First Friday. If you can hear me okay, please give me a quick thumbs up in the chat if you can hear us okay. Begin thumbs up. Mic check. There it is. There it is. Okay. Fantastic. Alright. Well, good morning. Welcome to another real estate first Friday. My name is Matthew Hodge, executive vice president, here at LPT Realty. I'm joined by Lewis Furman, my co VP, my co EVP is really how I should say it. And, we're excited to be with you this week. It was been a long week, a longer weekend, but tons of fun. We had the opportunity of being over at Grand Prix last week, for our single day conference, conference, and we had real estate first Friday from the stage, which was pretty crazy because, like, some fire alarm or some emergency kind of thing went on. And I don't know if you guys could hear it if you were watching that day, but it was like, there's an emergency that has been happening. Everyone, please stay calm and exit the building. We're like, we're not quite sure what to do here. But it ended up being all fine, and, and we moved along with it. But it was a little hard to keep our Yeah. Our thought process. Process. Yeah. Sometimes it's hard to kinda, like, balance those two. Right? Like, what are you about to say? And then you're hearing all this background noise on the other end. But, yeah, man, St Pete was such a fun event, and it's always not only is the event fun, but it's always amazing to be in community with our agents. Like, it truly is. Like, just the amount of collaboration that takes place in those types of settings. You know, agents just seeing each other, some of which hadn't seen each other for a few months. You know, it's just so much fun to be able to, you know, just, again, socialize, network, collaborate, be in community. It's such a great time. And it's just a a true testament of that culture that's been created here at LPT where everyone's just excited to see everybody. Yeah. That's right. It's amazing, and I truly look forward to October. I know that one's gonna be at a much bigger, you know, kinda scale as it pertains to, you know, agent, you know, attending. But, yeah, it's gonna be it's gonna be fun. Yeah. It it sure is. Yeah. And, you know, if you're new to LPT, every year, we would do our annual conference at the Saint Pete Grand Prix race inside the Mahaffey Theater. And so we were the title sponsors for the race. And as a part of that contract, we had access to the theater, which held about twelve hundred or so people. And so the very first year, it was fine. I think we had around eight or nine hundred people show up. The next year, we were busting at the seams. And the the additional issue with that is because there's also an indie race happening, all the hotel rooms are, like, seven hundred and fifty bucks a night, like, for, like, a regular room that would normally be, like, a hundred and fifty bucks. You know? So there's just so much pressure on the city. Every restaurant is packed, and so it's just not conducive for them, you know, pouring another couple thousand people in there. We would not help that city. We would not help that city. We would not help that city. Where they had, like, two or three thousand more attendees. Record of ten. Imagine if we dropped another two to three thousand. Yeah. Yeah. It was already Bursting. Yeah. It would have been a lot. But okay. We're gonna go ahead and jump in today. I'm gonna bring in Pam Tucker from, the Tucker Group. She is, a agent out of, North Carolina, and her and her team, were on Real Estate First Friday a few weeks ago. She was walking through her open house strategy. And just to give you a quick recap, if you weren't there or if you if you were anyone, just a quick highlights, she did an open house. She has an open house system where they basically do open houses over the course of, like, three days. She was giving us her stats of of her most recent open houses, so this is not like back in the heyday, like, hey, this is a couple of weeks ago. And, they had two hundred and seventy five people walk through their their open house. From that, they were able to procure, like, ten solid buyers, two two additional listings. And so she utilizes this process every single time they have a new listing. They list the property on Thursday. They do an open house over the weekend. They obviously try to sell the house that weekend if possible, but they also use it as an opportunity to interact with buyers who are out in the market, who are taking the time to come see these open homes open houses, interact with the sellers who are with the neighborhood to see if they, one, know anyone who's interested in the house, but then, two, maybe they have a real estate need that she has an opportunity to speak with them about. And they kinda divided roles so that she'll do it with her and another agent. And so one person says, hey. I'll handle the sellers, and then you handle the buyers, and we'll kinda work together in that. So we're gonna bring her on in a second. She's gonna be walking us through her farming strategy. And so she was so open with her open house strategy. We said, hey. We gotta we gotta bring her back on, so that we can hear kind of how she's farming and how she picks neighborhoods, how she becomes visible in those neighborhoods. So, Dave, if you could pull her up, we'd love to bring Pam on. Hey, Pam. Good morning. How are you? Hello. Good morning. How are you guys doing? Oh, I'm doing great. So good to see you again, and thank you for joining us again today so that we can pick your brain on how, we can ultimately shine a light on some of the strategies that you're doing. And, hopefully, some of our agents have, a a few nuggets that they get to pick up and maybe implement something new in your business. So, I'll go ahead and kinda turn it over to you right away. Kinda set the stage already that, you know, you've gone through the open house section. You're now gonna walk us through kind of your geo geofarming strategy, which is basically being visible to a group of a neighborhood or as maybe a geographic area, maybe a, a specific neighborhood or a group of neighborhoods. I know I was a big GeoFarmer when I started. I picked a very small neighborhood that that maxed my budget, which at the time was four hundred homes. And I just did everything I could to be pass to be visible inside those four hundred homes. As my career progressed, I was able to then, you know, pick another neighborhood, and then my my geographic area end up being around ten thousand houses that I was farming. But it starts with just one neighborhood for you to pick. So can you walk us through kind of your strategy, how you get identified, what do you do? Yeah. Where where do we start? So, our open houses do really well because it's a part of a, larger, process that we do, and that entails our neighborhood farming. And so it really makes us the go to agents. And before we've even, you know, are face to face with them, they have this, idea that they really know, like, and trust us by our farming efforts. And I'll give an example. Three years ago, in one of those neighborhoods, there was a discount broker who dominated that neighborhood. That's the neighborhood we just did two hundred and seventy five, buyers who came through the open house. That discount broker was doing ninety percent of the business there. It took us three years, but now we are doing ninety percent of the business in that community. And we needed to really differentiate our services and what we're doing. And so we offered a really a higher level of service. It's very elevated, and it's more of a concierge level service. And so that approach really, set us apart from what was being currently done in that neighborhood. What is really important is that we're picking the right areas to farm. And so, each one of our team members here picks two neighborhoods to farm, and we that could be a place that you live, could be the neighborhood you're living in, maybe a place that you've done a lot of business in, or just your expertise are a perfect fit there. And we need to make sure that the numbers make sense. And even though it might be the neighborhood you live in, we need to make sure that there's a turnover rate there. And a good turnover rate is something about five percent. I'll give you a great example. Allison on our team wants to farm her neighborhood, townhouse community. We're capturing in there the first time homebuyers, the sale of the home for the move up buyers and the investors. When we looked at those numbers of the turnover rate in her neighborhood, it was three percent. But if we went right across the street, very similar townhomes, the turnover rate is twelve percent. And we're using RPR. We're using the NAR RPR, guide, and we use that as a resource so we can really track the turnover. So you can pick what neighborhood you wanna farm, but the numbers have to make sense because we're putting a lot of time, money, and effort into that. Yeah. So that's not really for us. And when you talk about turnover rate, for the audience who may not understand, like, what is a turnover rate? Like, what does that rate ultimately depict? Like, explain it in your words. Like, what is that turnover rate? So that way the audience member understands what it what it means. Sure. We wanna make sure enough homes are selling in that community. So if we're going to put I mean, it's a minimum of one year for farming to see what our efforts, you know, what are we gonna get out of those efforts. So if we're gonna put the time, money, and effort in there, we may have to make sure enough homes are selling there. You might love that community, but nobody's leaving. Or there's only three or four percent turn there's only three or four percent of the people in that community selling their homes. And so we can't hit that five percent. We pass on that community and we look for something that has a higher percentage of if you look at all of the homes there, how many what's the percentage of homes that sell that particular year? So that's how we calculate those costs. Yeah. Yeah. And that's actually, a great way to look at it. I did a very similar exercise where, again, I would, I wasn't even using RPR. I would simply just look at how many houses were in the neighborhood, how many sold, and, you know, just divide the number, and that would give me the percentage. And so, you know, you can do that as well too. But, you know, I I had got trapped one time where I was like, okay. I'm gonna do that, and then I'm gonna see how many, you know, sales were with the same person to see if there's any, like, dominance or if there's anyone already farming. I was doing all these things. It didn't really matter, like, whether they were someone dominant there or not. Like, our strategy still worked, so you just have to get out there and do it. Like, pick the neighborhood that makes most sense for you from, you know, the economics. If your threshold is five percent or eight whatever that number is for you, figure that out and become visible. Don't allow any roadblocks to to kinda stop you because you can look at it so many different ways and come up with a ton of excuses why it won't work. But, you know, Pam is a is a testament to, you know, sticking with the process, being consistent, and then taking the market share from someone else who if you if you notice, she said was a discount broker, which means they based their value proposition on costing the seller less. And she went in there, added more value, and we know that sellers are willing to pay for people who they like, trust, and who make the transaction easier, avert risk for themselves, and then, of course, help them get top dollar. And so they're willing to pay for that premium. So, sorry, Prem. Just wanted to jump in there and and, you know, break that down. I'm happy to have that. Yeah. But yeah. Absolutely. So some of the things that we are doing to, make sure that we are really dominant in those neighborhoods, we're doing postcard campaigns, we're doing letters. We're getting very involved socially, and we have a really, strong give back program. And so for postcards, we just wanna be the standout. We wanna set ourselves apart. We are utilizing the really high quality collateral material we get from LPT. Just had this conversation with an agent the other day. For us, it's the easy button to use the listing power tools. For us, we upload a couple of images, hit hit the easy button, and it gets shipped to our office. So we're definitely using the listing power pack, and and utilizing those as mailers. We're using the cash offer flyers. We're using the right here, we have the nine critical questions. We're using that. We're using the active marketing plan. These are things that we have at our, you know, push of a button. It's available to us, so why not start there? So make sure everyone is utilizing those really high it's such high quality print material, and it should definitely be used. We are also making sure that we are talking about what sets us apart in our mailers. We come up with different services and we name them, and it just gives a lot more weight to those strategies. So it might be the signature home selling experience. It might be the Tucker selling advantage. Whatever it is and whatever that entails, we do some additional cards. So it has our image on it. It talks about our expertise, your profit. Well, what does that mean? And it goes into detail about what those programs are, how we help them accelerate the equity in their home, how we're handling from start to finish, maybe updates that need to be in the home. We can let them know, what trusted vendors they should be using. So we're really full service, but talking about how to improve the equity. Name the program, whatever that program might be. Give it a name and promote it and talk about it in your mailer so they can really understand the value in those programs. I love that concept. That is something that I've actually heard quite a few people do. They either, one, create a package that says, hey. Here's our basic package. Here's kind of, like, the middle round, and here's our premium offering. And so you can pick, you know, your your level. Or two, I know, like, David Lewis, which is one of the executives here, talks about, in Atlanta where he, had a large team. It was called the TLG at, group advantage group or something like that. It was a TLG advantage, and that was, like, their value proposition to say, hey. If we can't sell your house in x period of time, you know, you would have this amount of recourse. Like, I will buy it for free or what I forget what his entire offering was, but it's under the same principle around the fact that it was a program that he named that was an offering to the seller and that just allowed them to digest it. Like, hey. Yeah. I'm I'll sign up for the program. And, really, when you're signing up for the program, you're signing up for a listing, but kind of changing it and making it seem like it's an offering sometimes can, you know, help on that sales psychology side. Yeah. Absolutely. And and and and what's important here as we're listening this is is you have to have a purposeful approach to farming. You can't just say, hey. I just wanna farm this neighborhood. And that approach really starts at the very beginning as we kinda started off today's conversation with identifying and and indicating what is an appropriate subdivision to even farm. Right. Like, running those metrics, running those data points, not getting caught up in, you know, analytics that are not important. Like, you indicate, like, oh, this person's a dominant force. I mean, listen to, Pam's story that she indicated where there was a dominant force there before. It's it doesn't matter. Like, you go in, you go in with your approach, you're gonna win it. Like, so that's a factor that isn't considered, but turnover rate ultimately is. And then once you've identified that neighborhood, it's like, it's not just a one and done. Right? It's not just I'm gonna mail one piece. I'm gonna mail two pieces. It's this concept of having to overwhelm that subdivision with content and material branded to you that's unique to you, having that cadence, having that frequency. Because without that, it won't work. And I and and, Pam, you indicated, right, it's like a year kind of trajectory is what you guys plan for. Is that correct? Yeah. We really need to see what the metrics are after a year. So we need to have a full year in looking at what did we do during that time period. How often did you just send the postcard? Did you do a circle prospecting letter? Did you do a news letter? Did you host an event? And then we can really gain the metrics. It takes time. So, you know, talking about two hundred and seventy five people coming through an open house, that took three years to do that. Yeah. And it's because we had a multilevel, multilayer approach on that. And so but don't be discouraged. I mean, I went in there knowing that there was somebody who was discount, who was doing a fraction of what my fee was, and she she had ninety percent of the business. I would said, great. I see a gap in what her offering is and how I could, make my way into that community. I love that. And I'll actually add one additional piece that I did when I first started off. If you're really thinking about how to budget this, what I did, when I was at that four hundred that was my my, initial farm was four hundred houses. Mailers at that time, I think, were costing me about a dollar and ten cents a mailer. I think it's about what it was. And so I said, okay. I'm gonna set one year's worth of budget aside where I'm gonna do one mailer a month, and then I picked four additional times per year that I was going to send out an additional mailer. So I basically was gearing up for a total of sixteen mailings. And so I said, okay. At a dollar ten each, here's how much money I need to set aside. And so I put that money aside. I just pull from that bucket. It's a lot easier to do that than pulling out every single month, especially around month six where you're like, hey. I haven't gotten I haven't gotten a response. I don't even know if anyone's looking at this stuff yet. It gets pretty discouraging. I don't know why that ends up being the the period of time that everyone has to test to make it through. But, anyways, I set that money aside, and I just pulled from that. It was around my eighth month is when I started start to get some of that traction. But, again, I set the budget aside of one mailer per month, which is every single month I'm gonna send out this activity, and then four times per year, I'm gonna do something special. And sometimes it was a quarterly report if I didn't really have something else or maybe it was like a holiday thing. I would pick what made most sense. Or if there was gonna be like a community garage sale, I would do that and make sure that I promoted it on top of the, HOA. Again, just to show that I was a part of the community and I had my finger on the pulse. And so if you're thinking about a starting point, set your budget. You know? You you need to have a budget for a year. Don't do it less than that because if you have eight months and you need to just those last couple of months to make that cracking, you'll you'll waste your money for the full eight months. So you need your year budget. So if, you know, you can't do that number, then pick a neighborhood that makes sense for you to do, but you need that frequency at least once a month and a couple additional touches per year. Yeah. And and and it's so great, again, when we're going kinda through those, like, formulas and those ratios as you're establishing the budget to see whether or not it's ultimately gonna make sense. Right? Like, if this is a five hundred home neighborhood, we know there's a five percent turnover year over year. There's a likelihood of being twenty five homes that are gonna transact inside of this neighborhood. What's the average price point? What's the average commission? What's my ultimate total? You know, my likelihood of how much of that five percent I'm gonna capture because it's not gonna be all of it. You know, we gotta stipulate, you know, some percentage in between. And then what is my investment for the ultimate return that's gonna be there? You can kinda set up all those projections through your budgets, which is really good data to have before initiating again those campaigns inside of a neighborhood. And I'll give you one last little one last little hack on the budget. What I would do is the first house that I sold that year, every year, I would take the full commission and utilize that as my marketing budget for so, I mean, eventually, I was selling, you know, seven, eight, nine, ten houses in that particular neighborhood, but I would take the first one, whatever that was, and I would use that as the the budget for the year unless it was, like, a smaller list. Most times, it it worked out, but the methodology was there, and that fuels for the rest of neighborhood. And that's how I did every single neighborhood. The first sale of that neighborhood of the year is what I would set aside to farm it for the next twelve months. Very smart. We'll turn back to you, Pamela. Well, one more thing I'll add on to that while you're budgeting is, we partner up with our vendors. And so our, our preferred lender, inspector, closing attorney, they pay a piece of our, mailers. So we only pay about fifty percent of the cost of our mailers, because they are our partner. And so they go on our printed material, and we're always promoting their business. They're happy to, be our partner in the mailings that we do. So that significantly reduces our cost. So that's another thing that you should really partner up with your your, you know, your preferred lenders. Awesome. I was not that sophisticated, so so great. Could have greatly helped the budgets Yeah. That goes very highly. I could have stretched. I could have done two neighborhoods, but I just wasn't that smart. Yeah. We're very conservative with our dollars. Yes. Awesome. So so let me ask you this, Pam. So so you initiate the plan. You set it in motion. Like, how frequently, like, do you, like, test it to see if it's working? And, like, at what moment do you say, hey. Maybe we gotta retweak tweak it. Like, I know we're committing to a year, but, like, how long within that year do you kinda let the plan of attack take place until you say, hey. Maybe we need to reevaluate it a little bit. You know, maybe it's not getting the same response. We're constantly reevaluating it. And so, definitely, the program, like, you know, our expertise, your profit, we sent that out. No response the first round. The second rep or the second time out, we've got two listing appointments. And they're like, okay. We're on to something. And so we would keep repeating that message. So if the message is not resonating, we change it. But but offering those services that are definitely different from others, and what listing those services, we hit on something. So we, double down on that. And so you'll see that even if the whole like, our newsletter is not all about that. It's about all kinds of things, but we add that in because we know we hit on something. But if we're not getting a response, we're not getting feedback from those mailers, we're not getting enough feedback from the newsletter, we'll just change it. We've got the message wrong, and we just constantly evolving. And what's right today might not be right tomorrow, so we have to be willing to constantly change that. Yeah. That's a that's a great point. The call to action does change. You know, we've talked about this on previous real estate first Fridays, and we've you we've used the fitness industry as an example of changing the call to action around the same exact product. You know, in January, they're saying, hey. Your New Year's resolution is to get health healthy. Start off. You know? Then by the, you know, March, April, they're like, hey. Get your beach body ready. You know? By the, holidays, they're like, hey. Shut all the bad decisions you made on eating cake. You know, whatever. But they're really just the same exact service. They're just reskinning it in a different call to action that makes, you know, sense to the consumer, you know, at that time. And we know the cycle of a real estate, which is, you know, at the beginning of the year, people are in that planning mode. Hey. Is your homeownership is your dream home homeownership in twenty twenty five or selling in twenty twenty five? Here's the things that you should be doing right now to prepare. You know? Things like that. So understanding what that cycle is gonna be like, I think, is super important. But most importantly, as you identify something that's working, squeeze every last bit of juice out of that thing before you change it. Don't be like, oh, if this works so good, then this should work better. You keep on that same thing until it doesn't work, and then you find the next thing. Keep keep that foot on the pedal. Pam, another question for you. Like, how many how many territories or subdivision are you, like, farming at any given time? Like, how many of these are you kinda balancing together? So I started in one subdivision. And when that really worked well, we started hitting all the neighborhoods that are around them. Because what we say is, like, we have a listing here in x neighborhood, right down the street, literally right down the street, next neighborhood over, there's a very comparable listing we have coming up. So it just makes sense that we kind of just keep expanding that. And so there's probably six different neighborhoods around our main neighborhood, and then we are hitting some luxury neighborhoods that are you know, the lowest price point is about two million and up, that we have just started our farming efforts last year. We've had some good traction, but we have we'll keep you posted how that goes because we're gonna we know who the dominant agent is there. She doesn't stand a chance. So we're Yeah. That name of the surrounding ones. And so our proven method will work there. We just have to put the time in. I love that. Yeah. So one, there's a couple of things I wanna call out, which is, hey. If you if you're a brand new agent or this is new to you, you don't need to go out there and spend a whole lot of money. As Pam indicated earlier, you know, there's a ton of tools that we've got that are very inexpensive or are already free that you can utilize. It may take some sweat equity. Right? Like, whatever you're not gonna pay for, you're gonna sweat equity your way there. But there if you've got nothing to do and you're not selling houses, then you should be out there door knocking in the neighborhoods that you want to be visible in. You should be thinking about how to be utilizing these very low cost options to be visible there. As you start to gain traction, then, yes, maybe you can spread to the second neighborhood or this, you know, the surrounding neighborhood, which is the exact strategy because you can say, hey. Look. We just sold your neighbor's house. It may have been one neighbor over, but you're starting to get that proof of performance concept going. But at the end of the day, your starting point, if you're new to this concept, is don't go out there and spend a lot of money. Plan a budget of twelve months to be visible. Think about what you can leverage from your own efforts. Hey. I'm gonna go physically walk it. I'm gonna go to open houses. I'm gonna reach out to even current open house, current listings in there and see if those agents will allow me to do an open house there even if it's not with our my own brokerage. Like, whatever you can do to be visible is going to work. It doesn't take a lot of money. It just requires a purposeful approach Yep. And being super consistent. Yep. And if you are in that place in your careers, like, the light is bright at the end of the tunnel. It is. Yes. It's a lot of sweat equity maybe today. Yes. Maybe it's a lot of heavy lift and hard work. But the first few ones are the hardest. Right? Once you're able to pen it, get through it, and break those walls, like, it will be a totally different ballgame the moment you can kinda set those things in motion. And it becomes a comprehensive business plan. Right? Like, this is one aspect to your business, the farming aspect. Like, if you're not doing it, find a way to incorporate it and then add it on to what we learned two weeks ago when Pam came on here and talked about open houses. Mhmm. Like, that is probably the most comprehensive open house plan that I have personally heard. Agreed. Like, if you did not tune in to, you know, Real Estate First Friday two weeks ago and hear Pam share her amazing nuggets as it pertains to the open house strategy, like, please tune into that. Like, that was really amazing. Like and you throw that in there. You throw these farming campaigns. You throw some of these other things that you can interject. You've now developed a full fledged business opportunity and model that will grow, and it will grow over time. Right. But you have to do something. If you're not doing anything, that there's nothing to grow. Right. Right? If you're just waiting around and just waiting for something to happen, like, you have to implement the plan and sketch it out, organize it, be purposeful with it, create the budget or the sweat equity or whatever the case may be. Set it in motion because the light is bright on the other side. That's right. Okay, Pam. So I know that you've got a QR code here. Yeah. We'll go ahead and display that here in just a second. And could you tell us what exactly, this is gonna take us to and and what to get from it? Sure. The QR code is gonna give you lots of different examples of what we're doing to farm, besides the, the postcards that we do. We're doing some newsletters. We talk we do a lot about being social within the community, and, how you can do that, and it costs you nothing at all. And so we do a lot of give back programs, and we are coordinating with at risk high schools. We are helping provide career wear for colleges, local colleges. We help with Western North Carolina and the flooding that happened there, the donations that we collect. Those are things that don't cost us any money at all. It's just our time, and we're passionate about that anyway, and that really resonates. So imagine meeting that person for the first time and we're doing as a donation. Right? And so, but, this this QR code is gonna show you lots of different things that we do for farming and how we become the go to agent within a community, whether you're doing, you know, printed beautiful newsletters or whether you're doing a photocop copy newsletter, but how do you really dominate a farming area and make sure you're planting those seeds, so that you become the really, that all those seeds that you plant, that now becomes your database and you become the go to agent. Awesome. Well, we are so, so grateful and and thankful that, you are open to sharing what you're doing to be successful again. And that's one of the things that I love about LPT agents is that they come from this abundance mindset. And I know that we all come together to push the industry forward, to push our businesses forward. And this is one of those key elements where, hey. I'm actually gonna share with you what I'm doing to be successful. I'm not gonna hoard that to myself because I don't want you to, you know, be a competitor to me. You know, it it I love that I love that thought process. We love that you are so open and that you're willing to share. And we're gonna continue to have you on real estate first Friday. We've been thinking about a concept of, you know, really looking at agents, businesses who we really think are doing something really exceptionally well and then bringing them onto real estate first Friday. So we'll continue to do that. We had the pleasure of meeting Pam and, her her team and some other agents in North Carolina when we were there briefly. And, and she kinda walked us through this concept, and we were so blown away, obviously. We brought her back multiple times now. So we'll continue to do that, and make sure that, you know, we're bringing some of the brightest minds inside of, real estate, inside of LPT onto real estate first Fridays for you to develop what makes sense for you to implement in your business. And so kind of as a wrap up and final words, Pam, once again, thank you so much for your time today. But, guys, listen. I literally started my career doing open houses for other agents in my office. I tell the story all the time. There was a big REO agent in my office who had a ton of vacant listings. When I had a day that I had some time because I was still working full time at another job. I had some additional time on my hands. Maybe I didn't work until the afternoon. I just went, put some signs out there, and did a open house. And I didn't put it in the MLS. I didn't have time to do all of that. It wasn't even my listing. I just had permission to always go do the vacant homes, you know, open houses at homes. And I literally built a career of almost sixty houses a year doing that, before I, you know, became full time inside real estate. So it does work. You just have to do the sweat equity. Do not feel like it's embarrassing to go out there and doorknob. Do not feel like it's embarrassing to be on the side of the road while it's raining, putting in yards, you know, open house signs. It may be unpleasant, but do not allow your pride to make you think that that is beyond you. I'm telling you, if you go out there and you put in the work, you will get the results. And if that if there's something that you really hate and you're starting to make money, hey. Eventually, you pay someone to do it on your behalf at a low cost. I get it. But day number one, get out there, eat the frog, do the work, and you will start to transform your business into something that you can really be proud of and what ultimately shapes your version of success. And with that being said, have a blessed and prosperous weekend. Thank you for having me. Thank you, Pam. Thank you.