452 | This is Not a Dress Rehearsal | August Roundup with Katie

25:42And you're doing all this direct mail, what have you. But I just loved that he kind of hit on this idea that almost none of the extra income that you're going to be able to create for yourself matters unless you have the systems in place. And that's something that I've always really tried to drive home in my own work is that I am so thankful that I had the foundation, both from ChooseFI, from Mr. Money Mustache, from Mad Scientist. I had the foundation in place. I had my systems worked out, my auto transfers to investing, my budgeting guidelines, all the best practices locked in so that by the time I started earning more money and had really figured out that piece of the equation, that shovel was just getting bigger and bigger.

26:26And it was not sifting through my fingers like sand. And I thought that that was... I don't think that this audience necessarily needs to hear that message hammered home, but I was like, just the general populace I think does because I think that there's a tendency to believe that as I make more money, that's when I'm going to get it together. Once I earn more income, then I'm going to start making better financial decisions. But I think it's really important to at every chance we get dispel that myth because that's not what happens. Like nine times out of 10, the money is just a magnifier for your existing habits.

27:00You're not going to magically get good with money just because your income goes up. Yeah. And it's funny because just the through line here of all these three episodes, actually, because we haven't talked about 450, which obviously we're going to. Masterful segue. I wasn't even trying to do that one. Bill was saying, and I mean, he obviously had a significant income as a physician. His wife, he mentioned in passing very quickly was a physician, but he said, we spent first and we saved last. That was just their MO. That's how they went through what sounds like 15 plus years of their adult earning years.

27:36It was YOLO. Didn't you love the YOLO boat? I thought the YOLO boat was like, oh, chef's kiss. Yeah, he called them the silent majority, that higher earner trap of lifestyle inflation. And hello, at the top of this episode was like, I bought a Porsche. I can point it. I'm a perfect example. But I do feel like, fortunately, because of all the progress I had made, I was like, oh, I can't afford this. This is actually fine. But I think that they're that high income trap. And you're right. It's like, it blows my mind every time I hear stories like that, because I just was so fortunate to discover this message so young.

28:16And when they were like, yeah, it sucks. And you hear these 20 and 30 year olds, they got lucky, right? We just got lucky that the podcast app or some person was like, hey, you should listen to this. And it changes your whole life. But I did think it was funny when you were like, oh, what if I did a 30 or 35 % save rate in lieu of 50%, finding that balance, what have you? Because when we did an episode on the Money with Katie show about the ideal savings rate being, we basically were like, I think it's 40%. We looked at where you start to hit diminishing returns where each incremental 5 % bump in savings has a less and less of an impact on the time that it's shaving off the timeline.

28:56And right around 40 % is where it's like, yeah, you're going to get incremental time savings with each incremental 5 % bump, but they're getting smaller and smaller and smaller progressively. So the fact that you kind of just intuitively honed in on 35%, I was like, hmm, that's kind of funny. I wonder if he had any quantitative basis for that number if he was just throwing it out there. No, I wish I could say there was some genius behind it, but no, it was made up. And I did listen to that episode when it came out, but that was a couple of months ago. So maybe it's internalized in my head at this point.

29:26that save rate in your brain. Yeah, you won't let it. But you know, it's funny. You're talking a couple of minutes ago about essentially laying the groundwork that if you wait until you're making a lot of money to whatever it is, to automate, to start saving, to prioritize, it's too late at that point. And I think that also ties in again to Jillian's episode where she was talking about really finding things you love. And we were saying that there's such a high failure rate, which sounds crazy, but there's a high failure rate at trying new things. And she said, and that's okay, but it's so easy to get discouraged.

30:02So if you wait, and this is the tie-in, if you wait to figure out what actually lights you up about life until you hit that FI number on a screen, your FI, I almost guarantee you, is going to be pretty miserable because you're going to feel like a failure because you're going to try these things that you always said in your brain you wanted to do. I use the RV or boating around the world as examples. And you might find out you absolutely hate being on a boat. You get seasick within 30 minutes, right? And you never tested it. You never tested it, but yet it was this grand dream. And Jillian's quote, and it's a long one, but it's worth reading, many retirements are great because they let you test out two or three or four things.

30:44And out of those four, you may find two that you love. And then you carry that over to the next test and you experiment with four more and you find two more that you love. So when you eventually become Phi, you have 15 things that you really enjoy and you're really good at. And it makes that transition to Phi so much smoother. And Katie, I just thought that was brilliant. And like ties in again, almost both to the lifestyle and as we're saying that the money side of like, you have to plant these seeds way before you think you need them in some sense. That's such a good point. Man, I was just like, wow, what an astute observation when she was talking about how I just could imagine the spiral she was describing.

31:25I was like, wow, I feel like I've lived that in some way where you have all these grand visions. You're like, this is what I'm going to do. And then it's not what you expected. And you're like, oh my gosh, not only am I not having fun and am I bad at being retired, but I'm also not making any money. I should just go back to making money. I was good at that. I was good at accumulating. I should just go do that again. And I think that the kind of through line or the overarching thread that connects these and the message that I'm kind of receiving loud and clear at this point now that we've chewed on it a little bit is that I think we often wait.

31:59I'll speak for myself. I'll wait for that permission or think, oh, well, these things have to happen first. I have to earn that leisure or I have to wait until the businesses at this point in order to start behaving in this way. And I think that there's something so freeing actually about being like, no, the best thing you can do is start taking baby steps right now today, even if it feels premature, or even if you have this kind of narrative in your head that you can't start investing until you make this much money, or you can't start outsourcing things in the business until the revenue is at this point, or you can't start carving out time for a hobby until you've got X net worth and you feel like you've earned it or you've deserved it at this point.

32:45And so I think that there's something really powerful about kind of acknowledging that this is not a dress rehearsal for something that's going to come later. You're in the real thing right now. You're in the show right now. You're not practicing. And I think that that's kind of what I've always appreciated actually about Choose FI is like, it is very action oriented and very much about what you can do today to make things better and not necessarily about always deferring that improvement to the future sometime in the future when you've earned it or you've deserved it or you've checked some box that makes it possible.

33:19Yeah. And Katie, it reminds me so that it's not a dress rehearsal that has been kind of top of mind in my own head because I read the book 4 ,000 Weeks by Oliver Berkman. Oh, so good. Right. It's fantastic. But goodness, like, I mean, I don't think of myself as like old or middle aged, but I mean, I think by any definition, I'm middle aged. I'm 44 at this point. And like, I'm past the 2000 week mark out of that potential 4000. And that's I mean, you talk about not a dress rehearsal. Like, that's crazy. I mean, that is absolutely astonishingly crazy. And even though I think of myself in my own head as like, fairly young, and you know, obviously I'm active and fit.

33:59So I mean, I can do things. It's not like - How old are you on the inside? Like, how old do you feel? What age do you feel? That is such an interesting question. I don't feel any different internally than I did when I was like 25. Wow. Okay. I love that. Isn't that funny? It's weird. Katie, I keep waiting for like that moment when I'm going to feel grown up in my head or like confident. Wait, you're telling me in 44 it still hasn't happened? oh no dude I think the same thing all the time like whenever anything goes wrong I'm like is there an adult in the room it's like woman you're almost 30 years old you are the adult you got to figure this out yeah I don't think it changes it's weird or at least it hasn't for me and I mean it's not like I'm an incompetent person I'm relatively competent at things super competent let's not go too far but um but yeah so that's an interesting question I'd have to actually think about like precisely what age, but yeah, I don't, I don't feel internally different.

34:55Yeah. Then at some point in my twenties for what it's worth. But that's maybe a piece of this, right? That could be a part of this that like, you still kind of have that like internally, you still identify as that person, but okay. So you're reading 4 ,000 weeks and you're realizing, oh my gosh, wait, I'm like past the 2000th week. So then what does that do to your perspective? Yeah. I mean, I, I think it's, you know, it's the intersection of, of that book and die with zero, which people are probably sick of me talking about at this point. But frankly, like that book was a lightning bolt. I was zero.

35:27And reading them both in a, in a fairly abbreviated span of time, it, it definitely sinks in, you know, especially with my daughters. And I mean, there's no way to sugarcoat the fact that a 15 year old and an almost 12 year old that I've spent 60 to potentially 80 % of the time I'm ever going to spend with them in their entire lives. Like I can maybe get lucky and they live at home after college or something, you know, yada, yada, yada. But like, but that's just luck. You can't plan for that. So, I mean, Katie, that's crazy. Like that's a huge amount of time of the percentage of time. So I need to maximize this.

36:05I need to start living for today. And I think that's not that, that almost is a little overblown saying it that way, because I don't think I've ever truly pushed off enjoyment or happiness or lived for another day. But I talked about in the episode of, hey, maybe if I didn't save 50 % and I saved 30, 35%. So obviously this is top of mind. You brought that up just a couple of minutes ago. So maybe I'm kidding myself that I didn't push off for tomorrow, right? You know, what's funny is now that you say this, I actually have a weird memory of listening to an episode from back in the day where I think you were talking about how you had this tendency to like, obviously you love what you do.

36:51You love the work that you do where you'd like find yourself kind of like sitting at the computer for hours or like kind of going off on your own and like, you know, focusing on these things that feel really important. And it's not that you're like, oh, I feel like I have to, but I kind of remember, is this ringing a bell? This was like years ago where you would talk about this. That's an astonishing, astonishing memory. Because yeah, I've definitely said that. And yeah, that's like the thing that plagued me for years with business. And it's funny because you and I are both online business owners, but JT was also talking about running a business.

37:29And right. I mean, we were talking about the rubber ducks, which in fairness was probably not the greatest title for that episode. But I thought I thought it was appropriate in the sense that it just shows that any type of business that you run, if you thought it was something special because it's an online business, or in JT's case, if you thought it was something special because it's real estate, you're kidding yourself. You have to have systems, as you said. You need to set up boundaries, which is ultimately the question that you asked me. Like, especially in today's day and age when it's so easy to, and the quote from that old episode was, oh, I'm just going to run upstairs and check email.

38:09Yes. No, but I think it's so funny because my husband and I will do the same thing. And we are fortunate that we just moved to a new house. We have so far moved every couple of years for his job. And it kind of gives us, it sounds crazy because I know moving is very stressful, but it almost gives us an opportunity to break old patterns and routines and establish new ones. And something, a bad pattern and habit that we fell into when we lived in our last house was my office was upstairs, his was downstairs. We would both on Saturdays just kind of drift into our own little computer holes and emerge like hours later.

38:50And what we were going to do together that day was an afterthought because we would both just be sucked into whatever we were working on. Not that that's necessarily always a bad thing, but I've noticed even since moving here, we have been like, okay, tomorrow morning, where are we hiking? And then or like, Sunday, what are we doing for dinner? Or what show are we going to go see? And that those have become more of a forethought rather than an afterthought that comes when we've already given the best of ourselves to whatever we're cranking through. And it's been really nice for our relationship, but I also think that you assume almost when you live with someone that you're just going to spend a lot of quality time with them by default.

39:31But I think it's very easy to get into that parallel lives trap where like, yeah, you're together, but you're not really together and you're not really prioritizing one another. And that has been a big thing for us. And I thought that's why your commentary about like, I'm just going to run upstairs and do this thing really quick and then hours pass and there you go. Yeah. You try to respond to email or maybe in your case, go on a TikTok and find Taylor Swift, amazing Taylor Swift things too. Don't blow my cover here. Well, no, keep on sharing them. Believe me, I'm very, very happy about it. But it is funny, the limiting beliefs, right?

40:05I think that's a large kind of through line of what we're talking about. And Becky said before even finding Dave Ramsey and she said, we could have had an enjoyable life and still save money at the same time, but we just didn't think we could. Right. And like I underlined, bolded that we didn't think we could. I wonder how many people have that limiting belief that like by definition to have an enjoyable life, we have to spend money. For sure. Well, I think this was like a corollary to that same point, But there is a bit of this all or nothing trap where I think some people will realistically look at their situations and go, well, there's no way that I could reach financial independence that quickly, so I shouldn't even try.

40:56And I think that that all or nothing trap is really dangerous because as you guys highlighted, okay, yeah, you might not be able to retire tomorrow, but that first five or 10 ,000 in the bank, that can be life changing. Going from having nothing to a few thousand dollars can radically change your quality of life. And so I've had conversations with friends in the past where they've come to me just kind of anecdotally to be like, hey, can you take a look at my numbers? I feel like I could be doing more, but I don't really know. And I'll look at their numbers and I'll be like, oh yeah, plug it in the five calculator.

41:33If you can just bump this up by this much, you can retire in 19 years. Hey, you're way closer than you even realize. And they'll say things like, that's so crazy because I always thought retirement was an if, not a when. And so it never felt like it was even worth putting in the work to try for it. And it makes sense. I mean, if you don't think it's in the cards for you, why would you put the effort in? But A, I think it is in the cards for people far more than they realize. And B, even if you are that rare person for whom, okay, yeah, maybe you're 55 and you're not going to retire early, is there still quite a bit of progress that could be made that would radically improve your life?

42:12Probably. Yeah. I mean, you are speaking to my soul here. That's exactly how I describe this is there are benefits to FI for everyone, plain and simple. And we would be kidding ourselves, and this is not the game we play, in saying it's as easy for someone making$30 ,000 a year as let's say Bill, right? Who has two physicians incomes. It's not as easy. So nobody's saying that, but are there benefits, immense benefits of having, like you said, Katie, a couple thousand dollars in the bank when you've been used to living paycheck to paycheck, when you have that first$5 ,000, like how much less stress do you have?

42:53It is night and day. You cannot even compare those lives. And that's why I think FI truly is for everyone. Because again, we've tried to throw out the RE nonsense because it's a distraction. It's irrelevant. The RE doesn't mean anything. Because what if you found the FI community, I'm not going to say the FI community, but the FI community at 45 and you reach financial independence 17 years later. Is that a failure? No, of course. That's a massive success. Massive. And to your friend's point, I think the greater personal finance world and maybe the mainstream media, and I'm not a vilifier of the mainstream media, but they've done a real disservice by making retirement seem so impossible or nebulous or just there's no target.

43:46And I think that if we've done one thing, not just choose a five, but five has done one thing. The most, the single most important thing is to take something that can I ever get to financial freedom or financial independence? Can I ever get to retirement and having no clue to saying, okay, there is actually a formula and we can argue around the 4 % rule of thumb as we call it. I don't care about the exact number, but at least it gives you a very close target that's directionally accurate. Okay. My life costs X per year and I multiply by somewhere between 25 and let's say 33. And that's going to get me to a number that that's my target.

44:29I actually have a target now, right? As opposed to just, Oh, Susie Orman says I need$7 million,$10 million because healthcare is going to be expensive, which healthcare is expensive, but I mean, like she's just fear-mongering at that point. It's ridiculous. Totally. One thing that I've been thinking about, and I'm glad that you said limiting beliefs, because I think that I've been listening to a lot of podcasts recently with Kat Norton, who runs Miss Excel. And she has such an interesting approach to business where she basically works like three hours a day and has totally approached all of this with such a out of the box mentality.

45:14And I wonder sometimes if some of the reasons that people are so quick to kind of accept and embrace this like, oh, it's not even worth trying. It's impossible. Well, think about all these reasons why it's going to be really hard is almost because I know this is going to sound out there, but I do think that that is a comfort zone in some ways. And if subconsciously you either don't believe that you deserve that type of life where you're free and where you feel comfortable and where you feel safe and where you can really seek out that freedom, mastery, autonomy, that you are kind of subconsciously seeking out information that's going to confirm that worldview and keep you in that state where I don't want to say you feel comfortable, but in some ways the status quo is comfortable.

46:08It's a known quantity. It's like, yeah, I might be miserable, but the misery I know is still preferable to whatever else is on the other side of this question mark. And at least with this stuff, I can have my credit card debt I can keep these habits that may not actually be good for me. So I don't know. I have kind of been reflecting on that just because I think that this shows up differently for everybody. But I definitely think that I had my own host of beliefs that I had to unpack when I found FI. And it really felt like taking the handcuffs off a little bit and being like, whoa, there's this whole other world out there.

46:47And there are so many ways to do it, which I think is what else this trio of episodes really highlights so beautifully. It's like land investing, not up my alley at all. But is there so much that I can learn from his journey? Absolutely. There were still so many things. I was like, oh, that's interesting. Yeah, systematizing this approach or like, okay, I see what he's doing there. There is something to learn from everybody, which I think is really, really cool. And it is, I think, ultimately about this piece that there's no shortcut for, which is what are you optimizing for? What do you actually want?

47:19Totally agree. And yeah, I mean, Jillian was talking about these limiting beliefs, right? And that you need a clear intention for your mini retirement where you can easily waste it and the time could get away from you. And she talked about creating a plan for active rest, right? Like what actually nourishes you? And of course, like the typical kind of cliche ones that come to mind are, cliche for a reason, yoga, meditation, walking out in nature, right? These are wonderfully nourishing things for many people, but maybe not everyone listening. You have to figure out what nourishes you. And it doesn't matter if that's what nourishes me or you, Katie.

47:57Every person gets lit up in their own way. And I think that, again, it's this experimentation. That's what Jillian talked about. You have to experiment. It reminds me, my friend Caitlin just quit her job and she is starting her own business. and she's doing something for the next month that she's calling burnout bootcamp. So I saw she made a video about it and I was like, what is burnout bootcamp? What are you doing? Give me all the secrets. And she was like, okay, every single day I have this schedule that I have to follow where I like walk to a new coffee shop. I have to find a new place, go get my coffee, get outside first thing.

48:32I'm like making myself go to these exercise classes. I'm making myself cook and make my own food. I have to call a different friend or family member every day and catch up with them. I'm going to journal for at least 15 minutes. It sounds very on the surface, kind of regimented and overly scheduled, but it kind of reminded me when Jillian was talking about how there is that tendency to let the time slip by. I think that sometimes it's like the difference between type one fun and type two fun. Type one fun is, okay, I have to put some effort in. It might not be fun in the moment. It's more fun after the fact when I look back on it or I'm like, oh, I'm really happy I did that.

49:13I almost like it as like going to the gym. Sometimes you're not in the mood for it, but do you ever leave the gym being like, wow, I really regret that hour? It's like, no, you're like raging with endorphins. You probably feel really proud of yourself. I think there's something to be said for the way that we affirm or reject our own belief systems by just observing our own behavior. And I find that every time I follow through with something that I tell myself I'm going to do, it's like so unbelievably satisfying and fulfilling and truly builds up that internal confidence. But in any case, I think type one fun, scheduling your days with type one fun.

49:49Yeah. Maybe calling your mom sounds like, oh man, that sounds like effort. I got to put an energy you do that conversation. It's not like type two fun, like scrolling TikTok or watching Netflix or laying on the couch and scrolling mindlessly on Reddit that feels good in the moment, but you're done and you're like, ugh, what did I really get out of that? So in my mind, Caitlin was scheduling a lot of type one fun. I think that that is very nourishing. And I think that even though it could be counterintuitive to schedule it like that, sometimes just freedom without any structure is chaos and kind of has the opposite effect.

50:21So I think burnout bootcamp is something that a lot lot of people could probably use. And bonus is that it doesn't really have to cost much money, but like, you know, it's probably a pretty effective way to rest. Yeah. That's wild. I like that burnout bootcamp. So, okay. Caitlin, we're going to - Yeah. Copyright, Caitlin. Yeah. Really? We'll definitely reference her, but that's cool. And yeah, you know, it's interesting as we think about closing here is identities, identity statements, right? You're just talking about, hey, going to the gym. And like, I always had the, I'm the type of person that dot dot dot and i think that that's a cool exercise and jt had something about that where i thought it was fascinating right like how wild was that he bought an office first which is insane first off and lost a hundred grand and was like it's okay i'm a rental property invest i'm a real estate investor i'm like hell yeah jt own it isn't that amazing that emboldened him to go forward that he had this identity statement.

51:22I am a real estate investor now. That was wild. And I think a lot of us could do well with coming up with some type of identity statement about ourselves that is affirming something positive, that something we want to be, something we believe, something that when we take an action, like you're saying, going to the gym, well, you can check off whatever that identity statement is. I'm a healthy person. I work hard. Whatever it is. You could probably have 27 different identity statements or 2 ,700 hundred different identity statements that you would get a positive check mark when you went to the gym and you didn't really feel like going, right?

51:56Yeah. I'm someone who follows through on my commitments. I'm someone who prioritizes my health. I'm someone who can do hard things. Take your pick. But I agree. And I think a lot of people, I'm going to go out on a limb. I think a lot of people will write this kind of stuff off as being woo-woo or touchy-feely. I think there is no bigger missed opportunity in money and business than focusing on the energetics and the psychology and the mindset. Because it's not everything, but it's probably half the battle. And so I always would feel skeptical myself and be like, oh, there's no way. But it's not really until you start embracing some of these things that you start to see, oh yeah, I'm kind of just living out the narrative that I'm telling myself.

52:42There are stories that I have about me that my behavior is confirming. And that's probably not a coincidence. Like you got to switch the story before you can change the behavior. Totally agree. And yeah, I agree also in the sense that it does sound woo-woo when you first hear about it. And I think some of us kind of recovering type A's might be like, oh, how could that be? But then you think of just how powerful our brains are. They're astonishingly powerful. And the reticular activating system of essentially confirming or trying to find things. Like it's the old, I'm sure you've probably seen a hundred Porsches now that you have one, right?

53:21And it's, there's something to that. And I'm always trying to make eye contact with the driver. Like, Hey, look, I'm in the club with you now. I'm one of us. I'm one of us. But right. Like once you start focusing on that energy, you realize, okay, our brains are exceedingly powerful. And if I can come up with a positive story or a negative story, there's a reasonable chance that my brain is going to try to find confirming evidence. So why would I not pick the positive story to confirm the empowering one? It's a logical, just from like a strategic, logical perspective, we're talking about woo-woo.

53:55If you want to just break this down to logic and strategy, that's the better strategy. It's not a better strategy to be negative and cynical. It's not at all. You might think you sound smart, but you frankly don't. And it's just a terrible mindset. So yeah, this identity thing and just coming up with a positive mindset, like it really matters. And listen, it's hard. I mean, you ask my family, there are many days where I'm a moody, annoying person. Like this is not like sunshine and rainbows and unicorns all day. But I think you have to try to be directionally accurate and try to live up to that, that ideal of a life that you want to live.

54:32I mean, we're all trying. And like you said, Katie, this is not a dress rehearsal. Absolutely. And Katie, I want to really thank you for coming on this episode. This was so much fun. I can't even tell you. Oh, thanks for having me. I know. I really enjoyed that. I feel like I had five homework. I was like, all right, let me make sure that I'm really being an active listener to these episodes so I can take away some nuggets. But y 'all always make it so easy. Yeah. And if anyone listening is looking for another money show. We do put out a new episode every single Wednesday of the Money with Katie show.

55:03We like to take a bit of an investigative journalism approach to our content. And on Mondays, we have a segment called Rich Girl Roundup, which basically answers more straightforwardly personal finance questions and discussions with me and my executive producer, Hannah. So if you like podcasts, the Money with Katie show is one that I would definitely encourage you to check out for self-serving reasons as well as I think you're going to like it. Yeah. And I will second that. The show is fantastic. Obviously, people are listening to you here. They know how interesting you are. So I don't think we need to sell them too hard on it.

55:37But like I said in the intro, and this was not hyperbole, you really have become one of the most influential voices in personal finance. And it's because you do a great job. You're interesting. Thank you. And you do your homework and you ask great questions. It's just all these things, So thank you again for being on and hopefully we can do this in the future. Yeah. Well, I learned from the best. Very, very kind. All right. Until next time. Thank you for listening to today's show and for being part of the Chooseify community. If you haven't already, the best ways to get involved are first subscribe to the podcast.

56:09So you're listening to this on a podcast player and just hit subscribe and then subscribe to my weekly newsletter. I actually sit down every Monday and write this by hand, and I send it out Tuesday morning. So just head over to choosefi.com slash subscribe, and it's really, really easy to get on the newsletter list right there, and I would greatly appreciate it. It's the best way to get in touch with me. You can actually just hit reply to any of those emails, and it comes directly to my inbox. So that's the way that I keep a pulse of the community and how we keep this the ultimate crowdsourced personal finance show.

56:43And finally, if you're looking to join an in-real-life community, we have Chooseify local groups in 300-plus cities all around the world. So head to chooseify.com slash local, and you'll find a list of all of those cities in 20-plus countries all across the world. And if you're just getting started with FI, or you have a family member or a friend who you think would be interested, two easy ways. Chooseify episode 100 is kind of our welcome to the FI community. and even though it's a couple years old at this point, it still stands up and it's a really great just starting point to get an understanding of what is financial independence?

57:19What are we doing here? Why are we looking to live a more intentional life where we save money and use it as a springboard to live a better life? And then Choose a Vi created a Financial Independence 101 course. That's entirely free. Just head to choosefi.com slash fi101. And again, thanks for listening.

57:43Thank you.