Good morning. Welcome to Real Estate First Friday. My name is Matthew Hodge, executive vice president here at LBT Ribs, and I'm joined by Robert. I lose her because she's sitting on the motivational side. So, like, you're you're programmed differently. Exactly. Yeah. I'm I was about to, like, muscle memory my way into motivational one day. Hey, guys. Just wanna let you know. So, obviously, you guys know when we had a major gonna be like category, storm making, hit quarter over the last twenty four hours or so. We are at the office. It seems like the Internet has been running in and out. Okay. So if we do lose connection, we Dave. It's good now? Okay. Alright. Can you hear us okay now? Where okay. Comes up. If you can hear us. Yep. Okay. Perfect. Okay. So we are we are here at, headquarters. In the event that we lose Internet connection, it's been going out all morning. We will connect with you on on motivational Monday. But as you guys know, we had a a major category storm. A lot of floor Florida affected. Thankfully, where we are, no real major damage to our particular headquarters in our area. Just some power outages and flooding and things like that. So a lot of our staff is okay. I know a lot of realtors on the West Coast of Florida have been affected by this storm, do not have power, do not have Internet, massive flooding, loss of homes, things like that. So our our hearts and prayers go out to, those group of people. We will continue our efforts as we did with Helene to get supplies and resources to that area of the state as much as we can. And then, of course, if you are, interested in in being a part of that process or donating, you've got that information available through knowledge base, to send in supplies. You can send it to your to headquarters or to local hubs in Tampa, and we will redistribute for you guys. So, anyways, hopefully, you guys are doing well. So, we're gonna go ahead and jump right in. Today, we're gonna be discussing, kinda q four as we've just crossed over to q four. This is generally a time of year where people start to think about slowing down. And if that's your version of success, of course, you're welcome to to think about it that way. But, for today's conversation, we're gonna say that that's not your version of success, that you'd like to continue to work all the way through the year, and that you're looking for ways to be productive through your fourth quarter. And so that's what we're gonna kind of center our conversation around today. So, okay, before we get started, I wanna kinda turn over to Luis to get your initial thoughts. Yeah. Initial thoughts. I mean, first and foremost, again, guys, we are a family here at LPT Realty. So if any of you guys have been impacted by hurricane Milton, Milton, please do not hesitate to reach out. We're here for you guys, and you'll continuously be in our prayers, and and wish you for the safeties, you know, here for these next few days as we are at the tail end of the storm. But, yeah, q four is always a interesting time of the year. Like, you really enter that quarter with a very imminent, what I would call crossroad. And that crossroad being, you know, which path do we wanna take? Do we wanna enter into q four and what we would call a much more slower time of the season, relax a little bit, spend more time with the family, or are we really gonna extract these next few weeks of q four to really position ourselves and position our businesses for q one and for twenty twenty five? And, you know, as you're sitting there in that crossroad, like, please just recognize, guys. Like, it's okay. Right? Like, we've entered this industry because we do at times, oftentimes, have that leniency to be able to dictate our own schedules. We're not forced to be under, you know, certain type of time frames or certain type of schedules. So So if that's how you define success, like, by all means, like, you know, we are blessed to be in an industry that affords us that opportunity. But if you are sitting on that other side of the spectrum in which you are looking to be as productive as possible during this time to really position yourself, then I think that's more so where the content for today's real estate first Friday is going to be. Because there are things that we need to recognize. You know? What are the things that we need to start doing in our business practices? What are maybe some things that we need to stop doing in our business practices? And then what are some of the goals that we need to set ourselves up for for twenty twenty five? Yeah. That's great great way to kind of post that. I will take a second just to, answer Serene's question in the chat. She asked, how do we talk to our customers regarding buying homes, in an area with all the damage, you know, that's occurring? And she's obviously probably referring to, West Florida and, the the hurricane damage. So there's there are always things that happen inside of real estate that will require you to help someone see things beyond the immediate. And so let's think about what happens even when you're talking about higher interest rates or people were talking about short sales or there's always been things that push against why someone wants to make a decision in real estate today because that very same day that they're trying to you're trying to have that conversation, maybe it's not as favorable. And so you always wanna move over to kind of like the long term trend, and you wanna talk about that. Some of the specific things that you can do though to be an expert in this period of time is reach out to you if you have someone that you work with for insurance, that you are constantly using for insurance. Reach out to them and help them understand what that looks like in today's market in terms of what's happening right now. Hey. Is there any particular flood insurance things that are changing? Is there any things that are changing around how do you file claims? Is there any premiums that are going up? Is there anything that I should be looking for inside of a home? Is there a four point like, there's things that you wanna understand that is gonna be in the wake of of this kind of aftermath of of the storm. So that's kind of like your first piece for the for being a resource is understanding how to talk to your buyer with that because, ultimately, that's likely going to be their concern. Yeah. I'm in this area. I am nervous to purchase a home because look at all these homes that get destroyed. And so you could say, well, hey, listen, your house would be insured. Here's the process of getting it done. We never, you know, hope that that happens. But in the event that it does, here's how it is. And over your long term trend, here's why it still makes most sense. You're going to have to spend money monthly regardless of where you are to live someplace. Let's take a look at why that makes sense for you to own property versus, you know, renting a property even then in a case where, you know, homes could potentially receive damage from something that you can't control. That is gonna be a great way for you to start understanding that piece. If you're unfamiliar with the what that's like, that's gonna be your best point is it being a resource. Now remember, also in these cases, you don't wanna go out there and start to, you know, try to talk someone into something that they're not uncomfortable with. A lot of times, the approach with this is just helping them understand the playing field, helping them understand what it's like to own or to purchase through this environment. And, honestly, you may have the opportunity to get score some better pricing on homes right now because what ends up happening is that demand drops temporarily while this this is happening, which means that there's less competition in the market. And more than likely, if someone is interested in selling, they may feel more motivated to wanna sell. So it can kinda tip the favor on the on the on side of the buyer. So there's a positive on that side. You wanna be a resource and understanding, you know, what it's like to go to this environment in the event that your home is damaged, and that can really help them come off the fence, and feel more comfortable with decision because a lot of times there's just gaps in knowledge in terms of what they're talking about. They just don't really understand it, so it just shuts their brain off. Hey. I just don't wanna do it. Doesn't make sense. I'll I'll wait till things are better. But you could miss an opportunity for them to get, some great negotiating leverage inside of, this environment. Yeah. I mean yeah. Great great question, Serene. And it that's very relatable right now here in Florida with with what has happened, you know, with, you know, homes and, you know, what is the conditions of the home. But, really, sometimes we can zoom out of that a little bit, and that those are things that can maybe apply with different variables that happen in the industry as you kind of indicated, you know, high interest rate scenarios. Or maybe you're in a market that, you know, is subject to earthquakes or or some other kind of natural disasters. Always being there as a resource for our customers is something that's very important. And what we will tend to see is as we're entering into maybe contracts, a seller is going to be a little bit more lenient with offering maybe a little bit more of an extended time to conduct inspections. And they're gonna wanna do that because they also understand the dynamic on the other side of the spectrum on on the buyer side. Mhmm. You know, they understand that there are gonna be a lot of buyers who are gonna be fearful to maybe write some offers on the property. And by, you know, giving those levels of concessions, it makes it a little bit simpler. So, you know, yes, maybe this talking point pertains a little bit more relevant to to Florida here today. I do encourage you if you do have properties here in Florida that are under contract. We have, provisions in our contract called force majeure. You know, if you have questions surrounding those provisions, please don't hesitate to reach out to to support, submit a ticket. We're always happy to consult to you in terms of what those provisions in our contract means. But, q four. Yeah. That's right. Let's get back to it. Hey, Drew, real quick. Just force majeure. Basically, it's it's the part of the contract that talks about what happens if during a natural storm or some type of delay in your process or having your house being reinspected, which is likely going to happen anytime we have a named storm to the area and you're currently under contract, the lender may want to reach out and have the property have a reappraisal to ensure that there's no damage on it. You can then also have the property reinspected, so that you're comfortable in in making sure that your buyers, you know, aren't there's not damage that have been you know, happened to the homes from the time that you went under contract. Remember, part of the contract is that the home has to be in the same condition as the day when you, executed the contract. And so this does open up a reinspection period for you. And so, again, we won't take a lot of time to talk about that because that's very state specific, but just to answer those questions because I know that there is a lot of people who are who are thinking about that process. And we heard a lot of people who who from the Helene who had delayed closings or reinspections or reappraisals, and they were kinda curious about those things. And so your state broker will be a a a great resource. Yeah. Yeah. So okay. So into q four now, let's think about what ends up happening in q four. Let's think about it from the mindset of the consumer, and and then let's think about it from the mindset as generally with agents and and how, we compete against each other. Right? And if you think about during your summer months where everyone is active and everyone, I guess, has their spigot full open in terms of advertising and being, hey. I'm trying to do as much much business as possible. I'm either gonna be sending out mailers and doing, you know, digital lead advertising and door knocking and open like, your spigot is wide open. You are doing as much activity as possible to try to gain as much activity as possible because, generally, that is when you're gonna see the most amount of transactions per year in your summer months. As we get into q four, generally, you're going to see those transactions start to wane off and start to reset for q one. And so the consumer behavior also changes, right, because their focus changes. And then as as realtors, a lot of times that we change our behaviors as well too because we are not as much we're not as active. There's not as much activity. There's not as many people to talk to. And so our behavior tends to change as well. And so what we wanna talk about is if you wanna stay productive through that period of time, if you wanna try to gain market share, what are some of those things that you can be doing in q four as the consumer's mindset changes? We gave this example on motivational Monday, and I think, we talked about it on Real Estate First Friday before as well too where the consumer is like if you think about, like, the fitness industry, like the gym, they are selling the same product day in and day out, but they change the messaging so it fits what the consumer needs to hear at that period of time. The example that we gave is like, hey. During q four, during the holidays, people are like, hey. You know, put on some holiday pounds. Let's help you get it off. You get to New Year's. They're like, hey. Start your New Year's resolution off right with getting healthy for twenty twenty five. You get to summer. They're like, hey. Build your beach body. You know, there's always a reason as to why that same product makes sense and is appeasing to the consumer. And so you have to think about, okay. Right now that the consumer is going to be going into q four, a lot of their shifting, their their thought process goes away from big purchases like real estate, and it goes more into, like, holiday season. That is a trend. Doesn't mean that transactions stop altogether, but we know that you see less transactions in q four than any other quarter of of the year. And so because of that consumer behavior and desire changes. So how do you then appeal to that group of people during that period of time to either one, catapult your, you know, q one or two, have a productive q four. And that's what we're gonna kind of talk through as we get to that messaging today. And I think that's fitting. I think this is the first real estate first Friday we've had in q four. Right? This right? It fits the Yeah. It is. Week? Oh, Maybe it was last week. I think it was last week. But last week we were off the heels of another hurricane. Right. We were getting unprogrammed from Florida and Vegas and so forth. Yeah. But, yeah, I mean, it's you know, this is probably the biggest time of the year where you can work on your positioning because clients are not making decisions immediately like we see during the summer months and as we enter into spring break. Now there's a lot of focus on on positioning with your client and making sure that your client understands, you know, your worth and your value for them to ultimately hire you. You know, one of the biggest fumbles that happens in this business is we work very hard during the beginning of q four. Clients are not ready to purchase or sell their properties until q one of next year, q two of next year, and then we get fatigued. We didn't enter that race as a marathon. We entered it as a sprint. We go hard for these first few months. Halloween rolls around, and then we get very lazy once thanks giving's on the calendar, Christmas on the calendar, and then we taper off. And then we try to reconnect with our clients in q one. It's the new year. Get back into the gym. And we're trying to call the clients that we connected with back in October, but sometimes that's too late. Because what happens is someone else is gonna enter into the race. There's gonna be another agent who is gonna be committed, who entered the race as a marathon, and now they are proactively in front of their customers. And they're gonna be the ones who ultimately will finish that race, and they're gonna be the ones that convert that client at that time. So number one is we gotta make sure that we recognize, like, we are entering that marathon time of the year. You know, in the summer months, it's a sprint. You get a client. They're looking to write a contract ASAP, looking to sell ASAP. Now we gotta be prepared mindset wise. We are in the marathon time of the season, and we have to have a plan. We have to have an approach that we are going to make sure that we are continuously connecting with our customers for these next months, two months, three months, four months as as we enter into season again next year. Now granted, you will still have some clients who will be communicating with you that are looking to purchase or sale, immediately, But this is, again, the time where that kind of, balance starts shifting into the other direction. So you have to have a plan. So the very first thing to recognize is making sure that you have a plan to have a long term communication strategy with your customer. And the cool thing about this time of the year is that there's things happening around us that makes it easy for us to create content. We have holidays. We have Thanksgiving. We have New Year's. We have Christmas Eve. We have Christmas. We have Halloween. Like, there are just so many different events that allow us to connect on a non real estate basis, and then we can fill in the gaps with real estate relevant situations. And then you throw in their industry situations and things that are naturally just happening around us economically and industry wise. And that typically creates that recipe of success. And if we add that fourth layer, which are things that we are passionate about, things that bring us fulfillment in that are outside of the realm of real estate. Once you can handle those four things, it it gives you enough content to be able to communicate with your customers. But the key is doing it. Right? You know, oftentimes, again, it's it's easy to to not wanna do it or say, oh, I'm gonna take care of it next week or I'm gonna take care of it the following week. Once you get too deep, like, it's you're gonna miss the boat. You're gonna miss the train. And you will get to a place where you are gonna wanna disconnect. I mean, there's a week of Thanksgiving that you're gonna wanna unplug. There's gonna be a week in Christmas that you're gonna wanna unplug. So you gotta do those efforts now and be prepared today with that purposeful approach to communicate accordingly. Yeah. And that's a great point that you you kind of walk it through that way because we talk about it from the sense of, we talk about it from the sense of that when you are going through your summer months, your call to actions or your interactions with the consumer are going to be more like immediate. Hey. Listen. Let's get preapproved. You may be looking to purchase a home. Right now is a hot season. If you find a house that you're interested in purchasing, we need to be ready to strike right away because this is the most active. This is the the fastest time that or the shortest period of times that houses stay on the market. This is when the most amount of transactions happen, meaning that you have to be prepared for this environment. But as we get into the to q four, we're going through the holiday season, they may not feel that sense of urgency. So you wanna slow that communication down to match them where they are, which is, hey. We're gonna keep our eyes peeled for something that you may like. We need to be prepared for as we get into q one that things will start to heat up. So we're gonna be ready for q four, but let's talk about let's be more resourceful. Let's think about the areas. Let's think about the school. Like, let's talk let's slow things down a little bit so that our communication stretches out, and so you're providing value for a longer period of time versus when you're in a shorter cycle. When you're in the summer months, that's where your call to action could be more immediate. Hey. Call me today to get into this house. It's not like a, hey. Let's schedule a time for us to talk about what your plans are to purchase a home. That's can be more of the messaging that you have today. And so if you think about it, you know, you don't you don't ever stop one complete messaging and start another. Right? You like, in the summer months where you do have shorter time periods and a stronger call to action, you don't approach every single person that way by not ever saying like, hey. Let's gain a plan for you to purchase. But maybe that's twenty percent of your conversation where eighty percent of the time you're communicating with people, it's about that immediate call to action. Let's get ready to purchase something right now. As you flip into your q four, that may stretch where you're maybe only forty percent talking about the people. Hey. Let's hurry up and get something before the end of the year. But sixty percent, it's about how do I provide value so that when you're ready come January, we're in a position where you can be most successful. And so, again, it's about understanding where you are in the cycle, what the consumer is gonna be what resonate with the messaging the most, and then tailoring your pitch towards kind of that that approach there. Yeah. And it's and it's so difficult to do because we are exiting the the time of the year where things are hot. There's a very much consolidated message. And then we start, you know, putting setting things in motion in October. We're like, why is nothing working? Like, why is it not working? Why are things not connecting? Why are thing people not purchasing today? And it's because their mind shifts, mindsets are shifting, you know, and they're and they're not as imminent as they were or the customers were just a few months ago. But from a customer's perspective, I mean, that's one side of the equation. On the other side of the equation is also utilizing this time of the year to go back and, again, reevaluate your business practices because the decisions you make during q four are going to highly impact your trajectory for starting q, one of twenty twenty five and of the following year. And you gotta be able to evaluate your business and figure out, well, what have I done these last few months that maybe didn't work, that requires some tweaking, that maybe I never did, but I need to reimplement. You know, these are also things that we need to consider as we are entering q four because now the bandwidth is gonna unlock itself. Right. You know, not only from the customer's perspective, but utilize this moment to really evaluate your business practices and figure out what are things that you need to set yourself up with to come out the gate winning starting q one of next year. Yeah. And that's so that's a that's a interesting point. So I'll I'll kinda conclude the thought on messaging to the consumer. Right? Because the messaging to the consumer, again, as you get into q four, is about how do I continue to provide resources through a period of time where they are less likely to transact. Right? And then as we are preparing ourselves to get back into that transaction mode, I'm ready to start looking or if I find a house, I'll write the offer. Right? That's they're ready to go. Then that's probably likely on the other side of of the New Year. Transactions are not gonna happen right now or you shouldn't be seeking transactions right now. But we are talking about the most common behaviors as you see, which is defined by we know that Q4 is the least amount of transactions per year. Period of time as Lewis was just, you know, referencing. So you're dealing with less consumers. You figured out that you've got to come up with a plan to have your message resonate over three months now versus maybe a thirty day cycle. You know? So I'm gonna have to provide value in October, November, and December and stay relevant because they're not ready to purchase in January. So we're going to tailor our approach so that when we get there, I've been feeding them information and helping them understand what it looks like the entire time to get to January. But now that opens up time that I'm doing actual less real estate transactions. So what do I do with that time that opens up? Well, like Lewis said, when you take a look at what worked for you last year and what, did not work for you last year, What when you find something that didn't work for you last year, well, what behaviors are you gonna replace that with? Are you gonna do something new or you're gonna double down on the things that worked well for you? Some people may say, hey. I only have one thing that really worked for me. I don't wanna double down on that one thing because that's too narrow. I need to try to figure out a way to diversify. And so maybe you've tried to figure out, you know, I'm gonna replace the thing that didn't work with something new. Right? But let's say that you already have two or three things that are working and there was one thing that didn't work. Maybe then at that point you say, well, hey. This one thing can probably be better for me if I double down on this one thing because I'm already diversified with two or three different things that are gaining me business. And what I mean by that is maybe your strategy is to, you know, reach out to your current customers or your sphere to to get, a book of business from there. Or maybe you're purchasing leads from some place and your conversion number is at a place that that makes sense for you, and so you're gonna have that one additional piece. And then maybe there's the last thing that you do, which is your open house efforts or your door knocking or something. Right? These are just general examples that I'm giving you. But let's say you have a defined path for each one of those things already and that's working for you. And so you're saying, hey. But this fourth thing that I was doing, you know, doing cookie sales, you know, bakery, trying to get customers from there, that didn't work. So I'm gonna eliminate that. I'm gonna try to replace that with something else by maybe being more visible at my kid's soccer team or I'm into really mountain biking. And so I'm gonna join a club there and let them know all that, you know, make whatever. You're gonna replace this replace it with something else. That is important to understand during this period of time while you've got the space to figure out what you're gonna do. Because it's so hard once you're inundated or once you're under a lot of transactions or once you're busy to start thinking about this process and implementing something new. At that point, you're running your game plan. Hey. For this, I may be making small tweaks at that point at that period of the year, but at that point, I'm running my game plan. So now is when you set that game plan up. Here's what I hope to accomplish. Here's what I looked at and learned from last year. Here's the things I wanna implement in going into next year, and then that's how you approach this period of time. And I'm telling you, this is this is not just with inside of entrepreneurs, large businesses, large brokerages. We all look at the business this way. We look at what we didn't do well last year. We look at what we can do better for next year. We create the plan right now to be implemented, and then we work that plan next year. You can't implement the plan and analyze it at the same time. It doesn't work. It's too many moving parts. It's too you'll be too inconsistent. You have to start now. You have to really think about the holes in your business, and then you have to put the plan in place so that you can be prepared for next year. Yeah. And if you're sitting there thinking like, well, how do I organize this? How do I start sketching this out? You know, start off with the main headlines, the main headings. You know? Am I effectively using technology correctly? Am I effectively using the marketing tools that LPT offers to me adequately? You know? Am I properly communicating to my customers? Like, start with the generalized, you know, headings as you're kinda sketching this out and creating your outline. And then from there, get very specific, you know, and on the technology side, you know, are you effectively using the action plans correctly? What are the things that you need to do to automate maybe some of your workflows to really lean on your technology a little bit differently? Have you recognized that maybe there are areas in the technology that you didn't like? It wasn't working. The it wasn't set up correctly. You know, go back and and retweak it and and recreate it in a way that it will work for you when when business picks back up. On the marketing side, you know, are there areas that we're not utilizing? Are we still have a closet full of items in in the power pack that we haven't distributed? What is our game plan to distribute those items? If they're in the box, it's not gonna do anything. You have to go out there, use it, and it only takes one piece to connect for it to work. Sure. You know? So make sure that we have an appropriate plan there. Are we adequately having proper scripts with our clients? You know? Are we communicating our our value proposition correctly with our customers? I get very specific once you create those generalized sections, and then you'll start recognizing, well, what worked and what didn't work. And be honest with yourself. You know? Really be honest with yourself in terms of, well, what did not work and then really try to create that plan that fits your style, fits your workflow, that can, you know, give you the beds best odds of working so long as it's implemented. Yes, Wade. We see your your suggestion twenty twenty five. We will be doing that in the months of October and November. We will have some some classes scheduled around that. I know some of the productivity coaches are already doing that, but we will have some of the main, education and and some specific classes around what you could be doing for your, your business planning for twenty twenty five. I think that's a great suggestion, and we do already have that in the works. So real quick, I wanna kind of, I want to kind of wrap it up here and, you know, bring us down to some actionable items because at this point, we because we are talking to so many different people that the different levels of of in their career and different size businesses, we have to speak in generalities. But we're gonna walk away with a couple of different things that you can implement and you can actually do to think about how do I implement these things. So one real quick, let's take a look at analyzing your business. When we say analyzing your business, what does that mean? We all know that there are things inside your business that you're uncomfortable with or that you should be doing that you know you are not doing. So that's kind of like the first honest conversation. How do you go and put that into motion so that I'm sorry. How do you how do you look at those things and then come up with a plan to put those things into motion to stop those holes? That's the first thing. And that's gonna be different for everybody inside your business. So that's when you're when you're going through that analyzing process. Two, let's think about some of the things that you're aspirational about. Hey. I really want to be into luxury sales. I really want to be into waterfront sales. I really want to x. You know? You're gonna have that, that that thing that you're trying to accomplish. So then you have to figure out, okay, what pieces do I need to put in place to go accomplish that? Well, I may already be doing three out of those four things. What's that last thing that I need to be doing? So you analyze your business to figure out what it is that you're not doing or what you're not doing well. You come up with your plan in terms of, like, here's what I would like my business to look at, and then it gives you this playing field of, like, okay. Now I understand what I'm not doing because either I choose or I don't want to, and here's what I should be doing to get to my goal, and you start mirroring that together. And that's how you start the basic of your plan, which is that, hey, I understand what my current business is. I've analyzed that. I understand what I should be doing. I understand what my what my business to look like. And now I'm gonna try to figure out what holes are keeping me from making my business looking like that for twenty twenty five. That is a basic business planning. We will go through specific things, which is like, hey. Here's what you should be doing to set your CRM up. Here's what you should be doing this time of year. Like, we can plan that out, and we will make that a part of our workshop, our twenty twenty five workshop. But this is how you start coming to that workshop prepared so that you understand what information you need to understand to to plug these holes. Sounds easy in concept, but I'm telling you, it does actually take some time of sitting down and really going through a business plan. If you're into phone calls or if you're not doing phone calls at all, figuring out how many that you need to be doing on a weekly basis. Okay. Well, if I need to make a hundred phone calls per week, when do I plan on making those phone calls? Well, studies show that phone calls are best between eight and ten AM in the morning. So I'm gonna then carve out my time and rearrange my schedule so that I'm doing this three days per like, it's a long process once you start to do it. It sounds so easy, but then when you really put these things into play, it can be quite a bit of a of a task. So we will go through that in the twenty twenty five workshop. I know we've got either one or two scheduled in the month of October and several scheduled in the month of October, I mean, November and December. And so that will be specific things that you can walk through and, kind of like our buyer workshop that we did in Vegas just last week. So, alright, guys. So with that being said, I will go ahead and cut it off here. I hope that you guys have a blessed and prosperous weekend. If you are affected by any of the hurricanes, please reach out if you need any help or assistance. We are looking to make sure that, we are supporting you guys in any way that we can possible. Motivational Monday, we will be going through some additional projects. And one last thing I also wanna put a plug in, at the end of this month, we're gonna be talking on the luxury preferred network about people wanna know, like, how we were able to get so much of these new construction business and development. And we're gonna be going through that in the last week on October twenty fifth, inside of luxury preferred network. That is a subscription based, offering through LPT, which is optional. But if you are interested in understanding how to do more luxury sales, you're you're interested in learning how to get into new construction development with a lot of them at a luxury price point, I would strongly recommend making the investment inside the luxury preferred network where you get the tools and the education and the resources. And then we, even as corporate, can partner with you in these, in these development deals. We've had quite a few people come across those development deals who didn't have a lot of experience with that in the past. And because of our collaboration, we were able to make that work. So that is on luxury preferred network. You can find more information about that inside of knowledge base. But on October twenty fifth is when we will be doing the next class inside that network about these new construction developments. And just to refresh you, we did about eight hundred and fifty million dollars in new listings in about the last sixty days from the Luxury Preferred Network from from those efforts. So if you're interested in that, looking forward to connecting with you on the other side of that. If not, we will see you on this motivational Monday, where Robert will be back here in the chair that Lewis is currently keeping warm for. Keeping warm for him. Alright. You guys have a blessed and prosperous weekend.