The Top 5 Appraiser Wisdom Keys

Welcome back to the real value blog, the blog about business, life, success; about finding value in anything and everything and about creating absolutely as much of it as you can with the time we have! So excited to be back with all of you today and sincerely hope that you have become just a little bit better than the last time we were here together. That’s what being a 1%er is all about. Tiny incremental improvements making you better and better each and every day. There is no end date or finish line and there is no metric by which you’re judged against somebody else. Being a 1%er simply means having a vision, however clear or cloudy, of wanting to be, do, and have something different than you were yesterday and then simply working toward getting a little more clear, a little more focused, a little more inspired, a little more motivated, and a little more action each day toward that state. 

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By the way, I get asked often what the difference is between motivation and inspiration because many people tend to use them interchangeably and conflate or confuse the two words. Not that it matters, but understanding the two words a little better may actually lead you toward taking different actions. In fact, action is one of the unifying suffixes between the two words. Motivation and inspiration both have the suffix ‘ation’ in them which means ‘action’. So motivation basically means ‘motives in action’. The first part of the word, ‘motiv’, comes from the Latin, Movere, meaning simply to move or movement. We know the later definition of the word motive means a reason to do something or something that makes a person act. Inspiration, on the other hand, also has the suffix ‘ation’, or action in it but it begins with Inspire, which refers to the breath. So inspiration means to have life breathed into something or to breath life into something. Motivation suggests having a motive, or a reason, and then taking action on that reason. Most people need motivation to be given to them via something outside of the like a picture, an idea, or a person. We might say I was motivated to go to the gym because I saw how fat I was getting when I looked in the mirror.  A new motive; lose weight, get in shape, be more healthy, and then the action to get it done. However, with motivation, when the motive no longer exists, the action part tends to wither as well. Then we say, ‘I’m just not motivated to go to the gym today’. And in fact, it may take some inspiration to get you motivated to get back at it. To be inspired means to have new life or new breath breathed into you to act on that motive, or maybe develop a new motive or reason to do something. ​

​The key distinction, and reason I am making it, is because we rarely have the ability to motivate another person because the other person may not share the same motive, or reason, to do something. We will often say when we hear some particular kind of music that it motivates us to do something. I have a workout playlist on Spotify that I sometimes say motivates me while I’m working out. Actually, what I mean to say is that the music inspires me and helps me activate the motives within me to be healthy, in shape, and have more energy. Those are my motives for doing something and sometimes I have a hard time putting action toward those motives, meaning I am not motivated, so I need some new energy breathed into my motives which is what inspiration is. All I need to do is review some of my health and wellness goals that I’ve written down and track and I get inspired to put some action to my motives. You could say that I get inspired to be motivated. So we can be inspired to become motivated but motivation entails having a motive, or a reason, to do something. One of the other words hidden in the word inspiration is the word ‘spir’, which translates as spirit. So the word breath and spirit become somewhat interchangeable in that regard meaning that inspiration is the breathing of new life or spirit into something. Whenever I am not motivated to do something I seek out inspiration. The breathing of new life and spirit into my motives helps me get energized to accomplish whatever my motives may be toward that thing. The great thing about understanding this distinction between motivation and inspiration is that motivation tends to be personalized to the individual based on their specific motives, where inspiration can be given away to others. We may not have the ability to motivate another person to do something because they may not share the same motives to do that thing or accomplish the same goal as we do, but we have the ability to breath new life and spirit into people, things, and motives. We can inspire others with our words, our actions (often silent), our ideas, and our own motives. Sometimes people get inspired to take action or create their own new motives based on the inspiration they receive from seeing, hearing, or trying something new. You have the ability to inspire others my friends and I encourage and challenge you to find that thing, that breath, that spiritus within that has the ability to breathe life into somebody else and possibly even help create some new motives for somebody else. We will always struggle trying to motivate others and maybe even ourselves from time to time. The process for getting motivated involves becoming inspired first and then the motivation tends to follow. If you want to get motivated yourself or undertake the task of trying to motivate another, you must inspire them first. The task ahead of you is to have new breath or fresh spirit breathed into you and then breathe that new energy into the thing you wish to see become real in the world.
 
Today I’d like to share something with all of you that has been given to me over the years from a variety of people. It’s a list of what I call wisdom keys and it’s page 4 in the manual I created for the main events and weekend retreats that I’ve been teaching to business people over the years. There are 10 of them today in the manual. There have been as few as 6 and as many as 20 over the years but each year I review and study them all again and rewrite some while eliminating or combining others to get to the essential key. I believe these 10 are the best of the best and have guided me for years and I want to give them to you. Some of these wisdom keys may end up sounding like just plain old good advice or motivational quips but I’ll summarize my understanding of each one of them and maybe how I’ve used them in my own life and business. As in prior episodes where I have some kind of list or tactical and practical stuff to implement in your business, the episodes threaten to get a little long so, in this episode I’m going to give you 5 of the 10 wisdom keys and the remaining 5 will be delivered as bonus content for the Value Syndicate members. Again, if you want to become a member of the value syndicate, it’s completely free and the only thing required is a valid email address. Just pop over to www.RealValueCast.com or www.RealValueGroup.com  and you’ll see the Value Syndicate sign up box on those sites. A name and an email address and I’ll send you all of the prior bonus content episodes and, of course, the remaining 5 wisdom keys from this episode. If you’re not interested in listening to the remaining 5, that’s ok too. I have no interest in trying to add more value than you are ready to accept at any point in time so its completely up to you if you want the info.
 
The first wisdom key is:
 
1. See everybody as a teacher.
Everybody and everything we come across in our lives has the power to teach us something. We all know at some level that we can learn from everybody and everything, but for some, due to a variety of reasons like; attitude, life blinders, past experiences, conceit, arrogance, world view, race, creed, sexual orientation, whatever it may be we tend to categorize various people we may cross paths with on very limited information. Usually, this is based on quick visual information we get from judging people based on dress, gait or how they walk, how they speak or act, or maybe its somebody we know by their career and we’ve judged them based on this fact alone. I can tell you from personal experience that I have an almost immediate visceral reaction to attorneys and its primarily due to seeing them up close and in action during a somewhat painful divorce experience. Up to that point I had several attorney friends and colleagues and had no issues with them. After seeing how some of them behaved in and out of court, I developed a bit of disdain for the the title alone, not to mention the profession. This is a bit at odds since I do a lot on non-lender work which entails dealing with attorneys and para-legals throughout the week. However, something  I learned from Mr. Toyoda was to learn from every experience and every person I can. He said everybody is teaching you something whether they know it or not and whether you are aware of it or not. This awareness is the important part of this wisdom key. Once you become aware of the fact that everybody you come in contact with is teaching you something you open yourself to learning and becoming aware of the signals, clues, indicators, and opportunities that are given to you literally on a daily basis. The corollary to this idea that everybody is a teacher is that once this becomes ingrained and part of your everyday natural thinking you begin to bring out the best in others because you’ll start to see talents and abilities in them that they, and others, don’t even see. This is when you start to go from just listening to everybody for the lessons they’re unconsciously teaching to observing in a way that turns you into a sometimes unintended mentor of sorts. When you look at everyone as a teacher you can begin to see the hidden talents and abilities in others and you’ll begin attracting to you a whole host of people and opportunities to develop because of this honed skill and mindset of seeing everybody as a teacher.
 
As a teacher of martial arts and defensive tactics I have had the awesome opportunity to be in the presence of tens of thousands of people over the past 30+ years in various roles, some as teacher and many as student. With that many ‘at bats’ so to speak and so many opportunities to hone my message, my teaching methodology, make mistakes and work on weaknesses, and develop a diagnostic capability to see what others need for growth both personally and professionally, I was also able to develop my teachable point of view and a philosophy that helped me accelerate that growth in students and that philosophy was this very wisdom key. I would begin verbally expressing from the very first beginners class that everybody is a teacher and already knows everything they need to know and that I was just there to help them re-member, or put back together their inherent knowledge of these principles and techniques. When explained that way, students right from the beginning started to believe that they were more than just beginners who needed somebody to cram some more information into them, they were in fact masters and sensei’s in their own right and likely in other areas of their lives and the class they were in was simply to help them peel back the layers of the onion to deeper and deeper layers of knowing. They may not have the years of experience and hours on that mat yet, but by telling them and revealing to them that they are all teachers at some level they started to believe differently about themselves and they looked at the world differently as a result. Everybody you come in contact with is a teacher. See them as such and as you advance, help others see this truth in themselves and you begin walking the path of the advanced servant leader. Not only will you learn from everyone and everything, you’ll be adding value to everyone and everything as you walk through life.
 
The next wisdom key is:
 
2. Never complain about what you’re willing to permit.
Boy is this a huge concept! This is called radical responsibility and leadership because it entails looking at everything in your life that you have allowed to enter and exist. When I first teach this wisdom key I’ll typically get some unasked for input from a student who will say something like, “yeah, I don’t put up with any shit from realtors or stupid lenders or AMC’s and I don’t permit any crap from my trainees…” Listen Biff, that’s not what I said. I said never complain about what you’re willing to permit. This goes for your personal relationships as much as your professional relationships and interactions. All you have to do is look around and you can take an inventory of what you have been permitting in your life at every level. I’ve said in many prior podcasts that when it comes to finances and your beliefs on money, cash, wealth, fees, investments, etc., that anybody astute in reading people can know how somebody thinks and what they believe in by asking a few key questions and listening to how they respond. Another way of putting this is that I can tell what you’ve been permitting in your life by what you have, what you do, how you act, how you speak, and what you believe about certain things. In fact, many of our appraiser colleagues spend an inordinate amount of time complaining about all of the things they're permitting in their lives and business and they do it on social media. How embarrassing is that?! Every time you complain about something you are giving attention, energy, focus, and emotion to the very thing you say you don’t want. If you’re complaining about it, you’re permitting it! “But Blaine, hold up brother, I was just complaining about those dumb ass realtors not communicating with their clients and then that dumb ass AMC phone jockey hassling me for updates. How am I permitting that?” Ah! Great question! You see, this wisdom key can be flipped around to reveal its real power and that’s the power of perspective and radical responsibility for your life. I initially said never complain about what you’re willing to permit but if you flip the key around and say, ‘never permit whatever you’re complaining about’ then you’re faced with two options for growth. You can become like a zen master who simply takes all of these experiences and refuses to get attached to them emotionally and you can also let your complaints reveal to you what you’re emotionally attached to and likely doing nothing about. When you find yourself complaining about something simply tell yourself that you have allowed it or permitted it at some level in your life and you have complete control to change the outcome. No, you cant change others and you cant make realtors and AMCs do what you want them to do but you can certainly control whether or not you’re giving it attention, energy, emotion, and focus and then develop a solution. A simple solution for most of the things we tend to complain about in life IS to simply not become emotionally attached and accept more of those things simply as the ‘tao’ or the way things are.
 
Remember, what we resist persists so when you’re complaining about something you are giving it more life than it likely deserves and you’re also making a statement to the world that you have no control over what happens to you and that complaining is the most sophisticated response you could come up with. What is more likely to happen when you adopt this wisdom key and make it part of your DNA, however, is that you will start to examine your business and life with a different eye. The eye of radical responsibility and radical leadership means taking responsibility for EVERYTHING that comes in and goes out of your life. When you adopt this wisdom key as a pillar of your daily life you will stop allowing things to continue that you have been complaining about for years, maybe your whole life. If you find yourself complaining about your husband or your wife, that’s an area that has just been revealed to you as something you’re permitting in your life. If you’re not happy with it, either change it or shut up about it. If you’re complaining about Realtors, Lenders, and AMCs, that is a revelation about something that you permit into your life. Either change it or shut up about it! If you aren’t happy with something, take some kind of action and make a change or shut up about it. It’s really that simple. “But Blaine, I cant make the AMCs pay me more and I cant make them stop harassing me and I cant, and I cant , and I cant…”, Maybe! But complaining about it isnt going to change a damn thing, is it? Its just wasted energy and emotion! You’re permitting it! You built that business! You allowed them into your boardroom because you didn’t have the wherewithal or care to go after any other kind of business. Fine, accept it and make some changes. You think all realtors are liars and cheats? Great, shut up about it and make a change! Never accept what you’re willing to permit and never permit what you’re continually complaining about. “But Blaine, realtors are a part of our business and we have to deal with them.” I have two answers to this statement: right and wrong! Which one do you want to hear first? I’ll show you how sensei deals with you on this issue. “But Blaine, Realtors are a part of our business and we have to deal with them”, ‘Right! So shut the front door, quit complaining, and be better than they are! Stop complaining about it and do your flippin’ job and do it as an adult and as a professional!’ ‘Oh, you don’t like that answer?, ok, well how about doing something about it?’ “But Blaine, what am I supposed to do about Realtors who lie or fudge the truth or aren’t nice to me?’, ‘how about you grow up and stop complaining about it and do your flippin’ job and do it as an adult and as a professional!’ Oh, you don’t like that answer?, ok, ask me again and I’ll give you the version where I say ‘wrong’. “But Blaine, realtors are a part of our business and we have to deal with them”, ‘Wrong! You’ve chosen a business that is intimately tied with the real estate sales side of the business just as you’ve chosen a business that is intimately tied to the lending side of real estate. YOU CHOSE IT! And you can un-choose it my friend. Nobody made you get into this business and nobody is keeping you in this business. “But Blaine, my house payment and my car payment, and my kids tuition, and my bowling league…” Take some responsibility for your life and your business and stop complaining about things you say you have no control over. You have ultimate control over it! You may not like the answer in some cases but you still have control over it. Those are all things you allowed into your life and you always have a choice in what you choose. Never complain about what you are willing to permit in your life, shut up about it or change it.
 
The next wisdom key is:
 
3. The secret of your future is hidden in your daily routine- what you do daily determines what you become permanently.
We’ve all heard this wisdom in one form or another. Win the morning, win the day. Win the day, you win the week and so on it goes. The perfect day formula.  But this is so much more powerful than just winning the morning my friends. When we unpack this wisdom key we find a veritable treasure map that will reveal both treasure and tragedy that, at first glance, will seem like something that came out of the blue. Let me assure you my friends, it is an extremely rare event when something is unforeseen. What unforeseen simply means is nobody looked. It is said that the cancer cell lives within all of us that it generally takes about 10 years of nurturing and development before it becomes what eventually gets identified as cancer that then has to be treated. Now I know, there are many instances where its just plain undetected and then all of the sudden, BOOM, somebody is diagnosed with an illness. Tragedy! However, in almost all cases there is a ‘procuring cause’, to use a real estate term. There is a pattern, clues, daily habits that have lead to most diagnosis. Nobody can dispute when a smoker is diagnosed with lung cancer that the cause was the daily cigarette. Nobody can dispute when somebody is diagnosed with cirrhosis of the liver that it was the daily drink that caused it. Nobody can dispute when a soda drinker is diagnosed with some kind of illness that soda, sugar, fake sugar, acid, or any one of the hundreds of other unnatural chemicals were the cause. It sucks, for sure! But there is always some kind of clue. Success and failure both leave clues and they almost always come down to something that is hidden in your daily routine. What you do daily determines what you become permanently. By the way, this one is closely linked to the last one. If your daily routine entails becoming emotionally attached to things you believe to be out of your control, you will always be wasting valuable life currency on things that you can absolutely change but, for whatever reason, you haven’t yet or simply choose not to. If your daily routine entails scrolling facebook and Instagram for an hour or more per day, your success and/or failure will reflect those clues. We’re all given the same 1440 minutes each day and how we choose to use them is almost entirely up to us. We all have our daily routines and habits and these routines and habits hold the clues to what tomorrow, next month, next year, and what 2029 will hold. Its up to you to take a look at your routine and your daily habits and ask the simple question, ‘does this help me or hurt me?’ Not, ‘does this make me feel good?’, but does this help me toward my goals or does it keep pushing them away.
 
Now, if you have no goals and plans for achieving anything greater than you are today then it is unlikely you’ll be able to uncover what those little things in your daily routine are that might be helping or hindering you. We tend to take a backward looking view of things in life and generally based on some type of tragedy, loss, failure, or painful event. Something happens and then we look back and say, “never saw that coming”, but its only because we never took the time to look. You didn’t count to three before flying out into the intersection. You didn’t look into the eyes of the person coming at you to look for clues that they may not see the traffic light or are maybe texting or drunk. You didn’t look to assess the speed of the car coming through the intersection to determine whether or not you thought they were going to stop even though you had the green light. Awareness is often an ironic hindsight because we often only see things after they’ve happened. We then say we never saw it coming. Something is always coming my friends and the factors that may determine whether you live or die, literally and metaphorically, lies in something you do daily, something you do habitually. Take a look at your daily rituals, habits, and routine and see what kinds of clues its giving you toward growth, health, prosperity, and success in any area or decay, decline, loss of health, and failure. And because both success and failure leave clues, we can look at others who have both succeeded and also failed in areas we’d like to grow in. Take a look at what other successful people in your area of focus do and don’t do in terms of their daily rituals and habits and adopt them.
 
The 4th wisdom key is:
 
4. Your rewards in life and business will be directly correlated with the type of problems you choose to solve and the value you create for others.
We talk about this a lot on this podcast so this one should be a no-brainer by now. If you’re new to the podcast than this is the perfect introduction to one of the pillars of my teachable point of view and the philosophical foundation of my life, my businesses, and the successes and failures I’ve had in both. And the reason I bring failures into is because I have had many! We learn from our failures as much, or more, than we can learn from our successes and in every case where I’ve failed, if I take radical responsibility and leadership for my failures, can most definitely say that I simply failed to solve enough problems and create enough value in that relationship. I talked about some of my personal failings in the last episode and can very easily say that my failure to keep my marriage together was the direct result of not solving enough problems, likely creating a few problems, and not delivering enough value for all parties involved. I learned from that experience and now do everything in my power to solve problems in my current relationship and add value in any and every way I possibly can. In fact, Jolene and I have an every couple months heart to heart where we check in with each other and ask the question, “am I adding value to you and your life?”. We have a discussion and try to find ways that the other person may be in need of a particular type of help, support, guidance, friendship, love, and/or communication, and then we do everything in our power to give that to the other. We both agreed early on in our relationship that neither of us ‘needs’ anybody to make us whole or complete and so we don’t put that kind of pressure on the other partner to ‘be’ anything in particular in the relationship other than that the other person has to be bringing some kind of value to the partnership or else one party may eventually end up resenting the other and may decide they’re simply better off alone. This may sound odd to many of you but having been through tough relationships, which we likely all have, I decided after the last one that I have no interest in ever doing, being, or experiencing that again. Why? Because I try to never complain about what I’m willing to permit and once the decision was made to change it, it was changed and changed for the better forever. What I learned from that experience was one, I know myself much better now than I did back then. Two, I know much better what I want and need from a personal partnership, and three, I know what I can give somebody else and what I simply cannot. Knowing these three things has allowed me to solve problems and add value in a much different way than I was able to in the past. Now, the rules are pretty clear for both of us. You’d better be adding value in some way for the other person and the third entity called the relationship because the other person is always free to seek value elsewhere. That’s true of both married and non married couples, by the way. As a free human being you are always free to seek more value than what you are receiving at the moment. In personal committed relationships, of course, we don’t do that at the first sign of some kind of issue. There is give and take, work on both sides, and typically love and respect holding things together when the always moving scale of value is tipping away from you for a time being. However, in business, there is no love and commitment keeping things together. Your clients are free to seek out better problem solvers and value givers than they perceive you to be just as your spouse or partner is free to seek out fewer problems, more value, and maybe more commitment than he or she is getting from you. I bring up the personal side of this wisdom key primarily because, for most of us, professional life and personal life are deeply intertwined and the bleed over into all areas is extensive. You have a big fight at home it affects your work. You have a shitty day at work and you bring it home. The wisdom keys are meant to be guideposts and beacons for both personal and business life because they are universal truths that can be applied in all areas of our lives.
 
Your rewards in life and business will be directly correlated with the type of problems you choose to solve and the value you create for others. It doesn’t matter if it’s in your personal relationships or business. The big difference with those two is that we can often get away with not adding value or solving problems in our personal relationships far longer than we can in business. Because of our daily routine and relationship comfort levels we tend to settle into, our partners will put up with us not solving problems, maybe creating problems, and not adding value for a ridiculously long time where clients don’t tend to stand for it for long at all. Now, there is a key word in this wisdom key that I want to emphasize and that’s the word ‘type’, as in the type of problems you choose to solve. Your rewards in life and business will be directly related to the types of problems you choose to solve and that means solving some of the more difficult of your clients problems. Many of you think you’re solving a problem called value or a problem called the appraisal. That is not the problem we solve my friends. We solve people issues and marketing problems, that’s it! Every one of our clients issues can be boiled down to a people or marketing issue. Maybe we cant hit a particular value so now they have a people issue. They’re clients and customers have an issue that needs to be dealt with that was in someway revealed by you so now what? What kind of problem are you going to solve now for them? Are you going to explain the issue in language they understand? Are you going to give them the words they can use to explain it to their customers and clients? The more complicated and sophisticated the problem, the greater the reward if solved and the greater the value add when you do. Seek out some of the most difficult problems you can in life and solve them. Your rewards will be in direct proportion to the type and complexity of the problem you can solve in all of your relationships.
 
The 5th wisdom key and last one for this episode is:
 
5. Your significance in business and life is not in your similarity to another but in your differences.
My friends, we all do the same thing, more or less. We appraise real estate. Your value does not lie in that similarity but in the differences you can provide in the market. By the way, price is always a problem to be solved in the market but its one of the least complex of the problems to be solved. Lowering price to be different is the laziest and least creative way to be different and solves a very small problem in the market. The downside of the lower price model is that it trains the market to believe that price is the only differentiator on that particular product. Its your job to differentiate in a way that teaches the market why price and value may just have some direct correlation when it comes to real estate appraisals. How do you do that? Scripts, languaging, words, marketing, having discussions, giving presentations, making videos, doing podcasts, meeting with the market participants, having marketing materials, and making your clients feel like whatever they paid for your services was a bargain at twice the price. There’s a saying that is often attributed to Henry Ford and also to poet Ezra Pound, but the more likely source of this quote is from William Wrigley Jr., who built the Wrigley chewing gum fortune. The quote goes something like this, “Business is built by men who care…care enough to disagree, fight it out to the finish, get facts. When two men always agree, one of them is unnecessary.” When two men always agree, one of them is unnecessary. Where two companies and services are exactly the same in the minds of the consumer, the cheapest to the two will likely be chosen because the most expensive one, in the minds of many, is unnecessary. This is the principle of substitution we deal with every day and on every appraisal. Your significance in the market lies not in your similarity to another but in your differences. How are you different from every other appraiser in your market? And please don’t say, “I do more research, I put more charts and graphs in my report, my report is more accurate, I still include the 1004MC, I’m smarter, I’m better….” Please! Spare us all the arrogant and conceited bullshit that no lender or client bought ever! They want you to solve their problems and they’ll pay you at a rate commensurate with the type and level of problem you solve or create for them. Rarely these days does a human being ever even read your report or crack the binding. It goes through the UCDP portal, problems and issues are highlighted, a human looks only as far as they need to identify the issue, a revision request is delivered and, once that’s cleared the appraisal goes in a file likely never to be opened again. The appraisers who solve problems create their own tiers by being problem solving value providers and your significance lies in your difference from everybody else out there. How you choose to be different is completely up to you, by the way. I have given you many suggestions and practical advice in this podcast on how to be different and stand out and we take it to the next level in our coaching, workshops, and conferences but you can do this on your own if you’ll take the time to sit down and really learn what your clients and the market are looking for instead of always telling them what you think is important.
 
Thank you for listening again this week and spending your most valuable currency with me which is, of course, your time. I truly appreciate you investing that time with me and I will always do everything in my power to try to add value for your time invested. Its ultimately up to you though to do something with that investment. I encourage you to listen to this episode a few times and write down these wisdom keys. I find each time I teach these and start talking about them that some new view or aspect of each one of them bubbles up that I hadn’t seen the previous time. And I’ve been teaching and evolving many of these over the past 20+ years. These are just 5 of the 10 that we teach in the boot camps, coaching programs, and conferences and we also discuss these all the time in our mastermind groups. They used to hear me yell “never complain about what you are willing to permit, change it or shut up about it! How are you going to change it?” whenever I’d catch someone talking in a negative cycle of complaining and whining about some aspect of their business. Now the other members do it for me because it has become so engrained in everybody’s DNA. The idea is for you to eventually catch yourself whining and complaining about something and then say, ‘wait! I’ve created this and I can change it!’. If you have any interest in hearing the remaining 5 wisdom keys, you must be a value syndicate member which simply means you get the podcast delivered to you via your email address. That is the only way we can deliver the bonus content and bonus episodes and that bonus content is only for people who have raised their hands and given us permission to send them that content. If you haven’t raised your hand yet, its quite alright with me because I’m confident you are getting some value from the regular episodes and I really appreciate you listening and contributing to the conversation each week. Let’s meet back here again next week and we’ll chat again about life, being an appraiser, and adding value whenever and wherever we can. I’m out…