Posted on: January 08, 2021

Let’s get one thing straight: while wholesaling is simple, it’s not always easy. It will require hard work and commitment. Fortunately, it’s one of the most lucrative ventures there is and is well worth all the effort!

Alec Lebec already had some idea about real estate although he’s not quite familiar with wholesaling yet. In this episode, he shared what his wholesaling journey has been like, the setbacks he encountered, and how long before he started seeing results.

If you want to learn some techniques that can help you succeed in wholesaling, you’d surely love today’s episode. Alex even shared some of the game-changing books you can read that can help you with your mindset. Plenty of gold nuggets in this episode, so don’t miss it!

Key Takeaways

  • His background and how he got started in real estate
  • What his transition to wholesaling was like
  • List he got started on
  • How long he used the techniques before he started seeing results
  • What his first deal was like
  • How it made him feel
  • Why you need to pay yourself
  • Things he’ll not do again
  • His highest income generating activity
  • Books he’ll recommend to those who are just starting out

RESOURCES:

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Episode Transcription

Rafael Cortez:
What’s up, tribe? Welcome back to the Wholesaling Inc podcast. Again, I am your host and Wholesaling Inc coach, Rafael Cortez. Today we are sitting down with Mr. Alec Lebeck. This is another gentleman that’s playing around in my market. So welcome to the show, Alec. I’m very happy to have you over. I mean, I know we go way back. We’ve done a lot of work together. It’s really cool to come in and then sit down and then just pick apart your story, everything that you’ve done since you got started up to the point that we’re at right now. So welcome to the show, man.

Alec Lebeck:
Thank you.

Rafael Cortez:
Give me a little bit about you. What’s your background? How’d you get started in real estate?

Alec Lebeck:
Sweet. So I’m originally from Minnesota. I live in Arizona now, the beautiful sunshine state. So I started in real estate about two and a half years ago. I started as an agent and got started in that. My parents were actually real estate agents [inaudible 00:01:37] I was conceived. So my mom, she would always preach the real estate investing growing up and house hacking.

Rafael Cortez:
Is that something they were doing back then?

Alec Lebeck:
She was really saying, “When you go to college, buy a house, and then rent your three rooms out to your buddies. Then you’re living for free.” I thought, “Oh, that’s cool.” Then I moved to Arizona, and I met a couple guys that were around my age that were in real estate pretty young. I was like, “Oh, that’s pretty crazy.”

Rafael Cortez:
How old were you at the time?

Alec Lebeck:
I was probably 19 or 20.

Rafael Cortez:
How did you end up … because I know wholesaling has played a big part in what your life is now, but how did you end up wholesaling? What was that transition like?

Alec Lebeck:
Sure. So I was an agent and went to Stunning Homes, which if listeners don’t know, that’s Steve Trang’s brokerage. So I went there and tried to do the agent thing, wasn’t getting a whole lot of traction with it, and I wasn’t seeing the kind of money that I thought I was going to be seeing. But granted, I was pretty fresh with the business, so what could I expect?

Rafael Cortez:
What, it’s not a get rich overnight thing?

Alec Lebeck:
I thought I’d just bought a lottery ticket or something like that. But really, that was not the case.

Rafael Cortez:
It’s funny you say that, man, because it’s one of those things that it’s simple to do, but it’s not easy, right? It takes work. You have to put in the hours, put in the effort. There’s a lot of setbacks that can play into it.

Alec Lebeck:
Absolutely, and we’ll talk about some of those. So I was at the brokerage, and I was doing the agent thing. Max happened to be around, and I would always hear them talking about wholesaling. I had seen the Cody Sperber Facebook ads, because he’s in car market, too. So I’d see those all over the place and the Dean Graziosi ones. So I was always kind of curious about it, and I wanted to be a real estate investor. That’s why I got my real estate license, because I wanted to go and I wanted to own this portfolio of rental houses. That was going to be my path to retirement, which I still want it to be, just in a different measure. So I started going to the Disruptors’ meetups, kind of mingling around other wholesalers, and then I partnered up with this older guy. I was like, “Hey, you bring money. I’ll do all the work. I know the people in the industry. I can make this work. I just need the money,” because, again, I was new to real estate.

Rafael Cortez:
So you started tapping into the network before you actually started tapping into the deals? Is that what you’re saying?

Alec Lebeck:
I was kind of immersed in it, though. Unless I was completely like, “Nope, I don’t want to listen to that,” there was no way that I couldn’t hear about it.

Rafael Cortez:
So you had your real estate license. You jump into this brokerage that just happens to be doing wholesaling as well, and it’s full of great guys. How did you get into actually doing and starting working on your own wholesaling deals?

Alec Lebeck:
So I partnered up with that guy, and we started with a small amount of money in the bank account. I was like, “Okay, well, I’m going to start. I’m going to get a Mojo Dialer,” because I knew what a Mojo Dialer was. “I’m going to do some texting,” and it’s actually really funny, because I used the first platform that Batch launched before Batch was Batch. Then I was like, “Okay, and I’m also going to write handwritten notecards to [inaudible 00:04:48],” because I was still trying to do the agent thing. But I also put in there, “I can buy her house, too.”
So I kind of went at it like a double-edged sword, like, “Hey, I could provide this, or I could provide that.” I would send out 100 handwritten mailers, probably make a few hundred calls a week. I didn’t understand the text stuff. So I wasn’t super consistent with it, so I really didn’t get any deals from texting for a while. My former partner, Nick, he was living in Virginia at the time, and he had called me. He was like, “Hey, I want to do this real estate thing. I know that you’re doing it. I have this guy out here. He knows a little bit about it.” I was like, “Why don’t we just partner? I’ll just do Virginia, and we’ll do Arizona,” because the other guy, he just wasn’t working out. He was kind of half in, kind of half out.

Rafael Cortez:
So your friend from Virginia had a partner in Virginia, and then he just reached out to you and wanted to partner up here? Is that what-

Alec Lebeck:
Well, he didn’t have a partner. He just knew this guy that was flipping houses out there, and he was like, “Hey, I’m thinking about doing this.” I was like, “Well, why don’t we just do it?” He was like, “Cool.” So we partnered, he flew out here, and we went to the Disruptors’ first bootcamp and then learned a ton while we were there and took everything that we learned, bought a bunch of lists, and got a new tech software, because the other [inaudible 00:06:09], they had shut that one down by this time.

Rafael Cortez:
At this point, you’re trying to get going, right, on the business. You’ve made a partnership with Nick, and now you’re both just taken off. You said you bought a bunch of lists. What did you get started on?

Alec Lebeck:
So my first list ever was a pre-foreclosure list. That was the first list that I had ever texted. Previous to that, it was just expired listings. So I’d pull a list of expired listings from MLS, try and cold call them. I’d skip tracing and then try and cold call them. There was that, and then I went to just high equity, because I was like, “Well, foreclosure, there’s not enough in there. We need more data. Otherwise, [inaudible 00:00:06:43].” So we went to high equity with some very targeted zip codes and stuff like that in the markets that we were in.

Rafael Cortez:
How long did you do this before you started seeing results?

Alec Lebeck:
So when I partnered with Nick, that was in April, May-ish. By then, I wasn’t really sending as much of the letters. I just did texting then.

Rafael Cortez:
Okay.

Alec Lebeck:
[crosstalk 00:07:06] cold calling, because I was like, “I don’t have time to do the agent thing and cold call for that and do this and cold call for that and then try and make everything work.” That was one of the big challenges that I had, was trying to make wholesaling and being in a full-time agent work.

Rafael Cortez:
It is a lot of things, and especially because it does take commitment. I mean, you have to allocate. I remember, going back to our sessions, we spoke about time-blocking and bucketing and actually taking the time to dedicate it to this specific task, day in, day out. I know that when that started happening, that’s when kind of the results were showing up the most, right? Wholesaling is one of those things. Again, it’s not the complicated business. It’s not easy, right? It’s something that’s going to take effort. It’s going to take grit, and you’re going to have to put yourself out there, have those conversations with sellers, and then give yourself the time to actually commit to it, so, I mean, is one of the biggest things, honestly.

Alec Lebeck:
Yeah. So from the time that I started, I started in December of 2018, and I didn’t get my first deal until July of 2019.

Rafael Cortez:
Okay. So six months?

Alec Lebeck:
Yeah.

Rafael Cortez:
Tell me about the first deal that came through, what it looked like, and what it did for you at a personal level.

Alec Lebeck:
Sure. So it was a house in Phoenix. Yeah, it happened to be this guy that lived in Alaska. He bought the house for his daughter, and she lived out here. She got married, so she moved to Switzerland or Sweden or something like that. He was renting the house out, and he was like, “This sucks. They’re paying the mortgage, and I’m not [crosstalk 00:08:39].”

Rafael Cortez:
Ooh, my favorite, man. Accidental landlord. Accidental landlord. It happens all the time. You’d be surprised. You’re reaching out to an absentee owner list, and then you start listening to the scenario, to the story, to the pain point, and the actual situation. You find out that they bought a property for some reason. Now they’re stuck with a property that they can’t … In this case, right, the daughter moved away. Now he’s stuck with a property that he doesn’t want, and he’s an accidental landlord. People are not built for that stuff.

Alec Lebeck:
Especially living in Alaska, working in oil wells.

Rafael Cortez:
Absolutely. That’s crazy. So then what happened?

Alec Lebeck:
So we got ahold of him from texting. Then we followed up with him for six weeks. He happened to be out in parts of Alaska that he didn’t have service in, so there would be like a week that we didn’t hear from him. He would-

Rafael Cortez:
Legitimate unreachable, right?

Alec Lebeck:
Yeah, it was really frustrating. I actually forgot. I happened to be already in [inaudible 00:09:38] at this time. So I understood all the kind of conversations that a lot of people are doing right now with the John Martinez trainings, Steve, what you do, too, with your sales coaching.

Rafael Cortez:
Are you talking about closing and negotiation stuff?

Alec Lebeck:
Yep.

Rafael Cortez:
Okay, cool.

Alec Lebeck:
So I kind of knew all that. So we would do a lot of takeaways, and then he’d come back and he’d be like, “Whoa, wait, wait. No, I’m not like trying to ignore you. I’m just out in”-

Rafael Cortez:
Yeah, in the middle of a glacier.

Alec Lebeck:
In the middle of the tundra. So then we ended up having some competition on the deal. We laid some landmines, large earnest deposit, waiving the inspection. So we were kind of rolling the dice. He threw that in our face. He’s like, “Yeah, I want a $2,500 earnest deposit and no inspection period.” I was like …

Rafael Cortez:
Put your money where your mouth is.

Alec Lebeck:
Oops.

Rafael Cortez:
Yeah. You had some vested interests. Yeah.

Alec Lebeck:
Yep. So we did it, and we put up the money, the earnest deposit. We contracted everything virtually. I think I sold it that afternoon.

Rafael Cortez:
Oh, wow. Did you already have a buyers list, or did you tap into somebody else’s resources?

Alec Lebeck:
No, I was using the Offer Fast app, and then I think I was using I think [inaudible 00:10:52] at that time. So I think I had Kigali work on it a little bit, and then Pace happened to be at Stunning Homes that day, so I ended up selling it to Pace.

Rafael Cortez:
Power of the network again.

Alec Lebeck:
Yeah. So we contracted it for 165, sold it for 178. ARV was like 230.

Rafael Cortez:
Cool, cool. 65, 78. So you made what, 13K on it?

Alec Lebeck:
Yep.

Rafael Cortez:
Nice. For a first deal, it’s actually a good size deal, right? A lot of the times, you’re negotiating with fear on that first deal, and you really want it. You just stick to it, and then you’re almost smothering the deal to the point where you squeeze out the profits. But yeah, but 13K is actually really good for a first deal. Kudos on that, bro. Quick question. When he asked you to put down the $2,500 deposit and no inspections, what was your response to that? Did you put it out of pocket? Was that your cash? Did you tap into somebody else, or how did it work?

Alec Lebeck:
Yeah, we used our cash for that.

Rafael Cortez:
Okay.

Alec Lebeck:
You’re like, “Well, we can’t do too many of these before we run out of money,” but …

Rafael Cortez:
Yeah, it can be nerve-wracking.

Alec Lebeck:
Yeah. So we did it, and it ended up being fine.

Rafael Cortez:
Nice.

Alec Lebeck:
I knew it was a deal, too. I knew it was either close to a deal or it was a deal. So I wasn’t super worried about it. If it would have been like he wanted 200 and ARV was 230, we would’ve been like …

Rafael Cortez:
Yeah. Where was the seller coming from? What list was it?

Alec Lebeck:
That one was either absentee or code violations. I can’t remember which one of the two it was.

Rafael Cortez:
Code violation lists. What’s your process on getting code violation lists?

Alec Lebeck:
Going down to the county. It’s a little different right now. I haven’t pulled them for a while. But I used to go down to the city hall, go up to the fourth floor, ask them for the list, pay the $12.50. They’d email it to me, and then, at the time, I would send it to my BA or we would do it.

Rafael Cortez:
It’s both a curse and a blessing when you have something like that. I mean, that’s how I see it. Why? Because not everybody’s willing to put in the work to get to that list, right? So it means that that’s that many less people reaching out to those sellers. So if you take the initiative to reach out to those people and put that list together, get it on a spreadsheet, and then get it skip traced and then start calling these people and reach out to them, either driving for dollars, calling, or whatever, you’re going to be one of the few that’s actually doing it. So that’s a lot less competition than reaching out to a high-volume list, for example, absentee owners, right?
You have competition. You can almost count on competition anytime somebody is selling a property now, like, “All right. This is what I’m going to start, but in two days, somebody else is going to come in with another offer.” I just know. I mean, it’s the temperature of the market, right? So you almost have to preplan for those things as they come up.

Alec Lebeck:
Right.

Rafael Cortez:
So this happens. You close the deal. Another thing about closing the deal is that things become real, right? Now you’re looking at a $13,000 check that’s coming at you from these efforts that you were going on and doing for six months and the followup and all that stuff. But what happens is that you have that validation now. You know this is something real. It’s not something that you just see on YouTube. It’s real. It’s tangible. You can touch it, and you can actually spend that money and put it back in your market and then do it all over again.

Alec Lebeck:
The funny thing, though, so we actually popped three in a row. It was that one and then-

Rafael Cortez:
Wow.

Alec Lebeck:
… we popped in another one that was a $10,000 deal and then a $30,000 deal, but the $30,000 deal closed before any of them. So the first check we got was 30 and then 13 and then the 10.

Rafael Cortez:
Oh, cool. So the first one that you locked was the 13,000, but the 30,000 closed first?

Alec Lebeck:
Yep.

Rafael Cortez:
Okay. All right. Cool. So now they’re stacking. So you have a period of six months, and then you see all this cash coming in.

Alec Lebeck:
Yep.

Rafael Cortez:
That’s crazy, man. So six months. All right. Run me through the numbers again. You had a 30K, and then you had a 13K. That’s 53K. Then what else?

Alec Lebeck:
So it was a 10, a 13, and a 30. 53K total.

Rafael Cortez:
10.

Alec Lebeck:
We contracted all three of them within a matter of three and a half weeks.

Rafael Cortez:
Wow. Where were the leads coming from? Were they all from the same campaigns, or was it followups?

Alec Lebeck:
The 10K, that was a followup. That was also an absentee owner, and then the third one was an absentee foreclosure, but I was targeting foreclosure for that one.

Rafael Cortez:
Were you stacking the lists?

Alec Lebeck:
The list stacker was not out yet at that point. So we just had like a billion spreadsheets.

Rafael Cortez:
Were you combining those lists?

Alec Lebeck:
No, I wasn’t smart enough to do that.

Rafael Cortez:
You got lucky on that, but the cool thing is that, I mean, there is multiple pain points, right? So now you have an absentee owner who’s also in foreclosure. I mean, you know that’s just the recipe for … It’s got to sell at one point. Either they bring it back from foreclosure or they lose the property, lose the equity, and then lose their credit, right?

Alec Lebeck:
Oh, it was also an inherited house, too.

Rafael Cortez:
The same one? So you had three different pain points.

Alec Lebeck:
Yep. But I didn’t know it, because I only had it on the foreclosure list, because I didn’t have as many lists as now.

Rafael Cortez:
Yep, yep, yep. Then you found out after the fact, after the conversation. When you do that intentionally and you’re actually stacking the list and you start narrowing down, I mean, you end up with real hot, high response type of a list, right, that you can market out to, that you can tap into, that you can set up routes to drive for dollars to. Direct mail, it’s a lot cheaper when you have a concentrated list like that, and it’s going to be a lot more responsive than just blasting it out to anybody who’s an absentee owner. You’ve got to watch out for those marketing dollars, man. Make sure that you put it to work the right way.

Alec Lebeck:
[crosstalk 00:16:23].

Rafael Cortez:
Yeah. Yeah, exactly. It gets pricey. All this happens in the first six months. How did that change your outlook?

Alec Lebeck:
I saw that it was real. I also saw the money come in so big, so quick, and I was like, “Why am I being an agent?” My biggest check was $7,000. “Why do I want to be an agent?”

Rafael Cortez:
Yeah. Well, you’re solving bigger problems, right, than just a traditional sale. For example, that guy that was in Alaska, he didn’t have to deal with the property. He didn’t have to come down and then do repairs on it. He didn’t have to do any of that stuff, because you were giving him the speed and the convenience that he was looking for.

Alec Lebeck:
Yeah, and he knew he was giving up equity, too. He had it appraised a month or two months before we bought it for 230.

Rafael Cortez:
Oh, wow. So yeah.

Alec Lebeck:
He knew it was a really great deal.

Rafael Cortez:
So he knew that he was leaving a lot of equity on the table. Now, here’s the thing. A lot of the time, starting off, the idea is or the notion is that, “All right, this is all about money. The seller only wants the highest offer,” but it’s not the case. If they can trust you with a solution to whatever problem they have, they are going to go with you. They’re going to go with it. I mean, take this guy, for example. He just had an appraisal done on the property for 230. He sold it for 165, and it’s a big gap. Why? Why would people do that? People do that every single day, twice on Sundays, because they have a particular problem that they need solved. They just don’t want to deal with the headache, and that’s where we come in. That’s where you came in and provided that solution for that seller. I love it, man. It’s been really cool to track from the beginning where you started and then what’s happening up to date. Tell me a couple of main things that new wholesalers should be focusing on.

Alec Lebeck:
I would think, in my personal opinion … So we started in two markets. So that’s why I’m saying what I’m saying. I would start with one market, two marketing channels, and focus purely on acquisitions. If you have a great deal in and of itself, don’t worry about the dispo and building your buyers list before you have any deals, because you have no deals to sell, so why are you talking to them, anyways? I mean, some people say to do it the opposite way, but in the markets that we’re fortunate to be in, we have people like the Imans or Kigali that you can send them the property and they’ll sell it for you, and they don’t take that much out of the deal. You’re giving up $5,000 to not have to worry about that? Awesome.

Rafael Cortez:
It comes down to the type of business model that you’re working, right? But you make a great point. You can partner up with other people that have resources, like, for example, big, massive buyers lists. They take a win, and you take a win. At the end of the day, the art is always going to be in the finding, right? The art of wholesaling is in finding the discounted property. That’s really where our value comes in. Why? Because we’re providing a solution for the seller. We’re creating a solution for the end buyer. But if you don’t have an end buyer, you can always tap into somebody else who does, who has a massive buyers list. They’ve been in the business for longer than you, and thus their resources are bigger. But if you have a property that’s … You’re coming to that person or that partnership for that one deal with value, right? So it makes perfect sense.
I like how you’re really dialing it down to two marketing sources instead of tapping into a whole bunch of different ones. I agree. I think the best stuff to start out with is always going to be cold calling. Cold calling is one of the backbones of our operation. We do tap into different things, like direct mail, door knocking. I mean, we do it all, right? But at the end of the day, one thing that never slows down is going to be the cold calling.

Alec Lebeck:
I agree with that. That would be the first thing I would say. I think the second would be focusing on your bottom line and paying yourself. That’s once you have deals coming in. Once you have your first deal, second, third, fifth deal, focus on what you’re keeping and how much you’re paying yourself, because I made the mistake of made all this money, but where did it all go? We reinvested it back in the business and didn’t pay ourselves anything. So we were broke, but we had all these assets, actual [inaudible 00:20:20] assets in business. We had no real assets. We had no real money, I would say.

Rafael Cortez:
What do you mean by assets? Where were you putting the money back into, and what wouldn’t you do again?

Alec Lebeck:
Lists, systems, you name it. I mean, we would buy PropertyRadar, PropStream, ReboGateway. We had all three of them, but I didn’t ever pull lists from ReboGateway, and I hardly pulled them from PropertyRadar. Just stupid stuff like that, where you’re not focusing on where you’re spending all your dollars, because [crosstalk 00:20:46]-

Rafael Cortez:
[crosstalk 00:20:48] heavy. Yeah.

Alec Lebeck:
… lines of cash. You really have to watch every dollar that goes out to make sure that you’re not overspending.

Rafael Cortez:
Makes sense. I mean, there’s so much good stuff out there, right? But it’s easy to have that shiny object effect where it’s like, “Oh, look at that. Oh, look at that. I’m going to buy that, too. I’m going to sign up for that subscription. I’m going to do this and going to that.” Then, at the end of the day, you only use two out of the ten that you just bought.

Alec Lebeck:
Been there, done that, and crashed with that.

Rafael Cortez:
Yeah, I have this thing I call less business, more profits, right? So it’s L-E-S-S, as in lean, effective, strategic, and simple. That’s how I like to think about businesses. The wholesale operation is the exact same thing. Think lean, think effective, thinks strategic, and then think simple. If you can get all those four lined up, you’re going to end up with a good, solid flow of how you can do deals over and over again. The blueprint pretty much that you’re laying down, which is focus on two types of marketing, because that’s what worked for you guys in the first six months. Then if you have to, partner up. Focus on the marketing. Focus on the acquisitions, which is the art of finding the wholesale deals. Then there’s going to be solutions for the rest of the stuff. So if you don’t have a route yet, those are very actionable things that you can just tap into and go to town on.

Alec Lebeck:
Yeah. So I have two more on that. The third one would be focusing on improvement and focusing on your own success. Very easy in our industry to look around and see the guys driving the Lambos or people like you, people like me, people that are doing a lot of business. You’re like, “I want to model that, because that’s success.” But how do you know that’s really success? You don’t know how much money they have in their bank. You don’t know what their bills look like, how much stress they have, what their family life is like. Figure out what you want for your own life, and then jump for it and take your steps.

Rafael Cortez:
Yeah. I love that, man. That is deep, and, really, mindset, it’s going to be one of the things that either makes you or breaks you, especially in a business like this, where there’s a ton of rejection. There’s a ton of flashiness, right, per se. There’s a lot of ego in the industry. There’s a lot of ego that plays into just about anybody that you meet. Choose your track, standard track, figure out what your track is and what race you’re running. That’s going to get rid of half the problems out there. Why? Because if you know you’re running your race, not the next guy’s, you know where you’re headed, right?

Alec Lebeck:
100%.

Rafael Cortez:
So right now, give me your highest income-generating activity.

Alec Lebeck:
So for me, my focus has changed a little bit. Previously, actually back when I was working with you, I was full-time acquisitions. That’s all I did. Now with my new partner and the people on my team, they’re handling acquisitions, and I handle all of our day-to-day operations and disposition of the properties. For me, once the contracts come in, I go and I sell the properties. That, I think, would be my highest generating, aside from me running the whole backend, all the operations, and the marketing. I set up all of our campaigns, all that kind of stuff.

Rafael Cortez:
Cool. You’re big into personal growth. I know that for a fact. So give me a good book that you would recommend for somebody starting up in wholesaling.

Alec Lebeck:
I love this book. It’s called The Alchemist.

Rafael Cortez:
Oh, yeah. Very first book I read cover to cover.

Alec Lebeck:
I love that book. That is a great book for somebody that’s like, “Okay, well, my story sucks. I keep getting kicked in the teeth, and I think I’m getting somewhere, but I’m not.” Read that book. I think that one, Outwitting the Devil, and Rich Dad, Poor Dad, those are my top three books.

Rafael Cortez:
They’re phenomenal books, all three of them. The Alchemist is actually the first book that I ever read cover to cover, and that one just kind of changed my outlook on books. Now I go through them like a maniac. Thank you for sharing your journey with us and really being open about how you started, the highs and the lows and what got you kind of through it, and really sharing the fact that you had three deals come in over the first six months. I mean, it’s just insane, and it’s a testimony to what happens when you commit to something and you go all in, dedicate the time and the effort into it. So thank you very much for being with us.

Alec Lebeck:
Thank you.

Rafael Cortez:
There’s been no better time than now to tap into the best opportunity out there, which is real estate wholesaling. So go to a wholesalinginc.com and have a conversation with our teams. Set up an appointment, and if it works out for both parties, you might get an invitation to become part of the tribe. If you do, I look forward to working with you on a one-to-one basis. Until then, stay focused. You’ve got this.

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