Good morning. Good morning, everybody. Good morning, man. How is it going? It is going well. Feels a little strange not being in the studio today. I know Dave I know it. A great event that he has a gig that he's doing, what, in California, you said? Yeah. He's playing for Al Green, band. So he is, he is in California. And, actually, my son is sick, so I decided to also work from the house so he could stay home from school. I guess there's some ickies going around. Oh, no. And we have oh, there you are, David Lewis. Let me go ahead and get you in here. Alright. Fantastic. There you are. Fantastic. Alright. Boom. You made it. Let's see. David has made his way into the office like a responsible young man, unlike That's right. Lewis and I. What's up, everybody? Oh, not much. It looks like you left, Adam at home, and you showed up as David today. That's awesome. That's right. That's right. Adam from Atlanta has been retired. That's not true. He he's gonna come back. No. He'll make his way back in. Okay. We'll get started in a couple of minutes. If you want, to put you where you are tuning in from in the chat, we would love to see that. Always like to get an idea of where everyone Nashville, Tennessee, fantastic. North Carolina, Lake Wales, Florida. Orlando. Okay. Kissimmee, Space Coast. Reno, Nevada. West Palm Beach, South Florida. Cope City's another Las Vegas, Denver. Okay. Arizona's. Alright. I think what? Seven, eight states inside here? Texas, Idaho. Alright. Virginia, Alabama. Fantastic. Fan The legendary Michael Miguel from Alabama. Orange King of Orange Beach. That's right. Alright. Lake Anona. Palm Bay. Okay. So we got some we're pretty close to home. Alright. South Florida. Fantastic. So let me give you guys just a quick idea of what today will be about. We'll ask for some participation through the chat. But we're gonna, you know, take this time to say, you know, we've had all this training around, the BBA. We did the, digital presentations this week where there are tutorials on actually utilizing the tool, and a lot of the conversation has been centered around, one, two different things. One, what does it sound like to the consumer or the client, you know, to to help them understand the the new real estate climate? Two, what a negotiations look like to show your value so that you can, you know, retain or increase your commissions. And then lastly, we kind of layered on that this the course of this week, the tutorial on how to actually use the tool. Hey. Here's how to quickly go out there and get this agreement signed, type in the customer's information, your commission amount, and that. And so, that was essentially the easy button for for staying compliant. And so today, we're gonna center around, really how to utilize a tool, not necessarily as a clutch a crutch. I'm sorry. But to utilize it in as a an additive to your process, but not to replace you. Because there are some people who may want to utilize that as a conversation. Hey. Just click this button. It's gonna tell you everything that you need to know. We think that the most powerful way to do that and, of course, you explaining your value and then, you know, obviously, showing showing your value so you can, you know, charge the three, four, five, six whatever it is that you're gonna be charging. And so that's what we're gonna send in the conversation around today. So with that being said, I'll kinda turn it over to the panel to get some initial thoughts. Yeah. Absolutely. I mean, we keep saying this time and time again. You know, the the tools that we release is not a replacement to your organic confidence. Confidence. You have to have that organic knowledge. You know, that is what's going to resonate very heavily with your clients, but then you hit them with that additive tool. It just then now compounds those efforts, right? It kind of becomes that multiplier. You know? So please, guys, like, you know, we keep saying this, don't use it as a as a crutch or a clutch, you know, in in your business practices. Like, you definitely wanna be able to use it as that compound multiplier. And, David, I know this week you had some classes on the buyer power tools. I love to be able to hear some of your feedback based off of the classes that you kinda put on this week. Yeah. We put on a awesome class yesterday called crushing the buyer presentation, all centered around getting laser focused on what your value is, what you bring to the table, and then being able to articulate it in a way that gets us all paid. I said from the beginning, I'm not the guy for compliance. I'm not the guy to tell you what boxes to check or what forms to fill out, but, like, I just wanna empower all these LPT agents to get more money than they were making before. And to Hodges' point, like, we've got this great technology. I don't know if you guys I'm I'm assuming all of you guys have played around with the showing agreement form. And, you know, in seconds, you can send it to people, and it's got all the the propaganda that you would need for you and LPT and your business to kinda wow people, and it just shows up in their text message. It's really effective. But that is clutch. Right? But like we've said, we don't wanna use it as the crutch because it would be really easy just to now knowing that you've covered your basis, that you stopped there, but I just I think there's a next step that we need to make sure everyone's using to not lean on that, right, to to push people towards exclusive agreements. Like, in this new world, this exclusive buyer brokerage agreement is going to be the holy grail. Like, it's the thing that we should all be, like, pursuing because it's the thing that's actually gonna enable us to make more money. And it's gonna be tough having that awkward conversation. If you don't structure it the right way, it's a little bit challenging to get in front of people to say, hey. By the way, here's what I'm worth. Do you agree to pay me that? Right? But the more we get used to it and the more we get into the rhythm and the more we get good at articulating our value, but it's gonna take effort. You know? Because a favorite quote of mine, John Maxwell always says, all worthwhile things are uphill. Right? If you wanna make more money, it's not gonna be easy. You gotta work towards it. Right? So how do we as a group and how do we as a company and a culture and all these individual agents? I always I was saying yesterday in my class. Right? Like, do you wanna be a agent, or do you wanna be the agent? Right? Everyone else can be an agent or a agent. Like, how do we at LPT, we should strive to be the agent. So that's the the class was awesome. We had a lot of great participation. It was good, man. Yeah. That's, that's some that's some great points. So one, a agent and the agent. The, you know, key distinction there, guys, is, again, the agent says, hey. Let me walk you through what's happening in the market. Let me show you how we are gonna be successful. Let's develop a strategy so that we're not just going out there and looking like just an just an agent. Right? Like, an agent in the mind of the consumer is just opening up the doors and then just filling out a a contract, maybe keeping track of a couple little timelines and general information. The agent, like, the man, he is the one who was, like, building the strategy. He's the one that agents go to to ask questions on how to be more successful. And that's really what you wanna position yourself to do, to be, you know, and be seen by your by your sphere or the people that you interact with. And, again, the the tools that we've got will help you do that. Right? It will help complement that information, but it's certainly not going to replace it. And so is if you're still feeling uncomfortable with that, definitely go back and look through some of the the BBA marathon. If you go inside of knowledge base and type BBA marathon, there's an entire two weeks, named out by the the course. And you can go to the courses that may make more sense. Like, hey. How do I show my value? Or how do I, you know, speak to sellers? Or how do I you know, depending on what you wanna know, you can go in there and really kinda digest that information. Maybe there's multiple classes for each title, and it's taught by different people, so you'll get different perspectives. But that is, that is definitely something that you're gonna wanna do to to stay ahead of the curve here. But one other thing that I think about, you know, is as we are wrapping up q three, right, we've got one month left in q three, and then we are basically, you know, coming into the slowest part of the year for real estate. And so thinking about, you know, how do you get the last little bit of juice out of the cycle for this year? Right? How we are the people that you're working with? How do we get them in under something? And then two, as we start to transition into fourth quarter, you know, where we know that real estate transactions traditionally are less than, you know, the the rest of the year, how do you plan on utilizing that time? You know? Is it going through and making sure that your BBA tool is customized to you? Maybe you don't have the time to do that today because you're so busy and you're still kind of trying to figure things out. But maybe over the you know, you start thinking about it. And as you start to get more time in your schedule over the as we slow down, you think, how do I go in there and customize that and make that a personal thing about me? Maybe I can add some, you know, testimonials inside of the thing that says why work with the LPT realtor. You know, I can make that my own. I don't necessarily just have to use the template solution. And the template solution is fantastic. You can use it if you want. But my recommendation is maybe there's a opportunity for you to customize that a little bit. Or maybe there's a link that you can put in there that sends them to reviews if you have that on either, you know, Google or Zillow or maybe wherever you're using. I know that they are playing with the functionality of trying to be able to invent embed video. You know? So maybe that's something that you do now. You cut the video and so that right when that is available, which shouldn't take that long, you can put that inside of there. There's a ton of things that you can be doing towards you making that tool your own, not just resting on the tool and certainly not allowing it to replace you, but definitely allowing it to be additive to your to your current process. And I and I love this notion of, like, you know, not stopping short from the finish line. I actually had a conversation this week with with another agent, and they're like, man, you know, before we started this two week marathon, I was so nervous. I gained the confidence. I extracted the opportunity. Like I took the advice. I went in there. I finally spoke to my first client and I did it. I got them to sign a BBA. You know, I did it. I accomplished my mission. And I told them, Hey, you wanna be tested one more level? They're like, Wait, what? What do you mean? It's like, Why don't you go out there and try to get an exclusive buyer agreement now executed? And they're like, All right, I will take on that mission. Remember guys, most state BBAs do not create exclusivity, right? And if we wanna think about like, what is that holy grail of a document that you can ultimately get executed by your customer? You know, it's kind of that exclusivity where that customer is agreeing for a certain period of time to only purchase a property through you. And if they purchase a property with someone else, then you are entitled to your commission. Like that is now like the highest level of document that you could receive. And you've heard kind of Robert mentioning, you know, this throughout different calls where it's, you know, we have our frictionless form, you know, through our system, through our technologies. The next level above that is like the state approved BBA forms. And then the ultimate, you know, document beyond that is that exclusivity agreement. So I would empower you guys like, you know, practice in articulating your value in which you can ultimately obtain that exclusivity agreement because that's going to give you the utmost level of protection for your compensation. You know, yes, lean on the tools to be able to help you satisfy the rules in which NAR has created or or has now created for us. But remember guys, we are now in a world in which agents have to go through this interview process. You know, before maybe it was harder to get an exclusivity agreement executed because you didn't know if, you know, another agent was gonna make the process easier for that consumer, and then they were ultimately going to find a home with that agent. Now we have to go through these motions. We have to get documents executed. You know, you now have that ability to be able to have a proper presentation for your customer as you guys all had to do on the listing side of the equation where you went in there with a purposeful and organized approach. You know, don't stop short with just the BBA. Figure out a way to get the ultimate, what we would call again, that holy grail document, which is the exclusivity agreement with your customer. That's right. Serena, I see that you've got, a comment here. You said every time I try to get my buyers who I've been working with, for some time oh, the chat just jumped on me. For two years, when I mentioned the BBA, they said no way when I was trying to schedule a tour. Starting to be unresponsive in discussing the, when discussing the BBA. And I'm trying to be positive about it, but it's very frustrating. It absolutely is. I do have several that will, sign ultimately, but what do you do when a customer won't respond to you? And so, honestly, this is this is probably a positive thing for you. If you can't get someone, you've been working with them for x period of time. It sounds like you've been working with them for quite some time. And if you can't get them now to commit to you, there was really no loyalty there in the first place, and this is just showing that. Now we can talk through some things on what you can say to try to prompt that conversation. Hey, guys. Let me just educate you on overall what's happening inside of, you know, the real estate market or what's changed as of eight seventeen. It's different, and I get it when we first started this relationship. We didn't have to have this. But now in order for us to stay compliant, I do need this document. So I wanna educate you on exactly what that's about and make it more so about the education process and less about the commitment to you if you're having, you know, issues getting that conversation started. Right? Because if you're if all they're hearing is like, hey. She's trying to call me to get me to sign this document, and they're not comfortable with that because they're not fully understanding the process yet or or what it's all about, then, yes, they're gonna try to avoid you. But if it's like, hey. I wanna call you to explain to you the changes that happen in this industry and why new documents are required. I wanna explain what those documents are and how it can affect your process. You know, now you're just educating them, and then you will get to a place where they're either gonna say yes or no. But it's much better for them to say yes or no now while you know about that versus them, you know, seeing a house that they're really interested, clicking on Zillow, whatever agent shows up, or they're walking inside a new construction and then just going with there because they're truthfully not valuing your time and what you're bringing to the table. Yeah. And if and if they give me that level of friction and if they are serious buyers, they're gonna experience that with any agent that they communicate with. Right? Because, again, the playing field is now equal. You know? In order for them to go see properties, they're going to have to get that document executed or a document executed. If that's the case, you know, one thing I would recommend is kinda take charge with the workflow or the process. You know, you're gonna have a lot of agents who are gonna try to get documents executed just by having a phone call with a customer. And for some, that may not be enough. You know, make it seem like it's normal practice for you to meet face to face and do that buyer audition face to face. We can show them the tools and the marketing and the buyer power tools and show them how you are ultimately gonna help them secure a property. You know, if you are coming across a client in which it's a little bit harder to get documents executed just via phone, like, figure out how you can get in front of them face to face. You know? Figure out how you can meet with them and do a formal presentation. You know? Again, go back and compare it to a listing presentation. How often can you get a listing agreement executed without meeting face to face? I mean, it's very challenging. You know? When you're competing with another agent who is showing up, showing up differently and shaking hands and kissing babies, you know, they are going to probably win the deal. So treat it like this as well, and that buyer may not know better. You know, you take charge of what the expectations are. Hey. The next steps are for us to go ahead and meet up. I wanna be able to give you a buyer presentation. I wanna start laying out a road map for you that's gonna help you achieve your goals and achieve what you're ultimately looking to achieve by homeownership. You know, I wanna be able to schedule some time to meet up with you. How does your schedule look on Saturday around this time frame, and and we can lock on a location, you know, between now and then? Like, take charge of that approach and take charge on trying to get with them face to face to do that audition if you have that client who is giving you that level of friction just by mere phone calls. Yeah. Yeah. If you were trying to educate him, and and giving him that assurance that you would be able to, you know, walk away anytime and they still don't wanna do it, I would honestly just move on. You know, that is that is not someone who if, of course, if you choose that you wanna try to continue to show the value and and gain him as a client, but if you've already tried to do that process, you've been working with them for quite some time, sometimes you have to fire clients. You know? I've had to fire listening listings. I've had to fire buyers. You know, sometimes, like matter of fact, I had a a a listing where the seller was just so unrealistic about the price. We got them probably, I don't know, forty, fifty showings, got them to the price range that we had originally discussed in terms of negotiation when we first walked in there. We said, hey. This is where we believe the value of the property is. They wanted to be much higher than that. We ended up listing it there to say, hey. Well, you know what? We'll let the market to interpret it. We end up getting offers around the same exact price that we were we were at. And instead of them understanding that's where the real value of the property was, they wanted us to continue to do open houses every single weekend until it's sold. And it got to a point where it's just like, you know what? We've got you offers where we've got, you know, the value of the, of the property where we as professionals say that it that it is. We don't have any comps to support the pricing that you're talking about. And so the fact that you want me to keep wasting more and more time doing open houses, which I I guess we can do and pick up buyers, it's not like a totally lost. But dealing with the seller who was almost trying to make it seem like we were doing something wrong, like, it was our lack of effort, why they weren't getting this price that no one had ever sold for on the planet, you know, it was was frustrating. We we ended the relationship, and it was a nine hundred and fifty thousand dollar house. So even when it comes to high ticket commissions, like, you have to, at some point, understand that sometimes it's just not a good fit, and you actually feel quite a bit of weight removed from your shoulders when you do that. Because when it's not a right fit, it doesn't feel right on either side. If you're constantly stressed about working with this person or concerned that they're about to like, it's not a right fit. Trust me. Move on. You will find people who will value your your your time and your expertise. Let me guess. That house with it too. Right? The house also had five leaks. Right? It did. Exactly. You know? Exactly. You know you know the story. So, absolutely. But firing, firing people sometimes is is definitely a must for your sanity and for really so that you can stay focused on the best use of your time, which is serving clients who who who see your value, who are asking for your service. Yeah. I think it's also important to remember. Like, let's stay out of assumption of, like, why this person, like because Hodge is exactly right. There are people that need to be fired in this new market. We're gonna have absolute clarity on people that refuse to commit to you. Right before, we were it was kinda this weird dance, but now it's gonna be crystal clear. Oh, you won't sign the agreement? But we never know. Sometimes we don't do a good job educating. Sometimes they are just that person who needs to be fired. But, Serena, I would go back and I would ask them the question. Like, hey. Hey. I've noticed that you're hesitant to sign the document. What do you have what what's causing that? Or I I the question I always ask is, what about everything I've said leads you to believe that I'm not the absolute best person to help you and your family accomplish their real estate goals? Like, at this point, you got nothing to lose. Go straight to it and go, dude, what's up? Like, why aren't you signing it? Right? We've been working together for two years, and maybe he will point something out or the client I I don't know if you said it was a he or not, but maybe this client will point something out that you're missing. And you can learn and you can evolve from it. Right? Or you might just go, no. This guy's a jerk. I shouldn't be working with him. You never know, but don't be afraid just to go at it and ask the question. Get the clarity and then move on if you need to or pivot, give him what he needs, and go sell him a house. You just never know. Yep. That's exactly right. That's exactly right. Great advice. Great advice. Okay. So, we got about ten minutes left. We'll turn over to the chat. Let me just scroll through here to see if there's any questions that we've missed. I have a showing agreement in Florida and the result of the buyer going under contract. Do I still need a BBA? So we will go ahead and enter this one, but, generally, we'd like to stay away from, since there's so many different states on on the call. We don't want it to really talk about any state specific things. We would ask that you file a ticket or go to your state specific broker trainings. That's where those those answers. Again, as you guys saw, we probably have ten or eleven states on here, so we don't wanna get into the weeds with, something that is not, applicable to to all states, or we don't want somebody to hear it and think it applies to their state, and that may not be the rules. So we would definitely ask that you go to your state specific trainings that are available or go into knowledge base, where you'll see under the BBA that says state specific, and that's where you can watch your, your broker led classes, and that will be forms and nuances that's specific to your state. Because while I get it, it's a national lawsuit. There are different interpretations. There are some states that have agency. There's some agents that do not there's there's changes there, so we don't wanna confuse anyone with any state specific information that may not apply. Let's see here. Use the property pre touring agreement, where you can explain the first by try okay. Yeah. Absolutely. Patricia, I love that love that advice there. Tony Tay, can be great for agents, a Gator fan. Yeah. It's good. Go Gators. That's so funny. Okay. So, Georgia Bulldog for life. Alright, John. That's, that's you, DL. Okay. Fantastic. Well, I love that everyone's so competitive now. He wants to shout their their team out. So, put put out, something that you are are maybe struggling or maybe a success story that you have in the chat. We really wanna make sure that UCF Knights, that's my team right there as well too. So, want to, make sure that we're addressing any concerns or or any possible maybe, spreading some best practices that you may have that other people who are searching for ideas. So if you've got something inside of, you know, the bill the real estate kind of industry let's see. I told a buyer I don't wanna be forced to work with them anymore. You can be forced to work with me. It's not a good fit. You can break up and we go our separate ways. He loved that. Yeah. Absolutely. You know, again, it's about creating the the agreement and transparency about what it's like to work with you, not obligating someone to work with you. It's saying, as long as we're working together, we both agree to be doing that. Here are the terms of how this how this works. Should we decide not to work together? No big deal. And there's that's definitely a a great way to approach it. Like, if someone doesn't wanna work with you, trust me, you don't wanna work with them. Again, it's not gonna work. Hey, guys. And be and be prepared. You know? As as you're going into these buyer auditions, these buyer presentations, like, go in there again. We keep using this terminology on an organized and purposeful approach. Like, take time and, like, just create an outline of what are the things you are looking to accomplish at that mission. You know, sometimes it's very easy to say, yes. I got that appointment. I'm just gonna show up and, know, kinda gunsling it and freeform it, and we'll we'll figure out where it lands. But, you know, you you really wanna go in there and and be prepared to extract certain things. You know? It's not only, you know, extracting what the customer is ultimately going to look for. Right? Like, that's the obvious. We gotta understand how many customer is ultimately going to look for. Right? Like, that's the obvious. We gotta understand how many bedrooms, what location, like, those kind of things in terms of the type of home and the qualifications of the home. But you also wanna use that time to show them that you have their back. You are looking around corners before they even understand that that that that corner exists. Like plant those seeds, like walk them through, walk them through what the journey is ultimately going to look like. Show them where are the checkpoints and how you're gonna help them during those checkpoints as you're crossing over those checkpoints. Like walk them through the process because now you are going to come off as that resource. And that's how they're going to build that confidence in you to be able to ultimately hire you because they now understand that you are not just merely there to find houses for them. Right? You know, you are there to be that resource, that counselor, that negotiator, you know, that person who's going to help them achieve that vision of home ownership, which, you know, is a very serious thing for a lot of buyers. You know, we do this day in and day out, and sometimes it's easy to forget how important it is for our buyers, the people that we represent, you know, for this process. You know, I remember back in the day, you know, work working with a buyer and getting to the closing table. And once they sign the documents, they're in tears that they finally achieve the vision of homeownership. And sometimes it's easy for us to become immune to those emotions because this is what we do, but this is very important for them. They have the anxiety. They have the stresses. They have those, you know, thoughts and their own inner, you know, dynamics in which, you know, they gotta go through in terms of purchasing a house. You know, be that resource for them. You know, show them that they are the most important customer, even though they may just be one of a hundred people you're working with. They are the most important customer in their eyes and you wanna be there for them. And and just little things like that, you know, showing what's around the corner before they understand what's around that corner, creating roadmaps for them, organizing the home buying process, you know, showing them how you are gonna be there as these things arise that are inevitable to arise in the process. They are gonna gain that confidence because I will tell you this, the competition or or there are going to be other agents that they're merely asking, how many bedrooms? What's your square footage? What is your area? When do you wanna tour? Sign this agreement. I'll see you there. And it kinda just stops there. Take it to that next level. You know? Don't just stop there because those other actions is what's going to distinguish yourself from others. That's right. That's a great great point, Louis. And again and again, we talked about this, you know, all through it. The BBA conversation, yes, has been largely centered around the changes to commission and the transparency around commission and the decoupling of the listing and buying agent commissions. Right? That's what has changed. But your focus, your mission to capitalize on this opportunity is thinking about where do you have holes in your experience and how can you elevate your the experience to the consumer so that you can make more money. Right? If you truthfully I I said this just as a as an idea one day, like, hey. You know, if I got someone who's a ten million dollar buyer and I wanna charge them, you know, three percent, you know, I'm gonna have them picked up in a, you know, XL Uber, Uber block every every time. You know? Like, I'm just I was just throwing the idea out there to demonstrate the fact that you have the ability now to create value and be compensated from that value that didn't exist before. Right? So you have to think about where there are holes in your process and what you can do to increase the experience that they're going to have and that ultimately people pay for experiences. They make decisions on how they feel. Right? They are going to see value in that increased experience. And so it's a great way for you to think about what, what I'm about to say, Robert. What Lewis is saying in terms of we're not just gonna do the basics anymore because that that is you will be you will do what you do today if you just do the basics. But if you wanna use this as the opportunity to grow your business, thinking about those value adding, you know, processes through your through through working with a client will really make all the difference, in the world. So with that being said, let me turn it over to the panel for final thoughts, and we will, go ahead and cut it there. Yeah, guys. So confidence is key. Right? Having the confidence, knowing your value prop, like, being able to articulate it. But also too, like I said, don't just be an agent, be the agent. Knowing that you are the agent, you're the one who's gonna be different. Setting the expectation early on when you send over any form agreement, say, hey. By the way, this is a stepping stone. We for us to continue this relationship, we're gonna have to meet, and we're gonna have to talk about everything that TLG Atlanta can do to help you win. Right? Like, keep pushing it. Make it about them, but also let them know that there is an expectation of us sitting down and talking about an agreement. Right? Don't just go, hey. This will get me permission to show you the house. No. Go, hey. I don't usually do this. I usually only sign exclusive agreements for six months at a minimum. But for you, because your family search is so important to me, I'm gonna get you in, but I need your commitment to meet with me after this. Like, just always move the ball down the field, if that makes sense. Like I said, confidence. Don't be an agent. Be the agent, and then know that you are the agent because everyone else is not gonna be. That's right. Yeah. Yeah. If if if you do not have your your presentation kinda organized on the buyer side, start organizing it. You know, it's going to look very differently than the listing side. Right? The listing side, you have to tour a house. You know, you do CMAs. You show your power pack. You know, you talk about about the active marketing plan, you show your worth on that aspect. On the buyer side, it's going to be different, right? You're helping them purchase a house. More often than not, the biggest purchase for a lot of buyers. Start sketching out what that, you know, presentation is going to look like. Start organizing it. Grab a pen and paper, start highlighting, you know, what are the things that you need to extract from your customer? What are the things that you need to, you know, obtain? What are the things that you wanna counsel them and advise them on on that initial presentation? You know, start organizing what those thoughts are and then go and practice. You know, practice it with friends, practice it with family, practice it with others. It accomplishes multiple missions. You know, as we discussed this week on morning coffee, you know, by just planting that seed that, Hey, I'm a realtor. You're gonna penetrate into another sphere. You know, you're gonna help them have conversations with other people. You're gonna perfect your art, perfect your skill set. You know, there's just so many different benefits that goes with that. And practice in the mirror if you've gone through your whole sphere and you've talked to everybody already. You know, just make sure that if you are afforded the opportunity to go to a buyer presentation, go in fully prepared. I would never recommend that you just show up and try to see where it lands and hope for the best, you know, because then you have no benchmark to work off of. You know, yes, you may be good at that. Yes, you may succeed in that. But then if you ever reach a point in which you wanna tell yourself, well, how do I grow in my presentation? You won't have anything to turn to because nothing is organized. There's nothing to say, I wanna work on this point. I need to work on this. I need to recraft this, you know, how I talk about this. Because even though you don't win the presentation or win that buyer broker agreement, like, use it as the learning experience. Use it as, you know, what what where did I mess up? You know, I was afforded the opportunity. Great. How do I learn from this? How do I grow from this? So, guys, you know, just there's so many benefits of going in there with an organized approach. Sketch it out if you don't have it sketched out yet. And when you are afforded that opportunity, go out there and crush it, guys, and and and apply what you've what you've built. Awesome. Awesome, guys. Alright. Well, we will go ahead and cut it there. Sean, it's so funny. She said b, the h with the little b. That's funny. And I saw that you had, two BBA signed, so congratulations on that. Okay, guys. So we'll go ahead and cut it there. I hope you guys have a fantastic, Labor Day weekend. We will be back in the studio on Monday for motivational Monday. We'll have a special teaser announcement. Robert's talked about that a few times. But if you're not available on Monday, no problem. It will be recorded and, of course, put into the knowledge base. So have a blessed and prosperous weekend. I hope you guys have fun, and get those sales in this weekend. Get those BBA signed. We'll see you next week.