Episode 08: Struggles

This week on Table Talk, Adam and Koby talk about the challenges they've encountered, both on a personal level and running a business.  This episode is a must-listen for anyone who's ever felt overwhelmed, lost a little pep in their step, or simply wants to feel like they're not alone.

Transcript

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They prefer to text and they'll they'll be the first to say, well, look, everyone texts, everyone texts, everyone texts look like I got a text back. They won't call me back or they'll text me back. I get that there's nothing we're not saying don't text. But the point is like the only way to develop a human connection where you can we can feel and see their emotions is to make a phone call I did the things I said I was going to do, and don't break those promises with yourself. And then, you do it again and then just every take it day by day and every day you do that thing, like then you look back, you're like, it's such a nice relief. But if you're a workaholic, I think, though, it gets a bad rap as if you're a workaholic. You don't get to enjoy it, right? So like, we're not saying that what we're saying is my thing. We said this today in the interviews is like, I would rather have you enjoy your job. So it's something you do, Koby Sway here with Adam Bradley, like always. Today we're talking about struggles. I think it's not talked about enough. Right. Like, again, we talk about the successes, the wins, or what people don't talk about is behind closed doors. What are the real issues, right. Like, people always give you their Instagram best selfie, best whatever. We live in a, filter society. And, we thought we'd take some filters off today and talk about struggles. Yeah, I like it. So like, what's what's one struggle we can talk about? I mean, one thing we did here recently, we actually did interviews this morning on, from like, a business standpoint is having, like, an inside financial analysis or, analysts, controller like. Yeah. Like making sure like and it's probably a, you know, that's like your next big move, I think in a business and, you know, in hindsight, I almost wish I would have done it like 2 or 3 years ago, but just someone that's constantly look, because, again, we don't always dive into expenses. We always try to focus on increasing revenue. And, you know, I think this is going to be a really good thing to dive into. Have them looking and analyzing like all aspects of all of our businesses. I mean, and that was a struggle for us because, again, hire out the things that you don't like to do. If you have that ability to do that. And then I truly believe, like Stacy and I were talking like, I think by hiring this person, I feel like the candidate that we're going with, I feel really good on it. And, I truly believe it'll take us to a whole nother level within our businesses and just constantly, again, data driven, make smarter decisions. Yeah. you know, and that but the, the struggle in that was just it was like, I mean, the last thing I want to do is go dive into expenses. I mean, it's super boring for me. And my brain just turns to mush. And, it's we've always made it work. Right? But it's also like, it's just organized chaos. So I am excited to start putting that in front of us, like on a weekly, monthly basis to where you and I stay so you can look at like all of our expenses, like the direction we're going, are we spending money that we're we have? Or should we be spending money in places we're not right now to increase revenue, to help our agents grow? So, you know, it's, you know, the big thing is helping agents produce more tail, By giving them smart data, they'll be able to, you know, be intelligent and be strategic. And then sometimes they only realize like we'll use Google, for example, maybe they working with Google and they didn't realize their conversion was as great or as successful. Or yeah. Little more time. Yeah. I mean when they're it's good and you don't realize you're like wow. This is like going really well for me. I should probably go deeper with this and really, you know, give them a little bit extra boost to go and worked out just a little bit harder event to to convert more, Which I think is like I think it makes a lot of sense. But I think one thing that I thought about when you were talking was a real estate agency that's been that's been doing real estate for a while, three years, five years, eight years. we've been seeing a lot of struggles with agents that are not changing, pivoting or adapting to the current conditions with the interest rates being at, you know, 7 or 8%. it requires a lot more work. And it's tough for a real estate agent to admit that when they've been doing it for a few years because they're like, been there, done that. I know what I'm doing. Yeah. Discipline. Discipline. I mean I think that's my biggest struggle even like as a, as a on a real estate agents level, like you might think, like we all get caught in this where you're, you're going 100 miles an hour and we all get caught up in the busywork. Right? And then you really look back and feel like you really were to analyze, like what you did in a day. You'd probably be terrified of. Yeah, of what you actually got accomplished. Like dollar producing activity. Obviously, you have to take care of your clients. That's number one, because then in turn, that will, result in better business, happier clients, more referrals down the road. But you got to make sure you're following up on that. And that's one thing. I mean, you know, I have a ton of unread text messages, but I tend to I will reply to my wife, my kids, and then my clients and then my agents, and then everyone else, unfortunately, does get pushed off. And it's not intentional. It's just I've trained my brain. I always want to make sure my clients are getting taken care of. because I know like that has helped my business. Right. But even me, like, I if I think of like, is on a basic level of like hitting the phones, like, okay, I hit the phones for two hours and if I really track of like how many contacts that I really make, I know I wouldn't be happy with the number of contacts I made in that two hours, whether it was I was or analyzing who I was calling, how I was calling, what I was going to talk to them about, whatever it might be, I just or analyze it when in reality, like I should have dove in, started having these conversations because they all end up turning out to be pretty good conversations. well. Sometimes you analyze all the data and they they don't answer the phone. Yeah, totally. And it's like, gosh, I just wasted ten minutes looking at that when I could have just dialed it and started up the conversation. And so. It's hard to really. Know what you're talking about. Yeah. No. Yeah. But I do I think like I again I think the struggle is again over analyzing that the discipline behind it is, I mean and all these gurus and you know, John Shepp likes the king of it. And that's why, again, I've always had massive respect for him. Alex Rossi, I mean, if you follow a lot of these people, like the biggest thing that they do really well, Ryan Cernan even made a post not too long ago, and you got to respect a guy like he. I mean, he's a workhorse, but he does the same thing every single day. John Shepherd does the same thing every single day. Well, you know, whatever that routine is like, I'm not saying you got to wake up at four for everyone, but like, they do the exact same thing every single day, and but it's the boring, mundane stuff that is boring. Super boring. And I struggle with this, because I have, like, you know, the ad kicks in and you're chasing shiny objects or you're going in all these different directions like, gosh darn it, if I just were to focus on if I get these four things done in a day, it's a win. And then we overcomplicate it. And then the next day, you know, like, shoot, three weeks went by, three months went by, a year goes by and you're like, gosh, if I just would have done those super basic, boring discipline things every single day, you would have seen you would see huge, huge results. I mean, you can say with everything with your diet, with getting outside and, you know, like one thing I try to focus on is I try to focus on get good sleep every night. Right. the more important it is. Yeah. And like, making sure you're, you know, like, I know you gave up drinking. I get that I, you know, I gave up drinking and, you know, like, all these little things just add up and compound over time. It's like, gosh, like how good you feel when it's, you see small little decisions. Again, it's boring. It's the discipline behind it. And that's. And if we're talking about Covid, fast forwarding agents that were used to just that easy fall in your lap, things were very easy because people are just buying at a pleasure, because interest rates are at 3 to 4%. Well, now it's like a normalized market where you got rates. It's the 7%. You know, then it's also like, well, you can't do the same activities you were doing then you can't even do the same activities you were doing before. Covet it. You know, you have to and you know, now we have to. Okay. Instead of calling 20 people to gain 20 people a day, to get yourself three sales a month or whatever, or that, you know, whatever your equation at your cookbook equation is, you might now need to call 60 people in a day to get those same amount of sales. And I think that's the disconnect that people are seeing is you have to put in 2 to 3 times amount of effort to get the same result as you were getting, and that's where most agents are not putting that together. and the the other thing to think about is real estate agents are, are actually getting paid more per transaction because home prices have gone up right there based on the sale of the cost of the house. And if sales historically have gone up, let's say five years, eight years, ten years, they are the are making more but at the same time they're working harder. So they're getting paid less in their eyes. So they look at it, they go, well and I going to make 60 calls instead of 20. It's like, okay, well but that's what this is a get you. The result. Yeah. Oh yeah. Yeah, Yeah. With Yeah. It yeah, I always joke like probably your average per I, you can barely say it's a lot of careers. Your average time spent on your job in a day is like what, two hours like of actual work? that's what I mean. That's the other thing that people don't understand is that they send a text message like oh I worked for the last 30 minutes. They sent one text Yeah. fluff fluff stuff Yeah, If you can meet your clients in person, you're going to win and the stats are there all the time. The problem is, you want to set up all this fluff to make it look like you have everything together. But we know the most successful people when they get at least from a real estate agent perspective, when they go meet a client face to face, their chances of succeeding are a lot better than the perfect email, text, call and business card. Yeah, well, I always think of that, like for social media or like marketing material. Again, I'm not disagreeing that you should you should have good marketing. and I'm talking about marketing of yourself, not necessarily marketing of a property. I'm talking about marketing of yourself to put yourself out there. And again, not saying social media is not a great tool, not, you know, even like whether it's marketing pieces of yourself, you know, it's funny, like, if you think of, like previous agents or people that they always have like these outside opinions or opinions of like, well, you should be doing it this way, you should be doing that. Or I would always laugh like, well, we got these probably team shirts, like, you should have coffee cups. And we did coffee cups and then, well, we need to have coke. We need to have pens, we need to have coasters and we need to have this and that and this. It's like, gosh, like if you guys were to if you were to spend as much time you just on picking up the darn phone versus the amount of time you spend thinking of the the researching the fluff stuff, like you probably would have made ten more sales and I don't know, maybe I'm a little old school with it, but like again, it's just it's Lily. It's picking up the phone, having, the rejection calls because you will get rejected and being okay with that like that, to me, statistically will always outperform someone that's just constantly trying to think of the new fluff stuff. I'm not saying there's not a time and a place for that. And I do know there's people that are really good for social media. I am not good with my social media. I'm not consistent with it. I don't share enough I and that's one thing that I thought I wanted to get better at, even like the, the mass emails, like that was something that, you know, even John likes, like, you know, you need to have a good system for that. and I, I just realized it's not my expertise. So I did some, I passion. So I did put it down on the totem pole on things that I wanted to try. I had every good and positive intention to try to get that stuff done. But I realized, like, I, I guess just me being disciplined and making sure I'm making the certain number of phone calls, connecting the certain number of people on a daily basis, that for me is how I win. and so it's like, what? What's your few things that, you know, you have to focus on to do it? And I do think everyone's different. I look at like you mentioned at the start of the podcast we hired or excuse me, we were interviewing financial analysts. We realize we're not passionate, excited about numbers. Right. And one of our struggles was like realizing like, hey, you know what? We can do all the math. We can figure out ROI and return and sales and profit. We can figure all that out. But why would we want to spend 3 or 4 hours when somebody can do it in 15 minutes? That's intelligent, smart. Yeah. Yeah. Yeah yeah yeah yeah. So that so again the discipline in it and really fine tuning and figuring out like your like your schedule that works well for you. Like even like okay again I'm not a big believer in like work life balance but also like making sure like there is the discipline behind like, okay, I got to get this many phone calls in. I have to get my workout in. I have to make sure I'm spending X amount of hours with my kids, whether that's homework or throwing the ball or whatever. you know, build all that in. I'm not a big time blocker like you. I think I just have these tasks in my head that I know I got to get done. And I just know, okay, during this day, I'm going to get those done. yeah. Like you would rather time block, you know, and then also the other thing too, that, John had said that he's been pushing on, is like detaching from your goal. And then again, it goes back to just focusing on your daily task, like, you set your goal. You you've thought about your year goal, your three year goal, your five year goal. Okay, you set it, but you formulated your boring daily task to to hit that and then you forget. You don't even focus on your goal. You revisit it like maybe once every three months or whatever your time frame as a, you know, and then you know, like, okay, by doing this every single day, I will hit that. but really detaching from that too. Well, I think another struggle, like you just said is realizing you're not a time blocker. I am, and I think sometimes we read a book or we talk to someone, I'm like, I'm going to follow that morning routine, but unless you want to do it, you ain't going to do it right. It's just like you want you got all the intentions in the world to do emails and and marketing and social media, but you realize, like, that's not what I want to do. You're not gonna be able to just like, force and change who you are if you're not a passionate or excited about it either. Right. And you can't change who you are either. It's like so many places will try to tell you to focus on your weaknesses and make those you know, something you're not doing well in to me, I think focus on your strengths. As long as your weaknesses aren't deadly, harmful things that are gonna, take away from your ability, be successful. You need to go deeper on your successes and your strengths, and then minimize any negative things that will impact your business. Right? Like if you know you're not the most organized human being possible, instead of investing all your time and energy to get better at organization, I would rather have you make phone calls a little sloppy. And then even if you did a sticky note or a note on your phone, that's better than becoming a master at organization, Yeah. right? So I think that's a struggle for people to because they want to try to be something they're not. you know, so that comes up a lot, Yeah. and to go back on that like I that okay. So to give like tactical things here is like, how do you okay, I'm in this analysis or what is that paralysis by analysis mindset. And you know that could last for months and months and months and years. And you have every intention of getting out of it. But again, like you said, like figuring out like the negative things in your life, whether it's a toxic relationship, it's your you know, for me, I bring up alcohol a lot because I do think that's like a big hindrance. I mean, don't get me wrong, I loved having a good old, old fashioned in a cigar. But I realized, like, it's just not the best thing for me to perform well the next day or next day. Coming days. there's always a fog, you know, surrounding that. And now, for me, it's like sugar, like I'm trying to cut sugar, which is a struggle for me because I love sugar. but, you know, you know, that is, again, always trying to figure out, how to operate effectively. you know, so how how do you. We like, you know, the crazy thing is, is like, I'm an avid note taker and which then that is paralyzing me. And that's so that's another thing I'm struggling with too. So sugar and over notetaking and, where it's like, it's just like, okay, I did this today. You acknowledge it. It worked for that in that moment you don't shame yourself for, you're just acknowledging, okay, I did that. That's where I was. But this is like the new decision. And then and then just okay, today I'm going to do this like you're discipline thing. You're doing it. At the end of the day you're like, okay, I got that stuff done the next day. Wake up. Like I'm going to do that. Like because that yesterday that served me well. That was that was effective. And even if you don't get anything from it, but like I did the things I said I was going to do, and don't break those promises with yourself. And then, you do it again and then just every take it day by day and every day you do that thing, like then you look back, you're like, it's such a nice relief. so I think there is a space of, like, not like, you know, making sure you're not shaming yourself for your past stuff and just know that, okay, I'm going to control this now, moving forward to the best I can. Now you will fall off, but it's just how fast are you getting back on that train track to do those daily things? there's I mean, there's, I mean hundreds of productivity apps out there, right? Like I'm using one right now. Tick, tick. which is one that builds habits. Right. And you can put any habit in mine was drinking water. Right. Because I struggle to drink water. So four times throughout the day my watch comes on. So it's time to drink your water, right? Simple. Super easy. Right? But when I swipe the water thing, a little confetti pops up. I drink water, do you do? You use it right now. You are it's as effective. The foot soldier stuff, yeah, Know is in the general above. The lieutenant. Yeah. Can is in the general is just general, lieutenant. And. Yeah, a foot soldier, I call it that. And if you're looking for military. Yeah, you guys get the point that you can call yourself whatever you want. The captain. Yeah. Captain's in there, too. Yeah, captain's in there. Yep. Yep. Yeah. Like that. even though, like, I like the simple even when you're talking about doing your task on, on a daily basis, like just set time limits on it and like, I have that little I have them, I have a few of them around my house. I got one in my gym, I got one in my, ice plunge area, like a cube or something. Yeah, it's like a little circle dial and you set the time and it's your, you know, like my cue or my my ice plunge. I get in there for five, 4 to 5 minutes. So I set the little timer. Okay. I got out of there if I know, like, okay, I'm going to prospect for 90 minutes right now. Set the timer. And no matter where you're at in that 90 minutes, you just you're done. And you go on your next thing not say you can't come back to it. I mean, that's another thing. another agent in the past is like a mike ferry thing is like, it's 25 contacts that day and you do not stop until your 25 contacts have been done for that day. Yeah. so then it doesn't matter how long it takes. If it takes you an hour, great. If it takes you five hours, won't that I mean, we know agents at the office that that sell in the top 5% in the city, and they still do that today. I see them at the office. Sometimes I'm like, what are you still doing here? It's just sometimes where I have career night

and other, they're 530, 6: 27:01

00. They're the only one left or. Yeah, I'll I kind of laugh if I have 30 or 6. Like that was like I mean when you start first five seven years you're, you're there till 8 or 9 October. now if you're there past four, it's odd, Yeah. That that's the other thing too is like has the as the work effort just gone down with everyone? I don't know that. Well, I think the other thing to think about too, is and this goes I think today and Kobe kind of opened our eyes. What is the most important thing in your life? Right. It's probably your family religion. You hope those are your pillars in your life, right? Like and and of course, you want to have nice things and you want to have money and you want to do all these things. But if you're a workaholic, I think, though, it gets a bad rap as if you're a workaholic. You don't get to enjoy it, right? So like, we're not saying that what we're saying is my thing. We said this today in the interviews is like, I would rather have you enjoy your job. So it's something you do, let's say, every day from 5 to 730, which is what I do. I like to spend time with my girls, put them to bed, talk to them, write, read to, maybe it's working on an exercise or a project. There's times where I won't do things at my office, so I'll set it aside till they go to bed at 830. And then I do it. I have no problem doing that. I don't consider it work life balance because now I prioritize my girls from 5 to 830. Yep. So that's great. Yeah, I know, I know, when I text you during those times, you won't text me back until later in the night. Yeah. Yeah. Just it. Yeah. That's what the biggest thing is like we learned from John, is if you major it, let's say your cold calls and he does meetings or one on ones or coaching calls. He does his coaching calls, let's say from 9 a.m. till 1 p.m. and he just does it like around the clock. He makes enough money during 9 to 1, let's say, where he doesn't need to work past one. I don't know his schedule that my point is like that's an example. Yeah. the other thing too is, totally different, but I, you know, just I was talking to. So I learned this from Colin Schwartz. He's a he owns a lot of doors. I highly respect him. I mean, the guy he started, what he's done in a pretty short while is very impressive. Like the the discipline behind what he does is, is is insane. but he's big on, like, you know, taking care of yourself, taking care of your body. Right. And so like, I it's funny, like, I was like, hey, let's get together. He's like, hey, I, I'll get together with you, but I'm not going to go do like a breakfast or lunch meeting. come to a rock with me. Am I all right? Cool. So I went over to his house, I goes early, Mario went on, like, an hour long rock. And then we did the swam in the lake, got some laps and did a plunge. And we just talk shop, you know, and so that was kind of something I've incorporated. Like, I just, Amanda and I went on a little. I went on a, a rock with her and her and I just talked, and we're outside getting the sun on our face and, like. And and, you know, it's amazing the connection that you can get. And it's a it's like a stress reliever to, Josh and and I did that too. And like, what I've gotten and I, and I do these hikes with a group of guys, with my jujitsu buddies, either Saturday or Sunday mornings. And it's always great. Like, once I leave that, like, how good you feel, because, like, you, you've released some pressure, you able to talk through things. So I think also having, like, a good group of people where you can like go do these, like go on a walk, walk and talk like talk shop and, and, you know, you're you feel good. You're you're being you're doing things. You're not eating this heavy lodged in you're feel like crap afterwards. And it's crazy to me now that I've been doing this. Like how ideas almost even flow better to about not to stop you, but think about when we would go hiking with John's group. Yeah, Yeah, really? It's amazing. Like how? I don't know, it's somewhat like you doing physical activity and then talking like how your idea is a see. So you're sweating and you're and. You're struggling together. yeah. mind? Like, it's just, I don't know, just comes out. Yeah. It's that has been really big and positive for me. And then plus like it's, it's it embraces or encourage you to like live a healthier lifestyle. I think that's one thing I'm big on bigger on now than I ever was. It's probably because, you know, I'm 38 is again focusing on good sleep, really paying attention, doing my best to pay attention what I'm putting in my body. Again, I got the sugar issue right going on right now. But like that, like it just makes everything else just flow so much better. And then when then you can just accomplish your daily boring tasks that much better. how many times John would say at his conferences that like your biggest thing holding you back from your life is your physical health. And usually it was alcohol. Yeah. down yeah, have brain fog and you're slowing down and you're doing all. And I was like, John, that don't make any sense. But it does. Yeah. The other thing too. And I again I got the squirrel kicking in hardcore right now. But the other thing too that I've talked to a number of people and I'm not going to say who, but I've had these talks over the last couple of years. You know, this is people that are starting to really struggle with anxiety like hugely. And I went down I mean, you know, this like one was that 3 or 4 years ago I, I, I don't know what it was. I thought I was having heart attacks like, I don't know what it was, but like I started having like I chalked it up, you know, after a few er visits and, doctor visits, like it's anxiety, I'm like, no way. Right. And I think we talked about this briefly, but also like that is a huge hindrance. where really like going deep with that and like talking to people, like being okay, talking about like, yeah, this is what I'm struggling with and like talking through it. It's amazing because that is another that's a struggle that's like that will hinder you. You might have a two, three, 4 or 5, six years. I mean, technically I had a 15 year or 14 year awesome streak. And then something hit me, something blew up. And I just, like, literally shut me down and I couldn't I mean, I was coasting and, like a zombie going through things. I got a medication for nine months because of him. So bad. But now, like, fast forward, I'm not on anything. I can process where I'm at and how I'm feeling, and it really does help you perform and function at such a better level. I mean, that's a whole nother topic, but like, that is something that is a real thing that I think many people deal with because I after I started sharing it like, you know, it was multiple people started coming to me like, hey, I know you've talked about this like I'm actually dealing with this right now to and I kind of give my story where I went. And it's just crazy how that can be such a hindrance. And then if you don't get it addressed, it snowballs into something really bad. It will shut you down. so then you know what it was either. Yeah. No, you know what I mean? Well, yeah. I mean, what caused the anxiety? I mean, you don't really know it in the memo that and, a panic attack on a heart attack. My dad. Yeah. It. Yeah. And and just recently, I'm talking the last like two weeks I've had now, like, four conversations with people that are, like, really struggling with anxiety. and it's, I think it's a big thing. I think it's something that people do struggle with. And that that's another struggle that will people will deal with. and yeah, and it's generally high performers is what I've noticed is and you don't ever want to admit that as a high performer because you're like, you look at as a sign of weakness. But that is another struggle that I definitely see. I mean, that's a deep topic, but, yeah, that's, I know that's like something that's like mean something to me because I went through it and it was just like, wow, that that's like, that's a gut wrenching. I hate to see other people go through that, too. That's a that can be a struggle. I'm sure like my mind goes to like, you know, it's something like, oh, it's not a big deal. It's something you can control. It's literally out of your control. You Yeah. What They're trying to camo it. Yeah. Well like. For you, Yeah. Yeah. Like there's the whole topic around shaming yourself too is like another thing. And again, this is all, you know, everything's intertwined. That's why I never believe in like, work life balance, because everything's so intertwined. I do think there's times where you got to go really hard on the work side to get to where you need to go, and then there's times you're like, okay, my family life is suffering. So now I get to swing back and go over that. The one thing, you know, like a pendulum, the the book, the one thing I think is a good book for that too. And just you try to stay as close to the middle as you can. But there are times where you swing on either side. you know, that's a that's another thing too. I think the reason why I'm bringing it up is like, hey, these are all things the process, right? These are all things like that could be affecting you. You don't really realize it and it's hinders you. It can shut you down and you don't realize it's shutting you down. and it's, can be debilitating, you know, just like. Yeah. Right. and you're talking about, like, your your inner self-talk. Most people's inner self-talk is the worst, the most negative, right. Just like a simple thing to think about as you look in the mirror and you see flaws, others that don't necessarily see it, right, like people all look in the mirror. Or I ask our agents all the time to do selfie videos or like, I don't like what I sound like. I don't like what I look like. And it's like, that's because you're that you're your toughest critic. Yeah. Yeah. The topic, but yeah, but that's that all. It's all it's all tied. It's all tied in together. Yeah. And most people won't openly go talk about it because again, they look at it as a sign of weakness and they want to put out this fluff. That's probably why I don't go on social media and use too much of that stuff, because I'm like, what am I going to post? Like my cool house? That's kind of like it's like a pride or ego thing. Like, I don't feel good about that. I like, yeah, yeah. Or like I just, you know, again, there's a good things and all this stuff, but like, you know, I just sold all these houses, like. But that's me or analyzing brows this line out this right there, you know. Yeah. This is, Dang it. the struggle is real. And it doesn't matter who you are, what level you're at. Again, we have we have people that are 19 years old starting their own business. And literally have no clue what they're doing, and they're struggling. And we have people in their 50s or 60s that are struggling too. So it's not an age thing. It's not, this is where you're at in your life, and you're going to find struggles the whole way along your life. Because I actually one thing that I struggle with is I don't like sleep personally. I don't like it. a. You're, you're like weird. Yeah, I think we should wrap it up and we should say, if you're struggling with this or this is resonating with you or you're connecting a lot, we're talking about we would love to hear feedback. I mean, feel free to reach out to us. I mean, eventually settle down in the comments, shoot us an email. I, I would even like to bring someone on then talk about that too, like an a deeper or a deeper point of that too. So someone that reaches out wants to even like more of a business, like, hey, we're struggling with this. Like that's our thing too, is like, we I know I have all this knowledge inside of me. It's hard to get it out. And then sometimes we go in all these different directions too. So it's kind of I have a single really deep with every single little topic, but. Well, and the cool thing is about running a business on the real estate side is if you Google our names and numbers, it's out there, right. Our email addresses are out there. Again, if you want to comment or throw something, we would love to talk to somebody about struggles or where they're at with their business. and again, don't be afraid to be vulnerable. Vulnerability is the is a hidden secret. When you're vulnerable with employees and people and staff and everyone around you, you actually will accomplish more than somebody who is short and difficult acting with a big ego. People will rub them like you, just rub you right out of success. It really well. Now, it doesn't mean that happens to everybody, but the majority of people that we know will rub themselves and we could say realtors that have left our team and are not as successful because they have massive egos. So I promise you, when you're vulnerable, you will be very successful. Yeah. Yeah, yeah. I mean, it's just a real topic and people appreciate it. And, yeah, I think it's I think it's good. Yeah. appreciate you all stopping by. If you're still listening, we'd love to hear from you.