And what it sounds like is you're looking to net the most out of the sale of this home. Is that right? Yeah, yeah, that's exactly right. Always agree, never argue. Replace their objection, or I'm sorry, restate their objection in a positive manner. Hey, Jeff, you know, we're considering working with you, but we're not signing anything more than a thirty day listing. I can totally appreciate that. If I were in your shoes, I probably would only want a short listing period too if I were selling. And what I hear you saying is you're looking to get your home sold quickly. Is that right? Yep, that's right. Perfect. I'd be happy to take a thirty day listing so long as we can agree on a thirty day price. Does that sound fair? Well what do you mean on a thirty day price? Well that's gonna be lower than what we talked about. Replace the word but and however with the word and. Never use the word but and however in your vocabulary. Get it out of there. It has no if there was a dictionary on sales terms, but and however does not belong. Number four, always check your posture, your tone, your body language. You may not realize this, but when they give you an objection, you actually get a little agitated. K, your skin might turn a little red, you might start sweating a little bit, you might start twitching with your pen or moving about in your chair. So I want you to make sure you're remaining calm, and here's how I'm gonna help you remain calm. Ready? When they give you an objection, know that it means they're considering working with you. Just flip your whole idea and your whole mindset on objections. It means that they're considering working with you. That's number four. And then finally number five, always close. You got their mind opened up? Close. Great. Are you ready to put me to work for you? Does that make sense now? Perfect. Do you feel I can sell your home? Every time you handle objection, you have an opportunity to close. Take advantage of it. Let's talk the let's talk about the S. Spread the word. So in the PLACS model that I teach, and if you get the chance to come to our bigger event, you know, we have breakout sessions on all of this stuff. Hopefully some of you guys will be there. I know a few of you guys have already committed to it. We go deeper on a lot of this stuff. And this is one, quite honestly in my opinion, the p and the s kinda go hand in hand, but it's a little different, and you're gonna see why in a second. First things first, every time we take a listing, we have a checklist that we follow. And I use this term and I know it sounds whatever, but we we call it milking the listing. In other words, like getting the most out of the listing. You worked darn hard to get that listing today. So when it gets busy, here's what most agents do. When it gets busy and they take a listing, a multiple offer situation, you know, whatever, they get a postcard out, they do the basics, and then that's it, then they move on. We actually hold every listing accountable to two transactions. If I were coaching you today, and you said to me Jeff, I wanna be a listing agent, and I wanna sell fifty homes next year. I'd say perfect, then we're gonna write a plan to take twenty five listings. Cause if I can help you take twenty five listings, you will have fifty transactions. This formula, two to one formula, that's been around for decades by the way. We just expanded on it and came up with more ways to get more from every listing we take. So you know how hard you work for a listing. The lesson in this is, I want you to think about what are all the things that you could do to get more sales from that one listing? How could you hold your listing accountable to two sales for every listing you take? Alright. So there's a lev this checklist by the way, every time our agents take a listing, they get handed back this checklist. And it's something that is like attached to their file if you will. And their job is to go through and make sure they're checking every single box to get two sales for every listing. By the way, I'm gonna give you a copy of it. Oh, there there is there's the list if you wanna take a picture of that. Yeah. I'll let you take a picture of that, but I'm also gonna give you a copy of it. This is everything we do to get two sales for every listing we take. I'm gonna give you a copy of it. Hold on a second. I'm gonna just give you a copy of it. Okay? And then there you go. You can scan that to get it. There you go. Okay? Every time we take a listing we're holding it accountable to two transactions. One of the things that you would have seen in there is use the listing as a social media tool. That's our mentality. You understand? Every time we take a listing, the listing is the product. Now, we think of ourselves as, like, the car dealership. How do we get the message out about this product we have? We're doing pre, during, and post. Every time we take a listing or work with a buyer, by the way for those of you that like working with buyers, you can do the same thing. You understand there's three so we have a standard within our company that there's three posts. Now some of our agents go wild with this, and they do like six or seven per client. There's a minimum of three posts available for every transaction, buyer or sell side. And there's your script by the way, to work with sellers. Mr. And Mrs. Seller, from time to time, or it could be a buyer, I have my phone you'll notice I have my phone out capturing footage for social media. I'm doing this to make those in my circles aware of typical real estate situations. By doing so, it draws more attention to my business and can many times lead to me finding out about homes that are coming on the market before they even do so, which could be lined up benefiting you. Okay, sure, no problem. If at any time you don't want to be in any photos or videos, just let me know. Additionally, any footage that I capture during our experience together, I can send it to you at any time. I find my clients like having their home selling buying experience documented for memory's sake, or so they can also share to social media. Maybe offer to create a Reel for them. Client, that sounds great. I love it. You know how it goes today. If it didn't end up on social media, did it really happen? By the way, if you want a copy of that, there you go. Spread the word. Every time you take a listing, you have an opportunity to get two transactions from that listing. One last thing. When you think about the PLACS process, P L A C S, I want you to honestly rate yourself on a scale from one to ten in each one of those categories. An honest assessment. The P, the pre appointment process, routine and marketing. The L, the listing lead generation. How am I doing on a scale from one to ten? The A, the actual appointment itself. Well Jeff, what would be like a scale from one to ten on that? Well, let me ask you a question. When you go on a listing appointment, do they stand do they give you a standing ovation when you're done? That would be a ten. I've never had one of those, but that would be a ten if there was one. The C, closing and handling objections. How good are you at that? And the S, spreading the word. Scale from one to ten, how good are you at that? Rate yourself on each one of those and think about what you can do in your business to get better in each one of those areas. If you wanna be a strong listing agent, the last thing I'm gonna say on this and then I'm gonna segue. If you wanna be a strong listing agent, please understand sellers want strength. Sellers want you to be direct with them. Sales sellers want a salesperson. Buyers, they want a good, enjoyable experience. The buyer process is a more emotional one, and they wanna have fun during their experience with you. They wanna build a lot of rapport with you. Sellers, they want you to be direct with them, they want you to tell them the truth, and they want you to be a strong salesperson. You are handling their most valuable asset. So think about how you work buyers versus how you work sellers, and what you can change in those categories, the p, the l, the a, the c, the s, to improve and take more listings. Now, I gave you guys all those trifolds because I wanted to make sure you knew. If you're in the room and you're like, Alright, well that was ninety minutes of some pretty okay information. I wanna share with you where would you go next. Like where would we go from here, Jeff? I know that the team at LPT are also gonna encourage you to go to this, because I know a lot of their top agents that come to our event. Our next big event as you see is if you open the inside cover of this trifold, is in a beautiful place called Traverse City, Michigan. Anyone ever been to Traverse City, Michigan? It's gorgeous. Alright. Just to give you an idea, in the middle of summer, it's seventy eight and sunny with no humidity. Alright. What's it like here in the middle of summer? I'm just curious. Now you know why we why we put it there. Alright. So there we go. Talk about the lines. Yeah. It's a little distance It's a little far from Detroit. Anyways, it's a beautiful resort town in Northern Michigan. Just over one thousand agents and leaders fly into this from all over the country, from all brokerages, from all brands including LPT. We're gonna be spending three and a half days. So it's three and a half full it's a full it's a full week diving deep into the listing process, specifically the PLACS model. We covered ninety minutes of this. Imagine having breakout sessions, interviews of people on stage using our stuff at a very high level. Everything from the lead generation, to the lead conversion, to the appointments on the buy side, to the sell side, everything's covered from start to finish. And if you've never been to Traverse City, Michigan, I'm telling you, it is a, there's a reason why we put it there. That is our summer event, and I can sit here and talk all day about it. By the way, a lot of events today, you know, they're a thousand, dollars twelve hundred, dollars fifteen hundred. This event right now for you guys, I think it's like three ninety nine dollars It's three ninety nine dollars like for a four day event. So I can stand up here and talk all day about it, I asked our video crew to put together a two and a half minute video to show you what we're gonna be doing this June in Traverse City. Check it out. The year's not over. The game's still on. And the second half, that's where champions are made. This is your time, your moment, your opportunity to level up, take control, and finish the year stronger than ever before. At Glover U, we don't just talk about success. We live it every single day. We don't just teach theory because we're in the trenches with you, listing, selling, and dominating the market at the highest level. You're never gonna get as far if you don't pair up with someone else, you don't have a coach, if you don't have someone there that's gonna be supporting you and driving your business. Wanna raise the level of success you're at, you gotta raise the circle of the people that you're around. My skill set and my production as an agent and as a coach increase every time that I am here and plugged into the Glover U family. This isn't just a conference. This is your midyear wake up call, a shot of adrenaline for your business. And here's the truth. What got you here won't get you there. To crush your goals and dominate the second half of the year, this is the playbook you need. A step by step plan to go from where you are to where you know you can be. This is your chance to learn from the best. The ones who are doing it, not just talking about it. Everything from lead generation, lead conversion, listing presentations, buyer consultations, marketing, social media, it's all gonna be here. I'm Coming to Glover U events have changed my business probably by at least thirty percent year over year. Just from implementing strategies about how to take expired listings for sale by owner listings and also dominated my hyper farm. No excuses, No distractions. Just you, your goals, and the road map to get you there. You've got the drive. You've got the hustle. Now it's time to sharpen your edge. The second half is where winners make moves and losers make excuses. The question is, which one are you? Basically, I would tell someone who's on the fence about coming to an event, why wouldn't you wanna grow your business? Why don't you wanna make more money? What's holding you back? It's a small sacrifice for a huge future. I mean, it's invaluable. It really is. Join us at the Live Unreal Retreat this June. Don't wait. Don't think. Go all in and spend three and a half days with just over one thousand top producers from all over North America. All brokerages. All brands are represented. Oh, and we get to have some fun too in the beautiful resort town of Traverse City, Michigan. Everything's on-site, from the pool, the spa, beautiful championship golf, wine tours, hiking, boating on Lake Michigan, everything you need to have a good time and bring your business to the next level in the second half. There's a reason we're the fastest growing training and coaching company on the planet. We'll see you this summer. Alright. There it is. My name is Jeff Glover. Thank you so much. It's been an honor. LPT keep kicking butt. We'll see you guys soon. Thank you so much. Let's sing again for Jeff Glover. Ladies and gentlemen, we are gonna be starting real estate first Friday in just a minute. Please bring your attention, Davie, to the testimonials on the big screens. We asked Justin Levins about his opinion on the leadership at LPT Realty. Let's see what he says. From all corners of the country, we're diving deep with LPT agents. Check out their stories. I honestly can't say enough about the leadership team here. I would not have accomplished anything that I did in the last two years professionally and in my own life. I just wouldn't be where I am today. I have done more in volume, more in size than I ever do in real estate before. That goes with having the CRM, with having the people help me with the CRM. Just being able to know that if I don't know how something's gonna work, I can reach out to somebody. And if they don't know, they're gonna reach out to somebody. I've had RP reach out to me. I've had Tracy Newman, Natalie Cox within minutes of putting something out there. The people you wouldn't think that are gonna reach out to, they do. And to be able to use these tools to the fullest, it's just been a game changer. Did you love their story? Like and follow to hear more. LPT's taking control. We're here now. We caught up with Jim Fisher and asked him how being with LPT Realty has helped him professionally. Let's see what he says. From all corners of the country, we're diving deep with LPT agents. Check out their stories. Being a part of LPT has helped me as a professional by having access to people that are just better than me. And with the culture that LPT has and the type of agents that it attracts, those people are willing to collaborate when I call them and say, hey, I see you're online crushing it. I'm Jim Fisher. I'm with LPT in the Bureau Beach Market. Can I bend your ear for a few minutes and just try and learn something from them? And it just fosters this culture where iron sharpens iron and a lot of brokers like to talk that, but at LBT, it's it's actually a part of the culture. Did you love their story? Like, and follow to hear more. LBT's taking control. We're here now. Thank you very much. Please welcome to the stage our EVPs, Matthew Hodge and Louis Fuhrman for a special edition of Real Estate First Friday. Alright, guys. Good morning. That was awesome. Special shout out to, Matthew Levy's announcement voice. That was absolutely epic. I love it. I'm I'm over here. I'm over here. And so so excited to to meet you guys, belly to belly as we say it. Right? Yeah. For sure. I mean, this is such an amazing event. It's great to always be in community with each and every one of you guys. I just love even the short time we've been here already. The amount of collaboration that you're hearing in the hallways, like, it's absolutely amazing. It's truly a testament of the culture that we've created here at LPT Realty. So give it up, guys. I love the energy. The energy's been great, and we're gonna have a lot of fun here today. And real quick check, Dave, if you could make sure, we are streaming this portion, via Zoom for the rest of our LPT family who is not here. So if you are not here, we're excited to have you join you virtually. If you could just make sure you can hear us okay. I know that, there is We definitely have to test that mic. Yeah. Test me. Okay. We got the thumbs up. Fantastic. Alright. We'll go ahead and jump right in, answer some of the biggest questions. So since we've been here, just this morning, I think we've been asked four or five times, whether we're brothers or not. Oh, we're bringing we're bringing that back. I have to clarify this. So it usually starts off like, are we twins? And then we're like, no. We're not twins. They're like, but you guys are brothers. We're like, well, we're not brothers. They're like, well, but you guys are, like, probably cousins. You're definitely related at some level. Yeah. No. And we're like, we're not even from the same country. So, But but we do a good job every morning. We make sure we try not to match, but we kinda still do match. So I I don't understand how that all works itself out. But yeah. Alright. Well, let's go ahead and jump in. We are gonna bring in Robert Palmer, founder and CEO, who's gonna be joining us live, from Yellowstone Club in Montana. Good morning, Robert. How are you? Hey, guys. Good. Can you hear me there at the at the live event? One second, RP. I don't know if you hear that, but the audience is cheering for you when you hopped on. So you're gonna have to repeat yourself. I just wanna make sure you guys can hear me because I know we got the audio going every which away. We got you loud and clear on the Zoom. Wanna make sure you guys can hear me there in Saint Pete. Yeah. We can hear you, brother. We can hear you. Fantastic. Awesome. Well, we'll turn it over to kick it off, man. We're, the first year that you're not here. And, you know, obviously, this is, this used to be our annual conference, and so we were able to move that so that people felt the constraints of coming in today with the traffic and the roads being closed. And so we're excited to to be able to move that to, a proper convention in Orlando later this year. But this is the first year we've been here without you, man. It feels a little it feels a little different. But, how are you feeling up in Montana? Yeah, dude. Things are good. Yeah. Look, it's it's amazing. We had this idea. Hey. Let's one, we launched the brokerage at Grand Prix the first year. Right? We had no agents. We went over to Grand Prix. It was the official birth of LPT. So this is really our three year anniversary here, which is exciting. And then we did the two conferences there, the one year conference, the two year conference, and we just outgrew it. You know, it was this cool idea to say, hey. Let's pack a bunch of people into a hot IndyCar track and have a race just because I happen to be the primary sponsor, but, we just outgrew it. And so I'm really excited. It's really cool to see the evolution of LPT. Like, we're we're we're big now. Right? We're gonna be at a proper conference center hotel in Orlando in October. Amazing vibe, you know, where the hotel helps us with check ins to the events and registrations, and there's enough hotel rooms for everyone. We're trying to pack into Saint Pete. I mean, no one thought we were gonna have a thousand agents at our first in our first ever event, you know, as a one year old brokerage, and we just have continued to scale and grow from there. So did a scale down Ascend event this year. You know, part of our Ascend initiative is a thousand live events this year. We're in the process of converting the LPT headquarters into the Ascend University campus. You know, that used to be an ITT Tech campus. There's construction happening right now. We're almost doubling the size of the Motivation Monday room. We're converting a lot of those classrooms back into classrooms now for the Ascend University. We're kicking off with the Grand Prix Ascend Full Throttle. So a lot of really great stuff happening. And and I'm excited, man. Yeah. And again, I wish I was there with you guys. You know, one of the commitments that you all know I made was that that coming out of retirement, leading LPT Realty, the only thing that's a priority for me above LPT is my family. And, you know, this is one of those windows of time where Reagan and I get to spend amazing time together on the slopes with my family in Montana. And so it fits better for me to be back with you all in Florida in October. October is my birthday month. A lot of exciting stuff. But yeah. And it's great to see again the growth, us us evolving, you know, the amazing leadership team there. The leadership team's big enough now. Without me, you guys could put on an absolutely amazing event. So I'm I'm very proud of where we are here at our three year mark. And this has sent full throttle event in Saint Pete is just, I think the the physical representation of of a lot of things we've built and as we continue to evolve, where we're going in this amazing company and family that we're all building together. Absolutely. I I just love to hear how there's so many different opportunities that we have as a brokerage to get into community with each other. I mean, that's really what it's all about. And what what we are so proud of each and every one of you guys is just your ability to just pour into each other. Like, no matter where we go, no matter where we're at, type of personality or culture within each one of you guys. And, yeah, I mean, throughout the year, the launch of Ascend University and our conference later on this year, plus additional events that we're gonna be hosting, You know, we're just very excited to continuously pour back opportunities where you guys can be in community with one another and continue to pour back with each other. That's right. Okay. Well, let's go ahead and jump into some announcements. I know that's what people are waiting for. And, Robert, you talked about, you know, our first year we launched here. The next year, I think we were in thirteen states when we were when we did our second Grand Prix. So you wanna give us any updates on how our expansion's going? Yeah. So we're we're gonna do a couple of announcements today. Keep in mind, guys, this is not our annual conference. A lot of the big exciting stuff is gonna happen in October with couple of good updates, couple of good things that have been in the works. But I think the one big announcement, and this is just very timely because it happened to fall into place just in time for today, is I'm proud to announce that LPT Realty is now live and licensed in all fifty US states. And I don't think anyone's ever achieved that before. I don't think a brokerage has ever achieved fifty states every single step. I mean, there's only a handful of brokerages that are in all all fifty states today, and we did it, before our third birthday. So really exciting. If you log in to Desi, there is a graphic with your face on it in true LPT fashion that you can share that talks about this absolutely amazing milestone. So we wanna see social media explode with the big announcement that LPT Realty joins the very small group of brokerages that operate in all fifty states. We also have, two Canadian provinces fully open with a third on its way. So we are already a global brand, and we have some new exciting announcements about continuing to expand globally coming up on the horizon. But today's first big announcement is we are now in all fifty states, which is a a massive milestone. And again, to do it in less than three years, the the pace at which LPT Realty is winning has never been seen before in the industry. The the transaction volume we're doing, our agents, our scale, the states we're in, the countries we're in, all of these things are unheard of for a three year old company. And so it's a testament to each and every one of you. Without your belief, without your faith, without your hard work, we would have never been able to do what we had to do here at the corporate office to make this a reality. And a big shout out to the amazing team at corporate. All of the the staff from support, you know, to compliance, to the brokers, everyone that came together to make this happen and allow us to grow so quickly while still giving an amazing experience to our agents. So big round of applause for all of you and everyone in the LBT family as we achieve this massive milestone. Awesome. Well, definitely, it's been a it's been a roller coaster. You know, it's been a ride. It feels like we literally just started, and we have. I when we think about what our long term goals are, for the industry, and Robert, I know one of the stated goals was that we want to push the industry forward. Not just help LPT agents, but let's elevate the the industry overall. And that starts with providing tools that are useful to help them grow their business. We talked we heard, you know, the the loud and clear what people were wanting from real estate agents. Hey. We want better marketing. We want better communication. We want better experience. And so we've taken those things on. And so let's walk through some of those things on how we plan on accomplishing that. Yes. Again, guys, I think it's just really amazing what we've built. If you think about the tools, you think about the growth, you think about the expansion. And and a couple of things, you know, we're gonna I guess, to preview a couple of things that are coming up later in the show today, and, again, I wanna come in here today and help you guys, you know, kick it off. Jeff Glover did an absolutely amazing job. Really big fan of his. And it's amazing Let's give it up to Jeff, guys. Yeah. Big shout out to Jeff, you know. And it's amazing how much of what he teaches aligns so clearly with LPT. Right? The the power pack was built to turn each transaction into two, maybe three transactions, you know, to go win those listing appointments, to overcome those objections. So much of what he talks about, the stickiness of print is just so well aligned with who we are and who we build. So really excited to have him join us on stage today and then share with our agents. And we will have that that recording put into Connect next week for everybody. And then the rest of today is gonna be live streamed as as our amazing agents take the stage today and set up panels. Couple of things I wanna preview though. You know, we're we're on this path and, you you know, after lunch, Matt Levy and Michael Valdez are gonna be talking about kinda where we are in the journey, things we're doing to prepare for the IPO that's coming up, milestone hires we've done, all those types of things. But, you know, this growth is a big part of it. And it's interesting because when I first sat down with Wall Street, they actually wanted us to hold the national expansion until after the IPO. And the idea behind that was, hey, we want the IPO investors to know that there's still growth left. You know, if you look at some of the other companies, they waited, they went public when their growth was done. You know, they had gotten as many agents as they could get. They maybe started to shrink a little bit, and that's what drove them to then IPO. And so the original concept was, well, let's leave some states out there so that that we can, prove to the world that there is still room for growth here at LPC. But then this amazing thing happened. We grew so quickly and we reached such high market share in our core markets that they basically took that out and said, hey, we don't need to hold back the rest of the country anymore. Now we want you to actually go the other way. We want you to open the rest of the country as quickly as possible because the fact that you have such a high market share in the only market you've been opening for three years, you know, Central Florida, proves to the world that LPT can go deeper and bigger. And this is amazing. You know, the number one brokerage by agent count in Stellar MLS, you know, one of the top ten MLS in the country, maybe top five, covers all of Central Florida. The only MLS that LPT has been in for all three years that we've been open, we're only like four percent behind them in agent count. I think they have like thirty four hundred agents, and we have thirty two hundred agents. So in just three years, we ran down the fifteen year old number one brokerage by agent count in one of the largest MLS's in the country and the only MLS that we've been in for the full three years. So give yourselves a big round of applause for that. I mean, amazing accomplishment. But that accomplishment then opened the door for us to go national and international quicker because the idea is, look, if the LPT model can accomplish that here, it can accomplish it anywhere. If you look at the other competing cloud brokerages, the other cloud brokerages that are on their way up, they don't have that type of market share anywhere. So while they may be bigger than us nationally, they haven't reached that critical mass of really dominating a single market. And that was again a big message for us as we move toward this next step in our career and as in our growth. And so then we move on to international. We move on to global. And so we brought in Michael Valdez about six months ago, had an amazing impact on the company in just six months. But one of the things Michael and I sat down and talked about is what's the right way to grow globally? What's the right way to go international? And Michael had the very unique experience of doing that both for a luxury franchise brand in Sotheby's. And he saw the countries where the Sotheby's model didn't work. He saw the countries where the the franchise model didn't work, but it was the only model he had at the time. And then he moved to eXp, big cloud brokerage, and helped them grow into a whole lot of countries internationally, but he found the same thing on the other side of the coin. There's countries that just aren't ready for the cloud model. There's countries that just aren't ready for an agent first brand. These are very US, very Canadian, very North American concepts that work very well, but they don't work well everywhere. And so I had this concept around creating a second brand that I shared with Michael. And this is, I think, really when we kinda locked in and and I knew he was coming to LPT and he knew that LPT was gonna be the place to finally help him achieve his big vision for global international expansion, and that's where Aperture comes into play. Because there are countries that just aren't ready for LPT. There are countries where you need that other type of brand. You need that brokerage first brand, and we're the first company to have access to both so that we can now grow internationally in a different way. Aperture is gonna be launching as a global brand. Aperture is gonna be launching in multiple countries. And so again, this is all stuff they're gonna get into deeply after lunch, but I want to touch on it now because it's all about creating value for you. It's about creating the right network for you internationally. It's about making sure that you all as shareholders in LPT holdings have access to the absolute best growth plan because no company has conquered global real estate expansion yet. You know, eXp is doing it but they're still you look at their public filings, they're losing a lot of money globally. And part of our belief is that's because the model doesn't work in certain countries. You look at the Sotheby's and the other countries, they're franchising. They don't have that direct relationship with their agents. The franchises have to embrace each other. One of the beautiful things of the cloud brokerage is we're all one family. And so this this vision that we are building. Fastest growing brokerage in US history. Fastest brokerage to ever hit fifty states. Now the brokerage with the absolute best plan to go global, to go international, to create the highest value for our shareholders and the biggest network for you to plug into as agents. And I am excited about that vision and where we are going, and we're gonna give you a big peek into that today here at the Ascend Full Throttle Conference. Awesome. That is truly amazing. I mean, the road map ahead of us is truly amazing. Let's give it up one more time too for Michael Valdez for that assistance with taking us international, going to the different countries. It's such hard work to make that accomplishment a reality. And also, Robert, I know before you, you know, wanted to hop off here today, you wanted to share one special announcement in terms of an additional tool that we'll be arming our agents with to kind of enhance and elevate their ability to elevate maybe price points or their reach or their awareness or their conversions. So let's, maybe jump right into that piece of it. Yes. Let's let's bring it back here to home. Let's bring it back to the US. Let's bring it back to LPT. Let's bring it back to, again, what we set out to do when we built this brokerage. You know, we set out to be real estate first, to help our agents achieve their definition of success, to help agents be more successful in real estate. And one of the big things that I believe in, and this is actually, this goes back to mine and Matt Hodges early days in friendship, is this concept of elevating your price point. Alright. And and now before everybody thinks I'm talking about breaking into luxury, that is not what I mean here. Elevating your price point can mean you live in a market like I did in Polk County, Florida where the average sales price was two hundred and fifty thousand. And if you can move that number up to four hundred thousand, you can take your creator a different place. Because commissions are percentage based. If you can elevate your price point by thirty or forty percent, you're going to earn more money. You're going to have more success in your business. And again, that can mean going from three hundred thousand to four hundred thousand. It can mean going from five hundred thousand to seven hundred thousand. And so one of the things that we're gonna talk about today, and this is gonna be the primary topic of today's real estate first Friday when I turn it over here in a little bit to Hodge and Lewis and Mike Lafito, is this concept of elevating your price point. But again, that doesn't mean luxury. Not every market in America has luxury. We're not saying shoot for a million plus, two million plus. We're saying elevate your price point. Whatever that price point is today, what are the steps you can take to move that number up? And a big part of this is listings. A big part of this is listing power tools. A lot of this is our listing marketing. What I figured out early on, and this is what I again, when Matt Hodge and I first met, this is one of the things we talked about. Hey, man. How are we gonna elevate your price point? How are we gonna take you from three hundred thousand dollar homes to six hundred thousand dollar homes? Five hundred thousand dollar homes. Not going for luxury yet, just moving that price point up to move success in this business. And this was one of the reasons we built listing power tools back in the day. Because winning those listings, right, you can go into a neighborhood. If you start listing homes at a five hundred thousand dollar price point, where maybe traditionally you've worked with buyers at a three hundred and fifty thousand dollar price point, you're now going to start to attract buyers at the higher price point. And so a lot of the tools we built around listings were to help elevate that price point. But today, we're gonna be taking that to a new level. And what we've proven over the last probably eighteen months with our luxury collections is that better marketing, better listing marketing, better listing tools, things like billboard advertising, things like extra print collateral, things like higher end digital marketing, things like that direct mail we can send out as a part of our our luxury collections, our waterfront collections, and ranch and land collections, which we're gonna talk about today, has helped agents move their price point up. But what about the markets where there isn't that true luxury price point? Or what about the agents who just don't necessarily wanna go that high? They're selling at three hundred thousand, three hundred and fifty thousand. They wanna move up to six hundred thousand. Thousand. They wanna move up to six hundred and fifty thousand. The problem is that's right below our price point for the luxury collections tools. Well, that dynamic changes today as we announce our new listing collections products to allow agents to tap into a higher level of marketing no matter what the price point is on their listing. We can go to that next slide, Davey. I'm gonna give a quick preview of this, and don't worry. Matt and Louis are gonna go really deep on this as they take you through their presentation today. But again, I want to touch on it at a high level. So the new listing collections, which is gonna be launching next quarter, will be for any price point home. Alright? It starts with a new enhanced power pack. We're calling it the power pack black. Alright. We gave everything we absolutely could on our free power pack, and that's not going away. You'll always continue to get a free power pack with every listing at LPC Realty. But if you wanna upgrade to that power pack black. If you wanna upgrade to the new, the new enhanced power pack, which is gonna be more than double the materials plus some really exciting new items, that's gonna be a part of the new listing collections. In addition to a metal sign rider, instead of the current laminated, listing power tools rider, we'll have the same amazing rider with the interior photos and the text, text capture technology and everything else on metal. Upgraded property site with a dedicated domain name, QR codes, digital ad campaigns, which is gonna include social media graphics. And then you can enhance those packages all the way up to include things like just listed billboards, direct mail campaigns, the property specific magazines. Again, all of the things that we've been giving to our luxury collection agents for the last eighteen months and testing and perfecting them will now be available at a slightly lower price for any price listing because, again, we know this is a way for you to move your price point up. If you're trying to break out of three hundred and fifty thousand dollar properties and get into five hundred thousand dollar properties, we know that this type of marketing, that the return on this investment is how you can break into those higher priced neighborhoods and then ultimately drive your price point up because those listings will turn into buyers and those buyers will turn into more and more opportunities. Question I see in the chat. Billboards are now available in all fifty states for the properties. Alright. So this is our our billboard campaigns, that we ran in the early states, advertising agents. Those are based on state density. The listing collections, the luxury collections, the ranching land collections, we have the billboard network in all fifty states for your listing. So again, really exciting stuff here. Hodge, Luis, you wanna give me a couple thoughts and then I'm gonna turn the show over to you here shortly and let you take our agents through it. Yeah. Okay. No. I was just gonna say, and one one cool thing that I think was kinda brushed over is this now comes in a magic black box. It's no longer gonna be in a magic white box. It's gonna be in a magic black box. It's gonna be super cool. Yeah. We're expanding there. Yeah. No. It's it's exciting because, you know, there's been so many agents who have wanted to who have access to some of these, like, different tools that we were using and testing in different markets. And so to bring it down to now say, hey, we have a way to give it to all price points for anyone who wants access to it is really exciting for me. I personally built my career off of a lot of these same exact things, and and a lot of the the messaging that you heard previously which is being consistent at something. Let's say So let's say that your strategy is to lock down a geographic area, And you're saying, hey, I wanna be most visible in this group of homes. Right? I can't afford or want to be visible in all of Orlando, but I wanna be visible to this pack of homes. Maybe this neighborhood in this neighborhood or this school district or whatever that is. You know, and so this gives you the ability to do that and to stand apart. And so that is the first step ultimately in growing your business. Like you have to look differently, and you have to offer value differently, and that's not something that's necessarily easy. Right? We had looked at these stats where the average agent was using twelve point four. I don't know how they got the point four, but twelve point four different vendors to do their function, to do their jobs. And so that was, hey, we're going to this print shop here. We're going to this digital service here. We're going to this over here. You know, they were mill piecing all these things together. So to have them in packages now under just one click of a button that gives you access to all of these different things for any price point, for me, is a is a total game changer. Yeah. Absolutely. I mean, we're we're given the opportunity. Right? Like, we get the listing presentation. We've done the hard work to create the awareness. Why not go in all in? You know? As we heard Jeff mentioned during his presentation, your marketing material is the impression to your customer for your ability to move their property. You know, that is such an important concept because if you don't go in there adequately prepared, you're just gonna be like all the other agents who are trying to win that business. You are setting yourself apart through these tools, and it's gonna give you that competitive advantage to go in there, win, succeed. And our commitment, and Robert's commitment to each and every one of you, is to continuously innovate this product, continuously arm you with these items that's gonna make you show up different in a very dynamic market, in a very dynamic industry, one that's ever changing. You will be equipped with the best possible tools to go out there and succeed and win when those opportunities present themselves. Awesome. Yeah, guys. It's absolutely amazing. There will be a a sample power pack available for purchase for the new black, enhanced listing collections box, and the guys are gonna get more into that here as they go through real estate first Friday. With that, I'm gonna take off and turn it over to them. Again, appreciate each and every one of you guys. Thank you for being a part of the Ascend Full Throttle event, whether you're on our Zoom audience or you're at the live event. I can't wait to see everyone in October at the big conference. We're gonna have an absolutely amazing time, in October. So make sure you get your tickets for that in Orlando. And, we've got a great real estate first Friday coming up here. Mike Lafito is joining again to talk about this concept of how do you increase your price point. Not necessarily all the way to luxury, just increasing your price point so that you can drive a a higher volume of business, through your transactions and through your business. And again, they're gonna do a deep dive into some of the new tools coming out, the listing collections, some enhancements to the luxury collections, ranch and land, and waterfront, which people have been waiting for. We're gonna finally get those out today. So with that, I'm gonna take off. I appreciate each and every one of you. Thank you for being a part of the LPT family. And with that, Louis Hodge, Mike Lofito, I'll let you guys take it away. Awesome. Thank you, Robert. Alright. So let's welcome to the stage Michael Lofito. Oh, we're gonna have to share a mic. What's up, buddy? Give him a mic. Perfect. Alright. So, Michael, we're so excited to have you here with us today. And, for those who don't know, if you could just give us a little bit of a background. We met in a very unique way. And so, if you have the opportunity to kinda walk us through, you know, your your path in real estate and Awesome. Thanks again for having me. Michael Lofito out of Wheaton, Illinois, about twenty five miles west of Chicago. And, was here last year, before I was officially with LPT, and, it's great to be back. And, Robert, great message, and, just a sentiment to the staff and, Jeff Glover did a great job. So, been licensed since two thousand, and I am, run a small team in the Chicagoland market, authored some books and have a course out there and and some other things. But my, my passion is helping agents increase their average sale price, break into luxury, differentiate themselves. A lot of things that Jeff talks about, a lot of things that Robert talks about, You know, that that's, that's my background, I guess. I got three kids and, just happy to be here. Awesome. Awesome. So, you know, one of the things that I I heard Robert talk about and, you know, obviously, LPT is great with marketing. Right? I tell agents all the time, don't think like a real estate agent, think like a marketer. And, you know, Robert and I met probably eight or nine years ago, and that was one of the things I was, you know, so impressed with is is differentiate. Right? We have to differentiate. Everybody knows a real estate agent here in Florida. Everybody knows a real estate agent back in Michigan where Jeff's from, and and Chicagoland is no different. Right? So you need to be able to differentiate yourself. And, having great print, having great digital is important. There's a term I like to use called repetitive engagement. Repetitive. Right? You wanna be top of mind awareness. When somebody's buying a home, selling a home, they might not hire you, but you at least have to be in the discussion. Right? That's all you can ask for in life is an opportunity. Right? And so it's up to you to put yourself out there, both print, digital, be a contributor. And, no matter what price point, that's one of the keys. Yeah. Absolutely. Absolutely. You know, I wanna just ask a quick question, we'll kind of move on to the to the next thing. So for a long time in in your career, you've spent, time educating agents on how to show up differently. And maybe that for them is, you know, trying to break into a luxury price point or, like you said, just elevate their price point. What are some of those key things that you would say is a is a core principle to doing that? Like, not to say I wanna go into luxury, but just what what are you focusing on to add more value so that you're you're increasing those price points? Well, it starts with mindset and belief. Right? So you guys are here. You you your butts are in the seat. That's half the battle. You know, there's a lot of people that probably wanted to be here, but they made excuses up or whatever. You guys are here, and that's half the battle. You gotta have that will. You gotta show up, but you gotta grow your knowledge. I'm a big believer when you grow your knowledge, your confidence will grow. When you're more confident, you're more likely to step out of your comfort zone. When you're more confident, you'll maybe go to that that neighborhood, that town where you never sold, but you have that opportunity for whatever reason. And so it really starts with confidence. So growing your knowledge, your confidence grow. How do you grow your confidence? Well, what are you reading? What are you listening to? Who do you surround yourself with? You know, Zig Zig Ziglar once said, you hang out with nine dead broke people, you're bound to be the tenth. Right? So hang out with overachievers. Iron sharpens iron. And so, you know, there's always gonna be negative people out there. You guys have all hit it, hit the nail on the head. Yeah. It's been a tough last year was a tough year. You know, fewest homes sold since sold since nineteen ninety five. We have seventy more million people in the US since nineteen ninety five. Right? So, you know, we're in a sales industry. If if homes aren't selling, income's not coming in. But, again, the top twenty percent are continuing to grow, and you guys are in the room. And that's the prerequisite is continue to grow your your confidence and your knowledge. But then, of course, you have to implement. You need to implement. And so I teach a strategy called OPP, Naughty by Nature. Remember OPP? Yeah. Yeah. Well, not that type of OPP, but I teach another strategy called other people's properties. And, and so but properties meaning houses. Okay? So leveraging other people's properties. Yeah. There we go. I'm cute. I didn't even let him know about that. That's awesome. That's great. So anyways, one of the ways you can can we talk about increasing average sale price? Yeah. Of course. Is that Yeah. For sure. Is that a good segue? Yeah. Let's do it. Let's do it. Alright. Perfect. So OPP is a good segue for that. Alright? So, you know, one of the ways that you can increase your average sale price well, let me backtrack. I believe that there's five price points in most markets. I call them buckets. Five buckets. Bucket number one is starter or entry level. Bucket two is the average price point. So So no matter what market we're in, you can contact your MLS, your real estate board, a title company. You can figure out what the average price point is. That's bucket number two. Bucket three is high end, a high end home. So we define a high end home as a home that's or condo or townhouse, two times the average sale price in that market. So keep it simple. Most real estate agents are terrible at numbers and math. They're good with percentages, but not good with math. So if the average sale price is three fifty in a market, three fifty times two would be seven hundred thousand. So that that would be bucket three, or around seven hundred thousand would be high end. Bucket four is how we define luxury for our designation, and we define luxury as three times the average sale price. So net three fifty example, three fifty times three or about a million fifty. And then bucket five is ultra luxury, which is ten times the average sale price or more. So three and a half million. So it doesn't take a rocket scientist to increase your average sale price, you just have to shift your portfolio. If your portfolio is bucket one and two primarily, entry level and average, you just got to add some high end, some luxury, and and maybe some ultra luxury here or there. But, most agents lack the confidence to to to do that. And so that's one of the strategies we teach. Okay. How do you do it? Right? Where do you go? And, so yeah. Yeah. And there's definitely two or or or there's this trait that exists as you are elevating your price point, this correlation with your ability to relate to your customer. You know, as you're going through these different tranches and you're going from entry level to these other categories, you need to be able to, you know, relate to your customer in a different way that you did maybe previously for you to successfully convert that customer. You know, and that example comes really in two folds. Right? In relating to them on a on maybe a lifestyle personal perspective, understanding what are their passions, their interest. Once you are able to identify that unique characteristic, find a way to be able to talk to them from that line of of of conversation where it's it's not just segmented on on the real estate asset. You know, find out what are their passions. Maybe you're touring their home. You see sport memorabilia around. You know, find ways to maybe have conversations on that front because as you are elevating your price point, that intimacy becomes that much more important and you can work on this skill and your day to day interaction. Maybe you're socializing with a colleague or you're at a network event if something comes up during the course of your conversations in which you identify some unique characteristic or attribute, ask questions find a way to create dialogue around that because you can take that skill and utilize it when you are working with your customers and then the second trade is the actual physical property. You know we're real estate so we get that unique vantage point in sales and that we can identify the uniqueness of their property prior to even going to their house. You know are they sitting on a waterfront? Are they land, land and ranch? You know all of these types of property carry unique characteristics with maybe lifestyle. You know, oftentimes, we see individuals who live waterfront, what are their passions? Fishing, boating, water activities. You know, people who live on land and ranch, what are their passions? Equestrian, etcetera. Having that knowledge base when you walk into the presentation and being able to have dialogue to those effects is very important for you to increase your ability to convert those customers because you will then be able to build a relationship that's based off of relating to them, not just merely giving them the market data that anyone walking in there can ultimately give them. You know, passions, hobbies, and interests. That's really important. What are their passions, hobbies, and interests? Do your due diligence before the appointment. I call it a social media scrub, so you're gonna wanna look them up and what their likes are, what their interests are, if you have similar connections. And, but mindset and belief is really three quarters of the battle. Always give the Hoosiers example. God rest his soul, Gene Hackman passed away. But he gives an example of the small town basketball. -Right. -TOM, small gymnasiums somehow it's like tape measure. And he from the ground all the way up. And guys, it's ten feet tall, just like the basketball gym's we've been playing. And sometimes we over complicate things and we intimidate our we we get in our sold his home, highest sale price ever in Wheaton. He, during the pandemic, moved out of the state of Illinois because he had to show a vaccine card to get a Starbucks, but that's another story. And a lie, tights. So he moved out of Illinois, and he built this seven million dollars property in Brentwood. He Brent. He tore me around. I was visiting him this And he shows me We're going up to And he's got this huge hallway, tall, and his and his and his and his and pick it up. So sometimes we can over complicate things. You know what I mean? I was like, where is he going with this? I I didn't know. It could've got multiple different ways. I think I went I took a left and it took a right. So it was in there. That's so awesome. Well, hey, so, we're just a few minutes over, so I wanna move us on. So one, I love that, I love that you think about it that way. Right? Because to your point, these opportunities are available to anyone who has a confidence to go tackle them. And the way that you build your confidence is to educate yourself on how to how to play in the space. And that's available to all of us. And so that is one hundred percent within your control. And it's not like you get lucky or certain You have the ability to affect it if that's what you choose to do. But we've got additional things that can help along with that. And so, you know, last year, we announced the luxury for network and luxury collections, which were the tools that help you sell luxury properties. And we've done really well with that. And we've had agents who've had tremendous success with that and continue to order more and more and have more momentum in the space because that's what, you know, their version of success is. But there's other buckets. And so you may not know this. When Lewis and I first met in Real Estate, you may not know this. When Lewis and I first met in real estate, he was negotiating short sales, and I was selling the assets. And that's what that's how we formed a professional relationship. So he was going inside the courtroom, speaking with the judges, keeping the tenants inside or the homeowners inside of the home, negotiating what the price would be with the bank. And then I was out there marking the property, selling and negotiating with the buyers. And so that was our first kind of partnership. And at that time, we were focused on a specific type of transaction, which was short sales. It was a growing part of the market, and that's what we focused on. Right? But there are other things that you can focus on. You you kind of alluded to this earlier. You can focus on waterfront. You can focus on ranch land. You can focus pick your segment of the market and choose to expand on it. So on the marketing side, we said, hey, what would it look like if we continue to try to create additional tools for for some of those things that, you know, waterfront homes or ranch and land, which has been a big request. So we are finally happy to announce that as of April first, we will launch waterfront and ranch and land. So excited to finally bring that to to help you to your team. That's awesome. Maybe we've got some models here we could bring up. So we've got some examples for you to see. We'll have more information to, come. Who can think of that? This is this is it always happens at the best moment. Yeah. Right? Our settled settlement webinar happened, like, it's Yeah. So David, you got those those slides for us. So yeah. And so, you know, that's that's exciting for us to be able to bring to, the LPT family. And so we're gonna show this. This is the waterfront marketing. And so if you are familiar with the luxury collection packages, they are now designed to be the type of properties that we are where we're marketed to. So if you go to the next slide, you can kind of see a whole review of that. And then we've got range of land next. And so again, you'll have the property specific magazines, thank you cards. You've got customization that can happen for the property type that you are looking to try to acquire. So again, your waterfront properties are gonna have, you know, stylistic towards that, and ranch land will be towards that as well too. You know, during Jeff's presentation, you talked about you don't want to have a marketing piece. If you're you know, it's an entry level property that's got a mansion on it. So congruency with the target market. Yeah. Absolutely. And one additional piece This is not your call to get off the stage. Awesome. Alright. So I'm not sure what we should do. I don't know. We're good. We're good here. Yeah. We did that. It's those elevators. They're so quick. You know, somebody probably hit the button freaking out. Alright. So, perfect. Good idea, man. So one of the other things too is that we've added, a feature called the land ID to our ancient land features. And basically, what that is is an interactive map. It's fantastic if you've got vacant land or if you've got a development. It gives you the ability to have an interactive map that has points of interest around your development or your vacant land, and it's a great feature that will also be included in our ranch and land series. Links to Joe. Let's go ahead and continue to move on. Yep. That's, that's a first for us. Yeah. The very first. Never happened. We we should own it. It's part of the show. Yeah. We should. So hot. One additional thing that we are now doing is that Luxury Preferred Network launched about, eight months ago or so. And waterfront and ranch land were not available at that time. And so Okay. Then may I have your sense of weakness? No long has the best So for the people who are on the Zoom, there's a you probably can't hear it where there's, like, a little alarm going off and they're saying, hey, it could be an emergency. Stay calm. But now they've just confirmed that it it is no emergency. So, yeah. So waterfront, ranch, inland, and, and luxury collections will all be under one collection. So you'll now have access to all three of those as part of specialized discipline, which comes with specialized training. So Michael Ophito teaches our electric car network each month right now. We are adding additional training for ranch and land and waterfront. This gives you the ability to truthfully understand what is happening with inside of those markets. And, so, if that's something that you want to expand upon, but you're like, hey, I'm not quite sure, you know, what zoning laws look like inside of, you know, Rancho Landry or what zoning laws and flood things would be required inside of Waterfront. This is gonna give you deep dives into that information. So, we're so excited to bring that. Yeah. This is definitely a big one, guys. Now, your specialized, discipline subscription now includes all of our specialized disciplines. And we can go next slide to kind of give a breakdown of of some of the, well, I guess before that. Also, the presentation material in the display boxes can also now be purchased for five ninety nine without a specialized discipline membership. Talk about a shock and awe box right there. Those things are discipline membership. Talk about a shock and awe box right there. Those things are impressive. Yeah. Big, big request for that, and that was part of the membership. So excited to be able to bring that. That also includes all the samples that are included inside the collections, in terms of the the property specific magazines, a thank you cards, anything that you would need to do for this presentation for for these summers. Now next slide. Alright. So here are some of the changes for specialized discipline. So starting April first, the complete membership for waterfront, land and ranch, luxury collect luxury will be for an annual fee of three thousand. It does require you to be a brokerage partner. That's the eighty twenty plan. However, for those that join by March thirty first, you will be forever grandfathered in to the twenty five hundred dollar annual rate, and you can be a business builder and opt in if you join by March thirty first. So if you're still not sure whether you wanna upgrade your comp plan to the eighty twenty plan, you do have here for the month of March to be able to subscribe to specialized disciplines and and be grandfathered into these benefits. And one more announcement around specialized discipline if we hit, next slide. Later on this year we will be doubling our specialized discipline big. That's awesome. Alright. Well, we are probably standing in between lunch and everyone who's probably standing in Hungary. And it's really cold in here. I don't know if anyone else is cold, but you know, our Canadians are happy. But you know, I'm from the Caribbean. So, this is like, you might as well be in Antarctica. Effective marketing. Alright. So, what we're gonna do is we're gonna close it here for this segment since we're just a little bit over. I wanna let you guys know that, we have a ninety minute break. There's a ton of food options just right around here in Saint Pete, within just walking distance. And so we want you guys to be back in seats by one thirty when we have our agent panels. So we'll go ahead and turn it loose, but, thank you guys so much for being here. Looking forward to catching with you guys, this afternoon. Thank you guys. Bye. Nineteen minutes from now.