Good morning, guys. Welcome to another Real Estate First Friday. My name is Matthew Hodge, executive vice president here at LPT Realty, joined by Lewis Furman, a co VP here, at LPT Realty as well and also a real estate attorney. And if this is your first time joining in, Real Estate Fridays is really a place where we as we kind of aggregate information over the week and conversations that we have with, you know, people who have obstacles in their business or team leaders who are killing it or solo agents or, you know, we're just we have so much contact with so many different types of entrepreneurs running different businesses on OPT's platform. And what we like to do is always take that information and and kinda put it back in a way that summarizes it so that it sparks thought for you to think about, how to spot holes in your business and possible solutions for you to go forward. We really try to stay away from any state specific information because at any given moment, we can have fifteen, twenty, twenty different states, agents from fifteen to twenty different states on here. So, we won't do that, but we will, give you some conceptual things to to think about. And recently, we've heard a lot of positive feedback in terms of the mindset of how to start approaching, analyzing your business and, and and really how to spot holes in it. Right? Because that looks different based on your version of success, your workflow, what you leverage out, and what you decide to do yourself. You know, all those factors make it where we have to stay kind of very high level overview. But we're gonna we're gonna get some thought rolling today. So with that being said, Louis, kind of what are your thoughts as we enter in today? Yeah. I mean, that's that's something that's so important for us here at LPT Realty, creating this concept of a a community where we can all collaborate together. And, you know, all throughout the week, we do oftentimes hear a lot of feedback, a lot of experiences, a lot of circumstances that our agents are going through. And it's exciting to use Real Estate First Fridays as that place where we can kinda aggregate all of that information and divulge it back to our community. Because agents out there may be experiencing a lot of these things that, you know, John advised us of Right. A few days ago. And they're like, wait a minute. That's exactly what I was feeling in my businesses. I didn't maybe think about that. And now I can use this as a means to try to overcome it. It's funny because kinda reflecting back on this week, one of the themes that I feel that stood out to me the most was taking advantage of opportunities when the opportunities are in front of you. That's right. And they it kinda fits into two cams. Sometimes we don't recognize that there's an opportunity in front of us. And then other times, we do recognize there's an opportunity, and we don't extract the most of it. Right. And those ended up being two very common themes that I feel were happening. And I don't know if it was because of the interest rate dip that took place. It's funny because two, three, four weeks ago, Robert has been on Motivation on Monday teasing it. Right? You were we're kinda blessed to be at a brokerage where we have a leader who very much focuses on those economic impacts behind the scenes before, like, the regular consumer knows about it. Yep. Like, imagine if we didn't hear from Robert two, three, four weeks ago, we wouldn't even know this was happening. Right. Right? And when would we have found out Wednesday when all of the news articles were hitting that the feds are cutting rate? What does it mean all the YouTube videos are coming out? Like, now that's all over my feed. But we had the, you know, that knowledge and and that understanding two, three, four weeks ago. And there was an opportunity there that we could have missed. Right? Or or agents maybe did miss. And the opportunity being that we could have started having those conversations with our customers two, three, four weeks ago, where now they would have looked at us like the superhero. You know, we're now having these conversations with our customers before the world knows about it. And then now that the articles start hitting, they're like, man, they really know what they're talking about. Like, why I've really hired that agent that, you know, is really, you know, understanding and watching my back and making sure that they are protecting my best interest. And that's an example of an opportunity that was, you know, living around us at that period of time where maybe we didn't take advantage of it. Maybe we just, you know, listened to it, understood it. Maybe we kept it, like, internally. But how do you transcend, you know, these opportunities that the broker just creating all the way down to your customer? Right? Don't just let it stop with you. Find a way to be able to communicate these messages down to your customer because that's what's gonna create one of the biggest impacts is you having that relationship and building that rapport with your consumer. Yeah. That's a that's a good point. And, you know, we talk about mindset a lot because your mindset is what helps you look through the filter of opportunity. Right? Like, as you go out there and you say, to your point that sometimes we miss opportunities because we're either, one, not extracting those from it or, two, we just didn't see it at all. Well, how do you get to that place where you start to see opportunities more frequently? And it's the it's your mindset. Right? It's like, you know, you hear people say, oh, it's a glass half full or half empty. You know, which which version do you look through? And so, you know, as you start to condition your mind to look for opportunities, right, it you more and more become available. It's not like they're hiding. You just don't see them because you're not looking for them. And so, you know, there's the I forget what the the effect is called. Like, if you buy a red car Yeah. Then all of a sudden, you see tons of red cars. Right? And it's the same amount of red cars that were always existing, but your mind is now programmed to start picking those things up. And so you feel like you're seeing them more frequently now only see only because you're noticing it. Well, business opportunities are the same exact thing. And as you start to do one and find success in one, then another one presents itself. And if you start to do that, like, they continue to present themselves. And then you have to get to a place where you're staying focused, you know, because because you don't wanna get so distracted where you're just trying to jump into every opportunity. Not everything is right. But it does start to to open up this playing field, and then you can be a little bit more surgical on the ones that you decide to to take. Yeah. And and and sometimes in our day to day, we wait for, like, that grand opportunity. Right? Like, if it's not this grand opportunity that checks off a ten x, like, it's not really a true opportunity. And that's not truly the case because there are little things that happened around us at any given time that do create that opportunity. And some of the easiest ways to recognize whether or not there's an opportunity in front of us at any given time is, do I have access to something or am I doing something that others do not have access to or others are not doing? For example, you know, having knowledge of this, the interest rates, you know, possibly going down. Is that a piece of information that other people do not at that time have access to? The answer to that at that time is no. Not everyone has that information. That is an opportunity. You know, are you attending a conference? Are you at the Florida Association of Realtor convention and you are there and other agents are not there? There is something that you are experiencing that other people don't have access to or are not there. You are. That's an opportunity. Maybe you went to a social event. And there's other agents there at this social event, and there's a networking opportunity where you can put your name out there, capture the moment in a certain way, divulge it back into social media, whatever the case may be, there is an opportunity that's in front of you. You know, do other agents have power packs? Like, we can go down the laundry list. Right? Do other agents have the marketing tools that you receive here at LPT? The answer is no. You know, that's an opportunity that you have. So, you know, step one is recognizing that opportunity. And then once you recognize that you are in a a environment in which an opportunity is around you, now you gotta extract it. Like, you gotta go into those moments with that purposeful approach. Like, don't just stop there. You know, we're using this interest rate example. And and, yes, maybe fast forward, we've missed that ship. But it's good to understand it for the next time when it happens because these things will happen in the future time and time again. We are in a industry where things are ever adapting and ever changing. So when these moments happen again in the future, we gotta be able to extract the opportunity when it's there. So, okay, it's recognized. Now have a purposeful approach on how are you gonna use that information. Okay. The owner of my brokerage is advising that interest rates have a likelihood to go down. How do I now translate that to my customers? Because I wanna give them that information. I wanna use that as information where it's, you know, they understand what's going on, and I'm the educator. I'm the resource, and not just let it end with me. Right? Because we it's easy to hear it, understand it, and then say, oh, man. I'm looking forward to three weeks from now when when things change, but you're not doing anything to utilize that opportunity to really, like, provide it to that next layer, which is which is your customer base. Are you at a networking event? Right? You know, you're at a networking event. It's easy to say, hey. I'm gonna go to this event and just take it all in. You know, I'm gonna enjoy the hors d'oeuvres. I'm gonna enjoy a few drinks. I'm gonna socialize with a few agents. And you leave there and you didn't accomplish anything except absorb everything that was around you. And granted, that's great. Right? It feels great. It satisfies a level of fulfillment where, like, man, I've made it. I've done this. I'm doing this. Like, I'm experiencing this. But extract the opportunity. Like, take it to that next level. Figure out how you can go there and leave there with something that can help move your business forward and can help you move your practices forward in a way that would not exist but for you being there. And still enjoy it. Right? Like, don't get too caught up with, you know, trying to extract every single thing from the opportunity, but still find means find little things that you can pull out of it while you're there. Yeah. I mean, I think about that like a easy example is, let's say, like, an open house. Right? I've gone to open houses, just popped in before, where the agent's just like, oh, hey. Cool. Let me know if you have any questions. And you're like, what is what is the purpose of you doing this? Are you just, you know, trying to satisfy the seller because you told the seller will do it? Well, you still have to be there. So because you still have to be there, let's figure out how to get the most from it. You know? Let's talk to some of the the neighbors beforehand if if if we can and let them know how you are marketing the property. As someone walks inside the house and they could be a looky loo, they still took the time to be there. Try to build a connection with that person and see if they have a a legitimate real estate need. The house that you're sitting in may not be the the right fit for them. That that's not necessarily the goal. Yes. You wanna create exposure for the seller, but you're doing that by the open house as it is. But when someone walks in there, an additional opportunity is, well, hey. If this house isn't the right fit for you, what is? How can I help you get there? You know? And so, again, you've already taken the time to be there. You've gone and put out the hard work of all the signs. Take that little bit of extra opportunity, that little vantage point to say, okay. Well, how do I how do I make myself more visible to the neighbors? Well, that probably looks like putting some door hangers out on maybe knocking on a couple of different doors. When someone walks inside of here, how do I then utilize this as a lead source if they're not interested in purchasing this home? Now if they're interested in purchasing this home, fantastic. I'm gonna do my thing. I'm gonna walk you through it. I'm gonna tell you why this house is so amazing and why it fits you. But if it doesn't, it's not gonna be like, okay. Cool. Well, have a nice day. Thanks for stopping by. It's, hey. Well, let me see if there's an opportunity for me to represent you to help find that that house that this this you know, the things in this house that is that is not fitting for you. So, again, it's an opportunity, and it just takes the mindset. Once you have the mindset, the actions are going to follow. You know? If you don't have the mindset, the the actions also will follow. Yeah. So Yeah. I totally love that example of the of the open house. I have back in the day, I've had fallen victim to that. Right? Where it's like you you have an open house. You've got the listing. You scheduled an open house day. The the sellers are leaving the property. You go there with all of your corrugated directional signs. You drive thirty, forty minutes to get to this property. On the way there, what do you do? You pick up some cookies and orange juice and Prosecco so you can make mimosas for it. And then you go, you plop in there, and you just sit there and wait. Right. Right. And you just You start drinking your own You drink you you drink your own mimosas. You eat your own cookies, and then you leave there, man. It's like, yes. I did an open house this week, and I can check off that box. But then when you reflect back, like, did you really extract the most of that opportunity? You have an opportunity. You have access to a property that other agents do not have access to because you have an exclusive listing agreement for that house. So take advantage of it. Right? You have to drive to the property. Sometimes you gotta drive thirty, forty, forty five minutes to go get in position. Like, take an additional ten minutes to canvas the neighborhood. You got these tools at LPT Realty. Now you're you're you're you're compounding the opportunities that exist. Right? Go canvas the neighborhood. Audition for that next listing. Capture the moment. If you're on social media, capture your your your efforts so that way you can post it on social and audition for that next listing and catch the eyes of the of the neighbors who may say, man, I want the agent who's doing all of that work to represent me as well. Look how much activity they're doing for the property. Like, just extract the most of the opportunity when it exists. Don't just you're you're already carving out the time. Yep. Like, don't just stop with, I'm gonna show up. I'm gonna eat my cookies and drink my mimosa. And when it's all said and done, it's, yes. I did it. Mission accomplished. Get back in the car and go back home. Like, just find ways to just take advantage of the whole opportunity as it exists in front of you. Yeah. And it's funny because, you know, we've all done open houses where maybe the seller wanted you to do it, and you didn't feel like it was a great strategy to move the property. And so it kinda puts you at this space where you're like, oh my god. Let me just get this over with. Let me get this two or three hours and be done. And, again, it's like, if you're going to be there, how many, you know, how many opportunities are you talking about? Right? Being more visible to the neighbors is one. Trying to pick up additional buyers who could be walking in the area, you know, curious about the house. That's number two. While it's no one's in the house, taking an opportunity to do a tour of the house and put it on social media and and stimulate your sphere. Like, there's so many different things you can do from that one thing. Again, it just requires the thought process around it. So let let's focus a little bit. So we we we know we've got the concept now of saying, hey. It's how I look at things is how many opportunities are available. Right? If I don't feel like going in there and doing open houses, I'm doing it to just satisfy the seller because they're like, why don't you do any open houses? The house is not selling. You're like, well, it's because it's fifty thousand dollars overpriced, and you don't wanna, you know, come to terms with that. So you want me to do these efforts and to you know? I get how we can get distorted to say, like, let me just go this and and check this off the box so that I can satisfy the seller from saying that I'm not marking the property correctly, and that's why it's not selling. Right? That's a a trap. But, again, if with the right mindset, you go there and maybe you have opportunities to grow the business. Now the the other things that we have to think about is from a perspective of, you know, what is your tar what is your business plan? I don't mean you have to go write something on paper and say, hey. My objective is is to do like, you don't have to get that granular. You can. I would recommend it if if that's the way that you think about things. But my point is is that there's a lot of people who are just operating. They really have no real target, real goal. Like, I just wanna sell houses. Well, how many houses? I don't know. Enough to make money. Well, how much money? Like, you know, so it's like there's this this murkiness that exists. And, again, a part of that mindset is firming it up. Well, hey. I wanna make three hundred thousand dollars this year. The average price point in my community is four hundred thousand. The average commission is between I don't know. I'm at two point seven five. You know? Whatever whatever your average is gonna be. So in order to do that, I need to sell x amount of houses and, you know, like, you start to formulate a plan. When you do that, again, it starts to shape your mind so that you can see the opportunities. You can see when you're not on track to do these things. And, again, it's so basic, but there's so many people who just simply don't do that. They don't organize that business that way. They don't have that target that they're shooting at, and that is a very difficult place to be because when you're having success, you're not gonna have sustainable. You're gonna have these massive dips in your business because it's not repeatable. You know, it's it's it's it's the not the the the downside to the entrepreneurship when you, you know, when you don't have that, worked out. I mean, you have to you have to set your bull's eye. Like, if you think of any, like, sport or athlete or any other profession, like, there's a bull's eye at play. Like, you know what you're trying to shoot for. And in real estate, it it's easy to say, yeah. I just wanna shoot for selling more houses. But what what is the goals that you need to accomplish to get you to accomplish that ultimate goal? Like, there's so many subcategories that exist, and it's easy to not stipulate it. Right? We have to be able to stipulate our goals, and that accomplishes so many things because it gives you not only the target, but it also gives you a way to be able to reflect on your business and be able to go back there and tweak your business and understand, well, what's working, what's not working. Like, if you don't understand what your framework is or what your workflow looks like, it's gonna be very hard for you to tweak things. And you may be tweaking things that may not be necessary to tweaks. Like, man, I said the wrong thing. Well, maybe it wasn't just that. Maybe it was this. Maybe you didn't say something versus saying something wrong, but you won't know that unless you have it in an organized way, in an organized pattern. And for those who do have those things organized and who do have those goals, we have to take moments throughout the year to go back and tweak it and reflect on it and just re oil the machine. You know, we we talked about this, maybe a few months ago where it's very easy to create a plan, hit play, and forget about it. Right? Go throughout the whole year and let the year kinda take its course. And then every year, we kinda revisit it. I would say every year is probably not enough time to, you know, retweak your plan. You probably have to do a quarterly, maybe every other month. Like, re just do a checkup on your business. No different than we go and get a physical, right, Where we are making sure that we are all, you know, heading into the right direction health wise. We gotta do that for our business practices as well. Yeah. And I I had a conversation with, with an agent, and they kind of had this realization, and they became kind of very vulnerable. And we were talking through kind of the same setup. Like, hey. Okay. Well, what is it that you what is it that you wanna accomplish? Okay. Well, this is how many houses. Here's how much money. Okay. Well, you know, what are you doing towards that? And it wasn't like the you know, it wasn't a real plan. And so they said, okay. Well, if we know that these are some of the ideas, you know, why aren't you why aren't you doing it? And so it was like, well, you know, at first, it kinda started off, you know, a little defensive and, you know, like, hey. Well, here's the reason why I like trying to justify why they weren't doing the things that they set as their own goal, you know, why they weren't doing it. And so then after we kinda worked through that, it came to a place where it's like, hey. Listen. You know, from what it sounds like, it sounds like you are recognizing that you aren't doing any of the things that you know you need to do to hit the goal that you set. Don't wanna do the hard work. What what is it? And that's exactly what they that's exactly what she said. She said, I guess I don't wanna do the work. I said, okay. That's okay. I said, well, what work do you wanna do? And then she was like, well, I'm okay with doing and then she started talking about things. I said, well, you can still get there with the things that you wanna do. But it's that honest conversation with yourself of like, hey. I want these things, but I don't actually wanna admit to myself that I don't wanna do the work or that I'm not actually going to do the work. It's like this hard thing for us to come to reality about because we feel less than or something. Like, it's just not a great feeling. And I experienced that in certain ways in my my own profession and things. You know, we all don't wanna feel like we're not capable. But when you really get honest about it, then you will start to recognize, hey. Here's what I actually am willing to do. I'm not gonna do this. I know myself. I may have to have someone else do this for me if I'm in the position to leverage that out, but here's what I can do and I can still be successful. And, again, it just requires you being honest with yourself, having an actual plan. Once you have that plan, you can really vet what you are going to do and what you're not going to do, and it brings so much clarity to your process. You would have no idea. But, again, it requires that honest conversation. It requires you truthfully, you know, opening up about where you are, the reality of your work ethic, and then just making small changes every single day to improve it. That's the that's the ticket. Not these drastic things. Hey. I'm gonna rehaul my business. I'm gonna do all this stuff over. Like, that's not gonna happen. Like, what did they say? You eat the elephant one bite at a time. Right? Like, one step at a time. That's all you need to do, and that exists on so many different levels. I was speaking with a team leader who was talking about automations on their for their CRM and this is a big team doing, you know, a hundred and fifty million in sales a year. And one thing that they were really kinda stuck on was this process of setting up automations on their system. And so the advice came down to say, well, hey. Listen. If you are not going to lock in this very weekend and do the work, pay someone to do it. And ultimately, what they decided was, you know what? I recognize that I'm not gonna sit down. I'm not really going to do this. I've been procrastinating on this for eight months now. I'm just going to pay this company to do it. And it may cost me two thousand dollars, but I'm gonna have the immediate benefit. And again, it was that honest conversation of thought process where you're no longer making excuses to yourself because those are the most dangerous ones. Those are the ones that you don't even know if you convinced yourself that they're real, and those are the ones that really hold you back. But sometimes just having that conversation with someone else to flush that out in a way, of course, that you're comfortable, we're not gonna, like, you know, destroy destroy someone. But just helping them realize, you know, hey. You can still be successful. You don't have to go do this. There's other paths for you to get there. Let's let's let's tailor the plan to do it. Yeah. I mean, that's absolutely it. I mean, there there's so many times where we just do not wanna do the hard work. Yeah. You don't Like, we just wanna avoid the hard work. Right. Like, we just wanna get through the day or get through the opportunity that's in front of us and just say, we did it. We finished. Like, we're we're done. But just don't do that to yourself because it's crazy how the psyche works. Right? Because when you recognize that something's hard and you accomplish that hard thing, for whatever reason, the end of that road is like this burst of adrenaline. Yes. You get the door fixed. Feel like you can go accomplish twenty more things. That's right. But we get so often not wanting to, a, recognize the hard thing, which is required to stimulate those endorphins, like, recognize it. Like, hey, I'm gonna go to this social event and here is the hard thing that I am going to accomplish. I am going to accomplish for the first hour at that event. I am going to meet these many people, build this much relationship, you know, name drop myself this many times and learn about these many people for the first few hours or the first hour. And let's say it's a three hour event. I will tell you recognize that that's your hard thing at that event. When you conclude that hour, those last two hours, you're gonna feel like Superman. Yeah. Oh, yeah. Like, you will finish out that event with this level of endorphins and adrenaline that will just resonate and carry. You've accomplished your mission. You're gonna perform even better on the other end. But that was because, a, you recognize the hard thing, right, that you wanted to do. And then, b, you went in there and said, I'm gonna just do the hard thing. Yeah. Like, I am just going to do it. And that lands on any aspect of your business, whether it's dealing with having to do it an administrative hard thing behind the desk, to calling a customer, to hosting an open house and doing the hard thing of canvassing the neighborhood before the open house starts. I can assure you, you do that hard thing before the open house. When that first client walks into that door of the open house, you your vibe is just gonna be so much more energetic That's right. Because you are going to have the endorphins from the things that led you to that moment. That's right. And it's probably gonna increase your likelihood of converting the client because that natural energy is gonna be felt. And the customer is gonna feel that natural energy. And you've probably bumped up the probability of you securing that client just because you're giving off a different vibe. That's right. But it all started with, I'm recognizing a hard thing, and I'm gonna go in there and accomplish that mission of completing that hard thing. That's right. And if you if you if you have kids, you'll know this. Like, when we were in Anguilla, a couple of weeks ago on our family vacation, we were up on this cliff that you could jump off. And so my family says, hey. We're we're gonna go ahead and do this. Alright. Cool. Let's let's do it. So I'm up there first, and it's probably like a twenty foot drop. Like, it it's I'm nervous, but I'm not gonna look like a punk in front of my family. You know, I can't look like I'm not gonna do this, but I'm up there. I'm thinking like, oh my gosh. This this is really high. So anyways, I jump off. I'm like, oh, that's cool. So my son says that he's gonna go up there, and I'm kinda cautioning him. I don't wanna you know? But once you get up there, the only way to get back down is to jump. So I'm kinda cautioning my, hey, son. You sure you wanna do it? He's like, yeah. I wanna do it. He's nine years old. Right? So he gets up there, and he's kinda going through that same process that I was. And so, you know, we're encouraging him, and then he jumps off. No big deal. He has so much fun. He's so proud of himself that he that he did this. I actually have the video of him being like, oh, I'm so proud of myself. But after that, then he was like, dad, I wanna learn how to do a flip off the boat. And I'm like, easy killer. Easy killer. You know? But because he had that sense of accomplishment, he walked up to something that he was unsure about that he was, you know, didn't sure he wasn't sure how things were gonna turn out, and then he overcame it. It gave him exactly what you're talking about, that desire that to go do it again, and that starts the engine for entrepreneurs as well too. And sometimes we try to do it and we get kicked right in the teeth, and that's not pleasant. But that's the reality of the game. Right? It's a high rejection business. So you're never gonna just have this direct path to success. But, again, the more times that you go out there and stretch to do the hard thing, the easier it becomes, the more opportunities you start to spot, the more your business starts to grow, and then you are you are moving things forward. Right? And then you're picking and choosing what you wanna continue, what you wanna stop, and and that's that. But, again, it starts the wheel. So, what what my advice for you would be today and over and over the course of this weekend is really take the time to think what have you been putting off inside of your business? Really be honest with yourself. What do you what are you never really gonna do? Check it off and just know that you're never gonna do it or figure out who else is gonna do it for you. But one of the things that you can do that you're a little bit apprehensive about that you kinda keep convincing yourself as the reason why you're maybe too busy or you're you never have to yeah. Really be honest with yourself and pick that one thing, and then let's talk about it next week on Real Estate First Friday. Let's see if we can find some people who will analyze their business, be truthfully honest in their self, have enough desire to say, I wanna grow myself and be better, and let's discuss that next week, Friday. We'll we'll open it up in the chat to ask, ask some questions and see and see what that thing is. Maybe there's some guidance that we can provide Yeah. To help us at too. So, hopefully, that's, it's exciting for you guys. I love this part of the job where we have the opportunity to truthfully help people grow their mindsets, grow their business, you know, and and impact lives in that way. It allows me to have a very big battery for what we do. And so you have to find what you have that big battery for. What is your passion? What is that end result? Not just the money because money is great, but it's not really going to get you past a certain point. It truthfully won't. It feels like it at some stages, but the reality is it's it's not. You have to find something else that's really gonna connect you to that passion. So, excited to be here with you guys and, excited for the conversation we'll have. I'm I hope we have some success stories or some honest conversations next week on people who said, hey. Listen. I really was being honest with myself and, you know, here's here's my plan to move forward. So final thoughts for you, Louis. Yeah. And also keep your eyes open for for opportunities. You know, don't let opportunities blow by and not take advantage of those moments when they're there. And they can happen in the most subtle ways or in the biggest of ways, but just always have your eyes open. You know, if you have access to something that somebody else does not have, it's probably an opportunity. And find a way to take it to that next level, that third level, that that fourth level. Like, really just capitalize on those moments when they happen, whether it's an economic, you know, shift in the industry, whether it's an event that you're heading to, whether it's having access to a customer or to a listing, just make sure you are always capitalizing on those efforts because that's what's gonna help you compound those business your business practices. That's what's gonna help you break through those glass ceilings that maybe you're experiencing because you are using those moments and using those moments to help you push through to that next level. Awesome. Awesome. Alright, guys. Well, you have a blessed and prosperous weekend. We will see you on Monday for motivational Mondays. Have a great weekend.