Episode 03: Retention

Ever wonder how to keep your real estate agents motivated and successful? It's all about going beyond the typical "atta boy" and focusing on the personal side.

Here are some key takeaways:

• Check in regularly, even when things are going well. Ask your agents about their personal lives and challenges, and offer support and guidance.
• Focus on accountability, not just motivation. Help them set realistic goals and hold them accountable for achieving them, but avoid overwhelming them with too many "shiny objects."
• Offer a clear career path and growth opportunities. Let your agents know what it takes to advance within your company and help them develop their skills.
• Consider offering additional services like investment opportunities. This can be a valuable perk for agents and help them build long-term wealth.

By focusing on these aspects, you can create a supportive and rewarding environment that keeps your real estate agents happy and successful.

#realestateagent #retention #motivation #growth #leadership

Transcript

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which I do feel like we do a good job of that. Like we I feel like we have a nice healthy balance. I feel like there's times where we definitely lack for sure. it's convenience today. Yeah, That's why people will take 40 or 50 grand less because they don't want showings. They don't want people inside their house, they don't want to paint, they don't want to clean, they don't want to fix, they don't want to do repairs. And then sometimes they don't want their neighbors to know. They don't want their family to know. who wants to chase around contractors? Like, hey, you promise me you come out and paint this and you promise me you do that Like nobody wants But if you do, do it. Kill them with kindness. last week we were talking about agents. Who do we bring on? Agents off the street, experience agents. And we ran out of time talking about retention. So today we're going to talk about agent retention. How do you keep people excited? How do you keep them happy? And, you know, where do you focus your attention? And most of the time, I think what I've learned is most businesses are most leaders, if you will, focus their attention on people that don't know what they're doing or people that want an award, letting you know, like, hey, I'm doing something right. Like they're reaching out like, Hey, Adam, I made a call. Hey, Adam, I got a listing of women. Hey, Adam, They're just looking for that cookie. If you. All the attention, You Yeah. Yeah. I actually even a client of mine kind of reminded me of that, too, because he's in the car business, and same thing applies with them where it's not always just a slap on the you know what? Say, hey, good job. It's there's, it's a little bit more than that to which I do feel like we do a good job of that. Like we I feel like we have a nice healthy balance. I feel like there's times where we definitely lack for sure. But it's it's I think for us too, is just always trying to focus on the personal side of it too, because I think the thing that we've experienced is like, let's say some of our agents is they all have these ups and downs and just really checking in with them of, okay, you're, you're, you're, you're down right now, but also helping them analyze why they're down, like helping them. Okay. How was your last 60 days? What was going on? And a lot of times it is personal stuff. And then and helping them understand like, okay, this is where I'm at. I've accepted that. And it kind of helps with like a little bit of anxiety that might come with that too, I think. And then, okay, you acknowledge that that's that. And now we know what it's going to take to move forward, which is sometimes hard because now you got it. Now you got to create all this momentum back up. And once you stop the momentum, getting it started back up again. it's like going upwards on a hill. Yeah. Yeah, it is hard for sure. They're shut down by fear. And it's Yeah I think the exciting thing for me on that is like as we're bringing on new agents for like we I feel like we did talk about this last week a little bit so I apologize but is now these new agents are coming on and like we have we have standards for them like, you know, we don't make it a universal standards for everyone, like as the new people we bring on. Like here. Yeah, we make it harder, which I feel like it makes you a stronger agent. And I do believe they're going to thank us for that later on. But now some of these vet agents see that and they're like, my gosh, like so and so just join the team. And they're already an expert x volume and production. Like what are they doing that I'm not doing? And they and then they start looking at themselves to analyze like, what do I need to do to get to that level? And I mean, I look, that's an exciting thing because this is it's ever changing. And you do you have to evolve a little bit to. You always got to adapt and change and depends on the market or what's going on the community or you got lawsuits going on right, with buyers compensation. So there's just, there's, there's always something impacting your business and there's always outside factors, obviously. Right? This year we have politics going on and then every year there'll be something going on. But I think it's I think when it comes to agent retention, I think it's just a matter of, like you said earlier, it's it's focusing on the personal side. I think most people lack that or at least we forget to do that. It's like, hey, you haven't had a sale in 35 days, but what does that actually mean? Do you only care if they sell? That doesn't make any sense, right? Like so it's in sometimes that's hard for someone to open up to you because you think, like they can trust me, I can trust them. But it's very difficult for somebody say, Hey, actually I'm struggling in my marriage and I've been sitting on the couch for two weeks or I haven't been seeing my kids or I just found out my spouse is cheating, that's that easy for them to open up. Yeah, Yeah. I think also too, like with us, like, you know, I know if you noticed this, but there's always someone like in the leadership team that one of them will open up to us, but they don't open up to all of us. It's more. And then like, there's things that, you know, that I don't know. Vise versa, then definitely there are things that Janelle knows that we don't know. And I mean, we just learned something last week on an agent in our team and like, wow. Like, I had no idea, but they wanted it that way. Yeah. Like they could open up to Janelle and she knew what was going on and, you know, and then she'll tell us, like she won't tell us what's going on. She said, Hey, let's just leave them alone for a little bit. They have this stuff going on. And. Janelle Yes, same thing. You know, us back to her. You back to her, her that I, I get. I think go deep. Go on in deep on the on the personal stuff is a big thing for us because the other thing to that I think there's no new like as an agent there's really like there's always training that you should be do and you should always try to grow and, and fine tune your skills right? But there's normally like an agent that's been in this for a few years, there's normally nothing like super crazy new. Like that's going to be the magic pill to get them to the next thing. Really, what they need is just accountability. Like that's it. Like a nurturing accountability. There's literally there's nothing new. It's just it's just fine tuning the things and then adapting a little bit. But it's not like huge, huge like things. It's just little like what a shop like, say, like the little hinges swing the big doors. And the more we can get that into to everyone, I feel like it does make a really big impact, but most just need accountability. I know I need it. We all need, you know, I over complicate things just on like, you know, you look at my phone and my notes section and I'm constantly taking notes on things. I need to do, whether it's personal. Most of the time it's like some sort of a real estate opportunity, whether it's like an investment opportunity or a potential listing opportunity. I don't want to forget I go back to it, but that can be like I mean, that can almost shut you down, too, because it's just it's overwhelming. And then you're like, Am I going back and doing that? So I think having a good structure and being held accountable to like, okay, from this time to this time during this these days I'm going to do these activities, get caught up on those opportunities too. So like if you break it into smaller segments, it really helps instead of it being overwhelming. Right. And it's like another thing to think about is like when somebody jumps into real estate, there is a thousand ways they can earn money, right? And normally what happens is they drown themselves an opportunity to because they're not taking advantage of a few things, Yeah, You didn't you didn't go deep with any of it. yeah, Yeah, you went really wide and not deep. Yeah, well, you just that's up to that, I think is another thing, too, that I find interesting right now is you can't do the same things that worked for you last year, in the previous year, to to get the same results. Like if you have a really good system in place, that's awesome. But also if you want to do the same production or beat last year's production, you have to do more like you have to do. Maybe it's 25% more or 50% more, but like, yeah, you have to put in more work period. I mean, with higher interest rates and people are people aren't moving out of pleasure, they're moving out of because they have to. And there's less less new construction, right? You know, inventory. Yep. Yeah. So you definitely you that's to me that's where like some of these veteran agents, myself included just we have to turn on the jets and we have to be putting more into but we need to be reminded of that and that's where the accounting accountability piece and that's where I feel like there's no new shiny object, that word that we're going to give you. Yes, we have leads. We do have a lot of training. We probably have the best tools in not only in our marketplace, but also in the nation, because we're always like as a team, we're always looking at the the new greatest tools for sure. So we're always looking at that, but we don't necessarily need them to do that. We need them to just focus on the things that we know they need to do to get to their level, because we have plenty of leads for them to call. It's staying in front of your lane or staying in your lane excuse me is probably the right thing is like let me focus or Adrian focus or whatever. But like today we met with Homes XCOM, right? Like they're kind of a new player in the space, if you will, because they, they have bought in and they've tried to change the Their spend a lot of money on advertising to get up there. Yeah. Well, when I, when I first started that's, I fell into that and I was actually with a coach and not going to say who, but next then I know I'm like, I signed up for every single shiny object that I possibly could. And then you fast forward a year or two years and you're like, Wow, I'm spending more money than I'm bringing in. I'm not in a good financial spot right now, and you get in trouble, you know, And I was definitely there. So learning to say no and stay in your lane I think is very important. is it's huge and I think it's I think again like to help this all comes full circle with retention because the more you can point out to your realtors or employees or whatever, but the more you can point out to your realtors like, Hey, this is something I need to not focus on. I mean, we have agents all the time that are like, Hey, I want to do some cool marketing thing and I want to invest in this cool camera that does all kinds of weird stuff. And it's like, okay, but, but does it actually produce money? Yeah, That may or may not work Yeah, Yeah, You And then when you're doing that too or pushing that, it just you provide better customer service because you're not chasing all these other things and it comes across your clients, then you get more referrals and, and that's, that's good, you know. Yeah. The shiny object thing, that's definitely I don't see that going away unfortunately, any time soon of agents always wanting to chase that too Well and it doesn't help that there's fear out there too, you know? I mean the Department of Justice just came out and said that they want to look at compensation and specifically they want to figure out compensation will actually lower the cost of inventory on houses, which is crazy. Yeah, the rational thought on all that I think is insanity. Yeah, so that, you know, it's just kind of bizarre. The other thing on retention, I think, is it's probably more of my passion than anything is, you know, we're in real estate, so why not go deep with real estate investments? And that's, I think kind of the cool, exciting thing. And we've been doing that for what what we've really been doing the whole I buy opportunities for last four years, I would say, and three and a half. And so number one, I mean, the thing that we do is we offer to purchase clients homes. Essentially we, we do, I mean, we do it and we market it to where we are. Hey, we're not only a real estate team, we can also offer this as an example. And I think what really got me was I was on a list in employment like eight or nine years ago and I was there and we were talking through things. And he goes, You know, Adam, I think I'm on it. You know, those guys that send out those letters or you see those signs that say, we buy houses, cash, like, yeah. And he goes, I think I'm going to sell to them. And I'm thinking, I'm like, His name is Brian. I'm like, Brian, like you really? And he told me the number. I'm like, I can net you literally like 30,000 more put in your pocket and that's with you. Pay me my commission. And he's like, I get that. But I just it's easy, it's convenient. And that I think that's what really clicked. And then I'm like, gosh, I, you know, it took me a while to like, really jump on board of doing it because there is a like, as a real estate agent, you want to make sure you're doing the very best for your client. And fast forward, we started offering this like, Hey, this is what will this your house for? Here's what you'll net because you're going to pay commission. You guys are really upfront about it. There's a difference there. Adam I want you to explain that. Like there's people that will literally go in and steal the house from Yeah, totally. Yeah. We kind of take the Walmart approach where we're not coming in and buying a near as much of a discount as like those other companies. I would say just because we care about our reputation and that's our that's, we'll always look out for that because we don't want people to think like, what the heck, you stole this house from us. And then they see like, what we go resell it for. Now we flip it, we put money into it. And Stacey has a really good system for that, which is a whole nother business, essentially. A front of the fair offer. Yeah. And, and so that's really but I've noticed it's never people that are like the folks that we're buying these houses from. It's never folks that are like, my gosh, I have to get this sold. Like they're not in financial trouble. Not I can't remember the last time we bought a house where they were in bad a bad financial situation. And it's people that want like, hey, I don't really care about the money. I care about my time. Like they want that convenience. And I do think this has become a big thing, especially in our marketplace. It's a big thing across the whole country, but it's just people want the ease of it. They want the convenience, they want the cash as is. It's a they pick the closing day. I'm do I want to right now or I'm actually closing on on Thursday and they're doing a it's an older couple they they're like hey we don't want to deal with homeownership or cool renting. Like what about you buying it from us? And then you play the landlord. And so I'm I have a rental agreement with them for the next three years past closing day and I it's open ended like, hey, you guys need another two years pass that. Let's do it. No big deal. And I'm going to keep it. I'm not going to go resell it. It's going to be in my rental portfolio. And so again, we do it to again, a convenience factor for clients and that was like that nine year ago list in like, gosh, why I should consider doing this? Like, I don't why am I, why should I miss out on these opportunity days? But also why not just have a one stop shop where you can come to us say, Hey, let's talk about us listing it as is, let's talk about listing it. If we were to do this, this and this to increase your value to get maximum price. And that's really how sellers put the most in their pocket or the last option which we put at the bottom of the totem pole of their options. The last option is we can step in and purchase it. And here is the price. There is price differences between all those options. and you guys are always upfront about this price is what we would sell it for. This is what you'd make if I listed it. Yep. yeah, Yeah. Yeah, Yeah. What I think what makes us successful on the flipping side is Stacy has assisted my wife. She's a really good she's basically the GC on these and she has a she has a really good group of contractors that she's working with. And she I mean, literally some of them have not taken any of their jobs in the last four years. They pretty much just exclusively work for us. And that's, I know, extremely helpful because if someone I think that the normal everyday person goes out there and says, okay, I'm going to do these things, will guide them and will tell them what they can do and what they should do, and even like who they should call, who not to call that sort of stuff. But when you take on a full project and you've got to do everything, we can generally knock that out in like two, three months or I think the average consumer doing if they were to do what we do, it's going to take them like nine months because they're dealing with we just have a really good system, it flows really good and our contractors are really reacted to us because we pay our bills to them on time like we don't wait. The 30 plus days, like they're getting paid that literally sometimes ahead of time or the day that they're getting paid and there's not like this little delay. And so that's part of it, you know? So not only can we get it done probably cheaper now, our flip costs have gone up by almost double compared to what it was like four years ago because of inflation. Yeah, the per hour work and all that has gone up for sure. So it's cost us quite a bit more to flip or to renovate a house compared to four years ago for sure. But we can still get it done in a much more timely manner and I would assume in a much more cost effective way because we're kind of doing this in bulk, essentially like So that's why it kind of sets us apart on being able to do what we do. And then buyers will come in and they'll pay a premium for a totally redone house. And we're not like band aid and stuff. We're like redoing it the right way per code and all that. And that's what that's why. build. I would say you guys not to stop you, but I feel like you build and and flip, if you will like you would live in it. yeah, totally. Yeah. And the other thing too. And then we'll get into why this relates to retention too. By the way, the other thing I found and this was brought to my attention by an agent on her team's husband, and he was like, I, he believes the reason why it's because a lot of times when the general public picks up the phone and if it's like a smaller job getting those contractors to call you back to do those smaller jobs is really difficult to take. You see I'll never meet you. And then he brought up another point that I thought was really interesting. I'm like, Gosh, there's probably a ton of truth to that. Like were the when a contractor does a job for us, they're not necessarily getting the callbacks. Like we will have them go back and like, Hey, we want this done a little different. That's a little different, but that's fine, but it's pretty quick and Stacy's on it and gets them to do that really quickly. But again, we're doing a skill there's they know like the opportunity. Yeah, more or if it's a one off client they're like a lot of times that client is nit picking things so much to where it probably might not matter. Or does it? They're nit picking on things where it shouldn't. The contractor. Yeah. And then, and then you kind of give the contractor a bad taste and then they're like, we don't want to do it that like we would rather just deal with someone that knows this world and it's repetitive and it's not like this one off. They, they like the app. They like to see the opportunity for the other deals that are going to be happening in the pipeline. So it's like a like we're a lead for them, but it's a recurring lead. We're the the one off client. So you got the one off client issue where, gosh, it's a smaller job. Do I really want to do this or should I just focus on the other ones that are going to for sure repeat so they won't get the callbacks and then also or they won't get the recurring business. But and then also the callbacks is, gosh, like, like how they I think they just have in their head too. And I when I think about it there, even when our contractors, they will call say, hey, someone wants us to do a job like we really don't want to do it unless you really want us to. So there's a lot of times like, Hey guys, can you can you help us out? It's client of ours or stuff like that. And so but they always call us first and say, hey. And we're like, yeah, just if you can. It helps us out because it's helping out our clients. But I do find like that is very interesting on that. So by us doing this and us doing this last four years, we've opened it up to our agents on our team and that's, I think the exciting part. So we've shown them kind of like a pathway of how they can do it and what we do. So and sometimes when you're an agent, you want to just start like we encourage. We might just jump into it, like just jump in. Like you can overanalyze something to death where you don't do anything. Okay, cool. We just we've jumped into it and we've learned along the way. They have they you've learned through your mistakes what not to do. And you can give them a playbook Yeah, Yeah, but we are encouraging and so a lot of agents on the team are like, okay, I should look into buying a rental or I should look into buying an investment property. And so there are a lot of agents on our team that are starting to do that and get into it. And then what we do to cool is, yeah, yeah, it's, it's the new sexy thing to get in there and like, maybe it's flip a house or something and, and they can see like the before and after. You know what Stacey does too, after what the house looks like. And there's normally a pretty big change. I mean, again, we're not just doing light fixtures and paying. It's like full on. Well and there's a lot to be said at them on it's like you said, I mean if like let's just say I watch HGTV and I want to flip a house and I'm like, whatever, I, I want to fly because it's easy, right? Like, it's no big deal. I make the call. I might get this property more than likely not, because you have stiff competition and time and it's the market. You're not getting that house right. So you've got to try to get it house before it's on the market. But anyway, let's say I call and try to get the house. I get the house and then I try to call a contractor. They won't return my call. They don't know who I am. And let's say they do return my call. I'm not going to pay them on time. I'm going to make up excuses or try to find financing to like pay them in the future. Yeah. So like you said, it's going to take me instead of 60 days with you. It's going to take me nine months or a year and I'm going to breaking even with taxes and everything and I'll let you talk about the retention side for for realtors. But I think it's again, it's such a massive added value that you and Stacie provide where it's like, let's just say myself, if I wanted to go do it, it would take me so long I would not make nearly as much. And the amount of stress that Stacie puts on herself where it's like, what should I paint this? What should I do with this? This fixer, this it? There's so many things with flips where you just would start to be overwhelmed. Yeah, well, and we don't do any of the work ourselves. None of it. There's there's zero work that we do, or she does like. So our opinion as to like, hey, if you're going to do this and you want to do it on your own, don't Well, yeah, don't go into it like, I'm going to do this work because then factor out the per hour costs, what's your time worth? And then it takes away from you prospecting to go grow your business like that's. We are totally against that. Like we want you like, hey, if you're going to do this, do it. But do it in a way where you're going to build a higher all the work done and it's so then that way you can focus on your clients, focus on building your business, your real estate business, because that is always the number one priority. Let's say you pay for these things. Yeah, And also not you don't get in this situation where you're like, my gosh, I'm three months in. I'm not. I came see the light at the end of the tunnel and I and then my real estate business has suffered and we've seen that too. that a ton from everybody that we brought in at some point. Not saying that's bad, but at some point every agent you brought on, if you will, to do a flip, has taken a back seat with their own personal production Yeah, because they're not prospecting. And what they start doing is they start getting excited, which we all do, and they send your house and they go, or should we buy this house? To buy this house, to buy this house? And it's next thing you know, they're spending all this time calculating all this profit supposedly they can make and they're not prospecting. Yeah. And that that can be distracting to Yes so that's and back so like my comment to like when you're doing it yourself like there is someone could argue like well then they learn the way how to do it and how to say that the next time which again I'm against that. But that's, that's my opinion. So like our model with our agencies because we've done this now with a handful of agents on a team. Is a people yeah. Is my mindset is hey like we opened it up like will partner with anyone, you bring us a flip and Stacy and I believe it's a good flip like initially when we first started off is we funded it, we funded the whole thing and then we literally it, we split it with them 5050. So it was a really good deal for them. And, you know, fast forward, we've changed things a little bit, but it's it's a partnership that we enter into with them. And we don't always set up a corporation right away. We want to see like how many we're going to do, how we like partnering with them, that sort of stuff. But tax season, when you have. Yeah, like 30, 30 losses or something and which we're already there but you know so with that so yeah we, we bring agents and we give them the opportunity and then we have a whole nother lead source for our IBIS. And so we have brought in certain agents and how we select those is basically if you're an agent, our team, and we can see that you are putting in the work to be a good successful agent, that's number one. Like you, number one, you have to be well, you won't even be on our team if we don't feel like you're morally, ethically sound. But we have to make sure, like, okay, we have to trust that you can put in the work to grow your real estate business with this, correct. Like so a lot of people, if they have the intention, like, okay, I'm going to join a team mainly because I want to get into flips like a prove yourself this like it's probably yeah, they do ask. It's like, hey, like there is an idea that we just brought in and we're going to start. We have been looking at deals, we've been writing offers. And that's the other thing too. You might write ten offers, you might get one. So there's a lot of rejection, which is fine. That's part of it. And because we feel like, Hey, you can go make more money, salt someone else, we encourage you to do that. Like we would rather have you do that because again, we don't want that coming back on us on our on. A Yeah, have 1600 reviews and it that would be such a a black eye in our business if Yeah. Yeah. So what we do is like, hey, if you come on and you've proven yourself and generally that takes a good year like, yeah, sometimes two, you've proven yourself like, okay, he has good client reputation, he has good review. Yeah, he or she has good client reputation. They have built a good business. They are producing and they are responsible. The respectable. It's someone that stays customizable. Then we communicate with them. It's someone that we Stacie feels good on. Okay, I can trust them. They're not going to be coming in and like, if someone comes is like, Hey, I want to do this, this and this. Well, just let us do the our system the way we're doing it because we know what works. And we we have a good track record. You want share the process? we share the process for sure, but we don't necessarily want you coming in and trying to change up. Yeah, reinvent the well, hey, we already know what we're doing. We have a good track record and we do this. So then that way you as the agent can focus on working on build your own business, continuously working on that. And that is and that's actually been a really good system for us because it's a great income. Like there's a there's agent our team they just went bought a new house and I truly believe like they were able to go buy their dream house, their dream situation because of the investments we've been doing with them over the last few years. And I love that. Like if I can help them build their net worth like that is a huge passion of mine is you will never get filthy rich selling real estate, never. You'll never grow this huge net worth because a lot of times you're spending just as much money that's coming in. But to acquire the client at time, energy and effort. So hey, let's look at building a rental portfolio. Let's look at doing flips. And that's really where I see that really grown. It's already grown over the last few years and I just see it. Can we just added a couple more and I just keep see that keep growing. And to me that's probably one of the biggest retention tools is for our agents is hey, you've, you're on and you've proven yourself this is where the next step is to help you grow network wise. And that is like the exciting part of like what we have to offer. So not only is it a good client option for a quick, easy cash, as is sale, but also it's a great way for our agents to obtain a good rental for our portfolio or maybe we turn it into a flip to Well, and the other thing is there's been times where and I know I can think of five or six times where clients who were going to move into a house but they couldn't sell their house Yeah, we've done that a number of times. Yeah, we rent it back. And then once they move out, they generally on those, we just turn those into rentals. We go in there, clean it up, and then we put it turn into a rental. That's what most of them have turned into. But again, then I pick up a real estate access asset and so it's a to me I look at as a win win. and you have the client that's really excited, The realtor is excited because again, they do still have a deal on the table. I mean, on the table everyone's getting it full circle, but it's so that's unique. And Adam's always been upfront with it. Like we don't make money running a team. It sounds bizarre. We don't make money running a team. But why Adam runs a team is because of the production and and the careers that he's seen with real estate agency. See, somebody starts with sometimes little to nothing or big aspirations and dreams. So he helps shape and mold them into this massive real estate career and good income. And then the next thing was like, okay, now we got really good agents producing, but there's always a reason why somebody will leave. And normally we're always a problem people. You can get a better deal somewhere else. There's always brokerages and real estate teams that will give you 5% more, 10% more, right? Like but Adam's been Or can they go do it on their own? And yeah. You It blows past that five or 10% for sure. So to recap the things that we we feel help us with retention is that the getting deep with them on personal levels, nurturing them essentially through. And that's to me that's through accountability that just hold them accountable to the things that they feel will help them succeed. Yeah. What is it you want to accomplish? How can I help you get there? Yeah, Yeah. Asking. Yeah. Sometimes they need a little help of like, Hey, what are some of the things we should focus on? We help them formulate a plan with that. So again, accountability. And then the, the sexy thing with the retention that we do is now going into the investment side of it is helping them acquire an investment property. Whether that's going to be a rental. There's some that do Airbnbs, which we don't do that just mainly because we feel like if we just take too much of our time, that's our opinion and, and just evolving into again, building portfolio, doing the flip thing and making some nice money there and, and again and every age in our team now is like hey this is I can get there because they see some of these newer agents now or agents I've only been on for a few years that are jumping on and they're seeing that they're like, wow, like, you know, and we stand we share the success that we've had, you know, like the numbers that went into it and that sort of stuff too. So that's yeah, that's probably that's probably the that's it for retention for us and what we do to, to help our agents there. So Yeah it's just yeah we try to make sure it's like staying on, staying on top of your people, making them feel supported. And then I go so far, but this, this avenue that you've unlocked with flips and with net worth is, is definitely been awesome. I Yeah yeah, you're look at the shiny things. Yeah. Yeah, and that's normal little, little tweaks. I would say definitely a podcast topic should be in in the coming weeks would be going deeper with the instant offer for for clients and for the public, because that is definitely been something that I again, I see that being a bigger trend and the convenience factor of it. And a lot of the successes I've had and I check in with all those folks, I mean, to me now there are past platinum, I and I I'll straight up ask Mike, you ever regret doing it the way you did it? Like heck no. Like, that was like I have not yet had a bad review of Dang it, I wish I would have done what you did to it and do it out every single one of them so far back. I am so glad that is done and you know, again, sometimes we'll take houses that are there. Most of them are. They're dated and they're and they're rough and they need a lot of things. They need a lot of love, basically. Yeah. Not enough financial stress, too. Just like we've been here for 30 years. We don't we don't have the energy to go do that. most contractors are not good salespeople or business people. They're good at they're they're really good at the trade. And that's it. Yeah, exactly. So it's like, who wants to chase around contractors? Like, hey, you promise me you come out and paint this and you promise me you do that Like nobody wants But if you do, do it. Kill them with kindness. That is probably that's probably that's where Stacey wins, is she's like this now for me. With me, she's like this fierce tiger ass, but or lioness or whatever. But she's the hunter, right? But but for with her contractors she is kill is kills them with kindness. She's genuine with it. So if you ever do decide to do on your own, killing them with kindness versus anger and rage generally, you will not get very far because most contractors we've also realized, have a lot of pride and ego and you have to nurture that brain ego. So and that's it. Hopefully you guys enjoyed this. And if you guys have any like questions on there, so you want us to go deeper, let us know. We'd love to because again, it's kind of just scratching the surface. I do feel like we can go really deep with a lot of the I'll call it. I buy has a got a term. If you guys go Google it, you'll figure out that term. So I thank you guys.