It's 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 live from LPT headquarters here in Lake Mary, Florida. I'm gonna bring in Robert Palmer, founder and CEO, who's joining us from Montana, Yellowstone Club. How are you doing, brother? Let's go. I'm good, man. How are you today? Alright, man. I'm doing good. Okay. You're fired up today. President's Day, you're ready to go? Ready to go. It's snowing outside. It it's good. It's a little cold, but it's good. Yeah. So I was, I was watching the news yesterday, and I saw that there's, like, some Arctic blast that's coming across the US and certain cities were, like, negative sixty one degrees, and I was thinking about you. And, I'm like, I know you guys are probably getting it pretty pretty severe there. Well, what's the temperature over by you guys today? It's not bad. I think we dodged the Arctic last, man. It, this weekend was pretty good. I skied, Saturday and Sunday with the girls. We're eighteen today, so it's, you know, it's cold, but it's not negative sixty. I don't know where that is, but that's scary. Yeah. I think it was, like, Minneapolis or something. Yeah. We've got some, agents in studio visiting and, you know, here, it's, like, in the mid fifties and, from Colorado. And they're like, this is nothing. They're like walking around in shorts. It's no big deal. I'm like Yeah. Putting on a thermal jacket here. You know? Yeah. But, yeah, excited to be with you again this morning, man. Lots of, lots of things continue to happen as we move closer towards the, you know, busy season of the year. We're thinking about how do we continue to harvest those seeds that we've been planting for the last couple of months. And I know you talk about this a lot where we have to continue to do the things that aren't visible in those periods of time where it doesn't feel like it's working. And that puts us at a place that as the market starts to gain momentum, whether it's at the whole, you know, annualized sales start to go up or just the seasonality of the business, you're in position to start making some of those, I guess, changes in your in your business. So, I wanted to start off real quick with, talking about the macroeconomic environment. Is there anything that's happening this week that we should be paying attention to? I know you obviously watched, the ten year and interest rates very closely. Anything there that makes, you know, we should know as important. Yeah. So we and we've saw a little bit of improvement in mortgage rates. Not enough for me to shave, but mortgage rates did improve a little bit on Friday. That data is probably not gonna hit until later because today's a holiday. And so ten year futures, which is what I watch, are actually trading today. They're holding those gains from Friday, but the ten year is not really moving today. We got a we got a holiday. So mortgage rates, some mortgage companies, they're gonna put out Friday's rates again, but these holidays are always a tough time to really kind of figure out what's going on. You know, look, the big thing we're seeing is we need we need the unemployment rates to go up a little bit. Remember, we're in the industry where a a little bit of pain in the economy helps us. And, you know, you're seeing a lot of job cuts right now in the federal government, which is going to is gonna change the unemployment rate. So it's interesting to see, like, kinda how all these different strategies that are being employed right now between the Fed, between the administration, where it all lands us on interest rates. Yeah, I I think I'm not I don't believe we're gonna see any kind of massive drop quickly, but I do think we're gonna end up in a a tolerable range where we can finally get some, you know, sellers off the fence to sell. We are seeing inventory come up a little bit. Obviously, it depends on market to market. But the big thing we all deal with is seasonality, and we're about to get into it. You know? I mean, statistically, we will close more transactions in April and May, like, double, but we will in January even with the same same agents, same efforts, same everything. So definitely ready to get into and get into the busy season and see how it does this year. At some point, the volume is gonna break loose. And and, yeah, I'll tell you, all that print collateral is gonna make a big difference. You know? It's it's interesting. I have agents all the time that reach out to me like, man, you know, I was skeptical about the the print collateral. I really didn't I wasn't sure to believe in the print print collateral. I don't know if it was just a gimmick, but, yeah, guess what? I gave somebody an active marketing plan six months ago, and now they're calling me back. And, like, that doesn't happen with digital ads. You show somebody a digital ad six months ago, they don't remember your name right now. But you hand them, a printed magazine. You know, you put that door hanger on their door, whatever it is. The stuff is sticky. It sticks around. And that's why we made such a big investment in it. You know? The the big investment in our print shop, the investment in our agents. And this is the market where it works the most. Because when things are moving fast, when there's a frenzy, it's not as important. It's still very helpful. It's still very powerful, but this is the exact market where, the print collateral is just is so powerful. And, you know, it's interesting too. You know? Like, I think the active marketing plans, when you buy them in the bundles, they're, like, three or four bucks a piece. You know? And I get it. There's people like, man, like, three or four dollars. Like, that's a lot to spend. Can't I just email them a PDF? And it's like, yeah. But the problem is that PDF is gonna disappear in their inbox the same way that a digital ad would. And if you can't afford to to spend three or four bucks to invest in what could potentially be a ten or fifteen thousand dollar commission, like, I would encourage you to take a look at your business because it really is a great investment to say, yeah. I'm gonna spend the four bucks and put something in someone's hands that's gonna be in the living room. It's gonna be on their coffee table. It's gonna be sticky. And I know we've all been pushed so hard toward this digital world of, oh, just email it. You know? Just run a digital ad. It just doesn't it does not create the same effect. And I I'm a I'm a product to that. I believed in it for a long time. Other businesses, I see it working here at LPT. I can see the the volume and the increases in the success of the agents who are investing in the LPT tools and who are emptying their boxes because we see the text messages coming in off of their door hangers through the the AR system. You know? And we see the agents that are using the active marketing plans and the seven home buyer strategies. Their business is going up and up and up and up. And so if you're not doing that, I would encourage you to take a look at it. Take some of the trainings. There's just we we are in a business where we have a really big win. When we do help a consumer, we make a a really nice commission. It it I'm not saying we're overpaid. We absolutely are not because there's so much work we have to do to get there. Right? There's so many failed attempts. There's so many people we have to meet with and drive around who do not do business with us. And so in the end, it balances out. But the prize at the end is nice. Right? We're in an industry where there's a nice prize at the end. And so what I would encourage you to do is put every bit of effort possible into those opportunities because getting that one or two out of all the people that we touch and all the people we meet to the finish line, that is what separates winning from losing in this industry. And so with the print collateral, if you can get an extra couple of people that you meet to remember you because you gave them something memorable, you gave them that printed magazine with your face on the cover and the active marketing plan or seven home buyer strategies, or you know, they saw you at the open house and they picked up your, neighborhood report, you know, which again, they don't see for most agents. All of these things may be memorable because if LPT tool LPT's tools can help you convert one or two extra people who you meet from your sphere, from an open house, from an internet lead, from whatever it is. Think about the impact that has on your business. Right? One, two, three extra closings is massive, but it all starts with that initial investment of both time and in some cases money to have those right tools, those right marketing materials so that you can show up like no one else and you can win that business. Because when we get to the other side, it's a hundred percent worth it when you get to that closing table. It's just it's the belief of saying what I'm gonna do today is going to help me get closer to a couple of extra closings this year, helping a couple of extra families this year, and I get that's a leap of faith. And it's an even bigger leap of faith today because transactions are taking longer. Right? That incubation time, that nurture time is longer than ever. Lead nurturing, sphere nurturing, met nurturing, whatever you wanna call it, whatever it is and it fits into your business, that nurturing is more important than ever. And it's easy to do some of it, the emails, the follow ups, but you start layering in the print collateral. You start layering in events. You start to take those relationships to the next level, and that's the agents that we are seeing win at the absolute highest level in this market right now because it is a big differentiator. Yeah. That's right, man. And, you know, and we we speak with agents all the time who maybe want to grow their business, so they're not doing the amount of transactions that they want, but they're not willing to go do that thing that they need to do. And it's like you heard that phrase before, like, the resource that you most need is at the place that you least wanna go. And so it's like you have to go do the thing. Like, you have to utilize the box. And you always talk about utilizing the asset inside the box that you least like or that you think makes no sense. Like, start there and work your way, and it will it will, you know, produce fruits inside of your business. You know, one thing I wanna talk about too, Robert. You talk about the ability to be in front of people, and we have this great opportunity to basically set up little retail stores wherever we go through the avenue of open houses. You have the opportunity to interact with people who are either curious in the neighborhood, have the ability to, you know, have a conversation around what that looks like to live there so that you have a you know, produce a better sale, or someone who's actually in the market looking around and they took the time to walk inside your open house. And so we've got this massive benefit with inside of our industry that you don't even have to do it at your own listings. Like, you just have to find a, you know, a house to hold open and put these print material there. And it gives you the opportunity to start that engine because some people will say, well, hey. This print material works, but I don't have a way to get started. And it's like we have all these avenues. You just have to figure out, you know, kinda where to get started. And, I just wanna do a quick plug this Friday. We're actually gonna have Pam Tucker on real estate first Friday. Lewis and I were visiting some teams, and, she had a open house over three days. They have an entire system they do for open houses. They had two hundred and seventy five people walk inside their open house, and they utilize this as a system to feed leads for their entire team. And so it is potent. It is accessible by all of us. So we're gonna have her on real estate first Friday and walk through exactly what she's doing to produce such phenomenal results through this, through the power of print material like you're like you're describing. Yeah. You know, we've got the whole open house system. We got the open house power pack, which, again, it's one about driving traffic, but, two, it's about the neighbors who don't come to the open house still seeing your face, seeing that you're having an open house. Right? Like, you put those door hangers out advertising the open house. When you do the open house power pack, it has the date and time of the open house on all the collateral. You're capturing those texts in. You're driving traffic into the open house. You're touching the neighbors who maybe don't actually come to the open house, but they're like, man, that agent is holding an open house, and they put a door hanger specific to their open house over here on my door. Like, that's cool. I haven't seen that before. I wish my agent had done that. These are the little ways that you build up to win to get that next listing, and then you layer in our digital marketing for the open house. We've got the direct mail for the open house. It's all one click right inside of the property marketing tab, And all this stuff is built together to not only drive traffic to that open house, but again to position you in that neighborhood so that people start to recognize you and start to think of you as that agent who did a level of work and investment in marketing the property that they're not used to seeing. And that I think that's the formula for success that I really cracked back in, you know, twenty sixteen and twenty seventeen when we started listing power tools originally was these little tiny shifts in behavior and the way we market to get the consumer to think about you differently. We called it showing up like no one else. We called it wowing the sellers. It's this idea of inspiring referrals. How much stronger can someone refer you, their friends and family, when they know you go above and beyond and you do all this extra stuff that they're not used to seeing? I think sometimes we get too jaded. We get too in our own head, and we say, well, look, the open house isn't gonna sell the house. The MLS is gonna sell the house, or, oh, emptying the box isn't gonna sell the house. You don't know that. There I can tell you across the the hundreds of thousands of transactions we've seen, there are definitely instances where that extra marketing does drive a sale or at least drive a multiple offer situation. But more importantly, it's positioning you as that expert. It's positioning you as that person who goes above and beyond because the thing every seller wants above all else when they're listing a house is they want they wanna get in that multiple offer situation. Instead of negotiating against one client where the price is getting negotiated down, they wanna be negotiating against multiple clients because now the price is going up, right? You create a bidding war. You have the buyers bidding against each other instead of a single buyer bidding against the seller and driving the price down. And so if the marketing collateral can help make that happen, which it does, this makes you the most attractive agent to that potential listing. And that whole time you're holding the open house, you're emptying the box, you're putting out direct mail, digital marketing, whatever it is, you are auditioning to earn that next client's business. Whether it's buy side business, sell side business, whatever it is. Remember, most buyers are also sellers in a lot of cases. Most sellers are buyers because they gotta go somewhere else. We have the tools for both sides, the seven home buyer strategies on the buy side, the active marketing plans on the sell side. Put those collateral in your clients' hands. Somebody asks you for a listing appointment, still put the buyer collateral in their hands. I'm telling you, they're gonna buy a house somewhere. And if it's in another state, you're in a great position to make a referral. Right? And that person who's buying, a lot of times they have a house to sell as well. We're just in this amazing industry where once we do get into someone's life and we're able to help them and we're able to be their guide and we're able to be their trusted resource, there are multiple transactions. There's referrals. Like, this is how I've seen people build so many big businesses. What we focused on is how do we give you the tools to let you crack into those initial introductions. Right? How do you get that nosy neighbor across the street to wanna reach out to you because you held an open house that looked nothing like the other ones they've seen? Or you put out door hangers with actual houses on it, which they've never seen before. All these little things that we built into the collateral marketing system are built to position you. Positioning is a massive thing. To position you to do those extra couple of deals a year. And for the agents embracing the system, we see it happen. I've I've had very few people ever reach out to me like, Robert, I've been trying the system and I hate it or it doesn't work. It's usually I was afraid to try it. I didn't try it. The people who are actually doing the work and embracing the tools we have built, that we spent a ton of money researching and building and perfecting that are using those tools or winning at a high level. And again, now is the time. Right? The window to really get focused on that is gonna close because we're all gonna get really busy. You know, even if you're not, even if you didn't plant all the seeds you needed to, everybody's gonna be really busy in like March, April, May. It's it's what happens, you know. Agents who only close a couple deals a year, that's the window when they're gonna pick them up. Agents who do a bunch of deals a year, it's their busiest window. There is this massive seasonality effect. And so it's it's harder to prospect during that window. It's harder to hold those extra open houses. Right? It's harder to get out there in your community because you're busy working with clients. And so this is where we have to be really purposeful with our time to make sure in the windows of time, when the transactions are not as plentiful like where we are right now, we're doing those prospecting activities because that's how we're gonna win at the highest level during that boom period we're gonna see of the seasonality and then how far is it gonna carry us into the end of the year. You know, your your year gets made with the work you put out in this window right now, and it's not too late. We've got a couple more weeks. We're gonna be able to get out there and and kinda get the word spread, but we are all gonna start to get really busy. And it's a it's a reality of this business that we have to understand as agents. That's right, man. Well, thank you for breaking that down, man. I always appreciate that. And, you know, I personally started my career when my first deals were from open houses. I went to the agent inside of my office who was a big REO agent. He had a ton of vacant listings. I asked him if I could do open houses there. Sometimes I would just do it randomly. Like, hey, man. I've got two or three hours in my schedule today. I'm just gonna go over there and see what I can do, put the signs out. And so it works. Like, it can actually launch a a a very big business for you. So, don't be afraid to do those little things that make the difference. Alright. If you're okay, Robert, we're gonna switch over to, some in house kind of updates. I know over the last couple of weeks, we've been talking a lot about, really understanding, you know, what's working well within inside of our our ecosystem and, you know, what opportunities do we still have to create a better experience. And while I know we're doing an amazing job in so many different areas and people get upset with us, so they're like they get mad when we talk about the things we wanna improve. We're not saying that our people are doing a bad job by any means, but we obviously wanna stay close to the feedback and close to understand what does it look like for you to operate your business on our platform so we can ensure that's the best platform for you to operate, you know, within. And so, can you give us some updates on kinda how you've been thinking about that and the improvements that we're we're thinking about on that side? Yeah, man. It it's really it's it's exciting. Right? You know, we had to be really focused on expansion. And if you really look at, like, where a lot of our mind share was, I mean, you're you're in those meetings. You're there with me. Like, we were very focused on getting the country open because we recognized to achieve our goals, for our agents to achieve the goals they have on our platform, we needed to be a national company. And I'm still waiting on the state of New Jersey to process my fingerprints, and we're still waiting on Hawaii, which we call every day because they have everything to that they need from us. But we are we are super close to being in all fifty states. And so that took a lot of focus. And now that that's open, you know, we're going back and looking, alright. Where are other places that we can improve agent experience? We've made some shifts recently around support. You know, we're kinda, again, looking at all the processes across the company. And I'll tell you the thing I am most excited about is we're really getting to the point where AI is ready to help us with a lot of this. If you guys think back, like, we had Desi before AI was cool. Like, when when we launched Desi to do a lot of the image stuff, and it's a lot of the technology baked into listing power tools, the way that Desi assembles the file to go to the print shop. Like, we've been using machine learning and these higher levels of, like, AI before ChatGPT came on the scene and everybody went into this frenzy. And so when ChatGPT first came out and a lot of people were embracing it, I looked at the technology and it wasn't quite there yet. Like, I was like, okay. This has gotta get a little better. And so kind of I've run this test where every like six or eight months, I'll take a couple of weekends. I'll sit down and I'll test the system, be like, alright. Are we there? Are we at the place where I feel like this can actually impact our business in a super meaningful way? Not fluffy stuff, not, oh, we're gonna, you know, get AI to write listing descriptions. Well, that's cool. There's a million websites that can do that for you. You can go into chat GPT all by yourself and do that. You don't need your brokerage to write some rapper to to send a message and to chat GPT on your behalf. Like, to me, those types of things aren't really useful as a company. And the things we're looking at is like where can AI make meaningful, you know, decisions inside the business. Like, we talked about a couple weeks ago. AI routing routing tickets, routing support requests. Right? If a support request comes in and it's urgent, you're like, hey, I need my state broker right now. That AI can read that and send text messages off to state brokers. Right? Like, this is the kind of stuff that we're finally getting to. And so when I did this experiment again in the last couple of weeks, I can tell you things have come a long way. The large language models, the ability to interpret documents, the ability to recognize documents, a lot of this stuff that would have taken thousands of hours and tens of millions of dollars to do a year ago, we can now do in I mean, I can do a lot of this myself in a weekend in, like, fifty hours, forty hours because things have come that far along. And so I'm really excited that we're at a point where I feel comfortable in us really starting to embrace meaningful AI to make LPT a stronger company. Right? AI reviewing contracts. Like, hey. You know, I was playing around this weekend sucking in contracts, writing them through optical character recognition, breaking them down, you know, chunking the data, going through the semantic vectorization, which is what AI needs to be able to read documents. And then asking it questions like, hey, is this a fully executed Florida real estate contract? Who's the buyer? Who's the seller? How much is the earnest money? What's the closing date? When's the earnest money due? You know, is this a condo? Is this a single family home? Do I need a lead based paint disclosure? And guess what? It's nailing all of these answers based on where we are today. And so the implications for the business are obviously massive. It's something that we're gonna really jump into now and start to embrace. I know there are other companies that did it earlier than us. I think they got ahead of the game. They're still struggling to get done what I think we're about to knock out in a very short period of time because we waited and we let the the play develop. And so I think really from my standpoint, it is always how do we use this technology to make our agent experience better. Like, that's really what I'm focused on. Right? How does how does AI monitor support requests so that we can get involved? How does AI help our agents find the right data to get back, you know, to to our real estate agents, you know, from their support agents? How can AI scan dot loop? And so we know earlier if a document is missing, if there's a problem with the document, instead of waiting for it to get to the compliance specialist. These are all the ways we're thinking about it. And I'm really excited. Like, I've again, this is something I have kinda tested along the way. You know, when when things first came out, I'm an I'm an early adopter. I'm a tech guy. I'm a bleeding edge guy. Like, I really want to jump into technology the minute it's available, but it wasn't there yet. And and as we as we looked at the landscape and said, well, we can take this framework and we can get it there, but is it worth investing all of this extra money and all this time when I really believed, hey. If we just give it a year, give it eighteen months, whatever the time frame is, everybody's gonna figure this out. Like, we're all trying to do the same things, and that's really what we've seen happen. And so I'm excited that kind of AI is now sophisticated enough to be very impactful in our industry much more so than where it was a year ago because reading documents is critical. Right? Like, the ability for AI to look at a contract and understand what state is it, is it executed, what's the signature look like, what's the set of initials look like. These were all things that we were gonna have to teach it from scratch eighteen months ago, which is where that crazy investment comes in, Where now, it's just figured it out. Right? Other people have needed to solve that same problem from other industries. Right? You got health companies that you know, health companies need to see signatures, you know, and prescription companies and, you know, all the financial companies and mortgage companies, all these other industries are all solving for it. And so by just waiting and letting the kind of broader AI community figure it out, our path to success with some of this technology is not much much shorter. And so I'm really excited about that. I think the timing is fantastic because we are now in you know, we're we're national. We're moving into the busy season, but I I have not been this excited about the potential for AI. Like, I knew it was gonna be there, and you hear the buzz and everybody's been talking about it. And I I personally have been disappointed with a lot of companies' initial AI releases, not just in our industry, like, across the board. You know, mortgage, real estate, title, again, health care. Like, I watch a lot of different industries. I've got friends at Fortune one hundred companies that kind of experienced the same thing. We're finally there where some of these true impactful experiential type business logic things can now be solved without a heavy lift. And that, to me, that's the beauty of the system. So expect to see a lot of stuff coming out there, a lot of improvements there that are gonna speed up the time to get files through compliance, speed up the time to get DAs out. You know, we've got the intake wizard technology, which is gonna end up being AI enabled. You know, the ability for the system to to figure out team splits and overrides and referral fees and all this again by using AI. Like, we are now there. And it just it wasn't I mean, again, we could have forced it a year ago, but it wouldn't have been worth it, and it wouldn't have been as good. That's the other interesting thing. And that's one of the things I learned on the mortgage side pretty early on. Like, we started some of this back in the day, like, trying to read w twos and read tax returns. Like, we were doing this stuff before chat g p t. And what I learned is when we would, like, put a system together ourselves, it never failed. Six months later, somebody else would come out with one of that was their only focus. It would be just a little better. And it's like, well, man, we should just be using that, but we spent all this money to build this. And so I think those learnings really positioned us because there is going to be a revolution, not on the way homes get sold. Like, I I'm not I don't believe that as much. Right? Like, AI can't open doors. AI can't counsel consumers through the process. But I do believe when we look at, like, brokerage operations, when we look at how we can support our agents, I think around lead nurturing and marketing, there's gonna be huge opportunities. And I think AI is gonna play a massive role there. I have zero concern that AI is going to replace real estate agents. Like, I I that's one of the most foolish things I've heard. I've seen a few, like, articles about it, and it's like you no. They just don't understand what we do. I mean, again, it's the same folks that were saying that, like, Zillow is gonna replace real estate agents. And then it was like, oh, the the iBuyers are gonna replace real like, this this this story has been told for two decades. The NARS settlement is gonna kill real estate agents. Like, there's no risk of that, but I think we are at a point where AI is going to make us all way more efficient at our jobs, which is gonna be fantastic. And that's something I'm really excited about. And and the time is now. Like, the the broader AI revolution may have happened before. I think that the the real estate, financial, mortgage, that AI revolution is just now about to kick off based on where I'm seeing the acceleration of the technology. Well, we can obviously tell you're very excited about it. So, you know, we we're excited to have you, implement this inside of LPT. And, you know, we've been we've been talking about this. The way that you think about this, you know, business and, obviously, your skill set with being able to code all of our own software, it's really gonna be very unique, the solutions that you're able to provide for our agents. And so I know at the beginning part of it, it's, you know, hey. We wanna make sure the transaction's a little bit easier. Information's easier to find, x y z. And then at some point, I know you click over to say, hey. Here's how you utilize it to grow with inside of your business. And so, I don't know of any too many real estate CEO companies, you know, that have your your mind and expertise. You know? Like, it's not it's not, it's not out there. It's a it's a really big blend of both worlds, you know, when you're talking to these other guys, these other companies, that are leaning specifically into that because that's what they do. And those conversations are coming back into our world and how it benefits. It's just it's a super exciting road map. So, I'm trying to say that in a way that doesn't give up any, what you're thinking. But, I know that you're super excited to bring this to LPT. Again, from starting from an experience experience standpoint, how do we make the transactions flow better, that information easier to find? And then how do we then turn that into a way that helps our agents grow their business and and maybe that goes into the way of leads and and prospecting and things like that. So, super excited to see that as it comes to, here too in the next couple of months. But with that being said, I think we're just about at time. So I wanna see if there's any final words you've got for us, to be thinking about as we head into the second half of February. Nah, man. Just again, I'm excited for the future. I'm excited to have our amazing agents with us here on this journey. You know, this this this national expansion thing has been so exciting. And there were a lot of folks that were waiting to come to LPT, you know, couldn't come to LPT because we weren't in their state or maybe we were in one of the states they did business in, but not both. And so, again, New Jersey and Alaska, I'm hoping they're gonna approve our license any day now. I wanna really get that done before March before we hit that that three year anniversary, of our first closing and and be a national company. I think we're gonna pull it off. We got a couple weeks left, but so excited to be in business with each and every one of you. You know? And I I just wanna say thanks. Like, thank you for believing in OPT, thanking you for taking that leap of faith. For those of you who did join, either a brand new brokerage to your state, a brand new brokerage overall for those of you that have been with us for a couple of years. And just know that we we're here to work really hard and we're really focused on how we take this company to the next level. Like, we're not just here to look like the other national brokerages. We're not just here to look like the legacy brokerages. We're gonna totally push through that. And if you if you look at what we've been able to do in less than three years, I think it's clear. You know? Like, we we've kinda matched them within less than three years. And now from here over the next three years, it really is for us to become something totally different. So that LPT agents do have that unfair advantage. LPT agents win at a different level. Consumers who hire LPT agents are getting a better experience. They're having better tools. Their homes are getting presented differently. They're getting presented with more knowledge. Like, this is the vision. This is what we're here to do. And And, you know, you know this, Matt. I tell you all the time. I wake up excited every day to be the CEO of this company. I've accomplished a lot of cool things in my life, you know, in business, in family, and a lot of things. And, you know, leading LPT is just really exciting. I get up every day excited to lead this company, excited to solve problems, excited to look for that next thing because this is about pushing an entire industry forward. This is about when we're ten years old or fifteen years old, like the legacy cloud brokerages are at this point, that people look back and say, wow. How did they do that? Where did they come from? Like, what what was this little LPT thing? We thought it was we thought it was just another this or another that, and it's become something totally different. And that's what we're here to do. And I can't do that without each and every one of you. You know? It takes everyone that is a part of this family, everyone that's on this call, everyone that's out there helping consumers daily in the streets to make this a reality. And and two, it's to embrace the tools, embrace the change, trust the way we are moving things because some of what we're doing is different than the rest of the industry. And so I just wanna take a minute to thank you all for that. And, again, just get out there and keep doing what you're doing because we are we are in still a down market. Interest rates are still not our friend. When all this turns around, it's gonna be insane. I mean, just just hold on, man. It's gonna be this rocket ship is going nuclear. That's my favorite new word is we are going nuclear when this market turns around. So go make it a great week. I hope you're motivated. I know I am. Lot of exciting stuff going on out there, but, just just keep doing the work. There is no more important thing than just doing the work and helping your customers. So make it a great one. Awesome. Listen, baby. Ain't no mountain high. Ain't no valley call my name. I'll be there in a hurry. You don't have to worry. Because, baby, there ain't no mountain high enough. Ain't no valley low enough. Ain't no river wide enough to keep me warm.