Why Even Great Calls Don't Always Close Deals

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Transcript

Why Tired Landlords Sell

SPEAKER_00 0:07

What's going on, everybody? Welcome back to the series where I'm going to review a live seller call from a titanium university member. And today I'm going to be reviewing Cody, who submitted this call. It's audio only. So, yes, you guys do just get to stare at my beautiful face during this call. But I wanted to review this because he said this is a fantastic call with a tired landlord. And so I'm sure if you guys have paid attention to the live call sessions that I've done with Jerry Norton, you've heard me and Jerry talk about the power of talking to tired landlords and how they're different than they are with owner occupants or emotional sellers. Normally these are very logical conversations. So I'm curious to see. I don't know anything else other than the fact that Cody said this is a fantastic call. So I wanted to review it on here and get my feedback. So let's

Cold Call Opener And Property Clarity

SPEAKER_00 1:05

get into it. Live seller call with Cody with the tired landlord.

SPEAKER_05 1:09

Hello.

SPEAKER_03 1:10

Hey Larry.

SPEAKER_00 1:12

Yes.

SPEAKER_03 1:13

Larry, this is Cody, Cody Knut here. Um, you spoke with a member of my team about your freedom ass property there in Alliance.

SPEAKER_02 1:22

Which property? I got a bunch.

SPEAKER_03 1:24

Yes.

SPEAKER_00 1:27

I didn't love that intro because he was like, hey, that property there in Alliance. Now, every now and then I will say it that way because maybe I'm afraid of mispronouncing the street name. And so I'll just use the the city. But more often than not, you do want to be very clear about the specific property that you're reaching out about. And then I did like how he said you spoke to someone on my team. So this is a cold call lead of some sort, maybe from speed the lead. So I did like that introduction. Just be more specific about the property itself.

SPEAKER_03 2:06

Freedom have an alliance.

SPEAKER_02 2:09

Okay. 757 freedom.

SPEAKER_03 2:13

Correct. Are you still possibly looking to sell that one there?

SPEAKER_02 2:15

Or I don't think I should sell that one. I I've had uh uh a guy in there for 30 years, he's kind of handicapped. I don't want him to have to move.

SPEAKER_03 2:27

That's totally fair. Um, well, do you have any others you might consider selling?

SPEAKER_02 2:31

Or I got a duplex. You interested in a side-by-side duplex?

SPEAKER_00 2:36

Okay, so really liked how he transitioned. Obviously, the seller had already given this inclination of, hey, I've got a bunch of properties. Which one are you reaching out about? Now I don't want to sell that one. Love how Cody kind of shifted it over to you got any other properties you might be interested. Now there's a potential duplex.

SPEAKER_03 2:58

Maybe. What's going on with it?

SPEAKER_02 3:02

Well, uh, the tenants there have not been there very long, so I don't have a long time relationship with them.

SPEAKER_04 3:10

Okay.

SPEAKER_02 3:11

Yeah. The address is 325 and 327 East Summit. If you're looking at a computer.

SPEAKER_03 3:22

Yep, and that's Summit Av.

SPEAKER_02 3:25

Yeah.

SPEAKER_03 3:25

And that's also Alliance.

SPEAKER_02 3:28

Oh, yeah, everything I got's uh Alliance uh address. Very good. And I got a 46-acre uh farm.

SPEAKER_00 3:40

Okay, so this is interesting when you when you are talking to a tired landlord, there's always the possibility and the probability of them wanting to introduce you to multiple different properties. Curious to see how Cody kind of navigates this. Ideally, I would like for him to be like, hey, let's focus on this first one, and then after we can talk about any other properties, you don't want to get sidetracked and and move away from the one property. All he's giving you right now is that it's a duplex and the address. We don't have an asking price, we don't know anything. So I kind of want to just stay focused on that initial property.

Pricing Logic And The 1% Rule

SPEAKER_03 4:26

Okay, let's just talk about east summit, man.

SPEAKER_02 4:29

Um okay.

SPEAKER_03 4:30

Yep. Give me one moment here while I try to pull it up.

SPEAKER_04 4:35

Okay.

SPEAKER_00 4:39

Would have liked for him to ask for the asking price right there instead of the let me pull this up. I get it. Maybe that's just a reaction to that's where his mind is like, hey, I'm just trying to get this pulled up, or maybe he's even having problems with the address. But that was a great opportunity to kind of just flow into the closer format. Well, how much are you looking to get for it?

SPEAKER_02 5:08

It'll be in the name of Carnation Rentals.

SPEAKER_03 5:11

Okay, all right. I have a 327 Summit Court in Alliance or an East Summit Street in Alliance?

SPEAKER_02 5:21

East Summit Street.

SPEAKER_03 5:23

Okay, all right, let's see. And it's Carnation Rentals L T D.

SPEAKER_05 5:27

Very good. All right. Um get for it.

SPEAKER_02 5:40

A hundred thousand. It brings in uh eleven hundred a month. They pay all utilities.

SPEAKER_03 5:53

All right, how'd you come up with that number?

SPEAKER_02 5:56

Of a hundred times the a hundred times the rent is normal.

SPEAKER_00 6:01

So basically he's referring to the one percent rule. Um, again, with tired landlords, very logical conversation, right? We're not diving deep in some emotional motivation or problem. He's like, hey, this is I'm asking $100,000, it's $1,100 a month in rent. They pay all the utilities. That's a hundred times the rent. It's the one percent rule, essentially. So this is gonna be curious. I'm curious to see how Cody kind of gets this landlord to open up and talk to him a little bit more, or if it's if it's not gonna happen, if the price is correct, if it's just a very short, logical conversation that leads to a signed contract.

SPEAKER_03 6:46

Normal.

SPEAKER_02 6:48

Yeah, that's what I was buying them. That's what I paid a hundred times around.

SPEAKER_03 6:53

You know, I can see what you pay for this one, buddy.

SPEAKER_02 6:57

Oh, that was uh what, 15 years ago? 20 maybe.

SPEAKER_03 7:04

I'm also an investor, man. I'm not I'm not a retail buyer, you know what I mean.

SPEAKER_02 7:11

Not really. It's all the same to me.

SPEAKER_03 7:14

Uh well, you know, a reason a retail investor might be happy with 1% because they're a doctor and and their money isn't doing anything in a savings account. But I'm trying to I'm trying to build serious wealth with real estate, and I can't build serious wealth with 1% return.

SPEAKER_02 7:32

Okay.

SPEAKER_05 7:35

But I mean, besides that, what if it's uh what do you like to get percent? In in alliance? Yeah. At least two. Oh my gosh. At least two.

SPEAKER_00 7:50

Very confident in his response there. Um, essentially, he just cut the price almost in half. I mean, if $1,100 a month in rent is is the going rate there. I mean, essentially he's saying, hey, you want $100, I can offer you $55,000. Um, that's the language that they're speaking between each other right there. That's a very aggressive response. But again, Cody knows the the seller avatar that he's talking to. And and I don't mind it. I mean, this is he's being aggressive, and and he's gonna find out very quickly if this is going to be a viable deal with this seller or not.

SPEAKER_02 8:30

Okay, and I don't I can find you anything then.

SPEAKER_03 8:34

I can do a little bit better if it's got a new roof on it and the basement's dry and the furnace is newer and the AC is newer, you know, then I would consider 1.5. But I mean, let's be real, man. Uh you didn't pay uh yeah, you didn't pay that for this.

SPEAKER_02 8:55

So why would I pay 20 or 25 for it, I suppose. Next is when the rent was um much, much less.

SPEAKER_03 9:07

Yeah.

SPEAKER_02 9:10

Inflation has really, really made us a lot of money over the years.

SPEAKER_04 9:15

Yeah, absolutely.

SPEAKER_02 9:16

Yeah, I've got houses I paid three thousand for that I'm getting three hundred a month now for, you know.

SPEAKER_03 9:22

Yeah. I totally understand that.

SPEAKER_02 9:30

Yeah, it worked pretty good for it's it's hard to imagine, but it's it's been that way. My dad was a a landlord.

SPEAKER_03 9:38

Okay.

SPEAKER_02 9:38

You know, he had houses I remember going and collecting $25 a month, right?

SPEAKER_00 9:44

I'll be honest with you, that was like a subtle little moment there by Cody that he didn't. I I don't even know if it was intentional. And sometimes the best moments buy a closer aren't intentional. He kind of just allowed there to be silence. Both him and the seller kind of went back and forth about the values and the rent rate and whatnot. And then he just kind of like allowed some silence to and because of that, he now gets this great moment where the seller is finally opening up for the first time. So I'm really curious to see, you know, that

Condition Questions And Quiet Leverage

SPEAKER_00 10:25

his father was a landlord. I'm really curious to see where this takes this conversation at this point.

SPEAKER_02 10:31

When I was, you know, eight eight years old or something. Um would that be worth $75,000 to you then? Maybe? It's got a new drone.

SPEAKER_04 10:53

Okay.

SPEAKER_02 10:53

Uh the furnaces are old, but they're real old, which I think is almost better because it's like the one doesn't even have a fan on it, just a gravity furnace, and there's just nothing wrong with them, you know.

SPEAKER_05 11:09

Yeah, as long I mean if it's working, that's fine.

SPEAKER_03 11:12

Uh yeah.

SPEAKER_02 11:13

The wirings both uh are I I put in new wiring when I bought it. Do you does it show you there? When did I buy it?

SPEAKER_03 11:21

2007.

SPEAKER_02 11:23

Oh, okay. Yeah, I lose track.

SPEAKER_00 11:29

That's a good problem to have.

SPEAKER_04 11:31

Yeah.

SPEAKER_00 11:32

I really, I really like Cody's demeanor on the call. Um, he definitely comes across as that mentality of embracing being the buyer. Really kind of relaxed, not really chasing after it. Every time the seller is kind of coming after him, like with 75,000 words, he's like, hmm, maybe. He's not like jumping at it. He's not getting overly excited. He's really stoic in his responses and impatient on this call so far. I I really think so far that's the best part of this is kind of just Cody's demeanor.

SPEAKER_02 12:12

Well, I'm 79 years old. That's why I'm selling them. I used to have at one time I had 80. I'm down to about.

SPEAKER_03 12:22

Okay. 75 is definitely a bit better.

SPEAKER_05 12:28

Yep.

SPEAKER_03 12:30

Does it need anything?

SPEAKER_02 12:35

Oh yeah. Uh I've I've told a Mason to look at the there's a front porch. It's got cement block, they're not really holding anything up. They're just there for you know to hold the wall or hold the dirt back, and uh they they need replaced. I told a guy to do it. Uh he just I told him when he wasn't busy, you know. Which everybody's busy, but he'll get to it probably this summer. Gotcha.

SPEAKER_03 13:04

Okay.

SPEAKER_02 13:07

Did he quote you for that or not yet? No, he hasn't. He's done so many jobs for me. Really, he'll just he'll just do it and tell me what I owe him. Is that we've got a pretty good relationship.

SPEAKER_03 13:20

Okay. Um this is an 1882 build house. So I have to ask you. Um that's what it says on the tax records.

SPEAKER_04 13:31

Yeah.

SPEAKER_03 13:33

Um, so I have to ask you, does it have that old school wiring where it's like you know what I'm talking about?

SPEAKER_02 13:40

It's uh the knob, they call it. Yeah, it has a little bit of that. I updated the the panel, the electric panels, uh, right where I bought it. And and at that time then it would have been inspected uh and approved. It it may have a little bit going to upstairs light circuit or something, but but I I would have put in uh enough plugs and everything. It it should not need any wiring for another years, 40 years.

SPEAKER_03 14:12

Good. Okay. Because I would have just said flat out no if that wasn't done. Because that's a firehouse.

SPEAKER_04 14:21

Could be, yeah.

SPEAKER_03 14:24

I tried to insure a place, uh where was it? North Canton somewhere. And it had the knob and tube wiring. I ended up losing my earnest money because I figured out I couldn't insure it. So I was like, well I'm not dealing with that.

SPEAKER_02 14:43

Yeah, just make make arrangements with an electrician to do all your jobs.

SPEAKER_05 14:51

Okay. Um see, do I need to know anything else?

SPEAKER_03 14:59

Are they month to month the tenants?

SPEAKER_02 15:03

Yeah, uh initially I put in a one-year lease and then month to month after that year, and they've they've both been there, oh I I would say about three years. Um paying 500 and one's paying six. Okay.

Tenants, Rents, And Real Numbers

SPEAKER_00 15:23

I'm curious if he's gonna bring up the market rent rate and if that's how he's going to navigate making a deal at like 65 or 70,000 workout. I mean, the initial asking price is 100. He got him to come all the way down to $75,000 really just by having a normal conversation and having that mentality of embracing being the buyer. That's kind of what's naturally got him that 25% price reduction. I'm assuming we're still just a little bit off on the price. And and so now he's going with the month-to-month. I'm curious if he's going to talk about the actual rent rate and if that's what can move the needle enough for him.

SPEAKER_02 16:12

I just I don't I don't renew leases every year. I don't raise rents, which is probably I don't know. Over the years that's served me okay because I get loyalty out of the tenants, you know, and they don't bug me for new linoleum and new carpet and stuff. They they're just happy they're all paying the same rent for the last five years. Yeah. I think that works. Some people upgrade their houses every year and then raise the rent, but I don't just because I'm lazy, I guess.

SPEAKER_04 16:50

Well, at least you're honest.

SPEAKER_03 16:54

Um you have 80 houses, so I feel like I can just have a real conversation with you about the numbers.

SPEAKER_04 17:04

Sure.

SPEAKER_05 17:05

Um I think it's probably worth.

SPEAKER_03 17:10

Like, you know, if I went and upgraded it and did all that and whatever, it would probably appraise for like maybe 110 to 120. Um, you know, big maybe, but I I I could see that. Um if I was to pay you 75,000 and then put in the work that's needed to get it to appraise that high, I only have about seven percent equity, and then that rent rate, um you know, it's one point zero eight percent at that point. So I would much rather be somewhere around like sixty-three and then I'm looking at fifteen to twenty-ish percent equity, um, and then I can stomach that one percent. It'd be closer to one point five percent rent at that at that point.

SPEAKER_05 18:27

That I can make work. That's that's pretty close.

SPEAKER_02 18:34

Um

The “I Need Time” Objection

SPEAKER_02 18:38

I gotta think about that for a while. Like a month or so. Yeah.

SPEAKER_00 18:43

Okay, so interesting objection. Um, the explanation of the numbers. I I really like how he laid that out. Really like how he ended with uh the offer and then allowed the seller to kind of resonate in that feeling. But now it's hey, I I need some time. He even said I need a month to think about that. That was a kind of a a strange response there. Uh really curious to see how Cody kind of reacts here. Um, I I don't know if those were the real numbers or not. It feels tight. I don't know what state this deal is in, but from a rent rent rate side, uh the only thing that was kind of lacking there was is is I would have liked to have seen, hey, is there a possibility for us to increase the rent from $1,100 to say $1,200, $1300, $1,400 a month? Because even the seller said, I don't really raise the rents. So I would have liked to have been able to see that kind of run those numbers in comparison. Uh but now he's got to overcome this objection of I need time.

SPEAKER_03 19:51

Oh man, come on.

SPEAKER_02 19:54

I don't do any clip. Maybe I should, but I don't. Well, I've I've gotten rid of I've I've already sold two this year, so I have to kind of think about the capital gains too.

SPEAKER_04 20:11

Yeah, for sure.

SPEAKER_02 20:13

Yep. Uh yeah, I just sold I I just uh got a check for one I I had sold it, rent to own. Well,

Seller Finance And No Interest Terms

SPEAKER_02 20:25

no, it was a note and mortgage. Okay. And that guy got excurged with it and sold it to another landlord, and he paid me off. So I I really yeah what about if I finance it for you? Would that make a big difference or not? Don't you want to do that?

SPEAKER_03 20:41

That would make an incredible difference.

SPEAKER_02 20:44

Oh, does it? Okay. Like it sure does. I would just like $10,000 down and can you get uh can I get six and a half percent interest?

SPEAKER_03 20:55

Nope.

SPEAKER_02 20:57

No, six?

SPEAKER_03 20:58

I'd rather pay more than deal with interest at all.

SPEAKER_02 21:04

Pay more and and then have no interest? Well I gotta have interest. Gotta have some kind of at least five percent. That way it keeps the price that way if you pay it off or something, that's a a selling point to the next desire.

SPEAKER_03 21:22

We can just kind of build it into the principal, yeah.

SPEAKER_02 21:26

Yeah. And then my numbers are but interest is deductible right now, and it's and the and the other you gotta depreciate, unless I don't understand the tax rules like I should.

SPEAKER_03 21:39

Um well Yeah, it would count as income. Your the interest to you would count as income. So you'd actually be paying more.

SPEAKER_02 21:50

Yeah, I was thinking interest to you would be a di a deduction this year, you know, instead of um depreciating it over twenty seven and a half. Years or something.

SPEAKER_00 22:02

Two non-tax guys talking about how to beat the tax code. Here we go. I avoid this in all seller conversations, by the way. I don't know if you've ever seen that. Well, I'm not a tax guy. I leave that up to my tax guy. But on the real estate side, and then I'm right back in to talking about the seller finance terms.

SPEAKER_02 22:19

What are 29 and a half, maybe they make you do. I forget. Oh, 19. Is it 19 now?

SPEAKER_03 22:26

Uh no. 20, 20. Accelerated depreciation is the 27 years. Yeah.

SPEAKER_02 22:37

Well, uh, yeah, I think um what's it worth if I just take 10,000 down?

SPEAKER_03 22:47

If you took ten thousand down, I'd pay you I'd pay eighty-five. But I don't want any interest.

SPEAKER_02 22:57

No interest.

SPEAKER_03 22:58

No.

SPEAKER_02 23:00

So and and how many how many months of payment? How many how big a monthly payment?

SPEAKER_03 23:07

Um half of what you're getting for rent. So $550?

SPEAKER_02 23:12

Yeah, that doesn't quite cut it. I I thought maybe money paid off a little faster. Because I have we do have to remember M79.

SPEAKER_03 23:21

Oh, we can put a balloon on it.

SPEAKER_02 23:23

Oh.

SPEAKER_03 23:24

Yeah, that's fine. I just as long as I don't have interest, we can work something out. But I I I know how interest works and I know. Nothing. You don't like nothing.

SPEAKER_02 23:42

Don't like interest of any kind, okay.

SPEAKER_03 23:44

I'd rather pay you 63,000 today for it, you know? Yeah, gotcha.

SPEAKER_04 23:52

Hmm.

SPEAKER_03 23:55

But if you're willing to work with me and I don't have to deploy that much capital at once, I'll pay a little more for it.

SPEAKER_02 24:04

Yeah, you wouldn't need to spend anything. For the first year, I think it's very stable. And I'll I'll and I'll get the front porch fixed.

SPEAKER_03 24:18

Um what about a seven-year balloon?

SPEAKER_04 24:24

Hmm.

SPEAKER_02 24:27

Gar. I would do that with somebody I knew real well. Of course I would another investor here from Alliance I would that you know that I had a track record with. I sold quite a few to other other landlords.

SPEAKER_03 24:42

Yeah. Real estate's a small world, so where you where are you from?

SPEAKER_05 24:52

California? Arizona.

SPEAKER_02 24:54

Arizona. I hadn't caught into contemplated financing them for a while because uh to mostly because of my age, and uh and I don't want to burden my wife with it. She she has thought it was a bad idea from the very beginning.

SPEAKER_00 25:15

Really enjoyed how Cody has navigated this conversation. I mean, just uh the amount of times that he has allowed the seller to come to him just by sitting there and kind of giving a response. And then allowing a little bit of tolerance because what's happening on the other end of the phone is the seller is trying to figure out how to sell Cody the property. And so he's navigating through his mind. I mean, you can almost feel the wheels spinning in the seller's mind, and Cody is allowing that to take place, and he's not trying to uh interject and say something to allow the seller to then agree to whatever code he wants. The seller is totally

Old School BRRRR Before It Had A Name

SPEAKER_00 26:05

tasting after Cody, which is what you want. When I say it brings me to the buyer, it's like as the buyer used to not be tasting the seller, the seller could be tasting you to tell you on this property, and he's done a fantastic job of this. Even the fact that the seller finance is the seller's idea. And then he just laid down the terms that he wants. With no apology. I don't want interest. No thank you. I'd rather pay you the $63,000, which is the deal that he wants, but I'll pay you $85,000 if you give me no interest. Just laying it all out there and then allowing the seller to decide what he's willing to do and what he's not willing to do.

SPEAKER_02 26:51

I start I bought the first one in 1969. Oh wow. He said, What are you doing? You know, I said, it'll work, it'll work.

SPEAKER_03 27:00

And you said, I'm making us a fortune.

SPEAKER_02 27:03

Well, no, I didn't know that for sure then. And I didn't know for the first 20 years, really, until it started getting one paid off.

SPEAKER_05 27:11

Yeah.

SPEAKER_02 27:12

Um, I can't do anything tonight. I it's uh fast.

SPEAKER_03 27:21

Let me yeah, let me just take a bunch of notes here on what we've talked about. Seven year balloon if I if you knew me. If you knew me. What did I tell you? 80,000 purchase price?

SPEAKER_02 27:38

Yeah, I think you did.

SPEAKER_03 27:41

80k, 10k, down five what'd you say you're getting for rent?

SPEAKER_02 27:47

1100, so 550.

SPEAKER_03 27:49

550 a month.

SPEAKER_02 27:51

Zero interest.

SPEAKER_03 27:53

Zero interest. Cash. 63,000.

SPEAKER_02 28:00

Yep.

SPEAKER_03 28:01

We have options and uh I've enjoyed our chat, so I don't mind calling you for a while and seeing if we can work something out.

SPEAKER_02 28:08

So So you you buy and sell, I take it, huh? I mean d are you a landlord or a a a seller?

SPEAKER_03 28:15

If if you finance me, I'll keep this. If it's cash, yes, I will sell it to somebody else.

SPEAKER_02 28:24

Well what worked so good for me was uh a real good rapport with a uh one bank and I just I would I would buy one, fix it up, and borrow on the finished product.

unknown 28:36

Yeah.

SPEAKER_02 28:37

Over and over and over and over and over. The bank really liked that because at that time in the sixties, their seventies and eighties, they had people coming to them with a with a plan, you know, we're gonna buy this five thousand dollar house, spend five thousand on it, and we want to borrow. And they said, No, but but I went to them, I said, I bought this house, I got it fixed up, and and they said that was so much difference to them. Yes and and that works so well for me because I I was able to borrow more than I had in it, not counting my labor. And of course I was doing all my own labor, which a lot of guys don't want to do. I was doing my own wiring, plumbing, roofing. You know, I put on a couple of pretty big roofs all by myself. You know, no. And that that saved me a fortune, which I borrowed back from the bag to buy the next one. Nice. And then that that's that's what worked for me. Um there was very few guys that did it that way. They always had a had a plan, you know, that they're they're gonna buy, fix up, we need to borrow money from you now. And that they struggled. Well, I saw a lot of them go broke doing that.

SPEAKER_03 29:49

Yeah. Well you're describing is called buy, rehab, rent, repeat. So we it's called burr. Yeah. It it has like a it's like an official strategy now, you know, like people teach it.

SPEAKER_02 30:04

Um It was just by accident that I mean I I did it like I come out of the army and dad said, What are you gonna do? And I said, I want to farm. He was a farmer, and he said, Pick something else. And I said, Well what? And he told me he had just bought a house for eight hundred dollars. My first house was eight hundred dollars. Uh he he just he had just ar arranged to buy it. And I bought it for eight. I spent about uh I I spent six months fixing it because I had no clue what I was doing, and borrowed three thousand on it. And I I had about twenty five hundred in it. And and I said, Oh, that works, I'm ahead, you know.

SPEAKER_04 30:44

Yeah.

SPEAKER_02 30:44

Rented it out, rented it out for fifty-five dollars a month. Which was which was five dollars more than I think I thought I needed, you know. I said, I'm gonna make five dollars a month for doing nothing. Well, I didn't quite realize how people tear things up, but but that that that was the premise that that worked. And I just did it again and again and again. Okay, well, nice talking with you. What's your name?

SPEAKER_03 31:10

It's Cody.

SPEAKER_02 31:11

Okay, Cody. Um think about

What Made The Call Work

SPEAKER_02 31:15

it. Now think about it and call me back in a week or something.

SPEAKER_03 31:18

Yeah, I was gonna say I'm not giving you a month, man.

SPEAKER_02 31:22

Okay.

SPEAKER_03 31:22

We'll both forget about it by then. But uh I can call you next week. That's fine.

SPEAKER_04 31:27

Okay. Thank you.

SPEAKER_03 31:29

All right, have a good one, Larry.

SPEAKER_04 31:31

You too.

SPEAKER_00 31:32

So the result of that I I do know is is that uh Cody did get that under contract. That's that's so that was the the beginning stages of this. That was a fantastic call by Cody. Um, I I really enjoyed that. Um, you know, we we always talk about the one call closed, but you can't push a seller like this. We also talk about tired landlords being logical and not emotional. Well, you saw it there. But the other part of this is that because they are logical, and if they tend to be an elderly man, it is very common for elderly men to want to take their time. They want to think about this before they just make this decision. I mean, he's talking about buying properties back in the 60s and 70s for $800, renting it out for $55. I mean, incredible stories, um, basically outlining the burr strategy before he even knew what it was. Um, I like the fact that Cody did not try to push for the close there. Just, hey, you know what? I'll call you next week. Um, because otherwise, you know, we're gonna both forget about it. I really enjoyed how Cody navigated that. I thought that was a fantastic call. Loved his tonality, his demeanor, and really just overall, like I said, I know I've said it multiple times, but that is how you embrace being the buyer. So great job, Cody. For everyone that watched this far into the call, let Cody know if you enjoy his call, give him a shout out because he he literally turned this in just so we can showcase this for you guys here on YouTube. So you can listen to his call, you can take the feedback that he got on it and implement it in your own solid calls. So thank you for doing that, Cody. You didn't have to do that. Show Cody some love, like today's video. We'll see you guys tomorrow.