Coaches Corner: Master List Pulling: How to Find the Leads Others Miss

Is your list provider actually costing you deals?

In this episode of Coaches Corner, Scott and Nate break down why no two lists — or list providers — are created equal, and how small filter mistakes can quietly destroy your deal flow.

They dive into the blank column trap and how missing data often gets misread inside list platforms. They explain why simply watching your record counts when adjusting filters can reveal broken data, and how subtle local language differences — like how counties label absentee owners — can completely wipe out segments of your list without you realizing it.

You’ll also hear why most investors chase the same probate, pre-foreclosure, and tax delinquent lists — and how stepping just outside the competition can uncover overlooked motivation. Scott shares when it actually makes sense to mail your Do Not Mail list, why fresh courthouse data becomes critical in slower quarters, and how narrowing your buy box too far can quietly choke your pipeline.

If you’re ready to stop painting with a broad brush and start pulling data strategically, this episode gives you a tactical blueprint. Consistency is king. Data moves. Competition adapts.
The question is — are you adjusting with it?

Book a FREE coaching call at REIPrintMail

Transcript

SPEAKER_00 0:00

Scott, what's going on? What's going on, Mr. List Puller? Yeah, I mean it's something. You've been doing this for a while. Right. Uh yeah. Learned a lot of uh tricks and techniques that are, you know, typically fly under the radar for a lot of people. Um, you know, inside of lists, you know, I all you'll hear me say all the time that no lists are created equal. No list providers are created equal. There's holes and anomalies um nationwide. I mean, one of the quick things I found the other day was just inside of Utah that they don't call them absentee owners, they call them absentee in state owners. Oh, really? So just that little bit of verbiage change will change how the filter filters it inside of a different list provider. So you might be missing in data just on something as simple as that. Okay. That makes sense.

SPEAKER_01 0:43

You've taught me a lot since I've been here, but I'm always learning. Right. So I I do have a couple of questions that I'm sure everybody else would like to hear them as well. Sure. So just while I got you here. Right. I'm constantly learning too.

SPEAKER_00 0:55

So that was something I learned yesterday.

SPEAKER_01 0:56

Yeah. You don't want to stop. Right. What are some signals that I guess most people overlook when it comes to, you know, looking at lists or when they're list pulling? What are some things people overlook?

SPEAKER_00 1:06

Yeah, um, anytime you're pulling a list or if you're, you know, having somebody pull that list for you, you always want to keep an eye with that data provider. Um, you know, it'll give you a running tally of how many are available. So anytime you make a change on a filter, you want to look and see how that affected your total. Um, you know, most people are educated real estate professionals in their area and they know their area pretty well. So they can go and if they change to absentee or if they change years of ownership, um, they should kind of know where that number should go in a range. And if it really drops off substantially, there's a problem with that filter in that area. It could be as simple as something that years owned. Um, typically don't go back in, you know, most counties nationwide only go back 25-30 years of digital data. So anything prior to that is an unknown because it's a blank in the column. But the problem with all data providers are is they just simply see that blank as a zero. You know, we have to think that how it's filtering it, is it filtering it correctly? Do we have the data to be even able to filter in that area? So always pay attention to the number on the one side every time you change a filter. Because if it substantially drops off or doesn't really change, you know, then maybe that filter's not working.

SPEAKER_01 2:22

That makes sense. Um, why do most investors end up chasing? Why do most investors end up chasing the same obvious data points?

SPEAKER_00 2:31

Well, it's the golden ticket thing. You know, as we all say, what are the what are the key ones? And you know these too. It's you know, it's probate inherited, it's uh pre-foreclosure foreclosure, it's tax delinquent, it's the I call them the golden words. Everybody's on them. It drives competition to them because that's where we find most of the deals. But the problem is, is if we get saturated with competition, it's hard to get the deals because so many people are after them. And where we need to find is in every area, people speak a little bit differently. They use different lingo, different language, different in the northeast than the southwest. Um, so what words you guys use in that area, and you want to make sure that those words are being used with that data filtering process. So things as simple as interfamily transfers, they don't use that in the northeast. So if you go in there looking for interfamily transfers, you're not gonna find them. Um, so there's always little variants inside of a data set and a data company. You want to split test a lot of data. Um, you know, data companies to find out which one's the best in your area and um fine-tune that thought process as you go through it.

SPEAKER_01 3:37

I did have a really good question because we were having a conversation the other day. This kind of came up. Um, do you do you have any deals that you can point to from a client that came from a signal that most people overlook?

SPEAKER_00 3:50

Yeah, I mean, it's um in certain situations, it's usually more about the geography of what's available in that area, um, or somebody, you know, something that has less competition or is harder to find. Um, you know, uh a couple years ago it was unknown sales date. Um everybody would say, hey, we need it to them to own it one, three, five, seven years for the house to get distressed, you know, to get out any flipped properties. Um we started to go after that unknown sales date. Um, and then as you know, we've come up closer to things, so you know, in the last year, uh intrafamily transfers got really hot. And why that was is coming out of probate or coming out of COVID, everybody stopped building new construction. So the family started buying up all the probate, you know, as that uh property came available in their family, they bought it up. Well, now they're springboarding off of that with the new construction using the appreciation in that house and the fact that they bought into it fairly low. Uh they're coming off that intrafamily transfer to use that as a springboard to buy a new construction. And so we're seeing a really good uptick in that. And it and it always flows with conversation inside of local RIAs. You know, you want to get into those local RIAs and kind of just start asking questions. What are you targeting? That's where the competition typically comes from, is if they're targeting this, yeah, you want to have your toes in the water with that, but you want to find out what they're targeting so you can step just outside of bounds of where they're playing. So, you know, it might be 50% or more in equity, maybe you can go 40%. You know, maybe it's year built, you go one year difference. So you get just outside of the competition where you can find a lot of different properties. And AI helps with a lot of that too. Okay.

SPEAKER_01 5:35

You did say something that was pretty interesting about even those people that are calling in saying, take me off the list. Right? Something to where, you know, there's something there.

SPEAKER_00 5:43

Right. Well, we're targeting inside of a list. This is a common mistake a lot of people do, and and so even some of my bigger competitors have or uh bigger clients have uh do not mail lists 40,000 deep. You know, they've been building it for 10 years, and I'm like, we need to mail the do not mail list. You know, it first doesn't sound like it makes sense because it's on a do-not mail list. But of that, you know, we've had turnover, you know, they're motivated sellers. We've targeted them for a reason. Um, and one of the big things on that is, you know, often people don't want to be confronted with what their problems are. And when they get a mailer or a phone call and that saying, hey, do you want to sell your house? They know they're distressed. You know, they know they're either financially or physically distressed in some way, but they don't want to fess up to it. So they're gonna be combative off the beginning. So you want to have that, you know, start to lean into that conversation to retarget them with a softer approach. Say, hey, when you're ready, you know, or yes, I can take you off the list, but if all the honest investors take you off the list, you're just gonna be left with the dishonest ones or the new ones. Um, so that being said, can I retarget you in say six months just to let you know I'm here? Eventually you're gonna sell. You know, might not be to me, but it'll be to somebody, or you know, you know, some situation is gonna come across to where, you know, there's all inevitable there's gonna be turnover. Um, but inside of that list, you know, you want to retarget that occasionally because they're you know, they're on a motivated seller's list. Okay, so their likelihood to sell, but that we just might not be to you, might not be to somebody else, or they might not want to admit to it. So they're a little more combative about it.

SPEAKER_01 7:20

How do ignored signals in lists help newer investors? You kind of touched on it a little bit ago on the last one.

SPEAKER_00 7:28

You know, like if if uh explain that question a little more, like you're meaning that that they're skipping over certain things or they're staying away from certain things.

SPEAKER_01 7:37

How do how do signals that you know the big guys are ignoring help the smaller investors if they were to focus on them? Right?

SPEAKER_00 7:46

Oh yeah, you know, it's you know the the thing with competition is is everybody is drawn to like a moth to the flame. You know, they're all going to where they're you know they hear that people are finding deals. Um, but with AI technology nowadays and um you know better list filters, you can go in and find what they're missing. So it's kind of like going into the UConn with better equipment. Um, you're able to find the gold that the other people are missing that's spilling out over the top because you know, most of uh the higher competition or the bigger investors, you know, they're paying premium data, but they're mailing in very you know vast areas, they're painting with a really broad bar uh brush, but only going after the cream at the top. But there's a lot of deals in that middle that most people miss on. And if you can start to target that middle that the investors are missing or outside of the parameters of what they typically do, just get outside of their norm, ask them a lot of questions inside of the local RIAs or masterminds. Um, and then you can use that to your advantage and dive deeper into the data and find what you know what properties are likely to sell, but they don't quite match you know what that big investor is going after. You know, whether it's you know, maybe it's you know, you get more into mobiles. Um, you know, there's a big push of a lot of investors nationwide that are starting to flip mobile homes because you know it's affordable housing, um, you go where the the competition isn't, and that's where a lot of the money is to be made and get to be the best in that field. You know, and one more thing to add on the mobile is is you know, inside of that data set where a lot of mobile provid or mobile home list pullers are missing is you know, you know, the scraped lots. You know, they're like, I don't want a vacant lot, or but it has all of the entities there sitting there, you know, as far as the well, the septic or the sewer and all of that's there. There's somebody just took the old trailer out, and you can bring in a brand new home, drop it in there, do a little bit of landscaping and have a quick flip and you know, a pretty good turnaround pretty quickly. So, you know, of every data set that you're targeting is gonna have anomalies. You just have to figure out or sit down with uh, you know, one of us coaches um to figure out what's the best data set for that and in in just your area.

SPEAKER_01 10:05

How does certain signals change, you know, who you mail and how often you mail?

SPEAKER_00 10:11

Well, that's you know, signals are motivated sellers, you know, that we're targeting. Um, you know, you can have that that middle ground um where we're gonna paint, you know, like with that broader brush, that that if they're not highly motivated or in not in that you know upper cream of the list that have multiple flags, um, you know, say you're you're in a whole county, you're finding any deal that's in a whole county, and we have a lot more data than we have budget. So then we're gonna touch everybody one time, you know, over a three-month period so we can touch more doors. But if you're at that point where you're in that middle ground and you have more budget um than you do data, then at that point you're gonna mail them, you know, once or twice a month. But then you can bring in the courthouse data, you know, those uh evictions list, the evictions lists or uh divorce and stuff like that, that is is highly sought after, some of the best data that's out there. Um, then you want to get that speed delete, you know, especially on foreclosures that has a date pending. You want to touch them two or three times um in a month um to let them know that you're here to help. And and with variants, uh um very various different styles of mailers that you know hopefully get through to them to generate that inbound call that you're there to help them.

SPEAKER_01 11:25

We basically have a list that we hit regularly every month, and then also you know, a pre-probate list or pre-foreclosure list that we're gonna hit twice a month.

SPEAKER_00 11:34

Yeah, so the Liz pendants lists are great. Um uh as far as you know, targeting them, you know, once or twice, you know, a month. But then when you get into the foreclosure ones where there's a date pending or a tax uh delinquent auction date, um, any of those ones where there's a date pending, you want to get after them a bit faster. Um, and then probates is is kind of lean into it, you know, is you're like, hey, we know there's an issue. Um, but oftentimes people don't understand the process and they need help with that. So, you know, maybe uh cultivate out uh, you know, a checklist for them and send that to them in the mailer and a little bit longer, wind at first touch to say, hey, simply here to help. These are all the things that I've found over the years of doing these and helping uh people get through this process. That's here's a simple checklist of things that you're gonna need to know and and and maybe even um you know uh a page just on the definitions of words that are in there. Um and by just leaning into them that way, you're gonna build, you know, uh trust and and rapport to get to uh be the person that they go to for answers in that area.

SPEAKER_01 12:41

We did the Q4 was kind of slow for a lot of people. It was kind of a weird quarter, it seemed like. So, you know, if you had a smaller budget and you were going after that one deal, you know, you could get that deal opportunity, but a weird thing happens and you know, we had a weird thing happens at the closing table, right? And you couldn't make the deal happen. The lady didn't want to finally move out.

SPEAKER_00 13:05

Yeah, or title issue or something.

SPEAKER_01 13:07

Title issue, yeah. Kind of wanting to just sell it to his brother or give it to his brother. So it was kind of a weird quarter. Um, but then, you know, my guys that had a little bit higher budgets, you know, even though it was a slower quarter, they were still able to make money because they were going after that two to three deal a month number versus like one deal a month. Right. So that helped them out big time. The guys that were kind of going after that one deal a month, I think we just need to add a little more motivation to them, to those lists, because you know, throughout the year it was working out great, right? But then around the holidays, it kind of slowed down. So it really, uh I guess you would say, shined a spotlight on, you know, either if you weren't closing well or if you were used to those easier deals or that higher call flow.

SPEAKER_00 13:51

Sometimes it's just staying consistent, um, you know, touching, you know, more doors, um, you know, diving deeper into an area, you know, if your geographical area is smaller. So, you know, if you have a small area that you know you know we're finding a lot of properties in, so you know, if you take those properties on the back end that you already know you're getting your deals. So of your deals, you refunnel them or recycle them to the front to say, okay, where did we find the deal? What was the deal? What caused the deal? You know, dive deeper into the the seller. Um, and they're gonna give you a lot of information inside of that. And when that seller starts to speak to you, take notes on why they were selling, and then you bring that to your list provider, uh, list provider and say, Hey, you know, of this I find that these are their pain points. Can we find more of them? And if you give the direction to your list provider, a lot of times they can go find more of those properties, but you got to be careful there because too many times we want to go, oh, all of our deals were in this little bitty avatar right here. I only want to hit that. But then what happens is the market moves. If the market moves from that little bitty avatar, now we're you know, we're playing in a different ballpark and we're not getting that lead flow. So it's always good inside of data to just be a little bit bigger than what we're what our target is. So if the market moves, we're still kind of staying in there, we can start to move with it, you know, make small moves instead of you know too many clients out there like, oh, uh, we're gonna change all of this. Well, then they don't know, you know, what they changed or what portion of what they changed changed their list. Um, so that's a big thing there is not making too many changes too fast. Stay consistent, you know, direct mail has a slow and low approach to it. Um, overtime always has the some of the best uh ROI. And in doing that, you want to kind of make your movements kind of like direct mail and and not overanalyze what a response rate is too fast, because too many people will start at the end of, you know, like you just alluded to with Q um Q3 and Q4, but they'll start at the beginning of Q4, which is some of the lowest response rates, and go, this doesn't work. Right. But then in in Q1, they're still getting residual phone calls as people pull their head out of the sand. And then doing that, then they'll call us back and be like, oh no, it does work, we need to turn it on. But then they're starting over again and they didn't put any mail on the ground in Q1. Um, so consistency is king. Um track your KPIs on the backside of that, know where your deals are coming from so you can go find more of them in similar markets.

SPEAKER_01 16:26

What list do you see working best for you in those challenging times?

SPEAKER_00 16:31

Um, typically anytime you can get that, the fresher the data, the better. You know, so you know, as soon as that low-hanging fruit comes out of the courthouse, courthouse data is always great. Um, if you know that a certain area is providing, you know, we have a high turnover, you know, maybe an elderly, or you know, it's uh uh, you know, an absentee market, and then all of a sudden, you know, the taxes went up, or insur uh uh your insurance premiums are going up, you know, as they always do, uh, or at the end of the year that you know we have taxes due. So in those uh those markets that are absentee owners, they'll sell off a couple properties like trading cards to cover the tax bill. And then the next year they'll just replace them with something else. Um, you know, evictions are great, you know, any of that fresh stuff. So as you know, know your market of what it's providing and then go after those style of leads. Um, you know, bring that, make sure you're consistently hitting those or staying on top of them. But anything fresh out of the courthouse is great. When you know we have our shipwreck list that is that way, but you know, it's a premium list, so it's gonna cost a lot more. It's either gonna cost time and effort of sweat equity to go get it yourself and procure it and then and then convert it um, you know, to where it's mailable or callable, you know, whatever you got to do to to that, or you have somebody do it for you, but they're gonna charge you a premium because they're doing the work to it. Um, so those lists, you know, on smaller lists are great because you get a great response rate and a lot of motivation inside of them. And then as you get into um the broader list approach, then you're getting into you know, the you know, finding out who's selling what in that in that market. Um does that make sense? Yeah. What do you think?

SPEAKER_01 18:11

Uh a lot of people like to target absentee owners. What do you think about throwing in some owner-occupied?

SPEAKER_00 18:17

Um, you know, you want them to have motivation. Um so, you know, the longer they lived in it, you know, uh, you know, of the elderly, and this is a great one with owner-occupied. You want, you know, seniors, uh, because they're gonna be transfer, you know, transitioning either into retirement or to, you know, a retirement home or moving in with family. At some point, they uh they can't maintain the property, um, either physically or financially. And of those two things, physically or financially, also creates a distressed homeowner, which are great to target, hard to find because of the age demographic that it's not typically out there to do, but you can typically do by years of ownership on the house. Um, but going back to the beginning where you know most counties only report back to 30, you want to add in the unknowns, or just only target the unknowns that have owned it for over 30 years, um, you know, of the county records, you know, PropStream, list source, uh our data with Smart AI. You know, we have the unknown filters. Certain people do, certain people don't. So, but you want to be adding them on the senior owner occupied. Okay.

SPEAKER_01 19:24

You think if they're building a lot of uh retirement centers, you think that'd be a good place to target those senior owners?

SPEAKER_00 19:30

Um, I I think it's more uh, you know, along the lines of when the subdivisions were built, um, you can kind of look at that when the growth happened that you know, if it's 30 years ago that that subdivision was built, then that was a lot of new buyers buying into that as it was, and then you can kind of go back in and look at an individual subdivision if it has had turnovers, so just randomly pull houses in the neighborhood and see how long they've owned it. You know, like I bought my uh my house was built in 99, we bought in 2017, we had you know quite a few elderly living in it. Um it was 50-50, now it's like 70-30 because they're starting to transfer out as that that house becomes 30 years old. Yeah.

SPEAKER_01 20:14

Even the neighborhood that I grew up in, I mean, a lot of the people bought in there when it was brand new. Right. Don't live there anymore.

SPEAKER_00 20:21

But it's being one of them.

SPEAKER_01 20:22

Yeah, yeah, yeah. So I every once in a while when I'm over in that area, I'll drive through and see, you know, do the Mitchell still live here? Right. So it's kind of cool to see that, but that's a a really good thing to look at.

SPEAKER_00 20:33

You know, and that's something to talk to local realtors about if you're just on the investment side or if you're a local realtor, but you know, you're gonna know the pulse of your area, which communities were built when, um, where the turnover's happening, where the growth is. You know, we always look for, you know, flippers uh like to buy where good school districts are. You know, uh, you know, a lot of renters, you know, if they're not going after those A and B, they're going after those Section 8 properties. You know, you can go and see which areas have the most uh absentee owners. Those are great for to find more Section 8 properties because it's gonna be a lower price point. So there's little things inside of all list provider or all uh list pulling techniques in every area that are unique to that situation, and you can start to pinpoint them and and pull them forward. Okay.

SPEAKER_01 21:20

Um to touch on that owner-occupied. I had a guy in Virginia, and we were hitting absentees for a long time. We added in an owner-occupied list, and the guy that called in said everything but divorce, you know. So we basically got to a divorce before it was showing. Right. Right? He was getting rid of the house, getting rid of the wife, the cars, he was getting rid of everything, right? On the phone. So he was he was fired up. But, you know, that was a a really good list to hit. And I thought that was pretty cool to get to that divorce or that tough situation before it's showing for everybody else. Right, right.

SPEAKER_00 21:53

And that's sometimes as easy as uh, you know, getting a hold of some high end divorce lawyers putting a twenty dollar bill on the backside of a business card. Um it's not a good thing. They wouldn't even get in a divorce yet. Right. But that's you know, as that stuff's filed, those are great because they want out quick, fast in a hurry, or they're up against it, they have to sell it, um, or they have to refinance it. There's a there's an issue there, but a lot of times they want to just sell it and split the cost. Right. Um, you know, that's that courthouse data that's great to target because there's motivation there. You're right. You know, that they whether there's an end date um that the property has to be sold by, or you know, something's coming that needs to be taken care of.

SPEAKER_01 22:30

Okay. And then, you know, tired landlords are always a good one, right? I did have a guy down in Texas that hit a lady, she called, sold him one, called back, she had two more. So we talked. He's like, Man, this what this list is really good. And then we talked the month after that, and he was like, You're not gonna believe this. This lady called back with six more, so totaling nine properties, and she wanted to sell them quick before the end of the year. So actually it worked out really good for him and and made their year.

SPEAKER_00 22:58

Right. And and tired landlords are great because you know, we've all played the game Monopoly. You know, they you buy and sell and trade properties, you know. Uh, you know, and they that's how they look at them. They could get a bad tenant, don't like the tenant. Um, you could go after the courthouse evictions list, they don't want to deal with the eviction. You know, they'll sell that property off and just go buy two more or one other one, or somebody comes through and destroy, you know, they had a tenant destroy it. Well, they don't want to pay, it might cost too much to repair it. So they'll sell it off to a wholesaler, you know, or sell it off to a flipper, and then go buy one that they can just move somebody into that's at a cheaper price point. So, you know, I love absentee and entire landlord lists. Um, I even do a dumb landlord list where, you know, they're probably not in an LLC and they're just kind of do it. They may, maybe they inherited one property and then they were like, oh, this isn't bad. And then they went and bought three or more, three or four more to offset some some taxes and that. And they're like, Oh, I just started a whole business and this is overwhelming. But, you know, they don't know a good property management company, or they tried one and it, you know, they stole money from or didn't do the things that they were supposed to. So all of a sudden they'll sell off seven, ten properties, all and they're like, Hey, how fast can we get rid of it?

SPEAKER_01 24:10

Yeah, it seems like some of these people, you know, they didn't plan on being landlords, it kind of just fell in their lap. And if you send them something that more or less is like a safety net, yeah, you know, they'll latch on.

SPEAKER_00 24:23

Right. And it's, you know, they they saw something on late night TV, or you know, they they, you know, heard from a friend of theirs that was offsetting their taxes through real estate. Uh, you know, they listened to Donald Trump or all of these uh successful, you know, billionaires that they did it through real estate. They read a book, you know, things like that, and then they were like, let's go do this, and then they started a whole nother company, but they're not built for that. Right. And and so they don't have the time, the patience, or they they're not doing it right. And oftentimes, as most entrepreneurs do, you know, they'll get started into something and then fail. You know, but good entrepreneurs will start again, but they're starting at a faster point, and then they'll start again and start again until they get it done right. Um, but as they have to, you know, they make a couple wrong turns and they get their backs against the wall, you'll see them, you know, offset their property. I mean, I know a guy that's been in it for 17, 18 years now that does, you know, probably has done more than 3,000 that just got his back put against the wall, had one giant business deal go bad, and now he's selling off three to four hundred properties, you know, to reset his books and then to start over. So, you know, he fell down a flight of stairs, getting up, dusting himself off and going, but you know, he's selling off 300 properties. One guy had a really tight buy box, really tight buy box at some of these two.

SPEAKER_01 25:42

Versus, how do you how do you think that compares to somebody with a little bit bigger buy box or a giant buy box?

SPEAKER_00 25:49

If if you're gonna niche down on a buy box and and and build a really tight avatar of this is exactly what you want, you want a big geographical area. Um, and then you want to pay attention to the market to make sure you're staying on it. Um, I had somebody fail uh the year before last and narrowed their buy box down too far in the Dallas-Terrent County area, the DFW area. Um, and you know, they were they had a giant geographical area and we were getting all kinds of calls, closing all kinds of deals, and then the market went up. And all of a sudden, our the houses that we were targeting are no longer in the buy box, weren't getting inside of the list. We were getting the properties that were just outside underneath the buy box that we were doing before with the market shift. Um, and in doing that, you you want your primary list, you know, that you're targeting, and then you want to split test or start testing with other things to make sure you're staying on top of what's good in the area or finding what's next. Um, because everything has a lifespan. You know, if you go and walk, or I walk out on stage and say, oh man, so-and-so did really good in this area, and we got a great response rate and they did a ton of deals, you know what just happened? Competition's gonna be flooding to that area. Um, you know, so I've learned the hard way sometimes not to talk about the areas or say a different area um than when it was or city-like, um, you know, to try to curb the competition. And it's that same thing with geography goes with lists. If you go and talk and say, hey, I have the best list provider in this area, um, and then everybody starts to use it. Well, competition just made your list terrible because you know it just waters down the data. So you want to rotate through data sets, you want to rotate through areas and try different things and spread that avatar out. Have it as your main focus, but have a side focus.

SPEAKER_01 27:39

I learned a lot. I'm sure everybody listening probably learned a lot as well. Um, but yeah, this was a lot of fun.

SPEAKER_00 27:45

Hey, no problem. Uh feel free to you know pick my brain anytime. Um, that's what we're here for. You know, as direct mail marketing coaches and data pullers, we see this stuff all the time. And what that typically looks like is, you know, every day I learn something new in here. Um, you know, so we share that with uh all of our clients to help them make better decisions.

SPEAKER_01 28:05

Cool. I like it. All right, brother. Well thank you later. Appreciate it. See ya. We'll do it again sometime. Yeah.