Good morning and welcome to another Real Estate First Friday. You wanna do a quick sound check if you can hear me okay. If you wanna put a thumbs up in the chat, you could hear us okay. Louis, can you test your Test echo, Mike. Can you hear me okay as well? Good morning. Alright. Fantastic. Okay, guys. Welcome. My name is Matthew Hodge, executive vice president here at LPT Realty. I'm joined by my co VP, Lewis Furman, and we have decided to wear the same clothes today. Not just today. It happened on Monday too. So you guys may have not seen, but, Hodge wore the red shirt on Monday for motivational Monday, and I showed up with the red shirt. Matthew Levy wore the red shirt as well, so we were triplets that day. We were we were I'm sure he's wearing the green one today. We haven't seen him today, but He is. He's floating around here somewhere. People always confuse us as twins as it is, brothers or cousins. They think that we're somehow related, and it doesn't help when we wear the very similar clothes. People will call me Lewis and call you Matt. It's, it's pretty funny, actually. But, hey, guys. Excited to be with you this morning. We are doing a business planning workshop today. We're gonna go ahead and bring in Christina Griffin. If you could bring her in for me, Dave. And, actually, you'll probably have to, put sound through your computer over there so we'll be able to hear her. Oh. But hey, Christina. Good morning. How are you? Good morning. Hey. Good. How are you guys? I didn't get the memo on the shirt. Yeah. Well, we didn't get the virtual memo. Look at this. You're, like, in a whole another headquarters over there. It's like That's probably one of the best backgrounds I've seen for these virtual Zoom. We have this whole studio set up, and she's got this virtual one that's just crushing us. Nice. And it's color coded to the shirt. Very nice. Nicely done. It is. LPT blue. I I love it. Yeah. Fantastic. Well, we're excited to be with you today. I know that, we're gonna turn it over to you here in just a second, but wanted to kinda give us some thoughts as we as we start. Maybe a quick recap on twenty twenty four. And so, you know, as we think about what twenty twenty four represents for us in terms of, hey. It's things some things were positive, some things were negative. We can all look in our lives and our business and decide, hey. This function served me well. This action that I did worked out for me. This thing that I did over here didn't work out for me, and I had to wanna tweak it. I wanna recognize it didn't work out well for me so I can eliminate it. And then now that I've got this extra space from this thing that I've eliminated, I wanna pour that energy into one of the things that did serve me well, that did work for me well. And that's really how we refine our business. And you don't have to do it at the start of every year. It seems to be kind of a natural progression just because, hey, it's a start of a new year. It seems like everyone makes goals around this time. It's really something you should be doing more than yearly. But because I know this is a it's a time where people are looking at holistically, hey, this is how my twenty twenty four went or I wanna carry over into twenty twenty five and maybe, you know, double down on and what do I wanna eliminate. I think it's a great reflection point. So Christina's gonna walk us through how to do that today. But before we do that, I wanna kinda get your thoughts, Louis, on on how you kinda scale. So so one thing we always talk about here is, you know, treat your business like a machine. Right? And if you have a machine or a car or a vehicle, whatever the case may be, you have to oil it periodically throughout the year. Right? You can't just, you know, do it once and forget about it. Don't rotate the tires and and and change the oil, etcetera. You know, the same thing goes with our business practices. You know, don't don't fall into the trap where, you know, we put in all this great work during the end of a year and then, you know, just hit the play button and see where the year takes us and not retweak it till the end of the following year. You know, find moments throughout the year where you will periodically, you know, tweak the machine, etcetera. But this is such an amazing time of the year to do that reflection point for, you know, what happened over the last twelve months. You know, where has my business gone? What has worked with my business? You know, through business planning, it really sets the stage to establish what that road map of growth is going to look like. You know? What what are your goals that you're looking to achieve, and how do you ultimately achieve it? And I'll be very transparent. You know, usually, on the twenty sixth of every year, the bulk of my following year business planning kinda gets initiated. You know, I've always made it a habit for the last, like, half a decade to just incorporate that in my processes where Christmas happens twenty six. So we are in that stretch right now where for these next four ish days, there's a massive, you know I would recommend, you know, really take this time to purpose purposefully look at your business and and and figure out where your business needs to head, what hasn't worked, and what you need to incorporate. And I love that we have Christina here today to shed some light on that and with her expertise to, give some, experience here. Yeah. Absolutely. Okay. Well, with that being said go ahead, Christina. I I'm honored to to be invited, so I appreciate you guys. And, please interject whenever you would like because sometimes I I may not take a breath because I I I am, I've been known as a fire hose sometimes when it comes to training, especially in a short amount of time. So make sure to interject whenever you guys would like. So I love that we're all on the same page, that this is, like, that few days in between, the neck the beginning of next year to get started. Yeah. Absolutely. Well, we'll go ahead and turn it over to you. Alright. We're gonna we're gonna power pack this into about twenty five minutes or so. And and just to let you know, we're gonna go over a lot of information. This is gonna be recorded so you can go back. I know, Christina, you've got some takeaways and some homework assignments that people can do. But, again, this will be recorded. So you can go back at any time and rewatch this as we will go through the information pretty quickly so we can fit in that that half hour time frame. So with that being said, I'll turn it over to you. Alright. Thank you so much. Alright, guys. Thank you so much for having me here. I would love everyone to post in the chat, have you done your business plan? Have you even started, or is it work is it a work in progress? I do want to let you know that today, you're gonna get a folder with a ton of resources. You're gonna get a workbook. I completed a workbook that you can print, and you can do the work. So today, it's gonna go fast, but I want you to know that you're gonna be empowered with all the tools necessary to be able to get done what you need to be able to start the business planning, and have everything done before next year starts if you choose. Now is the perfect time to be able to create an administrative block to get started and do the work. So you guys will get the workbook before we're done here today, but I'm going to just do a screen share and walk through the principles of it, and you're gonna have all the resources necessary. So please know, again, you're gonna get the workbook. Gracie, let's go ahead and drop just the workbook in the chat for the agents, and then we'll have the whole folder when we're done here today. So let's go ahead and get started. My name is Christina Griffin. Background, training, coaching. I'm a, vice president with LPT. Currently, I also oversee LPT plus. Coaching, training, education is a very big, background of mine. I have taught twenty thousand plus agents, personally have done over five thousand plus transactions. So anything I'm gonna teach and coach you to here today are principles that I've applied and done myself. So, again, thank you, everybody. Today, we're going to create, and we're going to focus on creating and designing a business and life you're going to love. This is not about working harder. I I'm not telling you I want you to work sixty hours a week. It's about working smarter and more more intentionally. You'll leave this session with clear understanding of where you are today, where you want to go, and the specific steps you need to take to get there. So I want you and and this may be hard right after Christmas, because I don't know about you guys, I've got kids and grandbabies and everything, and I'm still exhausted from Christmas, right? So I want you to imagine the life you want, your ideal lifestyle, your dream business, and the balance you desire. The vision will be the foundation of your plan today. And again, you're going to have the resources that you can go and do the work to be able to get you there. Change is the key to growth. To create new results, you need to evaluate your current habits and routines. So I want you to ask yourself, before we get started, are my daily actions aligned with my goals? If not, what adjustments do I need to make? K? So let's go ahead and do a screen share. Give me one second, and we're gonna get started. Hey. Alright. So business planning, twenty twenty five. I want you to assess where you are today. You need several hours. I'm gonna recommend going to your favorite place, printing the workbook and all the resources, getting in your happy place, turning off your phone, and doing the work to go through, and do what you need to be able to analyze where you are today. Before you're planning where you want to go, you need to understand currently where you are. You need to analyze your numbers. How many transactions did I close in twenty twenty four? I closed fifteen transactions. I closed a hundred transactions, whatever that is. What was my gross commission? So your gross GCI, it was a hundred and twenty thousand as an example. Don't worry. I'm gonna give you tons of examples because some of you have never completed a business plan or it's been years since you've done one. How many leads did I generate, and what was my conversion rate? So an example, I generated one hundred leads and converted fifteen of them. That's a fifteen percent conversion rate. Many of you are not tracking this. It's very important to track this so at the end of every month, you can reassess what you're spending your money on. Evaluate your activities. How much time am I spending on lead generation? I spend five hours, but I wanna do ten. We should all be doing ten on a minimum. Two hours a day is is my recommendations. Or if you're gonna work a shorter week, you can do four days, and you you block, a the time frame within that four days. What lead sources bring me the best results? Referrals and social media, as an example. It could be LPT plus prospecting leads. It could be our our luxury, preferred network. Wherever the lead sources are that bring you the best results, Again, this is a reflection on what happened in twenty twenty four. How you determine that is you look at everything you closed, and you need to be able to track back where that lead came from. I met them at church, and it was because I was sitting in the coffee shop with my computer. Like, it you really have to track every single lead and every conversion because that's gonna allow you to create the best plan possible for twenty twenty five. K. Let me check the chat real quick. Okay. Perfect. Alright. So I want you to think and identify your challenges and strengths. So what's stopping me from achieving my goals? A lot of time we have to put a mirror up to our face, and we have to look what is stopping us. I sleep in, I stay up too late, I maybe I eat food that, makes me feel miserable during the week. I've lost eighty pounds in about seven and a half months, somewhere around there, because I did the work every day and decided it was time to make a change. You guys can do absolutely anything, but you have to look in a mirror, and you have to decide what's stopping me. Inconsistent follow-up. Lack of a clear schedule. How many of you, and and you guys know who you are without me calling you out, is going to say to yourself, I don't follow a schedule. I don't follow my time blocks. I don't lead generate. I'm not really great at my CRM and my follow-up. So what's stopping you? What am I great at, and how can I leverage that? I'm great at building relationships. I can focus more on referrals. I love teaching and training. I can go to my local b and I, and I can, the my teaching and sharing and training, I can give back in my community. There are so many different superpowers that we're great at. I want you to think what you're great at and how can you leverage it. K? Let me go ahead and look in the chat, make sure. Alright, guys. So we're gonna dive into because we have a very short amount of time. And again, don't worry, you've got a workbook that's gonna guide you through all of this business planning form. I'm gonna actually go to the actual live document you're gonna get access to. So this says a business planning form. So our first step is we need to look at where we work, twenty twenty four, what we did, what what our superpowers are, what we need to change. And this is my most important and favorite part of getting clarity on where we need to go. Don't worry. You're gonna have a live document. You need to download this document. This document needs to be uploaded into your own Google Drive. This is not an editable document. It will be when you download. You go to file, and you're gonna hit download Microsoft Excel. This is the most important. K? You need to put all your personal expenses. House payment, food, lodging, and again, you need to know what this is. So if you don't know what this is, this is after you reflect where you were in twenty twenty four, you need to put all of your expenses down. If you don't need know your tax rate, this is the time that you need to call your accountant and find out what your tax rate is. So this is just an example of expenses that go in the form for personal expenses. Then you're gonna put your business expenses. Now I did just an estimate if you're on a fifteen thousand dollar cap that you're gonna have it paid in twelve months. Again, many of you are going to cap quicker, so I put twelve hundred and fifty dollars. Depending on how many transactions you need to add your transaction fees. I estimated salary, lead generation. Now if you have an office, you're gonna put occupancy, what that costs, any technology. So if you are, on your CRM, maybe you have an additional added, expense, or you have additional technology, you put it there. Education and coaching. I put what LPT plus call is is costing. And, any additional coaching or if you're part of our luxury preferred network, you put that there. And again, this is the monthly expense. Supplies and equipment, auto, furnishings, and insurance. Some of you may have additional insurance that you pay for for your business. This is monthly. K? I'm gonna show you why this is so important. You're gonna put your average commission. I just put six thousand dollars to to not overcomplicate it. So six thousand dollars. Then based upon your personal and your business expenses, you've gotta close thirty six transactions. So it keeps it simple, and it allows you to see exactly why and what you need to do and and what that number is based upon your life that you wanna live. Now here is another important. I need to have what where do I spend my profit? Some of you may need a new car. You can see here I put trip to the Philippines because I would like to go next year to visit our amazing virtual team. College fund, new car, vacations, charity, whatever that looks like for you on a monthly basis. So, again, it is important to be able to know this because it's gonna give you clarity on exactly what transactions you need to do and what transactions you need to accomplish to live the life that you would like to live. Now there's instructions in this particular plan. There's a format here. You put your unit goal. You put how many sellers and buyers, how many weeks you want to work, and it will calculate exactly where you need to be. Now the beautiful thing is maybe you don't know a lot of this. This right here will calculate based upon you putting here your average commission and filling out this form. Again, I know we don't have a lot lot of time here together. I wanted to provide you the necessary tools that was going to allow you to be able to calculate exactly what you need to live the life you would like to live. So you're gonna put your your personal, your business, your lifestyle goals, and then it will calculate your annual income and your annual target. Now here's a big thing I want you to understand. Once we see where we were and then we see what we need to make to be able to accomplish the life we wanna live, we're we're gonna understand the power of change. Achieving new results requires a new approach. Reflecting on your current habits and routines is the first step towards creating meaningful change in your business and life. So this is something I want you to hear, and I like to lead by example. I'd say probably a few years ago, I was getting up around seven o'clock at night. I was going to bed late. I was personally over three hundred plus pounds, and I decided to make the changes needed. As a coach and a trainer and and in leadership, I wanted to lead by example. We lead our homes, we lead our lives, we lead our families. Every one of you is going to have a choice to make if you're going to make changes. It doesn't have to happen overnight. If you're getting up at six thirty, it could be fifteen minutes early every single week to complete the routine you need. I get up at four fifteen every morning without my alarm going off. What habits or routines are helping me grow, and which ones are holding me back? So I spend too much time on admin tasks instead of prospecting. Imagine, I know a lot of you, hey. It takes me more time to figure out who I need to call than actually picking up the phone and making the phone calls. What's my motivation for making a change? That's why I like to go through the form when it comes to your business expenses and your personal expenses and what you wanna save for and what you want to do because that's really, really great motivation to keep on the wall. I would recommend printing it and putting it in front of you every day. So I wanna create a consistent income so I can spend more time with my family. So I want you to create a vision for your future. Here's just some examples. And don't worry, guys. I'm gonna give you a ton of examples. And I know we have about seven minutes left, but I'm gonna show you exactly the tools that you're gonna get today to be able to walk away and and start business planning. Now that you've assessed your current situation, I want you to think about what you want your ideal life and business to look like in the next twelve months. So here's just some examples. Spend evenings with my family. Take two vacations a year. Save ten thousand dollars for emergencies. That's so important. I'm in Florida. There's so many families that are struggling right now due to the hurricanes. Professional life goals. Close thirty transactions, earn two hundred in GCI, and work forty hours a week. How many of you are burnt out and you feel like you work too much? So having that life goal of I wanna work forty hours a week, but I wanna achieve the income I need to take care of my family, it will give you clarity. I I like less legacy goals. Everyone's legacy is gonna be different. I love volunteering, serving back, helping provide for my family and my grandkids and and pouring into agents like yourself. Your legacy goal could be as simple as being known in my community as a trusted advisor and help ten first time homebuyers achieve their dream goals. K? Let's keep going. Now I want you to break it down into daily actions. So you're gonna create a plan for consistent action. This is so important. A lot of us get tripped up because we don't have a plan. So we need a time that we're gonna get the business planning done, but you need an administrative block that every single week I'm gonna recommend when you don't have any, distractions. I personally still get up early every morning seven days a week, it's a habit, so I do it on the weekends when my family sleep sleeps in during the weekend. So we all need that time to be able to plan. So example, if one in ten generates a lead, you need five leads per week. You need to make ten calls per day. Many of you, it's gonna need to be forty or fifty calls, or it's going to need to be maybe forty or fifty doors that you drop. You need follow-up. So important. So, here's just an example. In an hour a day, I'm going to follow-up with my warm leads. And then the high impact activities. Host one open house and post three times a week on social media. If we take it and we create task, it will allow us when maybe we're having a bad week or we're having a distraction to stay focused on what is in front of you instead of get derailed into other things that are not helping you move your goals forward. Prospecting and follow-up. So here's just an example of just a simple schedule. Now I want you to track progress. It is so important. You should know at the end of the week, in the end of the month, and and quarterly and yearly, I called this many people. I dropped this many doors. And how do you track progress? It should be a daily habit that you are reconciling weekly and monthly. If you expect it of your staff, if you've got staff to be able to tell you what they're doing, imagine if you treated this that way. And you knew that twenty twenty four, I door dropped two thousand homes, I mailed five thousand homes, I called TCPA compliant this many, phone numbers and created this many nurtures. It will be very, very important for you to stay on top of what's working by tracking progress. What changes will you make if you fall behind? And I want you to stay accountable, and I want you to celebrate wins. Staying accountable is so important. I'm gonna give you a few examples of accountability. I do it personal and professional in just a second. So who will hold you accountable? It could be a coach, a partner, I would highly recommend you find a role play partner and you guys hold each other accountable. And the most important that I love is how we celebrate your milestones and progress. Treat yourself to dinner, whatever that looks like, we have to have a reward on why we're doing what we do every single day, because there's gonna be days we don't want to do what we need to do to accomplish those goals that we already put down in paper that we have to do to take care of our family. K? Now I'm gonna go because we don't have a lot of time left, I'm gonna go and show you some of the resources I created for you here today. Let me make sure. Alright, guys. So here is a folder. It's gonna be dropped in the chat, and I'm gonna explain to you what the folder is because I wanna empower you with the tools that are necessary to be able to accomplish exactly what you need. So we have a business planning guide we created. So hopefully, this gets your wheels spinning and helps you create some clarity on the things that you need to do. I want you to print this. Print it black and white, whatever, whatever is gonna work for you, but print it and do the work. So what habits and routines? I have examples here for you because a lot of you have never completed a business plan or you've never done it in the format that I'm showing you here today. So you're gonna go through the journey on focus areas of success, then optimizing your energy. I why am I putting, in here things that have to do with personal? Because if you don't take care of you, you're not gonna be able to take care of the business and everyone else. So it could be as simple as going for short walk breaks while you return your calls and getting off of Zoom sometimes. So, again, go through the journey here. There is examples in everything from managing your finances to completing your twenty twenty four on exactly what we just went to that you have to look and see where you were to be able to determine where you need to be. So again, do the work because it's gonna really help you go through the process. So again, here's a workbook for you, but here's what I I wanna share with you. I gave you two ways to track. I personally do something called the time box method. So every single day in at on on the weekend, I will create this for every single day of the week to be able to, a stay on top of the things that are needed, in addition to a Google Calendar and an Outlook calendar. So everyone's gonna have different, but I shared with you my personal. A lot of you have, you struggle around daily habits and tracking your calls, so I put a tracking sheet in here for you. I put a example on what the time box method is. But here in addition to the the, Excel sheet but here's what I wanna show you. I have two different versions based upon how you think. Right? Some of you need a little bit more explanation. I have two different, examples on how to fill out the business plan. So, again, some of you may have never done it. So I wanted to create it, to give you an example. So you may, maybe you're struggling with, hey. I understand I need to change, but what do you mean by changing my habits? So I gave you two examples. From mastering your mindset to, optimizing your energy and then maximizing your time. I even broke down how to create a daily focus list using the time box method. So business plan examples. So, again, based upon you and what you need, you may already know what you need to fill out. But if you need some inspiration, I wanted to make sure to give you the tools necessary. Now some of you may need a little bit of additional inspiration, so I also did it in a format that also puts some steps for you in case you need to be able to get steps to create what's needed. So, again, I hope this is helpful because I wanted you to walk away because we had a short amount of time here today with the tools needed. Two more things I wanna show you. I personally follow the twelve week year. So Louis and Matt, they talked about reassessing your goals and staying on top of them and, you know, we create and we do the work, but we have to completely we have to reassess. I personally follow the twelve week year. It is too undetailed, and and but I I'm sure we will in the coming year do maybe a workshop or maybe we can re read this book together, but this is my favorite. I take the business plan, and then I follow the twelve week year. So this is gonna give you how I follow it. So after you do your business plan, if you want to be able to break it down into more, it it allows you to take what you did and break it down into more steps, and you reassess weekly, monthly, and quarterly your goals so you stay on top of them. And I put in here, again, things that I do, books that I read, examples of, like, I'll give you an example. If you want to exercise, and again that's a form of accountability, I added a few things I do. I'm doing something called step bet, where my gym does it, and you can join any like, multiple twenty five dollars, it's an eighteen hundred dollar pot, and I have to hit a certain amount of steps using the app every single day or they kick you out. I go to burn boot camp, MyFitnessPal, I track all of my food. So I I gave you some things that I wanted to inspire you. Some of you want to master your mindset, and you've never journaled before, so I gave you the questions that I use to be able to complete a journal every single morning. So, again, these are the tools that will help empower you with exactly what you need to be able to do the work. So print everything and and do the work and spend a few hours doing the work to create clarity so you have a complete plan. And, again, if you need inspiration, I have examples for you that you can modify to your business plan. I hope this was inspiring. I, thirty minutes, I'm good, but it that that's like drinking from a fire hose on on every level. So, guys, I hope you were inspired to be able to create the tools. I do coach and train twice a week, with LPT plus, So if you're feeling like you need more coaching and training, I that that's where you'll find me, and I know I'll be doing quite a bit, inside connect and all of the biz gen circles, and, you know, things like that. So, Lewis and Matt, hopefully, we'll Fantastic. Well, so what thank you so much. You went through so much information quickly. And so I know with the limited amount of time, I know most of the time you've got a longer period of time to explain all this, and I think you did a really great job of packing up so much information into a short period of time. And, again, as you said, you are accessible, you know, twice a week through, the LPT plus training. So if you find this type of coaching, you know, valuable, maybe this is something that you make an investment in in in going into twenty twenty five. If this is type of thought processes like, hey. You know what? I'm good with interacting with customers. I'm great with negotiating. I've got all those things, but I've got some gaps in how I plan my time or how I stick to my schedule. We all have something like that. And it always takes, you know, either a coworker or a coach or some type of plan in order for you to stay really focused on it because there's so many distractions throughout the year and throughout the week and, you know, just just on a deal. You know? The deal's going smoothly. Next thing you know, you're you know, a house burns down here, you know, in a completely different direction, not really focusing on your highest and best use of time. Not to say that getting your that that deal premium finish, but, you know, it's definitely a thing. Right? Like, we're so used to just focusing on the things that we love to do. And it's always the the hard things, the things that we don't like to do are the things that we oftentimes tend to ignore. Right. And then you throw in there the element of all the spontaneity that can happen inside of our business. Right? Inspection issues, appraisal issues. If you get into a rhythm where you're productive as an agent, you know, you're gonna have these things arising at any given time, and it's gonna be very hard for you to stay focused on that plan. But that's why you just have to do it. Like, you have to carve out the plan. You have to have that purposeful and organized plan in front of you for you to go down the list, check off the boxes. And Christina did such an amazing job today organizing that road map for us. Right? It it really starts there with that level of organization. Strongly encourage you guys. I know there was a lot of information that kind of flowed through today. Like, rewatch, you know, the footage here today. You know, use this as a good, you know, foundation for if you've never done a business plan before, now's the time to do it. Strongly encourage you're in that time of the year where it's such an important way to do it. I love how Christina mentioned, you know, treating it as a twelve week year. Very interesting, you know, to look at it that way. For others, we treat we we we call it quarterly. Right? I think that's another way to say quarterly. It's a fancy way to say quarterly, we shall say. Yeah. I agree. I love it. But, yeah, I mean, always, you know, make sure you're reevaluate reevaluating your business frequently, guys. It's such an important concept as entrepreneurs. Yeah. Absolutely. Alright, guys. Well, we'll go ahead, and end it here. Again, reach out to Christina. She's left some homework inside of the chat for you, and it was posted for you to download those things. If you'd like to, again, have more of this type of information, consider, OPT plus. You'll have access to Christina and her coaching twice per week, and I know Robert jumps on that, periodically as well too. So, if I want to end your go ahead. Three seconds? Guys, this is a lot of information. I want you to print the business planning worksheet and just go through the business plan. Don't be overwhelmed. I wanted to create it in the format with the examples that you can print it and do the work. Take that time, create clarity in this next four or five days before the new year starts. Just get really clear on what you want. And, if you guys need anything, let me know. Let us know. Yeah. That's that's fantastic. And, you know, one thing I'll kinda end us with is that, it's easy at the beginning of the year to feel really motivated towards your new goal, and that motivation can push you to have an extra amount of energy or extra amount of effort towards something. And then as that motivation wanes off, you know, life starts to happen again, so does sometimes the efforts associated with that additional motivation. And so the one thing that I would really encourage you to think about is how can you feel really motivated about being consistent on something instead of being motivated about doing, like, a result. And that's really what will help you stay consistent because consistency is what you need to really make anything take hold. If you do it just on how you feel in the very beginning, hey. I'm doing because I'm excited. It's brand new. I wanna go ahead. Like, that's not gonna last very long, but you have to bake into the thought of consistency. You know, we've talked about this before. You know, sometimes on motivational Monday or real estate first Friday, we're not necessarily always motivated just like everyone else. We've got life and you get tired and you've got a ton of things on your plane and you're pulled in a different direction. You know, it's difficult to stay consistent with it. But I will tell you, after a while, after you've kinda broken through that mold, it does become just part of who you are. Yeah. And that's when you hear people say, oh, you gotta become the best version of yourself, and they they talk about that concept in so many different ways. It's really just staying consistent long enough to where it's just part of who you are. It's not taking additional energy from you. And that's when you yourself as an entrepreneur will start to grow, and then everything around that you point that at will start to grow as well. And then one thing one thing too is, like, find that one thing that's outside of business that will remotivate you. That's right. Figure that out. Like, figure out what that looks like, whether it's going to the gym, going for a jog, going for a walk, you know, go whatever the case may be. Right? Everyone has their own personality traits, but find that one thing when you are, you know, in a motivated state to stipulate what that motivating thing is. Because when that, you know, difficult time happens, when the walls feel like they're shrinking in on you and you need that piece of motivation that's outside of work, that's more in your, you know, life side of the equation, like, incorporate that. Yeah. You know? And and just do it. You know? Go out there and go for that jog. You know? Make your way to the gym or or do what just reignites that because it makes you feel better once you're once you're in that better state. So, So, like, it's it's important to understand what that is. It's gonna look different for everyone. Know how to refuel yourself. That is that is a hundred percent the the thought process as well. One one percent better every day. It doesn't happen overnight. So I agree. Thank you guys for having me. I appreciate it so much. Thank you so much. Alright, guys. Well, we will see you for motivational Monday. Robert Palmer, founder and CEO, will be back for motivational Monday. We'll be walking you through a road map of what we'll be doing for twenty twenty five, some exciting new things that we have coming out. And, of course, we'll continue to, be here to support, your efforts as in your entrepreneur journey. So have a fantastic weekend, and a safe, happy New Year. See you guys.