Good morning, and welcome to another motivational Monday. My name is Matthew Hodge, executive vice president here at LPT Realty. And real quick, if we can just do a quick sound check just to make sure you got us okay. All good there. Yes. We're good. Okay. Robert, can you talk one more time for me? Good morning, everybody. You know what I can hear, Robert? You ready to roll? Okay. Good. Alright. Perfect. Hear me today. We're we're gonna get into it. Alright. Alright. I was sitting over there next to Dave earlier, and I have a that tendency to mess up the audio. So I wanted to just make sure I didn't mattify this thing real quick. But Matthew Hodge, executive vice president. I'm joined every Monday by Robert Palmer, founder and CEO. And, if you're just joining us for the first time, welcome to Motivational Monday. If you, are a faithful watcher, welcome back. We've got a lot of exciting topics to go through today. Robert put out a post over the weekend kind of talking about the state of union, I guess you would say, like the state of the market. What's happening? Today, man. Yeah. We're getting we're going right in. You know, this is almost like a real estate first Friday motivation Monday hybrid today because we're gonna get into what needs to be happening in your business right now. That's right. Again, the answer is gonna shock everybody. I can tell based on the Facebook comments I got. People think I'm going one direction. I'm going You're going Keep going left. Alright. I've seen around corners for us. It's gonna be. It's gonna be fantastic. Alright. Well, I'll let you go actually jump right in. Just really, you're ready to go? Just ready to go. Because we I mean, we only got thirty minutes to to try to get through this. We got a lot of information. Alright. I'll say oh, and, hey, Levy? Where's Levy at? You over there? Alright. Good. Yeah. You can help Davey drive because we got a lot of slides to go through this morning. So, alright, guys. So as I mentioned, my post, I've I've been traveling around a lot. I've been to a lot of great events lately, you know, going back to Bill Pipes event, which was here in Orlando a couple okay. I guess, I'm a little over a month ago. I was out at Chet Blaque's mastermind last week in Dallas. I've been talking to a lot of amazing Keller Williams agents lately, people that are, like, part of Gary's two hundred, you know, the top two hundred producers in that organization. And and we keep having the same conversations, and and it's amazing because most of those conversations have to do with getting back to the basics. Mhmm. And and for me, like, I'm I'm a back to basics kinda guy. Like, this is music to my ears. And so kinda what I did is we took and we boiled down all of the things that that I'm hearing from them, and and we're gonna talk about how that can help you in your business, whether you're selling two or three homes a year, or whether you're running a big team, selling a hundred homes a year, or whatever you're selling two or three homes a year or whether you're running a big team, selling a hundred homes a year, whatever you're doing. It it is really about getting back to the basics right now. We're gonna talk about that. A lot lot of things I'm gonna say today, you're gonna say, wow. That is so obvious, but it's like you need to hear it. You know? And I think I think that's where we are right now in this real estate cycle is there's all these obvious things that we know we should be doing, and for whatever reason, we're just not. And we're gonna talk today about some of the reasons that I think we're not doing them. We're gonna talk about some of the reasons why it takes a lot more effort today than it did in the past and get behind the actual consumer psychology as to why that is. And so buckle up, get ready. We got an exciting thirty minutes here of getting into tackle things you're gonna be able to do and recognize in your business to finish out twenty twenty four with a bang. Because, look, guys, the data is against us right now. We're gonna talk about that as well today too. Home sales have dropped again. Consumer sentiment is at an all time low when it comes to buying homes. We have to overcome all that, and there is no replacement for you. So, Davey, let's fire up the slides and jump right into this thing. Alright. So biggest teams, top agents are going back to basics. Alright? This is the the common theme I have heard, and I've been all over the country. I've had hundreds and thousands of conversations around this stuff, and it is everyone is going back to the basics. And here is here, I guess, is is my single sentence to boil down what I see happening based on all of these conversations. Technology and complexity have tricked us into not recognizing that we are not doing the work. Alright? And we're not realizing it. Alright. We have created all this technology and all this complexity, and those are not bad things. We're gonna talk about that. But they do become a bad thing when they trick us or lull us into this false sense of security thinking everything is okay, when in reality, the technology and the complexity have tricked us into not recognizing that we are not doing the work. Alright? If there's one slide today that you are going to take a screenshot of, this is it. Right? You cannot let the technology and complexity trick you into getting outside of building relationships, having conversations, doing the things that absolutely work. And and a lot of us didn't realize it, and we're starting to realize it now. What I promise you is by the end of this call, you will all realize it, and then you're gonna have a choice of what you're gonna do about it. Alright? Moving on. So what is that? What do I mean by technology? And this is not just technology. This is technology. This is the VA's virtual assistants. This is the lead portals. This is the AI. And the problem we're facing right now is the work has gotten infinitely harder. We're not getting it done, and we can't see it through the layers of technology and complexity that we have created in our business. Again, this false sense of, hey. I don't have to take do it because the the technology is doing it for me, but the problem is there is no replacement for you. So back to basics. Like I just said, there's no replacement for doing the work. There's no replacement for you. We're gonna talk today about what it means to get back to the basics so that you can generate real activity inside of your business and and focus on making those technology and lead portals, make those an add on to what you're doing. They are not a replacement for doing the work. So, you're gonna come back to me real quick, Dave. So, one of the things is I I recently, dug this book out written by Floyd Wickman. Alright? Nineteen eighty seven. Okay? Nineteen eighty seven. I was, like, six. And what I will tell you is, as I have had conversations, as I've been traveling around, so many of the things I am hearing reminded me of particular pages from this book. Alright? And so, actually, this weekend, I went back to and I reread this book, and my my recollection was correct. The pages I was seeing in my brain were really there. This book written in nineteen eighty seven, alright, outlined a lot of the principles that people are going back to today that are working today. Right? It's a sweat hogs, hundred percent. Wickman and his sweat hogs, man. Like like, this is where it all starts. And and what's happened is as technology has made us think we can stop doing this stuff, we absolutely cannot. And so what we're gonna really dig into today is that the purpose of the technology is to help you do this kind of stuff more effectively. My daughter slipped her Incredibles. I think that's mister Incredible there, on the on the back of my book. You're getting back to basics. Alright? And so, again, this is, Floyd Wickman's successful strategies for real estate agents, a la nineteen eighty seven. Alright? And and, again, the stuff in this book is exactly what works today, and it's a lot of the stuff that we built into listing power tools. It's a lot of the stuff that we do talk about on real estate first Friday each and every week. But I think the key is we all just have to make this conscious effort to recommit ourselves to doing the work and getting back to the basics. Alright. Let's jump back into our slides, Dave. Alright. So, again, Chris, complexity and and by complexity, again, this is the VAs. This is the the ISAs. This is the technology. This is getting too fancy about where we're gonna farm. You know, there's a lot of different ways we can add complexity in our business. Right? Instead of walking out the front door and farming your neighborhood, I see people that they they gotta pick the perfect farm. Right? Well, the software says that this neighborhood thirty minutes away from my house has the perfect turnover rate and the perfect sales price. And, again, all that complexity Guilty. But then what happens is, guess what? We don't go do it because it's infinitely harder to drive thirty minutes across town to door knock the perfect farm versus walking out our front door and door knocking the easiest farm. And so, again, complexity comes in a lot of different forms, but this complexity has created a sophisticated form of avoidance. Right? Hey. If I just gotta walk out the door and door knock, that's easy, but, no, I gotta door knock the perfect neighborhood. The the complexity created the sophisticated form of avoidance. I don't have to make my calls. Yeah. Throw up some sample questions here, Dave. Next slide. And and so this is, like, how conversations used to go. How many people from your sphere and context have you called or talked to or had a two minute conversation with this week? And back in the day, someone would look at you and say, well, none. I was lazy this week, but I'm gonna do better. Right? Like, we recognized that we didn't do the work. But now the new answer, because of all the technology and the AI, they're handling that for me. And the reality is they're not. Right? What they're doing is supplemental. What they're doing is important. I'm not saying they're bad, but it is not a substitute for you having those conversations. Your sphere wants to talk to you. These contacts want to talk to you. People you've met wanna talk to you, and no amount of automation, no amount of AI is going to replace that. They can be supplemental, but they are not gonna replace that. Next slide. Another important question we ask people. Well, how many new people who may wanna buy or sell real estate did you meet this week? The old answer, none. I was lazy this week. I'll do better. Right? There was accountability there. But now we say, well, none, but it's okay because Google, realtor, Facebook, and cert, whatever you want are doing that for me. Right? And, again, they're not replacing you. What What they're doing is important. Adding additional lead sources is important, but there is no substitute for you getting out in your community, you getting out to social events, you getting out to Chamber of Commerce events, whatever it is, and meeting people who have the potential to buy or sell real estate and adding them to your database. And your database can be as simple as storing their contact in your iPhone as long as you are going to make the calls. But this overreliance on the technology, this overreliance on the complexity, like, oh, I met someone new at that Chamber of Commerce event. When I gotta go back and I gotta put them in my CRM and I gotta set them up on a smart plan, and and then guess what? You end up doing none of it because it became overly complex. If you are committed to doing those things, great. They are going to be additive, but the most important thing you can do is send that person a text message from your iPhone. Call that person from your iPhone or Android. Again, remove the complexity. If you can add the complexity in on top of the basics, I cheer for you. But what I see is so many people are not. The complexity is creating a situation where you're not doing it at all. You meet somebody at the Chamber of Commerce event. You put them in their phone. You have the best intentions to go put them into your CRM, put them on a smart plan, set them on a drip campaign, whatever it is. But at the end of the day, because of that complexity, you don't. Where if you had just taken the time to shoot them a text message, make a quick phone call, you would be infinitely ahead of the game. Alright. Back to slides. So, again, there is no substitute for you. The the AI, the text messaging, the fancy CRMs, they have a place, but they are no substitute for you. So I wanna reiterate this because I do not want people getting off of this call misunderstanding what I am saying. So am I saying that automations and technology and leads are bad or not important? No. Alright? Another one to screenshot here. That is not the takeaway from today's Motivation Monday. Automations technology leads are not bad. Alright? And they are important, but they have to be supplemental to what you are doing. So what I am saying is that do not let those automations and technology become a sophisticated form of avoidance. Do not let them be the reason you don't plug in. Do not let them be the reason you don't make the phone call from your cell phone. Do not let them be the reason you don't send a text message. Don't let them be the reason you don't go to the Chamber of Commerce event. You don't go to that social event at your church. You don't go to that Shriner social. Whatever it is you're involved in, do not let them become a sophisticated form of avoidance. And two, don't let them mask the actual health of your business and the amount of work that you are doing. Right? We, we kinda got in this conversation about this, and I I was laughing so hard. I actually started tearing up. But we had this conversation about how, someone was talking about their setup, and they actually have multiple AI. I may I may tear up laughing now trying to retell this story. They have multiple AI bots working their their pond. And so we were joking that, like, if the AI bots started talking to each other, right, then now their their CRM thinks they're having, like, a thousand but it's the AI bots talking to each other. And so, you know, if they look at the at the health of their business from this really high level, it's like, oh, no. My my my database is super active. But in reality, it's just a bunch of AI bots talking to each other. Like, this could this could legitimately happen. And so, so, again, there there's just no replacement for you getting out there and having the real conversations and digging in. And and so one of the things I heard a lot, again, from some really big teams is they went through their CRMs to see how many of their agents are actually having, you know, twenty two minute conversations a week or actually having this stuff. And, like, very few. Like, on these big teams, forty, fifty people, two of them are managing to have twenty conversations a week with all of the AI, with all of the because, right, all that stuff is supposed to generate the conversations. It's supposed to tease the customer out of the woodworks. Right? We have we have unmanageable databases. We have these massive pools of leads. We have, you know, all of these people that we should be calling. So the idea was, well, let the AI or let the auto smart plans, let the drips get them to to reach out to us, and then we can have our conversations. But if you're not having your conversations, there's a problem. And so it's not working. And we're gonna talk about why it is so much harder to have conversations today, But the most important thing you can do is go out and have those conversations. And so look. If your automations and AI and complexity is generating your ability to have twenty two minute conversations a week with people who may wanna buy or sell real estate, that's a win. But that is not what we're seeing across the board for most agents, most teams. It's not happening. They're not having the number of conversations, and they don't realize it because it is hidden and buried into all these mass layers of complexity and technology. Yep. So real quick, I just wanna talk about how that can creep into your business without you even realizing it. So as I think about what you're saying, that that happened to me two different times where I overly use automations or I leverage something out that I should have been doing. The first time, it was when I didn't feel like doing something. And I was like, man, if I could figure out something that I didn't Fancy avoidance. Right. I didn't wanna do it. Avoidance, man. Yep. They could do it for me. You know? So that was And I I I couldn't leverage it out. It was something that I had to stay connected to. So that was the first one. The second time that I felt like something that happened to me was when I got too busy, and I felt like I couldn't hang on to the things that originally got me there. So I was like, how do I free up my time so I can do this more important thing in my mind? And, again, it's same effect. Like, I ended up substituting something in that was not a replacement. And so it can happen in multiple ways. It's really easy to sip inside your business. You may not know it's existing in your business right now, so definitely go back and take a look and find out where that exists because I guarantee you almost everyone has that in their business today with all the the tools that we have available. You know? We try to substitute the most important parts, which is us. Absolutely, man. Look. And too, the the technology vendors, the technology industry, they are trying to sell us the easy button, the magic pill. Yep. And we're gonna talk about that. But that that's that's part of it too. Like, who is out there, you know, selling us? Who's who's spending money to tell us what we need to be doing? For What are their interests? What are their motivations? You You know, they don't care how many conversations you have. They care about how much of the tech they can sell you. Right. And and the technology that gives us that magic path to success is always the easiest to sell. And so, again, we're here to keep it real today. We're here to talk about the work works. Like, get it done. Stay connected. Do not let the technology be the replacement. Let it be let it be additive. Right? Let it be supplemental. So let's throw that up. So what what should those conversations look like in today's world? So slide, Dave. So how many new people who may wanna buy or sell real estate did you meet this week? I'd like someone to say, well, I met five new people myself and five people that came from Google p per c PPC, Realtor dot com, etcetera. Right? This is how I think the we envision technology to add into our businesses, but it's easy to let it creep up and replace. And and that's the big thing. I used to use example of I wanna be able to to spend more plates. I wanna juggle more balls. And so you but you can't let the technology creep in and become the replacement. So go meet the people yourself, but then let the supplemental leads from Google and realtor, let that be on top of. Next slide. Alright. So again, back to basics. There is no substitute for you. So back to listing power tools, and a big part of this was we we built LPT to help create these types of conversations. And I'm gonna tell you a story. You can come back to me, Dave. When I when I launched LPT, I sat down with an executive from a very large franchise company, global franchise company, and I told him the idea for LPT, listing power tools, and he said this is never gonna work. And I said, really? I said, well, you know, why is that? And he said, because the agents actually have to do the work. He's like, the only technology products that can succeed in today's and this was ten years ago. This was two thousand fifteen when I was launching Listing Power Tools. He said, you're never gonna be able to sell a product that requires people to do the work. Alright? And clearly, I disagreed with him because I went on to launch that product. I went on to turn that product to no brokerage. But this is the view. This is the cynical view. This is the way a lot of the industry views, real estate right now. And, again, this has been going on for ten years. The idea is people want the technology that is the magic pill. They want the technology that will replace the work, and what we did is we built technology that supplements the work. Mhmm. Right? Like, saying, hey. I'm gonna go out and work hard. I'm gonna go out and pass out door hangers, flyers. I'm gonna hand write some postcards. Like, the whole point of listing power tools was create an accountability system around doing the work, but you have to be willing to do the work. And and the idea is if you look at a lot of the technology that has grown and popped up, most of it is is promising this idea of, like, hey. You don't have to do the work anymore. And that absolutely is not the case, especially in today's market. Next slide, Dave. So what we were building, what we built through listing power tools was the equivalent of a personal trainer. Right? We're gonna guide you through the work. We're gonna give you tools that help make the work more effective when most of the industry from a technology standpoint was more focused on building the diet pill. Just take the pill and be done and don't do the work. And, unfortunately, it just doesn't work in real estate. Work works. The personal trainer, I believe, works. That's coaches. That's products like listing power tools, but they require you to do the work. There is no magic pill for this industry. And let me tell you, that's actually a blessing because if there was some magic pill, we would have all been replaced by Zillow by now. Okay? The reason that they can't get rid of us, the reason that we don't go away, the reason that we keep winning at the solo individual agent team level, local community level as real estate agents is because there is no magic pill. There is no magic automation. There is no magic AI that can do all the things that you have to do. And so I believe I made the right call when I bet on the personal training method with listing power tools. And LPT Realty is proof of that, but the rest of the industry believes that agents aren't gonna do the work, and I know that is wrong. I know we wanna do the work. I know we wanna help our customers, but I also have seen how technology and complexity can create this sophisticated form of avoidance where where suddenly we're not doing the work and we're not realizing it. And that's why I felt moved to come on today and hijack motivational Monday to talk through this because I just know when you get off of this Zoom today and your eyes have been opened to the idea that, hey. This technology was supposed to help me do more work and be more efficient has actually made me a little too lazy Mhmm. And has maybe let me off the hook a little too much Mhmm. And allowed me to not focus on the things that did generate business. They allowed me to stop doing the things that got me here because of the technology and the complexity. I need to reset the whole way I'm thinking about this. I need to rethink my technology stack. I need to rethink my automations. I need to rethink my AI, my VAs, my whatever because because they need to be supplemental to what I'm doing because I am the unique special thing that makes this whole engine go. That's right. And I let them replace me instead of letting them help me be more successful. Alright? So the other thing we are facing, right, right, and this is where it gets even worse. So at a very time when technology and complexity are hiding the fact from us that we are not doing as much work maybe as we think we are, you now have to work harder. Right? Right now, you have to work harder than at any time in the last ten years. Alright? And if you take out that little window in the pan or in the the the recession, which actually didn't last very long because we were able to pivot as an industry to short sales in other places. Take that out, and it's probably twenty years. Okay? We have to work so much harder right now at the very time when we're being tricked into believing we don't have to work very hard. Right. And that is creating this recipe for disaster. So let's get into the numbers. Why are we having to work harder right now? Well, Redfin just put out their little study that home sell sales fell to one of the lowest levels on record in May. Alright? And official existing home sales from NAR doesn't come out until Friday, but we believe we're going to see the exact same numbers from them. You know, Redfin comes out a week before the official national report. But everything we see, the MLS is we're tracking, everything we're seeing is that May was a terrible month for home sales. Okay? A lot of you are crushing it. LPT as a whole is crushing it. We're outgrowing it, but the market was terrible in May. Yep. Alright. Next slide. So, we're gonna do a little math together. We're gonna figure out the number of conversations required to find someone who's gonna buy or sell real estate with you today, twenty twenty four, compared to twenty twenty one, and it is dramatic. Alright? So number of conversations made. A little bit of math here. Don't get don't glaze over on me. I tried to keep the math as simple as possible. In twenty twenty one, there were six point one million existing home sales. So we're gonna double that because each of those existing home sales had two sides. Right? And then there were one million new construction sales. We're gonna call that one side because for the most part, the builders control, the listing side of it. So that was thirteen million sides. There were only a hundred and twenty nine million households. So that means roughly one point nine or one out of nine, less than ten. One out of nine households turned over, which means somebody moved. A renter moved into a house. A homeowner moved out of a house. If you had a conversation with nine people who live in different households in twenty twenty one, one of them was going to transact real estate during that year. And I like to use kind of as a general rule, you need to you need to come across three of those people to find one who is going to do business with you. So if you had twenty seven two minute conversations in twenty twenty one, chances were you were going to get a contract. Right. Alright. What do these numbers look like in twenty twenty four? Now in twenty twenty four, there's only three point seven million existing home sales. We multiply that times two. We add in now only six hundred thousand new construction sales. We're down to eight million sides. And meanwhile, there are more households. We're now up to a hundred and thirty two million households in the US. So now only one out of seventeen households is turning over, and we multiply that times our three, you now have to have fifty one conversations instead of twenty seven. Alright? Almost double the work. Are you doing double the work? You're probably doing less work because of the complexity and technology masking what's really going on in your business, and this is where we are seeing folks struggle. And this is where we are seeing the market struggle. Now the positive side to this is if you are willing to do the work and step up, there is massive opportunity Yeah. To win. Because what I can tell you is every other brokerage out there is not having this conversation right now. I can tell you the top teams and the top agents who are going to these high cost events, the ones I'm going to to learn this information and have these conversations, they're seeing it. But other brokerages are not having this at the brokerage level conversation. A third of us as LPT agents logged in to talk about this today. So you have an advantage right now over other brokerages. This is an example of that unfair advantage we like to create here at LPT Realty because you are going to realize this today and come off of this Zoom recommitted to doing the very work that you need to do to go out there and win. Next slide. So there's there this gets even now while that is the positive, this actually gets worse. Alright? This actually facts at all. This actually gets worse. So we've established that during the boom, we needed twenty seven conversations to get a deal. And now that we're in what I'm calling a bust, we need fifty one conversations to get a deal. But here's where it gets worse. During a boom, people call you to create the conversations. In a bust, you have to create almost every conversation yourself. Now why is that? You can come back to me, Dave. Why is that? When we're in a boom, it's a frenzy. The news is telling people, go out and buy the house before it's too late. Hurry up and lock in that two point five percent interest rate before it's too late. We all know a friend who just bought, or we know a friend who missed out on too many sales. We know a friend who sold their house and got absolutely paid, made a crazy amount of money, and then was able to buy a bigger house with a lower monthly payment. All of this excitement creates a frenzy to where people are calling you. Right? And there's all this little ego play. Right? So I'm Robert, the home buyer, and and we're gonna say Matt Hodge is my buddy from high school. He's my realtor. I'm in his sphere of influence. And I am doing so great right now. I'm about to sell my house and make a bunch of money, then I'm gonna go buy a McMansion at a two and a half percent rate, and I wanna make sure that cocky realtor that I went to high school with knows how amazing I am. Right? So I call Matt. I blow him up. Hey, man. Call me back. Ready to buy a house. Let's do this. Let's do this. Right? I'm chasing him to help me buy a house because twenty twenty one, and we're in a frenzy, and everybody's buying houses, and everybody's moving around, and everybody's winning in real estate. So your phone will ring off the hook. We see the same thing in the mortgage business. Right? When rates are low, everything is in the same thing in the mortgage business. Right? When rates are low, everything is inbound. We can turn off all the advertising. We can stop making outbound calls, and people will chase us around to buy a house. They will chase us around to refinance their mortgage. Guess what's happening in twenty twenty four? Not that. Okay? In twenty twenty four alright. Go ahead and throw that slide back up and go to the next one, Dave. Fannie Mae just did their survey. Alright? National housing survey. Home buyer sentiment hit a new survey low in May. Alright? Citing on affordability, eighty six percent of consumers say it's a bad time to buy a home. Now if eighty six percent of people think it's a bad time to buy a home, how excited am I to call my buddy from high school and say, oh, man. I actually have to buy a house right now. Right? The people that are transacting real estate right now, it is need based, which means in a lot of cases, something bad is happening in their life. Hey. I'm getting divorced. I have to sell my home. Hey. I got laid off from my job. My business isn't doing as well as it was. I have to sell my home. Hey. I'm downsizing and moving to a smaller house. These are not the types of human emotions or state of beings that get me all excited to make me wanna call Matt and tell him what's going on in life. I don't call Matt like, hey, man. Great news. I'm getting divorced. My life is falling apart. Let's go grab a beer and talk about it. That is the twenty twenty four reality of human psychology when it comes to having these conversations. Now if Matt calls me as my friend from high school and he asked me the right questions, will I open up to him about what I'm going through? Most likely, yes. Absolutely. And then will Matt be in the position to help me so that he is the one to help me get through this, to help me sell my home in a time in life when I'm going through something terrible because I'm getting divorced or because my business is suffering or because I'm not making the money I need to make or because I'm downsizing. Yes. But I'm not gonna call him. Alright? He has to pick up the phone, and he has to call me. He has to generate the conversation. He has to initiate with me because I am not excited about this. I am not posting on Facebook bragging about what's going on in my life. I need him to call me and ask probing questions for us to get there together. Come back to me, Dave. We're not quite ready to go there yet. I lost my train of thought. So, again, I need Matt to call me. Alright? And and here's what happens, though. While Matt may not call me, because Matt was an agent in twenty twenty one, and Matt remembers what it felt like for everybody to call him, and maybe Matt has a few too many automations turned on. And while getting Matt's little listing alert email or getting Matt's automated text messages are great. None of them are going deep enough with me to get me to open up and say what's happening in my life. Okay? And and probably worse, I probably realized now the text messages and the calls are automated because we can all kinda tell. Right? Like, we can tell what it's the template and scripted thing. Like, I know it's not I'm not dumb enough to think it's Matt texting me from this random number I don't recognize instead of his cell phone. Like, I know what's going on. He's my buddy. I get it. I love he's he's become successful and bought some technology. But if Matt himself would call me, I may open up to him, and I may tell him what's going on. But if Matt doesn't call me and an agent shows up at my door and knocks on it and hands me an active marketing plan or hands me a nine critical question and gets into my house and sits down at my kitchen table with me, they may become that adviser. They may become the person that I'm gonna open up to and tell them what's going on in my life. And there's almost some comfort in that. It it's almost easier to tell a stranger when you're going through hard times. It's almost easier to tell that stranger, hey. I'm it's not going great for me right now. You know? We're getting divorced. I'm gonna be moving somewhere. I'm gonna be downsizing. And so what what this does is it's creating a new opportunity for someone else to come in and take me away from that. Yep. Right? For someone at OPT here to go out with their active marketing plans, their noncritical questions, their prospector pack door hangers, whatever it is, and get my attention and ask me those probing questions to get me to have that conversation. So, again, Matt needs to recognize I need to go call Robert. I need to pick up my phone today and call everybody, and I just need to check on my people. Alright? Because things are not great out there. You know? The economy is starting to stall a little bit. We're seeing people start to suffer a little bit. Interest rates have been high enough long enough now that people are racking up debt. It's not all, you know, rainbows and fireworks right now. Like, there are problems. Check on your people. Yep. Pick up your phone. Forget the CRM. Forget the automations for a minute. Pick up and just try to call everybody in your cell phone. If they were important enough for you at some point in your life to store their number in your phone, pick it up and call them, and check on your people because you will find folks right now that are going through a tough time. And then go out there and get in your communities and go take care of the people that aren't being taken care of by their real estate agent. Go take care of the people whose real estate agents they went to high school with, sold their last house, helped them with their last conversation, are not picking up the phone, are not calling and checking on their people, are relying too much on the automation, are relying too much on the VAs and the portals and the technology and the complexity, go become what that person needs and help them transact and buy or sell real estate, and then never make the same mistake and make them your client for life. That's right. Next slide. So this is the recipe for disaster. Alright? We've got technology and complexity masking the real problems. We need to have two times the number of conversations, And at the same time, the conversations need to be initiated by us, which means we have to do ten times the work. Ten times the work that we had to do in twenty twenty one is what we have to do now in twenty twenty four. Alright? To have conversations, to go meet new people. They're not calling us. It takes more conversations than ever, and the technology and complexity have made it that much harder for us. So now that you know these three things, you have a choice. You know these three things. You are now aware. Alright? And the ignorance is no longer bliss. Unfortunately, you made the decision to log on with me here today to Motivation Monday, and I have now pulled away the veil of complex complexity. Alright? And now you need to go out there and understand that you have a choice. Alright? So what does that choice look like? I love this. The the chat said, yes. I I am not getting divorced. That was me playing the role of the, that was me playing the Someone wasn't picking it. I love it. Yeah. They're they're probably trying to write a contract, which I totally respect. Maybe they're already calling their people. I love it. But yeah. No. I I don't want that to be the message that comes off here. I am I am so happily married. I had an amazing weekend with my wife and daughters. I was playing the role of the the about to get divorced home seller with Matt, the Yeah. The the imaginary realtor. The AI bots are gonna pick it up. Yeah. Right. Oh, yeah. That's what it is. The AI bots are gonna be like Robert Palmer getting divorced. Someone go help him list his house. Fantastic. Alright. Going back to the slide, Dave. Alright. So, nope. Well, I go on back one. That is not the slide. Nope. I hope we're not missing the slide. Wait. We need the slide, Matt Levy, that has the list of things that we're gonna do. Oh, that is right. Sorry. Go ahead. Next slide. I'm messing up my own deck here. So who's ready to meet more people and have more conversations? Because that is the greatest takeaway that I hope you have from today's motivation Monday. Alright. So, yeah, give me some thumbs up. Give me some hearts. Do something. Interact right now. Who is ready to meet more people in person, have more conversations? Who's ready to do the work? Who's ready to pull back the veil of avoidance? Who wants to go out there and win? I got an audience full of people throwing their hands up. I got the Zoom exploding here. Alright. Alright. LVT Realty is ready to do the work. So what does that look like? What is our plan? Next slide. The plan. So first of all, I want you to track all of your conversations for the next week, and I want you to do it old school. I want you to get a notepad. I want you to get a sheet of paper. I know you're gonna say, well, I could do that with my CRM, but for this one week, I want you to not. Alright? I want you to do it old school. Get the little notebook, get the piece of paper, get whatever you have, and I want you to write down all of the two minute conversations you have over the next week. I want you to write down the new people you meet that you could add to your database. Alright? I want you to just be very purposeful about old school, tactile, touch it, feel it, paper and pen based, track your activity for the next week so you can see what you're actually doing, and I want you to try to do more. And then number two, when we get off of Motivation Monday today, I want you to write down a plan. Again, old school, Pen and paper, whiteboard, whatever you wanna use, but I want you to write it down. Don't type it. I want you to write it down. I don't care how tech savvy you are. Write it down. We write so few things down these days. That's right. It will be that much more important in your brain. Your brain's gonna like, wow. Why is he picking up the ballpoint pen? Like, what's going on here? Like, we should be voice dictating. We should be typing. We should be AI, you know, transcribing. Like, no. Pick up the pen. We after you write it down with your pen, then you can take a picture of it and let chat GPT transcribe it for you. Alright. I want you to write down a plan of what you are going to do to meet more people and have more conversations. We put some recommendations over here on the right. There are a million things. Here's some. Open house power pack. Alright? Go grab an open house power pack. Get out at community. Pass out those door hangers, flyers. Meet those neighbors. Meet those folks. Open houses are a great way to have conversations. And an open house plus an open house power pack will create even more conversations. Demo your sample power pack. Right? We had this sixty and sixty day challenge where we challenge agents to go show the power pack to sixty people. Go find people. Go show the power pack to people. Take the the box. Take people who have no intention of buying or selling real estate right now and just show them the power pack. Because you know what? They may say, you know what? Actually, I know a guy who's getting divorced over here, and he could really use this. He's about to have to sell his house. Take the time to demo your sample box to people over the next week. Pass out your active marketing plans, your seven home buyer strategies, your nine critical questions. Again, we built all this stuff at Listing Power Tools to create conversations. Go load up a prospector pack and take it out to your immediate neighborhood. Alright? Remove the complexity. After you do your immediate neighborhood, then if you wanna go door knock the fancy neighborhood with the high turnover and the high price point, great. But I want you to walk out your front door, and I want you to hit your neighbors first. Call your phone sphere. Pick up your cell phone and start calling everybody in there and check on your people. Alright? That's what we call it here at LPT. I need you to check on your people. That's LPT speak for call your sphere of influence. Check on your people. They need you right now. Social events. Get out in the community and be purposeful. Meet people. Write them down on that sheet of paper that we started in number one. Do some one on one social media reach outs. Don't just post and say, hey. What's going on? Get slide into people's DMs. Get on Messenger. What's going on in your life? How are things going? We haven't we haven't talked lately. Right? Check on your people by slide in their DMs. Whatever you're gonna do, just check on your people. Alright. Strategic door knocking. Right? Get out there and door knock the FSBOs and the expireds. Get out there and door knock the houses around it. Do the work. Send some handwritten letters. Alright? There's a million other things you can do here. Okay? This is a group. I what I want you to do, back on the left, track all your conversations for the next week. And then number two, write down the plan of what you're gonna do to meet more people and have more conversations. Alright. We'll take a little take a little step back there. Come back to us. Hi. I just wanna get your opinion, then we'll get into our next little piece of this. Because there's some more that LPT is doing to help. But let's let's take a break here and and kinda Yeah. Let's let's let so, Lewis and I were actually on real estate first Friday talking about something that I think fits really well into this, which is how long do you give an effort before you start to feel discouragement, and how long do you feel that discouragement before the action, you know, pays through. And so we were talking about, you know, if you go out there and you put out a hundred door hangers, it feels really big to you because you put out a hundred, you know, it takes a lot of energy to do that. Right? But the recipient has received one item. And so they don't feel how, you know, big or how much effort you put out there. So it creates this, like, mental breakthrough you that you have to kinda get through to say, hey. I have to do x amount of work to get x amount of juice. You know? And so for us, it's always going to feel bigger until you're used to it, until you've gotten numb to it, until you're in rhythm, until you're starting to get those rewards. We talk about, you know, blind faith all the time, putting out the, you know, the the work until, you get the reward. And so I think that this fits nicely in here because you're gonna have people who are charged up. You're gonna have people who are like, alright. I'm gonna go out there. I'm gonna start doing the work. But to your point, there's no magic pill. It's not like, hey. I'm gonna do this for one week and then all of a sudden, you know, life is gonna turn around. Like, you may start to feel some positive momentum, but you're not going to be in rhythm yet. You have to continually to do those things and you have to make sure that, hey. If I don't have the energy to put out a hundred door hangers consistently, let me just do thirty. Whatever I can do consistently. So if I can only do thirty and I'm gonna commit to that every single week, then that's the plan. If you go a hundred first weekend and you're like, man, that was terrible. That was too much for me. Maybe you've done yourself a disservice. So you definitely wanna match your own ability to continue to do something consistently. But I love this back to the basics because it doesn't require any money. It doesn't require, you know, anything that you don't have. It just requires your ability to commit to doing the action and going out there and making a difference. So, looking forward to seeing people, know, take this step and and start moving into the right direction. Absolutely. Absolutely. So, last week on Motivation Monday, we unveiled the road map, and people got really excited about LPT plus Alright? And LPT plus is really built to reinforce this getting back to basics, this doing the work concept. Right? Like, Like, the idea of the prospecting and nurture leads in LPT Plus is, like, people you can go out and meet with and try to have those conversations, the tools, you know, everything. So throw that slide up, Dave. And so, again, part of this going back to basics for us here at LPT Realty is providing the tools that we talked about through LPT Plus, the new program, that we unveiled last week. And so, we built LPT plus to help you have more of these meaningful two minute conversations. We built LPT plus to give you the tools and technology that we believe gives you this. So remember, when we'll we'll put the, we'll put the LPT plus slide back up at the end here. But as a part of that, you get some some prospecting packs that are shipped to you throughout the year so that you can use those to go communicate with the leads. You know, Zudilio, a cash offer platform. Cash offers are a great way to go have conversations. You know, get out there in the community like, hey. I can I can have I have a group that'll buy your house for cash? Zoom. The video conferencing. Being able to get on and have more meaningful conversations with people over video conferencing. Right? If we're trying to be more diligent with our time. AM cards, the ability to send out handwritten cards at scale through AM cards. Everything we look to put together. Right? So I felt like we already had the best of what we could give you for absolutely free at LPT, and then we went out and we negotiated this package of all this amazing technology that you can get for a low monthly fee if you choose to opt in, but we built it around this whole idea of giving you the technology and the tools you need to have more of these meaningful conversations. And then the nurture and prospecting leads. So as a part of LPT plus, we're actually gonna give you leads every week. People that that maybe are going through something in life. They're those preforeclosures. They're going through a divorce. They're an expired. They're a FSBO, whatever it is. And then we're gonna talk about tactics for you to go meet with them and have these conversations. So as a part of that, we're gonna have this weekly mastermind. Alright? Because, again, all these tools are great, but we gotta do what we just did right here on motivation Monday because we're gonna go back to the basics together. Alright? And so as a part of that, I'm gonna personally lead that weekly mastermind every week. Alright? I'm gonna spend an hour with you every week going through the LPT plus tools, how you use them, or everywhere we're gonna put a plan together. We're gonna say, hey. These are the the nurture and prospecting leads you got this week. This week, we're gonna all write them a a cash offer letter on a greeting card. Or, hey. This week, we're gonna go out, and we're gonna go door knock the expireds and the FSBOs and the people getting divorced and the preforeclosures around my house. Every single week, I'm gonna spend an hour with you, and you're gonna come out of that Zoom with me with a written plan of what you're going to do using one of the tools inside of LBT plus. We're gonna host a Zoom. We're gonna send an AM card. We're gonna do a Zudilio cash offer. We're gonna open out our prospector packs, all based around those nurture and prospecting leads. And then you can use the stuff for your own sphere as well, but we're gonna do this together every single week. Alright? Next Next slide. And so, again, we we've had so much positive reaction to this. We're gonna move it up. Alright? So the original plan was to launch LPT plus as a part of Connect two point o. Based on your feedback, based on what I've talked about today, based on how much need I see for this in our community, in our businesses, we are going to launch it as soon as we can. Alright? So what does that look like? You can actually sign up today. Alright? So if you wanna log in to connect right now, you will see, you'll see a sign up link at the bottom of the tile. Scroll down through connect. You'll see the LPT plus. You can go in there, read through it, scroll to the bottom, and say join now. Now here's the deal. We're not gonna charge you until we actually launch it. Okay? We're not gonna large it, and we're not gonna charge you until we're ready to launch this in a couple of months. But if you go ahead and join today, as we get some of this stuff ready, we're gonna go ahead and start to give it to you. Alright? So let's say we have Zudilio ready in two weeks. You'll get Zudilio in two weeks, but we're not gonna start charging you until August or September when everything is ready. Alright? So by joining now, you get the early access, the pre mover advantage, whatever. You go in and you say, no, Robert. I wanna be a part of this. We're gonna go ahead and start having our weekly Zooms together as we get Zudilio, as we get AM cards, as we get the prospecting leads. You're gonna get all that stuff at no cost until everything is ready to go. Alright? This way, we can go ahead and start winning now because I can't have it all ready until probably August or September, but we're not gonna wait. So if you go ahead and join today, now until we launch is free. And then once we launch, you'll start getting billed either eighty nine a month or the one forty nine a month based on which comp plan you're on here with LPT. If you log in to Connect right now, you can scroll down on the bottom, and you can say, yep. I wanna join. And it'll tell you, hey. We're not gonna charge you anything until it's actually launched, but I wanna go ahead and start getting these tools into your hands as soon as we can. And so our goal is to start putting out things within the next two weeks. My goal is that two weeks from now, three weeks from now, we have Zudilio in your hands even though you're not gonna be billed until later when we actually launch. We can go and start having our weekly masterminds together. Alright. We can go and get you logged in to AM cards. We can go and get some of the LPT marketing in your hands because we need to get this stuff in motion. We need to get this in your hands. We're ready to help you win. We're ready to help you have more conversations. Now remember, you can go back and do all of this without OPT plus. Right? Like, that's the beauty of LPT Realty. Everything is your choice. We gave you a lot of ways to go out there and have more conversations with the things that you have right now today that cost you nothing extra. But if you wanna opt in to LPT plus, our optional monthly fee program, we're gonna win together at a higher level because we're gonna take those resources. Right? We take that money you entrust us with every month through LPT plus, and we use it to go out and get you the best technology and everything you need to win at a high level. But, again, it's about where are you in your business. If you're at a point in your business where a monthly fee is not right for you, no problem at all. Right? You've got Motivation Mondays. You've got Real Estate First Fridays. You have all these resources. You have listing power tools. But if you want that something extra and you wanna make the investment in your business and in this company of that monthly fee, LPT Plus is coming for you, and you're gonna be able to start right now. So go in and log in. If you're a if you're a rev share partner or brokerage partner, if you're on the eighty twenty plan, it's eighty nine dollars a month. If you're on the business builder plan, the hundred percent plan, it is one forty nine a month. But, again, we're not gonna charge you anything until everything is ready to go. Until then, you're gonna get to ride it for free as we start dripping these things out to you because I want you to start winning as soon as possible. I love it, man. This is, this is exciting. So first of all, you know, people pay a lot of money to have coaches, you know, and this is something that you are have so much experience with inside the industry, have such a different vision of what's happening. And so people generally pay for that. Right? Like, hey. You have a different vantage point, and I want some of that information. I'm willing to pay you. I see that value there. And so to include that basically for free on top of everything else, I think is just is is so impactful. Like, you know, you have to understand what you're fighting against. You have to understand what's changing in the market if you're gonna succeed through it. And that's always a first step before you get to any tool. Right? Because how you use a tool to combat whatever is changing is the second part of it. But you have to understand what's changing and what to go do. And so I think that that's so impactful. And there's so many people who have the energy to wanna go do the work. They just don't know where to place the energy. I remember that was something when I first started in real estate. That was what I was asked because I had you know, it was kind of a fluke. I had a lot of people do transactions with me immediately, and it looked like I had figured something out. And it was just really like, hey. This guy, you know, wanted to use me and then I did a good job. You know? So it was a a string effect. But at the end of the day, that was a big question that a lot of people had is, like, hey, man. Where do you put your energy to get the return? Like, how are you doing so much so quickly? And so that's still, I think, the question that exists within the industry because there's you can skin the cat any way that you choose. Like, there's no one path to success. There's that's a blessing and a curse. A blessing because you can do what you are most comfortable with. A curse because there's no path for me to say you do this and you're gonna be successful. This is gonna happen. And so it creates this murkiness where willing people who want to go do the work just don't know what to do. And so I'm excited to see that knowledge come to LPT directly from out of your mind into, the ability for them to receive it and then match with these tools, I think it's just gonna be dynamite, man. I'm really, really excited. LPT is focused on real estate, and this just shows another step. Like, we are gonna continue to put this first. We are gonna continue to navigate these waters. The landscape is changing. We've got another big change happening in August. Like, we are gonna continue to do our part to make sure that our agents are more successful. Yeah. So, man, I'm excited with this. So we're we're breaking out the old door. So I actually have a door that will go on this stage. We're gonna do we're gonna do door knocking role play. Alright. We're gonna do all kind of fun stuff together. Each week, we're gonna write that weekly plan. Hey. That's right. This is what we're gonna go do. And the cool thing is you'll have your LBT plus box of of materials. So if I'm like, hey. This week, we're gonna send out cash offer greeting cards. Right? We're gonna put a greeting card in an envelope and handwrite it and put a stamp on it, but it's gonna be a a Zudilio powered cash offer QR code inside. Like, we're going to do that together on this weekly mastermind Zoom. And so when you log off every week with me, we'll have role played. We're gonna invite agents on who are having success to share their stories. But every single week, we're gonna do this together through this LPT plus mastermind Zoom. And, again, it's actionable items. And the cool thing is, so I was telling some of the big teams that I was hanging out with in Dallas about this, and, like, man, I'm gonna sign all my agents up for the the one forty nine a month LPT plus just because now you're gonna train them instead of me. So I thought I thought that was pretty fun. But, yeah, every single week. And so the cool thing is, like, there will be the general training libraries on demand. Go watch the recordings, get caught up, because then when you jump in with me every week, whatever we're doing that week, you're gonna jump in with the rest of us. Right? So if you jump in the week that we're doing jumbo door hangers, it's jumbo door hangers. If you jump in the week, we're doing the handwritten, greeting cards, whatever it is, that's the week you're in. And so every week, we're gonna do tactical exercises together. There's gonna be accountability across the agents that are part of that group. Yeah. I'm I'm gonna I'm gonna give another hour of my life each and every week to this brokerage for this specific purpose because I see how important it is. And we'll have special guests come on with me, but I'm basically gonna coach you guys for one hour a week as a part of this LPT plus mastermind because I know through LPT plus, you have all the tools we need to make this work. That's right. I know you have Zedillo. I know you have the prospecting stuff. I know you have Zoom. I know you have AM cards. I know you have the leads. Right? I know you have everything you need that we can actually be tactical every single week together on this mastermind. Alright? And so so this is coming. The mastermind's probably two, three weeks out. When I'm in Lake Mary, we'll do it from Lake Mary. If I'm in Montana, it will be Zoom only. Wherever I am, if I'm on no closing cost, it'll be Zoom only. But, yeah, if I'm here locally, we'll figure out how to welcome in an audience. Like, I'm totally for that. But this is something I'm really committed to because, again, with all of the technology and the complexity, masking the work, I wanna be your beacon to help you refocus on the work. I am gonna put that hour of my life in every single week with you to do the work with you. Right? I'm going to commit my time. Right? I'm gonna commit my time with you each and every week because I believe in this so much. And I know that if we all come together for this week and we leave with these actionable items, we leave and five hundred, a thousand, however many LPT agents are on that weekly mastermind go out and execute on the strategies that we walk through step by step together. They're going to go have success. Right. And then we're gonna come back together the next week, and we're gonna talk about it. Hey. What what worked? What didn't work? Who had success? Let's highlight somebody who went out and crushed it, who got the result they were looking for. If you didn't get it done this week, what are you gonna do to catch up next week? So this is gonna be accountability mixed with, you know, actionable items, plans. We're gonna get super tactical together. Again, every single week, we'll be announcing that in the next couple weeks for our LPT plus members. But I'm excited, man. It's it's another way for me, again, to give to this community that I love so much, and it's one of the things that I really you know, it's been tugging on me. Like, how do I help more of our agents get into production? How do I personally help more of our agents sell that extra two or three homes a year? How do I help our agents stick? How do I help our agents not be the seventy percent of agents who are gonna fail? Right? And that stat that stat is in this book. This book from nineteen eighty six. K? Opening paragraph, seventy percent of agents will fail within the first five years. I've heard that stat attributed to all kind of different people. If if they don't predate nineteen eighty six Floyd Wickman, they don't have it. It's in this very book. Alright? That is a real thing. It's something we've been fighting for almost forty years now as an industry. And this is a way that I see LPT being ready and able to help agents break through. Because, look, if we can get you those first couple deals, if we can get you into production, if we can help your team members get into production, if we can help you cross and break through and get a couple extra deals a year, we all win together. And so that's what I'm focused on. And that's what this this addition of LPT plus is all about. That's what this addition of the LPT plus mastermind is all about. You've gotta make a little bit more of an investment in yourself. You gotta pick up this little monthly fee. We made it as affordable as we could to still give you all the tools that I know you need for this to work. That's right. But if you can make that investment in yourself and make that investment in LPT, I'm gonna ride right there with you, and we are going to win together. That's right. Awesome. Alright. Well, I think that about does it. We're about twenty twenty seven to twenty five minutes over, but it was good, man. And And it's, and, you know, it's it's something that people need to hear. They need to see what we're focused on. They need to understand where the direction is going. If you're gonna be successful in this market, you're not having the success that you want, this is the the first step that's gonna take you there. Again, the the sand is very is is very, you know, unstable right now. The interest rates we just had the Fed meeting last week. You know, when they talked about, oh, we thought it was gonna be, you know, two or three cuts this year. Now it doesn't look like there's gonna be any you know, we're gonna be in this environment for quite some time. And so you have to understand how to, you know, change with the times, grow your business, opportunities birth through change, and, you know, be be ready to to be on this other side of this August, deadline that's coming up here in just a bit. So excited to have all these tools. You of course, as always, you're welcome to go back and rewatch this inside, of knowledge base. It'll be up there later on today so you can, can, you know, hear kinda what you said in more detail, digest it two or three more times. And then, I guess in two or three weeks, we'll have the first mastermind is what you're kind of. Yeah. Get in there. If you're interested, go ahead and join OPT Plus. Again, we're not gonna bill anybody till everything's fully launched, but we're gonna be able to start dripping things out to you. Don't forget our action items from today's Motivation Monday. Make your list. Right? Write down your conversations and the people you meet on paper over the next week. Make the list of the things you are going to do right now starting today before LBT plus is launched to go out there and have more conversations. Use your power packs. Use your active marketing plans. There we go, Dave. All these things right here. Don't forget to make your lists. And then if you are interested in LPT plus, log in there and join. Look forward to partnering with you guys on that. A lot of exciting stuff going on. But but we we're gonna win together, and that's really what this is all about. This is about LPT continuing to elevate the collective of who we all are together, and we're going to win together. So I've had a great motivation Monday today. I look forward to to getting even deeper in tactics with you guys as we roll out these new LPT plus masterminds. Again, go out there and do the work. Recommit to the work. Tear down the complexity. Tear down the over automation. I'm not saying get rid of it, but but tear down the veil so that you can focus on what's going on. Dave, if we can throw up the LBT plus slide, we'll leave people with that. If you are interested in joining the LPT plus, we'll throw up the list of benefits again. And the pricing, it's eighty nine dollars a month if you're on the eighty twenty split plan, the the brokerage partner plan. It's that's the business builder plan. There there's no there's no special pricing for teams. It is what it is. If you have a team and you wanna put your agents in LBT plus, we're gonna train them. We're gonna love on them. But all these technologies and all these things have a cost per license, and we've already gotten it as cheap as we can by bulking all that up together. So a lot of opportunity here. We are going to win together. We're gonna keep we're gonna keep creating new tools. We're gonna create creating new opportunities here at LPT Realty because we are gonna win together. I saw I saw somebody put that this Motivation Monday was better than last week. I saw we got a lot of last week was the best Motivation Monday Monday ever. Now now there's some folks that feel like we've topped at this week. It's exciting. Look. We we're gonna help you guys get through this tough market. We're gonna help you win. We're gonna help you create those conversations. We're gonna put the right tools in your hand at the absolute fairest price possible so that we can all go out there and win together because that's what this is all about. That is what real estate first is all about, and that is what creates the opportunity for all of us in LPT to win together. So with that, we're gonna wrap it up. Go have an amazing week. Have those conversations. Do the work. Write it down on paper. We'll see you back here next week on Motivation Monday. If you do go ahead and join up for, sign up for the LBT plus, get that done inside of Connect on the tiles, and, I'll see you guys next week. I will be in Montana. So next Monday, I'll be coming to you from the mountains. Awesome.