Alfonso Salemi: Welcome back to another episode of The REITE Club podcast today, Francois co-hosting with myself, and we have a very special guest, co-founder of The REITE Club. Mr. Daniel St. Jean. Welcome Daniel.
Daniel St. Jean: Good morning. How are you doing guys?
Alfonso Salemi: Very good, really excited to chat. For those that don't know Daniel, I guess you've never been to The REITE Club or have never heard of The REITE Club, but very interesting Daniel, we were just talking about how we met, probably about six years ago and Daniel's office in Stony Creek and he was doing small networking events out of his office and I just remember him giving that presentation.
He was the bus driver and everybody was on the bus. And, he was giving that presentation and talking there. And it was so important that he was really emphasizing that night. What I remember is meeting each other, connecting with each other, networking with each other, getting to know each other's special skill sets and what you can offer, what unique abilities each person had in the room.
That's what really stuck with me. And really I think we're the seedlings of what The REITE Club has now become, meeting and networking with so many different people. Welcome Daniel. And for those that don't know too much about you, maybe a little bit of a background and what you're interested in doing these days.
Daniel St. Jean: We got, so Laurel and I lived in Ottawa, in say 2005, and 2006 2007, whatever, after we got married. Laurel has always had a passion for wine and she wanted to take a course at the Niagara College, winery and viticulture.
It's the only place in Canada where you can take that course. It's a full year course, like a full week. So either I stayed in Ottawa and she moved there, or we moved to Ottawa. However, both of our incomes were tied to us working in Ottawa. I was a special consultant for the federal government, and Laurel was working in the high tech industry.
All of a sudden we say, okay, that's fine. We can move to Niagara-on-the-Lake and you can go to school full-time, but how are we going to pay the bills? It didn't take very long that we decided that we, it's a long story, so I'll make it short here. We decided to get involved in real estate investing and we incorporated our company in February of 2010 and we had a five year plan saying, okay, five years from now, we want to make enough passive income, cash flow so that we can leave Ottawa and move to Niagara-on-the-Lake.
It took four years, we moved here in Niagara-on-the-Lake, in the summer of 2014. And, we've been doing real estate investing ever since. As of today, September, 2021, we've done 51 rent to own 12 buy and hold, and one commercial building in Nova Scotia. And, seven, what I call RNA, which means reserve and assign. So we reserve condos pre-construction, and then we will assign them once they're finished 60 days before closing. So we don't have to buy them, we just have to make the money and laugh all the way to the bank.
Francois Lanthier: Wow, what an accomplishment over these years. And I remember, so Alfonso met you many years before? I did. I know we met in 2019, if I remember correctly. And it was actually after, looking up your website. So on your website you were offering some sort of ebook and at the bottom you said that you spoke French, obviously , as you can hear, I also speak French, so I sent you an email.
You said, Hey, I'm coming down to Ottawa in a week or two. Why don't we meet in person? And we actually did, and I was impressed. I'm like, this is a powerful network. I did lots of networking in my previous career and I was amazed by your power of networking.
Daniel St. Jean: Although we'll find out in a few minutes that I don't call it networking, but we'll get that later on.
Alfonso Salemi: Absolutely. And going back to what I call now the good old days when, you know, in-person events and in Burlington, and that was a big thing of Daniel and every networking event that I went to after I met Daniel Lee was very rarely in the actual, conference room where presentations or speeches were being held. It was usually in the corridors, in the hallways, meeting and networking and talking with people out there. And yeah, I'm really excited for Daniel to kinda share. This new take on networking.
Daniel St. Jean: All right, so well let's start by asking you two guys a couple of questions. So Francois is an auto mechanic. What business is an auto mechanic in?
Francois Lanthier: They take care of cars.
Daniel St. Jean: Okay. The automotive industry, you would say. Okay and what about a pastry chef?
Francois Lanthier: Pastries, baking.
Daniel St. Jean: Okay, so the cooking or the food industry. Alfonso, what business is a fashion designer?
Alfonso Salemi: Definitely. Clothing, fashion.
Daniel St. Jean: An insurance broker?
Alfonso Salemi: In the insurance industry looking at liabilities, adjusting and all those types of things.
Daniel St. Jean: All right. Wrong. They, we, you and everybody else on this listening to this podcast, we're in the people business. This is a key fact to understand not just at the head level, but at the gut level. Understanding this will change the way you network, the way you interact with people, and how you allocate your resources, meaning money, time, and brain cells.
I recently, Recorded two classes that are available on our website, www.thereiteclub.com. And one explains the 10 key points of Connect, working, connect, working, and the other one covers the top 10 tips for doing Connect working successfully at your next event. So I'd like to share with you if you guys are okay with that, one of the 10 key points from that class. Are you okay with that?
Francois Lanthier: Yes, please.
Daniel St. Jean: All right. So no matter what business you're in the people business. It's not about gadgets, widgets, deals, ROI, cap rates. It, so if you understand that, then you're gonna invest a large chunk of your resources, meaning your time, your money, and your brain cells in developing your people skills and your communication skills.
You need to be as good as you are at being a real estate investor, you need to become really good at being a people person. For example, a good example is a really good person who happens to be a lawyer. That's Million Cardinal, a realtor, that's Dylan Suder, a mortgage broker, that's Claire Drage, an accountant, George Dubey, a coach.
Mark's friends, a teacher, Dave Dubbo, and then of course real estate investors like Francois, Alfonso, and Sarah but a lot of people do business with these people. Yes, George is a good accountant, but you know what? George is a really nice person and a really interesting person to talk to and to deal with.
If George tomorrow said, I'm getting out of the accounting business and I'm opening a restaurant, guess what? I would go and eat at this restaurant, even though I don't use the services as an accountant anymore because I'm more a client of, or a friend of George than I am a client of BDO if before I go into the differences between networking and connecting, I want to talk about one of the most important quotation that I've ever come across, and I'm sure you guys have heard it before, but like most people, you hear it, you just push it aside, and then you continue on with your date.
That quotation will change your life if you really get it. And people like Bill Gates and Jeff Bezos, the founder of Amazon got that years and years ago. And that's where they are. That's why they are where they are. So let's hear the quotation from Zig Ziegler. You can get everything in life you want if you help enough other people get what they want. You heard that before?
Francois Lanthier: Yes. Many times. But just like you said, Daniel, we kind of brush it off and forget about it. So true.
Daniel St. Jean: All right, so let's go over this. First of all, you, it doesn't say rich people, smart people, attractive people, young people can get it. No, you Francois, you Alfonso, you the listener, me, everybody and anybody can do that.
It doesn't say you might or you could get. It's a positive word. Get as in receive. Not you can buy, you can steal, you can borrow. No. You can receive, get any, everything you want in life. And he says everything, not, it doesn't say you can get a few things. You can get some things.
You can get everything in life you want. No restrictions in life. So if you believe in the afterlife, a lot of people do things right now so that they can get a nice seat in the afterlife. But that's not what he's talking about. He's calling, he's talking about here now in life, next week, next month, five years from now.
Again, we're with the word you Okay? The listener. Want, this is important. You can get everything you want, not need. Because most listeners, and guys, can we agree that the three of us, and probably most of our listeners, if not all of them, have everything they need in Canada, right? We have what more do you need right now in your life? Talking about real needs. All our basic needs are met. You have a roof over your head, you have food, you have water, you have air cleaner to breed. You have transportation, you have roads, you have hospitals, schools. You have everything you need.
That's not what he's talking about. It's talking about, you can get everything you want. Okay. There's a condition to the first part of the statement. And then again, were you with the word you and the next word is key help. Okay. If you help not control, not Coors, not manipulate, and I can think of a couple of other words, but I can't say them in a podcast.
One starts with an S, one starts with an F, but we're gonna leave those aside if you help enough. Okay. Again, it doesn't say one or two. It doesn't say 2 million. He doesn't tell everybody if he helps enough other people. Not if you help yourself, if you help other people get meaning, okay? Again, not buy, borrow or steal.
Get, and then what they want to date other people. And again, the word want. So from this little exercise here, three things come out. Number one, help. Number two, other people and number three, know what they want. Other people, let's talk about that for a second. They're all over the place. We live in the golden horseshoe.
There's what, 9 million people here? But you know what, Alfonso, if you sat in your house for a month blocked the doors don't go out. How many of those 9 million people do you think might come and knock on your door and say, Mr. Salemi, I have $500,000 sitting in your account. Is there any way I can put that into one of your deals?
Alfonso Salemi: Yeah. Unless it was an Amazon driver. Probably not too many people coming and knocking at the door, offering their help or their service. Definitely not.
Daniel St. Jean: They are out there. But you need to go find them. This is one of the key things about networking or connectworking.
You got to go out to the people. Jim Ron had a really good quotation about that. He says it's hard to find a rich hermit. So don't expect those people to come knocking on your door. You gotta go and find them. And I realize in Covid time it's a little bit more difficult, but we are getting out of this.
If that has been your excuse for the last year and a half, okay, I understand that. But when things go back to normal, get out of the house and go meet people for breakfast, lunch, chamber of Commerce, real estate events. Our group, we're starting to do live events again soon in Burlington and we'll do them also in Ottawa and soon other places come meet people at live events.
Francois Lanthier: The virtual stuff, Daniel? So during this pandemic, it's been, actually, for me, it hasn't been so bad. I had to pivot, but using your example, you have to put yourself out there. So using social media, using podcasts such as this one. There's many ways you can continue even without setting foot outside of your house because of technology. So it's a great example.
Daniel St. Jean: Yes. Remember the expression, I know you guys are too young for that, but I think it was some, one of the national telephone companies reached out and touched someone, but they meant, what they meant is pick up the phone and call. Of course, for the older folks, zero.
Listening to this, we remembered the phone home. It wasn't a text home, but an email home. It was to call home . Okay? So pick up the phone and call people .One of the things that has been really bugging, oh my God, driving me crazy since this pandemic started is this social distancing. I wanna slap all of these people who put those quotations on the head.
This is not a time to be socially distant. If anything at all, this is a time where you should be calling your family. Your friends, your neighbors or whatever, and talk with them and communicate. So this is not the social distancing thing is stupid. It's physical distancing.
I get that, but it's not about social distancing. So remember, let's pick up the phone and call people. Now, Francois, before I get to the real differences between networking and connect working, I want to use you as an example here, and I have two scenarios for you.
Francois Lanthier: Okay, great.
Daniel St. Jean: Alright. Scenario number one. So you go to a, let's say you go to a luncheon, chamber of Commerce of Ottawa, and then you meet for the first time, okay, we're pretending here for the first time. You meet Claire Drage, and you guys have a conversation, 15 minutes, whatever. Then you extend business cards, and then you come back home in the afternoon and your wife Jennifer says, oh, how was the event .And you reply, oh, it was good.
I met a really interesting mortgage broker. And then she says, oh, okay, what was her or his name? And you say now you reach in your pocket, you pull out your eight cards that you collected. You look at them and you say, oh, Claire Drage. Okay, so that's scenario number one.
Scenario number two, same situation. But now you come back home and when Jennifer asks you, how did the event go? You say, oh, I met a really interesting person this afternoon. And then she says, what's his, our name? And you say, oh, Claire Drage. And then she says, what does she do? Oh if she's a mortgage broker, all right.
In scenario number one, you were networking. You were there to make contacts based on what people do. What was most what? What left an impression with you after meeting Claire That she's a mortgage broker? In scenario number two, you were connected working, you were there to make connections with people regardless of what they do.
The fact that she was a mortgage broker was not that important. So networking is about collecting contacts based on what people do and their occupation. While connect working is about developing connections based on what? On the person, on who the people are. If you take the word networking and you split into you get the word net and work.
When I think of networking, I'm thinking of somebody going out in the field with a net collecting butterflies or a fisherman collecting fish. That's what networking is to me, networking is. And a lot of people think about it that way, which is why they don't like doing it. Connect working. As the two words imply, it is working at making connections.
Think of it more like gardening, planting perennials or fruit trees. And I can tell you one thing, a network built by connect working will yield way more fruit than one built on networking.
Francois Lanthier: I have a great example, Danielle, if it's okay, one of Laurel's friends at Nancy Morris hosted a virtual event. I think about a year ago, and I attended and I actually met a person that owns a restaurant. And at first I thought, oh, this is irrelevant. Just like you said, oh, restaurant. Like why should I care? Like a great guy, awesome, and he turned out to be one of my best private lenders and he's been referring to me people, I've referred to him people.
Because I might give away your punch there, but , he knows hundreds, thousands of people. So this was amazing. And we connected on a different level. We love food and just as a person, he's nice. He's got a family. I have a family. So it was very different. It was not like one single focus and it turned out to be one of the best meetings. Very good example.
Daniel St. Jean: Yeah, not seal my thunder. Actually if this sounds like we rehearsed this ahead of time, but we didn't because my next little thing I want to talk about is that at the Hamilton Chamber of Commerce it was five years ago and I was there for lunch. And I want to share an example of what that will go right along with what you said there.
At the first break, I walk over to my friend Jeremy, and I ask him, how's it going? How's it going so far? How's the meet? How's the event going for you? And I could tell by his face, he wasn't very happy. And then he said, oh God, I got out here early this morning. And the first person I talked to, she just went on and on.
For 20 minutes, I could not go and talk to anybody else and she's a Doug Groomer. I don't own a pet. What do I do with a Doug groomer? Okay, so obviously my friend Jeremy thinks he is in the real estate business, not the people business, and he does networking. He does not understand the power of connectworking.
At the next break, I walked over, and I saw the corner there. There's a lady just standing there sipping her coffee all by herself. So I walk over to her and introduce myself and we start talking about, not about real estate, but about life in general and why she's here and what she does while she's a massage therapist.
If I were Jeremy, I would look for a way to get out of this conversation as soon as possible, but no. And guess what, since that meeting, Karen has bought two houses as primary investors for us. She's done Bridges, RRSP and I've done bridges with her sister, her two sons, and five, or I think it's maybe seven.
Of our clients. Why? Because we connected as people. And people will do business with people they know, and trust. Not people who leave business cards on the chair. They arrive early and put a business card on the chair thinking that everybody's gonna pick up the phone and call them to do business.
That insults me, when they do that. But anyway, so now think about this for a minute, Francois you go there to meet, say a mortgage broker or you want, a mortgage broker, but think even the best mortgage broker. Yes, she will have a list of clients. Okay, so she acquired that client when they're looking for a mortgage, if their investors.
They will get many mortgages, but if they're a home buyer, when is the next time that Claire, for example, will have a real good interaction with those people? Five years from now when they're renewing, or 15 years from now when they want to sell their house and downsize and get a new mortgage. Think about a massage therapist, for example.
Let's say you have a problem and you go see your massage therapist for one hour every week for six months. You think you guys might talk about stuff. You think that the relationship between a client and massage therapist or a Doug groomer or a yoga instructor might be a really good connection there , if you make the connection with the person, they might connect you with their clients and stuff.
When conversation comes up and somebody says like in the case of Karen, one of the finds said, I got about seven or eight years before I have a large enough nest egg to retire. And then she finds out that the $600,000 house is mortgage free. So she connected the two of us. He gets a $400,000, HELOC, investor, that 17% is making $68,000 now.
Now he's thinking about retiring in two years instead of eight. Hello. This is what happens when you talk to people who are people, and then they connect you with other people. So that kind of goes along with your example.
Francois Lanthier: Yes, completely. No, that's it. So Alfonso, I'm sure you've been through similar situations.
Daniel St. Jean: I was gonna say, Alfonso, I'm sure you have a similar example. Share it with us.
Alfonso Salemi: Absolutely. I can't tell there were times that it would be three, four times a week that I would be at different networking events. That's the room, the same room that I talked about meeting Daniel, getting into that room. Yes, there was a presentation, but it was about the people in the room getting all those different stories and understanding what their motivations are.
I think sometimes when we're talking about networking, and I like how you're saying this, connect working when you're heading out or you're going to a virtual event or you're going to an in-person event. I think having the idea of what the goal is in mind of what a success is when you walk out of the room or leave that virtual networking, if it's to gain information, wonderful.
Gain the information, learn so a new strategy, learn a new tactic if it's to meet a mortgage broker or a realtor to help you understand what the areas are, or if it is an extra amount of people to say, these are the, I'm gonna grow my own personal, connections, grow network. Having those ghouls are so important because you don't know what, I used to call it planting seeds.
You don't know what seeds are gonna grow. Having a huge field and just planting a seed, making a connection, Having a conversation, getting personal, understanding what motivates them, sharing and your excitement and what it motivates you. One of those seeds is gonna grow. Some of them don't grow, they don't get enough sun or light or anything like that.
Some of them won't grow, they'll just be there. But some of them will. And the ones that you do tend to, and you do water and you do follow up with and you do connect, they will grow into partners like Daniel saying into, private money lender. Someone that can refer you to something to somebody.
It is, again, back to that Zig zeiger quote, which I love is helping people get what they want and understanding and uncovering that it's not necessarily about what you want and that those are things that you need to clarify and all that. But when you are meeting and connecting with people, understanding what they want, what their motivations are, and where you fit in their goals.
Daniel St. Jean: The key word there in what you said there again, Alfonso is connecting. That's why I called it. That's a term that I trademarked back in 2005 when I wrote that bestseller milking Cookies for Success. So I talk about connectworking, and I talk about communication. So two words that I coined and trademark in copyright, sorry, back in 2005.
The whole thing is yes, about connection. The problem that I find when I talk with people and I see networkers is that they think it's about quantity. No, it's not. If I go for a whole evening event and I come back with one really solid contact, like a Karen for example, this is way better than coming back with 15 business cards, with three minute conversation and A month from now, you call these people who don't even remember you because you were just one of the butterflies that you collected in your net.
Making the connections and what I'd like to do next, if you guys are okay, is give a couple of examples, recent examples of what can happen when you do connect working. You okay with that? This is Saturday. Last week, the week before that, between Monday morning and Saturday afternoon,
I received $865,000 in my corporate account.
All from new bridges. Not a bad week, but more interesting here is that 550,000 of that was from people I have never met before. Never talked to them until our first conversation on the phone. They were all referrals from other people in my network. So people who have done business with me, invested with me.
My question here is, does planting fruit trees work? Does connect working work ? Yes it does. And one, one more example. The first week after we registered our business February, 2010, the first thing we did was to join a local real estate club in, group, I should say, in Ottawa. The founder of that group is John and he's a mortgage broker.
We ended up doing business with him. I think our first three or four rent own deals were done with the help of John and John practiced connect working. So once a month he organized cash flow game evenings where you would've five tables and bring six people per table. We paid $5 each. So that was just to cover the cost of the room and the coffee.
Of course, you play with cash flow with five people that you've never met before most of the time. And you get to talk, you get to meet people. So I met a guy named Luke and we talked about rent to own, but of course, This is not the place and time to discuss a deal. So I called him the next day and explained the deal to him.
He calls me the day after he says, you know what? That's not really my thing, but I'll tell you what, why don't you call Ivan that could very well be what she's looking for. So I got a hold of Ivan and yeah, she turned out to be the right person. We did a bunch of business together and then she moved to Alberta, but we did a lot of business together.
Most importantly, you'll see, there's a point in my story here in August 2012. We're chatting and at that time we're just getting ready to go to no Nova Scotia to start a team because we wanna do some rent there, but we don't know anybody in Nova Scotia. And I'm telling Ivan about our trip and she said, oh, okay, hold on.
She says the first person you gotta meet there. It's Brenda campaign. She's a realtor. She knows everybody and she's a really good friend. And, Yvan sent me her email address. I connected with Brenda. So Brenda ended up being the realtor for the seven rental own deals that we did in Novas Scotia.
In addition to that, she introduced us to Margaret, the credit repair specialist, who from then on took over all our rent to own tenant buyers, and has helped everybody so far Buy a house. Then she introduced me to Peter , her future husband. I call him Peter the Greek. And then Peter, of course introduced me to Ilia Energy.
That's a company that is building solar panel farms in Greece. Large project. And Laura and I invested $600,000 in that project, which over the next 20 years will yield 4.5m. Thank you Brenda and then of course Peter asked me if I could raise some funds for that project. So over the last 22 months, I've raised 10 million, just a little over 10 million for him, and he's paying me a 6% commission.
You do the math. That's pretty nice. And in addition to that, we are now talking about possibly developing a resort on a piece of lamb that Peter is thinking of buying in Santorini and he is also interested in involving Laurel in putting together wine tours for Canadians to come and visit wineries in Greece.
Specifically in Santorini. So you tell if that evening, that two hour that I spent that evening going to a cashflow game to meet Luke was a good investment of time, yes or no? See what I mean? So this is what happens when you connect working and when you do it well, but you gotta go out there and meet the people. Luke would've never come in my door and, Knock on my door if I hadn't gone to that event, you gotta go out and meet the people.
Francois Lanthier: Completely changed your life. Another crazy example I wanna share is how I met you and then I quit my job and now , I do this full-time. So again, crazy kind of crazy story just putting yourself out there. I sent an email and you said, let's meet, and I met, I'm like, I don't know this person at all. I don't know this story, but who knows? And we'll give it a try. And then I found your story very interesting and appealing. and then I wanted The REITE club in Ottawa. It just goes to show like taking action is huge and get, it's the people business, like you said. What? You helped me get what I want, but I also, I hope I helped you in some capacity as well. And that's the goal.
Daniel St. Jean: You're not anywhere near finishing Francois . I'm just, we're just starting here. In terms of The REITE club coast to coast. And yes, there will be one in Ottawa, so we're working on that. Alright again, if people want to know the rest of the 10, what do I call them, the key, Key points for Connect Working and also my top 10 tips for Connect working successfully.
They can find that on the website at www.thereiteclub.com. However before we end, if you don't mind, I would like to share two of those tips with you and with the listeners two, that are in that class. Are you okay with that?
Alfonso Salemi: Absolutely.
Daniel St. Jean: Okay, so one arrives early, leaves late. Alfonso, you'll be a witness to this. We usually start our meetings at seven when we do live meetings in Burlington seven, and they're usually at 9:30, 9:40. But then there are some people who are usually there at six 30 and most of the time the cleaning crew comes at 11 to kick us out of the room, and there's still maybe a dozen, sometimes 15 people still hanging around.
If I name a few names, you'll probably shake your head. All of these people arrive early. They all stay late and they're all very successful people because they understand that if they arrive early and stay late, they will be talking with people who think like them and who are really interested in investing time.
I didn't say spend time investing, time in meeting other people, and that's why you do that. So that's one of the benefits of arriving early and leaving late. And you probably sometimes witness some people, right? They'll arrive two minutes before they even start. They sit at the back table where there's almost nobody, cause they don't really want to interact with people.
Then 30 seconds after the meeting ends, they're already out the door. And then if you ever meet them, they'll say, Networking doesn't work for me. It doesn't, obviously. But if you are smart and you practice the right tips, one of which is to arrive early and leave late. And the other thing that might happen too is if you arrive early and you introduce yourself to the organizers, and guess what, there's a possibility that one of their staff is late being held in traffic and now they're like, this is what happened to me three years ago.
He says, we have to assemble all of these pages here and put one on each of the seats and stuff like that. Okay, gimme a stapler. Let's get going. So we're doing that and we're talking and then of course now the conversation, blah, blah, blah, blah. Okay. Made the right impression, because at the break he walks over to me, he brings two people. To me that he wants to introduce. And guess what? Six months ago, those two people invested $835,000 in the financing of my 4.2 million building in Nova Scotia, all that from three years ago when I arrived early and helped somebody staple pages. And put them around the tables. Arrive early, leave late.
This is my first tip. Second tip, only give your business card when asked. Here's something that people don't understand. If you go to somebody, And you're going, blah, blah, blah, blah, blah, insurance broker, blah, blah, blah, blah, blah, insurance broker, blah, blah, blah, blah, blah. Good deal insurance broker. And then you stick a card in their face, with maybe something like, Hey, and when you need to ensure your next house, give me a call. I'll give you a good deal. That piece of cardboard it's a selling thing for you. Okay, so what value does that have to the other person?
Not so much. On the other hand, if you're talking about things in general and then they ask you what do you do? And then you say I help people. I'm an insurance broker and I help people. And then you give a little, like 32nd pick or something, but not pushing it. And then they'll ask you a couple more questions and then you insert a couple more questions and then the person says, sounds interesting, Bob, can I have your business card?
At that point, that business card becomes a selling tool, a buying tool for them, rather than being a selling tool for you. It's a buying tool for them. If they ask for your card, it has 10 times more value than if you stick it in their face. And then they'll take it home with the rest of the 15 cards and you'll never hear from them.
Give your business card only when ask, but be smart and make it do whatever you need to do so that the person will feel compelled to ask you for your business card and now you've got a connection. That's it.
Alfonso Salemi: Oh, great advice, Daniel. And looking forward to more in-person networking, obviously the virtual networking that we have in all of our events and available for all those out in The REITE Club community being there, attending and participating. Great tips and a lot more to come as well too.
Francois Lanthier: The pleasure. So thank you very much once again. And can't wait for the full, blown class that will be on the website. So people really have to visit thereiteclub.com and look for all the great content. So Daniel is on it quite often as well. I was going through the videos and the knowledge cash, so this will be part of it and it's essential that you apply this if you want to be successful, help others. That's, I think that's what my key takeaway is. Thank you, Daniel.
Daniel St. Jean: You're very welcome. And we'll see you at the next event, whether live or online,
Alfonso Salemi: Yes. And let's customize our lives together.
Daniel St. Jean: Yes, we will. Cheers.
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