Yeah. I think it's cool to say, let's. Mine's muted. Good morning, and welcome to another motivational Monday. My name is Matthew Hodge, executive vice president here at LPT Realty, and I'm joined, by Robert Palmer, founder and CEO. If we could just do a quick sound check, make sure that we are good to go. If you guys could give us a thumbs up. You guys know me and audio. Did we nail it? Did we get the audio right? Yep. We got it. Okay. We're seeing the thumbs up. Okay. Fantastic. Well we are in Scottsdale, Arizona this week for the t three conference. Actually we're in Scottsdale and New York. We're gonna be traveling to New York on the second half of this week. But we're in Scottsdale. It is beautiful here. We are on the kind of a mountainside. A little harder for you guys to see in the back but excited to be here for this conference as we head west. Had the opportunity to meet with some of our LPT family yesterday, which was fantastic. Yeah. Of course, I was seeing them in person. So real quick, let's catch up over the weekend. How how was your weekend? You you know Obviously, I know. But Traveling. Yeah. You know, traveling, getting out here to Scottsdale. Excited about this conference. It's pretty cool. You know, this is the the t three is the group that put out the the power two hundred list, you know, that I was named to this year. And so I'm gonna be speaking, on a a discussion forum with, the president of, Christie's at properties and the president of Real Broker. So we're gonna have a nice little lively discussion about emerging models and why our brokerages are doing so well right now and maybe some others are not. And, it's gonna it's gonna be good. A lot of lot of big heavyweights here from across the industry, kinda all the different real estate brokerage models are represented, but it'll be fun. And it's amazing. I was thinking this morning, how many different states and cities we've now done motivation Monday. And we're on this close to, like, two year run where we haven't missed, you know, I guess not quite two years. Maybe eighteen, nineteen months where we haven't missed a motivation Monday since we started. We've done them from, you know, I mean, what we've done. I've been in New Orleans, I think. Vegas. California. California. We're gonna be I'll be in New York next Monday. Montana. Montana. Yeah. It's, wherever we are, we we got the mobile set up. And it's it's exciting. You know? We we were talking about how important we think, yeah, this has been to the growth and culture of LPT. And and, you know, when we first decided to do this, like, hey, let's do a weekly kind of update for the brokerage. I don't think we realized how important it was gonna become to our identity. And and knowing that especially with all these changes happening that, you know, we don't have to set a special meeting to to give our agents and our family updates on what's going on. We just know that every Monday, you know, we're gonna have this conversation and spend time together, and, it's been it's been great. We see attendance continue to increase. I think next week, we're gonna run a poll to find out how many of you are watching Motivation Monday in groups. Yeah. You know, because I guess I I hear a lot of people, like, oh, yeah. I have, like, four or five people over to my house, and we'll get coffee and bagels. Or, like, hey. We have people at our our office or our team office. We've moved our team meetings around to make Motivation Monday a part of it. So it's it's really exciting the amount of agents that are are logging in with us every single Monday. We appreciate you. We love the ability to have these types of conversations and keep you up to date on what's going on in the world and and kind of follow our travels, as we move around the That's right. Move around the country. Yeah. And so speaking of which, you talked about we've been doing this for almost call it two years that we've never missed one so it's the consistency piece. And so it starts to build a rhythm and so I want to kind of segue that into that consistency piece inside of the business. You know we've got some people who are new to LPT who are not necessarily sure of all the tools that we offer and we've got some people who have been with LPT who haven't consistently used the tools. Maybe they've heard it doesn't work or they've tried it for a short period of time and maybe they didn't have the right expectations on how long it takes for those seeds to be watered. We know a lot of people got the message because we you know we just had a record bracket right? But in large part you know it takes a lot of it takes a lot of consistency and we talked about it on previous motivational Mondays. You've got to kind of put that blind faith out there. You got to put that energy down that black hole before you get something back. And so kind of walk me through as you've gone through this journey now building LPT Realty, I see your agents who are having success with the tools who've been consistently doing it for a while. What's your message for the agent who is just getting started or maybe tried it and didn't kinda give them the result that they wanted and they wanna give up? You know, how do you think about that thought process and what advice would you give to someone, you know, trying to adopt the tools? Yeah. Yeah. I think we've got so many amazing testimonials and so many amazing agents who are, you know, using the power packs, using the prospecting packs, using the the magazines, and having so much success because they do work. But, you know, this is not an instant gratification business. Right. I think that's the the biggest problem we have. And, you know, and social media and and the Internet has given this false sense of instant gratification. Right? The idea like, hey, I can run a pay per click ad and I can see I got ten clicks. Or I put out a Facebook post and I got, you know, five or six lead forms, or I got ten likes or shares or whatever. And you get that instant feedback loop, and then that makes it harder to do the activities that don't have that instant feedback. Right. Right? Like you get out in a community, and you door knock, you get out in a community, and you pass out your nine critical questions or your active marketing plan, there is no instant feedback loop. But then when you do get that phone call, even if it's three, four, five months later, the conversion rate is massive. You know? And I think that's the piece that a lot of people miss is, you know, great. I got, you know, I got a hundred pay per click leads. You know, you may close one or two deals out of that statistically. You know, one to two percent conversion rate for a lot of pay per click is is kinda normal for our industry. You get two calls off of an active marketing plan that that you put out neighborhoods, you're gonna get a listing off, you know. One of those two is gonna list with you. And so I think it's just really helping people understand and recalibrate. But the hardest part is you've gotta put in the work and and continue to put in the work. And that's something I did. Like that's a really a big part of my success and why I was able to to accomplish what I did to be able to come back and do LPT Realty and fund LPT Realty and build this business is because I continued to do those things even when there was no immediate result, even when I didn't get the instant gratification. Because inherently, what will happen is you'll do it, you'll stop, then you'll get a result, and now you're six months behind. Right. Because for that whole six months you could have been planting more seeds, and and and the most successful agents we see are the ones who do consistently plant those seeds. And I think I think farming and when we talk about farming in our industry, I think it's kinda lost its meaning because, like, it's just the word has lost like, if you really think about the origin, right, what what do we what do we mean when we first said farming? When the first person said, like, oh, I and to be a successful real estate agent, you need to farm a neighborhood. You need to farm your sphere. Like, now we think that means all that means send postcards. Right? But but I gotta think when the first person coined that phrase, what they meant was, you have to act like a farmer would. You know, when you think about a farmer, they imagine if a farmer went out and planted seeds and then came out the next day and said, nope. Nothing's growing. Let me tear up the entire field Right. And start over. Or I'm never gonna, you know, I've watered this three days in a row and nothing's growing yet. I'm gonna quit. I'm never gonna water it again. And then all those seeds would die and and we as a nation would starve because we would have no no food. You know, you gotta understand that it it's a slow process. The results are not instant. And again, I think that the the instant gratification of digital marketing and social media has made that much harder to do. Because in so many aspects of our life now, like, you know, I think about my daughter. You know, we're reading bedtime stories the other night, and on the back of the book, it listed like five or six additional, you know, stories by the books by the same author. And she's like, dad, you know, can we get one of those? So I I break out by phone. I go on Amazon. This is Friday night. Sure enough, the book is going to be delivered Saturday morning. You know, like, so you think about even in her world, like, you know, when I was a kid, like, oh, mom. Can we get this book? It's like, well, you know, we'll go to the bookstore at some point in the future. And then maybe a little later, it's like, oh, we'll order it. It'll be here in a week or two. Now it's I'm gonna order it and it'll be here tomorrow or even same day. And so as more and more of our life goes, this instant gratification, this instant feedback loop, text messaging, social media, digital marketing, it it makes those traditional marketing efforts harder to stay committed to because they don't have that mechanism built in. And and in reality, this is actually a benefit for those of us who can push through and understand those dynamics. Because think about it. If every other farmer out there is is stopping to water their crops after three days and you're the one person who continues to put in the work, you're gonna have the only crops to sell when the time comes. And so, you know, it's just really important to me, and and we're talking internally. How do we help build more playbooks, more one sheet guides? Like, how do we help, you know, build more accountability programs to really help our agents do this because we know it works. Yep. And we have so many agents that know it works. But then we also have so many agents that either aren't embracing it because they heard from someone that print is dead, or they've convinced themselves that print is dead, or they were they're convinced themselves this stuff doesn't work, or they don't wanna take the risk on the prospecting pack, or, you know, they they can't get a free pack yet because they don't have a listing. Like, you know, we're thinking a lot about how do we help drive accountability, because I think that's really what it is. It's not it's not so much education. It's not so much coaching. Like, we can tell you how the product works. It's really creating the accountability mechanisms. Like, how do we as a brokerage come together and hold each other accountable to say, you know what? I'm gonna empty one prospecting box a week, you know, for forever. Like, every week I'm gonna spend ninety nine bucks. Like, I'm gonna have a four hundred dollar budget. That is what, that's what a outside CRM could cost. That's what some pay per click or Facebook ads could cost, and I'm going to put out and do the work and get in the neighborhood and and continuously put in the consistency. Because like it's not one door hanger doesn't do it. It's getting back out there. Like, they see a door hanger from you this week. Next week, they see the short active marketing plan. The next week, it's a nine critical questions. The next week, it's another door hanger with a different look on it. It may be a different magazine. And then they see you holding an open house nearby. Like, this is how brand is built. And so how do we collectively hold each other accountable? The empty the box hashtag that we'll see kinda trend from time to time inside of the Facebook group is great. I think we're gonna be able to do a lot with Connect two point o to kind of build some of that in. Yep. But that that's I think that's really the key. Like, that's something I'm super focused on because we have the proof. Like, we see the leads come in from the listing power tool system. We see the agents who are are actually using the system, putting the stuff out. We'll see the text leads coming in. And we know that those text leads have a higher conversion rate than pay per click leads or Facebook leads. Right. You know, we don't see as much as the the phone calls that come in from the magazines, the active marketing plans. All of that stuff is just so powerful. It's so sticky. It lands in that that important drawer in their kitchen. It lands on that refrigerator. You know, and and we know that that drives real connections, real business. And we also know that once you get that first listing in a neighborhood, it almost becomes viral if you continue to use the tools. You know? I had someone ask me last night, you know, at the at the little, mix and re mingle we had here in Phoenix, about, you know, like, why why did I create it? Like, what was the original vision for listing power tools? I said, look, we really were trying to solve what I saw as kind of the three primary problems for listing agents, you know, and for agents trying to break into listings. Because that was a big part of the mission. How to get them. You know, when you look at the overall landscape, the listings are controlled by a smaller group of agents. You have a lot of agents that are that are helping buyers. You have a smaller group statistically that are helping listings. And I had this passion to say, how do we help level that playing field? How do we help the agent get that first listing, win more listings, and then turn those listings into more listings the way the the big juggernauts do, the big power listing agents do. And, that's where listing power tools came from. And so the idea was it's it's really three things in one. It's a presentation tool. So we all know that if you take listing power tools on a listing presentation, you are going to win that listing presentation. Yeah. Like this is and this is this is easy because it's the instant gratification. Right? Right. I'm showing you the box. I'm seeing the seller's eyes light up, or I'm seeing the seller stare at the box. The seller is giving me instant feedback. Like, wow. This is amazing. I can't believe you do all this. I can't believe you'll do that for my house. I'm gonna hire you right now. I'm gonna cancel the other appointments I had. Like, that instant feedback loop is there, so that becomes the most popular use of the box because it feeds that need for that instant gratification. And so then the next step is, alright. Well, now you need to go empty the box, and you need to get out in the neighborhood and put the stuff out there because now you are auditioning for the neighbors. You're trying to take that listing you just got, and you're trying to make it go viral. Right? And so I'm gonna show the neighbors that, hey. I do work hard. I do these things, because the neighbor is going to get it and say the same thing. Wow. They made a door hanger for that house across the street. Or, wow. I saw this postcard, and now I'm seeing a door hanger. This agent really is a tough marketer, really is a hard marketer. But they're not saying it to you. So you don't have that feedback loop. They're saying it to their spouse. They're saying it to another neighbor. You know, they're saying it to whoever. They're saying it to their real estate agent. Maybe when they're like, why aren't you doing this stuff? But we don't get that feedback loop, so we don't feel it. And so now that doesn't quite feel as good, so we are less likely to continue those actions. Right? So we're always gonna take it on the listing presentation, and then we're a little more likely to use it here in the neighborhood because while it doesn't feel as good, we feel a little obligated because we just told the seller we were going to do it, and now we need to fulfill that obligation, but it doesn't give us that same type of feeling. And then the third piece is this idea of an accountability tool, because you did tell the seller you were gonna do it and it's like, hey, what am I gonna do today? Well, I have a hundred and eighty eight pieces of collateral I can go put out. Like, because really in our business, it is tough. You have a lot of freedom. You're an entrepreneur. There are days that every one of us wake up and think, what am I gonna do today? And if the answer is, I'm going to go into the box. You know, if if I I can always get a prospecting pack. If I have a listing, I'll have a listing pack. It becomes an accountability tool to hold yourself accountable to an action. And And this is why I tell you take whatever piece in that box you hate the most, take whatever piece in that box you think is worthless, you think I shouldn't have put in there, and start with that one. Because that's the one that's gonna get you a different result than what you are used to, and maybe that means getting creative. Maybe you're in an area where homes are too spread out. Maybe you're in a condo. Again, get creative. Cut the top of the door hanger off, mail it to people, put there's always a way to get that collateral out there. And so if you challenge yourself and commit to yourself to say, every time I get one of these, it is a personal challenge to me that I'm going to get all I'm gonna empty this thing. I'm gonna get all hundred and eighty eight pieces out no matter how creative I have to be, no how no matter how far outside of the box I have to think, I am going to empty this box. Now it becomes an accountability tool. And then finally, we added in the piece of, okay, that that whole process is limited by how many listing appointments do I have or how many listings do I have. So then layer in the prospecting packs, where now the just sold packs, you know, or the open house packs, where now you can create additional opportunities. And this is even harder to do now because now they're not free anymore, you know. And now you've got to make a decision to say, I'm going to create work for myself. You know, it's easy to say, I'm going to listing appointment. I'm gonna take the box. If I get the listing, I'll empty it. But now all of a sudden you're telling yourself, I'm going to create more work for myself by ordering one of these accountability tools once a week, once a month, whatever that cadence is. And now this one feels the hardest because one, there is no seller expectation holding you accountable. Right? You've gotta make a choice now to create this accountability feedback loop for yourself and spend a little bit of money to get the box because it's not one of the free ones, because it's not tied to a listing. And again, the feedback loop is not instant. But there are so many agents that that tell us these stories about they do that, and then low and behold, three months later, four months later, five months later, the business starts to come. You know, people are not going to sell houses on your timetable, they're going to sell houses on their timetable. And the key is, how do you be the agent that they are most likely to call when they're ready to take that action? And if they have been seeing these high quality magazines from you, and seeing you put out and do the work, and seeing you prospect in their neighborhood, you are moving yourself up in the rankings of the agent they are likely to call every time they see you working hard, every time they see you doing the things that they wish someone would do when they go to list their house. And that's what the audition is all about. So I feel like I just, like, went on this huge tangent. No. But, that that that that's how we think about it. Yeah. That that was the point of this whole thing. And then that became the cornerstone for them building this brokerage, because I know that our agents will be more productive if they embrace the tools, and so we make it easier to embrace the tools. And that becomes this this flywheel to create something really amazing that we're all building together. Yeah. And you know I like that you took the time to explain it that way because again, you know, there is actions that just like if you have the right expectation, hey I'm probably gonna have to do this three, four, five times before I even get a slight inquiry. Right. You know, then you're putting yourself in the right frame of mind. Your the frame of mind that you're in drives your actions, your actions drive your results. Right? But if you look at that as like, hey, I went out there, I did did this one time I didn't get anything it doesn't work, like it's not intended to work the very first time you have to layer it in you have to be consistent with it. If you do that then as you talked about when someone's need do arise you're the person you're thinking of. You're not going to create the need for them, you're going to be top of mind when they have the need and And that's a fundamental you know kind of difference in the way of thinking about it. Whereas you're right, where you're someone goes online or it's digital, they can see someone clicked it, they can see the likes, they can see the shares, they feel like activity is happening even though nothing is really happening, you know. And I'm not saying that that's not important or you shouldn't do that or that shouldn't be a part of your business, but it does feel like things are happening when they really could not. And whereas print again, things could be happening you can't feel it so you think it's not working you abandoned probably one of the highest converting tools that you can offer in real estate. And I'm a big print guy as you know. I think that there is no better way to get listings than print. Like as much as people go against that and it was something that you taught me ten years ago which I was so nervous when I when I picked my first little neighborhood and I was like, alright I'm gonna set aside this budget for six months. I'm just not even gonna look at it. I'm just gonna do it. And I was so nervous. Two months in, three months in I was you know, my conviction was complete. Like SRP guys an idiot. Like what am I doing listening to that? Yeah I'm wasting my money. But it ended up working right and then I ended up taking over eighty percent of the market share in the community that I started it and then I replicated that. So what I would say is hey I know it's gonna take x amount of time for I would generally give myself eight months before I get my first listing. There's gonna be, it's gonna cost me this amount of time every time I mail there, I'm sorry this amount of money every time I mail there and so I'm gonna put that budget aside I'm not even gonna think about it. I'm just that's cool I'm gonna allocate towards that and I did that and I would start to take over neighborhood after neighborhood after neighborhood with that thought process. But because I had already set the money aside it didn't feel painful every single month and I knew I was gonna be six to eight months out before I heard anything. And if I heard something earlier than that then it was a total win. Yeah. So again guys you know these things take time, businesses take time to build. You've got to be consistent in whatever you decide to do and this is one of the highest returns I think that you can do in the industry. If you've got free time, you're not really sure how to do it, replace those idle time with small habits. Those small habits will be consistent in your life. If you do it consistent in life, we'll make big changes. Yeah. So It's funny that we talk about that. I remember that conversation, you know, again, whatever twelve, fifteen years ago talking about you're gonna start, you know, again, put aside the money. I'm like, you gotta be willing to do it for six or eight months. And and I do remember you coming to me and be like, man, it's not working. Like, you're freaked out a little bit. But then I remember also maybe seven or eight years later, when I was expanding RP funding down to South Florida, we were spending like a million a month on TV and radio down in, in West Palm Fort Myers in Miami. And And I remember I remember going to you in, like, three or four months. I was like, man, it's not it's not working. Like, I think I just wasted, like, three or four million dollars. It's not happening. And and I remember you kind of giving me my own advice back. And, you know, it's just kind of cool to see how it works. So look, we all have those jitters. We all feel like, man, it worked for him, but it's not going to work for me. Or it worked for me last time, but it's not going to work for me this time. Or the last time it worked for me, it was a different market. Correct. Like all of those self limiting beliefs, all of that self doubt, all of this, I'm gonna stop doing this. I'm wasting money. I'm gonna be I'm gonna be, considered a fool because I did this, or I should've listened to the haters over there who said print was dead. Like, all of those doubts can creep in, and and it's so hard to stay the course. And I think that's really the beacon that that we wanna be for you guys, and and that's what a lot of this is about. I was that beacon for you in the very beginning, then you turn around and you were that beacon for me when I was ready to give up on our South Florida expansion once upon a time. And we wanna be that beacon for you because we've all felt that way. We've all had that moment to say, man, like, I I know it worked for them, but it's just not gonna work for me. I'm too young. I'm too new. My market's different. You know, whatever it is. And and we've got a power through that because it works. It they with consistency, it works. You know, you look at what Motivation Monday has become, it's because of the consistency. Right. If we showed up every couple weeks and whatever, this would not be what it is. Right. LPT has become what it is because of consistency. The consistency of the brokerage, the consistency of the agents, and and we, again, we wanna do a better job of helping you all power through and find that consistency. You know, if you think about if you think about cost, right, let's say, wait. I can get I can get paper quick leads for eight bucks a piece. Okay. We need a hundred of those to get a real client. That's eight hundred dollars. Okay. Put out eight prospecting packs and and tell me what happens. You know? Put out put out a prospecting pack, you know, once a month for eight months or every other week for four months, or whatever that looks like. And and and if you think about it, the the amount of effort that the consumer has to go through to respond to you is is a big part of ultimate conversion rate. This is something I've studied a lot. And so to to kind of break that down, if if a web form pops up and all I have to do is click auto fill. Right? Like, Google, Facebook, they're gonna auto fill my name. I don't even have to type anything. Mhmm. I just click auto fill and submit. That is like the lowest form of commitment. Mhmm. Right? And then you think about the because I'm already there. I'm on my computer. It's popped up in front of me. I did one mouse click, two mouse clicks. I've I've now become a lead. Then you think about, like, well, the power pack, the person has to take their cell phone out of their pocket, type in the phone number from the sign writer, type in the code, and hit send. So now I've taken, like, ten or twelve actions. Right? Well then think about the person who takes the door hanger, walks it into their house, puts it into the drawer, or puts it on their refrigerator, puts it somewhere important because they think they're gonna sell later, and then doesn't throw it away for six months. Right? For six months, they're they're reorganizing that drawer, and they continue to hang on to it, or it's been hanging on the refrigerator for six months, and this happens. Like, if you think I'm making up some crazy story right now, there are agents who can comment in the chat right now this exact thing has happened to them. That door hanger, that flyer, that active marketing plan, that nine critical questions manages to hang around for six months. Yep. And they've picked it up and put it down multiple times, read it multiple times, never threw it away. Think about all these little actions. How much more committed is this person when they finally pick up the phone and call you than someone who clicked submit, submit. You know, click, submit. And and this is why the leads are so much different. And now when that person finally does call you and they've they've read through the active marketing plan already because it's been sitting on their coffee table or in their kitchen for six months, or they they they know all nine critical questions, like, they've read them, they've potentially asked other agents the nine critical questions. They may have called the agent they used last time and asked them the nine critical questions, and they're like, this is not lining up the way I'd hoped it would. Let me call the agent who dropped this off to me. Let me call the agent whose face is on the cover. When they finally call you, that quality of lead is just and then two, the advocate they become for you. Yes. Right? Now when you list their property, the advocate they become when you do everything you said you were gonna do, and the story they can tell of, like, yeah, this agent provided me this high quality educational material for all this time. I would see them putting stuff out. And then when I listed my house with them, they did it all again because the neighbor walked over from across the street and said, hey, I noticed you listed your house with Matt. I noticed Matt has done all this stuff, and I've kinda seen this stuff before. Like, how has it been? You know, the the the level of relationship that this whole system builds, the collateral marketing system builds, really will take your business to the next level. It really will. It really will. And you know, I so I kinda wanna finish this with with if you have the ability to do both, do both. Absolutely. You know? Yeah. We're definitely and look, there's no way that I want you to take this as, like, don't do the digital. Don't do that. What I don't want you to what I don't want to have happen is letting the that instant gratification sense of the digital keep you from doing other things that we know work. Or if you don't have the budget to the digital or if you don't have the systems in place, because Because you think about that with digital, you've gotta you gotta wait through a hundred leads to get to the good one. With the with the collateral marketing system, you may only have to wait through two or three calls to get the good one. That is a different type of systems, a different type of time commitment. If one's not working for you, consider the other. That's right. Yeah. And if you think about it, how do you want to spend your time right? Because you're gonna spend a little bit more time putting these things out Yeah. Or you're gonna spend more time Filtering filtering through. You know, it's how do you want to have your work but again it works for you and so we just don't want people to abandon that thought process because again it doesn't feel as good on the surface. So real quick I want to kind of shift to to market update. I know we're probably getting close on time here but I want to just talk real quickly we know that we've seen some recent adjustments you know with the rates kind of going back up immediately start to see you know approvals come down, the market takes a little bit of a pause. What is your kind of thought process as we are rolling through anything changing on the horizon? What's like maybe the next data point that we'd be looking forward to see if there's any change in in interest rates? At this point it's really gonna be inflation. It's inflation and then the Fed's reaction to that. Yeah, rates are again kinda at that high watermark. It's interesting. I don't think we're gonna see as much impact now as we had before because so many buyers and sellers are running out of runway. We talked about this before. Their ability to wait, extend is getting harder and harder because for some people, they've been pushing this decision to sell or buy out for almost two years now. Yeah. Like, that's a long time, in our lives, especially in this instant gratification world. So we're gonna continue to watch the the inflation data. Rates, you know, are continuing to to creep up. You know, we're we're gonna see a really bad rate survey on the next one that comes out. The ten year treasuries continue to rise. So that that's a headwind we're gonna continue to face. It's going to be a frustration from an operational standpoint because you will see customers whose preapproval just went down by ten percent, five percent, fifteen percent, depending on their qualifications. But I don't think it's going to take to suck as much momentum out of the market as we saw in q three or q four last year just because people have punted too many times now. The other interesting thing we saw a headline this morning is, homes dot com is purchasing Matterport. Yeah. So this was a big one. You know, the portal wars are really heating up. You know, you've got Zillow and homes dot com really going head to head now competing for the consumers. Now you see, you know, Zillow had really adopted their showcase product with their three d floor plan alternative. Now you see homes purchasing Matterport for one point six billion. A lot of capital being deployed right now, which could potentially change the landscape of the portals and kinda how consumers are finding agents from that digital space. Again, we'll continue to monitor it. We're always here to help bring you guys the right tools to win in any market. Right. But that there is a disruption going on there, and then you layer in potential disruption from the commission law lawsuits, the requirements for buyer broker agreements before touring, which I'm a huge fan of. But what is that going to do to some of the online lead portals? How is that gonna change some of those processes and and workflows? And we've got we're gonna have a lot to adapt to as an industry, and, again, we're here to help you guys navigate through this, whatever it is. High interest rates, portal consolidations, billion dollar marketing portal wars, whatever it is, like, we're we're here to have you guys back. We're gonna grow together. LPT is is winning as a group on every single level and every single metric, and we appreciate you guys so much. Because, like, you're the ones that have to go do the hard work. We consider and tell you about our past experiences, but you have to make that decision to take that prospecting pack or take that that, power pack and go out there and and spread the word and have those conversations so that we can all win together. And that's really what this is about. And so encourage each other, share those successes, help each other power through, help each other find the courage and the commitment to make these these tough choices, and put in that work even when it doesn't feel like it's working immediately because that is all of our collective paths to success together. That's right. Awesome. Cool. Alright. Well, we are at time guys. We appreciate you tuning every single Monday. We will also be doing Real Estate First Friday, from New York. New York. Yeah. So we'll have a special edition there. So have a if you have the opportunity, come check us out. If not, you can see us on demand, of course, in knowledge base. But looking forward to this week, bringing back any knowledge that we hear from the Nuggets. Yeah. There's gonna be a lot there's gonna be a lot to share next Monday. Oh, also, I'm gonna be doing a little meet and greet in New York. Tracy posted that in the, in the Facebook official group. If you didn't see that, submit a ticket. We'll get it to Tracy. We're gonna have a little, happy hour meet and greet while I'm in New York for any LPT agents up in that New England area who wanna come hang out and, you know, spend a little time together, have a conversation in person. Excited to do that. Yeah. And then then we're back to Florida. So we'll see you guys next Monday. I will be in New York. He'll be back in Florida, And then I'll be back in Florida later next week. Alright.