Alright. Good morning, Michael. How are you? Oh, I'm doing excellent. Beautiful day here in Chicago. It's gonna be in the seventies. For us, that's a heat wave. Oh, alright. Yeah. Hey. You know, we actually have a real heat wave down here. We, we are in the the high eighties at this point. I need to clean off again a little bit next week, but, we're we're my pool is back to ninety degrees, And, and so we're getting it done. Humble brag. Yeah. Wait. Because it you know, we have that period of the year, which really, really nice. And then as we get to the summer, it's like you can't wait for it to be can't wait for it to be over. Yeah. But, hey. Okay. So let's give we'll give it to about eleven o three or so to give everyone an opportunity. Hey, Rose. How are you? Hey, Greg. Good morning from Houston. Houston. I'm coming to Houston. Houston, we have a problem. May sixth. May sixth. I'm coming down to Houston. The Houston Association of Realtors. I'm gonna be down down there. Looking forward to it. Awesome. Awesome. Good. Good. And I know you were just down in Miami as well too. Down in Miami. Teaching down there. So Yeah. We had a good a good representation. A lot of LPT agents at the training. It was great to see so many familiar faces. Awesome. Awesome. Alright. So we got about two minutes. We'll give everyone an opportunity to load in here. If you want, we always love, putting in the chat. I see some people are already doing that. If you wanna put in the chat your city and state, and, and then we'll give it about another one to two minutes, and we'll go ahead and get started. So super excited for today's content. You know, Michael Laffito, the owner of Deluxe Designation, is, gonna be walking us through how to increase your average price point, how to show up differently, utilizing some of the tools like this presentation boxes. And so he's gonna go through some of the things that will help you with that, and and kind of walk you through the psychology of of utilizing those things and being an expert and how do experts look. They look differently than the than the average kind of agent in person. And so we'll talk through some of those tools. We'll, of course, do a giveaway at the end, and so I'll go over this again in just a minute. We'll do a giveaway. Can we do multiple giveaways? Can we do multiple giveaways? We can. We can. Yeah. Absolutely. You know, sometimes people we got so many people on here, and they think one giveaway, my chances aren't good. Like, I don't know. I'm an odd even type of guy. Can we do, like, five giveaways? Five is a good number. You know what? I I will say yes, and that way Robert can't say no because I'm like, hey, man. We Alright. I pressured you. You know, I pressured you. Five giveaways. Five giveaways. Cool. We'll give away five presentation boxes at the end of this training. You'll be able to find out the winners of that tomorrow on Real Estate First Friday when Robert will then also discover what we've done here. So that will be that'll be fantastic. So we will do five presentation boxes. And as you guys know, we have the new waterfront collection. We have the ranch and land collection, and then we have the traditional luxury collection. You can see that right over, Michael Lofito's shoulder, and so he'll go through that with you guys today. So we are just about at time. So for those who don't know, my name is Matthew Hodge, executive vice president here at LPT Realty, joined by Michael Lofito, the owner of the luxe designation, who is an accredited course across the across the nation, teaches many classes, has been a tons of experience in the luxury space and teaching agents how to grow their price points, teaching agents how to work with high net individuals and sell, you know, high end ultra high end real estate, has had so many records with breaking multiple price point records in the areas that he serves, and so it's fantastic. What's your your highest price sale is is what, Michael? Well, we're gonna have, tomorrow be our highest official price sale. We've been co agents like Khalil Mack. I helped him, buy and sell multiple properties to the bears, but, I I was the agent behind the scenes doing all the work, but I didn't get any credit on that. Oh. Actually, tomorrow, Matt, tomorrow, knock on wood, will be I'm selling the Empire Mansion that was on the TV show Empire, Terrence Howard or Lucius Lyon's home. It's listed at seven and a half. Supposed to close tomorrow, and, that will be our my highest sale. So that'll be a record sale in the Chicagoland market, and, that'll be a big one. Awesome. Awesome. Well, definitely looking forward to to that. Congratulations, man. Hopefully, everything goes smoothly. We know how, how those things can be at last minute. So I really appreciate your time being here today. So as you guys see, you know, he's an incredibly busy person. A lot of the speakers that we have had on have incredibly, you know, busy schedules. So we're always so gracious when you allow us to to, have some of your time. So, okay, without further ado, we'll go ahead and jump right in and let you walk us through how to increase your average price point, how to use the presentation box, and how does it kind of all fit together. So I'll turn it over to you, Mike. Awesome. Hey. Thank you so much. So we're I'm gonna go into the presentation box, but I'm gonna do that last. So before we do that, I kinda wanna set the stage for everybody on here. I understand agents. I'm looking for from Minnesota to Florida. I'm seeing everything. I got some guy that calls himself the baby boom agent. I I absolutely love it. You gotta differentiate yourself. So before I go into the presentation box, I wanna cover just some basics. Right? So I call I call this first thing I'm gonna share with you, it's it's the evolution of a real estate agent. Right? So we have agents on here that are newer, we have some seasoned veteran agents on here, and so I had this slide made, I call it the evolution of a real estate agent. So what happens? A real estate agent, they get their license, they're all excited, and and what what happens, the the team leader might give them some rental and then eventually maybe they work some first time homebuyers and then eventually they might try to increase their average sale price. And then they go to a conference. Maybe they go to one of our webinars and they say, you know what? I want to get listings, right? List to live. Right? A sign in the yard is better than one in the cart. Just a reminder, Florida International did a study some years ago and they studied three segments of real estate agents. Segment one was agents that focused only on buyers, segment two was agents that worked buyers and sellers, and segment three was the agent that focused on listings. And the agents that focused on listings made a whopping eighty one percent more than the next category. I share that story with you because I think post August seventeenth, you really should focus on listings even more so because you will get more buyers because they wanna they they're they're not gonna commit to a buyer's agent, and if they call you and you have the property they want, chances are you can get both sides of the deal. So focus on listings. I cheerfully work with buyers. I was supposed to take out a buyer relocating from California tomorrow looking at million dollar properties, so we do work with buyers, but the listings attract buyers. And so very rarely do we have agents that focus on increasing your average sale price or becoming a luxury agent. So that's our goal. For those of you that don't know me, I do a lot of trainings with, LPT, and I run a monthly training for the luxury preferred network, which is one of the specialized divisions that Matt talked about. Now most agents, they focus in bucket one and two in their career, the average price point for their given market and entry level. Nothing wrong with that, that pays the bills, but my challenge when I teach agents and we do a free training each month for all of LPT, even if you're not in a specialized division, and my goal is to help agents increase their average sale price, position themselves to attract more opportunities for bucket number three, bucket number four opportunities, and bucket number five opportunities. I define a high end home as a home that's two times the average sale price for your market, so you gotta know the average sale price. Out of curiosity, we have a lot of cities represented, what is the average sale price? If you had to guess, I'm not gonna hold you to it, just type in the comment section what you think the average sale price is for the market that you serve. Okay. So we got four fifty, five hundred, three fifty ish, nine hundred, four ninety five, two forty three, four fifty. Man, you guys know your numbers. I love it. I love it. So Andrea typed in four hundred. So I'm gonna use four hundred for this example, but you guys can do this, follow along. But four hundred, Andrea's average sale price she said was four hundred. So bucket two for her would be four hundred. Below bucket two would be entry level for her market. Bucket three would be four hundred times two or around eight hundred thousand would be high end for her market. Bucket four or luxury would be four hundred times three or about one point two million. And an ultra luxury would be four hundred times ten or around four million dollars and above. So, again, I share that with you because luxury is all relative to your market. Again, you can't define luxury as a million dollars and above. You know, Michelle is five fifty. Michelle Robbins is five fifty. Well, I would define luxury as one point six million in Michelle's market, not a million dollars. So, again, it's all relative and it starts with bucket number two. Now these are all opportunities. There's two types of opportunities. There's cold and warm opportunities. So some of that have seen me present before, I wanna just cover this before I go into the specialized box. Again, today's training is focusing on how to leverage this box if you have a big opportunity or even if you don't have one, we're gonna get into that in a minute, but I wanna at least give you some extra bonus items. Everybody okay with bonus? Is is bonus okay? Do who likes free bonus items? Raise your hand, Tell me alright. Perfect. We're gonna cover some free bonus items. Bring it on. Okay. So there's two types of opportunities, and the first opportunity is cold opportunities. K. Cold opportunities, another word for cold opportunities, are people that don't know you yet, like you yet, or trust you yet. These are have not met. Okay? And so you you have to decide to raise your average sale price to sell more homes in twenty twenty five. Do you wanna do both cold and warm, which I'll get into warm next? You wanna focus only on cold? Do you wanna focus on warm or do a combination? I believe there is, by the way, no easy button. That was easy. People are always looking for the easy button in real estate, but this is gonna be the closest thing that the easy button is there's easy opportunities in cold, there's easy opportunities in warm, and so I'm gonna go over both of those. So number one in cold opportunities is canceled and expired. In markets that are shifting from sellers markets to balanced and neutral markets to even buyer markets, you see more canceled and expired. Okay? Opportunity number two is in hot markets or seller markets, you see more for sale by owners. Now any of you what's the most listened to radio station in your market? Now some of you have heard me present before, and so this should be a layup. This should be a gimme for you. But what is the most listened to radio station in your market? K? Anybody know? Very good. Lori Lincoln, w I I f m. That stands for what's in it for me. And so write that down. Country, I like that, Lord. I I like country too, but the default most listened to radio station in all countries, in all states is w I I f m, and that stands for what's in it for me. And my point is, number two, FSBOs. I I already know when I'm talking to a for sale by owner, the only thing that for sale by owner cares about is what's in it for them. Same thing with cancel and expired. So cancel and expired what keeps them awake at night and is why didn't sell the first time. And so they're frustrated, they don't trust agents. That last agent overpromise and under deliver. With FSBOs, the most listened to radio station for them, they're thinking why am I going to pay somebody x percent when the market's hot and I could probably get it sold in a day by myself. So you need to address the elephants in the room with all of your potential clients. Now for sale by owners, if I were to role play with the for sale by owner, I would I would call them and I would address the elephant in the room. I would say, hey, you know and and, Matt, I don't know if you're on here. If if you are, unmute yourself if you're in a position to talk, but you're gonna be my role player. And if not, don't worry about it. But if we were to role play a FSBO and, Matt, have we role played? Do you even know what I'm gonna say to you now? I do not. Perfect. So you're a forced out by owner. Ring ring. Hello? Hey. My name is Michael Lafito with LPT Realty. How are you? I'm doing well. How can I help you? Good. I saw you have that sign in front selling by owner. I would just like some additional information on the property. I'm working with some buyers now. This could be a great fit. I'm assuming that you're allowing, agent pre previous besides showing because you're trying to get the home sold. Is that correct? Yeah. But I'm not hiring any listing agents. Oh, I'm not looking to list your home. I appreciate that. What I would like to do is your time is very valuable, so I'd love to set up a time to walk through. Literally, it'll take you five minutes. I'm not gonna pitch you. I'm literally looking for on behalf of my buyers. Would that be okay? Yeah. Sure. Alright. Perfect. So, how does Saturday morning look for you? Yeah. That Saturday morning works. Alright. Perfect. So let's plan on nine o'clock. Saturday morning, I'm gonna walk through. Okay? Okay. Sounds good. Perfect. So then what's gonna happen is I'm gonna meet Matt. I'm not gonna bait and switch Matt. I'm gonna walk through his home, but I'm gonna bring a folder. I'm gonna bring a folder, let's just say, in the state of Florida with all the disclosures in that area that the the seller needs. I'm gonna give him a Rolodex, my Rolodex of service providers that he might need when selling. Painter, electrician, handyman, stager, inspector, an attorney, title company. And I'm gonna address the elephant in the room with him at the end. So, hey. Listen. I'll keep you posted. You have a beautiful home. I will give you a call if my buyer wants to see this. And, and I'm gonna ask, hey, would you mind? I'm gonna leave you some additional information. And you might be saying, why am I gonna leave you additional information, Matt? That's a great question. Well, I like to address the elephant in the room. I'm gonna leave you additional information because I'm sure the other realtors just say call me when you're ready to list. I'm not gonna do that. I wanna literally help you at no cost. So if you have somebody, you're creeped out, you want somebody at the house, you want somebody preapproved, give me a call. I'm willing to help you out. You might be saying, why am I willing to help you out? Well, you see Matt, since you're selling your home right now, you're going through, the process, you're going to hear other people buying or selling a home, and maybe they're not happy with their agent, maybe they don't want to sell by owner. I'm going to leave you my business card or a couple cards. Please keep me in mind if that opportunity comes up because I wanna take care of your friends even if you sell successfully by owner. So again, it's a way to differentiate yourself, okay. Address the elephant in the room, bring more value to that FSBO because in four weeks so then I would ask Matt, hey, Matt, how long are and he doesn't have to unmute himself, but how long are you gonna give yourself before you explore hiring an agent? If he says six weeks, I'm gonna say, you know, in two to three weeks he's gonna be fed up. If he says three months, I'm gonna say in a month he's gonna be fed up. So whatever he tells, I divided by a third and I'm ready to go. And so when that time comes, I also ask him, does he have a close friend or relative that he feels obligated to sell it. So anyways, that's number two FSBOs. Number three is of course neighbors of your listings. Okay? Neighbors of your listings guys, you have a listing, you should be reaching out to your neighbors of your listing. Guess what my neighbor what I'm gonna say to neighbors of those listings. I'm gonna tell them, hey guys, I got this amazing listing down the road, I'm doing an open house on Saturday, You're gonna see a lot of activity. Here's my card. Here's a flyer because you might know somebody looking to move into this neighborhood. Tell them to come by the open house. But the other reason I'm giving you my card is guess what? There's gonna be disappointed buyers. I'm averaging ten to twelve people through my open houses recently. There's probably gonna be eight to ten qualified buyers, not just tire kickers, and at least three quarters of them don't aren't gonna wanna buy that home for whatever reason. The floor plan, the finishes, but they wanna buy in this neighborhood, they wanna buy soon. So keep my card in mind, if you or somebody in the neighborhood is thinking about selling, have them reach out because I'm gonna have a handful of buyers after Saturday that are pre qualified and ready to buy. So that's number three. Okay. By the way, number three, you can hand out your box of materials. I'm not even talking about specialized right now. Of course, you have specialized. Great. But bring the materials. Bring materials to leave it to owner. It's a way to differentiate and they're gonna say, wow, this guy's professional. Even if it's not your listing, you can order other open house materials with the listing agent, permission. Of course, number four is host open houses at other agents open houses. Number five, that even if you're not even if it's not your listing, you can knock on doors around that other agents listing. Number six of course buyers of your listings. Guys number six is low hanging fruit. National Association of Realtors says you don't you can communicate with somebody who bought your listing after the closing. Most people don't do that. Eighty percent of buyers had a decent enough experience. They would use that agent again, but yet twenty percent only hire that agent to sell their home when they're ready to sell. Why? Because the agent doesn't communicate with them anymore. And so if you start communicating with them, you could get that listing down the road. And number seven is your farm. So these are cold opportunities. The opposite of cold is warm. Warm opportunities. These are your have met's. People that know you, like you and trust you. Your friends, your relatives. I have people that will never hire me because they have a family member. However, they refer me business. So guess what? They're in my database. I'm sending them emails. I'm sending them postcards. Even though I know they won't hire me, they trust me with high end properties more than their agent. Okay? So that's number one refer number one is referring sources. So that could be your painter, your electrician, your lender, your title company. Okay? Financial advisors, divorce attorneys. Number two could be past clients. Are you touching on them? Are you loving on them? Are you hand written notes, call, text, drop bys? Number three is SOI, your sphere of influence. Number four is I I have a buyer, that's key. If you have a buyer, you should be writing notes to potential houses they like and saying, I have a buyer right now. If you ever thought about selling, the benefit of my buyer are is this number one, they're preapproved. Number two, they're flexible. And number three, is I could save you money potentially on on fees at the end because there would be only one agent involved. Number four is current sellers. You should be communicating with them. Those are your best, fans. Number six is current buyers, and number seven is raving fans. Alright. Now this next thing I gotta queue it up here. I wasn't ready for it, so give me a second. I gotta queue this thing up. Any questions, type it in. We'll have some q and a at the end, but we're about to go to our box. Just give me one second. Give me one second because I gotta queue up a song here. Okay? This is a song that you guys may maybe, remember it's from the nineteen nineties, and it is from Naughty by Nature. Remember this Naughty by Nature? You're down with OPP? You're down with OPP? Yeah. You know me. I'm not talking about that. You're down with LPT. Yeah. You know me. So I'm talking about OPP and I'm referring to other people's properties or other agents listings. So just a reminder guys, with these specialized presentation boxes, if you don't have a listing, I'm gonna go into it in a minute, but you can leverage previous listings you had. You can leverage other agents listings with their permission. So you gotta be down with OPP, other people's properties with their permission. So the last big nugget I'm gonna leave you with is you should be hosting open houses every weekend, even if you don't have listings. Okay? Every you should be doing every weekend. Post August seventeenth, we know buyers don't need to have a buyer agency written agreement in place to go to open houses. Okay. They can go to open houses like free agency. You should be doing open houses every weekend. Okay. So I would be attending other agents broker open houses. I would get their permission ahead of time to take photos and video. I would host open houses. I would door knock the neighbors around there. Of course, I'm gonna generate potential listings from open houses. I'm gonna generate buyers from open houses. I'm gonna get referring sources because maybe somebody is a chamber member and they like me and they refer me business. And I'm gonna generate social media content. So you need to be down with OPP and your own listings. Okay? Now, I got a free gift for everybody, and then we're gonna go into the presentation box. Okay. Free gift number one, some of you know this, some of you don't. Matt talked about I'm the founder of the designation, but I'm the author of the best selling book, secret to top luxury agents. You can buy it on Amazon for thirty bucks, or you can get it this is going to cost me. I'm losing money with this offer, okay. But if you want to pay nine ninety seven instead of thirty bucks plus shipping, I will send you the book, all you do is pay the shipping and handling, and I'm losing money on this, no joke. This was a best seller in six categories, if you go to freeluxurybook dot com. Freeluxurybook. My last slide is going to be my contact information, I'll leave this up for ten seconds, then it'll be my contact information, then I'm going to minimize all of this, and we're going to go right into the specialized disciplines. So but I told Matt, I wanna give great content before we go into specialized disciplines that everybody can benefit, because I know some people don't have a waterfront property yet, Some people don't have a ranch yet, a big estate property, and some people don't have a luxury property yet. So I wanted to get free content for everybody before going into the special specialized discipline boxes. Alright. So again, free luxury book dot com, maybe somebody can type that in, free luxury book dot com, and then this is my contact information. Alright. Let's talk about specialized disciplines. Of course, the box we have right now that I'm showing you is the luxury box. Okay? I don't have a waterfront property box yet because I don't have a listing on Lake Michigan yet. I did represent a big twelve hundred acre ranch that would be perfect for the ranch specialized, presentation. But, again, I want you to think about how you can leverage a big sale that you've had in the past. If you don't have a big luxury listing now, but you had one in the past, I would order a specialized presentation box because this is gonna help leverage you, leverage your previous listing. Even if you didn't get it sold, it would help you leverage your previous listing to get more opportunities. Can you imagine if I went to a Chamber of Commerce event event that was in a marketplace that specialize in upper price point properties, and I brought this big old box and everybody goes around and introduce yourself. People are looking at me like, what the heck is this big box? They wanna touch it. They wanna open it. They wanna feel it. They wanna look underneath it. Okay. This is the power of the the shock and awe factor, and Robert gets it. I met Robert eight years ago. He is a visionary. He got it with listing power tools with the these boxes. This is an everyday price point. This box is amazing. I just put a six hundred ninety five thousand dollar listing on this past week, last Thursday. On my I was up against, a bunch of people. They went with me, and I brought my my box, the big old shock and awe box. And this was not a luxury home, so I wasn't gonna bring this one. My point is I put their home on on Thursday, we ordered the box that just came in the mail on Monday. She was texting me saying, hey, are you gonna be putting those nice materials you showed at the listing appointment? Are are those ordered? I said they're absolutely ordered and I just got them in today. And so this works for average and even luxury. But if you wanna really differentiate yourself, Matt talked about it earlier, the specialized divisions including this is the luxury box, the material is second to none, it's a way to differentiate. On listing appointments, on buyer appointments, chamber of commerce events, you you know, if you're at the gym and you set up a table, you do these educational events, you should have a box on display twenty four seven. Your competition doesn't, it's a great way for you to recruit, it's a great way for you to differentiate, and when you need to have that difficult price adjustment and you have a specialized box or you have great materials, you could say, listen. I've done a, I've done b, I've done c, I've done these amazing print materials. We've handed them out. We've sent them out. You know, I've done handwritten notes. I've done all of the above, and the property still hasn't sold. So ultimately, like this artwork, I could have a thousand dollars in this Ferrari picture, but at the end of the day, it's only worth what someone's willing to buy pay for it, mister seller. And so I've done all these things, and it still isn't, enough to get your home sold. Okay? So it can help with price adjustment. So the box, you could display the box anywhere that you go and you speak in public. So if you're talking at the chamber, if you're talking at some kind of leads group, some networking group, bring the box. Buyers appointments, sellers appointments, open houses. Even if you're doing an open house, for a six hundred ninety five thousand dollar home, bring this box, have it on display because guess what? Guys, why do people go to open houses? There's only two reasons. Well, there's three. Number one, they're a buyer. Number two, they're a potential seller, and they wanna scope out the competition. And number three, they're a looky loo. They're a curious neighbor. They're nosy. Okay? So two out of the three benefits you to have great physical materials on display. I literally this house I just put on last week, the nosy neighbor came by, but then he started to share with me that, you know what? We don't use half the rooms that our house is in. We're thinking of maybe selling. I did a handwritten note with the house, the open right? We get these nice note cards. Right? We get the nice note cards. And k. So we did the nice note cards. I did the nice thank you note card. Thank you for coming to my open house. Put it in your mailbox with my card, with the business card of the house. K. And the goal is to convert them even though the realtor across street is their neighbor across street is a realtor. So again, the specialized boxes are a way to differentiate on listing appointments, buyer appointments, open houses, chamber of commerce. I can't tell you enough. Make the investment. Guys, I we're coming on almost eleven years ago. I was the first agent in the Chicago land market that did one of these lifestyle videos. Hey, Lexi. Can you bring me a video book? I was one of the first agents in the Midwest to do a lifestyle video. I hired, a car transport. They brought in four luxury cars. I rented a horse for nine hundred and fifty dollars. And my point is that house thank you. That house never sold, but it opened so many doors for me. So when I do my trainings, I tell agents, how many of you done one of these lifestyle videos with the drone and maybe a nice car, an actor, that kind of thing, you know, maybe a nephew in the video, and most agents don't raise their hand at my trainings. I said, listen, do you have a listing even if it's an average price property? Invest, do a video now. Even if you think it's going to sell anyways, invest at five hundred dollars or whatever it's going to cost, because you can leverage it and it's going to open so many doors for you. So this is a video book that we offer to agents that get our designation, but my point is, can you imagine going on a listing appointment? This is a ranch right here. This is twelve hundred acres, it's got a shooting range on it. This is Cloverleaf Ranch. Do you imagine going on an appointment and showing, hey, if you hire me, I'm gonna produce a video similar to this. Hey, in this video, mister Seller, I brought in two and a half million dollars worth of vehicles, Three Lamborghinis, two Rolls Royce. So I was the first to do this in the Midwest and it opens so many doors for me. My point is, you should invest in these materials even if you don't have a listing, but you sold a listing in the past because you're gonna differentiate. You're not gonna get beat up on your fees as much. I hope that makes sense. Okay? I hope that makes sense. So, Matt, if, if you wanna come back on and we can answer any questions people have, but I thought we'd give thirty minutes of great content, make it no brainerish, and then let's answer any questions they have. Yeah. Absolutely. So, I saw one question earlier on, which is, would you offer to do an open house at a for sale by owner? Is that a great strategy to get in the door? I would. Yes. So if we are role playing, Matt, here's what I would tell you. I would say, hey, Matt. And you were the for sale by owner. I'd say, hey Matt, listen, I'm willing to even co host or if you're like afraid of people or germaphobic, I'll even host an open house for you for sale by owner. But let me address the elephant in the room. You might be saying, wait, is this guy gonna try to steal buyers? Is like that's why you can sit in the open house. I'll tour people, I'll let I'll sit in the background, be there for security, I'll answer any I'll do whatever you would like for me. And the reason I'm willing to do that, Matt, is I understand that this is a small town, and you're you're going through the process. It's called the reticulator activator. It's the part of your brain that heightens awareness of certain things. You like blue, you see blue all over. You drive a jeep, you see jeeps all over. You're pregnant, you notice other pregnant women. You get engaged, you see other engaged engagement rings. What does this have to do with you? Again, Matt, you're gonna hear more people buying or selling because you're going through it. And so if I help you, if I give you my first aid kit for for sale by owners with the disclosures, my my Rolodex, you're gonna say, this is too good to be true. This guy is amazing, and I hope you sell by owner. If it does, great. I won't get paid a dollar, and I'm okay with that. But when you go to buy, maybe you'll consider using me on the buy side. That's how I can get compensated. Even if you bought your next place, which you told me you already did, you can literally refer me to others that maybe are frustrated. The only time they hear from their agent is when they wanna lower their price. So I will certainly host an open house for you. And guess what? For those buyers that come through that for whatever reason don't like your home, I will try to build rapport with them that maybe they'll hire me and I can sell them something else, but the number one goal is to get your home sold top dollar. Love that, man. What what a what a great script, and I know you just did that, you know, kind of I I know you've utilized this concept, but I you are so smooth with the delivery of it because you've probably said it so many times. But I'm speaking from my heart, like you said. I'm this is coming from my heart. I'm being authentic. I address the elephant in the room. You, like, I wanna make this a win win for you, okay? Use that term win win. Address the elephant in the room. The win for you is getting your home sold FSBO top dollar. The win for me is you might refer me or I might maybe get some some people that don't like your home, but they they they don't have an agent. So let's make this a win win. Love it. Love it. Okay. Alright. So we are gonna go through real quick. I'm gonna show you two different things. The new presentation boxes, they are available if you go in under the marketing tab and you hit presentation boxes, you'll see three options there. You'll see waterfront, you'll see the ranch and land, and then you'll see the luxury box which Michael has right there. So you can do that. It is a sample box, so the images are preloaded. If you are part of the network, you can customize that to either a current or a previous listing. So you do have full customization options if you are part of the network. If not, you can take the sample box as it is. You can still customize the state and the the city, but the street name will always be one two three sample. It'll it's actually Sam Place, which is stands for sample, like s a m, as the street and then p l for place. So one two three sample and then your city and state. And so that's the what it will allow you to customize if you go with the pure, sample option. If you have a previous listing, you're part of, the existing the specialized discipline network, you can have that customized to a current or existing listing. So that's fantastic there. I'm also gonna show you just in case you haven't seen it. I'm gonna screen share here, and I, I'm at a different office today so I don't have the, pretty presentation slide, but I'm just gonna show you these photos real quick. Let me get here in screen share. Okay. So this is, of course, the luxury, preferred network box as you guys are seeing right behind Michael. The new ranch and land box, which obviously is themed there, has a couple of different things. You have some, customization options with these. So in the event that, let's say, you order something for ranch and land and let's say it's vacant land and you don't need, I don't know, the property specific magazines, you can substitute that out for land ID, which gives you the ability to have that, three d map built into, your listing there. And so that will be substitute for some of those print pieces that wouldn't make sense if it's just vacant land. And then we've got, the waterfront. And so the waterfront, again, is themed for waterfront properties. And, again, this is important to know because it allows your seller to know you have a specific strategy for their type of property. Where we notice a lot of people fail is they've got, like, hey. I go out there and I just market all properties the same. But if you say, hey. Listen. I've got a ranch and land specific property and a strategy to to do that, Or I've got a waterfront specific property, and I'm a waterfront specialist. And so I can walk you through specifically on that. It does make a difference. You will show up differently, and you will, if you do that consistently, grow your business in that direction. Now some people may come across these opportunities here and there, and that's not something that they wanna necessarily focus on, and you'll still make more money and show up differently in in those scenarios. But if you say, hey. This is a it's a segment of the market. It's a niche of the market that I wanna grow my business or I wanna make my specialty. There is no other way to do it than to show up differently and have property specific material that allows you to to represent that seller at the absolute highest level. So, let me scroll to the chat real quick to see if we've got any more questions inside of there. Let me see. Love the video book that is available through, the Luxe designation. Michael Lufito does offer that, so definitely check him out if that is a, feature that you want. I remember when I first met you, Michael, at the Bay Hill, here in Orlando, you had one of those boxes, and I thought it was so freaking impressive. I went out and I researched, and I'm like, okay. I can buy fifty of those from China. I'll try to figure out how to do the whole thing. But, yeah, Michael makes that very easy for you directly through the luxe designation. Let's see. I noticed a sample luxury pack looks like California, Florida house. You can actually so just let you know again, Lori, you can use a previous listing. We do have some that are that are, you know, kinda evergreen. But let's say if you are in a small town and there's a very specific style to that, we are obviously not going to have that. We've just got sample images. So you would want to use a previous listing or, if you know someone who's got the type of home, you can use it, you know, take professional photos of that and utilize that to create your own version of it. We don't have every type of sample. We do get pretty close overall. But if there's something very specific you're looking for, you can do the customized box. Let's see. Fantastic nuggets. Alright. Fantastic. Alright. So we are just about at time. So real quick, we will download the attendance log at eleven thirty six. Everyone who is on this call at eleven thirty six, we will be presenting those tomorrow on real estate First Friday. Five boxes. Five of them. And you will be able to pick which, which box makes the most sense for you. So waterfront, ranch, ranch and land, or the luxury box. So thank you, Michael, for for advocating for the for the five boxes. So we will do that. It will be announced tomorrow on our closing ceremony, which is real estate first Friday at eleven AM eastern. If you're not able to be there, no big deal. You will receive an email letting you know, and we will also, reannounce that on motivational Monday as well. So tomorrow at eleven AM Eastern Standard Time, you will find out your five winners. Let me see how many people on this call. About two hundred and thirty seven people on this call at this point. Man, that's amazing. Good. Feedback's been great. I I I was laughing. I'm sorry to laugh. There's Missy Touche said, if I had socks on, they'd be blown off. Thank you. Well, that's good. Feet in in a safe direction, people. So, yes. Fantastic. Alright. Well, we are we are so appreciative of your time. I hope that you guys are continuing to receive a lot of value. Thank you so much, Michael, for your time today. We very much appreciate it. So we will, connect with our winners tomorrow. And, again, if you are not available, you can watch the replay, but we will send you an email, and you can pick which box makes the most sense for you. So I hope you guys are loving this Ascend initiative, and we will catch you on the next one. Prove them wrong, folks. Alright.