What’s stopping you from becoming a real estate investor? For most people, it is actually themselves. Their own self-confidence is the thing that ends up needing the most work in order to start investing. Join Ken McElroy and Danille in a conversation about self-confidence in investing and what you need to be doing right now to build up your portfolio.
Ken Mcelroy:
Hey everybody. It’s Ken and I’m here with Danielle. How’s it going?
Danille:
Good. Good.
Ken McElroy:
Good. So today, so we’re going to talk about a little something different. You know, we always talk a lot about real estate, but we’re going to talk about how thoughts control yourself confidence. Now this is an important piece because you, we, you can teach all, you want, people can take courses, they can read books, but at the same programming is going on inside of you. Then it’s going to be very tough to implement a lot of those things.
Danille:
It’s hard to be successful if your self-confidence is low and you’re telling yourself that you’re not a successful person, right.
Ken McElroy:
And before we start, I want you guys to know that, um, you know, everyone, I mean, everyone has low self-confidence from time to time. Yeah. Every single person on the planet, whether they let you believe it or not. So these low points are these self-confidence issues that a lot of people have. I’ve had.
Danille:
I remember the first time I did a live with KenMcElroy.com
Ken McElroy:
Oh yeah, this is, I don’t know if you guys, you should go back and check this out for the very first time we did a live. This is… Jerry’s counting down. He’s right over here. He’s like 5, 4, 3, 2, 1. Danille went like this.
Danille:
I totally froze, you guys. I like blanked out. I didn’t know what to say.
Ken McElroy:
And so the point is, and yesterday I did a video with my CFO. Who’s completely freaked out by getting videoed and because we have an investor summit coming up and um, I said, come on, I’ll help you. So we sat down and we did it today together, very conversational. And we were walking back to her office and she said, that was it. Wasn’t too hard. And so, you know, a lot of times people get wound up on, on things before I do too. Danille does too. I’m sure a lot of you do too. And so low self con– low self-confidence is not a life sentence guys.
Danille:
There’s a difference though. Cause I was reading this and I thought it was really interesting people. Everyone gets nervous and doesn’t feel like they can do things, but people that have higher self-confidence believe they can get better and believe they can do it where people with lower self-confidence they give up because they feel like they can’t do it. They won’t be good at it. Right.
Ken McElroy:
I think it’s important to you to know that no matter where you are, confidence, that can be practiced and it can be mastered. And it is something that you have to work at. Just like, you know, just like eating healthy, just like going to the gym, you know, just like doing anything that you are used to doing. And, and uh, so you know, it doesn’t have to be a life sentence. In other words, if, if you’re, you know, if, if you’re born that way or you think you are, you, you know, you don’t necessarily need to be that way. You know, I have my, you know, I, we can go on and on and on about my family members, you know, and my, you know, my parents and all that. And um, you know, everyone, I think what happens is we all grow up with these, with these biases and, you know, they are what they are.
Ken McElroy:
And maybe it’s maybe something that happened in a classroom or maybe it’s something that happened on, uh, in a athletic event or, or maybe it’s something that happened that somebody did to you, uh, like a bully or something like that. And you have these series of shocks that kind of make you who you are. And, and I think that one of the most amazing books that I’ve read, you should read it as he passed away years and years ago, um, by the name of Anthony de Mello. And he was a Jesuit priest. And you know, what he said was that happiness is a natural state, that all kids, all children are happy, but the stupidity of the culture and society basically D happy them. You know, in other words, it’s the information, the external information that comes in. And, and so people, what they do is they, they try to reach to be happy. And, and, uh, what he says, which I agree with is that happiness cannot be acquired because you already have it. So in order to be happy or be confident, you actually have to lose things. You actually have to take a look at what’s blocking you and remove them, and then get back to what I would consider to be would be your natural state of when you were a young.
Danille:
Yeah, definitely. And I think the biggest thing, you know, for building self-confidence… Ed Mylett Says this, and I actually pulled this from one of his videos when I was looking at the topic and he said, self-confidence comes from keeping promises to yourself. And he said, when I see someone who lacks confidence, they haven’t kept promises to themselves.
Ken McElroy:
That’s certainly one thing for sure. And I love Eddie. He’s a good friend of mine. Um, the other, the other person that I think of is Tony Robbins, obviously. Um, and you know, he, he did a great video on the Ted talk and it said, you know why we do the things that we do. And I think that’s an important piece. If you really dig into that, why do we do things the way that we do them from the moment you get up, you have habits and routines and biases in the way you think today, all of us. And so if you’re not questioning, um, you know, years ago, I started studying you my conscious mind and my unconscious mind. And most of my, my self-confidence issues was sitting over in my unconscious mind. And so obviously if you’re aware of something, then it’s easier to handle and tackle, but if you’re not, if you’re literally unconscious about, you know, where did that come from? And it might be something that happened years ago that you just buried or, you know, um, and, and you, you know, when you get into that situation, it could be around money. I have friends that lost money years ago. And so now they’re like super tight, maybe that’s you just kidding, but, you know, the point is, you know, there, there are triggers that we all have and behaviors that we all have, and it all rolls into this confidence issue, in my opinion.
Danille:
Yeah. But I mean, don’t you think it has something to do with not keeping promises to yourself
Ken McElroy:
That for sure you can, of course check that box if you’re making goals and then you, don’t–
Danille:
Even simple goals, like I’m going to wake up at seven and go for a walk and you don’t do that. You can’t trust yourself.
Ken McElroy:
Correct. Yeah, of course. So, yeah, we can go down that whole rabbit hole on that one specific issue, but I think it starts with being present and understanding, um, you know, why like, like, uh, like yesterday with our CFO, that story, why, you know, what is it with her? Like really, if you dig in, what is it with her that really, really makes her sweat have anxiety over just speaking into a camera. Right, right. What is it like if you really dug down, is it the way she feels about herself? Is it a way she feels about her appearance? Is it something that happened? You know what I mean? So you got to, I think dig down in and really like, get into the core to build, to unwind some of that.
Danille:
I totally agree with that. And, um, you know, you also have to get strong about pushing yourself out of your comfort zone. Um, you know, I know you say a lot that you should do something that challenges you every day that makes you uncomfortable.
Ken McElroy:
Without a doubt. Like if you guys don’t, you know, I was reading a book the other day and one of the chapters was, um, fear as an asset. And I was like, that’s a great chapter. You know, that’s a great chapter heading. And, you know, I know there’s all kinds of buzzwords about that. It’s not easy though. It’s not easy to, you know, there’s, there’s nothing wrong with having butterflies and things like that. I get them when I’m speaking on stage or doing something big, obviously, um, or something that I’ve never done before, like a standup comedy.
Danille:
Yeah. I was going to say, we took a stand-up comedy class a few months ago. Um, and it was a 12 week class. And then we had to perform in front of about a hundred people stand up, Paid audience. And, um, you know, you and I were both terrified. I mean, I cried the first time I got up on stage in front of the class
Ken McElroy:
And you actually almost walked off, you grabbed your–
Danille:
Yeah. I wanted to walk off. And the teacher’s like, Nope, you’re going to say, and the thing is, is that when you do those things, it increases your self-confidence, it makes you a better for me, that comedy made me a better speaker because, you know, if you can go tell jokes in front of somebody, you can easily chat.
Ken McElroy:
Yeah. Good point. So, you know, and, um, I remember cause you know, you were freaked out, no question, by the way, it was her idea to do it, not mine. Um, and we went and, and I realized when I, once I realized that I had, we had to have jokes every 15 seconds, I was like, okay, this is very, uh, and how they ride them. And they’re all practice and rehearse and all that stuff.
Danille:
And you can’t sound practiced and rehearsed.
Ken McElroy:
But every single, every single time we went, we were, we were onstage every single time, even the first time. So, uh, you know, we didn’t ease in and then do it at the end. Like, like probably like most of us, I think thought, but the point was is that after the class she did, we, uh, we both did the show, uh, after the class, I remember you had to speak some or to speak and you called me up later and said, you know what? That was like, I wasn’t nervous. I was, I was prepared. I was confident. And, and this is my point when I said that, um, you know, self confidence can be practiced and managed. And, and, um, you know, I know for sure, even Robert Kiyosaki told me he’s actually very shy. You would never know it from his videos and from listening to him from time to time. But he is, he grew up, uh, you know, Japanese American in Hawaii, uh, actually a very shy guy. And so what he did is he went to work for Xerox to sell copiers so that he could learn how to be more social, more gregarious and, and, and learn how to sell. And so this, this is my point about taking an assessment of where you are right now.
Danille:
What are you unconfident about? Is it about speaking? And it’s about starting a business
Ken McElroy:
And this, this is the biggest point, like, cause it’s unconscious, you know, the self-talk that you have, that we all have our little movie that we have about ourselves. There’s, there’s the way we see it and the way other people see it, they’re very different. Uh, those movies are very different and, um, and you can see it all the time. And so, you know, I’m constantly taking a look at my own individual. Self-talk.
Ken McElroy:
I think if you practice being present and you work on yourself, talk, and you try to understand some of the things that are blocking you, the things you say, your belief system…
Danille:
Let’s focus on, the things you say are so important. So, you know, I’ve always heard that positive affirmations look in the mirror, say, you know, you’re this you’re that. And it never really understood that. And I still don’t completely. But what I have seen is I hear people say things all the time, like, oh, I don’t know a lot about business or I’m bad with money. Or, and you hear these really like shut down negative things that they say and what you say you start to believe. And so if you, you know, cause I have a friend and she’s, I’m bad with money, I’m like, you have to stop saying that you have to stop saying that. Stop saying, you’re bad with money. When you go to say it, correct yourself, you know, say I’m learning to be better with money. Because when you say I’m bad with money, it tells your brain, you can never be better with it. You’re just bad at it. It’s you?
Ken McElroy:
I can’t deal with it makes you feel better. Yeah. I’d have to like deal with it. Like it’s just, it’s like a, it’s like a comfort mechanism. Yeah. It’s true that we, you said it’s perfect. And that’s the self-talk, you know, I have a very good friend of mine that has a chip on his shoulder because he never went to college. So I went to college and if he went to college, I think he would say, okay, that really wasn’t really worth it. But, but the truth is he’s got a chip on his shoulder. He’s always talks about, well, you went to college and you this and you know, and I didn’t go to college. So what do I know? So he goes into meeting sometimes with that in his brain. It’s like up here and I’m like, dude, like, like, look at those success you’ve had in your business and your family and your health and all the other things, but he’s still hung up on that issue. It just drives me nuts. I, we have other people that the same thing around money, right? Like they’re, you know, they’re, they’re afraid, they’re they, they live, uh, out of scarcity instead of abundance. Now there’s nothing wrong with being frugal and mindful. And uh, but if you do that, you’re going to get eaten alive, uh, in this economy where it’s heading right now.
Danille:
Yeah, definitely, definitely. And it’s, you know, it’s a big, it’s a big deal, what you say to yourself. So if you’re telling yourself it’s not a big deal, you know what I, what I say to myself it is, and you, your brain really recognizes that.
Ken McElroy:
I’ll tell you a couple of things that I did with my kids when they were little. And, and I see this all the time and these are small, but there’s something that, um, that, that if you guys have small children, I always made my kids look the people in the eye and shake their hand and, you know, and you know, always. And so that was a thing. And so you, you know, there’s, there’s eye contact and, you know, shaking, it has strong handshake. Ironically are, you know, kind of reflective of competence, even if there’s all kinds of stuff going on right now,
Danille:
Even if you don’t feel confident, if you just do that, you’re going to at least appear so.
Ken McElroy:
Those are small things that you can do. And, and to this day, as you know, you know, my kids as adults, you didn’t know them when they were young. You know, they do that when they go meet someone somewhere and we walk into somewhere and they stand up and they shake them, they look them right in the hand and adults say stuff to me like you, you got some good kids here. They don’t even know him. Right. It’s just the first appearance. And so there are little things that you guys can all do that we all should do that can, at least from the outside, you know, give someone else a perception of, uh, that you have more confidence and maybe you do. And there’s nothing wrong with being scared of death inside,
Danille:
Fake it till you make it, you know, act confident and then, you know, act like you belong there and everyone will think you do.
Ken McElroy:
Yeah. I think that, you know, there, there are a couple of things around gratitude. This is a little different than putting quotes up on your mirror. But I do think, uh, practicing gratitude is a big, big one. And, and so I do that. So like in the morning, my routine is I get up, I get a cup, a cup of water with lemon in it. I go stretch. And during that stretch, I think about gratitude. I think about what I’m grateful, you know, where I am, who I’m with you, my health, whatever. And it’s, it’s maybe 10 minutes, 15 minutes. I’m not obsessed about it. I don’t play anything. And every once in a while I will do, uh, like a, uh, some meditation as well. But, um, I do think if you take a look at some of the most successful people, they say those kinds of the gratitude and meditation are part of their success. I mean, just go Google it. You know, I’m talking about all the big people from, from Bezos to Steve jobs, to Richard Branson, all these guys practice these kinds of things. And they’ve adopted these small little things into their, into their, into their day-to-day routines.
Danille:
Yeah, definitely. And, um, that kind of goes with, you know, as far as building self-confidence is celebrating, you know, your small wins, so ambig wins, but I think some people don’t celebrate when they face something that scares them and, and get through it like your CFO, you know, she should be proud of herself for doing that video yesterday and not blow it off as, oh, that was stupid. I don’t even know why I was nervous about it. It’s fine. You know, just I’m proud of myself. Cause I faced my fear and I did that because when you, when you acknowledge something that you you’ve done, it builds your confidence. You know, if you don’t acknowledge it, then it’s not building your confidence. You’re just telling yourself that was insignificant.
Ken McElroy:
The other thing that you can do is you can praise other people. And this is a win-win. It does come back to you, not all the time, but it does. And so like in that scenario, when we were walking back, I said, Hey, I’m really proud of you. You did a great job, you know? And then, um, what happens is the, you know, it becomes re reciprocal becomes infinite. So, so when you start to, um, recognize and start to look at, and then the first one you’re out of your own head, which is good. Uh, but you know, you start to recognize and be grateful for things that other people are doing and have a little bit of empathy and, and meet them where they are then what happens is they open up just a little bit and then they start to do it back.
Danille:
Yeah. And other people may be nervous just like you. I think sometimes when you don’t have self-confidence, you assume everybody around you super confident with whatever they’re doing. Like, you know, even me, when I go to the comedy class, I just assumed I was the only one that was afraid. And I’m sure that that probably wasn’t the case.
Ken McElroy:
Oh gosh, no. In fact, I took a twice as you know, and the second time I think there are eight or 10 at the end, there were only six. Oh yeah. There were four that dropped out in our class. No one dropped out. No. Um, but in the second class, four dropped out. And so it’s, it’s funny. We had a friend that, um, flew to Scott’s, uh, Scotland, uh, to meet with Dan Pena. You know, the guy on the internet, this like big billionaire, he’s literally we’re aggressive. And you know, um, he’s got that in your face, aggressive style. And um, I said, oh, how was it? And he was telling me all about it. And, um, I can’t remember how many people, I think he said there were 20 people that paid, you know, quite a bit of money, like over 30 grand to be in this conference with him for the weekend. But he said, it’s nonrefundable. And there were five people that didn’t come. And I was like, what? He’s like, yeah, there were five people that actually paid full price. They got the confidence to pay, but then they didn’t come now. I’m not sure all the reasons, but the point is, this happens all the time guys. Yeah.
Danille:
But it might not have been, it might’ve been, they freaked out. It was a big deal.
Ken McElroy:
Yeah. I mean, he’s going to be in your face and that’s part of his style and that’s part of the thing, you know, that going in, he’s not going to change it for you. So, uh, the point is, you know, there’s, you guys just need to know, like there’s, there’s, there’s sometimes people come out and they, they, you know, they, they, they jump in and they pay for stuff and they want to try stuff. And then they freak out last minute and they don’t do it. Yup.
Danille:
But I think we can’t address, we can’t talk about self-confidence without addressing the fact that, and we talked about this a lot here. You need to remove negative people from your life.
Ken McElroy:
Yeah. That’s a really good point. I always, everybody knows. I love the Jim Rome quote and my good friend, Kyle Wilson, um, owns all of Jim Rohn’s IPs and, uh, his IP. And he is the one that, uh, promoted Jim Rowan years and years and years ago. And what he would say is you are the five people you hang out with. That’s kind of his quote and it’s true. You know, what happens is, you know, in my arena now, it didn’t used to be like this. Um, as I go up and down in my life and I’ve had plenty of lows, just like a lot of you and plenty of highs, just like a lot of you, then what happens is those people in your circle, your immediate sphere will catch you. And, uh, or they won’t, you know, or they’ll, or they’ll what they’ll do is they’ll enable your behavior. So this happens a lot, um, you know, through peer pressure and all that kind of stuff. So you, you know, having, having, like you’ve you’ve over the years, surrounded yourself with women, that own businesses. And…
Danille:
I was going to say is when I first started my business, um, you know, I didn’t, I didn’t have very supportive friends. I didn’t have a very good circle. So I got a lot of what you’re starting a business. You can’t do that. What are you doing? That kind of attitude? And that’s way harder to overcome. Then my friends now, if I started another business would be like, that’s so awesome. You can do this. And when you’re having one of those weak moments, I can call my friends now and they’ll be supportive when my friends, before either wouldn’t have cared or they just wouldn’t have had anything good to say, you know? And that really does matter.
Ken McElroy:
Matters a lot. Guys trust me, because we, we all have weak moments and we all have low points and, and we need people to be able to lift us up from time to time. And, you know, some people put them in categories positive or negative for me, that certainly is a factor. But for me, like yesterday, I was on the phone phone with my good friend, Todd, who took his company public and sold it for 2.3 billion. He called me and he said, Hey, man, I miss you. And I’m like, well, what are you working on? And he’s like doing all this stuff. And I hung up, I was energized because, you know, I was like, man, he’s, he’s really on to something next and onto something new. And this is all I’m talking about. I’m saying the conversation, the flow of information back and forth supportive. Yeah. And he, you know, we talked about, didn’t even talk about business. We talked about family and stuff like that, but it was a little bit of business.
Danille:
And it’s just supportive. Cause you know, um, some people, you know, at home or where their friends or whatever, they just get beat down all the time. You know, you’re this you’re that you’re not good with money. You’re not very smart. You can’t do that. I mean, even go back to our comedy class, one of the people in our comedy class and it was mom would always say, why are you doing comedy? You’re not funny. You know, that kind of thing.
Ken McElroy:
Yeah.
Danille:
We thought he was telling a joke at first and he wasn’t.
Ken McElroy:
Yeah. Yeah. And I, I don’t know about you guys, but I grew up in a, you know, very, very, very blue collar town where, you know, everybody went to work in a factory essentially after, and so nothing wrong with that. But, um, you, you know, I was, I was, uh, um, you know, what it does is I always say environment is stronger than will. And so if your environment is, you know, three toxic friends, then you know, that is, it’s gonna, it’s gonna weigh in on you. You know? And so for me, I had to get out of that town, um, and, and, and get scared. I moved to the big city of Seattle. And, um, and I was scared. I remember I was at one of my, you know, one of the, I had low self-confidence when I started my first job and my first suit I had bought from, uh, from a salvation army for five bucks, my mom altered it. I’m sitting there at the table with, you know, these, uh, these, these other guys that were all suited up and I’ll have all this new. And I was like, I had, you know, old shoes and old, old suit and, and, and, you know, so those are moments, but I knew again, I wanted to be, um, I wanted to be in a better band,
Danille:
A little like a low self confidence at that point,
Ken McElroy:
Without a doubt guys, like I was questioning, why am I here? You know, these guys probably know so much. And then I realized that they have all their own stuff going on too. And, and, and they still do. You know? And, and, and so I just want you guys to know that it’s not a life sentence you can practice and you can master being self-confident and it takes small little things it’s and it is about complimenting your goals. And I know it talked about that. It is that’s part of it. Um, you know, there’s a way to manage goals too. I think people take on too many goals. So, you know, the biggest one, the most obvious one is, is the gym one, you know, we’re all gonna join a gym And then they don’t, and then it just keeps feeding into that. Right. So you just gotta break them down to, I think, small little achievable things. Yeah.
Danille:
I’m going to go to the gym three times a week. I’m going to read one book a month, or just go for a walk. Yeah. Or just write, if you want to start basic, just go for it. You just need to start setting your day with things that you can rely upon yourself to do, and then go from there. Yeah.
Ken McElroy:
Just go for, go out and enjoy the fresh air and look around and be grateful where you are and be grateful. And, and, and trust me, the universe will deliver. Yeah. But, um, uh, we all have negative thoughts guys, and we all have biases and we all have people that have said things and done things to us and shocked us. And we’ve all had, you know, lots of, lots of, lots of, of paint in our lives. And if you let it sit in, you, then that’ll show up and, and, um, magically, if you can start to peel those things away, then what happens is oddly enough, your money starts flowing to you as a, as a way from you.
Danille:
So now we’re going to hop into some premium questions. I don’t know how much, how many of you watch us on YouTube live we’re on there every Monday at 11:00 AM Pacific, central time. And what we do is we do a conversation on recent events, and then we answer premium questions. So they come from our premium group, KenMcElroy.com/Premium. That’ll be in the show notes. If you want to ask Ken a question, but we’re going to do a couple of them for you now. So Megan wanted to know, I’m afraid if I buy my first rental and then the market crashes that I will have made a big mistake. How do I overcome this fear?
Ken McElroy:
So again, this is a low self-confidence. Yeah, that’s totally fine. I’m glad she said it because that’s part of it. She recognizes that, you know, she has this fear, um, sometimes people mask it with fake ego, you know? So this is a great question. So let’s talk about that. So, as I said before, what does market crash mean? So, you know, it means different things to different people. If, if the properties that you bought are cash flowing and you have tenants in them, if the market crashes, does it affect you?
Danille:
Well, no, but I guess she could think, well, I could have bought it for less and done it, but you can’t do that.
Ken McElroy:
Yeah. What you’re doing again, as your, your thinking as a, does it cashflow, you know, you’re, you can be, so you have having, you can have anxiety about the price and all the little nuances and, uh, it’ll drive you nuts. The bottom line is, is, you know, keep your tenant in there and keep it cashflow. I bought properties that have gone down in value and what saved me, where my tenants, um, one thing that if you just take a look at the math rents are gonna go up, guys, people are going more into rentals. People are falling out of single family because of affordability issues. And we obviously are looking at potential, uh, interest rate hikes. So what that means is, and we’re already seeing it rents going up. So, you know, what does it mean when the market crashes doesn’t mean the real estate market crashes? Well, then if you all rentals, that’s good, you know? Right.
Danille:
Yeah. And buy more. Yeah. So, yep. So don’t freak out about it as long as the cashflows
Ken McElroy:
Pursuit the question. All
Danille:
Right. My next question on a premium is from Allen. He said, homes are so much cheaper in certain parts of the Midwest. I live in Florida where real estate is more expensive. Should I just buy something in the Midwest and hire a property manager?
Ken McElroy:
Well, it depends on who else wants to be in the Midwest. So I always laugh at this, by the way. It’s a fantastic question. And so like, everybody’s like moving to Ohio right now. You know, I know she’s from, she’s from Akron actually, which is one of the first markets is supposed to implode by the way. Uh, I don’t know if you knew that, so, yeah, again, I know, but again, it goes back to the math. If, if, if I were a betting person, I would probably buy in Florida. And, and the reason is, is there’s the, that there’s a lot of people move into that state. Uh, there’s a lot of reasons why, and, and, and so what’s going to happen is you’re going to have a housing shortage there, and you’re already starting to see in, in areas that, uh, some areas are going up more than others.
Ken McElroy:
So Ohio is not a place that a lot of people, by the way, Midwest, maybe it’s Nebraska, maybe it’s Iowa, I don’t know. But the point is, is that you have to take a look at the individual sub market and see what’s actually happening there. So, you know, in, in the area that you grew up in, it was mostly Goodyear and Akron tires. And, you know, like, right. It was like very blue collar. And, and so when all that stuff, um, you know, got outsourced over the years, those companies kind of shrunk down and, uh, you know, the same with the car manufacturing area up in, up in Detroit, um, you’re going to find cheaper houses there, but the question is who, you know, do you know who’s going to rent them and rents are going to be less. So it’s all proportional.
Danille:
There’s less growth. There’s less rent. The property manager is going to cost you money. You always talk about, you don’t know the area you could be buying and like the worst part of town that nobody wants to live in and not know it,
Ken McElroy:
The property managers, that’s a tough one. Cause you, you trust me, you’ll be getting on the plane and you’ll be flying there from time to time. So you got to calculate dead end. And hopefully not often, but I have friends that have done that and they get super frustrated over, you know, they’re flying in there like every couple of weeks or once a month. Um, all of a sudden that starts to add up to.
Danille:
Yeah, definitely. So I hope you guys liked that. That’s a little glimpse of our premium, KenMcElroy.com/Premium, Ken always answer all your questions. Thanks guys. See you guys next week.