Podcast - Episode 7: Becoming a Go-Getter: From Guru to Growth

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Episode Transcript:

From "Guru" to "Go-Getter": Implementing Advice, Not Just Consuming It

Lance Pendleton: On this episode of consumed, we're going to be talking about what ends up happening when you are hyper focused on learning from the gurus, and what happens when you start trying to become a go getter. And guess what? As usual, it's going to be a lengthy debate that, you know, Lucy's going to agree with everything I say. This is consume the podcast for real estate agents who are tired of hearing the same old industry stuff and want to experience something completely different. Oh, do we have a good one queued up for this week? This week's topic we're going to be going through the age old question. It's not even an age old question. It's just a question and something that I'm very passionate about. And when this topic first came up, Lucy said, I can already hear you saying what you're going to say before you even have to say it. So the question of the week is, should you be following real estate gurus, or should you be a go getter? Should you be the person that is out bucking the trends and being the person that is innovating things rather than following gurus. And I'm going to hold right there first, because, Lucy, I really want your just general reaction thought because I can ramble on way too long on this topic alone. So tell me what your thought is there between the gurus of real estate and people doing their own thing?

Lucy Edwards: Well, first of all, yes, there are a lot of real estate agents who think they are gurus because they already met with so many coaches and they invested so much in education, so they feel like they know it all. At least that's how I took the question. And and they have a lot of education, but now they need to jump out of their comfort zone and be a go getter. Take all the advices you were given for years and all the books you have read, and just take advantage of it. But be yourself. Find what what you would like to focus on. Find your passion. Get your own goals and achieve them one at a time. And my priorities are very important. So that's how I see go getter. Go getter is to changing your mindset. And I think that mindset is a good word here. Changing your mindset and and be a go getter and take and just grab it by the horns.

Lance Pendleton: Grab it by the horns. That's that's interesting. So if you're going to grab it by the horns, you just mentioned goal setting. How do agents do with goal setting.

Lucy Edwards: In the way I understand not very well. Or they do set the goals, but they don't really follow through. Okay. Some of the goals are so unachievable that they should be trashed immediately. Some of them are so easy that when they do achieve them, they feel like they didn't even do anything. So it is very important. And maybe sometimes I not sometimes, but quite often coaching is important because coaching will help you set the right goals and the right coach. Not just the guru, but the right coach. Again, that is good for you. There are a lot of them out there and not everyone fits one size. Right. But once you have that direction, once you understand that you have that chemistry, you have that understanding with that coach, set the goals, be accountable. That's another good word of the day. Be accountable. I think it is. And it's important not just for the coach to keep you accountable. You have to feel that you keep yourself accountable. And I can talk forever about that. Not that I hold myself accountable.

Lance Pendleton: Well, well. And let me ask you the next question then. How good are agents at holding themselves accountable?

Lucy Edwards: Oh very bad.

Lance Pendleton: Okay, so I keep asking you questions because you keep telling me things about you need to hold yourself accountable and you have to have goals. And then I ask you, are you good at it? Are they good at it? And your answer is what?

Lucy Edwards: That's why it is important. It is so important For for them to focus. Times are changing. You cannot go back to 2024. 2023. 2025 is going to be a completely different, challenging year. You have to feel that. And actually, I am learning a lot from agents who are not keeping themselves accountable, who are not focused. And I'm changing my attitude. I think it is extremely important for me. And though I'm not an agent, but since I work with them, um, to, to kind of to rebuild my attitude and, and to make sure that my future is bright and beautiful.

Lance Pendleton: So if historically and consistency accountability is not very strong or good, if historically and consistency goal setting is not very good if historically and consistency or consistently. We look at the industry and as you just said, mindset and self-help and all of these things is not very good. Then why are we asking the agents to fix something that they already struggle with? You're telling them that they have to go have a go getter mindset and have to go do this and go do that? Well, they're already demonstrating that they're not very good at it.

Lucy Edwards: Then they need to find ways of of getting better.

Lance Pendleton: So they need a guru.

Lucy Edwards: Well maybe. Again, as far as the guru concern, if you take the guru as a coach, you just have to find the right person for you. And I went through I was I was with Matheny and and it's an amazing company. I have great respect for Brian Buffini, but that company was not for me. They my, my issue was when I came to them that it is hard for me to focus and I start five projects at the same time and none of them are finished. And they told me they can help me focus well, but I felt myself. Maybe they steered me the right way, but now I can do one project at a time. Or maybe two. But. But it's still Better for me. Then I went to Tom ferry. Tom Ferry only takes realtors. I'm not a realtor, so I couldn't really. But but I could feel that it was very motivating. But he's not for me. So you have to find someone if you cannot. If you are struggling to do it on your own, if you cannot lose weight on your on your own, you have to go to Weight Watchers or you or you have to go to the doctor. If you cannot, with smoking the same thing, you need to get help. So as long as you admit that you have an issue and you look for right solutions, I'm sure you can solve them. But first, it starts with understanding that you need change in your life. And once you get to that point, then then you can find the guru if that's what it takes. Or you can get your shit together and you can conquer it without going to the doctor and investing $1,500 in, uh, in diet, in diet pills.

Lance Pendleton: So what I heard you just say was basically agents just need to get their shit together and go do it right.

Lucy Edwards: If they if if they can do it. If not, find a guru.

Lance Pendleton: Okay, so if they could do it, but they're not doing it, is it because they're lazy?

Lucy Edwards: No, I wouldn't say they're lazy. I don't really think agents are lazy. What if they.

Lance Pendleton: Some of them do it.

Lucy Edwards: Some of them are naturally maybe motivated to do. Maybe they think that they're perfect. Maybe they are not. Maybe they don't have enough time. Maybe because they are so busy with little busy stuff that they don't have time to concentrate and focus.

Lance Pendleton: And they have five projects going on at the same time, at the same time, by talking to people. And they love talking to everybody, right? And they love going to conventions and events and meetups and doing all that's a thing, right?

Lucy Edwards: It is a thing. And it is important. It is important to network all that. Everything you just mentioned is important.

Lance Pendleton: It is important. But but when it comes to actually working on their business or focusing on some of the documentation, working on some development work. No doesn't not exciting right.

Lucy Edwards: That's not exciting. And they're putting it off. And that should be as the is one of their priorities. But I think it can be done. I again I can relate to realtors maybe because I've spent so much time with them. I feel sometimes that I'm one of them and I'm able to, uh, to, to basically navigate myself through all the issues and to make myself stop and not stop, not without starting another project like focusing on what I'm doing right now. I'm sure self-discipline will help. I, I personally, again, coming back to coach, I think it's a great solution. You just have to find the right person.

Lance Pendleton: So this is a fascinating conversation, and I have just really enjoyed hearing you talk about all of the different things that agents should be doing, right, and how much you relate to them and how much you connect. Let's just say to understanding some of the struggle. What if I was to tell you, Lucy, that the number one thing that agents could do to benefit themselves, particularly as we talked, the top 10% of agents is to stop, literally stop trying to change yourself. What if that was the actual solution?

Lucy Edwards: Well, I have split opinion about that because if I'm going to stop changing myself completely, I will have ten projects on my desk. So I have to focus and do the same thing with other with all the agents. They they have to if, if, if it is very important for them to work on their leads, for example, or to work or to prospecting or to follow up with the, uh, with, with their clientele. They have to take it as a project and maybe have priorities and finish at least one of them at a time. I think it will help.

Lance Pendleton: But what if I told you that the problem wasn't a lack of focus? What if I told you the problem was a lack of shifting focus? Lucy Edwards: Shifting focus is very important because again, you have to have priorities. So sometimes I start my morning and I'm sure agents do the same way with something that is easy. Oh let me just go through those articles. What's going on in this media? What did Inman just say? Is it really important when I have a deadline right at at 130 eastern time to do my podcast and I should really go over my questions. So you have to have your priorities. And this media article right now, maybe as important as it is for me to be, uh, you know, updated on all the news, but it can wait till 3 p.m.. It doesn't have to be done at eight, when my mind is so fresh and I can, uh, I can just really swallow everything. Why? Why do I need rismedia?

Lance Pendleton: But what if I told you that that natural pull that you have toward reading things that are fun and interesting in the morning was because you had an actual limitation or a problem prioritizing?

Lucy Edwards: I would say it is a problem.

Lance Pendleton: It is a problem, right?

Lucy Edwards: That is a yeah, it's it's absolutely a problem to prioritize. Okay. That article that is important can be done at 5:00 in the evening. Does not have to be done at eight. Right.

Lance Pendleton: But why. But if it can then why do you naturally want to do it that early? Why do you want to read it that early?

Lucy Edwards: That I that I cannot answer to you. But I know that to this morning. That was a good example. I put it off and I saved it for later.

Lance Pendleton: Good. And did you feel excellent and amazing doing that?

Lucy Edwards: I felt good, I wouldn't say an amazing, but I felt that was the right decision. You did the right thing. Lucy. Right. Get your shit together. Focus and do what you have to do between 8 and 9.

Lance Pendleton: But you would agree that's a constant daily struggle.

Lucy Edwards: Yes, it is kind of a struggle.

Lance Pendleton: Okay, so let's talk about it then, because here's what I want to address. And this is where this topic is fascinating today. What I would say is change. We all growth and change is human nature right? We all need to be developing, growing and changing. That's what keeps us actually connected to the world on the whole. But one of the biggest X factors that exists, as I said, is that agents need to stop trying to change themselves, which means that first you have to understand who you are. And you know, I said this before, I get clients all the time that they read some new self-help book about, you know, again, the 12 week year and the I always make the same joke. There's 52 weeks in a year. You're going to need all 52 of them in order to get things done. Like, that's nice for some people, but that's that's not for us. So here's why. What if I told you, Lucy, that your problem and the reason you relate to so many agents was because of the fact that you have some struggles, as well as some really amazing talents. But the struggles that you have are part of your prefrontal cortex in your brain, and they are part of the brain that handles executive functioning. What if I said that? Would you believe me or no?

Lucy Edwards: Yes, I would believe you.

Lance Pendleton: Okay, so if we have some limitations around only that one piece of the brain. Executive functioning. What is executive functioning? Cover. You ready? Executive functioning handles five different areas. Number one prioritization. People that struggle with executive functioning skill sets have a very hard time prioritizing. In fact, they love making lists. They make lists. They have lists of this and lists of that. They take notes on everything. They write everything down. There's 5000 things they wrote down. And then they look at the list and guess what? It feels unbelievably overwhelming. So they do nothing with it. It's why I love telling agents, go back to your go to your cell phone, look at your photo library and count how many photos you have of the last training class you went to, of things that were on the screen from the training class that you've done nothing with.

Lucy Edwards: I deleted those immediately. Oh, right.

Lance Pendleton: Because you feel badly about them, right? So prioritization is number one. Number two organization. That's the second part of executive functioning limitations. Organization struggles come into the fact that there's difficulty in organizing what needs to happen when and then staying with the process of that organizational flow.

Lucy Edwards: But that's what I mentioned also when I was talking to you. Focus, uh, making sure you prioritize, uh, all the tasks that you have to do. I know, put everything aside. Right. If something is more important and you always say now and not.

Lance Pendleton: Now, um, well. But so you've got okay, so you've got prioritization organization. I said there was five. Right. So the third one is time management. It's also known as time blindness. You see you can look at something. And a lot of folks in the agent world, I can say to an agent, we're leaving in five minutes, and what did the agent hear? We're not leaving. When? Now. Right. Or I can say, by the way, this is going to be we're going to do the listing presentation on Thursday. What did the agent hear? The listing presentation isn't due. What? Not now, not now. Right. So time management or time blindness, there's this confusion around how long something should take. Most agents, also something that they think will only take two minutes because it's exciting and interesting to them. Four hours goes by or there's something that really will only take five minutes to do, but because it feels daunting and overwhelming, it feels like it's going to take two hours to do so. You've got prioritization, organization, time blindness. The other one is impulse control. Impulse control, which means I'm sitting at my desk, I'm going to be organizing my CRM. I'm looking at my people. I have met this person over the weekend. The little pop up happens in the top right hand corner of my screen, and there's a sale on Zappos, and the next thing you know, I am buying shoes on the internet. Sound familiar? Well, thank God.

Lucy Edwards: It's not me.

Lance Pendleton: It is literally the squirrel. Squirrel? It is pure distractibility. Now, next last one is emotional regulation. And emotional regulation doesn't mean that you're running down the street screaming at people. Emotional regulation shows up in this underlying frustration at times. Or fear or concern about disappointing other people. Most agents hate disappointing other people, in fact, so much so that they will cleave themselves and morph themselves into a chameleon to shift, to be whatever it is that that person wants or needs at that point in time. As long as we're okay, you're okay. I'm okay. If you're okay, I'm okay. And that process right also gets seconded by what's known as paralysis, which is they're so worried about disappointing this person that they won't go left and they're disappointed about worrying this person so they won't go right. So what ends up happening is they do nothing, and you'll see this shift and waver back and forth. So there's a lot of things that happen in the emotional context behind that. So those are the five areas prioritization, organization, impulse control, time blindness, time management and emotional regulation that are part of your executive functioning skill set. Now here's the interesting thing you just said to me, right. And would you agree that those are maybe difficult?

Lucy Edwards: I would I would look at the emotional regulation a little bit different. I would look at it as, uh, and I think we spoke about it earlier where you get very excited. Oh, I just got the listing. Oh my God, it's an amazing listing. And then, oh, they changed their mind and they're going with another agent, right? Oh, they don't like the other agent. They're coming back to me. Oh, my God, I'm so happy. And that can just wear you out. But you just said it.

Lance Pendleton: They went to the other agent, which makes you feel what?

Lucy Edwards: But yeah, very low. They don't.

Lance Pendleton: Like me. Well, why don't they like me? Because I what disappointed them. I disappointed them, right. So again that's part of the whole process. So you said to me before that, you know, when it comes to this, you just need to get your shit together, right? And so all five of those things. Lucy, if I said to you right now, Lucy, just get your shit together. Change that process.

Lucy Edwards: Guess what? Well, it will take me some time, but I am, I am changing. It's hard for me. I am older than you are, so some habits are very difficult to change. However, I. I came to the conclusion. Me personally and I think a lot of successful and I consider myself successful. Yes, very much. And a lot of successful agents feel the same way that it the time comes where they have to step out of their comfort zone and they have to discipline themselves. I have enough power to maybe not at all five items that you just mentioned, but at least it's some of them, uh, to, uh, to make sure that I have control over my mind.

Lance Pendleton: Because you've learned coping skills. You've learned coping skills. You've learned like you just said in the morning, if I read the articles first, my day is going to be shot. But if I can leave the articles till later in the day and do something productive, I feel like I have got more control.

Lucy Edwards: Yeah, exactly. Exactly. And that definitely makes me feel better.

Lance Pendleton: But what if I told you that that work that you just said, all five of those things were actually human neurology, and you can't change human neurology?

Lucy Edwards: Well, you are what you are when you were born. I guess genetically, it also has a lot to do with the with what you are all about. However, certain things can be changed. You can. I believe that you can convince yourself you can. My husband always laughs at it. What? What's so wonderful about the woman? She can convince herself about something so deeply that she will really be living it.

Lance Pendleton: So. So you have you have glasses, right? Right. Can you see without the glasses?

Lucy Edwards: Well, I can, but not as good.

Lance Pendleton: Not as good. So why can't you just change that, Lucy? Just change it.

Lucy Edwards: Change. Like. Oh, like I can have a surgery, but I like myself in glasses, so I decided to keep them.

Lance Pendleton: But if you couldn't have surgery. Because let's just say your eyesight was a non-surgical procedure, wouldn't you? Just. Can't you just change it?

Lucy Edwards: Well, that is that is different. You can change.

Lance Pendleton: Your height, right? Why can't you change your height?

Lucy Edwards: You can wear high heels and then you could.

Lance Pendleton: But could you physiologically change your height? No.

Lucy Edwards: You cannot. Why? Well it's impossible. I mean.

Lance Pendleton: Just like changing brain neurology is actually impossible.

Lucy Edwards: You can train the brain. You can wear high heels.

Lance Pendleton: You sure? But your glasses, Lucy. Right. Or a way of helping is an assistive process for something that is a naturally occurring thing. And that is the same as executive functioning limitations. So people that have executive functioning limitations, it is most often in human neurology. And by the way, what if I told you that almost 70% of all of the agents in the real estate agent community have executive functioning limitations?

Lucy Edwards: I would say it's at least 70%, right.

Lance Pendleton: So when we talk about gurus, right. And following the gurus versus being a go getter, every agent wants to be a go getter. They want to do those things. But the problem is, is that for some they don't know how to. But for many, they actually struggle in areas where there is no I'm just going to buckle down and do this because that's not how it really works. You can learn some coping skills and some ways of improving certain elements of something, but I'm going to give you what the problem is. The problem here, Lucy, is that the gurus actually understand a lot of this and don't care. And here's why. Because real estate coaching is the same as the healthcare industry. They follow the same model because both of them are in the business of symptom treatment, not treating the cause. If you go to a doctor and you have high cholesterol, they give you a pill. They don't sit down over a period of time to discuss your nutritional habits. Your exercise habits work through different elements with you. Why? Because there's no money in treating the cause. The money is all in treating the symptoms. It's symptom treatment. And that is the same thing that real estate coaching is. It is designed and built around keeping you dependent on the coach. That's the purpose of it. It is not intended to help the actual cause of the problem, because if they solve the cause of the problem, guess what? There's no more money. So what do you think about that?

Lucy Edwards: So let me ask you, because you are a coach and and you are a successful coach, and majority of your agents, as I understand, are successful agents. What what are you trying to do with your agents for them to be cured, for them to be independent?

Lance Pendleton: That's a great question. That's a wonderful question. So the first thing that I do with them is help them realize what the problem is, just like we discussed it with you. The second part of it is to help them realize that they will never be cured, and there is no cure, and there's nothing wrong with them. Curing by definition means that there is disease or defect. There is no disease or defect. We're just wired differently. And people that have executive functioning limitations or executive functioning struggles are wired differently. There's also a part that is extremely genius level right when it comes to things that they far exceed people than average population. I'll give you a couple of examples. One, most agents, again, that have executive functioning limitations, they exceed at these four things one, empathy, they have a much stronger and higher empathy skill set than the average person. Two they develop and nurture friendships more meaningfully and more deeply than the average person. Three they can shift very quickly in problem solving mode at a rapid pace to deal with things much faster than the average person, and for which is the most important one is they can actually almost develop what's called the sixth sense. They can read what people are thinking before they say anything. Now all four of those things are far greater. Now, when you think about a real estate agent and you think about the work that we do, if you were phenomenal at what reading a room and understanding how people might be feeling or thinking if you were phenomenal at empathy and connection, if you were phenomenal at developing trust and friendships, and if you're phenomenal, you see what I'm saying? Like, that is the best part of what they do. Now, if I tell you, by the way, let's do goal setting and organize your marketing plan for the year. Well, that requires what? Prioritization, organization, time management, impulse control and emotional regulation. Which is why. Guess what?

Lucy Edwards: It's not going to work.

Lance Pendleton: That shit doesn't happen. And that's why for me, you will hear me say so. Your question to me is, as a person that works with agents and I do not like the term coach, I don't really consider my coach. I use the term because we have to. So people understand what it is that we're doing. But the first thing I do with people that I work with is help them understand that there's nothing wrong with you, and please stop reading all these stupid self-help books about things all the time, because the reality of it is when you accept that you're totally fine the way you are, there's some limitations. And guess what? You find some good structured way to work through and work around those limitations so that you have a better and more comfortable understanding of how to help and support people in the world, like in the role that we have, without having to just beat yourself up all the time. And so that's a core component, Lucy.

Lucy Edwards: Well, I and I agree with you. And I guess I fall into the second bucket, the one that can connect with people and can solve problems. I have a very quick mind when something has to be done or changed or adjusted.

Lance Pendleton: And highly gifted at developing relationships and nurturing your. By the way, your your Rolodex is better than any other person. Seriously, that I know. In the world of real estate, you have more connections in the world of real estate than anyone else I know.

Lucy Edwards: Well, thank you, Liz, but I'm very bad at goal setting.

Lance Pendleton: Right.

Lucy Edwards: And I struggled to change my schedule.

Lance Pendleton: And so let's let's talk about that too, because that's an interesting component because everyone says, and especially around this time of year and then coming into 2025 and stuff, people are like goal setting, goal setting. I'm going to say something that usually gets me an email or two of displeasure. Goal setting and business planning and real estate business planning in particular in real estate, is the single stupidest thing I have ever seen in the history of real estate. It is so dumb that you would actually take this concept, right? And it is the true definition of insanity. Brokerages go out and they decide, well, we have to show agents we're doing things for them, so we're going to do business planning. So they have all these charts and graphs and things you can fill out and sales meetings and all the business planning and what are you going to do? And you have all this stuff and you're going to plan all these things and it's amazing, right? And all this is, This is great. And then what happens come January 1st? Nobody does shit with any of it. Nothing. And what does the company do? Nothing. Why? Because they check the box like they do every year to say we did our business planning. And beyond that, good luck. God bless. It is stupid. And here's why. Knowing what I know right. Knowing what we've just learned about people that may struggle with some executive functioning skill sets.

Lance Pendleton: Here's what you get. Executive functioning. That part of your brain is regulated by dopamine as a primary chemical in your brain to help executive functioning. Now, when you have low dopamine, right, you're unmotivated. It's very hard to find enjoyment. So you kind of, as an agent, become a bit of a dopamine junkie, you know, and you become this dopamine junkie about things that are exciting and interesting and compelling, maybe like, you know, the Rismedia articles and Inman things and stuff like that. Right. But you look at this and here's what happens at the time of year we come business planning. And by the way, your year you did fine, but it's going to reset. You're going to go back to zero January 1st. Why? Because you suck and you're not worth anything. And you got to do it all over again. And you don't want to lose all of the momentum you had in the steam. So we're gonna do business planning. So agents, dopamine goes up because I'm going to actually this year start a team and I'm going to have a team and it'll be great. There's gonna be ten people on my team. And so that top level right is all dopamine. It's exciting and it's it's invigorating. It's wonderful. And that top level of goal setting and business planning is great. That's fine. But then what happens.

Lucy Edwards: Then you go get a should come jump out of you.

Lance Pendleton: Yeah you're right, the go getter should unless you have executive functioning skill set limitations. Because then you have to apply what prioritization organization time management those are all things that are involved right. Impulse control emotional regulation. Those are the things that are involved in executing and developing goals further. So what happens is, Lucy, agents get really excited by this. Dopamine is really, really high. And then when it comes time for him implementation, they slide down into level two and level two right. That's called goal paralysis and goal paralysis. In level two happens. Why? Because there's so many different things I could be doing to start my team. Because I actually could. Who could I talk to is another team that I know all of those things. Then feel what overwhelming. And when they feel overwhelming, they get paralyzed. So we don't really they're.

Lucy Edwards: Not go getters, Lance. Then then they will not be a go getter.

Lance Pendleton: Let me let me explain. But let me finish the path, because you're making a really good point. No, you're making a good point. Right. So then they're paralyzed in that process and they're overwhelmed because don't forget, they also have family lives. They're managing their families. They're also then dealing with their current clients. All of that feels very overwhelming to be dealing with all these different things. Yeah. So they go from goal paralysis and then they drop into level three. And when they go down to level three, dopamine goes to its lowest. At that point, when you get to the dopamine at its lowest, you end up in this one particular area known as ghoul fatigue. And goal fatigue happens when you have very scary. It is. It happens when you have that moment of realization. It's like Britney Spears said, oops, I did it again. It happens when you go, oh geez, another goal. And I plan this out and I didn't really do it. And oh crap. Well, Lucy, what gets you out of goal fatigue? What drives the dopamine up.

Lucy Edwards: Is to get excited again.

Lance Pendleton: By what?

Lucy Edwards: Finding. Finding you another project or finding another direction?

Lance Pendleton: Another goal. That's right. So we go right to the top and we plant another goal. Because you know why the team thing was stupid. Now I'm going to get licensed in two states because if I get a license in two states, it's going to be amazing. And I'll make more money this year. And this is the cycle. Lucy. So you just said to me before, hey, Lance, you know what? When those people get out of level one and go into level two, into goal paralysis, it's because they're not a go getter. It's because they're not taking the bull by the horns. Well, I actually say that is not true at all, because that implies that someone has autonomous control. That they have control over that process. And what I'm saying is you don't. It is human neurology. And I think we need to stop shaming agents into. Thinking, which is what the coaching industry focuses on, that they need to. Be doing more, more, more. Did you send this? Say this. Do you have this? Did you get this? This constant stream of more and more and more. It is awful. And it's what really blocks most people. Lucy, from that spot of recognizing the differences between hey, go getter or guru. I say neither one of them should be where your focus is. I would say radical acceptance that there are things that you're brilliant at and things that you need some support with, and then finding smaller strategies to get the support where you need to be effective, where you can and have a lot of self acceptance to just leave the rest.