EP NNA 74 – Dominate The 4th Quarter With These Marketing Actions

NNA 74 | Marketing Actions

 

The closer we get to the end of the year, the more exciting it’s getting. If you’re ready to dominate the fourth quarter, then you’re in the right spot tonight. On this episode of Note Night in America, Scott Carson shares his four-week action plan to dominate the 4th quarter of 2020 to find and acquire bank notes. He also discusses his simple fifteen-week email plan to connect with your audience and to raise private capital to fund your distressed note deals.

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Dominate The 4th Quarter With These Marketing Actions

I’m honored to have you joining us here. If you’re ready to dominate the fourth quarter, then you’re in the right spot. Thank you for joining us. We have these calls every Monday. I’m excited about what the future holds for us out here as we dive into what’s going on here as we roll into the fourth quarter in the next couple of weeks. You can always go check out the replays by going to WeCloseNotes.tv and clicking on the Note Night in America playlist. While you’re there, make sure you hit the subscribe button on our YouTube channel, so that you are always up to date on the different trainings and videos that we upload. Thank you for the 30 million-plus readers. We love you. Thank you for continuing to show up, continue to download, read and comment. You can always check out our episodes or anything else if you go to WeCloseNotes.com.

The closer we get to the end of the year, the more exciting it’s getting. We’ve made some great offers with some couple of other investors on and looking forward to the results. Many of us want to dominate this fourth quarter. Before we dive in, football is back. For a lot of people, the NFL is back. For many people, you’re used to seeing at the end of the third quarter, the fourth quarter, people raised their hands high. They dominate the fourth quarter. Many people don’t know what that means. I was talking to somebody and they are like, “Why do people raise that?” They’re not from here in the United States and that might be part of it.

I was like, “That’s because they plan on dominating the fourth quarter.” All the work that they have done prior to this, the hours of training, working out, eating right, lifting and practice. The hours of repetition leads to them knowing that they’re going to dominate the fourth quarter. Games are won in the fourth quarter with comebacks and things like that taking place. You can dominate the fourth quarter as well. We’re starting to see note deals, ladies and gentlemen. I’m a little bit surprised by the amount of some residential stuff that we’re seeing. I didn’t think we would see it until the fourth quarter, but they were already getting lists out to us over the last couple of weeks. We start seeing note deals.

I’m surprised at the pricing. Non-performing note deals are somewhere in the 40% to 50% of the UPB range. These are notes that are probably 150, 180 days in default and beyond like that. I’m excited about that. t was good-looking properties and not contract for deeds or lease options. These are beautiful properties in some of the things that we’re seeing out there. They are $100,000-plus to $400,000 and beyond. We’ve seen some million-dollar properties that they’re looking to move, California, Texas and Florida assets in good range. We’ve seen some higher fair market values on single-family properties, but those are the ones that we primarily looked at.

We’ve seen commercial notes. I’ve seen some residential, mixed-use, apartments and stuff coming into the hotel stuff. I was on the phone with the asset manager at IBC Bank here in Texas on a hotel deal that we were talking back and forth on. I’ve seen a lot of stuff. If you have not been putting the work in if you’ve not been marketing if you’ve not been reaching to banks, what are you waiting for? If you’re looking for deals, you can’t afford to wait around anymore everybody. This is serious. You’ve got to make this a daily habit of doing something. I don’t care if you’re working full-time. I get it, if you’re working full-time and you can’t pick up the phone and dial for dollars. I understand it, but you can jump on LinkedIn. You can do an email blast out. I was on the phone a couple of days ago with the head of PNC special assets manager. I’m amazed, they are taking phone calls.

I’ve talked to people that I have been trying to get into for years. They’re like, “What are you looking for?” I’m serious about this. You cannot afford to wait around and wait until the perfect time. The perfect timing is right smack dab now for you to be taking action and to make things done. I’ve spent more time in the last three months on marketing. I’m getting stuff ready to rock and roll on our email systems and on email services. We’re trying to help people get things rock and rolling. There’s so much opportunity right now as we roll in to make 2020 special for a lot of people out there. Good-looking assets like the single-family, three-bedroom, two and a half bath houses in Prosper, Texas that I looked at and made an offer on. I’m excited about that one. This one is in Katy, Texas. This a gorgeous property. It’s been defaulted by six months. It was a first payment default. The borrower got into it in December, January and defaulted in February. She either lost her job or they went into it.

NNA 74 | Marketing Actions

Marketing Actions: If you’re looking for deals, you can’t afford to wait around anymore.

 

I came with a forbearance agreement. It’s pending foreclosure. It’s set to foreclose the first of 2021. I’m salivating at the price point of what they’re doing. It’s three times the house I live in right now. I love our house here in Austin and it’s beautiful. I’m very blessed but when you look at something like that, we were like, “These are some great deals.” You cannot afford to wait to take action out there. If you look at the timing in 2020, there are a few weeks left in the year. There’s an opportunity to take an action. The start of the fourth quarter isn’t going to be like the whole new gold rush. It’s going to be the note rush. I’m predicting in the fourth quarter, when they come out with numbers, single-family residential default rates are going to climb to 9% or higher. They are at 8.22%.

They’re talking, “It’s a great time to buy real estate.” You’re still in the high-end, but you have the haves and have nots. The have nots are in trouble. We all know this. I don’t need to beat a dead horse, but that’s the group that is struggling. That sub-$400,000 and that sub-$200,000 price point range is what struggling out there. That’s going to be the worst one. I’m also predicting you’re going to see commercial default to continue to climb as they don’t get bailed out. As things get worse, you have three options to monetize and cash in. You can either get active, be an active investor, calling banks, closing the deals, reaching out to LinkedIn and emailing asset managers.

I don’t think you’re listing websites like Paperstac or others are going to be around to take advantage of this. They’re not going to see things for 6 to 12 months for the most part because things are moving so fast. Most of the product is directly at the banks these days. It’s not going to fizzle through to a hedge fund or through to somebody else. If you’re waiting around for deals to hit Paperstac or NotesDirect or whatever it might be, you’re going to be waiting a while. The first step is going to be very active, going out hunting and killing your own deals. It’s hunting season everybody. I’m hunting high-profit rabbits. It’s rabbit season. That’s the first step, is to become a hunter.

The second step does not have to be a hunter. You could be a passive investor while you’re funding deals and there’s nothing wrong with that, “I’m going to fund a deal. I don’t have the time and energy, but I know the opportunity. I want to write a check. I want to fund a couple of deals. I want to jump in a fund.” That’s great. That’s a beautiful thing to be at. Some of you are going to be a mixture of both of those, and that’s fine. Some are going to fund some deals for your own profits and joint venture in other deals. That’s fine. I have no problem with that. The third step though, the third option for most people and I hate to say this but probably 90% of people are going to fall into this category and do nothing.

They’re going to continue to want. I want to do this, but I’m too scared to send an email. I want to do this, but I’m too scared to pull the trigger. I want to do this, but I’m going to be happy with what I’m doing. I’ll be happy as a realtor making my 3% as a leader. I will be happy as a mortgage broker making my 1 to 3 points. I’m going to be happy working for the man even though my job may not be secure. I’m going to sit here itching itch and not do anything. I’m going to show up. I’m not bashing you, it’s that whichever one of those that you fall into, you have to realize you’re in that position because of the decisions that you’ve made along the way.

If you’re scared to death to pull the trigger and take action, you’re not going to be seen at the beginning of the year feeling good. We have too many highly-educated and over-educated people in the real estate space that go from workshop to workshop, but don’t have the way bows to pull the trigger, to write an email, pick up the phone and make twenty phone calls even though you live on this thing. I’m saying this because I love each and every one of you. I love it that you come out on Monday night. I love it that you listen to my podcast. I love it that you’re in the classes, but I would love you more if you pull the trigger and either go kill you something or go fund you something.

I love cheerleaders but cheerleaders aren’t in the game. You don’t dominate the fourth quarter by not taking action. Some of you are like, “It’s too late. I’m too old and don’t understand.” Everything in what we taught, everyone is capable if you will take the time to sit down, pull that stinking thinking out of your head, and start taking action. I don’t care how old you are and what your background is. You can do this if you will be motivated to do it. Let’s talk about some of the important dates that are upcoming in the fourth quarter. These are important dates of significance in the note industry. These are not workshop dates for the most part. They’re not conference dates. Most of the conferences that are going on are going to have zero impact on buying deals and making money for you.

NNA 74 | Marketing Actions

Marketing Actions: You have to realize you’re in your current position because of the decisions that you’ve made along the way.

 

I hate to say that, but NIS, Note Expo, DME, none of those are going to have any impact on your bottom line when it comes to this gold rush that we’re seeing right now. It’s the first Tuesday of the fourth quarter where the banks are now going to be evaluating and know what their numbers have to say to get it. Here’s the big thing, banks have roughly a 30-day time window to submit their previous quarter’s numbers to the FDIC. That’s the important number on Monday, November 2th, 2020. That’s the 4th Quarter FDIC call where the reports are due. That’s when they’ve got to be in. They’ve got 30 days from the start of the quarter to get their numbers into the FDIC. That’s when BauerFinancial comes out with a new list roughly around that same timeframe. We’ll then see how bad has it gotten. How much in reserves have the big four put aside? How many more billions of dollars do we think that the banks are going to lose? Last quarter, $32 billion in reserves set up almost a brand new record from banks in the commercial side.

I have that date circled on my calendar. That’s when you’re going to start seeing a whole lot of stuff coming out. November 23rd to 27th, 2020, that’s Thanksgiving week. That’s a dead week in the note business. Thursday is Thanksgiving. People don’t all work on Wednesday. Fridays and Black Friday, they’re not going to be in the offices. You might get something on Monday and Tuesday, but it’s not a good week to market. It’s a dead week as the banks get ready in that last week, the last few days of November rolling into December. They’re prepping for what December is going to look like. On December 15th, 2020, that’s when the eviction and foreclosure moratorium ends by the executive order in most States out there across the country. That’s when you’re going to see. Moving into January 15th, 2021, that’s under 21 days in Texas. These guys would be pushed to a February foreclosure date for the most part. Thursday, December 24th, 2020 is Christmas Eve.

If you can fund before then or get your wire in when the deals are closing, that’s a bonus. Wednesday, December 30th, 2020. I predict this being the last day to close. On Thursday, December 31st, 2020, a lot of banks don’t want you to close to be wiring in on Thursday because if you wire in, it shows up after four, it goes to the next year. They’re going to want their wires and things to be in by December 30th. I put that as a hint because as you’re talking to bankers and they send you a list and you’re making offers, you’re going through due diligence or stuff like that. That’s the drop-dead date to get a discount. You will also see a lot of other deals. If you can close by the 30th or the 24th, you’ll get a better deal.

If it goes into next year, the discount is off. We reset some things. We push it to the next quarter. Tuesday, January 5th, 2021. That’s the first Tuesday in Texas. That’s when I foresee, we’ll see a lot of foreclosures. They’ve been delayed and pushed back. Here in Texas, we have a lot of people here. Texas is where I live. Austin and Houston are our number one market for people reading in. I put that down to circle your date. You’re going to see a lot of people showing up. If they don’t delay things, it’s going to be at your County Courthouse across the State, across Texas. All the counties are going to be huge. I might even show up to the Travis County, depending on what we see taking place. If you were talking that there are a few weeks left, if you’re looking at the number of days that you can call, there are only 30 workable days for you to call and email.

Tuesday, Wednesday, and Thursday, there are 30 days of that before we hit December. If you wait around in December to start calling banks, you are going to be too late. They are going to be too busy to move or to answer your call. They will call you back on the first of the year. That’s why it’s important for you to be setting that groundwork, that framework right now, Tuesday, Wednesday, Thursdays pushing up to this. Why it’s important over the next 90 days? You have 30 days left of workable numbers to get into the 1st of December. You break it down into roughly about ten weeks. If you can only send one email out or one day of calling and making 50 contacts, potentially you’ve got an opportunity to make 500 contacts between now and have more than enough stuff on your books to move. If you send an email out once a week to asset managers, you can hit that 80% of sales that come after the fifth contact. Our whole processing, the first one on Tuesday and the second one on Thursday.

To those of you who have opened the first one, you’ve got ten weeks to get that rock and rolling to roll into December. You can do this. If you’ve not done this before, you still can do this. When you talk about the banking aspect. When you talk about connecting with your database and with your investors, you still have the opportunity to do that. Most people right now are sitting at home, twiddling their thumbs watching Netflix, Amazon or whatever Disney Prime just waiting around. You have ten weeks to get your database in line. What do I mean by inline? It means reaching out to them saying, “What’s going on? How’s it going?” Get them invigorated to be ready to fund some deals and pay attention, not just touching base. It doesn’t mean sales. I’m not talking about sales.

I’m talking about if you’re going to be using your database to connect, to buy deals, and help you fund your deals to sell assets to, that means ten emails. That could be one email a week to your database to prime up for raising private capital for this big year-end push. The question I’m going to ask you again, “What are you waiting for?” It is not difficult to be. How many of you have a stack of business cards sitting at home there in a shoe-box not doing anything for you and collecting dust? Everybody raises their hand because everybody does. There’s only been one person that I’ve ever seen that has done an amazing job putting their database together. He’s Dickie Baldwin. He’s done an amazing job putting his database together from all the contacts he has had for many years. I’ve never seen a better person do it.

NNA 74 | Marketing Actions

Marketing Actions: If you’re scared to death to pull the trigger and take action, you’re not going to be seen at the beginning of the year feeling good.

 

You still got to reach out, contact people, and start getting the work. This is the time of year that people are fine with email blast. They’re getting those letters. They’re getting those postcards, “Happy Thanksgiving, Happy Halloween, Merry Christmas, Happy Kwanzaa, Happy Hanukkah and Happy New Year.” You’ve never had a better time to start sending an email blast out your database to prime the pump to lead into a good fourth quarter and into 2021. You can start reaching out to your database. Start doing a Facebook Live and a weekly post. I would do more than once a week on your posts but as far as email blast down, you’ve got ten weeks to get everything rocking and rolling before we roll into the holidays to make people ready to work. When you get to the middle of December, people shut down, whereas banks don’t shut down, but other people shut down. They’re going to Christmas parties or getting drunk on their eggnog, and taking pictures of their ass or with their faces against the machine or whatever it might be. We all have seen that. “We’ll do it next year.”

You got to prime that pump and start pressing forward because if you keep waiting around and to send an email, “I’m going to wait to talk to my friend.” Don’t quit waiting. What are you waiting for? Start those conversations now, otherwise you’re going to get a lump of coal for Christmas. I know that is a future diamond in waiting. You can tell yourself, “I’m a piece of coal. I need more pressure and I can be a beautiful diamond.” The pressure is on you right now. You don’t want to get a lump of coal for Christmas. You want that diamond ring. You want to ring the victory bell in the fourth quarter. You want to raise that hand up high come in the middle of December. We’re closing some stuff. I’m getting excited here but that’s what I’m trying to get at. I’m excited because of the things I’m already seeing, I wish you could see it. I wish you could take note if you start taking that activity. If you start putting things in place to get things done.

We are seeing assets. I want to highlight some Texas assets because everybody’s so excited. These are pictures of the assets that we have seen and looked at, Fort Worth, Texas, The Colony, Texas, Prosper, Texas, Katy, Texas, McKinney, Dallas, Houston, Texas. One in Sugar Land, Texas and then you got one in Portland, Texas, which is down by Corpus Christi. Somewhere in here is a million-dollar property. There are deals all over the place. That’s just a taste. We got 190 assets and 190-plus nonperforming notes in. The last we worked on, we submitted in fifteen bids at a $2 million purchase price. Not just the Texas stuff, but the stuff in others. There are a couple in Maryland. There are stuff in California, Florida, North Carolina and South Carolina. The asset manager says, “Fifty percent of UPB should get it done.”

That’s why I’m saying if you’ve ever been sitting around wondering, “Is it worth my time?” Yes, it’s worth your time to pick up the phone. It’s worth your time to jump on LinkedIn and start connecting with asset managers. You can sit here and say, “I’m not going to do it.” That’s fine. Go watch Monday night football. They had a double-header. You can sit here and watch Monday night football and just hee-haw about it, or you could do something while you’re sitting there contacting asset managers. Delegate and do things twice. Hire your VA. There’s so much stuff that you can do to find these deals but I see people not doing it, not taking action and it drives me bonkers because a little bit of activity would go a long way.

People say, “Scott, what do I say to my audience?” I can understand what I’m going to say to the banker, “What have on your books this quarter or this month?” It’s the same thing. It’s reaching out to your database, your business cards, the people you’ve met at Note CAMP, Note Expo or at your Meetup group. There are specific things you want to say. What do I do? You contact the banks. You don’t waste your time contacting the lawyers because the lawyer is going to be busy foreclosing or sitting there twiddling their thumbs because they know they can’t foreclose until the end of the year.

You contact the asset managers. The first email you send say, “Hello? How are you? I would like to connect.” That’s the first email in a ten-week email series. Short and sweet, 2 to 3 paragraphs basically can fit on one screen, just “Hello, how are you. This is what I’m doing.” Week number two, something simple there. You share an article and a little bit about what you’re doing and stats, “Did you see the thing? Numbers came out for this much.” “Here’s an article on HousingWire or DS News. I just want to make sure you’re aware of this.” Week three is a case study. A previous deal that you have done, a fix or flip, rental, a wholesale deal, an option, a note deal, preferably or somebody else’s case study that they’ve done. It’s simple, “Here’s the deal that I did last year. Here’s the deal I did six months ago. Here’s my first deal. Here’s how I turned $100 into $40,000.” Week four is another stat or article. You’re getting into the middle of October about this time. It’s another stat or article from HousingWire, DS News, USA Today or whatever it might be.

Week five is a little bit more about what we do. This is the fifth email. Eighty percent of sales come after the fifth contact. This is the fifth contact, “I want you to let you know. You probably had a little bit of idea that I’ve been a real estate investor over the last few weeks, but here’s specifically what I do. I’m buying debt. I am the big short in a smaller shorter fashion.” It’s what we do. It’s short and sweet. You may want to include a video with that. Week six rolls into roughly right before Halloween at that point, “Trick or treat or is your investment naughty or nice.”

NNA 74 | Marketing Actions

Marketing Actions: 80% of sales comes after the fifth contact.

 

Week seven, Hello, November. “Hello, is it deals you’re looking for?” You can talk about the numbers. What are the default rates look like? Do the numbers get better to get worse? What are we looking at in this state? If you go to any of my Note Nation Top 40 Cities, I gave some specific websites on there that you can pull recent numbers. Week eight is case study. “Here’s a deal we did last year. Here’s the deal that we did as we rolled it into the fourth quarter.” The reason you want to give case studies or deals that you’re working on is you want to get them primed. You want them to be like, “That’s a good deal. I need to do something.”

Week nine is stats or article again, “Here’s a great article that I thought you might find interesting.” If you see something that you’re willing to share, take the time and send an email out to your database. Don’t just post the article. I was talking to a guy and he’s like, “I’ve already posted these articles, but nobody responds.” I’m like, “Your articles are the same damn thing. You’re not giving any commentary. You were referring to an article that somebody else wrote, but you’re not giving your opinion.” What is the article got to do with me?

Week ten is Happy Thanksgiving. Are you happy? Are you rejoiceful? That’s week ten, but that’s not the end of the year. Week eleven is Hello, December. Are you ready for the end of the year? Are you ready for those credit card bills? Are you ready to pay for your mortgage? Are you not paying for your mortgage? Week twelve, “Why don’t you invest in the gift that keeps on giving?” That’s not a trip to Vegas. That could be a performing note. The gift that keeps on giving is buying notes.

Week thirteen could be the end of the year planning. Week fourteen is another case study. Week fifteen is a Merry Freaking Christmas, Happy Hanukkah, Happy Kwanzaa or whatever it might be. That could be your week 10 or 15 to get them primed up to share case studies and what you’re doing, a video talking about your business. That’s what you should do. This takes less than an hour a week for you to do. If you are brand new, it can take you longer, but you got to spend some time there. If you have to go get a brand new MailChimp account, you need to start putting in a little bit of database and start emailing them out immediately. Not a whole upload of 5,000 people and you get it shut down on you. One of the big things I’m always surprised at is the little amount of activity people in sending an email.

“I don’t want to bother people. I always want to send an email once a month.” Nobody’s going to recognize you once a month. Once a week, you send it out Sunday at 7:00 PM Central or your time zone. These are the things that successful people are doing, and this is what we have planned. I am showing and opening up the kimono. This is what we’ve been doing. This is what’s going on in my investor database, my warm context, not my real estate investors. Most of you probably won’t even see this because you’re not on that list, but I’ve got a different database that I send out to. I’ve got 100,000-plus people in a database, investors and contacts from all across the country. This is the plan of what we’re doing.

You talk about ten weeks to get your asset managers up. It’s the same thing at the same time. You’re sending an email out to asset managers, picking the phone and calling them and reaching out on LinkedIn. Once a week, send an email out to your database. This is not anything difficult. A monkey could do this and most of you are smarter than a monkey. Most of you, “I know I’m not. I got that chimpanzees got me beat on my IQ.” What I’m trying to get is if you are an investor, this is what’s going to separate the men from the boys, the ladies from the girls. It is up to you whether you want to cash in and be ringing that victory bell come December 31st and New Year’s Eve having a bottle of bubbly like Dom Perignon or some Andre. We all know what we like better. Don’t get me wrong. Andre’s not bad, but we want some good champagne to celebrate that 2020 is done and you got a lot of momentum. You’ve made some stuff happened and there’s plenty to go around.

For some of you, it’s getting that first deal done. Some of you, “I need to get ten deals done.” For some of you, you’ve had a bad year, a bad two years, or had just shit happened to you. That’s okay. Welcome to the club. It’s called life, but you have the opportunity to be reinvigorated and realize if you work hard these next 90 days, you can erase a lot of those mistakes. You’re going to erase a lot of those bad things and be able to start over or put yourself up at an opportunity. I mean that from the bottom of my heart. I don’t sit here on the show. I say these things to each and every one of you because I believe in each and every one of you. I’ve seen too many people that came from nothing like negative and do well.

NNA 74 | Marketing Actions

Marketing Actions: It is worth your time to pick up the phone or jump on LinkedIn and start connecting with asset managers.

 

For those of you that have something that came from good backgrounds, there are no excuses at why you can’t exponentially explode things. I’ve been talking about the fourth quarter. Ladies and gentlemen, it is here and that bell is ringing. It is game time for all of you. Somebody asked me, “How do we contact the attorneys, the bank or whoever?” No, you’re going to contact the asset managers. If you’ve never done that before, then you may need to take and look at our classes.

What questions do you have? I’m here to answer these questions. I want you to take advantage of what’s going on. It’s an amazing time of the year to be a part of this. You can change. If you guys are sitting there struggling and like, “2020 has been a shitty thing. I’m giving up.” You can do that and sit here and cry in your mouth, and the situation is not going to get any better for you in January 2021. You can act now and dive into it. Start taking action on what’s going on for you guys right now. I would love to have you be a part of it.

I want to open up to any questions, comments, concerns before we let you go, everybody. “Should we be getting the banker’s lineup as well as the investors to get the pump pumping in the New Year? What is a good way to lead the investor’s IRA conversation about it?” It’s like we said before. We should be getting the bankers line up. It’s the same thing. Remember we talked about this. Take your database. Take your business cards and start reaching out to them. Start that email blast. Start working on that MailChimp. Start talking a little about what you’re doing. You’ve just transitioned. You’re semi-retired and you’re working to bring Vanessa home. That would be a great starting point.

That’s why we talk about talking to investors in your local area. You want to reach out to some local investors in your neck of the woods. “I’m Donald. I’m an investor here in the Maryland area looking to buy assets. I’m retired and looking to be more active and have a bigger better control of what my IRA and my retirement account.” That’s why we’re going through this. We talked a little bit about this before. We got some more good stuff going on. Thanks for asking that. To prompt your investors, it’s going back and setting up the schedule. I said the whole 10, 15 weeks schedule of emails on a regular weekly basis.

We got a question, “What’s interesting about real estate deals is that based on the situation and the spreads. There are deals that are better if you lack emotional maturity and other deals where your emotional maturity, you’re good to go. There are lots of positions in profit potential compensation. Those are ranging from 4 figures to 9 figures for a residential per deal, depending on the volume of the deal closed. You can make this an actual career.” You can if you put the things in place. It all starts with having enough deals. The deal flow comes directly from the banks and the bank asset managers. That’s why we call this Note Buying for Dummies.

On day one, it’s how to pull a list of asset managers. There are over 3,000 asset managers that you can reach out to on a regular basis to start contacting and start sending you deals. You don’t have to do direct mail campaigns. You don’t have to dial for dollars if you don’t want to. There are some things you can do to start having banks send me stuff up there. Are there any comments, questions and concerns? Ladies and gentlemen, that is all I have for you. Have a great evening and we’ll see you all at the top.

 

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