She Built an Entire Real Estate Portfolio in Just 2 Years with THESE Tools

18:12Tony J. Robinson:Monday.com as well. Right. So we, we're all monday.com evangelists. So Monday, if you're listening to this, you got to make sure you sponsor some episodes in the future because we, we love the product. Jamie, so are you building out your, I guess, let me maybe frame the question this way. How do you decide what lives inside of a tool like monday.com? Because there are other options out there like Airtable, Notion. There's lots of other popular options out there. Google Sheets. Google Sheets even. And I guess that's what I was going to ask. How do you decide what lives inside of just a basic Google Sheet versus what makes more sense inside of your actual property management software or management tool?

18:48That's a great question. And I think it really comes to the intended purpose, right? So let's say you're someone who has one property. Your purpose is just having the information somewhere. I'll tell people all the time, don't use Monday, use a Google Sheet. If you have one property, you might not buy another one for a while. Google Sheet's probably going to be your best bet. But the great thing about Monday, and there's, I'm a Monday nerd. So like there's work management, which is probably when you think of Monday, when you Google Monday, that's what comes up. But there's the Monday CRM. Just know I'm particularly talking about the Monday CRM because it has different capabilities.

19:21With the Monday CRM, it really takes things to the next level of like, okay, so I have a property in New Orleans. I have to get termite pest control. If you don't get it exactly 364 days before, it goes from 300 to 3 ,000. So I need to pay that 300 to scam. But anyway, I'm not missing that date. And then also I want to do it after the fiscal year for tax reasons, whatever. I'm not missing that date. If it was just in Google Sheet, I would still have to put a reminder somewhere of that date. I'm not going to remember. I know now because it's like PTSD. It's January 7th. But I don't want to have to remember, right, like that date all the time.

20:02But in Monday, I can have it listed, right, have it. Mine's called just like my property management board. And then I have a reminder of, I think it's 14 days before that due date, I'm getting a reminder. or like and then I build off of that like now I have a virtual assistant who handles property management so he's getting that information in the email and is told to pay it and so then you know like monday.com or any system like asana notion there's similar systems click up that will do those actual automations for you and I think another thing is with the monday crm especially it could take some of those tasks away so a lot of times things we have to do as investors or email someone or a checkout is happening, a maintenance request is happening, someone needs to stop by the property for X, Y, Z.

20:53I, for me, wanted to use a system that can then take care of sending that email. Because if I'm sending the same email to the same person, even if it's quarterly, you know, by, you know, by annually, if it's annually or if it's every three years, right? Like I want to be able to send those things automated. And that's from maintenance requests. I raise private money for my deals, right? There's not really a system when you raise private money of making sure that those lenders are getting the information and they're getting paid. And so really Monday.com for me has really helped me take that next step.

21:27And like for people who actually want to be able to do some of those things with automations and things, that's where like a system like Monday could help versus like a Google sheet or another spreadsheet.

21:37Ashley Kehr:So Jumi, I want to clarify a little bit here. Are you using Monday.com as your property management software then too or are you using anything else outside of that um no i use money.com literally for everything so for i say like for so like acquisitions when a new i pretty much buy things on market um my virtual assistant scrubbing zillow based on my criteria entering the data into my money.com board um so like the data you would get from zillow the per you know the price they want, not the price I'm going to pay, but square footage, bedroom, bathroom. Because I'm buying a certain type of property in the same market, all my calculations are done by Monday because I know I can get a thousand per bedroom.

22:22So Monday's doing those calculations and spitting out my projected cashflow. And then if it meets my criteria, I'm being alerted to take the next step and basically do some more due diligence to make an offer. Or if it doesn't meet my criteria, I don't see it. And so from that to property management, the only thing Monday can't do is rent collection. So I use baseline for rent collection. It can't collect any type of payment. And then even from like asset management. So I have an equity partner on a deal and she's getting basically automated reports. So I don't have to email her every quarter to tell her what's happening.

22:58Ashley Kehr:Yeah, that's interesting. I never thought of it as like a property management tool, but that would definitely work. For my short-term rentals, I use Hospitable. Then I use TurboTenet for my long-term rentals. And then my Monday.com board is more of just tracking or if I'm doing a rehab to track the rehab project, different things like that. Tony, how are you using Monday? And then what other software are you using to complement it to manage your properties?

23:25Tony J. Robinson:Yeah. More of the way that you described, Ashley, it's more of a repository of information, but I'm still using my property management software, Hospitable, for my short-term rentals, you know, price labs are pricing all these different things. But we are using it similarly to how Jamie described where we wanted to automate some of the work associated with these things. Like I'll give you guys a real example. We had a property where we missed the deadline to renew our short-term rental permit. And when that happens, it is the worst thing because not only do you effectively have to close your short-term rental until you can then go through the entire approval process all over again.

24:04Tony J. Robinson:The price is also double for a new application versus a renewal. So even though we're the same exact owners, same exact property, nothing changed, they're treating it as a new application because the original one expired. So instead of it being like, I don't know, I think it's like$400 for a renewal, it was like close to$1 ,000 for a new application, right? So we're doubling the cost there. So anyway, it was a big deal. We had to shut the property down, had to pay double the fees. Wanted to make sure that didn't happen again. So now inside of Monday, we already have the short-term rental permit on there.

24:32Tony J. Robinson:Now we just added another column that says permit expiration date. And we have now reminders that go out 90 days before that expiration date, 60 days before that expiration date, 30 days before, 21 days before, and seven days before. So now there should be no chance of us ever missing a permit renewal. And it's because all of that's automated through Monday. So that is one of the big reasons that we like it because there's that functionality there. So it's a bit of a blend, Ash, where we're using it both in the way that you and Jamie are using it. So Jamie, you talked about this a little bit, right?

25:05Tony J. Robinson:You talked about acquisitions, you talked about the actual property management, but how do you personally break your rental business into its different buckets or categories? And how does that kind of correlate with how you're using your project management software? Yeah. So I break it down into like, I call them department. So like acquisitions of property management and then asset management, also dispositions if I'm selling anything. And then I have like a CEO kind of department where it's basically things that I have to do. And so I think with that, it helps because like back in with Monday.com, but also I'm sure with other tools is you can kind of build your automations based on those things.

25:47So if it's like, if it's a, you know, an acquisitions tool, we know time is money. We know that with acquisitions, that goes a lot faster. So our automations for due date is a lot sooner. If something comes in, we need to do it now, where maybe asset management, that's really going to be the things that are done. Think of your owner's reports. Think of your high level. How is my portfolio performing? Because it's also to be looked at as portfolio management. That's really for me and my partners internally. That's not something that needs to be done right now. so we can kind of set due dates apart from that.

26:24And then I think, too, of like what I want to delegate. I know I mentioned a little bit I use virtual assistants. And my goal is to not have to work. And I have a consulting business with Monday.com. And I help investors with their systems. And so I want to focus on that. I don't want to be focused on my midterm rentals day in and day out, especially with midterm. And my average length of stay is about five to six months. We don't have a lot day to day. And so the things we do have are going to be your, like when someone moves in, all of those, you know, the messages they're getting, the move-in instructions, the confirmation, reminding them of trash day, below trash day, or Wi-Fi, right?

27:07things that we might already tell them, but we know they're going to have a reminder in. And then also the things for the move out instructions, some properties, like I'm in an HOA that they have to like turn in their parking badge and things like that, where, you know, there's, there's things that are happening at the beginning and kind of end of that process. So like automating those has been really helpful. And then just kind of having the virtual assistant in the middle. So like anything that I can delegate, right. I want to, I want to have categorized or, you know, put into money.com because then, you know, someone else can do it.

27:41And then also I would say things that are happening reoccurringly and reoccurringly to be monthly or even annually.

27:48Ashley Kehr:Can you maybe walk us through how you turn something messy into something beautiful, like a turnover or maintenance issue into a repeatable process that someone could do over and over again? Sure. So I would say, let's do my maintenance process. So my strategy, and I'm talking about in the last episode, is more working with businesses for midterm. So while my property is on Airbnb and different sites, I'm mostly working direct. And the problem with direct is direct could be email, right? It could be text. It could be different things. And so one thing I do, the only way that we take maintenance requests is by someone filling out the maintenance form.

28:28If you text us, if you email us, if you, we tell you, if you, however, we're not, we're going to say fill out the form. What I've done is took it a step further. I have a QR code that's actually on the refrigerator of each property that takes them to the form so that like, I'm sure you're eating every day. So you can see, you know, that the maintenance request form is there. And I just tell like all my tenants that that's just ensures that we get it timely. And then also it asks all the questions that we're going to ask anyway. And so it's a short form, maybe like five questions. In Monday.com, you can have triggers.

29:02So like if someone says it's water, right, water is very bad. It can be very detrimental to a rental property. And so there's additional questions like, where is the water? Can you include a video? How deep is the water, right, if it's a standing water issue? And so then they fill out the maintenance request form. A few things happen. One, they automatically get an email that says, hi, so-and-so, and then based on what they select, like there's automations on kind of what this will say, but essentially says, hey, so-and-so, thank you for your maintenance request. If it's urgent, it's going to say, we got the request.

29:35We're on it. We're going to be in touch as soon as possible. If it's, you know, Wi-Fi, we remind them, you know, our business hours are nine to five. You know, we'll get in touch with you when we can. You know, it's all more professional than that. But even I just, like, I have four properties, but I still want to run a professional management company. And so even them knowing and just getting the confirmation that, oh, hey, they got it. I know they got it. I know they're handling it. You know, that's helpful. And then on the back end, it's being logged into the system. Everyone on the real estate team, which is me, and then also one of my virtual assistants, is being notified of that request.

30:12And then my virtual assistant is taking it forward. We have another, they're called boards of the property vendors because I'm in three different markets. And then so based on the category that's selected, my virtual assistant would choose the appropriate vendor. Then once they're selected, they're notified automatically via email as well of the request. And then from there, you know, there's a lot of back and forth, you know, not a lot, but there can be back and forth depending on the maintenance request. And just what my SOP says is that it has to be logged. So even if, like I'm dealing right now with a washing machine that Michael would hopefully done, but there's been maybe three or four, you know, different conversations with the tenants, with my handyman of this install.

30:57And so every time something happens, it's being logged in Monday, like talk to handyman, wrong washer was bought, or, you know, talk to tenant, washing machine still isn't working. All of those things were logging so that when it comes down to five months later and maybe there's an issue, maybe there's not, or maybe, you know, unfortunately sometimes there's, especially with Airbnb, like a tenant could come back and say, hey, this wasn't done or, you know, Airbnb usually goes with the guests. And so I even like having that log that I could print out, that I could, you know, download a PDF, screenshot, whatever I want to do to show, okay, this is exactly what was done and this is when it was done.

31:36And so that means like with the maintenance request, I don't, we're not going through email, text, you know, like whatever other, like WhatsApp and, you know, Airbnb, let's say, although there might be a different method of communicating, everything is logged in Monday. And so I know, my VA knows if someone else is hired on the team, they know exactly kind of what happened with that request. And then a good thing kind of when I say was like asset management, what I do is like putting my CEO hat on is quarterly I review the maintenance request. So with this washing machine issue I'm having, I noticed that there was three repairs.

32:15There shouldn't be three repairs on a washing machine that's wasting money. We can just replace it. And so that's something that my virtual assistant is going to say, hey, this is the third one because I'm not dealing with it day to day. But as I saw it and I was doing my review, like asset management, I realized, okay, I've spent X amount of money on this repair. There's been three repairs. It's time to replace it.

32:35Ashley Kehr:Jamie, I guess why haven't you decided to switch to a property management software that has a lot of this already integrated into it? So like for the maintenance issue, like switching to a property management software that has like the troubleshooting built into it, the AI chat that's talking with the tenant, then having all that communication in one place instead of having to screenshot it from text and then uploading it into Monday. What do you see as the benefit of using Monday compared to a property management software? I would say of like using a prop because I have used and I used to co-host so I used like a software um and if you used to have short-term rentals as well it's like there's no channel management so that's you know like a drawback that monday.com has but for me when I had a property management software I also needed something for the information because I think like a property management software will do some of the things but you know you can't keep like I I have three lockboxes for all properties, one that's visible, two that are completely hidden because I've had too many lockouts.

33:45Right. I couldn't put all the different locations of those attached to my property file, as well as I have different types of business. Like I have a business, my portfolio and also like a hire. Right. I've hired a few virtual assistants this year. I can also have my hiring process on Monday.com. And so for me, when I was looking at different tools, I realized, one, as I want to grow a business that I can delegate and also sell one day, I want to be able to have a tool that's the source of record. And definitely, like, Monday can have this drawback, you know, like with payment. You can't collect payment, but then also you only have to set up payment once.

34:24So it's okay with going outside of the, you know, platform to set it up once. But I think for me, just having a system that I can train, you know, my virtual assistants and other team members can really learn. And then also just having multiple hats of my business, departments of my business in the same place helps me. And then also, too, I think with like there's different integrations and like Monday can integrate with QuickBooks. Monday can integrate with different things that I'm also using for my bookkeeper or for, you know, other outside vendors. And so I liked that. And I think like I always tell people to try out multiple to see, because for me, I didn't like I felt like doing property management half in the software and then half on like Monday or even Google Sheets because I had to keep the information.

35:12where someone maybe who has like short-term rentals, it might be better suited for them to have a property management software or channel management software like Onorex, Logify, et cetera. And then just use Monday kind of like as a backup. But for me, it was just kind of personal preference of really wanting everything in one place. And also I'm a data nerd, so I like analytics. And so I can track a lot of like the data, like my average rent rate or like raising private money. I can use those analytics to then show my private lenders like, oh, this is how my property is performing. You know, loan me all your money.

35:45So a few different reasons, you know, for that.

35:49Tony J. Robinson:Well, Jamie, we talked about why building out these systems and processes are important. We covered how to actually start going about building those out. And I actually want me and Ash to share how we've started building out those in our own business as well. But then more importantly, once you've built it, how do you make sure you stick with it? So we'll cover those right after a quick word from today's show sponsors. People love to call real estate passive income, which is interesting because most of the investors I know are very busy. Busy finding deals, busy managing teams, busy worrying they picked the wrong market.

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40:27Tony J. Robinson:If you remember, if you can, what was maybe one of the first things you built an SOP around? And what was your process for actually putting it together. Because I think a lot of folks, again, can understand the importance, but it's the how where they actually get stuck. So I know I'm sending you in the time machine right now, but if you remember, what was that first one?

40:47Ashley Kehr:Bookkeeping.

40:47Tony J. Robinson:Mine was also bookkeeping. That's funny.

40:49Ashley Kehr:It was an SOP of entering the website for the bank, get the bank login, log in, go to bank statements. And then it was, I was using QuickBooks, log into QuickBooks, go to this entity, go in, go to reconcile. And it was like going through the monthly bank reconciliation from start to finish of what you would need to do. And that was my first one. It was just literally a Google doc step by step by step by step. Yeah.

41:21Tony J. Robinson:Mine was almost exactly the same thing. We were using Stessa when we first started. And when we first launched our portfolio, I was doing all the bookkeeping. And that was one of the first things I wanted to get rid of. So we hired a virtual assistant. And as part of her training, I just recorded myself going into Stessa, categorizing every single one of the transactions, attaching the receipts. And that was the first SOP that I created. But now, obviously, we've got lots and lots and lots of SOPs. We primarily use a combination of Loom and Google Docs for hours. But Jamie, I'm curious for you, how do you decide what actually needs an SOP versus something that can just remain as a one-off?

42:03Where's that tipping

42:05Tony J. Robinson:point on the scale where it actually makes sense to turn it into an SOP? I would say I ask myself two questions. One, is someone going to have to do it again? Because I know I like to spend my time thinking about growing my business, not thinking about, you know, a process that I had to do a year ago and not have to remember. And then also, will it be delegated? Like if I'm, a lot of times, like I'll do something once and I'll decide, okay, this is something that I'm then going to delegate. And so just taking that extra 15 to 30 minutes, you know, it's not always fast to create the SOP, but taking that extra time to create it then will like save me time later.

42:44And so I feel like if it's something that like, you know, you're not going to do for a while or you're still maybe deciding between softwares, probably doesn't make sense to, you know, to systemize it or put it into a SOP. But if you're going to be doing it on a recurring basis and or delegated, that's kind of like my trigger from like a SOP is needed.

43:05Tony J. Robinson:I would agree. Anything that I find myself repeatedly doing that I don't want to do, that's usually the trigger for me. Like, okay, I need to put this into an SLP. Right now, we're actually dealing with this in our business where we switched over to new payroll and scheduling software for our hotel. And I was one that kind of spearheaded setting this up. So I'm still kind of the one with a lot of this tribal knowledge. And it's been working great. But one of the things that I haven't offloaded yet was the actual publishing of the schedule. So like I literally, I've been getting texts from my team like, hey, Tony, schedule's not out yet.

43:36Tony J. Robinson:Schedule's not out yet. So I'm like, I just need to record the SOP so I can then give this to someone else to go knock out. But, you know, there is that pain of like, man, it just takes longer when you have to like record it and like voice through everything that you're doing. But now this is like the fourth week in a row that I've done this. And had I just done it the first time, I wouldn't have to be doing it anymore. So I get that it's painful, but we've got to be able to kind of move through, move through that pain so that we can delegate it to someone else.

44:01Ashley Kehr:um it's also so awkward talking through it especially the first couple times you did okay now i'm gonna go into this it's like i think the first time i ever did that i like stopped the recording and started over like three or four times and i eventually was just like okay it doesn't matter just record yeah i think it was loom it's really cool they have like loom AI so like it takes out like your like ads and ums and filler words and stuff because I'm because then I'll forget I'm recording and I'm sitting there like what am I doing oh I forgot so yeah it's definitely uh something that can be awkward but I feel like now I don't even know the number of SOPs that I have but I realize that it's easier to have it because then I can even if I have three or four SOPs that are a few you know like lines long I can throw that into like AI chat GBT to you know to kind of boost up to make sound a little bit better or to even combine into one process.

45:01So, like, instead of, like, oh, how to list on Airbnb versus Furnish Finder, you can have one, you know, that, you know, take two kind of incomplete ones, put it together so that AI could kind of create one for you. So AI definitely, specifically, excuse me, chatGBT for me helps. And then also on chatGBT, you can actually upload your SOPs. if I think I was the business chat QBT, but you upload your SOPs as your like company knowledge. So if my VA is asking about what's the checkout time at XYZ property, it pulls my SOPs, it links to monday.com, it links to everything and we'll tell them the checkout time.

45:42So that's another reason for having it is because then you can also train your AI tools on how to work smarter for you.

45:49Ashley Kehr:I remember we had a guest on who talked about this, where they took everything every document they had for their company and they fed it to AI. And so it was like their company directory. So anybody on their team could ask a question. I just remember my brain exploding after they said that, like, oh my God, that's such a good idea.

46:11Yeah. Well, now it just integrates. Well, now it's even easier because it integrates with Google Drive. So assuming you have all your SOPs on Google Docs, it just takes a few minutes, But that's been so helpful. Or it's like, oh, that's why I've created all these SOPs and taken so many hours. There was light at the end of the tunnel.

46:31Tony J. Robinson:I believe it also connects to money.com now, if I'm not mistaken, chat GPT does. So if you're saving those things in any of those places, you can go there. So, Jamie, obviously, we talked about why it's important. We talked about how to do it. But I think for a lot of folks, they're worried about perfection as they start to build out that first or those first few SOPs. use. So how do you balance just getting it out versus it actually being good enough to be useful? How do you strike that balance? Because in my mind, it's an iterative process and what your SOP looks like today is probably different than what it might look like a year from now, but you got to start somewhere.

47:10Tony J. Robinson:So I guess how do you draw that line of like, okay, it's good enough. Let me just hit ship. Let me hit publish on this one. Yeah, I think for me, I look at it as the first time you do it, a maintenance request, that's a big SOP. But if you're sitting down and you're doing the request and you're putting every single step, and let's say three to four different sections, like you have number one, you have A, then you have the Roman numerals, right? You're never going to finish that SOP. That SOP is going to be a work in progress for probably the rest of your life. And so what I like to do is like, okay, if I'm starting the SOP today, that's like the one I started today, I have four or five steps, right?

47:50I'm not going into, right, that next section, you know, if you're on Google Doc, I'm just doing one, two, three, four, five. I'm saying go to this website. Number two, submit the details, right? Whatever process. And I would say just put enough so that if you weren't feeling low or you were on vacation the next time it came up, someone could read through it and at least know where to go, right? Or at least like, I'd rather someone come to me with one question, not 20 questions. So, you know, just starting somewhere is important. And I think like, or even something sometimes I'll do, because again, I love SOPs and systems, is I'll just time block.

48:34Okay, I have 30 minutes to get this SOP to the correct place. Because if you're a perfectionist, or you're like, oh, well, what if, you know, this happens or this of like, you know, it's just like, it's better to have something than nothing. Because remember, the purpose of the SOP is to help you. is to let next time if you're doing it, you don't have to start from scratch and or if you're delegating it, they have a base to start. And so like, you're not going to start perfect. You know, I used to work for a large corporation. I worked for Capital One and like, that's where I learned system and processes.

49:05And so obviously my systems and processes aren't as great as, you know, Capital One that's been around, I don't even know how many years, that's 40 ,000 employees, right? That's my level of perfection. My systems suck compared to them. But just knowing that I have the steps that I need to get through. And just know of like, for me, I'll create an SOP. Well, guess what? I'm not going to be doing it. My virtual assistant is. So if my virtual assistant can do A to B without asking me, it's a success. I don't care what the SOP says, right? It's a success. And so realize too, if you're doing it for you to remember, and then you're like, oh, it's not perfect.

49:39Well, guess what? Oh, you're going to see it. Or if it's for your VA or another team member, just making sure that it at least has the intended target of getting through the step. It doesn't have to be perfect. Because again, I don't know. I use OpenFone. They changed their name to I don't even remember. So technically, half my SOPs are wrong because it says OpenFone. That's okay. Next time that we use the SOP where we need that system, we'll just replace it. Because you're always going to be updating your SOPs. It's going to be a living, breathing document.

50:11Ashley Kehr:I've also done SOPs with people's names as in then like if the position changes, it's, you know, not their name anymore. But I find find and replace on Google Docs very, very useful in situations like that. But I guess, Jamie, before we wrap up here, when is the time that you fix a system? When do you realize that it's breaking and you actually need to go in and change or adjust or create a new system for something. Honestly, if you're spending more time thinking about how to do the process than doing the process, it's broken. So like a maintenance request, I shouldn't be thinking about what to do.

50:48I should be calling, emailing, doing what I have to do to get, you know, the maintenance issue solved. Or even like, there's one key thing, underwriting, right? If we're analyzing deals or you haven't looked at a deal in a while and you're trying to remember how you analyze or remember your underwriting assumptions and remember, you could just have the SOP because you should be spending your time going from point A to point B and securing that deal, analyzing the deal, writing your offer. That's where you're actually going to make your money in that deal, not in trying to remember how you analyze the deal.

51:23Ashley Kehr:Well, Jamie, thank you so much for coming on today and giving us a mini masterclass in SOPs and project management. You mentioned Monday.com, There's Asana, there's ClickUp. There's a ton of other programs that you can check out. Like Jamie had said a bunch of times, like find what works for you to be able to do this. So Jamie, where can people reach out to you and find out more information? I'm most active on Instagram. It's under my name, Jamie Banks and then Real Estate. Well, thank you guys so much for listening today. If you enjoy the show, make sure to leave us a review on your favorite podcast platform and make sure you are subscribed to Real Estate Rookie on YouTube.

51:59Ashley Kehr:I'm Ashley, he's Tony, and we'll see you guys on the next episode.

52:03Tony J. Robinson:Do you ever notice how every passive investment somehow turns into a very active lifestyle? Active spreadsheets, active phone calls, active stress. Here's a better question. What if you could buy brand new construction homes, 10 % below market value, in the best markets across the country without making real estate your second job? That's exactly what Rent to Retirement does. They're a full service turnkey investment company handling everything for you. In some cases, investors get 50 to 75 % of down payment back at closing, plus interest rates as low as 3.75%. They've partnered with BiggerPockets for over a decade, helping thousands invest smarter.

52:40Tony J. Robinson:If you want to do the same, visit biggerpockets.com slash retirement to learn more. Hey, rookies, if you're watching this, we want you to apply to be a guest on the Real Estate Rookie Podcast. That's right. Ashley and I are looking for amazing stories just like yours to be a part of our Real Estate Rookie Podcast. Now, look, you don't need to be an expert. You don't need to have done thousands of deals. Even if you've done one deal, your story could help inspire the next listener.

53:03Ashley Kehr:As a rookie investor, especially if you just got your first deal, it is all fresh in your minds and you are the best person to tell your story, give your experience on how you got it done to help someone else get their first deal.

53:16Tony J. Robinson:So head over to biggerpockets.com slash guest if you want to be a part of our show. Again, that's biggerpockets.com slash guest. And we'd love to have you on.