gets back up. That have ten percent down
or more. Now I wouldn't accept leaving less than ten percent.
That's up to you. I wouldn't be in such a
hurry to do did. But there's so many potential awesome
subject two deals with interest rates being so low over
the last couple of years. There's so many people out there.
You see a vacant house, you see somebody, you see

(06:00):
divorce situation probas but he's passed away. Those are also
great potential deals to look at. The one thing we're
doing is we're getting older and more people are dying
every day. You know, if heck, if you live in Florida,
that's God's waiting room. And I'm joking about that, but
that leaves oftentimes at least opportunities for folks we've got.
You know, one of our students posted something LinkedIn and

(06:20):
somebody reached out to him says, I've got a client
whose husband passed away. He's owner finance seven properties a
couple of years ago. I just want to sell them.
I just want to dump them. I just want to
get the cash. All right. You have to realize, ladies
and gentlemen, you have to start reaching out and start
taking the action. If you just sit around your house
on a Saturday and it's like hmmm, esp if I

(06:44):
sit here and do yoga or I meditate, the deals
will come. They'll just think of me. It's like I
just think about it. Look come it. There's no field
of dreams in the note bites, you have to take
the action. Everybody okay and feel the dreams was a
movie about the note business. Ray in hisf We're losing
that farm and his brother investors bought the note. It

(07:04):
is a note story, whether you think that or not. Yes,
it's the baseball story. Yes, it's this thing about believing,
but you gotta believe in yourself. Number four. Number fourth
opportunity is where ninety five percent of investors fail. It's
in the follow up. Most of us get excited about
to make an offer or make a low ball offer.
It gets denied and then we just move on. Or

(07:25):
there's a list of one hundred that comes in and
we make one offer, but then we don't follow up
on the other assets, or make thirty offers and they're
denied because we come in a little bit lower. We
don't follow up. You have to learn to follow up. Yes,
you can sit here and think about things about maybe
putting it on your outlook counter. You can put it
into your CRM like keep and set you an appointment date.
You can set a date schedule for some things, but

(07:47):
most people don't follow up. It is one of the
biggest key in over half our deals that we have
closed the last fifteen years weren't on the first round.
It was on the follow up. Hey, did you ever
end up closing that deal? I'm still interested. And as
we move into the last quarter, last part of twenty
twenty two, you should be looking at every tape you've
gotten this year, if you've gotten lists or things like that,

(08:09):
and reaching back out, hey did you sell this? Did
you move it? If not, let's talk about Bryce Robertson
talked about that many of his deals that he's seen
in mobile home parks are coming later on because other
buyers that outbid him fell out a deal, they fell
out of financing, they fell out of during due diligence,
and his price made more sense. So the whole key
to whatever you focus on, I don't care if it's

(08:29):
note or SVY two deals or owner finance deals or
fixing flips, whatever it is, you will make more in
the follow up. And you saw I think I actually
know our friends at FANAC, Will and Rachel talked about
how about half of their deals come from the follow
up to people that submitted bids. Over fifty percent of
their deals that they closed on were not the first
time that they bid on that note. It came from

(08:51):
the fall up, the follow up, and the FOLP. So
you've got to put flop follow up systems in your
business that take advantage of the opportunities. It's hard enough
to get opportunity, all right, but once you get it,
don't let it go. Eighty percent of sales are made
after the fifth contact, and you've got to realize it.
The fifth contact with an asset manager, fifth contact or

(09:12):
conversation with a private investor. Just because somebody says no
now doesn't mean no. It means they're not ready or
maybe you weren't prepared for that conversation actually, and you
have the opportunity to follow up with them. That's one
of the most most important things that most people don't do.
They just don't follow up. We see it again and
again and again, and it's really the thing. If you

(09:32):
just followed up, you would close twice the amount of
business that you would do. Now, okay, now let's talk
about it. Where do a market Now, I'm like, talked
about this a little bit, but the number one source
to market to is your email list. And I'm just
I'm just blown away. Look at the survey results, people say,
and I asked you, how often do you market to
your list? And if there's only three out of there,

(09:53):
everybody said, I do weekly. Weekly should be the bare
minimum you do it. Most people are never ever. Maybe
once a month. That's not enough of a credit if
you if you want to accomplish things, having a once
a month opportunity where somebody might see you, or only

(10:13):
maybe twenty percent of your list is going to see
a once a month, that's such a small, small small target.
Email still has the biggest ROI at a forty percent multiplier.
So yeah, if you spend forty nine dollars a month
on keep, guess what if you use it on a
regular basis, that's gonna make you forty times that. It'll

(10:34):
make you a whole lot more if you put it
to work. I don't care how big your list is
or how small your list. You have to have something
and start with it. And yeah, if you've got a
small list and you're sitting to a cold email list,
eight percent of a cold email list is great, ten
percent even better. The more you market to that list,
the more warm that list is going to be. And yeah,
people are gonna unsubscribe, They're gonna be like, that's okay,

(10:55):
you want that. It's those folks that do take the
time to open that are gonna you must have valuable.
And then the second thing is LinkedIn. I wouldn't talk
about Facebook. And I love what Mike Fritz said about
connecting with wealth building groups. This is part of what
we talk about going to b andigroupsbani dot com and
network with other people because you'd probably be the only
note investor in that group. Same thing on wealth. When

(11:18):
I mentioned that I'm buying performing and non performing notes,
people get really excited because what Because people are looking
to sink money into cash flowing assets or real estate,
and notes are one of the safest, it's most securest
rates of return for you that you can invest in
that keep up with an exceed inflation versus just sitting
there and dwibbling away as things get more expensive. But

(11:38):
LinkedIn it's the number one thing. And here's the thing.
Less than three percent of all LinkedIn users post on
a daily basis now even less than only one percent
post on the weekend. Now, I love it for you
guys that have posted in the Note Nation group or
on Facebook. But you really want to show what's happening
and what you're focused on. Posted to LinkedIn, share what

(12:01):
you're focused on, because you know what LinkedIn will deliver
what you focus on. Now, if you're never posting there,
guess what, You're never gonna get anything from LinkedIn. You
post regularly there, you post on a regular basis. Is
why I had Paul and Larry and Catherine talking about
because they post on a regular basis. Henceforth they get
deal flow from LinkedIn because so few people post there.

(12:27):
This is why we talk about posting articles or just
getting the words and talking about articles. You'll find something
interesting just to talk about, just to start the conversation.
So people start seeing a different side of you. Not
the software producer, not the guy that works for this state,
not for the real term, but they start seeing you
as the investor of rechecking. Now three people are gonna

(12:48):
be scared of video. They're gonna you're scared of your
own face and your own image. Well, you like, you
don't have to be your face on video. Heck, you
could turn your video off and just do it about
a deal, a case study talking behind the scenes. You
don't have to be a video expert to make things happen.
But if you're doing Facebook lives for your Friday, Saturday,

(13:08):
Sunday activities or other things, you sure as hell need
to be doing something about a deal flow because if
you're not finding a deals n raising capital, it's not
because that there's not deals out there. It's because you're
not putting out what you want to get in. And
the world of quantum physics talks about this. Whatever you
put out your you attract whatever you put out. If
you talk, you attract negative, you get negativity back to track. Positive,

(13:31):
you put deals out, guess what you'll get funding into.
Just as people are looking for deal flow, especially self
tructed IRA investors. We had a great discussion this morning
with Larry sharing how he would send out to one
hundred IRA investors and basically out of that hundred list
in his follow up and follow and involved, he's basically
and maybe a little bit more on that now, but
he's basically had three and a half million in private capital.

(13:52):
Plays to him, is he deployed all that? No? But
what will three and a half million buy you? It
buys you a lot of deals. It also buys you
the flexibility to go with Hey, I got plenty of
gold here. I can be creative. I can go the
lowest interest right. Sorry, investors, you know I've got a deal,

(14:12):
but I really need to It's gonna go to those
that want to make six or seven percent. You know,
is not gonna be everybody now, but sure's other people
are like, I need to make something versus nothing. And
that's one of the great things about video. You don't
have to be on camera, you don't have to do
it fouls in different videos. You just got to start
doing something on a regular basis. Talking about your case stages.
My buddy Man Trees Money money Boy money Maw Trees,

(14:35):
who focuses on mobile home parks. He shared something I
think yesterday an Oklahoma city deal. He shares case studies
about the deals he's working. This is how he raises capital.
Fine deals. You get what you put out. If you
put out nothing, guess what you get nothing back. And
the easiest, easiest group to target, who are investors who
don't care about how the sausage you've made. Most of

(14:56):
the time, they're not gonna sit here and have to
have you reteach them. Every little step is self directed.
Iray investors there's never been an easier market. Yes, there're
could be more savvy than your person on the side
of the street holding the side out and who don't
know what to do, or the people that you technically
work with who never invested in anything. Self directed iron
investors understand the process that you're educated. It's an easier conversation.

(15:17):
You know what. They've pulled the trigger and they've done
deals and guess what they're looking for deals to fund. Now.
I didn't notice that a lot of you guys on
here have a self direct tonight. If you don't have
such a right area, that should be the first step
for you to do, because now you go get one,
you can start attending different events, start fun, and you

(15:38):
don't need a lot of money. Heck, start an IRA
with five hundred dollars. That would give you five potential
one hundred dollars options to do some stuff. You know,
somebody asked about how did Larry get that one in
Pittsburgh for one hundred bucks because it was a non
performing deal and they investor want to get rid of it.
You can do a lot with a property's worth eighteen
and twice's grand, even if it's there's a lot of

(15:58):
fix and flippers. There's a lot of people that like that.
You need to start reaching out to folks. You need
to start doing things like that for yourself, but self
trire today investors, guys, I'll share some numbers with you
in a minute here about most of the average individuals
out there and where there's so much private capital and
so many people looking for these do once again, where
do your market You got to follow up. You got
to put your marketing on a regular basis. That's not

(16:19):
a mistake. If you're posting, you're talking to people on
a regular basis and all the odds you need to
do the same thing. You need to set systems in place,
whether it's through Buffer or the CRM to post things
or hoot sweet. You know many of you have any
of you guys seen the posts that go out on
Instagram or LinkedIn or Facebook or on Twitter the last

(16:40):
three days. Raise your hands if you've seen some of
my marketing that's going out because we have posted before
every speaker, we've had a image go out on LinkedIn,
on Twitter, on my Facebook personal page, on my Facebook
business page, and LinkedIn on automatic Pilot. Those things have

(17:04):
been pre scheduled for a couple of days. Since Wednesday,
they've all been pre scheduled. Not me sitting here and
sitting out. No, No, they've automatically gone out. We have
bombarded social media sharing with what we're doing, and that's
why in the last seventy two hours, I've had a
tremendous amount of people reach out to me want to
find out more. That's why we've had added probably another

(17:25):
thirty forty people here to the event from just sharing
what we're doing. People want to see what you're doing.
This is why you have to start sharing things outside
of your safe market. Yeah, no, nation, Facebook groups a
safe place, but you need to start sharing what you're
doing to your audience, to your network, to your potential tribes,
because yes, it's going to be in a safe place,
but if you're dealing the same place where everybody's looking

(17:46):
for the same thing, you've got to get the message
out and follow up on a regular basis. We're not
talking spending ten twenty thirty forty hours a week on marketing. No,
we're talking you spend thirty minutes to an hour maybe
each day, thirty minutes in the morning, thirty minutes in
the evening or maybe an hour on the weekend. You
know what, you can preschedule your marketing the first time
you do it. Guess what, it's going to be the

(18:08):
most difficult because you're figuring it out. That's okay, because
you know what, once you figure it out, it will
work in your favor. If you can't do it, yeah,
I get a VA. We've got press of Stratgy talking
tomorrow talking about using VAS for your real estate business.
Maybe you need to hire a nurse. Maybe your spouse
is working from home or not working. Yay, put them
to work to get them doing something. You have to realize, guys,

(18:32):
most of us most of the business and the business
isn't coming from looking at deals. It's coming from marketing.
You have to market to find deals and raise capital.
None of you are marketing, like most of you are
telling me. That's the reason you're not finding any deals.
It's the reason you're not raising any capital because you're
not marketing at all, not at all. And you know
what you get. You get what you put into it,
and you get what you focus on. All right, if

(18:53):
you're not focusing on anything, guess what you get zero
back And you have to stop doing that. You have
to start taking that and get off your ass and
start doing things in a regular basis. We're not talking
to be the best shoot. If you look back us
on the first videos I did, I was using a
little flip camera. If you can see this, these little
Dell flip cameras I bought for ninety nine bucks. This

(19:13):
is before we had phones with video cameras. And there's
a little small screen here in the back end side.
I'm sitting here with somebody holding it. I'm talking about
the difference between private money and hard money. Room. I'm
sitting out here walking along a property and it's all shaken.
These are not great come you know, get kids these days,
they do it. They're doing whole videos. Ald TikTok thing
didn't exist, But I didn't care. I had to get

(19:36):
the word out when I do, and I needed to
share to my audience. And that's the only way you're
gonna get your tribe, your audience to understand what you're
doing and start seeing you in a different light is
you have to start taking these actions. And you know what,
these things don't take forever. They don't take a lot
of money. It just takes doing it. And focusing on it.
And as many people said, this is not going to
get rich quick. It's not a sprint. This is a marathon.

(19:57):
A little bit each day, each week go a long way.
People learn about you. Larry mentioned, how is list of
investors love that he shares what he did this weekend,
or what he did fun this week of his kids,
or Jonie's girlfriend, or deals or whatever. It's okay to
share a little about what yourself. I think one of
the most valuable videos I saw recently was my boy

(20:17):
Scott Meredith with his Asset manager video. He didn't say
a word, he just filmed and he pointed up and
down what he wanted to say. I think that is genius.
I think it's gonna end up getting you a lot
of deals. I think you need a one for private
investors as well, Scott. I think it's gonna be a phenomenon.
But that's what I'm trying to get at, ladies and gentlemen,
be yourself, start taking an action. Oh I'm scared of
the technology. What am I gonna say? It'd be perfect?

(20:39):
So you're not Perfection equals broke. And the reason you
all are broke is you're trying to be perfect. Those
are taking action. You don't have to be perfect. You
heard Larry talk about that. You're Catherine, you Paul. You're
not gonna be perfect. You're gonna screw up, and that's
okay to script. You learn most by your mistakes. If
you keep trying to be perfect, keep stick to your job.
Good forgive about your entrepreneurship, and keep doing the same
old bullshit you doing. Because what you're doing is not working.

(21:01):
It's time to start doing something different in today's market. Okay, Now,
where's the money at? Where? Show me the money? Well?
I wanted to share this stat with you. Thirty nine
percent of Americans have networks from one hundred k to
one hundred million. I'm sure now one million, one hundred
k to one million. Now, why did I share that

(21:21):
with you? Because that is thirty nine percent of America
is being overlooked by the finance industry. There's three hundred
and twenty nine million Americans. Forty percent of that is
roughly about one hundred million people. Yeah, it's actually one
point one hundred and thirty million people. They're being overlooked.

(21:42):
Nobody wants to deal with somebody less than a million dollars.
All the big banks and financial advisors. They want to
go with somebody who's got multi millions, okay, not one million, whatever,
Ye pauper. But this is the biggest niche in America.
It's not being cared to by the finances. It's also

(22:03):
the biggest is forty percent people thirty nine percent of
Americans have money to invest. They don't know where to
put it. They're working too much as their job. They've
got money in a retirement or in an Iran account.
They don't know where to put it. So what do
they do. They listen to a lot of voices. We'll
put it in a CD, We'll put it in our
savings account, we'll put it in the four to one
k at work. But crap, that's only pulling like four

(22:23):
to six percent or less. That's the huge opportunity for
This is why you have to get the word out.
This is why you have to start talking to everybody.
If you can start chasing people have multimillions of dollars,
you're not going to get those conversations. You can do
more with fifty grand and one or two notes. Then
you're trying to chase a whale out there. Who's got

(22:43):
five million. Okay, there's so much opportunity to think about that.
Thirty nine percent of Americans have a net worth of
one hundred ko one million. That's not including their house.
Think about that opportunity. This is why you got to
have every conversation, talk about it, sharing it. Now. Here's
the thing. Sixty seven percent of IRA owners and we

(23:04):
have found this, sixty seven percent of those people that
have an IRA have over one hundred and fifty K in
their IRA. Sixty seven percent. That's a lot of people
looking for opportunity. That's just sitting there. And when you
talk to the folks at Quest or Equity Trust or
mid Atlantic on a regular basis, thirty to forty percent

(23:24):
of assets in their management and a self threatened IRA
company are sitting there making zero. They're waiting for you
to reach out to them. They're waiting to come across
your email. They're waiting for your social media posts to
find out more information. People are dying for opportunities, they're
dying to put their money to work. They're watching their
money dwindle every day. That's they're making zero. This doesn't

(23:47):
have to be difficult. You ain't got to sell anybody
on anything. Hey, how what have you done? Nothing great?
I've got some to pay six percent? Oh my god,
thank you' The best thing is that slice breads. As
an next banker, I used to see people move millions,
millions and millions of dollars from one bank to another
bank to go from a four percent to a four
and a quarter percent CD rate. WHOA, that's exciting. I

(24:09):
look at CD rates these days it's even less exciting. Okay,
you have the opportunity, ladies and gentlemen, you just gotta
share what you got going. You gotta be being scared
of your own shadow. If you want to get somewhere,
you have to start realizing you've got to have that
mind shift. A mind shift isn't somebody who's working forty
fifty hours a week and scared to talk, because that's
what our jobs teach us to, right all. You can't say,
don't do it, it's not your job. Only do your job. Yeah,

(24:34):
that's not getting us anywhere. We've seen except heartache, heart attacks,
obcit and you hear and see that entrepreneurship people are
dying to do their own thing. It doesn't mean it's
gonna happen. Overnight. But you know what, you got to
invest a little bit. You got to put a little
bit of money in the bank each day. And by money,
I mean marketing and talking to people and making offers

(24:57):
and follow up. You gotta do a little bit because
that's only way you're gonna get ahead out there. And
there's so much money. Think about that, ladies and gentlemen.
You're surrounded by capitol. You just got to get the
word out. And that's the thing you gotta build your brand.
Your brand doesn't need to be anything crazy or a fancy,
but you just gotta be a normal guy. You just
got to be you. Be yourself. Maybe I'm saying that wrong,

(25:20):
be the better self. Look at your brand, and I'm
gonna ask you, how's your brand stacking up to your competition?
A competition. I'm not talking about me. I'm just talking
about everybody else out there. How's your brand stacking up?
Some of you have zero brand, some of you who
never posted, so we aren't posting forever. Think about some
of the brands you see why you're watching TV or

(25:41):
stuff like that. Who comes on? Well, yeah, you have
a lot of fast food, you have other things that
come on. Think about your brand? Do you have any
any message? You have anything and you're missing. You're gonna
start off small. You're gonna have a logo, You're gonna
send an email, blast out, you'renna start going a live
with it. You have to start building your brand because
if you're not, guess what, somebody else is gonna stay
your money. Somebody else is gonna steal your deal, somebody

(26:02):
else is gonna steal your investors. When you should have
had the conversation and the question after yourself is if
you looked at what you put out, would you invest
with you? No, I've never done a deal. I'm scared
to death. I get it. But look at how your move.
If you guys take a little bit action, you're gonna
get better every day. Look back where you're at ninety
is wow, I've come so far. So you guys aren't

(26:24):
even giving yourself twenty four hours or forty eight hours
or even a week. You're giving up before you didn't
have success, or you did something once so so that
didn't work. I had three conversations and in front of
me that doesn't work. Forget it. I don't all wait
ninety days before you do anything. I'll never do that again.
That's the problem. You've got a narrow mindset and you've
got stinking thinking. And if you want to grow into
making one hundred grand, guess what, your mind's got to

(26:45):
go there first. If you want to grow into making
seven figures, you know what, it's a different mindset, different
actions of a millionaire earner versus a hunter k earner,
the whole, different earners of a one hundred karner versus
a fifty thousand dollars employee. You gotta start taking the time,
and you got to realize you are your brands these
days more so than ever. And your brand is what.
It's your social media, it's your email blasts, sharing what

(27:07):
you share out there, what you want to get the
word up. If you don't want to share on social media,
want to share that, that's right. You are choosing not
to be successful. Now, there's things you don't need to do.
I get you don't need to be on everything, but
look at where your audience is, look at what your
ideal person is investigating. They're spending their time where LinkedIn
and Twitter, they're spending their time on YouTube. Okay, you

(27:28):
have to start putting time and I'm not talking go
film forever. We're talking one a day, one a day,
one a day. I mean, today is my five year
anniversary of the Note Closer show of actually the podcast. Okay,
if you figure five hundred and fifty episodes over five years,
is how many? That's one hundred and ten episodes a week.

(27:52):
I'm sorry, not a week. One hundred and ten episods
a year. That's roughly two episodes a week, two videos
a week. Now, I did one hundred fifty episodes in
one hundred and fifty days prior to that to help
build my brand, build my not say you gotta do that.
You just got to start somewhere somewhere. Talk about what
your focus is and what your challenges are and what

(28:12):
you're working on. Talk about what you're working on it,
talk about the deal flow, talk about the assets. That's
the only way you start getting the word out. And
forget those people that have negative things to say, Oh
you can't do that, what are you doing? Ah f them,
because not everybody is your cup of tea. You're not
gonna make everybody happy, and that's one of the hardest
things I think for most people. I want everybody to
like me. Now, you don't not everybody's gonna like you.

(28:35):
They're not gonna like you because your age, your race,
your sex, your color, your skin, if you're heavy, fat, tall,
they're just people aren't gonna like you because they're just
not gonna like That's okay. Quit being scared of what
some people might say and start focus on, Hey, that
you're missing out in those conversations with people. I gotta
get the word up. There's so many one hundred and

(28:56):
forty million people out there waiting for somebody to reach
out to them on opportunity, and I'm that opportunity. Okay.
And I mentioned the thing about the sausage. You're going
to sausage. There's so many people here, and I threw
the slide here to think about. Really, I want you
to take the time to think about this. Are you
the watch? Are you wearing a watch where it tells
you the time and it gives you the date that's
about what you need. Or are you one of these

(29:17):
people that's got to take the watch apart and break it,
figure out how everything works and be the watchmaker. No,
you just need to be wearing a watch. You just
need to be going to putting the watch on. You
ain't gotta worry about breaking apart and put it back together.
It doesn't work that way. If you're doing that, then
you're doing wrong activities. You're spending way too much time
trying to fix the watch or be the watch mature.
We don't need to be the watch matre. We need

(29:38):
to be the watch wearer. We need to be the
note investor, not the note creator, not the due diligence
expert of everything. Yes, there's things you need to know.
I know that if my clock doesn't work, I gotta
wind it, or I gotta put my battery in it,
or if my band gets stretched out and you put
another one, okay, or then I don't need to go
under free feet of water. Otherwise my fake rolex is
gonna fog up and not work. You get my saying,
Ladies and gentlemen, some of us are I'm so worried

(30:01):
about everything little thing. Who gives a shit? Nobody cares.
They just want to know. Most investors want to know
you have a deal. And guess what those five things
we talk about all the time. Hey, you're gonna put
insurance on the property. You're having Vendors like attorneys and
servicing companies and helping you out with that. So if
you're buying way below value, you've got realtors to help

(30:22):
you value. You're doing the things the insurance of putting
a deal together that makes sense. That's the most important thing.
People are gonna buy to share your deal. People are
gonna buy if you share the opportunity. People are gonna
fund your deals. If you've got a deal, good deals
find money. You just got to share the deal first
and foremost. That's what it comes down to you. If

(30:42):
you're all worried about it, every little every little thing
in the contract, every little thing. Guess what, that's why
you're not finding success. You're an over analyst paralysis, you're
thinking thinking, you're an asshole that ask all these questions
the same way, thinking for a different answer because you're
too scared to get off your ass and take action.
And it's time to quit being that way. It's time
to stop doing that. And if you aren't finding deals,

(31:04):
it's because a one simple thing, you are not marketing enough.
You're not raising money. Guess what, it's one simple thing.
You are not marketing enough. And you guys prove that
in the survey. If you're not finding success. Those that
are guaranteed, the ones that say they have the most ideals,
guess what they're marketing. They're sending out their list at
least once a week. That's the biggest thing. Is that

(31:27):
big A. That big A means action. You guys that
have been to this before. You guys are some of
the smartest people in the world. But sometimes you're just
too damn smart for yourself and that you outthink it all.
That won't work for me when simply doing things and
taking action and being coachable is one of the things
that you have to think about more than anything on

(31:47):
If you aren't successful, it's because you suck. You done right, suck.
No action equals no success. But that's okay. You can
solve that today. When was the best time to plan it?
Twenty years ago? Was the next best time? Today? You
can start taking the action. You gotta quit letting fear

(32:09):
paralyze you and stop you from taking action. You have
to start get outside of your comfort zone because you
know what, if Larry and Ryan and Scott and Jessica
and Mike and Chris and all these people are taking
action of success, guess what you can do? It too.
You can do it. You can do it all day long,

(32:30):
Rob Schneider. But if you keep putting no action in it,
guess what, You're never gonna have success. You're gonna have
and I spell success wrong there, But who gives a shit.
It's like I said, nobody cared. Nobody probably saw that,
so I just saw, which is okay, because you know what.
You're gonna screw up little things are Oh, I need
to fix that. I need to solve that. That's okay.
But you keep worrying about being perfect. You're never gonna

(32:51):
get anything out. And it's the reason you suck is
because you're not taking answer. Those that take action. Guess what, Whoo,
You're gonna find success. You just gotta keep taking action.
You gotta keep moving forward. And yes, you know what,
life is gonna bitch slap with Sometimes we're gonna get
head up side the head with a two by four
from our boss and her job and our family and jeez,
life sometimes. But you know what, if you have a

(33:12):
true dream. I have a dream that so many people
will forget about their work and keep taking action to
find their dreams, whatever that dream might be, to find
financial independence and find success is their own definition of success.
You didn't hear my Martin Luther kase I don't have

(33:33):
a dream, forget it. No, we all have a dream,
and sometimes it's an uphill battle. That's okay. You get
a little bit done this week, a little bit done
next week, and you know what, You're further along when
you were two weeks ago. Okay. I don't care how
old you are, how young you are. You know, we've
got people of all ages on here, from I think

(33:55):
a seventeen year old kid all the way up to
somebody in their eighties. It's okay, guess what. Everybody can
find success. This is one of the great things about
buying notes, buying debt, being a real estate bestor. It
is not age discriminative. Only you our age is gonna
Oh I'm too old, I'm too young, I'm not smart enough,
I'm not telled enough, I'm not rich enough. You know what,
what do you think you are? Or aren't? You're correct?

(34:20):
My buddy Dimitri Armstrong on here is doing a thing
with his marketing the Tycoons of the Week, of the
Tycoon of the Week, where he's identifying a tycoon every
week about what they overcame and talk about how they
made their riches. Well, you know what Dimetric will be.
He will be a tycoon one day because he's taking
these principles that he's learning from other people and applying
in his business. Now he's not perfect. My god, the

(34:42):
guy can't write an email to save his life. And
I love you d because we have to work on this.
Thank god. He's got a copywriter there with his wife
who looks at stuff and has informed me too. But
you know what, he's getting better. He's not stopping. He
still closes up, and you know what, we love him.
I like working with somebody who's gonna take action. He's
gonna make mistakes, and that's okay. I love what he's doing.

(35:03):
I love Scott Meredith who's struggling with his job sixty
hours a week in conference calls for twelve hours day,
but you know what he carves out thirty minutes on
a Wednesday night with me. I feel so much better
because I know he's working. I know he just needs
to get to the point where he gets his first
deal clothes and you'll have belief in himself. You have
to realize, ladies and gentlemen, you are all can be

(35:24):
success stories in your own mind, whatever it might be,
and you will have the most amount of success from
two things. One when you get your first deal accepted
and two when you have an investor that says, yes,
they're gonna invest with. But you know what, you have
to believe in yourself first. If you don't believe in yourself,
then nobody is gonna believe in you. You have to
believe in yourself. Now. I believe in every one of

(35:46):
you here. I'm a big fan because I know I've
seen people overcome huge obstacles, huge mindset blocks and have success.
And I've also seen people let their mind handicap them,
handcuff them, and they're right there the future. I don't
believe that our destiny is set in stone. Too many

(36:10):
people have come overcome greater obstacles to achieve success. I've
had ups, I've had downs. I know many people on
here have had ups and downs. Chris Prefontaine talked about that,
Meryl Chandler has been through that. So many folks on
here have had ups and downs and overcome because you
know what, they believed in themselves. And you have to
start believing in yourself, and you know what it comes from,

(36:31):
what taking action. They're taking that first step to make
things happen. And you think about some of the one
of the things that we are so excited about, especially
many people are excited about football season and sports. We
take a lot of our leadership and a lot of
things from the greatest names in sports. You know, you
think about who this guy is. Phil Jackson, one of
the greatest NBA coaches coached, Kobe coach, Shack coach MJ

(36:54):
helped them. I don't know what is he won sixth
to know, he's like nine titles, something like that. Amazing coach.
You think about Bill Belichick, wingiest coach in the NFL.
I guarantee Brady wouldn't have won as many championships if
he didn't have Belichick as the coach to teach the
rest of the people on the team. But he does
his way the Patriot way. You have to do it
the note investing way. You look at Bence Lombardi, one

(37:17):
of the greatest coaches of all times. He had his
way of doing things and got it done and he led.
If you look at the coaching tree of all these people,
let on the people they've helped so many things. You
look at Pat Summit, one of the greatest coaches in
the history, the greatest women's basketball coach, but one of
the greatest coaches in history. How what she demanded of
her team? And now she coached her team and she

(37:38):
had great people they recruitd great at the University of Tennessee.
Who didn't want to pay play for coach Pat Summit.
If you're playing basketball, you know who didn't want to
watch their teams they dominated? But you know what she
was strict. All these coaches were strict about what they
talked about. You look at Nick Saban. Now I'm gonna
be I hope I'm happy in two weeks when Alabama
or three weeks when Alabama comes to Texas here. But

(37:59):
you know, Nick, it's gonna be a tough game for
the long warners versus Alabama because Alabama, we know, it's
the premier, premier NCAA team right now, premier football team.
That's why he is the record holder of more national
championship than anybody else. That's why he's put Alabama back
on the mat. Because he had specific things that he did.
He had his culture and things that he believed in.
He took action He went out and recruited, and if

(38:21):
you didn't fit into it, he got rid of Yet
you did it his way, and that's why he's coached
so many professionals that have gone on to the NFL.
That's why usually a player, if they come from Alabama,
they automatically have a higher spot on the draft board
in the NFL because they know they've dealt with Nick Saban.
All right, Joe Tory and Yankees fans on here. Joe

(38:41):
Torrey an amazing manager, and the Yankees haven't been the
same since Joe Tory left. Think about all the players
that have gone through in more than pen stripes when
Joe was there. Now, he wasn't the greatest player. He
played for years and was the greatest coach, but he
honed his skills, he practiced, so when he did become
a Yankee, he was one of the greatest coaches of
all time and of the greatest managers. Look at this guy.

(39:03):
You may not know who this guy is. This guy
when it was one of the greatest golf coaches out there.
That's Earl Woods. That's Tiger Woods Dad. Now you may
not like how he was as a person, but we
can all agree He did a tremendous job teaching Tiger
golf and how to make Tiger more tenacious and having
a stronger mindset than any other golfer out there. Tiger

(39:23):
probably won half his matches on the last day because
he was mentally stronger than his competition. He walked up
the first hole and other people like, oh shit, I'm
playing Tiger. Well, you know what he had that round
one when it came down to it. Yes, he was
a tremendous golfer, but his mindset was stronger than anybody
else out there. Thinks to his dad. You think about
Dusty Baker, one of the most winningest managers in the

(39:45):
in the Major League Baseball, played with Willie Mays and
some of those great teams. The great coach, absolutely great coach,
one of the oldest coaches in Major League Baseball. Because
he knows how to do it. He's won it. You
ain't got like the Astros, you ain't got like the Reds.
You gonta like the Giants when he coach all these places.
But you know the reason why he keeps getting hired
because he's a winner. He knows how to manage people,
and he knows how to speak to people. And that's

(40:07):
one of the greatest things that these guys and gals
all have the ability to talk with people to help
people overcome their offices and get better. You can have
all the natural ability in the world, but if you
don't know what you don't know, you're gonna be sitting
there on the sidelines watching other people win. Think about
Richard Williams, the father of Serena and Venus Williams, who
Serena just basically announced she's gonna be retiring. If you

(40:29):
get a chance to go watch King Richard with will Smith.
A phenomenal story, but it was self remember, which is okay.
But he also, like Earl Woods, had a plan. He
raised his girls strong to be amazing and not just
Serena and Venus. You look at the other kids that
he had to He's got doctors and other people out
there doing amazing things because he coached them through things.
He held their hand when people wouldn't talk to the girls,

(40:51):
wouldn't let him play, or wanted to cheat. Just an
amazing story. I highly encourage you to go watch King Richard.
I watched it on the plane home the other day
and I was in teen. It was a phenomenal story.
Look at Mike Tomlin, one of the greatest coaches. You
have the longest tenured coach in the NFL, I think
right now, besides Bill Belichick, and just a great guy,
strong mental acset, working with people, help them overcome obstacles

(41:13):
to make things happen. You look at Genoa Ama, another
women's basketball cut turn. I put him by an extra
coach pat Summit because they were big rivals. But he's
you know the reason he's so good at Yukon and
attracts such good talent because he is hard. People want
to play for him. People want to win because they
want to be with somebody who's going to get that
extra bit out of them. They're gonna help them surround
They're gonna put in the right positions to win. Same

(41:36):
thing like Phil Jackson, but Michael Georgian positions when surrounded
him with Kobe Bryant, Shaquila. He put people around him
to give him the right place. And that's what coaches do.
And we all anybody's successful out there has had coaches.
I have coaches for my business. I guarantee you talk
to most of the folks on here today, they've got
coaches for their business in some former fashion and sometimes

(41:58):
you know what, You're not gonna be able to do
it yourself. Yes you can do it, you can try it,
but your path success is going to take a whole
lot longer versus having somebody help you out there. If
you're interested in being in the note business long term, guys, hey,
I'm here to help you. I want to help you.
We've got our coaching program. It's a very intense coaching program.
It's here to help you a week and I'll tell

(42:18):
you right now, the proof is in the pudding. You
look at those that are successful, especially on the non
performance side, they've come through a class and they come
through our coaching. And what's involved with their coaching it's
I say, eight weeks of one on one coaching calls.
It's longer than that. We'll work with until you get
at least your first deal done. If not longer, we'll
give you asset managers to email out there. We'll give
you a list, put you in touch with twelve hetch
one managers for you to reach out to on a

(42:39):
regular basis for deals. We give you a year in
the Mastermind. We give you a year of our WCN membership,
which is our monthly ninety seven a month program that
we have coaching calls every Monday, and extra special access
to other things. I will help you with raising private capital.
Well yeah, I mean I had an investor reach out
and be like, oh my god, a deal with Alter Great,
let's get that deal. Funny, we've got somebody rate a
rock and roll. We'll vouch for you. You have VIP

(43:01):
access to me, you're my family. We spend the first
seven eight weeks with you on the phone on Zoom
going through and getting some things in place, and then
we spend two days with me one on one here
in Austin, Texas. And that's pretty intense. I'll tell you that.
But I'm gonna pull out all the stops to help
you find success as a note investor. Maybe you need

(43:23):
help raising capital, so we'll spend more time than two days.
Maybe you need help finding deals. Maybe he help sit
in your marketing up. Whatever it is, we're here to
help because we've been through it. I'm gonna tell you
things not to do. If I tell you not to
do something because it doesn't work, and I've been there,
done that, it's your choice. Okay. We'll also do follow
up on a regular basis, Like I said, Larry Cather

(43:45):
or everybody talking about how they run their deals by
me even after the fact. That's what we're here for.
We want to make sure you don't step in shit.
We want to make sure you stay out of trouble. We
want to make sure you're doing things the right way.
And how are you gonna learn how to do things
the right way from somebody who's been there, done that,
made enough mistakes and come on the side and it's
closed thousands deals and raise a million dollars in cap
on and continue to do so. And I want to
help you guys, like we'll help you find your first deal.

(44:07):
If you're looking for your first deal, this is a
great thing for you. And I don't care what your
level of success is. If you want to take into
a different level. You want to close your first too, right,
We'll help you want to close ten deals. You want
to find deals that makes sense for you. This is
something you can do because if you're not doing having
success on your own, you need a coach. And I
didn't find success as a note investor in what I'm

(44:27):
doing until I had good coaches. My coaches are Bob Leonetti,
Jamie k Levron, Legrand, Roland Frasier, just to name a few,
George Antone, Aaron Young, Meryl Chandler, Greg Reed, just to
name a few of those folks out there. I want
you guys to find success. I believe that you are

(44:48):
capable of find six It is just up to do you.
And yes, is my coaching program. Is they got a
cost it? Yeah, it's got an investment because it's worth it.
And it's basically worth the cost where you're gonna pay
for your first deal. It's right, twenty grand bit of
an investment. Do you know how much that is worth
you in the long run. You look at what Larry's
been to be able to replace his income and quit

(45:09):
his job. He look what Catherine's doing and raising millions
of dollars and closing and be making more than six
figures this first year. We would others have done out there,
Wayne Stuth closing one hundreds of deals. Jay Tenenbaum. I
could go on and on with folks out there that
we've helped because we show you how to do. We
show you how to find the deals and raise the
capital and get deals closed, because that's what it comes

(45:29):
down to all right now, if you're looking man, Scott,
that's a bit of a bite. I don't have it.
That's great, that's fine, no problem, I get it. Reach
out to me. Shoot me an ambulance, Scott at we
closed nunes dot com. Shoot me a text message five
to one to two five eight five three eight one zero,
shoot me a text. Obvious should have gotten a text,
but you could respond back to that and we'll schedule
a call to talk. Because if you really want to

(45:50):
do this, there are some options for you. We've got
a financing option that can split it up over twenty
four to thirty six months for you. Maybe you don't
want to do that far. There's other options for you
guys out there, and we want to help you find
a way to succeed. If you really want to do
this business, really really want to do this business, we're
here to help it. Sometimes I'm going to be a

(46:11):
bigger advocate for you than you are for yourself. Sometimes
I'm gonna show your butt sometimes, like man, what do
you want to do? Let's do this. Let's be realistic here. Okay,
you need a day out, Let's take a day out.
But you know what I'm in your corner. I'm fighting
for you. I'm gonna find you deals, I'm gonna find
your funding where you're closing deals. But you've got to
be coachable. That's why the greatest athletes in the world,

(46:34):
that they have all the talent in the world, that's
still enough failing is because they're not coachable. They don't
have a strong mindset. They don't have somebody telling them, Hey,
what the hell are you doing. You're doing something wrong.
We all need coaches, and we're I guarantee coaching. Yes
to the price, but it's a lot more affordable to
something that is out there, and we have a lot
more impact. I mean, we stand by I'll work with
you as long as we can and long until we

(46:56):
close your first deal, but takes you six months, we'll
keep doing it. If we work with it for a year,
take close your first year. Great, We'll bring you deals
to take a look at. That's our biggest goal is
So we're really excited about some folks. Scott Meredith, Jessica Bircher,
Dimetric out there. You guys are closing, getting deals accepted,
and working through deals and get your marketing rock and roll,
and you are going to excel and I'd love for
you guys to be the next Larrier's, next Catherines, next

(47:17):
waying the Jay's everybody out there. There's a lot of
plenty of success stories out there and we're here to help.
So that doesn't work something for you, guys, you may
want to check out our Mastermind group. We have a
meeting next week if you're here in Texas and may
be worth it coming out and spending three days with us.
There's a little bit of cost for it, but it's
well worked. It's not the nineteen grand, but come out
spend it three days with us here in Austin. If

(47:40):
you're coming by yourself, it's five hundred bucks. If you're
bringing a partner with you, it's a thousand bucks. If
you're part of the WCN membership, guess what you get
to the half price, But come spend three days two
and a half days with thirty plus note investors who
are doing some things. We're on the right path. We
would love to have you this next Friday, Saturday, Sunday.
Reach out to me as well. If you want to
do this, talk about that, come network with others. We're

(48:01):
excited for those that are coming We've got a lot
of stuff plan for you. And then lastly, hey, you're
just really budget mindset, really in a space where you
I get it. We were all there, We've all had
to do things for a while and focus on getting
things back and forth. Maybe our WCA membership is just
where you need to get started, and this is just
ninety seven dollars a month. You can go to note

(48:21):
umbrella dot com and get signed up there. It's basically
all you can learn at notebook FA. You get ticket
to all of our online training, all of our replays.
We do Monday coaching calls as a group. Those are included.
You can always put a phone and give me a
phone call as well, and that might be just what
the doctor has in mind for you. At ninety seven
dollars a month, it's the biggest bang for the buck
of the note industry. If I can't save you or

(48:42):
make you ninety seven dollars a month, I'm doing something
wrong and love to have you guys be a part
of that note umbrella dot com. Some folks like I'm
gonna sign I want to see Scott is exactly like you.
I'll tell you I'm exactly like I am on here. Guys,
don't pull punches. I'm not gonnaw smoke up your your ask.
If he wants me handy with the kids' gloves, then
I'm not the person for you and I don't want
you around. But if you want to find success, I

(49:03):
want to help you, whether it's here or in a
coaching or a mastermind and guys and gals, it's opportunities
are out there. You just have to get off your
ass and take action to make things happen. Does it
matter what state your mentees living Scott, No, because we'll
help you fine deals in different markets. We have folks

(49:24):
that like Dimetric lives in Florida. We closed on a
deal in Anderson, Indiana. Catherin lives in Arizona, closed on
deals in Florida. Help her with a notton in Wisconsin
and Kansas and others. Scott's lives Scott lives in Dallas
and he's looking at deals in Houston. So we always
tell folks look at three to five stakes to start
off with. But you know what we find deals and

(49:45):
what your focus is, maybe it's performing or buying occupied asks,
stuff like that. We want to spend time with you
to help you customize your business model that works best
for you, Okay, So it does not matter what state
you'll live in. We work with people across so we've
even got international investors of and to spend time with
me when we're mentioning one on one from Australia to
Israel to England, and we have folks in Hawaii. Not

(50:08):
that that's domestic, but it seems like it. But we're
here to help find a way to make you successful. Uh.
The website again to sign up for the WCN membership
you're talking about or the coaching fatima. The only website
I mentioned if you're interested is going to scott at week.

(50:29):
Just dropped me up Scott at we close, notoes dot
com and we can schedule a phone call and talk
with it. That would be that, or you can always book. Oh,
the w C membership is right there note Umbrella dot com. Ian.
We're looking forward to seeing you next next next Thursday night,

(50:50):
next Friday, Saturday and Sunday here in Austin. We're gonna
have a great time. Hopefull become hungry, okay, because we're
gonna have one night we're going out for barbecue. Another
night we had a great seafoods Ass restaurant here and
you know what, We're gonna give you some breakfast tacos
all right. You gotta have good Texas BREAKFASTO. Because you're
hanging around Sunday night, We're gonna get you some good
Mexican food as well. So, guys and gals, I want

(51:11):
to thank you for a great day three. Hopefully you
found value on it. We're here to help you if
you want to take the one one coaching, reach out
to me. Let's talk. Do you want to come to
the Mastermind. Great? Guess what the cost of Maskmind. We'll
apply that to your one on one coaching too. We're
here to help you out there. We want to make
it affordable as possible. But hey, our time and experience
is we're something else up for it. And I guarantee
if you want to start finding success in sixty days

(51:33):
versus six months or six years, that's where you want
to be. But anyway, check out the membership note umbro
dot com. Get signed up today and we look forward
to seeing you guys all the top and finding success.
All right, thank you everybody. Any other questions comments concerned
before we let you go for the day, you may
have a question off of coaching and anything. Thanks Allison,
Thanks Edna. We get started tomorrow again early, right at

(51:56):
nine am, so don't miss out on the next round.
We still got a full day on Day four.