Hodge, executive vice president. Oh, wait. You hadn't started yet. Okay. Now you've started. Okay. 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 Fearn, my co VP. We are one hundred percent matching today. We did it. Yeah. We did it. Yeah. I put the hat on or you took the hat off so that there would be some distinguishing factor. If not, they'll be confused. They wouldn't know which way, what shape, what yeah. Who's who why are those guys dressing the same? Like, this this is not cool as adults. I gotta tell you. You know? Like, when you were kids, like, that was, like, the thing to do. Now it's just embarrassing. It's like you gotta be we pull up into the parking lot at the same exact time. It's like, really? Come on. Anyways, I am going to bring in a Shaina Moats and Christina Griffin who is going to be, alongside us today walking us through a q two planning workshop. So if you guys were on, motivational Monday, you know, Robert and I talked about, there being a q two planning workshop and what you should be doing to close out q one strong. But more importantly, how are you going to go inside of q two with momentum, you know, facing with what market conditions that we see today and what tactics you can be doing to be successful in twenty twenty five. It's not the same thing every single year. Right? Market dynamics change, and so we wanna make sure that you are prepared based on current market conditions to, to win in in q two. So real quick, let let me turn it over to Shana and to Christina real quick just to say, a quick hi, kinda get your initial thoughts, and then we'll go ahead and jump in. So, Shana, how are you? I'm great. I'm super excited to be here. Thank you for having me. I get to serve at LPT as the VP of corporate operations implementation. But in my previous life, I've been a real estate agent for thirteen years. And so I'm super excited to be here to talk about quarterly planning. It's something that's really important and something we never do. So here we are. Alright. Alright. And Christina. Alright. Hi, guys. Christina Griffin, senior vice president of our incredible, support and onboarding and all things agent experience. So, I also lead LPT plus. My, I call it prior life. I've sold thousands of homes. I have been a one on one coach for a very long time. Coaching and training. It's it's in my DNA. So, quarterly, planning is so important. I've been doing a twelve week year process for the last few years. And when we reassess every twelve weeks, it helps us understand what adjustments we need to make. So I'm excited to be here as well. Yeah. Awesome. Awesome. So we're gonna go ahead and jump right in again. You know, the thought process of q two planning, and this is really something that our agents and entrepreneurs should be doing every single quarter. And while I get it's a nice neat number to say, hey. Okay. We're gonna do it quarterly. You really wanna take snapshots and do it in in microcosms. Right? Like, I wanna do this monthly. I wanna do this weekly. I'm gonna do a version of this daily. But for this plan, we're gonna say, hey. For q two, here are the things that we're gonna be focused on. Here are the most important things as we ramp up into our busy season for the year, which generally starts in about March. So we're probably feeling the first first part of that now, but April, May, and June for sure. And so we wanna know what's the most effective use of our time during that period of time. We talked about on Monday as well as as we start to get more busy with transactions, and that takes up a bigger part of our day. So, hey. Before, I was prospecting. I was doing these things. I was planning. Now I'm out there physically showing properties. I'm writing contracts. I'm going to inspections. I'm going to appraisals. I have less time to do the functions that I was doing before, and that can cause some swells in your business or some dips in your business if the thing that you're sacrificing is continuing to build your pipeline. And so we're gonna go through some q two planning to help you avoid those dips so you don't have those big hills and valleys in your business. And so, I'm not sure who's I should kick it over to. Is it gonna be Shaina or is it Christina? Which who's who's leading the ball here? Shaina, do you, do you wanna do the screen share with those amazing slides? Yeah. Definitely. So, I think first though, I wanna touch on, Christina, what you said about planning for twelve weeks. It sounds like everyone is a big fan of the twelve week year. So if you haven't read that book, I highly recommend it. I think it's Mike Moran. Is that right? I, and I I know we're gonna catch some resources today. I actually have a really cool resource with a summary that we'll also share with all of our agents today. Yeah. It's pretty much like. I I think that, you know, chunking it down into quarters makes that giant goal feel more attainable. And just like Hajj was saying, when we talk about, the March, April, May, we get so busy that then what happens is July, August, September are really challenging financially because we've gotten so busy inside of our business, we're not preparing for the next one. And so, Hajj, do you have those slides? Awesome. Okay. I also wanna mention with that, we get so busy and the reason why the twelve week is so important. So I really want you guys to keep your mind open to quarterly planning. It's it's I always equate things to weight loss. I'm sorry. It's the I January first. Right? I'm gonna stop eating chocolate, and I'm gonna focus on going to the gym. And then we're we're heading we're steady. And then a few months down the road, we're not going to the gym. We're eating our chocolate cake at night. We put on twenty pounds, and at the end of the year, you look up and, you've never gone to the gym and you're still paying for that gym membership. It's really the same concept around what we're doing. We have to keep our eye on the ball and what we're doing daily, weekly, and monthly. Yeah. Yeah. Exactly. So let's start at the beginning. So if we can fast forward through a couple of slides, let's talk about success. Yes. And what does success mean to you? Because what you're saying, Christina, is that you you go to the gym, but then you fall back into old habits. Yes. Is that because the reason you're doing the thing isn't big enough? Is your why not big enough? If you don't pause and define what success means to you, it's going to be really hard to do the things that you don't want to do when the time comes. I agree a hundred percent. And that was something that RFP spoke about is everyone's definition of success is different. So we need to know what are clearly defined goals are with measurable outcomes, which we'll discuss here today. You need to make sure that you understand and revisit why you're doing what you're doing. Effective leadership, and what you need to do to motivate you, and really, truly that definition of success. If we don't know what it is here and what is going to allow us to keep our goals, it really, I'd say it it allows you to not focus on the right things. So, yes, a hundred percent. Oh, absolutely. Yeah. Well, so let's talk about evaluating where we are today. So what are the expenses you have to live your life? What are your business expenses? What has been your average commission maybe over the last six months? Let's take a look at that. How many appointments did you set in q one? How many closings did you have? And then how many under contracts do you have going into q two? Christina, any thoughts on any of this? Hey. What what I love around that it it it makes it so simple. So here's what I want you guys to do. It is if you haven't done it, or it needs to be done, in my opinion, ongoing, you need to sit down and write every single expense that you have spent in the last thirty days on a minimum. You need everything from your business to your personal to your kids school to the gym you go to to the restaurant habit you have or Starbucks. Everything needs to simply be line item where you understand how much you need to make to achieve your life to achieve your goals. And because that will put the flame and the fuel in your fire that if you know that you have to make eighty five hundred dollars every month just to leave, lead the life that you want to lead with your family. That's not even putting away savings or that vacation you want to go on That day when you don't wanna prospect and you don't wanna get out of the house and go do your door drops, it's going to give you more fuel to do everything necessary to achieve your goals. Yeah. And I think it's so important to really, really consider what is actually important to you because I don't know about y'all, but sometimes I would look around and I would see agents that were doing three and four times the number of units that I was doing. And I would get a little competitive and maybe a little bit self conscious because I was comparing myself to them. However, I knew that I was doing what I needed to do to hit my goals for my family, and that's all that mattered. And so avoid the ego side that I got caught up in, right, and really focus on only what matters to you. So then let's talk about the most important thing, which is profit. Right? So we have to start with profit. I don't know who else might have volunteered for their business and their career, but I know that I definitely spent a couple years volunteering. What does that mean? It means that my expenses took away from my profit, and I was literally giving my time for free to my business for various reasons. Right? So what exactly is profit? There's a couple ways that you can look at it. There's the traditional method, which is essentially your gross commission minus your expenses equals your profit. Right? And then there's the profit first method, which is an amazing book. I highly recommend that you take a minute to read it if you're not familiar with it. But it says that profit is actually your gross commission minus your profit equals your expenses. And if we go to the next slide, you can kind of see those those, the look of what that feels like. That might feel really interesting to some of y'all who are used to the traditional method. It took a while for me to get used to it in my business, the traditional method. It took a while for me to get used to it in my business, but it changed our life and it changed our business because no longer were we saying, well, sure. We can add in that expense. No big deal. It looks like there's some some movement there that we can afford. Instead, it said, no. We're holding the line at x amount of profit. Mhmm. We're not going to increase that expense. Shana, we have a lot of people here and probably a lot that are gonna listen on the recording. Profit. How do I make that definition? How how do I right now, I I I know we have to have agents here that are are listening that they're just concerned about making their mortgage payment next month. Yeah. So I, ideally, I love leading with profit. And how do you recommend for someone here that's living paycheck to paycheck that profit hasn't really been a thing? Right? It it's been more a, I just gotta do whatever it takes to make make my commission to be able to pay my bills that they're not thinking that way. Okay. So let's get real real here. K? Exactly. Because you you and I have both led charity driven businesses in the past. Right? Yes. Yeah. I mean, I've been there. We we Bobby and I have been there where we are literally looking at each other saying, how are we going to make payroll? How are we going to make mortgage? All of my why am I doing this? Every deal falls apart. Yeah, exactly. Yeah. Yeah. It's hard. And so that is why defining success is so important because I can guarantee you that there are things in your business that you only have because you feel like you're supposed to have them or because you feel like, you have to look a certain way in order to be a part of this industry and be successful when in reality, there's a lot of things that we can do to get us to our definition of success by dropping our egos, I think. I because I struggled with that. I have you struggled with that, Christina? I a hundred a hundred percent. Now I call myself the Hallmark mom. I I don't I don't worry. I had to dust off my heels today because we have pictures with the executive team. And I say that with love. Right? But, you know, it it's a hundred percent ego, what a lot of us struggle with. And and here's what I want each and every one of you to to really take some reflection on. It is what your definition of success is, what your goals are, what your bills and your expenses are. One of, a a coach that I had for years told me that every quarter, you need to cancel all your credit cards. And when you cancel your credit cards, what happens is those subscriptions that you forgot about, the subscriptions you forgot that you're paying, that AppleCare that's or that Apple that just keeps coming, it allows you to reassess. Hey. The credit card, needs to be updated, and then you think, do I really need that? There are a lot of different concepts to really get real to get right on your business and expenses. And and profit is the most important. And I know we're gonna talk about prospecting and and kind of the getting right with your activities. But, yeah, that's my thoughts on that. Okay. So let's go ahead and jump in here real quick. We're gonna we're gonna summarize that first part, then we're gonna move on to that second part, which is activities for q two. So if you if you take away if we boil that down to a couple of the nuggets that were dropped there, which is one, you have to take a look at, one, what do you need to survive? Right? Like, that what is your baseline? Hey. My normal day looks like this. My expenses are x. Here's my baseline. Now I'm going to then layer on some additional things like, hey. I wanna be able to save some money. I wanna be able to go on that vacation. I wanna whatever. So and then you're gonna add additional dollars to that. But you have to understand what your base kind of operation is. And so that gives you your starting point on, here's how much money I need to make on a day in and day out basis in order to maintain the lifestyle that I'm looking to have before we add on additional things. Yeah. I mean, we and we hear that oftentimes. Right? Like, what what is the biggest pitfall of planning? It's not having a target. Like, Like, you really can't plan unless you have a target that you're ultimately planning for. And, you know, as as Christina and and Shana have mentioned, you know, understanding what your ultimate goals are and what your personal definition of success is is really the beginning of that planning process because it gives you a target to shoot for. And your goals and your definition of success is going to be very different relative to someone else. You know, you have your own intricate and intimate dynamics that exist in your lifestyles that those combination of factors will not be the same as somebody else. So if someone else is doing something to Shana's point, you don't wanna be discouraged or feel like, you know, the ego or or whatever the case may be is derailing you from what you are ultimately looking to achieve for you and your household. And as you're moving through this business, those goals will change. You know, your definition of success will change. And that's another thing that also needs retweaking and reevaluating as you're checking in on your business, is is my goal still the same today relative to where it was two months ago, three months ago? Are my definitions of success today the same relative to where they were two or three months ago? Because if they're not, that's your opportunity to reevaluate it, re tweak it, recreate what that what that, bull's eye looks like for you to ultimately shoot at accordingly. Okay. So we've got that first part. First exercises, let's take a snapshot for the last thirty days of all your expenses. Let's get that totaled up. We're gonna figure out exactly how much money we need to make. The next side of it's gonna be, okay. How much activity do I need to do now to then satisfy that? Right? Like, so we've got the first equation to your point, Louis, the target, and now we have to figure out the plan to hit the target. And then as you said, the target may shift. It may grow. You may shrink. You know, that's gonna be up to your own version of success. But now that we've got the target, let's put some actionable items in place as to what are we gonna do to get that. So let's turn it back over to Shana and to Christina to kinda walk us through. Now that we've got our, you know, our target, what are we doing in q two to start planning and putting things in place to hit that to hit those goals? Yeah. I you know, Christina, we talked about minding the gap. Right? What is the gap between what we have accomplished so far this year and what we need to do in order to hit our goals for the rest of the year? And and a lot of it comes down to activity. We need to get real to get right with activity. If you do not know in the last thirty days what you did to accomplish the goals in your business, that is the first thing that needs to change. I want you to reflect. I call it hold a mirror up, figure out what you did. Because what most of us are going to have to do is we're gonna have to double our activities to accomplish the goals that we, have set forth to you may be behind. It doesn't mean you have to change your goal. It means we have to work extra hard to close the gap and achieve the goal that that we're focusing on. So, again, get real to get right, and then really truly knowing what you're doing. So, Shana, I'm a big fan. I I love the twelve week year. And the way that is broke down, it's task, and I think in task. It's the way my brain is. So I ideally on being able to close the gap for you guys, I want you to think what your pillars of business are, what you're doing every single day to achieve the goals that you need on the on your pillar of business. So, do you have any thoughts on that before I dive into my thoughts on how how they can simplify it? I I think it's so important to be, just like you said, get real to get right. You need to take a look at your lead generation methods. Are they getting you in front of the right people? Because we all do a lot of activity that at the end of the day does not move the needle. So are we doing the right activities? And I think that that's what you're gonna dive into, Christina. Yeah. Let's go. Activity that that's my groove. So here here's here's something I want you to think. You have let's just say you have five pillars of business. And and do you know what you're doing every day and which day you're doing it to achieve your goals? So let's just keep it super simple. I want you to take a piece of paper. I'm going to empty how many boxes am I gonna empty every single month? Let's let's just say, oh, look at that, the thumb. I I how many boxes of am I gonna empty every month? Maybe it's I'm gonna do one a week. K? Then where are you going to empty it? And then what day are you going to do the activity on, or are you going to leverage it to somebody on your team or pay someone leverage to go drop it for you? Your sphere is an example. It is, one of my favorite holidays to touch your sphere. It it's Saint Patrick's Day. I'm lucky to have you in my world. You know? It's simple, and it and it doesn't have to cost and it doesn't have to be expensive. It could be you just picking up the phone, or you're sending a newsletter or a a a nice drop off. But you have to know what activities you're doing on the levers of business, which networking. I'm going to a networking event. What day you're going? It's for sale by owners. I'm going to call them every day or every Monday. I think that was a Jeff Glover thing. Right? Every Monday and how many calls you're going to make. So I I think, ideally, Shana, I we we have getting clear on the task task and activities that you're doing on your lead generation. Am I doing enough to to have the amount of appointments and the amount of conversations? And then here's the other thing that most of you may be struggling with. I'm not doing enough activity with levers of business to be able to accomplish my goals. So it should be what I'm doing and getting clear and then maybe what you need to add. You may need to, a part of LPC plus, we have the cash offer boxes that go out to their prospecting leads. You may have to add additional levers of business. Yeah. I I would love you know, in the spirit of the market being challenging and maybe there's not a lot of dollars out there right now for extra expenses, let's brainstorm very quickly. Let's take thirty seconds and brainstorm what are inexpensive lead generation options. I mean, immediately, my mind goes to open houses. Like, how I built my business, you get belly to belly with people. The cost is your time. There's not a whole lot of upfront cost. What what other lead generation methods can you add in right now that are easy, that are quick business, but that are close to inexpensive? Absolutely. So Facebook Marketplace, that is one of my favorite. Anyone that you get permission to list their property, it doesn't have to be yours. You have to have the right disclaimer. Hey, Shana. Can I, help you market your property on Facebook Marketplace? Sure. You have to have the right disclaimers. And if it's not your listing but Facebook Marketplace, then you have the ability every Facebook Marketplace to share in twenty Facebook groups at a time. One of my other favorite is investor Facebook groups. You put in, Florida investors, go to a group, and post in there and say, hey. I I'm an agent. I specialize in off market properties. I need real cash investors. If you're serious and you wanna buy property right now, call me. Love it. So so that's simple. For sale by owners, one of the best one that's completely untapped, you could go to Zillow. It's free for for sale by owners. It's for rent by owners. For rent owners, they they are they're free. It's people that own properties. They're listing their house for rent. Hey. Can I help you rent your property? Are you buying any more properties and get to know them? I've coached agents that have created networks of doctors. They've sold hundreds of homes to people that have a an income, that, you know, doctor. They can do a w two type purchase, and they have multiple, multiple, rental properties. I those are easy and simple. Now on your listings, a lot of us forget we can order a box. We need to empty the box. Even if you do a dear neighbor letter or a cash offer letter, I'm working with clients in the area, and you'd you just drop those boxes in, the networking. I'm a big fan of that. Home service provider list. If you guys if you guys We need Christina, we need just like a bulleted list. Like, in the wrap up, we need a bulleted list of all of the ideas. Alright. So I hope did I just throw ten or oh, call your sphere. Yep. Oh, absolutely call your sphere. Absolutely. Yeah. I so we've talked about Mhmm. Let's focus on success. Mhmm. We've talked about understanding where you are currently, determining the gap that's there, and then how do we set now q two goals? I think something that's really important to remember is that, you know, the activities that we do in q two are not really gonna show up in q two. They're really gonna show up in q three. So this is our planning session to make sure we're setting up our q three really well, and we're executing on q two to manage the business that we built prior to today. In a hundred percent, and I think a lot of us right now, we need a deal today. So you you have the I'm gonna set it up for q two. My favorite favorite are preforeclosures. Those are deals today. I'm gonna go and door drop the people that have a foreclosure sale date. There are people that need to sell due to life events, so it's a combination. So setting up that gap, we need to revisit back to our expenses. We need to revisit back to how much we have to make to lead our lifestyle. We need to determine what profit we're focusing on. Right? And that the activities that we're doing every single day are, I I had fifteen conversations. I set up two appointments. Right? We need a really, truly, I'm a big fan of daily looking at the end of the day. Right? Well, let me ask you this. If if we're talking about setting a goal, I'm a big fan of saying I'm not leaving the office. I'm not leaving my desk today until I do x, which for me was an appointment. One appointment a day. Exactly. You tell we were taught the same way. What one appointment a day. So what am I gonna do? In in in appointment is not a conversation. What am I gonna do to have a convert to have an appointment, virtual or in person with somebody that is interested in buying or selling real estate? So that's what I want you to think about. I really want you what am I doing to achieve those results? I'm going to next week go super deep on this with people in LPT plus, but I want you to really think what am I doing to get that one appointment. Hundred percent. Alright. So we're gonna take a quick pause right here. We're gonna do a quick summary right after that. But I wanna call out a couple of different things. You threw a lot of ideas out there, and the goal is not to go implement all of those things. Right? This is a list of things that you can choose from. Hey. This makes sense based on, you know, how I prefer to work or one of my strengths that you know? So for example, if I'm a personable person, then, yeah, I may want to do open houses because I like that connection, that interaction. I'm used to that face to face type sales. If that's not your speed and you're like, hey. I'm less comfortable with that, but I'm really comfortable over the phone, then you pick for some of those options that she said that would be, you know, phone call related. And so, again, it's just really again, if we if we boil it back to the very beginning, we're gonna take a quick look at our lifestyle. We're gonna take a quick look at, our needs in terms from a financial perspective, and then we're gonna backward math the activity that we need to do to hit that. Anything you do above that obviously gives you more in that direction. Anything that you're doing beneath that gives you a clear answer as to where the miss is coming from. When we don't have those parameters, at least a baseline set in place, you're not under you're not sure. You're not you don't understand what levers to pull or what is making you successful and what's not. And so, again, these are some ideas for you to be thinking about. And so as you're going into q two, you're gonna take a look at q one to say, hey. Here's what served me well. Here's what I did successfully. Here's what brought me back the returns that I was looking for. And here's some of the things that I was doing that really didn't make sense or wasn't a great use of my time. I'm gonna eliminate those things, and I'm going to pour them into one of these two buckets, either something I was doing that was working for me already or one of those new things that she had on the list that, hey. I wasn't doing this. That makes sense. Let me go ahead and try to implement that inside of my business. Yeah. You have to understand your business. Right? You have to understand that there are certain things that are needed to be done to ultimately hit the target. So you've defined the target. Now how do you hit it? You have to have enough things that will give you the possibility to even hit it. Right? Like, here's a dumb example, but if you say, hey, I wanna have five closings in a month, you can't just show one client a property to get those five closings. Right? Like, you only have one deal in front of you. But, you know, in a more complex manner, like, you have to evaluate your business. Right? Like, how many deals do you need under contract to get you the closings? How many tourings do you need to happen to get those contracts? Or how many listing presentations do you need? How many, you know, appointments do you need to even get the listing agreements, how many tour, you know, how many prospective calls do you have to handle to get to that stage? Like, you got a backward method to to figure out what is needed to ultimately hit that goal that you are ultimately looking to hit, and then be reasonable with the expectations. Right? You know, we are in a business of sales, not everything bats at a hundred percent. There is a conversion rate. Be very realistic in what your conversion rate is, what your anticipated conversion rate is, because that's gonna really set up the the framework of what are my anticipated results that I'm ultimately going to hit. And if you don't have enough factors in the the denominator of that equation, you're never gonna hit it. So what do you have to do? You have to look at a lot of these options that exist to be able to increase that denominator. Increase the opportunities that you have in front of you to ultimately be able to hit that goal that you're ultimately looking to hit. Yeah. And then kind of the last piece that they touched on is, you know, when you're goal setting, leaving it to the place where you say, okay. I'm I generally get one appointment out of every twenty conversations. So I know if I'm my goal is to hit one appointment a day, then I need to have my twenty conversations. But that's not always the case. Right? Sometimes you can have your twenty conversations and not get that appointment. So kind of that last piece was like, well, hey. If that number changes, I'm not just gonna say, oh, well, things didn't work out for me today. I'll try again tomorrow. I may end up calling twenty five or thirty or thirty five people, whatever it is to get to that number because at the end of the day, results are still based on what actually happens, not your attempt at what happens. Yeah. And then And so that's And also how you hedge it. Right? Like, how do you diversify your opportunities where you're not just putting all your eggs in one basket. Right? Like, don't just handle just phone calls and that's it. Because if for whatever reason, the universe is not aligned in that category, you're never gonna hit the goal. But if you have a diverse mechanism, you know, the door knocking, the open house, the phone calls, the, you know, sphere prospecting, whatever the case may be or the combination. The more diverse you have, the more opportunities you have to be able to ultimately hit those those milestones. That's right. Okay. So, we are gonna wrap up here in a second. I'm gonna bring Shana and Christina back for some kind of final words, and then we'll go through some of the future, Real Estate First Fridays that we've got planned, going into q two. So just like you guys, we have done our exercises of starting to say, hey. You know what? We are going to start bringing guests on. We are planning out q two, and we are thinking about what is most useful during that period of time. And so, right after we wrap up with Christina and Shana, we will go through some of the guests that we've got coming in q two and specifically next week. So, I'll start with, I'll start with you, Christina. Give us your final thoughts. You guys can tell I get a little passionate with prospecting in, this side. So final thoughts. Make sure to take some time. Really sit down. I I would really recommend it at admin block to to really sit down and do the activities that we spoke about. Do do your your budget analysis and really get real on what activities you're doing. You are a business owner. You are the CEO of your own business. You need to be able to to treat it like business, and you need to know what activities you have to do every day to accomplish your goals. And if you're not doing them, should you be doubling down, or or do you need to diversify? So really spend some time to reflect and really start to think like a business owner. Yeah. I love that. We've put up a QR code here for a worksheet. It's also posted in Connect so you can access it there. This is gonna help you walk through what are my expenses, where is my gap, what do I need to do in q two. And if you get to that, what do I need to do to q in q two to hit my goals, and you're feeling a little down because it's hard out there right now, y'all. I know it. We've got your back. Your friends here at LPT, we're here to cheer you on. We want you to win because we know that you can. So we're excited to see all of the amazing things that you accomplish in q two. We can't wait to cheer you on and to hear about it when it comes to q three and to see all of your wins. It's hard, but y'all are strong, and you can do hard things. I know this about you. Hundred percent. Awesome. Yeah. It's so funny. You can always hear her accent come out when she says y'all. You know she's from Texas. I mean, everything's better in Texas, y'all. Come on. We we have some that are in their car, asking about QR codes. All of this is going to be posted in in Connect. So please know that you're gonna be able to go back and revisit, get the resources. So if you're in a situation, please don't worry. We'll make sure to, everything will be posted. Yes. So this will be available as a replay, on main stage as you're saying, and then the actual document is inside of Connect, so you can find it there. So if you are not able to access it right now, as Christina said, you can come back and watch the replay and scan it if that's easier for you, or you can do a search for it inside of Connect. And I'm gonna deep dive on this in LPT plus. Lots of tools and and more deep dive on the things we spoke about. So for those of you that are here and and you want to learn more, that that's gonna be a big focus next week. Awesome. Awesome. Okay. So, we are gonna go ahead and throw over. So, as part of our q two planning, one of the things that Lewis and I talked about was on real estate first Friday. Really kind of getting this, we're gonna bring guests in. Right? Lewis and I see so many different businesses, and we're really at a bird's eye view from this. We're watching these individual solo agents. We're watching these large teams that are doing a thousand plus transactions a year, and we're looking at some of these common threads that we see like, hey. You know what? We noticed that this version or this activity exists and everybody who's accomplishing their version of success. Like, the guy who's selling a thousand houses a year, that team is not doing it by accident. They're doing it because that's what they wanted to do and they did a lot of the right things to get there. But the one person who says, hey. That's not my version of success. I'm a solo agent, and I want, you know, to do x amount per year. There's still some correlation between the two because they're focused on the right activities that bring them their version of activity, which ultimately supports the version of success. And so because of that, we started saying, well, hey. Let's get some samples of those type of people. Let's get some big team leaders. Let's get some really productive team agents. Let's get find people who are stimulating their sphere at a very high level or people who are using activities, to, you know, generate business. And so we wanna really make this as a place to expose you to all different types of ways that people are winning so that you can then pick and pull, pick and choose what versions of success you do you know, what activities you wanna do to to get your version of success. So next week, David, we got that slide up. We've got Angie Cole. She runs ACole Realty. They do about three hundred and fifty transactions a year. They are a larger team. She's gonna be our guest next week, Friday. She's gonna be talking through the systems that they have in place to support growth. And this is gonna be pointed towards single agents. This is gonna be pointed towards, teams. And so it's not again just like, hey. If you wanna grow a team, this is saying, hey. If you wanna have a very efficient process to grow your business to whatever level you make sense, she's gonna walk you through her favorite systems on how she's been able to do that. Again, they are running a big team that are doing over three hundred transactions a year, but that's what she had decided to do. This is gonna give you just the the concepts on you finding what that is for you. So excited to have her on next week. Yeah. For sure. It's gonna be a lot of fun. It's gonna be a lot of fun, and we're excited to kinda enter, like, this next chapter inside of Real Estate First Friday where we're inviting more of our agent base to kinda pour back to the entire brokerage and, like, really drop nuggets based off of their experiences out there on the field. And, you know, it's amazing to kinda see that culturally, you know, that that abundance of, you know, knowledge that people are wanting to kinda pour back in. And, you know, to Matt's point, you know, regardless of where you are with your business, you know, I'm sure everybody experiences some glass ceiling that they're currently feeling or some friction point that they're experiencing in their business. What better way to crack through that than listening to somebody who may have just cracked that code whether in recent times or in a previous time and sharing those experiences with you. You know, it's we are in a very diverse industry. You know, what works for one may work for another, can work for another, may not work for another. But at the end of the day, just having these opportunities and from for you to be able to utilize, sharpen your knives and find ways of incorporating it inside of your businesses is something that could be very powerful for you to grow and develop inside of real estate. That's great. Okay. Dave, I was just about to compliment you on you splitting the image right between Dave and I, and then you put it like as like a little image over our head. You you lost the points there. But you've done a great job overall, man. We're we're excited to have you. Okay. We are gonna close it there, guys. We are appreciative of your time. Thank you for, continuing to join in on Real Estate First Rides. We hope that you find this valuable, and we would love your feedback. We'll continue to refine this based on what is most valuable to you. Thank you, Shana and Christina, for joining us today. Have a blessed and prosperous weekend, and we will see you on Monday for motivational Monday.