Episode 011 – The Two Questions You Have to Answer to Really Be Able to Build Your Business

Answer these TWO QUESTIONS Michelle puts before you in order to really be able to build and duplicate your business.  These questions are the foundation that everything else is built on, so listen carefully.  Also, does Failure have a purpose?  You bet it does!  Find out what tools you can acquire from taking responsibility for your failures and why Failing is necessary. 

 

Plus, contest details are inside this episode!  Enter to win BIG!!  Go and Grow!

 

 

Transcript of this Episode:

Hi, this is Michelle, the master of money mindset, and you are listening to the BNB dash boss podcast.

And in today's podcast, I'm going to be talking to you about how to get over your fear of failure or your fear of success. Our show today is brought to you by. Audible is where you get your audio books online and get a 30 day trial into the audible membership for free. By going to audible trial.com forward slash S T R revenue that's audible trial.com forward slash S T R revenue.

You'll get your first audio book for free and 30 days into the audible membership just for trying us out. You'll love audible. Right [email protected]. You can find our $7 courses available for you to try out, find out how to cohost, how to do rental arbitrage, or how to invest in real estate. We're all three, by going to be in bead-boss.com and clicking on our store.

And you'll find our $7 courses right there. Try us out. You'll love it. You'll love those courses. And they're only there for a limited time. Also, don't forget our contest. We've got our contest running right now and every week we're picking winner. And everyone's names are going to be put into a drawing at the end for a final prize of an Amazon DOD with a little clock on it.

And your guests will love that. There'll be able to walk right in, ask Alexa to connect to their account, and they'll be able to play their favorite music, ask for the weather or whatever else they want to ask Alexa to do pretty darn awesome. And I would really greatly. You going to iTunes and leaving me a five star review.

I appreciate it. So please do take a picture of it. Send it over to me at Michelle at BNB dash boss. Let me know that you did and we'll enter you in those drawings. So yesterday I was talking to you about how to go on air DNA and use that to evaluate properties that you can be picking up, renting them or buying them.

And some of you, I know haven't taken any action in doing that. You think you want to grow, you write down the goals of I'm going to have five more properties by the end of the year or 20 more properties or a hundred more properties or whatever. But you don't move, you're stuck. And you're wondering why.

And a lot of you, it's a fear of failure. It really, really is. There's a lot of fear out there. One wants to make a mistake. And I wanted to talk to you about that today because I saw again, this amazing speaker, Tom bill, you, the guy is just amazing. He built this company and. Or a billion dollars with a B, and he was talking about just ability to fail that the better your ability to fail, the better you are at learning and success.

Think about it because we've all heard the stories about Michael Jordan getting cut from his high school team, or we've heard Wayne Gretzky. You miss a hundred percent of the shots that you don't take. We get that we really do, but the whole point. Why do we take failure so seriously? And so personally it eats into our spirit, it eats into our soul, and it's such a sad thing because we're human.

We make mistakes. It's a big part of who we are. It would be easier if we would just accept it and move on. Right. Tom was giving this talk. And I was just an amort with him because he was talking about AI artificial intelligence. And when they're teaching them to play a game of chess, they go in there and you just watch them.

They make a move and they lose and they make another couple of moves and they lose and they lose and they lose and then they just start again. But they don't sit and judge themselves. It just keeps trying and failing, trying, and failing, trying, and failing. But with every failure they learn something and they never do that.

Same mistake again. It's like, okay. Here's where I made a mistake. Now I know not to do this. Let's see what happens when I do this. And they just readjust and keep trying again, never judging itself, never judging the failure, simply learning what works, what doesn't and then adapting and moving on. And I thought, wow, that is so cool because it's very true.

When we make a mistake, we're like, oh my gosh. I mean, this is terrible. I am such a loser. And we judge ourselves so incredibly harsh when I was watching Tom speak, he was saying, you have to know two things in life. He said, you have to. Who you want to become and the price that you're willing to pay in order to get there.

Gary V has this belief system that says, if I'm not working my butt off 24, 7, 7 days a week, 52 weeks a year, then I'm not worth anything. It's literally his belief system that says. And so he does, what if we define ourselves in such a way where we get to create who we are and how we serve our God and how we serve our clients.

And we can just write all that down and say, this is the price that we're willing to pay, right? So I want you to grab a pen and paper, and I want you to write this down. I want you to pause this. When you do it so that you're really getting it. Okay. So write those two things down. Who do you want to be?

Who do you have to be in order to do what you have to do in order to have what you want to have? Right. Jim Forton always says that, and I love that. Write that down. Who do you want to be after you write down who you want to be? I want you to write down the price that you're willing to pay to get there.

Like, what are you willing to do? Are you willing to go on the internet every night? When you get home from work? If you've got a full-time job too, are you willing to spend those extra hours when you get off work? What are you willing to do to get there? Are you willing to work five days a week, extra, you know, six.

What are you willing to do? Are you willing to give up time with your family? Because that might not be a negotiation for you. That might be where you draw the line. Where you say, look, I have every Sunday with my family bar, none. There's nothing that gets in the way of my family and my God. Right. I'm going to go to church with my family.

I'm going to be with my wife and my kids. Sundays are for us. That might be where you draw the line. So I want you to write that down. And how does that feel when you set those boundaries? Because boundaries are great. I love boundaries. I have had to read a bunch of books on boundaries. Because I have a daughter who had a drug problem when she was going through her issues, it got really scary in our marriage for my husband.

I had a father who was an alcoholic and abusive. And I had gone with my mom to Alateen. She went to Alanon and I went to Alateen and then Alanon as I got older. But when you have somebody in your life who has an issue with alcohol or drugs or addiction, You kind of learn about the games that they play.

They're very good actors. They will tell you whatever they need to tell you in order to get what they need to get in order to get the drugs, you know, to do what they have to do. It's, it's basically what we're going to do in our business. Right? It's basically what are they willing to do? And pretty much it's everything.

They are willing to do everything in anything to get this drug. My husband. He had a mom who had no siblings. She was an only child. And he was raised with just his brother being from this very small family. They didn't have those issues. He never had dealt with those kinds of things. And so I found that we were butting heads a lot and he was having a really hard time setting boundaries.

And I kind of told him, I said, look, you cannot give her money. You can't keep giving her money because. She spending it on drugs. This is when she was, you know, in the throws of her addiction. And it got to be a very hard time in our marriage. We've been together since we were 16, 35 years of marriage. So we dated for five years.

And so we've been together like now over 40 years. I mean, that's a long time that part of our marriage, it got really scary because it was hard to communicate with somebody who didn't understand addictions. And I was trying to let him know. You carry em, you bury them. If you just keep handing the money, it's not a good bank.

So you have to draw these boundaries. And if they cross those boundaries, you have to be willing to stand up for yourself and do some pretty hard parenting. When they say tough love. It's not being tough on the other. It's really tough on your heart, you know, to turn your child away. Not knowing if they're going to be found in a canal somewhere floating or overdose, or the next call you get is going to.

From a police officer arresting them or finding them dead. It's a very, very scary scenario. So boundaries are. These incredibly powerful tools. And I do recommend you, if you have trouble setting boundaries for your self and your life and in your business and around what you're willing to do, I do recommend that you start reading books about boundaries.

Boundaries are really important to set, or you can go to. Couple of Alanon meetings. They'll help set some boundaries. Those people are really good, or a pal meeting, parents of addicted, loved ones. Those guys are really great at helping you learn to set boundaries, but boundaries around your business are going to be.

Incredibly important. You have to know what you're willing to do and what you're not, not willing to do to grow your business. So Tom said, humans are the ultimate adaptation machines. You know, it's really what we were designed to do. We are like AI, but we're not artificial intelligence. We are real intelligence.

And we really do learn from things. As long as we allow ourselves to learn. Einstein said, the definition of insanity is doing the same thing, expecting different results. It doesn't happen. You have to try new things. A lot of times we're afraid to try those new things because we're afraid of failing. We really don't want to fail, but literally failing is what we are designed to do.

When we are children and we start to learn to walk, we fall down a lot. We don't just sit down on our bottoms and say, well, that's it. I'm not going to give this walking crap. A try, screw this. I've already fallen like four or five times. I'm not going to do this anymore. No, we get ourselves up and we keep trying.

It's only through school and interaction with other people that will you learn. There are quote unquote right ways and wrong ways to do things and what's accepted and what's not accepted. Especially when we get into school, when the teachers are looking for right answers, which is kind of why they're trying not to allow people to have right.

And wrong answers, but you really need right and wrong answers. So why, so you know how to change and adapt and shift and go towards the correct answer. You have to have the right answers. So somebody is always going to be wrong and somebody's going to be right. And that's okay. Being wrong is fine. As long as you're learning from it and moving towards the correct answer, this is what boggles my mind when they do that stuff in school and say, oh, we're not going to give them the right answer or everybody has the right answer.

No, they don't. There's a right answer and there's a wrong answer, you know, and we need to know the right answer so we can keep moving towards it and we need to know what we've done wrong and why, so we can adapt and then change. We're done designed to take in all this new information we're designed to make a change our behavior so that we can get new outcomes.

And we're all playing this game. It's a game of adaptations game of learning. Skill acquisition is what he said, skilled acquisition. I love that. So I wrote down in my notes as I was listening to him, talk, what is failure again? Tom said something brilliant. He said, we have to recognize that failure is the most information, rich data stream that exists.

It gives us the most information. About what we're trying to accomplish and how to get there. So when we have a quote unquote failure, we are getting so much information about what not to do. Remember Thomas Edison was asked if he was upset because he had failed so many times. I think it was like 10,000 times or something.

I remember he had a whole slew of assistant scientists working for him, a big, huge building of them. So it wasn't just him failing. It was all his a hundred employees failing so they could fail 10,000 times. It was a fraction of a fraction, but he said, I didn't fail 10,000 times. I found 10,000 ways not to create a light bulb.

That's so true. You're like, you can't do it this way. Let's shift and try something else. Let's try it another way and another way and another way. And finally you get it. The same thing is going to hold true when running your business, you're going to find all these great little ways. To run your business, to hire VAs, to hire different companies and work with different companies.

Do scheduling with them and maintenance and all of different things, and then something's going to happen. And there's going to be a break in communication somewhere might be a with your guest. It might be something that you have no control over whatsoever. Like the weather. And, you know, the electricity goes out during the middle of the summer.

And the AC is off when it's 115 outsides, things like that happen. Right. Or the opposite, some snow storm hits, and now there's no heat for somebody and got to get blankets and, and a fire pit or something over there so that people can stay warm. There are things that are out of your control and things that you can control, but you're going to have like all these little failures along the way.

And what do we do? We learn to adapt. We learn to adapt them. We have to take in all that information. Remember the most information, rich data stream that exists is failure. And I was like, oh my gosh, it's so true. It's so true. And we take it so personally, and it really isn't personal at all. It has nothing to do with us personally doing that thing.

It wasn't saying, well, I just want Michelle to fail. No, it would have happened when anybody did it that way. So it's not a personal thing. It's just not the correct thing to do. There's a better way of doing it. We need to take in the data and shift our perspective a little. So there's no way for you to learn faster than by making a mistake.

The bigger the mistake, the more impact it has on us does it. Like even in marriages, when people get into a bad relationship and then that relationship fails, they take it. So personally it has a lot of impact in it hurts really bad, and it might leave a really bad taste in somebody's mouth. But the whole point is what did you learn?

What did you learn? Did you learn. That you weren't very good at communicating or they weren't very good at communicating that you didn't know the other person well enough before you got married. What, what did you learn from that? We as human beings often do not take full advantage of the opportunities of learning through failure.

And we really need to do that instead. We need to embrace failure and learn from it because we are going to be the better for it. Right. We are definitely going to be the better for it. It hurts. It really hurts. It makes you feel. Bad. It kicks you psychologically in the butt. And you walk away and you're just like, wow, I really suck at this.

I am the worst. I don't know how to do this. I am failing my way or faking my way through this. And I have no idea what I'm doing when you're. You feel that way a lot when your kids are, when your kids are going through adolescents, you know, when they start to hit the teenage years just right before then, you're just kind of look at them and go, I don't even know who took my kid and put this alien in their place.

Skin Walker bangs or something that just changed place. But the whole thing is you think of yourself as a huge failure. You're like, I don't know what I'm doing. Don't worry. None of us did we do the best job we can do if we can learn from our mistakes, if we can learn from other people, if we can set boundaries.

And stick to those boundaries. We're going to do a lot better. So you can take this and apply this to every situation, your business, your relationships, your relationship with your kids, the relationship that you have with your spouse, right? What are you willing to do to make your marriage work? Are you willing before you even get into marriage?

You know, especially like Kevin and I, when we got married, we had to take those courses when we were. And you look at each other and you're like, boy, I have to be willing to be with this person. And only this person, the rest of my life. Am I willing to do that? You have to know what the answer is, and that means you have to keep yourself away from what, what my mom always called the near occasions of sin.

You cannot put yourself in a place where you are more likely to do harm against your marriage. So you don't go out to single bars with your single friends. You don't flirt with women or men. You don't do those things. And the reason why is because you know that you want this relationship, that's your goal and what are you willing to do in order for that to happen?

I'm willing to give up all these other things. The same holds true in your business. What are you willing to give up and what are you willing to give in order to have a successful business? So Tom was saying that there are parts of your brain that are designed to store memory, and they're only activated when your emotions are heightened.

Now that's pretty cool. Like if you're being chased by a tiger, you're going to remember something that you would not have remembered. Two seconds before that tiger started chasing you. But the reason why is it's your fight or flight response, and these parts of your brain are only activated by that high emotion.

And that means what are we going to accomplish? We're going to have all these little failures along the way. We might have a property that we pick up and he did not do well through 2020 right now. We're dusting ourselves off and feeling pretty sorry for ourself. We are losers, right? No, we're not loser.

It was it year. And a lot of stuff that happened. We're not going to take it personally. We're going to see what we learned and we're going to move on because we're not going to judge ourselves through the lens of that one moment. We're going to judge ourselves at the end of a lifetime and we don't judge others.

We just judge ourself. Because we know God's going to judge us too. So got our boundaries set and the things that we are willing to do and not do so. Lot of times we look at somebody who's super successful and we're like, oh, Look at them, you know, they have it so easy or everything happened right. For them, or they're an overnight success.

We don't see all their failures that they went through on the way to get to that successful place. Right. We don't see that. We see just this outcome. So we might be making ourselves feel bad just because we think this guy was. Or this gal was just had everything happened in alignment for her. And that's not true.

That's not true. But also let's look at herself in the mirror and say, okay, if we want to be that successful person, and we want to look in the mirror and see that successful person, what does that person look like? They've got this successful business. They're making a lot of money. They have time with their family.

They're spending time with their spouse time with their. They're tiving and going to worship and saying, thank you. And they're doing all these wonderful things. There you are successful. What are you willing to do for that? We have to be relentless. We have to be willing to suffer a little bit, right.

There has to be some suffering. We have to be willing to stay focused when it's super hard to stay focused and we have to be willing to sacrifice things, not things like our family or going to church or things like that, but definitely. We can't sit there and binge watch through Netflix, you know, because we have to be able to give those type of things up so that we can create the business that we want.

We have to, we have to, because otherwise we're not going to make. You can't just, half-ass your way through it. I know that's a terrible word, but it's the fitting word for this? You can't just have to do it. You have to go on full throttle to get this business done. Be willing to take your family with you, but set those boundaries so that you're not interfering with what is most important to you, but everything else, everything else has to be sacrificed.

So no golfing and no, you know, going out to the mountains or hiking or fishing or boating or camping or all the things that you used to do. All the fun things that we used to do, we have to be willing to give up for a little. Just until we get this done just until we meet this and we have to be willing to fail.

We have to be willing to fail because only by failure, can we learn? So go out and try. And if it fails, don't worry. We're going to focus on it. Look at it, see what we learned and then adjust and then go again. Right. We're going to go again on both. My parents passed away and both had cancer, so we knew it was coming.

The most important things. When you have somebody who passes away from cancer and you know, we'll start talking to you at the end and telling you what's important in their life, what they wish they had done more of what they were sorry. They did, you know, they kind of go through the whole thing. Never did they want to spend more time in her business?

It was always about the people. How do we feel. About herself. When we look in the mirror, when it's just you and yourself, how do you feel about yourself? Are you happy with the person that you are? Are you sad that you've compromised some things, how can we make ourselves better? How can we be the best version of ourself in this lifetime that we can be?

Because we're only given this shot, this one chance, how can we make it count? If we failed before it's okay. Cause like I said, it's not just that one moment. It's the lifetime at the end. So we have opportunity after opportunity. Every day we get up and we get to write a whole new chapter, all those failures, they were just leading us up to what's coming right your past.

And the things that you've done really give credibility to who you are right now. And if you aren't proud of those things, it's okay. Cause we can rewrite. And do better. We can always do better. Even if we've done really good all the way up until now we can do better. We can be better. We can be better for ourselves and our family or her spouse, our children, our community for God, we can be better.

So in order to get what we need to get to move on these skills, how do we get these wonderful skills to do this? Right. We are learning these skills through those failures. We are perfecting those skills through our failures, just like Michael Jordan, you know, when he failed and he got kicked off the team, he went and practiced every single day and he built up the skills and it's the same thing.

When we go out and we try to get a property and that landlord says no, and we're doing rental arbitrage or something. We don't just quit. We go to the next one and the next one and the next one. And every time we talk to a landlord, it gets easier and easier for us. We become more articulate. We become more confident.

We know exactly what we're talking about. The first ones are kind of like, uh, uh, we're just making all these noises and we don't even know what's coming out, but by the time you get to where you've talked to him, handled. 40 50, a hundred landlords. Now you've got it down. You could probably do it in your sleep.

Somebody could shake you awake and say, give me the pitch that you tell a landlord. You're like, hi, my name is Michelle Russell. Let me tell you a little bit about what I do and. You know, and you just go into your elevator pitch, you know what you're doing because you've practiced and you've built those skills.

And the only way to build these skills is through those little failures time. After time, after time, after time, you're going to do it over and over and over again. Don't be afraid to fail. Not every one's going to be a yes, I'll tell you. It's a lot easier to do short-term rentals and find properties than it is to find properties.

When we were fixing and flipping properties. When we were sending out letters to homeowners and we would get phone calls from people, it was a percentage of a percentage that would give us a call on the letters that we sent out. And then the people that we talked to, it was a small percentage of them that would say yes to the, you know, offers that we were making, because we had to make sure that we had profit in those offers.

So they had to be lower offers so that we could put the money into these properties, fix them up and still have money that we're going to put in our pocket at the end. We got a lot of nos. You just learn to get the nose and you learn that, you know, you go through this many nos to get a yes. And then it's just all gravy after that.

After a while you build that percentage, I like to play the number games and write it down. I have to talk to this many landlords to get a yes. And so what do I start doing? I start going out and talking to more landlords. If I have to talk to 10 landlords before I get a yes or even 20, then I'm going to go out there every week and talk to 20 landlords that I get at least one yes.

A week. And then that number, believe it or not starts going down, then it turns into 15 lands to get a yes, then 10 landlords to get a yeah. You're going to do the same thing. You're going to get your skills built and then those numbers will start going down. But you only do that by practicing. You have to have something bigger than yourself that moves you forward, you know, because you get knocked down a lot of times when you're building this business, a lot of times you just need a reminder, why the heck am I doing this?

Why are you doing. You need to be able to look at yourself and sit with yourself and say, okay, here's what I want. I want this for my family. I want this for my community. Maybe you're aspiring to help somebody. You have to have a bigger purpose. There's a great book called start with why Simon Sinek is a great book, but the why is one of the most important things you need to know when you're building your business?

Why are you building this? It's not just, you know, I heard about those things and I thought I would do it. No, you have to have a reason why. And you have to know that reason and it has to be a big enough reason that it drives you. It drives you and keeps you going years ago, we learned a lesson about your, why, what is the driving force in your life?

What are you willing to do for the things that are important here? We had this speaker come and speak to us and he told this story and he got a volunteer and it was the most amazing thing. And he said, okay, we're going to put this two by six board down on the ground. I'm going to have you just balance and walk across this board.

And the board was just sitting on the ground and the person walked across the board. You know, it was probably an eight foot ball. And he walked from one end to the other end and he said, okay, now if I set this board up on this chair, put one in here in one, and there would you walk across. And he was like, well, probably.

And he said, what if I put it on the top part, you know, from the, the edge on the top to the edge. So you, that you were probably three feet, four feet up off the ground, would you walk from one end to the other for it? And he was like, yeah, probably. And he said, okay, what if I put it 10 feet up in the air?

Would you walk across it? And he was like, Well 10 feet. I don't know. Cause I could probably get hurt. And he said, well, what if I gave you a hundred bucks? And he goes, I might not do it for a hundred bucks. And he said, what would it take? What would it take for you to walk across this board? 15, 20 feet?

Let's say it was 15, 20 feet from one end to the other and you had to walk across it. And it was as high up as a two story building. What would it take? And he said, well, I don't know. I don't know that I would even do that now for a thousand bucks or maybe even a million bucks. Would you do it for a million bucks?

I might do it for a million bucks. And he said, okay, now let's put it a hundred stories up. You're going from one building a hundred stories, high to another building, a hundred stories, high you're walking on this board on a windy day with nothing holding you. And you got to walk across. What will it take?

And he was like, wow, I don't think I would do that a hundred stories. There's no way. And he said, what if there was somebody at the other end of that, holding your child with a knife to their throat? And they said, you have to walk across this board a hundred stories up with nothing to hold you or secure you.

Would you do it then? And he said, yes, absolutely. What is that important in your life? What means that much to you? You have to know those things hangs. You have to know what really moves you in your life. Because most of the time it's not money. This person really thought he was motivated by money. He was like, oh, a million dollars, a million dollars.

I think that's, he got him to stand up. Who here is motivated by money. You know, motivated by a million dollars, like I'll do almost anything for a million dollars. And I think that's how he got the guy to sand out, but then he realized it wasn't the money. What really motivates you in your life? Why do you do what you do?

Who do you do it for? What do you believe in? What are you willing to fight for? You have to find something that you would die for and learn to live for it. Tom's dad, God gave him a sign that says that, and he's got that in his office. What you build your self esteem around matters. And it matters a lot. A lot of us build our self-esteem around being right or being smart or being good at something.

Right. But those are very fragile things. There's always somebody smarter you, or, you know, they, they're more correct than you, you are, especially if they know more they've been doing it longer, right. There's always someone better or stronger or prettier. There's always somebody, when you build your self-esteem around those fragile things, they can fail so easily and so quickly.

And then you feel bad about yourself. What if instead you built yourself esteem around being a good learner that you are willing to fail so that you can learn, became willing to face your inadequacy. And take responsibility for them, not point fingers at everybody when we fail and we point fingers at somebody else, what do we do?

We take all of that, learning, all that potential learning, and we give it to somebody else. We give them the power over it, because see that wasn't our fault. It was their fault. They need to learn the lesson and we don't and we just failed even better. Because we gave away all the potential power of the learning experience in that failing situation, we gave it all away.

We need to take a hundred percent responsibility for everything in our life, a hundred percent responsibility for every single thing. Even if we don't think it's our fault, take responsibility for it. Learn to be responsible for everything, especially in your company. Somebody didn't show up your cleaning crew.

Didn't show up, take responsibility for that. That's your company. I am going to take responsibility for this a hundred percent and I'm going to make it right because it's my company. It's my job. It's my butt on the line. It's my reputation. I'm going to take a hundred percent responsibility for it. There is so much power and taking a hundred percent responsibility, a hundred percent of that.

There really is. There's a lot of power in that. You get all the learning, you get it all, and we're going to fail. Everyone fails when we fail and we will fail. We have to ask ourselves that one question, what did we learn from this? What did I learn? What was the big learning lesson here? Not always a fun lesson, but the learning lesson.

Remember, your ego will kick you in the butt. It will kick you in the butt. And sometimes your ego is a little worse and your ego is going to say, oh, it's not, your fault was like danger, danger, danger will Robinson. Why? Because it is, you're going to take a hundred percent responsibility for everything accepting, taking responsibility, embracing it, that personal responsibility.

It is crucial. In this, it is the only way to ask that question and get the correct answer in the correct context. What did I learn from this? How can I do something about it? If you're blaming others, then you're not going to get that lesson. Don't push it off. Don't push it on someone else. Don't blame someone else.

It's going to stop you from your potential. It'll stop you from building those skills. Take your potential, build your skills. All those skills have utility in this world. Know what you want to become and the price you're willing to pay for it. So I want you to embrace failure this year, and I want you to be okay with failing a lot, go out there and talk to a lot of landlords, right.

A lot. I want you to fail so many times that you have more successes than anyone else, because you were willing to do that. You are willing to do that. I want you to take a hundred percent responsibility in everything that happens everywhere in your business and your marriage, parenting, you name it, everything you do this year, the rest of this year, you're going to take a hundred percent responsibility for God.

And then you're going to work on those two questions that I gave you, who you want to become and the price you're willing to pay to get there a hundred percent responsibility. So you learn the lesson and get the skills I'm super proud of. You let's continue on. With our duplication process, now that we know how to fail and we'll go over that tomorrow, have a great day.  Go and grow.

God bless you.