Welcome to the new season of Broker’s Playbook! Today, we have the incredible privilege of introducing you to Luc Lising, one of the highest-performing members on my REC Canada team. Luc Lising is an expert in investment real estate and he offers a one-of-a-kind value proposition for investors looking to invest in GTA. In the past five years working with us, Luc Lising has produced over 500K annually in GCI – making him an absolute student of the game. Don’t miss this exclusive interview with Luc Lising – click play now to get started! Don’t forget to like and subscribe!
Simeon Papailias: Hello once again to all my brothers and sisters nationwide. This is your boy, Simeon, and we’re about to host Mr. Luc Lising, one of my esteemed and highest performing team members on my very own team, the REC Canada team. My my team is made up of just over 50 senior brokers that transact for clients all over the GTA and all over the country. For those investors seeking to invest in the GTA, Luc leads the investment real estate world with his value proposition being one of efficient analysis and the ability to close somebody on what they were looking to do. A true student of the game. He came up alongside my business partner, Jas, as his prodigy. And in the last five years with us, we have seen a transformation of legit a teenager coming to the office asking to shadow to one of our top salesmen on the team, producing over 500K annually in GCI. Stay tuned. This is definitely not one you want to miss. Hello everyone and welcome to Broker’s Playbook. Today I have the pleasure of being joined by one of my very own family members, Mr. Luc Lising. Welcome to Broker’s Playbook Shameless.
Luc Lising: Every time your name comes up in conversation, nothing but good comments from other agents in our office and our industry. So it’s an absolute honour to to be on your show.
Simeon Papailias: It’s just awesome that everybody lies so well, you know. Yeah.
Luc Lising: I can only smell smell a lot from a mile away.
Simeon Papailias: So thank you. God bless you. I appreciate that. What I want to do is really hone down today on your story. You’re on my team. I obviously know what there is to know about you. I’ve seen you grow from a teenager literally, to now you’re in your mid 20s, almost your mid-twenties.
Luc Lising: Yeah. 23 just turned 20.
Simeon Papailias: Just turned 23. But you’ve gone from a kid to a half $1 million a year producer or more for that matter. It’s not. It’s not. We’re not here to discuss your GCI, but I’m just going to put it out there that you’re not in the six figures, you’re in the mid six on your way to sevens and you’re 23 years old. And as far as I’m concerned, when I was 23, I had my own business. I was in restaurants at the time, I was in university at the time, and I was transitioning between running a floor for a bank because of my courses. I was studying accounting and financial management. So I was between our family businesses where I opened up my own restaurants, all the things like I have a pretty colourful past. But nowhere near the type of monetary reward I worked as hard as I know how hard you work. I’m trying to put a preface to all this because you came in. You had never made money yet. Let’s like. I’m talking about real money. Right. Right. Working for a job.
Simeon Papailias: Oh, excuse me. And you never asked. A single question. How do I make $1 million? I want to to give people an understanding of your mindset. I will try as best as I can to bring my past, maybe resonate with it and give it an easier understanding. But I really want to focus on you telling your story today and I will guide it the best I can because I watched it, supported it, and of course was a massive contribution to enabling it my business partner. Put his personal. All of his personal work and aspiration and inspiration to instill in you, because we’ve had conversations that you were not around for. As to who we’re bringing up, how we’re bringing them up, what we see in them. Right. Nor will I let any of those secrets out today. Yeah, but all I can say is that me and my business partner saw in you what you may have not seen. Or maybe you did. Let’s start from the beginning. When did you meet? When did you come to my office? How did that start?
Luc Lising: Yeah. So I’ll take us all back to 2019. I was with EXP Realty at the time, I think when I was just with when I just got licensed. EXP only had like 40 agents in Ontario. It was a very small brokerage. It didn’t have a Canadian presence at the time. And for my first six months license I was 19 years old. I couldn’t put a deal. I couldn’t put a deal together even if my life depended on it. So I was at a networking event at one time and I met a mortgage broker who I really connected with. I’m not in touch with him today, not for any particular reason, just fell out of touch. But he added me to a WhatsApp group chat with ten other investors and all we did was share our investment deals and every single listing, I would say 80% of the listings I would come up were from a guy named Mike Seal, who you know very well. Yes. So I called this guy, Mike Seal. I said, Hey, I see you on your website. You have a bunch of listings. They’re all investment properties. I want to get into the investor game of being a realtor.
Simeon Papailias: Can you tell me why did that attract you, by the way?
Luc Lising: Because I knew investors were multi transactional. If I helped John Smith buy his first home, he’s probably not going to move for another 7 or 8 years. Whereas if I helped John Smith buy his first investment property and he makes 100 grand the next year or in his first year, he’s going to want to do it again and again and again. So I saw the money in being an investor focused realtor, so that’s all I pretty much do. 99% of my business now are investors. So I call Mike Seal and and and I reach out to him. I start picking his brain. I see how smart this guy is. And now I’m starting to understand why people trust him with their listings. So on that same phone call, I said, Mike, I know you live in Windsor. I’m dropping everything now. I’m moving to Windsor. I’m going to come learn from you. I don’t care if you scam me, I’m just going to take that leap of faith. He says, Slow down, speak to my friend Jas. He runs a very similar firm but in Toronto, so that way you don’t have to move. I send Jas an email to his Royal Lepage Email. Obviously no one checks those. So he didn’t he didn’t respond. And then a few days later, I got a phone call from Jas and he reaches out to me and says, Hey, I got a notification from my office that you’re looking to get a hold of me. Just wanted to know what it was regarding. I explained it to him. I said, I want to come learn from you. He says, No problem. Tell me more about yourself. Because we don’t just take on agents. He says, How long have you been in the business for? I said, Six months. How many deals have you done? Zero. Well, how old are you? 19. Unfortunately, Luc, we don’t take on any new agents. And then I stopped jazz and I said, Well, I think you’re making a big mistake if you don’t meet me. And then he was silent for, like, a good six, seven seconds. And then he invited me to.
Simeon Papailias: Meet because typically somebody who gets turned down just, you know, puts their head down and just moves on. Yeah, but not you.
Luc Lising: So before I even learn sales, I was already applying principles that I now teach today, which is just because they say no one’s actually depends you know and dating what you want to you might want to take the first the first. No but in that scenario no, I told them hey I said you’re making a big mistake.
Simeon Papailias: And tell me how that went. So. So you’re telling me he’s making a big mistake? It takes a long pause. How did you how did how did you finagle your way into the back?
Luc Lising: You have to you have to make an impression. So Jas, after the phone call, he said, I’m going to text you a link to my Calendly book, a time for next week just to have a chat. This was a Friday evening. I booked it Monday at 8 a.m. I was there ten minutes before I was. I was there before his own staff showed up and I was dressed. Well, I was wearing a I was wearing a suit, a dress shirt ten minutes early before the appointment. And that was it. It just it left a lasting impression because I did it on the very first available time slot in the entire week. And then I just told him everything about me. I was very honest. I was working another job at the time. I told them I was making 1500 bucks a month, which is nothing. And yeah, he said, You know what, I’ll take you on for a couple of months, see how it is. And then after that he gave me a full time job as his assistant. So that was my role for, for year one as a realtor. I didn’t transact a single deal. It actually took me 18 months to do my first deal.
Simeon Papailias: I’ll also remind you of what your salary was as as his full time assistant at the beginning. Yeah. Do you remember how much it was?
Luc Lising: It was like less than 30 G’s a year.
Simeon Papailias: Student of the game is a term I use quite often. Student of the game is this podcast episode. Because you are a true student of the game. And I will also tell you that. Jas Takhar. And myself. For all the things we’ve done wrong, the one thing that we’ve done right. Our entire career continuing to this day. We have maintained the principles of being students. Of the game. The term is loosely used, and here I’m not going to allow it. I’m going to really define it. The game is life. It’s not real estate. It’s not this. It’s not that. It’s the way you perceive the world around you. And I believe my family, my work, my aspirations, my ambitions, my conflicts. Anything that happens is all part of one big game. The minute that you think you’re above any of it. The minute you think made a couple million bucks or a couple of hundred thousand bucks or 50,000 bucks, depending on where you’re at. The minute you feel that money or a specific achievement has put you above anyone else is the day, the moment, the second you’ve lost the game. I have never I have been asked a million times, what is your end game? Why are you always so busy? Why are you always doing things? I don’t have an end game. I’m looking to better myself every single day. If we achieved something great, Fantastic. Take it in. Have a great day. Throw a big party, have a couple of drinks. But tomorrow’s a new day and we’re definitely not going to go backwards. Yeah. Being a student of the game is understanding and being humble about what you go about. Not to not have pride in what you do. But you have you are not the top.
Simeon Papailias: You will never be the top. I will never be the top because there’s always the next person that’s going to come and try to do take what you did. Take what? That’s human evolution. You take and you use. You took Jas’ knowledge and you’re now making it your own. Shame on you if you don’t become better than Jas. That’s your failure, right? And I shouldn’t use the word failure. You’re going to make your own interpretation. But the whole point is, to this day, I have dozens of mentors. The president and CEO of the Ontario Real Estate Association, the CEO of Royal LePage, Canada, my own broker of record. My father, may he rest in peace. It’s irrelevant. I look at people every single day and I take what I can with permission or without permission. I will take what I see as noble as something that I can use and reinterpret it my own way. Knowing that they have gotten to where they are using specific principles. Discipline, consistency, resilience, whatever they may be. You can always take something and improve every single day. You have been applying this for the last five years for four and a half years. Tell me a little bit about being. A proper and good mentee, not a mentor mentee. What is a good mentee? How do you keep improving if you. So if you were an arrogant little sucker, you’d be like, I got this. I made a half a million. What’s up? Act a fool. But you don’t. You show up at the office every morning before everyone else. You are the last to leave. Every single day, day in and day out. Why? How are you? A proper and good mentee.
Luc Lising: Yeah. So there’s a number of different ways I can answer that. I think first and foremost, people already naturally don’t like the arrogant type of people, people that think they know it all, people that don’t ask questions, people that try to impose their worldview onto others. So the biggest mistake I see most people make, not just sales people, not just realtors, is that they’re brutally arrogant, brutally meaning if someone like Jas or yourself sits down on a podcast for free and says, here are step by step instructions on how to make 100,000 500,000 or $1 million a year in real estate, Some people are going to take parts of it and say, you know, I don’t like that CMOs guy, That guy is too loud, I don’t like him, whatever. And then they’re not going to take that advice, arrogant arrogance, where if they just humbled themselves for a moment, soaked in all the information that you generously shared for free on this podcast, they might pick up a thing or two and just chip away at it. Their lives can change forever. So when I was Jas’ assistant, any time he asked me to jump. The only question I asked was how high? Yes, there have been countless times where even the type of work that I would do to get what he wanted to do didn’t seem efficient or effective on my side. But if it meant he got it done faster for Jas, I would do it.
Luc Lising: For example, there was a project that we launched in Bowmanville Motto Condos, round one, and there we had a record breaking 35 deals in one project. That was the most that was the most we’ve done in a single project. And because of that we were constantly dropping off checks in Bowmanville. Well, most people would do. And I was Jas’ assistant at that time. They would wait for all the deposit checks to come to our office and they would drive it all at once to Bowmanville and drop it off. I didn’t take that approach. I wanted every deal to go through. So the moment it came in, I would drive 45 minutes to to Bowmanville and back. I was doing that eight hours a day. And guess what? I never asked for a penny in gas money that came out of the two grand a month you guys were paying. I did that myself. I never asked questions, and any time I was told to do something, I did it without questioning it. So to answer your question, the mistake most people have is they’re arrogant. They think they know better. They want it done their way. Well, there’s a reason why you’re broke. It’s because you’ve been doing things your way. Do it the way someone else has been doing, someone that’s been successful. Jas.
Simeon Papailias: So I think you just hit principle number one. Go self-acknowledgement. If you knew what you were doing. You would have been where you want to be.
Luc Lising: Completely.
Simeon Papailias: But you’re not where you want to be. So eating a piece of humble pie and understanding that other people just might have a strategy or two that might be more effective than what you thought was effective might be the way to go. Yeah.
Luc Lising: I love that. In that example, it made sense for all 35 deposits to come in at once and just make one trip. I was like this back and forth, back and forth, back and forth.
Simeon Papailias: But you’re ten days also came down by 80% because the firm dates come as the checks go in.
Luc Lising: And that’s when we developed the term sticky rate. What’s the conversion of people that sign to going firm That that month we had a 92% sticky rate. So those 35 people, that was 92% of the people that actually signed. Right. And that that was because of how quickly we were able to get things done. It wasn’t effective for me. It wasn’t fun driving that much, but it was what was needed to get the job done. And that was a record breaking weekend for us. 35 deals. How many people do that over their their careers? We did that in a weekend.
Simeon Papailias: Yeah, I like that. Well, it was a day. It was a day. It was a it was a day that turned into a month of work. But it was a day that converted 38 people into the funnel, 35 into deals with a 92% stick rate. I absolutely love that. Luc, Take me to the last couple of years. We went through the craziest up and down in Canadian history. It’s obviously it was a first for all of us, so there’s not a single person on this earth that can say they went through a pandemic in their lifetimes ever because the last pandemic. Well, I’m not going to talk about the early 2000s of SARS. It wasn’t the same. It didn’t shut the world down. The last one was in the whatever, 1920s, 30s, whatever, Spanish flus. And the last time we got gutted with mass death. But this one was different. Technology is different. The world is a much smaller place right now. People were divided. It’s fake news. It’s real news. Monetary policy brought 0% mortgages. You could get a five year variable at 0.99, which is less than inflation, which that means they’re actually paying you to borrow money.
Simeon Papailias: Just a quick FYI to everyone. That brought on. A shit storm of a heyday of amazing real estate years for brokers. Buyers got into real estate. Agents that may or may not gave the appropriate advice put clients into real estate. And now for the last, let’s call it year and a half on the nose. Actually, February 20th, 22 to now is exactly 18 months. We have the exact opposite effect. We’re looking to fix what we broke, right? As a country, as an economy, as business decisions were made. What is your journey been like during this time? Um. As because I know your production. I’m sitting at. The team side. So I know your production. You have written more deals than you have in your entire life. Yeah. How have you written more deals in a bad economy than you did in a great real estate trajectory market? You’ve written more deals since February 2022 to today. End of July 2023 then you ever did before. Tell me a little bit about how your mind works and how your dedication to the craft works.
Luc Lising: Yeah, so. We learned that although there are always going to be sexy new things that come up, the basics will normally would stand any economy. So when I first got started again, it was around 2020. That’s when Covid hit shortly after we had a run up because as you said, it was you were getting paid to borrow money. So we saw that quick run up during the pandemic of all these sales prices, you know, home selling, $400,000 over asking. We saw a crazy market over the last year and a half. And now on the flip side, we’re seeing that slow down. People are people are panic selling people that can’t carry their mortgages. So I’m seeing a lot of different economies that I’m not normally used to because I was just getting started. I’m still getting started. I’m only four and a half years in the business. What helped me pre-COVID during Covid and post Covid. Does it matter when was constantly making phone calls? As a salesperson, your job is to make connections. So I’m not in the business of chasing the next deal. I’m in the business of chasing the next connection. I want to know who relates to me. I want to know who resonates with our style of investing, which is the buy and hold. We never sold people during Covid, the get rich quick schemes, the flips, none of that stuff, although they work, although you can make a lot of money, well.
Simeon Papailias: They also don’t work. So. So when when we talk about flips and this is direct to real estate and we’re speaking to real estate salespeople and mortgage brokers right now, a flip is not a real estate investment. A flip is a business unless you’re in construction and unless you got dry powder, meaning cash in the bank and you’re not financing, you’re not doing things, and you control a lot of the work you’re in for a lot of surprises. If those surprises extend your timeline and take you into a different market, which a lot of people were caught holding property, waiting for permits and now have to carry a property at 4 or 5 x, the cost. Not only did you lose all your profit, you’re probably going to have to either go bankrupt or forfeit your deposit. You’re going to lose. So let’s not call flipping investing ever. And this is exactly what you were explaining. I just really wanted to hone in that point. Real estate investing is real estate investing, not the business of it. Landlording is the business of real estate investing. Holding the property, creating value with an improvement and higher cash flow as a result. That’s the principles of investing. And you were referring to connection. Are you the guy who will call 100 to put to get 20 pickups, to get 15 appointments to close five? Is this a numbers game straight up or is it do you look at it differently?
Luc Lising: It’s exactly that. I remember one time Jas broke it down for me. Right. And then we just effectively broke down. How much? How many calls can you make a day? Okay, It’s this. How much money? How many.
Simeon Papailias: Calls can you make a day.
Luc Lising: On average without rushing things? 5050 is a safe number.
Simeon Papailias: I didn’t know you were that slow. That’s fine. Yeah. I mean, there was a time I used to do about a buck 20. You know what I’m saying? Yeah, yeah.
Luc Lising: Yeah.
Simeon Papailias: Just joking. 50 meaningful calls is huge, by the way. Great job. Go on.
Luc Lising: So call it 50 calls. But then if I can earn X amount of dollars in a year, call it 200 grand in a year if you break down the numbers, da da da da. What Jas did for me actually put it into perspective. He broke down how much every call meant in terms of a dollar.
Simeon Papailias: Reverse engineered it.
Luc Lising: He reverse engineered and we broke down. Every phone call I made was about $100. So regardless if they said no or not, I was one step closer to a yes, which equated to a $25,000 question. So every time I made a phone call, I made $100.
Simeon Papailias: You know your value so you don’t feel bad. People get turned off because they’ll get they’ll make 30 calls. They got 29 no’s, one maybe, and they felt they wasted their day. Right. You never feel you wasted your day.
Luc Lising: I thought I made three grand. I thought I made three grand. So I was like, Wait.
Simeon Papailias: That’s the mindset of a winner. Uh, 30 calls, 30 no’s. I made three grand. Because you’re only two calls away from two yeses.
Luc Lising: Correct? Because those yeses mean a lot. Realtors are blessed. We’re the only industry. We’re the only profession where our. Paychecks increase with inflation because the commission stays the same. But the house prices have increased almost doubled over the last five years. I lied to you ten years, call it. Sure. We’re such a blessed profession. So the more phone calls you make, the closer you are to that. Yes, I’m only looking for that one. Yes. Now, in today’s market, instead of me making 100 phone calls and getting three yeses, it’s going to take 200 calls to make two yeses. So I still have to work the same amount of hours regardless if I like it or not. So the last thing I’m going to do is sit around, cry about it, play with my thumbs, twiddle my thumbs, because the same work needs to get done. There’s still deals being transacted. It’s just not me doing them and that pisses me off. So now I’m back to basics. Now I’m back to being humbled because last year was a good year where we made a lot of money. Everybody made a lot of money. You get high a little bit. But I think today’s economy is starting to humble a lot of people. And I’m not in the business of taking orders. I’m in the business of putting deals together. So that’s what we’re doing.
Simeon Papailias: I can’t tell you how much I love that. I actually see my partner in you very much. The influence he’s had and the the principles he’s instilled in you. I’m going to give you a couple stats right now because we’re we’re kind of getting down to the nitty gritty and I’m going to close this off soon. In 2022. Almost 60%. Of. Toronto Real Estate Board. Members, our brothers and sisters. Almost 60% of the near 70,000 brothers and sisters in this business did not do a single deal. Wow. When I heard that stat. I didn’t even know what to do with myself. I always knew it was bad that the top 20 do 80% of the work and blah blah blah, blah. Two out of ten. Did more than three deals.
Luc Lising: Seriously.
Simeon Papailias: Facts. Actual facts. 10%, 1 in 10 did over 5 or 7. There was just over 100 agents that did 100 deals or more. Wow. To put that into perspective, because I’m surrounded. We’re our brokerage is Royal LePage Signature. We are the REC Canada team. I never truly speak about our personal business on the show. Right. But at Royal LePage, we’re number two in Canada for GCI, number one in Ontario for most transactions. So we do a lot of real estate and we’re surrounded and do a lot of deals with true professionals. I work with a lot of the Chairmans. We refer to a lot of our kind of trusted network. But to. Put into perspective that. 45 or 50,000 agent, whatever the number was, didn’t do a single deal. To me, that that is so whack. That is so next level that in 12 months of four weeks of even five working days, I work every day. Let’s say let’s say I’m a freak. Forget me. Right? But if you work five days a week. Forget working eight hours maybe. To some people, that’s a lot. We work 14. But you didn’t work four hours a day. Five days a week. What did you do? What did you do? If you spend a 10th of that time being a student of the game, you didn’t even watch a podcast. To me, that is unforgivable. To me, that is not something that I am okay with. If you chose to be in a profession, if you chose to invest dollars and time, you took that time away from your family, your loved ones, or yourself for that matter, you’ll never get that time back. Having the understanding and the awareness that this is one life we have. If you chose to do real estate, God bless you. You chose to be a cameraman because I’m surrounded by them. Do it well. Make sure that you come back next time with a new angle. Impress me. Impress yourself. Make the world a better looking place.
Luc Lising: Can I ask you a question?
Simeon Papailias: Sure, man.
Luc Lising: Do you? 45,000. I didn’t transact. Do you feel sympathy for these people?
Simeon Papailias: I have very mixed feelings because I’m going to feel sympathy only because I’m going to say. Either. They didn’t have the appropriate role model. I just don’t know how you can go that wrong. It’s one thing to give me, I don’t know, 10%, 15% didn’t do a deal. I just understand what you were doing. If you tell me right now, what did you do? Saturday, May 12th? I’m going to open my calendar. I’ll tell you the 16 things that I did. Every day is a new opportunity to take over the world. That’s our joke. When somebody says, Hey, good morning. What are you up to? Busy taking over the world. Homie, what are you doing? I’m watching a podcast. I’m talking to my partner, I’m talking to my director, I’m talking to my staff. We talk, we improve, we take away, we learn and we progress. We are students of the game. And the game is only for us to set and create something special in every year there’s a new record. Every year there’s a new improvement. Before we get all philosophical, I want you to bring this pod to a close. And I want you to give me your top three pieces of advice, not only to 23 year olds, baby. Because you are a baby and you’re already successful and you inspire me just by that. The fact that you’re 23 and you’re this driven makes me happy beyond your comprehension. So I can’t wait to see what you’ll be at 30. I can’t wait to see what you’ll be at. 35, 40 and so on. I am 43. I am old and bald. Give me your top three pieces of advice, my man.
Luc Lising: Number one, if I haven’t made it clear already, is Don’t be arrogant. Find somebody that is living the life that you aspire to, to also have making the same amount of money that you aspire to earn one day and follow that person. Assuming they’re a good person. They’re not out to harm people. They’re not scamming people. Follow that person. See what they have to say. Be humble, because I have conversations now with realtors and I’m sure now that I know the stat, it makes sense. Now, 60% of the realtors that I speak to, they try to teach me something unbelievable. And here’s the beautiful part. I shut up and listen because even then I can learn from you. Even though you’ve done zero deals, I’ll still try to learn something from you. So if at the position I’m that I’m in, which is not even that great to begin with because there’s many more agents in this business doing better than me. I still stop to listen to those that do zero in production at all. So one, don’t be arrogant. Number two, don’t chase the bag, chase the connections. Because the more connections you make, the more referrals you make, the better you get at sales. Etcetera. Etcetera. Last but not least, find out what you’re worth and double down on it, because it totally changed my mind when Jas broke down, how much money I made in my first year as a salesperson, which, after being his assistant, was about 180 grand. He broke down the amount of phone calls I made that year, and it worked out to be about $100 per phone call. The year after, I wrote just under half $1 million in commission, which was last year.
Simeon Papailias: As a result of it.
Luc Lising: As a result of it, because I realized the more I make, the.
Simeon Papailias: More seeds you plant, the bigger the crops going to be, my man.
Luc Lising: So find out, as a salesperson, as a real estate professional, how much what is the dollar amount associated to the phone call you make? For me, it was a $100. If you can get it to 200, great. You’re better than me. Even at 50, you got to find something to attach that phone call to. Otherwise it’ll feel meaningless and fruitless. Because to your point, if I make 30 calls and I get 30 no’s, to me, I made three GS.
Simeon Papailias: Facts.
Luc Lising: Three GS, because at.
Simeon Papailias: The end of the year the money will be there because you’re going to run into enough yeses.
Luc Lising: That’s that’s over 12 months of data. And I’ve done this for three years now as a full time salesperson, full time.
Simeon Papailias: So there’s absolutely no doubt in your mind that that is true and factual.
Luc Lising: I have three years of data. Unless someone can show me something else, I’ll look at that. But even then, well.
Simeon Papailias: I will back up your data and tell you that both your analysis, the spirit of your day, which is never crushing and always inspiring as a result of doing three grand a day. I mean, it’s hard to argue that that’s a bad day, you know what I mean? Whether the money came in today or whether it’s coming in two weeks, that’s irrelevant. I love it. I want to thank you for being on the show. Thank you. You’re a true inspiration. Thank you. You are amazing to watch. And we’re honored and happy and blessed to have you on the team. You’re a good man. Thank you. Cheers to my brothers and sisters out there. You’ve heard the boy speak. The boy knows a thing or two about resilience. And the boy knows a thing or two about making a dollar work Broker’s Playbook. If you or anyone you know wants to come on the show because you have something great to share, reach out to the team at community@wordpress-1168150-4082689.cloudwaysapps.com. We’ll see you next week.