Good morning, everybody. It is nine AM. Time for a little morning coffee. We'll give everybody a minute here to load in, and then we'll kick it off. I'm joined by the amazing Norquis Fernandez and Christina Griffin this morning. And Good morning. Better to spend some time with you guys. I love it. Thank you so much. Good morning, everyone. Let us know where you're joining us from. This is amazing. Definitely have my coffee. Alright. Virginia. Wow. I'm coming to peach. Lutz, Florida, my backyard. Love it. Hi, Rose. Texas. Awesome. Tennessee, Austin, Tampa Bay. Welcome, everyone. Welcome. This is amazing. Thank you for joining us. I went with Aventi this morning. I'm usually a Grande guy, but I was like, I need the extra caffeine. So I I, you know, I used to actually do six shots of espresso and Aventi, and now I'm down to four. I'm, like, loving myself. Wow. In the in the early days of LPT when I was, like, coding crazy hours and Luna was still tiny and not sleeping through the night, it was I was a six shot of espresso guy. And it was, like, six shots espresso ice and then, like, a splash of heavy cream. And now I am on to four shots of espresso with soy milk. And I'm, again, I'm I'm backing myself down. But, yeah. Today some days I do the three shot Grande. Today is a four shot Venti, because Luna That's an improvement. So Luna Luna had a tough night, and we and we've been running hard. Like, it's crazy. I mean, it's been, like, it has been a crazy, like, three or four weeks of us just go go go. You know, we had the we had the BBA marathon and then getting finalized and getting make you know, debugging and making sure the portal was perfect and the buyer power pack was perfect. And I was down at the print shop a lot, and we've been holding these coffees. It's been an amazing run, but we have been go go go, since I got back from Montana. You know, I love it, though. It's it's been great feedback. The agents are so happy with the value that they get just from joining every morning, and they look forward to it. I've gotten great feedback. I agree. I agree. I I'm a I'm a, bulletproof coffee kinda girl. So my my first one's at four thirty in the morning. So it the the smell of it wakes me up. So I have regular coffee once at in the morning, and that's it. I I probably need to wean myself off. I'm I'm I pretty much hit a entire pot of the Bulletproof coffee brand. Yeah. At least it's the healthy one. It is. It is. It's good. It's got b twelve. It's called high achiever. It's my absolute favorite. Awesome. I see some folks that I we've got some oat milk fans in the chat. So Reagan, my oldest, is, allergic to dairy, and so she's been oat milk is her milk since she was born. And, I've never really gotten into it. I don't know. I I'm a soy guy. But, Reagan, that's her milk. She when she says milk, she only means oat milk. When she was little, we used to do, like, two thirds oat milk and one third coconut milk to give it, like, a little bit extra fat and flavor. And now she's just all oat milk, But that is and then Luna just kinda followed with her because we didn't wanna try to figure out, like, which girl was drinking which kind of milk. So they both they are both oat milk babies, and, and they love it. Well, next time you go to Starbucks, Robert, brown sugar oat milk shake and espresso is the absolute best. Alright. Well, it is nine zero four, so we're gonna kick this off. Welcome to morning coffee. A great chance for us three days a week just to connect and talk and kinda share with you guys things that are going on in the world. Obviously, we had the three big things on Monday at Motivation Monday followed by, a fantastic LPT plus mastermind. I was not on coffee yesterday, but here I am with you guys Wednesday morning and, excited to be here. And so, you know, happy to to kinda talk a bit more about kind of things that are going on. But one of the one of the kinda overarching topics that I do wanna talk about, and, again, a lot of this has to do with the three big things and and really for you guys to understand, like, what what drives us as a company. Like, where are we going? And, you know, some of this, I've I've talked a lot about who we are and who we wanna be, but I I I do hold a little bit back. As transparent as I am with everybody, there are some pieces we hold back because we have to keep a competitive advantage. And a lot of the big things that I announced yesterday, we've we've kinda held back. But sorry. On Monday. But the the big thing for us is, like, why. Right? Like, what is what is LPT Holdings all about? And I'll even take it up a level from LPT Realty up to LPT Holdings, you know, which is the company you guys actually are in stock in with your RSUs. It's the company that owns listing power tools. It owns LPT Realty. You know, it owns the lead gen stuff. It owns everything we're doing, and we'll continue to innovate and grow. But, you know, the the core for us is for me, it's really about, like, how do we empower agents? You know, how do we, as a company, innovate and empower agents? And, you know, I think back and, you know, a lot of you have heard me tell this story before, but, you know, my mom, single mom, I remember growing up, like, when when things were good, I'd be getting a brand new Tommy Hilfiger shirt. That probably meant she had a big month and got some commissions, and she went back and forth between mortgage and real estate. And the two really were similar. You know, there there's big months. There's there's up months. There's down months. It really is this roller coaster. And whether it was mortgage or real estate for her at the time, it was like good months. We're, you know, living life. We're going out to dinner. Life is great. And then it's like six months later, there haven't been as many closings, and all of a sudden, we're counting change in the floorboard of the car to pay our electric bill. And I think that really, you know, inspired me and and talked to you know, I guess, as I had success later in life, this idea of, like, how do I go back and try to empower agents and empower folks that are living a life maybe similar to what my mom had. And, again, her definition of success was having time to raise me and having enough success in the business and really taking all that in and saying, hey. How do we, as a company, how do we as an enterprise empower agents to be more successful, empower agents, again, to realize their individual definition of success, empower agents in their real estate business. Right? All these things you've heard me talk about from day one at LPT. And, you know, for us, it started with listing power tools. You know, that was the first kind of move into this world of, hey. We're gonna empower agents. We're gonna innovate. We're gonna bring these marketing tools because if we can help agents win more listings and then drive more leads off of those listings instead of having to buy the leads from a third party, all these things help empower agents to be more successful to try to level out some of those ups and downs of that roller coaster. And we had a lot of success with that, but I realized we needed to do more. You know? And then I again, I've talked a lot about, like, what drove that decision to go from a marketing company to becoming a brokerage. And I think it really was this, like, further the furtherment of this purpose of empowering agents through innovation, empowering agents' business, again, empowering agents through choice, empowering agents through their individual definition of success. That's how we all win together. Right? Like, that's how this family wins. We are all in this together. And so the more we can empower you and provide you with tools and innovate for you, the more we all win together. And so then that next innovation was, you know, LPT Realty and saying, okay. We're gonna we're gonna break into the brokerage space. You know, we're going to now empower agents at a higher level because now we don't have to charge the monthly fees. We don't have to sell them the power packs. We can give them the power packs, and we can win when they win. And now the three big things that we announced on on Monday are really just the continuation of this. You know? We have the marketing company that is all about empowering agents. We have the cloud brokerage that is all about empowering agents, the agent centric brand. You know, now we're getting into the the brokerage brand model as another way to empower agents to give you all more choices and more flexibility, becoming the the number one training company, you know, for real estate. That is our goal for twenty twenty five, and I'm committed to pulling it off. We have the technology. We have the resources. We have the amazing talent. I mean, you know, Natalie Cox has joined us on this call. You know, the the three ladies on this call with me are absolutely amazing when it comes to training and education and and crushed it during our BBA marathon. And, again, we're just getting started. As Connect two point o starts to roll out at the end of this month, beginning of October, the the platforms will then have in place to support this higher level of training and education and moving knowledge around. This is all about agent empowerment. You know? And then finally, the leads program, you know, something that's near and dear to my heart. I built my wealth and mortgage by being really good at generating customer interest, by generating inbound leads, by getting consumers to respond to my TV commercials and my radio commercials and my digital ads and wanna do business with my brands and my companies and my loan officers. And now to bring that same principle over to agent empowerment is really what drives all of this. And so, you know, we don't just think of ourselves as saying, hey. We're just a real estate brokerage. Like, that is an important part of how we empower you all as agents and as part of our family, but it's so much more than that. And, I think, you know, really understanding that. There's a lot of there's a lot of great brokerages that do say, hey. We're we're a great cloud brokerage. Right? And that's all they are, and that's that's how they think about things. And so they maybe if they try to get into leads and marketing, it doesn't work. Or if they try to get into, you know, something outside of that core business, it doesn't work. I think, you know, for me, because this whole journey started back in twenty sixteen with this idea of empowering agents through innovation, empowering agents through technology and tools and choice and all the amazing things we built, we are able to win in these different places. We won as a marketing company. We win, as a brokerage. We're gonna win as a lead generator, and all of these things are built to empower you all. And so I think that that really is what drives me, and I know it's what drives the broader leadership team here. And that's what's shaping the innovations that you see. It's what's shaping these decisions to say, wait. Why is OPT focusing all of a sudden gonna focus on becoming this number one training company? Like, well, because that's what we need to be to empower you all for success. Why are we launching a second brokerage brand? Why are we, you know, why are we getting into this leads game? You know, all of this is about building an ecosystem for you all driven by this idea of empowering your success. And so I'll take a I'll take a step back there. We've got, again, three three amazing folks on the on the call here who I know are all excited about about where we're going, about what's next on this journey. But that that's the commitment. Right? Empowering our agents through innovation. Agent choice is a critical part of that. Real estate first is a critical part. Like, all the things you hear us talk about fall back on this core principle of we are going to empower you all through innovation in different facets of this industry in whatever way we need to partner with you for you to win. And and waking up thinking that way every day is what drives LPT. I love it. It's all about the mindset too and aligning yourself with the right company that's gonna give you the tools and the resources to succeed. And I think that's just why I am here. Honestly, your vision and your mission. Like, yesterday was the first time I saw your video, when you spoke at the high school that you graduated from. And to me, that was so inspiring. And to my team as well, we discussed it, and it's like, wow. You know? Like, dream big. You can definitely achieve it if you follow the right leader with the right vision. So thank you for that, and I'm sure everybody feels the same. So it's all about proximity is power. So that's huge, and you're in the right place. That's all I can say. Yeah. The, the video, I've seen it multiple times, and it's still Robert made, you know, emotional goosebumps. You know, I, I'm just happy to be here. And, you know, when you're with a company that has the vision you have and, you know, we're all in so much alignment. Anything's possible. And I love the training with the leads because, ideally, when they have the tools, the training, and education to be productive, any agent can win no matter what's going on in the market. So I'm excited to be part of training, educating, and all things productivity as well. I love that. I think about it as, like, a well rounded diet. Right? LPT is bringing in the protein, the carbs, the fats, just an analogy. I know, what's on my mind this morning. But, yeah, it's like we are equipping agents to get everything they need within one ecosystem. Like, I'm so excited to bring the con the training component with the company in twenty twenty five because think about it, like, being a cloud brokerage, our number one goal is to make everyone feel connected and be able to share in the resources and the knowledge to go out and win in your sphere and your community. And a lot of new agents coming in need those resources. They have the tools, but they need the training. They need to know how to have the conversations, how to educate their buyers on all the new changes. So I think bringing the Ascend initiative, I'm super, super excited about. Also, leads as well. Like, I just think we're gonna be unstoppable. That's my personal opinion. I'm super excited about it, and passionate about working with a company that is so forward thinking when it comes to our agents. Like and I love that that is the center of everything that we do here. I think that the thing that we've really found is, you know again, there's a lot of little kinda nuance sayings about this, but, like, hey. You know, you you have to inspect what you expect. Like, whatever we put focus and energy into is going to is gonna win. You know? We we have so much talent across our our corporate team. We have so much talent across our agent base. I mean, we really have assembled just amazing people. We've attracted our tribe. I mean, that that's something I'm passionate about. Like, the agents that are here very much feel like our tribe. Like, we've been we've been, I'd say authentic about who we are from day one. And so we've we've attracted agents, and we've built a family. We've attracted, you know, members of the executive team and members of the leadership team and and members of the corporate team, agents, everyone, I think, really is in alignment because it was important to me that we were very authentic about who we are, what we're trying to build, what we're not trying to be, who LPT is the right place for and who LPT is the wrong place for. And just making sure that again, while we we welcome everyone, we do understand there may be some business goals or whatever that don't necessarily align with with who we are. And so being authentic, we've we've built this amazing tribe. And now to kinda go out and probably say, hey. We are going to commit the resources. You know, we we have all we have all the things. Right? The five paths I talked about for the Ascend initiative, you know, the technology, the scale, our ability to do local events, which we've done through rallies, we've done through, you know, all these different things to kinda test the boot camps, and then bringing in this overwhelming overwhelming with effort concept that we used during the BBA marathon where, you know, we basically did fifty times the amount of required work. You know, if you think about, like, even what we thought about back in March, like, oh, we'll do, like, we'll record a fifty minute training class, and we'll we'll one time, and then we'll play it in the knowledge base, and people can watch it. And now we we came in with, you know, fifty times the minimum amount of effort needed for that training initiative. And I think that was a missing piece. Like, that was a concept that I'm I'm so glad we did it, because that is going to put Ascend at a different level. It's something that no brokerage and probably no training company has ever come on before. Because even people are like, why are we doing this, Robert? Like, why why are we wait why are we doing this five times a day? People can just watch the replays. It's like, no. It's not it's not the same thing. Right? We are going to overwhelm with effort. We are going to show our commitment from the absolute top that if we're gonna put our lives in on hold for two weeks and be in here five times a day to help educate and train, it's that important. And showing the importance, creating the live environment, creating the community, all those things were such a massive success. You know, we were we were going back through, and I know we we did the recap where we showed the live views. And we had we had fourteen thousand people, fourteen thousand attendees on the live Zooms for the national calls. And so then we went, we looked up the state calls, and that added, like, another, I think, like, three thousand, four thousand views. And then we've had we had six thousand replays of the of the Zooms, because then all the Zooms get put into the knowledge base and people can replay them. We've had six thousand views. So I think we tallied it all up. It was, like, twenty three or twenty four thousand views of the BBA marathon by our internal agents over a two week period. You know, what you think about. That's, like, that's a little over two classes average per agent. And and I can just tell you, there there probably is not I don't think there's any training initiative a brokerage has ever had where over two weeks, they have touched a hundred percent of their agent count an average of two plus times. And and, again, that that really inspired me for going out and making this bold statement about Ascend. I know we have the knowledge. Right? Like, we have we have knowledge experts and and knowledge you know, subject matter experts in everything imaginable when it comes to real estate, You know, between our agents, our teams, our corporate staff, I mean, our everyone we have. Like, we have we have that subject matter expert for everything. So we have the knowledge. With Connect two point o, we know we have the technology. And then I think really what the BBA marathon showed me is that this this willingness and ability to be different and to overwhelm with effort, this overwhelming effort that we are willing to put into play, at at a brokerage level, is the is another big differentiator. And so when I put all those things together, it was like, how can we not be the number one, you know, training company in the real estate industry when you look at what we have? You look at the investment in Connect two point o. You look at the investment in the talent acquisition and and the the tribe we have attracted, and then you you finally marry that up with this willingness and ability to overwhelm with effort, which we all came together as a group and did, and then throw on the let's go get local with the events and let's take our scale into account. It really is just an absolute recipe for success. And I would I would already put our two week BBA marathon up against any company in the country when it comes to a training initiative. I mean, I I I know what everybody else did. I've seen I've seen their stuff. I've seen their focus. The way we responded to the NARS settlement and I'll I'll take that all the way back to March. You know, when when the settlement first hit on that Friday and we rallied as a company and came out Monday with what I would say is the absolute clearest explanation, clearest path forward, and I would say the most aligned messaging with where the industry ended up. Right? Like, we saw it. We saw where things were going. We put the time in. Our messaging was very different than everyone else's. Right? We came out with kind of a a counter, a counterargument or, you know, counter you know, again, this counterintuitive, this not the mainstream, and and we ended up being right on the money. And so then you fast forward to the actual week of and the week after, and we were able to just step up and crush it. So, you know, I I will put that up against any training done by any real estate company in in the world of what we did around the the NAR settlement, the BBA marathon. Then you throw in the tools and technology, which is an important part of it because we're not just training you on theory. We're training you on actual things that you can put in practice. Like, to me, that is the actual perfect recipe. And so we sat and looked at it and said, yeah. I'm willing to go out there and stake my personal reputation on us being the number one training company in real estate. It is a bold claim to make, but it's one I am confident in. And I I'm not a guy that says stuff like that if I don't mean it. You know, I've spent a lot of years building my reputation, and I'm not gonna make a claim like that unless I am sure we can get to the the goal line. And and really just seeing where we are, I am so confident. I'm so excited. And and we're we're right there. Right? We've got almost all the pieces in place. Now it's about focusing as a company and all coming together at the agent level, at the corporate level, at at every level together, at our vendor level, like, getting everyone engaged in this initiative to say, yep. We are going to plant this flag in the ground, and we are going to be the undisputed number one training company in the real estate industry in twenty twenty five. And and it's exciting, and it and it's much needed. You know, it it's something we need right now. We're we're coming off of of of rough years. You know? We we went through the boom years where it was really easy to sell real estate and business was almost falling in people's laps to now we're having to work a lot harder to get the same result. We're having to work a lot harder to get a lesser result. Because as an industry, we're selling less than four million homes a year instead of over six million homes a year. I mean, that is just such a dramatic shift. I mean, I think about in terms of of LPT, you know, we were doing, like, four thousand transactions a month in this market. That means that if we had been the same agents with us in twenty twenty one, we would be doing six thousand transactions a month. You know, maybe sixty maybe sixty two hundred, sixty three hundred transactions a month. It is just such a dramatic difference. And so the levels of success that we're all having together in this trough, you know, in this bust where we're preparing for that next boom, it really is exciting. And and I and I think the three big initiatives really do line up well with our commitment to you, our our our commitment to agent empowerment through innovation, and us all winning together because that market is gonna turn around. And my gut says twenty twenty five is gonna be the year to do it and for us to be the best place for agents to be landing and learning and thriving and training and winning as we go from an industry from sub four million, you know, sub four million home sales to I mean, I could see us getting back into the mid fives. You know, maybe we get to six, because there is pent up demand. You know? There's a lot of people who didn't sell that needed to sell. There's a lot lot of consumers that have been pushing the decision forward, and it's like we we're like a spring. And I feel like we are just coiled as a company and as as this army of agents here at LPT. We are coiled to win as the market turns back around because we're we're winning now in what is a terrible market. That's right. And we also need to remember the BBA box. That has been incredible. Like, the feedback I've I'm getting, just the fact that they have that notepad that they can pull out from their trunk and have the people sign right there and just a collateral, They actually mentioned they don't even have to talk so much about it anymore. It's just giving them a collateral. They sign it, and then that's it. So we have state specific trainings, and then we have even live events for you to attend. For those Spanish speaking in the in the audience, we have a training in, here in Orlando, September eighteenth. So if you wanted to attend just so you could see the box, feel it, touch it, but the feedback has been incredible on that as well. So thank you for that. I referring to a terrible market, what I love about that is I have always learned to to win in the worst markets out there. And with LPT plus and Xudelio and cash offers and all the training that we're gonna give the agents, regardless of how the market is, I am confident that our agents are gonna win over everyone else because they're gonna have the tools that regardless if it's a crash or there's more preforeclosures or, you know, whatever that looks like, they're gonna have the tools to be able to know how to win regardless of the market. So They're gonna be. Yes. Awesome. Let me go check the chat here. I see we got a couple questions. Oh, the AI bots got me. I gotta scroll back up. Where is my chat at? Alright. Yep. Terrible market. Be better agents. I love that. I had a question about, training for agent attraction. This is something we haven't done a lot of. I think we are gonna get a little more focused on this as Connect two rolls out. We'll probably put a circle together for agents who are interested in in agent attraction and kind of the best way to share the LPT story. Again, now with with Aperture launching, the best way to share the Aperture story. So, Natalie, stay tuned. I think that's gonna see something, that you're gonna you're gonna see come. Again, we we wanna be we wanna do it the right way. It's something we really wanted to get right, you know, because we don't we look. We are real estate first. That doesn't mean we don't wanna grow. It doesn't mean we don't wanna attract agents. We've grown faster than anyone has ever grown in history, but we wanna make sure we do it in a way that that stays committed to who we are. You know, stays committed to agent choice and stays committed to real estate first and stays committed to this this agent empowerment through innovation concept. And, so I think as as we move toward twenty twenty five and and the Ascend initiative, I think we'll definitely get a little more purposeful about having some training about how you best share the LPT story with your, you know, with your colleagues, with other agents, agents maybe you just had a closing with, to help bring them into the family because we know that's what's best for their business. It's great for your business because then you can you can earn on on their closings, and, it really does create a a great ecosystem for everyone. Sharon said, in a terrible market, I have tripled my business. The tools we have here is like no other. So thank you for sharing that. Yeah. I love that. Like, that and that's it. Right? Your real estate business, we wanna see you guys win in real estate, and and we're seeing that every day at LPT. Like, you know, again, when I look at the statistics, I I see our teams growing. I see our solo agents growing. You know, we see agents who come here and and they win. They they they're you know, we've got great tools to see the statistics. That's one nice thing about this business. The data is so available. You know? Every MLS closing is in a database out there that we can we can see, and and I I I do love it. I I'll tell you though, the agents who adopt the tools, right, the agents who plug in, they're they're on motivation Monday. They're on real estate first Friday. They're they're coming to coffees, you know, they're they're taking the trainings, they were plugging in at the state level. You know, even before the BBA marathon, you know, Natalie, you had a Florida state class with over seven hundred people on it, you know, two weeks before the BBA marathon. You know, so we we were already doing it before we brought the overwhelming effort, but we definitely see a higher level of production and a higher level of of winning on on agents who plug in. You know? And that that's the key. If if you're not plugging in, if you're not using listing power tools, if you're not using active marketing plans, the nine critical questions, and the seven home buyer strategies, and now the new buyer power pack, you know, if you're not plugging into Motivation Mondays and Real Estate First Fridays and, you know, coach Dean's, agent power up coaching and, you know, l p you know, LPT plus is an option. All these different things we have for you to plug into. If you don't plug in, then we are just no different than any other brokerage. You know? If you're just gonna hang your license here and not take advantage of the tools and the trainings and everything, then we are no different than anywhere else. And and that's that's okay. Right? Because we're still a great option. We're still gonna charge you an affordable comp plan, and we're still gonna get you paid quickly and and give you access to dot loop and the bare minimum you need to run your business. But what really makes LPT special are the things you need to plug in to be a part of and the tools you need to plug in to take advantage of. Lily, the the buyer power pack in Spanish can now be ordered. We're running about a week behind, maybe a little more than a week behind. You guys crushed us with orders, by the way. We we had, like, three times as many buyer power packs ordered as what I was projecting. The print shop has actually been running twenty four hours a day a couple of days this week to to try to keep us caught up as much as possible. We got absolutely crushed, with agents ordering by our power packs. So the the Spanish is available to buy. Like, if you go in under Desi, when you design your cover for the Homebuyer magazine, you will pick the Spanish version of that, and then that makes everything inside in Spanish as well. That's probably gonna be a week, maybe ten days before it ships to you or before you can pick it up just because, again, we are absolutely slammed right now in the print shop. And we have to keep prioritizing our ongoing power pack orders. You know? So the way that works is if, you know, the more power packs that get ordered for listings, we're still getting those out on time. Like, we will not delay power packs. So the print shop has to stop working on the backlog of buyer power packs every day to knock out the the ongoing just listed cards and just sold cards and the just listed power packs because we have to get those in our agents' hand timely. But, yeah, the the Spanish is available to order, right now. And then, like I said, it'll it'll ship out in probably seven to ten days if I had to guess. And they're they're working hard. I mean, that that group works really hard. It's interesting because this is not a normal amount of orders. Right? Like, we launched something new. We had, you know you know, thousands of agents ordering ordering these buyer power packs all at once. Going forward, we don't expect more than maybe ten buyer power pack orders a day, maybe twenty buyer power pack orders a day. So it's not a situation where we, like, need to go hire a bunch of new people or buy a bunch of new equipment. This is a one time thing, but we do have to get through this initial backlog. And so we appreciate your guys' patience as we as we work through that. But, yeah, that that group has been working hard down there, to make sure that they put a a quality product in your hand. Also, if if there are any issues, again, with the amount of volume we are churning out, if you end up with a box where maybe somebody else's flyer ends up in your box or whatever, like, again, we have really good quality control, but mistakes do happen. We are all human. If that happens, just submit a ticket. Right? We'll obviously get it replaced. And, you know, again, we appreciate the grace from you all, with that. Because, again, when these guys are guys and girls are knocking out power packs at four in the morning on the overnight shift, there's probably a slightly higher chance of of maybe a mismatch of of all the amazing stuff that we put into that that that buyer power pack. And it's about double, you know, the amount of stuff that we put in a traditional listing power pack. And, again, so just a little bit more room for error, and it's the first time they've done it. So, again, I'm they're doing a great job. I don't think we're gonna see issues. But if you do, just we appreciate your grace. Submit a ticket, and we'll obviously get get whatever is missing, whatever is wrong turned around to you at no cost. But they've, they've been really they really stepped up to the challenge. You know? I was I was shocked. You know, I mean, I I knew it was a great product. I knew it was a timely product, and I'm usually pretty, you know, ambitious about about product adoption, but you guys really surprised us with the amount you've ordered. And I just wanna just wanna echo to what Robert said a few minutes ago. Going back to my food and fitness analogy today, don't know why, but it's on my brain. It's like your season to bulk right now. Right? We're in q four. We're about to hit holidays. We're in an election year. This is your time to really get familiarized with the tools that we have if you're not already ordering your, buyer toolbox, getting familiar with how you wanna present it. You know, historically, with an election year, people say, oh, well, people don't buy during election year. People don't sell. There's withholding there. And there is, but the misconception is usually it's just a pause and then it kicks back in come January, February, which is even a bigger opportunity for you to generate more business. So it's really important that you are taking the steps to train, to bulk, to get ready because come January, February, I think business, especially with rates starting to drop, we're going to be extremely busy, and you're going to have the unfair advantage. I mean, look at your tools. People are winning in a tough market. So when the market starts to pick back up, LPT agents are are gonna dominate. So I just encourage everyone to really focus on sharpening your toolbox here with LPT, attending the trainings that we have on the the power tools, and getting ready for that. And, Natalie, I love everything you said. And, right now, the work that they're doing, they're gonna see in January. So I, you know, definitely definitely follow her direction, but your your power tools, even if it's as simple as dropping off one of your marketing plans and doing five to the right, five to the left on an expired listing, you're you will see that, activity pay off. It may not be a hit or or a blast until January, but we've gotta do the work right now. So that's what I would also encourage you guys to do is get into the work. The more productive you are, you're gonna see those results. Yeah. Absolutely. You know, we, we've got the sixty the one of the most successful campaigns we ever did at Listing Power Tools, which we're still doing here at LPT. The boot camp teaches this, and I think there's some videos and knowledge base, is our sixty and sixty day challenge, which is the challenge to show the listing power back the the the core listing power pack, your sample listing power pack to sixty people over sixty days. And this is not people that are in the market for a home. This is just sixty people that are in your sphere. Go through your cell phone, ask sixty people, hey. I'm I'm I'm in the real estate business. Surprisingly, some of them may not know that because some of us don't do a great job of making sure they know. But, like, hey. Hey, aunt Judy. I as you I'm sure you remember, I'm in the real estate business, and I have this this new amazing tool to help people sell their homes. I need to practice my presentation around it. Could I, you know, could I come by your house and and show it to you? And could you be my guinea pig and let me practice my presentation for you? Right? And what you're doing now is you're showing her your tools, your professionalism, you're practicing. You're reminding her that you're in real estate. And so we would have agents try to do this sixty over sixty days. So one person a day, again, that is not looking to buy or sell real estate. Just one person in your sphere a day show them the the the listing power pack. And so now we're we're rewriting that challenge around the buyer power pack. And I think this is even more impactful because, you know, most of our spheres are more likely to need to buy than to need to sell and because of lock in right now and especially for newer agents. So we're rewriting the sixty and sixty day challenge. If you wanna get started on it now, as soon as you get your buyer power pack, I would encourage you just tell you know, hey. Call sixty people in your phone. Set one appointment a day. Hey. I've got this brand new buyer workbook. It's got these seven home buyer strategies on how to get the best payment. It's got these worksheets. It's got these flyers. It's got this information. I would love to be able to sit down with you and show it to you and practice on you and get your feedback on my presentation. Right? Now you're not asking them to let you help them buy a house. You're asking them to give you feedback on your presentation skills, your new product, your new tool, you know, your new marketing, and people are much more willing to say yes to this, right, than the idea of, like, hey. Let me go show you a house. But what you're doing is you're showing them who you are. You're reminding them you're in real estate. Yeah. There are gonna be people like, you know what? I actually am gonna buy a house in March, and this is amazing. Please, you you know, let's get together. I want one of these workbooks when I'm ready to buy in March. Like, they're gonna ask you to work with them, you know, on the opposite side when you have this conversation. And then two, it's gonna make them a much more powerful referrer. You know, like, the big thing we saw with Listing Power Tools is when it comes time for them to refer, instead of just saying, like, hey. You know, my nephew, Robert, he's a great guy. You should, you know, you should call him to sell your house. And the person decides, like, yeah. Yeah. Of course. You think your nephew is amazing. Whatever. Versus being like, hey. My nephew, Robert, showed me this amazing plan that he uses when he helps people buy a house, and he's got this workbook and, you know, this checklist. And look, if you I heard you over you know, heard you tell your coworker over there you're gonna buy a house. You owe it to yourself to talk to Robert and take a look at this this system and this this workbook and these tools because I really think it can make an impact for you. That type of referral is gonna be so much stronger, and that's what you are empowering those sixty people to do on your behalf when you take part in the the sixty and sixty challenge. And so, again, as as I don't wanna launch it yet because we don't have everybody's pow packs out yet. So, you know, a week from now when the print shop is caught up and we're through the initial ordering deluge that we suffered of of all these power packs being ordered at once, which was expected, Once we're through that and we know that, you know, our thousands of agents have their buyer power packs in their hands, we'll do some training around this. I may do a dedicated motivation Monday on it. Maybe we'll do a Real Estate First Friday on it. But but really talking through this concept of use the buyer power pack as a reason to go remind sixty people that you are a real estate agent and to show them tools you have that other agents do not that can help them, that can help their sphere, their friends, their coworkers, their families win in real estate, and then you become the undeniable choice to prefer and the undeniable choice to use. Because like we've all said, those sixty people you show, right, where say you kick this off in mid September. So sixty days is gonna take you out through October and November, and then everybody's gonna kinda disappear for Christmas. And then when they all reappear in January and February with their New Year's resolution of buying a house or, hey. This is the year I'm gonna buy. I've put it off as long as I can. That presentation you gave on the buyer power pack, that presentation you gave on the listing power pack, go and do both. Show them both tools. I mean, getting in front of people right now is key And not just strangers, not just new Mets. Like, reinvigorate your sphere. We all have at least sixty people on our cell phone who would take an hour to sit down with us to help make us better. Right? Because they care about us. You know? People are very giving when it comes to this, and and I can promise you you'll find success with it. So with that, any final words from from, my amazing cohost here? Otherwise, we're gonna shut this down and let you guys get out there and go crush it and and win in real estate. Yeah. Let's go out there, crush it. Mindset is everything. Let's pivot. Let's thrive, and we got this. We got you here as well. Absolutely. Have a great day, everybody. I I I love what Robert said on Sphere. I'd also encourage you to use that as an opportunity to start making a home service provider list and speak to every single person that you are in business with and share with them the tools and resources, so you can offer that service to your client, and they're with people all the time. So it's a great time to talk to the businesses that you already work with. I'm just gonna say wake up and win. Put in the work. Be consistent. Get your win every single day. Keep going. Do not stop. That is where the wins lie. So I believe in you guys. Alright. Have a great day, everybody. Go out there and win. Day. Thank you. Bye.