Renegotiation Call Analysis | Deal Closes & Funds Next Day

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Transcript

Why This Call Review Matters

SPEAKER_00 0:07

All right, so today I'm going to be doing a live seller renegotiation call review from a TU member, Mr. Jim Gallagher. Now, the fantastic news is that this deal is closed and funding. Well, tomorrow, but for you guys that are watching this yesterday, it closed and funded, according to Jim this morning on the implementation call. Normally I would have video of this, but on this one, it's audio only. So you guys get to stare at my beautiful face while I listened to this seller call. But the reason why I chose to do this one, because Jim actually said, Hey, I I recorded my seller renegotiation. It's two separate calls. And even though he was successful at getting the price drop, he's like, I didn't do a good job. I know I need to work on it. And he was like, specifically on the first call, he was extremely nervous. He said he kind of rambled a little bit. So we'll we'll diagnose that during the call review. But he talked about the support that he received inside of from other TU members. I think this happened on either a live stream or inside of the TU Discord. And so he talks about how he struggles on the initial call. Then he got some feedback, some help from some TU members, and then was able to actually get the price dropped. So with that being said, let's get into this renegotiation and see how did Jim actually do.

Good News Before The Ask

SPEAKER_01 1:48

Hello.

SPEAKER_02 1:49

Hey Dorothy. It's Jim. How are you doing?

SPEAKER_01 1:52

Um we just walked into the cardiologist's office, but um, have you got news for me?

SPEAKER_02 1:59

I have news, but I mean, I do sure you want to hear about the cardiologist's office, or do we want to wait till you're done?

SPEAKER_01 2:06

You can go ahead.

SPEAKER_02 2:07

There's a lot of background noise. Okay. All right. Well, I was just I just wanted to wanted to call to make sure everything was good. Also, I wanted to let you know we have the buyer. Um, they have committed committed fully to purchase the property. We can close on time. We can close on time, okay? Uh which is the Wednesday closing, right? Um which is good, right? That's taking all the burden off of you completely. Uh that's gonna be a big help for sure. Yeah, well, that's good.

SPEAKER_00 2:36

I'm glad that's so first things I will say here is this is powerful in showing the importance of transparency of wholesaling. Jim obviously was completely transparent in that because he's referring to we have an end buyer, they are fully committed. So I do like that aspect that helps out a ton when it comes to renegotiations. Uh, however, I can already kind of sense how uncomfortable he is early on because he's he's trying to bring the value first. Hey, we've got a buyer that's fully committed, they're ready to close on Wednesday, that's gonna take a huge burden off of you. I I would have liked to have seen him kind of like break the ice a little bit uh more quickly because now it's gonna be a little bit disappointing when it's gonna be like, hey, but we need to come down on price. So I I think I can sense the nerves here a little bit.

SPEAKER_02 3:36

That's awesome. And you know, the other thing you know, we had talked about was this is gonna be for Phil's care, right? And that's that's ultimately we need to get get this done enclosed, and you know, they're they're ready to go, right? So that's good. And also, I can have these movers lined up for you. So I mean they're in Largo, I can have them meet you in Largo to interview what you want, how you want it moved, those types of things. Okay.

SPEAKER_01 4:05

I need to I need to see it in the house is the problem. There are things I'm not sure if they're still salvageable, and I don't want to put a burden on somebody to you know go back and forth with me about whether it's good to bring or not. I'd rather just go through and either mark things or make a list or whatever.

SPEAKER_02 4:23

Um and well, yeah, and and obviously they can they can always um you know walk with you all you market so that they know as well. You know what I mean? Sure, exactly.

SPEAKER_01 4:35

You know, I think there are some key important things, but there's also a bunch of just stuff. You know, it doesn't matter. Yeah, no, for sure. I got it. We did find a place down here that restores books. Oh, that's and sells them for cheap. So I don't have to throw away all my dad's science and history books. I can bring them down here and donate them to this place. So that's good.

SPEAKER_00 4:57

Right, Jim, we've talked about this before. I want you to just again, you I you're a super sweet man and and genuine, but you've gotta watch out for the talking over people, especially with the real smalls, like, oh yeah, we talked about that. That's great, good. Like sometimes it just comes across not like your personality means it to, and it's like you're interrupting and talking over the seller just a little bit. Just kind of find a way to not respond verbally to the seller, especially when they're disclosing things to you. Um, because it could kind of make them either not fully tell you their their entire thought or or feel like, hey, I need to shut up because Jim needs to say something to me. So just be very cognizant of that. That's good.

SPEAKER_02 5:55

I I know you were concerned about that too, right?

SPEAKER_01 5:58

So that was Yeah, my dad spent a lot of years collecting those. I didn't want to just trash them.

SPEAKER_02 6:03

Right. Well, I can tell you that that these guys are really good and they're very thoughtful with things and how they how they move things, right? So, you know.

SPEAKER_01 6:12

Another possibility if you're open to it would be to rent a pod, and we can load the pod and have it move down. I don't know which is more cost efficient, which one is more expensive.

SPEAKER_02 6:25

Yeah, I mean, I would I would have that conversation with the mover, to be quite honest with you. They're they're the ones the professionals with that.

The Risk Of Delaying Intent

SPEAKER_00 6:33

So we're almost three minutes into this call, which the intention behind the call is to get a price drop. And and because we brought the positive news up front and and we're trying to provide that value, she doesn't even know yet that we're trying to renegotiate the price. We we kind of backed ourselves into a really scary position because now mentally the seller's like, oh, we're moving forward. What a relief. The burden is off my shoulders, and I've already found somebody that restores books, and you're gonna bring me the movers, and we could do a pod, and oh, but you need me to come down on price. I can see how this call could end up being not well received because we did not get out the intention behind the call early enough. And remember, every renegotiation starts during the acquisitions phase. So the seller should have been expecting this call and expecting you to say, yes, we can move forward, or hey, we need to revisit price. I would have liked to have seen that kind of come out earlier on in the conversation, so we didn't end up in this place. I think you're about to break the ice here. Um, I'm I'm really curious to see how you convey that to her uh to try to alleviate some of the emotion that's probably gonna follow

Asking For 110 Without The Why

SPEAKER_00 8:08

it.

SPEAKER_02 8:08

Um, I will say that you know, everything comes um with with you know my word that we were getting close, right? And we're good. Yeah. So the buyer did come back and they did assess it, and their assessment was that um just as I thought that we were just you know lower on that price, and they were I need to be up at the 110,000. No.

SPEAKER_00 8:40

Okay. So you did such a great job, Jim, of providing the value that you were bringing, like, hey, we can move forward, we've got a buyer, this is gonna help alleviate this, is gonna cover your, I think it's her father's, uh, I think care medical expenses, I believe, something along those lines. But then when you go for the price drop, I mean, there's there's really no logic, there's no explanation behind it. It's just like, yeah, kind of like what I thought. We're we're gonna have to be at 110,000 during a renegotiation. It is important for you to explain why. Hey, so the buyers came back, they thought the property would be worth X fixed up. We have to do this much of repairs, plus holding costs and closing costs. This leaves them with this much profit, and so they're coming in at 110,000. With the way that you kind of ripped the band-aid off there, it it was uh a little harsh, and and yeah, also because it took us three and a half minutes to get to that point. I can absolutely see and agree as to why this is not gonna be well received by by the seller here.

SPEAKER_02 9:59

Okay, so so that 110, right? So I mean that's 120. I've got three buyers lined up who are ready to pay 125. And and they can close on time, they're gonna they're gonna coordinate the all of those. I don't know.

SPEAKER_01 10:14

I mean our contract ends on the 25th, doesn't it?

SPEAKER_02 10:18

That's the closing date, yeah.

SPEAKER_01 10:21

I mean about our deal between us that I do signed. That closes on the 25th, right?

SPEAKER_02 10:30

That's we're set to close on Wednesday. What is the Wednesday, I believe it is 25th, yes. That would be Thursday. Excuse me, Thursday, not Wednesday. Thursday.

SPEAKER_01 10:42

I had one guy that was ready to pay me 130. I mean, come on, I got I've got buyers lined up.

SPEAKER_02 10:49

I understand, I understand completely what they're willing to pay you, but are you really, really willing to pay you? This man is gonna close, he's gonna have cash, we're gonna get the movers to help you get you everything moved. You have 110,000 for post care, and you're done. You don't have to worry about anything. It's $110,000 in your pocket.

SPEAKER_01 11:10

I understand what you're saying, but I told you I didn't want to take less than $120,000 because I had these buyers waiting to see if this deal went through or not.

SPEAKER_02 11:20

I completely understand that. And as I as we had started on this journey right together, when I told you this, and I I feel that it needs to be roughly in the 100,000 range to really move this property.

SPEAKER_01 11:33

Okay, and you said it doesn't have to be. That's what I'm telling you. I have people offering to buy it. I had one call me, what, three or four days ago, say he lives in the neighborhood, he would like to buy the house, and he's willing to pay $130,000. And he's he's already seen it, he's already walked through it, he's already been there.

SPEAKER_02 11:52

Okay, and he has the $200,000 for renovations and all these, like these buyers do. These guys are ready to go. Like they're like, they're eager, they want to come in, they want to do what then why won't they pay the price?

SPEAKER_00 12:06

So that one of the things that's happening here, Jim, is that we're lacking the explanation behind the the $110,000. And and so what she's referencing there is these other buyers, but you're not you're not comparing your offer to theirs, and and someone calling up out of the blue and saying, hey, I can offer $125,000. I live in the area, I want to buy the house. They've already seen it. Is that in writing? Have you seen the proof of fines? Do we know if they have a renegotiation clause? Did they have an inspection clause in the contract? Like these are things that need to be discussed here. Um, but but really ultimately, this comes down to um how is the acquisitions called? Did we express that there could be a potential for a renegotiation? It you keep referencing, like, hey, I I dot the disk need to be in the low 100s, but then also the how we we've made the seller extremely defensive um in kind of how we delivered the message here. And so what we don't what we want to avoid right here is is this argument back and forth. Um, we we're really gonna want to allow the seller to get their feelings out, where they are, explain, hey, the value that we're bringing, the timeline, the process, and then compare what that looks like to the other offers that might exist. Um, I don't put a whole lot into someone else coming in and offering 125,000 because technically speaking, you offered 120,000 and now you're trying to get it down to 110. So, what what leads us to believe that these other buyers aren't going to do the exact same thing?

SPEAKER_02 14:09

This is what they're telling me, okay. This is what they're saying where they need to be on the price, okay. I'm just telling you where where it where it needs to fit. The 110 is a lot of money. 110,000 is a lot of money. And I would hate to have you walk and with all the work that I've done, okay, to coordinate everything, to get buyers in there, to get as much feedback as possible. And I appreciate that, but I told you I was firm on the price. I I I understand that. But again, let me reiterate: when we had talked about this, I said I'm gonna bring all the feedback that I can, and I will tell you I'll be completely honest with you with feedback. As you were honest with me, and you said 120 was the lowest that you would go, completely fair, and that's why I respected that price. But I've also been doing this enough time to understand what things cost. And when I have tons of builders that come in and they tell me a certain price, they're they're not just saying it because they're saying it. That's what things cost. Now, if this guy wants to pay you 130, he may. I don't know, but I can tell you right now.

SPEAKER_00 15:17

So I thought you delivered that really well. That that was really well articulated there, except for what you're about to do. I wish you would have stayed away from like, I don't know what this guy's gonna do with the 130. I wish you would have kind of just ended it right there. Um, the only thing that I didn't like in your statement at the beginning was how much work you've done. The seller doesn't care about how much work you've done. Leave that out. Mr. and Mrs. Seller, I told you that this is what was going to happen. We would go out, we would receive feedback. You needed to provide that feedback though. I don't I don't hear you delivering the facts and the feedback that you've honestly received. Like, what is causing the price drop? To this point, we're six and a half minutes in. I don't know why the price needs to be dropped to 110,000 outside of the fact that that's what this the buyer is offering you. Because of what? Is it because the rehab is more expensive? Is it because the ARV is less? Is it because they just needed more profit due to the amount of work that they're making? What is the reason and the logic behind the price drop? That's what's lacking here.

SPEAKER_02 16:39

He's not going to perform that idea. Okay. I I'm I I risk my whole reputation on this. I told you I would get you closed on on the time frame. We won't have to do any sort of uh amendment to the close whatsoever. You're done. They're willing to pay cash, they have it. You don't have to worry about anything, Dorothy. Nothing. I understand that.

SPEAKER_01 17:02

So I'm not sure. But if I hadn't signed with you, I could have already sold this three or four times for what what my price was. That's what I'm saying. And I'm disappointed. And I'm telling you frankly, I am disappointed. I appreciate all the hard work. I appreciate what you've done. But we had a deal, and I was firm on the price. I don't understand why you would suggest to them that they could offer less. I just don't know why you would do that.

SPEAKER_02 17:29

I had, I did not suggest anything. I'm telling you again, the feedback that we said, they had told me we're ready to go. And you know, there was some pushback between myself and them. You know, I told them. I was like, look, man, she's pretty adamant. But I said, I will go to her because I feel that I owe that to her, and I'll have this conversation with you.

SPEAKER_00 17:53

I will tell you, one of the things you might be battling here, Jim, is also the fact that you are a wholesaler and you're trying to make an assignment fee, and she could actually be directly speaking to end buyers. Um, I also have had similar types of conversations like this and said, well, if that's the case, why don't you let me call those buyers and see if I could talk to them, vet them out for you, and if they're truly ready to close, then let's get it closed with them. Let me call and talk to them about the fact that, hey, if you can close on this date, I'll assign it over to you. I've done that before because, man, you want to talk about a different story once you place those phone calls to those in buyers. But I think that might be what you're up against right now is you might be if if these people have truly bought the property and presented an offer in writing without an inspection contingency, you might be up against an actual in buyer.

SPEAKER_02 18:56

I feel that the 110,000 is a great price. I think that we can get this done for you, and you don't have to worry about anything. I I just I guess I guess my thing is is why is the once.

SPEAKER_00 19:09

Jim, yeah. Right there, I'm gonna be honest with you. You kind of sounded a little bit like uh Donald Trump. I mean, uh just she's telling you she doesn't like the price, and you're like, I think $110,000 is a great price. Why? Your feelings are irrelevant. This is about her needs and her feelings and her wants and her desires, and then how does the $110,000 solution that you bring to the table, how does that tie back to what she actually needs from this? But you telling her your feelings and how they're different than hers, I I would cut that from the arsenal.

SPEAKER_02 19:54

The 120 is so important, right? I mean, 110,000 is a lot of money that to poor Phillips couldn't. I know that.

SPEAKER_00 20:00

You know, I know that.

SPEAKER_02 20:02

So what what what is the issue with the what you know what's more than 110,000?

SPEAKER_00 20:07

120, 125,000, 130,000. That's that's a lot of money, and that's more than this. So you going back to this is a lot of money, also just you've repeated that several times, and it I don't think that's moving the needle for you.

SPEAKER_02 20:24

What why is that 120? If we have 110 ready to close, cash in hand, and I mean, we're we're a ten thousand dollars apart on this. I don't understand why you wouldn't take the 110 close, have the movers there, be able to help you with all of that, and all you have to do is sit you can sit in a yard chair in your driveway and say, I want that move, and they'll do it. I mean, you have that's worth 10,000 in my opinion.

SPEAKER_01 20:59

I don't want to back down easily when I'm putting up a fight. I'm not trying to be rude or ugly or mean. That's not my intent.

SPEAKER_02 21:07

I do respect that.

SPEAKER_01 21:13

I thought we had an understanding here, and I know what you're saying, but you got different feedback from different people. And it's my house. I just don't know, Jim. Let's talk about it later. I'll

Pressure, Empathy, And The Pause

SPEAKER_01 21:31

pray about it, okay?

SPEAKER_02 21:33

Well, I mean we have you on the phone now. I I mean I I would just I would love to just try to get this done.

SPEAKER_00 21:42

Jim Buddy, every now and then you gotta listen. She's at the cardiologist's office. She's like, Let me pray about this. You're asking her to make a big decision. I mean, it's ten thousand dollars. Uh pushing her right here, I don't think that's the right move.

SPEAKER_02 21:59

No. Right for you. I mean, let's go. We're we're ready to go. It's just up to you. What I will say this is I've been completely transparent with you throughout the whole thing. I have I have I have not pulled any questions with you. Um and I think that I will work as hard as I can. I've had other people vouch for me, and I am willing to do whatever it takes to get this closed. Unfortunately, that's where I need to be on a number. I think it's I think it's fantastic. Um I want to help you. I want to get everything done. And and I can I can definitely get this done, and one ten is that number to do that.

SPEAKER_01 22:46

Can you give me a little time to pray about it, please? Sure.

SPEAKER_02 22:51

When when when would you like me to call you back?

SPEAKER_01 22:54

Well, like I said, we're here at a cardiologist appointment. I have no idea. It's the first time he's visiting them, so I have no idea how long, but within probably the next two hours for sure. Probably within the next hour.

SPEAKER_02 23:06

Okay, and how's he doing, by the way? Just just all this aside, because I do care. Say again, I I missed it. So all this aside, I do care. How is Joel doing? I mean, how how is he doing?

SPEAKER_01 23:19

Well, he's had a bit of a rough morning, some foggy memory and some stumbling around, but he's doing okay.

SPEAKER_02 23:26

That's good.

SPEAKER_01 23:26

I'm grateful for that. But you know, he's got some heart problems, so it's why we're here to see the cardiologist, and we'll just do what we have to do.

SPEAKER_02 23:35

Yeah, I'm sure, I'm sure they'll get that all sorted out for him. And and you know, I just I just don't want that. I don't want this to be a burden for you, and that's why I'm working hard for you. You know what I mean? And just think I appreciate that. Think of all the Wendy's chocolate frostings you can buy for $110,000.

SPEAKER_01 23:52

Oh, it won't be for that. I'm just thinking a lot of folks. You know, I've got to prepare. I don't know if nursing homes are in our future. I don't know if it's at home care is in our future. I have no idea, but I have to prepare as best I can ahead of time because you know, how am I gonna earn that kind of money? I'm 74.

SPEAKER_02 24:13

I understand. I completely understand. Well, I'll tell you what, let's let's follow up. Um, I'll call you back in an hour. How's that? That sounds great. Thank you very much. All right, my best to Phil. Thank you. Thank you.

SPEAKER_00 24:26

So that last minute there, uh, Jim. Could have been uh a little bit cleaner. I I didn't like I didn't like the how is Phil doing uh part. I mean, they're at they're at a cardiologist. Um, you know, she's like he's had a little bit of a rough, more infoggy memory. Uh he's having heart issues. Uh I felt like some of your response there wasn't wasn't genuine or authentic. Um, you know, I'm sure they'll get that figured out, you know, and then you tie it back to the 110. It just felt sales pitchy. You know, I've said this to you before, Jim. I want to see the gym that I talked to on the implementation calls, not the salesman gym. That felt like you were trying to come across and like convince her to move forward with the $110,000. I mean, think about how many Wendy's chocolate frosties you could get. Like it's funny, it's cute. But I don't think that was the time or place. I mean, she's she's emotional, she's feeling a burden, she's she's dealing with that. Um so now you've got the call back. So let's let's get to the call back here.

Second Call And Price Drop Agreed

SPEAKER_02 25:57

Hey Dorothy, it's Jim. I just wanted to give you a shout back. I didn't know if you told me to call or you were gonna call. You were gonna call in an hour. Okay. Thank you. I I gave you the hour, so I just wanted to call back.

SPEAKER_01 26:11

I must have asked my husband 10 or 15 times, what would you like me to say? What do you want me to do? And his final response just a couple of minutes ago, literally, was let's get it over with.

unknown 26:26

Okay.

SPEAKER_02 26:27

Well, I'm I'm happy to hear that. I think that that's a great move. What I'd like to do is send over an amendment contract that's going to state the 110,000. Okay, that's gonna be on there. Um, and then we'll have you and Phil sign it and then we'll drop it in the title. I'll call the buyers and we'll start. I can even close on Tuesday if you want. Close it earlier. They're ready to go.

SPEAKER_01 26:49

So that would be great if it's if it's all lined up and ready to do. Um we have dialysis from 11 till 3 on Tuesday.

SPEAKER_02 27:00

Okay. So it's all gonna be Yeah, it's all gonna be electronic anyway.

SPEAKER_01 27:04

So electronic, yeah. That should work. And I'm not doing dialysis, so I can sign uh for both of us, or I can sign for me and let him do it and then send it back over. Okay. Yeah. You know, he he wants to go ahead and we've prayed about it and everything, and he just wants to get it done. I don't blame him. I mean he's tired of this.

SPEAKER_02 27:26

No, I get it. I completely understand. And I uh you know, I I I love the spirit and I enjoy our conversations, and I I appreciate everything. And you know, you're definitely in good hands, and uh, we'll get this done and and get that over to you as quick as possible. Okay. Thank you, Jim. I appreciate that. All right, there. Well, I'm gonna say I'm gonna work on that. I'll have it over in the next 20 minutes. Perfect.

SPEAKER_00 27:49

All right.

SPEAKER_02 27:49

Thank you very much. You bet. Bye-bye. Bye-bye.

SPEAKER_00 27:53

Okay,

What To Fix Next Time

SPEAKER_00 27:54

so the end this is one of those situations, Jim, where uh the the result was positive, the the process was was broken. And so we've got to work on this. Um, I I think this is probably one of your your first um true price renegotiation attempts with an end buyer like this. Again, when we come into these calls, it should be starting off in the acquisitions phase. She should have been expecting this call, right? Where we're gonna get the buyer feedback, we're gonna come back to you, let you know the price that we can move forward at. Then in this call right here, hey Dorothy, we got good news, I got bad news. We've got an in buyer, but the price is a little bit lower than what we talked about. We could come to we need to come down to the 110,000, but we can close on time, we can do this. The value adds, value add. Here's the dot process behind the 110,000. It's because of this. This entire renegotiation had no facts about why the price needed to be the price. I still, after both calls, I don't know why the price negotiate renegotiation was happening outside the fact that your buyer said they needed to lower the price. But we don't know the reason why. That's the key here, Jim. You got to let somebody know, especially a seller that is emotional. Like you're asking her to make a logical decision. Phil says, I'm just tired, I want it done. So they move forward. But think about how much easier it would have been for them to have that conversation when it's, hey, it's because of this, not just because that's what the buyer said, because in their mind they have three other buyers that are willing to pay more. So you needed to explain the logic behind it because that logic then can convey to what the other buyers might potentially uncover or find out. Why does the math make sense here? Would have loved to have seen that. And the last thing I'll say there is when she says Phil gave me the green light just a couple minutes ago and wants to move forward at the $110,000. I would have, you know, you were like, fantastic. I think this is a great decision. I I didn't really like that response. Um just a little bit more concerned, like lower your tone a little bit. Like I understand, Dorothy, I appreciate that. Here's how this is gonna work. I'm gonna send this over. Probably just a little bit more of a serious tone. Um, you sounded excited. Um I just didn't feel like it was the right time or place for that. So there was a couple of things that I just like I want your personality to shine through. I want you to cut out some of the salesman type things moments, um, pay attention a little bit more to empathy and and being aware of the the situation, who you're speaking to, what they're currently going through. Um, I thought you had a great uh opportunity at the end of the first call, uh, when she said, Hey, let me think about this, let me go pray about this. And then you transition to ask you about Phil. Um, you could have ended that by saying, uh, Dorothy, I understand. I absolutely want to give you your space. Um when would be a good time to call you? She says, Hey, I don't know, an hour, two hours. All right, I'll give you a call here later today. Um, in the meantime, I'll be saying a prayer for you and Phil and what y'all are going through right now and kind of ended the call. I thought that would have more resonated with the seller.

Celebrating The First Funded Deal

SPEAKER_00 32:10

Uh, but again, this is going to be your first closing funded deal. And so I want you to celebrate this win. Um, I know how much this means to you and your family and the journey that you've been on. I told you this during the implementation call today. I'm extremely proud of you for the work that you've put in. I show, I see you working on Discord, showing up to the implementation calls, office hours, and putting in all this work. This is a massive growth improvement from the first seller call review uh that I did of yours inside of TU. So I'm proud of you for the growth. Um, I'm proud of you for continuing to ask for more feedback. Hey, even in this situation, you're like, RJ, I know I successfully got the price drop, but I know I didn't do a good enough job. Can you go listen to it? Can you coach me on it? Hey, put me on YouTube. I know it's not good. That's what shows me that in the long run, you are going to be successful in this because you want this feedback, you want to continue growing and you want to get better, and it's working. You are getting better, and I'm proud of you for it. So, Jim, um, I'm proud of you. Congrats on your first deal. Thank you for sharing this, not only with TU, but everybody out there on YouTube to learn from this price renegotiation uh live seller call. So, thank you for submitting this. Show Jim some love because it takes some uh just uh bravery to be uh willing to put this out there. He didn't have to do this. Uh he willingly put this out there, not only for himself to learn, but also for each and every one of you. So show Jim some love in the comments. Show me some love, like today's video, and we'll see you guys tomorrow.