Posted on: April 01, 2021

The average expected days to get the first deal in doing wholesaling is 90 days. However,  our guest for this show got his deal after 31 days just by being proactive in his investing business.

We have Daniel Vasquez today in the show. He is a 27-year-old investor who gave up his job to do wholesaling full time after hitting a five-figure deal after 31 days of trying it out in Indiana.

A lot is in store for the listeners of this episode as Daniel will share the story that made him decide to quit his job and do it full time. He will also share his $13K deal and how he made it.

How did he do it? Listen to Daniel and get tips to help you make that leap to do wholesaling full time!

Key Takeaways

  • What Daniel did before he discovered wholesaling and real estate investing
  • Where he lives and his markets
  • His average house sales
  • The hours he spent and his pay check working in a factory
  • How long it took him to transition to full time wholesaling
  • How he got his first deal
  • His daily routine
  • The five-figure deals he is currently working on
  • Number of hours he spends on dials
  • Breaking down his $13k deal
  • The four pillars in pre-qualifying his leads
  • His big goals for his wholesaling business
  • How to network with Daniel
  • His advice for starters

RESOURCES:

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Episode Transcription

Brent Daniels:
Welcome everybody to the Wholesaling Inc podcast, America’s number one podcast for new real estate investors, where we know that finding discounted properties are the most proven path to financial freedom.
I am your host, Brent Daniels, Mr. TTP, and I am telling you this. If I can do it, so can you. So let’s get started. We are starting, listen to this, okay? When this young man, 27 years old, put his mind to it on September 7th of 2020, about 150 days from this recording. 150 days, he has ramped up and he has closed and has pending four deals in Indiana. He lives in Columbus, Indiana. He’s doing these deals in small towns. This is, listen, you can do this across the country. I don’t care if you’re in a big market, or if you’re in a small market, you can make an impact in your community.
It is my absolute pleasure to bring onto the podcast Daniel Vazquez, Daniel say hello to everybody.

Daniel Vazquez:
Hi, how’s everyone doing? Thanks so much for having me on the show.

Brent Daniels:
I’m excited because, I mean, you took off like a rocket. If I remember correctly, from the first time that we spoke to 31 days later, you had closed a deal that was… It was a five figure deal, and maybe we’ll break it down later. I don’t know if that’s the one you want to break down, but it was a five figure deal, 31 days later, of you really getting serious about your real estate business. Is that right?

Daniel Vazquez:
That is correct. Yes. It only took me a month.

Brent Daniels:
Incredible. And that’s what I wanted to bring out. I think that’s the real juice in this podcast, starting out is… Yes, I want the expectation to be, that to get your first deal and to get going takes about 90 days. That’s the average. That’s what I want people to put in their head. But you can hit opportunities fast, if you are being proactive in your investing business, which Daniel was. So let’s break this down, let’s break this thing wide open, Daniel. What were you doing before you discovered real estate investing and wholesaling?

Daniel Vazquez:
So I was working at a factory, here. I was making about, I’d say 36 grand a year. So, pretty much my whole family, we started… Before I discovered wholesaling, my family, we were thinking about going into rehabbing. And so, every year we would gather together and we would talk about saving up $5,000, towards the end of the year, to where we would put up money to buy, pretty much, an investment property. And so it never had happened. So we had been doing this for, I don’t know, two or three years, and nobody really saved up money until I met my wife… At the moment, she’s my wife, we met and we got married six months ago. And so, she was the one that gave me that push, and she was like, “Why don’t we do it? Let’s go,” and we started in 2018, learning about it then. And said, “Okay, let’s start.” It was in August, 2018. “So, we’ll save up money. Starting January 2019, we’ll go all in.”

Brent Daniels:
How big of a town do you live in? Talk to us about where you live, what market you’re going after? Talk to me about that.

Daniel Vazquez:
So my market, there’s probably like 40,000 people here. The other market where I closed two of my deals, there’s like 25,000 people there. Most of them were driving for dollars. The two deals, I made a little over 16,000. So, they’re small markets. And your course suggested for us to start doing our backyards, so that’s where I started. And, it paid off.

Brent Daniels:
And what is your average price point, in your market? Totally fixed up, what’s the average house sell for?

Daniel Vazquez:
Where I closed them up, it was like 130, 140.

Brent Daniels:
So those were big deals, for that price point. It’s not like you’re locking up these deals and making this, 11 or 13 or whatever thousand dollars on like a $500,000 property. I mean, you’re making a phenomenal amount on these smaller properties. And that’s what I want to encourage everybody to do, because I think everybody thinks that you have to go into these bigger markets, that have higher price points.
And I agree to that to some extent, I really think that you should get your foundation, you should build your foundation. You should start getting some wins, some successes in your own backyard, because you’re going to understand that market a little bit better. You’re going to be able to know and feel the cash buyers, or the investors that you’re working with. These people are neighbors, they know who you are, or at least something about you or your family.
So it’s not like it’s anything that you have to go into a new market, and really get educated on the people and the flow and the cash buyers, you’ve already got it there. And that’s why I encourage people to start in their backyard. And you’re getting phenomenal returns, on those deals. So, whatever you’re doing, keep doing… Well, I know what you’re doing, and we’ll break that down, but keep doing it. All right? That’s the coaching, keep doing it.
So, you’re working in a factory. What are the hours, working in a factory? I don’t even know. All I know is TV and movies and YouTube documentaries on factories. Is it eight hours a day that you’re just doing the same thing, all day? Tell me about this.

Daniel Vazquez:
So when I started your coaching, I was literally waking up at 5:40, close to 6:00-ish. Would get off work, until around 4:00 or 4:30. Be home. And then I would cold call from 4:30 to 7:30. And so, I would cold call every single day.

Brent Daniels:
And what were you doing in the… All day long, what were you doing?

Daniel Vazquez:
So, we were making car parts. So I was having to gauge parts and stuff, to make sure… It was machinery, kind of stuff. So, I was having to work on machines and stuff. So it was crazy, dirty kind of factory job.

Brent Daniels:
So this is exhausting work.

Daniel Vazquez:
Yep.

Brent Daniels:
And then you get off and you get on the phone to chase after your dream.

Daniel Vazquez:
That’s right.

Brent Daniels:
I mean, it’s absolutely incredible, man. I wouldn’t have that. I’m telling you right now, I’m going to be honest with everybody, right now. If I was working a really, really manually intensive job, I’m not getting off of… I’m not. Well, maybe. But I don’t think so. I mean, you’re an incredible, that’s incredible. How do you get the mindset to be able to do that? How do you be able to switch tracks, and not be like, “Oh, I’m so exhausted,” or, “Oh, I’ll do it tomorrow,” or, “Oh, I’ll wait until the weekend and then I’ll do the calls.” How do you do that? How do you flip that switch?

Daniel Vazquez:
I don’t know, it was honestly, just reading books was the thing that caught me, that really got me into the right path. And it was just my desire to pretty much quit my job, because that’s what I wanted, at the end of the day. And just pretty much have my freedom. I guess, my free time for myself and my wife, now. So that’s pretty much what pushed me to pretty much have a better life for us, and my family as well.

Brent Daniels:
And what were you saying you were making at that job?

Daniel Vazquez:
Around 36,000 a year.

Brent Daniels:
$36,000 a year. As a W2 employee, right?

Daniel Vazquez:
Yes, sir.

Brent Daniels:
Right? So your paycheck’s much, much less than that, after everything’s taken out. Right?

Daniel Vazquez:
Mm-hmm (affirmative).

Brent Daniels:
And now, you have your own business and have closed pretty much that, in 150 days and growing. Right?

Daniel Vazquez:
Yes, sir. Mm-hmm (affirmative).

Brent Daniels:
I mean, absolutely incredible. This is such an inspiration. But you decided to go, you, weren’t going to just let your circumstances just beat you down. You were going to keep enough energy, you kept enough energy inside you to be able to take action, after you’ve been working all day long. Because, obviously, you’re feeding your brain great things. You’re reading, you’re probably listening to great podcasts, like the Wholesaling Inc podcast. Or whatever else, something that’s giving you that juice, giving you that energy, that mental energy that you need. And then you take action.
That’s the biggest thing. I think that, the biggest transition that I see with a lot of people is, they have that passion. They have the same fire you have, they have the fire in their belly, in their brain. They’re reading the books. They’re listening to the podcasts. They’re going on YouTube. They’re getting it all figured out, but they’re missing the most important thing. And that is, that time that you just mentioned from 4:30 to 7:30, that you were picking up the phone and you were calling distressed property owners, and you were asking them if they would consider an offer on their property. Right?

Daniel Vazquez:
That is correct. Yeah.

Brent Daniels:
I mean, absolutely… I’m blown away, man. I’m so pumped right now, having this conversation with you. I can’t even imagine it. I can’t even imagine what your days were. And so now, are you full-time?

Daniel Vazquez:
Yes, sir.

Brent Daniels:
Come on. How long did it take you to transition… First of all, how long were you in that industry? How long were you in the?

Daniel Vazquez:
Six years.

Brent Daniels:
Six years. How long did it take you to get out?

Daniel Vazquez:
A month.

Brent Daniels:
Oh, my gosh. I am telling you, man, this is the greatest business. Isn’t it, Daniel?

Daniel Vazquez:
Yes, sir, it is.

Brent Daniels:
I mean, it’s just the greatest business. One day can change, one conversation, that conversation that you had literally put you on a completely different path in life. You know what I mean? You would be exhausted, and your body breaking down, after years and years and years and years, and now you’re going after… You have that, you have a clear path on what you want to do, and you’re doing it right now. Are you getting these deals from picking up the phone? How did you get your first deal? Let’s say that.

Daniel Vazquez:
That’s all I’m doing. I’m talking to people.

Brent Daniels:
That’s it, you’re just picking up the phone. Oh, man. I love it. I did not pay him to say that. No, that’s awesome. But it’s the truth. I mean, literally. This isn’t rocket science, this isn’t like some sort of surgery that we’re doing here. We literally, if you have enough quality conversations with distressed property owners, you will win. It is so incredible. This is the example that you have. If you’re going through a tough time at work, or you’re in an industry or career that you just don’t love and it’s not your passion, this is a beautiful example of how to be able to break out of that, man. I’m just, I’m pumped.
So, I’m just excited here. I’ve been talking too much. I’m going to let you go loose, and kind of break down what your day looks… So, give me your schedule. What do you do now? Now before you were waking up, you’re going to work. You were doing this 4:00 to 7:30. What does your day look like, now?

Daniel Vazquez:
So now I wake up at the same time, around 5:30, 6:00. I do meditation, do my affirmations. And then, I get my breakfast, I go to the gym from around 8:00 to 10:00, and then I get home, eat my normal meals. And then I’ll start cold calling from 11:00 to 5:00 or 6:00. And then, I work on outside of the business, after that. Until like 10:00, or so, and then repeat it again every single day.

Brent Daniels:
So you call for five to six hours a day?

Daniel Vazquez:
I try to cold call, pretty much three to four hours. And then I do follow ups, for like an hour.

Brent Daniels:
I love it. And, what are you finding, are you finding that, in your market… Are you just in the smaller markets? Are you running out of people to talk to? Because that’s one of the concerns, when you’re going after different markets or different distress property lists, if you’re in a smaller market obviously there’s less people to go after. Are you finding that, or is it still feeling like it’s flowing pretty well?

Daniel Vazquez:
So, I’m still doing the driving for dollars in my area, since it’s closer. But I’m starting to expand out, towards Indie, since it’s a bigger market. But yeah, I’m still trying to work deals. I actually have another one that I’m, an appointment set up, that I might be going after this weekend. In Seymour again, where I got two of my deals.

Brent Daniels:
You better get that deal.

Daniel Vazquez:
So, yeah.

Brent Daniels:
You better get that deal. Is it going to be a good one?

Daniel Vazquez:
Oh, it should it be a good one, yeah.

Brent Daniels:
Like how good?

Daniel Vazquez:
At least, a five figure.

Brent Daniels:
All right, I love it. I love it, fantastic.

Daniel Vazquez:
[crosstalk 00:13:04] five figure-

Brent Daniels:
Keep it going. So, you’re using a dialer, you’re making these calls, you’re having good contacts. Do you have a contact goal? This is a question I was asked today, on my live show, on YouTube. I was asked, “Do you have a contact goal?” Do you have a contact goal every day, or is it just a time? How do you measure it?

Daniel Vazquez:
I usually measure by the time. I actually just sit down and start cold calling for three hours. I don’t get up so, I cold call. I started doing by the dials, I was doing 200 dials, but sometimes I did them within an hour or two hours, and then I was done. So I didn’t want to just stop whenever I hit that goal. So I was actually doing… I’m doing the time now, so.

Brent Daniels:
Awesome. And then, lead follow-up, and then appointments. Whatever appointments you go on, you’re running around.

Daniel Vazquez:
Yes, sir.

Brent Daniels:
Simple schedule. Don’t you get bored?

Daniel Vazquez:
No. I like this business. Just seeing the results in, like you said, 150 days? I was actually doing the same thing for six years and I was… I had to. So now, it’s just a matter of being consistent. So, I have to.

Brent Daniels:
I love it. I love it.

Daniel Vazquez:
[crosstalk 00:14:04].

Brent Daniels:
Well, let’s do what, everybody’s favorite part of our podcast, which is an actual deal breakdown. So, which one do you want to do? Do you want to do this 11K deal or the 13K deal that we talked about?

Daniel Vazquez:
It don’t matter, we can do whichever one.

Brent Daniels:
Let’s do the most recent, let’s do a 13K deal. Break it down for me.

Daniel Vazquez:
[crosstalk 00:14:21].

Brent Daniels:
Where did you find this lead?

Daniel Vazquez:
This one, it was on a list that I pulled down. It was an absentee owner list. So, cold calling it, as well.

Brent Daniels:
Will you explain to the audience what you mean by absentee owner?

Daniel Vazquez:
That’s where the… I guess it’s kind of like, a tired landlord. Where the house is vacant, and I guess, the owner doesn’t live there.

Brent Daniels:
Correct.

Daniel Vazquez:
So that’s what I would… So.

Brent Daniels:
Yep. So absentee owner list, older properties.
Where did you pull it from?

Daniel Vazquez:
It was PropStream.

Brent Daniels:
All right. So ttpdata.com, check that out. If you guys don’t… You have to get this tool, tppdata.com. I’m telling you, powered by PropStream. Everybody that’s serious about this business has it, right?

Daniel Vazquez:
Yeah.

Brent Daniels:
I mean, for real.

Daniel Vazquez:
That’s correct, yep.

Brent Daniels:
Yeah. TPP Data. Okay. So you pulled an absentee from PropStream, and skip traced it, rock and roll?

Daniel Vazquez:
I skip traced it, Batch Leads. I used Batch Leads, and then I cold called it. I got ahold of the owner and then… It actually took me, I think, two months to close this deal, because he had somebody, he has his daughter living there. And so, I had to wait, to pretty much close on the house.

Brent Daniels:
So let’s go through the four pillars of pre-qualifying this lead. So, for everybody out there, as you are getting leads. The engine of our business is lead generation. But conversion is the second part of the business. There’s three parts. Lead generation conversion and exit strategy. So, in conversion, one part is all about pre-qualifying your leads based on the condition of the property, their timeline to sell, their motivation to sell and their price. So what was the condition of this property, Daniel?

Daniel Vazquez:
Yeah, it was rough. I didn’t even know how the person was still living there, but it was fairly rough. They had leaks on the roof, so. You could tell on the outside, it was really bad.

Brent Daniels:
And, how big was the house? Do you remember?

Daniel Vazquez:
It was, I think it was like 1200-something square feet.

Brent Daniels:
So, roof, plumbing, electrical, flooring, cabinets, sinks, fixtures-

Daniel Vazquez:
Yeah, all that was in bad [crosstalk 00:16:33]-

Brent Daniels:
… doors, the whole thing.

Daniel Vazquez:
Mm-hmm (affirmative). Yes, sir.

Brent Daniels:
Okay. Got it. How did it get into that condition? Just wear and tear, from the tenants?

Daniel Vazquez:
Well, I guess it’s the daughter, that was living there. She didn’t take care of the property. It was just her, by herself.

Brent Daniels:
Got it. Was she paying rent?

Daniel Vazquez:
Nope.

Brent Daniels:
I am telling you right now, those are some of the best deals. Is when parents give their kids the ability to live rent-free, in one of their properties and they just don’t… They don’t respect it. They’re not paying for it. They’re not keeping it up. Typically, they’re not working. They’re just kind of living there. It’s, when you hear that. And the reason I bring that up is, I’m sure Daniel, when you were talking to him on the phone, on a call. And he’s telling you, “My daughter lives there, she’s not paying me rent. It’s in rough shape.” You’re thinking to yourself, “Yeah, this is going to be good.” Right?

Daniel Vazquez:
That’s right, yep.

Brent Daniels:
So, it’s rough shape. It needs a total remodel, their timeline. What did you say, two months?

Daniel Vazquez:
Well, at first he said, “Okay, we could do this within two, three weeks.” So I got it under contract and everything, and then, before I started trying to find buyers, he said, “Okay, I’m going to need some more,” because he was an older man. He was fixing up another property, that I might be following up, later on. But he was fixing enough, another property, to where she could move into, because he had two properties and the one he was living in. But they were all on the same street. So he was fixing up one, but he’s an older man and he was going to take longer to fix it up. So he can give me the house, bank it. So I told him, “Yeah, there’s no problem. We can push it back a couple weeks. No problem at all.” So, that’s what I did. And then, I started looking for a buyer as well. And then I sold it, within a couple of days. Like two days, I think it was.

Brent Daniels:
I love it. I love it. So give me, before we talk about the cash buyer, because I do want to touch on that. What was the price that you locked it up at?

Daniel Vazquez:
It was around 20K.

Brent Daniels:
20K, and totally fixed up, what does it go for?

Daniel Vazquez:
Around 120, 130.

Brent Daniels:
Whoo, I love these numbers, Daniel. I love these numbers. No wonder it was easy for you to sell. And listen, people are listening to this and maybe watching this for the first time. And they’re like, “What? It’s worth 130,000 and he got it for 20,000.” Listen to me, everybody. Very, very, very closely. Every hour of every day, these deals are happening. Every hour, maybe every minute of every hour of every day, these deals are happening around the country.
Listen, Robert Kiyosaki hit it right on the head. “The deal of a lifetime comes around, about once a week.” It really does. And that’s what we have to do, that’s our job. Our job is to get in the middle of this. Somebody is a distressed property owner. Somebody is a cash buyer. Cash buyer doesn’t want to deal with the emotions of the distressed seller. Distress seller doesn’t necessarily want to deal with the coldness and the business-like personality of the cash buyer. That’s where Daniel comes in. He comes in, he’s charming. He’s nice. He’s listening. He’s patient. He’s going through, he’s there to serve and helps us out. That’s why wholesaling exists. We exist in the middle. We exist to be able to facilitate that. So, absolutely incredible.
So your cash buyer in that market, do you have a big cash buyer pool, is it a small cash buyer pool? Is this a cash buyer that is looking to own it as a rental, or as a flip?

Daniel Vazquez:
So, actually this is a little different. My cash buyer was actually, I posted it on Facebook Marketplace. My cash buyer was actually just a normal person, looking for a house he could flip and live in it. Because, it needed a lot of work and we were estimating around, probably 60,000. So that’s why he paid a little more for the property, because he was going to be living in it. So he was just-

Brent Daniels:
I love it. When you posted it out, what price did you post it out at?

Daniel Vazquez:
I posted it at 40K. I thought it was a little bit higher, but there’s always negotiating, and that. And so this cash buyer offered me 35 for that property.

Brent Daniels:
35, and you net… Well, I know what you netted, but you netted a little bit lower than that.

Daniel Vazquez:
It was more, I was close to 14K. It was like, 13 seven-something.

Brent Daniels:
What did you pay for, in there? And, not the full 15. Did you pay for something in there? Did you pay for some closing costs or anything?

Daniel Vazquez:
Yeah. We went half and half, on closing costs, and stuff. And usually [crosstalk 00:21:05]-

Brent Daniels:
And you netted how much?

Daniel Vazquez:
Around, it was close to 14K.

Brent Daniels:
You maniac. I love it. I love it. That’s incredible, and interesting, that you were able to post it to Facebook Marketplace, find a cash buyer that wanted to renovate it themselves. Get a really smoking deal at 35,000, put some sweat equity into it and probably have a really good amount of equity there. So, that’s absolutely fantastic. And now you’re rolling. You’ve got another one. You’ve got another one popping up. You did another one for 5900, another one for 1500, another one for 11,000. I mean you are on fire. What does your wife think?

Daniel Vazquez:
Oh, she’s happy with this. She’s amazed.

Brent Daniels:
I love it. I love it. So what’s the big goal? What’s the big vision? Where do you see yourself, 10, 20, 30 years? Do you see yourself building a real estate empire? Do you see yourself actually building property and developing? Do you see yourself having a big fund, that you lend money out? What is your path? What is your thoughts, right now? Dream with us.

Daniel Vazquez:
So, my goal right now is hopefully to start, grow my wholesaling business, and then hopefully start doing some owner-financed deals, as well. I’ve been looking into those. And so I’ve been doing… I actually, my first deal that I got a long time ago, when I lost my 15K last year, as well. So, I wasn’t subject to the deal, but yeah, that’s a different story. But, hopefully, I can do some owner-financed deals in the future. But yeah, my main goal right now, is to grow my wholesaling business.

Brent Daniels:
Awesome. And that’s… Listen, you’re focused. You’ve got it. I love it. I love it. And I assume you want, at some point, the creative financing, the seller financing, getting those properties, is to build your portfolio.

Daniel Vazquez:
Yes, sir.

Brent Daniels:
Passive cashflow.

Daniel Vazquez:
Yes, sir. Definitely. That’s the goal.

Brent Daniels:
Do you have a goal of how many doors? Does your wife have a goal, of how many doors?

Daniel Vazquez:
We’ve thought about it, we’re thinking about, around 150.

Brent Daniels:
I love it. 150 properties, doors, rental doors in your portfolio, brother. You’re going to do it. I mean, just stay here, right? Stay focused on income, coming in. Making the money, being able, being smart, keeping the money, keep your expenses low. Save it up. Make sure you pay off any of those crazy debt. If you have any kind of debts, you pay all that off, all personal debts. And then rock and roll with that, and start really doing some damage with your rental portfolio. It’s so exciting.
So, you mentioned driving for dollars. Are you using an app, for driving for dollars?

Daniel Vazquez:
No, [crosstalk 00:23:51].

Brent Daniels:
Or are you just writing them down?

Daniel Vazquez:
Yeah, it’s just been me and my wife. So, it’s driving her, she writes them down, and that’s it. I drive, so.

Brent Daniels:
Incredible.

Daniel Vazquez:
Yes.

Brent Daniels:
All right, listen. You don’t have to have a huge budget, for this. I would encourage you at some point, Daniel, $40 a month for Deal Machine, if you use the TTP code, $40 a month for Deal Machine. I assume it works, they’re in your state. So, I encourage anybody, if they don’t want to write it down, Deal Machine, TTP code. It’s the biggest discount they give to the rhino tribe. So check that out. So Daniel, how do people get in touch with you? How do they say congrats? How do they squat up with you in your area? How do they network? I mean, how can people reach out to you?

Daniel Vazquez:
Facebook, most of the time. It’s Daniel Vazquez. That’s mostly… or Instagram. I’m not really active on there. I barely post anything, but same, Daniel Vazquez.

Brent Daniels:
Staying focused. He’s staying focused. This guy is incredible. 27 years old, and he’s not on Instagram. This is what I’m talking about. I love it. All right. So Daniel Vazquez on Facebook, guys. Check him out. That’s V-A-Z-Q-U-E-Z. Check him out, go send him a DM. Tell him congratulations. Give him some love. Any final thoughts as people are starting out in this business. What advice would you give them, Daniel?

Daniel Vazquez:
Just, to be consistent. Don’t overthink it. A lot of the times, we overthink stuff, and then, that gets to our heads and then pretty much, we don’t do anything. So that would be my main thing, just to be consistent and don’t overthink it.

Brent Daniels:
I love it. I love it. Thank you, Daniel.
From working in a factory for six years, manual labor, to being able to quit his job because of the power of wholesaling real estate and real estate investing in 31 days. You are a shining example of the potential of this business, Daniel. So. I love it. You’re incredible. And thank you for sharing your story. Everybody else out there. If you are interested in joining the most proactive group in real estate investing, it is the TTP family. It’s the TTP program. Please go to wholesalinginc.com/ttp, that’s wholesalinginc.com/ttp. Scroll down, see what it’s about. Check out all the testimonials. Nobody has more. If it feels good in your gut, sign up for a call. We look forward to talking to you, and I look forward to working with you one on one.
And that’s it, Daniel. What an incredible show.

Daniel Vazquez:
Hey, thanks so much.

Brent Daniels:
Thank you for coming on here. That was wonderful. And everybody out there, as always, I encourage you to talk to people. Until next time. Love you. See you.

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