Good morning, and welcome to another Motivational Monday. My name is Matthew Hodge, executive vice president here at LPT Realty, and I'm joining you from Lake Mary, Florida. I'm gonna bring in Robert Palmer, founder and CEO, who is joining us from Yellowstone Club in Montana. Hey, brother. How are you? I am doing fantastic. How are you, Matt? I'm finally feeling, like, almost a hundred percent. It's been, like, this long whatever I caught was terrible. Terrible. I know it, man. It was going through, going through our neighborhood pretty heavily, man. Our, my neighbor's kids both went down. I think Louis Fuhrman's both kids got sick. It's been definitely going around. So happy that, you're feeling better and that everyone is, working their way through it. But it is definitely the the ickies are going around, man. I I feel like my year is, like, officially starting right now. Like, I finally got to welcome myself to twenty twenty five because the last couple weeks have just been terrible, miserable. But, hey, let's take a look. I got I got eleven months to do what should've taken twelve. We're gonna catch up and make it all happen. Yeah. That's a very LPT thing to say. Well, cool. Alright. Well, let's go ahead and jump right in. Real quick. I know, you're a football fan last night. Chiefs one. I know Mahomes is somewhere in your vicinity there, in Yellowstone Club. I know he owns a home there. So, what's that like, man? Are you, you excited to see them go to the Super Bowl for the third time in a row? You gotta understand, man. Jill's grandmother is a diehard Bills fan. So Uh-huh. I'm I'm going to the Super Bowl again this year for work. You know, it's become like this place where real estate CEOs now gather thanks to Andy Florence. But, Jill and her grandma were gonna go with me if the Bills won last night, and they did not. So I'm definitely rooting for the Bills last night. You know, I would love to take Jill's grandmother to a Super Bowl. And the bill I'd love for I mean, it's gotta be the Bills. Right? So yeah, man. But, that's okay. I'm I'm gonna be an Eagles fan, I guess, on on Super Bowls. Alright. That is cool. Alright. Well, hopefully, you don't run into, Patrick while you're there. You didn't find this video. But cool. Alright, man. Well, let's go ahead and jump right in. I know that you look a little more shaven this this week. Rates seem to have been somewhat cooperating over the last couple of weeks or so, which is nice. While we're not seeing any meaningful direction, you know, moving in in either direction, it looks like we've got just a little bit of a slight. So walk us through kinda what's happening there and maybe what we can expect, for the short term. Yeah. So we, you know, we we went from rates were bad, and then they went to terrible, and now they've gone back to bad. So which is an improvement. Right? And so at the end of the day, like, we've seen we rise and fall with the trends. Like, it really doesn't matter are they here, are they here, which way are they going? Because when they're going up, buyers freak out. You know, your home buyer, they get a preapproval letter, they talk to your trusted lender partner, and they're told one rate, and then it's like four weeks later they get a house under contract and they go to lock and now it is a worse rate. Like that's that is our worst case scenario as an industry because now people get frustrated, they may back out of that contract, maybe they don't qualify for that contract anymore. And we just did all this hard work and the rates just killed our deal which is terrible. Right now we're going the other way. So your home buyers who got preapproved maybe a month ago, they got told a really terrible rate and they were still like, you know what? I'm in. I still wanna buy this house. I believe in the power of homeownership. I know that I can lock in today's price now and my payment can't get any worse. Thanks to my fixed rate mortgage, it can only get better if I choose to refinance in the future. And then voila, you get a house under contract and guess what? That home buyer says wait a minute, this is better than what I was quoted. This is a lower payment than what I was quoted. So this is a a good time for us. So again, rates are bad, but they were terrible. We're hoping we get to good at some point. We're gonna need that to get a good home sales year, under our belts. We've never had one of those here at LPT Realty. You know, if you look at when we started in the market that we grew into, we don't know what it feels like to have five million annualized home sales or six million annualized home sales or seven million annualized home sales like a lot of our immense homes, all of our competitors do. And so we're just out here doing our thing. Right? We're putting in the work. We are we're we're using our power packs and our active home active marketing plans and our seven home buyer strategies and our home buyer workbooks. And we're doing the work and we're getting out in our communities and we're planting those seeds and we know we're gonna win because if we can do this well and be this successful in the worst real estate market in history, they better watch out. I mean, OPT is a force to be reckoned with, and it's because of all of our amazing agents. So I know I sound like a broken record on this. We just have to keep doing the work. We're gonna get the little wins along the way. Rates coming down has been a little win for us. They are not down enough to, like, set the market on fire, but it's no longer the deal killer that it was maybe two or three weeks ago. And I'll tell you, I was nervous, Matt. I mean, when when rates popped up a couple of weeks ago, there was a real chance that that was gonna be the new trend. And I'll tell you, if we have to push against all the headwinds we already have, plus this idea of just, like, constantly increasing interest rates, killing deals along the way, like, it's just it's not a happy place. So I'm very happy that, you know, inflation, continues to be tamed. I mean, again, we're we're one good or bad data report again away from this whole thing shifting. Like, the Fed is very much data dependent right now, and we're just gonna see where we land. But I feel much better both from not being sick and from the current state of mortgage rates than I did a couple of weeks ago. So let's let's take advantage of that. Let's get on the phones. Let's reach out to our sphere. Let's talk to our clients. Let's let them know that if they do reach back out to that trusted mortgage advisor you connected them with, they're gonna get better news today than what they got three or four weeks ago. And this is how we're gonna build momentum into what's probably gonna be another tough year. Hopefully, not as bad as twenty twenty four, but another tough year. Yep. And, you know, it's it's funny that you said that, we've never really experienced a great environment as as we launched LPT because I know what you know, when you originally talked about launching LPT, it was into the storm. And you felt like at that time it was the best time for us to, you know, the the industry would be most ready for for the change. You'd be most paying attention to kind of what was happening. And so, you know, we launched into the storm and so we you're right. We've never gone through a cycle where we've had the boom, you know, in the previous years, like as you said, where all these people pulled their their sales forward because the interest rate in the environment was so conducive for them to do the transaction then. And then we move to this period of time now where as people are putting off the sales because they're like, hey, I have a lower rate. I'm trying to push as much as I can off so that maybe we get to an environment where it's more favorable for me again. And so that is where we were born into. And so excited to see when LPT and what LPT agents do as we're putting in the work and play doing all the seeds and, you know, watering the seeds and and being prepared for that next launch into the into the boom. So excited to see, when that takes place. Yeah. The interesting thing is, you know, I was hoping for a one year storm or a two year storm, you know. So remember, I launched my mortgage company in two thousand seven. So we launched into the great financial crisis, which actually ended up being pretty good for business. You know, mortgage rates came down, agents pivoted and figured out how to do short sales, foreclosures. Like, there was stuff to be done. And if you look, that period of time actually had more home sales than what we have now, for the most part. Because, again, there was a lot of turnover because of the foreclosed. Now it was way worse for consumers. Right? And that's the one beautiful thing about where we are now is the consumer is not feeling any pain. Where if you look at the past kinda housing dips, the consumer bore the brunt of the pain where this time around, we as the industry are getting to bear the brunt of it. But, yeah, we launched into a storm on purpose. I love that. Like, I think if you're gonna build a company and you want that company to be durable, you need to launch it into some turmoil because if if you launch the company in twenty twenty one, you could do nothing wrong. I mean, literally, like there was no like you you could have the worst business model and we saw some of this. We actually saw a lot of this. Those companies are going out of business now. You know, that look at the iBuyers. Look at, you know, some of these guys that were gonna kill real estate agents and put real estate agents out of business, like all this nonsense. All those business models looked brilliant in twenty twenty one, twenty twenty because we were in such a crazy boom. And so, yeah, I wanna build something that's here forever. Like, I wanna build something that's a legacy, you know, that I can I can leave to my kids in a trust that all of our agents who are earning stock and and building their business here at LPT that this is around forever? Not that we see this run up and then we come back down, which is one of the dangers of the cloud brokerage. You know, the right now, the oldest cloud brokerage saw this crazy run up and then now they're shrinking and they're trying to kinda figure out what to do. But anyway, twenty and twenty one, any business model worked. I mean, you coulda just it didn't matter. And so the fact that we launched in twenty two into a bad market and we made it work in twenty two, we made it work in twenty three, we made it work in twenty four, and more than just made it work. I mean, we have crushed it in these terrible years. I mean, we can only do better. And I think that's a really great place for us to be, but I did not expect a three year storm or a four year storm. I was hoping for maybe, like, an eighteen month storm or a twenty four month storm. I would like for us to be coming out of it by now, but it's alright. Look. The the the silver lining. Right? I'm an upside guy. I am definitely a glass is half full guy, not a glass is half empty. The longer it stays bad, the better we are poised for when it gets good. And and I believe this across any businesses. Right? There's less competition, more people are struggling. Like, I I'll tell you one great example right now. A lot of, you know, teams and agents who rely on lead generation, And maybe they're at a brokerage that does not provide the types of tools that we do here. Because, look, man, if you had to go out and buy that power pack and spend three or four hundred dollars, you know, every time you had a listing or, you know, you're you're paying full retail price for that type of stuff, like, there are definitely agents pulling back right now that are not doing that marketing. And so what this does is it creates a land grab. And so the longer we're in this this bust and everybody else is not preparing for the next boom, they're packing it up and giving it away, you know, and then going home. Here at LPT, we are all actively preparing for the next boom. That's what we talk about here on motivation Monday all the time. While you're in the bus, you prepare for the next boom. While you're in the boom, you should be preparing for the next bust. We're clearly in a bus, we are preparing for the next boom. And so there is this land grab happening right now, and I'm seeing it happen. A lot of our agents, a lot of our big teams, they are picking up new territories, they're picking up new lead sources, they're doubling down on new neighborhoods, they're farming new neighborhoods, they're out door knocking in new neighborhoods, they're passing their power packs out new neighborhoods, Maybe they're picking up new lead inventory from realtor dot com or Zillow or they're expanding flex territories or whatever it is. There is a land grab happening right now from the agents and the teams who recognize, hey, I'm winning in the bust. Let me get ready for the boom. And and we as LPT collectively, I think are so well positioned for that to help our agents pick up that territory. And then we know what happens is when the market does turn, that neighborhood that you farmed right now and everybody else was giving up or that new expansion team, expansion market that a team goes into, whatever that is, whatever you're doing in your business to prepare for that next boom that the other guys are not doing, that is why I am so confident that LPT, which is already a rocket ship, is going to go completely nuclear when this market turns around because I see it each and every day. Because of some of the cost we offload from you. Right? Say an agent who went from a fifteen or sixteen thousand dollar cap somewhere else and now they're on a five thousand dollar cap at LPT. That's ten thousand dollars they get to invest in their business. They get to invest in marketing when others don't. They get to invest in branching out into new new neighborhoods. Maybe they're using that to pick up a VA. Maybe they're using that to pick up an assistant. Whatever it is, that's what being in the bust and preparing for the boom is all about. The same thing with our teams. Right? The the cost they're able to offload because of our structure. The cost they're able to offload because, hey, I'm getting all this great listing marketing for free now. I can take those funds and I can shift them somewhere else. I can pick up these new territories. I can expand to new geography because I can ride LPT's rails because we're now a nationwide cloud brokerage. All of these exciting dynamics set us up to go absolutely nuclear as a family when this market turns around. And I can't wait to pop that bottle of champagne when that happens. Until then, we're gonna stay positive. We're gonna keep winning. Right? We're gonna keep doing the things we gotta do. We're gonna keep closing our deals. But there is this inflection point out there in the future, right, up into the right inflection point where we go nuclear. And I can't wait for it. I love it, man. I can see you're definitely feeling better, man. That that energy is back. Before you were, you know, crawling yourself across finish line, but I see you are you are ready to go, man. I'm not missed the Motivation Monday, bro. It didn't matter. Man. I'm like, you know, there were some mornings. I'm telling you I was up, and I'm like, I'm taking cold medicine, and I'm just, like, trying to I'm like, I cannot I am not miss I'm never gonna miss the Motivation Monday. It's my commitment. Yeah. Awesome, man. Awesome. Okay. Well, let's move on to the next topic here. We are going to move on to what is it? Grand Prix? Is that where we're headed now? Yes. We're gonna move on to the Grand Prix. So coming in the month of February, next month, at the end of next month, we have our Grand Prix that was previously our annual conference. That has been moved to October. So you can find more information about that. I won't go through all of that right now. But just to let you know, the February event, which is going to be February twenty eighth through March second we lost you, Hajj. Yeah. Maybe we lost Taj's audio, or at least I did. My back? Can you hear me? My back? I got you back now. Yep. Okay. Oh, must be the graphic. Man, me in the in the audio. Come on, Dave. You're making me look bad here. You might have to explain it. Let's, if we could pull that graphic back up, we'll see if I lose audio. I can hear you all. You can hear it? Okay. Everyone can still hear me if you give me a quick thumbs up. RP, can you still hear me? Those are the tickets. Okay. Perfect. Okay. So if we could put that graphic back up, Dave, here in one second, we'll get that full screen. If you lose you again, I'll just talk over it for you. Oh, there you go. Yeah. Perfect. Okay. So this is the schedule for Grand Prix. It is a single day event. And like we said last year, in our previous years, this was our annual conference that has been moved to October of twenty twenty five. This will be more of an intimate event. So smaller crowd, not replacing the annual conference, but we still do have the event. We wanna be able to put some dynamic speakers in front of you, have some great masterminds. So this will be happening on Friday, February twenty eighth twenty twenty five. You can find more information inside of knowledge base. You can also scan that QR code right there. It will take you to the tickets. Early bird tickets are one fifty. As you see, it will include breakfast. It will include a full throttle conference, which is, what we are naming that single day event, the networking form, and then also a race ticket for two, two race tickets for the, for Friday the twenty eighth, which also includes the Paddock area. Right? Which gives you the ability to be down by the race cars and things like that. Yeah. So great package, significantly reduced price, for our LPT agents due to our partnership with, with the Grand Prix. And so then you can also do weekend tickets. So you can either choose additional days if you'd like to attend either Saturday or Sunday. So the way that the race works is Friday and Saturday are your qualifying days. Sunday is the actual, is the actual race. So you can choose a weekend pass, and you can find that information right here through that QR code, or you can do individual days, whatever your preference was is. But we do have limited tickets available for LPT agents at a heavily reduced cost and wanna make sure that you guys have the opportunity to be there. We and the executive team will be there. We've got some cool events planned. We'll be doing a special real estate first Friday. Robert will be zooming in from Montana, and we'll have some also some special guests there, and some masterminds. So looking forward to the weekend in general, I'm a huge automobile enthusiast. My friends and family, we love going to to races in general. So, I've always loved this event, not only just for the, you know, ability to connect with our agents and learn from each other and things like that, but it is such a cool event. And, we we overgrew it the last couple of years because there's so much pressure on the city already because of the event. And then, you know, funneling a couple thousand LPT agents into an area that, you know, was already had a lot of pressure made it very difficult. And so that's why we ultimately decided to move, to a, I would say, proper convention city. That makes it very convenient for you guys to come in here and, you know, maybe maybe take your family to Disney or whatever you'd like. You can make a whole thing of it. But this is gonna be such a cool event for for our automobile enthusiasts and, real estate agents. So, Robert, anything you'd like to add about the event? There's a couple of things. So one, one of the reasons I really like this event is there's multiple races. It's not just Indy. So like if you look at like the Miami Grand Prix, it's really just it's one class of cars, you know, going on. Here we have like five different races. So every day, somebody's qualifying for the next day's race, somebody else is racing in that day's race, different classes of cars. And a couple years ago, we had the little Miatas out there racing, which is cool. You've got the, like, the Lambos and the GT cars going, then you get into the Indy Lights, and then the big Indy open wheel cars. Just a lot of exciting stuff going on. So So really is a great adventure. Like Matt said, we really we outgrew it. We put too much pressure on the city. The hotels were too expensive. There weren't enough of them. It was a cool idea when we were tiny to have our annual conference at the race. This year, as we announced a couple of weeks ago, we're moving the annual conference to Orlando. So the annual conference will be in Orlando, which is where LPT headquarters is. Saint Pete is a couple hours away. It's on the other coast, of Florida. So again, this is a one day event. If you're local, I'd say definitely check it out. We're gonna be zooming the content out. If you do wanna bring the flight, you know, make a flight and come in because you like the races and wanna do the cars, absolutely go be a part of that LPC camaraderie. But our annual conference will now is now moved to October and it will be in Orlando. Alright. So again, you're not missing the big conference. We're gonna have the bigger conference in a proper conference city where hotels are not crazy expensive and where food isn't too hard to get to. Like, the race really does make it a difficult place for a conference even though it was so much fun to do that with you guys the last couple of years. So if you can make it to us in full throttle, make sure you check that out in St. Pete. That's the single day event we're doing, coming up here, in the next month. And then, we've got our main conference, our annual LPT conference in conference season in October in Orlando. Yep. Definitely looking forward to that. And, you know, it's such such fun events. You know, we're such obviously, one of the things about having cloud based brokerage is that we never really get to have, you know, elbow to elbow time with our agents. And so it's so much fun when we have the opportunity to do that. So looking forward to that event. Robert, we're looking forward to seeing you virtually. I know you'll still be in Montana at that time. And then, of course, our, big event in October of, I was gonna say next year, but later this year. I forget that we're in twenty twenty five. Yeah. We're we are here. Okay. So we are gonna move it along. We are gonna show you real quickly. We're gonna do the the challenge, Robert. We, you know, last week or the week maybe week before that, we had put a total of four questions up on the poll. Our agents voted. You had to answer it within, you know, what we used the randomizer to pick between thirty, forty five, and sixty seconds. Today, we're gonna do it in sixty seconds. But before we get there, I wanna show some people how to actually download the content. So, I know there's been a lot of questions around, hey. Where can I go to find clips or how can I put it on my own social media? I know that I saw a couple people do that over the weekend. Robert, you were tagged in a few and you reshared them on your social as promised. So, that was super cool. But let me walk you through real quick how to find. We lost you again on the audio, Hodge. Killing me, man. Killing me, bro. Killing me. Alright. Let's let's get this going here. Alright. So on main stage, we are going to let's let's see if we can put it up and meet keep audio. Jeez. Alright. Let me know when you're ready here. Come on. Come on. Alright. So anyways, while he's figuring that, I'm gonna walk you through it. So, can you still hear me? We got you. Can you okay. Perfect. Okay. So on main stage, on the left hand slide, you're gonna click articles. Once you select articles, if you go to the next slide, Dave, it's going to take you to this page. This is the articles page. This top page or this top link right here, which we're gonna try to have it pinned each week to the top, once you select this pin hit that, Dave. It's going to take you to this page. The very first video that you will see will be the entire replay of Motivational Monday should you choose to watch it. You can see it in a couple of different places, but that's the first video that you see. But if you scroll down, if you hit the, next slide, Dave. You'll see, the clips are available right here. It will give you a quick summary of what it is and then you'll see the download button and that gives the ability to actually download the video should you wanna have it in your own use or you wanna share it on social media or whatever you'd like to do with it, play at your team meetings, however you choose to do it. So you do have the ability to do that. These are clips. These are made available each week. I believe they come out on Tuesday, so the day after motivational Monday. So that is available for you. We will continue to chop those up for you and make those available for your use. Again, for you to either, you know, download and and, you know, absorb in small bites or use on your social media to simulate your sphere. And again, I saw a couple of people tag RP inside of that and you had an opportunity to reshare that and so that's super cool. Great way to stimulate your sphere. So with that being said, we are then going to move on to our challenge. Was there anything you wanted to say about that, download section real quick, Robert? Yeah. You guys can do whatever you want with those. Right? Download them, edit them, mix yourself into them, put graphics on them, really, they're there for you to use. We do not put the entire clip downloadable because there are parts of motivation Monday that we don't necessarily want shared out, and so that's why we had it broken up this way. Some weeks, probably eighty five or ninety percent of everything we talk about makes it into the clips. And so if you stick those clips together, you have pretty much everything you would need. But again, there are certain things I talk about on Motivation Monday that are for the brokerage. And so that's part of why we did it this way. As you can you can always watch it. If you're inside a connect, our agents can watch it as many times as they want. But the pieces that we kinda deemed okay for public consumption to put out there that anybody can watch and see, that's the clips. And again, most weeks that's gonna be eighty or ninety percent. It may take out, you know, Hodge not having audio, you know, it may take out a couple of things like that, which aren't really necessary to be shared on social media, but we feel like we're giving you guys the bulk of the meat of the episodes in there. And then, yeah, take them, string them together, edit them, do whatever you want with them, have fun. They're there for you to use, to share with your consumers. You know, if I'm talking about mortgage rates or whatever, you can cut those in a way to share with consumers. You can cut it up to share with other agents. Really again, you're free to use those downloadable clips however you would like. Got some awesome. Okay. Alright. So we are gonna get into your challenge. I'm gonna pull up here in just a second. I'm gonna put the poll. If you remember, last week we had four questions. I eliminated the one that we had from last week. We're gonna go with the three that were left. If you want to, have your question featured inside of here, we decide these on real estate first Friday each week. So we'll ask that group of people who are on that call what questions they have. We then kinda put that together and that's becomes what, feeds this challenge. So if you're interested in doing it and being a part of that process, make sure you attend Real Estate First Fridays, and we will make sure that your question is put up. Alright. So with that being said, let's go ahead and put up the poll for your question. This was what was voted on. Here's what you are going to answer in sixty seconds or less. So we've got a door knocking script, what to say when you knock on the door, creative ways to use the LPT box, overcoming objections of the past pain, Is my house going to be worth less now as soon as I purchase it? So that's similar to, like, what we saw when people thought we were in a bust. Hey. The houses are immediately gonna plummet. So those are your questions. Let's give you guys just another couple seconds to answer. We got it. What you want to do so far? And we will we will cut it off around seven, eight, nine hundred volts. We'll we'll see where we land. We got one kind of and wait, Robert, can you see the pole as it's going? Oh, you're muted. I I cannot see the poll. I know. I I Okay. Us. I can't see the poll. Alright. Perfect. Okay. Well, you're gonna see here in a second once we display the results. We'll give it ten more seconds, and then we will display the results. And then, Robert, you will have sixty seconds to answer whichever one comes up. And so we will see where it lands. Alright. So if we are good, Dave, if you could end the poll and display the results, where do we land? Alright. So we have creative ways to use the box. That is the best, that is the highest one. Okay. So creative ways to use the box. So you'll have to explain that within sixty seconds. I'll give you just another couple of minutes or so to to kinda gather your thoughts. I know you're probably all ready for this since you're the architect of it. You're already good. So we'll get the timer up. Okay. Alright. There are three primary purposes for the listing power tools box. Alright. We are going to show up like no one else and wow our seller. Alright. We are going to wow the neighbors and show them how we work when we market a house, and we're going to attract buyer and seller leads from the people who actually respond. So how do we do this? Why do we have all these different pieces? Hey, mister and missus seller, when you hire me to sell your house, your house is gonna be my business card for the next thirty, forty five, sixty days. Let me show you what that looks like. I'm gonna canvas your neighborhood with door hangers and flyers and maps and all this amazing stuff that has your house on it, not just my face. We call that unselfish marketing. You see a lot of real estate agent marketing only has their face on it. I'm putting your house front and center because selling your house is my priority. I'm gonna display this box at open houses. I'm gonna take this box to local events. I'm gonna take it to fairs. I'm gonna take it to to, local garage sales in neighborhoods. I'm gonna do anything I can to show that box to you. I'm gonna show it to sixty people to get them excited about selling houses, and I'm gonna generate my own buyer leads by keeping people off of the portals through text capture technology. Nice. You still made it. He's I thought I was like, man, he's definitely going over. Awesome job, man. Awesome job. So I love that you called it out. You know, one thing that we always talk about is pick one or two things from the box that really are gonna resonate with that seller and talk about how it's how it's used. Because they may see it all, it's overwhelming, it's great, and they can see proof of performance. Hey, they're gonna go do these things, but you're gonna have tie it to those actions. And I think that you did a really nice job of saying, hey. I'm gonna take it to this. I'm gonna take it to, you know, where I go, where I frequent. Maybe I it's my kids' soccer game or it's, you know, activities at church or wherever it is. You're creating exposure that doesn't typically exist. You're not just throwing inside the MLS. So I love that piece of it there. And I love that you just call out one or two different things that you're gonna say, hey. This is what makes me different. It's about putting your property first, not about me. I'm putting your success over mine. And through that process, we become successful together. So really nice job there. Really nice. Yeah. Well Would you like to expand a little deeper on it? So a couple additional little tips there. One, whatever item you hate the most and you think is the most worthless, put that item out first. Right? I see this all the time. People like, oh, Robert, can I get the box? I don't want the door hangers. I don't use door hangers. I don't want the business card. I'm not gonna use a business card. Here's what I will challenge you to do. Whatever piece you hate the most, whatever piece you think is the dumbest, whatever piece you think I was an idiot for designing, that is the piece I want you to lean into the most. Why is that so impactful? Because it moves you out of your comfort zone. The things you are doing today, the things you love to do. Right? I love postcards. I love this. I hate door hangers. I hate the business card. Whatever. If you embrace something that you hate, if you embrace something that you have never used before, you will see something new in your business, right? What's the definition of insanity? Doing the same thing over and over again and expecting a different result. If you came to LPT and say, you know what? This box is cool or whatever, but I only want the couple of pieces that I've always used. Well, that's the same thing you've always done. If you want to expand your business, if you wanna break into new horizons, if you wanna connect with new buyers and sellers, maybe the person who doesn't resonate with that piece that you love so much because guess what? You are not your customer. You are an expert. You are someone in this business who understands the ins and outs in a way that the average home buyer and home seller do not. So every agent I've ever challenged to do this has come back and be like, man, you were right. That was a great idea. Take the piece you hate the most and embrace it. Spend the time on it. Figure it out. If you can't use the door hangers because it's a no soliciting neighborhood, take a pair of scissors, cut the top off and now you have another flyer. Go figure out somewhere to put it. If you don't wanna pass out the business cards, ask the seller to do it. Hey, mister seller, can you help me? Your house is on here. They'll pass out a business card with their house on it more than they will your business card without their house on it. I promise you that. Challenge yourself to figure out how to empty the box by starting with the piece you think is the dumbest. And I promise you, you will start to see different results in your business after consistently embracing that because it will open you up to a whole new dynamic. And for those of you who think print is dumb, right, like, oh, print is dumb. This stuff is so outdated. I promise you it is not. That means the whole box is the thing you hate the most, so just go empty it. And if you empty that box on three or four listings, you will come back on here and you'll be like, wow, I got the neighbor across the street. I got the FSBO down the road. I picked up a buyer off of a text capture. Now this is not like, oh, I put out one door hanger. I didn't get a deal. This doesn't work. Right? One box does not guarantee one deal. Activity does. Getting out there again and again, consistency of activity, and you will get deals. I promise you, there are so many agents who can attribute an extra three, four, five deals a year to just embracing the print collateral in the power pack and think about what that can do for your business. And we're paying for all the printing costs. All you have to do is cover shipping. There is no excuse to not be embracing that tool and emptying the box. And, again, the best way to get started is start with the piece you hate. Eat the frog, overcome it, and start to win. Awesome, man. Awesome. Well, we appreciate this, man. There's not too many CEOs who I know go on the spot live each week, you know, not only talking about the market, but, you know, doing script practicing, which people hate to do. If you think it's hard to do it, you know, with one other person, try doing it on a Zoom with thousands of people. It's, so I we appreciate you, leading the way for us, man. And, any final words for, for this week? I saw a couple of things like, what do I do if I don't have a listing? Okay. There are boxes that don't require listings. We have a box that highlights the active marketing plan. A box that highlights the seven home buyer strategy. Right? We built these tools so you have more opportunities. You can hold an open house on somebody else's listing and you can buy an open house box. Right? We have a lot of agents who share open houses in the Facebook group. There's a way to share them right inside of connect. Alright. And so get an open house box and then go paper the neighborhood the week of your open house. You will have your most successful open houses ever if you take the time to use the tools. Right. We had an agent. I saw this posted in, on social this weekend. They did an open house. They bought the LPT open house direct mail the week before. So everybody in the neighborhood got a postcard telling them about the open house. They bought the open house box. They went around door to door with the door hangers having conversations. People actually said, oh, hey. I got your postcard. I knew your open house was happening. Imagine that. We have an LPT digital marketing campaign that will target the people in the neighborhood with digital ads telling them about the open house. All the tools are there. You just have to embrace them and use it and there are so many different ways to win. And honestly, one of the biggest problems we have is just getting the information out there. You know, we have so many agents now and while all the information lives in connect two point o and the search bar is there and you can play around and try to figure it out, we still have this barrier of just helping empower all of our agents what we have. You know, we have so much amazing stuff here at LPT that it's hard to get everybody in line with what's going on and and help everybody see the different tools that we have. And so, again, that's a big part of motivation Monday. It's one of the things we're gonna be focused on this year is talking more about the tools, highlighting more of those successes with the tools. We know this stuff works, you know. I didn't build this stuff in a vacuum. Right? I built this stuff using marketing techniques that I had used to create a lot of wealth for myself and build very large businesses, and we built all that, and we made it available here now to our agents at LPT. And if you embrace those tools, you will win. And the more you embrace the tools now, when we're down here at a four million home sales pace, right, which is one of the lowest. I think we said one of the worst years. I think in thirty is what the stats said. Yeah. For twenty twenty four. Or twenty years on existing home sales. I mean, again, we as an industry are driven by transactions. Right? We only win when there's a transaction happening. That is what a brokerage does. Right? And what an agent does. We help people buy. We help people sell. The number of people buying and selling is more impactful on our business than whether or not home prices are going up or home prices are going down. The consumer has a different set of dynamics. The consumer has been winning the last three years because home prices continue to go up. We as an industry have not because we are tied to the number of transactions that we can help people with. So if you can make it work in this market, right, lowest number of home sales in very long times because of the tools, because of the efforts you put out, and then because of the stickiness of those tools, when we do go back, because we will, you know, that that's one of the beautiful things. Seasonality, elasticity, return to the mean, whatever you wanna call it. The more four million home sales years we have, the more likely we are to get a seven million home sales year or six and a half million home sales year when things turn around. And that is going to feel like, again, nuclear when we see that that big year. And, and the more active marketing plans you put into sellers hands, the more seven home buyer strategies magazines with your face on the cover you put into home buyers hands, the more door hangers you put out there, the more neighborhood reports that people have out there with your face and contact information on it, the more you are going to win when that rebound happens at levels that you can't even imagine. So keep doing the work, stay focused, stay positive. We're here to win together. We're here to make sure you stay positive. I'm here to pop you up every single Monday with my good friend, Matt Hodge. Make sure you're checking out real estate first Friday. Look at a lot of this man is mindset. Right? Like, we have like, we don't have a boss. Right? Like, I'm not sitting here telling you, like, if you don't show up tomorrow morning at nine AM and put out your door hangers, we're gonna have to, you know, fire you or put you on a per your employee performance plan or whatever. That's not how real estate works. We can get you hyped up. We can help you with the mindset. We can help you with the tools. We can draw you the map, but only you decide. Are you gonna get out of bed tomorrow morning and go do the work? Are you gonna get a box and go into a neighborhood you've never been in before and go meet some folks and put your high quality printed collateral in their hands or you're not. That is your decision to make. No one can make it for you, but we will damn sure be here to draw you the map, remind you the tools, and try to get you motivated and try to keep you focused on the light at the end of the tunnel because it is there and that light is where you win. Awesome, man. Awesome. Appreciate it. Well, I'm ready to go crush the week. Thank you so much for your guidance. Looking forward to it. And, we will see you on our real estate first Friday. Alright. I'm happy to be back.