Ditching The 9 to 5 Using Monopoly Money | Your Biggest Deal ep. 2

Joseph Williams: 0:00

Welcome to your biggest deal podcast, with Joseph Williams, connecting you with top real estate professionals and entrepreneurs from around the country about the deals, strategies and motivation that made them successful and will help you reach the next level. This is your biggest deal with Joseph Williams, Henry Washington today really dropped some golden information about taking action, and changing your mindset. So not only just real estate, focus, but really that mindset shift and becoming an entrepreneur, whatever it is you're doing out there. So take a listen, you're definitely gonna learn something. And without further ado, here's Henry, welcome to the podcast, Henry Washington. It's great to have you today. You know, making time to educate those in our community is something that is invaluable to us. So thanks for coming. First, we're just gonna kick it off and tell us kind of who you are and where you come from. And what drives you right now?

Henry Washington: 1:07

Yeah, absolutely. So Henry Washington, again, I'm a real estate investor in the northwest Arkansas market. We've got about 65 rental doors been investing for three and a half years. Man, what drives me? To be honest, man, it's I learned early on that this is more of a people business than a real estate business. And I think the most fun part about this business is the capacity that we as investors have to help the people that we come into contact with. And so man, I mean, we've just had the opportunity to help a ton of people and whether that helped means buying their house, or whether that helped means paying their mortgage for another month or two, so they can stay in their house and figure out something else to do. We've done all of those things. And it's just, it's super fulfilling. And it's super fun. So what drives me is just, like, helping others and then growing my business, so that our capacity to help gross as well.

Joseph Williams: 2:07

Yeah, and that's not something that people initially target or think when they enter real estate. And I mean, just to build off of that I as well, when I started wholesaling just a little bit to kind of drove my own pipeline of flips. And then I was like, wholesaling some deals. And then I was like, Man, I'm like a therapist, sometimes man I am. There's I can literally physically see the stress get relieved from people sometimes when I take these properties from them. And and now that I'm in it for a couple years, like wholesaling, and a lot of these products pop up properties, as you know, super derelict and hoarder houses are what are things that they can't, they literally physically can't sell to anybody, and they don't know where to turn. And, and then you get like messages afterwards like thank you. And, and then in the mainstream media, sometimes though, like wholesalers or investors are somewhat trying to be demonetized for, you know, targeting people or whatever it might be. But an all reality, the mass of the investors are doing great things for the community, that neighborhoods and individuals. So I'm great to hear you say that because that's a it's such a big part of it when you really think about it. So this is obviously called your biggest deal show. So what uh, can you walk us through a deal that impacted you and your family or your business? One that you know, changed your mindset or made you think differently?

Henry Washington: 3:44

Yeah, 100%, man. So we've done a ton of deals. And I would say the deal that was the most impactful, not from a dollars perspective, but from mindset, and from leverage, like we learned all these lessons. And honestly, it was my very first deal. And so I'll give you a little bit of backstory, and then we can jump into it. So prior to me becoming an investor was newly married, and so went from single donor single to married fairly quickly. And in my single life, made great money working for one of these corporate giants and spent a lot of money because I was single and didn't, didn't have financial education and didn't really care. bills were covered. So that's all I was worried about. But then you get married, and you have more than just your mouth to feed. Right and you're and I quickly realized that the spending habits that I had and the mindset I had about money wasn't going to fly in America. Oh man, it's so I for lack of a better term, man when when my wife and I started talking to about buying houses or buying or buying our dream home and having kids and all those things. And I just knew I couldn't afford it. And that was terrifying man and I had a panic attack one night, because I figured I knew I didn't have the money. Matter of fact, the house that we bought, right after we got married, I couldn't even be on the loan, because the credit was so bad. So like it was it was just all bad news. And, and so yeah, panic attack, freaking out about money, don't have to take care of my family, the way that they want to be taken care of and deserve to be taken care of. And I started, I did what any red blooded human being does, when they have a panic attack about money at three in the morning, you start Googling how to make money. And I kept finding real articles about real estate, and videos about real estate, and ended up seeing this this YouTube video from a kid. It was called how to design your dream life through passive income. And I was like, Yep, that's it, I want to do that. Watch this video. This kid was 20 something he had 20 Something doors, he was financially free. And I was like, I'll just, I'll do that. I can do that. If he can do that, do that. So I was like, Cool, I'll just and then I was good. I went back to sleep, I was comfortable. I was like, I didn't have any money. And I had bad credit. But I was gonna buy a bunch of houses and be financially free, or at least build a decent retirement. So that was my plan. So when you fast forward, maybe 90 days later, I had done the research and educated myself and I was all in for this thing. And I was like, I'm buying property. I was telling everybody I was an investor, hadn't bought a thing, didn't know how to buy a thing. But I was just putting that in the universe. Because I feel like what you put, what you put out is what you get, right. And if I want people to take me seriously, I got to take myself seriously. So I was just telling people, I was an investor, and ended up landing my first deal that way. So a buddy of mine was in a tough spot with a house had to sell it within 30 days, because he needed the cash to buy this big piece of property he was going to use for, for him in his church. And so he had let somebody live in it, who was supposed to be able to buy it by the time he needed to sell and that guy couldn't. And so it was like, it was he was like I need help, can you buy it, he was like, this is the money I need to get out of it. If I get this amount of money, I don't care what it's worth. And so he sold it to me at a super discount. So I paid paid 115 for it, it was worth about 145, right. And so I only had 1000 bucks, saved up and I needed about 20 to close on it. And so I had less than 30 days to come up with $19,000. Right. And so this is why the deal was so impactful for me, because the very first lesson I learned was the mindset of an entrepreneur. And so I was networking with other entrepreneurs as part of my journey to building up to this deal. And so I was bouncing, I was like, Hey, guys, I need to come up with $19,000. Anybody want to be a lender on this deal? Like, I need this money, right? And I just couldn't come up with it. I couldn't sell enough stuff in my house to come up with 19 grand like, I couldn't figure it out. And so I called another investor, buddy of mine who is now a business partner, but then was just an investor. And I said, Hey, man, I told my buddy about this house, and I can't get the money. And I know you're an investor, I know it's a good deal. I know you've got the capital, like just Can you can you buy it? Right? It'll be a great deal, because he needs help. And I told him, I would help him. And so my buddy was like, Look, man, it's a great deal. He said, I'll buy it said I would be glad to buy it. He was like, but you need to figure it out, figure it out. And I was just like, I don't I don't get it. I can't figure it out. He was like, you just don't know enough yet. To close on it, you need to go figure out what you're missing. So that you have the information you need to close on the deal. And like I've never approached problems like that before. Prior to entrepreneurship. It was always like, I thought through all the things that I know, none of those things work, therefore I can't do this. And that's not how the entrepreneurial mind works. And so he helped me brainstorm over and over again until we came up with the idea of a 401 k loan. He kind of he asked me he's like you have a 401k? And I was like, no, no, but my wife does. And I was like, but I'm not. I don't want to take money out of 401k You got to pay all kinds of taxes and penalties. And but that's not going to work. He's like, No, you could borrow against it. So I didn't know that. And so I immediately started doing research and found out that we could borrow the downpayment money and we pay yourself back and interest but it just comes out of your paycheck like and it comes out pre tax dollars. So it reduces your taxable income. You're paying interest on your payments, but it's your money. So you're paying yourself interest. And then I was able to access the 19,000 that I need to buy the house and like that was my lightbulb moment because right after we bought it. I kept the same guy in there. I just raised his rents to market rents and that property cash flowed and it cash flowed. enough that the money that I would have normally put in my pocket, covered the money that we were paying for the for the downpayment loan or for the 401 k loan. And so it was just like, this big. Like, I went from panicking at three in the morning to 90 days later, I took some Monopoly money, essentially, and bought a cash flowing asset that was paying me money every month. And like my mind was just like, I was like, Oh, this is, this is more than just a retirement strategy for us. Like, I can use this to stop working soon, rather than having to work for the next 2030 years. And use real estate as a retirement strategy. So that was the mindset shift. And so a light bulb of a mindset. Let me know how powerful Yeah, because it wasn't like it real estate did exactly what I wanted it to do, which was paid me money every month. That's what I was looking for. But what I wasn't expecting was all the other benefits and how easy it was to access the property without having to use your own money. Or, you know, I didn't I wasn't I didn't know about using the 401k. I didn't know, like how powerful of a tool it was going to be. And so once I, once I bought that property, it helped me realize that like, yeah, no, this doesn't need to be a retirement strategy. This needs to be like a

Joseph Williams: 11:21

Yeah, yeah. How can I do this over and over and over again, right now, so educate me in our community just a little bit. So I'm familiar with like a self self directed IRA, where like, you can invest inside of the IRA, but like, you actually took a loan from like a company 401 k. Now, how long can that loan be out before it has to all be paid back?

Henry Washington: 11:43

So yeah, there's a basically a payment schedule. It's just like a term just like a mortgage on it. Until it's yeah, it's like a term is a term, and then there's an interest rate. And they take and then that determines what your payments are. And then they take you they split your payments into however many paychecks you get a month, right? And so it comes out of your paycheck automatically pre taxed. So you don't have to you don't gotta pay it.

Joseph Williams: 12:05

They just take it. Gotcha. Okay, yeah, that is creative. And

Henry Washington: 12:09

then there's no penalties, there's no fees. Now, if you leave that job, before it's paid back, you will have I think you have like 30 days to pay it back in full, or you can talk with your employer about maintaining a payment schedule, still. So there's options for you even then, if you end up?

Joseph Williams: 12:28

Gotcha. Gotcha. Yeah, that's a unique one, you don't hear that one every day. You know, I know a lot of the older guys out there, especially in like the real estate meetups that I go to here in Richmond, Virginia, the, you know, they they're doing a lot of their flips, and IRAs now, because they're, you know, they have plenty of money in all reality. So like, they're just doing it in their IRA, and then retirement and pay in taxes later on, and things like that. So it's always great to share financing tips, because a lot of people don't realize that half the battle is the you know, Ryan, it was coming from you, a private lender hard money, a 401 K, what do you gotta have money to acquire the deal, no matter what it's in.

Henry Washington: 13:11

So after we were able to purchase the property and raise the rents, we started, we realized that we could do even more with this property to build our business. And so like the numbers where I bought it for 115, it was worth about 145, the day I bought it, right, and then we raised rents, and so it's cash flowing. And so we essentially had equity in this deal. And I knew now that I wanted to be able to buy more deals, but had the same problem with not having the money. And so because I was networking with other investors, I started to learn about what options there were for leveraging that existing property. And so I was able to go to a small bank, and I took out a line of credit against the equity. And so they gave me access to, like, 85% of the available equity. And then so now I just had this line of credit of like, 20, some odd$30,000 I can't remember exactly how much, but I had this line of credit that I had access to, to be able to buy more deals, like, like, like, it's hard to explain how mind blowing that is for somebody, like who had never done a deal. Like I had no money. I borrowed Monopoly money, I bought a property and then now I had access more money, more money to buy more property like it was, it was like mind boggling to me. And so we essentially started going all in on marketing at that point to be able to find more off market deals and had access to be able to buy property and so as I would find property now, I had money for down payments. And so all I really needed to do was was focused on finding good deals. deals because I knew that if I could find a good deal, I could buy it, and rent it, and then refinance that property. And then give that same downpayment money that I borrowed off my line of credit back out of that property, and put it back on my line of credit. Or if I bought a property that I was going to flip, I would use that money for a down payment, flip the house, and when I sold it, I get all my money back, pay back my credit, and I keep the difference. And so I was able to rinse and repeat the same line of credit, money for multiple deals. So that one house, my first house, helped me build my portfolio, right and helped me build wealth. So I basically used employer 401k, money, and bank money to build my personal wealth. And that's just that, there's no other investment vehicle that allows you

Joseph Williams: 15:50

to do that. Yeah, I mean, that is a very eye opening experience for you. But for everybody listening. I mean, it, when you look at real estate as an investment, it's by far, the most impactful, most beneficial to your personal wealth, whether you know, you got multiple ways it pays you you got cash flow, you've got appreciation, the property, you've got the tax benefits, the depreciation of the asset, I mean, and it just goes on and on and on. So and the more you acquire, the more depreciation you get, the more appreciates actually this market we're in right now, the more appreciation you get. So I mean, it's just it's amazing. Yeah, and that's, it's a very eye opening story that it was your first deal. And it all is built off of that. And a lot of that goes to just jumping in, right. Like you had an epiphany that night, you read and you did you took action. And I preached that a lot is that you educate yourself to a point, right? And there's ongoing education, but you don't sit down and watch all 400 podcast from bigger pockets, watch 100 of them, you you've got it out there. And then you'll learn doing 111 deal was worth 10 books, right? I mean, you learned so much in the heat of the moment going through it. So yeah, that's that's a great story. So how, so if you had some advice to give to someone that was in your family, same situation, you're looking for more money? What's some advice that you would give to someone try to model kind of what you've done with the rinse and repeat kind of burr method and credit line method?

Henry Washington: 17:36

Yeah, man, the first the first thing I would tell people, and it's almost like a disclaimer. So the method that I use to buy that property by borrowing from the 401k, like, it was a great method for me and my financial situation, it was also a great method, because I know I was buying a great deal, right. And so it's borrowing from your 401 k can be risky. If you buy something that turns out bad, and you're upside down. Now you got to pay your 401k back, and you got to pay this house or loan back, right. And so I'm not saying take out a loan against your house or your 401k and then go buy anything, you need to educate yourself on to enough to know that you're buying a good deal, right? Because in my situation, I bought that house for 115, it was worth 145. If at any point, I decided, this isn't the move for me, I don't want this, I could have sold that house for like 125 or 130. Right? and been able to unload it still make a little bit of money, and then give that money back to the 401k. Like so. I was I've minimized and mitigated my risk by buying a good deal. And so what I always tell new investors is there's a million things you can go focus on as a new investor, right? You can go focus on what's your niche gonna be you can go focus on how you're going to find financing, who's going to repair your properties, right? How you're going to close on and there's all these things you can go do you need to narrow your focus, your focus should be what does a good deal look like in my market? What strategy am I going to employ to find good deals? Those are the two things you could focus on, because everything else doesn't matter. Right, so and if you're new and you're worried about the risks of investing, the best mitigation strategy in real estate investing, is buying a great deal. Because if you buy it low enough, somebody else will always come buy it off you right if you buy it low enough and your bud rehab budget goes through the roof, you've got cushion to absorb that, like if buying a great deal will absorb your mistakes. So if you focus on what does a good deal look like in my market and how am I going to find out from or find good deals, and you master those things. You'll never have to worry about money again. And you'll always be mitigating your risk.

Joseph Williams: 20:08

Yeah. Wow. I love that. I love that Henry. Yeah. I mean, I see people all the time asking questions even on like Facebook, you know, real estate groups. I saw one the other day, it's kind of the same thing. But with a wholesaler, it goes, Hey, everybody, email me your buying criteria, I comment or just go find a good deal, right? Someone will buy it, right. Because like, the saying is always always time, right? Like you make your money when you buy. And obviously, there's ways you buy something that maybe you make even more because it has extra lot with it, and you're creative with it, or you turn it into air, there's a lot of strategies, like you said, but you gotta know what's right for you. And to finding a good deal is the number one thing you can do. And being prepared to take action, having enough education to take action, and then everything else will fall into place, right? Like you said, like, you can go find a contractor, you can, you know, bounce blenders off of one another, do all this. But if you don't have the deal, it doesn't matter. If you call a lender right now and ask them and start talking to them, they're gonna say, well, what's the deal when you get a deal? So I'm gonna talk

Henry Washington: 21:13

about it, you go find a great deal. Call somebody like me, right? Like, if you don't know you're gonna finance it, call somebody for that thing, or somebody will partner with you on it. It's the money is easy if the deal is right.

Joseph Williams: 21:28

Yep, yep. Right. And I say a lot to you, you have to, and this goes into what you're saying about find the deal, you got to control your own deal flow, you gotta get control your own pipeline, right? So you're doing some direct to seller marketing. I mean, really, nowadays, you have to, or, you know, you partner with other wholesalers that are doing it. And there's enough bread on the bone for everybody. But if you're looking on MLS, they're they're few and far between. And when you show up, it's like, it's like a parade outside. So you can control your, your your deal flow. Now, that tell us a little bit about what you kind of got got going on right now. How many units are you have? Are you? Are you focusing on a buy and hold rentals? Are you flipping just to generate revenue? Or is that you know, something you're always focused on or what?

Henry Washington: 22:16

Yeah, man? Absolutely. So right now we've got 65 doors. Well, I just sold to this morning, so I got 63 doors. And the strategy is, is literally hasn't changed. Maybe some of the dynamics inside of my strategy have adjusted a little bit because the markets a little different. And then we had this pandemic, that changed a little bit about how we were approaching things. But the core of my business has always been the same. I learned early on from going to real estate investment meeting, when I first got started, if they were real estate investors in a room, I was in that room, right? Because I wanted to learn all about real estate investing, I wanted to learn who were the most active people, what were they buying, how are they buying it like, I was just absorbing all this information. And one of the common denominator I kept seeing and all these meetups and all these groups, while these people was everybody was complaining that they couldn't find a deal, or deals were hard to come by, or deals were hard to find. And then I just started to realize that that's just what investors say, no matter what the markets like, like it. And so I quickly realized that if I could solve that problem, then I would never have a money problem. Because I would have a room full of people no matter where I lived, who wanted to buy good deals. And so I've built my business, around marketing for great deals. And so yes, if you ask me, I'm going to tell you, I'm a buy and hold investor because that's, that's essentially what I love doing that. I like the long term wealth. But I don't limit my view on deals, to just deals that I would buy and hold. If it's a deal, I buy it. I buy deals, and I'll close on deals. And I still won't know what I plan to do with it. But I know that I bought a great deal. And so I get to choose how I want to exit out of that deal. And so that's why I tell people to focus on finding great deals like I just got back, I put a house under contract today. I don't know if I'm gonna keep it. I don't know if I'm gonna sell it. But I know I'll profit either way I go because I bought it right. Yeah. And so like buying it right gives you the flexibility. And so none of that change. Like I said, we still market I still do mostly direct mail, I've got a website, I do Google AdWords, a lot of that's still the same. I'm venturing into some hiring a call center to do some cold calling for me. So it's also going to be off market finding deals, but I don't really I don't discriminate against what kind of deal like as long as it hits my numbers. I'll buy it and I'll figure out how to dispose of it. And then the strategy or a long term goal that I'm looking at is once I hit somewhere close to 100 doors, I'll probably look at what would I met if I sold half If and would that cover paying off the other half? Because 50 free and clear, is a whole lot more comfortable and safe than 100 leveraged, and it pays better than 100 level. Yeah. Because you're not having the notes and your cash flow increases drastically with no mortgage payment. And your your workload comes down. Right? So managing 50 doors is a whole lot better than managing 100 doors. It's 50 Less tenants, right? It's just, but it's an improved in a drastic improvement in lifestyle, and then your recession proof, right? If anything, whatever happens to the market, you're fine. You don't owe anybody keep your home if you need to lower rent, low rent, you know.

Joseph Williams: 25:39

Yeah. And I mean, finding the deal with equity and deciding on the exit strategy later, is it you're putting yourself in a position to succeed at the end of the day, you're doing you're finding that finding the equity, the day use Put your signature on the on the paper? Yeah, I've, that's something to have thought about is paying off rentals. And I'm trying, I'm trying to figure out how and when I want to do that, you know, you flip, flip, and you get these big chunks of cash. And I was just going back and forth. My wife, I was like, we have four active flips right now. And it was like, we could sell all of these and pay off this triplex and then that triplex would be $5,000 of wealth in our pocket. Yeah. And so it's like, do we want to pay$350,000 to pay this thing off cash and and get 5000 A month is always decisions that have to be made. Luckily, those are all good decisions, right? You're not being forced into any problems. Right? Yeah, that's right. That's right. Well, that's a great insight there. So what you said you were you're Googling you watch some podcast? You especially that one video, you watch that really, kind of right before you took action? For someone starting out right now, don't say bigger pockets. But everybody knows that. When is there any other influencers or a podcast or books that you find valuable? That No, not only not, might not be in the real estate space, it might even be just about personal relationships, or you said, talking to people at the beginning, shaking hands is important.

Henry Washington: 27:12

Yeah, I've got so from a, from a podcast perspective, I listened to a lot of earn your leisure. And they, they don't just talk real estate, they talk a lot. It's more about, you know, mindset, and this, this tons of different businesses and ways to generate income, but it's about, you know, they talk a lot about about your mindset, and about how you should treat money and how you should invest money. And, you know, not everyone is gonna just be a real estate investor, and not everyone, or there's gonna be people that jump into real estate investing and go, You know what this is not, there's not my thing, right? But that doesn't mean you shouldn't invest. And it doesn't mean you shouldn't grow yourself, or it doesn't mean you shouldn't find another way to you know, control your own destiny. And so I've learned a ton from that, and your leisure podcast and the different guests I've had in there that has helped my real estate business, because there's a lot of just great business insight as well. As far as books go, I am a I'm a more of a kind of a mindset and like feelings kind of guy. So like the How To books aren't really my favorite. Like, they're cool and all. But I'm more of a like, what's the mindset you need? Right? And and you know, what, like, the more emotional side and some books that I really enjoyed were things like, obviously, the Rich Dad, Poor Dad, but I really loved the alchemist, right? Because for me in the alchemist, just understanding that if you're doing the things that you're called to do, like, then the universe kind of gets out of your way. And you know, if you're, if you're forcing it a little too much, then maybe you need to make an adjustment. Because what I started to realize was that once I had set my mind to investing, like the roadblocks that would stop most people didn't seem like big deals to me, because I had made that decision that this was how I was going to be successful. Right? I was the real estate was going to get me there. And it's not that I didn't encounter obstacles. It's just that I didn't let those things stopped me or I didn't even sweat them when they happened. Because I was like, yeah, we'll figure out how to get past that and we'll and we'll move on. But it's all mindset that gets you through those things. So that's those are why I enjoy this book.

Joseph Williams: 29:42

Yeah, that's those are. That's it. That's a good one. Now, I think we'll call that out. So the mindset it's almost like after you educate yourself so much on educate on the real estate space or whatever business you're in, real estate here, you start going towards that mind Is that right? It's like I want to grow, I want to be whatever I want to get in better shape. I want to, you know this and that. It's not, it's like you're building you in your character. And you're becoming a better person. Because you've armed yourself with all the real estate knowledge. And you surrounded yourself with other people that are smarter view or just as smarter like cases. So you now you have a community you can lean on and talk to when it comes to that. So you start shifting like mindset and try to grow as a person, you know, and I, I personally have gotten kind of going through that as well. We're listening to podcasts like there's one called the show, right John Metz, and he's like, ex NFL player, that's now is basically a, I guess he's not, he's not a trainer, but he has like an online platform to help people lose weight and get in the best shape of their life. But he has a podcast that just about mindset and crushing in becoming the person. And I heard that early with you, too. You said before even bought your first house, you're gonna tell them an investor, right? And that's something that I lacked. It took a while for me to actually believe in myself and say, like, I'm a real estate investor. I'm a real estate investor now like, I've got nine units. It took me I think, three trial blitzes to realize that hey, like your whatever, this is me house last year, you know, you wholesale 12 deals, you're your first year doing it, you know, like, like, you're your real estate investor. So. So I'll like that. Not only

Henry Washington: 31:31

what people, I mean, what people like you and I, and what people will start to realize as they start doing their research, like, there's a point where, like, you just know, the things like real estate investing has been around for decades. There's like, there's no secret sauce show like people have been doing this for years. And yeah, there's different variations of it. But like, it's very rare that somebody like URI will will like tune into a podcast and be like, I didn't know you could do that. Yeah. We've heard all the strategies at some point. And so like, mindset is really where you can kind of grow and grow yourself. Yeah. And so that's, that's kind of why I mentioned that's a

Joseph Williams: 32:09

great call out great call out. So that kind of wraps up our show here, Henry, thanks again, for the time you spent with us some of some of the golden nuggets that, that you've let everyone in on, where can people find out more about you see, we got the custom hat, the custom shirt. So I know you've got some places for people to go and find out more by every Washington.

Henry Washington: 32:32

Yeah, man, the best way to go learn more about me is to check out my Instagram, at the Henry Washington on Instagram. And then from there, there's a link in my bio. And that link will take you to where you can buy the real estate courses that I've created, it can take you to how to apply for my coaching and mentorship programs. And it can take you to I've got some merchandise and I've got a free book I just released. So this book, right here you can get for free. It's a book on how to finance your deals with little to no money that it's actually one of my courses that I went ahead and converted to a book that some people like to read instead of go through courses. So you get this for free with the link in my bio.

Joseph Williams: 33:17

Perfect. Yeah, so hit up the Henry Washington on Instagram, and they're trying to, I'm assuming a link tree there with access to everything. And this just goes out to everybody. This is a man sitting in front of you today that's actually doing this he's not some guru live in, you know, somewhere else that is a marketing, you know, books in every category that you can think of, you know, over the a pretty short period of time, what three and a half, four years, Henry, you've grown to 65 units. And we're not even talking about other deals you've done with flips and things like that. So, you know, go out there, check out his stuff. Check out his coaching mentorship, and, and learn and then take action. That's the most important thing you can do is to get motivated and take action. And like Henry said, I'll get a new video. And that was it. He was an investor. So we thank you again for being with us today. And good luck, and we'll see you soon.

Henry Washington: 34:11

Thank you very much. I appreciate it.

Joseph Williams: 34:14

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