Good morning, everyone. Thank you so much for joining us. I see everyone trickling in. I'm just going to give it a couple of seconds to allow everyone to come in.
Good morning, Pru. So good to see you.
Didi, Jill, Tatiana.
That's awesome. Thank you so much. Okay, let's get started. Sorry for the delay guys. I had a little bit of a technical issue. So.
Let's get started on this weekly win session. It is Monday, June 16th, 2025. And I'm Gabrielle Kane, your program advisor here at Keyspire.
I'm so excited to be here and to be sharing my weekly wins with you, my personal and my professional. It was very productive and I'm so proud.
And I know that you guys are really happy and proud to share as well. So I hope that you guys are ready to write down your wins, write down your goals and share that with your loved ones, with your team, with your friends, your family, anyone that you're that you're talking to.
And most of all, keep track of this for yourself, because six months down the road, you're going to forget these things.
And you do want to track your progress so that you can give yourself a pat on the back and say, you know what, I am doing a lot. You're not always going to be well accomplished. You're not always going to have something to write home about. But when you do, it feels really, really good.
Hello, Christine. iPhone Phillips. Hello. Good morning, Roy, Deanna, Denise. Oh, my goodness. I love all these familiar faces and these familiar names. Thank you so much for joining us. I am so happy to see you guys.
Well, let's get started then. Okay, so I'm first of all, I would love to take the opportunity to recognize workshop group 21. They are going to be graduating tomorrow. They have their fourth quarterly workshop. So I'm really excited for them. This is a really big deal. And they have come so far.
And I get to do that. So I'm very excited. That's also going to be my last workshop that I'm doing as a program advisor. I'm sure many of you have heard that I will not be in the program advisor role anymore after July 16. So this is my last workshop. It's bittersweet. And it gets me a little emotional thinking about it. So I'm not going to give it a lot of thought. But this is growth.
Growth and change can be uncomfortable and it can be scary. But it means that you're moving forward and you're shedding your skin and you're starting something new and exciting. So I am very excited
To be able to share those moments with everyone. So I'm, I'm very excited for the for group 21 to be able to move forward and graduate and see what happens after year one.
My wins personal win last week I celebrated my 43rd birthday and
It was the only Friday, the 13th of the year. And in my opinion, I think all good things happen on Friday, the 13th. I did my three day boot camp on Friday, August 13 of I think it was 2021
So I was really excited about that and good things always do happen. So I took a day off. I went to the zoo. Some of you know my best friend works at the Toronto Zoo.
And we got a nice private tour and we got to pet a rhino and it was so much fun and the kids had so much fun because, of course, we pulled them out of school on a weekday to do that. And it was totally worth it. Highly recommend you do it too.
I spent quality time with family and friends and I tried to sleep in but that obviously didn't work out very well.
I think you guys all know the same thing. There's always things to do, no matter how big the
The holiday might be or whatever the event is going on. We also kind of brushed Father's Day aside a little bit. We did celebrate with a wonderful dinner.
But the whole weekend was actually focusing on get this real estate investing and renovations and cleaning.
We have finally finished painting. So I'm really happy about that because we've been working on that since before Christmas.
But now it's, you know, getting those final touches done so washing walls and baseboards and windows and door jams and door handles. Do you guys, you know what I'm talking about. I didn't realize how out of shape. I was
Until the next day. You guys know what I'm talking about. I am so sore. I can barely move and I'm definitely running behind on everything that I do.
I'm extremely thankful that that's behind me. Of course, I had to do it on my birthday weekend, but that's okay.
So now that I have all that done.
The next, I guess, what's coming up for me,
personally and professionally, is I'm moving
in less than two weeks.
So Friday the 27th is going to be a big day for me.
So we're down to crunch time.
All those last minute things you have to think about.
Still balancing work, still taking phone calls,
still project management.
Nothing comes to a stop.
So I'm sure you guys know what that's like,
always keeping yourself busy, multitasking,
phone ringing off the hook, and emails of,
I need, I need, I need right now,
which I was definitely addressing some of those
this morning as well.
This brings me to my guest.
Guys, I had, I have to tell you,
so these check-in calls that I do with our members
blows my mind.
We have check-in calls so that I can be
an accountability partner.
As you know, Joe does the same thing.
And we are able to talk to you about your wins,
help you celebrate your wins,
and also give you guidance and direction
on where you're headed.
Sometimes people are really hard on themselves
and they say, you know what, Gabrielle,
I'm actually wasting your time by being here right now.
And then after a good conversation,
10 minutes even is all it can take.
And it can turn everything around
and give you that motivation and get you feel charged up
and ready to take on the world.
And I have to tell you, I had a pretty amazing
check-in call not too long ago
with one of our lovely members.
I hope you guys give her a wonderful, warm welcome.
Her name is Christina Brown.
For those of you who don't know,
Christina was assigned to Workshop Group 18.
They graduated a little bit earlier this year
and she did an amazing job.
And I'm gonna let her take the spotlight on this
and share her wins with you guys.
I am so proud of how far she's come,
the momentum she's taken to move forward.
We welcome you.
Christina, would you like to unmute yourself
and say good morning to everyone?
Good morning, Gabrielle.
Thank you so much.
And bigger, broader thank you to you
for serving as our program advisor.
We were thankful for all your help
during all the workshops and whatnot.
Glad, I hope you're moving on is bigger and better things.
So appreciate it.
Thank you so much, Christina.
It's a pleasure.
And honestly, it's a job that feeds my soul.
I don't see it as a job.
It doesn't feel like it at all.
It's something that I'm honored and happy to do.
So thank you.
So for my part, I don't wanna talk too long
other than to say that I did that original bootcamp
after finding an ad on, I don't know, Facebook
and my mind was blown.
So joined Keyspire.
Again, it's been a little over a year.
Every workshop, every session,
I'm like, oh, amazing, amazing.
And I'm learning.
And I felt like I should make something happen.
I should make something happen.
And it was like nothing was happening.
And so I echo, there's folks who are,
oh, I've been doing this for a month
and I bought my new place.
And I was feeling really down on myself
so that I didn't, I wasn't getting it.
And then what happened in life
was just that we owned a small little house on a lake
that we bought for 260,000, 10 years ago.
And slowly but surely,
someone's been buying all the property around us
unbeknownst to us.
And so this past October,
he called and said, we wanna buy you out.
And I was about midway,
I'm not even sure I had done my third workshop
with Keyspire, but I was like, wait, wait, wait, what?
And I generally, I've bought and sold some houses,
but this whole, I wanna buy you out,
and I was the little guy
and he wants to tear my house down
and take my gorgeous view.
And I thought, oh my gosh,
how do I save ourselves, our family?
This was where I was gonna,
what we were gonna leave to our children.
So I wanted to be kept whole.
I didn't, it's in the Adirondacks.
I'm an American in New York.
And so it's, houses on the,
we're on a lake are very expensive, this, that.
And so I was a little scared,
like how do I negotiate against this very wealthy person
who wants to buy me out?
And I will share that my Keyspire knowledge,
didn't know that that's the way
I was gonna have to use it at first.
But in the end, long story short,
I ended up negotiating,
turned my $260,000 house into a $725,000
move into a very large barn with twice as much land.
And negotiate enough money to do construction,
to build out the second floor
so I could have more bedrooms.
That was really my motivation
is I needed more of a family space
as my boys have grown up.
So I will share that I negotiated.
Trading tools I learned through Keyspire, I ended up, the amount of wheeling and dealing,
and it was four or five months where it was happening, then it wasn't happening, then
everybody stopped talking to each other, then this and that, then I brought it back to life.
I consulted with one of the Keyspire members and said, there's got to be a way.
And so ended up using a lot of the techniques that I learned through Keyspire.
In the end, we're doing owner financing, seller financing it's called, where I didn't even
have to go through a bank, so they gave us money.
The close was odd, we should have sold first and then closed, but the barn owner didn't
want that.
So I actually, good thing to know, learned through Keyspire to take out a HELOC on my
house, which is a home equity line of credit.
So we were able to access that, that kept the deal afloat.
And then I got them to agree to seller financing for the rest because it was a much higher
price and wanted to do construction.
So all these little tools and tips and tricks I learned from every conversation, I think,
I don't know about you folks, but when I listen to these Keyspire things, I'm like, well,
I don't know what that is.
I don't know what that, I can't imagine using that, but I'd listen and I'm doing classes
and I pick up little things here and there and it all sort of came together in this.
And so closed on the barn, I have the barn now, that was a win from the last, I did that
about a week or two ago, been meeting with contractors.
That's a disaster in real estate.
I'm on my third conversation and what was supposed to be an $80,000 budget is turning
into $170,000 budget, but I'm trying to be positive.
But so part of that, my win this weekend and to Gabrielle's point, Father's Day was us
suiting up my whole family in little hazmat suits because we needed to save $2,000 and
we needed to remove all the insulation from the attic ourselves.
So I employed my two teen and tween and teen boys.
We worked for many hours to get all the insulation out of the attic so we could save on the cost
of some construction work.
On the plus side, that would make a really cute family photo, don't you think?
It is.
I do have the picture.
It is very sweet.
And my boys stuck it out too.
I was surprised because what I said was the second floor is going to be partly your hangout
space, so you have to do it.
Hands-on learning though, right?
Yeah.
And then so that's sort of ongoing.
I'm nagging, real estate is not easy.
So yes, these great wins, but we're late by a month closing for my original little house
because the guy is traveling and it's eating up my money.
So I'm paying now interest on that HELOC that I had to front to close on the other.
I'm now going to be paying double mortgages.
So again, it seems good and then you fall back and then you go forward.
And I say to my family, you just make the list and you just keep plugging away at the
list every day.
What lawyer can I call a nag?
What kind text can I say to encourage them to move quicker?
And then I'll just share even in all of that negotiating and going on, I did something
again, Keyspire inspired.
My coach owned mobile home parks.
And I thought that's interesting.
And so I was sort of looking and it turns out near this barn about a year ago, I found
this guy who was selling a mobile home park, just like 20 minutes away from the barn again,
where we're ultimately going to retire and live.
And so that's so fortuitous, it was on the market.
I was too early in Keyspire, too overwhelmed.
I had some health issues.
So it just fell off and the listing ended.
And so I was like, huh, you know, must not have been meant to be.
Then they got relisted for more money.
They like increased the price.
He couldn't sell it at the low price, but somehow he increased the price.
And then that listing expired.
And so I mustered up all my little from my power calls here with Keyspire.
I was like, I used a few folks have access to the Property Edge Pro, the Americans.
I went on and I searched who, you know, found the mobile home park, searched who owned it,
Googled the person and then just cold call them, which is not something I would normally do.
And so cold called him.
And it's probably one of the best things I've ever done in my life because he turned out
to be a lovely, lovely man.
He kept it off the market for me because I told him I was in the middle of this sale
of my little house and the barn.
You know, I literally have no cash until this is all done.
He's kept it off the market.
for the last six months waiting for me.
And we've been meeting and talking,
and so that was kind of my other win this week.
He's involved me, he's had a couple of tenants.
It's six units, six mobile homes on property.
Four will be property owned.
I will own them, and then the other two,
they just pay rent for the land.
But we had two tenants move out,
and he has pulled me in,
and he's teaching me about the construction
and what he does between tenants.
And this weekend, we talk in the sessions,
if you folks have ever heard,
like what amenities can you provide?
How do you add value add to your property
so that you can get good rents
and take care of your tenants?
So I went, and it was very sweet.
I wanted him to, I said,
oh, wouldn't it be great to have a little fire pit out here?
How do you distinguish it from just getting an apartment?
And so he built the fire pit.
I couldn't believe it.
He was lovely.
He built a fire pit out of rocks.
And so then I went to Home Depot
and I bought plastic Adirondack chairs,
some matching navy blue chairs,
and I dropped those off this weekend
so that someone, when they're touring it,
my goal is to, so point being,
like I had both properties, everything's going on,
and I swear it's, I feel overwhelmed sometimes.
And don't, you shouldn't think about these things at night.
Nighttime is not the right time.
You're tired and you're overwhelmed.
And then you start, the worry creeps in.
What am I doing buying a mobile home park?
I don't know crap about crap.
And then in the morning you wake up and you're like,
I got this, whatever.
We're just gonna, we're just gonna make it happen.
I'm smart, I can figure it out.
So it's, like I said, making the lists for each property,
kind of keeping track.
And so every day I have a regular job.
I'm a CFO at a company in Manhattan,
but I use my lunch hour and I kind of go through my lists.
And again, you just kind of stay steady.
And like I said, I'm making it happen.
I'm going to buy this mobile home park.
And the gentleman has agreed to mentor me for a year.
Like what if I hadn't called?
What if I hadn't called?
Like I literally, I pressed, you know,
I dialed the number and I was like, I can't do this.
I can't do, who the hell am I?
I can't do, you know, like, I don't do this.
And I just literally did it like a, screw it, screw it,
press the button.
I love that, yes.
And it's turned out awesome.
Like I said, this man has agreed to stay on for a year
and mentor me in how to do this park, you know,
and how to manage, you know,
and he owns a construction company.
So he's like, I'll support you, you know,
if you want to do work, you know,
I'll give you a reduced price, whatever.
So it couldn't have turned out better.
And so all of those months of angst and frustration,
and no, I can't do this, and I,
it all hit at once.
And let me tell you,
I think I've lost a little hair over it or gotten more gray,
but yeah, it just all came together
and it will be, I will be through it, not yet.
Things will be good.
In another couple of months, it'll slow down.
But it's, like I said, the little things,
even dropping those chairs this weekend,
I was like, oh, look, this is my,
the start of my contribution to kind of
building up this community.
I want to, I don't want, admittedly,
that some of the areas poor,
and there are several mobile home parks
that are not well taken care of.
And I'm like, you know what?
I don't want to do that.
I want to give people dignity.
I want to be a great landowner.
I want to be there doing the yard work.
I want to get my kids involved with it,
make it a family sort of thing,
and teach them the hard work,
and like I said, respect of their tenants.
And so I've already got ideas about,
put up string lights around the whole park
during the spring and summer.
You know, little things.
I'm buying new lighting as he's turning over.
There's, you guys know those boob lights they call them,
those old ones from years ago?
Everyone knows those lights, yes.
I was just walking through this weekend,
and I thought, you know what?
Like, why?
Why do we have to have icky boob lights?
Let's go.
And, you know, I found Amazon lights for,
you know, two pack for whatever, 50 bucks.
And it's not a huge amount of money, right?
I'm going to be making money.
Why not invest some to start?
And so I've already mailed them off to him,
and like, let's get rid of boob lights,
and let's try and make this up.
I'm going to go next week.
Actually, this is my next week's hopeful win.
I'm going to go and paint the cabinets.
You know, this kind of, you know,
little more 80s, 70s kind of thing,
and it's looking a little run down.
And the guy before me, lovely, but didn't overdo it.
really care. So I'm like, you know what, again, I'm going to
invest in this. And so bought all my planning supplies on
Friday, I'm going to go I'm kind of good at refinishing cabinets.
And so that's my next week's deal, I'm going to go meet barn
contractors, I did hire someone, I did make a decision. I don't
know all you real estate people, I'm sure some of you are way
smarter than I am. But you know, you meet three guys, they all
seem capable. Some of it's just a leap of faith, right? I don't
have my crew up there yet. And so, you know, I envy all those
of you, you know, they tell you to get your team, get your team,
it's hard to get a team. But I'm gonna I'm starting right. And so
picked a contractor hoping to goodness that he shows up. I
mean, he seems to be
well, and there's lots of ways that you can filter them as
well, Christina. So when you're signing on a contractor, rule of
thumb, obviously, you interview at least three, right? Never go
with the cheapest one, because they're always and they end up
being the most expensive. And then when you're creating your
contract with your new contracting team, you can, you
can customize that. And you can say, Okay, so what happens if
you have a team of three, and one or two guys ends up getting
sick, or they're hurt, then what? I want to know what to
expect? Do you have other gentlemen on the team? Or does
that mean that work in progress come to a halt? What happens if
you don't show up to the worksite two days in a row, you
can actually tell them, okay, so two days in a row, you choose
not to show for whatever reason, by the third day, if you don't
show up, consider our contract null and void. And that shows
that you are very serious that you are managing time properly.
And it doesn't push out deadlines too far. When doing
your budgeting, you can also, you know, be modest with your
numbers, because it might push it out a month, and you don't
know if you can, you know how you're going to manage those
carrying costs. And what if you didn't budget for that extra
month or two, right? So making sure that you're setting that
solid foundation and those expectations so that they know
what what your how you work, and that there's no second guessing
and, and just crossing your fingers and saying, Well, I
really hope this works out. I mean, some of it is going to be
like that. Yes, I hope that they do a proper job. I hope that I'm
happy with it. In the end, I hope that I stay within budget,
all that fun stuff. But setting those expectations and putting
that in the contract, that might set your mind at ease and
help you sleep a little bit better at night.
I and see that this is the exact point, I still have much more to
learn, right, even in the thick of this. And so yes, I'm going
to be hunting out that all that you mentioned, because that
that's like the next phase of what I need to learn. I haven't,
I haven't gotten his final quote. So but yes, I'm literally
just taking notes, Gabrielle, thank you. And I have to get on
that. Because again, I am not, you know, for all of you. You
know, my coach said it, he's like, he, and it was sort of a
just do it. Right. And I was like, how can you say that, you
know, at first, you're like, Oh, my gosh, but this is big money.
And this is this and this is your my livelihood. And, and I
kind of understand now that just do it. If any of you heard that
from your coaches, like, you can think and overthink and analyze,
or you can just push the button, right. And then, and then if
you're smart, and you trust yourself, and you surround
yourself with great people in key spire, I mean, I have gone
to several key spire folks to say, like, help me help me. And
so, you know, I'm learning as I go. Again, I'm trusting myself
as best I can. I'll fix things that get broken or don't work.
Right. I mean, this is what I tell my kids all the time,
right, resiliency and problem solving. So
absolutely, yeah, I think that if you didn't just do it, then
you wouldn't have done it. And you wouldn't have made that
phone call. And all these wonderful things wouldn't have
fallen into place the way that they did. And having a mentor
for an entire year and getting your mobile park and the fire
pit and all these other things and the hands on learning that
is so invaluable that your family gets as well to see the
journey to see what goes into this type of work and you're
building an empire. I'm pretty sure that if I were to take a
stab at the dark and say that you're building an empire for
generational wealth so that your sons can carry on the legacy
that, you know, I'd probably be right on there and and
You want them to learn.
You don't want to just hand it off and say, OK, good luck.
No, they need to learn hands-on how
to continue to build a solid foundation to move forward
so that it doesn't crumble later on down the road.
And allowing them to be there for those processes
and those conversations and doing all these improvements
and keeping them in the loop, that is so important.
And I'm so happy to hear that you do have them a part of that
because I'm sure that they love it.
And they're very proud of how far you've come,
all the work that you're putting into it as well.
And then one more thing, actually,
the whole sleeping at night thing.
That's when your brain is telling you, OK,
what do I have to do, and what comes next, and what have I
done, and did I do it?
Organization, I think, is one of the biggest things.
I'm old school, and one of my best purchases
ever was a dry erase board at the dollar store.
And it's constantly changing and moving.
And, OK, this is my new project.
This is what I have to do.
This is the breakdown.
What have I done?
Have I contacted the lawyers?
Have I told my accountant about this?
Have I moved this money over here?
And then I check them off one at a time.
Some tech savvy people would love Excel spreadsheets.
I love Excel spreadsheets as well.
And I definitely use that for budgeting and calculations,
timing, dates, all that kind of stuff.
I love that.
If I put it in my OneDrive, I can share that as well
with professionals on my team and say, hey,
this is my plan moving forward.
And I allow them to edit it and see what's going on so
that they can plug in numbers, and dates, and so on,
and so forth.
And I love that it's multifaceted.
So if that helps you at all with your sleeping at night
and making sure that you don't think about it at night,
maybe that would help, is a document in your OneDrive
that you have granted access and that you can update it
as you check things off.
And you get that sense of satisfaction as well.
Absolutely.
No good advice.
I want to just say one last thing, folks.
Peacebuyer has a ton of lessons, right?
All those classes.
And like I said, some people are like,
I'm going through the whole thing.
And others are like, I'll get to it.
They are valuable.
I wanted to share.
And even if you can't attend things live or whatever,
do go back to the recordings.
Because as I was driving up to the Adirondacks
this weekend in my 3 and 1⁄2 hour drive,
I listened to the biannual coaching session
that Scott and Michael do.
And it was, I think, two hours, Gabrielle.
And listening to in the drive, my kids
were asleep in the backseat.
And again, it's just people sharing their experiences
or asking their questions and getting
advice on the real estate.
And for the first time, I listened.
Or maybe not the first time, but I listened.
And another gentleman was doing something similar to me
with the HELOC and this and that.
And it was such validation for me.
I was like, oh my gosh, I did it right.
Scott McGillery saying I did it right.
So I felt that was a big win for me.
I laughed out loud.
I was like, oh my gosh.
That's awesome.
Oh, I love that.
Yeah, it felt good.
Felt good.
Because sometimes you feel like you're floundering, right?
And you will flounder.
I've floundered on a few of these things.
I've learned I'm paying $2,000 for a real estate
agent to do this commercial deal when someone said to me,
oh, well, why don't you use these people?
They were only $600.
And I went, how come I didn't know?
How come I didn't have?
So I have my moments of I wish I had done different.
And I'm certainly learning on the spot.
But at least I'm learning, right?
And I will never again pay $2,000.
Yes, learning from experience, I think,
is so much different than taking a stab in the dark.
And it's easy to feel alone in this
because we do have an amazing community.
And we're uplifting.
And we're loving and supportive.
And I have to tell you, there's a lot of love and support
in the chat right now.
I don't know if you can see it.
But there's a whole lot of congratulations for everything
that you've accomplished and everything that you're
doing moving forward.
But sometimes it feels like you're alone.
And you need that reassurance.
And joining those live events, like the biannual,
I love that you mentioned that.
It gives you that affirmation that, OK, yeah, you know what?
I am headed down the right path.
And then double-checking with your coach
and just saying, hey, this is what
I'm going to do moving forward.
This is my plan.
And getting that reassurance from a professional
who's done it before saying, yeah, this
is how you do it moving forward.
This is a good idea.
Take this into consideration.
You checked off all the boxes, Christina.
This is amazing.
And there's a lot of I'm sending you a lot of love.
I'm so proud.
of you and I'm so happy for you and I think you should be too. You've done an amazing job and
you're going to continue to do that. Thank you. Lots of hearts and thumbs up. Thanks folks. Love
that. Well I want to thank you so much for joining us this week on the Weekly Win Session. I can't
stop smiling. I am so proud of you my friend. I think that you're doing amazing and you're going
to continue to do amazing things. Please, I challenge you to share this win in the Inner
Circle on Facebook. The Keyspire Inner Circle. Post pictures we want to see. If you'd like to
share that family photo of everyone in those hazmats, I would love to see it. Not that you
have to, but I think we'd all look forward to seeing that. And then moving forward, what are
you going to accomplish in the next seven days, Christina? Oh gosh, let's see. I haven't regrouped
on Mondays. I regroup on my master list of to-do's. I am going to go up this Thursday and again get
into that mobile home, the one in particular, the empty unit, and I'm going to start painting. I'm
going to degrease and paint this and I'm going to try out a new backsplash that I found on Amazon.
I'm also up for trying anything, so hopefully that'll work. And if we can improve again someone's
home and make them feel like their money is worth it living in a space, I'm super excited
about that. I just this morning did all the paperwork for the new contractor to get the right,
you know, get him to make sure we get as close as possible on the right quotes.
Gary Allen, I'm going to reach out to you on the contract stuff, like I said. So now I have
to add to my list learning about signing and doing the right contracts with contractors. So
I think that's where I'm at. And then, yeah, I do have kids and stuff too. I didn't get any
personal. I like them. I plan to spend some time with them this week. That's awesome. I love that.
My goal for the next seven days is going to be, there's more renovations but light
because I'm so sore. I think I have to work on packing. I already have a moving crew set up.
First time I've ever hired a team to help me move. So I'm going to be honest, I'm really excited
about that. But with this lovely weather that we're all experiencing, I'm also networking. So
I would really like to bring that to the forefront. And I'd like to remind everyone that networking
is always really important for your business. So moving forward, I have events Friday,
Saturday and Sunday this weekend. And I'm so looking forward to all of them,
having these conversations, networking with people, letting them know who I am,
what I'm doing, where I'm moving, what we've been up to. Love it. This is also one of my favorite
things to do, by the way. So I strongly encourage each of you. Now, networking can be online. It
can be on Zooms. It can be on these weekly wind sessions. They can be virtual. They can be posts
online on your Facebook, Keyspire Inner Circle. It can be shared on your page. And it can be in
person. I am an in-person type of person. So I would love to remind you all with this lovely
weather, there's no better thing to do right now than to build your brand and your reputation
and to expand your network. And then also remember actively listening is huge. When someone is
sharing their story, genuinely listening to what they're doing and what they've been up to
and how they got there and asking them the questions about how did you do that? What did
you do? What motivated you? What made you pick up that phone and cold call? And how did you negotiate
this? And how did this conversation go? You never know where that's going to lead you next. And
Christina, you're a shining example of that. So I applaud you. And I want to thank you so
much for sharing your story with us. I really appreciate it and your time. And I appreciate
everyone's time who stayed with us on the call this morning. So thank you all. I hope you all
have a wonderful and productive week. Take care everyone. Until next time. Thank you. Bye for now.