Good morning, and welcome to another Motivational Monday. My name is Matthew Hodge, executive vice president here at LPT Realty, and I'm joined by Robert Palmer, founder and CEO. How are you doing, brother? I'm good, man. Good. I'm doing fantastic. It's a wonderful Monday here. It is. Little chilly. Yeah. I'm going to Montana in eleven days. Eleven days. Not nervous, but it's just I'm gonna be out west in eleven days. Yeah. I'm excited. For what? Three months? I got a lot to get done. Yeah. Three months. Yeah. We've got twenty two days left of the year. Hey. By the way, that that music that started today, Dave, can we get a little run back on that just a second? Because we're happy, man. I feel like it just gets me I used to open my radio show with that. Every when I was doing the radio show, like, seven AM, I would jam to that because it doesn't make you go in. I was like, forever happy. And now I watch the Minions movie on the regular with Luna's impression. So Thank you. Yeah. My my now four year old thinks she's a minion. Like, she identifies as a villain. You know? She loves the minions. She loves Cruella De Vil. She wants to make pajamas out of dinosaurs. Yes. Yes. This is pretty fantastic. That's good. Alright. We're good, Dave. Cool. Alright. Well, let's go ahead and jump in. We are halfway through our, marathon. I was gonna say BBA marathon because I'm so ingrained from from the last time, but our Connect two point o marathon. And, it's been, you know, really exciting to see how people are starting to use the system. We are continuing to enable more and more features. I know we're gonna go through some of that today, but today is a halfway point. We'll have the closing ceremony this Friday, and, we'll talk through some of those things. But where are we starting today? We're going with At Data Connect two point o. Okay. Let's that's where we're headed. Yeah. So far so good. You know, a little I would say last Tuesday was a little nerve wracking, but we we powered through it. Definitely, we're we're taking servers down left and right for those first couple of hours after the upgrade. Found a little bit of leaky code. Some of the things you just can't you can't find it until you have thousands and thousands of people all hitting the server at once. So that's the interesting thing. It's like we test, but when you write the test, you write the test to do what you think it's gonna do, not what it actually does. Right. Anyway, so that was great. By the end of the week, we had everything up and running smooth. I don't think we had any server crashes for a couple of days. Really good vibe, I think, so far on all the trainings we've done. We're gonna put up the new schedule here today, kicking it back off tomorrow through Friday, and then all those registration links, I know we're gonna go out Yeah. Two PM today. Two PM today. So keep an eye out for that in your mailbox. Yeah. Let's go ahead and jump right into it. There's the slide. So we're starting tomorrow morning. Again, getting paid with Connect two point o. That's a carryover from last week, but it is so important. Please, please, please, please, please, we want you to get paid. Please take the class on getting paid with Connect two point o. If there's only one class you take, just make sure you know how to get paid because we want to phase out the dot loop form over time. It makes us more efficient. It will make your life easier. We're gonna be prioritizing the files who use the correct systems inside of Connect two point o. Right now, it's not a big deal because we're in a slow time of year, but promise me, come I promise you, come March, you're gonna wanna be using that. So get into it now. Get it figured out now. Then we're getting into some of the new circles. So the biz generation circles, if you remember from Grand Prix, we broke connect, and you guys have all seen it up in the top, broken it into different pieces. And so the biz gen circles, which is all the circles about how you generate business, how to use LPTs marketing tools, you know, how do you how do you interact with your sphere of influence, how do you have personal branding, like, all of the knowledge around biz gen circles is going to be four PM on Tuesday. We'll do morning coffee at eleven. Then we're gonna do a little overview of what we're calling the membership circles. This is LPT plus and luxury preferred network. This is the two circles we have that are not just open to everyone. They're open to the folks who have joined either LPT plus or the luxury preferred network. We're gonna be doing a high level of that at seven PM. So if you're curious about those, you can go check it out. Those are not the deep dives into those circles. They are the high level overview, and then we'll do the specific circle training just for the members later. But the seven PM is open to anyone to learn about what those two circles entail and what those two programs entail. Then we get into the networking circles starting at ten PM, kicking back off networking circles Wednesday morning, then we get into the amazing and all important training circles, CRM resources, your state circle, your broker. Yeah. This is amazing. Every state will have its own circle where you can get in there and communicate with your broker. Biz gen circles again. Then we get Thursday training circles, morning coffee, back to the state circles, CRM marketing, and your state on Friday morning. Then finally, we're gonna do our closing ceremonies at Real Estate First Friday, which I will join you guys on Perfect. At eleven AM on Friday for the closing ceremony. That may go a little longer than normal. We're gonna kinda wrap everything up with a bow. And so far, it's been good. So far, we've had really good feedback. Remember, guys, this is the starting line. Like, Connect two point o is a framework. Like, this is not the final product. Right? This is about getting us in a position to go to the next phase as a brokerage. The the the commitment to having all this data on our own servers, the commitment to having this on a code base that we control on our servers by our dev team so that now as we see how you use the system, as we gather all of this data, as we gather all of these training datas, we're not feeding those into Facebook's algorithm. We're not feeding them into Zoom, WorkVivo's algorithm. We're feeding them into LPT's algorithm that then we can use to train our own AIs, to train our own machine learning, to train our own systems and technology advances to make us a better brokerage and to make you more efficient and all kind of amazing things. But we can't do any of that until we get the data. And so really from here, it's about the next six months, nine months, twelve months of us using the system, putting it to the test, taking your feedback, expanding the circles, expanding the trans expanding the training data, everything so that we have the data we need to then release something amazing. Because right now, what what we've seen most of the brokerages do is, you know, they're basically taking, like, a chat GPT and just, you know, white labeling it and adding some real estate prompts in there and calling it real estate AI. We have a much bigger vision than that. We wanna build a tool that's actually built on the way LPT agents uniquely connect with each other, the way LPT agents uniquely source business using listing power tools, using DESI, using all the things that make us who we are. And and look, chat, JPT doesn't have all that data. We do. Facebook doesn't have all that data. We do. And we will now to a whole another degree because it connect two point o. So that's where we're at. Really excited to have it out there in the wild. This was a big commitment for us. Like, there's a lot of other things we could have been building for the last six months, but I think this is important. It's important to get it right now. Before we went nationwide, before we go to that next level of growth, before we start to go global to have this in place. So now new agents who join LPT over the next four or five months, and there's gonna be a bunch of them because of all this geography we've opened. You know, we had our biggest onboarding and recruiting week in company history last week. I think it ended up, like, four hundred and twenty five, four hundred and thirty agents joined LPT just last week. Mhmm. You know? So that's absolutely amazing. All of this is being enabled by the technology, and those agents will never know Connect one point o. You know, they're just gonna know how we interact and how we went and thrive under Connect two point o. So really excited about that. Another great week of training. Again, our our overwhelming effort where we're gonna hold multiple classes each and every day led by leadership to help you understand how important this is and get you the best of it. So at two o'clock today, that'll be going out. But, also, you can log in to Connect. You can go to main or you can go to MainStage. MainStage. Yeah. The audio is not in there yet. It'll be yet. But by two o'clock today so at two o'clock today, you can log in to Connect two point o. If you go to main stage, you'll see all the events on the calendar. You can go right there, and you can you can sign up for them and get alerts and everything else. So really excited about all of the potential that Connect two point o is bringing to us. In addition to that, we have amazing Spanish training. Davey, if we can throw that up. So, Northeast is taking a lead on this. I think Michael may pop into some of these. Yeah. And Jose. Jose, our amazing Florida State broker. I know Jason Bosch speaks Spanish as well, our new VP out in the, Pacific Pacific. Yeah. Pacific Pacific. You know, he may jump in there as well, but really excited. So these are the the specific these are specific Spanish classes. We're doing a Spanish morning coffee at eleven thirty on Tuesday and Thursday. And then I don't speak Spanish, so I don't know what exactly we're teaching. But if you speak Spanish, you would know. I got circle of something. Receive your money. Receive your pay in Connect two point o. I'm pretty sure that yeah. Receivator through Babo getting paid. Yeah. And then connecting with Circle, maybe the I got your broker in there. Yeah. This is good. I did I did okay in high school Spanish twenty, thirty years ago, whatever that was. I'm getting old. Cool. So that's our Spanish training. Alright? And then, we can go on to the next slide, Davey. And then two, one of the cool things is, we are breaking up the leadership of the different groups of circles inside of Connect two point o to make sure that we have the right people focused on the right things from the corporate level. And so if you look up there at the top, we have the Connect two point o navigation. And so main stage is really me and Matt Hodge. We got that handled. My biz is really about how you that's your transactions and everything else. Then we get into, like, the training and the content and the learning and the agent interaction. We kick off biz gen, business generation with Christina Griffin, running the React Group. Then we've got Amanda Hannon leading our trainings circle. So any circle that appears in the training drop down, Amanda Hannon is responsible for making sure we have amazing content and amazing training and amazing result there. The amazing Norquis Fernandez is the networking circles. So under networking, this is where the agent profile lives, the recognition systems, everything else. And then we've got Natalie Cox for the support tab. So as you are in Connect two point o, it's it's really easy to know kinda where you are in the system, which one of those drop down menus you're in. This is the leader inside of the company, who is taking responsibility for making sure that we have an amazing result inside of that nav. And it was really neat. What what what I realized as we were putting this together is we did a really good job of how we organized Connect two point o. We spent a lot of time on this before Grand Prix last year, getting this right. Hey. How do we get things into the right buckets? How do we break the brokerage down? And so when we came through now and overlaid the leadership structure on top of it, and we're like, wait a minute. Does so and so have this? It's like, they do. They do. Does so and so have that? They do. Like, we got it right. Like, we really did a good job. So I'm proud of the layout and the design, and I'm really excited about those leaders taking control to make sure that we have an amazing result for all of our agents across all of the different circles inside of Connect two point o. I'm so excited to see what they do now with this amazing powerful platform, as they now get to take it and run with it. And I guess they're all competitive too. So what I love about this too is there's gonna be a little internal competition going on, like, who's got the best circles, you know, who's getting the most high fives. Like, I I am really excited to see how they interact. And, again, this is just gonna make us all better as a brokerage and help us ultimately drive your business to to bigger heights and to to better places because that's what that's what we're here for. Yeah. LPT's purpose is to make you better. LPT's purpose is to give you better tools, to help you close one extra transaction. Right? Close more, keep more. That's what it's all about here at LPT Realty. How do we help you close more transactions? How do we allow you to keep more on those transactions? And And that's what we're here to do. So really excited about that with Connect two point o. Alright. So in addition to that, we've got the two point o launch. We've got a lot of state expansion going on and a lot of growth happening. Right? We're growing at a crazy pace, because it's that time of year. Like, this is when growth happens. This is when folks start to move. So we've got some announcements coming there, some leadership, changes. We've got some realignments of regions. So let's kick into those slides, Davie, so we can keep everybody up to date on what's going on. Alright. So first of all, Natalie Cox, who is currently our VP of agent community and, again, running those support circles is adding a new role, to her repertoire as well. Next slide. She is also now going to run eastern brokerage operations. Alright. Congratulations, Natalie. Natalie. Who is now VP of agent community as she was before, but now she gets the and eastern brokerage operations added to that title. So what exactly does that mean? Next slide. This is how we break down now as a company. We have Jason Bosch running our Pacific specific brokerage operations Yeah. Which out there to the west in the green. We have Jen McDonald running western brokerage operations, which is all those light blue states. And now we have Natalie Cox running eastern brokerage operations in addition to her role, existing role, as a VP. So this is what's happening now. All these are vice president level roles here. This is how our country breaks down as we continue to grow and scale. Next slide. We are oh, this is not the order I gave it to you guys in, but we'll go with it. Alright. As a part of that too, we are realigning, and this is out of order too, but we're realigning brokerage operations. I'm a let you guys find the slides, then I'll start going again. I'm looking for a slide that shows that man, Shay Cotter. There we go. Alright. Congratulations, Shay Cotter, who's being promoted from Texas broker to, regional director and managing broker. Shay's done an amazing job. He's come in here, and just, again, servant leader, goes out of the way for the agents, training, and has done an amazing job in Texas, in the short amount of time he's been with us. And so Shay is being, promoted to a regional director, and he's now going to have oversight of a couple other states as well. So he'll remain, the Texas broker, but he'll also be the regional managing broker over Oklahoma, Louisiana, Arkansas, Alabama, and Mississippi. Congratulations, Shay. We can go yeah. Congratulations. Big round of applause for Shay. Shay, congratulations. And if we go on to the next slide, so a couple of moves there because some of those, some of those states were in other regions. We've got a regional realignment here going on. One of the reasons for that is another big move we're gonna be announcing here in a minute, with Christina Valero moving into a new role. We're gonna get there. And so with Christina Valero moving into her new role, that opened up, this this opportunity for Shay to move into his regional director role over the green states there. And then Sarah Froy has got the blue states, Florida, Georgia, Tennessee. And we've got Patty Sanders with, West Virginia, Maryland, Virginia, DC, South Carolina, and then Amanda Hannon has the Northeast and North Carolina. And so these are the four regional directors who then roll up to Natalie Cox, as eastern brokerage operations VP. Again, so this is the realignment we're getting in place because we're opening a bunch of states, particularly in that northeast region. We've done a lot across the country. We are getting in line here for another massive year of growth. We had a we've we've had nothing but big years of growth, and next year is gonna be no exception because now we have taken the geographic handcuffs off of this fast growing brokerage. Next slide. Is this where we were going next? I thought yeah. Sure. Why not? We've also, added another leader to the team, Amelie Quiroz. She is coming in as a VP of transactions operations. She did this at the largest, brokerage, in the world, managing hundreds of thousands of transactions, and we're excited to have her joining us. There's there's very few folks that have touched that kind of quantity of transactions, and she has that expertise. And so her role is to ensure operational efficiency across these departments, file compliance, disbursement authorization or DA, commission concierge, post closing review to make sure that our systems, our technology, our processes, our service levels are all absolutely up to par for you all to have an amazing experience. And and so, again, like, while file file compliance still the state brokers and regionals have oversight over, like, are we asking for the right things? But now Omely's role is to make sure that we are meeting our timelines. We are getting DAs out within the right period of time. We are getting files through compliance in the right amount of time, that we are staffed appropriately in each of those departments to be ready to double our transaction count as we go into the busy season next year. So really excited to have her joining us. She officially starts next week. Wanted to get her announced today so everyone knows that is coming. Getting big moves we're doing here to get ready for the next leg of growth here at LPT Realty. Because if you think about how fast we were able to grow in eight states and then twenty states, we're about to have fifty states and a couple of provinces and then a couple of countries, and we've got to be ready for that growth because I will not let any of your service levels suffer as we grow this brokerage. Alright. Next slide. Alright. Christina Valero, I kinda hinted at this, earlier. Christina is moving into a new role here. She's gonna be the director of non NAR brokerage and property management. Alright. Now this is a big one. Alright. Because of these two these are two new things we're gonna be launching as a company. Company. And so Christina was our regional director over Texas and a handful of other states. She's now moving into this new role. This is not a tomorrow thing. Let's go to the next slide before Yeah. I wake up and everybody thinks we had this. Alright? Yeah. So these are the two projects that Christina is focused on. Alright? Non NAR brokerage. We're launching a new non NAR brokerage that we hope to have fully rolled out in early twenty twenty five. It will be separate from LPT Realty. It'll still have LPT in the name. Okay? It will support agent choice. Alright. It will be a full service full service brokerage, not a referral network. And this is a big one. Most brokerages, when they allow non NAR members to stick around, they tuck them into a NAR referral brokerage. And what the NAR referral brokerage says is you can let agents join over here that are not members of NAR, but they can't actually transact their own business. They can only refer business to a NAR member. We're actually building a full national non NAR brokerage as an agent choice. Again, agent's choice here. You choose between LPT Realty, which will remain our NAR brokerage. We'll have our non NAR brokerage, and then you can decide where you wanna be. And then agents will have ML access and cert MLS access in certain states. And then in other states, we're working on alternative data. So, again, this is a big project. Christina's working on this. We've been working on it for months. Finally, at a point where I'm I'm comfortable to tell you it's coming. What does early twenty twenty five mean? That may be March. That may be April. That does not mean January first. That does not mean the first day of twenty twenty five. Days from now. It means before before June thirtieth. The first half of of of twenty twenty five. That's a big window. Okay. Yeah. The first half of that is what we call early twenty twenty five. Okay? I got a question around her. Yes. They still count in the downline. They'll have similar comp plans, to LPT Realty. Again, something we're building out to encourage agent choice. Alright? And then the second project Christina is heading up is a new property management brokerage. Now this one is late twenty twenty five. Okay? So that means after June. Separate brokerage for property management, we will provide technology support tools and insurance to agents who specialize in managing rentals. So, again, right now at LPT Realty, you can represent someone who is renting a property. You can earn the fee for finding it, but you cannot collect the monthly payments under LPT. Correct. You cannot take in monthly rent payments and then take a property management fee and then remit the payment to your property owner. That will change once we launch this new property management brokerage. Alright? And the cool thing here is if you look at property management, there really hasn't been anybody who came in and disrupted it. Like Right. You don't see, like, brokerages offering this, and so you don't see, like, property management teams. Right? Think about our real estate teams. There should be property management teams. You don't really see that because I would say the more forward thinking tech forward brokerages have not yet embraced property management. We're gonna do that. Now personally, I love this business. You gotta remember, a big part of my personal holdings is in mortgage servicing. And when we do mortgage servicing, we collect the payments from the consumer, we pay the taxes and insurance, and then we remit a piece of that interest to Fannie Mae or Freddie Mac or Ginnie Mae or the bondholder. So this is something I'm really, really familiar with. We just had to get to the right scale to do it right. And so we're gonna be opening two new brokerages next year. Both will be part of LPT Holdings. Alright. Both will still have agents that are in the same downlines and everything else just like Aperture, but we're doing the non NAR brokerage and the property management brokerage. Again, two big moves that we are bringing to the cloud brokerage, for the first time ever. So big things coming at LPT. And, again, congratulations, Christina Valero, who is going to be heading up those initiatives and getting things ready to go, over the next six to twelve months, depending on if it's early twenty twenty five or late twenty twenty five. That's right. Awesome. Well, let's take a quick pause. Let's take a pause. Yeah. Let's take a quick pause. Yeah. And, let's digest some of this. So this week, we've got connect two point o, and you're seeing the initial framework of what that's gonna look like. We always give the example. If you think about what YouTube was on day one, right, it didn't have the the wealth of information it does, you know, how how many years later, ten years later, fifteen years later. Now you can almost search any topic and find it. And so we are at the starting point of that for Connect two point o. So this is what is going to launch us into the future. In addition to that, Dave, I don't know what that was. And then in addition to that, we've got these new basically abilities to help our agents grow. So from from a, agent choice perspective in terms of, like, NAR, if you don't wanna be a part of that in AR, you've got the ability now to, you know, choose an alternative, I guess, you could say brand inside of LPT, which allows you to have that option. And then property management, we've heard so many agents wanting to be able to add that as part of piece of their business, or they've been figuring out all, you know, creative ways to service it outside of LPT. We're bringing that inside of our four walls. So it is such an exciting time to be with LPT right now, guys. If you guys can't see, if you can't feel it, I don't know. You've got you gotta be dead. I mean, this is this is really, really exciting times. And we are really still just getting started, which is so crazy to stay. You know, we've had a lot of these things in the pipeline for so long that we haven't been able to talk about, And I know there's more coming, and so it's just so exciting to to really done more in two and a half years Yeah. Than than the fifteen year old companies have done and the ten year old companies have done Yeah. And the hundred year old companies have done. I mean, it's and we're again, we're just getting started. Yeah. When you come in with a big vision and you build a company with that in mind, I mean, that's the biggest thing. And when you know coming in, hey. We're gonna build something massive here. Like, we didn't come to build a small regional brokerage. We didn't come to build a brokerage in a single city. We didn't even just come to build a large cloud brokerage. Like, we came to build something that would transform the landscape of real estate by, for the first time ever, taking full, advantage of the opportunities created by technology, single entity state licensing, the ability to tap the public markets. Like, all of these are newer concepts. These are less than ten years old in our industry for the most part, and no one has pushed the limits. Everyone has done just a little more than what the guy before them did or the company before them did. And we came in here to say, you know what? What if we look way up here? Like, forget baby steps. Like, what if we build something to go way up here? And that's what LPT is all about. Yeah, man. Again, you know, there's people that they they can't still can't see it. Definitely couldn't see it two years ago. Won't see it for two more years. You know, look. I think this is an interesting thing. You know, one thing I'll I'll point out is there are there are agents who are pioneers. Right? The the agents who are with us right now. The agents who are pioneers. They saw the vision. They believed in the vision. They looked at my background. They look at the background of the rest of the leadership team, and they say, yeah. This this company came to be the mountain. Like, this company came to do something differently. And then there's folks that they just can't see that. Right? They're always going to adopt something much later. And and what I will tell you is, well, right now, you have agents that are late to other brokerages. Right? Like, they are going to these other brokerages five years too late, ten years too late, whatever it is. My commitment to all of you and to them is that when they finally wake up to LPT Realty five years from now or ten years from now, it will not be too late. We will not get passed by. There will not be a too late at LPT Realty because we're gonna continue to innovate. We're gonna continue to keep up with the times, continue to embrace technology where the other brokerage might have been the hot thing fifteen years ago, and now they're just they're not anymore. They're they're overpriced. The technology has lagged, whatever it is. And but there's still people seeing it for the first time right now. When those same people who always seem to be late show up at LPT Realty five years from now, ten years from now, they will not be late because we will still be innovating and growing and changing and adapting to make sure that no LPT comes along to out LPTS. LPTS. Out LPTS. That's fantastic. Alright. What do we have next? I think we got a couple more slides. More slides. Back to the slides. Back to the slides. It's quick intermission. Do we have more slides, Dave? Pretty sure. Dave's gonna Dave was pumped up. Yeah. Alright. Alright. This is cool. So we have a cool couple of social media graphics for you guys to share. So maybe, you know, maybe you're not sure how to get into them. Here's a screenshot of Connect two point o. If you go to BizGen and then LPT marketing, and then on the left, you click on social media graphics. And then at the top, you click on social media. Alright. Everybody can follow this little chain. You're going to social media. Alright. Next next, slide. Or you can just scan Tracy's QR code that's on the next slide. But if you wanna do it the old fashioned way, you gotta be logged in for the QR code to work. But we have a couple of cool new graphics in there for you to share. We have the graphic that will feature you, thanks to Desi, bragging about us winning the training magazine Apex Awards. And then we also have a graphic about our expansion. Alright? Because we are in a whole lot more states now than we were. And I and while we still have seven more states to open, which we're gonna get into here in a minute, I'm calling us nationwide. We are coast to coast, baby. We are coast to coast. Coast. That's right. We are nationwide, and we will be we'll be in all fifty states in the next I mean, I'm hoping by year end, we may we may miss it by a week or two, but we are nationwide. We have done this thing. So scan that QR code, share those graphics, share your LPT pride. We are winning. We are making a difference in our agents' life by training. And now through expansion, we're gonna make a difference in more agents' lives. Nothing's showing up. Lots of people say not showing up. I don't know. Somebody put a ticket in. Kristen, I thought we had this worked out. If you can check on that for me. Everybody shoulda had their their their training graphics generated. Anyway, we'll try to get that worked out. If you have them, share them. If you don't, check back. They'll be there soon. And, and we can post it in, we'll post it in Connect two point o two as a link. Throw that in main stage, Tracy. That's a fun new way. Alright. Kristen says they're under featured. Please make sure your check oh, the featured tab. Did Matt did we put the wrong tab? Yeah. I think we put the wrong tab. Check featured instead of social maybe. That wasn't under featured. Okay. We're not sure. Check everywhere. Look for them. Check everywhere. A little fine Waldo. If you find it if you find it, tell us in the chat. Somebody Yeah. Somebody Someone who found them, please say you found them or did no one get them. Did anybody get them? If you if you can see them, please say I see them in the chat. So I don't feel like I'm completely completely losing my mind here. Yeah. Maybe I am. Maybe no one gets them. Okay. Well, we're gonna figure that out. Tracy has them. I see them. Paul Paul. Thank you, Paul. Okay. Paul sees them. Michael sees them. Alright. Some people see them. Wherever they are, find them, share them, find Waldo. I found Waldo. Yeah. That's great. That's cool. Where are we at now? After that, We got more. Yeah. States. States. Yeah. States. Boom. LPT geography. So we have the final ten states opening in December Yep. Hopefully, and two Canadian provinces opening in December, and this I know will get done. So we have some states opening today. Next slide. So three states opening today, Connecticut, North Dakota, and New York, New York. New York start spreading the new New York. Yeah. New York, New York. Connecticut, North Dakota. So now that only leaves seven. Seven states to be in all fifty, and we are powering through it. Alright? New York, Connecticut, North Dakota, go get it. Ready to go. So we've got Alaska, Delaware, Hawaii, Maine, New Hampshire, New Jersey, and Vermont left to get open before the end of the year. We are waiting on all of the licenses have been submitted. We're just waiting on the states to approve us. I'm afraid with the holidays, a couple of those may float into early next year, but that's okay. We are gonna be I mean, I again, we're a nationwide company now. We did it. We are coast to coast. But we're gonna get them all opened up as soon as possible, which hopefully will be in December, but a few may flow into January. We don't control all these states, state real estate boards going on vacation for Christmas. Yeah. They don't work as hard as we do. I'll tell you that. Alright. International. Alright. And, obviously, we're going international. Waiting on the final approvals from British Columbia and Ontario. All of that paperwork as well is with the licensing boards. Bank accounts are open. Canadian entities open. Everything is ready to go. So some really exciting stuff going on there. That's our state expansion as we continue to march toward being a national cloud brokerage. Is that on my no. We got a few more slides. Let's keep going. Man, we got so much today. Yep. Alright. And then, again, don't forget our shareholder meeting is coming up in just seven days, Monday, December sixteenth at four PM. Mark your calendars. You will log into that directly through Connect two point o. Shareholder meeting, Jeff Whiteside's coming up into town for that. Mike will be here. We're gonna be going through, a lot of the nuts and bolts of our journey. Again, with the things that are of note to you as a shareholder in the company, I guess, is the best way to think about it. So where motivation Monday here is more focused on real estate and the market. The shareholder meeting is all about what we are building as an enterprise and how that impacts you as a shareholder of LPT Realty. Awesome. Awesome. And, one more time, we'll throw the schedule up there. And then, what what else we got? Oh, I I did see a couple comments about my beard. Rates did come down a little bit, so I I tightened I tightened it up. I don't know if it I think I think we hit, like, a four week or five week low on mortgage rates, and so this is what a this is what a four or five week low gets you. I was looking like a mountain man Yeah. You know, two weeks ago, but now that we're at this, four or five week low on on interest rates, cleaned it up a little bit. You You know? Feeling good feeling it. I like it. Before I go to the mountains. Yeah. With my luck, like, the minute I get to Montana, I'm ready to ski, rates are gonna drop, and I'm gonna have to shave it all off. Yeah. And I'm gonna be cold because the beer does provide a little warmth when you're out there. It'll give you a little bang A little inflation. At negative five degrees in in December. So Awesome. Awesome. Well, man, it's a it's an exciting week. Excited that for all the news that's just happened. There was a lot of information in today, so please take the time to watch the replay just to make sure that you didn't, kinda miss anything as we as we glaze over everything. This week, again, second half of the week, we are gonna be going through Connect two point o, making sure that you are comfortable with the new systems as we release these new features. Closing ceremony this, Friday, eleven AM for Real Estate First Friday. RP will be joining us on there, along with Louis Ferminarco VP, and we will be closing out, the Connect two point o marathon. And, again, this is just a starting point. We will continue to provide support, of course, for Connect two point o ongoing, but in terms of the schedule and the pacing of the classes, that will exist for the balance of this week. And then next week, just to talk real quick, I know we talked about business planning and and people really being interested and wanting to understand, hey. What should we be thinking about and looking at for twenty twenty five? So we know we have all this technology coming, but we also wanna prepare you for how to think about your business. I mean, things to analyze that worked well for your business and things maybe that you wanna delete, that didn't serve you well in twenty twenty four. So we will make sure that that is part of the agenda for the second half of, twenty twenty four December month. Yep. And final words for you. Couple of things I wanna I get I'm trying to pick up on that. Couple of things I wanna Go through that. Had a question about tokens in Connect two point o. Yep. So I wanna talk about that. Okay. Question about the videos, which we're actually gonna go watch here in a little bit Yep. And and make final decisions on the videos that we're choosing, to bring folks in here. Alright. So first off, connection token. So if you didn't if you weren't at Grand Prix last year, explain this. The videos are in there, but I do wanna talk about it here. We've been talking about it in a lot of the classes. We took a different approach. Alright. So here's how I want people to think about this. Everyone inside of Connect two point o is connected to each other. You can find people in the directory. You can post publicly on their wall. You can you can read comments, everything like that. However, we then have a second level called a private connection, and we may change it to that word. We may change it to private connection just so people understand this. You then have a private connection, which is basically someone you're saying like, hey. I wanna make this person a part of my tighter network, like my tighter sphere. And you're connected to all the LPT agents loosely inside of Connect two point o. But the idea is these connection tokens allow you to create a private network, a private connection where now you can privately chat with someone. You can uncover their personal information, their email address, their cell phone number, things like this. But this is a this is a two way, agreement. Right? So one, the person has to agree to connect with them, but then two, we don't want people just spamming everyone. Right? Because this is what happens. This happens to me on social media all the time. I get, like, a thousand Facebook friend requests a week. Right? Half of those people don't know who I am, don't care who I am. LinkedIn, same thing. I get a thousand LinkedIn requests a week because they just don't wanna you know, LinkedIn requests the CEO of the fastest growing brokerage in history. I get that. We created a situation where in order to send that connection request out, you have to use a connection token. We made a scarce resource around it because we do not want people spamming and just trying to put the entire brokerage in their inner circle because that's not the intent. We're just trying to send out a thousand requests a day with no actual thought behind it. And so every agent starts with thirty connection tokens, which means you can go out and request thirty people to connect with you. Now you can accept an unlimited number. So if a hundred people all decide they wanna use one of their connection tokens on me, I can accept all hundred, and that doesn't cost anything. But each time you send out a connection request, you use one of these tokens. You start with thirty, and then you get five each week. Alright? We replenish you. Because the idea is to build a true inner circle, how many people should you have? Well, again, if I if we got these numbers wrong, we'll adjust it. But the idea is when you first join the brokerage, we automatically connect you to your sponsor. K. Like that, that's done. That doesn't require a token. You can unconnect to them, but we auto connect you to your direct sponsor. And then if you join a real estate team, we auto connect you to all the other members of the real estate team. Outside of that, you have these thirty tokens to use, and then each week, we replenish you with five more up to the thirty max so that you can build more relationships. Alright? You can see your token count on your my profile page. It's over there on the right side. But we built this because when you get a request from someone, we want you to know to take it seriously. Right? We don't want people just spamming everybody. We don't want people just blasting everybody out. So when you do see a connection request come through, know that that person gave up one of their connection tokens in order to connect with you. So take it seriously. Like, take it as a compliment. Understand what it is. It's not spam. But at the same time, you decide, hey. Do I wanna communicate with that person or not? It is your choice. If you ultimately decline the connection, they get their token back, they can go use it on somebody else. But we're very thoughtful about this because we want these private connections to be meaningful. Alright? Alright? And, again, these are people you can privately chat with. Now what can you do to someone you're not connected with? You can go post on their wall. You're connecting them in that way. So I say I don't have any connection tokens left, and somebody I used to work with, another brokerage, joins. I look them up, I go to their wall, and I can say, hey. I noticed you just joined LPT. We work together at whatever brokerage. I know you have thirty tokens because you just joined today, and you haven't had enough time to use them all yet. I'd love to connect with you. Please send me a request. Now that's public. Everybody can see that. The idea is you're not gonna spam someone publicly. You're not gonna go hit on their public wall and be like, I'd like to sell you health insurance. I'd like to sell you mortgages. I'd like to sell you my insurance company. Right? Because we do see some of that happening inside of the Facebook groups and whatever else, and we try to police it because, hey. We are a network of entrepreneurs, and we have LPT agents who wear multiple hats, and that's totally cool. But if you wanna have those conversations, you need to be either doing it in public where everyone can see it, posting it on their wall, or you need to use one of your connection tokens because guess what? You're not gonna burn all your connection tokens on random people. You're gonna use it the way you wanna use it. So, again, this was my solution to how do we build a social network that has true valuable connections, true valuable relationships? Because that's what we're looking for. Like, no one wants to wake up and be like, oh, I have four thousand people I'm connected to. I don't know who any of them are. I don't know how they know me. I don't know who actually cares about me at all or wants to talk to me. Where here you wake up and you say, you know what? I have I have thirty tokens. I've used them. I'm getting five new tokens a week. I'm building my network methodically and properly over time. I see some folks posting they don't have tokens. Again, that's a bug. We'll get that fixed. Kristen, if you and the team can check on that, let's make sure everybody gets their tokens. Let's make sure that everybody gets their thirty for last week. They get their five more for this week if they used any of them. You can see your connection requests when you go when you go to my circle. So, again, I would encourage you guys to take the trainings. Right? We're doing five trainings a day. We're talking about this stuff. We're videoing them. We're they're recorded. They're put in there. You go to my profile, and then you can see your current connections. There's a second tab which will show pending requests for connection. They show up in your notifications. Lots of different ways. Alright? But, again, the idea here is that you know when someone connection requests you, it's sincere. It's not just spammy, blast out, let me hit everybody, and that's what we're trying to build here. Because remember, you're connected to everybody at LPT. You can look them up in the directory. You can go post on their wall. You can see where they serve. You can't see their email address. You can't see their cell phone number. You can't chat with them. And then connect is not gonna prioritize their posts in your feed or their comments in your feed, but we're all connected to each other. Alright? So don't think like, oh, I can't connect to everyone. No. You're connected to everyone. This private connection concept is where those connection tokens start to come into play. And, again, this is a unique approach that we took, and this is one of the reasons why we had to build this thing ourselves because this is not a concept that exists out there in the broader market. Because if you think about it, in most in most companies, it doesn't matter. Like, if if I'm in the accounting department and Matt's in the accounting department, like, like, we're gonna be connected to each other, both in the the accounting department. Like, that's how Workplace was built. That's how WorkVivo was built. That doesn't work for a residential real estate brokerage because we are a whole bunch of entrepreneurs building out businesses and trying to build our own connections. And so this was our solution to that. Alright? So from there, the state broker circles, again, you have a public relationship with your state brokers. You can go in there. You can post in the state. You can post on your state broker's wall. And then if you wanna use a connection token to connect with a state broker, go for it. But the level of service you need and having conversations about how to do your business, most of that can happen through the support system. Most of that can happen through the public interfaces. Again, guys, this is a it's a new way to think about social media. And I'm not gonna say we got it right. Right? If we wake up three or four months from now and this was this was wrong, we'll adapt. If we're not giving people the right number of tokens, we'll adapt. The point of this is not to limit you or limit the size of your network. It's to try to create true, honest relationships and connections because that is what this industry needs. Right? How many of you are in a Facebook group with two hundred thousand other people and it feels lonelier than your own Facebook feed? Right? How many of you are again, at big brokerages, we got tens of thousands of people at some of these big cloud brokerages, but you feel isolated and alone. The only way to cure that is to create true, honest relationships. And to do that, we had to put a mechanism in place where there is some level of scarcity. There's some level of decision making. There's some level of limitation and restriction. And it's not to restrict you from greatness. It's to restrict you into a world where you can have true relationships, and we can beat some of the loneliness of being an entrepreneur and being a real estate agent. And that is what I built Connect two point o to do. It's what the dev team built it to do. It's what we designed it to do. It's what this entire company has leaned into over the last six months to revolutionize the way we connect with each other, and the connection tokens are a major part of that. So we covered that. I think that's all of it. What was the other thing? Yeah. I know. Oh, the videos. Yeah. We're watching the videos here in a little bit. Yes. That's so the invites will go out this evening. So the invites will be going out this evening Yes. If you're selected to come out. And, yeah, I think we've probably gone long here, but I got on my little tangent about connection tokens. And, boom. Let's keep going, guys. This is the time of year. Let's grow. Let's go. Let's win. Let's plant those seeds for next year, and let's just keep winning together. Connect two point o is gonna be an amazing additional weapon and tool for us to use to win together. With that, go make it a great week. I hope you're motivated. I hope you're fired up. I know I am. Yes. And, Dave, let's hit some. I'm happy on the way out of here as we run some slides, and I'll see you guys on real estate first Friday as we do the clonings closing ceremonies for Connect two point o, and then obviously back here on Motivation Monday next week.