It is up to you, Lewis, to guide us through this path here.
It has to Where's our theme music? We have Theme music.
I know. You know? I'm slacking on it.
I should've been The counts are increasing, and we don't have a good beat to go with.
I know it. Alright. Let me see what I got here.
Okay. Here we go. We're gonna go with drifting.
You know, one of the better feedbacks that I've received about these calls is how you are able to, articulate what you say with the beat of the music.
You know what I'm In the middle.
I just need to get started right at four zero three.
If everybody wants to hear Hodge go to the beat of the music, please put your city and you'll hear how he talk about the cities of your location The beat of the song.
Even even in the chat, we get told we look like brothers.
We have I know. William, you guys look like brothers. LOL.
I know. It doesn't help that we're both wearing hats and the same exact shirt, which is so funny. So just so that you guys know a little little backstory.
Recently, for whatever reason, Louis and I, have been kind of like in this same coordinated appearance rhythm. Like, we've been dressing similar. So it'd be like, hey. We're both wearing a a button down t shirt that's blue and both wearing white pants in the same color scheme.
And we're not coordinating these things. It's been really weird. And so it's gotten more and more alike. And so I haven't worn this shirt in so long.
And for and I Luz, I haven't seen you wear this shirt shirt in so long either. And for whatever reason, today, we both show up wearing the same exact shirt. I'm like, lord. This is this I don't know what's happening here.
I I got a big I had a pure black hat this morning, so I went to a little Yeah.
You changed it up a little bit for us, thankfully.
Alright, guys. We can start in just one minute.
Well, it is four zero three. So I'm gonna go ahead and kick us off. So real quick, introduce everyone on the call. My name is Matt Hodge, executive vice president.
Louis Furman, to my left, hopefully, we're following the same pattern, is our co VP here, my co VP here at LPT Realty. We've got Amanda Hannon, who's a fantastic regional for us. And then Northeast Fernandez, which is our, VP of agent culture and branding. New to the camp, long time friend, you know, been in the ecosystem in real estate for a long time.
We're in the same market, but just new to to LPT. So we're so excited to have, this group here today. And today's, I well, we may have Robert join. I saw that he asked for the link, but I know he's got back to back today as well too.
So, he may join here in a little tiny bit. But the focus of the town hall the BBA town halls is to make it more of a dialogue. So we're we'll take a look through the some questions through the chat. If you've got some, throw them in there.
We won't get too far deep on any state.
Maybe Florida, you might have a slight advantage because we're all here. But, other than that, we'll try not to go too deep on any state. We wanna really talk about the principles, when things happen. Hey.
If I've got a buyer that does x, what should I do? You know, we'll we'll walk you through some of those things. And And if there's no questions in the chat, we'll go through some of the questions that we've been receiving, on these previous Zoom that I think are very impactful because they're real life scenarios that you're like, oh, you know what? I hadn't really thought about that.
For example, someone says, hey. What does it look like if I want to purchase a home? It's a it's a, I'm purchasing it for myself. I'm an agent.
Do I still need to have a BBA signed? Which is an interesting thought. Right? Because it's just yourself.
But because the commission is owned by LPT and you work on behalf of LPT, we were saying, hey. You know what? It actually would make most sense for you to sign a BBA with yourself. You are ultimately just gonna direct the funds to yourself.
But to satisfy the laws, technically, you would have to have an agreement with yourself to set the brokerage, you know, funnels the funds this way. So I thought that was a that was a interesting question. So we'll we'll continue to to cover topics like that that are, hey. I didn't really think about it.
I'm now I'm in practice, and I'm having questions that I didn't have before. So we're happy to do that. So if you've got any questions, put that in the chat. If not, we'll kinda just go through some general stuff and things that we're seeing and we're hearing, and we'll really tailor this around, the information that we're seeing in the chat.
So, are sellers allowed to say they will not pick a compensation until they see the offer? Absolutely. And in fact, that is the preferred method.
You you you don't wanna shut down the conversation and say, hey. We're not paying a commission at all. Right? We know that's not gonna be advantageous for the seller.
It's gonna reduce the amount of buyers that are walking inside of the home, which ultimately reduces how much they're going to make. And so we don't want that. But the also, the predefined amount is where you can lose some some traction as well too. Right?
Because someone could potentially say, hey. I don't wanna show a house that's only offering one percent or two percent or whatever that number could be. And so the best vernacular that you can really arm them with or what you can say is that, hey. My seller is willing to entertain all offers of compensation.
Like, you know, that's that's where it at. And if you have a prenegotiated amount, if you decide to go that route, the suggestion was to say, hey. We are covering x amount of percentage of a commission at the current list price, but all offers are negotiable. So you're letting them know with the current list price, we've already baked in this amount of compensation for you.
That doesn't mean that you have to ask for that. You could ask for more or less, but that is the way that you're gonna really approach that. But, again, the safest route is to always leave it completely open. We are open to all negotiations, and offers.
So go ahead and submit your offer, and we will take it from there.
Here here's an interesting point because, like, right now, like, this is the focal point of the negotiations.
Negotiations. Right? Like, right now, we're entering into this new world and buyer broker commission is is this focal point.
We are going to get to a place where this element of your negotiated or negotiating offer is gonna appear to be like just like everything else that we've done before.
I mean, historically, we've always negotiated inspection periods. We've negotiated financing clauses, appraisal contingencies, purchase price. You know, the buyer commission is now just gonna be one more factor that we may see be common in the negotiations of the deal. So if you're on the seller side, think about it that way, right?
Like if you've had your conversations and your consultations with your customers to, you know, educate them on an inspection period, for example. Hey. You know, we know that there's going to be an inspection period. That's gonna be the buyer's opportunity to inspect the property.
And during that agreed upon day, they, at their sole discretion, are gonna be able to terminate the agreements. You know, seller, what do you feel standard is about ten days? Yes. I'm good with ten days.
In that example, if you received an offer from a buyer that said, hey. We want a five day inspection period. You're not gonna go and play your hand and say, hey. Listen, buyer.
Like, we actually are good with ten. Like, let's go ahead and double your time because we wanna give you that time. You're gonna take the five. Right?
So it's gonna be the same thing. Right? You're gonna have conversations with your customers as you're counseling them through the different factors that are going to inherently exist in the negotiations, which, again, includes all of the above, one of which being the buyer broker commission that may arise. You guys may have a conversation in terms of expectations and so forth, but you're not gonna play that hand too upfront.
Like, you're gonna wait for the buyer to submit their offers first. And that's, you know, what I would obviously recommend as you've kinda heard all of us recommend as well.
Right. Okay. Let's go through, another one here. It says, wondering if we have any pros and cons around seller offered, buyer's broker compensation versus listing broker offer compensation, for the buyer's buyer's comp. And, does our Florida broker have any preference? I know that Natalie covered that today on the twelve o'clock.
Louis, any preference there that you you think in between the two, or or is it really up to agent choice? Yeah.
I mean, I think it's mostly agent choice. And at the end of the day, it's gonna boil down to, you know, the net to the seller. Right? Like, what is the seller netting?
If the seller has already agreed to pay his agent six percent and that's the most he's willing to pay, then, you know, the seller's gonna be looking at it from a net perspective. Hey. I'm gonna pay an additional three percent to a buyer's agent, then they're paying nine, you know, percent going towards commission across the board. So I think it's all gonna just work itself out very similar to how when we're negotiating seller concessions.
You know, a seller's gonna look at their net sheet. They're gonna look at what their bottom line is. Where's, you know, the numbers at at any given time? Have we negotiated other terms, roof, you know, repairs, seller concessions?
What is the commissions that are going out on this transaction? And there may be adjustments that the seller makes accordingly because they're trying to ultimately hit their their their net amount. And we've seen that again historically. We've seen circumstances where a buyer wants to request a seller concession.
The seller is firm with what they're willing to accept, and now agents are coming in to try to help that seller meet their bottom line so that way we can keep the deal alive. Right? So I do foresee that that, you know, same practices is going to occur, you know, moving forward. Right?
That's right. Okay. So we got another one. What if the seller is covering two percent, but the buyer agreed to three percent?
So that delta is gonna have to be made up by the buyer. That ultimately is what you're what they are committing to. They are saying now that doesn't mean that you can't amend it, and you can't say, hey. Okay.
I'm willing to modify this document, but it is gonna be an amendment. So it does require signatures.
But that's what the that's what that would be ultimately saying. Hey. The seller's covering two percent of the three percent that is owed to me out of your responsibility, so you're gonna have to make up that one percent difference. And then it also works in the opposite direction too.
Let's say that you've signed something for three percent and you've gone to a builder and they're paying four percent. You cannot collect that additional one percent without modifying that buyer's broker's agreement to be the four percent. Remember, the whole point of this is to create transparency around what ultimately the buyer is paying. The reason why it's falling that way is because if the seller is paying for your services, it's kind of roped into the price.
Right? Like, hey. I'm selling my house for four hundred thousand because it generally cost me like, it's built into the concept of the of of both parties being compensated.
It's if think about when you go to a for sale by owner, what's the first thing that you do when you negotiate against a for sale by owner? Hey. You're not having to pay anybody, so let's go ahead and take out what you were normally charging if you were at market level, and let's let's do it for less because you don't have to compensate people. It's the same concept.
It's like having a refrigerator in the kitchen. If it's removed, the house is not gonna trade as if you were, you know, comparable. All the properties have refrigerated. You're pulling something from value with it.
So it works out in that same concept, and that's really why, they're trying to create transparency around it. So, again, if it goes up or down away from your negotiated amount with your buyer's broker agreement, it does require an addendum to that contract.
Yeah. And that same notion with the net sheet applies to your buyers as well, guys. So for example, you know, your buyer agreed to pay you three percent through the negotiations. The seller is agreeable to cover two percent of that three percent. Well, now the buyer has that net one thou one percent delta that they're gonna have to cover. Now what if you ask the seller first seller concessions?
That affects the buyer's net. You know, if you request a one percent seller concession from the seller, that's gonna adjust his closing costs. Right? Because those seller concessions are gonna go towards the closing costs. It's gonna reduce his cash to close by that one percent, and it's gonna wash itself out anyways. Right? So there are going to be strategically different ways when now we can have these kind of net conversations with the with our buyers similar to how we've had conversations of that nature with our sellers.
I would just add in there. Pay attention to your state forms because every state's form is different. Some states have already preemptively added this kind of verbiage into their Briar Brokerage agreements. So there's specific places for you to go ahead and clarify.
You can clarify in buyers giving approval if they are going to reduce their commission or if they're gonna add you know, allow it to be additional compensation, on top of that. So just really pay attention to your state, forms there. Ask your brokers. Attend the state classes because it little nuances that'll just make a big difference there.
Yeah. That that's a strong point. That can be driven by state to state, and so that's why those state classes are so important. I know Sarah Freud did a fantastic job, with the state of, Georgia. You were teaching Georgia. Right?
Mhmm. That's right. Okay. I did you do two states, or was it just Georgia?
So, yeah, so, again, that may apply to certain states, and it's not. So it's important to go to the broker specific classes so you can really understand the language for your state. We are really kinda talking about the concepts overall.
Here's another question. This is one that's from Pam from Pam. Reverse prospecting. Assuming that, MLSs have this, I know that we can't use reverse prospecting to advise buyer broker commission considered on the property.
But if we are to download the email addresses, basically, where it's it's saying, like, hey. These are all the people that have received your home. You're doing the reverse prospecting. It gives you all the, realtors who are have someone set up on that the the feed matches that criteria.
It says, but we will we download the email addresses. I emailed an email from our own email.
An email from our okay. So you're you're basically asking, if you were to download this and then send them information directly, not through the MLS, could you then, you know, have a back end link that talks about compensation is ultimately what you're saying. Because it's not saying, hey. It's not coming from the MLS.
It's not coming from any of those restricted areas. I'm assuming that's what you're you're ultimately getting at. If I download the list of people who have buyers in the area, can I send communication to them that talks about buyer's compensation without violating anything? Again, my recommendation, and this would be, you know, probably across the board, is to say that your seller is open to all negotiations.
Your your seller is open to compensation, and you're not getting into any percentages because, again, that can work against you. Right? Because someone could have a buyer's broker agreement signed for one percent and that net the seller more. You know?
So you don't wanna put anything that's going to stack the cards against your your fiduciary.
And so while you're not necessarily violating, it is not a best practice because you are kind of renegotiating a piece that we are trying to make more negotiable.
Okay. So let's move on to the next one.
I see one here from William.
K. He said, can we have two BBA signed, one for existing homes and one for new construction, both different compensation rates? So that's gonna be a that's that's an interesting topic. Right?
Because here's what the, the NARS settlement verbiage is. It says that the the rate of commission or the dollar amount has to be objectively ascertainable. So what does that not include? So that means you can't enter into an agreement with the buyer that says, hey.
I'm willing to receive up to ten percent whichever's greater. If the seller pays me more than, you know, you hereby agree to pay that amount, like, that's not objectively ascertainable.
Now the question you're asking is for two separate types of property, right? Like a secondary home and a new construction.
My interpretation of the settlement language allows you to basically enter into an agreement that says, for new construction, my rate is x percent on the purchase price. That's objectively ascertainable if it's a new construction.
And if it's on a secondary hold, my rate is x percent. That is my interpretation right now of the statute, and we've had some internal conversations pertaining to that. Now is that where the industry gonna go is going to go is if if the MLS is gonna put out another type of FAQ?
We don't know yet. Remember, we are in a world now where we don't have precedent. Right? We are basing a lot of these analysis on interpretation.
So again, these are things that will likely I foresee in the coming months, we will have more guidance on that point. But per the, you know, black and white language as it sits today, the interpretation on our end is if you indicate a type of property, you can have a fee structure for that type of property. Now, again, it has to be objectively ascertainable.
You cannot say any amount within this range, or you can't say, you know, if the builder gives me ten thousand in bonuses, then it will apply. Like, that's not objectively ascertainable. But if you have the concrete figure, three percent on a new construction deal, that is objectively ascertainable as it pertains to a new construction. You know, one percent on a secondary home, that is objectively ascertainable on a secondary home.
And if I may add to that, Louis, honest it's exactly what you said. Also, why limit yourself? Ask for the highest amount, and then you can always amend down because it's easier to explain to them, you know, I'm gonna ask I'm getting less now. And it's just a matter of educating them and, you know, explaining to them what, you know, what expectations they should have and the amount of service they'll receive from you and providing your value. So I suggest you go high and then amend low.
That's right. Okay. I see another one here to open to host another agent's open house. Will we still represent the seller because the listing is under LPT technically?
But then would we need the buyer to sign a BBA if they went with another property? Okay. So let's walk through this one real quick because this is interesting. So there's a couple of different things that have to be tested in order to be considered working with, working with a buyer. One, you have to be entering or going to a property on their behalf. That's one.
Two, you have to be sending them active IDX information. So you're sending them a list of homes that could be from your own CRM. It could be from the MLS, whatever. So you have to satisfy both of those things. Now if you are at a open house on okay. So if you are that's what you get when you work at when you work at home.
So the, so when you when you're inside the open house already, you're not if someone walks in and says, hey. I'm interested in this home. I wanna take a look at it. Do I need to stop them at the door and say, no.
You can't enter until you sign this. You don't need to do that because you are not entering the home or virtually showing them on their behalf. You're working on behalf of the seller marketing the property, which is agent to agent. Remember, LPT owns the listing, and you are working for LPT, you know, through this arrangement of, like, hey.
We're not gonna charge you whatever your compensation like, that's how it works on the back end legally if we were to string it all out. So you are just representing LPT, the brokerage on the listing. So there's no issues there. You do you're acting on behalf of the seller.
But the other piece of it is that you haven't crossed any of those other thresholds, which is you're not sending them IDX feed, and you are not entering the house on their behalf. Those are the things that you would need to have in order to to make it where they would sign a BBA. So you are free to have them, walk inside the house. Now let's say they say, hey.
This house is great. There's another house that looks like it's vacant down the street.
I'd like to go see that property. Now that that now let's see, Louis. What what does that what what happens in that scenario? Are we Oh, that's reading any thresholds?
Yeah. And, I mean, at that moment, if if, let's say, for example, you're sitting at an open house, a buyer walks into that open house, no. You do not need to execute a BBA. The FAQs make that clear.
You are not satisfying that element of working with the buyer at the time of that buyer entering into that house. Now if if while you're touring the house, like, hey. There's another one across the street. Do you mind stepping away from your open house and showing me that property?
You whip out the laptop. You see the showing instructions. It says go and show. Yes.
You will now need to enter into a BBA in order to go see that property across Yep. And I'm gonna go into a a small rant here.
So forgive me because this is something that's been kind of agitating me as I've seen people try to keep things the same in an environment where it's really designed to help you, you know, have more negotiating power for for your own worth.
And so, you know, in that scenario, I could see you having a quick touring guide that says, hey. I'm gonna show you this one particular property. There's no agreement for compensation. If we decide to work together, we have compensation.
That's pretty much the environment that we're in today. The reason why I'm not a big fan of using touring agreements and this doesn't mean that they're not available or that you shouldn't use them or that you cannot use them. It is ultimately your choice. This is just me explaining to you my particular concept on it, which is we are at a place where we are trying to reorganize the thought process of the buyer that, hey.
I am not free help to you. I have a value. My value is x. My value is going to be helping you get this home and negotiating and doing whatever.
Right? It's it's important you're able to articulate that. But if you go there and you sign a document that basically says you're worth nothing to show the property, like, it doesn't cost you time, doesn't cost you anything, doesn't cost you expertise, you're willfully saying, just go ahead and sign this. We're gonna keep it the same it is today, And then you're going to then try to negotiate later to get compensation to it that just conflicts for me.
I think that the people who are really going to succeed through this market are gonna understand how that they're gonna have to create value sometimes quicker than others. I'm gonna have to make you feel comfortable with me quicker than others. If not, you can't have my time. That's just the reality of it.
And that's part of what this buyer brokerage agreement is a positive, in my opinion, creates for the industry. You know, because there's been times where we've all been burned where you've shown someone ten, fifteen, twenty houses, work with them for such a long period of time, build a relationship with them, and they walk inside a new construction home and sign a deal. And they're like, oh, sorry. You weren't available in the last thirty seconds that I called you, so I bought the house somewhere else.
You know, we've all been burned that way. And this is the positive side that helps us, you know, save our time away from that. Because if someone's gonna do that, you want them to do it upfront and not when you, you know, spent several months. I know I personally have had that happen to me.
And so, again, this is just my own personal thought and rant. You know, you do not have to implement this inside your business if you don't agree with it, but I'm just not a huge fan of the touring agreement. I think it had very selective uses, like, in this case, like your open house where you just wanna quickly show some across the street and maybe then try to build the connection. But if you're doing third party lead sources and people are trying to meet you at the homes and all that, I would really recommend building the value first.
Let them see that you're professional. Let them choose you and say, hey. You know what? Matt's gonna be the guy.
I can tell just the way that I'm talking, the way he's explaining it. I know that's gonna be the guy I feel comfortable working with. I'm gonna, you know, work with him on in the foreseeable future at at whatever x amount. So just my thought process, but that's that's end right there.
And that's so true. Right? Because the buyer side has always been the most vulnerable side of our business. You know, you can work with a buyer, go on multiple tours, work with them for three, four weeks, and the next thing you know, some other agent intercepts the lead because they found them on Zillow.
They trick them into thinking that they work with you and they write an offer on a separate property, and now you're cut out of the deal. You know, that playing field is now gone. You know, now agents are having to go in there and go into buyer audition, buyer presentations, execute documents, you know, which creates those added layer of protections for you as the agent who did articulate its value correctly. And you are now not having your buyer be in that vulnerable state of getting tricked or, you know, move to another agent at the very last minute as you're approaching that finish line.
Alright. So Jasmine asked, what happens if you're doing an open house for another brokerage? Same exact thing. Remember, you're not entering the house on behalf of the buyer either virtually or with them, so it does not cross that.
And you are not sending them an active IDX feed, and those two things are required in order for you to have a BBA executed. So you would still be okay there. Open houses are okay. I really think that the, the NAR settlement did a good job of creating that language so that you could have these natural interactions because open houses are a big part of it.
Right? And if you have to have someone stand at the the front door and sign, obviously, that hurts the seller, and that's not really the spirit of what's trying to happen. What they're trying to do is create more transparency in the market. Now the benefit of that transparent like, if you read the headlines, they're gonna say, oh, this transparency is gonna smash agent commissions.
Like, we know that that's what the headlines have been saying. But what we have noticed over the last couple of days is people have started to go go out there and have these conversations and have been showing their value. We've seen people negotiate more than what they would have gotten before this. So it's like a total positive.
And it's this thought process, and I keep talking about this, this thought process that we always fit into whatever the commission was being paid. If it was two and a half percent, it is what it is. If it was four percent, we were like, yes. You're excited.
It had nothing to do with your value. It was property driven. We are now moving that bucket to you. You are the value driver.
And so someone may say, hey. Listen. I'm actually worth five percent. I'm actually worth six percent because I've got this level of accreditation.
I've got x y z. Because I know this area better. Because I've sold ten houses in this neighborhood and I know it better than anybody. Like, you've got these things that you can create your own value.
And it's been so cool to watch people break that glass ceiling of where we thought we had to fit into two and a half and three percent. And now people are saying, hey. I'm actually worth four or five percent. And getting BBA signed, we had someone, send, one of our panelists yesterday a, a a BBA at five percent, and they were nervous about having the conversation and ended up being five percent.
So, again, just a just another, you know, unlocking the thought process and thinking about things a little bit differently.
And I'm seeing a lot of these questions in the chat, guys. Remember, it's two elements need to exist in order for the BBA requirements to come into play. Element number one is you working with a buyer, I e, sending MLS, you know, IDX links, whatever the case may be. You know, you're working with your buyer.
And element number two is entering a home with that buyer. So what does that mean? If you're only satisfying one of those elements, a BBA is not required. In the open house example, you are not working with that buyer.
You're only that buyer entered into the house, but you were not working with the buyer prior to the entering of the house. BBA is not required. If you're merely sending a buyer IDXs and and properties and so forth, you're not satisfying the second element, which is entering into a house, BBA is not required. Now if you've done both, BBA is now required.
And on that open house, if you have an unrepresented buyer coming in and they want you to write an offer and negotiate, you are entering into providing buyer brokerage services at that point. So, yes, if you're sitting in open house, someone enters no. Someone unrepresented, you speak with them. They want you to represent them, write an offer on their behalf. Absolutely. Yes.
Because you have crossed that threshold into actually providing brokerage services.
That's right. Alright. So it doesn't look like there's any more in the chat that we can get to now.
Thought on thoughts on brokers doing away with broker to broker That's a whole other hour.
That's that's a that's a whole another thing.
We'll have to jump into that.
And that's really gonna be, a much bigger conversation that we'll we'll have to look at the pros and cons as we start to enter into that environment. I'm not sure, theoretically, it makes sense to close the door on anything right now. I think we really have to kinda see how things are playing out over the over the course of the next, couple of weeks. And, again, that's the port the point of these calls a week before and then a week after the click over changes because you're gonna have questions.
You're gonna have scenarios that you don't have today. You're asking the questions that make sense because you're starting to think about things, but you may have something that pops up in the next week or so. And we're gonna have continued ongoing support. It's not that.
We really wanted to just make sure that every couple hours you have a question, you can come here together, and we can all continue to ask the same type of questions and hear the same type of answers and really, you know, I guess, jump over the hurdle together. So, appreciate you guys taking the time to invest inside your career so that you can serve your clients at the absolute highest level. We appreciate all the trust that you give, to our leadership team to continue to navigate the way. And, I think our next one is at seven PM.
Let's see what the topic is. If you're able to make that, let me find the topic for seven PM.
Today, seven PM is communicating your value, and marketing and communicating your value. So just as we talked about before, the reason why I'm personally not a fan of the Tory agreement in most cases, other than, like, you know, a couple of use cases here and there. It's it's you're gonna have to be good at, you know, marketing and communicating your value very quickly to someone. And so, we're gonna be talking about that at seven PM.
What are the best ways to do that? We've heard some great advice already from people who have put packages together similar to a listing presentation. When I first got into the business, I did a buyer's brokers consultation with every single person that I met because that's what I was taught to do. It wasn't till later in my career that I stopped doing that.
It was really a best practice that really makes a lot more sense now than it probably did then, but no one ever scoffed at it. And I did it because that's what I was told to do. I just thought that was what was supposed to happen. And people were like, you do that?
And so it was, like, four. And so I, you know, I eventually didn't feel like I needed it as much to create the rapport. But if you're not used to that instant interaction, that could be a great way for you to start, you know, getting prepared for that. Hey.
Listen. Let's meet for ten minutes beforehand. Let's meet fifteen minutes or so and so. Let me just walk you through the home buying process, walk you through what's happened in the market, walk you through what it's like to work with me.
Right? That's the buyer the BBA. So we're on the same page and we are most aligned to help you accomplish your goal. You know, you're gonna find out what vernacular works for you, but that's just kinda my thought process.
So if you're around, we will be on the seven o'clock call today. I believe Robert Palmer will be on that as well too. We're gonna be going communicating and marketing your value. So I appreciate you guys, and we'll see you soon.