Understanding how the public domain works can help you create offers, make them truly unique, and increase the perceived value of anything you’re selling.
There's so many powerful things you can do. And there's so many things in the public domain, so many insane amounts of products and service and things you can find that are amazing. And I remember when I first learned about public domain, I didn't understand, I didn't get it. But if you look at any market, any industry, there's some amazing things.
Hey, what's up everybody? This is Russell Brunson. Welcome back to the Marketing Secrets podcast/YouTube video/I have no idea where my team's going to use this, but I want to talk about this today and I think it'll be fun and hopefully you guys will learn something about it. But this is kind of a multifaceted, and if you're watching the video version, you can see in front of me, I've got this really cool old book set that I am kind of freaking out about. It's called Brainology. And it was written in, let me see if I can pull this out here. There's actually a 14 book set. Those who are watching the video, here's the cover. I don't know if it's going to be a blurred or not. There it is. Brainology. It's this little mini book. It's written by Elsie Lincoln Benedict for the School of Opportunity. What? And it was written in 1925.
So this is a little book here and maybe you're wondering, "Russell, why are you so excited about this little tiny book?" Which is a book set. And all books for that matter. Those who follow me everywhere are probably like, "Man, I don't know about you, but this Russell guy, he keeps buying all these old books and he's freaking out about it, and he's building this huge library/museum and a whole bunch of other things." So I want to step back and just kind of tell you guys why. I think a lot of people have beliefs on what I'm doing and why I'm doing it. But I'm going to kind of shed the curtain back a little bit more just because this is fun for me and I have a grand vision of where I'm going in the next 3/10 years. I know exactly where I'm going, I know what I'm creating, I know what's happening. Because that, I'm so excited.
In fact, Steve Larson was here last week and he's like, "Man, I can tell there's a different energy and you're excited about something." And it's like, "Because I have a vision, I know what I'm creating, I know where I'm going, and I'm so excited for it." And as always, the people that I serve are entrepreneurs, so everything I'm creating is for you guys. And I think it's something that will dramatically change your life and the lives of your customers and people you've been called to serve. And that's why I'm so passionate about it. So what does it have to do with these old, old books?
Well, first off, I'm going to tell you guys the story of the treasure hunt of how I actually got this book set called Brainology. So I'm deciding how far back I want to go. I've been collecting a whole bunch of old books, as you guys know. But the period of time that I'm actually fascinated in is between about 1850 and 1950. That's the sweet spot. That's the time of the world history that fascinates me the most. It's interesting. Ryan Holiday is one of my favorite authors. He spoke at Funnel Hacking Live a couple years ago. What Ryan's done, he wrote a whole bunch of marketing books before and then he kind of geeked out on this era, which was the stoic era with stoicism and all the Roman emperors and all the people that kind of brought the stoic philosophy into light. And Ryan's taken that decade or so when stoicism was this thing, and he's blown it up into now five or six books, a podcast, a YouTube chat, all these kind of things. And it's been so much fun watching him. The stoic era is fascinating, I love it.
But for me, the era of time that's most fascinating is about 1850 to 1950. And that era of time was known as the New Thought Movement. It was the first time that people really started coming back and talking about the fact that you could think and you could change your life. Think and grow rich, think and change. And it was the New Thought Movement. Thought was the key to everything. And in fact, the first person, depending on the timeline, there's different times that it first started and first authors. But anyway, there are a whole bunch of these old authors. Samuel Smiles was one of the very first people that wrote a personal development book. In fact, it was called Self-Help wrote in the 1850s. And that kind of sparked this movement.
And there's other amazing writers about at the same time, and these writers started talking about new thought and then this new thought movement kind of bumped into Christianity. And people were like, "Well, how do these things coexist?" And from that, where a whole bunch of other authors and speakers and people that came out, and I've just been fascinated by that era, like 1850 to 1950, when all this stuff was new and exciting, people learning about how our minds work and the subconscious mind and how it relates to God. It's fascinating to watch these people as they're discovering it.
So as I started going into it, the first author, obviously I got obsessed with Napoleon Hill. He's still my favorite. I love that dude. I love studying him and learning about him in his life and his teachings and all these kind of things. And one of my favorite things, actually, I just finished reading his biography, is that he didn't just have success throughout the gate. He had all sorts of ups and downs, up and downs for his entire life. Yet he was one of the whole first philosophy on success. He was obsessed with his success, yet he struggled so much in his own personal life until the end of his life when we really got all the pieces together and started actually having success. It's funny because a lot of times we want to study people who are flawless and there's only been one flawless person ever, and that was Christ. I love studying him and his life because of that. But most of the rest of us, we're trying to figure this stuff out and we are messing up along the way.
And the mistakes is how we actually learn the philosophies, how we learn the lessons. So I respect Napoleon Hill. I had people like, "Oh, have you seen all the anti Napoleon Hill stuff online?" I'm like, "There's anti everything good. There's anti-Christ things. There's anti-Mormon things. Anti-everything." Everything I believe there's the opposite that people are out there and I choose to believe the things that bring me more faith and hope and happiness and light in my life. So I respect Napoleon Hill, he's one of my favorite authors. But there's a whole bunch of other amazing authors that came up during this period of time. And there were only a few actually female writers. It was a lot more rare back then than nowadays.
And one of my favorites is this woman here, Elsie Lincoln Benedict and I have a whole bunch of her books. She's got a book set. It looks just like this little mini one. Those you who can see the video, it's the little mini book that says Brainology on it. There's a picture of this angel knocking on a front door and it's cool. And the book's probably three inches by five inch, a little mini thing. And it's part of a book set of 14 books called Brainology, which first off, isn't that the coolest name ever? Come on now. Brainology.
But sure. Another book that called, oh, I'm going to blank out the name right now. It's like, how do I have everything you want in life? Or How to Get Anything You Want in Life or something like that. And there's another book set, little mini books like this that I think six books. And what happens, I started learning about her and started reading about her life and everything. And she had this school of opportunity and what she was doing and how she was going around the country giving me seminars and teaching stuff. And that's when I found that first little mini book set on eBay.
I found it and I was like, oh. And I bought it and it's amazing. And then man, probably six months later on eBay, I found one copy of Brainology and I was like, wait, that's like the same author, same book, same mini book, and everything. So I bought it, got shipped to me and the one I found was volume one. It was volume three or something, something. All I knew is that it wasn't a standalone book, it's part of a book set, which then started me on this thing. Well, I want the book set. And as you can see right here, those who watching the video, I got one, I found one, which is exciting. But it's crazy cause I started looking for this book set and as I started searching, it was finding buried treasure. I think there were two references to it on all of Google.
And one of them was somebody who on Etsy had sold one five or six years ago and was missing half of the volumes. They had six or seven of them and they sold Etsy for 60 bucks or something. And there's a picture of them. And I was like, okay, now I know those books. I don't know how many books are in it, but I know there's a book set. And so I contact the person, Etsy, I was like, Hey, five years ago you sold a book set. Do you know who sold it? Or I was like, I like will pay you $5,000. Tell me who sold it to so I can contact that person and see if I can buy the books from them. And the person on Etsy, first off they responded back, which is pretty cool cause they could have thought I was just a crazy person.
But they responded back, said, I'm not willing to contact the buyer. And I was like, seriously, 5Gs you sold for 50 bucks. This is a good deal. Anyway, I said, no, actually that's not true. I told them I'd pay up to $5,000 for the book set, said if you contact them and see if we can buy it back I'll give you whatever the difference is in that thing. And the person said, No. So then I was like, dang it. So I started looking again. I started looking on eBay. Obviously only thing I found eBay was the one copy they already had. I started, there was someone who had sold it on eBay a couple years ago and there was a reference online somewhere of someone selling it and there's a picture of it and I could see the full book set, but that was it.
There's no other reference. I started searching everywhere and there's no, most books you can find stuff from it, people talking about it or writings of it or transcriptions of it. But this book was nowhere. I think there was two references on all of Google for this book. And so I kept searching and looking and going to all the old bookstores online. I was contacting people I knew who I bought books from the past. Have you ever seen this book? Have you ever found it? Anyway, I'm starting this treasure hunt. It was so much fun and I'm searching everywhere for this book. And then finally I go to Instagram and I typed in the book title and nothing shows up. And then I typed in the author's name and I look through accounts, look at everything. And finally I had an Instagram, I look at images, I start scrolling down and seven years ago somebody posted on Instagram that they had this copy right here and it was a bookstore over in Europe, in London.
And they posted that, look at this little gem we found, blah, blah, blah, whatever. And I saw it and I was like seven years ago, do you think they still have it? So again, it was a used bookstore. So I went to their website and go through all their catalogs, everything. No trace there. I'm like, God, they sold to somebody, sitting on somebody's shelf, they don't even know how cool it is. But I messaged them on Instagram. I was like, Hey, do you happen to still have this book set? I am a huge fan, she's one of my favorite female authors of all time. And I'm searching everywhere. Do you still have the book set? And I went to bed that night, woke up in the morning to a response and they said, yes, we still have it. And I was like, oh my gosh, I'm freaking out.
So I messaged him back, I was like, cool, I want it. Let me know all the details, whatever. I gave him my contact information and then my morning routine, I'm up working out, took Aiden -- my son Aiden, I'm driving to school and I start telling Aiden about this treasure hunt. And I was going on to find this book. I'm telling the stories and how I contact this person and that, search everywhere. And finally I told him I found somebody who actually has the entire full book set. This is like finding buried treasure. I was so excited. And I asked Aiden, I'm like, how much you think I should spend on it? And he was like, then he asked me, well, how much do you think it's worth? I was like, well, I told the other person I'd pay five grand for a partial set. I was like, I probably would spend more, but I don't know how much more.
And he's like, well, would you spend 10,000? I'm like, yeah, I'd probably spend 10,000. And he's like, what's the highest? I was like, I'd probably spend, I'd be willing to spend 25,000. That's a lot. But I know what my vision is with this. I know what I can do with it and I don't think there's other copies of this, right? And so I told Aiden, I was like, I'll pay 25,000. And he's like, what if they come back and they want more than that? I was like, ah. Went back and forth. I was like, I need to have a set point. This is the most I'm willing to pay. I need to have that number because they come back at 3 million. I got to say no, right? I was like, worst-case scenario, I'd be willing to spend $50,000 for this rare book set that's would be worth to me in the museum I'm buying in what I know I can do with this trainings inside of it.
I was like $50,000 would be my set point. And so I told my little buddy Aiden that, dropped him off at school, and I came back and the bookstore had sent me over an email with the description telling me all the details about the book, tell me about the box set, where it's ripped, where it's torn, all the details that they'd normally send you when you're buying books. And then they told me the price for this would be 500 pounds. And I was like, wait, what? 500 pounds? And I start freaking out. So I message, I'm like, you have no idea. I'm looking for this everywhere, done. Where do I send the money quick before they change their mind, send them the 500 pounds plus shipping, send them be like 615 bucks or something like that. And they shipped out this gem, this diamond in the rough, this treasure.
I think for me, as cool as it is, what I had to go through to find this thing, to find the one bookstore in London who happened to post a picture seven years ago on Instagram of it, to find them, locate it, get it, and ship it to myself and then get it for 500 bucks basically. It's crazy. So anyway, so there's my treasure hunting story, which is exciting for me in of itself. But the question again is like, well, why in the world do you care, Russell? So why are you collecting all these old books? Again, the camera, it's kind of blurry here, but you see behind me, there's a whole bunch of other books. These are the books that came in this week. I'm buying a lot of books partially because I'm building a 20,000 square foot library slash museum and event center, and I got to have enough books to fill it up.
But number two is like I'm on this mission. I'm searching, I'm trying to find all of these relics. You think about, like every one of us here, like if you're listening to me, and my guess is you've got some kind of vision, something you're trying to do, something you're trying to create. I think part of the reason why us creators want to create things is because we want to extend our life, gives us immortality. If you create something that lasts beyond yourself, that's immortality. How do you live forever? Well, you can't do it physically. We know we're going to die. But if you can create art that lasts beyond yourself, it gives you immortality. I think about Ryan Holiday in the stoic era, these stoics, they created these things like Marcus Aurelius and Seneca and all these amazing emperors when they created these things out there.
And today, however many, 2000 years later, we know who they are. They've lived forever because of the works, because of the things they put out there. I think so many creators nowadays, we create courses and podcasts and things like that and maybe those things will last the test of time. I don't know. I know that someone who's buying the intellectual property of people, the only thing that honestly lives beyond the life of the author or the person is not the audio or the video or the seminars or the training. The only thing that lives beyond the life of the author is the written word. It's the books that they publish, which is a reason why I like publishing books so much because it's the thing that gives you immortality. It's the thing that lets you live beyond yourself. I think about Funnel Hacking Live, that as amazing as experience as Funnel Hacking Live is every single year. The people in the room, the lives are changed, but then as soon as the event's over it ends, right?
I look at everything I've created in the last 20 years of being in this business. The things that people thank me for today are still dotcom secrets, expert secrets, traffic secrets, the written word. And I've created hundreds of courses, hundreds of live events, hundreds of seminars, workshops, you name it, podcast episodes. The thing that lives beyond yourself is the written word. And so for me, I'm going back in this time period, 1850, 1950 of what I think was the time where men's minds were growing the fastest and the most. We were discovering all these things the very first time. That's the era I want to bring. I want to find these books, the written word. And these people spend decades of their life and they put them into something where I can grab and read and figure out what they learned that no one else is talking about. What's crazy is that I read these books and I study them.
What I realize is that most, this is the foundational stuff people learned. And then that game of phone booth where one person tells next and tell next it goes down this huge line, long line and eventually gets to us and we hear it. It's the 400 times someone's told and it's all watered down. Where this is like where the original thoughts were stemmed from. These amazing minds they weren't just regurgitating what they read about online or listening to a podcast and then act like it's their own. They were sitting there thinking, trying to figure these things out, testing, trying, and all these things. And this is where the ideas were God first inspired these men and these women to create these things is because they were placing these ideas inside their minds. And then boom, they became books that now we have today. And for most part, most of these books are lost to time, these treasures, these amazing things.
And so part of my mission, what I'm doing with the museum, the library, the upcoming membership side and a whole bunch of other things is bringing these works back to life. Try to immortalize them so that people like me and you can have them for forever. So my kids, my kids' kids, my kids' kids' kids can have the original sources of this amazing information, which is why I'm so excited for it. And so what I want to talk about for you guys is just, again, this is me telling my treasure hunting story, but I want to give you something tangible that you can do for your business, for your offers. And this is coming back to understanding a principle in the concept called the public domain. And it was crazy to me, looking back in time now, one of the very first courses or the very first memberships that I ever launched was called Public Domain.
It was called the lost files and was I would find products, books that were in the public domain, and I would republish them, I'd write a sales letter for them and I'd give them to people where they could go and every month they could log in membership site, they could download the public domain book, take my sales letter, and they could go and sell and keep all the money. And I had 5- or 600 members paying me, I can't remember, 50 bucks a month or 40 bucks a month to have access to the membership site. My very first info product, my very first one ever was called Public Domain How To. And I taught people how to find thing products in public domain and how to publish them, how to sell them, how to turn this into product or service you could sell. It's my very first course I ever sold.
And now almost 20 years later, I'm coming back and now I'm doing this at high scale where I'm buying hundreds of books a month that are in the public domain. So I'm going to give you some quick understanding what the public domain is and how you guys can actually use this in your business. So public domain are things where the copyright has expired. Now, throughout time, copyright laws have changed. The very first copyright law, and again, I'm not a legal lawyer and it's been a decade or two decades almost since they taught this course. I could be messing up on some of the details, but so consult a lawyer or whatever to figure out if this is true or not. But basically 1923 is when the first copyright laws came into existence. That means anything published before 1923 in America, this isn't true everywhere, but anything pre 1923 in America, there's no copyright on it, which means it's in the public domain, which you can take that and you can republish it, you can make a derivative work out of it.
So for example, Walt Disney, everything that Disney makes for the most part are stories that are in the public domain. He didn't make up Frozen, it's the Ice Princess, which is story in the public domain. He didn't make Beauty and the Beast. That's the story from the public domain. Most Disney movies came from things in the public domain. And so Walt Disney took these stories. They were in the public domain and they made a derivative work. Now you can copyright your derivative work, but Snow White is still, maybe not Snow White, I'm not sure. But Little Mermaid, it's still in the public domain. So you can go take that and make a book called Little Mermaid, and you can do that because it's in the public domain. Now, you can't take Disney's version because their derivative work, they think that they created is copyrightable, but the original files are still in the public domain.
Okay, now 1923, something crazy happened. Some of the copyright laws were first introduced, and the way it worked is between, I think if I remember right, between 1923 and 1963 is the author had renewed... How did it work? It was automatically you were copyrighted, but then the author, the copyright lasted a certain amount of time and then the author had to renew the work. Again, I'm going to mess up on the details on this, but basically between 1923, 1963, I think it is estimated only 7% of authors actually filed their work for the public domain or for copyright. So whatever 93% of works between 1923, 1963 are actually in the public domain. And then after 1963 it changes, the copyright laws got really strict. So anything post 1963 I believe is pretty much out of, you're out of luck. To get access to those things, you have to go back to the original intellectual property owner. If the authors died, from the family or from whoever owns the rights, and you can buy those things from them.
But for the most part, pre '63, the copyright laws protected the copyright holders a lot better. But what means anything pre 1923, you can take and you can publish and you can make your own derivative works or publish as is or a bunch of other things like that between '23 and '63, depending on all the different rules and logistics of how publishing works. And again, this is for books, but also for works, which can be videos, audios, things like that. And so it's pretty amazing. And so what that means, you can take these things and you can republish them in your offers. So for example, if you look at this Brainology book set, which I think I have the only complete copy in the world, maybe there's someone else that's got one. It was published in 1925, so it was post 1923. But if you look at the way the copyright rule, again, I'm not going to get into it, but basically after the 93rd year after the work was in the copyright between 1923, 1963, it enters in the public domain.
So right now, in 2000, was it '18, 2018 is when 93 years after or 95 years after 2023 or whatever it was. But anyway, basically means two or three years ago, this book got entered into the public domain, this book set. And so by me finding it, it's like this is exciting, but check this out. It means I can now republish this so I can have this as a course. I can make a Brainology course, I can make a Brainology book. I can republish this as a book set you guys can listen to. Again, I could do an audiobook of this, I could do a e-book of this, I could do a audiobook e-book and I could do a course with it. So if I'm doing a book on personal development and I need an offer stack, what something cool I can do, I'm like, Hey, how about this?
The most famous female offer from the early 1900s who wrote entire book called Brainology. If you buy my book right now on personal development, I'm going to give you her entire book set for free right now. Gives you the ability to create really cool offers. Most books I'm finding that I'm buying once again, are in the public domain. And so I'm going through, I'm finding these things. Like this is one I got this week, it's called The Science and New Thought by E. Woodford Hopkins, like the Science and New Thought. And if you go through, this is an amazing book all about, again, the New Thought Movement and thought how to have thought change your life. And it's amazing. I could republish this book and this become a bonus. Again, it's just powerful when you start understanding it because again, usually you're going to have your own offer, the thing you're creating.
Then we're always looking like what are things we include in the bonus stack? Well, the cool thing, yeah, you can include a book from the public domain, but it's not that cool unless you know the story behind. I know the story behind Brainology and the story how I found this book set. Just me telling this story about how I was able to get this book that increase the perceived value. If you go back to Russell Brunson 10, hook, story offer, the goal of the story is increase the perceived value of the offer. I just told you the story. I was willing to pay $50,000 for those books set and I'm going to give it to you for free as a bonus when you buy blah, blah, blah, blah blah, right? Me telling the story about the author and how she used to, she own this school called The School of Opportunity.
She traveled around the entire world giving out teaching these seminars on Brainology, right? And the book set, again, the second edition was actually just put into one book. But the first edition she did these little tiny mini books. And she only gave those to people who came to a live event. So the only way to get these was to be at her actual live event. And I'm the only person that I know of on this planet that actually has a copy of it. So if you want access to this, you either got to come buy it from me, which I was going to pay 50 grand for it cause, I'd probably sell it for a million. Nah, I'm not ever going to sell it. I'm a hoarder. I'm not going to lie. I'm not going to sell it. But the perceived values gone up, right? Now, I can tell you that story, explain how I got it and why I got it, and then why I created a course in the members area behind that.
There's so many powerful things you can do. And there's so many things in the public domain, so many insane amounts of products and service and things you can find that are amazing. And I remember when I first learned about public domain, I didn't understand, I didn't get it. But if you look at any market, any industry, there's some amazing things. The thing is to be able to find them, you have to understand that people spoke different back then in the early or late 1800s, early 1900s. So when people were, again, when printing was happening, people were being prolific and these things were coming out there. If you're in the health business, they didn't call it health and fitness. They call it physical culture. So if you're searching for health and fitness, you're not going to find any good books back at in the public.
Maybe if you type in physical culture and you go to, can go to eBay and type in physical culture book and look at books published pre 1923, or if you go to gutenberg.org and type in physical culture, they'll start showing you the different books and things were written back then about health. There are people writing amazing stock books back in the early 18, late 1800s, early 1900s and type, and again, I'm not in the stock market, but you can find books on the stock market. And maybe the books are outdated, but maybe there's something inside there. One principle, one philosophy, one concept that's inside this old book you found in 1940 that whatever, it opens up a really cool story for piece of your offer. In, again, personal development, the New Thought Movement, it was what that title that time was called.
So if you go to eBay or Google or Gutenberg or whatever and search New Thought Movement or things like that, that's going to start finding these products. And you start finding these books and things and you start getting to know who the authors are and what other books they wrote and very, very quickly you start finding some amazing things that are in the public domain. Then you can repackage and put them into part of your offer or they become the front end offer or they become a whole bunch of different things. So I'm telling you guys this, cause I'm giving you guys a treasure map where I'm going. You'll see it, you'll see part of it probably summertime, you'll see a lot more of it happening throughout this end of this year, over the next three years you'll see it a lot until the library slash museum is done being built.
And then over next five years, 10 years after that, you'll see where I'm going with all this. But this is the plan. I'm writing my own books. I'm studying these things where I'm taking these gems and I'm finding the things that are in the public domain that make sense, that are still applicable today and figure out how I can use them as lead magnets to get people into my world to find different segments of the market that will connect with this person versus me and create books and training courses, all sorts of things based on the works of the great minds that left before us. Again, people spent decades of their life. And back then it wasn't jumping on Google Docs, or writing something and shipping it to create space, and you have a book 15 minutes later.
For them to create something like this, this book set here, for her to create this I can't even imagine how much work and effort had to go into the writing of it, the printing, the publishing, putting it into a box set like this, and her traveling to the country doing seminars -- and hold up so you guys can see this. This is one of the most beautiful things in the world for me. But you can see the video version. This is the original box set of it as well. But that's the magic, right? This Brainology course, again, I will conserve, I was telling my kids, I was like, I'll conservatively make at least a million dollars the next 12 months off of this book set alone. That's the value of it to me, right? Cause I know these skill sets, the things we're talking about, how to create offers and funnels and courses and product, all the skill sets you guys are learning here inside of our world, inside of our community, can all be used for this, right?
For you to be able to go and create offers as well out of all these cool things. So anyway, I hope this stimulates some thought in your mind. Hopefully worst-case scenario you go to, gutenberg.org is where it's a company that, or I don't think it's non-profit. It's scanned a whole bunch of public domain books. And you can find books that are already, the text files, the entire book's there, and you can grab them, start using it. Or go on eBay. I'm obsessed with eBay and old bookstore trying to find the original copies. Cause if I'm going to republish something, I want to have the original copy, why? Cause I make my video sales letter, my webinar sell, I want to be able to show the thing and talk about it and show experience. Like this thing right here cost me blah amount of dollars.
There's no way you get access to this except when you blah, blah, blah. Buy my thing, join my membership site, buy my book, and this is the bonus. I needed to use these unique, interesting things as part of the offer that then we can wrap in now makes our offer exclusive. Again, I talk a lot about times we create a product and other people have similar products and now it becomes a commodity. But if you can create something where I've got this product, but my bonus is this and I'm the only person in the world that has this, therefore if you want to buy it, you got to pay a premium because I'm the only way, this is the only way to get access to this offer. So anyway, I hope this gets the wheels in your head spinning. You guys, this is exciting to me.
I'm going to keep sharing more pictures and videos of the old books I'm finding. And I think one of the cool things about this is like, yes, this is content, this part of the offer, is me telling the story about it. But this is good pictures for Instagram, this is good for Facebook, Facebook Lives, there's so many stories around acquiring these things that are exciting that are fun to share. So anyway, I hope that helps get the wheels in your head spinning, you guys. I appreciate y'all all for listening, for being part of you listening to the podcast, being part of the channel, watching Instagram, whatever you're doing, wherever you're consuming this at, if you enjoy it, please share it. And hopefully this gives you some usable ideas about how you can start creating really cool things from the public domain that'll help you in your business and in your life. So that's said. Thanks you guys. Appreciate you all and we'll talk to you soon.