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Show Summary
In this conversation, Amy emphasizes the importance of understanding value in negotiation rather than focusing solely on price. She discusses how self-worth and confidence play crucial roles in successful deal-making, allowing negotiators to gauge market dynamics and steer discussions effectively. The conversation highlights the need for stakeholders to feel comfortable and confident in the outcomes of negotiations.
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Investor Fuel Show Transcript:
Amy (00:00)
Yeah, and ⁓ absolutely. But what specifically happens with investors and the real estate industry, our curiosity is blocked, that we can’t do it, mainly because we go out there and we try to negotiate to price, price, price, price, price only. And so I often tell people, if you can actually get to that space where I can tell you that, look, there’s going to be a price that you want and make sense to you. And there’s going to be a price that I want to pay. And that makes sense to me.So we will get to that point, but there’s a lot of other things that are important to both of us. Let’s start going over some of the other value points that in this transaction, you know, timing, it might be certain parts of ⁓ the property that needs to be redone. might, you know, go into any other type of value points. So you get their agreement in other areas and become curious.
Quentin (02:27)
Hello everyone. Welcome to another episode of the Real Estate Pros podcast. I am your host, Quentin Edmonds. Y’all see the big smile on my face because y’all know what I’m about to say. I’m excited, but I’m a double down on this. I am super excited. Like we have somebody on this platform today who is an expert in negotiations. And I don’t know why that gets me so excited, but I’m just a nerd. I’m a nerd and wanting to learn different.avenues and aspects of real estate, but also about communication. I tried to pride myself on being a good communicator and I want to learn every day. And I just feel like the nuggets that we’re about to get today is going to help us communicate and also communicate in real estate when it comes to deals. And so I’m just super excited about my guest. She just dropped on me that she played basketball in college. So I’m excited about that. See? But listen, listen.
Amy (03:23)
youQuentin (03:23)
Let me just stoptalking and introduce you guys to miss, I’m sorry, Miss Amy Gardiner Miss Amy, how are you doing today, now?
Amy (03:33)
Well, you’re making me really excited. So I’m doing great. Thank you.Quentin (03:37)
Good, good, I’m glad. Listen,I’m excited to have you on. I love unique lenses and perspectives. And I have never had a negotiation expert on a podcast before. So I want to know what that all is. Maybe you can tell our audience what it is. So let’s start here. I just want you to take us into your world. I want to see things through your lens, through your perspective. And so of course, tell us maybe where you got started.
What’s your main focus is these days? I’m not sure if what market you operate in, if that fits, but because I know you all around the world. And so what I want to do is just turn the floor over to you. Please just take us into your world, Miss Amy.
Amy (05:06)
Well, thank you so much. It is a real pleasure and an opportunity to ⁓ share because like you said, isn’t it sad that we work in the real estate world yet there are very few people that actually specialize in negotiations. ⁓ a little bit about my background is that ⁓ I started in real estate about 23, 24 years ago and I actually started overseas. So I lived in New Zealand for 22 years.And so I did various roles, but I was a top agent for quite a while. I owned a couple of brokerages. I did a lot of coaching. then when we moved back to the States, I’m American, my husband’s a New Zealander. And when we moved back to the States, mainly just to give our kids a little bit of American, I knew that
I was going be entering into the real estate field as well. So now I live in Orange County. So I primarily work in the California and the New Zealand markets, but I have worked in Australia and I have worked in Texas and ⁓ Arizona, Utah, Idaho, a few other deals. in terms of what I do now, for a long time, I specialize in actually in auction and ⁓ auction negotiation. And ⁓ I was an auction director for ⁓ a franchise group.
here in Southern California for about three years. Did a lot of deals through Southern California with auction groups. So primarily my role was negotiating deals. ⁓ And ⁓ then I went back into doing some real estate and coaching and whatnot. But every deal that I was tending to take on were the tougher deals, ⁓ properties that had been on for a long time. And when I say long time, some people might say,
six or nine months, but I’m talking about properties that have been on for four years, 10 years, eight years, properties that just could not ⁓ get across the line. So I started to be taken into these deals because nobody else could get them across the line and I could through some of my strategies. ⁓ So how this kind of came about was I went into being primarily a negotiation specialist, which was helping other agents get their deals across the line.
and ⁓ also running some deadlines and some auctions and whatnot with them. ⁓ And then ⁓ many people were asking me to coach and potentially speak ⁓ and do some workshops. And so then I had to take some time to reverse engineer why it is what I’m good at and why it is that I’m good at what I do. ⁓ And so that took some time. It’s kind of like asking Michael Jordan, why are you so good?
Quentin (07:42)
Yeah. Yeah.Amy (07:50)
Not that I’m comparing myself to Michael Jordan, but I’m just wanting to do the basketball now. Yeah. I should actually say I’m more the, ⁓ maybe Caitlin Clark of, ⁓ of negotiation. So yeah. And so just trying to reverse engineer, but, ⁓ but like,Quentin (07:53)
no, I heard it. That’s the sound bite. Editors, we’re clipping it right there. This is the Michael Jordan of negotiators. I’m just joking. Please get stuck. I’m sorry. Get to it.Okay, we’ll take it. Absolutely. Yes, sir.
Amy (08:15)
athletes, it’s because I really worked at what I did. I mean, that made me really good. ⁓ I really analyzed why people were getting stopped ⁓ and why I kept them moving or how I kept them moving. so again, ⁓ and then I did a lot of study. ⁓ So I’ve studied through books and through whatever courses I could get my hands on. ⁓ Just and it was interesting. wasIt was almost like I didn’t really learn anything new as such. was more validating everything that I was already doing. But now I actually had to apply it to real estate because that’s where we get let down because there’s a lot of negotiation, maybe courses out there for business, but very, very, very few for real estate and people that are active in real estate. I coach, I speak. ⁓
⁓ I have some courses as well and I started a certification as well. So that’s kind of the umbrella of what I do and where I come from.
Quentin (09:55)
I love it, absolutely. And you correct me if wrong, because you’re the expert here. But I think one of the things about negotiation is not for it to be manipulative in a bad way, in a bad connotation. It’s really just to help people kind of get out their own way, right? Because there are so many hindups that people are on. And I would imagine that it’s really helping people kind of get over themselves. Is that a good way to frame it? Is that a way to say it?Amy (10:01)
Ahem.It is a, it’s it’s a good way to frame it. but I would probably even, go down further down the track of getting in there. can frame it as getting in your own way, which is a common way to frame it. But I think, ⁓ the way that I frame it is that we insert ourselves in situations where we shouldn’t. And, ⁓ quite often I use the analogy as being a firewall, like, ⁓ agents become this firewall of the market and.
Quentin (10:40)
Mmm.Amy (10:50)
And more often than not, ⁓ agents or investors or just the people become the firewall of what they’re doing because they don’t take the time to actually understand why people are, ⁓ the negotiation is not flowing naturally. Or if in investor cases, more often than not, you’re trying to get a good deal, you’ve got to get a really good deal on the front end. And so you have got to get all of the acceptances on the…on all of the other aspects before you actually even start talking numbers. I think it’s a matter of, ⁓ you know, we do get in our own way, but I think it’s just because we insert ourselves and our opinions in areas where they don’t matter.
Quentin (11:30)
Got you, understood. Now thank you for that, absolutely. Let me ask you this, what keeps you motivated? Like what keeps you running smoothly in a sense? That keeps you passionate, that keeps you coming back to doing what you do.Amy (11:42)
Yeah, that’s a, that’s a good one because, you know, I, I, I liken myself to like a health coach or whatever. You can tell people how to eat and, and, and the fitness and all the rest of it, but it really is up to them as to how consistent they become, And people just think that, I’m going to read a book and then it’s going to change me. And we all know that that’s not going.to be the case. ⁓ So I think negotiation is a skill, it’s a muscle that just like anything else, you have got to continue to build it if you don’t use it. Like many agents in the market, might, know, especially some agents in the Southern California market, because you’re dealing with much ⁓ more, you know, expensive properties. Some of these agents are only doing one or two or three deals a year.
So if you’re only in negotiations one or two or three times, you’ve got to find some other way of building your muscle and having those conversations and being in the room and being at the table. ⁓ so I, and this, you know, same goes with investors. If you keep just doing the same thing that everybody else is telling you to do, at some point, you’ve got to get off the, off the blocks and just say, Hey, look, I’ve got to do something different. You know, if the diet’s not working.
Quentin (12:57)
Absolutely.Amy (12:58)
Try something new. So ⁓ yeah, that’s what keeps me going is knowing that it’s not just about giving the information once. ⁓ And also I actually have a real mission to help ⁓ investors, real estate industry up skill because the skill in our industry is just appalling. It’s appalling.Quentin (13:24)
Yeah.Amy (13:25)
You know, we have agencies and brokerages and whatnot taking, you know, ⁓ taking percentages off of professionals and, ⁓ investors and charging people money whilst not actually giving them real sales skills or real negotiation skills.Quentin (13:44)
I understand that. I hear you loud and clear and I love how you brought out, and I think you used the word upskill. Did I hear that correctly? Upskill. I love that because we want this to be, if we can make it more integral, more with integrity, more with ⁓ decency, I think you’re absolutely right because there’s so many people that’s just nefarious. They just do just about the money and don’t care who they crush.Amy (13:51)
Mm-hmm. Yeah. Yep.Quentin (14:11)
I love that perspective that you brought out. Now I would imagine, you you talk to a lot of agents, you talk to investors. Like normally I would ask the operator, like, what is a moment where it kind of, got real for them. Maybe a deal went sideways, but I guess for you, you know, some of the stories that you hear, the way you’re coaching people, what are some of the stories that you kind of had to coach them to kind of to success, right? Like maybe, you know, when you had to.I know you come in with a certain type of strategy, but you know what I mean, just times when maybe you felt the tension, you felt that you had to kind of pivot or rethink or re-strategize. I think you understand what I’m putting down. You got any stories like that? Yes, ma’am. Yeah.
Amy (14:44)
Hmm.Yeah, yeah, absolutely.
Yeah, yeah, yeah. I mean, I’ve done thousands of deals. So it’s hard to, ⁓ I mean, there’s a few that I can pick out for sure where people just said, this is never going to get over the line and somehow I did it. And I think ⁓ I often talk about in my training, I talk about different types of resistance. ⁓ And so people are resistant.
in negotiation for different reasons. And if you don’t identify that, then ⁓ you you’re really doing yourself a disservice. And the reason why people don’t identify that is because we’re all out there looking for the quick commission check or the quick deal. And so if it doesn’t come easy and quick, then we’re on to the next. And also in areas where we could slow down and take our time, we don’t actually have the skill.
that we need to be able to slow it down. ⁓ so I liken it that it’s, I quite often say the micro moments. you’re not actually paying attention, then you miss those micro moments. So, you we talk about in resistance that there’s logical resistance.
which obviously is very just people analytical numbers and whatnot. There’s simple resistance where people just say like, it doesn’t feel right to me, it’s not the right time. And they can’t really figure out what it is that is making them resist the negotiation. But that’s probably the easiest resistance to get across because then you can just build trust with them and half the time it’s just with trust. But then there’s a competitive resistance.
then it’s a matter of like, there’s people and we deal with this with investors all the time is like, if they don’t get it at a certain number or level, or if they don’t win the negotiation, it’s more about winning than it is about logic and really looking at the whole frame. ⁓ And so that’s another one. And then the other one is uninformed. So if you’re just uninformed resistance, it’s like, I don’t have enough information to make
a decision and quite often if we’re rushing through all of these decisions and these deals really, really quickly, then how are the stakeholders within the deal able to make an informed decision? so, and most of the time it is really the fact of we haven’t set it up properly, we haven’t set the conversation up properly, we haven’t approached it properly to begin with. So,
And then we don’t actually have the skill in the negotiation to actually be able to deal with, like I said, slowing it down a little bit and making sure that we can get across the line. am speaking quite, it’s, not specific, but in, in, in specific to investors, I’ve dealt with a lot of investors on residential real estate when, you know, I’ve been either attached to, ⁓
a real estate transaction as a listing agent or as the negotiation specialist. And an investor comes in to make a deal and they don’t stay long enough for the deal to get done. And or the firewall of the agent just wants to refuse and reject the investor. So the investor doesn’t actually have the skill to begin to negotiate for themselves as to why they should actually be in the deal.
And the agent doesn’t have the skill to actually keep the investor in the deal and make sure that we can get it across the line. so ⁓ there’s a lot of different ⁓ deals that I could discuss, but ⁓ I’ve got a lot of investors out of the proverbial SHIT, like just about ready to tip up or about to lose a serious amount of money.
Quentin (19:16)
Yeah.Mm-hmm. Yes, ma’am.
Amy (19:29)
or whatnot simply because ⁓ they’ve opened up, they’ve put their ego aside, they’ve listened to me and now we can actually move forward. So, yeah.Quentin (19:40)
Now, I love this, Ms. Amy, logical, simple, and competitive, and uninformed resistance. Those was the four, correct? Logical, simple, competitive, and uninformed. I love this type of stuff. I love, I see, I can talk to you for hours, but I know we don’t got hours, but I love it. So let me ask you this. What’s the next real goal for you? Like, are you, is there something you’re looking to solve, something you’re looking to scale? What’s your next real goal?Amy (19:43)
hahaRight, right.
Hahaha!
Well, I have written a book and I’m going to ⁓ be launching that ⁓ soon. I’m hoping in the next two months, as anybody that’s written a book that means a lot to them, you start to pick it apart. I just got back from a ⁓ tour in New Zealand of doing some of the certifications that I wrote. And what I wanted to do was do a few rounds of that.
Quentin (20:22)
Let’s finish my books, I’m with you. Yes, ma’am. Yep.Amy (20:35)
So I could see where people were being hung up. And so it helps me with the order of some of the concepts and strategies and whatnot in the book. ⁓ So that’s been helpful to do that. But in terms of the goal is I’m really wanting to ⁓ spread the word about the education that I provide. And that can be done through ⁓ coming and doing a workshop withan investor group can be coming and doing a workshop with a real estate agency. I personally believe that investors, they have to work with realtors and they have to work ⁓ here and there, right? A lot of them don’t like it, but once they actually put the house back on the market, a lot of times they do. And so for you to choose a realtor that is not strong in negotiation, you’re shooting yourself in the foot. So if I personally,
had my business reliant on the last dollar, every last penny, I would make sure that the realtor who I chose was trained in negotiation. So I’m trying to kind of get the word out. I know it’s going to organically grow over the next year, but between speaking and coaching and the book, those are the next steps for me.
Quentin (21:52)
Beautiful. I absolutely love it. Yeah, I just finished my book too. And like you said, when you’ve completed that feeling, something special to you, and you know, you your heart and soul into it. So kudos to you. can’t, listen, I promise you I will be giving a copy. gonna, if you later on, if you want to give the name, I’ll set you up for that. But I’m looking forward to reading it. So ⁓ I guess one of the last questions I want to ask you when it comes to building relationships.Amy (22:04)
Yeah.Yeah.
Quentin (22:21)
because we were not an island, we’re not by ourself. And so I’m wondering when it comes to building relationships and growing your network, what’s made the biggest difference for you?Amy (22:31)
You know what, that was one of the things that ⁓ allowed me to make a really strong start into the real estate business ⁓ because I actually had a strong network. ⁓ I had 12 listings in my first month ⁓ in the business. And it was mainly because I put my ego aside. I wanted to learn from everyone. I still want to learn from everyone.⁓ every single time I do something, whether it be a workshop or a podcast or a phone call or whatever, I’m learning. I’ll take notes. I am a bit of a nerd and I, I enjoy it, but for a long time, ⁓ and this is a bit of a, a bit of a side note, really for a long time. I didn’t appreciate how good I was at what I did. I just knew that people were using me a lot, making a lot of money off of me.
and kept calling and kept messaging and whatnot. And they still do to this day. I love that. But now I’m getting paid for it. But in terms of relationships, I think that one thing that people don’t understand again, it goes back to slowing down. Right now, everything that we do, whether it be through AI or social media, it’s all about making things more efficient, more efficient, more efficient, more efficient.
quicker, quicker, quicker, quicker, quicker. And so if you are actually the person who slows down, you are going to stand out naturally. so for me, when I am engaging with people, have, you know, I’m not trying to, ⁓ I guess, myself on the back, but I have a lot of friends. I have a lot of contacts. I have a lot of, you know, people in the industry that
that do respect me and what I do. And it’s mainly because I have actually slowed down and I have taken time to engage with people. And then they remember me, right? They don’t remember me for the person that didn’t pick up the phone or the person that, you know, wasn’t bothered to put my offer in because it happened to be $50,000 lower than they wanted to deal with. They remember me because I said, no matter what, we are going to work together.
and be on the same side of this and do this negotiation so we can get it together. And ⁓ a lot of times people just go out there in the world and they’re just so combative with everything. So I think that is the biggest thing is that network, if you don’t slow it down, we’re all gonna lose our network.
Quentin (24:56)
That is such a powerful nugget. My 2024 was my year actually slowing down. I intentionally slowed myself down. There’s a book, Essentialism. Not sure if you know it. But it’s a book, yeah, Essentialism. The last name, I’m blanking on the last name, but when you look up Essentialism, it’s gonna come up. Like, B’none, I think is the last name. I think that’s the author’s last name. ⁓ But pretty much he…Amy (25:10)
No, but I’m writing it down.Mm-hmm.
Quentin (25:24)
He tells you what to be essential about. And when you’re essential, you know exactly what to say hell yes to and exactly what to say hell no to. And my 2024 was slowing down to know exactly what I’m just going to say hell yes to, hell no to. And what it did, it made me evaluate myself and it made me understand the value that I brought to this world, the value that I brought to whatever space that I was in. And then, like you said, you can pay for it now. When you know your value, you can put a dollar amount on your value. And that dollar amount is your dollar amount.Amy (25:49)
Yeah, absolutely. Yeah.Quentin (25:52)
Like what Ivalue myself as, and even you take it or leave it, you know, but I love when you talked about slowing down, knowing your value, building your network, knowing the people that you want with you and being able to say to people, hey, I appreciate you, but right now we’re not going to be able to collab. It doesn’t, know, and it’s saying it’s a wasteful way, but I absolutely love what you, what you, messaging that you’re giving for sure. Absolutely.
Amy (26:17)
Well,and I, and, and, and more to your point, cause I think it’s, it’s so important. It’s probably exactly what I did, which was, ⁓ I had to find my value, ⁓ in, in everything rather than I, for many years, I just became very resentful because I felt like I was used. And, and, and then I thought, no, I actually have value and it’s because I didn’t see my value that I didn’t actually stand up for it. Now, if you take that exact thing into negotiations.
Quentin (26:32)
Yeah.Amy (26:46)
I will tell you that nine times out of 10, it is actually not about price. It is actually about the value that you’re bringing to the deal. if you cannot value yourself, if you cannot value the skill that you have in negotiation, then you’re very rarely, the deal would have come together without you in it. And so essentially what you’re doing is going back to our opening of our conversation is that you’re just inserting yourself with a bunch of your bullshit that doesn’t actually matter.a lot of your opinion and a lot of your pent-up stuff. But if you actually have true value, true confidence, then you can actually step back and let the market work. And you can gauge ⁓ where the resistance is. You can start to actually steer people into a direction that they feel comfortable with. And when the stakeholders are comfortable and confident with where they’ve ended up, the deal will come together.
Quentin (27:41)
Absolutely. Nope. are absolutely right. Confidence is an amazing thing. Like once you are confident, you actually stop pushing. You stop pushing unnecessarily hard when you are comfortable, you know who you are. So I’ll kind of end it here. I have this saying, I’ve said it on other podcasts and I picked up and it really helped me out. When you know who you are, you know what to do. When you know who you are, when you’re sure about your value, when sure about your confidence.Amy (27:53)
Right.Quentin (28:06)
When you’re sure about your, you know, where you are, your certainty, you know what to do. You don’t have to push hard. You don’t have to build that firewall where you know who you are. You can just be comfortable in your own skin and in your own conversation and your own negotiations. So yeah, absolutely. Yeah.Amy (28:22)
Yeah. Andthat, in and of itself, that is probably one of the most powerful strategies. What you just mentioned is people think that confidence, ⁓ can be arrogant or, or whatever. But when you have that quiet, ⁓ confidence, comes from a space of knowing your value, right? But also then you become a guide and, you can actually say that out loud to people, Hey, look, I’m not here. I’m not, I’m not here to.
Quentin (28:47)
Yes!Amy (28:51)
to steer you into a direction that you don’t want to go or that you don’t need to go. But sometimes me being the guide means that I’m going to open up pathways that you didn’t actually even think that you needed to go down. And that’s coming from the information that you’ve given me. But if I’m not getting enough information from you, then I can’t be a proper guide for you. So there’s a lot of things. Oh my gosh, there’s so many layers here. This could be a 10 part.Quentin (29:14)
All right, yes ma’am.Yes. I told you, I told you coming in, I knew I could talk to you for hours. I know we don’t have hours, but I know we could. So I’m gonna say this last thing. And if you want to say something back to it, cause I just, I don’t know. I just feel like I want to say it because you mentioned it in a roundabout way. When you’re confident, you become curious. And you, you said like gaining the information, like.
Like when you confident, you become naturally curious, because I’m not imposing myself. I’m more trying to find out why you do it that way. Like I think you become logical, simple, competent, and you can be informed, not uninformed, but informed when you become curious. So if you want to say anything to that, just, I wanted to mention that. Yeah.
Amy (29:47)
Right.Yeah. Yeah.
Yeah, and ⁓ absolutely. But what specifically happens with investors and the real estate industry, our curiosity is blocked, that we can’t do it, mainly because we go out there and we try to negotiate to price, price, price, price, price only. And so I often tell people, if you can actually get to that space where I can tell you that, look, there’s going to be a price that you want and make sense to you. And there’s going to be a price that I want to pay. And that makes sense to me.
So we will get to that point, but there’s a lot of other things that are important to both of us. Let’s start going over some of the other value points that in this transaction, you know, timing, it might be certain parts of ⁓ the property that needs to be redone. might, you know, go into any other type of value points. So you get their agreement in other areas and become curious.
through those questioning, then you can actually understand what type of resistance that you’ve got. Then you’ve got, it’s just like, if it’s all numbers, then you can come back to that. Okay, so I know that the numbers are really important to you. So ⁓ I know I need to make sure that I build my case around that. So you still have to, what I mean is, is slow it down a bit rather than everybody’s just going in there and looking for that one thing, that one, the only…
The only negotiation training that we are ever given as real estate agents is trying to find their motivations and then just hit on the motivation, hit on the motivation, hit on the motivation. But what they don’t actually understand is that those motivations could be skewed by and pressured by other stakeholders that are in that negotiation. When you really peel back the layers, then ⁓ you realize that it’s probably a lot easier to get them to a point of decision than you thought. ⁓
but you gotta slow it down.
Quentin (31:51)
Absolutely. before we wrap,if you want somebody to connect with you, if there’s something that you want us to know, how we can help you, I want you to speak to our audience and please tell us how to get in contact with you.
Amy (32:02)
Yeah, thank you so much. ⁓ So my company is called Pro Level Negotiation. So prolevelnegotiation.com is the website. ⁓ You know, it’s ever changing. I’m trying to keep it clean and keep it easy. you all know that websites, social media, and all that kind of stuff, we get told a million different things.But at least that there is just a way of going in there and emailing ⁓ is the easiest way to get ⁓ in touch with me. ⁓ My book will be Pro Level Negotiation ⁓ that will be coming off the ranks. So it will just be named Pro Level Negotiation to keeping it real.
way. And I am still at a level where I can actually tailor my services to that’s not going to happen forever. I’d say by the end of next year, I will not be able to specifically tailor my services to every single
you company, but right now I can. I just got done with doing, you know, one full company in New Zealand. I’ve done a couple of times here in California as well. So I can tailor my services for specific areas and, and, you know, and what, or groups as to what they need, like investor groups, because there’s, there’s very specific, which I wrote down some nuggets here, some very specific pitfalls to investors and negotiation.
Quentin (33:26)
I love it, Ms. Gardiner, this has been great. I just want to let you know that I really enjoyed this. look forward to reading your book. I look forward to being a follower. You just gained a fan, just to be honest with you and being honest. so just, but thank you for your time. Thank you for your story.Thank you for your perspective. This has been absolutely great.
Amy (33:46)
Thank you so much. I just, if I can mention, I do have an Instagram account, I don’t, don’t have massive, massive following yet, but it is Amy Gardiner RE. So at Amy Gardiner RE, and that’s where I put, know, most of my like, you know, when I, when I jump on there. So this is a new area that’s growing pretty quickly. I’m trying to keep up with it. And I, I sincerely really appreciate the opportunity of coming onto your podcast and I wish you guys all the.Quentin (33:52)
Yeah.Absolutely.
Amy (34:13)
the very best and being able to help out investors and the real estate industry.Quentin (34:17)
Absolutely. Thank you so much. Really, really appreciate you. Well, listen, y’all heard it. Y’all heard Ms. Amy Garner. mean, come on, y’all. This was amazing, right? And so y’all know we’re going to continue to bring you just very thoughtful conversations, maybe perspectives that you never imagined. And so I want to make sure that you are tuned in. So just go ahead and press the subscribe button.That way you can make sure that alarm goes off. All you have to do is come on over and know you’re going to get some valuable content. So again, it’s Amy. Thank you so much. And to everyone else, we will see you on the next time.
