How to Turn Your Passion into a Profitable Business: Entrepreneur Journey

All right, good morning senior home business family, we got Matt and Brittany here in the house talking to you today about entrepreneurship. We always come on this channel talking about the senior placement business and we will be talking about that as well, but we thought it'd be important today to talk to you about what it is to be an entrepreneur. I don't know, Brittany, you became an entrepreneur a lot earlier in life than I did. I'm 55 years old and became an entrepreneur in 2018. I've only been an entrepreneur for six going on seven years now and it's something that I aspire to do for a long time. We're going to talk about some of those things that you can expect and being an entrepreneur or solopreneur, I mean that's kind of the way I was at the beginning, but I thought about doing my own thing, getting my own business started years ago and just never took the plunge. Always had an excuse, always had a reason, whatever, so we'll get into that, but we want to talk today about how to turn your passion into a profitable business. Brittany, you know a little bit about having a profitable business as well, so I mean, isn't it just wonderful to have your profitable business to be your passion? I mean, I know you can do a lot of things in life and what we're doing is not the only thing, people can do to make a living and I don't even like, I shouldn't even say make a living, always coming across as, I mean, I like design of life, so that's kind of what I've been doing over the last six going on seven years is designing a life, but talk to us a little about having a profitable business. What has that meant for you over the last several years and what does that mean to you? Yeah, no, I think a cool thing to say, I know we all say we want to feel like it's not work, so we want to work, but feel like it's not work, so love what you're doing. So the cool thing about having a passion or if you have a passion and then you also turn it into a business, it's like the best thing ever, right, because you're doing what you love and it's also bringing you a lot of money, so that's a great thing if it's profitable and you're, like you said, building your life, designing your life how you want it to be. I think it's really important to love what you do and then also I always say my business is my baby. I feel like a lot of people say that, that your business turns into your baby, so when you're an entrepreneur, you're starting whatever business it is, a lot of times we hold it really dear to our heart. We want everything to be perfect, so to say, and things like that, so yeah, I think it's really neat to have your business be your passion and be able to make money and do what you love every single day. I think that's what a lot of people dream of and what we all want. That's a goal that a lot of people want. Absolutely, and you think about being an entrepreneur, there's this two big R's, I mean risk and reward and for years of my own life, I focused too much on the risk. I wanted the rewards, I wanted the payoff and the benefits and you got all these different wonderful things about being an entrepreneur. I think of having a life of autonomy, I mean you and I pretty much can do what we want to do, when we want to do it. I know we got our business is structured in such a way, we take calls, we still do some practical everyday stuff and emailing and text and we're still kind of in our business and we're constantly working on our business, so we can kind of get out of necessarily just working in our business, but we still do the day-to-day stuff, but it's kind of when we want to do it and how we want to do it. I mean that's one of the most beautiful things about it. When I was a W2 employee for a number of years, I had some cool jobs, some cool bosses, I was real fortunate to work with some outstanding individuals, but nevertheless, every day I had a clock in a certain hour and every day I had to do certain tasks that were required of me and there might have been some of those things I really didn't want to do, but hey, it didn't really matter what I want to do, right? You're working for someone else, so you do what they want to do, so but it's a risk and reward and I want to get to three M's today, you guys. Three things that will help you to determine whether you should be an entrepreneur or if you really are ready to make that move, hopefully these things will help you out and the first one, Brittany, I want to get into is mindset. That's the first M of the three and it's so key that we understand that my mindset is huge. There's some people I believe and maybe I'm wrong, I don't know, but I think there's some people out there, maybe many people out there that are just not wired to be an entrepreneur. That could be the case, I don't know and there's nothing and I don't want anybody on this channel to think I'm talking down to W-2 employees because that's, shoot, I did that most of my life and there's a lot of great individuals out there making a great living as a W-2 employee, but if you want to make the move into being working for yourself as an entrepreneur, solopreneur, you're going to have to have the right mindset. So Brittany, what are some of the key things we can look for? What's really helped you over time to be successful in what you're doing? Yeah, I think having a lot of faith in the process, whatever you're doing, staying positive, being an entrepreneur. There's highs, there's lows, no different than your nine-to-five job, but I mean it can also be lonely. Being an entrepreneur, you're not with a team, you don't have a boss, so there's a lot of things that go into that. So just having faith, being positive in yourself, confident in yourself and giving yourself little pep talks if you have to, whatever you have to do to get there, and also just being motivated comes with mindset too. No one's telling you to wake up and clock in at nine o'clock. No one's telling you to, you have to work till 5 p.m. every day. Your mindset has to be very, you have to be very motivated and no one's down your throat telling you what to do, so you have to be a self-starter and just have a lot of faith in the process. And it does take time and I know we'll get into that, so things don't happen overnight. There's not, million dollar businesses aren't built overnight, so it does take time, just a lot of faith. I mean it's a lot of self and I think you can relate to self-reflection when you're an entrepreneur deeper than the business. It's very, a lot deeper than just the business itself. Yeah, I know a lot of times I've taught myself out of becoming an entrepreneur is self-doubt or just things like that's too hard. I remember saying something like, well that requires a lot of money. There's all these different things, these unlimited beliefs that, I mean these limiting beliefs rather, that I would have during that stage of my life and I didn't really know it. It's just things that I just was told all my life and as you start repeating things to yourself over time, you start to believe it, right? You say something over and over again, you're going to believe it. If you probably say the sky's red, if you say it long enough and you're probably going to think the sky's red the way you look at it. It's just these limiting beliefs that I had, it was too hard, I could never do that, I'm not skilled enough, I'm getting too old, I'm not young, there's all these limiting beliefs. So you need to have the right mindset going into it and you mentioned about doubt, there's faith and doubt and these are, it's important to understand, these are both beliefs. They're just, they're opposite, polar opposites, but they're both beliefs and so you're either going to have faith like you would, say you're a Christian, you believe in God or you're, you believe in Allah, you believe in a higher power, you don't believe anything, but there's still this faith you have in something and there's doubt, right? So this kind of comes to yourself, do you really have the faith in yourself that you can achieve it or are you constantly doubting yourself? And I was in that stage where I was constantly just doubting myself. I was fairly successful, I guess, it's all relative, right? But as a W2 employee, the jobs that I had, but when it came down to taking that leap, boy, it was like, ooh, I was like on the edge of a mountain looking down and you know me long enough, but you know I'm scared to death of heights unless I'm harnessed into something. I love roller coasters and things like that, but my wife and I, we just went to Texas and we're on the 12th floor of this hotel and we had this suite, the hotel, and it was just, it was a corner suite and it was the windows all the way around it and oh my gosh, I walked up to the ledge, right? I mean, I'm in the room, right? I cannot fall, there's a window, but I'm looking straight down and man, I immediately start backing up. I was like, oh my gosh, I can't do that, I can't do that. And that's the kind of feeling that I would get when I ever thought about being an entrepreneur back in the day. It's just kind of like, I want to do it, I want to do it, I want to do it, and I get there and I'm like, I don't know. And then we finally, I don't know what clicked, Brittany, what happened, but in 2018, we started our own senior placement agency. I was, again, working as a W2 employee, I was working with assisted living community and my wife and I were traveling back from LA and I remember after I heard all the different things about these local people doing what we're doing now and all that kind of stuff, I immediately told my wife, I said, you know, I'm thinking about doing this. And my wife, without even, man, second thought, said, you should do this, you would be great at this. And my mind immediately went to, hey, I'm so appreciative that she supports me in this decision, but my mind went to, and I even said this verbally out loud, I said, you know, honey, if this doesn't work, there's going to be some cutbacks, right? We possibly could lose the car, we could lose, I could be in the unemployment line again, all that kind of stuff. But anyway, we took that leap of faith and we did three move-ins the first month and it was just wonderful. And it's been growing ever since and it's been a whirlwind. And for me personally, having the right mindset to get into being an entrepreneur, but it's really increased my faith over time because we truly go out and make our own way, right, Brittany? I mean, you go out and make your own way. Let's say you did 10 move-ins last month, that was last month. So now starting this coming month in November, you would go, okay, I'm back to zero and you got a pipeline, things like that. But we're really not waiting for a check from someone, we're really creating our own way. So what does that mean to you, Brittany? I mean, again, you're younger, much younger than I am, and you obviously started off as an entrepreneur much younger than I have. And so, man, you can be decades and decades further than I'll ever be. But speak to that, what does that mean to you as far as, you know, kind of someone's living day-to-day, right, or month-to-month, depends on your pipeline. And I know we can structure some things to kind of offset those things, but still, there's no security in if you got no more clients, that's going to be it. And that was one of my biggest fears in starting it, if I could start it, then how was I going to sustain it? I think it's kind of a wild thought to think about, you know, if you think about it deeply, we are going from, you know, whether it be that month or that quarter, whatever, how you want to look at it. I think any entrepreneur, you're starting in zero, unless you have some residual business, which we don't. We are a commission-based structure. So, it is per client, per, you know, per payment, basically. It's tough, but I also think it gives you more motivation. So, for me, yes, it is pretty wild to think about, oh, my gosh, like, if you have nothing in your pipeline, you have nothing coming. What I found is putting the work in to build your business, they do come, the clients do come, the money does come. You know, I can't say always 100%, you know, it's fall proof, obviously, but if you do the work, I genuinely believe that the money comes. So, the clients come, the pipeline comes, the sustainability of your business comes. The longer you're in business, the more that you get things like word of mouth. So, you're getting more clients. So, I didn't struggle too much with it. You know, we talk about keeping, you know, our other jobs on the side. You were not fortunate enough to do that or you had to leave your job. So, it was sink or swim. So, you had to make, you know, that was your livelihood is to make those move-ins and not saying mine wasn't, but I did have a little bit of a different experience because I did keep my job. So, this was more of like, I wasn't, you know, waiting for the next move necessarily to pay my bills. So, a little bit different situation, but even now, you know, as you grow, you can get bigger bills, whatever it is, you know, in your business, in your life and things like that. So, I just think for me, I set myself up, hopefully, and I'm not naive to think that this could crumble tomorrow and I have no move-ins, there's no doubt, but I don't want to be like that, that it was all easy because that's not the truth. But, you know, there was hard times and things, but I think it was just having, again, the faith and the work putting in to make sure that you do have those moves and you do have those clients and you are starting from zero and I'm not going to lie, it's scary, you know. Here's an example. I thought today, I said, well, I've got some moves on the books, but it's been a little quiet for a couple of days. Where are my new ones that will be? So, I just had that conversation with myself. It's hard. It's I think the reward outweighs all of those and you don't want to go into a self-doubt thing when you don't have the client. So, there's a lot to unpack there, but yeah, it's interesting that you're starting from zero, kind of crazy to think about, but I do think it all plays out if you put in the work. You know, one thing that blew me away on this journey and I kind of look at it as a journey because many of you know my story out there. When I first started, I did three move-ins and so I wasn't making a whole lot of money. I mean, I even did a video way back when, bars. I mean, my goal was like $5,000 a month. That was my goal. I noticed some, that's all relative. That might be a lot to some and might be peanuts to others, but that was my goal, man. Just make $5,000 a month. I was cool at that point. We can maintain our lifestyle based on what my wife was making and all that. And it hit me through this journey. There's been a number of months where we have exceeded. I'm not going to give you the amount. I mean, you kind of figured out probably, but we exceeded the amount in one month that would normally take me 12 months to make and that blows me away. It blows me away. And again, what I'm making is nothing compared to some people I follow on YouTube, but you're growing. And so if six figures is exciting to you, this business will be exciting to you. Now, if you've got a couple of seven figure businesses, this is going to not be that exciting to you. But if you were like, I was making 65 to $85,000 in that range, you know, back and forth, this will be very exciting for you. It'd be a great way for you to double your income, but you got to have the right mindset and you got to be able to God, get off the starting block. I mean, we realized this, we see this all over the place. I mean, people that are super successful, whether it be in business, whether it be in sports, whatever it may be, they had to start doing something. They had to keep going, make that move. You know, you and I just talked yesterday and I gave you this quote that I learned years ago. And many of you probably know this, but you know, Henry Ford said this, the man who thinks he can and the man who thinks he can't, they're both right. And so you get this mindset. Now you believe you can, but if you don't do anything with the thought that you can and make some moves, you're going to still be in the same place. And so I want to go through this acronym RISK, you know, R-I-S-K, if I can spell it right. And I always tell, I'm going to tell you guys on this channel, what I usually tell people when I'm on the phone with them or on the stream yard, we're doing a consultation call. I never try to sell people, you know, the course. I mean, I tell them everything about what we're doing, coaching Brittany and all these different things, but the R in the RISK, and it's going to seem weird to put this word here first because it has nothing to do with RISK necessarily, but I think it has everything to do with it from my perspective. And I tell everybody to do it. And the first one is the R is research. I tell everybody, I don't want you to buy on the phone. I've had two people in all these years purchase on the phone. They just did. And I didn't ask them to, they just wanted to, they were just ready to go. They didn't have to check with their spouse, sniffing another or anyone else. And they just had the money, knew just what they want to do. And just do it right now. Go getters. There's only been two of those all through the years. But everybody I tell Brittany, I said, when you get ready to make this RISK, be an entrepreneur or add this business to what you're doing, whichever, maybe you might be already being an entrepreneur is you want to do your research. Go back on my YouTube channel. This is like what we have over 600 videos on this channel, right? Go talk to some people. Don't talk to some naysayers. I would actually talk to people that really maybe are at a place financially where you want to be. It means they're ahead of you. Talk to those kinds of people. Don't talk to the broke people about how to get ahead in life, right? It goes right down the line. I mean, if you want to lose weight, don't be talking to people that are eating Twinkies every night, right? I mean, just go talk to the right people, do some research, pray about it, take a walk, whatever you want to do, then come back and make a decision. But you need to do your research in whatever you do. So if it's the senior placement business or if it's something else, do your research. And then Brittany, what you did in 2000, I think 19 or something like that. And what we've all done at some point is there's got to be the eye and RISK has got to be some form of investment. And that's where the rubber meets the road. When I talk to people, that is the hardest thing in the world. It was the hardest thing for me when I became, you know, years before I became an entrepreneur, I wanted to do it and I would get caught in this research, kind of like paralysis by analysis, right? Old adage, old saying, but I would do all this research and have all this stuff together. And it's kind of like, okay, okay, okay, okay, okay. I think I don't know if I want to get that money. I mean, I want to go to the coast this weekend instead, you know, whatever it is. But when you made that investment, Brittany, was that hard for you to do that? Was it, and I'm not talking in terms of like, you're not going to pay your light bill or something like that, but just the actual exchange of money. Talk to us about that experience. Yeah, you do think about it. I mean, me and my husband came together to make it happen, you know? So, and we weren't even married at that point. We weren't even engaged, my boyfriend actually. So, at that point, you know, we came together and we saw the potential, but yeah, it wasn't something we were, I wasn't on the phone with you, Matt. I, you know, I just said, hey, here's my, you know, send me the link. Let's press confirm and let's run it. No, I mean, it definitely, we thought about it overnight. We had a conversation about it. You know, it wasn't a huge issue, like you said, financially, but it was more just, I think even if you have it, it's getting over that hump because it's scary. There's no guarantee. There's so many things about it. You know, you're looking at all the work you're going to put in to try to build this. There's just so many factors in it. So yeah, it, it was, it was a tough decision. It wasn't something to get over. We thought about it, talked about it. I had many conversations and we decided it was, you know, a thing to do. And obviously I couldn't be more. It was a bad decision for you, wasn't it? Probably one of the best decisions I've ever made. So, yeah. So I think just getting over that hump again, not to go into doubt and stuff. I think we also have, we're having some of that. So it wasn't just the monetary stuff. It was more so taking the leap. So it was not only giving money, but also taking the leap to start the journey. Absolutely. Yeah. So research, investment. You're investing as an entrepreneur, I believe in yourself, where when you're a W2 employee, whether you know it or not, you're investing time into someone else's dream. But as an entrepreneur, solopreneur, you're really investing in your dream, right? And what you want to do. And again, people get stuck because I know I was, I was there. I totally get, I mean, I, I still, if I'm not careful, get those same feelings will creep back up in other areas of business, you know, because, you know, you and I, we, we make a fairly good amount of money doing this business. But one thing you got to understand is you make your investment yourself. You got to keep growing because the challenges are just, are always there. They're just bigger challenges, right? They're just challenges with, with more zeros at the end. I mean, it's just, it's really what it boils down to, right? So make an investment in yourself. And then the S in risk is, and this is hard for some people, but you don't have to learn a new skill set. And if you're not careful, like I was in my forties, that's one excuse I was using. It's like, oh man, I'm in a place in life. I'm let's say I'm 45 at the time. I really don't want to learn something new. I mean, I, I know what I know now. I'm not rich, but man, I was, you know, getting by and, you know, paying for certain things. Let me just stay right here. Maybe I can grow in this industry in which you could do that, but it's going to be a risk for you to learn something new. So in this industry, there's nothing different. You're gonna have to learn something new. We've got people in our community, all walks of life, right? And we got former marketing directors and nurse practitioners and all the kind of healthcare side. But then we also got people that were former construction workers, teachers, stay home mom. And with those individuals, they're coming into this business, Brittany, like I did when I first got into working with that large community. They recruited me because I was at an extensive sales and management background, but I didn't know anything about assisted living. And did I tell you the story about the person in dementia? Yeah. Memory care, eloped. Eloped, yeah. And then that meeting and everybody was talking about it. My, my thought, the guy went to Vegas and got married. I had no idea. He scaled the eight foot wall, went down to convenience store and put his life in jeopardy. I had no idea. So I didn't know anything about this business whatsoever. My wife would have been a much better candidate for the position than me because of her background in healthcare. So, but skillset, you don't have to get over that fear of learning something new. And I believe we've done a good job, Brittany, of the 42 modules that we have in the Senior Placement Institute. It's all online, the coaching that we provide. It enables people to learn. And so as you're learning, the K in risk is knowledge, but not just the skillset and not just the information. But I kind of look at knowledge like, is it something that you're doing? Like when somebody is knowledgeable about something, they can do something pretty much without even thinking about it, right? We're all knowledgeable if we're adults and kids, you know, tire shoes, right? We don't even think about it. Riding a bike and grab a bike. You don't even think about it. So if you're knowledgeable about this business, you're just going about doing the business. But what I like about the RISK is the first one is about information, right? Research. And the bookend, the K, is all about information. So just because you have the information and you're working on your skillset in the business, you've got to continue to perfect these things and get better. Because we all have weaknesses, right? I mean, I know, Brittany, you probably don't have any, but I got some. You know, we all got some weaknesses, but we're all working on it, right? We're all a work in progress. And so to be knowledgeable, so you've got to do that, but taking a risk, you know, and I want to go back to the research real quick, because one thing I did forget is when you're doing your research, don't get, don't ask, don't even ask this question. Don't ask how are you going to do it? Because that's where I got lost. I got lost in the woods by always trying to figure something out before I would actually start it. And you're moving ahead of the game. Just see if that's your passion, something you want to do, do your research about the industry and see if it's sustainable, see if it's, you know, something that's growing and, you know, you can make the amount of money you want to make in it, whatever it is to reach your goals, all those kinds of things. But don't get lost in asking yourself, how am I going to do this? Then when you do the research, you say, Hey, it's a go, do what Brittany did and try make an investment. Whether it's with us, obviously with us, but with others as well, that's out there, but your passion, make that investment. Then you'll get to the skill set. After you make the investment, you're going to learn the how, and then when you learn the how, then it turns into becoming knowledge because you're repeating the how, repeating the process over and over again. And now you're becoming an expert in your industry. I mean, it's just, it's a risk, but you've got to be able to take it. And I, you know, I talked to someone yesterday, Brittany, and it was an, I don't know how old the lady was, and it's an amazing conversation, but she was somewhere in her mid seventies, let's say that, mid seventies, was in real estate, had a successful background, doing a lot of different things. But over time now, she broke her back two years ago, similar story to my wife, she broke her back three years ago, broke her back two years ago, and she's not able to do a whole lot now. And her income has just gone down, down, down, down, down. Now she's literally broke, her own words, not mine. And man, that's a lot of us today of, because the hand that we've been dealt in life, whatever that is, but the choices we have made. And, you know, I think about in terms of my life, if I didn't take that risk in 2018, you and I wouldn't be having this conversation today. You know, you probably would have learned it from someone, you probably would have gone on, figured out on your own or done something. But for me, I'd be like, I still be pounding the pavement. And what this job has done, or just career as an entrepreneur, when my wife did break her back three years ago, I was able to be home with her every day. As a W2 employee, I couldn't have done that. They would allow it for a little bit, had some grace, some understanding, but it is a business. And if Matt want to be home every day, being with his wife, well, then maybe you need to rethink what you want to do in life because it's obviously not here, right? So anyway, let's get to the third M and that's money. So talk to us about not so much how much we make, Brittany. I don't want to get into that as much. I mean, people kind of figure that out. They can even ask us, but in terms of how to handle money, what are some practical things that we can do in this business and as an entrepreneur to handle money? Like you mentioned before, it's not like a weekly paycheck. It's not a monthly, anything like that, not bi-weekly. So you do have to learn and trial and error for sure. Everyone doesn't always know exactly coming out of the gate, but how to put money aside, how to manage your money is super important. You want to be able to stay in business. So you have to have, you know, you can't get to where you're bleeding money, things like that. We do obviously teach this industry. What we do is not a lot of overhead, thankfully. So we are lucky in that regard, but we are not, we don't, I mean, if you do it the way that we started, you don't have a lot of overhead. You don't have employees to pay, you're solo, you know, entrepreneurs. So you don't have all that going out, which is great. Huge benefit, I think. Looking at other companies and business and franchises and all that other stuff, a lot more investment in that piece. So we don't have that, but really just learning how to manage your money, how to set things back. I mean, we could go on a whole diatribe about taxes and so many things that are different than being a W2 employee, but it's something you have to learn and make sure you take seriously because you are setting yourself up hopefully for amazing success financially. You don't want to make those mistakes early on in your business where you, again, you're bleeding money, you're going to buy every advertisement possible, like all these things. Because this business that we do, starting, there's not a lot of overhead. The overhead is your time, not your money. So learning how to manage all of that is very important because you're not relying on a paycheck every Friday, every other Friday. It's completely different. Yeah, absolutely. You mentioned taxes. Let me talk about this. I'm not a tax attorney and I'm not a tax person, consultant and all. Fortunately, today I got an outstanding CPA and she handles all my stuff for me. So thank God. I was doing it all on my own at the beginning, Brittany, TurboTax and answering questions. Sometimes I didn't know necessarily the answer to it. I was just guessing, okay, I hit that one, hit that one, just kind of making it work. But one thing I've learned, I could not do this at the beginning, and I learned this from, I believe it was Grant Cardone. I'll give him credit. It's one of those guys I learned a long time ago. And now over the years, I'm able to implement it now. At the beginning, I could not do it because my goal was making $5,000 a month. So here's the formula. When you're an entrepreneur, if you can, or at least aspire to get to the place where 100% of the money that comes in, whatever it is, take 50% of that money, set aside for taxes. Now, I know that's an exuberant amount of money. I know that's more than what's required, but I live in California and I'm in a 36% tax bracket. So I'm 14% off from where I need to be. However, in California, and that's what's steadily going to be rising, I wouldn't be surprised if we're getting to 40% pretty soon. So I just set 50% aside, taxes, just put that into another account, however you want to do it. Now you're down to the 50% of what you just made. When you're able to take ideally 25, I mean, 50% of that pie, so it'd be 25% of the whole. So cut that in half again, and that money used for personal development and or business, and then live off the fourth pie or the half of the last one. So you got 50% taxes of the whole, you're down to 50% of your money, cut that in half. One half goes to personal development, business, the other one goes to yourself. When you get to the place you can do that, man, you are on the life of freedom because that revolutionized my life. Again, full disclosure, I could not do this at the beginning because you're pulling in 5,000, 7,000, 8,000, whatever, and it's unpredictable income. So I make a whole lot this week and nothing the next, and I had to learn some things, but when you're able to get to that point, do that, and man, that is freedom, I'll tell you. And again, I learned that from either Grant Cardone or somebody out there, but that little trick there revolutionized my life. And it just reminds me because when you do this self-improvement or money going to self-improvement or business, you're always improving yourself. It goes back to that K in risk or knowledge. You are constantly becoming more and more knowledgeable. So you're either reinvesting your business and your business is getting better, so you're becoming more of an expert or able to do things a little more, a little easier, or it goes into self-development, so you're able to be improving yourself. Because I think one of the things entrepreneur out there, people become complacent. They get happy, whatever that is. I mean, there's a certain number we all get happy at, and we get to that number and we all kind of stagnate and we don't go any further. We kind of stay right there. And that's cool if that's where you want to be. Excuse me. I know where I want to be, and I'm still far away away from that. I'm still a long ways off. I don't want to get there. So anyway, but Brittany, thank you so much for your information today. And guys, I hope this was helpful for you. If you want to know more about the Senior Placement Institute, you can always click the link down below and listen to a webinar or schedule a consultation call with us. We'd love to invite you in our group, senior owned business community. We've got students from 35 different states across the country. I think we do a pretty good job in coaching. Brittany, you think so? I think so. If you want to learn a business. Yeah. All right, you guys. Well, I appreciate you being with us today. Hope you have a great day. God bless. We'll see you next time.