Mortgage Note Investing Weekly

EP110: My First Note Purchase With Troy Fullwood

• Rick Allen & Brett Burky • Season 4 • Episode 110

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In this installment of our "My First Note" series, your hosts, Rick Allen and Brett Burky, are joined by the incredible Troy Fullwood. Troy shares his journey into the real estate note industry, packed with valuable note investing insights and amusing anecdotes.

Education plays a crucial role in Troy's journey. He emphasizes the importance of continuous learning and shares insights from his grandfather about the value of wisdom and knowledge.

Troy provides an update on his current ventures, including investing in oil wells and homeschooling his children while still actively participating in the note industry.

Offering valuable advice to newcomers in the note industry, Troy stresses the significance of not giving up, getting educated, and starting with wholesaling deals.

To join Troy's Cashflow Challenge, follow this link: https://troyfullwood.clickfunnels.com/challenge_intro

Chapters: 

0:00 - Intro
1:05 - Troy's Note Investing Background and Journey
4:01 - Getting Started in Real Estate Notes
6:08 - Marketing in the Early Days
09:49 - Closing Deals After Surgery While on Painkillers
13:32 - Appraisals and Title Companies 
14:07 - Credit Checks and Lender's Title Policies 
15:04 - Underwriting and Risk Tolerance
17:48 - The Power of Reverse Ad Marketing
19:23 - Learning from Challenges 
25:59 - Advice to Newcomers in the Note Industry
26:32 - Wholesaling as a Starting Point 
31:33 - Where You Can Connect with Troy 

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Rick Allen:

Welcome back to the Paperstack Podcast. My name is Rick Allen. This is my esteemed colleague, co host, friend, Brett Berkey. How you doing, man? Hanging. Yeah. Hanging? I'm so excited. We've done a lot of these My First Note. This is one that I'm so pumped about. Where you guys, yeah, this is... He was there the day that we launched our first... He was there the day that we launched. And I've talked to our guest, Troy Fullwood. Welcome. We've talked to you so much. I've, you know, I've bumped into you at events. In a way, you've given me some advice along the way that's not been necessarily note advice. It's been life advice, just talking to you. So I'm so excited to have you here, man. Thanks for joining us.

Troy Fullwood:

Well, I appreciate I appreciate the opportunity to be here with you and your audience. I'm excited. I haven't done a podcast in a while, so it might be a little rusty, but I'm excited to be here. Oh,

Rick Allen:

man. Yeah you'll be fine without a doubt., you've been in this seems like in this industry for I think longer than I definitely longer than I have and I'd love to hear You know, what's your background? How did you get started? Can you walk us through that talk to some of our listeners about you know Where did you come from and how did you make this pivot into real estate note

Troy Fullwood:

stuff along those lines? Yeah. Yeah That's a great question. That's a great question So I got started in the real estate note space by coming. I was actually originally in the For lack of better words, I was in the landscaping space, but I was in a niche within it, which was turf management and agricultural consulting, and I worked for a guy that some of you might know out there, his name is Ben Crenshaw, the two time Masters Champion of Texas. So, I was living in San Antonio, Texas. And I was the president of the Texas Landscape Contractors Association. And I in my presidency term, I dealt with a legal battle. Between the city of San Antonio and the Sierra Club and Oh wow. There was a big war about, you can't use water, so you can't water lawns, which obviously if you can't water lawns don't grow grass doesn't grow, you don't mow it. You know, there's revenue issue there for landscapers. So I got thrown into that frying pan. early on in my presidency of the Texas Landscape Contractors Association. And I did not know this, but Ben Crenshaw was watching me because he, one of his companies, Crenshaw to Gay, sells turf grass. In San Antonio, Texas, so people aren't buying turf grass if they can't water it. So that's obviously a monetary impact to his company, but at the end of it he hired me on to oversee large client acquisitions and things of that nature. And in doing that, I was really intrigued by real estate. I was seeing and hearing and... You know, people talk about real estate fixing and flipping, rental properties, landlords. And so, ironically, this doesn't really happen anymore. But back in the day, and I'm going back 28 years, been in this space 28 years. Going back in the day we had these things called late night infomercials. And I... I watched one and it was an organization out of Orlando, Florida called the American Cash Flow Association. You guys probably know some of the folks that were part of that organization that are now doing, you know, they've been doing great for years, good people. And I signed up for their training on 30, I think it was 32 different cash flows. Spent five days in a hotel learning about it with about 120 other folks. They spent Four hours on real estate notes. And what they focused on was just the calculator. So they use a calculator and you guys know as well as I know that there's more to notes than just the calculator. Although that's a. Starting point in most of the deals we buy There's a lot of paperwork and marketing and things like that to go into it So that's how I got started in it was introduced to it had a Had to figure out a lot of stuff on my own. There was not the internet. There was not marketing Text messaging was a thing Email marketing was a thing but not really There was just so many tools that we have today that just weren't available back in 2000 and, I don't know, 28 years ago. I'll tell you a funny story. When I got my URL for our company Pinnacle Investments, I had a gentleman help me get it. And then he goes, so do you want an email? And I'm like yeah. He goes, what would you like it to look like? And I said, well, just do Troy app And he set it up and I had no idea really what he was doing. That's how yeah oblivious I look to the technology side of things. So a lot of things changed since then. Thank goodness You mentioned a lot of that in your book because I did read your whole book and you had the way you were marketing was doing stuff and like I want to say it was Like I want to say newspapers. It was something like that. It was something you were putting in newspapers and different things like that. Yeah. Source of notes.

Rick Allen:

Yeah,

Troy Fullwood:

that's pretty cool. Absolutely. Yeah, so one of the things, you know, I was, I spent this money on this infomercial program.

Rick Allen:

Was it Kevin Shortell? Was that Kevin Shortell's deal?

Troy Fullwood:

Was he part of that? No. It was Larry Pinos of the Cashflow Association, and and Fred Rui was actually The head guy over there. Or Larry had hired him on at some point, but Fred did an amazing job, you know, running the events and stuff like that. Great guy, obviously Tracy Z as well,

Rick Allen:

but, I can sit and listen to Fred talk and tell stories for... Ah! Forever.

Troy Fullwood:

Okay, he's got one hell of a sense of humor.

Rick Allen:

He's

Troy Fullwood:

hysterical. Yeah, he's got a million and one stories. There's no doubt about it. Fred is not lacking in stories or comedy. No. He's

Rick Allen:

funny.

Troy Fullwood:

He's funny. You have to like, you do have to like sarcasm, though, when you're around Fred. You do have to have an element of humor. I do not. Fred was working

Rick Allen:

our booth and we gave Fred a shirt at the last Note Expo. Oh yeah. And the next thing we know, Fred's got the shirt on and he's standing behind the booth talking to customers or go the booth. I'm like doing a good job. He's doing,

Troy Fullwood:

he's killing it. I think he doesn't even

Rick Allen:

work here, but Hey, go ahead man. We're gonna go grab some coffee. It was funny. Yeah, that was funny.

Troy Fullwood:

It's funny. Yeah. Great. Great guy, great team folks. But yeah, we, so. So, I stumbled on so marketing back then, you didn't really have email marketing, you really didn't have text mess marketing, you didn't have Facebook marketing, and all these things that we have nowadays, and really the only thing you had was, like, print media in general, and so what I ultimately stumbled on was, I stumbled on, I was at the local convenience store right around the corner from my house. I didn't have a lot of money for marketing because I just spent literally all I had in the for the course and the training. And I wasn't working for Ben Crenshaw anymore. I decided to leave that company and literally go all in. Like I was, you know, I'm, all my money's on, you know, I'm just pushing it all. Let's go. And. And I've always been very much a leap before you look kind of guy, like I'll figure out the parachute how to build it on the way down and I'll land, you know, softly and it's always been my nature. And so I, I was at the store and I noticed there was a thrifty nickel newspaper and then they had a penny saver. And so I grabbed them just to thumb through them. And at the back of the thrifty nickel, I noticed folks were selling houses, three bedroom, two bath houses. And this is in San Antonio, Texas. No owner financing, no credit check. So I'm like, well what are they doing with these notes that they're creating? They gotta be creating these things, so they're creating them. They're telling us that they're creating them, so let's call them and see what they're doing with them. And ironically, I called a couple of folks and lo and behold, they not only were they willing to sell the ones they were creating, but they also had other deals that they had in inventory that they didn't really know where to sell them at the time. So, I was able to pick up deals that were one, already seasoned, and then two, I got to get in on the front side of doing simultaneous closings with them and helping them structure deals. To maximize their, you know, their payout on the sale of the note. And that's always been something we've enjoyed here for years, is helping people structure deals to make sure they get the most based on what the market conditions are. So that's how I started I say finding deals. Because the, you know, That's where it started and going into our, one of our first deals that we funded, and this is funny in the sense that I decided that not only was I finding these leads and the thrifty nickel and the penny saver and the San Antonio Express News at the time. I said, well, if they're posting ads, then there's got to be other people that have had ads. So I'm going to put an ad in the paper as well. Top dollar, top price paid for real estate notes, call, no closing costs, you know, that type of an ad. So on Monday I call the San Antonio Express News. I signed up for a Friday, Saturday, Sunday ad. And on Tuesday, I find out. from from my doctor that I've got to go in for outpatient surgery on Friday, I didn't connect the two dots at that time. It was a hernia operation that I had to have unexpectedly. And so I go into the hospital on Friday morning, I come out about noon ish. My roommate at the time gets me home, lays me on the couch. And I asked him like, can you put the phone by me? And cause he's saying the phone's been ringing, but I haven't been answering it. I'm like, okay, just put it by me. And I was on painkillers and the phone's ringing. So I'm telling you guys this story because anybody's listening to this. Don't tell me you, you can't do the, you know, that's what I'm getting out of here. So I'm horizontal on this couch and the phone's ringing and I'm answering it and I'm talking to people. And I'll just answer this question. Troy, what did you say? I have no earthly idea what I was saying. Absolutely not. I recall the conversations. I don't recall that. I don't recall any portion of them, but over Saturday and Sunday, three people showed up at my townhouse that I was living in, knocked on our door and dropped off files to purchase. Like they just like, and they brought their files, original documents and everything like just here. And my roommate was collecting them and just tell him like, Hey he'll look at them and he'll get back to you. He's, you know, he's sleeping. And and Monday morning, I was mobile a little bit more pain had worn off. And so I started looking through these files and. Yeah, they're good deals. And I didn't even price them out. Like I had didn't price them, didn't do anything, called the seller back and said, okay, here's what we got. Here's our numbers. They're great. Let's do it. Let's underwrite it. Let's go forward. And they were very, you know, very vanilla, single family, SFR, owner occupied deals. They're written at one was written at 16%. One was written at 17%. One was written at 14%. That was the face of the note back in the day. And typically that was pretty commonplace back then. Yeah, no, 90 95, 96 era. Yeah. So it was it was an interesting process because back, I wouldn't say it was better, but it was different in the sense that people would write these deals and they would get really substantial amounts of money down on these houses. They would write them with, I would say very short term compared to today's market, which is usually a lot of 30, 30 year terms. A lot of the notes we bought back in the beginning were like 10 year terms, 12 year terms, 15 year terms, very commonplace. But also keep in mind that the price point of the house is In San Antonio at the time were like 30, 40, 50, you know, 60, 000 houses. They weren't, you know, they weren't a quarter of a million price points, but so we bought, I remember her name was Gloria. She was the first deal we closed on. Super nice lady, but she was one of the ones that brought over the file and knocked on our door and dropped off the file. And two weeks later, we closed the deal. We did our, we did appraisals back then we didn't do BPO's and the title company that closed it for us was Lawyer's Title. And back then, it's in comparison to today's market, back then, oftentimes you would take a seller's word for a payment history. They didn't use third party servicers. They would sometimes make a copy of the check and the envelope and then ultimately deposit it in the account. So I say their accounting methods were less than ideal compared to today's side of the industry. You didn't do a lot of background check on them. Oftentimes they didn't pull credit on them. And so we'd have to pull credit, get updated credit. And and we'd have to literally build the file. So we'd have to build out the pay history. We'd have to, and we'd use evidence like deposit slips or bank statements, savings account statements, you know, wherever they put money. We go in there, we'd pull up our own credit. Oftentimes they didn't even have lenders title policies. So we'd have to go get a fresh lender's title policy. Oftentimes they didn't even have property insurance on the property. So we'd have to go get property insurance and put it in place for the homeowner. And and those kinds of things were paid for by the note seller. The note seller would just absorb all of that cost. Because That was standard operating procedure back then. So those kinds of things were very commonplace. As a matter of fact, there were times where we would ask for a pay history from people and they would literally take a hundred dollar bills and put them on the copier and just line them up and put the payment, like whatever the amount was, and then they would photocopy it. And send it to us and can't get away with that stuff nowadays, but back then you could, but also back then we were buying notes at 60 cents on the dollar performing notes with high yield face rates. We, you know, we were buying them at 60 cents, 70 cents all day long. It was very commonplace. So we weren't as we weren't as critical back then as we are now during underwriting, because back then. Sellers would sell for a lower price point. So you build in your risk tolerance because of that. So you could. It's 17

Rick Allen:

and you're paying 60 cents on the dollar for them. Those are, yeah, you've got some, you're like, Hey, you know. If one goes bad, I think the other ones are going to

Troy Fullwood:

cover it, and you know, and that's okay, we'll

Rick Allen:

figure it out. But yeah, like you said, build the, I'm the same philosophy, I was like, look, just show me where to jump, I'll build the parachute on the way down kind of thing.

Troy Fullwood:

I do like the idea of your the idea of putting the ad in the back. Were you like, were you the only one fishing that, that, that lake right there? Because no one else had done that, huh? There wasn't other guys? Yes. So we coined the phrase reverse ad marketing. Because, you know, in the note space, what I love about the note space is we know who owns the notes because all you have to do is go to public record and you can figure out who owns the notes, whether it's through a title company or a list for list service provider. So the ads were saying the same thing. And you saw, they were telling us who was creating the notes. And then of course, back then they would oftentimes have, you know, you know, four or five or six deals that they hadn't sold yet. And as a matter of fact we have been so successful in that style of marketing that we still do it to this day. It is our, literally our number one source of leads and relationship building. Not so much. Yeah, online newspapers and even Craigslist is a big source of deals for us on a regular basis. So I'll tell you, so one of this is how big it is. I'm just going to share with the listeners. This is how big it is. So when I was doing this in San Antonio, I picked up one of the newspapers. I called one of the ads and this gentleman answers the phone and ask him about the ad. He's nah, that one hasn't sold yet, we've got some other notes. We set an appointment. I show up at his office and him and I start talking. Well, a gentleman walks in the office, name's David, who walks in the office. David was. A good friend of mine that I knew, I didn't really know what he did. He just said real estate. And I'm like, okay, cool. Real estate. But him and I would oftentimes go and drink beer and shoot pool and things like that at the local dive bar by our house and the night before David and I were shooting pool drinking beer. The next morning I show up at his office to meet with his, the owner of the company, Danny Gonzalez was the gentleman's name. And Danny explains to me that not only does he have notes for sale, he has 700 notes in his portfolio. He hands me a stack of them and says here. If you can sell these, I'll pay you five points on every deal. So 5% of the deal. I'm like, okay. And that's when I really jumped into how you say, Danny was really good at selling, but he was really bad at organization. So we get in there and start looking at the paperwork and you'd be missing like the second page of the notes or the signature page of the note, or you, the note wasn't even signed or there was no title work. There was no insurance. There was no appraisals. There was like, there was just things, but he just knew the properties. And he, cause he'd grown up in San Antonio. He knew what they were worth and price points and all that other stuff. So he didn't do it because he didn't need it. But you needed it if you're going to sell the note to somebody else. They wanted to know. But yeah, we worked with Danny for six months. We sold off 28 loans in six months. And made great money on it and I can tell you that the lessons that I learned from that six months and working with Danny have, I've parlayed into hundreds of millions of dollars, even billions of dollars in transactions at this point, just because of what did you

Rick Allen:

did you have to clean, did you have to go into like project cleanup mode on some of those files and say here, or did you, what he had so many of them was like, That one's got issues.

Troy Fullwood:

Give me the next one. We went into project cleanup mode cause it didn't even matter if we went to the next one, it had problems too. So we just took what we got and the great thing about it. One of the many blessings in that whole thing was his office literally shared a wall with the title company, which was Lawyer's Title, and Jane Lawyer's Title, like they literally shared a wall, like if you punched your hand through the drywall, it would come out in Jane's office, like that kind of a wall and then the insurance agent Where he used was on the right around the corner and not around the corner, but it was in the parking lot next door. So it was in the next complex over. And so in that little triangle, I was able to get a lot of stuff done by just, I say, sitting in front of people and pulling title work and title searches and looking at the paperwork and figuring things out as they went along. He gave me a desk in his office. It wasn't even in his office. It was in his storage room. It was in his storage room. So, you know, those hallways, you guys probably have one of these in your office, you go down the hallway, there's a door at the end of the hallway. That's the storage room. That was my door. And I would like, he's opens the door. He's there's a desk. And I was literally in the storage room with boxes learning how to use his computer. Learning how to use Excel, learning how to use WordDoc, learning how to copy and paste, learning how to do all kinds of things that wasn't part of my, I say, previous career in working with Ben Crenshaw. And so when I hear people say, you know, the business might be tough. That's what I had to go through to get in the business and create what we've created over the years.

Rick Allen:

Yeah. I think it's just a, that's an awesome story. It's just comes down to anything I think that's worth doing anything that's really successful. It's never easy. It's just not easy. And it's going to be tough, the tough is what weeds out. It's the weed, it's it's the weed out process. It's Hey, and the tough people have that mentality of look, it's going to be tough. It's not going to be fun all the time, but I'm just going to do it. And if you just set your mind to it, I'm going to do it. It's amazing what you can

Troy Fullwood:

do. The hard way is the easy way. The easy way is the hard way. The harder it is, the easier it is in the back end. You know what I mean? You're absolutely right. Out of that, out of my original class of classmates, that 120 plus classmates, I think within six months, I was me and one other person that was still active in the industry. That's how quickly they gave up after spending seven grand. I was not going to spend seven grand and then give up at the other day. Like I, this is what I'm going to do. I'm going to make my money back, at least make my money back. And then I'll decide whether this becomes a career thing or just simply a one and done or a couple and done type thing. And I would decide that later on down the road, but by God, I'm going to go get my money back and I'm going to return on my money and I'm going to learn something because. My grandfather was always a stickler about education in the sense of, he didn't care where you got the education from, whether it was from the streets or from a university, but he was always a stickler on going and learning new things because he said, once you learn it, nobody can take it away from you. Like they'd have to take your life before they could take your knowledge and your wisdom. He says, go acquire wisdom, go acquire things that, you know, you get to keep. And if you fall flat on your face, the learning curve to getting right back up is much shorter. It's much more condensed. Like you guys can probably attest to it. If paper stack blew up tomorrow, for some reason, you could rebuild a new version of paper stack and probably by the end of this year, if not sooner. Because you've gone through all the stuff that you had to learn to get to where you are. Yeah, you just know

Rick Allen:

what you have to do, so. That's, yeah, that's, it's true. Knowledge is really the key is the more knowledge and wisdom you get,

Troy Fullwood:

the better off you're going to

Rick Allen:

be. So, what are you doing now? What kind of stuff? It sounds like you're traveling quite a bit out with the

Troy Fullwood:

family. Yeah we spend a lot of time traveling. Like we, we sold off a large 2020. When commercial rates were very low and we retained a good portion of it. It's not, it's less than a thousand deals, but we've retained a good portion of it and have no debt on it. So we have that. And then we've been investing in oil wells. Over the last couple of years. And so we've got about we've got 57 oil wells now that we own and in the state of Texas. And then we homeschool our boys. And so with that being said, we spend a lot of time traveling and we do real world education with them. And and we'd still buy deals on a regular basis. And then we still we still do education with clients or students, teach them the business to essentially become competitors of ours. But as you guys know, this is a huge industry. You know, it's a 1. 6, 1. 7 trillion industry when it comes to private. Notes and things of that nature. So there's plenty of, there's plenty of stuff to go around, you know, at the end of the day, and that doesn't even include the non performing notes. That doesn't even really roll those into the equation. Yeah. It's just the

Rick Allen:

owner finance stuff that just the private stuff that's really performing. Right.

Troy Fullwood:

Yes, yeah, so

Rick Allen:

somebody's coming into the industry. I think I know the answer that you're gonna give I would I think I know what it is But what's the what piece of advice are you giving to somebody

Troy Fullwood:

who's new coming into this industry? Number one don't quit early don't quit it's probably going to take longer than you think it's going to take to get your first deal done, but that doesn't mean, you know, that doesn't mean you should quit at the end of the day. The, probably the best advice I would give anybody, if they really are serious about learning the business, or maybe they're just curious about learning the business, I would, you know, I would go and grab one of our books, you know, power, I would grab power paperwork. You can get it on Amazon. It's 20 bucks. It's not going to be on Amazon very much longer. We're going to pull it off Amazon and we're just going to sell it ourselves. And then the price is going to go up to 30 plus shipping and handling. So if you want our entire business model, literally it's a hundred million dollar business model. I would go by power of paper and under and read it. It's a, I don't know, 180 pages long, not even that 120 pages long. So it's not a heavy read. No, we don't have the Kindle version. We do have the Kindle version. We don't have the audio book version. Sorry about that. But there's some tools in there that people can get their hands on and they can start learning the groundwork for the business. With that being said, I would absolutely start with wholesaling deals. Because that's going to build your marketing and the more you wholesale, the more you can. Define what it is you want in your portfolio. Like when I sold our portfolio off, the majority of our portfolio off, I kept all the good stuff. I kept the cream of the crop. Why? Because I earned it., I earned it, you know? So I kept all the best deals and the ones that we sold off were still, I would give them a plus ratings, but I kept all the AAA deals for myself. And and that was 'cause I, you know, I put years of effort into it. And that's what I wanted out of it. You only understand the deal. level when you start marketing and you start seeing deals and then you can decide what it is you really want to do. It might be performing notes. It might be non performing notes. It might be seconds. It might be first. It might be on houses. It might be on commercial property, might be on land. You know, everybody seems to have a different appetite for different aspects of the business. But you can do that. You can create cashflow and nice healthy paydays without breaking the bank. And then. As you see the ones that you want to keep them, buy them with their own money, or go get a line of credit and buy them and put them in your portfolio. It's, I look at notes, buying notes is like fishing. You know, you go fishing and you reel in a fish, there are certain fish you can't keep because they're too small or you can't catch them because they're out of season or, you know, we you talk about hunting, like there's certain types of year you can go hunting for certain types of animals. Well, that same thing is true in the note space. It doesn't mean that it's a bad deal. It just doesn't fit our matrix. And so we'll sell those off to other buyers that love those types of deals. So I would start with a book. It's 20 on Amazon. And they'll ship it to you and start there. And then there's a free there's a, I think, no, it's not free. It costs a dollar. So you're all in on your business at, I don't know, 21. That's a heck of a lot cheaper than the 7, 000 I paid at the end. I

Rick Allen:

joined no school. It's a lot cheaper than what I paid. Not that I would change it, but. That's, that was my, I figured you were going to say education, get educated, learn something. And I'm going to say you, you showing your business model and something that they have to read, that's educating themselves. So I was right. Yeah, I

Troy Fullwood:

actually bought the book. I did enjoy it. And it was good. It's good. I saw, I remember, it's been a little bit but I do remember all the marketing techniques you used because I was like, those are, it's not what you, It's different than what you hear you know, like other people doing. So I like your approach was like unique. I

Rick Allen:

was like, I like that. That's grassroots, man. It's good

Troy Fullwood:

stuff. Yeah. The grant, I started there and I still do that. I don't do SEO on our website. I don't do Facebook ads. I don't do Twitter feeds or YouTube stuff. It's not that those things don't work. It's just not really what I learned. And people ask me all the time, like how much do you spend on marketing a month? I don't know, like two, 300 bucks. It's you know, that's what we spend because we've developed the relationships and the cool thing about it with the way we do it is that when you build a relationship with a client, chances are that client has a buddy or a friend that has a note that they want to sell as well. So if you take care of that guy. Or that gal, then they're going to refer you to one of their friends who most likely probably told them to sell or finance the property or the deal that they sold. So it's that's what we found to be very commonplace in our business. So we don't have to spend a lot of money on marketing. And a matter of fact, if you go to my Facebook page, I don't ever talk about real estate notes, like very seldom do I ever talk about notes as a whole, like just more family stuff than anything else.

Rick Allen:

So yeah, well, where people want to follow you. Where are we going to see you? You got any events planned for the rest of the year coming up or what's on the books for the Fullwood family

Troy Fullwood:

in Troy? I think we might do the Ohio Real Estate Investor Association event in early November. So we're probably going to be down there in the Cincinnati neck of the woods. And then Outside of that, we don't really have anything really planned. I am doing my own live, what I call cashflow challenge here in September. So we're going to be doing a five day challenge that basically walks people through the business of marketing for notes and getting into the nitty gritty of it and having fun with it. And we're actually building out our own personalized CRM system. That we're really super excited about it. Cause as you gentlemen know, the node industry really doesn't have a universal CRM system. Everybody has their own. And with that being said, we're going to build out hours and then we're going to help our clients. We're going to duplicate it for our clients and our students so that they'll have a CRM system going forward. So we're pretty excited about all this stuff. That's

Rick Allen:

fantastic. That's a huge need. But we'll put the, we'll put a link. For the cash flow challenge. If you want the show notes, some people can sign up for that. I think, man, that's about it. This was fun. Yeah, this is so, so good. So good to hear your story. Good to see you. Talk to you. Glad that you and the family are doing well and You know, yeah, it's good stuff. So that I think that wraps it up for this edition of the paper stack podcast this was a special one troy fullwood Thank you everyone for joining and we are looking forward to seeing you on the next episode.

Troy Fullwood:

See you Sounds great. Take care everybody

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Rick Allen

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