What's up, everybody? Welcome to LPT Connect's ten PM edition. We got Jen on the West Coast. You got David on the East Coast, but I am highly caffeinated because my commitment to you guys is, really big. So we're excited to talk about all things networking today. We'll give a couple of minutes, probably till about ten o three, ten o four to let people kinda trickle in. If you don't mind, throw some comments in the chat. Let me know where you're from, what you're doing. Yeah. Let's get some let's get some action going. I see a lot of repeat names from my classes from last week. I love that. Darius from Dallas. What's up, ma'am? Carla from Dallas? Man, the whole the whole city there. Carla. I've seen Carla in a couple of classes. Yeah. I noticed that with the BBA marathon when we did it, the the the the people who come, they'll they'll come over and over again, and I just I feel blessed that they're they get to get the expertise. Oh, man. Let's see. And that invested in their business to me. Yeah. Good. For sure. Well, I think as realtors, like, we naturally just kind of wait until the fires, like, so we can put it out. So we don't learn how to get paid until we need to get paid, and we need to get paid by, like, a certain time. You know? So, like, I I love the proactive approach of a lot of these guys as they, as they learn on the front end. Well, Wade from Chattanooga. Love that. Yes. I love it. Anyone here been here a year or more? Oh, wait. It's been here five days. And look. This guy, Ron, is already navigating two point o. That is awesome. Nineteen seventy five. Always just curious. I've been here since May of twenty three, and I came from competitor x. And at the time, there was no west at all. Like, there was literally nothing. And here we are open in pretty much every state. Just waiting for Alaska and Hawaii. Just it's all licensing paperwork. Yeah. Founder. Nice. Twenty two. Love this. I think, yeah, I might have everybody beat, but, you know, then then I disappeared for several years. So I always say I'm the the smartest guy in the room, the dumbest guy in the room. I'm the The first time I ever met you. You said that when we were at dinner in Las Vegas. Yeah. I'm the dumbest guy because I left the smartest because I came back. Right? Right. Awesome. Well, it's ten o four, guys. People might still be trickling in, but we'll get started. I'm David Lewis, from Atlanta, Georgia. I've got the amazing copilot or she's actually the pilot. I'm more of the copilot in all this. Jen Jen, you wanna tell them a little bit about you for those who don't know you? Sure. Like I said earlier, I started with LPT from competitor EXP brand. I was just told to be the face of the west. We weren't open really in any states at all. I think I've opened probably twenty or twenty five, so I'm currently vice president of West operations. Yeah. It's awesome. We gotta we gotta put my phone number too in this chat because I love to help people. She does. I've leaned on her a couple times for it. Yeah. It's awesome. Like I said, I'm David Lewis from Atlanta, Georgia. I'm the CEO and, the, primary agent at the TLG Atlanta team. I have a unique history with LPT and especially, Connect. I was one of the first people, you know, it was around in the beginning that heard about all these things we wanted to build, and I I got to be part of the team that built LPT Connect on a whiteboard. And to see it evolve and to see it turn into what it is now has just been amazing. As I shared with Jen a little bit, I was saying that, I've been around from the beginning, and I was with Keller Williams a decade prior to that. Right? So I've been been around and, yeah, it's a this is a really cool thing. I love seeing everyone getting so engaged. I love seeing everybody get involved. It's just been really cool to see this entire evolution. And tonight, we're gonna talk about the thing that kinda means the most to me personally, and that's networking. Right? A lot of us have built our businesses on the unique relationships that we have, and, I know RP's vision as, as well as, everyone else, on the executive team when they were building this, they wanted this evolution from something that just service transactions and service the the basic functionality of the brokerage to take it to this new social media level style, package. Right? This, you know, this this tech package where you can not only do the things that you need on a day to day basis, but you can make these unique connections. To take it a little bit further, you know, with the, networking with people, the connections of people who have similar interest. Right? The the taking of the things that you usually see reserved for Facebook groups, like, who do I know in this area? And then building those referral networks. So I love that. Jim, what do you think about all things networking within LPT Connect? Well, what I like most about, like, the the all things networking connect, you know, lots of times when you're on a workplace or you're on a Facebook, like, those algorithms are being used for that company where we can kinda build our own algorithms and see, you know, where agents looking for referrals from, what are agents talking about in the water cooler chat or on their walls? So, like, we can draw that data and continue to create connect two point o and really even a better system because we we can see what you guys are looking for. Plus, like, I'm just I'm kind of a cheerleader at heart, so I just love all the positivity and posting on people's walls. And, you know, when I go in, I have connection requests from agents that, you know, aren't in my region. So it's just nice for me to make connections. Yeah. No. I love that. You get to see people's successes and kinda live with them in this. And, you know, like so let's start from the beginning. Let's talk a little bit about kind of a general overview of, like, the networking side of Connect. You know, we talked about wanting to build, you know, the executive and on Robert's vision when they were building out LPT Connect was to have the social media aspect of it where you could make unique connections. There's two types of connections that you can really make within the the ecosystem, and then the first is their public connections. We are all connected universally publicly. Right? All within LPT Connect. We can all write on each other's walls. We can tag people on things. That's something that's universal. Right? That's something that kinda ties us all together by being part of the LPT brokerage, right, under the LPT flag. Now the next level aspect of this is the unique connections that we get to make. Right? So that next level, the personal. Right? The the the opening up the private chats, opening up the, the visibility on what people are doing. Those are your unique connections. They're kind of the the the more purposeful relationships that are kind of fueled by these connection tokens that we've talked so much about. Right? Everyone gets these thirty connection tokens and you have to spend them wisely. It causes this ability to make purposeful relationships, right, not to just go out and say, well, I have a side hustle selling health insurance, so I'm actually going to connect with Spam all fifteen thousand people. Right? Yeah. Well, because we know that happens. Right? Like, I mean, our phones ring all day with telemarketers and, you know, I know I never knocked a side hustle, so I appreciate the hustle when people are doing it. But, the vision was to keep LPT connect a little bit unique in the sense that you have to spend your tokens wisely and choose the people that you're having these unique connections with, not to the point where you can only have one or two. You can have several, but you need to spend them wisely and make those unique connections. Right? So reducing the clutter, reducing the spam, and making sure that, like, we're really, really connecting at a meaningful level with the people that we want to. The cool news is is that with the people that we wanna connect with, all all bets are off. It can be people from a social side. It can be people from a business side. Like, we have these unique tools to be able to look up and understand, like, what what drives people. And I'm gonna walk through a couple of those search functionalities in a minute. So on your baseline, right, when you start off, everyone is connected with the people that are in their downline, right, and the people that sponsored them. So if you find yourself looking through the people you're connected with, you're automatically connected with your sponsor and the people that you may have sponsored. Right? The people that uniquely chose you as the driving force in them driving LPT. Those aren't token required. If you run a sales team, right, if you're, if you if you run a sales team, you're also connected with the people in your team. So So you don't have to worry about spending your thirty connections, your thirty tokens to to go in and, and use it for the people that you're in your org chart already, which is awesome. Now let's talk about the purposeful side of things. Right? Let's talk about how do you find the people that you wanna meet. Right? I think we got a lot of ways that we can kinda go about this, and we'll talk we'll talk about the social aspect, and we'll kinda talk about the purpose areas of your business. But I want you guys to think about a couple of things when you're doing this. Think of the areas in your business that you need to connect and you want to connect. Are you a new agent and you're looking for leadership and growth? Awesome. Are you an established agent who's looking that happens to have family in a certain area of Florida if you're from Atlanta and you're looking to grow a little bit of a business there, so you're looking for referral partners? Are you looking for people who have specializations? Are you looking for people with the who focus on short sales or distressed properties or any and all of those things? Like, the key thing about this this token system is driving a purposeful nature to these relationships. Right? But there's a bit we've always said, you know, the foundation of this company is agent choice. We're not telling you how to drive it. We're not telling you who you have to connect with. You just have to decide for yourself so we can run through it. So if it's alright with you guys, I'm gonna walk through a couple of ways where you can kinda purposely build some of these relationships. If that's and if you guys have questions, Jen is kinda monitoring the chat. So throw them in the chat. We're happy to kinda talk through them. Jen, anything I missed on the overview or kind of the mindset behind, like, LPT Connect and the way that we kind of grown grew this thing? No. You know, David, I really liked how you brought up, like, different aspects of what a connection is. Right? You're new. You're looking for leadership or mentorship. You're experienced. You're looking for, you know, other agents in your network or agents in other areas. So I like kinda how you broke that up. It's not not everyone is here in networking for the same idea or for the same reason. Yeah. Complete I completely agree. Okay, guys. So let's talk about networking in general. So step one, let's let's start with the more elementary step. Everyone fill out your profile. Everyone get to a hundred percent of your profile. Put a picture in there. And from a networking perspective and a growth perspective, be as descriptive as possible. I actually wanted to highlight someone that I thought had a awesome, profile. It's one of the most, complete ones I've seen. So here, can you guys see? Can you see my screen? Can you Shelley. Yes. Yeah. So Shelley has, been collecting leadership badges and creative thinker badges and thank you badges because she's been so active, in this LPT Connect, and we appreciate that so much. But I wanted to highlight this as a killer profile. Right? I want you to see that not only does she have an awesome picture here. Right? She's got her name. She talks about her level of experience with twelve years. She talks about what she specializes in. Right? She mentions relocation, short sale transactions. Right? She talks about the vibrant community of the areas that she serves. She talks about all the things that she's done in the past. Some of the things that she's the most proud of with first time homebuyers, patient guidance. She talks about her association with the Tampa Realtors and the esteemed Blue Thong Society, which I'm from Georgia. I don't know what that is, but I'm I'm gonna assume it's awesome. Shelly is committed to professionalism, integrity, delivering exceptional service to every client she serves. And this is important, guys. She noticed she noted service areas. So here she has Eastern Hillsborough County, and that's Tampa, Brandon, Valrico, Plant City, Polk County, and surrounding areas. She has her email. She has her picture. She has everything here, and you can see she's been very active. So what stands out to me about this profile is that when you start to use search functionality or if I were someone and I typed in, Tampa realtor, if I type I was looking for someone to refer a partner in Tampa and I happen to click on Shelly's profile, I feel like I get a pretty good idea of who she is and her level of professionalism the way it's built out. Right? I also know the things that she that she thinks is important. So she's a really easy person to connect with because she did such a good job of building out her profile. Anything stick out to you, Jen? Mostly the service areas and how personal she is in her in her description of herself and her bio, you know, personal, but also to the point and very businesslike. It's you know, if if I'm an agent, I'm looking for someone in these areas, she's gonna stand out a hundred percent. So, you know, the service areas, being able to talk about, like, her involvement and her bio, and then you can see, like, she's got events on the right hand side. She's received recognition badges. You know, if I'm if I'm an agent, I'm looking for someone, like, she's definitely gonna stand out. Plus, you know, I think it's all part of what we're trying to really get here with community and, family. Like, this I I see her on all all the chats, every motivational Monday, but good job in, like, finding a great bio for training purposes. Yeah. No. This is this is best in class for sure. So, guys, or everyone, I just when you look at this bio and you look at yours, think what you might be missing. You wanna make sure you hit the the the heavier areas. Christina Griffin, the the wonderful amazing Christina Griffin gave a kind of a a a best in class pro tip. She says, when you're building out this bio because you do have a limit to how many characters you can use, she said to use chat DPT. She said to throw in the things that you want in chat DPT and use it to make it concise and say, hey. Here's what my limit is. Make sure you list your boards. Make sure you list your, professionalism, your your accolades. Just make sure you've got everything in there so people can find you. List your hobbies. List the things that are important to you. So how do we find Shelley? One more thing. Let me back up real fast. How do we know how many tokens that we have? Right? Because, remember, we we have this currency when we're making these professional these, these more purposeful connections. Does everyone know how to find out how many tokens they have? If you don't, I'm gonna show you, I think. See if I can get it right this time. It's always kind of a crap shoot. Let's see. Let's hold on. Why is it pulling up my profile? Bear with me. Hold on. It's coming. I've also got the screen pulled up. Okay. So when you view your profile and you so everyone, if you can see my screen, I clicked on this face up here, David, and I clicked on view my profile. And then here on the left hand side where you see the space again and you see the name and you kinda hover over it. I'm a rookie. I'm gonna change that. But when you click your profile, you can actually see see, I've got some work to do on my profile to catch up with Shelly. That's for sure. And you see here on the right side where it says tokens remaining? This is the way you always know how many tokens you have left. So remember, it's check your profile, click on it, view your profile, click the name, and you can always see how many, tokens you have left. Okay. So I've got twenty nine tokens to spend. Right? I wanna be purposeful about something. Right? What's a good example of something we could be purposeful about doing, Jen? Like, if I wanted to grow my network. Well, I think it depends on what you're looking for as far as connections. Right? I mean, the connections that I I mean, I told all of my brokers, like, don't spend your tokens on me. Like, I talk I talk to you every day. Right? So what I'm gonna be looking for are are connection requests from people that, you know, maybe they know. I did many years during the recession doing a lot of distressed REO short sale. I wrote a book on short sales. I wrote a book on how to do a broker price opinion. So, you know, don't waste your don't waste your token on me unless I have something of value to to add. And, you know, I'm probably not a good example being in operations and really kind of being out of transaction work. But, you know, be purposeful in what you're looking for in your tokens is that would be my suggestion. Yeah. I love that. Well, let let let's use one of your examples because you mentioned you being a distressed property expert. So let's talk about a couple of ways. Let's say me, David Lewis, agent in Atlanta, I'm looking to learn more about distressed properties. Well, let's talk before we get into the actual circles over here, let's talk about using the search functionality. Right? So if everyone sees at the top right hand of their screen, the search bar, you can type in names. You can type in locations. This will kinda give you an overarching thing. This will take you think of it as the search bar like in Facebook. Right? This will bring up articles. This will bring up everything. But most importantly, it'll bring up people. So why don't I type distress and just see what comes up? Okay. So I've got content based on disaster relief and distress properties, but I also have a lot of people that are listed. So let's see what happens when I click on Jackie here as an example. Alright. This is another day. She might be runner-up for the, for the best, bio. But if you see if you look here on Jackie's profile and you go down to the bottom, she holds a bachelor degree in accounting, has earned various designations, included, accredited buyers representative, represented representative, certified distressed property expert. Right? Okay. So now if I was looking to connect with someone about distressed properties, I've got somebody. Right? And even if I go back and I type in distressed again. Right? Here's some more people. You can do all people results. And this is gonna take us into our circle. Why is this not working? This is more than likely user error when something doesn't work, guys. That's why you saw rookie under my tag. They're funny. Yes. So you have it once again. You've got Jennifer Gomez here. Right? And I promise if we look through her stuff, we will see something about certified distressed property expert. Right? So she is in Miami. Right? So let me see. Oh, Jen just connected and accepted my connection request. So what if I press in distressed Miami? Like, what if I had a cousin who had a property that, was either, dam property damaged from, like, a storm or there was some sort of distress around, like, financial concerns, and I type in distressed Miami? We've got Jennifer here. Sorry, guys. It is ten o'clock here. People Well, and I think that also goes back to your earlier point about your profile. You know, that search bar I mean, it to me, it just kinda reminds me of a Google search bar. You just start searching people, topics, articles are gonna come up. So, you know, be very specific and purposeful in your bio knowing that you've just as you can go search anyone else, anyone else go search you. Yeah. And then really create your niche market. Yeah. The more information, the better. When you typed in distressed Miami, not only do we have these great realtors, who who I think if we went through all their profiles, we would see they have some sort of designation or they mentioned distressed properties, but look at all the content right we have right here. Right? And then a couple of these people, right, are just people who've commented. So you could really, really build a pretty robust collection, right, when going through here. And if someone like Jennifer and I wanted to focus on that property, then I have the ability to connect with her. Right? So here's Jenny sells Miami right here, distressed property expert. You know? You have the opportunity to recognize her for something. Right? I I think she has a great profile, so I'm gonna give her the pillar profile award. Oh, and then I have the opportunity to connect with her. Right? And this connection, like, so if Jennifer doesn't know me, right, or if if we don't know each other very well, this is your unique opportunity to say, hey. This isn't spam. My name is David Lewis. I actually I run a sales team in Atlanta, and I'd really love to learn from someone who understands distressed properties in Florida. Can't wait to connect. Right? So you have the opportunity to write a long message to kinda like so so they understand, like, hey. Why does this person wanna connect with me? The cool thing is is the executive team and Robert made sure that you can connect you can accept an unlimited amount of people. You can only choose to connect with a certain amount of people with the token. Does that make sense, Jen? Uh-huh. Okay. So throw it in the chat. Is everyone okay. We had we had a question from Wade. He says, where do we add our bio? Cool. I'll take a side view real fast, and I'll kinda take you there. Way up here where you see, like, my face over here, this, picture, you can either go view my profile or edit your profile. And if you choose Mhmm. Edit your profile, you can come in here, and you'll notice a lot of this stuff is the same marketing tab that a lot of us filled out in the old connect for the build out, our, you know, our our marketing pieces. But there's a short bio piece right here. And there's this thing that says, please note this information will also appear in your two point o profile. So this is the one where you would fill out and make sure that this shows up everywhere. Wade, does that help? Yeah. So even though it says short bio, correct, you can be as long as it will allow you to. Right? I don't know what the character max is, but, I'm sure somebody does, but there is one. Okay. So that's where you find it. So going back, let's talk about these unique connections. I've already looked for distressed properties. Let's say we go on the flip side. Right? Let's say I wanna find people who have the same hobbies as me. This is non business related. I wanna connect with other golfers. Right? Now it could be people who specialize in golf course communities or people that are golfers. Let's get out of golf, gets a little confusion. What about if I wanted to find hockey players or people who are uniquely interested in hockey in the LTT world? Right? Well, I could come up here to the search bar, and I could type in hockey. Well, if I spell it right, it really helps. And look who I found. My buddy, Aaron Dwyer. Right? Runs an awesome team out of Atlanta and Nashville, Tennessee. But as you see here, as a former police officer, he loves playing golf, and he watches his son play hockey. Right? Wow. I mean, like, it it's it's really unique. So what if I want a fellow golf enthusiast? Right? What if I'm looking for someone who's interested in hockey? You can also use this functionality to meet people that you may or may not know on the hobby side, right, as opposed to just the business side. What's really cool about Aaron, and he, he and I are already connected, but so I have the ability to message him here because woah. Because of the connection? As you can see, well, we're we're normally it would be where I would offer him a connection. Now, again, another runner-up for best profile because then he had had Aaron not filled out the bio to the link that he did. He didn't mention selling in golf courses, all the states he works in, and the fact that he enjoys hockey with the sun, I wouldn't been able to make that connection. So, guys, I challenge you in your bio to make sure you highlight the things that you you feel the most about, right, or the the the most important to you, whether it be business, personal. It's your opportunity to paint a good picture for you. Okay. So let's we've used the search functionality. We've talked about searching for business purposes, the things that are important to you. We've talked about searching for things that are hobbies and things that may not just be you you they could be unique things that you wanna connect with people on outside of business. Let's talk about the circles in this networking tab. If you click over here, the fourth one over is this networking button. You've got main stage, my business, bizgen, trainings, and then finally, you have networking. So under this networking tab, you have innovation alley. You have community circles, agent circles, water cooler, and AAC circles. So we are in the process, and this is kind of the beginning stages. I think Hodge mentioned the other day, they're trying to figure out what community circles they're gonna be opening up first, right, based on the feedback that everyone's giving them. So if you click in community circles now, you'll see a couple of things here. No activity to show because it's not open yet. But if you if you click around it, which is what I actually was trying to do. Right? So if you click on the community circles tag and you and you get into the circle section, you have the AAC. You have agent circles. You have connect knowledge base here. CRM, this group is dedicated to all things CRM for real estate professionals. This is a place where if you had a, if you had an ops team or if you had someone who's, like, a director of operations, they might spend a lot more space here where they can connect with people and talk about the things that matter. Right? Like, for example, if you click here, Viviana said, hello. How do you like lofty first time trying? Any advice? Right? And Ronaldo came in and said lofty is great. It does take some time to get to use too. Best advice is going in and playing with the system. Alright. So this your interaction that you're seeing here, this is a wall post, so you're not actually losing anything. You're not actually like, you're not spending any tokens. Everyone has the access to help people when they ask questions. Right? So within this within this CRM circle, you've got lofty, you've got kvCORE, you've got follow-up boss. Right? So you can click in these individually. Remember, guys, they're still being built out. So some of these, when you click, there's nothing inside of them. But here under lofty, you've got the resource guide. You've got trainings. You've got wall activity. Right? We've got number one lofty fan, Kristen Peglow. Right? And, second, lofty biggest fan, Jill Franzen, agreeing a hundred percent. So this is the way that you can connect and you can network. And, guys, this is the beginning stage. This is the thing that everyone can do. So if you want to take any of these relationships further and create a unique relationship, I could go down and go, man, I really enjoyed what Jill said about lofty. I also too huge fan of lofty, and I could go in here and I could connect with her or I could recognize her for her comments. Right? It's all about building the circle that you wanna build. It's all about connecting with people the way that you wanna build. Using these circles, you know, the community circles as they get built out, and we build out the military community, and we build out the sports and entertainment community. And I don't know what their launch time is making up things here based on, like, things that I think are really popular within. You've got the water cooler circle. Right? And here, Rose is asking a question. Right? And you got Shelley, VIP. Right? Bio of the year, in my opinion, mentioned that she'd like it. So this in the watercolor section, you've got more of a, overarching theme. Right? So people that are talking about multiple things. So I've been talking a lot. I'm gonna pause. I'm gonna let Jen give, her thoughts on all of this and and the the way that she thinks that you can navigate these networking circles in an effective way to to connect with people in the most unique way because this aspect is all about networking. This net this aspect is all about growing within the organization and meeting people that you may not know previously. Well, and, you know, that goes back to back to the purposeful is what what are you looking for? What interests you? What topics are you looking for? What are you looking to expand on? And I think that, personally, is why I like it so much. It's not it's not cookie cutter. It's not we're going to produce everything for you, and we're gonna push it down your throats. This is what we want you to learn. Because it's such a community and everyone is contributing, I think it gives everyone the opportunity to find out what they want to to discuss, what they want who they wanna network with as opposed to this is what we think you should learn. This is the only, you know, input that we're gonna give to you or this is the only thing we're gonna throw out there for you because it's so community based and everyone can contribute. I just think it's a great way to to get to know your other agents, but also find your your niches, make lots of very purposeful connections. I've been in real estate twenty five years. When I got my real estate license, we didn't even use the Internet because there there was none for real estate. Right? We had Rolodexes. We had big clunky cell phones. And, you know, so I look at this kind of a back to basics because even though it's Internet based and we have all these great tools to use, you know, the connections that I built over the years, were purposeful. And I think going through Connect two point o, going through your circles, finding people with similar interests, you know, that really just benefits you as opposed to a corporate driven, here's what we think you need to learn, or here's what we're willing to teach you. But this way, it's you're learning from everyone. Yeah. I absolutely love that. We're a little bit over on time, guys. Everyone I everything that you guys have done, your participation, it's really late for some of us. It's let it's less late than for others. If you take anything away from this training, get into LPT Connect. Really work on your bio. Highlight the things that matter the most to you, making sure you hit service areas, designations that you have, and a little bit of that personal flare to and and number one, put a picture in. Right? I think it's gonna help everyone to recognize who you are, but do everything you can to make you to to increase your ability to uniquely everyone. And I challenge everyone. Yeah. One takeaway I would I would take from all of this, and kudos to David, is the bio. The bio and the profile and making that stand out as much as possible. You know, you don't realize how impactful that is with that search bar while people are making connections to put your best face forward. Yeah. List the information. Let people know where to find you. And then use your tokens, guys. Like, you've everyone's got a certain amount of tokens. Go out there and make some connections, whether it be on the hobby front or the business front. But everyone has said all week long, this is a new system, and the the back end team has been crushing it, fixing issues. There's gonna be some there's gonna be some issues. But as, Robert said multiple times, the rest of the executive team, this is an evolution system. This is a system that's constantly evolving. So make the notes of things that you want. Let the peep let everyone know. Get in there, mess around, make some connections. And, also, too, guys, just be really, really excited for where connect two point o is gonna go because I saw where it came from in the beginning. I couldn't be more prouder of the evolution. This new system has been blowing us away, but the networking aspect of this is huge. And from a referral standpoint or just a overall, like, getting to know the people within your organization as this organization continues to grow at a rapid rate, it's a really, really cool tool, guys. So I'm David Lewis in Atlanta. We've got Jen who's coming from you in Phoenix now? Where are you? Right now? Right now, I'm in Tucson, but I I'm normally, I'm in Reno, Nevada. Yeah. Yeah. So we're here to help any way that you can. Find me. I'm the guy in this dumb picture over here. You connect with me. I'd love to talk more, and you can always, we're just here to help, guys. So thank you for spending your was it Tuesday night with us? Tuesday. Alright, guys. Talk to you later. Guys. Talk to you later.