Episode 14: Tahoe

Just back from the Cheplak Tahoe 2024 mastermind, Adam and Koby talk about how the event provided valuable insights into real estate strategies, the importance of consistency, and the power of community.

Their takeaways:
-Mastering the mundane: Consistent effort is essential for success in real estate, similar to fitness routines.
-Focusing on core competency: Identifying and excelling at your strengths is crucial.
-Building lasting relationships: Cultivating strong connections with clients and networking within the industry is vital.

Remember, consistency is key in real estate, just like in fitness. Focus on your core competency, and nurture your network!

Transcript

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that works with your health and eating and in your fitness when you're working out. gym exercise. Yeah, work out five, six days a week, isn't that boring, Heck yeah. right? Like as long as you have Unless you do jujitsu and then that's fun. But when you see like the ten and 12 year old kids do the hike and they're just smoking you and you're like, what the heck? Like, gosh, I mean, why work to be the number one team in like, so, so for us, like, why work to be the number one team in Nebraska? Like why not to be the most generous team? Which Nebraska. Colby, sway here with Adam Riley. Like usual. Today we're going to talk about our last adventure, which was Shap Lake Tahoe 2024. We just got back from it here last week. Actually Wednesday night. So we were there from Saturday through Wednesday. Yep. One of the best things about the black mastermind is not just the content, because you are working with some of the best of the best in the industry. But actually we were just talking about the hike prior. I always feel like that's always a really good time. Going out of your comfort zone, going on this hike that you can't control, you feel like you're in shape. You feel like you're going to the gym and then you get your tail whipped on the, on the hike. Yeah. I think what always bothers me on the hike, because it's, it's Mount Tilak and it's we start at 730, got done at 330. Last year we did it and we started at the same time. And we got down at like 430. So at least we beat last year's time. But when you see like the ten and 12 year old kids do the hike and they're just smoking you and you're like, what the heck? Like, gosh, I mean, yeah. And they have like less supplies in you. Like one bottle of water and I bring like five with me. Like, oh man, I got a whole lunch pack in my bag. we got a. Lunchboxes in case this happens. I don't even know what to do with that Yeah, yeah. Like, they go eat lunch. Yeah, yeah, that was a big deal. But there's always good conversations that happen. Yeah, and that's really what it is. It's making Which is hard to talk and do a hike too. At times for sure. difference. Oh, yeah. Totally. But you always bump into people and then you're like, hey, I gotta follow up with this person. They said something really good, Yeah, was so out of breath that I have to follow up with them. Yeah. And I learned a lot. I learned a lot about mortgage. And, it was a lot of mortgage people there to share tips. So than we've ever seen yeah, it was definitely, Yeah, it was interesting too. So Well. And it's all about figuring out like, who's pivoting what they're doing. And there was plenty of people that were down year over year and struggling. And there was agents that were individuals and mega teams and mega brokerages. But there's actually a lot of people in the room as well that were up year over year, yeah. blowing out of the water. Yeah. I love to hear the pivoting because again, I know we're always we're always pivoting. And if you're not, you're just you won't adjust with the times. And then that's when you, you know, it's like when the tide goes out, you're going to know who has their pants down around their ankles. So it's it's good to know that and, and see what others are doing too and how they're pivoting as well. So I think the thing that's always like you go to this and it is like I always go and I bring this notebook with me and it gets loaded. And this is probably like my, I don't know, a second or third notebook, but, it's always information overload. And then, you know, it's three days a year. I mainly just really went for the first two days. And you were committed on the third. But, you know, I do notice my my note taking starts to go down and down as the event goes on for sure. But, yeah, because it's just overload. But we always still come back with like 2 or 3 things, maps that were like, okay, we're definitely going to commit to that. definitely like, what are you going to do immediately. And then what's something maybe you can push off or look at later, right. Because it's all about execution. I mean, John says it all the time. It's not anything new. I mean, we didn't learn something like, oh my gosh, super Yeah. They keep you sucked. keep you sucked in because they always have something new and cool. Well, we have the exact same thing we're feeding the Zillow's database as far as the inventory. So we're feeding that cool, sexy, hot new thing. We're feeding it to them. So we have the ability to do that as well. And it's not just showing houses obviously, but it's just that was probably the one thing that we all agreed on copyright making sure that we're emailing properly, posting on social media, and then just kind of letting clients know what's going on in the real estate community, like even, you know, fed discuss rates, the other day and cutting rate. I mean, it's just letting people know, how does that actually impact our business? Yeah. So as far as like cleaning up, your database. So I mean, we have a large database and that's just years of selling real estate, past clients that new leads that are coming in, whether they're cold or ready to go now, ready to go in two years from now. So we have all this information and I feel good about our database, like it's really clean. But what they talked about doing is like really segmenting it out and okay, like, I mean, you go really deep with it. Like obviously making sure that all the information is updated, their emails are updated. So like really we're going to work on putting a system behind like making sure that's always been updated. Emails are correct. Birthdays are in their home. Anniversaries are in there. And then also like age groups you can do like who owns a house, who's looking for a house, who's like just all these different ways. And then that way we're going to be able to deliver certain messages to those types of people, like who's an investor? We have a ton of people in our database that are investors. So, you know, I feel like Stacey and I can really like deliver messages probably this year. Seems like we were talking about right before we started. This is we seem to been losing lately more on our flips than winning, unfortunately. But you know, just really you know, we're we're going through that and then deals are just changing and cost of everything is just continuously going up. So just it's making that world definitely harder. So us adjusting that too. But like that's great message to be able to deliver to those types of people or people that are thinking of it. I have a lot of clients that are doctors and they have money in the bank and they're like, okay, well, now that the feds coming down, what should we do with this money? Should we put it into a real estate fund? Should we go into stocks? Keeping it into a CD is going to seem it's going to be or money market's going to be less attractive. with rates going down. Yeah. Yeah. So I was like you know separating that data out I think is going to be good helpful for us to make sure that we're delivering the appropriate message to those people as well. I think it's a big undertaking. Like when I think of it, my mind kind of blinks out, so I know we'll probably put our Vas behind it too. I love like simple things too. Like how often? Like we leave it on our agents, but how often? Like, are we putting a plan in place that we are reaching out to our past clients on behalf of our agents, to ask them for customer surveys and ask them like, I mean simple things like, how do you like your house? Is there anything you would would want differently? And again, it's a way to get to know your clients better, make sure that information is updated, and then get good, solid feedback for us to improve our process as well. So it's kind of doing a pulse check and then yeah, bolster from a service standpoint, it's like, hey, we have access to a large database of quality contractors. So if there's something that's bothering them, we could be a resource to help them connect those dots. It's something as simple as like, you know, they wish they had this in their existing house, or there's certain things that they're not happy with. Maybe they noticed that one of the rooms in their house, the heating isn't is as well insulated, right. Like or something like the paint is throwing them off or they can't find the right paint color. Or maybe they're feeling very overwhelmed with like the unfinished basement and they don't even know the cost. So it's like going back out there and saying, you know, if you did finish your basement, here's the cost and here's what the value might be. yeah. I mean, even I think of like the insurance world with, you know, like, Stacy and I are in the process of switching our insurance. And I mean, we're switching to, we're going to, to we insure and, I mean, it's like a $10 an hour savings a year or so. I mean, it's even like knowing that information, too, I think, especially in the insurance world, is really good to stay in front of them to provide that type of value as well. So imagine if we could, you know, get that message out to the database and just say, hey, you know, like, you might be happy where you are. There's nothing wrong, but you might find, hey, we saved on average our clients, and it's not 10,000 with yours. It was 10,000. But maybe on average, I think the last number I heard was about $2,000 a year in savings. yeah. Yeah. Yeah. Totally. know, to the average person, it's a lot. Yeah. How incredible. So yeah cleaning up database. That is something we're going to be going deeper with. I really like that copy. I'm still not going to be the best at that you know, because like I would always be tempted to use like I or you know, I'll probably use AI a little bit to help me with like topics and good you start. Yeah. To get me started. I know if you get me writing, I'll start writing a lot too. So making sure I don't sound like an idiot too is probably going to be importance. But you know, message. But you don't want it too long. Yeah, yeah, yeah. I mean, John always has great suggestions on like, I'm not going to I'll find it my notes right now. But basically, you know, you're starting with the hook Yep. and. story and then close slash ask for something. Yeah. You know, even his video that he gives us an example versus like probably what the average video an agent will go out and produce his night day difference on. Like it keeps you engage, keeps you wanting it. So I definitely I'm excited to get that information over to our agents as well. on the other thing, I don't know, there, a couple of people mention was just carrying your phone and doing it yourself. Yeah. Oh, yeah. Well, I mean, just like, I mean, the the video editing that's within built in your, the, your phone app or the picture app that comes on your iPhone is really good. So it's just it's getting the video created and then maybe you reach out to somebody, you know, a VA or another partner and having them, you know, take the information and then either transcribing it or putting it on paper, I mean, or coming up with a caption or a nice flashy photo that's completely different. But John and a lot of people that we met were under the impression you shoot the content relevant to your needs and database what you feel is necessary, and then you outsource the not the next part because you're not going to go through maybe and post it on 12 places. oh. Right. No, not a lot of companies out there that can help with that. Yeah, So that was a really big one. And then I think the other thing was just like making sure that we're staying in front of the right people, I think is important. I mean, that was kind of another message was like, there's a lot of people out in the real estate community. Some are talking negative, some are talking about this changing summertime. Like, I want to try to continue to surround myself with the people that are succeeding, the ones that are doing well. And that's what I love about going to that room is you find very quickly that in your market. Yeah, we might be the top dog, but if we go there, we're really small compared to some of these other places yeah, well, I mean, Ben Kenny was there and Ben Kenny is highly, highly respected in the real estate space. I mean, he's what, 38, 39 years old has been doing it for a long time. And what he's done is just been incredibly creative place. And they have I mean, that they are the. they're technically the largest team in the country. Yeah. And I mean place got what,$1 billion valuation year recently. I mean he got I'm going to is it Chris Soros, Soros. Who was I mean, he was CEO or some bigwig at Berkshire Hathaway, and he got him to come over and he's a really, highly respected thought leader in the real estate space as well. Pretty good. Yeah. But like Ben, John interviewed Ben. And what? I liked the notes I took on Ben was things I really liked with him is I really liked his comment on doubling your mindset and, like, how that can compound. So do you remember that. Yes. The compound interest. So it's like let's say, for example, you decide you want to make ten phone calls. Let's just say today, how can you make 20 tomorrow? And then how how can you make 40, right. So it's just like, how do you look at everything in your life and try to double it. And you always have the mindset of doubling as in your output. You'd be surprised how much we can actually do and what we allow or a limit we put on ourselves. Yeah. Yeah. And so he had he threw that out to a challenge, right. To his, his team was like, hey, why don't you do 30 houses in 30 days, 30 open houses. Yeah. And, you know, and I, I mean, there was a large number of his team that did it. He did that. And the, what, 5000 calls? Yeah. An open a 30 day period. Right. And and again, a large number normally they would operate from like there's no way I can do that or accomplish that. And then they were like, Holy cow. I was able to do that. Well, something like open houses. We ask our team to do an open house a week, Yeah. Yeah. yeah. Yeah. Yeah I found that really interesting. I couldn't get past that actually because I'm like, why would he go take four listings when. He's just me? Yeah. It doesn't certainly doesn't entail. he wanted to make sure is, like, is he still staying relevant and grounded to the closest point with his real estate community, which is what does it actually take today to get a listing? What's the actual conversation? What is the what does it take to get the photography and videography and to win it and then sell it? So his big thing that he was talking about was, well, I mean, when's the last time you went into your business and, and looked at what it takes today versus what it used to take when he did a. Yeah. Like the CEO figuring out what the janitor does. Yeah. The other thing too I liked is when is the I believe I believe you, I love that. Yeah. Do you know, can you go deeper on that? it was a commitment. So it was okay, let's just say you're like, hey, I want to make 50 phone calls and you're like, okay, do you think you will like, could you or would you or will you? So when they respond like, yes, I'll make 50 calls instead of saying, okay, sounds good, or saying, okay, perfect, I have your commitment. He says a follow up as I believe you. So if you said, hey, I'm gonna make 50 calls, you look at him in the face and you say, I believe you will make 50 calls. So it just adds that extra layer of accountability. And by showing the other thing he talked about was like showing a belief in somebody. And when you believe in someone, you have kind of, a way of like separating that, like, oh, you know what? He trusts me. He believe in me. So now I have him in my corner thinking like, oh, you know what? I can do this. I mean, it's just like, anytime you think of something that you can snowball into something larger is really going to make a bigger impact. Yeah. How do you remember all those details, too? Well, luckily, I took a lot of notes. Like you, I just don't have the notes in front of me. Yeah. I didn't prep. Yeah. Now. Yeah, many, many years. Yeah. And, so that was another point that I think I realized too, is and it's not just a real estate space, it's just anytime you're working with somebody, there's a level of trust with everyone, and you have to go into it with the best intention. No one plans to get divorced when they get married. Married, right? Like no one plans to maybe steal. Somebody gets on tough times, and next thing you know, they're like, oh, I just I got to borrow a few bucks. No one's going to know what it's like. I think people have the best intentions and it's not letting you hold. And I think that's what his last message was about. That story is like, don't hold that against the next person you bring into trust. You. Like you can't assume the next person is going to screw you over because somebody else did in the past. Learn from your mistake, but don't think about it again. Like I think he said was, once it happens, it's a split step in and it's out of his mind. He doesn't think about it again. Yeah, I thought that was kind of interesting too, especially at his level. Yeah, yeah, definitely not hanging on to that and putting him because it's, you know, it's affecting the person that screwed him over because he's like. regrets. It's probably the rest of his life Yeah, totally. because it's like you can tell there's certain there's certain people that you can be around and there's certain behaviors you can just like this person's a little bit different, or this person stands out, or this person's like, you know, they're a big thinker, you know, whatever. You can just tell. There's definitely horse power with certain people that come on that stage. Yeah. Other thing that and this was not just I mean, they talked about it, but this was a very common theme that we've been talking about lately is doing the boring. Yes. Mastering the mundane. I mean, that is that is very clear where everyone at a high level, they, they know what their core competency is. So they are spending what John says. And this doesn't come from John. I mean, this is like, Tony Robbins, Dean Grasso like and that's this Dean Grasso. Grasso. That's who I mean John coaches with him I mean cost$250,000 a year to coach for them. And yeah. And it's all about staying in your lane of what you know you're good at. And then plus like it doesn't drain your energy when you're not in your lane and it gives you energy to wake up, do the things because it's still boring, but it's not like totally draining. You might be boring. So like Stan, your core competency. Like, what are you good at? So for a real estate agent, are you just are you mastering going after expired, going after force of owners, going after or just focusing on sellers? Are you just a really good buyer's agent? Are you an investor specialist? You know you can do it that way. You can talk about like, okay, what are the main things that I know I'm good at on a daily basis that will help move the needle, which then goes into like doing this boring, mastering this mundane and doing it over and over and over again. I mean, that works with your health and eating and in your fitness when you're working out. gym exercise. Yeah, work out five, six days a week, isn't that boring, Heck yeah. right? Like as long as you have Unless you do jujitsu and then that's fun. But isn't it like you're going to work out for 60 minutes or 90 minutes? Let's just say, like for me, right now it's 515 to 630. I know I'm going to do that six days a week, five, six days a week. And it's boring. I mean, I don't want to get up. I don't want to wake up like I'm exhausted thinking about it. Like I'm just tired thinking every day I'm going to get up and workout for what? Right. Like it is boring even like eating healthy, right? Yeah, Yep. Yeah, Yeah. he does. He does. Like, in a joking, like, challenge you because he is like, you know, I think what he's saying is, like most people, if you're working an eight hour day, right? I mean, this is a study that's out there is you're really only working like 1 to 2 hours a day, like legit focused. Yeah. The other times you're like, working on stuff, pulling stuff, writing notes, like catching up, shooting the breeze, watching TV, like side stuff. Yeah, I mean, most of the guys there, the high levels, they are getting all their work done from eight to noon and then the rest of it is okay. I got my hard stuff done. Now I can work on the things that are not necessary on my core competency, but like it's something that also help move the needle. Or maybe it's for me, or maybe someone needs my time or whatever. That is. Still. now the other thing John's been pressing on, which we've been pushing on our team is conversations. How many legit conversations are you having a day in real estate? And to keep it simple, the easiest way that RCM keeps track of it is two minute conversations. If you have a two minute conversation with somebody, that's a long enough time to say it wasn't just a hang up. It wasn't just a wrong number, right? Like there had been some words went back and forth. If it was over two minutes, right. Because we all know if you call someone and it's like, oh, what do you need? I'm just looking. I'll have a good day. It's Yeah, seconds, right? So like that was the other thing. John hit on a little bit at the, the real estate master. I too is like having conversations with people from eight to noon or nine to noon. It's like, what are you going to do in the first 3 to 4 hours in the day? How are you going to make an impact? And just keeping it simple, let's say, like you just mentioned, Adam is for sale by owners or expired listings. What are you going to do five days a week for say 2 or 3 hours? Right. Which is not a lot of time, but who are you going to call? What's the scripts? And then when are you going to follow up. And then how are you going to operate your morning if you will. And then in the afternoon it might be other things, like maybe it's following up with clients or setting up showings or working with others. But if you want to grow, let's just say it's listings and expired for sale by owner. Those 2 or 3 hours will blow up your business in a good way quickly, just by spending 2 or 3 hours legit focus solely on that exercise. Yeah, it's hard for a lot of people to do that and stay in it. Yeah, I think that's what everyone struggles with, is how do you keep your folks in that lane for as long as they can for them? I mean, it's not for us. It's for them, you know. Well, with ADHD and distractions, your cell phone alone will distract you 58 times in an hour, Yeah. Yeah. Yeah. without being bored out of your mind? Falling asleep? Now you will be bored and you'll hate it. Yeah, but you got it. You got to do it. So let's try to convince them, like, hey, you're going to hate it, but you should do it. Yeah, But the most successful people that we've come across and that we've been talking to, that's what they do every day. Yeah. It's a very boring, boring schedule routine. Yeah. So mastering the boring. So that was something that was talked about quite a bit. Yeah. And then that kind of goes like I don't know if you noticed this, but there is so also in the like organization like as you enter into it again, I, I entered into it because I respect John's discipline and I'm like reaching towards just can I get a little bit more of that? Can I get a little bit more of that change in like me. about the first topic he talked about for 45 minutes. what was that? It was an AA meeting. Yeah, I mean that and yeah, that's right. That's what I was going with is like most people, they enter it. And let's be real, most salespeople are alcoholics. You know, I mean, I was I was there, I was drinking and smoking cigar like every, every five nights a week, easily. Eight. Yeah. And then most, most agents are on Adderall or whatever they're taking. Right. And and so they enter in this organization and they're new and you know, I'm like, oh, what's this all about? And then they start seeing like, wow, man, that guy's that guy was ripped. That guy was ripped like, oh, you don't drink. Oh, and you've done that. Wow. Like the common theme is like, they all live these, like extremely Healthy, disciplined lives. Yeah. Super clean, healthy lives. And then like, you know, and then you kind of want to get a taste of that too. So and then when you get there you're like, wow. Like, man, imagine if I gave up drinking like ten years ago where I'd be today. Right. And so there's that. But also to like a really I don't know if you noticed this, but during this event, a lot of them started talking about, like, their bigger purpose, like why they're here on Earth, even like, like Ben wrote down, like, why work to be the number one team in like, so, so for us, like, why work to be the number one team in Nebraska? Like why not to be the most generous team? Which Nebraska. Yeah, exactly. Like who really cares that you sell a ton of real estate? Like, what are you doing with that too? And, using with your microphone piece if you will. Yeah. And so, like, Veronica was talking about, like, I'm. She goes, I went from I don't know what she said first, but I just caught on to the second part of it. She said, like, first it was like, I want to bring on 2000 people. She goes, now my mindset is, I want to save 2000 people, you know, with their, you know, and she was talking about faith. And that was a common thing to like. I heard a number of people talking about like like they made their faith is like a very important aspect for them as well. And it's their guiding light to on where they should go to. So I found that really interesting as well. overall making a big impact on people's lives. Yeah, you know, marriages and kids and a lot of temptations. Yeah, totally. Yeah. So that was good. Also, what else? What else? Actually. Oh. So what were the other big things that were like, okay, we definitely want to do that. Well, I think the other thing is just making sure that, like, let's just say, for example, we've got a lot of real estate agents out there in the community. They don't know how to handle the buyers, the buyer commission struggles or the new laws or rules out in past, like, what are you doing to educate and train your people? How are you staying in front of some of the changes? Are you going to be the one that's sitting in the back waiting for change? Are you making the change or are you moving forward? And, I think the other thing that we we talked to some people about was, what are you doing to get referrals? So let's just say on average you get X number of internet leads and you pay for those internet leads. What are you doing with those internet lead. So that was another thing we talked about is like, are you going back to your data and are you finding, let's say you got a lead from XYZ real Estate company. Are you getting referrals from them, or does your team just get that one sale and then they're on to the next? Yeah. So the statistic is each contact. So not even each past client, each contact can equate to two and a half referrals in an 18 month period. So if you have 100 people in 18 months, it's a lot of that's a lot of potential business for you to do. And so how often. And that's where I think like I'm definitely changing my thought process on Zillow. I think the old way of thinking is like, I mean, don't get wrong. Like Zillow is awesome. It's a great way to feed the team. It's a great way to get connected to a lot of great people. And I mean, who doesn't use Zillow? I mean, Saturday Night Live made a skit about it because everyone goes until I use Zillow. Whenever I'm in a different market, I'm on the Zillow app like it's the only app I ever use. And I think that's what most people use anyway. They're the Amazon and, but from a team leader standpoint, I kind of had the mindset of like it it when you well, it's expensive but you when you get used to that. People. You they don't they get so accustomed to those types of leads because they do convert pretty darn quickly. And Zillow knows that. And but that's why it comes at a really high cost as well. I mean, I look at Zillow for us as a business, it's a loss leader for us. And so and it can create bad habits. But like then you think of it is like, again, I'll use Amanda for your wife, for example. Like she built her business on internet leads. She started off with internet leads and, but yeah. And so and she looks at the right way, like, okay, like, this is an opportunity. No. Do I want to pay the referral fee when I go sell Zillow? No. But I'm also looking at this. I'm not going away. I'm going to be in this for the long haul. And every single person I come across, I can use as a potential opportunity to get connected to someone they know that's thinking of making a move, and I can provide value to them and then provide value to their folks too. And it's just this huge snowball effect. So definitely looking at it like or like, let's take Edith. She's had a foot 45 Zillow lead sells this year. Yeah. About that give. Or take a little bit. We'll call it just to keep it simple 40. Okay 4040 not not 40 leads 40 sales from Zillow. Yeah. Since she started on the team she started in November last year. So I mean that's like that is massive. And so like for her now she can take that and go get what is is that 100 I don't even know the math. Yeah it's 100. Yeah I was going to say. You know, so that's 100 potential referrals that she can get just that's on her. Past. Clients. And then she, if she goes reaches out to every single contact she's gone, which is a much larger number. I mean that would be massive. So I mean, I look forward to seeing her business grow too, because once she starts getting those referrals coming in, oh man, it's going to be it'll be huge, massive. So, The other thing we've been talking about for a little while that I talked to quite a few people there is like not retooling. Maybe that's the wrong word, but it's like looking at your real estate agents and they're all at different levels, different phases, and they all want different things. When a new real estate agent starts, they want training. They want leads. When a real estate agent is on your team for, let's say, six months or a year, they want, okay, like, how do I not pay these absorbent amount of fees? How can I get a better business that's bringing me money in? So they maybe want again. Maybe they want to form a neighborhood, or they want to reach out to, a database of people they're not thinking about or get involved with their church, let's just say. And then you got another phase of people that are like, okay, I've sold 250 sales. How do I get referrals? How do I nurture and build raving fans? So like, I've been trying to like and we've been talking about this is like trying to make sure that, like, you have a level or a seat or a hat for each person on your team, because every realtor on our team is at a different pathway where they want their business to be. Some people on our team said, you know what? I would love to just work internet leads. And I don't want to do, let's say, open houses, and I don't want to make cold calls and I don't want to whatever. Right. Like everybody has a different pathway. So we got to figure out as a team, how do I support each of the realtors business in their journey? And it changes every probably month because they see something cool or something different their friends are doing. They see something on X or or Instagram and they're like, well, why can't I do that? That person's driving around a Jaguar Ferrari like. So sometimes it's shiny objects, but most of the time it's simple. A real estate agent wants to have a great work life balance. They want to enjoy the business that they're doing, and they want to get in front of clients, right? Like they don't want to necessarily maybe plan an event, but they want to have clients come to an event. So how can I help get them to an event? How can I get them? Let's say it's like they don't want to write maybe emails. So how can you and I get the word out to our clients what's going on in the for them, Yeah. Yeah, Yeah. What And we have gone in that direction because like it started with a couple agents on their team. Like, you know, they think back to when we were the smaller Navy Seal type team. They're like, oh, I kind of miss that. You know. And and so, you know, like we're meeting this Thursday with we're calling it the the vets. But, the Navy Seal team are always kind of like it's almost like creating a Navy Seal team within the team. And, you know, Emily, Emily Mooney, I think she's, Yeah, she's a Florida State sales director of sales. Like, she, you know, she made the comment like the top 20% want to be heard. And I think we definitely operated from the standpoint of, like, lists and like, we're here when you want us, but otherwise it's, it's a pat on the back, like, hey, great job, but we're going to leave you alone because we don't we, you know, you got a good thing going. We're not going to mess it up. We're going to try to tell you what to do. We're not going to micromanage you. And, and the next thing you know, like, a year can go by and you're like, well, shoot, like, I, I talked to them, but I don't I haven't really like Deep Dove with them right new why now created or. Yeah. And like what what do they want to see change. Like give them a give them a, a microphone to be able to like, talk to us about like, hey, here's some things that I would like to see happen. So I mean, and we're doing that actually this week to sit down and like, okay guys, like I think there's like 9 or 10 of us, we're going to sit down and say, what are some things that we can do to help support you guys in a better way, too? And I am actually, I know Janelle or you, they sent out the feedback form too, and it was interesting seeing some of that stuff too as well. Yeah, that was it. Yeah. just you know and it was really a question of like, how can we support you? And it's not just I think a lot of the times people think like, oh, well, they just they're here when I need this. And it's like, well, okay, let's I'm just again, we'll use Amanda like Amanda specifically she does Popeye's. It's like, well how many Popeyes is she doing? Where is she targeting? And then let's say she's doing neighborhoods like in our neighborhood, for example. I know she does a lot of different, like things in the summer with partnering with food trucks. So it's like, maybe that's something like Skyler might love to do as well. So it's like getting Skyler, Amanda to like, figure out together. And then Skyler might have some ideas on like, maybe Amanda could work on social media where he does better with that, let's say. Right. Like so it's just it isn't just that it's putting him in a room and letting them also mastermind. And then sometimes it might be like, hey, you know what, I really wish I'm making this up. The admin would send an email with my photo and then did a survey immediately after. Yeah, Now one of. The little tweaks is what you mean. Yeah. Yeah. Yeah. It Yeah, you know, Yeah. You know, so it's just figuring out what it is that your core principles are what's going to be in your tribe. And then what are you really going to care about at the end of the day? Right. Like, I think that we want. What's going to keep you going? Exactly. We want people that have like minded attitudes that are positive, that have a growth strategy, that are also good, kind people. We don't want to just sell a thousand houses. When Ben Kenny said that, when he's like, well, you want to just sell a lot of houses or you want to make impact. I was like, I really want to make an impact Yeah. Under 100%. Yeah. Yeah, 100% more. Better splits. Yeah. They that's what I liked about. Yeah, Yep. yeah, were definitely a do a pickleball thing too. I'll watch I'll watch, I'll watch. Yeah. Yeah. Yeah. Again, for me to end this out is, is, What are you doing to master your schedule? Master, the mundane, like, is just really keep going deep with that, because. person, be purposeful with your intentions of your day. Yes. You know. Yeah. and we've been talking about this for a year or two, and it's hard It is hard. It's really hard because you always get distracted. I've noticed like I get on a good streak of doing this or that. Right. And it's all aspect, whether it's eating my working out, my prospecting, going to bed on time and then it's like, man, like I started watching the show on Apple TV, bad monkey like, what a time suck. Like what? I'm like, why the heck am I spending this time watching this when I could be really good book to grow myself right? So it's things like that that can distract you, but just getting back on track as fast as possible yourself to fail now. So the other thing John mentioned, and we've heard others say is like, I mean, even Veronica, how many times we've seen her on stage crying, meeting mistakes. Yeah, I love that about yeah. yeah, taking ownership of it. Yeah, yeah. Yeah. We're not drinking now. Yeah. Absolutely. just reminding people why we do it. Absolutely. All right. Cool. All right. Thank you guys.