Dry Pipeline, Full Belief!

0:11 All right, Back on ski and sell out this time with just Max Doylene and Lauren Angerosa. And we're getting all kinds of deep the last couple of days into life and all the things. The things we've done to get our head right, still need to do to get our head right. Speak for yourself. Exactly. Yeah. Yeah. Talking about all that shit and then talking about finances, all that stuff, which has been a little tough because we're not as busy as we'd like to be. So we find ourselves, like, in that idle hands are the devil's playground kind of world, whereby we're like, what are we doing wrong? Why don't we have more deals in the hopper? And then we get a lot of positive feedback from peers and the people we have worked for, work with. But the pipeline's pretty dry right now, and that's a little terrifying, right?

1:20 Disconcerting. Yeah. Mm. Yeah. And without getting too deep into it right out of the gate, that that thing has yielded, like, a bit of an urgency this week that's actually turned into something fun for me. What's that? Contact roulette. Oh, yeah. That's fun, right? It was fun. It's fun. Especially because I feel like I have so much lunch in my teeth right now. Sorry. They can tell. I know. For the listener, there are two parts of it that were fun. One was just the exercise in general, where you swipe up on your contacts and close your eyes and then stop the rolling and call whoever you land on.

2:05 Yeah. The other fun part was that we had loose, established rules, which you followed and I did not, since I like to do things my own way. And I was uncomfortable. You know, it just comes up about that, and it's, like, weird. We're gonna have to add color to it. But what was it? Autonomy? Was that what we were talking about yesterday when we were talking about, like, journeys that people take in their mind and, like, how to agency and how it felt to me, at least, like you were calling me out for needing agency. And that's why I don't like ceremonies. Are you putting it back on me? Well, yeah, because you can't play Contact Roulette and not have agency over whether you call the person that you. Your finger lands on. Where? Today I called a contact called Becky Wedding my phone, and it was some dude named Juan or something like that. And I didn't leave a message because I didn't feel like it would turn into anything but impromptu deleted the content. But there's zero chance you're calling Becky Wedding out Of your phone. Yeah, probably right this week.

3:24 Next week. Bills are coming in next week, by the way. So we have, like, your bills, you know. What was all the bills? My annual life insurance policy is next week or the week after, but we got the heads up that it was due. And then, like, our car insurance, it was all the, like. Doesn't happen regularly, but happens every year, so. And I was like, oh, yeah, yeah. You know what's interesting about that? That I think is going to be fun. I have to look at. Oh, no, keep going. Now I'm looking at the shit in my teeth. Oh, I thought you were picking your nose with. With the mic and the way I couldn't see visual assistance.

4:10 You're looking at yourself picking your own nose. No, and the reason I picked up my phone was to record this so that we don't have to. Because on my side, there's some stuff after. But what were we talking about? We were talking about agency. Yeah. But there was something else. Oh, bills. Big bills. Bills. I think in a year, maybe even less than that, we'll look back at this episode and sort of be thankful for the perspective that it gives us when we're talking about whether we can cover a bill or how we're going to get through the next moment because the pipeline's dry and how uncomfortable that is.

4:54 And maybe that's just false confidence or whatever it is, but it's just, like, there's enough of this business going on around us that, you know, I still have total faith in us, and I think we're gonna make it, but we are gonna have that moment where we're like, remember, you know, like the story of a couple who's sitting in their studio apartment wherever, and then 10 years later, they're like, remember ordering Chinese food and not having a table to eat on? Yeah, enough money for two. Yeah. Like, it feels a little bit like that. Right. And it's. It's strange to be there at this stage in life with so much life experience and positive feedback and all the things yet. Yeah, well, I think that pushes on. It's strange to be here in this time of life. And the. With all of that is its own bucket. But the other bucket for me, that I'm recognizing is the financial impact. If. If it were just Steve and I, we could live in our camper in the mall or parking lot, have no bills, and we'd be fine. Like, one of the parts of our relationship that is steadfast and foundational is that you can pluck everything off of Us that we have grown into as a couple and plop us anywhere. And I have complete trust that we're fine. And. And, you know,

6:28 our kids are very flexible and don't need a whole lot either. And it's like, I get the email about this lacrosse camp. That would be cool. And I get the, you know, Hayden's going to camp this summer that we need to buy a flight for. And it's things like that where when I feel like that is a much bigger stress than I want it to be, that feels shitty. I think that's an interesting thing too, though, because I think about those things too, and I want to provide every possible thing I can. But the creativity to live within those means, too, and to be okay in the parking lot didn't come from the.

7:16 Just the forever capability to jump on a flight and go to a lacrosse camp across the country for you and Steve. And so there's an element moment of, like, gratitude. I mean, I've put it down like, gratitude for the grind is real. I'm thankful that my kids are watching. Joanna and I go through that. I think we feel similarly about our capabilities on our own. I was telling you about, like, an argument we had while we were traveling recently, and Joanna and I had to just. We had a little thing about something with the kids and tech time or some bs, and then we go. We were by the ocean. We had to get in the water. So we just went. By the time we got down to the water, we were like, we don't fight about anything that's not related to the kids. So it's all their fault we're good.

8:05 And, like, turns out it turns out it's all their fault. They do have a lot of stress, but they also provide us the opportunity to look at ourselves in a different way and go, you know what? It's actually pretty cool. We're good. Let's just. Let's get to that good place. Let's navigate it and get onto the next thing. And we let them see that, Right? And so letting them see where you guys are, there will be plenty of time in your life where you're gonna get to buy that flight for them when they'll appreciate it even more than they will now playing lacrosse. Because as much as lacrosse matters right now, lacrosse doesn't matter, period, to almost anybody, lacrosse doesn't matter.

8:47 It's true. It's true. And I think that is a little bit of a, you know, I didn't perseverate in that way, and I know that I Think it's the, you know, my circling the drain time is either as I'm falling asleep or when I sit up in bed at 2am and I'm like, shit, why am I awake? And then it's just. And in those moments it's hard to kick out of that drain because there's enough societal influence and also narrative that runs in my head at times that says this should be different.

9:27 Yep. A hundred percent. Yeah. I mean, look, I can't push back on it. And we can make all the different reasons for where we are, how we are, you know, try and make whatever. Make something that shitty feel good. Yeah. Or whatever. But at the end of the day, it's like this is where we are. We keep grinding. We both have confidence in the future and we might have to do some things in the short term to make it happen. Yeah. Right. I mean, that's what it is. Totally. And you know, I think you touched on something earlier that is interesting because through probably mostly podcasts of hearing people who have started businesses, which I don't listen to a ton of them, but the ones that I have listened to, one thing I've heard a few times and I'm trying to think of who the last one was, but is this a little bit of a common thread of blind or naive belief that carries through to the other side that looking back on that, you can be like, holy shit, that was really risky. You're dumb.

10:32 Mm. But because that those blinders are on because. And which I think we have, both of us have. And I think we're in it right now, which is this is going to work. We know it's going to work and it's going to work. Well right now it's fucking pokey. Yeah. It's terrifying. It's terrifying to jump off the cliff. Yeah. And like being under contract, so I'm under contract on the corner store. So I'm getting out of my 22 year career completely. Just like you did. And yeah. That's gonna join me. It'll be in the supper box a little. A little. Let's do this. Right. I thought it's. It's multiple things obviously. And that's funny, but it's also true. Right. It's like I never want to be in a business relationship that's not equal.

11:24 And if I have a backstop that's different than your backstop, that doesn't feel like a 5050 relationship. And that doesn't. That's just like, I don't know what the hell that is. It's just the buy in that I think is needed for teams to work. Any team, whether you're Michael Jordan's partner or point guard or coach or whatever, you gotta buy in, you gotta get in and you gotta be willing to run the laps. And so there's part of that. I hear some of that in your dad for sure. Yeah. There's part belief, there's part being done with your old life. Like some of that 10x stuff. Like what got you here isn't going to get you there. Right. The lessons you learn there help. But what got you here is not going to get you there. And there is way over there right now and we got to keep fucking grinding to get there.

12:15 But, like, I'm not going to. I'm not about to let you hang out there and flapping the wind with more risk or more of a commitment than mine. Like, not that you ask for it, not that you need it, but that's just not how. That's just not how I feel comfortable in my shoes. And therefore we can't quite feel totally comfortable being all in on the same thing. If one of us has 25% of our energy somewhere else. Yeah. Just doesn't. Doesn't work. Yeah. So I'm excited and terrified and all of the things for that. And we're 35 days away from that, so hopefully we can afford to make it through the next 35 days.

13:01 Maybe some advertisers are going to love ski and sell out so much that they're going to. We need to be on that. Yeah. They're going to come start chasing us down. Have I told you about. I don't think I have because it just happened. My buddy Jason, who you met. Shout out. Shout out Jason, about to build a billion dollar company, by the way. Just, just underneath AI. He's building the tools. If we publish this. Thank you, Jason. He told me about a podcast called Acquired, which is, from what I can tell, I'm only one episode and not even the full episode in, but it's these two dudes who do really deep dives into the, you know, a biz like the birth and life of a business. And right now, the one I'm listening to is F1.

13:51 Fucking amazing. It's. They. They do such a great job. It is two guys talking in a room. This one guy laughs all the time. He just laughs and laughs. It's fucking hilarious. And all to say one thing I took away from that is their episodes on average are three plus hours. They just sit around and Talk. Yes. And I cannot turn it off. Really? Yes. You listen to three hours. I have listened to the better part of three hours. It's like I'm in the car for 20 minutes, I'm cooking dinner and nobody's around. So I put it in my headphones. Like I've listened to a lot of it. One episode. How many episodes do they have? A ton. Did I get paid to do this? Like I did it. Sorry. This is where I get. This is how I got there. Because they'll be talking and in different podcasts. My experience is that the people are doing the podcast and then there's a break and then there's advertisements.

14:46 Right. Who like somebody else reads or they read, but it's pre recorded or whatever. These dudes just bake them right in. So much fun. Talking, talking, talking. And they're like, okay, now's a great time to talk about our friends over at Ritz Crackers. No, I feel like is a Ritz Cracker. Just as I'm, you know, I need a little water. Yeah. But so they're, they're. I don't know who the company is, but we could, we could squeeze it into this. I'm trying to think of a Alberto's Good breakfast burritos. Yeah. You know, go get some any day. Burritos. Yeah. Packaged for meetings and there's a drive through. They actually had a cater box of Alberto's at my Park City Board of Realtors mandatory ethics class. Do you think that's because Alberto's burritos are good or convenient?

15:41 I think they. Well, do I want them to be our sponsor? I think they are both good and convenient. Yeah. From somebody who has had to help manage and come up with ideas for how to feed a big group of people. Yeah. It is so impactful and people can do it well. So their burritos come like well proportioned with a sticker on it that tells you what it is. We're totally getting it. That sticker is going to have ski and sell out on it next week. And this is how you sell $5 million homes, everybody. Correct. Actually, do you know who goes the best? Maybe they want to be our sponsor too. Cafe Rio. Oh, God, yeah. Cafe Rio. Do you have a nice bathroom? Because you're going to spend a lot of time there.

16:34 Good reading material. You want a three and a half hour podcast to listen to. Buy some Cafe Rio. Cafe Rio. We could not publish this episode. We definitely can. It will be good. That's so funny. It's just that creamy. Okay. That you're going down. That is Dark hole. Oh, my God. So funny. Yes. The general takeaway right now is I think we both are. But I will speak for myself. Terrified. I've never been in a position that I'm in right now that I willingly put myself in. And knowing going into it that this is where we could be. I've never had that financial insecurity, and it feels counter to everything that I have now. Well, I think you're. You know, it's so funny because you.

17:34 You said earlier, like, the Follies in Park City started. The Follies in Park City are a play. They make fun of a bunch of stuff. And the opening of the Follies is all the real estate companies in town, names hung around people while they're, you know, warming their hands over an open fire by, like, a bin or something because they're homeless, burning trash. And it's like, great time to get into real estate, Lauren, and way to have faith in me, you know, it is interesting, though. We're seeing a lot of, like, there's a lot of business being done, but it is changing in. In certain markets. Right. It's a little shifty.

18:14 Yeah. And seasoned agents in our office are saying the same thing, which is this is not following a pattern that I've seen. Yeah. Yeah. And it's. I don't know. There's. I. I go back to the beginning of our conversation here, and I go, okay, you know what's going to be fun about this conversation is also like, well, yeah, look at when you guys kind of started to really build your book on the residential side and. Right. Like, interest rates are north of 6%, and we're at war all over the country and nobody can agree on whether the sky's blue or not. You know, one of my employees is getting picked up by ICE yesterday. Right.

18:57 Like I told him, Steve, about that. It's. Yeah, it's just there's crazy stuff going on, but I will lean into, like, Jonathan, he always said, where there's chaos, there's opportunity. Just keep your eyes open. And I've. I believe that to be true. And I think that there's a ton of opportunity out here. And I think that, you know, I think contact roulette and like, changing the focus from building structure, which is what we spent a lot of time doing, like, anticipating being busy and trying to build systems for. That didn't get us busy. It didn't get us busy. We spent a lot of time in the office. We did this, which is Good. And it's. Now it's second nature to us, which is good. We built a little bit of a reputation, which is good. But, yeah, we're at. I mean, what are we at?

19:47 5. Day five of, like, okay, time to reach out to everybody, you know, time to go call around and ask. Right? Yeah. That's like 101. Right. And we're five days into that. Like, if we're really honest with ourselves. Right. We're about five days into that. So, yeah, that gives me confidence, because what happened the other day on our first five. Yeah. You had two. Two leads that are, like, somewhat legit. Yeah. Takes time to cultivate a lead that happened in the first five clicks. Like, I don't know. I don't think we're gonna have 20 to 30%, you know, success rate on this, but. Yeah.

20:28 Okay. So something else I want to. Maybe I'm shifting gears because that makes me feel pukey, but I like it. Let's shift gears because I don't want you to puke. Could go get you some Cafe Rio. Feel their pocket sponsor bags. No. So we went to the Follies last night, which has become a tradition in my family. We take the kids. There are no other children that go. People look at us like we are terrible parents because it's not inappropriate. There's, like, a few things, but it's fine. Kids love it. And one of the things since November, which is my guide post of when I left my job, about this transition that I think on some scale I predicted but didn't fully.

21:19 Is this transition process, both because of what I'm doing and also because of the change in my ability to be more active and control my days. And what the reality is and what I want to do is that I've been able to slow down and see people in town who I haven't seen in forever. Even, like, walking from the office on the rail trail to. It's not called that anymore. Where do we go for lunch? Are you kidding me? I can't believe what it's called now. Oh. Urban. Oh. Oh, yeah. Well, you got to say the first one. I don't. You're right.

22:02 What is their weather now? Natural grocers. No, that's in Heber. Good Earth. Geez. They're going to be our sponsor for sure. Just the act of, like, physically being in town. Yeah. And being back in places that used to be stomach grounds for me and my contact roulette. Yesterday or day before, I called my friend Michaela, who was an old neighbor of Mine, who I hadn't talked to forever. And it was the most lovely conversation. It was great. So part of what this transition is gifting me with, which I can hold on to when I'm scared and feel peaky, is I've always crave that community connection feel, and it has been more present, which is really nice. Your community connection is.

23:00 Yeah, that's the opposite for me, which is, you know, because I was way too deep. Yeah. And. But I think that that community connection that I had built certain tools that allow for this to be a pretty good journey. What is the. What do you think? Is the. Like. Tell me more about that. Like, is it just bumping into people you don't know or you do know, or what is the. And then. Are you doing it intentionally? Are you. I think that. I mean, so much of where my career has been has not had anything to do with the community. Yeah.

23:42 It had to be secret, frankly. Didn't necessarily have to be secret, but I was not working with anybody. Like, I never worked with families locally. We didn't have reason to even have professional connections outside of my sphere locally, because they weren't going to be referring kids to us. You know, it wasn't. It just didn't make sense. So I think the intention behind talking with and seeing people that I maybe haven't seen in a while is partially time, because I can justify, like, oh, I'm gonna go for a hike or get coffee or something with this person I haven't seen in forever. And I would love to see them because I am in control of my schedule more. So if time is money and you have a bunch of time, then you're crushing thanks I mean, you just made a fortune. Fortune the last seven months. I'm gonna see if my American Express bill will be paid. Do you take hikes?

24:53 Yeah. Take some more photos. We'll post them. Yeah. Okay. Well, I mean, I'm. I. I think it would be a complete failure if at this point you didn't see some positive something out of this whole journey. You know, if. If, frankly, if the financial piece is the piece that is, like, kind of the only piece that's missing right now. Because, like, it feels to me like that's. That's kind of one. That's the fun. That's the primary piece. That's the piece that's missing right now. And I think that there's, like, there's goodness to some of this other stuff. And, like, when you go back, you talk about business podcasts or. I mean, I listen to that stuff too.

25:38 A lot. I was listening to a lot for a while and maybe you should go listen to it again and like, start from the beginning and like, it's. I mean, it's so apparent that we're in that. You said it the other day. I was like, how's. How's this feeling? And you're like, I think this is the hard part. I think this is the hard part. This transition from, like, knowing you're capable, being set up, being in the right place, having all the right tools, but not having the business turnover that you need to make ends meet. That's the part. That's the part. And that's the. That is. What's the word? I swear my brain has not been functioning fully. That is the interesting overlap where I think if the financial pressure wasn't there, could this adventure be as successful as it would be, as it will be? Because if I didn't need to pay my bills. We're.

26:42 My day to day is good right now. You know, like, we went and saw some open houses yesterday. It was great to see some. You know, there was. I met some new people. I walked through a house I actually thought was far more lovely than a lot of houses we've seen recently. They made good choices. It was a great location. All the things that stuff is interesting for me, I like those things. And, you know, we've had speakers or whatever in the brokerage that I learned things from. There's goodness going on that I enjoy that if the pressure to make the money wasn't there, could you just kind of meander through this? Yeah, And I think that that's actually a fear.

27:23 Right. When you get really. Let's say you. You get there and you get comfortable. Right. That's the other part about business. Like, you gotta stay uncomfortable in some way. The house you're talking about, ironically, has been on the market since November. Yeah. And they thought it would move real fast. Right. So, like, God, you know, I don't know. I don't know it. I don't know if we're in a cycle. I don't know what we're in. But I do think that we're leaning into our strengths, which is the people. And like, we continue to make end roads in our relationships. And yeah, maybe we've been a little misguided. I mean, we were building a lot of relationships just in the brokerage for a while, and then, you know, we just started kind of reaching out, maybe just rekindling old relationships and stuff.

28:14 And Yeah, I think this is the hard part. And to your point, I don't think we would be. I don't think we'll get to where we want to get to without going through this. Yeah. I just don't. I'm. I'm with you. Like, you got. You gotta grind. You just have to. I'm, like, part of the concession we have to make. And I had to have this conversation with Joanne. I was like, babe, there's gonna be some Saturdays I gotta be working. Right? Like, I can't. I'm sorry. I just can't be, like, Friday at noon, I'm out and back, Monday at 9. Like, that's just not how this is gonna work. As much as I'd like it to. That's why we have a team every other week. We can split it up or whatever. If we get invited to sit open houses and do things like that, we gotta say yes and go figure it out. Right. Like, that's gonna be part of it. And hopefully that builds a muscle that actually feels good long term.

29:05 Because when we have those listings, we gotta hold those open houses on Saturdays. We might as well build the muscles. Yeah. And that's what I've had to do in the past. And, you know, like, we just need to get to it, and so that's part of it too. Okay, so based on your previous real estate experience and maybe just residential commercial. So different. If you were to look in your crystal ball a year ago or however long ago we started talking about this adventure. Yeah. Would you have predicted this is where we'd be right now? And can you put your answer in the world of, like, optimism?

29:49 You know, it would be easy for you or me to be like, no, this is not where I thought we'd be. I thought we'd be crushing it. Or any. If I'm honest, I would say that my gut reaction is no. I would have assumed we would have a couple more things going also. No, I did not anticipate we would be crushing it. Well, four months into you having your license. No, like, your. Your real estate license came on in January. So, like, you know, that's always the piece that I have to go back to is like, okay, how long have you actually been. Not you, but how long we actually been doing what we're trying to do? And then also putting the. The lens on it that is the teams we want to be chasing have.

30:46 You know, they're the best of the best. And we've always kind of. We put ourselves in this zone where we're like, look, let's build to be that. Let's not wallow in these other steps, these other places along the way. We know we have to do them. But a lack of satisfaction with that step, I don't know, maybe that's misguided a little bit. I'm not sure. But I think that the realist in me says, no, of course not. Like, it's going to take two years. It's going to take people reselling their house. Right. Like, that's literally what it's got. You got to get to that point before you have that pipeline. It's going to take a long time.

31:31 Did I think the organic nature of a little bit more traffic would be better than it is right now? Yeah, I did, for sure. I frankly, I've never have asked you to come over and take as big of a leap as you did and we asked each other, but I wouldn't have been as comfortable being like, yeah, let's go. Right. If I thought that we wouldn't have at least one or two listings in the. In the bag right now, that would. I would have been like, okay, well, let's figure out how to navigate this a little bit in a softer way. Yeah. But I'll also be honest with you. Like, as uncomfortable as it is, I think I'm thankful for the discomfort. A good friend of mine told me when he became a mortgage broker 25 years ago or 20 years ago, he. He rolled into the office and he's like, what's the best thing I can do today to make myself the best at this job? And his boss said, go buy a house that he can't afford that you can't afford.

32:35 Light a fire under your ass that you can't get out from under or over, and you will get successful quickly. Right. You will find it. And then there was another thing that got said to me some time in the last seven months by you, which was I. You said, quote, I thrive when the heat is on. Right. Like, you might even procrastinate until the heat's on to get to that pressure where you do your best work. Yeah. And he's fucking on, babe. Let's go. Let's go. Right. I am sweating.

33:17 Yeah. Yeah. But I think that the people who know you best know that this is where it's at. Yeah. And the last couple of days of contact cardrew. That is so good. Honestly, it's just showing me and us who's who and who's what and like, yeah, do it right now. Who does it land? Stop. Who is It Julie Hoff. Don't know who that is. I'll call her after we're done. I can't wait to hear. And if that turns into a sale that turned the ovens. Who gives a shit? Money is just as good here as it is there. But I think that kind of thing goes. I just think this is when the heat's on.

33:59 And, dude, the timing is right, the season is right. This is when it's supposed to happen. Like, we're in the pocket. We don't need to go have business cards made. We don't need to learn who to call for our marketing. We don't need to learn who to call for. It's like, let's go, let's go. Right? Yeah. So 10 more reach outs tomorrow, and by the end of the week, we'll have more leads than we came into the week with. Yeah. And that's. That's what we need to do. Yeah. No, it's true. I think. To be continued, because you pick up your. Oh, yeah. The next part of this conversation is the unique experience for me of feeling the pressure at the same time as not enough of what I don't know, and understanding that simultaneously I am trying to do something to address the pressure where I do well, but I have to also learn what those things are or create those things or come up with those things at the same time. Whereas before, I could be like, oh, shit, you know, insert whatever into the line that says I should have been doing this.

35:19 And I'm putting it off for X, y and Z reasons, but because I did the same, essentially, job, a very similar job for 20 years. Whatever was in that line, I knew what it was and I could do it. I just was putting it off. True. Clear playbook, easy to execute. This is not that. This. There's so much out of your control. Totally. And it's not. I. Sometimes I hesitate to even say that out loud because it sounds. I don't. It's not an excuse as to why I am not doing it or like, no, no, no. That's not how it's taken either. It's just a matter of, like. Yes. Yeah, I understand why, like, the gears are a little crunchier. Totally.

36:04 There's only one way to smooth those gears out, and they're crunchy for me too. Right. I mean, I'm with you totally, but gotta keep paddling, right? Yeah, totally. You gotta get in the car pretty quick here. One more thing for the listener. This is gonna be your corner with Max Doily. Go ahead. Oh, yeah. Oh, you're teaming up for something? My brain. Oh, yeah. No, I don't have anything except for maybe some Alberto's burritos. Over. If we had to do, like, smash, Boom. Best of Alberto's over. Cafe Rio.

36:47 Going. I'm going. Alberto's. Do you go through the drive through? Yes. Yeah, that's money. That's actually a game changer. I know. It feels so American, though. A hundred percent. Every time I see people in any drive through which I have gone through the drive through myself, I think to myself, this is a weird thing that we do. And we're so. It's. It's like we're either in too big of a hurry or we're too fucking lazy to get out of our car to go get a burrito. My God. It's both. It's a little disgusting, but it's also, like, so convenient. Fair. And, yeah, it's all the things, but Alberto's is just food for food quality. Better. Yeah.

37:33 Yeah, I agree. Yeah. Anyway, so that was. That was good. That was good stuff. People know us better. I don't know that they do. They do. They're going to call. For the record, when Max suggested that we do a episode like this, I told him, I don't know that I can because it feels really raw, and I don't know that I'm ready, but I think we did okay. I think we got. I think we did all right. And I think we'll look back at it and feel like this is. I think there's before this and an after this episode. You're really into it. I. I don't know why. It just came back to me. All right, gotta go pick up Lulu. Ski in, sell out.

38:16 Out. Not out. Oh, no. Where is it? There we go.