Episode 07: Pivot or Die... and Stuff

This week, Adam & Koby dive into the concept of "Pivot or Die" and how they've applied it to their team and personal lives. They're also sharing what they're cutting out for more success! Listen now and learn how to adapt and thrive! 

Transcript

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Well there's times are we'll we'll tell you like, I don't know how you're alive. Yeah. Yeah. Totally. Yeah. Yeah. It's like gets it gets a bad quickly or you might die. And I'm sitting there and I'm talking about it. And you know, Stacey, listen to me. She goes, why are you doing that? And I'm like, I don't know. I'm just I'm, I'm trying to help out. You want to be helpful. And she shows you, how about you? You are nowhere near good at that. Like why, you know, and I'm like, I know I, I, I that's a pivot for us. Like a simple pivot right. And a lot of times it's the simplest things are pivoting that can make the biggest impacts. yeah. Kobe sway here. I'm here with Adam, like always. today we're going to talk about pivoting or die. I think it's a pretty good topic. We have the market right now, and the real estate industry is all about, you know, chaos. And no one knows what's going to happen. Everyone's guessing, you know, Realtors commission, buyer's commission. How's that going to change? And, you know, we run a lot of different companies. And I feel confident that what's never going to stop is change. And people that continue to do what they did yesterday are going to die, right. So I think this is a pretty good topic. Yeah, I you know, because like when we're when we're looking at our numbers like sometimes like and I know we've talked about this before like we're sometimes skewed because for the most part we're always performing at or above better than the previous year. Right. And then we always try to keep like agent count in check to like, is that because we've added more agents or, you know, like last year we had five less agents I think, than the previous year. And we still came really close. I mean, we're pretty much right at even. And then this year we're actually really outperforming, year and I think we have less agents even than last year. yeah. So you know, but I, you know, so the big thing that I'm kind of taking away is so again, sometimes we're a little bit blind to some of it. But you look at like what the whole market's doing. and, and then also individual agents on our, on our team because there are agents that are newer that are crushing it. And some of our existing veteran agents are not doing near as good as they were to. and there are some of them that are starting to pivot because they realize if I don't pivot, I'm going to die here in this, in this market. So that's really good to see. But as I'm talking to others, like even like, you know, you you can pull that report of what your last 12 months of business has been for every agent. And it is interesting to see who's on that list, like under $5 million in production. it's a lot of people that I actually wasn't expecting to see, but, now, I don't know. Or they go into personal reasons. They have another job. Are they going in a different direction, like someone can say about me because I'm, you know, it'll be or see how I finish out personally because, you know, I go back and forth with like, investments and then doing it with, you know, either buying houses, flipping houses or helping out clients. so, you know, we all could have things like that. And then you got the Nar stuff. Yeah. Interest rates. I think most of us thought interest rates were going to be, going down by now. And that's definitely not going to be the case. I mean, I would say the, the cost to do business today, but it's been like this forever. It's just every year gets more and more the cost to sell something, the cost to sell your widget has gone up tremendously. And that is that is the hard thing to manage and figure out. Like. And then one thing that Stacy and I, and this is my fault, we don't do very often is really diving into expenses. Like, okay, what could we cut? What are we spending money on that we shouldn't? And what are we not spending money on that we should be sort of thing. so trying to always analyze that too is something. So that's one thing that her and I and you are going to start really kind of going into as well. But I just think from an agent perspective, it's, it's like, but that's been like that this for at least a year. Like Well, I think Covid really made it super easy Yeah. right? And, I think that even like you mentioned, some of our veterans, the reason why they're struggling is because they're starting to forget what they used to do 3 or 4 years ago. Yeah. And I feel like that cycle happens a lot when you get successful or you get to a certain success, you have to go through this period of like, oh, this, this is how I got here. And that could take two months or that can take a whole year to figure out that pain. I've been there many times, like you forget, like, oh, it took these actions. And normally it's like we all know it's like the most basic stuff, the boring stuff. And then, to do it because it's, there's always gonna be a new cool, sexy thing that you'll get an email or a text on Yeah, will solve all your problems. Right? Like I get them all the time and what it ends up costing you is more money, more time, more resources. And it doesn't solve the actual problem. The problem is doing the work. But you think there's a shortcut? Yeah. Or like even like I go into like certain. and I'm looking over here to see if Stacy can remind me, but, is that it was Alex or Mossy or Chris? This Chris guy, I think is the last name then or something. But anyway, like, you know, like, I love my cold plunge. Like, love it like, I don't necessarily have a morning routine, but I love to do my cold plunge, like, every day. It resets me. I got to get a workout in every day, but Alex Hermosa or this Chris guy had said, like you know, back in the day, there were no cold plunges, people that hardly even worked out. It was literally, you know, cigarets and scotch or drinking and like, that's how America was built, right? Like, it doesn't take this fantastic morning routine or you have to do these certain things to become successful. It just takes good old fashioned work. and I think everyone's always looking for a cheat code, too. and then sometimes. But that also then it adds to this busyness of like where it's like what it does just take certain activities. Like, generally it's like three activities. You stay focus on that and it compounds tremendously over time. and that's I have to remind myself that till now I will say though, sometimes that pivots, okay, there's times where I gotta work on this and there's times I gotta work on this for a certain period of time, too. It's just that pendulum swinging in and out of things, right? It's just like, same with your family. There's gonna be times where you're pulling away from your family because you're busier with work. So then you gotta pull back from your work to dive back into family. Let's say you're not putting them first. Or maybe it's religion, but there's always going to be something that gets in the way. what I found interesting was I heard a quote recently that said work life balance doesn't exist. And I feel like people that want to run towards a work life balance are going to be the most unproductive people, because they're constantly trying to figure out ways where they can enjoy their lives. Right? Of course, you want to enjoy your lives and your money that you're putting into, but if you don't have any money to do those things, you end up stressing yourself up so much. So I guess my point is, you've got to find a way to enjoy your work and enjoy your personal life. And if they co-mingle right, like, I just took a trip, for example, and 25 to 30% of the trip, Amanda and I were working and people were giving us a hard time on the trip. They're like, why are you working so hard? Or why are you doing this? It's like, well, why do you question my ability to produce income and produce money when your job has the ability to turn it off? But who do you think is earning more money? Someone that's productive, producing and working off the clock per se, or people that have the ability to shut off and not do work right? It's usually people that are going to be working all the time, are producing the most amount of yep. Yeah, yeah. No, I don't believe in work life balance. Work life balance at all. I know Stacy doesn't either, so it's probably good that I know you in a manner similar in that to where it's it's I think it's too hard when you're like. In, in a business or run a business, things like that. But let's talk about like some. Yeah. What's the actual pivot? What are some of the pivots that used you either we've made or we plan on making. So I the thing that comes to mind like talk about the NAS stuff, I definitely think us, which we are already going deep with. This is number one when you're talking about the market's changed, like instead of having ten people in your pipeline, you might need to have now 30 people in your pipeline. It probably needs to be triple to quadruple the amount of people in your pipeline than what it was a year and a half ago. So that's. increase has forced people to not be. So now now now. Now Yeah. Like and I truly do believe there are a lot of people that are just on the sidelines. They're waiting and they're going to see what happens. And then when we get close to this election, people are going to wait to see who's going to get in there, no matter what side of the fence you're on. People will wait to see how it happens every election year. So the things I think as far as pivoting is making sure you're making your team building that pipeline, that's always a must, in my opinion. If we're just talking real estate sales or us buying houses or whatever it is, you just got to put in more work to find those people. but I think also really going deep with our presentation to buyers and sellers of understanding, here's how this is going to change our industry and what to expect. So on the buyer side, it's a little bit more, in depth. It's a little harder, in my opinion, because you have to now explain to that buyer once this change happens, which got pushed back to August. Now, well, to really show your value in why you're collecting your 2.4 to 3%, I'm using that range because I know I'm sure everyone in our marketplace is going to be different to success, but a fairly close but like, why are you charging that money and then that buyer, if that seller is agent, isn't willing to pay that out. How like talking through with that buyer, how that's going to look to them, how it's going to financially affect them. And then talking about the my script, my chair squeaking and then talking about like what all comes with that value that like, you know, showing a certain number of houses negotiating. They taking you from start to finish. And it's not we're not just glorified door openers. Right. Like going through like here's we might not show you everything, but now we will definitely be make sure we put this in front of you. See. You know, hey, we are just we don't just sell you this house and we step back. There's a lot of back and stuff that goes on to it, right? You're talking title, you're talking mortgage, you're talking insurance, you're talking just this is this the aspect of moving into the house and having a look a certain way? Yeah, yeah. And and shoot like and not that you can like people will probably hate me for saying this, but like the mental stress that you can take on working with any client is is a lot. It can be daunting. It can really spit you up to you up. Speak out right. wall and. It just just to tell you this like again we were on vacation. We were out of the country and my wife got a call right from a client, and she was crying on the phone, and she spent an hour and a half talking to her that her husband was, they're getting divorced, and they have certain issues and things going on. And Amanda was troubleshooting with this person for 90 minutes about maybe renting a house, maybe selling their property where they could get a job. They've never had a job before. Right. Like, should a real estate agent explain how to get a job? No, she's her friend. Yeah. so that mental thing is huge. Yeah. It is, you know, it's hard to put a price tag on that. Right? And you don't you're not going to necessarily go tell a client that during a transaction. Well, it's the mental stress I take on. That's why I get paid this. It's not that. It's I mean, it's part of it. But like, you know, there is there's all these other things, like even Rachel Walker on her team, she's put together a very impressive, list of everything. I mean, she spelled out to the break, broke it down, the ridiculous of everything that she's done, which is actually really impressive. And that's one thing she's going to be using with her clients, for sure. but, yeah. So going through, like, making sure you're talking about that day one essentially, or it's going to be very close to day one because especially once this change happens, we have to have them sign a contract. And then it's going to be combating with all of the competitive services that will be out there. hey, I'll do this for a half a percent or a percent or whatever or whatever it is now. There's always been a downward pressure on commission. So that's nothing new. It's just this is a new downward pressure commission that is going to be openly all in front of everyone space. And it's going to be on the news for a while. So it's trying to pivot that and then seeing how those discount services pan out. I could see because even the discount service today, when you talk about listing a house, a lot of those folks re end up list. Now not in Covid take up the Covid years, but a lot of those services end up listing with the full service brokerage because they're like, okay, this didn't work or we didn't get as much as we wanted or we had, there was issues. So I yeah. So I see the same thing happening with that when you're talking on the buyer side. I think on the seller side it's easy. It's just like, hey, you talk about the advantages of why we would advise paying out to a buyer's agent, but it's not I don't think that's as hard of a conversation. I really do think the buyer side commission conversation will be the hardest. Now, back on the seller side, if you start having a bunch of agents that decide not to offer a payout. Yeah, that that will just make everything because then then it'll go back on the buyer side, making that a very difficult conversation. But again, that's why we just have to be very well prepared. And, versed in all these different scenarios that could happen to make sure you're explaining that to your buyer. So to be prepared. Yeah. it's like anything else. I mean, just with technology and AI and the way everything's moving so fast. It's. I think at the end of the day, as long as you have the ability to adapt, that's huge. And we know a lot of real estate agents that are leaving the business are not willing to adapt. I mean, even last year, there was a lot of teams or brokerages that lost a lot of money and and weren't successful because they weren't willing to make the change or do certain changes that are required. It's just like anything else. It's like a loan officer, a loan officer, let's say during Covid made $120,000, and the next year they made $55,000. And their biggest question is, well, I don't know what happened. Well, you got to work 2 or 3 times harder, like you said, to earn the same amount of money. Yeah. Yeah, Yeah. So there's four homes sold every single hour. And in Omaha and Lincoln. That's this is after the market had slowed. Yeah. Yeah, it Yeah. can't blame the client for that. Yeah. That's why I'm glad we made that switch to follow up boss to, because of us being able to track. so I just can't my knack that. Really. This just sent a whole shocker. My whole body, is up. You know, the track, like the their activity, which not everyone wants to be. Again, we talked about this before the whole micromanaging, but like, that's I mean, that is where we are seeing winds. And then you as an age individually can look at like because everyone always thinks and says you're busier than what you really are. I made that comment to you. What a no, you weren't in this. It was an utter leadership team that you were because you were coming back from your vacation. And like an agent, we'll talk about like, oh, I did this prospecting. I'm super busy. And then you, when you really look at, it's like, well, you did an hour's worth of prospecting, you really weren't that busy. Or like, I was prospecting. I made some calls to a list of agents, say, hey, you know, as a first time I've ever done that. and I went through and it took me two hours, two hours. Checking your LinkedIn or. Instagram. I did all that. I did all that. Which was not the smartest move. No, but I wanted to be somewhat prepared because there I targeted certain people that I have worked with, I've had respect for, and I've certain avatars that we look for. So it's not like you targeted based on, you know, certain parameters. Like what they look like you. There's know. Yeah. Yeah. It was. Yeah, totally. And basically I, you know, I was going for people that had been higher up and then their sales have been down the last couple of years. So I was look, I was looking for people like that, like okay, they have the ability to get their let's get them, help them get back there. And again two hours I made 13, I, I talked to 13 people. That's it. But in my head I was like, oh man, I was I was a lot of work. I was I did a lot, you know, 13 people. That's it. So I can't imagine agents two having that same thing. Dialog goes off in their heads. So then being able to track that look at it. So like that's a pivot for us. Like a simple pivot right. And a lot of times it's the simplest things are pivoting that can make the biggest impacts. yeah. Yeah. Totally. so I, I would say that's probably one of the bigger pivots if we're just talking on agents, is really going deep with how we're presenting this change. The presentation for buyers, for sellers, and then our CRM switch. The CRM switch, and then also being competitive with the services we offer for our listings, like so again, you guys put together that package. okay. For this menu of services like the top tier, for example, includes us paying for staging, mulching the house, exterior. Right. us offering. Yeah. Window cleaning, or deep cleaning or. Yeah, dumpster service, like all these things that, you know, we just want to be competitive, offer these kind of like a done for you thing to, Yeah. So we're doing that to to try to be competitive. Obviously we're doing, showcase listening showcases many of our listeners that we can because that's a nice add on with Zillow. and you know, there's that. And then I think the biggest thing that we're really trying to pivot right now is, the I buy opportunities to like that. I mean, that's a big opportunity. But we are definitely seeing a change in, how and where we're getting opportunities for sure, which I don't even have any answers for that. So that's some were diving into as well. I think at the end of the day, it's like the people that are the most successful are the ones that adapt the fastest or the quickest. and I think what we're seeing is people that that make a change. Right? Instead of second guessing or waiting for someone. I mean, you don't want to sit on the sidelines right now. Now's not the time. As a real estate agent, a loan officer or an insurance agent, they're all the same. They're literally all the exact same. There is a goal, which is to get a sale, right? And then there's got to be something that happens. Whether you're making a cold call, your door knocking, you're doing an open house, you're prospecting, you're getting in front of clients. It doesn't matter. But the things that worked last month, last year, three years ago, they're not working today. So it's like us moving to the new CRM. You know, we we use Sierra before we use Boomtown before. I mean, people are like, why do you keep changing? Well, one of the things that gives us a benefit for Follow a Boss is I can see how many times they've called, texted, emailed and let's say sent videos to somebody and then I can look at and go, you know what? Let's just say Adam, you know, and Adam, you're struggling right now on certain closings. I've given you 50 people, and out of 50 of them, you've only called, on average, six of 6.5% of the time, or 6.5 touches. Right? So let's say four emails and two text messages, right. And if I give those exact same leads to, say, Adrian on my team, she does right now about 15 and she's closing four times the amount of sales. So you're you're up issue with me is the leads are terrible. You're not closing anything. You're making money. And my solution is, well, you're not doing the work Yeah. Or before I would say, well, I don't know what's going on. And you'd be like, well, I don't know. Nothing's working. I had no data or proof to say that you weren't making enough calls. Yeah. That's that's why I'm excited for that too. Because again, we all have this whole, paralysis by analysis thing that goes on in our head. I know I'm the king of it. Like, if you ask Stacy, like, I'm an avid note taker and, you know, I, I talk about this in therapy, by the way. Like, how can I get through this? Like, you know, and I know I'm a fairly productive dude, but I can't imagine how more productive I could be if I just stop focusing so much on, like, my notes where they're at, or am I getting my notes checked off done versus just where I'm at in that moment? Start doing action and eventually I'll just come back to me like anything important will come back to me too. And same thing goes like over analyzing who you're calling, how you're doing it. And sometimes just diving into doing an action is way more like me calling the agents. I would have loved to have just, you know, two time lapses by each other and, and, and connections of just not analyzing it and just analyzing it like the different, what I would have got from it, you know, and I have a yeah, I would have felt like I'm assuming the outcome on the not or analyzing, just making calls, her call for call, having genuine conversations would have been way more impactful as far as outcome. Well, it's tough too, because also, let's just say you make a call and you do zero research. It might be an absolute bomb of a call and be terrible. But you got to be okay. You got to be okay with the bomb of the call and just move on that. Chaos. Yeah, we Yeah. I'm probably going to let you keep making those phone calls, by the way. And I think you're just going to be better at it on that topic. Yeah, Yeah. Yeah, it's funny too. I, I struggle with that because I always have these, like, grand ideas like, oh yeah, I'm gonna, like, think of me just like two weeks ago. Like, yeah, I'm going to do this. And I'm sitting there and I'm talking about it. And you know, Stacey, listen to me. She goes, why are you doing that? And I'm like, I don't know. I'm just I'm, I'm trying to help out. You want to be helpful. And she shows you, how about you? You are nowhere near good at that. Like why, you know, and I'm like, I know I, I, I need to focus on, like, the 1 or 2 things I'm good at and that's it. and so I go through that too, for sure. you want to be. You want to be there to help. Let's say me or Stacy, Yeah. And Yeah, yeah, yeah. the insurance business. Do I know anything about insurance? Could I learn it? Would it help me be more successful? Probably. But now all of a sudden, now I'm an insurance agent. We I feel like we've always ran on like number one, we always make sure. Okay. Is the client taken care of? Is that everything's good, legality wise, paperwork wise. Are they taking care of. Yeah, as long as that's good business stuff can be sloppily run is. And I've learned that from like, some of the best of the best businesses. Zillow. Oh yeah. Zillow is perfect example because they are sloppy with everything. The company we love them. I obviously have a. Yeah but like they are they're always trying things. And that's essentially what we've done. And we're just we're seeing what sticks. Right. And then okay, that seems to stick. Let's go deep with that and figure and like break that apart and make it better. Right. Or or like right now it's like the expense I got this because I was talking to another associate who does a lot of like in the investing world. He's like, yeah, I just I don't have any buys right now. He's like, for every where. I used to have ten always in the pipeline. I might have 2 or 3. So I'm like, well, what are you doing right now? He's like, honestly, I dove in and I broke. I started breaking in all my expenses on a monthly basis, and he he was able to cut 30 some thousand dollars a month in expenses and wasted expense. And so even as an agent or any business owner. So, like, think of it, think of something like that. Are you or is there something you're doing or spend your money on that you could cut to eliminate a thousand bucks there, you know, and like that, that can be impactful too. but that's part of like the whole pivoting. Okay, okay. I'm also here. What do I have time to go dive into something else that would help me in my business as well? Well, I think the other thing that you said maybe last year or the year before, I don't I'm trying to remember exactly when it was, but I remember one thing you said is like, if I focus all my energy, this is like, we're trying to cut costs and, you know, save money. But you're like, if you spend all this time trying to cut some pennies, if you're not focused on generating new revenue, that's Yeah, I'm not saying like neglect the books. Obviously, I've always neglected the books. I mean, that's generally. Yeah, well, it's because there is a what's the saying? It's like you, you, we always focus on how do you go make more money. That's that's always been our focus. We don't focus on cutting the coffee pots from the conversation. I think it's good. I think it's good to to look at that from time to time. But Stacey and I have always been focusing on how do we add more revenue. Because you're, you're increased revenue, your, your energy spent on new revenue. Well, definitely way out way and outpace your expense. Cutting like 10 to 1. Because what some business owners do or realtors is they cut costs, but it actually hurts their revenue generation. Yes. What you're. Yeah. Well, did you give it. Yeah. Well, to give you an example. Like what? When the buddy I was talking to what he did. I'm not talking. He went legit. Cut costs. What he did is he spent time and was like, listen, I can do. He brought his property management in-house. Well, that saved him like 10,000 a month. He was spinning external. Correct. And then another one, he went and redid all of his insurance on all of his properties. And he goes, that cost that that saved him like to buy getting new insurance quotes on all of his properties. I think he did higher deductible. So it lowered his monthly. And he goes, I never file claims anyway. And that saved him another like 5000 a month. It's things like that. I'm not saying he was cutting costs. He was just like, yeah, I was spending money here. Is there a different way I can look at this to, to do it, do a little differently, you know. So that's what he did there. yeah. Right. Smart cutting. like this eliminate whole, you know whole branches or most people what they do is they cut back on advertising when things get tough, when you should be spending double or Yeah. We normally go more. Yeah. It's funny because we're trying to spend more on advertising and we it's like we have everything bought up unless we jump into like billboards or radio again or something like that. Yeah. But So it's just I think it's like at the end of the day, I think it's you've got to make sure that what you're doing is, is smart, intelligent. Right. Like, I think the point of this podcast again, today's topic is pivot or die. But it We kind of went all over the place. it's funny you said I was going to bring that up last, so I'm glad you did. You were. You had like, a guilt feeling like, gosh, what am I doing? Like. Yeah, Yeah. Yeah. Yeah. You always want more. Yeah. It's just but that's I think that's. And like most driver not I'm not saying a lot of people have that I'm saying. But in your true business owners entrepreneurial spirit type people, that's a very common theme. yeah, totally. But the self-reflection thing, I think that's important to, well, you know, like I went with on a hike with some buddies yesterday morning. and, you know, one thing that we always do are we go through, like, you know, most of this, these guys in this group, they don't drink. I don't, you know, I don't drink that much anymore. Hardly at all. every time I do, it's like, why do I do that? You know? So, like, me and I don't even crave it. I used to crave it. Right? So, like, really deep dive in on, like, what are things that are holding you back in life? I think analyzing that. Like, why are you feel certain feelings and like me like I never deep dived my thoughts like ever. And, I did, you know, I'm fortunate to where I can go to therapy twice a month and talk about that stuff. And that has helped me a ton. but like figuring out things that are holding you back in life, maybe it is a relationship. Maybe it's like, for me, it was drinking. Definitely was hold me back. I went on to like, you know, openly, I openly talked about it. And I've done like I went on testosterone replacement and that messed me up too. And how many guys really quick. When we went to that conference, it was like, everybody Everyone was on arrows on it. And like, I have just I have naturally low testosterone and but it doesn't like, affect me in my energy or anything like that. So it's like, but I thought in my head of, well, I have low testosterone, I should get on it. Well, it messed me up. Like I started acting more irrational and just I wasn't thinking clearly. That's the same effect that alcohol has on me. so now, like the thing if I, if for me right now or I'm deep diving on is I need to get my sugar intake under control because and that's, that's all sugar added sugar is like that is hard for me. Right now. Very, very hard. alcohol is hard like for I don't crave it anymore. But there were it took me probably a good year to break that craving of like when I see someone have an old fashioned ice pick out of fashion that looks good. Looks so good. I want that old fashioned or a Bloody Mary. Like, those are my two drinks that I love, and I just. I look at them like, cool, you know, good for them. but that's where I'm at with sugar right now, because I know for me, that's holding me back. It's gives me, gives me brain fog. It it messes with my clarity, and then it messes with my sleep. So it all come to me. It goes to sleep. What kind of sleep you're getting. And as I approach 40, I really start processing this stuff. Like I chaotic good sleep, I gotta get good sleep. And if I don't, not getting good sleep can mess him up for days after. Not that night of I getting good sleep. So I think that's the stuff for me. It's like, going deep with that stuff. What are the things that in my life that are affecting me negatively, that I can try to eliminate or change to help me with my. Because then it helps you with all your relationships around you chill, and it just helps you perform better too. But most of it's like what's going in your body. It's crazy how much that. I mean, think about John when he talks about with just your physical fitness, right? And your health. And he spends a lot of time talking about I always thought it was crazy. I'm like, oh, maybe sense it Because you it's the one thing you can control. And then when you're doing that, it really does affect your your mindset hugely. like, I know I can go lose an extra 30 pounds of unwanted like belly fat and I, but I know the sugars that they that's hold me back from that. But I know, but I know when you are, you're eating right. You're feeling right. What you're putting in your body, getting good sleep. Like those are all things that just help you operate better versus like, you know, it's the poison that's going to your body too. Well. And Warren Buffett says this, and you guys can look this up. you can look up the car analogy from Warren, and he says, you buy a nice car, you feel really good about it. The name, the brand. It doesn't matter. BMW, Jaguar, whatever. Right. I have a Tesla. I like that, but you buy a brand new car and then somebody gets into your car and they throw something on the ground and you're like, what the hell? I just got this car, man. Like, don't eat my car, right? Or dirt or mud or he throw a bottle on the ground or whatever, and they stain your car like, what the heck, right? Like that's what, that's what. That's what, like Warren talks about, is you have one body that has to bring you to either list to 70 or 80 or 100 and everything you put inside of it, whether it's alcohol, drugs or sugar or whatever it is, these things we put inside are affecting our car or our body, and that's why it's underperforming. Yeah. Yeah, totally. vanilla or yeah. what are you or anything you're trying to cut. You've been really good at it. You drink a lot of those Topeka as well. total. But yeah. Bear bear claws or apple fritters. I have for sure. Blueberries. Blueberries are the best to you. Well, that's why they're good for you, is what I mean. Yeah, that's what I mean. Yeah, a lot of good benefits. So you're doing the no sugar too. trying. I'm not saying I was good. Trust me. I had a lot of cheesecake on this trip. But the more you realize that your brain fog or the like you perform, you're so tired at the end of the day. And it's not because you're working hard. It's because of what you're putting in your body. So the days where I don't have a lot of sugar, I have way more energy than the days. And it's not like I'm doing less, Yeah. And the other thing we talked about right before is like, consumerism. like, I'm really bad. Consumerism. Like social media. Like, I buy a lot of stuff from the a lot of stuff I don't need. I mean, I'll use it, but it's like, I really need this, like, I, I bought these wedge things for, like, squatting and, like, I probably didn't need those or, you know, I can give many examples of that kind of stuff. So consumerism is another thing that's like kind of a negative suck in life too. you think you'll be happier by having it, Yeah. Not, you know, whether it's outfit or something help you work out. Or I don't know, my, my, my multiple bands. I have different color options. Yeah. Yeah. Totally. Yeah. Yeah. It's like gets it gets a bad quickly or you might die. so it's just. Yeah, it's always interesting because it's there's so many things that the world thinks you need to have. And I don't know, it's just it doesn't bring you any benefit. Yeah. So recap again we talked about a bunch of bunch of different topics there on the pivoting or dying. But and now obviously you can go deeper with a lot of that stuff too. But it will be very and see what happens on the Nars stuff. but again, I think to to shorten it is we're trying to help people eliminate the fluff and just focus on the few things that we know, like that's what they need to to be able to do, but that that's, that's even going to like health wise too. So Yeah. So just make sure that you focused on what really impacts your life. Make sure you have the right people around you. That another thing I learned on this vacation was I had some people around me that necessarily just I do not want to be associated with. Right. and like you wish them well, but you're like, hey, they're they're not helping me get to the next stage where I want to go. Yeah, Oh, it's easy, ally, it's so easy how people are easily influenced. And I've seen that for years. And in my, in my team environment. So consumerism. Yeah, it's a it's one little seed gets planted and it goes into this, this weed essentially. So it's definitely like Stacey and I have seen that big time over the years. And it's just like, how the heck did that happen? I know I'm guilty of it too, but but yeah, crazy. it's just yes. Let's just add but but yeah, make sure you focus on, you know, staying nimble in this kind of time in this market that goes for all businesses. Every business right now. Is that a challenge from a technology standpoint, from a financial standpoint, because of costs and also because of employees want to get paid a certain amount. And I mean, everybody needs a certain amount. I mean, you look at somebody like, again, a law change where you have to pay somebody an hourly wage and they got rid of all the employees want inflation. It's it's just tough. tough. so appreciate you stopping by. Hopefully this was, something that added value and, we'll see you soon