Episode 12: All the Struggles

In this weeks episode, Adam & Koby delve into the complexities of managing a real estate team. From the challenges of balancing top producers with underperforming agents to the impact of a shifting market as they share their experiences. They discuss the importance of accountability, effective communication, and maintaining a positive outlook. Join them as they navigate the NAR lawsuit, time-on-market pressures, and the evolving client landscape.

Transcript

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caught up in these like got a minute conversations and it got a minute conversation will last 30 minutes easily. the struggle that Kobe and I have or Kobe has with me is I'm the guy that's like, let's break it all down, burn it to the ground and rebuild it where Kobe wants to, just like, hey, maybe we don't need our toll, bill. Break it down. Like, let's just make these small pivots Like remodel a little Yeah, like remodel where I'm like, no, let's bulldoze it and let's start over. else. Like what? Yeah. Because you were even like, what is what's this all about? Why? This was a this wasn't on the vision board or whatever, Colby sway here with Adam Riley, like always. And, today we're going to talk about real talk, all the struggles, and we're just going to jump into some topics to kind of just see how the, conversation goes. We have a lot going on. We have, as always, we have, rates that impact the real estate market. We have the ongoing Nar lawsuit. We have struggles with our team, the size and, managing personalities and coming up with a cohesive group of bunch working together. And then we have all of our businesses. We got neato insurance and mortgage and title. And so we have a lot going on. Yeah. what do you think we should talk about? I think so the I think the biggest thing that happened. Right. So let's talk about what we're doing internally as a team. So probably what where we went the last 90 days or maybe a little longer is we were spending a lot of time on the lower producer's energy effort, right, to try to get them to a higher level. And at the end of the day, like we can only do so much. And it's, you know, we want to see people win. We want to see them succeed because they all have their different ways of why they do this. And a lot of times it has to do with their family providing, you know, providing a nice, you know, lifestyle, paying off certain debts, whatever. And then, you know, of course, there's always like, we want to, you know, everyone has like the HGTV reasons, like why we want to help. But like at the end of the day, there's normally like a financial reason behind it. Like that is the reality of it. And I think that's probably the best motivation if you're being real, to go out there and actually produce and provide a good service for your clients because then you get referrals, right? So we were really spending a lot of time. So our balance has always been okay. We have our top producers that we don't want to really like micromanage. right. We try to leave them alone. But then if you if you leave them alone too much, then you have a potential retention issue where they're like, well, do you even care about us? Like, why are you spending all this time with maybe the lower producers? Like, what about me? Like, why don't you celebrate our successes and that, you know, we we probably we have gotten ourselves into a little bit of like, okay, the writing was on the wall through like, chat or like we always hear things, right? And then we do our check ins with people and so. Well, yeah, like, what about us? So you can give them a nice, nice slap on the back like, hey, good job. But at the same time like there. Yeah. There is more that you need to do. So we're kind of like going through a weird phase with that right now. So we kind of I mean, we basically made an announcement all at the team like, hey, like it's on you to go out there and produce, like we're only we're going to be able to hold you accountable to the things that you say you want to do. Yeah. And we have like a general baseline of, hey, this is the basic stuff that you should be doing. Like as simple as like you should all no matter really where you're at in your business, you should do a minimum of an hour of outbound prospecting today anyways. Yeah. And and that's like bare minimum. And most people don't do that because when, when I talk to and I've been getting lots of calls from other agents in the not on our team, not even at our brokerage like Adam. How are you doing. What's going on? Like what do you see? And that sort of stuff. Because what the Nar stuff. I mean, then you had the we had these horrible windstorms that came and created a lot of issues. And then you had the stock market do what it's doing, then you're not. Yeah. You had a tornado. Yeah. flooding. You know, a lot of, a lot of agents are starting to like, you can almost see it like they're starting to stress out for sure. And more than they were now, there's always there's there's always certain agents that will just do good no matter what. So I'm just talking about the masses here. And, you know, then you always ask Mike okay, well what is your like day look like? What is your week look like? And it's always amazing to me where there's like really little time of outbound prospecting, like no doorknocking, no touches, no check ins with clients or prospects. No emails, no social media, no tax. No. Like not even volunteering at maybe even a local church to network. Yeah, it's there's nothing. And so it's like again, I always joke like I think people got so used to the Covid days, and it just like it's like guys, it's it's not that way. Right. Like you have to and that's a big shift to go from pretty I mean your phone. Yeah. Like for you for a few years it was like that too. Oh my gosh. Now this is a huge shift. I have to now start putting in some major work. And so like that's where I'm seeing happen. So for us like we're told like our message, Jim is like, guys, you have to do the basics. And this goes for our vet agent because some of our vets that had done awesome the last five, six years, they had lifestyle changes or, you know, life happened to them or whatever. But we still have to remind them, like our our greatest form of love, which is a black organization comment is our greatest form of love is us just holding you guys accountable to the things that you guys say you want to do. And so we probably will be in my mind, like, I know I'm going to be more intentional with the top producers. also helping out the the and I'm not talking the brand new people that start I'm talking to people have been on the team for a while and they're still not really making things happen. Were, you know, we're kind of like, we almost have to hold their feet to the fire a little bit and say, hey, you got to do this. You have to you have to make this because not only does it, it's a poor representation of us. What do you think the other top producers think? If we're holding someone around and this goes for multiple teams to like, what? What do top performers think on a team? If the team is just holding on to the low producers that aren't doing anything not like striking out like legit, not even showing up, put in the work and then it starts, you know, it causes issues. They're so I know we're going through a shift on that for sure. Well it's just a matter of just I mean, I think at the end of the day, it doesn't matter what level the real estate agent is, if they're brand new or they've been doing it for ten years, 15 years, it doesn't matter. The at the end, the day, the real estate agent will fall off into a path. At some point, right. Life will come up. Maybe. Maybe it's a baby or, a work trip or something happened with their significant other, or they have kids going into school now. And what happens is they get into dark corners for a period of time, and you know that, these agents will disappear for a week, two weeks, three weeks, a month. And next thing you know, you have a veteran real estate agent that's been doing it a long time. And if you're not staying on top of them and like Adam talking about micromanaging, it's really checking in with your people on another level. It's not just, hey, how are you doing? Well I'm good. Oh, well, keep up the good work. Right? Like, if you peel the onion back a little bit lower, sometimes what you find is, you know, I actually I've been really struggling for like, a month. I'm so glad you called today and checked in with me like, I had a conversation with an agent, you know, just recently. And they said the same thing. They're like, I mean, I did really well up until May, and I haven't done anything since May, and I'm surprised you haven't called and asked me to do something. And it's like, well, this is an agent. There's been with me for four years, you know, like my door is always open, but in their eyes, they feel like we're preoccupied with something else. Then I want to be bothersome, yeah, you know? So again, these people go into a dark path or on production or things come up. And if we're not there to check in with them, then that's when they come to you and say, well, why haven't you been checking in with me? I wish you'd kick my butt like you kicked these other people's butts. And that's when it goes to again. It doesn't matter if it's a veteran or an established agent or a new agent. Every person wants to feel like they're important. They matter, and they can rely on us when they need us. They just people aren't going to come out and say, hey, I have a new addiction I don't want to talk about right like had no what? No one, no one ever admits, like I even think about team meeting like, okay, raise your hand if you're doing this or struggling with that or whatever. No one ever participates. because they don't want to be called out. They're embarrassed. Yeah. And I it it drives me nuts at times. I will say that I'm not going to hide that. But like I do wish everyone would just be open. I'm probably too much of an open book and, I word vomit at times, but okay, so on that. Like, I think the thing too, that we have to make sure that everyone knows is like, it's like that meme that's going around from the Olympics, and I don't know where the guy was from, but he's the shooter. Then he was the Ukrainian guy, and he was just there holding his gun. No special like literally holding it with white ass, like he was wearing his normal eyeglasses, just holding it, one hand shooting. And I have no idea how well he did or anything, but like, that's the reality of it where he just he just did it. And no special POWs, no special equipment. He just was holding the gun one handed like that, where other people were like, yeah, that guy I like, you know, people were holding all these special ways. And her. Oh, a turkey. Okay. and, you know, it goes back to who, like, there's no secret sauce. There's no there's nothing you're going to go perfect before you go do it, just start doing it. Like start making the force of honor calls. Start making the inspired calls. I'm using those because those are like horrible things to have to do, right? But like, you know, I there. Yeah. But like start making like start calling out of the porn leads, like because like, look at the success that our agents have when they actually do it, they get people out of it or they go work the Google leads. No one wants to go work the Google. It's because they're like, it's not like easily you got to work it. You got to contact it 12, 20 times in order to potentially convert it. Were Zillow leads you talked to him once or twice, so you got to sell generally. they make 20% more but heaven forbid. Yeah yeah. And so it's just like it's just getting people to just go do it. And then you first got to get them past the first 30 days of saying consistent doing it and then then selling. Built in it. Yeah. And then the really it's you got to do it 90 days before you start seeing something on average. Sure. Now every once a while people are longer and then some people are shorter. But first get through the first 30 days not saying you're going to get anything and then your next hurdles get another 60 days. On top of that. habit and then let the habit develop into something that'll pay for itself. And that's that's not easy today honestly, because we want instant, instant, instant instant incidents like I go back to an agent that's been with us for over three years and they're like, I did two open houses or no good. And they say that all the time and they know what gets under my skin. but. Well, I just talk to someone two on an open like, hey, gave any suggestions for me on like how to get their info and you know, on that. It's like I've always taken the approach and I've, I've done an open house in years, but like, it's like when you do it, you're just if you are being real and you are connecting with them, you're building a rapport with them and you are truly showing value, like, you know, the data of the neighborhood, of the other homes that are potentially available. You know, and you're not being like the selfie type where, you know, normally you can just say, hey, you know, do you mind if I follow up with you? Like, I would love to be able to reach out to you, you know, no pressure, but we'd love to get your, phone number. I'll text you real quick my cell phone number, and then you have it. And generally, that works for me. Like, every single time. And there's a hack to it. If so, if you guys want the hack, I'll give it to you quick. You're standing there and you say, hey, the homeowner requires everybody that enters their information. Is your phone number 402 or 5 three one and by doing that, psychology with somebody, by saying the number, people will correct you and say, oh, actually mine 701 because I'm from North Dakota. Your number, my number 701 instead of lying, I give you my correct number. Yeah. Yeah. So like, we'd rather kind of do that hack, if you will. So that's a great check in hack to see. All know, it works really well. Yeah. And I don't even like using the whole I wouldn't even necessarily see that. She got to say, hey, the seller requires it. Even though some like that because they want to know how many people really came through my house, but, you know, not, you know, because I, you know, sometimes that might come across as, like a sales tactic too, but but like, I buy your, your whole like five, three, one versus 402 Gmail Yahoo. Like that's a good good good good tactic. Because also at the end of the day you will provide value to them. Like I had a guy who I was showing a client a house and he just happened to show up and he goes, hey, do you mind if I look at it? I asked my clients, are you guys cool? Yeah, sure. Go for it. And so I just I did the text message thing and he's like, yeah, yeah, here you go. And, I actually listed another property that is a good fit for him. So he like I'm definitely interested in taking a look at that, you know. But if I didn't have that information, I wouldn't have been able to give him first heads up on that property. So you know, there's definitely a value there. so knowing some of the knowledge in the community before you hold an open house, even if you could spout off, hey, a couple houses sold down the street, we might have a couple coming up. I'll just shoot you a text. No pressure. I have a feeling most people don't really ask. They say they ask, but they're not. They're like. It's like, they might ask and get quickly shut down. And then you keep going, build a rapport with them, and then you ask again, most people are probably asking a second or third time, you know, if they get rejected, they just shut down right away. So the other thing too, I'm just doing stuff. The other thing I noticed we're struggling with is like, let's talk about Janelle, for example. Janelle kind of got like, and I'm we're working on Janelle, our sales coach. And so Janelle would get caught up in these like got a minute conversations and it got a minute conversation will last 30 minutes easily. And I'm 50 people. Yeah. So it becomes like versus her truly being their accountability coach and holding them their feet to the fire to have them go out and do the things they are supposed to do to be successful for their family or for themselves. It got into just like wife talk. I don't want to say drama of yeah, like a therapy session and a and that that's good from time to time. But it's like that eats up a lot of time. And then that takes away from the other people that do deserve that time too. So really tried to like get straight to the point, not overcomplicate it, keep that conversation. Few minutes and and that's it. Like this is it like this is what you do. and I think the other thing like you're hitting on is like again running a team or a business, it ebbs and flows. It's like your family. So like sometimes work life balance, sometimes you'll be out work a lot. You won't see your family as much. So then you got to throw your time back into your family and then work suffers a little bit. It's the same with that's new agents, right? We've got to we got to throw our some time back on to the vets. And again we got to be mindful of that conversation. Same with Janelle our sales coach. It's like she got we told her we want you to become really close to these people, be their confidant, answer their questions like, know them on a deep level, and we've got to pivot back a little bit to quicker conversations about some of those things and more on like, okay, I know that you called about this, but really quickly, what was your prospecting time? I know, I know, you talked about having two hours a day. Did you get that done? no. Okay. So, like, maybe this drama you're talking about with this other realtor, like, really? Should we be talking about that right now? Like. Yeah. so it's just, again, it's like anything else. You're not like, pivoting or starting over or failure. The business flows just like we're talking about today is rates are going to change. Rates are going to go up. They're going to go down. And like the Covid talk you were just talking about is we've been talking about getting back to the basics for 2 or 3 years. So it's just like it's putting your attention and energy into certain topics because you have certain things that are required at that time with realtors. Yeah. Now on your, pivoting or that like that other challenge to, to be transparent with everyone is the struggle that Kobe and I have or Kobe has with me is I'm the guy that's like, let's break it all down, burn it to the ground and rebuild it where Kobe wants to, just like, hey, maybe we don't need our toll, bill. Break it down. Like, let's just make these small pivots Like remodel a little Yeah, like remodel where I'm like, no, let's bulldoze it and let's start over. Like. And that's okay with me. Like, I have this, like absolutely no fear. And if it has to all get broken down and just get demolished, we will rebuild it. But, well. And think about not to stop you on that, but think about, like Lincoln. Yeah, I wanted to get out of Lincoln. We'll think of our one killer Lincoln agent like she Edith. Her name is Edith, and she is a work horse. And the thing I appreciate about Edith is she doesn't seem to really overcomplicate anything at all. Yeah. And she she just puts her head down. She puts in the work, and she doesn't overcompensate. She's there to help people buy and sell homes. Yeah, she doesn't like. And she's a really good connector. like, she sent me a picture selfie. She's like, shop in, like shop in or doing something like that. And she sent me a picture. She was talking about real estate out publicly and she sent me a picture like, oh my gosh, look at that. I think it was like a salesperson there. Yeah. Says, hey, I'm actually going to be buying a house. And she they connected. She got her information, you gave her a card, and now I'm pretty sure she's going to be out showing her houses to, you know, people. Yeah. an it's a relationship game. But Edith is a prime example of, like, again, Edith wants some attention. She Yeah, for Lincoln. Yeah. And she started when the market already slowed down Yeah. So the market already slowed down from 2023. yeah, I mean, it's just it's, you know, for the most part, it's that easy. Well, and sometimes there's an agent too. Like, we have to make sure we're guiding our clients. Like, I have a client right now where I'm like, if I don't push them to buy, I think they're going to really regret not buying, because I have a lot of clients like that that have looked for like three, 4 or 5 years, like off and on, very casually. And I was just one this with one this weekend. And she's like, I really wish I bought that one house. She'd set it and like it was like three years ago, I really do. And you told us to buy it and we did. And you know, we still think about that, regret it on site, you know, maybe think too, like, okay, I probably should be like, are you? Because you're never going to find a house that fits hundred percent of what you're looking for. So it's like, you know, Edith, to that point is like she's just she's guiding them like two to to make these decisions. And not because you can get in this rabbit hole of, like, just not do anything because then the client overthink that. I'm saying. And then what happens is, again, a lot of our agents, will rely on a conversation with a first time client they've never met before, say, from the internet. And, they will rely on the client to steer the direction of the conversation. Right? Like, because they want to make them happy, and then they might be showing them 25 houses. And it's like at some point you need to shift the conversation to, okay, well, you told me you want this school district. You told me you want this. You told me you want this. We'll just see. You know, it doesn't exist. I can't find you a $492,000 house. You need a $760,000 like for a year. Cried. Yeah. For there. Yeah. right? Like so. A real estate's job is to show what's going on. The market is shown that what you're looking for is, say, X price, and you're looking for Y. And I can't get that. And the market's not going to slow and deliver it to you. And you don't want to pressure the client. But it's almost like you want to control the narrative of like okay, well there's four houses that have sold in this area that you're looking for and they've all sold over the your budget. So do we have to talk about compromising or do we have to talk about a different budget. Yeah. Yeah. So we got that. We have so yeah, we're kind of shift in our attention to go, we're going to be going deeper, back to going deeper with holding them accountable, showing probably a little bit more love to our veteran folks because we last quarter, we kind of went away from that. So shame on us. the five whys. Yes. Go in deeper with their whys. Like give us, give us. Why are you doing this? So, you know, I know I've emails and text messages from agents I like. Hey you do too of like, hey, this is why I'm doing this. So then we can go back and helps us remind them of why they're doing this. So that's important. it's not easy when you're making cold calls and they're yelling at you, and then you're like, why am I doing this? And it's just reminding them, like, hey, do you said you wanted to go to Disneyworld this year, or you want it to pay for this trip or it's never money, it's what you do with money. Yeah. Yeah, it's it's like a lot of times it's. Yeah, it's like a trip or, you know, some more family time or a lot of it's paying off debt to, you know, dirty debt or whatever you want to call it. you know, other things to that, to, to my mind. So we got the NAS stuff. We just hired a acquisitions manager. So that stirred up some conflict on the team to. And then we have, we just hired an analyst, which I'm really excited for that. the other thing, too, just on a real estate agent's level two is like time on markets, increased rate over the over the year. And it's just keeps going deeper, longer, especially depending on what the price point you're in. But like I'm noticing a lot of price reductions, a lot of, new construction is sitting there. A lot of a lot of builders are reducing too. So I find that interesting. So just making sure we are communicating to our clients, this is where the market is. So just, we got to keep pushing it out there and, and effectively communicating them and giving them an update of what's going on and not rolling over and set up it. It's all a first week. It's done right. panicking because how many agents are like, hey, I'm nervous. It hasn't sold. It has been four days. Well, I have a lot of vet agents in the industry that reached out to me in the last few weeks on that topic and I'm like, guys, I come on, you've been doing this for 20 years. I've been here for 18. Like, we know better. Like, come on. I'm like, come on, we got this. And it's our job to communicate that to our clients, okay, the NAS stuff. So I don't know what do we have on the NAS stuff? Like I think the only thing I've had a number of clients sign that, now these are all my people that I've known for a long time. I had one push back like, oh man, I'm on the hook potentially for that 2.4%, sure. But, you know, no one in our area as of right now has said they're not going to do a buyer's agent payout. Now, we. Haven't been I know, I'm sure there's some that are like, we're going to run into that. it's still less than I was talking to, Scott the other day. I think it's still between 1 to 3% variance. Okay. And so the other thing that I think the biggest struggle that we're going to have is, it's the, the Zillow, the, the new people that you just me off line, those are going to be the ones that are probably going to be the less apt to to sign right away it. Yeah, we'll think if they're brand new looking. And think about it. Even if they weren't looking, even if they looked last summer, I mean, honestly, it it's just a different conversation. It's like, okay, well, I looked last summer and I didn't need to do this. So water at it. Yeah. yeah. Yeah. So there's two documents you got to sign. documents and some states have moved it down to one. But there are two things required legally now before entering a house. So it is throwing people off. And it's a whole new talk track. So we have a lot of agents that are role playing and practicing and they're like, oh yeah, it's been going great. And then they get kicked in the teeth and like, well, I had three people or that said they didn't want to sign this. So now the world's ending. It's like, no, no, no, no, no. Like think about okay, some clients will sign. Some clients also work with other realtors. And the realtor says, oh, just go on Zillow like I'm out of town. Let some other agent do it Yeah, it will. Like Alec, he he has a buyer that he was going to show. And then they decide, oh no, we don't want to go look you know so that like his comment, he didn't have a negative, vibe to it. He was just like, well, you know, it is eliminating the entire kicker soon because, you know, now the other struggle is going to be, well, if you don't get them to eventually size. So you need to get in front of them. So I think I get to. Give up to ease. Yeah. Don't give up too easy. I think a good practice is going to be in front of them, maybe not even at the house. Get in front of them so they get to know you. Videos. I think a good. about a zoom or an in-person coffee. Yeah like that. You got to do that. So then they you're dating them a little bit to know and then and then when they realize like because you can show them this is the new MLS rule. It's a little screenshot I have. I text it to them. Oh okay. Well that's that's a real thing. And then because now. Eventually an agent agent will get them to sign them and then. Yeah. now the other thing too, I always think, like, what agents are going to be working in the gray and not having their clients sign this, which, you know, like, oh, it's okay. And I'm like, you don't need to sign. Yeah. We'll babble back. Data, stuff like that. Yeah. And like, were I, you know, I told, you know, we told our folks like, there is absolutely no way in hell you are going down that path of of playing that line, like, no way. To check and. Right. Yeah, I mean, we're we always have a target on our back. Where to being so we always get looked at we used, you know, 900 to 1000 homes. You're definitely going to be watching. So it's just again, it's just it's new, but it, it's going to eliminate some of the tire kickers. And then like you said, my pivot is always to let's say someone is at more analytical and they're like I don't see it. Well, why don't we hop on a zoom at them and said, let's do that before we let's bump this. Let's say you want to look at ours today. It's 230 right now. Let's see what to look at. I was at 430. Let's do this. I'm going to bump it to 630. And why don't we hop on a zoom in 30 minutes? Yeah, Like Yeah, that's great. understood. We just had to send them the laws and the rules instead of just like, oh, you want to sign this. Yeah. So again, not rolling over and this is going to be something that we talk about on our team meetings a lot like, hey, give us some wins. Give us some losses here. Let's talk about those. Break that down. And like Michael for example, our team, he had a good win that he talked about. And he kind of went through his process because he had to work for it to get hurt, get them to sign. But like, you know, making sure he explained everything to. So, you know, that will be a big topic for us. It will be. And see what happens over the next six months on this stuff. And how will it affect the commissions, because other parts of the country, they've actually raised the commission for buyer's agent, I don't know. I would love to see that happens, but I'd also. of our team just, you know, last week at home we had three agents on our team get over the standard Yeah, I mean. that Yeah. we had three transactions get 3%. Yeah I mean that's great. And and if a buyer sees the value in them working for them then then why not like and that's why it is important to make sure you are not letting them control the narrative. We are guiding them in in an effective way. But that's why for us as a team, it is important that we're always talking about these issues at team meetings and and going over that. And, you know, obviously we use slack a lot too. So it's it's pivoting or pivoting or putting spotlights or attention on all these topics. And then we have, potentially maybe a rate cut with rates Yeah. So that's happening. they're having a preliminary meeting. How what did you say there tomorrow. So We'll see. Kind of like, well how the market is performing. And then based on that they're going to what. We'll see what they do in September. Yes, Yeah. Because the rates did too. When the stock market went down, rates went down to. So I had someone locking in at five nine on a 30 year. I mean that was like, Holy cow, that's incredible. I actually thought, yeah. Fantastic. I am hopeful that rates will be down in the low fives, I mean, within the next year. Totally. Well and we have an election this year too. Right. And that also are. I will say though I personally have had more people reach out wanting to do something than I've had in a long time. is that good or bad? I mean, it's good for me, but, that also means like, that might. That's a sign of that many more people wanting to list their house to soak future inventory, because if I'm having them, imagine other agents are having those conversations as well. And we do need a little more inventory. That's for sure. Yeah, now. Yeah Yeah I know I know our Yeah I think for us how we've always operated is like, listen, as long as we are ethically and morally sound for our client, that's always the bass line, right? But, we are always I mean, we're a pivot or type team. Like we will try new things to see what works better. And that goes with like, I mean, look at us. Like we signed up to do a mortgage company. We had no business doing that, now, but we brought in the right people now, we struggled through that a little bit. But you know, and. were the right people and then they wrong. Yeah. And then and then or it's the find it like look at our insurance company. Like we're, we've lost a good chunk of money because you know and that's been but it, but numbers wise we're doing really well. But we're still as a business, we're not necessarily doing great. But so, you know. figured it out. The first 3 to 5 years in your business is like Yeah, yeah, the war, it's just like this new acquisitions manager to, you know, with our whole eye buying side of things, like we do that to, like, not only for good investments, but also it is a retention tool for our agents. And I don't hide that from anyone. All every agent that's involved with those on our team like, knows like, yeah, Adam and Casey do that because it is a retention tool. I want to, but I'm only going to do that with folks that I know are committed and they've proven themselves. They put in the work, and not only can they go out and effectively represent clients, but then they're going to work to facilitate a deal and make this into an investment for them. But, you know, I mean, look at the shift we're doing in that too, because it does. It throws them off. So actually, we're having a meeting tomorrow here at our house to kind of go over, hey guys, this is why we're doing this. Don't freak out. It's a good thing we want to go from 50 to 100 homes a year, for example. while. And think of this not to stop you, but think of this. When an agent goes so deep on ROI, there's real estate suffers tremendously Yeah, You know they all selling it to them because it's new. Yeah yeah yeah totally. Yeah. So that's going to be I'm excited for this new the new acquisitions. I'm calling him an acquisitions manager. I'm excited for him to go deeper in that because he's already proven himself in my mind. I mean, he's already got one bought and, and he just he really just started. but, you know, the agents are now like, when are we going to get booted out? No, no, that's not going to happen. It's just let's let's get this thing up and running because there are people out there that would much rather sell to an investor than put it on the market. That is that is something I've clearly learned over the last ten years. is they want that nice, clean, easy option. And so why not create a legit business all around it? Trustworthy Correct. And then and then bring our agents in for investment opportunities later, whether it's a rental or a fix and flip or whatever. A lot of them are friends or fixer flips, but, we don't wholesale, but, we, we feel dirty about that. Yeah. So so it's not like it's not for us a negative connotation. Yeah. it it's you know again it's just like anything else. There's, there's a lot of fantastic ways to do it and you're doing it the right way. Just sometimes again, you'll find someone doing it wrong. Yeah. But but again the shake up there where we're like, who? Stacey and I were like, let's do it. We didn't think much of it. All right, let's do it. And then everyone else. Like what? Yeah. Because you were even like, what is what's this all about? Why? This was a this wasn't on the vision board or whatever, but like, you know, but it did it create a shakeup because they're like, what are we going to replace, or are we no longer going to be a part of that side? No, guys, we just want to take this and help elevate it from this level to the next level. And this is what we feel is best for us to do that. And you guys will all come along. But we got to next few months is going to be seeing how this works. And is this really going to pan out the way we want it to? But I mean, we're the ones paying for it, so why not take the risk? But it's just change. Most people in general don't like Yeah, Yeah. But they get it's change. Yeah, totally. Yeah. So shifting to babying, probably not the best thing to say baby they baby and the the top the top dogs. showing the top dogs love Yeah. Showing the top. The dogs love. They really. Do. Yeah. that fine line between leave them alone now and then. Also where they're two left alone and someone else is giving them something. Right. Because everybody, at the end of the day wants to feel special and want it. Day care. When we have an agent, our team, he will stop by my office 2 or 3 times a day and tell me how many calls he made and how many people he talked to, and then I have to get my cookie Yeah, Yeah. Yeah. but everybody needs that. Yeah, I would say to end with probably the one. A very exciting role, though, the financial analysis we just hired Matt that I'm excited for, that not only help us on the back end with expenses, just, you know, running financially in the in the right way, which Stacey takes on that whole role. And that's like a big burden for her. So not only freeing that up for her is going to be a huge saying. Plus it's good for my marriage. we've got like 50 checkbooks. Yeah, yeah, 3233 to be precise. but I also like. well, making smart decisions. Oh, two making smart decisions. But what I really like is the really the forecasting part of it is like, if we were, if we were to get to X level, how many agents do we need to have producing at what level and then going to the agent level? Okay. You want to get to this level. Here's this really good clear forecast of what you need to do to get to this. He he's even already mapped out like here's how many. You know your average per agent productivity is doing this right which we kind of already knew. But now it's visually always in front of us. And then also knowing like this is like like he made a comment like generally once you hit, June 1st, you've done if we're going off a previous years, you've done 60% of the team's business. I did, I did I never process that. I'm like, yeah, totally. And then, yeah, I'm excited about that. I think that's going to be a good, fun role to really like dive in. Because, you know me, I've always just shot from the hip and and never really dove into that. So it's going to be it's going to be followed. I found interesting too was like, again, like, I don't hide the fact that I have a 50% retention in real estate. I think it's, you know, 87% is the rule or the rule, excuse me, is kind of the market 87% of the nation, Realtors that get in nine out of ten essentially don't make it. Ours is about 50. Well, one of the things you mentioned was if I get an agent to 14, I want to say I get that number down. Less than 10% of those agents fail. So Yeah. well, it just thrills in front of you. Yeah. But that but that and that. So that's yeah. Like knowing that stuff but also still means you have people that come on the team and you have people that leave the team. And so that's why focusing on the people that are putting in the work. Or is it the potential and not wasting your time. And again no offense. If you're going to show up to, an agent team meeting and not participate, be on your phone, waste your time, don't even show up. Why would we put in the work if Yeah, I want to come to the meetings? Yeah. So yeah, we're definitely I feel good about the shift that's happening right now. Like I some of it was present like, oh, this is a bad thing. Okay. This is this is correctable. And I feel really good on. The last four years I've been here. So it's not like again, this this narrative, this has come up multiple times. Yeah. Yes. That's what's Yeah. And you said that before but that is that's a very it's a very good point to say that time with our agents. And again, it's if an agent wants to sell 15 million and they haven't sold in 60 days, they're not hitting 15 million normally. No. yeah, You know. yeah, it is interesting how a lot of them end up coming back and saying, I'm I'm really thankful you called me out. Yeah, yeah. So it's just. So anyway those are be our We had a lot we had a lot of converge all at the same time. So yeah, you got relationships. You've got humans trying to figure it out. You've got, conversations with the coach. How do we bring value? How do we hold the feet to the fire and then show them, hey, by holding your feet to the fire, you're going to earn more money and pay off these guys that you want, Yeah, yeah, 100%. the Marcus tanked. Yeah. So a lot of fun stuff. All right. Thanks guys.