The Simple Social Media Strategy That Changed My Life Forever - From Pastor to CEO With Kyle Draper

In this episode, Kyle Draper shares his transformative journey from being a youth pastor to a successful entrepreneur and social media expert. He emphasizes the importance of having systems in place for lead generation, the power of authenticity in communication, and the necessity of overcoming fear to embrace video marketing. Kyle discusses how building relationships through personal touches in business can lead to greater success and the value of consistency in content creation. He also addresses new entrepreneurs' common mistakes and encourages them to overcome their fears and insecurities to effectively engage with their audience. 

Kyle and Jay Bunte discuss the importance of authenticity in social media, the power of humor in creating memorable content, and his journey into authorship. He emphasizes overcoming the fear of rejection, leveraging AI for business growth, and the challenges of being a CEO while managing multiple ventures. Jay shares insights on the significance of mentorship and the necessity of investing in personal and professional growth.

Transcript

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And I looked up was like, holy crap, this works. Like, what I'm doing works. Kyle Draper is a former youth pastor, turned roofer, turned entrepreneur, and now social media expert. Kyle helps entrepreneurs, small business owners, and salespeople get out of their own way. My wife every day would be like, did you make any money today? I'm like, well, not exactly. I don't have any processes. At least a decade of just really sucking at all this stuff. But not quitting. You don't have a lead generation problem. You've got a systems problem. In the mortgage and real estate world, everybody's wanting to go viral. If the video that you did about mortgage popped off for a million views and brought you in 100 leads, what would you do? You would drown. No matter your industry, if the right person is engaging with your content and reaches out, I'd rather have one person rather than 100 tire kickers. The best way to learn is not to learn to consume. It's to learn to teach. Tell me about your story. Welcome to the first ever episode of Beyond the Trenches. This show is all about guests who have been in the trenches in their life, in their business, whatever it is, and have moved beyond. And they're here to share their stories, share the values, the lessons learned, and what not to do and what to do. And so if we're here today with Kyle Draper, now I'm going to be honest, you're a stand-in. I had Luca set up. Dang. But the Mavericks did what the Mavericks do. Why are we starting the podcast that way? I know that's near and dear. That might be starting off on a low. That's near and dear to your heart and mine. My 10-year-old came in my office yesterday because I've got like four Luca bobbleheads and she's like, Dad, you still have Luca up. And I'm like, I know, it's sad. But for those, I know who you are. We've been friends for a couple of years now. Yeah. Yeah. But for those that don't know you, How did you get where you're at today? Tell me about your story. Gosh, Jay. I spent my 20s as a pastor and thought I would do that my whole life. At about 30, I felt like God kind of told me to leave the church world and go into the business world. And so I went from being a pastor to a roofer. And not only that, but we moved from Texas where I've lived mostly my whole life. And we moved to Oklahoma city where I knew no one. So I've never been an entrepreneur. I spent a couple of years just learning sales and marketing and networking and how to build relationships through roofing. I had no idea if anything I was doing was working. My wife every day would be like, did you make any money today? I'm like, well. Exactly. Potentially. But I think I'm, you know, planting good seed. And man, seven or eight months after we'd moved there, a hell storm came through Oklahoma City and I received over 100 inbound leads in 24 hours. Phone calls, text messages, emails, everybody saying so and so said, you're the best roofer in the city. So and so said, you're the only roof we can trust. I saw your video that you post on social and the video had like a hundred shares in 20 minutes from just the relationships that I've been building and I looked up and was like, holy crap, this works. Like what I'm doing works. And so then I started teaching social media classes to realtors, just trying to build their trust or in rapport. And bro, one thing led to another and I'm getting asked to travel the country to go teach other people about social. And then I'm being asked to coach. And so I started a coaching company. And then the mortgage industry found me working in the real estate industry. it's just been a whirlwind. Now I have four different companies that all do different things. I'm so grateful for at least a decade of just really sucking at all this stuff. But not quitting. There's a lot there and we're going to go back to some of that. Sure. OK. But let's go back to the hailstorm. Yeah. OK. So here you are trying to build your business, not knowing really how to do it or what to do it or if it's working. You've made posts, you've made whatever. And then all of a sudden the hailstorm happens. Yeah. And you get all these leads in. Tell me about like what you were feeling in that moment. The first feeling was validation. Like, yes, this works. You know, in your face, everybody that was like, why are you doing that? Why are you doing Facebook live on the roof? Why are you? And, and so validation was first, but then very quickly it was followed by, shoot. I don't have, I don't have a system. I don't have any processes. I'm not ready. So I don't tell people the other part of the story typically, but since you asked, so, I didn't close very many. of those over 100 leads that I got because that was a different skill set that I was not good at yet. Because of the way I'm wired, very quickly I was like, I got to show other people how to do this because this is everybody's struggle. It's exciting. Everybody's struggle is lead generation. There's not an industry that would go, no, we don't need more business. That's not our goal. We're not trying to do that. And man, was... It was a wild day. No, so you're exactly right. Like everyone wants the leads. Not a lot of people think about what the leads come in and a lot of them. What happens next? And so I was talking, you know, I'm in the mortgage space and yeah, try it. And I was talking with another mentor slash coach and he's like, Jay, you don't have a lead generation problem. You got a systems problem. Right. Like what what is your front end? Like what does this look like? What does that look like? Who's doing this? Who's doing that? And I'm like, damn. That was a wake up call. 100 % wake up call. And so, uh, so you quickly got the leads in and it turns out some of them leaked through some of them. Yeah, that's a polite way, a polite way of saying it. Um, maybe like 95 % of them leaked through. Uh, but that's why I always find it fascinating when in our world, in the mortgage and real estate world where you and I are like, everybody's wanting to go viral. and grow this massive following. And it's like, what would you do if the video that you did about mortgage popped off for a million views and brought you in a hundred leads? What would you do? You would drowned. Yeah. Because we're not ready. so, man, it's a, until you've experienced it, you just don't know any better. And I'm not perfect by any means. And I don't know. I don't think I'm ready if a hundred leads came in today. but I'm making progress to at least identifying that because I don't know, I've never had a viral video or, and I've always thought, I don't want that. It's more like, in my opinion, vanity metrics with the likes and I get it, feels good to look at a post and I'm guilty of it too. Has people commented? How many likes do I have? But at the end of day, especially no matter your industry, if the right person is engaging with your content and reaches out, I'd rather have one person rather than 100, them tire kickers for lack of a better terms like they're not even my target client. Literally today. You know what? So, one of one of my big strategies that I coach and teach on is show up every day in some capacity. Don't ever think it. Just show up and so today for me, I was scrolling social and I came across this post about saved by the bell that said, hey, if you were born before You're now older than Mr. Belding was. And I'm like, dude, that's depressing. Don't throw Richard out there like that. know, like that is so. And I was born in 82. I was like, dude, I'm definitely older. And so I shared it in my stories. Yeah. Again, pointless. If your mindset is of the framework of, is this going to help me get more business? You would have instantly said no to sharing that in your stories. Right. But if your mindset is, I just need people to engage, to pay attention, to think of me. So I share that in my stories. 20 minutes later, a girl replies to it that I'd met a month ago at an event I spoke at in Utah. She replied to it and I was like, hey, how are you? She then says, I'm doing great. I've been meaning to reach out. I've got a referral for you. off of a save by the bell post. so, you know, people just don't understand that. Like you don't need more people. You just need to be able to stay top of mind to all the people you already have. And we don't do that by shoving our business down their throats all the time. We do that by being a human being and talking about save by the bell. Dude, the first time I knew who you were. And so to give the audience some reference, like I'm not trying to like glaze you up, but like You have gone from being a roofer in Oklahoma City to talking on stages of how many people like, you know, what's your one or your larger audience? Probably 2000 2000. Yeah. Yeah, i've never spoken in front of 2000 people. I I don't even know what that would feel like. Well, and actually in the church world, I spoke to way more than that. Okay. Um, but but in the business world 2000 people. Yeah. And your approach is probably the same because you're one of your you know pillars is being authentic right? Yeah being yourself. Yeah, and so that I remember the first time I saw you was that fuse in Vegas. I don't remember which one I think it was like two or three years ago. Yeah, I'm like oh man there's Kyle Draper. I follow him on Facebook and all this stuff is it was cool to see you and it actually came up to you afterwards. But I remember one of the things you said and I hope that I get this quote right right you said I care more about helping people than I do looking stupid. Yeah. And man, that resonated with me because I was mentally, I was starting to go down the path of like, Hey, if I want to help more veterans with their VA loans or first time home buyers, I've got to put myself out there. Right. You can only do so many coffee appointments. Like you've got to get yourself out there. And I remember recording videos, stop redo another take, stop redo. And you're like, dude, people know how you look. Right. They know how you sound. You're not fooling anyone. Yeah. just be yourself and go ahead. So talk to me about, did that come naturally to you because of your background or is that something that you learned or kind of walk me through how you came up with that approach? So I think I learned very early on in pastoring. Like if you can speak to teenagers, you can speak to anybody because nobody's more ruthless than they are. If they think you suck, they're not hiding it. Like it's obvious. It's all over their face. And so I got a crash course and getting over yourself really fast when you go work with middle school and high school students and you speak in front of them all the time. And what I ultimately learned from, you know, my parents both spoke as a part of what they did for a living. My grandfather has been a pastor for 70 years and they would always say to me like, how 99% of people are scared to death to even do what you do. So you've already kind of won because the moment you take that stage, a lot of people are going, I don't know how he does that. I would never do that. And so the same is true, in my opinion, with video. Like the moment a friend of yours sees your video on Facebook, Instagram, whatever, I think subliminally they go, dude, I don't know how Jay does that. I would never do that. I don't know how Jay has a podcast. I wouldn't even know what to say. I really believe that we're already winning in the eyes of most people. And so if that's true, then if I can just say, well, then I'm going to care more about helping people than anything else. Then I was able to add the looking stupid part, which I think, you know, makes that statement memorable. But I just, I've watched it play out day after day after day for years that I've never met someone that said, Hey, I just want to tell you, I started doing video a year ago because I saw you speak and it was a horrible decision. So I'm super mad at you. I've never met that person. No one's ever regretted it. And, it's just a nice little hack that if you can say it over and over, you know, I also think it forces us to reconsider. You say you care about people, but you won't freaking do a video. that you think might help people, like then you really don't help, you don't love people as much as you think you do. You don't wanna help people as much as you think you do if you can't overcome your own insecurities in order to do it. You make the argument that they might love themselves a little bit more. 100%. And you know in our industry, the narcissism is crazy. But it's so much easier said than done. I can just sit here and agree with you and agree with you, but when push comes to shove and it's time for me to record a video, by myself and try not to look like an idiot, it's hard. But I truly believe that it's like any other muscle, the more you do it, the easier it becomes. And hopefully like this, you know, this is episode one. I hope we look back two years from now, three years from now, maybe you come on again and be like, bro, remember that first episode that we recorded? That sucked. Hopefully, hopefully not. Hopefully not. But here's the hack. So here's the hack for people. 10 years ago when I started doing video, I was scared to death of it. I hated it, but I felt like I needed to do it. And so I decided out of the blue, I like, you know what? I'm going to practice. I don't have to start on day one putting it on the internet. Right. And so I told my wife, said, honey, for the next 30 days, every time you text me, I'm going to reply with video. And she went, oh. Do I have to do video? I was like, no, no, no. You don't have to do video. It's probably going to be annoying, but I need to get more comfortable being in front of the camera, knowing where the buttons are, where do I look, right? What do I do? And so for 30 days, I replied through video and Jay, in 30 days, I probably recorded over a hundred videos and none of them were scary because they went to my wife who's seen me naked. Right? So like being the fat guy and worried about what people are going to think about me, like now I'm sending my videos to the person that's seen me in my most vulnerable form and she loves me anyway. Right. And so psychologically, I was getting better at video without even thinking about it because you record 100 videos. All of a sudden, you're not caring about what you look like as much anymore. You're not concerned with what you sound like. because you're putting in the reps. And so that's my favorite advice to give to anybody that is still fearful of this stuff is pair up with a friend, pair up with your spouse, and just in the quiet of your own environment, start hitting record with no agenda, no purpose, other than to practice. And it's amazing what happens. I've never even heard that approach. I've never heard you say that. And I've watched a lot of your videos. That is brilliant. And I'm so instantly when I'm hearing you say this, I'm like listening, but I'm also in my back of my mind like, how am going to incorporate this to make others better? Because there's people on my team that want to do what we're talking about. Yeah. And they just can't get over it for whatever. they're so, the thing is they're probably better at mortgages than I am. Sure. You know, but they need to share it with the world. Yeah. And so I'm already thinking, I think I might incorporate that. like, hey, I'm going to text you. You're not allowed to text me back. Y'all should do it different. as a team. So when I was heavy, heavily into one on one coaching, I had 42 clients at the highest point and it was all social media marketing coaching. And so the, what we did is we use Marco Polo, which is, which is a free app. Well, I think they have a paid version now, but you can use it for free. It's video walkie talkie. And so for my 42 clients, when they would text me or email me, I would reply, I am not helping you. until you send me this question through Marco Polo. And so I would force them to communicate with me through Marco Polo and that's how I got them over themselves to start doing video. so I think for your team, y'all should all be in a Marco Polo thread and just tell your team like, hey, you're going to say something to the team today through Marco Polo. And we're going to nip this thing in the bud because it's just, too important. It's too important. So what do you say? So yeah, it's 2025 when we're recording this. So what do you say to the people that have, they've reached some level of success and success is, I realize a subjective world. Sure. Right. You know, is it monetary? Is it, you know, a title, whatever it is, but they've, they're at least somewhat happy with where they're at. And so they're doubting you and they're like, okay, Kyle, I've gotten to here. Yeah. With no video. Why do you think I should do video? Yeah, I so Jay, I think if we could put ourselves back into the early 1900s when everybody was super satisfied with their horses and their buggies and carriages that those horses pulled and they developed their team of horses and they had the best horses and they've always been the most successful at it. And then Henry Ford goes, hey, check this out. And all of a sudden those horses are now, whoo, sped by with this Model T. There was still a transitionary period where people were probably like, yeah, I prefer the horse. Well, guess what? No one's riding a horse anymore. And that's to me the way that I see the the landscape of communication because now to me your question is taking us outside of the realm of social media. I think somebody today could say I'm not a social media person and and they can still be successful without having a Facebook account without having Instagram. I'm not the social guy that's like it's not possible. It is possible. People do it all the time. What I do not believe is possible is living and dying by the old ways of communication. And so for all the people that would say what you said, they only communicate through phone call, email, text message. Nobody's excited about receiving any of those. I hate phone calls. Do not call me. FaceTime me and I'll answer. But if you and I are on the phone, I'm checking email. If there's a day baseball game on, I'm partially paying attention to that. So you're not getting all of me if we're on a phone call. You are getting all of me if we're on FaceTime. Right. Because it's obvious if I'm not paying attention to you. And so I think people have to open their minds to it's OK to not be a social media person, but realize you need to be a video person. Because you should be adding videos into your processes. You should be communicating through follow up with video. because it's way harder for you to ignore me if I send you a video than if I send you a text or I try to call you. Yeah. Dude, to give a perfect example, I'm going to give a shout out to Adam West in Utah. was the one that... Adam West. He was the one we were talking about post-closing or the day of closing, right? And so obviously if you're closing somebody and it's right here locally, you try to show up. But a lot of our clients are nationwide. Yeah. And so he's like, well, dude, are you not sending like a 10, 15, 20 second? Text, not high speed, not all done up like this professional. He's like, no, just raw, you on your phone, like video to your clients. I'm like, oh, no, I'm not. And so I started incorporating that. And it's really fun, to be honest with you, because you don't have to think about it. You don't have to load up Loom and load up your lives. You just do it. It's easy. 100 % response rate. 100 % response rate. When I send a video. Do I get one back? No, it's not always like they send a video back, but they always respond. Well, and so I would even, I don't want to say take a step further because Adam may also teach this and I don't want to shortchange him. But in those types of videos, what I would just call like in the moment videos, we should be very intentional about being in backgrounds that aren't business like. And so, for example, like you guys have a like a home up in Montana. And so whenever y'all are up there, your timeline is very different, right? Right. Because I'm used to seeing Jay and DFW, but now it's like, y'all aren't DFW anymore. We don't have those. And so it would be easy for your, for your business brain to say, I don't want to send people videos while we're in Montana. Cause I don't want people to think I'm not working. And I, you know, like I don't want to rub me by the wrong way. When the reality is the fact that you're even sending the video is evidence that you're working. Right. And what that background might do, if I can hear rushing water in the background, that might lead me to respond and go, bro, where are you? And so now we're in a completely different conversation thread. Right. That's tying us together as human beings that goes beyond the loan. And so they might say, dude, no way. We have a home in Colorado. Or we've been, we've always talked about going to Montana, but we've never been. And so when we don't do these videos from personal environments, we miss the opportunity to create these deeper connections. And so like I'd pause mid set at the gym and go, Hey guys, I'm sorry. I'm sweaty. Now I'm saying I'm not doing that because I don't go to the gym, but you do. And, and so you're sweating your butt off, sweats rolling down your head and, you go, guys, I'm mid set. But I did not want to wait any longer to tell you how excited we are for you to close on your new home. If you know the kids names, you say, Hi Harrison, Hi Everly. Can't wait for y'all to pick out your rooms. Nobody goes, well, that's unprofessional, Jay. You were sweaty. is so profound because whether you meant to do it or not, It's building that. so one of our pillars that we always talk about and we always preach and we truly believe is relationships, not transactions. That's it. Right. No matter your industry that you're in, this is going to apply. And so to your point, you are furthering and cementing the relationship by doing something that takes you out of the business world and the business scene and makes you more relatable and personable. Which at the end of the day, that's, mean, we're all just regular dudes. Right. At least I am and you are like, I just happen to do mortgages. You just happen. Well, you do a lot of things, but, um, but I don't, I think that's a big reason why I assume that people choose me as their lender. I don't know how many lenders there are in America, 3000, 4000. They can get a loan anywhere, but they, they go, but then I want to work with Kyle. I want to work with Jay. And it's because of all the things we've done prior to that point. whether it's through social media or in person or videos, they've gotten to know us. They've gotten to like us. And when you really get this at its core, you know, graduate level thinking, my favorite videos are like videos I do in an airport because I get to humble brag, hey, sorry if it's loud, I'm in the airport coming home from speaking in Kansas City, but. I love you guys. I'm so excited. Y'all are closing on your house today and I didn't want the day to go by without telling you that. No one thinks poorly of that video. I'll do the same thing. Like if my wife and I are on date night, I'll get her permission first, but I'll say, Hey, can I record a couple of videos before we get out of the car? And I'll make sure she's in them. I'm like, Hey, we're about to go on date night, but I just quickly wanted to say, and so people go do that. Kyle cares about me so much that like he's on date night with his wife and he's thinking about us. It's those little nuances that if I'm in front of my office computer with my cool background. It doesn't hit the same than adding that personal layer. You're exactly right. Cause then now I'm thinking about it. When I see somebody walking through the airport, recording a video, I don't think, wow, that's unprofessional. I think this dude or this woman is so busy. Not knocking it out of the park, whatever they're doing professionally, but this is the only really time that they have time to make this video. And it's a psychological, I already put them up here, whether it's warranted or not. Yeah. But that's just what the setting and the framework does to my last week. I spoke in Kansas city on a, Thursday. So Thursday afternoon, I'm in the airport. I'm exhausted, but, but a good friend of mine who also happens to be a client of mine, his wife had her gallbladder out that morning. And so I'm sitting in the restaurant in the terminal. I FaceTime him and I'm like, dude, sitting in the airport. How's your wife? How'd the surgery go? Surgery went great. Thanks for checking. And then all he wanted to talk about is how awesome his virtual assistant is. And I'm like, dude, I just want to check on your wife. I've got two referrals from him in the last 96 hours. because I just showed up when it would have been easy to go, you know, when I'm back in the office in the morning, I'll call him and check. But then I'm back in the office environment, which doesn't show him. Like when he sees me in the airport, he's feeling that sense of like, man, Kyle goes above and beyond. Yeah. Like he doesn't just say he cares about me. He cares about me. And I think most people do care, but we've we've let our business brain talk us out of ever showing up. in an environment that we wouldn't consider a business environment. I'm guilty of it for sure. you know, because a lot of times I'll send videos to the new realtor partner, something wanting to introduce myself and I'll be like, I'm to wait. I'm going to wait till tomorrow or to whatever until I'm back in a professional environment. Maybe maybe I'm doing it wrong. Maybe I just need to see me. I don't know. You just think if if you if you sucked at golf, but you were starting to pick it up. And so on your drive from the tee box to your second shot, you record a quick video and you're like, what's up, Dan? We don't know each other yet. I'm a lender in the area, but, but I just wanted to reach out and say, Hey, I'd love to get lunch. I'd love to take you to coffee. I'd love to jump on zoom, know? Yeah. And there's a likelihood that they're going to go if, if they like golf and technically, if you want to get real cool, you could research them in advance, get an idea of what they're into. and then go be in that environment when you send that video. And now, like, there's no way they don't respond to you. I need to find the realtors that like to eat barbecue. I mean, we're in Texas, so that should be all of them. so you know, excuse, you got recorded video with a little barbecue sauce in the corner of your mouth, you know, rib in hand. And it's going to resonate so much more than than any other way we could do it. So these are, you know. maybe mid-level or maybe even advanced kind of techniques or tactics. So the person that's watching here, no matter the industry, they're starting out. Maybe they're leaving a corporate America and they were like, I want to go out on my own, whether it's in sales, real estate, mortgage, whatever. What is the number one mistake you see them making and what should they do about it? I think the number one mistake is believing that they don't know enough yet to put themselves out there. And so I know when I left the church world and I started roofing and then I started teaching at the back then it was Facebook classes. I remember feeling like God told me, Kyle, if you know 1 % more than the people you're trying to help. You always have something to provide. You'll always have value to give. Well, what do we naturally do? Well, like I want to go take a course on that and I want to get good at it. then and then. And so like I love telling, you know, I would imagine most industries have some sort of like entrance test or exam, right? You know, that like you have to pass in order to have a license, whatever it is. Well, guess what? The average consumer hasn't taken that test. So the test that the people we know, the world we live in, like the test that somebody had to take to become a realtor, none of their friends have taken that test. So the fact that you pass that test means that you already know way more than the average consumer does. And so the overcoming of that is start educating as you're learning. The best way to learn is not to learn to consume, it's to learn to teach. You pay attention totally different, differently. If I say, hey, I want you to learn how to do that so that a month from now you can teach a class, you're way more engaged than if I just say, hey, I want you to learn that because 90 days from now I want you to start doing it. You're gonna, you're not gonna pay as much attention. If that becomes the key, then the execution of it is answering these two questions on video as often as you can. What do I get asked the most about my industry? If you're brand new in the industry, go find a veteran in the industry and say, Hey, Jay, what are the 20 questions you've been at? get asked the most regularly about mortgage. And then I'm going to tell you to write them down. Then I'm going to still all 20 of those and I'm going to create content from it. And then the second question is, what am I surprised that people don't already know? Because we're in conversation with people all the time. Like literally 15 minutes ago in this podcast. I told you my favorite advice. We've been friends for years and you had never heard it. I say it from stage. I think I've said it in a video, but I now already have stored away. Dude, if Jay's my buddy and he's never heard me say that, I need to do a video about that. And so I'm going go home today. I'm going to do a video about doing, replying to text messages with video. to practice getting better at video. If we operate like that, you say stuff all day that a potential buyer goes, whoa, whoa, What was that? You just said earnest money. What is earnest money? Your brain should go, well, that's super boring. But if they don't know what it is, other people don't know what it is. So I'm going add that to my list of a video that I need to make. That's the trap you fall in because an earnest money video It's not sexy. That's not sexy at all. It's not going to go viral. Probably not going to go viral. No. But it's important. if the right people, I mean, somebody that watches a video about earnest money, they're close. They are close to using earnest money. Nobody searches for earnest money unless they're actively looking, actively buying. So that's the type of people that you would want watching your video is the people that are ready to take action. That's it. And so I've watched a decent amount of videos of you. But I don't remember them all. so that's a trap that I fall in is if I made a post about it last week, last month, last year, I feel like I can't post about it again. And the likelihood that, I mean, if you have 100 followers, 1,000 followers, 5,000, they're not all going to see your post, right? The algorithm's going to do what the algorithm does. Zuck's going to show you what he wants you to see. and so I've had to teach myself, it's OK to talk about that topic again. Repost the same video dude No doubt because I don't even remember I think I saw somebody's Facebook post or something like can you remember what you ate? Last Monday for dinner. No. Well people can't remember what you posted last Monday either Yeah, like maybe maybe there's some so there's no shame in the game of reposting or posting the exact same thing Maybe just with a twist Well, I to me that's the beauty of memories Like when every day when Facebook's like, here's your memories from this day for all the years you've been here on my way to the studio today, I was in gridlock traffic. And so I'm basically sitting still, maybe going four miles an hour. And so I jump into Facebook really quick. I go to my memories and there was a post from four years ago that I thought, dude, that's a good post. And so I saved the image back to my camera roll. copied the text and put it on Facebook, Instagram and LinkedIn before I got here. And so while you and I are doing this, there's people engaging with my post right now. And so when I get back home, I'm going to have people to talk to. And it took four seconds and no one is going to go, wait a second. I'm pretty sure I saw Kyle post that four years ago. Dude, if we would all start under-thinking social media, everybody would be better at it. It's one of the tenets that I've heard you say is get over yourself. Dude, no doubt. Get over your ego. Get over the way you you look, the way you think you sound, because it is the way you look and sound. get over overthinking. Well, I posted this last year or four years ago. I can't repost it. I am guilty as all everyone. of having that mindset. And so I've changed that recently and I've changed just like it doesn't have to be, it can be about anything. It could be saved by the bell. Some of my best posts have nothing to do with mortgages or business or anything, right? It could just be whatever topic it is, but people see that, they resonate with it. And then maybe they DM me and by the way, we're moving next month. Do you think you can help us? I'm like, well, yes, I can. Well, I when I used to do my social media podcast, I had probably five or six different like TikTok experts on that all had hundreds of thousands. A couple had millions of followers and they literally said, if I have a video that I believe in the content of it, like the message of it is good. They'll post it four to five different times if they feel like it underperforms. They'll change the music. They'll change the color of the captions, but four to five times they'll post the exact same thing at a different time of day on a different day of the week. And so I think a lot of people like they're running around thinking they suck at social media, but they never try more than once. Right. It's fine. I post last night because I hadn't post yesterday. And so I post it like six 30, which is not an ideal time to post like six 30 at night. And the post way underperformed on every platform. And it is what it is. I woke up today and it's a new day and I'm going to try it again today. Like we, we just can't, we can't let our ego show up because it lies to us. And it convinces you like, dude, you think you're awesome. You suck. You only got four likes on that video that you spent a lot of time. Who cares? We, got to let this stuff go. It's really weird how that works. You know, like you record a video or you record some type of content, you're like, this is going to crush. yeah. And it doesn't. And then on the flip side, I'll record something and I'm like, I really don't think this is that good. But to Kyle Draper, like just just just post it. I'm over a thousand posts I thought were going to crush that have not crushed. But but on the flip side, I've had some that people love. Yeah. And I'm thinking, you love that? Right. Like that wasn't even that good. Like probably any of your like silly videos with one of your boys. Yes. Like any of those probably far out crush any mortgage video. by far. And I got to get back to doing those. Because those are the most fun. Yeah. Like Lindo, my youngest, like we had that one video where he was running and he jumped into the car and his clothes. remember that. Yeah. That was for one, so much fun because he got to be involved and he got to of orchestrate it. And two, it's memorable. Here I am talking about it on a podcast and I remember that video for sure. I've made it. And people do too. I've had people like, how did you do that? like, you know, don't, I'm like, I don't, they think I'm like the video editor. I'm like, I got a video editor. That's really good skills. I don't know how to do all that. But it's fun and sometimes it's funny. So speaking of funny, I think, well, I have my favorite. Kyle Draper story that I've heard you tell that's really funny, but maybe what is the funniest story that people should know about Kyle Draper? gosh, funniest. Or one of your favorite stories. The one that I'm thinking about happened, I don't want to give it away, but you were on a Zoom and something happened. well we'll see if this is the same one. I'm on a lot of Zooms and a lot of things happen. Yeah, so I was teaching a webinar for several hundred people and I think I told a story about my dog. Are we going? Yeah, we're to the same place. I And so in the comments, right, people are like, what does Parker look like? We want to see Parker. Show us Parker. And Parker's not allowed in my office. And so when I start yelling for Parker to come in my office, she's freaked out. She's like, what is this? What are you doing? You never do this. I'm not even sure if you like me. And so I, again, live on this webinar, I go to pick her up and she's a chowinny. So she's like 19 pounds. I pick her up, I'm holding her and you can't tell, but she pees all over me, all down my side. It's pulled on the floor. It reeks like urine in my office. And so I have this, you know, our brains are so crazy how we can have dialogue with ourselves while we're actually speaking out loud. And so I start thinking, OK, I'm like, Mr. Authentic on social media. Should I tell them what happened? Should I play it cool? Because nobody can tell. Right. And of course, I'm like, dude, you can't be the authentic guy and not leverage this. And so I put Parker down and I stand up because you can't see. And I show them, I'm like, guys, look at this. This is a sweat. Parker just peed all over me because of you guys. And then I had like 25 minutes left in the webinar that I had to teach reeking of urine. It was awful. And to this day, I'll run into somebody at an event somewhere that's like, dude, you know, the first time I saw you, it was on that webinar. where your dog peed on you. That was the funniest thing I've ever seen. And so, you know, it's a great example of oftentimes what we hope is memorable about us isn't actually what's memorable. Yeah. But the bottom line is I'll take being memorable over being forgotten any day of the week, regardless of why. And so, you know, that's a that's a good one. That is, and I was hoping you would tell that story because it, it practices what you preach to a T. Like if you're going to be authentic for, well, for one, you're on video, which for a lot of people they don't want to do. And then two, if you're going to be authentic, it. Yeah. Own it. And here we are talking about it on a podcast. I wasn't even on the webinar, right? But that story resonated with me because I've had dogs and, um, that not, and I haven't peed. haven't had one that like, started yakking. during the middle of a video. Yeah. It wasn't a live webinar, but looking back on it, I stopped the video. I was like, you know, freaked out and all this stuff and re did it. I can't have that in there. Now I'm like second guessing myself. I'm like, maybe I should have just left that in there. Yeah. I don't know if you would have, even if you would have in that moment left the camera rolling, you leave camera to help the dog, but they're probably still hearing you. And then you post that the next day as a literal gag reel. Yeah. People would loved it. And to this day, you'd probably be having people that go, dude, it was so funny when you like leapt off camera. We could hear your dog throwing up in the background. Like we love movies and we really love Marvel movies. and so every Marvel movie puts out a gag reel and we almost enjoy the gag reel more than we enjoy the movie because Chris Evans is as Captain America and Chris Hemsworth as Thor and Robert Downey Jr. as Iron Man. Like, that's not relatable to me. But when I get to watch the gag reel of them breaking character and laughing for that sliver of a moment, I get to see a famous person being like me. And so we're more attracted to that because we want to see likeness. And so it's just, it's so unbelievably powerful. It's also why, like, if you watch SNL, my favorite skits are the ones they break. I don't know how they can not laugh right now, because this is hilarious. So that when they actually do, I go, Will Ferrell's like me. I wouldn't have been able to not smile either. They're like classic, And so this is the problem, like, when you get into over editing, when you get into overthinking, it's the moments of humanizing ourselves that make us the most relatable to people and that typically is the first thing we cut from from a mess up. I knew that bloopers, you know with the office back when it was on though, I used to love those bloopers. Yeah, but when it comes to all of a sudden it being me that it's happening to all of a sudden I cut it out of the of the shot. So that's really that's really weird that I did that. But it happens. But I mean, I tell that story. So hopefully people. it's not weird. OK. Right. It's normal. And so that's what you should have done. True. Without having the training that there's a better way. Right. So now you know better. Right. And so you have an obligation to be better. Now I'm going to be like, when's the next one going to happen? I'm like looking forward, although. anybody that's heard a dog start throwing up, that sound will wake you up out of dead sleep. dude, no doubt. That's probably one of the worst sounds out there. No doubt. Yeah. So you're, obviously have made a, quite a following on stage and on social media and on video. Then you start going into books all of a sudden. I'm going to hold this up cause I'm proud of this. I have to I want to say this is your first one. It is my first one and not only I'm totally bragging to the camera right now Not only is this the first one come on. Look who has it Look at that Jay keep speaking people need you and that thing is like You truly mean that yeah, and so I love this is rethink everything you know about social media Yeah, you have a few of these now. Yeah, and so what made you want to even go down because this it's a lot of work There's a lot of work. I didn't want to go down that road. We were my wife and I were on an anniversary trip in Mexico. It was two in the morning. I couldn't sleep. And and so I woke up and literally like just the way like I work, I felt I felt God say, go sit on the porch and write a book. I'm like, what? I didn't graduate from college. Like, don't like I'm a social media guy. What in the world do I have to write about? But I went out and I wrote four chapters while we were in Mexico. I came home, wrote the other nine and was like, holy cow, I have a book. And really what made it easier is pretty much every chapter I'd already done videos about. So I was able to go back and like, look at videos and go, that's what I said about that. And then I added that in the book. I released that book. two and a half-ish years ago, and people started going, dude, I love the concept of rethink everything. And so I was paying attention to the feedback I was getting, and I thought, what if rethink everything could be like the new age book for dummies? I'm 42 years old. I'd never seen anyone challenge what books for dummies are. And I'm dumb enough to think I'm going to take on this giant that's been around for 60 years. And so I started thinking about like, what are other books that we could write? And so now we have four. We have a book for mortgage. We have a book for real estate. And then we have a book for CRMs. And then I've got four new books coming out in the next six weeks. And we'll put out 10 this year. which will get us to by the end of the year. And the goal is, is that I believe that we'll put out a couple hundred of these and just tackle every subject matter under the sun. I, for anybody wondering, I'm not writing them all because I'm not smart enough. I wrote the purple one, but then I partner with people who are experts in their field to then part, you know, to then write the book under the brand. Can you divulge some of the... new ones that are coming out? Some of topics? man. We've got, um, so we're, releasing our first, uh, teenage book, which we're going to do a whole series of. And so I've partnered, um, really proud of this. I've partnered with, I think it's 11 women. And so it's being written by, by all women, which is going to be really cool. And, uh, they wouldn't even let me write the forward. They're like, dude, we got this. You, you are not allowed, but, um, they're all in the mortgage space and they're all passionate about teaching young people. how to understand money and financial literacy. And so it'll be rethink everything you know about financial literacy. And then there'll be a sticker on it that says for your teen. Nice. And so the audience will still be parents that hopefully will buy it for their teenagers. And we've also got, we've got rethink everything you know about AI that'll be coming out that I'm super, I'm super excited about the guy that I've got running it. The team he's put together, they have like 20 million followers amongst them all. And so that'll probably be our our biggest selling book to date. When that comes out, we have rethink everything you know about being a modern insurance agency. And so I've partnered with with like 25 insurance people similar to the Green Book for mortgage. and so we've got an insurance book coming out. We've got a rethink everything, you know, about customer service coming out. And, we're also working on a LinkedIn book that, and those are the ones that are like in the works now. And, so it's a lot of fun. there's a lot of topics that you're not the expert on. So is that hard when you reach out to somebody for these partnerships for them, especially the AI one, or like somebody with 20 million followers and they should like, dude, I'm Kyle Draper here in Fort Worth. Or do they like take you more serious because of your work, like with social media and video, they're like, this guy's the real deal. I think they, I think now it's easier because there's four books out. You can go to Amazon, see all of them. And so I think it's easier now. But even without that, I, so growing, you I grew up here and so we're, I'm diehard sports fan of all of our local teams. We had season tickets to the Mavs for 12 years growing up. So, I mean, I've been to probably a thousand Mavs games. we used to always go get autographs. And my little brother, who's two and a half years younger than me, I was always kind of tentative. And he was like pushing through everybody, get out of my way. And, you know, he'd walk right up to Shaquille O'Neal and ask him to autograph a shoe or, and I would be kind of more like, I don't want to bug him. What if they say no, you know? And, uh, Man, when my brother was like nine, we were, we had just finished getting autographs. He got like 50 autographs. I think I got like seven and my dad was like, Kevin, how do you like, how are, how do you just so fearlessly and at 10 years old, and I think this, this could be the most powerful moment for it, for somebody that's listening or watching my 10 year old brother said, dad, the worst thing they can do is say no. And like that's so simple, yet so profound. And how many situations do we all find ourselves in where we're not even willing to ask at the fear of the no when the no changes nothing? Like you're like nothing changed in your life because they said no to you. And yet most of us won't even try because we're so afraid of that. No. And so I've adopted that over the years from my brother. And and so to me, it's like I'm going go ask these people to do it. And if they say no, it doesn't change a thing for me. I'm going go find the next person that's willing to say yes. And, we're going to write a couple hundred books with that strategy and the right person is going to say yes to it. And, we're going to see if we can't take down the book for dumb. I love that mentality. I hope people listening and watching remember this part because there's going to be some part of their life. where the fear of rejection is going to keep them from doing something. We've all guilty of it. I'm still guilty of it. And so I want to put this into the old hamster wheel and remember it the next time I sit there and doubt myself. I'm like, what's the worst thing I can do? Say no? OK. That's awesome. Man, AI, that's a whole other topic. So let me tell you guys, so what's going to be cool? is I have really good buddy who's one of the top AI experts on the planet right now. And so I almost didn't even ask him about it because in the world of AI, AI changes every other minute. Yeah. And so in my mind, I thought, is it even possible to write a book about AI because everything we'd write about would be outdated before we'd even release it. And he was like, Kyle, there are a lot of things that never change. Like the way you prompt the framework you can use to get the right result. Like that's always going to be the same. Right. And so I said, OK, well, what if the last chapter we called the never ending chapter and it's just a chapter title and a QR code and then we'll have a YouTube playlist that every week one of the experts updates with a new video so that technically the book itself will never go out of style. because there'll always be a way to go get the newest thing. And he was like, dude, that's awesome. Did you come up with that yourself? Yeah, did. That's actually brilliant. That's my only contribution to the entire project. so, it's going to be cool. I'm going to steal that and incorporate it some other way into some other project that I saw it somewhere. Yeah, that's actually brilliant. I don't think I have original. I don't think I can have original credit for it. Well, we're least right now we're going to be credit. I'll take it. I'll take it. Thank you. Yeah. I'm one of the ones that were kind of slow to adopt AI and I'm not fully bought in on it, but I do believe that it has some part of your business. Like it can't fully replace Kyle. can't fully replace Jay, but the people that are getting in the head right now are the people that are harnessing parts of AI and incorporated into their business, which I definitely have it. To me, it's something that should be practiced every day. in some capacity, like go farther around in it in some capacity. Because I don't I don't think our brains can comprehend what it actually is. Like two years ago, I think it was one of the fuse trips, one of the the trips in Vegas where you and I were a fuse. I was on there's they have they have the world's tallest. Why am I brain farting on what the, the, uh, the Ferris wheel, they have the world's tallest Ferris wheel and it's right next to the sphere. Right. And so you get to the top of that Ferris wheel and you're over a football filled up in the air. And so you're looking down at the sphere and it has humpback whales like swimming on it. And I remember looking at it going. I don't think my brain is even comprehending what I'm looking at because nothing like this has ever existed. It's so crazy. And I think that's the same with AI that our brains can't comprehend that chat GPT has access to every data point in the world, in the world, at every moment. And so the power that exists there, I can take an article and feed it in there and go, Hey, based on what you know about me, what should my takeaway from this article be? I don't have to read the article. Chad GBT will pluck out. Well, based on what it knows about me, cause I've loaded into Chad GBT, my Myers Briggs, my strength finders, my five love languages. Like I've loaded in all these things like it knows me. And so I don't want to read that book. I'm going load the PDF and you tell me what from that book should I care about based on what you know about me. And it's unbelievable. It's unbelievable what it does. I think that's the important distinction there is somebody will just use that prompt or try to do that. And it doesn't necessarily give the right feedback. but it's all the work you've done ahead of time. It's all the pre stuff that you've fed it and it's learned about you. So that's the important distinction there. But that's not fun, right? People will just want to cut to the front of the line. mean, no, you got to actually put in some work. Man, yeah, people have to quit trying to cut corners, man. That's a whole another podcast episode, but there's just like there's no ozempic. for life. There's no Zempik for business. You you gotta put in the work. And people aren't willing to, which is cool because it allows those of us that are willing to, to win faster because it really isn't as much competition when you actually start putting in the work. I tell that to our team. Like, you know, you you're in the real estate space, then the market, follow at least the trends. It's been a tough couple of years. With higher interest rates and everything. And so people have continued to exit the industry. And so here I am, people look at this and they read the headlines and they're like, man, and you kind of start getting fed that and you start buying into it. Like, my God, am I gonna leave the industry? Am I gonna make it? Where I'm on the opposite end, like, I know this sounds bad, but I'm like, from a competition perspective, I'm like, this is great. Heck yeah. There is less people competing and I'm going to, I'm going to make it. Like I just, I know I am. And so the less people that are in the industry, um, and I think it's going to benefit consumers to be honest with you because the people that are left, they're the pros. They're the real pros. They're the experts. They're the ones you actually want to work for. They're not the half timers doing it on the side, which is nothing wrong with that. But like, you know, when you're handling the arguably the largest transaction of your life. Yeah, I about to there is something wrong with it. You want somebody that knows what they're doing. know, name anything that's worth it being part time. Like if I'm a part time husband, I'm a part time dad, I'm part time business owner, Josh, our boy editing the podcast, if he's a part time editor, like nobody wants that. Like that, you're not getting your best work. And so I think the, you know, The thinning of the industry is only a good thing. I don't think there's anything bad about it. Facts, man. Sorry to the person that watches this that's also moonlighting as a school teacher. Like, freaking stop. If you love mortgages, go leverage the passion you have for educating through mortgage and go make way more money. know? So, sorry, I'm done. I'm off my soapbox. Well, I got a question. So you've had success through various businesses and you got a few things going on right now. Talk to me about what's the biggest challenge you're facing right now and what are you doing to tackle it? So, gosh, it's a great question, man. So I so so people understand where I'm at. I have a speaking company. I travel and speak all over the country and even starting to go to different countries. I have a publishing company with four books, soon to be eight books, soon to be a hundred books. I have a coaching company that is in in the mortgage space, and then I have a virtual assistant company. And so my biggest struggle has always been because there were other companies before these companies. Right. Like I just I love I love entrepreneurship. Right. Like I don't like doing one thing every like. I have friends, you might even be this discipline like, eat the same thing breakfast every day. I go to the gym and then within the same 34 seconds every single day, I hate doing the same thing every day. And so I've just always had multiple companies because I like to dabble in different ones. But at the end of last year, I was looking at what I'm doing and it's like, dude, you have four companies that are all decent. None of them are great. Why? Because you're not pouring enough time into any of them to be great. And so at the end of last year, I decided Hire Culture, which is my virtual assistant company, it has the potential to do millions of dollars in revenue a year for years and years and years and years. Like out of everything I do, it has the most opportunity. And so I decided January 1 for the first time ever, Kyle, you're going to be a CEO. You've had the title because you own the company, but like you've never actually operated as the CEO of a company where that gets the most of your effort and energy. so, so that, so that's been the biggest challenge this year is me stop chasing my tail and all the shiny objects and all these things and go, no, you're going to be a CEO. You're going to invest in your team. You're going to invest in this business for for as many hours a week as you've ever as you ever have before and I don't love it but it's it's already I mean we've doubled revenue in my VA company in the first six weeks of the year and it's not a coincidence. It's because I'm actually putting it. Well, you gotta love that but I heard you say you don't love it. So what do you not love about it? I just don't love doing the same thing all the time. you know, enjoy the difference, know, the different companies and, having different conversations. Like if I had to do a hundred podcast interviews this year, all about social media, right. I want to do that. You know, there's so many more things that I'm involved in that I believe I'm good at. Um, but it's what, it's what my family needs because it provides incredible opportunity for them. Um, and my employees deserve the best of my attention. So anybody can call themselves and give themselves the title of a CEO, but it's another thing to actually be the CEO, which is you're... So how... A lot of this you're probably learning as you go, because you've already talked about that. You're like, I'm not gonna wait until I become the expert. I'm actually just gonna take action. do you have somebody that's actually mentoring and coaching you too? Yes. Hopefully been a CEO before. I have a mentor. Well, I have several mentors, but my main mentor, he also leads a peer advisory group that I'm a part of. so all of those people are, the only person in the group of 12 that isn't doing a million in revenue yet. And so all of them are pouring into me as well as my mentor. because I'm a huge fan of cheating off of you and not having to experience the same pain that you went through. And so I have a ton of those people that are helping me. See, I think that's one of the biggest tenants of coaching. Well, not only the accountability, it's a cheat. It literally is a cheat code that you're expediting your learning curve. And so that's what I understand. We all grew up with coaches. If you played sports or whatever it is, you grew up with coaches. But all of sudden, when you become an adult and you get into business, all of a sudden you don't need a coach anymore. And I was that way for years and years and years. But would I actually invest in coaching? Because there is a cost. And sometimes it's a hefty cost. And I get it. You look at it, you're like, my god. Is this going to be worth it? I'm here to tell you, if you invest in the right people and they invest in you, the rate of return is astronomical. It's unbelievable. And I do kind of think because most of us were taught coaching through sports. So then once you quit playing sports, you kind of lose that coaching role in your life. And then you kind of you go through college. You don't necessarily have a coach in college unless you were playing. You know, you're an athlete in college, which I was not. I don't know why I'm Sorry. Yeah. I mean, obviously, it's shocking that it looks like I'm a very gifted professional athlete. But spoiler alert, I'm not. And so I think we end up going a whole season of life where we don't necessarily have that relationship. Right. And then we build up these egos on our own. And so then now you're going to try to tell me that I need someone else's help. And most people just don't handle that news well. And so think they run from it. And it doesn't help the YouTube gurus, right? So they kind of get a, the real coaches kind of give a bad misconception because you see all these gurus that drive the Lamborghinis and everything. And you're like, dude, that's just snake oil. Like it's just snake oil. And maybe it's not, but it just, least when I see that stuff, I'm like, that doesn't appeal to me. Some people, it does. Some people want that and there's nothing wrong with it. That ain't me. And so that instantly is a turnoff when somebody's like coming at it from a material perspective. But that's one thing I'm going to be leaning on even more, the VA space with your company. I'm leaning on more because I do now, I see it in my wife. She'll attest to this. I'm a control freak and I think that nobody can do it as good as me. And so reading Dan Martell's book, actually listening to it on the way home from Montana, you know, he's got a book called Buy Back Your Time. I think that's what it's called. And one of the 10, he's like, look, And he owns up to he's like, I get it. Nobody is as good as you. But if somebody is 80 % as good as you, then that's a hundred percent awesome. And so when that really ran, I'm like, that's it. I've got to be, if I truly want to scale and if I truly want to help more people, I've got to delegate and give up some control. Well, the most important word to me for growth in anything is leverage. That's why the rich keep getting richer because they have leverage. Right. They've leveraged their money to make them money while they're sleeping. And so I don't think most people think about it like that. They only see it as an expense. Right. And an expense only has dollar signs attached to it. We don't typically put the ROI next to the expense. It's just the expense column. Well, because it's uncertain, too. We don't see it as an investment, you know. And so when people realize like there's leverage out there. And it doesn't have to be leveraged because you need to work harder. It could be leveraged because you want to work less and you want the same volume in your mortgage business, but less time committed to it. That's awesome. That is awesome. If you make the exact same amount of money every year, but you go from 60 hours a week to 50, 50 to 40, 40 to 30, 30 to 25. And you look up and you work 25 hours a week and Make however much money you make and again that doesn't matter as long as it's what you want, right is leverage And that's there's some Honesty to that because I my wife even she sees it She knows when i'm having a bad day when i'm stressed out And you know people last year I had a great year from a production Sure perspective, but i've told her i'm like If this year if I make the same like I don't want to make more money or even the same amount of money if it's going to be like last year. And a lot of that's on me though, because I was hesitant to relinquish control and I didn't have the right systems in place. Back to our earlier point, like dude, if the leads come in, are you set up for it? 20 people all of a sudden contact you and one day you're like, my God, and it just stresses you out. So I, dude, my gosh, I would be more than happy to make the same amount of money, but just with half the stress. You talk about a win. Dude, all day. All day. You, that's cool that you've realized that. You're like, look, I've got, I'm pretty good at these four things or whatever that I'm doing. I'm pretty good. I'm not the best. And if I truly want to give, for me to be the best and to give the best to my people, I've got to become a CEO. I've got to focus on that. And you're doing it. And it's not fun. No. But I'm probably two years behind you. Like everybody knows there's a season of grind, right? Where, where like that's, there's no other answer. You have to grind. You're the visionary. You're the one carrying it. No one else can carry it. was given to you. And so you have to go for it. But then, and so I feel like I'm kind of moving into that this year, knowing that a year from now, I may not even be the CEO of my own company. Cause I would rather hire a CEO that I pay a lot of money. so that I don't have to do anything. And then I could focus more next year on the books or I could focus more next year on the coaching company. But it all comes back to, I don't even think people have clarity. The CEOs that are watching this or listening to this are gonna be sliding into your DMs after this. Come on in, guys, the water is warm. I don't know what that means. Is that because of Parker? Maybe so. Yeah. It's the lazy river. My hands are like the lazy river at the at the water park. Well, let's wrap this up. We've talked about a lot. So the people watching this, if they want to learn more about you, how can they find you? Social media. I'm Coach Kyle Draper everywhere. My main website is KyleDraper.com and you can get to any of the other stuff from there. Rethink everything books. You can go search Rethink everything on Amazon and you'll see. all the books we have so far. And many more to come. And many more to come. Truly appreciate you. Appreciate you brother. Thanks. Yep.