May 06, 2025


For the 20% that are just completely, um, technology challenge, I guess, for lack of a better word. Um, if they're completely technology challenge, then that's when we will get somebody local, um, to go do that for us. And how do you get that person? It's easy. You can either use wego, com or um, bpo.com, or the best way is just put it on Facebook Marketplace or Craigslist saying who wants to make $50? Um, you know, just to take a couple of pictures, then you're going to get a ton of response. 

May 05, 2025


Also, we have a disposition manager that is simultaneously, uh, notified when acquisitions get the deal because she's going to go ahead and start actively pursuing buyers to try to sell that deal. So then once she does assign the contract to a buyer, um, our transaction coordinator is also communicating with the buyer. So she's the one that's actually talking to the seller, talking to the title company, talking to the buyer. Uh, if there's attorneys, probate attorneys or anything like that involved, she's talking to them as well. Um, she's the one that coordinates all of those things to make sure we get to the closing table. So lastly, we do have our disposition manager, which I touched on. Her sole job is to sell all the contracts that acquisitions gets. 

May 04, 2025


Also on that topic, you I mean, you eat what you kill. So you know, acquisition manager that might get four deals in a month compared to the other one that might get ten. Obviously the one that got ten is going to make more money. Now the transaction coordinator handles all of those in this scenario. All 14 of those contracts. And I pay her on a per contract basis, um, between 250 and 350. Uh, depending on the situation. Now, my disposition manager, uh, is the same as acquisitions. 

May 03, 2025


We'll just split the fee with you 50 over 50. So, um, but also my disposition manager will also put that on all the local Facebook groups. So, for example, if you have a deal in Chicago, Illinois, what you want to do is join all the local Facebook groups for investors. Okay. Um, you just type in the to the search bar on Facebook. You know, investor, Chicago wholesaler, Chicago real estate investor in Chicago, all those type of keywords to try to find local groups, join all of them that are specific to investors in that local area. And then post your deal, but don't post it too detailed, okay? Be very general and vague. 

May 02, 2025


You find somebody that you kind of bond with that you can trust. Um, go have them get a lock box from the hardware store or from Walmart or Lowe's or Home Depot or any of those places, and they can actually go meet the seller for you. Uh, and they're not real estate related. Now, that's where you want to do this different. You want this into like a you want to post that into a buy sell trade type of a group, not the investor groups because the investors could be sneaky and try to steal your deal for you. So you got to be careful on that. But when you're posting your deals, you want that in investor groups. But when you're looking for boots on the ground, do that in the buy sell trade groups. 

May 01, 2025


Now there's a bunch of nationwide virtual wholesalers out there like myself. However, we don't only just lock up contracts over the phone virtually, but we also my entire team is virtual. We all work out of our own homes. Nationwide, we're all in different parts of the country and even across the world. So I got a question as somebody was asking me how that how that works. You know, how do you go about finding a local team? Um, how do you pay them, you know, etc.? How does how does it all work? 

April 30, 2025


I have a video of me explaining exactly how to do it with a cell phone sideways and things like that. Um, so that tells them right there between those two things. It tells them exactly how to do it. Uh, so what happens is my acquisition manager, once they get the deal, they'll just tell the seller, like, hey, I'm going to actually send you a link, um, and a PDF explaining to you how we need pictures. Okay. They just tell them that we need to get pictures now because obviously, um, that's an important part of the process. We have to get pictures and we get a video every single time. 100% of the time we get videos. Um, that's what really sells our deals virtually. Um, that makes it a lot easier. We get sight unseen offers with videos. 

April 29, 2025


Also on a side note, it's pretty rare that you're going to get a deal on the first contact. So really, 100% of the deals that we get are all from follow up. So follow up is super important. But so we've got my two acquisition managers, I've got a transaction coordinator. Now, what her job is, is once our acquisition managers get a deal that automatically goes into another part of our system that notifies my transaction coordinator. Now she's the one that opens title with a local title company. Or we might use one of the national companies that we use. Um, nevertheless, she's the one that gets that open. She gives the title company all the information that she needs to give from the seller. She's in direct communication with the seller constantly, every few days making updates. 

April 27, 2025


The way she does that is she, um, we have a software called Investor List, which I've talked about in my videos. I do have an affiliate link. You know, full disclosure in my description of all my videos. If you wanted to check that out. Um, it is expensive, so I don't recommend doing it unless you're at least doing a deal a month or so. If you're doing a deal a month and you're in your virtual in any way, um, it's 100% worth it. It makes life way easier to where you can actually blast out your deals, you know, in that particular area. 

April 26, 2025


She gets paid on what she sells. Now she's selling for two different acquisition managers, so her percentage is lower than acquisitions because she has double opportunity to make money because she's selling deals from two different acquisition managers, if that makes sense. So, um, anyways, that's how that works. Nobody gets a salary or a base of any kind. Sometimes I will do like a job pay. When someone starts out, I might give them like six weeks of a small base, uh, to where they can actually make a little bit of money until they start getting deals. Because in my organization, our SOPs are so good. Um, and we hire, you know, good talent to where if you don't get a deal in your first week or two, then you're not going to work out anyways. And we'll just go ahead and let them go so we don't have to pay that whole six weeks of a draw. Um, now they I call it a draw because that's not free money. They're paying that back from their first closings. So that's how that works. 

April 25, 2025


So if you can't get the seller to do it for you, what you want to do is just put it on Facebook in the buy sell trade groups. Exactly. Like I said, hey, who wants to make $50 just to take a couple of pictures? You're going to get a ton of responses. Yes, I do, I do. You know, and then you can cashapp them after they actually send you the pictures. And what you can do is set up a Dropbox link or a Google Drive link and share that folder with them so they can upload that directly into the folder from their phone. And that's exactly how we do that with sellers as well. 

April 24, 2025


It's almost impossible to get a sight unseen offer without a detailed video. But we get two videos. We get one of the exterior and a detailed video of the interior. I mean, we literally will go in room by room, you know, slowly floor to ceiling, you know, making sure we get exactly what we need. So I do have a PDF and a video explaining exactly how to do that, that my whole team sends out when they get deals. So 80% of the time the seller is actually doing that for us. So we don't even need local boots on the ground. 

April 23, 2025


Virtual wholesaling is exactly that. What we do is we do marketing nationwide to get motivated sellers to call us or to raise their hand saying that they want a cash offer. Um, now, cash offers on our only option. But that's what we're going to talk about today, because wholesaling in general is getting a contract with a seller. And then we sell that contract to a buyer that wants to either flip it or hold it for rental property. And then we are the person in between that makes the money.  

April 22, 2025


You know, I chose to do virtual, um, really out of necessity because when I first started, I lived in two different states equally. So I was always on a plane every week coming or going. So I had to be virtual as far as my team goes from the get go. Um, and that's just how I've built my business from now. So we continue to stay virtual because it works. Um, but yeah. So that's really how that works. Virtual wholesaling. When most people talk about it, it's just talking about locking deals up over the phone as opposed to in person. But I'm virtual in every sense of the word to where our entire office is not an office, it's a virtual. 

April 21, 2025


And not only that, it's got a system in there, a part of it called God Mode to where it'll actually show you all the flips that happened right around that area. So it enables you to to skip trace those on the spot and call them, because obviously, if there's a house right next to the one that they flipped already, they're going to want to do this one too. So it's super important to, uh, I think, you know, to get that software if you're at least doing a deal a month, you know? So anyways, um, but in addition to that, obviously we email and text are all the buyers that we have on our list in those particular areas. Now, we have every buyer in the nation. So we're able to do that a little bit easier. So if you ever have a deal that you can't sell? Send it to us and we can probably move it for you. 

April 20, 2025


Have you ever wondered how to virtual wholesale to where you're in a completely different state and you're purchasing a property that you've never seen, never will see? You never meet the seller. You'll never meet the buyer and still make a paycheck. Stay tuned and I'll teach you how. Hey what's up guys? My name is Gralen Stewart. I am an entrepreneur and virtual wholesaler and just a real estate investor overall. So my channel is mostly about wholesaling real estate and we do it 100% virtually. So we do it in the virtual sense in every aspect of the word. 

April 19, 2025


So and that's easy. So if you can't get the seller to do it for you, what you want to do is just put it on Facebook in the buy sell trade groups. Exactly. Like I said, hey, who wants to make $50 just to take a couple of pictures? You're going to get a ton of responses. Yes, I do, I do. You know, and then you can cash app them after they actually send you the pictures. And what you can do is set up a Dropbox link or a Google Drive link and share that folder with them so they can upload that directly into the folder from their phone. And that's exactly how we do that with sellers as well. So that's what that looks like. So as far as what the team looks like, your team is your team, whether you're virtual or local, whether you're locking deals up over the phone or in person, whether your team is nationwide or all in one office. 

April 18, 2025


Hey, I have a deal in whatever zip code. Um, you know, the ARV is 200. Selling it to a cash buyer for 100. Um, send me your email if you're interested, or drop me a DM if you're interested. Something along those lines to gain interest, and you'll instantly get tons of buyers that will reach out to you, or just drop their email that you can try to send them the deal to see if they're interested. So that's how we do that. So how do we get pictures and video? Okay, now what we do in my business is I have a PDF that I made. First of all, um, it's a PDF detailing out every single thing, every single room that we need pictures of, um, from whatever angles that we need, exact detail of how we need it. Um, and also, I have a video of me explaining exactly how to do it with a cell phone sideways and things like that. 

April 17, 2025


You can either use  wegolook.com  or bpophotoflow.com, or the best way is just put it on Facebook Marketplace or Craigslist saying who wants to make $50? Um, you know, just to take a couple of pictures, then you're going to get a ton of response, um, you know, find somebody that you kind of bond with that you can trust. Um, go have them get a lock box from the hardware store or from Walmart or Lowe's or Home Depot or any of those places, and they can actually go meet the seller for you. Uh, and they're not real estate related. Now, that's where you want to do this different. You want this into like a you want to put that into a buy sell trade type of a group, not the investor groups because the investors could be sneaky and try to steal your deal for you. So you got to be careful on that. But when you're posting your deals, you want that in investor groups. But when you're looking for boots on the ground, do that in the buy sell trade groups. 

April 16, 2025


Have they had recent evictions or not? Um, and those kind of things and background check wise, as long as they're not a pedophile or something in that respect or have some really serious crimes. We typically can look past minor things, but nevertheless, you buy the house, you remodel it or rehab it. 

April 14, 2025


I found a good renter. Obviously, you want to do your due diligence on renters, just like you do on properties when you get them under contract. So you really want to vet renters out. And we always do a background check and a credit check. Both. Um, obviously we're not looking for perfect credit. We want to give people an opportunity to be in a property and without a lot of trouble. But at the same time, what we're looking for. 

April 13, 2025


But being a wholesaler myself and running a wholesaling business, we get tons of deals coming through our pipeline. Um, so what that allows me to do is cherry pick the good ones. Okay. So what? What we can do is we can end up, uh, flipping a house. If it's a house that we think we can make a lot more money on as opposed to wholesaling it, then we can decide to do that. Sometimes we will hotel a house to where we're actually just buy it, maybe clean it up, maybe not touch it at all, and then put it on the MLS to get a bigger fee than we would have wholesaling it. 

April 12, 2025


But that doesn't mean you have to do a $80,000 loan. Maybe I just want to be paid back, you know, the 30 for the hard money and the 20 for my private money. Um, and I just put a loan on it for 50. So then I have a net worth of $50,000 because, you know, it's worth 100. I only loan 50 on it. So I didn't get. I got all the money that I owed back. No extra money. So I have 50,000 equity in the property. And now a loan for 50 grand. You know, it's probably like $400 a month somewhere in that ballpark. If I can rent that for 1200, you know, that's a huge cash flow. 

April 11, 2025


So what you want to do is buy a property. Now the key is to buy the property at a huge discount. So that's where having a wholesaling business, uh, is beneficial. Okay. So for example, I can buy a house that is a $100,000 house all fixed up, but maybe it needs a lot of work. 

April 10, 2025


So if I did the 1% rule, uh, to where it would be $800, that's $200 cash flow. But typically I like to be more than 1%. That's why it's beneficial to have a wholesaling company, because I get the price deeper, you know? So, um, plus, you know, I can usually rent a house and I'm all in 88 grand for, for, you know, the $1,200 range at least. So that would give me a bigger cash flow. But that's exactly how investors get rich quickly, you know, because there's a lot of instances to where, you know, I get this property at that for this same scenario at, you know, all in for 50. 

April 09, 2025


But the biggest benefit is the depreciation. You get to depreciate a house on your taxes. Now keep in mind I'm not a CPA or an attorney, so consult your local CPA on this. But for my understanding, my CPA told me that I can depreciate this house for 27.5 years. That means you get to write off. Um, you know how I think you can write. You can't write off the land or vice versa or something. And I'm not a professional. All I do is get the properties, and my accountant handles it. So all I know is we depreciate it over 27.5 years. And, uh, the property does appreciate over time, because if you hold on to it long enough, whether we're in an up or down market, the house is going to increase over time.

April 08, 2025


Now some lenders are different. Like if you're getting a loan from a bank, they will typically give you at least 70%, um, of the property's value. But most banks these days will give you 75 to 80%. Okay. Almost all of them that I've dealt with have have done at least 70%. But some of the good local banks will even do 80 to 85 I've even seen. So, uh, but let's just assume you can get 80%, because that's pretty that's pretty typical for most properties that I've done. Um, they'll always give me 80%. Okay, so let's say you got the $100,000 RV.

April 07, 2025


However, to really build wealth, I buy rental properties, single family residence, um, to where I can put families in there, and then I charge them a rent price over and above my mortgage price if I have a mortgage. And then the in-between of that price, um, is what is what my profit is every month. So, uh, let's just dig into it. 

April 07, 2025


However, to really build wealth, I buy rental properties, single family residence, um, to where I can put families in there, and then I charge them a rent price over and above my mortgage price if I have a mortgage. And then the in-between of that price, um, is what is what my profit is every month. So, uh, let's just dig into it. 

April 06, 2025


Usually if I'm going to buy put $80,000 on a loan, I'm probably going to get at least 12 to $1500 a month in rent on that property. Most investors want 1%. What that means is, whatever their purchase in the property, multiply that by 1% and that's what you should get on a monthly basis. Let me get my calculator out. Uh, for this example. So $80,000 is what I'm in the property for after my refinance times 1%. So I should be able to get $800 a month, like a minimum. That's your bare minimum, but on an $80,000 loan with property taxes and insurance and interest rate, um, I should be able to get that payment, probably in the $600 range. 

April 05, 2025


Okay, so maybe we buy that house for $30,000 and we might put 20,000 into it to fix it up. So now we're all in for $50,000, so we have a $100,000 house that's in perfect condition now for 50 grand, because we bought it for 30 and put 20 into it. You follow me? 

April 04, 2025


That's what they appraise it for. And you might get lucky. Sometimes they appraise it higher than you expect. Sometimes it might be a hair under, but usually the local banks will work with you. You can say, well, here's my comps that show that RV should be 100. And because I actually did this and I showed them the comps, they're like, hey, you're right. You know, we'll go ahead and give you the $100 appraisal value so you can get $80,000. 

April 03, 2025


I actually did buy it for 20 grand. Um, I bought it for 22 grand, and I was in for like 15. So I was all in for like 45 or so, and I actually refinanced at the time. Um, I think they appraised it at 68,000. So I was able to pull some money out. But now that same property is worth like 110,000 because the market has blown up in the last three years. So I could refi it again. But I don't want to because I don't need to. But my payment on that house is like literally like $400 a month. We're getting 850 and I could definitely raise that rent, and I'm probably going to, um, I could probably get closer to a thousand a month on that property now, and it's worth, you know, 110,000 or some somewhere in that, in that ballpark. So it increases my, my net worth even more because I think my loan on it is in the 45 to 50 range. I don't know exactly. But that just increases my net worth. 

April 02, 2025


You don't have to be rich to do this. You could actually buy a deal. Any hard money guy will give you a loan if you get the deal low enough. Okay. Uh, you don't have to be a professional real estate investor. You can literally start by buying a house at a discount. Get a hard money loan on it. Get a renter in there after you remodel it a little bit. You know, borrow money. Put it on a credit card. Whatever you got to do. I don't care. 

April 01, 2025


The reason it's tax free is because it's in a loan. Um, you know, so it's not like income that I'm getting. It's actually just tax free money that I'm getting. So that's $30,000 I get in my bank account to do whatever I want with. Completely tax free. Also, I've got a property now that I have 20% equity still left in it, so that increases my net worth by $20,000. 

March 31, 2025


So I'm all in for 50 grand on this property. Okay. So now I have $50,000 worth of equity. So let's just say I got a loan. Um, let's just say I got a hard money loan for 30 grand, and then maybe I got a private partner to to give me 20 grand so that I don't have to put any of my own money in the deal. Or you could even say that I paid the 20 out of pocket. Okay. Nevertheless, I got a hard money loan for 30 grand. 

March 30, 2025


You know, whatever that math is, you know, if my if my loan is four or if my payment is 400, I guess that would be six, seven, $800 a month cash flow. So that's huge. So not only do I own the property forever, I'm completely in the property for $0. One scenario I could grab 30 grand in my pocket tax free. The other scenario, I can just keep it in the house, um, and get all the money back to pay people back and keep 50 grand equity. Um, but nevertheless, both scenarios I get between 400 and $700 cash flow per month, every single month, forever and ever. So that's always going to pay me. 

March 29, 2025


So in this scenario follow me okay, I bought it I rehabbed it, I got a renter in it. So now it's time to refi okay I'm going to refi it for $0.80 on the dollar which is 80% of the RV. So the RV in this in this instance is $100,000. So they're going to give me $80,000. So now that's a $30,000 gap right. So immediately $30,000 goes to pay off my hard money loan. And then that 20,000 that I borrowed from private money or my own money pays me or the private money back, and then I have that $30,000 that I get completely tax free. 

March 28, 2025


Then you can get your money back after you refinance it. Pay off the hard money guy. Pay off your credit cards. Now you've got a cash flowing asset that's going to just increase in value over time to where it's going to pay you forever and ever, and you're in it for $0. So what better way is there to get rich than the Burr strategy? 

March 27, 2025


So if you've never heard of this term, it was coined by um by a guy from Biggerpockets. It's called the Burr method. And that's been our. Yeah, for hours. So what that stands for is you buy, you rehab the property, you rent it out, you refinance it, and then you repeat the process. So it's really simple. And that's exactly how investors can really become wealthy quick okay. 

March 24, 2025


It'll have, anything and everything that you get back from title or that you've gotten signed Sign yourself. It'll have it in that, in that folder right there. And also I have an email chain. So here's how we do our email chain with the title company. It'll be something like this. Uh new deal dash 123 Main Street Chicago, Illinois. So it's simple to always just search that address, whether we're in Dropbox or in our email. Um, and then even when we're doing the email blast, it's got that address in there too. So you can search that I'm talking about for buyers. So no matter where you go, it's easy to stay organized because you just search it by that address. Okay. So anyways, if you're super organized and super, uh, got that super hustle in you where you do whatever it takes to get the job done, then you can definitely do it by yourself. 

March 23, 2025


So here's I'll just say a little tip. Here's how I do my drop box. So I've got, uh, I name the drop box file the actual property address. Okay. One, two, three Main Street, comma. Chicago, Illinois. Okay, something like that. That'd be the folder name, but inside that folder I have two more folders. So the other one would be wholesale docs, you know, for one, two, three Main Street, Chicago, Illinois. And then I've got property pics for one, two three Main Street, Chicago, Illinois. So all my wholesale docs, any kind of documents that I get. So it'll have my purchase and sell agreement. It'll have my affidavit of equitable interest. It'll have my assignment contract that I get with the in buyer. It'll have the title commitment from the title company. It'll have any adornments that I might have to get with the seller or the buyer. 

March 22, 2025


Wholesaling real estate in general is not easy. There's so many moving parts, so many things that could go wrong, so many things that can go wrong with your seller, so many things that can go wrong with your buyer, and a lot of different things that can go wrong with title work, obviously. And a lot of those you can't control sometimes you can't control some of those things. But um, that's why it's important. You know, once you start doing a couple of deals, you know, start bringing people on to help you with at least help you with the task that aren't necessarily generating revenue for you. Um, like pulling your lists or skip tracing or doing some of that follow up, maybe a lead manager. If you're doing acquisitions and dispositions, bring a lead manager on at least to take your calls. Um, to kind of warm them up for you so you can just kind of get up to the plate and hit the home run, you know, that kind of thing.

March 21, 2025


You know, for the month because it's always cool to have okay, here's, here's the deals that 100%. Uh, it's got clean title. I've got buyers for it. This is projected to close for this month, so I've got actual projected profit for the month. Then I've got just projected profit, you know, because that's that stills that maybe we don't know. Um, we think that we can make this amount of money on them or whatever, but then you have real projected project and then profit, and then you have actual profit. Okay. Uh, deals that have already closed for the month. So that's the difference in being a wholesaler and having a whole selling company. Um, and it takes time.
sellers, first of all. Right. So you might talk to, you know, depending on how good your skill set is as far as sales skills goes, you might have to talk to a hundred sellers before you get a yes. You know, and that's just the reality of it. Um, it is highly a numbers game, but even after the numbers game portion, there's all kinds of other layers of difficulties that could come across. 

March 20, 2025


So one person couldn't do all of that. They might have my transaction coordinator. She's the one that actually does these email correspondence with the seller and the buyer and the title company. Um, she's the one that holds holds it all together. She's the glue. She's the one that makes sure at the end of the day, that we get paid on the deal. That way, everybody can focus on their one thing, right? Um, so that's a good takeaway. You know, focus on the one thing that you're good at. That's why it's good, you know, if you're good at sales, but you're terrible organizing. Hire somebody to do the organizing for you. You know, I'm really organized and I'm really good at sales, but it's not scalable to do everything, so you have to start delegating.
sellers, first of all. Right. So you might talk to, you know, depending on how good your skill set is as far as sales skills goes, you might have to talk to a hundred sellers before you get a yes. You know, and that's just the reality of it. Um, it is highly a numbers game, but even after the numbers game portion, there's all kinds of other layers of difficulties that could come across. 

March 19, 2025


You know, there's a lot of people out there that make it seem super simple and super easy. And yes, once you have a system in place and processes kind of going, um, it doesn't make it easier, but it's still not easy. Um, there's so many things that can go wrong in the wholesale and real estate deal. Um, for example, you know, we've had issues, you know, in the past and uh, lately as well, you know, there's so here's the whole breakdown. Okay. So you're talking to a bunch of different sellers, first of all. Right. So you might talk to, you know, depending on how good your skill set is as far as sales skills goes, you might have to talk to a hundred sellers before you get a yes. You know, and that's just the reality of it. Um, it is highly a numbers game, but even after the numbers game portion, there's all kinds of other layers of difficulties that could come across. 

March 18, 2025


But anyways, yeah, wholesaling houses is definitely not easy. It's simple in concept. Obviously you get a contract with the seller, sell the contract to a buyer, and you get paid, right. That's simple and concept. But we all know if you're in wholesale and real estate, it's definitely not easy, but you can make it easier, is my point. Um, utilize things like Dropbox or Google Docs, one or the other. They're virtually the same thing. Um, you know, utilize those tools. And then as you grow, start getting into more softwares and more systems that can actually help your business, you know, to where, you know, I couldn't we couldn't do what we do without Podio, just 100% honest. 

March 17, 2025


Whatever you do to get that buyer, you know, you're going to Facebook. Uh, you might be on marketplace, you might have an email blast of potential, um, buyers that you found. Um, you know, there's a bunch of different ways that you can go about looking for those buyers. But the point is, now you're focused all your time and energy on that buyer trying to find a buyer because you want to get paid, right? And rightfully so. Once you have a deal, your goal is to get money out of that deal. So it makes sense why you would switch all your focus to try to find a buyer so you can get paid on that deal. But here's the downfall in that scenario. Now you have your second week. Okay. You did the whole first week. Talk to Hunter sellers. 2 or 3 interested. You got that one deal. Now you're looking for a buyer. 

March 16, 2025


But, um, the difference is we don't have to focus all of our time on that one deal. That's where I'm going with this. Um, you know, we still have tons of leads coming in every week. We're still doing tons of follow up. Still getting other deals. Uh, yes. We still have deals falling out, but they don't hurt as much as the point because we got our pipeline full. We're actively pursuing other leads, uh, to potentially bring in more deals. Um, you know, it does suck, but it sucks a little bit less when you lose a deal because, you know, you have other deals in the pipeline that you're getting paid on. So you've got other projected project, uh, profit rather. 

March 15, 2025


That was one of my hardest things that I had to learn. You know, when I started that when I started kind of growing is I'm a control freak. Uh, I always think I do it better than anyone else. So I wanted to do it all, you know? And that's why I did. I did it all for a while. Um, but, you know, after 4 or 5 months of that, it's like, okay, I can't work 24 over seven, so you're going to have to train someone else to do it. That's why, in my opinion, SOPs are super important standard operating procedures. So you write down everything that you do. You make a document of that and then you do a recording of that. So you can train people that way easier because you know you're training somebody, why not record it?