Ken Coleman is a #1 national best-selling author and nationally syndicated radio host of The Ken Coleman Show. Pulling from his own personal struggles, missed opportunities and career successes, Coleman helps people discover what they were born to do and provides practical steps to make their dream job a reality. The Ken Coleman Show is a caller-driven career show that helps listeners who are stuck in a job they hate or searching for something more out of their career. His second book, The Proximity Principle: The Proven Strategy That Will Lead To The Career You Love, released May 2019.
Connect with Ken:
- My love/hate relationship with Ramsey’s baby steps to financial freedom
- What is The Proximity Principle and who is it for?
- How to find the right career?
- Find the Intersection of Talent, Passion, Mission
- What’s your one word descriptor?
- 7 Stages
- Fear in change of the W2 and fear in buying investment properties
- Best advice for someone who is comfortable
- Life is to short to have a boring 9-5
Links mentioned in this episode:
[00:00:00] Hey, what’s up, everybody? My name is James and I’m the founder of this podcast and movement known as the Debbie to Gap List. I want to thank you for listening today. And just to give you a little bit about information about the show, if you don’t know, there’s your first time listening. My name is Jay Helms. I am a corporate ladder climber. Been climbing the corporate ladder since 2001, but I’ve been actively investing in real estate since 2014. And while successfully growing my degree to career, my wife and I have expanded our real estate, my whole portfolio to over three hundred and twenty units in our very first five years of investing. So we did all that while bringing three beautiful children into the world. Yes, that is right at the time this was recorded. We have three amazing children under five years and younger. So this podcasting community is here to help you do the same. Or even better, I’d love to see success stories where people were out investing us, growing their networks, growing their passive income, just growing their in general income. Higher than what their W-2 will do along. That’s what we’re here about, right? So the focus of this podcast is to help you invest while not losing your sight of the W-2 nor fumbling the family life. Earn investor Pete, as we like to say, your way to what I’m striving for is legacy wealth. So today’s episode is is one of the con. I’m hanging by like this on just yet, but a as a number one national best selling author and national syndicated radio host. Mr. Ken Coleman, I just wrap things up with him as amazing time. I felt like I went to church, guys just full of amazing energy. But pulling a little bit about cancer was number one selling book. skijoring national bestselling book is titled The Proximity Principle.
[00:01:52] All I can tell you is get access to it. At the end of the show, he tells you how to get. They’ve got a little bundle package that you can get the audio version, a handwritten copy and the electronic version. All for one low price, I believe he said it was at the Ken Coleman dot com, which is his Web site. But check it out the end of the episode. And actually in the show notes we put access to that link as well.
[00:02:17] But pulling from Ken’s personal struggles, missed opportunities and career success. Ken helps people discover what they were born to do and provides practical steps to make their dream job a reality. Ken Coleman Show is a color driven career show that helps listeners who are stuck in a job they hate or searching for something out there more out of their career. His second book, The Prox, an impressive which as we’ve talked about, is the proven strategy that will lead you to the career you loved. It was released recently, May 2019. And before we get into the show today, I want to point you toward our affiliates. These are the guys that helped make the show happen. I want to highlight one in particular deal check dot i o. So if you’re on BP just for the calculators, you need to sign up for deal check. Got Io Dille check makes it easy to analyze rental properties. Flip’s and multi-family buildings estimate cash flow and find the best real estate deals. It’s available for every device out there. And to give you give you a few things. So if you’re just now listening to us first episode you to listen to go back a few episodes where I think the title of it is Do you even dil check bro, where I interview the creator of DIL Check Anton Ivan off, who is still in his W-2, still got this this going on the side and also is a real estate investor. But that’s been around for a while.
[00:03:46] And I’ll tell you, I have been so amazed at how easy it is to pull information and just create what I want to see out of a calculator. So it’s over to it. And twenty five thousand rentals in over one hundred twenty five thousand flights have been analyzed from a hundred and thousand plus users in five different countries. If you don’t go to Dubie to Kaplinsky, slash affiliate’s and click on the link there, make sure you use the promo code dubie to cap when you check out. So you can get additional twenty five percent off. You can try it for free. There is a free version for life. But I think once you get in there, you start picking out little things and features. You start paying and it’s not a whole lot. People was like seven or eight bucks a month to be able to use it. Definitely worth checking out. And one thing I just noticed as I’m recording this intro, which is after the show with can we record a show? Can I apparently unplug my microphone some time in the last couple of days? So I’m not so sure how the audio is going to sound with Ken and this intro. But nonetheless, we are here, so we’re going to help the editors can figure that out. Make it sound like we’re amazing. Make it sound amazing. And we’ll just go with it. So without further ado, let’s get to work.
[00:05:30] You are addressing the gap between your successful fulfilling W2 job and to building wealth for your family through real estate investing. You are ready to earn invest. Repeat. Welcome to the W2 Capitalist podcast. Now let’s get to work. Here is your host, Jay helds.
[00:05:57] What’s Mr. Kerry showing in Iowa?
[00:06:00] Super honor and excited to have you. I’m a little nervous. Oh, no. I know I am, too.
[00:06:07] I know you’re you’re you’re an icon. And you’re right. You’re a bestselling author. Right.
[00:06:12] Number one, national best selling author. We’re gonna get into your book here in just a minute. But I was I’m on my lunch break. All right. Overwork. I’m a lover. A lover. Do this. And you know, all the way here, I started think about when you talk to this guy and I start you nervous and I get to lay down on the couch for a minute.
[00:06:30] Oh, man of the house, dude. As big as you. Nervous to talk to a little runt like me? Let’s get the girls inside out.
[00:06:39] There you go. All right. So I want to preface this. You know, we’re just chatting a little bit that I have a love hate relationship with Ramsay’s baby principles, which is the cap. You come out and you guys are doing some awesome stuff. And the reason why I have a love hate relationship is because I get to the point where. Was step 3 or 4 where you’re supposed to cut up the credit cards like, no, there’s no way I’m doing that. I’m going to use these credit cards to get these points. Pay them off every year, every month, which we have successfully been debt free except for the mortgages on our personal home and the rest of the rental property that we own. So I renounce that I’ll take the opportunity kind of troll Dave on Facebook and stuff like that. OK. It’s a love hate relationship, but I hate where he’s brought me to this charade. I would still have another card that I didn’t need. I was throwing the wrong life insurance policy kind of thing. All right. I want to get that out front. I know you’re not gonna say that against them, but I just wanna make sure you understand where I’m coming from.
[00:07:39] It’s fine. Look, you know, we’ve heard this. We’ve heard this before. Dave heard that. He’s heard this a million times. Dave and I have actually sat in a friend of mine, a mutual friend of Dave and I’s house. And he’s a multimillionaire and has sold millions of books.
[00:07:53] And he challenged Dave on that credit card thing, just like you try to challenge Dave. And I’ll just say this. You know, the bottom line is you might be the exception to the rule. Let’s call you the exception to the rule that you were able to use credit cards in a disciplined way. But Dave can’t make exceptions because Dave’s got to talk to the masses and most people can’t handle the temptation of the credit card. Right. So therefore, he’s absolute all in no credit because most people, ninety nine point nine percent people can’t do what you did. So good on you. Good for you. But Dave’s going to change his mind. You’re not going to change his mind. And I am going to change my mind. So where we all get along. It’s all good.
[00:08:36] And there is another exception to the rule. I said we’ve been debt free. We we just had our third kid not eight months ago. So we got three under five. Thank you. We’ve got three under five.
[00:08:46] We had to do something from a vehicle purchase and we do not plan. So we we do have one car payment now and that that stings worse than anything. It really does. But we’re going to we’re going to get sick.
[00:08:56] That’s not why you had me on the road.
[00:08:59] I had you on to talk about this book. I picked it up, the proximity principle. Right. And it’s been out now for a while.
[00:09:09] Came out in May of 19, so what is that? Less than a year. How many months? Seven or eight months?
[00:09:17] Yeah, it’s still a baby. It’s still a baby.
[00:09:20] Still call it or allows, but it is amazing. So I think I’m into this, but I’ve read it.
[00:09:28] I run a small mastermind that I’m looking to grow. It’s this type of data to capitalize. Right. So one of this book and one of the things that we do every month, we go through a book, book of the month, club source. It sort of speaks sometimes we take more than a month or whatnot. But this is definitely on the list because of all of the good stuff that’s in there. Right. So let’s talk about the basis around the proximity principle and who is it for?
[00:09:52] Well, the proximity principle is for anybody who’s not where they want to be professionally. Period. So it could be the starter. So whether there’s a college kid or somebody in their early 20s that has now gone to plan. Excuse me. At least I dream. And they want to get there. It’s for the switcher. So that’s any working professional in 20, 30s, 40s, 50s who wants to get out of something, they fell into the dead end career. There’s no meaning for the work. And then it’s for the what I call the advance or so starter switchers advancers. It’s for somebody who is on the right path, is in the work they love and wants to continue to grow. The proximity principle is this simple but wildly powerful principle that says simply this the right people plus the right places equals opportunity. Now, the principle itself, as I wrote it and memorized it the very first day I said it and it just stuck in my head in order to do what you want to do, you’ve got to be around people that are doing it. And in places where it is happening, this is where opportunity comes in e around those of those people they’re doing, you want to do because you get to learn and observe.
[00:11:00] And emulate and create a model. And then you’re in those places because when you’re in the right places where that work is being done, that sets the chance for you to practice a little bit and observe to meet more of the right people. So the right people in the right places. It is the age old, not so secret truth to success. And so I wanted to unpack it through the context of my journey. And that’s where the five archetypes of people came from. And the five archetypes archetype places came from because I went into my journey, as well as the journey of. Thousands of men and women that I’ve been able to interview, you know, I’ve just been very blessed. It’s how I built my broadcasting career was as an interview specialist. And so I’ve been able to sit needed need with some of the most successful people in the world from all walks of life. And so that’s what that’s what they all share in common proximity.
[00:11:54] And speaking of your career, I’m a little jealous of it. Right. So I’ve. I figured your sister’s name. They’re the center thing up for you came in. But I’m a little jealous of the studio you have now that we’re talking. Or he called it a pod.
[00:12:06] Look, all this is just a little like answering the recording studio.
[00:12:12] Say on your radio station. I was pretty incredible, too.
[00:12:15] Yeah, well, big thanks to Dave Ramsey for creating the ultimate sandbox for me, my studio. It’s like walking into a building every day. I’m very blessed.
[00:12:25] Yeah, I’m walking into it mentally. That’s awesome. So how does somebody go about fun the way? And I’m a I’m a sales coach. Right. For someone to say relatively small, but it’s not that small cybersecurity firm. And one of the things I’ve noticed is the group that I’ve only been there for actually about eight months, I went there May of twenty nineteen. That’s kind of funny.
[00:12:50] And one of the things I’ve got a mix of people there, some are staggering what they’ve been doing because they’ve been there for six, seven years. Right. That’s the job, the positions you own or intend to stir things up a little bit. And there are people who are just trying to find the right career, finding where they want to go. They’ve got to start.
[00:13:06] So I would love to talk about how do you initially find the right career? And then once you get in stagnant, how do you find the courage to take the next step, which is get within proximity? Those people are doing things that interest you. So how does one go about finding the right career? And I’ll I’ll say I fall on this count to. Coming out of college, I kind of felt like I was going to find one place to work and one job to do, and that was going to be it. All right. Here we are 20 years later. So far from the truth.
[00:13:41] Well, let’s start let’s start with that, because it’s a good example of what you have to understand before you start the discovery process. There’s more than one career and more than one job. That allows you to be in your sweet spot. And so let’s start let’s talk about what we’re looking for. We’re really not looking for a career. We’re looking for our unique role in our sweet spot. So let’s define the sweet spot, the sweet spot as the intersection of what you do best, what you love to do most and the results that matter most to you. So let’s talk about talent. Everybody’s more talent, something you’re naturally good at.
[00:14:15] These are abilities and qualities is how I would break this down. Some people would say hard skills and soft skills. Right. And so what I mean by abilities would be your hard skills. This is something that, you know, you do you do very, very well. And the qualities is like a character trait, you know, so I’m a loyal or I’m a hard worker or I’m compassionate or empathetic. So that’s a different delineation between hard skills. Soft skills. I call them abilities and qualities. That’s what you do best. So use those things that you do really, really well as a tool. Think of it as a tool. OK. Then we talk about what you love to do most.
[00:14:54] This is the work that you have high emotion and high devotion for. So when you think about the work, your heart races, you just love it. You get the juice, as I like to say on my radio show every day. And then devotion is you find time disappearing when you’re engaged in it. You’re just so devoted to it. You do it for free and time seems to disappear. That’s what I mean by emotion, devotion. So this is work you love to do. That’s passion. And then finally, mission. This is the results that fire you up. This is the people you want to help or the problem you want to solve. So you use what you do best talent to do what you love to do most, passion to see the results that matter most to you. That’s your mission, talent, passion, mission. Where those intersect. That’s your sweet spot. Now, within that sweet spot is what I call a unique role. And what I mean by that is, is that I could pull a person out of any environment and put them in a different work environment as long as they are performing that role. They’re going to be in their sweet spot. So, for instance, a one word descriptor is what I’m talking about here. So it may be your primary role in your sweet spot is instructor or teacher or maybe it’s facilitator or counselor or maybe it’s problem solver or fixer. Maybe it’s won’t be another one here.
[00:16:22] My brain just went dead, just dead cold. Just like that, folks. Welcome to the life of a broadcaster. But I just gave you several examples, right? I could keep going on and on and on and on. OK. And the idea is, is that one word really describes that that role you love to play. Think of you as performing a role every day for an audience. And that’s your contribution. And so that role is in this sweet spot. And so as long as you’re in the role of fixer or starter or entrepreneur, again, I could go forever here with one word descriptors. And you figure out what that role is by knowing the sweet spot. So that’s how you figure out what I’m supposed to do with my life. That’s what I was created to do. OK. And that’s also how I want to go about doing that. And so once you’ve figured that out, that’s where, again, you have to look at the seven stages that I teach. That’s get clear. I just gave you stage, Will, and that’s getting clear states to get qualified. What do I need to learn and do?
[00:17:20] So you have knowledge and experience. What do I need to learn and do to actually get qualified and be able to step into the arena that I want to be in? How much is that going to cost me? How long is that going to take? You know, that’s getting qualified. Get connected. That’s the proximity principle. I wrote the entire book. It’s all about getting connected and the web of connections and using the connections and so that you can give the opportunities that you dream of. Because when you’re truly learning proximity and the power of it, then opportunities are going to seek you out.
[00:17:53] You know, you’re not sitting around waiting to be discovered, but you’re active and therefore doors are swinging open for you. And so that leads to stage four, which is get started. This is where most people never move past in their life. They’re just so scared to start to put one foot out there and get going. But, you know, once you’re qualified and you get connected, the opportunity comes to you and you take it and you step into the uncomfortable loss of of the new and you’re going to suck the first time. Right. The first time is always your worst time. And that’s how you get going. And so that’s the answer. The question, you’ve got to have clarity first. And once we’re clear, well, then we can get qualified and get connected and then get started.
[00:18:36] Yeah. You said something there that makes me wonder, you know, I’m the same way. And I wonder if this is an age thing.
[00:18:42] As you get older, you start to have a little more confidence. But a lot of people just can’t find the courage to take that action. Right. On that next step, which is amazing, because I’ve done everything up to that point of getting qualified, getting clarity. And now they’re they’re like, OK. Somebody needs to post me because I’m not jumping into the pool. You know, it’s incredible. But I’m the same way. Is it? What is the leading cause of that? Is it because they really haven’t tapped into the people around them enough?
[00:19:12] I know it’s not there. You know, it’s that they’re being overwhelmed. They’re their head is talking their heart out of moving forward. That’s what’s happening.
[00:19:20] The real thing that’s happening is the head is saying this is way too scary. Yeah. Yeah. And the head is focused on fear. The head is focused on doubt and the head is focused on pride. And so what happens is the heart is being cancelled out, if you will. So I try to help my audience get their head and heart aligned. And so it’s a focus issue. They’re focused on the fear, the doubt, the pride, instead of focusing in on the excitement and what’s at the end of this journey. And so when you get your eyes off the prize, if you will. That’s why you don’t get out of the starting gate, because you’re absolutely paralyzed by one of those three insidious enemies. Fear, doubt and pride.
[00:20:04] Yeah. I mean, I’m there with you. I’m not.
[00:20:07] I’m one of your I could be a case example for you. Right. It’s only the last couple years that I really did find the courage to go find a new job to start the podcast. Right.
[00:20:18] To do all that stuff, because you’re right. What were you afraid of? Let’s break you down. It’s the audience weren’t afraid of change.
[00:20:26] Really, it was change.
[00:20:27] No. So, no, it’s not time to go deeper, to tell you what you’re afraid of. Are you afraid of the unknown? Not change. That’s true. I mean, not really true.
[00:20:38] You’re you’re here now on the head because the reason that people the reason people are afraid of change is because of the change you see changes the action. Yeah.
[00:20:48] I’m breaking it down for your brother. It is it granular necessarily?
[00:20:53] I’m not being granular. I’m being absolutely scientific here so that people are saying it’s gonna change is the action. All right, so I want to go from point A to point B. In order for me to go from point A to point B, I’m going to have to change or some change will have to happen. True or false? True. Now, here’s what happens. Change is the action. But the emotion that accompanies accompanies the action is what freaks people out.
[00:21:23] And the unknown. OK, I’ve got to I’ve got to change my zip code. I’m going to have to change my job location on the cheap. So everybody’s tracking with me now is why you laugh and. Right. I get it. Yeah. Well, when I start thinking about all the actions and all the things that will have to take place, then the emotion comes in and it grips us because we’re like, I don’t know, it’s going to work.
[00:21:46] And the fear of the unknown is the greatest fear a human faces.
[00:21:50] Yeah, well, if that’s the case, I’m glad I stirred fear in the face and I just just kicked it out of the way.
[00:21:57] Right, right. Well, that that’s what you do. You know, and you have to do, though, you have to say if fear’s a liar, and that’s what I believe a fear is a liar. So so my fear is is creating all this stuff in my head. I’ve got to get that stuff out on paper almost and say, this is a lie. Yeah. So now once I’ve done that, I go, okay, if this narrative, if these sentences if this paragraph is a lie. What’s the opposite? Yeah, that’s true. And then we go, OK. And that’s how we were able to then fear never dissipates. But courage is moving forward, even in the face of fear, and courage only comes when we get clear. Clarity leads to confidence and it is confidence that then gives us the courage in the moment to go forward because we went back and we got clear. So we look at the lie of fearing go. Is that true? No, that’s not true. That’s not true. That’s not true. That’s not true. This is actually true. I just get clear and I get a little juice, little confidence. A lot of I’m going to step forward. So I it’s really important that we break that down because we we’ve we have got to understand what we’re truly afraid of, because fear creates a symptom. Only go to the doctor. We don’t. We’re not trying to treat the symptom. We’re trying to figure out the source of the symptom. Yeah. Healing comes when we get to the source of the sickness.
[00:23:27] Very true, very true. So fear and changing deputies. That was one of our biggest fear.
[00:23:32] The audience is going to know about is or a lot of them are fear of doing their first do. When it comes to buying investment properties, because at some point time just got to dive in. Right. And that was me five years ago as well.
[00:23:48] My wife and I were like, hey, we don’t know necessarily what we’re doing. Numbers look good on paper. Either we’re Ballinger’s or not. We did it. And it’s been amazing ever since. Everything you just said adding some clarity to my situation. Even though I’m five years and eight months past it. Right. Right. That’s awesome.
[00:24:08] So if somebody is working through your proximity principle, they’ve got very clear that they found the talent.
[00:24:14] They found the passion and found their mission. Is it possible for that person to get stagnant in their WTU project? w.g. position?
[00:24:23] Yeah. Everybody can get comfortable. The word I would use is comfortable stagnancy. A good word. But you know, comfortability is the culprit. Yeah. So let’s say I’m in my sweet spot. Can I get comfortable and stagnant? Absolutely. If I’m not learning and growing. Yeah. So what I mean by that is I’ve got to. Even when I’m in my sweet spot, I’ve got to continue to dream and and recast my vision.
[00:24:46] So if my vision is to get here and I get here, I’ve now got to expand my vision. And when I expand the vision, guess what I’m gonna have to do? I’m gonna have to learn new things and then apply those new things. That’s the growing. So I’m learning and then applying, which is growing. And what I just described there was I’m getting uncomfortable with it. Yeah. So. So, yeah, you absolutely can get comfortable and stagnant in your sweetspot.
[00:25:15] Yeah, absolutely.
[00:25:17] Look, I know you’ve got a hard stop coming out. There’s one last question I wanna ask you. Make sure I’m told respectful for your time.
[00:25:22] But you have a tag line. It’s life. And correct me if I get this wrong, but it’s something along the lines of. Life is too short to have a boring 9 to 5. Yeah. Just to be just a clear there. You’re not warning folks to go out and create their own business or become an entrepreneur. That’s not the silver bullet answer for everyone. For some maybe. No. You’re talking about going out and finding their passion.
[00:25:45] I’m saying that life is too short for you to show up on Monday morning and be miserable before you even open the car door to step into the parking lot, then go into the building. I’m saying a boring 9 to 5.
[00:25:57] I don’t care if you’re an entrepreneur. I don’t care if you’re working for the man. That’s all. Work is honorable. In my mind, I’m saying if you’re not using what you do best to do it, you really love to create a result that matters to you. Life is too short to go through that. That’s what I’m saying.
[00:26:15] Yeah, absolutely. I hate when people come in and talk. I’ve got a case of the Monday, Monday or two. We’re recording this on Friday morning and the office is happy Friday.
[00:26:25] Yeah. You know why? It’s thank God it’s Friday. Because they’re miserable throughout the week. There’s a reason why Friday night everybody’s going and drinking their face off so miserable right now as we talk.
[00:26:39] Here in America, there are people that are staring at their phones or computer screens, just praying that their friends post something new on Facebook and Instagram. So they have something to look at, something that take their mind off of their miserable existence at work. And they’re going to go to happy hour and they’re going to they’re going to not feel their ears by about 7 o’clock tonight. And then they’re going to wake up with an awful hangover and feel like crap until 2 o’clock on Saturday. And then they’re gonna do whatever they gotta do to kind of distract themselves. And then Sunday night they’re gonna face the sun skerries as the anxiety and the misery begin to well up inside of their throat and they wake up feeling despondent, discouraged, depressed, meaningless on Monday morning and they feel that way the entire rest of the week until Friday when I can drown my sorrows again. IMRT some folks the average American is gonna do what I just describe an experience that ninety thousand plus hours over their lifetime. That’s how many hours that the average American works in their lifetime. Now, I’m going to tell you something, if that’s how you want to live. Something’s wrong with you. And I would suggest that you don’t want to live that way, but you continue to live that way because you’d rather dance with the devil. You know, of misery and depression and boredom at work than you would face your fears and step into the unknown and be who God created you to be.
[00:28:05] Amateurism. I want to get too into my life and look back and reminisce. But the people I just described, the people I care deeply about, why I do my show every day, I wake up thinking about you every day. Because I want you to understand, if you don’t make a change, you’re gonna get to the end of your life and you’re gonna regret.
[00:28:26] And when I when I go out and I’m hoping I get to go out with everybody around me and we’re having a big dance party. And maybe I light a cigar up in the hospital room just to have the nurses and doctors off one last time. That I’m full of reminiscing and no regrets because I gave it everything I had.
[00:28:46] I don’t know how to follow that. I think that’s how we wrap it up. That’s for sure. Thank you. I appreciate very much. The proximity principle is available everywhere. You guys get out.
[00:28:59] Pay special deal. Ken Coleman dot com. They can get all three formats for 25 bucks. They get a signed copy, the hard copy like you got in your hand.
[00:29:07] They get the e-book and the audio book read to them by me. This velvet baritone and they get all formats for 25 bucks.
[00:29:16] Well, I will say I appreciate you reading it, because what I do when I when I get three books for the mastermind, I’ll listen to him on audio.
[00:29:24] But the only way I listen to him is if the author actually read. Yeah. And then if it’s good enough for that, then I’ll buy it. So I’m gonna send it market off. But I’d always known about that deal because I think I know that’s a good deal.
[00:29:39] That’s all three formats for one low price and you get one version for you and then you pay it forward by giving the other two versions. I love the gift that keeps on giving.
[00:29:49] Can you asked? You answered a question I have. Best way for people to get in touch with you. Can Coleman.
[00:29:54] Coleman. Dot com. All the social media stuff is there. They got the phone number. They can dial in the show. They can watch the YouTube show. They want to watch and see why. I have a face for radio that’s every day toward the tourist Ken Coleman show on YouTube.
[00:30:07] Me, me, me and you both, brother. There you go. Thank you very much. I’m going to get out. Thank you. I’ll get in touch with McKinsey later and let you know when this comes out. Thanks, dude. I appreciate it. Absolutely. Thank you. Bye.