Welcome to our Christmas edition of, Real Estate First Fridays. Yeah. Christmas, everyone will go white because we're wearing green and red. Yes. We're, like, looking at each other. We we look like this. That's what we gotta remember to do. We need a Christmas edition of all of our all of our I'm gonna plug that in our notes, our long term notes. But, cool. Alright, guys. Well, welcome to another Real Estate First Friday. My name is Matthew Hodge, executive vice president here at LPT Realty. I'm joined by Lewis Fuhrman, our co VP, here as and also real estate attorney. And, each Friday, we kinda bring to you, concepts for you to think about as we hear themes throughout the week, as we experience things throughout the week, and we're looking at this kind of big, large, landscape of of kind of the environment of real estate. We'd like to kinda keep you guys abreast as to what's happening. We try again to stay away from any state specific information just because there's so many different states and different people on here. We really kinda anchor in actual items that you can do to spot holes in your business once you spot those things, tactics that you can do to correct those, and then mindsets in terms of, like, how to approach things so that you can then define and meet your own version of success because that does change pretty largely from person to person and, goals with inside of real estate. I think someone's, like, fingers, like, stuck on the the hard button or they really like our our Christmas colors. Maybe they fell asleep with their finger on the trigger. Right. I just, like, get them all the love that we can give them. So that's cool. But, alright. Well, so with that being said, we are we are back from FubCon, which was actually a pretty pretty amazing conference. Zillow actually does a good job of bringing a lot of like minded people together. And there was a lot of big flex teams and things like that. So people who are having larger vantage points of the market relative to, like, a solo agent. Some of the teams that we spoke with have a hundred and fifty, hundred and sixty people on their team. Right? And they're doing, you know, close to a thousand transactions a year. So, from that to some people who are doing four or five hundred. So it's kind of that larger group, and those those entrepreneurs who will find that version of success. So, it was interesting to be around so many of those people and then, of course, the vendors that support the industry like YLOPO and Follow-up Boss and all those guys are there. And so it's just nice to connect with them to see what they're doing, what they believe is happening in the market, like, kinda what their predictions are, And it helps us understand, you know, kinda how to, kinda look at things and how to maybe put potentially position ourselves for for upcoming trends. And so we'll talk through some of that today, some of the things that we learned while we were out at that conference. And, it was a long week. We probably worked, like, eighteen hours a day, and lost three hours. So our gain three well, I don't know which direction. Lost three hours, which yeah. Lost three hours. So it was, like, at midnight, it was, like, three o'clock in the morning for us, but we are still up out socializing, meeting people. So, but it was fun. It was a it was a lot of fun. So happy to be back here today. Yeah. I mean, it was a very crazy week. I can't believe it's Friday already. Yeah. I mean, right when we landed on Monday, we actually hosted a, buyer workshop. Robert hit the stage at the Michael Jackson Theater in the Sahara, a really great attendance in terms of teaching agents how to, you know, create tools to be able to have, you know, really good conversations during these buyer auditions in a post in our settlement. Then Tuesday, Robert actually spoke at Bill Pipes. So there was actually a lot of events happening in Vegas all simultaneously. So the city was really filled with real estate agents. Yeah. Bill Pipes, you know, great coach, national coach. He was having an event. Robert was on a panelist for that event all while Zillow is doing Zillow unlock and Fubcon simultaneously. Last year, Zillow had unlocked separate as a separate event from Fubcon because they were still not purchased together. Correct. And they really made that announcement. What was it? During unlock last year. FUBCON happened first in LA, and then unlock happened in Texas. And that's kinda when the whole acquisition happened with Zillow and Follow-up Boss. So this year, they had FubCon and Unlock and a lot of industry leaders that Matt as Matt mentioned, a lot of vendors, a lot of third parties, you know, they're all in the city together. So there's a lot of opportunities to be able to connect, meet individuals, socialize, and just exchange experiences and and and build those relationships. We oftentimes talk about how important it is in the real estate industry to build relationships in this business. And it's funny because what was it? Two weeks ago, we talked about entering into opportunities with a purposeful approach. You know, I kinda caught myself having to take my own advice in terms of you're in these social settings. You're like, wait a minute. We can't just be here just socializing. Like, you have to have a mission. You're like margaritas, man. Yeah. It's like you you have to leave here with some type of mission in terms of building these relationships as you're interacting with new individuals that maybe you never interacted with before or maybe you did, but you never had that purposeful approach at that time. So I made it a duty to make sure that I was going to leave there with that a minimum ten new meetings on my schedule this week. And I can I can I can give my thumbs up that I've accomplished that mission? This morning, I confirmed with us, Alyssa, my my executive coordinator, and she confirmed with me that ten interactions that I had over the course of this week are on my schedule for next week. And it goes back to, you know, there's an opportunity. Right? You know, you're in this environment. You're somewhere where, you know, maybe not, you know, someone's not there, right? There are individuals who are not there and being there, you gotta capitalize on those moments even though it may be very easy for you to get caught up in the environment and in the vibe with the energy and not really wanna lean towards the side of business, but you gotta do that hard thing. Right? You gotta go in there, accomplish the mission, build those interactions, build those relationships. And now I'm excited for next week to kinda see where those relationships land. Yeah. It's, that's a good point which is that, you know, in those moments, you are there. It can be a fun environment, and you can use it totally just as a social event. Hey, I'm just going out here. I'm gonna have some fun. This is free drinks. I'm in Vegas. Yada yada. Or you can go there and say, hey, This is a great social experience for us to get to know people so I can accomplish my goal of connecting with other like minded entrepreneurs or finding someone else who I can create a referral network with if they're in a a key market that I wanna be in or I'm constantly referring business to, you know. So, or just connecting with someone who you can who can learn from. And so, again, those environments make that easier, but it requires you also to stay focused on why why you went there. And I think that that's so important as a theme within real estate because let's think about why we do open houses. You know? Like, just as an example, I always love this one because there's so many different things that you can do from one action, from one event. You can say, well, hey. Of course, I'm gonna create more exposure from the seller. That's one. But two, I'm gonna have the opportunity to possibly interact with someone who took the time, whether they're curious or not, to stop by the house who may not be represented by, you know, someone else and maybe pick them up as a client. I can then also stay focused and, you know, walk the immediate couple of houses even if it's ten houses in each direction to, you know, let them know I'm doing an open house. And if they got any questions, let me know and maybe see if I can find someone else or audition for next listing. So from one action, from one event, you can do so many different things. You can get so much productivity out of it if you're focused on what you're doing. And again, that just translates in whether you're in these big social environments where, you know, there's really some people who are there just kinda having fun, really not knowing what to do or how to best utilize, I guess, squeeze the productivity out of those moments. And there's other people there who are very purposeful in that, hey. I'm gonna make a certain amount of contacts. This is exactly what I'm looking for them to do, and then I'm gonna have a system so that they're on my calendar next week so that I then get the actual, you know, follow through on on the initial effort. Yeah. And it and it's fun to see kind of because when you're looking at it from that lens, you can kinda see the others who are taking that purposeful approach and then those who are, like, strictly there to just socialize. Because because you have the ones, right, who are there. You're doing that purposeful approach and you are exchanging contact information. You can tell that they're trying to, you know, proactively try to reach out. I got contacted by a whole bunch of individuals that I, you know, made contact with, and they were the ones who were proactively trying to get me on their schedule. Like, you know, and and we're talking about it through the lens of, like, this big social type of setting with a lot of individuals, but it really can boil down to even one on one interactions. Like, how many times have we, you know, maybe been at the grocery store, for example. We stumble upon somebody. We see somebody with a a a shirt that has a real estate brokerage on it, and maybe we interact with each other as we're waiting for our subs to be billed. And we kinda just say, oh, cool. Yeah. I met you. Awesome. Like, bye. Have a great day. And we don't even know what their names are. We, you know, didn't do very much with that opportunity that maybe just popped out of nowhere. And what we would always recommend I mean, when when things like that happen, like, it it it may feel weird or it may feel awkward, but just take that next step because you never know where something will land. Like, there's so many times in our business practices where we're like, man, like, something just happened out of nowhere. Like, how did this happen? Like and and and sometimes those unexplainable moments can produce a lot of fruits on the tree, and you never know what that one spontaneous interaction could ever, you know, produce. So, you know, just always stay focused on that. You know, if you see those moments open up, it may seem weird, it may seem difficult, it may seem awkward, but you never know, you know, where that conversation will lead. Look at your social circles. I'm sure there's many, you know, people in your social circles in which, you know, these things happen very just unplanned and unexplained and and that can also happen in your business practices as well. Well, it's funny, man. Because the more that you put yourself in those environments, somehow the luckier you get. Right? Like, it's people don't necessarily translate the two. It's like, hey, you're not really getting luckier. You're putting yourself in an environment where you have a higher chance of succeeding and you have your eyes open for the opportunity. So that somehow, you know, obviously translates more. Right? But the people who aren't thinking about it or processing it that way will be like, oh, yeah. You just get lucky all the time. Like, well, that's not really it. Now there are definitely some environments where things have worked out in a way you didn't intend, and that can feel, hey. Lucky. I'm happy that I did it this way because I wasn't I got a benefit without my thought process of doing this. You know, that can happen. But in large part, you're not going to get that very often without putting yourself constantly in a position for success. But I wanna talk about something else real quick, which is, so when Robert went to go speak at the Bill Pipes, we had rented out this, Speakeasy that was designed for our teams that were there, and those kind of local teams to come in to do a mastermind like you talked about with the BBA, presentation piece. And so they had an opportunity to give us some feedback on that on the workbook and then make any improvements or suggestions based on it. You know, we were just kinda like doing a collection of data type exercise. And, they'd left. And in order for us to, have this place, we had, like, a minimum spend on, like, the food and beverage and stuff like that. So you either use it or you lose it. And so as they all pour out, they're like, hey. You guys go out there and create an event. And we're like, what? What do you mean create an event? Like, we're at we're at an event. How are we going to create an event inside of an event? But either way, that's what we're tasked with. And so Lewis and I kinda came up with a plan. Okay. So what are we gonna do? We're gonna go out there, and we're gonna start with talking to people that we've know or we've already had interactions with, and we're just gonna invite them back and let them know, hey. We've got this social experience, just to come hang out with some entrepreneurs. It's a nice little hospitality suite. Come hang out with us. Right? And so we went to a couple of people and, you know, that was, you know, going well. Obviously, they know us. But then there's only so many people that you know, and we've gotta fill this entire place up. So then we just came up with a strategy of, like, hey. Let's go to the Zillow growth advisers that we know and talk to them and let them know that they get to can if they wanna connect with their teams and stuff, we've got a hospitality suite that they can come to and, you know, it's cool. It's a speakeasy and yada yada yada. Oh, and by the way, we've got some free drinks, you know, because we've gotta we've gotta hit this tab. So now we've created, like, hey. Come help us do this. There's something in it for you. I mean, you know, realtors love to drink, so that's a very easy calling card. Right? But people immediately think, hey. I don't wanna go there and be recruited and doing so and so. Like, I'm not with LPT. Like, you know, that's was kind of the hesitation we were getting. But we just opened this environment up to say, hey. It doesn't matter who you're with. We're just here to collaborate with people. Right? Like, just come enjoy the experience with us and whatever. So we end up filling this entire room. It's like a hundred and fifty people. Robert and them get back and they're like, oh my goodness. How on earth did you guys do this? But what ended up happening is is that it ended up becoming this super collaborative environment where, you know, we had people who had their independent brokerages. We had people who were with other cloud brokerages. It was just this big environment of a bunch of entrepreneurs in together, hanging out, getting to know each other. And at the end of the day, the result was that, like, from this abundance mindset because it wasn't like, hey. You can't come here because you're not with us or come here because I wanna get x from you. It was like, hey. Let's just come here and and be in the same space together and and have organic conversations. That resulted in probably some of the people that are on your calendar now. Yeah. Absolutely. And so again, it was just the thought process of, like, hey, we've got this task. We've gotta approach it in the sense that, like, I don't wanna put my ambitions ahead of yours, meaning that I want you to come here so that I can try to recruit you. It was like, hey. Let's go to a place and get to know each other. We're both in the same field. Let me see what I can learn from you. Let's see what you can learn from me. And in that environment, we ultimately achieved our our goal. And so I think that translates to a lot of the things that we do in real estate because sometimes we do something because we just want the benefit, and it's too much on the nose. And it's less about putting yourself in position to have a positive or productive experience versus, like, going out there and, like, try to get it. Does that make sense? Yeah. Yeah. And and I was also able to relate it through the lens of, like, prospecting, for example, and, like, how that scenario kinda correlates with prospecting actions. Because for that first hour, like, the room's empty. Right? Like, you you're like, are we ever gonna do this? Are the efforts that we put in as we were out there really gonna bear the fruits? And there was many moments in which you start feeling, man, like, just support mission. We we're we're not gonna be able to accomplish this. Like, it's it's it's too difficult. You know? Are are these conversations that we are having with individuals ultimately going to land with the result that we are ultimately looking for? But you reach a crossroad. Right? Do you reach the crossroad of, you know what, just take the easy route, abort the mission, or do you stay persistent and you go back out there and you keep putting in the efforts. And we decided to go the persistent route. We're like, you know what, you know, we're here. Let's just do it. What else what else are we gonna be doing if we're not doing at least this? And then next thing you know, the snowball effect started happening. You know, one person started coming in, and that led to ten people, and then that led to fifty people, and then that led to and then, you know, that persistence started happening. And that relates to our, you know, the opportunities that we create for ourselves through prospecting with our clients. Right? Like, we will be prospecting. There'll be many times where we're out there, maybe we're doing these hard things, we're canvassing neighborhoods, we're interacting with customers and our phone's not ringing. And we're like, hey, like, is it working? Is it not working? Are my efforts, you know, just being wasted? And you may reach times where you may wanna, like, scrap everything that you're doing too soon. Just abort the mission and try to figure out something else. And and and then it starts happening. And then it starts clicking. Like, wait a minute. It did work. Those efforts that I did do three, four, five months ago with my customers are now working today, but it takes time. You know, it does take time sometimes for those actions to come into fruition, and we just have to, you know, keep our keep ourselves focused and stay persistent with the actions because they were bear they will bear fruits. You know, every action that you take in real estate will translate into something. Now in terms of how much that something becomes, you know, could be, deviated from from the spectrum. But, you know, doing the hard thing, doing the actions will result in something and you have to stay persistent even though there are times where it feels that it's not doing anything. Right. You know, you just have to cross that corner and then things just will start snowballing from there. Yeah. And, you you know, putting yourself again in the in the position to be successful. But, you know, as I as I think about how that translates, you know, last week on Real Estate First Friday, we talked about being visible in your community based on your passions. Right? And so, again, that's the same theme and concept over again, which is that you're not going out there and investing in your passion to just do real estate. You're being visible because of your passion, and that's helping you in real estate. And so in the same exact sense, if you are like, hey, come back to this room so that I can recruit you and your that's your sole focus, then it's much more difficult to do. Right? But if you're like, hey, come back to the here and enjoy an experience with all of us, and then the conversation may come up. It puts yourself in the environment to be successful. Bless you. Thank you. My throat is still so dry from Vegas, man. It's great. They're drinking water. Sorry about that. Yeah. We're we're getting hot enough water. He was halfway through a thought, so we're doing a we're doing a pasta too soon. But, yeah. I mean, probably one of the biggest qualities that we can have as an agent is is persistence because there are statistically more losses than wins. I mean, if we're talking about conversion is at, like, a ten percent or a fifteen percent or a five percent, that just means that eighty five percent of the time, there's an l. Right? Like, there's a loss. If if if those are the ratios of conversion because no one's converting at a ninety five percent conversion rate. No one's converting at a ninety percent conversion rate. So there are a lot of losses. It's how do you handle those losses when the losses happen? You know, how do you stay motivated? How do you stay persistent? How do you keep doing your efforts? How do you still keep your eye on the ball and move forward when those moments happen? And because this business often time is very lonely, it's very easy at times to just, you know, just feel defeated and not wanna put in those efforts and, you know, having the, you know, negative mindset that, you know, maybe we're not succeeding in our practices. But listen, guys, like, you you you can't allow that feeling to get to you. It will happen, but just don't let it penetrate, you know. Bring up that shield, like, just stay motivated, have that positive mindset because it is normal again for you to have a higher percentages of no versus yes. It's just the game of the numbers, You know, again, on average, the industry converts between what, like a fifteen and five percent rate of conversion. Right. Like, you know, there are eighty to, you know, percent losses that are happening in our business, but you can't allow that to ultimately defeat you and to take your eye off the ball. Yeah. And it's like, you know, we talk about this all the time. The more you do it and you have success with it, the easier it becomes to go through the rejection ports. And it's not always about like, you're not always gonna feel positive. Right? You're not always gonna feel super motivated to go out there and and do these things. And that's where you kinda have to have that resilience and that consistency and that persistence. And that gets you through those lulls until you have that win again, which make which feels good. Right? And that encourages encourages you to do it. Where we seek, where we where we fall as entrepreneurs is when we're going through that period of time that is inevitable of the high rejections or maybe a couple high rejections stacking up against each other, it's very discouraging at that point. And sometimes it makes us wanna stop the effort that we know we really should be doing because it feels crappy. But then you once you get to the other side and you get that win, it's like it doubles the endorphins because it's like, oh my gosh. I felt so low, and now I'm having this high. You know? And so, the more you do that, the more confidence you get that you know that that next win is coming. And so, again, you know, it's like in real estate, like, without saying anything specifically, like, you can apply this mindset because there's there's so many there's so many people that I know that have learned to either one, be super consistent with low skill and they succeed, or they're super skillful, but they're very inconsistent. And it's like, it's it's such a hard thing to do them both. And when you do them both, those are the ones that you really, really, really see excel. And so it's important to understand the mindset of how people get there, not just the actions because you can be successful with so many different ways. Like, we hope to give you sparks of ideas that help you think about things that you can do to be successful, but there's no one way to do it. Like, you can be successful in so many different ways, but the one thing that you cannot beat, can't get around is doing whatever you're going to do consistently. Yeah. And that means you gotta be, you know, available to go through the lows. Yeah. And and, you know, the the variable that oftentimes creates those consistencies is just having a plan. Like, having a road map that you are able to follow. And even though your path may be bouncing off the walls within that plan, you are really creating those barriers to ensure that you are your your your goals are at least laser focused at least into with some type of a direction that, you know, hey, I have a plan to handle this negative situation. I have a plan to handle this level of rejection. And oftentimes, those plans is what puts you back on play. That example that you gave, you know, high skill but very little consistency. A lot of times those individuals don't have a plan. Like, you are just going and flying in the wind and like, you know, you're you're you're you're you're gunslinging when the moment arises and you're using your skill to kinda pile through the opportunity, but then now you're just you you don't have a plan to be able to create that opportunity. You're just letting it happen. And and you're not creating this road map for yourself to be able to utilize your skill. But if you can create that road map, you can create that plan, you can create that tactic, now your skill is really gonna be able to compound itself. And, you know, that's why it's so important in this business to stay organized. It's it's easy to just wanna wake up and see where the day takes you because we don't have a normal nine to five, nine to six type of working environment where we gotta show up at an office and we gotta be here during these hours and we have certain projects that we have to do. Yes. When we're busy. Right? Yes. When we have things under contract, it's easy to, you know, have things to do. But what about, you know, around those moments? You know, we wrapped up a negotiations. Now we have another two hours to go do some what are we gonna do? You know, what hat are we gonna juggle to try to capitalize on that time? What type of road map are we creating for ourselves to create more opportunities and to create this level of consistency. It's easy it's easy to say again, you know, tomorrow I just have this one deal. I have to negotiate. I have to reach out to the buyer's agent and figure out my counter offer to the roof, you know, remedy that he was trying to seek. And I present the offer, and now I just gotta stand by and wait for, you know, a response to come in for my counter offer. Well, that response can come in three hours later, four hours later. Like, what are we doing with our time? Right? Like, if we gotta find something else to do, we gotta juggle those efforts. And, you know, having that plan, okay, after I do this, then these are my next things I'm going to do. I'm gonna set that out. I'm gonna do that thing. I'm gonna set it in motion, then I'm gonna prospect over here or I'm gonna reach out to my database over there. I'm gonna create a new plan of attack over here or a new marketing campaign over there. Like, you wanna just organize your day because if you're just waiting for opportunities to you're not gonna be consistent. Yeah. They're not gonna, like, jump into your lap. Like, hey. We're just this opportunity is just waiting for, you know, there's Matt. I'm gonna go give it to him. You know, you definitely have to to go chase it down. So real quick. There was we talked about this last week, with people trying to find something that they are passionate about and being visible in that sphere, in that community, to, excel at their real estate business. So, just wanna see if if anyone has had an opportunity to do that inside of the chat. There was I think there was, like, people were into gardening, painting, soccer. There was all those type of things. Just wanna see if anyone had a chance to put anything in motion from what we talked about last week with being a passion. So I'll give you just a few seconds in the chat, but just wanna see if we if we landed it there with anybody. And I've talked so much over the last week. I'm telling you, my voice is, like, halfway gone. And we thought you weren't gonna make it. It was, what, like, Wednesday and your voice started, like, just completely dying on you. And then it was like that dry air, man. Yeah. Found, like, a second, like, leg in the woods. Now it's like giving up again. Yeah. It's like I'll get you to to Friday morning, and then you're gonna have to figure something else out. What do we have, Dave? Anything in the chat? Yeah. Okay. Alright. So I don't think anybody did anything. We gotta get in motion, guys. Okay. Kayaking. Kayaking. Kayaking. Okay. Perfect. So, yeah, those are those are definitely things that you can expand upon and figure out how to be visible there. My Stained glass? Stained glass and gym every morning. I like the gym every morning. You can wear LPT T shirts. You can, be visible in that way. I know that we do that a lot. It's a great way for people to and I've had several conversations with people who've walked up to us from that. But, yeah, those are those are great things to identify in your life in areas that you can be visible. You're gonna be there anyways. You're not going there for the purpose of real estate. You're going there for another passion. But then now how can you bring some real estate benefit to those areas? So really be thinking about that, guys. How can you be visible in the things that you're already going to be doing? Something that you're passionate about. You're gonna be talking with people. How can you subtly let them know you're in real estate and find out if there's a need without it being something that's creepy or off color or, like, making you seem like you're a salesperson. You know what I mean? Like, that's really something to be thinking about. So do some research on that. We gave out a lot of suggestions last week on how that on how that goes and things that you can do there. But that's so important because it brings up that organic business and it brings up that opportunity for the phone to ring when you're not expecting it, not when you're just directly prospecting. I know there are some people who focus solely on putting themselves in these type of environments to make that happen, and there's some people who kinda casually do it. But would definitely love for you to be aware of the concept so that in the event that you do wanna become more purposeful about it, you know exactly how to start showing up in those environments. And and that's an example of skill and consistency. Right? Like, you can have somebody who maybe doesn't have as much skill, but they are consistently putting themselves out there to have individuals come to them. And then it's like, oh, man. Are they just lucky? It's like, no. No one saw the purposeful approach that was was taken to get there. Then you can have somebody else who maybe is not as consistent. They just have the skill and maybe they'll have, like, that one interaction on occasion, and they know how to maneuver through it because they have the skillful way to kinda talk through that type of talking point. You know, use both. Right? Like, put yourself out there and gain the skill to be able to do it. And if you feel you don't have that confidence, if somebody were to approach you in that dynamic, have a plan in terms of what are you going to say when that moment happens if it happens. Like, if if you feel that you are not you don't have that skill to be quick on your feet, create a plan for it so that way when it happens, you know how to maneuver through those conversations. You know, don't just stop with I'm gonna wear an LPT t shirt to go to the gym, you know, that's yes, that's a great plan to have, but then if somebody were to walk up to me with my LPT shirt, what am I going to say? How am I gonna have the conversation with them? What are the things that I ultimately want to extract with them? That's where you have to land, not just how am I gonna get myself out there. You also gotta now start figuring out, well, what am I going to extract when that opportunity presents itself. That's right. Cool. Alright. Well, we are at time for today. Looking forward to seeing you guys on this Motivational Monday. We're actually gonna be going through, some of the new and construction development things that we've been working on. Robert kinda talked about it on Motivational Monday earlier this week that we've had all these developments reach out to us, and we're basically like a white label service, sales team for them. And, a lot of them have come from our luxury preferred network. If you're not familiar with what that is, you can go inside of knowledge base and take a look at that is. It's a annual subscription you subscribe to here at LPT. That gives you certain tools and different events and things like that. But, over the course of the last probably thirty maybe a little longer than thirty days, we have helped our LPT agents within that network sign eight hundred and fifty million dollars in new listings. And every single one of them has been at full commission price, because of the value that we bring. And so, and I know actually, more importantly, we'll be talking about this on Monday too, that those projects that those people are working on are looking to hire people in their local area, and they're pulling from the luxury preferred network, to to do that boots on the ground. Like, one of the condo units that we've got in Destin, Florida is two hundred and fifty condos, starts at one point five million, penthouses are at five point five, but that sales team is looking to add seven agents in the area to help them sell that project over the next couple of years. Luxury preferred network has what's called LP and socials, and that's where those agents have an opportunity to get in the same city with each other and talk about business and and referrals and all that piece. And that's where a lot of that business is being made. So again, as we talked about it earlier about putting yourself in position to make your studio have successful conversations. It's not about luck. It's about having a purposeful approach in in those environments. So we're gonna be talking through that program on Monday and going through some of those projects. And then more in-depth with the LPN conversations, which is short for luxury preferred network, we'll be, you know, walking you through those projects so you understand, one, how to get those projects for yourself if that's something that you'd be interested in doing. And then, two, just learning about the entire development process all the way through from the marketing of the projects all the way to, selling them and closing out the projects, and then how the agents can then utilize that to get more business from resales and, you know, other other developments. So super exciting stuff. So we're gonna talk through that on Monday, and some additional, timeline updates for, you know, Connect two point o and things like that. So we will see you guys on Monday. I hope you have a blessed and prosperous weekend.