Bob Beckett: I sure am, John.

John: Yes. Bob cofounded Six Figure Ignition, a coaching mastermind platform that helps thousands of entrepreneurs worldwide exceed their expectations. Since the age of 14, he is known for his uncanny ability to generate massive leads in sales online. He lives the laptop lifestyle building 15-plus six figure income streams in the last 18 years. Bob, say what’s up to Fire Nation and share what’s going on in your world right now.

Bob Beckett: What is up, Fire Nation? I am super pumped up to be with you guys today. Oh, my gosh. I’ve been waiting to have this interview for so long. It’s such an honor to be with you, John.

John: Cool, man.

Bob Beckett: Like you said before, I started when I was 14 years old by complete accident. There was these little advertisements online and they said if you put this little bar on your screen we’ll pay you 25 cents an hour. And I was like, well, heck, why not? I’m 14. If I can make like an extra hundred bucks a month that will be great. Right?

So before I know it – but they said if you give this to two people and they use it, you’ll make 5 cents an hour. So back then they had AOL and the AOL chatrooms. And so I just went in the chatrooms and I started spamming like crazy. I don’t recommend doing that anymore, but before I knew it was making about $4,000.00 a month residual as a 14-year-old kid. So yeah.

And as of right now, I’ve literally been driving around with my wife and four kids. We escaped the cold of Ohio. It was literally negative ten degrees weather on March 1st. And I’m like, “Let’s just leave.” Right? So we drove to Arizona. We were there for about four weeks. Then we went to San Diego for about a week or two. Then we went to Las Vegas for a week and then we just got up to Salt Lake City to visit some friends. And we’re just having the time of our life.

John: Good for you. And it wasn’t easy, Bob, finding a headshot of you, but the only one I could find was of you – and this is the one you’re about meep age – with your shirt off taking a selfie picture of you, your wife and I’m assuming your four kids.

Bob Beckett: Yeah. Yeah.

John: That’s the type of image you’re portraying, and guess what? That’s the type of life that you’re leading and I love it. We must have just missed each other, too, because I was in Phoenix for a couple weeks not too long ago with Icon and of course I live in San Diego. So we’ve been like probably within shouting distance numerous times.

Bob Beckett: I know. I’ve been looking on Facebook and every time you’re like, “I was just in Vegas.” And I was like, “I just left Vegas.”

John: Oh, man.

Bob Beckett: It’s crazy.

John: I just got back from Vegas, too. I’m like stalking following you, but anyways, Bob, what we’re going to be doing today is talking about your journey. But I love starting with what I call the one-minute mindset. And these are five questions, five insights into your mind, my friend, the first one being ideally, what do the first 80 minutes of your day look like?

Bob Beckett: Okay. Well, every day is a little bit different. But I always get up. Thank God. Usually, I drink a few glasses of water. I get my protein shake in, other nutrition to fuel my body. That’s usually the first thing right away.

Then I hang out with my four kids before they go to school. I read the Bible a little bit, give my wife a kiss and usually head off to work.

John: Ideal 80 minutes. I love that hydration part. Bob, you have some strengths. We’re going to talk about one, but what’s your biggest weakness?

Bob Beckett: If I don’t implement things fast enough, I lose interest very fast. And I tend to – in the past, at least, have lots of unfinished projects, I mean, like lots. Right? So I’ve learned over the years to become better at it. But I still – that’s probably my biggest weakness is not getting the projects done fast enough so they never get done.

John: I think that’s a total weakness. I will say one thing that I am just obsessed with right now as an entrepreneur is speed of implementation because I’ve always seen in the past that when I just kinda dilly dally and I take my time doing things, then it just seems to kinda flutter out. So I just get that idea, I hit it hard. Nine times out of ten it flops. But it flops quickly and that’s huge, so that’s a great take away from that. And what’s your biggest strength?

Bob Beckett: Biggest strength, man, geez, it’s got to be generating massive amounts of website visitors and turning them into leads and then customers and just converting them with webinars and auto webinars and just building systems out and stuff, so just the whole traffic to conversion seam has been my – I’ve just been fascinated with it for the last 11 years.

John: So you’re kind of a funnel guy.

Bob Beckett: Yeah, big time.

John: Love it. Well, that’s my major takeaway from Icon, which is Infusion Soft’s big conference where I spoke at just in – when was it – the first week in April. And everything about Infusion Soft is funnel, funnel, funnel. And Fire Nation started building that from day one. And it just starts with that big old top funnel of how are you getting that first trickle of traffic? But then where are they going from there? And just build it one step, one funnel at a time. And that’s powerful.

So Bob, you have some bad habits. I’m not going to lie. I don’t know them personally, but I know you have them. But what is a habit that you wish you had?

Bob Beckett: Sometimes I get really too much into my busy work. Right? So I tend to not take as much vacations as I should. I’m able to go –

John: Your life is a vacation.

Bob Beckett: Well, I live in Ohio and because I have four kids, you know, I kinda did everything early. I had kids when I was really young, so the four kids, they got real attached to the family, which it’s great. But you’re living up in Ohio. You need to get out of Ohio, like a lot. Right? So – but I just needed to take a lot more vacations so I can clear my head and focus.

What vacations do for me is it allows me to literally take a step back from my business and get out of the busy-ness of it and literally focus on what makes me money. You know? So I need to take more frequent vacations as a habit.

John: I’m a big fan of James Clear, and in his recent newsletter he just posted it was really a great focus on taking space and using that space that you’re taking and putting silence in there. We feel like we always need to be opening our email, looking at the Twitter stream, like doing something proactive so our little busybody mind, our little lizard brain can always feel like it’s being triggered. And that’s not where the magic happens.

The magic happens when you take a deep breath, you push back from the desk, you close your eyes, you just kinda let silence come on in and make things happen. And of course, it’s easier to do that when you’re on vacation. So Fire Nation, take vacations. That’s Bob’s prescription for success.

So Bob, you have a lot of cool things going on, Brother. But what is one thing that has you just the most fired up?

Bob Beckett: Man, so just recently, I’ve done a lot of consulting and coaching, one on one stuff. And just over the last six to eight months I started a company called Six Figure Ignition with one of my business partners, James Star. And basically, it was out of just for fun. I do a lot of big ticket consulting and stuff like that, and but the problem was we were running into all these people that just couldn’t afford our services.

So we were like you know what? Let’s just put them all in a hangout, a Google Hangout and just start teaching them and see what happens. And before you know it, we had hundreds of people on a membership site. And it literally just got me so fired up because so many people are having success for the first time in their life. And I’m just so passionate about just sharing this type of lifestyle with other people. It’s just awesome.

John: The power of community, I mean, Fire Nation, we can build that community and actually serve that community on a consistent basis like Bob’s been able to do. That is where the power lies.

Now, Bob, we are going to shift a little bit to your journey as an entrepreneur. And we’re going to talk about an aha moment that you had and really how you made that work for you. But we’re going to start with what you consider your worst entrepreneurial moment.

So Brother, take us there. Tell us that story. I want to feel like I’m breathing the same air as you when this moment is happening.

Bob Beckett: Okay. Okay. So this is the bad moment, right, where –

John: Of course, the worst.

Bob Beckett: – where like – oh, man, I’ve had many, many, many bad moments. But I think this one took the cake. Okay? So for years and years and years I was building subscriber lists. In fact, I got my subscriber list up to the seven million mark.

John: Wow.

Bob Beckett: Okay? And I was doing huge media buys and doing all this stuff. And before you know it I was sending 20, 30,000 clicks a day anywhere I wanted. It wasn’t spamming. It was literally people legitimately were subscribing to me and I was sending tons of mass commercial email.

So I was living the life. And this lasted for a good three, four years. Right? Like just 20, 30,000 clicks a day. In fact, I was like the complete – I was completely against branding and having to go on stage. I thought I was like just awesome because I could stay underground. I didn’t have to do anything. Right?

Literally, I would just make jokes. All my friends just thought I was crazy because I’d just push a button, send an email and I was like done with work for the day.

John: And you’re like I’ll take $10,000.00. Thank you.

Bob Beckett: Pretty much. Yeah. So it was just a crazy life for like three or four years straight and the cars and the vacations and the friends that you meet, you know, the friends, wink wink. It’s like everybody that was sending emails like I was, we all got together and just did crazy stuff.

But to make a long story short, I’m in Florida at this time during the winter with my family for three or four months. And I was like 26 years old or so and we’re driving around. I remember I rented a – my favorite car is a Viper. So I’m driving around in this black Viper, a limited edition, whatever. And it was a beautiful day out. I had the top off and everything was awesome. We were driving separately to the zoo because we had two rental – well, we had a rental and that rental. Right? So we’re driving separately to the zoo.

Everything was perfect. I already sent my email out for the day. Right? And I remember specifically I was looking at the gorillas. Right? And I was holding my son and then I get a phone call. And it was from – I’m not gonna say the company, but it was from one of the companies that I built a list on that specific server as my most active subscriber list of like 480,000 people on that subscriber list.

And they called up and they were like, “Oh, we’re so sorry. Due to spam complaints we’re going to have to let you go.” And this was after using them loyally for like three years. Right?

John: Wow.

Bob Beckett: And it literally went from – you know, I tried moving my list over to my own servers and stuff like that. But it literally went from that list was getting me 15 to 20,000 clicks a day, specifically, that list alone.

John: And what’s a click worth, just about?

Bob Beckett: It just depend – anywhere from 70 cents to a $1.10.

John: Okay. So I was actually pretty close in my number then.

Bob Beckett: Yeah.

John: Cool.

Bob Beckett: It was pretty wild for a while, so that was a big hit. I was looking at that gorilla and the – like I couldn’t even believe what I was hearing. The guy’s like – basically, like you’re screwed.

John: Oh.

Bob Beckett: Yeah. So you know –

John: Gut wrenching.

Bob Beckett: And basically, I don’t know – pretty much I don’t know if you want me to go into what I learned from that?

John: Oh, yeah, lessons learned is adamant.

Bob Beckett: Yeah. Well, what I learned from that is just not to put all your eggs in one basket, obviously.

John: Diversify, Brother.

Bob Beckett: Right. So you know, I thought I just had it made for the rest of my life, like just naïve 26-year-old dude. Right? Like thinking he owned the world or something. And it just all collapsed so fast. It was just crazy.

John: So you built this seven million subscriber list. It was on obviously some different servers but your most valuable one, like almost 500,000 of them, which we’re driving a lot of the clicks, a lot of the traffic. All of a sudden one day you just said, “No mas.” And you went from driving a Dodge Viper hanging out with your kids at the zoo to like where’s my next paycheck coming from.

Bob Beckett: Right.

John: So let’s not go into super detail, but I do want to kinda break down what do you do to recover? Like after you learned the lesson that you learned to diversify, what did the next couple months look like? Like what direction did you go from there?

Bob Beckett: I actually pursued that for another like two years, which actually almost ran me into the ground because I tried everything to get it back up and running. I wasted hundreds of thousands of dollars just on servers and different techniques and different ways to get my clicks back up. Because email marketing got a lot harder. The regular third party companies, they don’t like bulk. They don’t like huge amounts – they just don’t. They’d rather have thousands and thousands of smaller clients. It’s just less collateral damage. Right?

But how did I recover? Pretty much I realized that I had to start getting out there more. I did an interview with a guy named Dagan Smith. I started selling traffic. I don’t know if you’ve ever heard of Dagan Smith, but that was like a podcast before I even think people were talking about podcasts. It was a while ago, but that really helped boost me. I really didn’t do any public speaking at that point because, remember, I was able to hide behind clicks, behind my emails. Right?

So I thought I really sucked. But it brought me in so much business that it woke me up and made me realize that all I got to do is just serve people. Just find their needs and their pains and help them. And I’ll never have problems again. Right?

John: I think that’s a huge, valuable takeaway. You serve people. You find their needs. You find their pain points, their obstacles and then you create that solution. And because you serve them in the first place, you’re the natural person who’s going to be providing that solution to them in an incredibly powerful way.

So that’s a great takeaway. And I think Fire Nation, that’s really the big thing that we need to absorb from that. But I want to do now, Bob, is shift to another story. And this story is what you would consider one of your defining aha moments. You’ve had a lot. But which story are you going to tell Fire Nation now that you think’s going to be most valuable to our listeners?

Bob Beckett: One of my friends got in a breakup with somebody and to get him in a better mood I’m like, “Hey, let’s go to Atlantic Beach.” Right? So we just take this little mini trip. And we’re out there for like a week or so. It wasn’t a big trip or anything, but during this time I was only like 21 years old. I was just getting into list building, like subscribers lists.

And at that time I was just using my subscriber lists for network marketing companies. I didn’t even know about like affiliate marketing and selling products and CPA products and all kinds of stuff like that where you could make a lot of money instead of a little. But I have nothing against network marketing. Don’t get me wrong. But – so anyways, so I’m at this hotel and I’m talking to my friend. And I’m just trying to show him, like man, you should start building a list, too, because it’s really cool. You could send clicks and make money. Right?

So I sent – Clickbank. You’ve heard of Clickbank, I’m sure.

John: Ooh, yeah.

Bob Beckett: There was this eBay power seller eBook. I forget what it was called. It was like Four Tier Annihilation Method or something like that. Right? And I’m like, man, I wonder what would happen if I sent to my people this eBook that I actually like? Because I was a power seller on eBay as well. And I’m like, huh, I wonder if I sent out for this what would happen? Right?

So I sent out to this little list of 3,600 people. And we went out on the beach for about three or four hours. We were getting a tan, having fun. I come back three or four hours later, check the Clickbank account and I had over $900.00 in commissions.

John: Whoa. 21-year-old?

Bob Beckett: 21. And I’m like – and we were both freaking out. We were like oh, my gosh. And he’s like send again. Send again.

John: Oh, god.

Bob Beckett: So of course, I send again. I send again and I think by the end of that little trip I sold I think it was around $3,100.00 worth of just that eBook. And that blew my mind. And that was back when email was really easy. Gosh, that was 11 years ago.

But it just really opened up my eyes – that was my big aha moment because it really opened up my eyes the power of building an audience. Right? So whether that’s a podcast audience, whether that’s any kind of audience, it showed me the – it opened up my eyes to the power of, okay, if you just get 1,000 people that really trust you and love you, I mean, you’re set. You’re set. You don’t have to ever worry about a job again.

John: And I think that’s a key phrase, 1,000 people that love you and trust you. But the key part is the trust. They have to trust you, that you are going to be vetting the products, the services, the opportunities that you’re sharing with them, and in the best case scenario, creating them yourself.

That’s where the real money lies that I found, where Entrepreneur on Fire, I mean, this podcaster’s paradise, that’s our flagship community. That’s 100 percent of the revenue is coming into our company. I’m not having to split that off or just take the 6 to 8 percent from Amazon. So building that audience that loves you and then serving them to the point they trust you and then providing that value.

And Bob, let’s break it down for 2015. I mean, you were 21 then. And you realized that building an audience was really important and you did that for really the next decade, the latter half of that decade to your detriment, because you were building the wrong audience. So here in 2015, what would you say to our listeners about building an audience? What do you feel is a powerful way to do so?

Bob Beckett: I say less is more in 2015. The more that you can truly engage with your audience, like really – like make them feel like you’re talking one on one with them, the more success you’re going to have and the less problems you’re going to have, I think for the long haul, for the long term. If you want a full time career that’s going to last ten, 20, 30 years, you got to focus on building a tight group of people that truly trust you.

And that doesn’t mean it has to be small, small. I mean, it could be tens of thousands of people, even hundreds of thousands of people, but when I was talking before about the millions, that was like a broad list of people that kinda knew me. You know? You can’t have millions of people – well, you can – I don’t ever want to say you can’t. But it’s all about the tight-knit group of people. Right? Just like on Facebook, for instance, I build groups, Facebook groups of –

John: Love Facebook groups.

Bob Beckett: Oh, man, talk about pretty much 100 percent deliverability.

John: Yeah.

Bob Beckett: Any little post you put in there, boom. It’s like –

John: It’s the nature of the Facebook groups. It’s that little red notification dot on Facebook and everybody’s just like oh, I was mentioned in a comment or somebody talked about something that I commented on earlier or one of these things. And that is such deliverability. So I want one specific tactic, Bob, and it can be Facebook groups. But if it’s not, share with us that tactic.

Bob Beckett: So my No. 1 tactic that I’ve been using a lot lately is Facebook advertising. I will literally drive really targeted traffic that fits my customer avatar. So basically, I’ll draw out a picture on a paper, right, that literally has exactly who I’m trying to target. And usually, it’s myself, okay, because I really like to build a group of people that’s really like-minded with me. Right?

So it makes it a whole lot easier to sell to if they just already have a lot of the same interests and a lot of people, they call that bridge marketing. But basically, I’ll just drive traffic of like-minded interests to squeeze pages, which are ways to capture the lead, and then right away I’ll have a video inviting them to a Facebook group. Okay?

And so that I can get the best engagement I add them in the group and on the very top of the group is append video. Okay? And on that append video is instructions to do something, either buy something or say something in the group to start getting engagement going back and forth with them. But the faster that you can get them to engage with you and the other people in the group, the longer they’re going to stick, the faster they’re going to trust you, the better the chance that they're going to buy stuff from you in the future. Just engagement is the key word here, so like just really engage with your audience as fast as possible. And I find Facebook groups to be pretty much one of the best ways right now.

John: I would actually say the best way for your specific tactic that you’re talking about. I am just saying, Fire Nation, Facebook groups are smoking hot because of that deliverability that Bob was talking about, because of the opportunity to engage, but to continue to engage. People don’t have to log in to some random website with a username and a password to enter some forum that may or may not be engaging.

No, it’s right there in front of them in their newsfeed in their notifications tab. Facebook groups, bar none, I mean, there’s people that are building entire businesses off of just Facebook groups. Now, of course, with everything there are cons to that. Because who knows where Facebook groups are going? I mean, Facebook could just say, you know what? No more groups. Ha-ha. And who knows? But it’s a great way to start building that audience and then making that know, like and trust happening with your name and your business.

And Bob, we got some more really exciting things to talk about, my friend, inside of the lightening round. And we’re going to get there in a second, but we’re first going to take a minute to thank our sponsors.

Bob, welcome to the lightning round, where you get to share incredible resources in mind-blowing answers. Sound like a plan?

Bob Beckett: Awesome.

John: What was holding you back from becoming an entrepreneur?

Bob Beckett: I want to say nothing, actually. I mean, literally from second grade I was – I had an artist that was drawing Bart Simpson pictures. And I would go to the copy machine and I would get those printed. And I would literally sell stacks of them for a quarter.

And when I hit the fifth grade, there was a little pencil machine, NFL pencils. Right? And everybody was obsessed with them. So I would get there – literally, in the fifth grade I would get there half an hour early and I would buy out the whole machine. Right? And I would go and I would sell them for $1.00 to $2.00 a pencil. And they would sell out almost every single day. So ever since I was very young I was always entrepreneurial.

John: What is the best advice you’ve ever received?

Bob Beckett: That would have to be you don’t have to get it right. You just have to get it going. And that was from – I don’t know who said it originally, but that was from one of my mentors, Joe Schroeder, back when I was about 20 years old. And basically, that just means that, you know, don’t wait. Don’t try to get it perfect. Get it out there and let your customers help you mold it into the best that it can be.

John: What is a personal habit that you do have that you believe contributes to your success?

Bob Beckett: Oh, gosh. Well, I’m really obsessed, almost compulsive, with winning. I don’t give up. And I absolutely love serving and helping other people and seeing them have breakthroughs and actually helping them get the same kind of attitude, to not give up. And so, yeah, just being obsessed with winning.

John: Do you have an internet resource like Evernotes that you can share with our listeners?

Bob Beckett: Can I give three?

John: Sure.

Bob Beckett: Okay. I use To Doest for all my virtual assistance and my partners and everything and myself on a regular basis on all my platforms that I use for task management. It’s just really, really nice. I use Trello for project management because I like to do a lot of rolling launches. So I’m planning out, literally – and I know you do this as well – you’re planning out what’s happening like months from now.

And if you want to really scale your business you got to get into planning ahead. One of my really good friends, he said the separation’s in the preparation. And yeah – so Trello is amazing for planning out and project management and all that. And Google Docs and I use that for collaborating with business partners and all my virtual assistants and just really awesome.

John: The separation is in the preparation. I love that, Bob. Now, if you could recommend just one book for our listeners, what would it be and why?

Bob Beckett: That would have to be The Slight Edge. I hear it all the time, but I couldn’t get away from it because it literally – the ideas in the book are – they seem so basic. But at the same time he has a way, Jeff Olsen has a way, of hammering it over and over and over that it becomes habitual to you.

And basically, it’s – you have to read if you’re an entrepreneur by – you just have to read it because it will teach you to do the most important things in your business, the money making activities in your business, consistently in bite sizes every single day so that it compounds over time. And ever since I started using these techniques, oh, man, everything’s better, not just my business but I apply it to pretty much everything in my life. So it’s a great book.

John: I love that book and I love that you said be better at the basics. And that’s such a core principle, Fire Nation. We need to know what our basics are and just be better at the basics. And that is really where I found the big monetization lies.

Now, you said the word compound, too, Bob. Have you read The Compound Effect by Darrin Hardy?

Bob Beckett: I started to. That was one of those things I didn't read it fast enough so I didn’t finish it.

John: Oh, no. Well, hey, Darrin Hardy was the mentee of Jeff Olsen. And he wrote The Compound Effect as a continuation of The Slight Edge. So I always have to recommend both of those books in a row because they really build off each other incredibly well. So give it another try.

And Bob, this might be a great opportunity for you because I know that you love audio like Fire Nation does, so I’ve teamed up with Audible. And if you haven’t already, Fire Nation, you can get an amazing audiobook like The Compound Effect for free at eofirebook.com.

And Bob, this next question’s the last of the lightning round, but it’s a doozey. Imagine you woke up tomorrow morning in a brand new world, identical to earth but you knew no one. You still have all the experience and knowledge you currently have. Your food and shelter is taken care of. But all you have is a laptop and $500.00. What would you do in the next seven days?

Bob Beckett: Facebook knows pretty much everybody. They have all the data on everybody you could ever want. So what I would do is I would literally pay Facebook to use their connections. Okay? I would spend about $5.00 on hosting. I would spend about $10.00 on a domain name. I would spend about 30 bucks on a squeeze page creator for WordPress so I could start collecting leads. I’d get a free account with Get Response or another auto responder that gave you a free way to store the emails.

And then I would create an offer before I did what I was about to do, probably a coaching offer because that’s the fastest way to make money that I’ve found with the highest profit margin. Because you could literally create a product on the go, like – so I would create probably a coaching package. So if you’d normally charge $2,000.00 an hour but nobody knows you, so they’re not going to pay that, I would do a irresistible offer of like $97.00 for the first 20 people for an hour. Right? And from that one hour call you’ll get tons of upsells into bigger packages and start expanding it and go from there.

So what I would do with the remainder – I think it’s about $455.00 left – I would probably do Facebook ads. And that’s what I meant by paying Facebook for their connections, to use their connections. And I would start running ads. And I would create a webinar registration page with the squeeze page maker I got for WordPress.

And I would generate about 150 webinar registrants at $3.00 a piece, on average. That’s what I average for registrations. And out of that about 30 percent show up. So out of the 45 percent – or 45 people left that actually made it to the call I usually would close about 10 to 20 percent of the people, especially at the irresistible offer of $97.00. So that’s what I would do.

John: Hey. You’re actually defining one of my strategies. It’s good to know that Bob Beckett is doing the same thing. And Bob, let’s end today on fire with you sharing one parting piece of guidance, the best way that we can connect with you, then we’ll say good-bye.

Bob Beckett: Just find your passion. Find your passion and literally just chase it, just go after it. And find people that have your passion and build an audience of people that are completely related to you. And you’ll have no problem in business. I mean, it’s just awesome. And you can get ahold of me on Facebook. If you just go to Facebook.com/bobbeckett. And I actually put together a gift for Fire Nation if you want me to give it out.

John: Absolute-o-mente.

Bob Beckett: Awesome. So basically, what I put together is literally A to Z how I would personally set up my own hosting, set up WordPress, set up a squeeze page, how I’d start driving traffic and how I’d start converting. And I’m just going to give it to you for free. Normally, I charge $197.00 for this. And I want to just give it to your community for free.

John: Well, where the heck can we get it?

Bob Beckett: You just go to thesixfigurestartup.com/fire. On that page you’re going to want to use coupon code fire, so it’s all lowercase. And then I’ll give it to you for free.

John: Fire Nation, you are the average of the five people you spend the most time with. And you’ve been hanging out with Bob B. and JLD today. So keep up the heat and head over to eofire.com. Just type Bob in the search bar. His show notes page will pop right up. And of course, find him on Facebook at Facebook.com/bobbeckett with two Ts. And thesixfigurestartup.com/fire and to the coupon code fire you’re going to get his 197-dollar startup guide for free.

We’ll also have that linked up on his show notes page. And Bob, thank you, my friend, for sharing your journey with Fire Nation today. For that, we salute you and we’ll catch you on the flip side.