#126: The Education of the Young Nephew (Our Favorite Books From Summer 2018)
DG: There we are. I need you to do an intro.
David Cancel: All right. The young nephew now recording.
DG: It's been about a hundred episodes since that happened.
David Cancel: You can cut that out. Thank you, editor.
DG: Please do intro. You're supposed to intro us, right?
David Cancel: And we're back.
David Cancel: Seeking Wisdom is back.
David Cancel: I'm excited to be back in the house.
David Cancel: This is the second episode since the now famous, infamous sabbatical.
DG: Yeah. I caught something in the first episode. This is me giving live feedback to the crew that manages our podcasts. They didn't let the music rock.
David Cancel: Oh, you got to let the music flow a little bit.
DG: They didn't let the music rock. They played it for one second.
David Cancel: No, no, no. It's got to build. It's got to build.
DG: So James, Ryan, and crew, I'm listening to you. I'm watching you. Okay? Let them music crosstalk Listen, please edit this right. Let people nod their head and then drop it.
David Cancel: Yeah, and then drop it.
David Cancel: But we're back. We're here to bring some knowledge. I'm excited. If you don't know me, my name is D. C.
David Cancel: David Cancel.
David Cancel: AKA, the uncle, AKA OG, AKA Old Guy.
DG: Old guy. OG and old guy are the same.
David Cancel: The same. And that's not to me. Oh, geez. Original gangster. Who are you?
DG: I'm DG. AKA the nephew. I think I'm the heart and soul of this podcast. But you know what's funny, I was on a sales call yesterday and these two guys, they were about to buy drift. And like, I love to just hop on calls and just wave or whatever and people are like, oh, they're like," we love seeking wisdom". and this one guy, I forget his shout out to you. I forget your name. I'm so sorry. We got him Hyper- growth tickets. So he's fine. He's like," yo I got some feedback for you though". I was like," what?". He's like," we need more DC".
David Cancel: There we go. There we go. There we go. Thank you.
DG: So like that. Not only is that a shot at me because that means I haven't been doing this enough consistently, but I've said, he was gone for a month. We'll be back. And so we're back. We're here. We're here right now. You're anxiously watching this. Well, we'll fix it. Don't worry.
David Cancel: We're all good.
DG: So, so I was thinking, okay, this guy says to me," we need more DC. What are my options?", and I was like," you know what? There's nothing more DC than books". So, I thought we could do on this episode, we could rewind some of the summer's not over, but we could give people some of the books that we've been reading and enjoying the summer.
David Cancel: That is true. While I love that shout out from that the young nephew on the other end; I don't know his name, I've been thinking less DC. You have. Yeah. So it's interesting when we put it up to the seeking wisdom community, less DC, more DC
DG: Battling on this, on him this for years now. He doesn't want to be in the spotlight, but I keep trying to tell him," man you're the face of this movement" and he doesn't want to do it. So tweet him @ dcancel. We need you to be the face. I want to make him uncomfortable.
David Cancel: Or the opposite, less DC. All right. We're here to talk bout my favorite topic, which is books.
David Cancel: So what books specifically?
DG: So I had some fun last night and I wrote an outline and I got a bunch of books. I know you will contribute to this. I mean, granted, all these books that I read came from you anyway. So maybe you don't need to continue.
David Cancel: I was looking at your list cause I actually broke the number one rule of Seeking Wisdom was for me to read DG's lists of stuff that we talked about.
DG: You looked?
David Cancel: Yeah, I looked this morning.
DG: This is my fault. I shouldn't have sent it to the rules.
David Cancel: So if the flow is off we'll blame DG.
DG: Okay? Okay. So I'm going to give you, I have on my list, I have four books. DC might add more, but let's go. We're going to break the rule of threes and we're going to go with four. Okay. Book number one. This is actually, let's make this about me. This is my education this summer okay.
David Cancel: I like that. Maybe we'll subtitle this," The Education of a Young Nephew"
DG: Education of a young nephew. I'm going to write that down." The Education of a Young Nephew". That's kind of like The Miseducation of Lauryn Hill, but way different.
David Cancel: Exactly, way different.
DG: Okay. So book number one is called the Tao. Is that how you say it? The Tao, the Tao of Charlie Munger.
David Cancel: It's unbelievable.
DG: I don't know these words.
David Cancel: Actually, it can be pronounced, I pronounce it just the Tao of Charlie Lunger, although I'm from Queens and you're from Worcester so, someone can correct us. This here little book, if you follow me on Instagram, @ Cancel, shout it out. I did a little, I highlighted all the big passages that I loved from this book and I posted it as one big photo share on Instagram, on @ Cancel so check it out if you want. But this book I love as you probably know, but there are new thousands of new listeners all the time. For those new listeners. I have an obsession, a love, a passion.
DG: A man- crush
David Cancel: A man- crush relationship with Charlie Lunger.
DG: One time DC stood up at a company meeting and he's like, oh no, we may have written mean this might've been the blog title of a blog post is like," Why I Have a Man- crush on This 92 year old Man" or something like that.
David Cancel: 92 year old man. If you see him, he looks good. He looks good. But anyway, Charlie Lunger is the partner of Warren Buffett, Berkshire Hathaway, billionaire. He has been called by Bill Gates and Warren Buffett." The smartest man" that they had both met in their lives. That's saying something, when Bill Gates says," you're the smartest man I've ever met"
DG: By the way, there's a lesson in there, right? Warren Buffett. He started Berkshire Hathaway.
David Cancel: Yes.
DG: Right? And he brought on Charlie Hunger's partner smarter than him. Cause he was smarter than he was less than, less than humility.
David Cancel: Anyway, Charlie Lunger, this book, the Tao of Charlie Lunger goes into and I love the way it's written because it basically goes like each chapter is 1 point, 1 quote and a chapter can be as small as a paragraph. You know, right here, just to what I was saying, Charlie Munger is truly the broadest thinker I have ever encountered. Bill Gates-
DG: Bill Gates. That's a good quote.
David Cancel: Can we get quotes like this?
DG: That's a good quote.
David Cancel: Charlie Munger is the architect of today's Berkshire. Berkshire has been built to Charlie's blueprint. My role has been that of general contract on Warren buffet,
DG: Warren buffet. That's pretty good.
David Cancel: So tell me what you learned.
DG: I've watched videos of Charlie Lunger. I watched the Buffett documentary and I finally grabbed this book because a really cool thing that we do at Drift, this is not to plug us, but we have books that we love just around the office and the other night I was leaving work and I needed a new book and I saw a stack of these books, like literally a stack of 10 of these books inaudible. Nobody's like, " yo, you have to check" no, this is mine now. So I read it and you know, there's, I love it. It's easy to read. It's a lot of quotes and commentary, a lot of finance stuff in there that's way over my head. The other thing is that this is where you must have got your obsession with cognitive biases from Charlie Lunger.
David Cancel: I had it from reading Influence and Charlie monger's obsession came from the same place. It came from him reading Influence.
David Cancel: He credits Indicia with a teaching inaudible.
DG: Shout out to you doctor. I call you doctor because we've met you by the way, if you're watching on YouTube, which you should be, we've got all these books here.
David Cancel: Yeah. Don't forget to subscribe on YouTube and then click the little bell button so you get notified every time we release new videos.
DG: I was nervous about the number of YouTube subscribers we're trying to get this year.
David Cancel: Yeah. We gave him a big goal.
DG: So don't make you nervous. So the whole section I love was about learning and it's funny because this is stuff you've talked about, but I didn't really put it together until reading this book. One quote that I loved, he talked about learning machines, right? He said," I constantly see people rise in life who are not the smartest, sometimes not even the most diligent, but they're learning machines. They go to bed every single night a little wiser than they were when they got up. Boy does that help, particularly when you have a long run ahead of you"
David Cancel: That is, if you don't know me,
DG: That's your bio.
David Cancel: That could be my bio. That is my favorite quote of all time in all history. If that could fit on a tattoo across the chest, it would be here right now.
DG: When we met Dr. Indicia at this conference and he reached into his pocket and he handed me his six principles card, like that should be a card in your pocket.
David Cancel: In my pocket. That I hand out to strangers.
DG: Yeah. So that was one, I love that. That one punched me right in the gut for sure. I've felt the power of that firsthand. The second quote that really stood out to me was reading. He said about reading. He said" in my whole life,"... this is same thing that Jim Rowan said," in my whole life I've known no wise people over broad subject matter area who didn't read all the time. None, zero. You'd be amazed at how much Warren reads and how much I read. My children laugh at me. They think I'm a book with a couple of legs sticking out". So I love that.
David Cancel: Salyut Charlie.
DG: I love that. So this book was great. It's one of those books, we don't learn anything new, but it just reinforces all the things that you thought. So that's book number one, the Tao with a" T" of Charlie Lunger available on Amazon, but also available in the Drift lobby. Yes. If you ever want to come by.
David Cancel: Come on by the Drift library lobby anytime San Francisco and Boston and pick up a copy.
DG: Okay. Book number two is Confessions of an Advertising Man by David Ogilvy and I have a confession. Through this podcast, I've been come to be known as this Ogilvy connoisseur, right? I never read this book.
David Cancel: I know. I had to put you on that.
DG: You had to put me on it because I got addicted to Ogilvy on advertising, which came later in life.
David Cancel: I think this is better.
DG: This book is first and it's better. This book was published in the sixties, Ogilvy on advertising. Wait, by the way, why are you reading a book that's in the sixties, man.
David Cancel: This is where the real lessons are.
DG: So this was written in the sixties. Ogilvy on advertising was published in the eighties and Ogilvy on advertising is basically like his hits; all the pictures of the ads. So I love this, but I finally read this one and I love it because unlike Ogilvy on advertising, which is really visual and collection, this to me is like a playbook. It's why we love behind the clouds so much. How Benito's whole book is 200 plays. This is plays. So the chapters in this book for example, are like how to manage an agency, how to get clients, how to keep clients, how to be a good client, how to write potent, copy, all that stuff. So if you are interested in copywriting and all this stuff, you've got to go get this one.
David Cancel: This is Confessions of an Advertising Man and I would say, I would guess, reading this book a couple of times that Benito's book was based on this.
DG: Wow, that's a hot take.
David Cancel: I would put my own hard earned money on that. That framework is based on this. If you read this, you'll see the pattern. If it is, that's not me dissing. That's a shout out.
DG: That's intentional.
David Cancel: That's a shout out. That's a salute to Benioff if he did actually base it on this.
DG: Shout to you, Marc. Anyway, a couple of nuggets that I love for this book. First of all, I can't say enough about going back and studying this type of stuff. But he said inaudible" any damn fool can put on a price reduction, but it takes brains and perseverance to create a brand". What does that mean?
David Cancel: Fire. Fire. Yeah. Everyone wants to run to a lower price, lower price, lower price, but Ogilvy the master of modern advertising knew the truth.
DG: Okay. He also said, this is a secret. I'm okay with exposing the secret because I think most people won't do anything with it, but I'm going to give you this secret. Anyway, every copywriter and I, in my terms, I use copywriter which should just mean marketer. So I'm going to reread this quote," every marketer should start his or her career by spending two years in direct response. One glance at any advertisement tells me whether the copywriter has ever had that experience". That to me says everything about why you put me on copywriting two years ago.
David Cancel: Yeah, because there is no marketing without knowing about one cognitive biases and social psychology.
DG: What did Mike Trapp try to shout out to you at Mike Trapp? What did he tell us earlier this week? All great marketers, you want to be a great marketer, become a student of human response.
David Cancel: Bingo, man. Shout it out to Mike Trapp on Twitter. Mike T R a P nothing else matters. Nothing else matters. That is the key and I was like, DG, you got to bring that back to the young marketers on the team here at Drift.
DG: Let us.
David Cancel: If you want to be good, you can ignore this. If you want to be great, you have to be a student of human response and that is exactly what we'll be saying in that. And by saying that you have to spend the first two years in direct response because that is the study of human response.
DG: Yep. So that's actually what we're talking about on our Friday meeting tomorrow, 2: 00 PM is that last quote from Ogilvy that I love was actually on hiring. He said, I admire people who hire people who are good enough to exceed them. I pity people who are so insecure that they feel compelled to hire inferiors as their subordinates.
David Cancel: It's funny because an amazing thing about reading the greats, whether it's Ogilvy going back in time, reading inch and tomes, whatever it is, you notice once you start doing that, that the same patterns come up over and over and over again and because they come up so often it's easy for us to overlook them, to be blind to them because they become so common. But you got to turn around, you've got to invert and flip it and say, the reason these patterns are coming up so often is because these are the core truths.
DG: For sure. If anything, to me, that's why I love reading now, because it just reinforces this stuff like this to me. Like, that's a lesson we've been talking a lot about, but because this man wrote it in 1963, I actually believe it more now because it's still true. Still true. You know, 40, 50 years later.
David Cancel: This is not some newfangled idea.
DG: So, go and get yourself this. By the way, this book cost$ 9. Unbelievable.
David Cancel: Unbelievable. Your latte costs more than$ 9.
DG: It does. I go to twice a day. It's 10 bucks. Okay. Before we get to Mister Shep Gordon, the high growth handbook.
David Cancel: Yep.
DG: This is like, okay. So when I saw this book, I was like, this book is going to be 40 bucks. This book was$ 10.
David Cancel: Unbelievable.
DG: $10. So, you got this first, so I want you to tell me about this book.
David Cancel: This is a great book here. It's called the High Growth Handbook and a reason that it is$ 10, it is that is published by the good people or good friends at Stripe.
DG: I hope you are going to start there.
David Cancel: If you don't know Stripe, Stripe is a payments' company, kind of revolutionizing payments, and for most people, Stripe is a back-end API provider. They may not even know the name, but they're rethinking payments, modern payments. Most of the stuff that you pay for online is probably going through Stripe. Anyway, the reason that I point that out is because something that we talk about a lot here and others, you know what? Others are starting to listen, copy, wake up.
DG: There's a lot of copying.
David Cancel: A lot of copying. A lot of people talking about branding and B2B.
DG: Brand is so hot right now.
David Cancel: A bunch of this stuff but anyway, I digress, shout it out. The amazing thing that you see from the good friends at Stripe here is that they've invested in building, not a pamphlet, not an ebook, not a white paper, not a form, not a download, but publishing a real valuable book.
DG: You know what? Stripe subsidizing it. They ran laps. They ran marketing laps around people by publishing this book.
David Cancel: Look at that, look at the inside. Look at the inside of that. This is a reason you have to subscribe to our YouTube so you can actually see what I'm pointing at here. If you look at the quality of this.
DG: It's amazing.
David Cancel: It's mind- blowing, but anyway, they got, and excuse me, if I mispronounce your name, but your hero, Elad Gil. inaudible. Elad Gil, who's the author of this book is a well- known, I've heard his name forever, entrepreneur operating exec investor to such companies. You may have heard of some of these: AirBnB, Coinbase, Checker, Gusto, we use Instacart, Opendoor, Pinterest, Square, Stripe, Wish and others.
DG: Pretty good. Pretty decent. He's a good guy to follow for roles.
David Cancel: Previously, he was the VP of a corporate strategy at Twitter and spent many years at Google, McKinsey and inaudible, and he graduated from, has a PhD from MIT right here in sunny Boston. Anyway, he wrote this book and what I love about this book is that it's a series. I love the style that it's written. It's a series of interviews.
DG: You know what it reminded me of? Remember that book" Founders at Work". That Jessica Livingston book.
David Cancel: It's very much like that and he goes into different chapters, like managing the board and hiring a team and all that stuff. The way that he answers those questions that we all have is not in his own words. It is by conducting a series of interviews with some of the best and brightest that there are out there. Right. And you'll- oh, look at that, there's even a chapter here on hypergrowth. Organizational structure in hypergrowth.
DG: On September 4th, actually.
David Cancel: In Boston.
DG: What I love about this book is, and I haven't gotten my way through it yet, but I've read pieces of it.
David Cancel: This is a book that's made to skim around areas that you care about.
DG: The beginning of this book, man we're just doing free press out here on seeking wisdom today.
David Cancel: Elad, shout it out.
DG: Elad, what's up? He said, it's, it's not to be read through, but a to flip through it like a guide. And I love that. So I got it. The other night flipped through it went right to marketing. And it was an interview with the CMO of LinkedIn, Shannon Brayton. This is why I love this book is because she just talked about like her life as a CMO. She said, the role of CMO is to be good at a hundred different things and a CMO can come from a number of different backgrounds. She's a CMO, but her expertise is in communications, not demand gen, not brand expert, not product marketing. So she hires strong in those areas. I love that as an example, because I think that's true in every role. Everybody that's in any department anywhere wants to feel like they have to know everything. Right?
David Cancel: All the time.
DG: If you're going to run engineering, you got to know everything top to bottom. If you're going to run sales, you got to know everything top to bottom.
David Cancel: Yep.
DG: But she made it clear. No, you got to build a team. You're looking at notes. Are you getting ready for your session?
David Cancel: I'm not looking at notes.
DG: DC's looking at books on his phone. He's looking for highlights. I know that for a fact, the other thing she said on hiring, which is really powerful is she said, I always tell my teams, if you were to start with a blank slate, what would your team look like? Don't optimize for one person. It's very easy to say, well, we have this person whose great at this, but you need to think about what moves make sense for the whole company. Then figure out if you have the right people,
David Cancel: DG, I would suggest that you read that every night before you go to bed and meditate.
DG: Thank you.
David Cancel: Meditate.
DG: I will.
David Cancel: I'm not saying anything. I'm just saying you might want to miss a good lesson.
DG: That's a very good lesson. It's a very good lesson. Okay. Can I go on to the next book? I don't know what you're doing. Don't worry. High Growth Handbook. Okay. Last book. I got to tell you something. This might be my favorite book I've read in a long time.
David Cancel: This is a DC hidden gem.
DG: Hidden gem.
David Cancel: If you are, if you subscribe on YouTube to us and you leave a little comment about this book here, I will post a link to a photo of Becky. Our own Becky here who works at drift with the Supermensch himself and Shep Gordon and Alice Cooper.
DG: Come on. When was that?
David Cancel: Are you subscribed to YouTube?
DG: No. Yeah, I am.
David Cancel: Okay, I'll answer you in the comments.
DG: So this book was incredible. DC sent me this a couple months ago and said, please make Shep Gordon, your mentor and study it and it would have been easy to say, well, this guy's a rock and roll manager. I don't even like rock and roll and also what does that have to do with marketing? I learned so much about marketing from this damn book right here. And you've probably seen it. Maybe you see in documentary, but the book is phenomenal because it's his take.
David Cancel: Yeah. There's a Netflix documentary.
DG: Yes. So Shep was the manager for Alice Cooper, Teddy Pendergrass. He brought Emeril Lagasse and the whole celebrity chef movement over here, the Gypsy Kings and so many, so many more people. I won't tell you all the story, his story from the book, but this was a lesson for me in reminding myself that the best lessons about marketing don't come from people who actually say they do marketing. This guy was a PR freaking genius.
David Cancel: Bingo. You nailed it right there. The best lessons in marketing are not in marketing.
DG: They're not in marketing.
David Cancel: No.
David Cancel: They're from people like this who have created something out of nothing. Right. This is, if you're into the cooking channel and to any celebrity chef. It all traces back to being popularized by my man here. Right? Like you said, Emeril Lagasse, Wolfgang Puck, Roger Verge, Daniel Boulud like all of these people managed by him. You know who else?
David Cancel: The late great.
DG: The late great who?
David Cancel: Chef.
David Cancel: Anthony Bourdain.
DG: Oh yeah. That's right. This is a Bourdain book.
David Cancel: Yes.
DG: That's right. He put this book on. Pretty good. Pretty good line.
David Cancel: So Anthony Bordain himself who was managed, the late great Anthony Bourdain was managed by Shep Gordon who was a longtime friend and he actually put this together. If you watch the documentary on this, which is available, I believe on Netflix, that was put together by another friend of Shep Gordon.
DG: Mike Myers.
David Cancel: Mike Myers. Right? If you don't know, Mike Myers, Austin Powers.
DG: Get to know him.
David Cancel: Get to know him. Yeah. He's famous comedian. That says a lot. This guy did not want to be famous, did not want to write a book and his friends pushed so hard and believed in so much. They forced them to write this book and to do the movie.
DG: It's an amazing book. I'm going to give you, I don't want to give away all the secrets, I'm going to give you one Shep Gordon story.
David Cancel: Don't give away too much.
DG: When he was trying to put Alice Alice Cooper when he's trying to make him famous.
David Cancel: Yes.
DG: So they were in London and the busiest traffic circle in the city and he bought a big truck and they put a poster. They put a billboard of Alice Cooper, basically naked on it in a massive 18 Wheeler truck. He told the driver," I want you to go in the middle of rush hour and I want you to just break the truck down in the middle of traffic" he goes," I don't care what happens. I'll take care of you, I'll bail you out, whatever".
David Cancel: When you go to prison.
DG: When you go to prison, I got you and I'll write you a cheque.
David Cancel: He did go to prison.
DG: Literally at rush hour, the busiest intersection in London, there's an 18 Wheeler. They broke it down, it caused massive chaos and hysteria in the industry.
David Cancel: The driver went to jail.
DG: The driver went to jail and then they sold out the Alice Cooper show because it had the whole place hold London being like, who the hell is this alice Cooper guy?. I got to go to the show.
David Cancel: On every news program.
David Cancel: It's amazing.
DG: So if you're going to Dreamforce this year, I'm just kidding.
David Cancel: Break down a giant 18 Wheeler.
DG: So yeah. That's, that's all I got. You have notes or something or are we done?
David Cancel: No. I have a few books that I read a lot of books on my sabbatical. Obviously read a lot of books all the time, but three books really hit home for me. Funny enough, this never happens, but all three books are from the same author. Daniel Coyle shout it out. I went deep on him. So our good friend, Richard Banfield suggested the book, Culture Code, fresh tilled soil, fresh tilled soil, founder. And he suggested a book called Culture Code, which a lot of people had sent my way, but I never read because I was going on sabbatical. I ordered a copy, read it and I loved that book so much that I went to his older book, which was called the Talent Code.
David Cancel: Talent code. Amazing. Right. It's all about deep practice. Right? Then I loved that book so much that I was like, I got to get more. I read a book that's basically an addendum to that book and it's called the Little Book of Talent. The Little Book of Talent reminds me a lot of the way that both the Tao of Charlie Lunger, as well as the High Growth Handbook was written. I'm violating a rule here and I'm going to, I did go for some highlights there, but you, you, you sold me out. Good. Right? And
DG: Well, I mean, nobody will believe you if you've memorized it so, go ahead.
David Cancel: That's true. Some highlights from the third book from Daniel Coyle, a Little Book of Talent. One of the highlights that I love is the key to deep practice is to reach. This means to stretch yourself slightly beyond your current ability, spending time in the zone, a difficulty called the sweet spot. It means embracing the power of repetition. So the action becomes fast and automatic. It means creating a practice space. This is what we talk about all the time, but all of us want to shy away from it. We want to move away from it. This is it and he studied musicians, sports players, business people, everyone. He came back down and the same thing, which is deep practice was the key to success, right? It wasn't the amount of practice necessarily like the AK, the 10,000 hour rule. It was the amount of hours spent in deep practice. I want you all to go out and pick up that book and take a read. It's a small little book. It'll take you an hour to two hours to read. I think you'll appreciate that. But I want you to also subscribe on YouTube. You can find this search for seeking wisdom, or Drift on YouTube. Ignore all the car drifting channels and come find out. Find one that has two bald guys on it. Hey, fully tell ya, and find this on there.
DG: We just got on Spotify. We already got a bunch of downloads from it.
David Cancel: Oh yeah. We're on Spotify now. So there're no excuses that, there was some people holding out because we weren't on Spotify. So this podcast is available on Spotify. The only downside of Spotify is that you can't leave a six star review, but you can share Spotify now on Instagram stories. So that's your easiest way. Share it over there and then leave a six star review. If you share us either, if we find you in the six star review or find you in an Instagram story and you tag us, we will enter you into a very elite, elite contest that we're having that involves flying you out to Boston and San Francisco, giving you the VIP treatment and joining us at Seeking Wisdom.
DG: We're three weeks out from hyper- growth. We're going to try and find flights for these people across the country.
David Cancel: Amen. That's how I do it. You know, I am saying this now, but you know, I haven't reviewed the seat at the hyper- growth budget. So this might be a budget breaker. It's large.
DG: inaudible Oh, you heard it. DC is going to fly you again. The hyper- growth we already cashed in on three of those.
David Cancel: All right. That's it let's go. Let's go some more. So six star reviews only. Remember Apple still fronting, still hold them back. They only allow five stars as my last check and, but leave a five star review, but then leave a six star rating inside that review and shout it out. I miss being on this show. Me too. Hopefully, hopefully the fans wouldn't say that they want less than I
DG: I was just looking. I tried to let the numbers tell the truth and you got some work to do, but we'll get you back up there. I need to get back on top tweet at this man. Let's go. All right. See ya.