Hey, welcome back to the Think Bigger Real Estate Show. I’m your host Justin Stoddart, very excited to have back a good friend of mine. And somebody who’s loved around the city of Portland, for sure. and beyond. His name is Joe Fustolo. Today, we’re going to talk all about building an online thriving community. He knows all about that, because he is the founder of Masters in Real Estate. And so before I get into further introduction of Joe, let me remind you that the purpose of why I do this, why I get up and do this one, because I love it, I get to hang out with people like Joe, which is fantastic. But in addition to that, my mission and my passion is to help people to think bigger. I believe that all of us are living below our privileges. All of us are living below our potential.
And it takes somebody coming along. People like Joe to help inspire us to think a little bit bigger that then causes us to start to take different actions that then cause us to get different results. And the cycle perpetuates, and then we continue to think bigger and do more and have greater impact, which again, is kind of my greatest priority is help people live lives of great impact. So with that being said, let me go back to introducing more about Joe. He’s been in the business for 29 years. I think he started when he’s four or five, right? And founded Soldera Properties about 12 years ago, but then founded Masters in Real Estate, what, eight years ago? Is that right, Joe?
Yeah, about eight years ago.
Okay, boy, what a ride. It’s been so fun to see. Thank you for coming on the show today and for being willing to, not only pour so much value into all of us are masters in real estate, but also thank you for continued to improve it. And we’re going to talk a little bit about kind of what’s on the horizon for masters Ergon. What I’m hoping to extract from you today, Joe, is that we have agents out there who probably don’t want to try and recreate what you’ve done, right eight years of a lot of blood, sweat and tears to get it to this point. But I would imagine that they could probably benefit just from the principles that you’ve employed to number one, get engagement, get people to not just view your stuff but to engage with it. And two taking those principles into their sphere, right. Like taking that stuff to build a more thriving online community, whether it’s in their little city, their little neighborhood, their little sphere, these principles will be able to be applied regardless of what you’re trying to create online. So thank you again, Joe, for coming on today and being willing to share these kinds of principles.
Absolutely. You know, I should be interviewing you. You bring so much knowledge to the community. It’s amazing. I wish I could clone you and make 500 more Justin’s and have you all in masters because everything you do is purposeful, and so valuable to the community that you know, the Think Bigger podcasts and all the seminars and all the things you do. It’s really amazing. And so thank you for doing all that. You do. And thanks for having me back again. On your think bigger show.
I didn’t want to shut the question but to to answer it. I agree. Masters came about, and this is going to be the reduced version. But Masters came about because in 2008, when the market was terrible all the realtors were backbiting and it was hard to put a deal together and there was like so much happening and I didn’t like it. That’s not why I got to the business. And I thought, well, I’m going to be the best realtor there is and I don’t care if people are unethical and backbiting. I’m going to be the guy that’s not that way. And then increase my knowledge, my ethics, I’m going to learn the technology. I’m going to have common courtesies above and beyond everyone else. And then I actually realized, well,
that won’t work because there’s so many people involved in any transaction, right? listing agent selling agent buyer seller, contractors, inspectors, lenders are appraisersit just goes on and on. So we have to make everybody or professional and then that was when I had my Jerry Maguire moment. So I call it
and it hit me and I thought, I am going to build a group. And there’s going to be no baloney, no infomercials, no soliciting. We don’t care about your listings. We don’t care where your buyers looking and keep them alerted if something pops up. We don’t care about anything rental, we’re there to talk about law, professionalism, ethics, maybe help people out of jams if they’re in a sticky situation with a builder or multiple, multiple offer situation. The group is not meant to replace your principal broker. And so I’m going to take one step back and say, always talk to your principal broker. If it warrants talking to your principal broker, do that.
If you need to lean in a little bit into the group and just say, Hey, this is what’s happening. There’s people more experienced than me. What advice do you have? For me? What is fabulous about the group is you have two sets of people. You have the people that are willing to learn, and they just want to get better. And then you have the old timers that are willing to share and give their advice. The common thread is everybody wants to be better. The people that don’t want to be better aren’t in the group. Right? So that’s what Bond’s us together. And my goal for 2020 Masters in Real Estate is to make it far more efficient, far more collaborative, and all the little nuances that are frustrating for people. I want to fix.
This is the first time but I’m going to have help putting together an email campaign. And I’m going to broadcast it. And I’ve never, ever solicited for masters in real estate ever. Usually, at any moment, there’s hundreds of people waiting to get in. And I’ve never solicited. But there’s so many people that really could benefit from it, if they have the will. So, I’m going to send out emails, the first one’s going to say, you know, for those of you that are in masters, I’m going to send ways to make it more efficient. And those of you who are not investors, asked to join, read the rules, prove to me that you’re a real tour or real estate related business, and, you know, will will grant you access, but some of the things I’m talking about is every three days someone wants a interior designer, you know, a stager
And what we try and pound into everyone’s head is, hey, this has been around, the scripts have been around for eight years. If you do a quick search, you will see countless threads of interior designers and countless comments on those threads. And so rather than kind of duplicating stuff, that’s why we promote search first. And then instead of private messaging, contact information posted on the thread because it is searchable. It makes us more efficient in the future.
Powerful stuff. So this is again, kind of a preview of what’s coming. I think anybody that’s a part of Masters is going to be excited about that. Because, again, it becomes more and more valuable, the more relevant the information is. And again, like you’re saying, Jeff, you see the same questions every third day. Right? It tends to take up mindspace cognitive load, if you will, that that’s our that’s already been there. And so I love the fact that you’re going through now.
And refinancing how do we make this a better user experience? And, you know, it’s interesting as I speak with real estate agents, you ask them like what like, what’s one of the biggest challenges in your business right now? I love asking that question because that allows me to then work to solve that problem and become a part of their business so that I can earn their business. And it’s interesting how oftentimes it comes back. You know, there’s one thing that I really can’t get your help with. And that’s the fact that I’m, I’m often dealing with a very inexperienced, and oftentimes uncapable agent on the other side of the transaction, and it becomes a very difficult transaction, it ends up reflecting poorly on me and my customer service level. And so I think, again, going back to the kind of the premise of this show, which is what principles can people take away from what you’ve done, right? So if we were to say, number one, you said, I’m going to have a purpose of elevating the game for everybody. I’ve said, I’m going to make real estate agents better like and I see that you found a real need, right? It’s not that there are there are other good options out there, but people aren’t getting
The knowledge that they need, readily available to be able to really elevate their game. And so I would encourage anybody here that’s thinking like, I want to build an online community, for my sphere, right? Or for my local neighborhood, or you know, my Community Association, like, think about what is the problem that people are facing. Because what people don’t need is more noise. What people don’t need is, is more stuff coming at them. And less, it’s solving a real problem. If it’s solving a real problem, then awesome. And that’s what it sounds like you identified Joe is like, we need to up our game here. We’re getting, you know, kind of threats from all different sides now. And of course, eight years ago, this whole empire thing wasn’t a reality. But now we see that there’s new threats to the profession of real estate, right? Some of those have a great place come up that you’d like take a seat at the table welcome. I think others maybe we wouldn’t be as excited about. That’s just my opinion. But nevertheless, the only way I believe for real estate agents to continue to be well paid professionals in the future is to get better. And what I hear you saying when it comes to
Being a realtor being a real estate agent, you’ve really extracted the knowledge from literally 10s of thousands of agents to pour into this group so that somebody can go in and very easily search for a topic find stuff and or start a new thread asking people for help.
powerful man, thank you for doing that. I know so many agents. It’s interesting how often your group comes up just in conversations with agents all, you know, all over the city. It’s, it’s, you know, did you see this on masters? You see that a masters and every time I said, I’m just so proud of you, and what you’ve done, because you’ve literally impacted people in it in a great way. So again, agents if you’re looking at how do I build an online thriving community? what problem are you going to solve? Because if it’s just I want to be noticed that I want to be seen, that’s a bad reason to get into doing to build an online community, right, you actually have to solve a problem that people in that community are feeling.
Exactly. You know, the other thing I’m trying to do is make people a little bit more compassionate and in you know, to Thousand teens. It was really all about prospecting. How many calls did you make? How many postcards? Did you send out? How many open houses? Therefore how many leads did you get? And we covered this in foresight for 2020 that you were at. We don’t want to call
these contacts leads. I mean, they’re people, they’re people first. They’re people that have a goal to buy or sell a house and you’re just there to help them whatever that need comes up. And and stripping away the personality of people and simply calling them lead.
I think sort of degenerates what we do, you really have to to care and I also want to change some of the dialogue on masters. I mean, people are, are kind of quick to snippet somebody sometimes or get political too early and I think people need to be take a conscious look at what their dialogue is, and how they go about life. And one of probably the best things out of foresight for 2020 was our panelists have a dart and he’s told their properties, talked about the book, The Go Giver, and you gain wealth by giving. Right? And not only did she say, Hey, this is my favorite book, but I bought 10 of them to give away which is following the practices of the book. And I believe that the more you give, the more you get back.
And this this Masters is, it’s the all hands on deck. all day, every day thing, moderating people coming up with new topics, making sure that someone doesn’t break the rules. And I’m giving but I’m getting back as well.People are more professional, or more knowledgeable people are more. And I think it’s working. Because there’s no other platform like this that everyone’s centrally linked into.
You’d have RMLS but people go to extract information and lead. It’s not collaborative, right. And then a lot of these other groups, it’s more about I just want to last my listing the this is the only one that really talks about the law and ethics and technology, growing your business and it’s funny because many, many years ago, a lot of real tourists never me, but a lot of real torps who would have old their best practices close to the chest. It’s like, I don’t want to tell you, you’re my competition. Why would I tell you you know the recipe for the secret sauce?
But I’ve never looked at it that way we collaborate together. And if if I’m going to be in a transaction with someone, I want every single person in that transaction to be professional, which is why one of the reasons why masters is open to real tours and real estate related professionals, because it was only real tours. He needed some specific advice like about a land survey. We’re not going to answer that very well. But the surveyor that’s in the group can can gladly answer the guys that the title company who work in the land division can pull up their stuff. We have attorneys, we have lenders, we have title companies, we have inspectors, so you could go there, and you can ask the expert within the group, whatever your question may be, there is someone in that field that knows exactly what’s going on and and can help So I just want to make it much more efficient and collaborative, sheer.
I love it, Joe, this is really fun because I’m just hearing you talk about how you built what you’ve built. I’m going to now extract from what you just said what I think would be key principles for agents to apply and again, building their own online thriving community. I heard you talk a lot about empathy, right, being sure that you moderate the mood of the group, right? Because you can get people to get chippy, everyone’s courageous and a little bit irritated when they’re behind the screen. Right? Yeah, they would never treat people like that in real life. If people are sitting across the table from each other, they would never like be so rude as that is to say some of the things they say online and so I love what you said there about being sure that that there’s especially as we’re entering into a new it like, like election season, right? We’ve got some stuff going on, like politically, that’s pretty, you know, pretty polarizing. And I think people are a little bit on edge. And so especially they have a community that really keeps people on a positive note actually had an agent yesterday. I think it was probably because he was saying
Some chippy stuff show up in our newsfeed. She said, Everybody just post a picture of your dog, we need some positivity here on Facebook, what a brilliant idea, right? Even things like that, even if you don’t go on, set out to put together a group of your community, just being aware of what’s needed, right, and being sure that you’re moderating and adding value, that is also lifting the mood and the spirit of people. So that’s a key principle that I’ve, you know, seen you do and heard you do, then this, this concept of, you know, an abundant mentality, right, the fact that you’re willing to go in there and give so much of your time, and really, like just give away knowledge. And giveaway time. I think that’s a key principle that any of us that are interested in actually building engagement and community need to be very willing to give and share and open up the playbook and say, here’s how I do it, realizing that even if you give someone your playbook, it’s still a different player.
And the reality is, I don’t know exactly what year this was, but I know that a couple years ago, I didn’tcount of how many sides like how many transactions sides happened in the, just in the Portland metro area, there’s like 26,000 sides. It’s like, you know what, most people only need, you know, anywhere from 25 to 50, maybe 75 if they’re ambitious and do 200
to really build the kind of life that they want, like, there’s a lot of space at the table for good agents, right? And so that concept of having an abundant mentality and being able to give away the, you know, the playbook and share with other people, I think creates a great community whereas if he if people feel like they’re going to come they’re going to get something that that that is someone else’s kind of secret sauce, like how cool is that? How much value does that bring it? It starts with the person leading it saying hey, here’s what I do. Here’s what’s working for me, Bill, you know, be willing to share that I think again, it’s one of the reasons why masters is so successful is people feel like they can go there and really get and have secret sauce from from from agents that have done that before. It’s I think it’s super powerful.
You know, I went to a seminar many many years ago. And it was a local guy giving a senem seminar and what he does. I mean, this is like, a long time ago. And afterwards, I went up and I said, Look, telling everybody exactly what you do. How can you do that you’re in our market. I mean, if you traveled somewhere, I can understand it, but you’re in our market. How can you do that? And he said, because only 2% of the people here will do it. And I thought that was quite interesting.
You know, one thing that I hear a lot. The members of masters are so gracious because when I’m out in my real estate life, when I call someone, they always make a point to say, Hey, I love masters. Thank you for doing what you do. The biggest compliment this one gal, got her license and hung it was somewhere got zero training. And she said, I’ve been doing it five years now. I did $12 million or so last year.
Absolutely everything I’ve learned has been from Masters. I’ve gotten zero, she was in a zero training company. And I’m thinking about it. These are people running around, they’re showing your listings and writing offers on your listings and you’re writing offers on their listings. And if they get a little or no training from the brokerage, there has to be a centralized place that they can get this knowledge. And I’ll tell you, I’m one of the like most oldest fossils in the business, and I learned stuff on masters all the time. Like, sometimes there’s breaking news. And you know, I have a little end with PMR and our MLS and I read a lot. So I usually know what’s coming. But once in a while someone will post Hey, did you hear this and they’ll post it on master and it’s like, I didn’t know that. That’s fabulous. And so even the old timers who usually the ones giving advice gain from it as well. So that’s the idea is efficiency and collaboration. That’s my mantra this year.
You know, I think again extracting principle about that for all of us is that anytime you come into you give right you end up receiving more than you give I think that’s just like a principle that that was true in almost everything. And I found that to be true like I’ve had people say like, Man the pace at which you do these shows like like that’s a lot to give and I’m like, you don’t understand what I get from it. Right? These relationships right? These This knowledge is poured into me. Sure, there’s some some benefit from from branding and all of that. But if even if this were not broadcast, anybody else just to have this kind of conversation with somebody like you with a fellow big thinker, like makes my day right it just lights me up and so a prince but I want you to know that as
You really set out for the right intent and right purposes to build a thriving online community, you’re going to get way more than you give, if you do it, right. Like if you come in with actually an intent to add value to people, those kinds of people are going to be attracted into that community. And you’re going to be surrounded with people that are also givers that have different areas of expertise than what you have. And you’ve you’ve illustrated that share that eloquent Joe. So yeah, I would, I would, that resonates with me, because again, I get, I feel like way more than I give from doing these, you know, these types of interviews and show it so.
And the irony is, you give so much and have a thriving online presence. It’s really funny that you’re interviewing me, but you are more visible online than I am, which is, I think, very, you’re very humble. And I think that’s terrific and I love you or your willingness to help and that’s the whole thing masters was built upon. help people get up. So they’ll be more professional and ethical. And we’ll all play nicer together when we’re in, you know, in real life in the same room or in midst of it of a transaction.
I’m still waiting to hear a little bit about your book. I imagine you didn’t write about a boy and his dog. It’s probably kind of self. How to be better book. Definitely gonna buy it when it’s available.
Yeah, yeah, I’ll I’ll give you a signed copy, my friend don’t need to buy. Not that my signature without any value to it, but it kind of sounds cool. So yeah, the book, I’ll kind of use that segue is, again, kind of going to what I started off as it are any service based industry out there, especially I think sales professional industries are in the crosshairs of big tech companies. They’re looking at ways that they can replace what we do and get paid to where they can at scale. Make a great return and
I think some people’s approach is to fight that and to spend all their time online and other places, talking down about tech portals and this innovation and that invention. I think that’s a losing battle, it might work in the short term, I don’t think it’s gonna work in the long term. I think the only way to win and maintain and be a well paid sales professional is to add more value. And one of the ways that I believe that, that you can come into somebody’s life position to give them value is based on how you how you come into that relationship. So for example, when you get introduced from someone who’s upstream from you, whether it be an attorney, a CPA, a financial advisor, those people have deep relationships with people deep trust with people. And when they refer you to one of their clients, you’re seeing very differently than if you’re a referred from a technology portal, for example, or an online lead. And so the book is, at a higher level is how do we as sales professionals raise the value
We bring two people. And one of the ways is how we get introduced into the relationship. And it’s building those upstream relationships and very tactical means on how to do that to where then that becomes a major flow of your business. So anyway, it’s called the upstream model, and that should be released by the end of q1. So yeah, I’ll be sure one gets in your hands before before too long itself.
Well, that’s that’s perfect, perfect timing too. It’s it’s absolutely spot on. There’s a lot of competition to take money away from realtors right now. Yeah. And if you look what’s happened in the last five years, real estate companies are becoming tech companies. tech companies are becoming real estate companies, your Zillow and your open door and Redfin and whatnot. And there is a lot of competition, and you always have to show worth, you always have to give value. Look, the fee or cutting a price isn’t always the most important thing.
So let’s say you find out that you need glasses or LASIK eye surgery. And so you start researching LASIK eye surgery and this one doctor has a great name five stars. He’s done 50,000 LASIK eye surgeries, and it’s $3,000 However, there’s another guy that has a Bogo deal on a buy one, get one free 1500 dollars, you too can have LASIK eye surgery.
I imagine when it comes to something as important as your health and your eyesight, you’re probably going to go to the guy who’s not going to screw it up. Well, I’m not a doctor, but I do write legally binding contracts that help people with their largest material asset. Most people both largest material asset that’s not up there with health and finances, love all the big important things in your life? I mean, I don’t know it is.
The public needs to be convinced that I’m going with this person. Because in the end, I’m going to come out better than if I went with this other person and had the convenience of like walking away from my house for a huge discount for one of those make me move type deals. So yeah, it’s all about giving value. Yeah,
Spot on. In fact, in the last chapter, I talked about the, it’s not enough just to have the value actually have to be able to communicate that and broadcast it because you’re competing against big tech money. That’s pushing a narrative that we do the same thing that a real estate agent does. We just do it for less. And that’s not the whole story when you’re dealing with a master right when you’re dealing with somebody who can really produce a great return. It’s it’s not the whole story, and so I think it behooves agents to take on that identity, communicate it and then and then begin to broadcast it. So hopefully some things that that we’re sharing here today. And building an online community can help agents to start to own that to start to elevate their identity by adding more value and being more present in the lives of people by getting that engagement. So this has been fun, Joe.
And I love one last thing on your book, which why it’s so timely is so the definition of a person in a related industry or a partner. Like let’s say there’s a buyer, and they don’t have a lender. I’m sure I could refer to one of 100 outstanding lenders in the area, who can take it all the way into the end zone, spike the ball, get it done. And that buyer will say, yeah, that was pretty seamless, fairly easy. But what we’re looking forward partnerships and the partnership is I’m sending this person buyers. But there’s going to be a point where they come across somebody
who got pre approved and they’re not associated with realtor yet. So the partnership, it’s the giving back in the give and take because there’s many people out there great at their job, send business to them. But if it never comes back, it’s not a partnership. And it’s very simple to do. For example, for real tours, great partners are tourney, money manager, first landscaper, it’s electricians, plumbers, and sometimes we get there first. Sometimes they get their foot and if they go out to bid on someone’s roof, all they have to say is what’s the purpose for me coming out here putting on a new roof. You’re gonna live here for the next 25 years or put it on because you’re selling and you know that you have to put it on? Well, we’re thinking of selling. And that’s the partnership where that comes in. And that’s very valuable because you have 20 partners and each person sends you a deal. There’s 20 transactions, didn’t have to go turn over rocks for.
And sometimes I get there first I get a listing, they need a roof. Before it gets the call, Uber, audio visual guy gets the call, though partnership is very important.
So that so that I actually love what you said, Joe, I might sneak some of your quotes into the book before it’s completely published. It’s spot on. I mean, the question that the book poses and then answers is that there are people in the marketplace today that are having conversations with people, and they’re becoming aware that that person is going to be buying or selling real estate before that person goes and talks to a real estate agent. And as you can create partnerships with those people, whether it’s
You know, CPAs financial advisors, or whether it’s roofers painters, there are people today, people that you know, that know, like, it’s like fortune telling, they know that this transaction is coming, it’s coming downstream to you, if you wait for it to get to the online portals is going to be highly competitive and not very good business, you can be discounting your fee to get it. Whereas if you can catch it upstream, build partnerships, like you’re saying with these people. It’s a whole new game, both with your identity and how you’re brought into the relationship as well as how just the quantity of business that’s you know that that’s there that nobody’s tapping into. So I love it, man.
So the idea is getting in early, and then you develop that relationship. And then as they blow up the internet searching for houses and whatever. The people that start poking them, they say no, I have a real tour. It’s Joe. Yeah. And there’s there’s a great difference of online lead versus a warm handoff. So an online lead is
Kind of like the Ice Bucket Challenge, but a warm referral is someone calls and they say, Hey, Joe, my name is Jason. I am friends with so and so we’re old college buddies, and he just says you’re fantastic. And I want to buy a house and here’s what I’m looking for. There is a, unless you get in your own way, there’s if they buy they will buy through you in that situation. So I agree there are those handoffs,
Totally. I mean, they’re now looking through the world of real estate through the filter of let’s run this by my trusted advisor, right? Let’s like I’m gonna I’m gonna check with my trusted advisor to see if these homes to see if this is a good deal to see if, right because now they have someone they can trust, which is what we’re all looking for. So yeah, good stuff, man. You you’ve, you’ve hit the nail on the head. And so in the book, I go into kind of that theory as well as the tactical of how you execute building those, those partnerships. So I’m, I’m excited to share with you.
Great, I have a couple private YouTube videos about partnerships with real estate related vendors as well. Basically I tried to duplicate a business network international or a late tip, you know, the leads platforms. I just didn’t want to go to the meetings. Nobody wants to do that. And so I tried to do it
sort of independently, it’s like, hey, look, let’s form this partnership, but not attend a meeting every morning at 7am once a week on, you know, Tuesdays, nobody’s got time for that, especially with technology. So I tried to do it a different way and it didn’t take off like I wanted, I think a little bit of face to face is good. Without it, it just comes an afterthought
And good stuff you’re doing We’re thinking very much alike about kind of what the future looks like of well paid sales professionals, well paid real estate agents, well paid title people will pay lenders, right? It’s, it’s it’s being strategic adding more value and being strategic about how you get into those, you know those relationships. So, Joe, I think we could do this all day I’m having a blast, but we probably better end it. Thank you so much for your time for all you contribute to masters and real estate. Again, I know I’ve said this privately, I’ve said it publicly. But again, I’ll say it again, is that the sacrifice that you’ve made to build that group, moderate that group I know has been a great cost to you. But I also know the return has been great for all of us. So I want to thank you for that. And thank you for being a big thinker. So my last question that I have to sneak in here at the end, okay, which is you’re a big thinker, right? You’re doing some big things, both of your brokerage as well as with masters and taking it to the next level. It’s next year. What do you do Joe to continue to expand your own possibilities to continue to be a big thinker.
So you never stop learning. And the example I use is, somebody gets into the real estate their first year, they haven’t
They have a fairly decent year. And then, you know, fast forward, they’ve been in the business 20 years, but it’s not 20 evolving years. They’ve duplicated the first year 20 times, right? Yeah. And I know that I don’t know everything I need to know, because everything is changing and revolving.
And so, last year, we flew around all over the place, we flew to San Antonio, we flew to LA, I subscribe to coaching, where I get coached, you know, as a as an owner of a company, and you know, how we could be better and how we can sort of spread knowledge because what I do as a company owner with our brokers, you know, Masters is just kind of a larger version of Soldera their right I I’m trying to make everyone better and more efficient.
Yeah. And in order to do that, you need to teach the teacher to go out and teach. And so I’m trying to sharpen my skills by reading books like yours and I read voraciously. I go to lots of seminars, I fly around and get coaching and it’s a necessary evil. Because if you don’t strive to get better, you won’t get better. And Matter of fact, if you do nothing to improve where you are, you’re going to slip backwards. So I really encourage everyone my mantra, I’ll leave it at this my mantra in masters in real estate is master your craft. If you’re going to be a real tour, be the best realtor, you can be yourself be the best chef, master your craft. There really isn’t room for mediocre real tour is just like you don’t want to talk to marketing for video. And yeah, just like the commercials they’re blasting on TV right now. Like just okay.
Those are great, aren’t they?
Awesome. Joe, thank you again for for for today and for everything. Appreciate you my final request of everybody listening today. Actually two of them. Number one, if this has been valuable, please share this. This is being streamed live on youtube will upload it to other places, wherever you’re finding this, share this with a friend that would be meaningful to both Joe and if you did that. And then my final request, three simple words which are go think bigger. Thank you, Joe, so much for being on the show today. Appreciate it, man. We’ll talk soon. Thank you.