Most entrepreneurs are not great to camera presenters. They might be great in sales or in conversations, managing team etc. But then you turn a camera on them and they go deer in the headlights. And so there's ways around that. We'll ways to make it easier. But it's mostly just unknown and then fear and it just keeps people stuck. And that's how you stay stuck. You want to grow, you want to build, you got to embrace what works. In 2024, 2025, Youtube should be your number one marketing strategy.
From the entrepreneur DNA family, I am back with another incredible guest. I am telling you what, it's special. He is a branding master. He is a marketing master. And if you want to know anything about Youtube, you need to know Evan Carmichael. What is up, dude? Let's go man. I love the energy. Thanks for having me Justin. Can I bring you with me everywhere? This is great. I'll just gas you up dude. I'll walk around. Hey everybody's Evan right?
It's great. It is. So let's jump into it. Listen, this is a platform that I think most entrepreneurs are not utilizing at the highest level. You are the absolute man. If there's anyone that knows Youtube and is helped with Youtube, you have a list of the most successful clients you could possibly name in terms of the coaching influencer space from the Dean Grass Yoses and Grand Cardone to everybody.
I mean, this goes on and on, but let's just talk about Youtube. Why do you think people either don't utilize it correctly or underutilize it? What is going on with Youtube? Why is that? They're not used to it and they're afraid. Trying to teach somebody to do something new. Old dog new tricks is always hard. And there's a level of fear of, I'm going to make content on camera. People are going to judge me. I don't look good today.
My hair sucks today. I stumbled too much. Most entrepreneurs are not great to camera presenters. They might be great in sales or in conversations, managing team, etc. But then you turn a camera on them and they go deer in the headlights. And so there's ways around that. We're ways to make it easier. But it's mostly just unknown and then fear. And it just keeps people stuck. And that's how you stay stuck man.
You want to grow, you want to build, you got to embrace what works in 2024, 2025, YouTube should be your number one marketing strategy. Amen. So let's talk about that. I actually had a call with your business partner just about my YouTube. I'm not even great at Youtube. That may shock some of my followers. It is a tough, tough niche. But he gave me great advice. What would you tell the individual about Youtube and how to leverage the best use of Youtube?
It all depends on what you're trying to sell. I will reverse engineer what's our goal. Are you just trying to be an influencer or are you trying to grow your business? And most of the people that I help are the entrepreneurs who are trying to grow their business, which is a completely different game than I just am trying to be an influencer and make brand deals and have some sponsorship. So I'll start with like, what are you? So if we're looking at you, Justin, what are you trying to sell?
Let's say coaching, real estate investing coaching. Perfect. How many coaching videos do you have on your channel? 400. No, of you coaching people. Oh, not as many. Handful of me actually coaching people. Yeah. So most of your videos are what you like talking head. Leadership stuff or podcast interviews? Yeah, mostly now because the podcast there's a lot of podcasts videos, a lot of podcasts videos. But yes, talking head videos. And you sell a coaching program?
Yep. I sell a coaching program like group coaching or one or one or both group. Cool. How much is it the joint anywhere from four grand to 18,000? Cool. All focus on real estate. All focused on real estate. Got it. Awesome. Okay. So there's three types of shows that you can make. Okay. First is what most people think of like the thought leadership show. You're going to go ahead of the camera.
You're going to say, hey, here are the eight things you need to know if you're getting started in real estate or here are the three ways to overcome objections or whatever, whatever thought. And that's okay. You know, that's long term brand building. But that's not where I would focus most my time.
People often in that will also bring on guests and podcasts, which which is fine. But like this actually helped grow your business. So you think about the if your goal was I just want I need to grow my business. I have. I have 10,000 coaching clients. I'm trying to get to 100,000 right. Cool. Do most of the guests that you've had on have they help facilitated that have they helped made introductions to you or they actually good for your business or as it just.
I don't know how's my brand and you know, hopefully they're big name and I bring them on. We have a good time. This is my most people quit podcasting. No, not doing anything for their business. And it all have the patience to wait three to five years for something to happen. 10 in my case, it actually took 10 years for something to happen with my podcasts. Yeah, like that's crazy. I mean, it's good. You're crazy. Awesome.
No, right. What do we? Most people don't have patience. Yeah, they don't have the patience. It's got to work. Like I'm I deal with entrepreneurs who try to grow their business. The goal is not to be famous. You don't care how many people are looking at your stuff. Really care about how much revenue may add into my company. That's typically why I will be helping. So how do we then engine your content to to do that? So if you're going to have people on your show.
That's not a thought leadership show. I would look at as a business dev show. And the business show is who are the people. Think about people that could all be worth a million plus dollars to you. So I don't know how many coaching programs you need to sell to make that happen. But if you thought about who are the people who know the real estate agents or real estate investors, the people that I can help. Yeah, that could all be worth a million dollars plus per year to your business.
It's our making a list. Those are the people you want to have on your show. Got it. They're big real estate conference organizers, the biggest brokers in the world, the people who are selling software or training something else related to the market. Like who are the people who they could sell a thousand coaching programs for you? Yeah. And those are the people that you want to have on the show. Fair enough.
Now, once like most people don't even think that way that I'm trying to I'm trying to get guests on that will help me grow my business. Right. And this might be a little weird one off like, hey, I'm helping you grow your business to look at a coaching session. I mean, this is cool for me personally. I'll be shooting straight right. We're doing a podcast is going to go to hundreds of thousands of people. But you're like, just I'm going to watch this. I'm going to show you how to do it right now.
So I think I really like like, like kudos to you for playing her long and being the guinea pig for your audience. I mean, that's why people love you. Yeah. So you make that list of people who could all be worth and listen, somebody has a smaller business, then make it 100k. Like people who could potentially bring a hundred thousand dollars per year of business to you. And it's usually not clients. It's usually referral partners.
People who have the new like to trusted you would be able to generate a lot of revenue for your company. So you're selling like get that one person. Then that leads to a hundred sales for you instead of you doing one, one, one, one at a time. Cool. So if you make that list of people, what's the best way to get to know them? You could call them. You could spam them. You could say, hey, I'd love to buy you a cup of coffee.
You know, but how many times you get asked, like, I'd love to pick your brain, Justin. I'd love to buy you a cup of coffee. It's like, and you always say no. You know what I mean? It's just the thing they value the most is their time and the last thing you need is some other guy saying, can I pick your brain? Right? Even if it's a potential opportunity, they just swamped. Yeah. But how many of these guys get asked to do interviews? Not a lot.
And so you got somebody who's worth six figures, seven figures to your business every year, who's never been asked to do an interview before, who will then come on your show, even if something that you've done 10 years of shows, 400 episodes, whatever, cool, even if you're brand new. Yeah. I'm certain a brand new show talking about real estate investing. I love to have you come on and share perspective in your story.
Now, that if you're trying to get the rock or somebody forget it, they're not coming on your show. Yeah. Most of the people who can generate six, seven figures to your business are not celebrities are not famous people are not well known, but they could drive a lot of business. And so nobody has ever interviewed them ever. Great. Yeah. You will. Yeah. Now. And then the asked for, depending on how competitive an industry you're in, like you could run this script.
If I'm a sale, if I'm a realtor, you work with realtors. Yeah. So if I'm a realtor, what's the number one to generate business? Well, I need referrals. Okay. So who do you get referrals from? Well, it's mortgage brokers. It's real estate lawyers. Okay. Cool. So if the top mortgage brokers in your city, the top ones, because there's tons of mortgage brokers to do zero, right? But the top guys were all doing, if they all knew you liked you trusted you, what does that do for your business?
Like, oh my god. It's like, that could happen next to my business. I sure. Ideal clients referred by people who are already the top in the business. Okay. So top mortgage brokers doesn't want to talk to another real estate agent. But top mortgage broker will come on your show. Like, who wants any of you mortgage brokers? Nobody. How many mortgage brokers have been interviewed on YouTube? Like zero, right? Yeah. So like, you want to hear my story.
So if it's a brand new YouTube channel, it could do well. Like, it doesn't have the video. It doesn't have to go do well. We don't care how well the video does. We're not looking at metrics. The relationship with the top mortgage broker in my city. Hmm. Now that everyone's, everyone's so worried about going viral, right? I mean, that's why you're saying there's kind of two models. Essentially, what I'm hearing you're saying, there's two models.
You want to go viral and have this big play and you have a million subs. And then you get branding money and you get, you know, sponsorship money. But you're not creating what the other model is, which is what you're saying, Justin, this is probably how you should do it to grow your business on your channel. Well, that's what I'll just start with. Like, are we trying to grow your business? Are we trying to be an influencer? Yeah. Yeah. Yeah. Both models work.
You just tell me what your goal is that I'll help you get to your goal. That's it. I mean, because most people don't, don't know. They just see thought leadership content. I need to make whiteboard videos. It's like, okay, but if we're trying to, like, if you're, if you're a real estate agent and all your deals come from referrals, if the top 20 mortgage brokers in your market knew who you were, loved you,
that's all you need to explode your business man. Like that's your 10x your business next year. And then the ass, because they're already successful, the ass becomes to be their number two. Like, do not just give you all their business off of one interview. They already have a realtor that they're sending their business to. That's their favorite guy. Yeah. But the ass is, hey, I'm a realtor. Here's what I do. I mean, I'd love to do some work, but I love to be your number two.
Like, I love to be your second opinion guy. Hmm. That's big. And they might have a deal for you right there on a spot because our number one guy is kind of dropping the ball somewhere. But it, you're building the foundations of relationship. And so you, like, you're probably not going to be number one if they already have, we're targeting already successful people, not like pure startups. If they've never referred a deal to a realtor and they're just getting started, we don't really want them.
Like, it's okay. It's not that they're bad people, but we were trying to target the people could all be worth six, seven figures to our business every year to us. That's right. Yeah. And so like, those getting those people on your show is easy. Asking to be the number two is easy. Building a relationship and then cutting up content, making them look good on social, whatever. Like, you clip their content and put it on Instagram or give them content.
Like, if you clip moments from your interview with them and give it to them, that's the best marketing they've ever done in their life. Right. That's right. Mortgage brokers suck at marketing, right? I mean, yeah. This is not hard. Yeah. People are just thinking, I need to be, whoever. I need to be Ryan Sirhanter, whatever, right? Like, I need to be making, I need to be entertaining. You don't need to do any of that. We just need to grow your business. So that's the first part.
This is a biz dev show. That's a fast-so-bite-grade company. So if I'm looking at you, you know, who are the people that are that could send hundreds of referrals into your program and getting them on your show and build a relationship? So I have two shows, Bill, let's just talk about the real estate. So it's called the Science Flipping. That is not this show. This is called the Entrepreneur DNA. But I would want to go find other local market influencers that run what we call RIO.
Real estate investment associations, right? They have an audience of 100 people every single month. They put together and I interview them because their audience could be perfect coaching clients for me is essentially what you're saying. Yeah. And like, who was ever interviewed the heads of these RIOs? Zero. Zero people. They're going to be so nervous. They're going to be so excited. Oh, my God, this guy Justin wants to hear my story. Now, you already have history background for in that episode.
It's 10 years cool. But even if like, I don't want that to be the reason why people don't do it. Because even if you were just getting started, local RIO guy would still say yes. Yeah. And that could be hundreds of referrals to you. I think I'm so excited about this. And I know we have a time crunch. There's so much to go on because what I realized is my channel. And I'm happy to be the beginning pick on this episode of people. You guys can just learn from what Evan's given me.
But I've realized like I am not direct about what I do on YouTube. To your point, when you ask me what I do is a lot of podcasts, there's a lot of talking heads. And ultimately, I guess what I'm torn on is do I want a big subscriber base and become the influencer? Or do I just want it to be a revenue business growth, a business dev? And that's what I haven't even made the decision, right? That's where it's like, damn it. I need to decide. Listen, everybody, you want to change the world, Justin.
Yes. Like everybody wants to change the world in some way. Yeah. Cool. And that's why you probably started this thing. Like, yes, it helps me build my brand. But I'm hoping that younger people, people who are like Justin from 10 years ago will watch, will learn, will get inspired, will do something. Even if they never buy from me, you've got a heart and you want to help people. Cool. That's it. And like this isn't, this isn't an or question. It's an ant.
To do that, dude, to change the world, to get Justin out there globally, you need team. Like you need a bigger team than you've got right now. You need 20 people helping you build your brand. Yeah. Well, how do you get 20 people? You build a bigger business that can afford to have 20 people. So the biz dev show, like if we explode your coaching business, now you're 10 times bigger, you can afford a bigger team which then helps build the Justin brand. So it's both.
But just people get the steps wrong. Like you've been doing 10 years on your own, and I'm sure you have people who help and team and everything else. Sure. But it's still like bootstrap compared to what it could be. I mean, right? So in my world, the pinnacle... Great cardone is at the top of the real estate space. Right? Like that's the guy everyone's aware of and you've worked with them. Yep. So, but he went brand heavy.
Right? I mean, he's good at marketing or team tells them what to do and interview him several times and he's like, just I don't want to sit on my fucking plane. Okay? I don't want to. My team says I need to do that because it drives like interest, right? What do you tell? What do you tell? Maybe just me. Why not? Why not just use this as a way where I'm at right now and you may or may not have looked. I have... My YouTube, I can't figure it out.
And probably because I'm torn on how what direction I'm going, right? But I have friends that committed to YouTube. I have hundreds and hundreds of thousands of subs and haven't done it nearly as long. Right? Where do you... Do you say the first step is go for the Biz Dev growth and the brand will come with it? The brand won't necessarily come with it. I mean, the brand inside your niche will come with it. But go for the Biz Dev. Go start making money doing it.
Yeah. So that one, for most people who look like you, they quit. But they're not going to go 10 years doing it. But if YouTube is the number one way that you're making money, you're going to spend more time on YouTube. Like it's easy to justify it. When it's zero, you're like, I'm too busy, I don't have the time. Well, I'm too busy because it's not working. So let's make it start the work. So you can justify more time and more team and more spend to continue to build and grow.
In order to build the big brand that you want to use to change the world, we're going to need a bigger team than what you've got. Like Grant now is trying to, he has Cardone Capital. He's trying to crowdsource giant funds to go off and buy real estate. So there's a business case for him beyond just, I want to be famous. And that may be the longer term play for you as well. I don't know. But if you have something to sell and you're good at it, how about we just maximize that for now?
Yeah. If you could grow your coaching business by 10 times, does a lot have to change? Like if you had 10 times the amount of people coming in, does a lot have to change into the content you're providing, the structure that you're using. Not particularly. Right. I mean, it's all the same thing. Maybe not sure a few people on customer support to help out all that. But that's easy, right?
So like why don't we 10 times your business, which then provides insane revenue to then go fund building the Justin Colby brand? If you want, like some people, you know what? I've made my money. I'm good now. I don't want to. I never want to do this in a first place. Yeah, yeah, yeah. That then becomes a choice. That's a great problem to have. So I care, like subscriber count doesn't mean anything in terms of the business. I remember I went to my first YouTube event. I had 300,000 subscribers.
I was like, I'm on my way. And I met a guy there who had seven million who was like one of the keynotes and like seven million dude, like how are you doing this? Like what's your team looking like? It's like, oh, it's me and I just hired my first assistant. What? How do you have seven million subscribers and you just hired your first assistant? Yeah. And I guess I always approached it with business first, because that was my background venture capital and my own companies before.
So like having a big sub number doesn't mean that your business is growing. Just what are we trying to accomplish? And typically if we can get business owners revenue and they start to double triple whatever they're business, that gives them the fire to keep going and to invest and then build brand. So I would recommend that for everybody. And you don't need to be the greatest, oh, like you're talking direct to camera is the hardest thing to do. Yeah. And I'm already in a script.
For me, that's the easy part for most people they quit because like you're talking by yourself in a studio, you try to memorize something. It's not natural. It takes a lot of the takes years of practice, but doing an interview, talking to like if you're a real turn, you're talking to a mortgage broker, you that's all you'd like you know how to do it. Now you just fill in it. And the questions are very like why did you get started in this?
What makes you what are you seeing in the market right now? Like it doesn't matter. The question you don't have to be Larry King with the most insightful question. You're more nervous than you are because nobody has ever interviewed them in their life. No doubt. But we're building seven figure connections for you. So that almost always, always is the starting point.
If you already have a business and you have your good at something, like if you're coaching programs sucked, then don't do this, right? But you have a good coaching program. You could have 10 times more people in it without needing to do much. It's just a marketing problem. Great. Let's use the best market and engine in the world. You see.
And so I think that's the question I would ask now if you're a real to like name the because although realtors tend to not look at themselves as entrepreneurs, I believe they are right. They can create as much business or not as they want right. It's up to their hustle. I don't care if it's a bakery, if it's a coaching program, if it's whatever, realtor mortgage broker who cares. Should everyone have a YouTube channel that is in the entrepreneur space? Do you want to grow?
Yeah. Yeah. So like maybe, I mean, some people have to where they are. You know, like do you want to grow? Because I can't convince you that you want to grow. I mean, that's right. I want to grow. And if you're in a relationship type of business, like do relationship matter in your business. I just think YouTube is the biggest platform people are missing. They're always worried about Instagram followers and likes and I just go. And that's why literally I can be here.
And I said, you want the absolute man in this space. You need to know more about this. Like they need to take the YouTube way more seriously. Yeah. If you're, I mean, if you're, if Instagram is your number one and you're getting converges off of that, just wait till you actually do YouTube properly. It's completely different. Totally. Quickly before we're out of time, the other show, so like the talk leadership show we know about, right? Okay. Make your whiteboard content three ways to whatever.
Cool. Those work and evergreen, those are great. The more beginner you go, the more views you'll get, but the less conversions you'll get to your business. That's right. Right? Like your program is $12,000 starting point. A lot of people can't afford that. That's right. Like if I'm just getting started as a real estate agent, I may not have the budget to spend 12K on your program.
Yep. But if you made a video, like the first thing to do as a realtor, that video would get a lot more views, then how to go from six figures to seven figures in commission. Because we're targeting fewer people. Yeah. But we're targeting our ideal clients as opposed to brand new beginners. That's right. What's the goal of the business? But the, so thought leadership show is talking heads, whiteboard, whatever. Biz Dev shows the fast-quieted group company.
The third one is the demonstrate the process. And so if you have something that is demonstrable, like show me you doing the thing. This is why I asked you, okay, what do you sell? Coaching. Cool. How many coaching videos do you have? Not that many. But that's a good coach. That's the easiest content to make and shows off your program. Yeah. Like you're an example, when you mean that, by the way, because I have plenty of training videos I've created for my students. No, no, no. Training videos.
Coaching. Like, I'm coaching program. I'm coaching program. And you're just being recorded. Okay. What's the other program? The science flipping. The science of flipping is the coaching program? Yeah. Perfect. Okay. So, do you have, you have different tiers too, right? You said like 12K was a starting point in the highest is what? Okay, to 18K. And then we have more. Okay. Okay. Okay. Completely Mercedes. So kind of more. There's a four.
It's a call something else at the 18K level or it's still science. Call it like science flipping elite. Okay. Here's what you do. Science flipping elite. You have sales people doing this? Or it's just. Yeah, sales people. Like they have to take a call. They can't just buy it online. That's right. So what you can do, you can even use this as a sales incentive. If somebody signs up and painful for the elite program, they're also going to get a one-on-one with Justin.
That'll be 25 minutes, half an hour, where he's going to help you with whatever problems you have. And it's going to be a video on our YouTube channel. So that whatever your problems with, you're struggling with other people can be inspired by your story as well. And instead of using it as a, please come on my show and let me coach you. We're using it as an incentive because access to you is impossible. Like you can't buy Justin one-on-one time or it's going to be 50K or whatever. Right.
But if you sign up now, you're creating real urgency, then I have a spot that I can put you in with Justin to get someone one-on-one time with him. And he's going to coach you on your business. You're already successful and you join the elite. And now we're going to help get you to the next level. Cool. So now we're helping convert more. Like if your sales people use that, they're going to sell more. I love that. Next, you start your live show. You don't need to know anything about this person.
You don't need to know their background, how many sales they have. You don't need to do ton-a thought leadership show. You need to prep like crazy to know what your eight points are going to be. Right. Here it's going to be okay. Here's, here's John. He just joined our elite program. John, men, welcome aboard. Awesome to have you. As part of that, we're doing the discussion session. How can I help? And then John brings the content. John tells you what he's struggling with.
John says, hey Justin, I mean, I'm struggling to get to seven figures. I don't know how to close. I'm like, whatever. Whatever, John is struggling. Yeah. But you get to then talk about the elite program. Hopefully, John says something like, oh, Justin, I'm so excited to be in his elite program. Now we're talking about the program without selling the program. That's right. And then you just coach. And you just help.
It's like the easiest content, the most fun content to make, because you're just serving somebody. That's right. That video then gets uploaded to the channel. Other people who are like John, who are now going to be your ideal clients. I mean, I get as many views, but your ideal clients will be watching it. That's it. Wow, this Justin guy, I mean, he made some good bot leadership videos, but seeing him actually help, John. What's any of that thing elite something now they want to buy? That's it.
It's also great conversion content for your website. So you're landing page where you're selling this. Show me you coach and John. Show me how much you care. Now, this all caveats, so like you have to be a good coach. Otherwise, I can't help you. You're a pretty shitty show. Yeah, it's like, well, it was like, like get good at what you do. Like you mentioned a baker, like a baker could do this. I've shown me the process of you making 100% cookie and somebody eating it, whatever.
Like the product, if this, if this anything, you can demonstrate the process of what you do. Caution is easy because you just help in somebody. Then do that. It'll help you convert a lot more. And then use it on your landing page. Use it in your email sequences. Use it. Like your sales team can use it to say, hey, like watch Justin. If if John's problem is getting more sales and you're going to be able to do that.
And then your sales guy is talking to a new prospect whose struggles getting more sales. Like, hey, like you know what, Justin, our founder made this video coaching one of our elite members on it. Go check it out. It just, it supercharges your conversions as well as generates new leads. And most people don't do it. It's like if you're in a elite class coach for what you do.
And you've made a handful of videos that are on the channel and probably aren't using many of them in the follow-up sequences in conversion process. So, like, these are little triggers you can pull that then could double or triple the business. And most people are just thinking, oh, I need to make a thought leadership video about the eight ways to convert as a real estate agent, right? So, it's like, why people quit because
they're not making money from their channel? Oh, 100%. Because every day I go, God, damn YouTube. And it's because like, really, there's no drive into what I'm trying to intentionally do, right? Right now it is a platform that definitely has created, I personally, and the reason why you're likely on here is because you took a look. And so, I'll just as podcast is well done on Apple. And so, yes, this is a platform I'm willing to be interviewed on. But my YouTube probably didn't
fire you up if you took a look at that, right? And so, I have a couple last questions in a little short time. Yeah, maybe one, because I know we're over. What do you got? We do we, does that a live video? Do I go live on YouTube? And do you suggest going live on YouTube? Is that your relevant? Is that not help? What about that? So, okay. So live, the biggest advantage of
YouTube is your content is forever. That's it. Okay. If you do make now in a year or five years, if it's as long as it's still relevant, like sales strategies, overcoming objections, it's like, probably I'm going to change that much in three years, right? That's right. So, that's the best part about YouTube. When you go live, that video is basically dead afterwards. That's right. So, a year later, your live video is dead. YouTube's not promoting it.
That's it. So, there's very, you're kind of killing the best part of YouTube. Is that your content lose forever? There are some cases where it does make sense, usually where you're trying to get eyeballs on something. So, example, you're going to launch a science of flipping, like new programmer would ever and you try to get eyeballs on it as quickly as possible. Go live. You'll get your YouTube botting ends watching it live and you can use that live interaction to then close for the sale.
Perfect. But we don't care how many people watch that video. It's dead afterwards. It doesn't matter. My launch is over anyway. So, when you're trying to launch your book, your program, you just need eyeballs on something. That's when you go live. But otherwise, it's a riverside,
it's a zoom, whatever. It's in person. And then the last question. That video, because now you got my entry, if I'm coaching you live on how to flip more homes and it's a one-on-one coaching, number-cording it, how important is the title and subject in the click-bady part of that training? Is that as important to make sure your title is super, you know, outwardly? Yes, like if you call it interview number three, right? It's not going to go anywhere.
I don't know if I'm now, right? People do this, right? Yeah, yeah, yeah. I'll do that. But usually from here to here, helping a guy, helping John go from 60,000 commissions to 800, or whatever you talk about in the show, from this to this works really well. So, yes, put some thought behind the titles, but our main goal is not being known yet. Our main goal is let's sell some more of our programs. Evan Carmichael, you've been brilliant. I just appreciate your time,
dude. Everyone, if you're at any interest, look up Evan Carmichael. He is the YouTube God genius, works with the biggest names, the biggest brands. Brother, I know you we are all short on time. I appreciate you spending some time with me. Thank you very much. And if this helped you guys even a little bit, share it with your friends. I'd greatly appreciate it. Evan, you've been great. Appreciate you, bro. Thank you, man. Let it do.