#14 Automating to Freedom with Dan Schwartz
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Itunes – www.TonyJavier.com/itunes
Guest Bio: My man Dan Schwartz (found of Investor Fuse) has it figured out. To build a true business you have to figure out how to get out of your own way.
Dan and I talk about building a REAL Real Estate Business that provides true freedom. Something he and I have been able to do and want to inspire others to do that same.
Listen to the full episode at www.TonyJavier.com/itunes and please leave a review.
If you want to watch the video, go to www.TonyJavier.com/podcast.
More about him – www.TonyJavier/danschwartz
Welcome to today’s show. We have Mr. Dan Schwartz with investor fuse. He’s got a lead conversion system that helps real estate investors convert leads and automate the way that they handle their lead. So I’m super excited to have him here today. If you’re a new investor getting started, this is a way to take your leads and put them into his system. And if you’re an experienced investor, this is a great way for you to take your leads, convert them and manage them accordingly. We’ll dive in and Dan will show you exactly what we’re talking about, but Mr. Dan Schwartz, what’s going on buddy investor fuse 3.0, you just launched recently. So tell us a little bit about investor fuse, how you came about the pro you know, doing this and kind of the evolution to where you are today, man.
Yeah, man. Well, first of all, great to see ya. It’s been a, it’s been a while. We used to be neighbors in San Diego and then I moved to Austin and I haven’t seen you since, but we’re due for a, for a hangout when I come back out there. So I’ve been in the business since 2011, initially came in as a wholesaler and then started to wholesale deals, waltering Full time in a band. I don’t know if you remember this aspect of me, have a drum set right behind me. It’s still a big part of my life. And while I was on the road touring, I got really good at off market deals generation And managing all of the systems for my team back in Baltimore, which is where I was doing deals to do deals without me being there. So I can stay on the road and I can live my passion, play music. And other people eventually noticed that I was able to set these systems up using a tool called Podio, which everyone knows about. And I ended up being like the guy that helped people set their Podio up. I think I was literally the first person to like set up a pay automated set up. And from that, I realized that there was a huge need to launch a business around this. And so fast forward five years from 2015, we launched investor fuse, which became it’s own software. We use Podio as a way to template what investors needed to manage their followup and their lead nurturing and their acquisitions.
And we use that information and customers to build their own system. And then we just rebuilt the system again, you know, we made a, we learned from a lot of our experiences with our first system and we just launched. What’s called IF3. So it’s not, it’s not the 3.0, it’s called, IF3 just sounds cooler. And it’s like the best of both worlds. It’s got the flexibility of Podio and it’s got the simplicity of our first standalone system and it helps investors manage their followup and automatically guide their team through the sales process, which is what we found most other systems neglect, the most important part of this business, which is what happens once it actually comes in. You have a process in place to nurture that lead over time and make an offer on it, go on the appointment and actually get it to closing. And so that’s what our new IF3 system is all about.
And now the best of use is my full time shtick. We have, you know, 15 employees and hundreds and hundreds of customers, and I’m a full time software guy now, but I apply and I teach a lot of the principles that I use to grow this software company. And I basically teach investors how to scale themselves out of their company, using technology, using automation, using team to really create a business. That’s more around their ideal lifestyle. And that’s the mission of investor views. And we bake that into our product as well to make it easy.
So you said you don’t like to use the term CRM. You like to use the word lead conversion software. So tell us the difference between what you feel like a CRM is and what other people do compare to what Investor Fuse helps people do.
Yeah. So we use a CRM called HubSpot to manage interaction with our existing customers that are like recurring customers. The real estate business, it’s a transactional business. You don’t really, once you, once you have a customer, you do a deal. That’s probably the last that you’ll communicate with that person, unless it’s a buyer for instance. So you can use an auto responder system for that. Most of the real estate tools out there are around generating a lead or taking your vacant house data and like sending out a ringless voicemail blast, or sending out direct mail or putting them in a dialer and cold calling them. These are all lead generation tools. And unfortunately, a lot of people are using these lead gen tools to manage the closing or like the followup once the lead actually comes in. And there’s a stat from our mutual friend, Christina Krauss, who, you know, and she said that she did a study over the course of three years hundreds of thousands of data points with her clients that are all actively doing deals and of her clients that had a followup system separate from their lead gen system.
75% of their deals came 30 days or more after the initial point of contact for her customers that didn’t have a followup system in place. And they use their Leadgen tools. They sort of just brute force and Willy nilly their way to, to a deal. 8% of their deals came from followup after 30 days. So literally you can 10 X, almost 10 X your business just by having like a dedicated followup tool. And that is the message that I want to get out there because obviously the majority of your revenue is going to come from your followup with leads. And it’s the hardest thing to do because it takes consistency. And you need to reach out to someone sometimes like 12 or more times just to get ahold of them. And what better way than to automate that process and, or give you a step by step guidance system that had made it easy for your team to do that on your behalf. And that is what I have three is all about. So we call it a lead conversion system, not a CRM.
Awesome, man. Yeah. That is a big thing because a lot of people don’t follow up with leads. I could even say as an investor myself, we can be a little relax on that sometimes and I try and get on my team about it. And so tell me how you automate it. Is it that it sets reminders for you to do certain things or does it actually automatically send emails and text messages and different things for you? So your team doesn’t have to do that, do that. All they have to do is manage the interaction once the client interacts back with them Or the software.
Both and so when you’re completing an action, the system is it driven by actions and when you complete your actions, it updates your stats and your KPIs and everything. So when you’re at the end of an action, it guides you through step by step that I get ahold of the seller. Yes or no. If so, then it gives you another set of things to fill out. And it just kind of walks you through step by step, how you actually interact with the software. So you really know thinking, and then when you choose next action, you can actually either put it on a follow up in seven days where you basically set it and forget it. It’ll pop back in as a reminder to follow up and give you the relevant information you need in a week, or you can place it on what’s called a sequence followup sequence, which is a premade sequence of text messages, emails, ringless, voicemail, and a custom action to just give them a call that you can build unlimited amounts of in investor views, super simple. And so you just basically turn that on and then the first message fires out and they’ll basically go on forever to the extent that you build out these sequences. We actually give investors just ready-made pre-made sequences that are already, we know that work for different situations. Like if if it’s a cold lead or if it’s a dead lead, or if you made an offer on the lead and you just want to follow up on that offer, there’s a sequence for everything. So you click it. And when they respond, you’ll get a text message that says, Hey, one of your seller responded to a sequence click here to open up the record and like get back to them. There’s really no way you’re going to miss out on me. And a lot of our members typically get like multiple appointments a week just from these automated sequences stuff that they would not have gotten if they like relied on memory or just even brute force that, you know, so those are the two ways to do it. And you can kind of see where your sellers are at in the system. So if you opened up a lead, you can see where in a sequence they’re at. So you can see that they’ve already gotten 10 messages and there’s 30 messages to go and you can see a whole record of the communication and once they reply, you can set up your notifications to send you a text message or an email, and it’ll go to the right person at the right time. So it’s really just all the stuff happening in the backend that we had to like manually figure out in Podio, because Podio is not designed for any of that. That’s a project management tool that people kind of use glue stuff together. So it did that.
You said it is on Podio though. It’s, it’s kind of based on
No 1000%, Not on Podio. Okay.
I thought you said something about Podio.
No, I’m saying Podio was our initial prototype one. I remember that. Yeah, we built it off, but I’m saying that Podio is not built for that type of stuff. So people that are using Podio as a followup tool and trying to get it to do all these automations you’re going against nature.
I think may be what you said is you can customize it like you could for the Podio before. Is that, is that what I heard?
True. Exactly. We did like that aspect of it. People like how Podio is so flexible but unfortunately, most investors aren’t like tech savvy enough to actually take advantage of that. And so we just stripped out the things that are actually used, like useful for investors and put it in its own dedicated platform. And that’s what I have three is.
So if I were to subscribe to Investor Fuse, and I said, I wanted my Investor Fuse to be customized a certain way than I could customize it myself, or you guys can customize it or can it even be modified from the version that you have . Not about the follow up sequences, but like just some extra bells and kind of like you would be able to with Podio.
Yeah. So here’s some of the things you can customize and I have through it, you can customize who gets leads when. You can customize what campaigns you have and who gets the leads from those campaigns. You can have it round Robin out to different people. If you have multiple people on your team, you can customize the fields within a seller’s record. You can customize your contacts. You can customize the fields within a contact. You can customize all of the followup sequences, all the messaging, all the texting, all the emailing, all the ringless voicemails. You can customize the auto responses that get sent to a seller or once they call in and you can customize your notification preferences, which you can’t do in Podio. So you can only get notifications for like when our lead response or when a new lead comes in. Not for when someone updates a record randomly and some app on Podio, which is you get notified for everything on that. So you customize like the workflow of the tool versus in Podio, you customize like how the actual, how it’s actually built. And we realized that 90% of investors don’t need that. So you see what I mean? It’s just, we just customize the essential workflow pieces to make it easier for you to actually do the day to day of lead management.
And I love automation. I mean, everything you’ve done. In fact, your original company, it may be the same it to be called real automation. Do you still call yourself real automation or is that,
That was the thing I did with Joe McCall in 2014, six years ago that helped people automate their Podio workspace. And then I said, you know, this has to be its own separate company. Okay. And that’s when I found an Investor Fuse, but yeah that was the first one.
Gotcha. So you run a, recently, you ran a challenge. I think you called it the 8020 find yourself challenge or something of that nature. Tell us a little bit about that. I’m all about automation, which you are too. I’m all about firing yourself and getting, you know, getting yourself out of the business. So you actually have a business. So tell us about the challenge that you did and kind of your mission behind that.
Yeah. So the key driver to invest your fuse is recurring revenue. And in order for people to keep paying us money, they need to stay in business. And other than a lead conversion system, they also need to know how to hire people, to build systems, to document their processes, to set their goals correctly, to have the right productivity habits, to have the right project management system set up and all these other things that are not in the scope of what our tool does, which just helps you automate your follow up. And we realized that like the best businesses that are on our software all have that stuff dialed in. And that the majority of businesses are all doing that stuff randomly at using brute force alone. And we call them brute force bob, the investors that are just waking up and putting out fires and crossing their fingers and hoping that their marketing is going to convert into a deal and there is no predictability, there’s no tracking, there’s no focus on one single strategy. They’re always jumping from one thing to the next. And at some point last year, I said, you know what? This is the number one reason why investors fail the lack of focus and consistency in their business and the unwillingness to let go and hire people and replace themselves is the number one reason why investors can’t scale past doing, you know, two or three deals a month without, you know, brute forcing and just working harder. So my theory is that working harder is only going to get you to a certain point before you burn out. And if you can use leverage using technology and people, then you can actually create a business that is self sustaining. And so we decided to bring people through this process and I launched a Academy, which is like a 35 hour implementation program, all about how to do this.
I like nerded out for a whole year on this topic of systemization and created like this Epic training that shows you how to do it as a real estate investor. And we launched that last year and then realized we needed more people in it. So we did this challenge publicly on Facebook and we did three of them to this point. It’s a five day challenge that basically shows you how to break the habit of being brute force bob, how to get stuff that’s in your head out of your head. So other stuff, someone else can follow it using processes and documentation. Then we show you how to automate some aspects of that. And then we show you how to actually hire you to make your next hire and plug them into that playbook that you just created for that task. We also show people how to just get an overall sense for where they’re spending their time. We used to do something called the freedom focus or template, which if you haven’t done it yet, Tony I’ll send it to you. It’s like,
Is that where you track everything you do during the day?
Yeah. And you equate it to the dollar per hour level that it is. So is this a $5 per hour task or a $10,000 per hour task? And when you fill out the whole list, then you can actually see what your dollar per hour your dollar per hour productivity is actually at most people are at like 18 or $20 per hour. And unfortunately, if you want to make a million dollars a year, you need to be making $675 per hour. Right? So there’s this big gap that can only be filled through systemization. And that’s been my all consuming obsession and where like even making, I have three, like the systems tool we’re building in project management functions for it, and just helping investors manage their whole business operation inside. I have three instead of just, that would be conversion. That’s the vision for my company and really what I’m most passionate about.
That’s cool, man. It sounds like you and I are on the same mission and have a lot of these same things going on. In fact, I didn’t realize that you had some of the things going on because we haven’t talked in gosh, probably a year or two years but I’ve got a business automation program that I put together. It’s not quite finished. I haven’t figured out how I’m going to launch it or get it out there. I run a mastermind like you do. And I’m all about automation. In fact, I wouldn’t be able to be doing this podcast if it weren’t for automation and building a team and just having a great team, a team behind me to run everything. So you said it’s a five day challenge. So five days it seems like is more just to get people in the mindset or give them the vision of what they need to create. But obviously it takes more time than that. In fact, in 2010 is when I got the vision of, okay, I can step out of my business. I found someone that could do it. I’d hired them as a coach. And it probably took me about three full years before I built out my team completely where I could move somewhere else. I ended up moving to Florida from Wichita. I moved to San Diego shortly after, and I’ve been here for several years and I’ve got a business was in Wichita. So, guess the question would be, what do you think is kind of that timeline or the progression of someone going from brute force Bob, which I used to be for my first 10 years of my business. Do you have a name for the person that kind of steps 20 Adam, 8020 Adam. All right. So tell us, tell us how long you think that progression takes or what exactly it takes to get someone there.
So It’s a lifetime, it’s a lifetime it’s like playing chess. You can learn how to play it in five minutes can take you a lifetime to master it. So in order to have to go from where you are now to having like a self sustaining business, that’s making just as much as you are making. Now you can do it in six weeks. Really it’s you can, you can pinpoint it down to like two hires and maybe like one document like hiring a lead manager, hiring an executive assistant or hiring an acquisitions manager is typically going to be like, one of those three are gonna like give you 90% of your time back. So you can actually focus on doing more deals instead of doing accounting and entering your emails and doing cold calling and managing your CRM and doing all the other things like, so that would be like one thing. So you could do that, you know, you could put up an ad and make that hire in the next two weeks. And then it’s just, I’m getting some expertise around your marketing and having someone that is a closer on onboard and, you know, making that systemize as possible. So you can go through the process and, you know, six weeks you can have a machine that is doing deals. You can have a deal doing business instead of just you doing deals all the time. See the difference. So this business is so simple that like, it’s really not that complicated to do it, but what won’t take six weeks is the mindset around letting go and becoming replaceable and realizing that becoming replaceable as the founder or the CEO or the leader in your company is actually a sign of strength, not weakness. And everybody on your team should, should have the same mindset. People on your team should realize that if I can become replaceable, then I can get promoted. So if I can systemize what I’m doing, then I can get promoted to a leader and hire people and plug them into what I was doing and it’s that mindset that if you, if you can bake that into your culture, you create this like, like everybody has their time is like super leverage and you can just accomplish way more and I know for those of you that are listening for the first time, this is kind of abstract thinking, but think about companies like, you know, Tesla, for instance, even on mosque, there was no way he’s down in the factory floor, screwing everything in to build these cars, right? And if companies like that can exist, you have within you the ability to create a simple deal doing business.
Like it’s really, you just have to put it into perspective. People always say like, you know, maybe my business is too complicated, the systemize, or nobody else can comp properties quite like I can or nobody else. And these are all just limiting beliefs that, like I said, it’s going to take longer than six weeks to like, let go of these things and realize that like the sooner you step out of the middle of your company or you’re making all the decisions, the quicker, you’re going to be able to actually create this self-sustaining operation. And so it’s a mindset thing. You could do the tactics in six weeks to create it. But the mindset of being able to let go and remove yourself from the working in the business activity is going to take awhile. And you know, there is no magic bullet to it other than you need to try it and you need to experience it. You need to experience what it’s like to like buy back a bunch of your time and then start working on, on your business more than in the business. Because unfortunately I’m working on the business and like mind mapping out your acquisitions process. For instance, it’s not fun. Nobody likes to do that stuff, but it’s the thing that actually will give you the highest possible yield. Because when you do this once and someone else can have an instant understanding of your acquisitions process, you don’t have to explain it all the time, one hour invested on your business. We’ll give you infinite time back in the future. And you need to sort of learn to equate that working on your business means profit means $10,000 per hour means high leverage and like creating a better future just by investing some time and today. So it’s a mindset thing. And that’s sort of, that’s how I would answered that. It’s gonna take, it’s going take a while. And the only way to do it is just to start.
Yeah, you said something crucial. You said limiting belief and that’s, that was my limited belief. You know, the first 10 years of my business, I’m like, okay, I’m the one that needs to meet with the sellers. I can negotiate the best. I’m the one that needs to manage these job sites because I know it needs to be done the most. AndI can get people to do things that maybe other people can’t because I, you know, I just have that dry personality and what I realized once, once I started stepping out of the business, I trained people or hired people to do those jobs. And I realized if I hired the right person and had the right process in place, they did a better than I did. Right. Because like I would manage these job sites. I’d get them done at a decent amount of time, but I’d always go over budget, you know? And then once I hired my sister and she ended up taking project management over at a certain point, she was getting every project done on time and on budget. And I didn’t have to manage that part of it, which I’ve realized that I hated it. Like it drain me. Right. And you’ll find out that once you start getting out of the business, that, you know, there’s things, that’ll bring you energy and there’s, there’s things that’ll drain you. And those things that drain you or the things that you need to sit back. And like you said, it’s not fun to sit here and map out a process and all that a year. I think you said another crucial thing is that you spend, you know, an hour on something and it can get you, you know, 10, 15, 20, a hundred, a thousand hours back. If you put it in a good process and someone else can do it. So, you know, I’ve got my main flipping business that I only work a few hours a week on, but I have so many other businesses that I’ve started that I get in that same mindset of, I need to do it. And then I step back and I’m like, okay, the last two weeks I’ve been getting way too in the weeds. And I need to develop the process and get that to my people more. And then once I do that, like frees me up. And then of course I find other stuff to move on to. So this is all good stuff, man. I love it. And what, I guess, what else do you think? So everybody knows that not everybody, but a lot of people have heard that concept, but not a lot of people do it. Right. Like even when they hear it, they don’t do it. What do you think besides limiting belief? What else do you think would get people over that line of like thinking that they need to be in their business so much too. Okay. I don’t need to be in maybe, maybe other people can do it better than I can.
Yeah. So It comes back to this idea that working on your business, doesn’t give you instant gratification. Brute force Bob loves instant gratification. Brute force Bob loves to find that shiny little object, that hot, new motivated seller lead lists that you’ll send out a direct mail and you’ll make a hundred thousand dollars on week one. Right? And that you’re just going to keep digging. You’re going to keep searching for that thing. And that being successful means that you’re going to be the first one to find that shiny object. Well, the real way to win is to think longterm and to realize that there is no shiny object. There’s one proven strategy that you go all in on and you seek edges. You try to find the edge and just go all in on that and realize that it’s the gratification is going to be delayed. So when you’re hiring an acquisitions manager, it’s going to take you a month to train them. And every day is going to feel like you’re wasting your time until they start closing deals on your behalf. Right. And all of a sudden it’s going to have this infinite return and I’m constantly suffering from this, right? Like I I’m always like tempted to just go and do it myself. Right. But I also realized that there’s power in delaying gratification, like recording a video of what I’m doing. Like, I don’t want to be the one that updates my work, my website every time. So next time I do this thing, I’m going to talk, I’m going to record this. And then I’m going to put it into a document. And then the next time I have to do this, I’m going to delegate it out to one of my VA’s and they’re going to know exactly how to do it.
It took me five extra minutes while I was already doing it. And it just should feel, you need to need to be able to tie gratification and doing that type of work. So I think that’s really what it is, man. Like investors come into this business because it’s a get rich type of opportunity business. And unfortunately the reality is that it’s a business and you have to become a team based business and you have to be driven by systems and processes. Otherwise you’re just going to be the guy in the center of your business. That’s responsible for accounting, for marketing, for acquisitions, for publicity, for bookkeeping, for, you know, all the areas of your business. So it’s just one thing at a time in the freedom focuser exercise, I actually have people sort their tasks by the things that drain their energy versus the things that gives them energy. And so your job should just be to start hacking away at those things that, that you hate doing that you’re not good at. And that take up most of your time. And once you start doing that, it creates this compounding effect and you’re eventually going to see the light and you’re going to learn to be gratified by working on the business. The goal that I tell people is you should be working 70% on the business, 30% in the business because you’re still going to have to do some stuff into business. Right. That’s cool. So that you can eventually work a hundred percent above the business.
Yep, absolutely. I love it, man. So what other tools do you have? So like, I have a bunch of other tools like that. You call it the freedom focuser. I call it the Oh gosh time. I can’t even think of the name right now. It’s been a while since I looked at it, but I basically do the same thing where I had people put their, tasks down a dollar amount or a dollar per hour value as well as a priority of how, you know, how much of a priority it is that it needs to be done. What other tools do you have that you could, I guess, tell us about that could help other people to I guess sit down and analyze what they’re doing to kind of get themselves in that mindset of, Hey, I’m doing stuff I don’t need to be doing.
Well, I have a good one that has been shared a lot over the years called the 80 20 task cheat sheet. There’s no opt in or anything. You can just go to investorfuse.com/8020. You’ll just get a PDF that separates it’s like four columns, $5 per hour tasks, a $100 per hour tasks, $1000 per hour task and $10,000 per hour tasks, just to give people an idea of what specific tasks are, orth in terms of dollar per hour. And I think, you know, we have a lot of customers that print this chart out and they put it up on their wall so that they have a constant reminder of am I spending my time on the highest leverage activities and just to serve as a constant reminder for that. So that’s what I would recommend.
Cool, man, do you have a daily planner? I have a, what’s called a daily progress planner, so I’ve got the top three things I need to do today. I’ve got gratitude. I’ve got something fun. I need to do something I can do for someone else and something healthy I can do. So I’ve got this whole thing that I go through each day. That’s like helps me to really focus each day. Do you have something like that, that you start your start your day with, or do you have a routine in the morning that helps you kind of get your day going?
I love that outline that you just shared. I do not use a planner, so I am kind of contrary to most the way I operate as more just sort of the night before, I’ll just make a mental note of the most important thing I have to do next day. So today, for instance, it was finishing the webinar that I’m doing on Wednesday, finishing the slides. That was it. I finished it first thing in the morning and now I’m just like steamrolling through them.
Yeah. If you feel like you’re accomplished now, once you got that one thing done, right? It’s like everything else is gravy.
Exactly. So now I’m about to go on a hike. I’m feeling good and we’ll go to bike ride. Andmy morning routine is essentially, so I break things down. Like I’m a very 80 20 thinker, right? So my 80 20 morning routine is figuring out what the most important thing is the night before. And then when I wake up, my 80 20 is I can do whatever I want for the first hour that I wake up except for looking at my phone or my computer. So that’s the only rule. It’s just one role. And I have flexibility of what happens between that hour. Typically I’ll do some yoga, I’ll go outside and like, just like bask in the sun, for instance, just to kind of like charge my body up, I’ll drink a bunch of water. I’ll put some lemon juice in the water. I’ll make some coffee and whatever I do, I just won’t look at my phone until that hour is up. And that way the phone won’t hijack my feel good. And you know, they say it’s like pressuring roulette. Whenever you look at your phone, like there’s a chance that something’s going to stress you out. It’s going to spike your cortisol. It’s going to ruin that more. So I just don’t want to let that happen. And I want to prepare myself to, to respond to things as healthily as possible. When I do look at my phone and get ready to start working
Cool, man, good stuff, investor fuse, or you call it. IF3 just launched. Go check it out. We’ll put a link down below that you guys can go check it out. Any last words you want to share with our listeners anything that you feel like could give them value that they can put in their business or their personal life.
There’s more opportunity than you can possibly imagine in real estate, always no matter what’s happening in the economy or the world or what your social media newsfeed tells you. So I would recommend using a tool called the Newsfeed Eradicator. It’s a tool that you install into your browser and it basically replaces your newsfeed with a motivational quote. You could still get tagged and stuff. You can still get notifications for the groups you’re in and stuff. And you can ignore all of the external noise coming at you from the outside world that probably isn’t benefiting you at all. So just know that there is an abundance of money to be made, literally flying through the air, trillions of dollars at all times, everybody is deserving of that abundance that’s out there. And there’s plenty of opportunity for everyone listening to get there.
Yep. And you can’t see the opportunity if you’re in the weeds and in all the little day to day details, right? Exactly. That’s where the magic happens. And you said it just, like you said, 70, 30, 70% on your business, 30% in it to where eventually you can be above it, looking over it. And that’s what I love. I love that I can just oversee my business now. And not only that, but I can also invest in other businesses and other projects and other things that I’m doing. And again, I couldn’t do that if I was in the day to day operations of my business. So that’s good stuff, man. Well, I appreciate your time. When you’re back in San Diego hit me up. We’ll we’ll grab some coffee and catch up, man. So good stuff. Appreciate what you’re doing. And everybody needs to go check out IF3.
Thank you, man. Yeah. We’re both fighting the same fight. So keep going.
All right, man. We’ll catch up soon. I see you, buddy.