am. Because I'm I'm at a point where I'm like Okay, kids back in school, gone through my three year hiatus of not purposely not growing and expanding. And now I want to grow and expand. The very first hire that I'm gonna make is an octopus is a personal assistant of virtual personal assistant. And my, my, I'm going to finalize what I'm looking for with him tomorrow. But essentially what I'm going to tell me tomorrow is I'm gonna say Listen, I need someone that I can have a either a a chat dialogue with, or a zoom call for about five about probably about 10 minutes at 8:30am. Monday through Friday. Okay, that's number one criteria, that person has to be available 8:30am Monday through Friday to do what's called a daily huddle. Right. You have a team of people or you got to be a daily huddles are was really that term was coined by John Rockefeller when he was building his competence and he called it the name and the value is i is I'm gonna go there I'm going to have all this stuff over the last 24 hours, that I have tossed into brain toss, okay, all the ideas, all the things I'm going to do, what I want to do this email that I want to send out, all these things that go through our heads as entrepreneurs, I use that tool to just toss it out of my head. It's why it's called Brain tossing, apparently, okay. 8:30am, what I'm going to train this person how to do is to organize my thoughts before our call, right? So when I talked to him, I'm like, I need someone who has a skill set, that I can, I can get on a phone call with that person, dump all the crap off of my plate onto their plate. And they have to figure out what to do with it. If I don't want to train them how to do anything, I don't want to train them to go do it, I want them to ask me very important questions, and I want them to be better than me. That's my number one criteria. So Andy, you need to find somebody that has at least a bachelor's degree in business, somebody who is organized, somebody who is resourceful, I'm going to assess them with an assessment to make sure that they have the skills. And then every Monday, every morning at 830, I'm going to show up. And before I even show up on the call, she is going to she or he is going to look at my brain toss folder, because I'm going to give him access to and they're going to add they're gonna write down all their questions. So when a three happens, I'm on Zoom, we hit record. And I'm gonna say, Hey, here's what I want you to do. Boom, boom, boom, boom, boom, boom, boom, she's gonna ask some clarification questions, I'm going to properly delegate to her. In other words, I'm only going to give her stuff I know, she can actually do. And I'm gonna say, hey, I want you to send this email, or I want you to create this social media post, or I want you to write this document, or I want you to take over this process. And and here's the folder where I have recorded over the years how I actually do that. I want you to master how I do it first. And then once you have mastered how I do it first, then you're going to show me that you know how to do it exactly how I've done it. That's the next step. And then from that point forward, you have my permission 100% to make it better, make it more streamlined. You own it from this point forward. Okay, I'm gonna take one thing at a time. So brain toss is a tool. The other one is fathom, like you're seeing right here since John Pyron, is recording his call this call for note taking purposes. And it's called fathom, it's free dot video, it's right there on the screen. Okay, highly recommend, it's actually part of the Zoom app stack, it's, you go to zoom and you look up apps, it's part of their stack. Now, you just add it to your zoom. And this thing takes notes, I can highlight certain sections of this call, it will tell me if I'm going on too long. Right? It has a monologue detector, okay. And, and so forth. So, but I'm going to take that tool, one would bring to us, and those are going to be and probably otter, I'm trying, I'm getting away from otter more and more, because they have gotten so proud of themselves that they've tripled the fee on that. So we're gonna get rid of that. But I'm gonna have these systems in place so that we when I do ultimately outsource to someone, which I'm doing, when I get back from vacation, I'm just going to interview for the person tomorrow. I already have a ton of stuff on my Google Drive, of how I've done lots of things. And it's going to make me onboarding her so much less stressful, and so much easier and faster, because I've collected how I do things over the years. So knowing that one day, this day is going to come. The other thing that I'm going to toss in here is a four list. If you go into your resources section and dropbox folder, look up for list, business systems audit. I'm going on vacation next week. So somebody else is going to run the call next week. But while I'm on vacation, I'm going to update my for list business systems on it. Because I'll be on a ship and there'll be plenty of downtime. And I'm going to update my list of all the crap I don't want to do no more. Yeah, when I get back, and I hired this person person and cost me $5.50 an hour when everything's said and done. It's cheap, guys, it's been it's been that on a Well, my thing might go to Starbucks thing is a is a grande vanilla latte with an extra shot. It's about $5.50. Okay, so, exactly. So I'm going to break it down, I'm going to get her for 20 hours a week. So we have 440 bucks a month. And once I get her dialed in on my stuff, and this is a tip for you, Kevin, once I get her dialed in on my stuff, then I'm going to turn around and have her do stuff for my clients, and I'm going to charge my clients $25 an hour. So I'm gonna have certain clients, not you guys, obviously, you're a part of this, because you already know this trick, I'm gonna hire that person, and I'm going to build them out to somebody else. So I'm gonna make about 20 bucks an hour off this lady. I want once I have that nailed down, give her up to 40 hours a week, and I'm gonna go find four or five more. Why? Because why not? So when I have a business owner plant, there's all kinds of things that they they pay 20 to $25 an hour for those challenges. They have to put them on payroll. And, and they have to cover workers comp, and all this other stuff. And I can go into business or go let your let me have my VA worklog work for you for 10 hours a week. Yeah. So knowing that getting your four lists down will tell you what is the next step who is the next skill set that you should hire? Right. So I hope that's been valuable for you. I'm gonna open it up for q&a. Kevin, you were here first. So would you like some coaching? You want to comment on anything we've talked about? Or would you like some coaching on some other stuff? For your VA, your setup, I assume that you just the price is based on a flat fee, so much per so many hours for the month kind of thing. They want me to commit to 20 hours minimum per week. Okay? It's $5.50 an hour. It's month to month, so there's no long term contract there. I actually got it. I've worked with a lot of VAs like this, I had an entire team going before COVID. And I just had to put it all on home. So times 20 hours a week. And it's 110 a week, times 4.3 weeks in a month. So that's gonna cost me about 475 bucks a month. But this person is dedicated to me. And I'm sure this agreement comes my employee. Okay. And before COVID I had Sonia, she was costing me $10.50 an hour. But she, she ran the show on a lot of things in my business like she ran it, because over time she really learns Yeah. But the guy that was the the Jedi Master of this is Tim Ferriss, he wrote a book called Four Hour Workweek. Sure, and that's where this whole VA craze started going very well the key to vas. And the key word I told Andy is I need someone who talks perfect English, and understands perfect English, right? Because this person is going to be responsible for all the other VAs that I'm going to hire. Okay, I only want one person to manage. And that is my assistant, she's going to find the videographer, she's going to find the content editor, she's going to find all these people that are going to be you know, speak her language, I don't care if they talk English or not. Right? I want her to be able to talk to them. Right? Because I've learned the hard way trying to manage VAs myself, it's it drives me crazy. So I just won't do it. So if I can't find somebody in his organization to be that person, I'll find somebody right here in the United States to be that person. Right? But I'm gonna fight I'm gonna find somebody that can give me an hour a day of doing nothing but managing John Pyron. And getting all the stuff John wants to get done through other people. So the difference is the between a 2x jump in the business versus a 10x jump in the business, which you have the book and you know, what I'm talking about is I'm looking at okay, how do I make that 10x leap? Not that 2x leap and there's about 80% of the stuff I do right now that's gotta be outsourced, delegating, automated or go by the wayside. In reference, to get to that next level and so clarifying question. Yeah, I was more just, I mean, I have other questions about vas, but I can come back to those. It's really around logistics and more compliance things. So it's a little more specific. That's really all I had. I don't have much about it. I I'm kind of in that place where I still need to be better at documenting what it is I do that there is for brand new small business owners. I just had this conversation with another client this morning. Michael Gerber used to be the go to guy for that space. He's now at an age where he's going to retire not producing the more books. his protege David Jennings, who he hired to for six months to promote his last book. Michael Gerber wrote the foreword to the new book called system ology. System. ology is by David Jenny's. And it's, it's kind of Michael Gerber's work. We engineer for startup businesses. And there's a whole system online about it. But I love the work that the guy has done. He's basically taking Gerber's work. There's a lot of Gerber's work, because you're already established, right? You have a big business, and you know, but there's that gap between startup and having a team that this guy fills that spot. And, and so I would highly endorse, you're looking to build systems, and you've never gone through the process of building systems. Definitely get that resource. And that's going to help you a lot. Okay, Lisa, any comments, feedback? Questions about the topic that we've talked about? Yes. So how did you find this VA? Would you care to share them? Or? I mean, because I'm looking for vas. And it just seems like there's so many out there, and it's hard to find one that actually syncs, you know, and also like, they're in Philippines, or they're in the Pakistan, or they're in India, and it's kind of like, hard for me to, to like, trust them, if I don't have, like a referral that's had already worked with them, because I don't know, you know, like, where, or whom do I pull the trigger? So I'm gonna put his contact info in the chat window. Tell him I referred you. I've vetted him and about five other companies. And references and also their stuff. And they're legit. So it's, it's secured through contracts. Companies like this, I hire a company versus an individual. Because the company, they have lots and lots of US based clients. And so what I ended up doing for this with this guy is I had him give me five references of USPS people that have used his services. And then I called each one of them and had conversations with them about him and his company, man, and it's legit, so they're in business to increase their hours with you. That is why they're in business. And so depending on the type of like, in your case, neither one of you have these types of regulations. But if I'm like, an IT company, or I'm dealing with sensitive data type stuff, then I have to get my clients permission to use somebody like this. Because there is a potential exposure to a foreign content. country with data. Okay. In this case, having known for companies, I have a really good security in place with Google Drive. And now I have my Google Drive setup, that they don't need to do jack without my approval. Yep. So and they would be slicing their own throat, if they did something with my stuff. So where people go wrong is they'll get somebody that they really like with a company like this. And they'll go hey, how about we just work directly together? Yeah, only trying to bypass the company. But it happens. challenges when you're dealing with a company, they have insurances, they have cybersecurity insurances, they have all the stuff that protects you, their customer. And you're going directly with an individual. Again, you don't know it's not like I can sue them in small claims court. Yeah. Right now, I think I'm very careful on what I give them access to. And I never give them the keys to the kingdom. So that makes sense. Yeah. Okay. All right, before we get to you guys's individual needs us or anything else that you guys like to talk about on this topic. Nope. Okay. So Kevin, what can what can we help you out with today? I mean, I, not much I need just be more in action. So I, there's not much you can help me to. Yeah, I mean, I got plenty to do today. And I don't know that there's much to figure out about it. It's more just doing it. Right. So do you have your the two videos you just sent me? Do you have them on your computer? On my phone, okay. Feel free to send it, put it up in in their Facebook group. And that way you can get feedback from everybody. Okay, yeah. Do you want feedback from everybody? Kevin? I don't, but I really need it. So. Right. Absolutely. Because this is your target. So getting feedback from from the group is just going to help improve it all. So yes, I agree. You got this natural speaking ability, which is really cool. And it's just gonna get better, the more you do it. Thank you, Lisa, what can we help you out with today? Well, I like scaling my business, how do I like break out of this mold of just working with like, my current status quo. And like, you know, I'm thinking about making a leap of just doing more commercial and bigger deals. So how do I make that leap? I know like the market right now. It's kind of like a scare mentality, right? Or that, you know, market it's tight. Interest rate is crazy. No one can afford anything. And so it's like, you know, what, what is like a good precision for me, just like stepped out at this moment is like, you know, yeah, work on the bigger things are bigger deals. You want to do more commercial, right? Yes. And so thank you. I'm just I have a client named Maggie Capitano. And she's in Yuba City of Marysville. And one of the strategies that we went through last week is because of what farmers is doing to the insurance industry in California, she's going to have to diversify. And now farmers is requiring 1818 minimum, either commercial or life insurance policies per quarter. Okay, for all farmers agencies, they want more and more life insurance, and they want more and more commercial insurance because they get they're getting decimated in the state with their residential stuff. Right. So her thing is exactly what you're talking about us, okay, how do I go after commercial? Successful because it's a bigger sale. Right? There should be, unless you tell me differently, there should be a lot more inventory in the commercial space, then because a lot of you aren't coming back to work. And so it's relationship driven, that that space right there is very, very, very relationship driven. So the very first thing I would do is make a list of potential poi relationships. Making some notes here. person of influence relationships have. So let's say who would be the person of influence relationships, give me a second. I'm gonna pull up the data. They get a great list here. See if I can pull it up on some of the screen and I'll share it while I'm finding this So, there is an organization in Sacramento called BOMA, which stands for business owners Management Association or building owners Management Association and they have a Sacramento Chapter so you know, hang out where this building owners and management organizations hang out if you want to get access to those people talk with the categories commercial say that again, have you done commercial before? Yes, I have a little or a lot and what kind? Well, I'm, I'm you know, I do like the smaller owner user kind of commercial like I did a couple retail strip did a couple of come mean commercial residential stuff. mixed use properties. Yeah. Yeah. wherever they come from. sphere of influence. Cool. So go ahead, John. Sorry. Categories LIS, right. Definitely, you want a commercial lender? Someone that when Kevin can do commercial lending, but what you're looking for is somebody who's only focused on commercial bank. That's all they do. They don't want to they're anxious in or in residential, Nebraska, wants somebody who has insurance and commercial lending. And I'm just making some notes here for you. I have a few and commercial lending, they're actually even better because they can pay you a referral fee. Absolutely. Yeah. Somebody who specializes in commercial insurance, specifically commercial insurance. Right out the gate. Let me refer you to is a huge presence in the San Francisco market. He just moved here three years ago, and he has only focused in life is commercial. And so his name is Dimitri Golodryga. Alright, I just texted you his cell number contact info everything. He's got a connection for you because he's been wanting more and more to expand the into the Sacramento region. He lives in Rockland. You've got eight or nine people that work for him. So he's an agency like he's got 1000s of commercial properties and commercial businesses that he does insurance for. Yeah, I don't know if he has a realtor in this market that is specifically focused on that space. A good commercial banker business banker my go to business banker is Renae Anderson, the tri Counties Bank. She moved up here from LA and this woman has been able to get more stuff done with business owners I've referred her to then all these other documents referred to their own well they can't get them they can't get it done. She doesn't take that tactic. She was like hey once once you once she has she is clenched like I if I can't get it done, I got lots of resources help me get whatever you want done business. commercial lending buying buildings things like that. Good solid CPA that specifically focuses on companies that are 1 million and over a business attorney so make a list here for you It managed services bank card services I'm gonna land the plane here in just a second just helping you build your network here remodeling contractor signs and banners are printer what can you keep react as long as they're focused on like the bookkeeper I refer to she's going to be here next Monday. Their main focus is one to 1 million plus businesses and $1 million a year revenue. So that's that's their go to don't take everybody. But when it comes to their focused marketing, it's going to be that business that is between one and $5 million and security systems now, this is 1-234-567-8910 11 I'll scroll snapshot this to you, I'll snapshot this and text it to you. But the strategy is this we need to find people in this space that are vetted that you enjoy talking to that can become what's called poi for you you only really going to need for to get to your goals quickly. For people and my goat my requirements are listen I have that five part video series in the Google Drive called poi you just look it up follow it to the tee but I look forward to I like them are they actually act? What is their say? Are they actually out constantly, you know going after new business in aside I'm going to put a star next to to a couple of things here so insurance banker CPA, it managed services bookkeeper, security systems. I'm specifically looking for an employee II in that space, not the owner of the company. Okay, now the reason this that is is because I'm looking for the salesperson that has a quota on their head that they have to hit every month with new business. Okay, so I'm looking for a commercial insurance broker who has an employee that's a commercial sales rep that I can develop a relationship with because that employee is required to hit certain numbers every month. They're very active in their sales approach a cabling company just started a couple other people cabling company, office furniture you follow the money trail. When I buy a building, or at least a building. I'm going to use a commercial real estate versus commercial leasing agent commercial real estate versus all those buildings. Okay, we're gonna need ti work. They're gonna be cabling infrastructure. They're gonna need office furniture and we blinds and shades and, and all this all the stuff that these commercial spaces do. That's why BOMA is probably a really good organization to join. If you're going to go after the space because you get access to all the vendors that are BOMA members. Then it comes down to relationships. Who who going through this list now there's 13 on this list, all you need is for you is finding somebody in each one of these spaces here, that can be your go to person, when it comes to a commercial person, so you meet Joe Smith, Joe comes to you, he wants to buy a building. Or Joe Smith comes to you, and he wants to lease a building. And you're like, hey, let's talk. So all of a sudden, you, he agrees that you're going to be his real. So you're going to meet, okay, this is what you're looking for, this is the exact spatial or go forward, this is a square footage, if it's a lease, this is the terms of the lease that you're looking for. And once that all happens, and Joe goes, Great, let me sign the lease, let me you know, I'm gonna buy this building. And you get to that point, so you either hook him up with the banker, or the commercial lender, or, you know, you get them to sign the lease. And now you need all you need any relationships and all these other spaces. Because you want to have your IT company in there, you want to have your model, contracting your contract, when they're remodeling, you're gonna want signs and banners, you're gonna want security systems, cabling, office furniture, all these things that go into buying a building, or leasing a commercial space. And if a word gets out that you're the go to person to make a move easy, you're gonna get a reputation. Okay? So it's taking, usually, if it's a big company, when they're looking for 20,000 square feet, or 30,000 square feet, you're usually dealing with the office manager at that point that first right? I would imagine that with MLS or any other systems that you guys have access to, you can get a list of all the leases that are coming up for renewal. Yeah, these people probably are tired of leasing and they want to buy it's a great time to buy. You see I'm saying so if you're wanting to break into that space, you've developed relationships with people that already have the middle like the cabling company. Typically the it cabling the cabling company are usually or the the banker are usually the first people to know that I'm interested in moving around interested in buying because that's the infrastructure that has to be done. So, your homework will be to take this list and create for poi relationships in the space take a picture of this and these are all people that you want to develop a relationship with overtime. So now you become the go to commercial realtor from them. So and you build this team, and and this, this system, if you will, to buy a commercial building this commercial space. That's how to even turn it into a system. So Am I answering your question? Am I Am I the academy any feedback here? I was gonna ask you, John, did you start at the new love tip? Chapter were you able to? Wow We're starting to win in Marysville. Oh, Marysville. Okay. I'm still that's not going to happen till October. I'm still looking for someone that wants to start one in where you're at. Oh, Grover, wherever you're at. Elk Grove southern Park. This if you look at this screen here, these top uz it's the top four here, the top four or you can go look at any of the tip chapters across the country. Usually the top four categories here, or even the top 10 but mainly the top four are the people that usually start these because once once they have the group, those categories have never opened ever again for a long time. You know, Bill hoagie is the founder of the tip of Carmichael. They've been around for 36 years. And he's built his company. He's got about 12 people on staff and about 85% of his businesses come through. That's it. Millions and millions, millions doors. So he didn't leave anytime soon. That category will not be open until he retires or dies. Yeah. And then gonna probably have an employee ticker. So, but yeah, you want to be the go to person to start tip chapter. You said oh growth? Yeah, self Sacco growth? Yeah, I mean, that's no growth is an untapped market. And, and I'd be more than happy to help you build it. And so all the homework, I would give you same homework, I gave Maggie Capitano. Open Marysville is getting the top 10 list here, you probably know somebody in there and just go out and say, Hey, we're thinking about starting leave a tip chapter, you know, growth. You're the you're the mortgage person that I know, you're the financial advisor. I know, you're the property and casualty insurance person I know. Would you like to have a conversation with John Pyron, about what that entails? And while you say yes or no, either way, if you decide you're going to start it, there's going to be a line out the door with certain categories here. Because I'm gonna go, I could all I got to do is to do a couple of social media posts. And listen, I'm starting with Chapter Millgrove. And it's first come first serve your property casualty insurance company, you want to get a spot because what's taking stake in those categories get fed a lot of business. So the only commitment that you actually have to make is I want to start with and because I'm going to do the lion's share of the work for the first three or four months to build out this chapter. And the tip is excited that I decided to do this. Because I want to speak at the convention in April. What's the annual fee for the tip 440 to join, that can be split out at $200 a month to $200 down 125 a month. And then the annual renewal is $360. That's up directly to the tip. Work. If you bring in two people or if you bring in six people into the tip anywhere in the country, you never clear any. And once you get to where you brought in 25 members into the tip, you have what's called a gold badge, which is what I am because I I wouldn't go back because I never wanted to pay the tip and never die. So once you hit 25 members, your lifetime member you'll never pay another dime. Yeah. The only fee only reoccurring fee that you have is each chapter has their own chapter dues, which covers either breakfast or lunch, whether it is whether it's a lunch chapter or a morning chapter in your case, because you're wanting residential, or you're wanting to real estate type connections. It needs to be a morning in the morning group that started about seven o'clock, till about 830. The reason morning groups are successful is because a lot of contractor type people. Once they're once they leave the meeting, they're not coming back to the lunchmeat. There's not many successful contractor real estate center groups that are lunch means there are mostly afternoon means and if you want to check it out in real time. Carmichael Lipton of Carmichael is the best example in the region of a real estate based chapter. They meet 7am North Ridge Country Club in Carmichael. And like I said, Chad has been around for 36 years. If you want to attend, I just got to let them know that you're a realtor, you're gonna come and attend as a guest just to see how the chapter runs because you're thinking about starting your own shop. And they'll be okay. You just won't be able to get a commercial as a realtor in that. In that group meeting. You just fly on the wall to see how the meeting ends. Yeah, I joined the one in West sac last month. It was eye opening. It was an impressive West SAC is a yeah, this in West SAC, you know with who was it a duck Coville and oh, you join the chapter. I mean, I didn't join them. I did a visit. Okay, okay. She did the Sakhalin champ. Yes. Was that one goal? Second Chapter. Oh, that is the Sacramento Chapter. Okay. Yeah. With Want to say what's her name? Oops. I can't hear you now. No, I'm still here. I'm just pulling up some. Okay. Yeah. So if you go chapters, Northern California, Sakhalin was the largest chapter. region. And the nice thing is, is once you're part of the team, you get access to all this nationwide. So they meet Tuesdays seven o'clock. And they're president is keep Kamala, she's the bank. Yeah. But this chapter has been around for 20 years, they said, Yeah. See that? The oldest member in the group is John and Troy and COVID. So you guys are real here. Financial Advisor, mortgage loans and residential real estate. Yep. And then since 1992, okay, those chapters, those categories have not been opened. So, whenever will be so long as these people are alive. So but yeah, it wouldn't be hard at all to duplicate this in your so f4 at 25 members of group averages about $1.5 million in shared business. At 30 people, they average about $2 million in shared business amongst themselves. If 44 members there, that group probably averaging about $4 million in shared revenue per year, shared commissions, because they're realtors, they don't report the value of the sale, they report their commission. So, but the nice thing is, is and how the only reason I actually joined looks it is let me share my screen. is I want to I wanted to go to my client and say yes. And so they wouldn't say okay, do you know, they like had somebody recently? It's like, Hey, do you know of a family law attorney? Absolutely. All I do is I go here and I go, attorney. Family Law was 28 of them. With guns 28. searched by the area here. And a man in Northern California, all the way home. He called me. Yes, sir. We have two family law attorneys in my backyard. So I just click on Dominic. And I happen to know Dominic, not from experience just being their manager. And I'm just going to pick up the phone and I'm gonna call Dominic, the one person that's the hardest to get a hold of on this planet as an attorney. But when I call their office, their receptionist is going to answer. Can I tell him he was calling? I'm gonna say yes. It's John Pyron. From the tip. Hold on. Just a second, sir. Yes, let me pass you through. Okay, I actually get to talk to the guy. And and he'll actually returned my call. Because I haven't I mean, no tip. And then I'll say, Hey, I got this person looking for a family law attorney. Are you are you taking new clients yet? Let me do a referral to them. So now I go here. And I'm going to give him the defaults to my chapter, which is the one I'm a part of. And all you got to do is take this filter off. And I'm going to look up Dominic. And here he is, I'm gonna send him this is also on my phone too. I can do this on my phone. And I have personal contact company name, phone number, email address, where the details are, I'm actually marked as a private tip because if it's a family law attorney, it's probably a personal thing. Right? And I'm going to hit submit, it's going to give an email and a text that I just gave him a referral. We only pass warm referrals here. We only have passed a referral where I've actually had the conversation with the person I would refer him said, Hey, I talked to Dominic, he's open to talking to you do you want me to refer him to absolutely is a warm referral So and I have access to everybody nationwide. There's 4900 members nationwide to earn 12 chapters. So I can meet my client's needs anywhere. Where this comes into strategy for both of you. Right? Is there's only one other business consultant in this whole region. Her name is Gina macaroons, socialism tip of Carmichael. And I don't think there is a business coach, there used to be a business coach in the Sacramento Chapter, but he retired. So the business coach and business consultant category is wide open anywhere in this region set for my chapter in Carmichael. But once you join, now you get access to all these people nationwide and where your categories not represented. You can talk to the people in that group, about you and your services, and so forth. So as a commercial realtor, if you join, if you start your own chapter, you're gonna get access to this. And now you're gonna build your network of vetted resources, you're gonna go in there, though, who's who's the electrical contractor, who's the business, commercial number, who's this and you've ever looked at the categories and call them and say, Hey, I just joined the tip, I'm going to be going after a lot of commercial business, and I'm looking for go to partners to refer my clients to your in luck tip, I'm gonna tip love to have loved to have a phone conversation, I will do a phone conversation. Too many people want to have a coffee and a meet and greet, no lunch and all this other stuff. And it's a waste of time. Until you know you like the person. So that's how I would approach that. And like I said, if you want to start your own chapter, just let me know. Because Celerina just paperwork. We don't even you don't even sign up on anything until you go, I want to do it. And then we'll say, Okay, three weeks from now, we're going to have a meeting. And our goal between now in that meeting is to find five other people just like you that want to join, we have a meeting. Here's what we're thinking about doing. Here's what we're going to do. And you have a meeting of the people that would be a part of that initial group. And everybody says, Yep, we're going to, we're going to, we're going to do it. Okay, so everybody signs up, the tip sends you the kit, I come down there once a week help you run the meeting until you can learn on your own. And I'm gonna add a bunch of people to the group. So that's how you do it. How many hours do you think you have to spend on on this like a week or dedicated to your case, probably, while the meeting time, obviously, which is going to drive to the meeting, I don't know, hours, yeah, I would, I would obviously, select a location close to your home, since you're the one store, you get to control all these decisions. Close to the freeway is the best, you know, easy access. And, and so once you decide on that, then the meeting time, you know traveled to and from the meeting time and the meeting time itself, and then probably an extra hour to two hours a week at the most. Because those those two hours are going to be spent building your own power base in that group. So we're not just going to add members, we're going to add people that can keep you business up to everybody else to add people that will feed them business. But we're going to be very selfish in the beginning. And which is definitely what I've recommended everybody is you're going to add people that can feed your business and you can feed them business. Just fine. Turn the Fill box. So yeah, wouldn't Would I be able to say okay, I'll take the real estate category, both residential and commercial, one category, each category is represented by one member, and conflicts of interest are disallowed. Okay? If you want both categories, then you sign up for a company membership under the real estate residential. And you have somebody else in your company come to the same meeting and they sign up as a real estate commercial company name now you both are part of the group. So like Kevin has Michael working with him under his broker's license, and Kevin wanted to be the realtor or the mortgage person in the group? both commercial and residential? Yeah, man MicroPen join under the same company name. The benefit of doing the company membership versus the personal membership. There's no cost difference it's the company owns the membership, not the person So if Michael and Kevin part ways, Kevin keeps the membership and just find somebody else to represent. So, that's how that works. So, alright guys, I've just noticed the time. So have a blessed day. And I will see you in two weeks. Adrian boisdale will be leading the call next Monday. And let me ask you two questions real quick. Someone put it out is Adrian and I are thinking about teaming up on this mastermind call. Because both of us have massive networks. And we're thinking about just blowing this thing up. So would you guys find it more valuable? Having more and more people on this call? Or do you like it small and intimate like this? I think we can invite more people. Well, yeah. All right. Well have a blessed day. All right. Thank you. You guys said