WELCOME LISTENERS

[00:00:00] Paul Neal: Hey, welcome listeners. Today I have the great honor and privilege of introducing a top realtor in our area. Also, a great friend that I’ve known for quite a. Many years now. Megan Parker, she’s the mom of two. She’s a USA Swim volunteer, has been a, an official there for many years, sits on a bunch of boards locally, pretty much is involved in anything in the community that she can with her kids.

And somehow finds time for real estate too. So, Megan, welcome to the show. 

[00:00:27] Megan Parker: Thank you so much. I appreciate you having me. 

[00:00:29] Paul Neal: Oh, this is great. This is great. I’ve been wanting to pick your brain here for some time and so I’m glad we’re able to carve out 30 minutes here for you today. So Megan, just kind of diving right in, always like to find out how’d you get involved with real estate.

Most people don’t grow up and say, I wanna be a realtor. They just end up there for some reason. What’s your story? 

[00:00:48] Megan Parker: It somewhat happened by accident. It definitely was not anything that I had planned on or had been dreaming about for a long time. It came out of a completely different background. When we moved to Virginia, [00:01:00] we bought and sold a number of properties.

I was really involved in that process with our realtor and I just found it really interesting. My kids were really young at the time and felt needed profession where had the flexibility. Be active in what they were doing. I didn’t wanna miss field trips or any, any of those activities. I wanted to be able to pick ’em up after school, so I thought real estate was something I was interested in and maybe that would allow me some flexibility since you’re really kind of running your own business while you’re in a brokerage.

So that’s how I got involved. I took some classes locally and passed my test and went on the hunt for a, for a brokerage. And you know, here I am 13, 13 years later. So 

[00:01:43] Paul Neal: 13 . Well, I was gonna ask you how long and 13 years. That’s great because I know a lot of real estate agents and there are a lot of new ones that that’ll listen to this, that just get started and they think they’re gonna, you know, like the world on Fire day one.

And you know, we, we both know you’re coming in at different [00:02:00] markets, different times, different experience. Everyone hits the, the market at a different time. Very few people shoot off like a rocket right away. Right. It takes a little time to get in there and Absolutely. If you’ve done it for 13 years, then obviously you’ve seasoned the the lows and highs and kinda kinda understand what this thing is 

[00:02:16] Megan Parker: all about.

Right? Absolutely. A rollercoaster and it feels that way all the time. Even 13 years in, it’s still a rollercoaster. You just become much better at anticipating those highs and lows and helping your clients deal with those highs and lows. You, you’re, you know, at the very beginning of your career, you live and die with those.

You just think, Oh my goodness, the world is ending. But you kind of get it in perspective as you go through it, and it is, you know, for new agents coming in, I think it’s always a bit of a surprise. I think they’re also very surprised by the amount of work that it takes to get the traction that you need to make this a career.

I think a lot of people think it’s gonna be, Oh, I get to show some pretty houses and I’m gonna get some people under contract and I’m gonna [00:03:00] get a nice paycheck, and they think that that’s kind of it. And. The stuff that goes on behind the scenes to get that to happen is tremendous. It’s a, it’s a, it’s a huge commitment and what you get over time is the ability to just be able to manage your time a little bit better and make that a little bit easier on yourself 

[00:03:15] Paul Neal: and your clients.

You hit on it here just a couple of minutes ago. You talked about your, it’s a business and, you know, that’s really the purpose of this podcast, the entrepreneurial approach. This from a standpoint

approach in, in the background, you know, to get traction and even once you have traction, right? There’s a lot of things that have to happen, like a duck on the water, right? I mean, you, one of the things you do as a realtor, as a successful realtor, Is you, you’re sort of the interface for all the, all the [00:04:00] crap, for lack of a better term that goes on in a transaction.

And your clients, hopefully they’re, they’re shielded from most of that, right? They don’t know what’s gone on. 

[00:04:08] Megan Parker: Absolutely. One of the main parts of your job, at least from my opinion, is to keep your clients insulated from the stress of the transaction, from watching the sausage being made. And that doesn’t mean that they’re in the dark, you know, job is

step of the way so that they can make decision for themselves. You’re not making decisions for them or pushing them in any way, but there is a lot that goes into the, you know, the negotiations, the conversations that you have, managing their expectations and keeping the stress at a minimum for them. It’s a, you know, buying a house is a probably top two things that you will ever do in your life.

From a stress standpoint. And so being able to surround yourself with professionals who are gonna kind of take some of that away. Cause you know, no [00:05:00] one knows how to do that. You don’t come in kind of understanding, Oh, I know what it takes to buy a house and contracts and protecting myself. You d know any of that.

So you’ve gotta be able to have someone to help kind of guide you so that you’re making the best decisions for yourself and, you know, getting to whatever your goal is individually. 

[00:05:17] Paul Neal: I’ve heard it said before, you, you can’t hear the dogs that don’t bark, right? So if you don’t know the questions to ask, if you’re on the outside, you know, I remember buying my first house at, I dunno, something or another, this point dating myself.

But I had no clue. I, I didn’t know what, what to ask. I didn’t know talking about contracts. I mean, I’d never seen a contract, you know, at that point in my life. And, and to know the ramifications of it’s easy to sign. And today, I, I laughed because, 90% of what we do is all digital and electronic. Right.

And, and, and, and everybody reads every line. Right. You know, , if you don’t have somebody in your corner that says, Oh, wait a minute, this is really what this is saying. And you have some options [00:06:00] here, and I like what you said, that you don’t make decisions for your clients, but you lay out in a professional, in an unemotional manner, kinda a third party say, you know, here, here’s, you know, two or three different options and here are the implications of those options.

[00:06:13] Megan Parker: Right? Absolutely. It’s about letting them know what they can and cannot do. And what the consequences of the choices that they make are, and it’s letting them, giving them some guidance to make the best decisions, to keep them protected, which is one of my biggest jobs, is to protect my clients and then to find them, to get them to their goal, whatever that goal is.

[00:06:37] Paul Neal: Everybody’s goals are different. I imagine that’s part of your job too, is really going deep up front. You know, it’s like, I always laugh. It’s like, you know, these shows on TV where it’s like they show three houses and pick a winner, you know, it’s like, wow, there must be something else going on there because you know, I don’t like any of them and 

[00:06:55] Megan Parker: it’s not close to that.

There’s a lot of work that has to go in in the front end [00:07:00] to make sure. Your, you really can hone in on what your clients want, and part of that is what they tell you that they want. But again, just like you mentioned, you don’t know what you don’t know. And so to be able to really listen to them and listen to what their lifestyles gonna be like, what, what?

What’s your family situation? Where do you see yourselves? What’s the kinda life that you wanna have? Do you like to barbecue a lot? Well, that makes a big difference in what your house is gonna look like. Or I get this all the time, which is so silly, but I’ll show people houses and they’ll go in and like, We really like this.

And I’m like, How big of a bed do you have? Oh, we have a king size bed. We love it. We’ve never do it up . Ok, well this house is not gonna work for you cause this bedroom is never gonna fit it. So being able to kinda keep an eye on those little things that people don’t think about until after it’s closed.

So getting to what people really, really want and continuing to ask them questions to every ev, every house. [00:08:00] What did you like about this one? What didn’t you like? What changes do we need to make? How do we need to adjust to find you what you want? So that they don’t ever feel like, Oh, here you, It’s not that show.

I’m not showing you five houses and these are your only choices. No, there’s more choices if we’re not finding what you want. And if I’m doing my job really well, I’m gonna narrow down and get rid of all the. Borderline stuff. And when I show you those five houses, we’re gonna find something because I’ve done my homework, I’ve listened to what you’ve said, and these are the best five houses that are available in what you want.

And if you don’t like it, we need to change. 

[00:08:34] Paul Neal: It’s an iterative process, right? You’re dialing in, in you’re listening. That’s the The key I picked up on is really listening, and that’s a lost art today, honestly. 

[00:08:43] Megan Parker: Absolutely. I think a lot of people think of this as a sales job. I’m here to sell you something.

I am not here to sell you anything. I have no house to sell you. I look at this as a customer service job. This is a service job. I am there in service to you. I am bringing you my expertise. [00:09:00] My job. At the end of the day, what I wanna see is I wanna see a person who’s really excited about the house that they’re buying, whatever that house is.

My commitment is to the happiness of the client, not to any particular house. It. I tell people when we walk in houses, if you immediately know you don’t like this house, there’s no reason for us to walk through it. It’s not, doesn’t hurt my right. This is not my house. I care. It’s about finding them what, what they want, and it’s a service job.

It’s not a sales job. To me, that’s 

[00:09:26] Paul Neal: what I’ve seen with the most successful agents like you, is that you really, you’re really a you. You’re really, you service a consultant, you really understanding their needs. Really, what are they looking for? Sometimes beyond what they understand themselves, they can’t really communicate it, put it into words.

I think the more you dig in, ask the questions and show ’em homes, the more they start to maybe put somebody once. What do you, what is sort of your strengths? And I’m like, I’m not really sure, but I list the things that I don’t. Right. I know what I [00:10:00] in. Have a particular, like a niche client that you work with.

Have you done this for, you know, for, for quite a while now? 

[00:10:08] Megan Parker: You know, over the years I’ve worked with, I think just about every kind of client. My business now is pretty equally balanced between buyers and sellers. You know, at the beginning of my career I’ve worked almost exclusively with buyers. It kind of tips as you go on because those people, you sold houses too early in your career and I’ll come back to you to sell their.

I really, really enjoy working with first time home buyers. It’s really exciting to see their excitement at doing something they’ve never done before. So it is really fun and, and I feel like they’re the ones that need the most amount of guidance. So I enjoy that. I also enjoy working with investors. I don’t work with a lot of them, but investors are, it’s all business.

There’s no emotion in the process. Yeah, and for real estate, most of it is emotion and you gotta kind of temper that to get through the process. But an investor is just a bottom line [00:11:00] person and so sometimes that can be a very clean transaction. There’s not a lot of back and forth negotiations are very cut and dry, so that sometimes is nice to just kind of go in and not have to navigate the rough waters of people’s feelings about it.

They’re polar opposite, so it’s, it’s nice to have that variety. 

[00:11:20] Paul Neal: Yeah, that is a polar opposite, but it seems to me that a first time home buyer can ultimately turn into an investor because a lot of people create wealth, as we both know, through real estate. In fact, owning your own home is a. Some people will argue this, but it’s, it’s, you have to live somewhere.

So it’s a great way to create, well, at least a fir a part of your portfolio. And then once you get that experience, you’re like, Wow, maybe if I own more properties and have somebody else pay the freight on that. And you know, all the advantages that come with that, with the appreciation and the tax advantages and having a fixed straight loan over a long period of time where.

Rents are going up over [00:12:00] time. And so the cost of that loan is getting cheaper and cheaper every single year. And you know what, what a way to win. And you’re right there. There’s not as much we do, we do a lot of commercial, and the the emotion is not there. It’s definitely more of a numbers game, which is interesting.

So talk to me about this. I mean, obviously the September of 2022, we’ve seen a lot of change in the market and one that since you’ve been in the market for 13 years, so you’ve seen a lot. It’s kind of an interesting time. Now, obviously we had, you know, the lowest rates in in the history of man, you know, up until about January this year when we turned the corner and started going up.

How are you seeing the shift in the market from a real estate professional 

[00:12:38] Megan Parker: perspective? It has been dramatic and fast. I think that, you know, coming outta 2020 and into 2021, which. An incredible year business wise, and just how the increases in values and the things that people were having to do to buy.

And then coming into this year [00:13:00] and seeing the, the rate shift, it really altered the balance of power in the transaction very dramatically. We kind of saw it coming. We felt like there was a long time at the beginning of my career where buyers had all the power. They were getting their clothes and they were getting everything, and sellers were getting beaten up, and then we balanced out a little bit.

But the last two years, up until January, sellers were in absolute control and, and buyers were getting beaten up and we could kind of see, I felt all right. You can’t sustain that for a really long time. But the dramatic shift in it to now where we’re at a bit more of a balanced market has been really interesting.

The rate increases just because of how fast they’ve happened. Unfortunately pushed a lot of people out of the market that just either they can no longer qualify or what they can qualify for is not anywhere near the standard were[00:14:00] 

mode. And that both buyers and sellers feel like they’re in positions of strong power. So sellers are still feeling very much like, Oh, I should get nine offers. And over asking. And sellers are feeling li or buyers are feeling like I can ask for anything I want and the sellers gonna bend over for me. And both parties are not correct in that.

There’s a lot more negotiation and flexibility that’s needed. And I think everybody’s getting a little bit of whiplash in that because they think they’re stronger than they are. And so there’s a lot more time being taken. You know, last year I might have worked with somebody for three days. And wrote 12 offers.

Who knows? It was just, it was a frenzy and you don’t have a lot of time to talk to them. You just have to kind of like give them the guidance on getting to the goal. Now buyers are definitely taking a little bit more time and are being a little bit more thoughtful and there’s a lot more conversation about the, the process and a [00:15:00] lot more educating people, both buyers and sellers, as to where their position in all of this is.

And I think for a lot of agents, business is not quite as easy. It’s not as easy to get, you know, to find buyers or to find people who wanna sell. Everybody’s taking a. My general feeling on it honestly is that it’s a hard business all the time. There’s always your energy. You have a lot of energy that is expended.

It’s just a matter of where you’ve placed it and now we need to shift it to a different place. And there are different challenges that that come 

[00:15:33] Paul Neal: up. Well, that’s interesting. So I mean that’s a good, a really good perspective. The balance of power shifted. We’re sort of at a little of a day tonk between buyers and sellers.

We both think we have the power, but neither of us really do. You hit the keyword, and this speaks to that idea being around 13 years versus someone who came in two years ago where they thought, you know, they were God’s gift to real estate, let’s say. Cause now they, they got all these buyers or seller.

And it’s because who wouldn’t buy or sell, you [00:16:00] know, in the last two years, right? We’re in a situation now where it’s really interesting with rates higher, which I believe they’re gonna start moderating in the fall, which we can come back to if we have time. But without even talking about that, you’ve got, you’ve got limited supply, right?

Still. Absolutely. So normally in a situation like this, rates go up, you, you would expect supply to go up because people come outta the market. But you also have, I believe it’s 30 something percent of all mortgages out there are below 3%. So who’s gonna sell that house Unless they have to move?

Absolutely. You’ve got 40% in the market that are paid off free and clear. And so why would I go take a 6% mortgage, you know, in a house that’s going up, you know, 40% value in two years. So you have limited supply. Yeah. You have people backing outta the market. And so it’s gonna be interesting from a lending perspective as we see the rates start to moderate.

What’s gonna happen in fall? Probably, I’m thinking October, November we’re gonna start to see it. If you look at the inflation [00:17:00] numbers, which really drives those long term interest rates, they compare year over year numbers. And we, as we get into the October report, October last year’s number was high.

And so we compare this October to last October, the Delta is gonna be a lot smaller. So we, I think we’re gonna see a pretty good reduction in that number. The problem is that report won’t come out until November. You know, we’re still dealing with summertime in September, which we kind of thought was gonna be like this.

But the point is, it’s a real business that requires work, right? So you have to. It’s not like you’re gonna coast. This is not a get rich quick thing. When you serve clients, you’re serving ’em. You talk about first time home buyers, but then you’re talking about they’re moving up at some point. Maybe moving out, you know, an RA with a lot of military, so maybe transferring in and out.

But that’s important, isn’t it? I mean, to, to be successful for the long term. It 

[00:17:48] Megan Parker: absolutely is. This is at its core, a relationship business, and this is not okay. I come in and I help you and then I don’t ever talk to you again. You’re [00:18:00] cultivating relationships with people and you’re there to be with them over the long haul, and that is part of that building that business.

For agents who are, I think anybody in business, if all you are looking at is the next 30 days or 60 days, or, Oh, I’m only just worried about the next quarter, and you’re not thinking about the long term and setting goals for yourself that go beyond. A month or two out, that you are always pushing yourself to make your business better and stronger, and that that does not necessarily mean or equate to, Oh, I’m trying to make more money.

No, it’s a matter of how do I add value? How do I make sure that the people that I have done business within the past, or the people that I want to do business with in the future, how do I make sure that I am bringing the value that they need, and how do I make sure that I’m always shifting to make sure that that changes with the needs of, of my clients?

And always kind of thinking about it, [00:19:00] you kid, this is not a, a profession for autopilot. You know, you need, there needs to be some thought going into it to make sure that you’re doing everything that you need to do to maintain your business, but also to grow it and to be able to be flexible enough in it to survive when.

Things get a little bit rocky when things get a little bit uncertain. You need to be able to pivot to where you need to go to, to be able to still, you know, serve your clients and keep your business healthy and not let the uncertainty derail you like you have. Gotta keep focused on what your goals are and what you’re trying to achieve and just understand that change is constant.

It’s nothing is gonna last forever. You just have got to keep kinda moving forward. 

[00:19:48] Paul Neal: That’s awesome. Yeah. Not a business for autopilot. I love that. It’s like there’s so many hypesters out there, you know, it’s the get rich quick thing in real estate, right? And we all laugh those and they all sound great, you know, and none of them are [00:20:00] real, right?

So pivot, be with it. You’re building a business, a long term strategy, and that goes with any, every business has, you know, up and down cycles. And if you can’t deal with the cycles, you’re not gonna be successful in anything you do. Really, at the end of the day, if you don’t take a long 

[00:20:15] Megan Parker: term goal, what drives you needs to be something I think that sits.

Not necessarily in the business. I think there are people who are in whatever profession they’re in because they enjoy it and they, they like it. Mm-hmm. , but everybody’s got bigger reasons for doing what they do. Particularly when you’re in a profession where things are, there’s not a lot of consistency to it.

You’re in a profession that is the exact same way. I imagine you’re not getting as many refis this year as you were last year, Things like that. You’re always trying to find better ways to do the business. And the amount of effort that you put in sometimes is, It’s amazing. I think for a lot of people, you think, Wow, didn’t realize, You know, there’s times when you think, I didn’t realize how hard this was gonna be, but what has to get you moving forward?

[00:21:00] And what has to keep you dynamic is like, what’s your why? What is your big why? Why are you doing all of this? If the only reason you’re doing it is for the money, you’re gonna get beat down awfully quick. That’s. Maybe some people are wired that way, but I don’t think most people are. It’s maybe what money buys you, but what is your why?

You know, my why when I got into the business was really the biggest why was the flexibility to be able to be with my small children and not feel like I couldn’t be a part of their every day. And as I’ve gotten further into the business, those wise change, sometimes they’re small things, you know, maybe it’s a, a goal for that year, but there always has to be some big why, so that when things get really tough, you can look to that and go, Oh yeah, I, I remember why I’m doing this.

You know, I important to me. And it may not have anything to do with the business itself. It’s what the business gets you or the things that about it, that whatever that excite you or what, [00:22:00] everybody’s got different motivation. Everybody’s got different things that are important to them. But I think. Being able to do a job that is very demanding, no matter what that job is, requires you to have a big why that you can always 

[00:22:11] Paul Neal: focus on.

Yeah. Wow, that’s, That’s well said. I mean, I think, I don’t know how many people, if you think about. People working in sort of something, some line of work or, or career that they just love every aspect of it. I mean, you know, I don’t think there’s any business or profession that exists that you’re gonna say, I love doing all of this.

Right. There might be elements of it that you love, but I do think you’re right. I think it’s knowing, and someone called that the pull power, right? For your goal instead of, instead of like, you know, striving necessarily to do something, if you have a, a strong enough reason why, it’ll pull you along. And the real estate is a, is a right a way to do that.

And if you’re also gifted in the relationship side, you love working with people, then that’s just a, you know, it makes it that much better. All right. [00:23:00] Tell me some funny stories. What is like the most interesting or funny real estate transaction you’ve been through? 

[00:23:06] Megan Parker: So, I had a transaction last year. I dunno if it was funny to me, I, everybody would think.

I actually stepped into the middle of a transaction for an agent who needed to take some time off. We were representing the seller of a property, and the tenants were buying the property, and they had their own agent. I will say that over the years, the relationships that are the most challenging for me, that that really cause the most distress in a transaction are not the clients who go off the rails or don’t understand or anything like that because I expect them not necessarily to know right off the bat.

Sometimes the agents on the other side who take this adversarial situation way too far and don’t understand that we’re all kind of working for the same goals. So I was on the phone with her and they were trying to delay the closing for a long time because the tenants were looking at the property.

They wanted to try and save more money [00:24:00] for whatever, you know, they were fine and perfectly qualified, but they wanted to delay the closing and not pay their rent at the same time. And I explain that the sellers. We’re not gonna do that. I had talked to them and they’re like, We’re not gonna let them live in the house for free.

The, and she then just went on, ran about all the things about the contract that she didn’t like and the ways in which the sellers were being mean and everything. And she ended by telling me well, she told me that I was at Nasty Witch, but she didn’t use the word witch . Ah, yeah. She rated, you know, maybe earlier in career that would’ve hurt my feelings, but she said it and I burst out laughing.

I just thought, this is the craziest situation. You’re a professional and you want something from me and from my. And you’re cursing at me and giving me a hard time. And I just laugh about it. And I told her, I said, [00:25:00] This is so ridiculous. I talked to my other coworkers, other agents in my office, told my broker about it.

We, you know, we’re all just kinda like, Can you believe this lady? It’s not now. That’s what situation where I could have gone back to my sellers and told them that story, but that does not serve the purpose. All that does is agitate everybody. So that’s one of those things where I’m protecting my clients from someone on the other side who’s really trying to kind of stir the pot.

So those kind of interpersonal things. The other things are, I mean, I went and looked at a house is probably three years ago. Went and walked through a house and the owner had allowed a family member to stay in the house for a while and left a cat there. It was just, it was a mess. And I walked through the house and I’m trying to make notes and I walk outside.

And I’m walking through the backyard and I’m like, little itch my ankle and I, and pull my, and there are all over. My white sock [00:26:00] froze.

So I learned the car. I take off my socks, shoes, I’m, everything is, everything goes in

time.

Got terrible. It was horrible. And I felt terrible for my seller because that family member ended up costing them. It cost us. They had to do huge amounts of plea treatments to kill everything in these like hazmat suits. Little things where you walk into houses and, you know, early in my career I had a, a wonderful client bought a house for me.

He actually, we do client events. We tried to find events every year and he comes to every single one of them. I still see him, He’s wonderful. When we very first started looking, we were in Newport News and his price point was very low. We ended up a little higher, but we walked into a house [00:27:00] that was abandoned and kind, creepy and we’re walking through and it’s in that borderline between, I dunno if I wanna walk through this house, but it was early in my career and I’m like, Okay, I gotta put on the brave face.

I’m a professional here. I do this. And we come around and something moved. I dunno why what it was. And the two of us, it was like outta a Scooby Do movie. We kinda like grab each other. Ok. Maybe we need, maybe we need to leave now and, and left and left the house. You know, those end up being it’s kinda condition issues.

And then other agents are the things that where I just kinda throw my hands up in the air and I’m like, this situation. So, 

[00:27:39] Paul Neal: Yeah. And, and I do, I do. I’ve, I’ve run into that. I hear those stories periodically. , well for you, for taking the high road and, but it is important for people to know, particularly when you getting started, that you really kind of have to develop a tough skin and not take things personally.

And a lot of times I think they’re motivated by their own stress, you [00:28:00] know? It’s like we talked about when we first started, you know, as we wind down here and wrap up, that you just, you have to be that shock absorber. You’re absorbing it, you’re the, you’re the professional and you’re the cool head and the transaction so you can properly advise your, your people.

And at the end of the day, the goal is to, to, to have a win for your clients and, and really for everybody. Absolutely. Somebody has to be adult and around. That’s right. That’s exactly right. 

[00:28:25] Megan Parker: You can, you can go into your office later and stop and, and curse and do all that, but the moment you’re back in front of your, you’re in front of even, even that other agent who’s aggravating you, you maintain the calm so that everybody else does as well.

[00:28:41] Paul Neal: That’s right. That’s good. Sage wisdom there, Megan. Well look, wrap it up now. It’s, it went fast. It did. Tell me this. How can people get up with you? Phone number, website, social media? So, 

[00:28:52] Megan Parker: Phone number is (757) 355-4880. My email [00:29:00] is my first name, Megan, m e g a n, the ron sawyer team.com. Those are the best ways on the telephone call text.

You can also visit Ron Sawyer team website and you can track me down on there. My Facebook is the same as my, my email address. You can, you can track me down there. Are you welcome to just come and stop by our office in green? We are at five 17 Baylor Court right across from Chesapeake 

[00:29:25] Paul Neal: City Park.

Awesome. And we’ll get that in, so we’ll make sure that’s in there and can find It’s you

[00:29:39] Megan Parker: shout, well, everybody listening, but you have been, you know, you’ve been wonderful with every client of mine that you, that you’ve worked with, and people would be wise to give you a call. Well, I 

[00:29:48] Paul Neal: appreciate that, Megan. Awesome. Well, we’ll catch up soon. Have an awesome day. And everyone enjoy your day.