Posted on: December 09, 2020

Ever wonder how effective radio is as a marketing channel? Today’s awesome couple did 9 wholesale deals in just 4 months! In this episode, they’ll share what their experience has been like and how they made it all happen.

Christy and Jake Booher are students of REI radio. Unlike other couples, they’re willing to go the extra mile to make their business partnership work. Case in point: they even took behavioral tests so they’ll know how to work better as partners!

If you’re running a wholesaling business with your significant other and would like to know how to make things work and if radio is an option you can look into, this is one episode you shouldn’t miss!

Key Takeaways

  • Their backstory
  • The importance of behavioral testing
  • Why you need to take more than one kind of behavioral test
  • Great behavioral testing tools you can look into
  • The roles each of them plays in the business
  • What gave them the confidence to try radio
  • Cost of marketing on radio
  • Great thing about having a partner
  • What they love about radio from a characteristic standpoint
  • How much they have earned from radio so far
  • Their advice for those who are considering radio

RESOURCES:

If you are Ready to Explode Your Wholesaling Business, Click here to Book a Free Strategy Session with me right now!

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Episode Transcription

Chris Arnold:
Welcome to the WholesalingInc podcast. I’m your host, Chris Arnold, excited you guys are with us today. I got a little special treat for you, some of the people out there that are listening are in a dynamic where they’re doing real estate investment with their spouse. And so, today the couple I have on are going to add some value around a few practical things that they’ve done to manage that dynamic. But wait, if you’re not married and you’re like, “Oh, wait a sec. I don’t know if I want to hear that,” check this out: they’ve been in business for four months, they wrapped up nine contracts already, literally in 10 weeks on radio, and they’re brand new.
So, the second piece we’re going to deliver to you guys is their story on radio, and how in the world do you get in the first four months of starting in business, as a married couple, that’s another dynamic, and throw down nine contracts just off radio? Plus, they’ve got some other ones, they’ve been doing other stuff. So, that’s what you’re going to catch today, so let’s get into this. [Christie 00:02:07] and Jake [Brewer 00:00:02:41], students of REI radio. Welcome to the show, glad to have you guys.

Christie Brewer:
Hey, thanks.

Jake Brewer:
Hey Chris, thanks for having us.

Chris Arnold:
So, for those that don’t know you, quick backdrop, where are you guys located? How long have you been married? What type of real estate and you guys doing? And of course, we know you’ve been doing it for four months.

Jake Brewer:
Yeah, so we’re located in Columbia, Tennessee, which is about 45 minutes South of Nashville. Our market is Nashville, and the whole middle Tennessee area. We’ve been married for 13 years, and we just moved to the Nashville area in June. So, our backstory is, I was in law enforcement for 15 years, she was working at the church as a worship director. I transitioned out of law enforcement, I was kind of frustrated with the cap on money I could make. I also felt like my purpose was getting further and further away from helping people on the street, because of the positions I was taking.
So we transitioned, I end up getting a job as a construction manager from a friend. I fell in love with the small business, I got to see the inner workings, see how powerful owning your own business can be, and the freedom it can bring about. And so, we literally just started praying for God to reveal a business that we could do together. We’ve always felt strong about working together, and so he did. And real estate just started coming at us, obviously through Instagram [inaudible 00:03:31], things just started popping up. But we started diving in, we read Rich Dad, Poor Dad, and from then it was like our lives had changed, our mindsets had changed. So, we started listening to podcasts, WholesalingInc, or reading a lot of books. And we’re like, “Yeah, this is it. Let’s do this thing.”
And we never really got any traction in San Diego, we kind of dabbled with some things. But other than that, once COVID hit, we were really feeling the drive or the draw to come to Nashville. And so we said, “Heck, let’s just pick up. Let’s take equity from our house, let’s live and start this business.” And at that time we’d already become students of REI Radio, and we knew that this was a great marketing channel and we felt very confident that we can make this thing happen. So, we did and we got here, and then she started negotiating with the radio reps, and crushed it.

Chris Arnold:
I love it. So, I love what you said that really the initial vision was as a couple, that you could do something together. It wasn’t, “We’re going to go do X, maybe we should do it together.” It was, “We’re going to do something together. We just need to figure out what that is,” because you guys started with this vision of running a business together, which I love.
So, for those listening, and they’re like, okay, if we’re having real talk, we probably know that most of the people working together as married couples, the ones I do, that’s a challenge. I think it’s a challenge for everyone, but some do better than others at navigating it and making it work. And so, I want to jump right into some meat here on three things we talked about that you guys have began to execute and move on, in this initial phase that you guys are working in. So, the first one was this: you guys said you took the time to do some behavioral testing, things like Enneagram, DISC. Why is that valuable, and why should couples consider doing that?

Christie Brewer:
Yeah. Well, even though we’ve been married for 13 years, there’s lots of aspects that we didn’t know about each other. I didn’t know how he acted at work, he didn’t know how I acted at work. We didn’t know what kind of responsibilities we would take on, that kind of a thing. And so, it was just a way for us to learn more about each other, and how we do work. How do we do in a job situation, and how do we make those work? What are our strengths, what are our weaknesses, those types of things. What are we interested in, what are we not interesting in? So, that way we can keep moving forward without getting bored, without getting angry at each other, as much as possible anyway. And just learn our little nuances that we didn’t necessarily know from day-to-day life.

Chris Arnold:
I agree with that. I mean, behavioral style testing, fast tracks our understanding of other people. So, if you’re listening, for us as an organization, we will not hire anyone without assessing them. And actually before we even do an interview, if you look at our job postings for positions in our company, it says, “Do not send resume, click link below and take this assessment,” because we realize that really, 90% of what we need to know about a human being is underneath the surface, and the 10% that’s the iceberg above the surface is what’s going to come out in an interview process. That’s why interview processes are flawed. And I want to resonate with you guys, I began to tell you this when we were talking earlier, I will tell you if someone said, “Chris, what do you feel like has impacted your marriage more than anything that you’ve practically done?” In my top three would be the fact that my wife and I have sat down, and taken just about every type of assessment that’s out there.
Because tell me if this resonates with you guys: I used to get frustrated at my wife for a particular thing. So, let’s say in her situation, she’s an introvert and we know introverts are slower and their decision-making. So, if I want my wife to make a decision, I need to give her time. Where I’m a driver, I know always what I want to do immediately. So, I used to think that that was a problem with my wife, but what assessments told me is, that is a genre or a category of the way a certain aspect of the public works. And so, rather than just going, “Well, this is a Jules thing,” what I realize is, this is an introverted thing. And so, it went from not being personal to understanding that’s just the dynamic that exists within people. So, do you guys find that once you understand that, you realize, hey, she’s not just doing this to me, this is the way that her brain is wired, or this is the way his brain is wired, you guys seeing that?

Jake Brewer:
Totally. The big thing for me was, she took the test first at her old job, she turned out to be a six, and I didn’t know anything about it at the time. But she brought all this literature home and explained it. And she has… The joke was, there’s a committee in her head to make decisions, she’s got to go around-

Chris Arnold:
That’s a great way to put it.

Jake Brewer:
And so, I was like, “Oh my gosh,” this was like two years ago after 11 years of marriage, “I get it now.” And so, I don’t necessarily, she asked me a question. I don’t need to come in, and just solve a problem right away because I think I have the answer, I just have to allow her some time to think.

Christie Brewer:
Yeah. And I will say though, it’s important to take more than one type of test. When we took the StrengthsFinder test, out of our top five, our top three are the same. They’re in a different order, but they’re the same. But then when we take an Enneagram, we’re worlds apart from each other, in totally different spectrums. So, I think it’s important to take others, DISC, I don’t even know, all the other ones that are out there

Chris Arnold:
Choose something different. And so if you’re listening, I’m going to rattle off some of the ones that have been most packed for me. Again, we’ve named Enneagram, and you can find all of this online. StrengthsFinder, I think is a great one. Another one is called Core Map, which shows your response under stress, which I think is really valuable as well. There’s the Kolbe index, K-O-L-B-E, that’s another value one. So those are a few to kind of take a look at and get started, which I think are really important for people to consider. So, I’m a hundred percent on board with this first principle. I’m letting you guys know, this was a game changer in my relationship with my wife, and I think it’s important obviously in your partnership and your marriage.
So, let’s go to number two: time blocking when you talk about business and when you don’t. When you live in the same household and you’re together 24 seven, and your office is under the same roof as the kitchen table, or with the kids. What have you guys learned here? Because I thought this was a nice little practical tip.

Jake Brewer:
Yeah. So, with me my mind is always going, I’ve got ideas while we’re sitting down at the dinner table. We’ve got three little kids, and it can be chaos. And I want to talk to Christie about, “Hey, guess what? Here’s this deal, here’s what’s going on.” And she’s just like, “Stop. I’m not taking any of this in.” So, she actually came up with the idea. She’s like, “Listen, when you have an idea, you just got to email it to me.” So we have our separate emails under our company name, and so I will. I’ll email her an idea, something where we need something done, or just the details about a property. Because she’ll check her email every morning, I’ll check mine. And so, it’s weird to think like that, because we’re in the same house, we can just talk to each other. But it’s a way to really separate ourselves from the home family environment, and into workspace.

Chris Arnold:
I love that. So, what I hear on that, which I think is super interesting, is you guys have created a solution that helps both of you, right? So Christie, in your mind you’re like, this is time with the family, and you’re trying to tell Jake, we’re not talking about business, we need to hear maybe about the kids’ days at schools, et cetera. The challenge is with Jake, like any guy that’s a driver, it’s so hard to turn it off. And so, you didn’t just say, “Don’t talk about it.” It’s, “You don’t talk about it, but here’s how you get it out of your head. Email it so you can get it out, and then that will allow you to refocus back on the situation.” [inaudible 00:11:33] for guys, unless we somehow express that, it’s just going to keep moving around.
So, I thought it was just such a creative, practical solution in how you guys are navigating by creating some great guard rails within your business. So, let’s lastly talk about or OrgChart. This is kind of like what you see as the next step for you guys, within the process of working together. And I know you kind of pulled this from Michael Gerber, E-Myth. If you’ve not read the E-Myth revisited, I’d say it’s a top five foundational read for entrepreneurs. But talk about what you’re now working on.

Jake Brewer:
So, I had a bit of an aha moment when I was reading that book, and he explains how he was helping this business, they were partners, two guys, to basically create an org chart, figure out every role that, or every hat that is within the business. And even though there’s two guys doing it, just like us, we have to figure out everything we’re doing: taking calls, going on appointments, sending contracts, everything. And figure out which one of us does it, so that we know that everything in the business is taken care of. And then once we see that, we can start seeing what we don’t like, maybe what can be the first hire, something to get something off our plate. But if we don’t create any type of organization like that and get things written out, it’s just all up here. And if I don’t explain it, then I just feel like it’s just going to create a lot of chaos as we go on. And so, since we’re so new, I think it’s imperative that we start this, get it done and on paper, so that we can see it and start mapping out.

Christie Brewer:
Because it’s the back and forth of, “Do you do that? Or do I do that? What does that fall under, because I’m not sure right now,” Where it’s like, if we talk about it, we have it all set up where we own it and we know what to do.

Chris Arnold:
I think that’s great. We have a principle around that in my business, and we call it always a point, a point leader. So you never walk away from a task or anything that needs to be done, particularly when you’re dealing with the group leader without going, “So, who’s the point leader here?” Because sometimes you might have two or three people that need to walk away and work on that particular thing, but we always say a point, a point leader, every time. So, I think that that’s great as well. So Christie, talk about how you guys real quickly, have divided up the business. A little bit about the difference in your personalities, like who’s more of the visionary driver, maybe who’s more of the integrator detail, and then based on your behavioral style, who’s primarily doing what versus what in the business? What’s that look like, Christie?

Christie Brewer:
Yeah. So, Jake does all acquisitions, so every call that comes in from radio, he answers. He sets up all appointments, goes out on those appointments. Sometimes I get to go with him, which helps with the disposition side, which is what I do. So I handle all of that, all the marketing aspects of selling the homes. So in between, he does all of our books, all of our keeping track of expenses and that kind of a thing. But then when we’re doing flips, it goes back to me for design, and then he is construction. So, it kind of goes back and forth. And that one we’re kind of in between on, of who’s going to own it a little bit more, as that grows? Will I start being more of a construction manager, talking with all the different subcontractors and that kind of thing? So yeah, we divided it that way, and what’s working right now. We’re not sure that that’s going to work forever.

Chris Arnold:
It’ll evolve from the starting place. Because if it’s not evolving, you guys are obviously not getting sharper. But I think, if I was a listener, I’m curious who’s responsible for what. But what we’re also saying is just because Jake and Christie do it this way, it’s being based off the way that they’re wired, which goes back to the assessment. So, I could be talking to another couple and it could be completely reversed from the gender standpoint. So, it really just depends on brain wiring around this. So, I love that you guys shared this. Again, I don’t really hear this being talked about as much, so when I had you guys on the day I was like, we got to hit on this. Because we got to talk about the dynamic of working together as a married couple.
And I salute both of you. Number one, that you guys have the type of marriage that you wanted to create a bond. And Jake, tell me if you find this to be the case. There’s probably a greater bond you’re going to get with your wife because she’s a part of something that’s so important to you as a man, which is what you do. So, I think you guys are going to create some incredible memories around this, and be able to have a level of sharing that maybe a lot of guys wish they could with their wives, because their wives are like, “I’m not interested in the business, I don’t care what you’re doing over there,” so I think it’s a really cool thing that you guys are going after.
So, let’s flip this over to radio. Those listening, okay, so let’s get this story right. You guys have been in the business for four months, and you started with radio. So, my first question is most people start with outbound, cold calling, text blasting, whatever. What made you guys feel the confidence to start with radio? And why did you go, you know what? I think this is the best thing to start, as someone new to the business? And either of you guys can answer that, whoever wants to go.

Jake Brewer:
Yeah. I first heard you on the very first podcast, you came on WholesalingInc, to talk about this marketing channel. And I was just like… What resonated with me was the inbound marketing, as opposed to constantly being on a dialer, constantly handwriting letters, that kind of thing. And I also, we had looked at the expenses of direct mail, and so when I started hearing you talk about the costs, how they’re very similar, sometimes radio was even less. I was like to me, that makes a lot of sense. Because we have three small kids, we’re trying to design a life for ourselves that I’m not working eight to 10 hours a day, just on the dialer. I want to be able to just step outside and push my kid on the swing for a little bit, come in and take a few calls, and have a lot of freedom and flexibility.
That’s what we wanted, so that resonated. I didn’t even tell her about it. I think you were on again, like two to three weeks later, and she’s like, “Hey, I just heard this podcast. This guy named Chris, he’s coaching on radio.” And I’m like, “I heard it.” And were just like, “This is it.” We knew it.

Christie Brewer:
I was like, “This sounds really cool.” Because the idea of pulling lists and sending mass mail, I had worked for nonprofits for several years, and we were always sending out mass mail marketing pieces, fundraising pieces, all this kind of stuff. And it just wasn’t that appealing to me. I was like, we’ll do whatever we need to do to be able to get business coming in, but it was still like, ugh. So, when I heard you talk about radio, I was like, I think we should look into that. And when I told him he was like, “I heard that too. I think we should do that too.”

Chris Arnold:
Well, that’s the other good thing about having partnership, whether it’s marriage or not, is you get a little bit more confirmation when two people agree on something. So, I always found that with my business partner, that we can make decisions because I always kind of soundboard. I didn’t feel like, oh, I’m over, off doing this by myself, so I think that that’s a cool effect.
So, people listening, you mentioned cost, you guys are on two stations, right? Each station you’re advertising 100 times, so that means that literally you’re playing radio 200 60 second spots per month, that’s great frequency. What’s this costing you guys per month to do this? Being new, and needing to be very careful about not spending too much in the beginning. What’s your costs?

Jake Brewer:
$1500 per station, so $3000 total.

Chris Arnold:
$3000. I mean, that’s less than what I know a lot of people are starting off with on direct mail as well, which I think is key. So, a lot of people always want to know, okay, what type of success you guys had? And I’m a KPI guy, so I like to give people really the real data. And you guys and I were breaking it down. So, here’s technically what I see: you guys have been on radio for 10 weeks, is that correct? Now, you didn’t buy both radios at the same time. Did you just start with one, and then kick on another?

Christie Brewer:
No, we started them at the exact same time.

Chris Arnold:
I love it. If you’re listening, this is super funny. Definitely go to YouTube and subscribe to Chris Arnold, because you can see him, Jake pointing over at Christie like, that was all her. So Christie, you’re like, I’m a negotiator, I’m just going to go and lock up two. Why start with one? Is that what you were thinking?

Christie Brewer:
Yeah. So, what happened was the way that the QMS came out and everything, I knew that I wanted to a wider audience. So, we chose two country stations, and the company, Cumulus, that owns those stations had two stations. And so, I really only had to work with one salesperson, which was an amazing opportunity for me anyway. And I love her, because she makes it work. And it literally took about three weeks of negotiating with her, I got to go to lunch with her right away, just build up that rapport.

Chris Arnold:
You were meant for disposition. I just want to [crosstalk 00:20:38].

Christie Brewer:
We loved her, she was great. So we just had a bond right away, and then the rest of it was over phone. And to be honest, we didn’t have a great connection when we were doing our final negotiation on the phone. And so there were all these pauses, I just left them. I just let them be, like I don’t know what she just said, but I just kept saying, “This is the price that I want for that ad, this is the price that I want for that ad,” and she just said, “Okay, I’m going to write it up, and we’ll see how it goes.” I’m like, “Okay.” So then I thought she was going to have to send it up to her manager. And then next day she’s like, “Hey, why haven’t you signed the contract yet?” I’m like, “Oh, we have a contract, okay, let’s do this thing.” And then we started a week later. It took a little bit longer to get our phone number all set up and everything, which we should have followed your advice and gotten that set up.

Chris Arnold:
Yeah, force that number. Because again, if you’re listening, what we mean by that is we put a unique phone number on each station. And we do a vanity number, which means that it’s just memorable. It’s something that we purchase that people can remember. So, you’re right. That always takes a little bit longer. But again, the fact Christie, you got it negotiated in three weeks, two stations, is awesome. So, people always ask, “Well, how long does it take me to get up on radio?” And I always kick it back and I go, “It just comes down to what’s going on in the head of the student.” And you did the most important thing, was you listened and you built rapport with the rep, and that’s why you were able to close so fast.
So, I’m curious Jake, at this point, what you like about radio I heard, is number one, set and forget it. I want to be able to go out and be with my kid, not smiling and dialing all day. What might be another thing at this point, you’re really enjoying about radio from a characteristic standpoint?

Jake Brewer:
I love the fact that the majority of people I talk to, that I actually get to talk to, there’s very little negotiation on price. They’re motivated. They’re motivated, but I think they also get a sense of that we’re legit because we’re on the radio. I mean, the only other people on radio here are big, big name realtors. There’s no investors that are on radio. And so, they look at us as legit business, they had no idea that-

Chris Arnold:
You’ve been in the business four months. They think, you’re advertising on radio, you guys must have been around here forever. Isn’t that awesome, that instant credibility that you get?

Jake Brewer:
Yes. So, that’s what I love. And we average like 1.3 calls per day right now, which for me, just taking calls by myself and then having to follow up, that’s fine. I feel like as we’re growing, we’re starting to get to the job before we run, kind of part. And so, we hope to add another station here pretty quickly, but I love radio. I love the inbound, and I love the credibility brings, and I love the brand awareness. We definitely want this to be a brand, a company. We spent some time on a the logo, because we really want this to be kind of a powerhouse company.

Chris Arnold:
[crosstalk 00:00:23:38], yeah. So I always say, hard to build a brand if you’re a spam artist, and you’re utilizing spam techniques. And again, I’m not saying they don’t work. I think we’ll all agree, things like text blasting and direct mail work, but you’re not building the brand. Again, you’re spamming people. So, you are like me, I understand I’m playing the long game, understanding that what’s going to win long-term is the reputation of the company. And so, I think that you’re really wise to really begin with the end in mind. It says a lot about your maturity, already in the business in the sense of beginning to think long-term, because most people are going for the quick thing, which isn’t always right. So, I love that.
So, from a statistics standpoint, you guys have been up 10 weeks, you have executed nine contracts. Doing the math on that, you guys are almost one a week, which is crazy to me. I love it. At this point, you’ve already closed a couple of deals, and pending and so forth, so let’s take a look at what you have. You closed a wholesale deal already on the books, closed out for $7,300. Right? You have a wholesale deal, that’s pending to close for 25K, which looks good. And again, I always tell whoever comes on to be conservative, so let’s go a little bit lower, so that’s 25K. You’ve got another hotel for 30K, and then you’ve got a flip that you’re doing right now for 15K.
Again, we’re not looking at all nine deals, but we’re looking at what’s closed and what’s about to close, so kind of the front end of what’s happening over here in the next few weeks. Have you guys even calculated your dollar per dollar return? Because I think people are doing the math and going okay, 10 weeks, that is a two and a half months, so three grand a month, that’s eight grand. If half of that closes, I mean your dollar per dollar return is high. How do you guys feel about that?

Jake Brewer:
It’s fantastic.

Christie Brewer:
It’s so good, we love it.

Chris Arnold:
I’m a little jealous, I got to be honest, you guys’ numbers over there. I was telling [inaudible 00:25:24], they’re stronger than mine on my dollar per dollar return.

Jake Brewer:
Yeah. And actually, during the election, we got bumped. Our radio ads got bumped, which is totally normal, we were okay with that. Gave us a little time to relax and get caught up on things too, so we’ve actually only spent just over $7,000, and we’ve got 80 leads from that. So, we’re like $88 a lead right now.

Chris Arnold:
That’s a good number, so your cost per lead is 88 bucks. Yeah, ours revolves around that 70 to $80 range in Dallas as well, so people always like to ask that. And it’s going to vary market to market, you and I are pretty close on that, which is awesome. Super cool. I’m super proud of you guys. The fact that you’re in four months, and then you remind me, oh yeah, because again, I’m so futuristic. Yeah, we just had elections and we’re still dealing with challenges from the current economy with COVID, and I just had to remind myself, oh yeah, you guys are doing this while we’re going through two major things this particular year. Which I always have to remind myself, oh yeah, they’re not even running at full capacity on radio yet, because we’re not under normal conditions. So, kudos to you guys. I love it.
So, if you’re listening and you’re like, okay, and I know how this works. You talk about radio, and then we start to bring people on. And what I hear now with students is like, and people that join REI radio, they’re like okay, I get it. It’s one student after another. This guy Chris is telling us the truth, it’s working. And I always remind people I was invited into WholesalingInc to become a coach, and I wanted to bring you my very best, and radio is it. It is one of the best marketing strategies I’ve ever put in place. So, if you’re interested, go to wholesalinginc.com/reiradio. Again, wholesaling.com/reiradio.
Book a call, see if your market is open. I got to remind people, we have markets that are sold out. So, if you’re kind of on the fence, I tell people again, just being honest with you guys, at some point in the future here, we’re going to have all the markets sold out, and that’s going to be it. And then I’ll be teaching and coaching on the next thing I’ve got in my back pocket. I love it. So, if everyone’s listening and they’re like, Jake, Christie, I want to do this thing, but everyone deals with fear. Should I do it? You guys were talking about the value of making decisions together, but someone listening right now is on their own. They’re an infopreneur, they’re new to the game, or they’re trying to figure out what to do next, and they’re like, should I do this radio thing? What would you guys tell them, to help make a decision that’s right for them?

Jake Brewer:
Yeah, I would say book a call. I mean, once she heard the podcast you were on, she was like, “I booked a call, WholesalingInc’s going to call you, Jake. They’re going to call you and talk.” And I was like, great. And from the get-go, all I felt was this passion and energy for this business. And it was clear, okay, I feel like we’re going to be part of a community that’s going to help us thrive. And we felt that all the way through, even being part of the alumni now, with your coaching, I told Christie on the first one I was a part of, I’m like, “I got more value out of that hour than any other thing that we’ve looked into.” So, book a call, and I’ll tell you, if your market’s open and you’re looking to just boost your game or just start, it’s going to blow your mind. It takes time, everything takes time to get going, but once you get that rock up the hill, look out, because it’s rolling down quick.

Christie Brewer:
Yeah. And it’s been amazing. The coaching program, your videos, everything just walked us through step-by-step of everything. The language, the jargon, all the different things that we needed to know to be able to sound like we knew what we were doing. And to know that we knew what we were doing. We can be quick studies on this too. So, I love that we can take your experience, and you’re giving that to us and helping us grow exponentially.

Chris Arnold:
It’s an honor to serve you guys. And again, I just want to publicly praise you guys, number one, for being an inspiration today, for couples who might be thinking about making this decision to work together. I’m sure some people listening today, this really got them thinking about that. And number two, I think a lot of people out there were like, wow, four months, all the contracts that you’ve done, these type of things really motivate us. Because it’s like, well, if they can run at that level, I’m going to go back, consider what I’m doing. Not just with REI, but as a whole in my business, and know that is the speed you can move if you get in and focus, and do what you need to do. So, thank you guys so much for being on the show. And to the rest of you guys, as always, we appreciate you coming on, and until next time we will catch you soon, when we add more value. Talk to you later.

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