Further ado, let me bring in Robert Palmer, founder and CEO, who's floating somewhere around here. He's late today, I think. There he is. Okay. Alright. Fantastic. Good morning, man. How are you? I'm doing fantastic. I doing great, man. Great weekend. Excited to be here. Excited for the first, AIU, in person single day event here. That's right. Which we've got a fantastic, audience here. We've got a lot of amazing content planned for today. Great. Yeah. Thank you so much for being with us today. Today is Memorial Day, so we'll spend a little time talking about that. And, just as I kinda learned over on real estate first Friday, we had, David Kurz on and he, served, I think, nine years in the military. And so I said, hey, guys. Everyone have a a fantastic, you know, happy Memorial Day weekend. And he paused me real quick and said, hey, Matt, just so so so you know, there's nothing exciting about this day. Like, this is a day of, you know, memory for people who who gave it all. So I had always said, oh, you know, happy Memorial Day. Not really thinking about what I was saying. And so I appreciate him educating me on that. So, anyways, with that being said, I'll turn it over to you, Robert, to kinda give us some insights on to what to expect from today. Yeah. No. Look. You know, this is, obviously, an important day. And while not a happy day, an important day in the history of our country, and I think as entrepreneurs, you know, we really, I think, benefit from those freedoms, from the ultimate sacrifice that that so many folks gave for this country to be what it is. And we think about what we do here, getting up each and every day, you know, serving our clients at the highest level, making choices around our business, you know, the freedom to have that choice, the freedom for us to have an Ascend Initiative University, the freedom for us to launch a real estate brokerage that can grow as fast as it did in three years. None of that would be possible without that ultimate sacrifice that so many made. And so I think it's fitting that we sit here on the the kind of first official brokerage wide event at the Ascend Initiative University, which would not be possible without the freedoms that we have in this country. And so with that, I just wanna take a quick moment of silence. Everybody may bow their heads here with us and, a moment of silence for all those who did make that ultimate sacrifice and gave their life for the freedom that that we enjoy in this country. So as you're out there on this amazing day, we do have good weather. You know, there's gonna be a lot of barbecuing, a lot of grilling. Just make sure you take that moment to remember why why we are here today, why we honor those who did make that sacrifice. And, again, while it's a day of celebration for the the freedoms and things that we have, it's also very much a a day of, you know, somber and solemnness for the sacrifice that so many had to make and give for us to be able to be here and enjoy that. So, again, be responsible out there, on Memorial Day. If you're out there having the barbecues or parties, whatever, please be safe. Please watch out for your fellow humans. I'm gonna be grilling here, in the parking lot at AIU. Cannot wait. Here in a little bit. Fantastic. Yeah. And, and with that, let's kinda talk about what's going on today, man. Yeah. Absolutely. So real quick. We'll start with the market update. We had some data come over the last week or so. It seems like the tariff kinda talk is back again. We saw some, you know, pretty heavy fluctuations in in the stock market again last week. So can you just give us some insight? I know it's, of course, more uncertainty, but has there had any, impact to the to the tenure, or is there any kind of short term things that are happening based on those most recent announcements? Yeah. I mean, you know, we luckily, I would say that the mortgage rate stopped going up. You know? So we we hit this really kind of hard up into the right, unfortunately, of mortgage rates getting worse. That seems to have calmed down. We saw a little retracement. Nothing really worth getting too excited about. I think, again, right now, it's a lot of wait and see. We don't know what's good news. We don't know what's bad news. You know? And, traditionally, bad news was good news for mortgage rates, but right now, that isn't necessarily the case. We're really just watching things one day at a time. You know, the Federal Reserve is kinda taking an interesting approach right now, you know, and and they're really gonna be cautious and wait and wait and see. You know, just a lot a lot going on in that world. So I think we just continue to talk about uncertainty. At some point, you know, I do believe we're gonna see a kind of a I think, a return to the low sixes. I mean, there's a lot of the forecast now toward the end of the year. That's where they're kinda putting things. I think we have tested this ceiling of kinda high sixes right at that seven mark enough times now that it's it's a pretty solid ceiling. So I think the risk of rates getting too much worse than kind of that high mark we've hit a few times now is is gone where there was a window. I mean, if you remember back to, like, October of of twenty I guess that would've been October of twenty three. Like, we didn't know where rates were going. I mean, there was, like, eight and a halfs, nines. Like, there was this window where there was a lot of fear and concern there. So I think we've tested the upper limits. We've kinda found the worst that it's gonna be. That will help that will help create a little bit of stability. But I think the big thing is just continue to advise your clients. Don't gamble with your interest rate. If you get a rate that that works for your finances, lock it in. Don't mess around. Don't try to float and hope that the market's gonna get better. And just know that if the rates do improve dramatically, there's always that option to refinance. And, again, one of the great things about the mortgage, here in the United States, this thirty year fixed mortgage is one of the most powerful consumer options in existence because you could always keep the low rate. Right? Everyone who locked in those three percent and better rates, no one can take those away from them until the loan is up. Right? Fifteen years, thirty years, whatever you locked it in for, no one can take it away from you. But on the flip side, if rates get better, you always have the choice to to refinance. You have the choice to pay it off whenever you want. And so, again, very powerful consumer option that we all here as professionals help consumers take advantage of, each and every day in our lives. So just keep that in mind. Keep counseling your your your clients. I did see an interesting study recently that I think it said, like, a third of home potential homebuyers are sitting on the sidelines waiting for rates to go back to three, which seems like a pretty crazy statistic. They keep You know? So at at some point, they're gonna wake up to that. And I think we're gonna we're gonna see some movement, but that was an interesting headline coming out. Other than that, you know, we had a great great, showing down at Inman. You know, I was down in Miami, spoke at Inman last week. That was great. Did a couple of panels with Brad Inman and, just, you know, got to got to talk about kind of the state of the industry and what we're see happening. A lot of talk about AI. That was a hot topic at the conference. AI, clear cooperation, private listing networks, kind of all the normal, I would say, flavors right now, of real estate. And then, you know, we just talked a lot about the market, where things are going, this concept of uncertainty, this pent up demand. You know, the number of consumers who needed to buy or sell, who needed to move and have been unable to do so because they're waiting. Like, they've made this decision. They're gonna wait. That third of people who are waiting for the three percent rates, like, people are making these decisions, but, unfortunately, life at some point, life's gonna happen, and you have to make a move. And I think when that when that finally breaks loose, we just expect so much momentum, that that I think we may see one of one of the biggest kinda housing booms that we've seen from a transaction standpoint. Because you gotta think we're at such a low level now. Right? Four million annualized home sales. We've been dragging this four million seasonally adjusted annual home sales most of this year. Mhmm. If you go back and look at last year, we actually started really strong. So because interest rates were lower in the first part of of, twenty twenty four, we were up at, like, four point I think last February, March was, like, four point seven, four point eight million, right, for that one number. And then we eroded it throughout the rest of the year landing at just above the four million mark. If that happens again this year, we could end up with a sub four million home sales year because we didn't see the big Mhmm. We didn't see the big boom. We didn't see the big seasonally adjusted outliers happening, early in the year this year like we did last year. And so I think just when it finally happens, like, the idea that we could maybe even have a three point eight, three point seven million annualized home sales number this year, getting back to five and a half million, which is kind of a normal market, is going to feel like a massive boom. And and those of us that are in position to take advantage of it. Right? LPT agents who are out there emptying the box and getting that sticky printed collateral in people's hands that that will be there six months from now, a year from now when things do start to bust loose and things do start to spring back in the other direction, it's going to feel like one of the biggest housing booms that we've experienced, again, from a transaction account standpoint, not not a pricing standpoint. So we just all gotta keep doing what we're doing so we make sure we're there and in position to win when that happens. And, you know, we see so many people winning today. You know? We're winning as a company. See a lot of agents winning, utilizing the tools, getting out there, and and making making lemonade out of lemons. Right? We are in a lemon market, and but there are agents making lemonade each and every day. I'm out here making lemonade each and every day. And so how much greater is that gonna be when when finally we get we get some tailwinds? So really exciting times, man. Yeah. That's, that's interesting, you know, because, again, this year, we were hoping to see a little bit more momentum going into the summer months where we thought things would pick up just a bit. We're not seeing that, which means that that demand is still being suppressed and that we'll see it at some point. But to your point, we have to continue to do the work. We have to continue to do the strategies that work right now in today's market and counsel our people, you know, whether they're on the buy or sell side and educate them on what's happening in the market so that they can make informed decisions. That's ultimately the best thing that we can do right now. And then we always talk about extending the value, extending the relationship for longer because you have to nurture these relationships for longer because people are sitting on the sidelines for longer. And so the people who are doing that, who are putting in the work now as the market starts to, you know, change directions, those are the people who are gonna win early and and win at the biggest level. So we're gonna talk a little bit about, AIU today. We're gonna talk about some of those tactics that are working. We've got some workshops planned to help people understand how to make the most of, you know, entering the power pack and things like that. I'm a real quick. I just wanna see if we can get a a preview of what were some of the questions that were asked that Edmund? I know you were talking about it last week on motivational Monday. We're like, Edmund's not ready for you. So what kind of questions did you guys or topics did you discuss? I know AI was a big was a big thing. Yeah. I I think it was really the AI, AI really kinda took took center stage. Okay. There was a little bit of crypto talk. You know? So we we talked to it's interesting. I would say a lot of, ultra luxury. A lot of the speakers were, you know, kind of ultra luxury agents from Miami. Inman really is trying to break more into those the higher price point I gotcha. Agents where, like, in Miami, I think Real Deal really has more of that that market, and Inman's trying. And so a lot of the speakers were focused on super high end luxury. There was some talk about crypto and how now that crypto Bitcoin's back above a hundred thousand that was driving increases in showings and buyers in those price points and as the stock market rebounds. Because, really, what we see is, you know, in kind of the the median home price market, it's very interest rate sensitive. As you get into that luxury and ultra luxury market, which is three to four times the the average the median home price, it's less interest rate because it's a lot of cash buying, and it's more dependent on stock market volatility, crypto volatility now, and so interesting to see that. So a lot of conversations around that. On the AI side, yeah, there was a lot of concerns or not concerns, but just conversation around what does AI mean for our future. And, you know, my my stance, which everyone here has heard many times in Inman crowd was hearing it for probably the first time, is that the the smart money in Wall Street has been trying to get rid of real estate agents for twenty years. I mean, we played that headline from Redfin twenty years ago that said they were gonna finally destroy buyers' agents and all this nonsense. And we've been down this road so many times that I can tell you from a Wall Street perspective, there is no longer capital chasing that narrative. Like, investors have realized that these these tech gurus who pop up and say, we're gonna do it. We're gonna get rid of the real estate agent and make all this money like like the like the travel agent. Right. It's just not the same thing. Correct. And so we talked a lot about that, and and I really believe, like, AI is the same thing. Like, AI is not going to eliminate the real estate agent. AI is going to augment the real estate agent. I think AI is going to make your personal brand more important. AI is gonna make your work ethic, what you can do for your clients even more important because what's gonna happen is AI is going to do a lot of the kinda lower level stuff that we have to deal with. You know, like, a simple thing is, like, returning phone calls. Like, we have age there are agents in our industry who aren't very good at returning phone calls, as crazy as that sounds. So if all of a sudden AI can return the phone calls or provide this basic level of information, which I think will happen, then the that kinda rises everybody up a little bit because some of those those lower low hanging fruit items the AI can take care of, which now makes even more important for us as professionals to be that counselor, that that guide, you know, that shoulder to cry on, that person to talk, you know, someone through their transaction. And I think the the human element of what we do is going to become more and more and more important because what's gonna happen is AI is going to empower every agent to have this amazing tech stack and this amazing, you know, ability to respond and organize and and take their day. Like, I think we're gonna see the the the CRM of today is going to change dramatically, and we might even have a CRM. It may just be like your AI is telling you, like, hey. This is who you should be calling today. Like, this is what you should be working on. And as that happens, the human interaction becomes even more important. And so I think in a lot of ways, AI is going to enable us as real estate agents to compete with the boat the best funded technology companies, giving even more power back to the local real estate agent because the human factor, the human interaction, the human ability, the the the super geographically tight understanding people's psychology and what they're going through in this process is going to become more and more and more important as AI makes the other more technical stuff less not less important, but just, you know, easier to execute on, right, or harder to mess up, I guess, is the way to put it. And so we talked a lot about that, and I I'm obviously very, you know, very pro what we're building here. I I believe I do not see any world where there's not a real estate agent at the center of every transaction, and I think that AI is just going to reinforce that even more. Where others believe the opposite, I strongly believe that the AI developments will just put the real estate agent even more firmly at the center of the transaction. Awesome. Well, we are all excited to hear that news. We are not being replaced. Cool. Alright. Well, we are, we are going to jump into today's, kind of events. We've got our first, one day, Ascend Initiative University one day event. And, you know, there's one of those happening every single month. So I think we've got a schedule we can put up here. And, Robert, if you can just kinda walk us through it. You, at some point, are gonna be outside grilling burgers and hot dogs and feeding the group here while we are learning. So what do we plan on, learning today? Yeah. So it's cool. So we're gonna start in here. We're actually gonna leave this up on the motivation Monday feed. So somewhere in the next, like, ten or fifteen minutes, we're gonna wrap up motivation Monday, but we'll stay on the feed if you can to hang around because we're going to have, two amazing pieces. I guess what we're calling our keynote content here from the main stage, around open houses, and around, door knocking and and, you know, per in person prospecting. And so that's gonna happen as a group here and on the main stage. And then from there, we're gonna break into individual groups, which we have labeled. I don't know if we can throw that out, maybe. Yep. Red, white, blue, and gold groups. And then you'll see on the end there, we have gold a and gold b, blue a, blue b. So what's happening is each of these sessions is an hour, but then we have the open house lab and the door knocking lab, which are gonna run about twenty five minutes each because we want smaller groups in there. So what's gonna happen is we're gonna go into our first, we're gonna do the two keynotes together as a group while I'm outside cooking, and then we're gonna break for lunch. And I'm gonna feed everybody, hot dogs and hamburgers and whatever other great stuff we have on the grill out there. And then we'll come back in, break into those small groups. And from there, there'll be these different classes, deep dives on the content as well as firing up the door knocking lab, firing up the open house lab. Yeah. So for those of you who haven't seen the videos here at AIU, we have a classroom that's set up like a living room, you know, so that you can perfect those open house skills. We have another classroom set up with, three doors, three front doors in there for our door knocking lab to actually get that hands on experience and maybe for someone who's never had to go knock on a door and and deal with, like, what happens if they open it? Like, do I just leave the door, hang her behind? Like, you know, like, what was I didn't actually think you were home. Yeah. Like, what what are we gonna do then? And so, you know, kinda getting some of that, just going through the motions, like, getting those repetitions in here in a controlled environment. So when you find yourself out in the real world, it's not as scary when the door opens, you know. We actually joked about, like, having someone, like, jump out with, like, a fake shotgun to, like, you know, go and get that out of the way. You know? It's just like, hey. The the worst case scenario that everyone's worried about is not gonna happen. So it's gonna be a really great day. Again, we're doing one of these every single month. Today is fantastic. Our our initial group here looks great. Really excited to spend time with you guys today Awesome. And on Memorial Day. Yeah. And so then we, yeah, we can throw the the AIU schedule up, Dave. We'll kinda walk everybody through that. So today, up the the the next one. Yep. There you go. So this is the ongoing schedule. So we'll be back doing the one day event on June twenty third. So that'll kick off, like, today with a live motivation Monday and then going into a different cycle, of content in the different labs. We're doing the one days again on July twenty first, August eleventh, September fifteenth, October sixth, and those are our one day free events. And then we have our mini conferences, August fifth through the seventh. We have the mini conference the fifteenth to the eighteenth. We have another one we're doing in q one. And so, again, David, if you could pull up the yep. It's the next slide. Let's go to the next slide as well. And so, again, really, what we're focused on here is using AIU to provide the ultimate and in person content across any cloud brokerage imaginable. And so this is our upcoming conferences. We have the summer conference, which will be here at AIU, August fifth, sixth, and seventh. We have the fall conference, which is at the Orlando Marriott World Center. That's the expensive one because it's not in a in a facility that we control. That's October fifteenth, sixteenth, seventeenth, eighteenth. And then we're back here at AIU for the spring conference, April eighteenth, nineteenth, and twentieth. So, again, at the size we are, we think it's really important to have multiple events throughout the year to bring agents together from all over the world. And as we do that here in Lake Mary, obviously, we can put a very attractive conference price out. And then once a year, we will go to a third party venue. I think I mean, we'll see if that even survives. Like, I think it really is about like, I understand why the other cloud brokerages leaned into that, but they also don't have an Ascend University. They don't have a lot of the dynamics that we have here at LPT to to be able to really focus on real estate first and take advantage of this facility. So we'll see. At the end of the year, it's like, hey. With the monthly options, with the two days and the three days and the mini conferences and the AIU conferences, does it even make sense for us to all you know, to do an event at a a big hotel somewhere? Maybe, maybe not. Again, I'm not ready to pass judgment on that today. I just wanted that we are watching and learning and deciding what is the right path forward. That's right. Do we ultimately have multiple Ascend Initiative universities around the country? You know? Do we have three or four other campuses like this in Texas, in California, in the Northeast, in the Midwest? All things that we're considering as we continue to grow this brand. Because as we've shown you up to now, LPT is here to do it differently. That's right. And I think that the I think that the legacy way that the other cloud brokerages think about conferencing or in person is very much tied to the old franchise model. Right? The old franchise model, you needed that national event because all the franchises are owned by different people. They're actually disconnected companies, and you try to bring them all together. So what does the world look like in a truly unified brokerage like LPT with agent choice, with the choice of brand, with the launch of Aperture? How does that look? And how much better can we serve our agents, and how much more success can we help create for our agents, and how much more momentum can we put behind our agents, and then what does that look like from an education perspective? And I I'm confident that AIU is the future. We will make sure AIU stays the future, but that may reshape the whole way that we think about this. What I can tell you is we're very committed to the idea of these in person events. Obviously, we have a a house full today. But, again, is monthly ongoing one days and two days and three days more effective than a single conference at an off-site location. I mean, again, with margaritas by the pool. This is what we're gonna solve for because that's the only thing we're missing here at AIU is there are no margaritas by the pool. Margaritas. I'm not here, man. But the real estate ad content is second to none, and that's really what we're most focused on. Real estate first, margaritas by the pool second. Awesome. Well, looking forward to today. You know, we always kind of do things on on holidays. It just kinda always seems to work out. Mondays. So it's we you know, Motivation Monday and most holidays fall on a Monday. I never really tuned into that. I never really you know, like, I guess you know, but you don't really feel it until you're doing this. Hey. We have not missed a Motivation Monday in two and a half years now. Doesn't matter where we are, what the holiday is. You know? Yeah. Two and a half years. We're committed. We we moved to a Tuesday once because it was, like, Christmas day. Yeah. You know? But, like, other than that, we we have not missed a Motivation Monday. And for most holidays, we're here with you guys. And so big shout out to those of you who did come over on your holiday to spend it here with us to kick off AIU Yeah. And for those of you watching at home as well. Yeah. Awesome. Awesome. Okay. Well, we're gonna go ahead and kick the day off unless you have any final words. We know this is probably gonna be a short week for some. I know we're about to get into summer months. Kids are about to be out of school. We got a lot of things going on, which can put some pressure on our entrepreneurial kind of weeks. So we have to start adjusting for those things. So as we enter this season, like, what should we be thinking about? Yeah. We're good. Matt Levy, do I have a chef's hat somewhere I could throw on here before I exit? We did you get one? The I don't know. They were trying to find me a chef's hat. Tracy's going running for it. I have choices. We'll do this live on the air. Let's see. I'm gonna pick my chef's hat live on the air. Now look, man. You're absolutely right. We're we're coming into the summer. This is a busy time for a lot of price points and a lot of markets. Right? And, you know, we're not seeing the transaction count that we'd hoped. But, again, we're as an industry, we're winning. Our agents are winning at the highest level they can, but we are seeing this depressed transaction count. And I think this is really where LPT is standing out. This idea that the tools actually work, which is such a foreign concept. Right. You know, it is really funny. Like, I talked to somebody who are like, well, no. There's nothing your brokerage can give you to make you be more successful. There there's no way these tools actually help people sell more houses. I'm like, well, you should come use them and then tell me that, because no one who's actually using the tools feels that way. Obviously, a lot of naysayers at competing brokerages who don't have the tools or tried to get the tools and failed at it or whatever. But it it just you know, at the end of the day, the work works. And and getting out there and and being front center in your communities and leaning into the idea of, we got we got aprons too. Yeah. Let me get those as well. This is fantastic. Yeah. I'm gonna model all this. Yeah. We got we got aprons. Fantastic. Yep. Yeah. And so right now, we have to continue to do the hard work. And I feel like I'm a broken record, but I know how important it is that we just continue to talk about it each and every week because guess what? You have to show up each and every week. And each and every week, you have to do the work. And then you have to look back in the mirror and say, I did all this work this week, and I don't necessarily have anything to show for it. And that is really hard to do. That is very much against human nature, especially in today's world where likes and clicks and text messages and and everything is instant. You know? Email, like, we live in this very instant world, and our industry does not work that way. A lot of industries do. Right? If you're a social media influencer professionally, you make a video, you either get a bunch of views or you don't. Like, very much cause and effect. In real estate, you have to go out and you have to plant those seeds. You know? Again, it's very much like farming, but our crops don't grow on a set schedule. You know? And this is the whole concept of real estate farming. But we have to go out there and plant those seeds and do the work without knowing exactly when when the reward is coming, and that is so hard to do. And so I think that a big part of our role in helping everyone be more successful at LPT is just to be that reminder. Like, again, to to come on here every single Monday and and remind everyone that we have to keep doing that. And I'm not gonna stop doing that until we do see the successes because they will come. And in a hot market, it's really easy because the success comes the success comes without doing the hard work in a hot market. Right now, we are in a market where existing home sales are at a thirty year low. We have got to keep doing the work. We've got to put ourselves in position because we're gonna make up for all this pain, and we're gonna make up for all the years or quarters or months of underperformance because of that four million annualized home sales when the market turns. The prepared will win. Those who did the work will win. And so if nothing else, I'm gonna keep saying it each and every week here as we close out Motivation Monday. You just have to believe. You have to keep doing the work. Use the tools. The print collateral is effective for a reason. The print collateral is sticky for a reason. In a hot market, we can rely a lot more on digital. But right now, because of the slowness, the amount of time it's taking consumers to make that decision to get off the fence, they may head fake a few times. They may get in the market with you, look at a few homes, and then disappear again because a headline scares them or interest rates go the wrong way or something happens in their life. This is where those in person meetings, putting those home buyer workbooks in their hands, putting those seven home buyer strategies in their hands on the buy side, the active marketing plan, the nine critical questions on the listing side. All of this becomes so critical because consumers are being a little fickle right now. They're leaning in. They're taking a look and saying, wow. Rates are worse than I thought. Home prices are higher than I thought. They go away. They come back. They go away. They come back. This is where the print collateral and your ability to position yourself and make that impression and show them who you are is so critical, but that requires doing the work. It requires having that in person meeting. It requires trying to get them on a Zoom with you if you can't do that because something face to face is gonna always be better than a phone call. We just have to keep pushing forward. Awesome. Awesome. Alright. Well, let me see what I got here. So I got the hat. Oh, look at that. Oh, another hat. Oh, we've got okay. That's got more of, like, a Chef Boyardee vibe to it. It does. Got the apron here. Yeah. So I'm gonna go out there and get to grilling. Alright. Get to grilling. Stick with us on the stick with us on the feed. We're gonna be bringing those, two keynotes from today's AIU event live here on the same Motivation Monday link. Dave's gonna throw the schedule up and play a little patriotic music while we get situated for the the next couple of minutes. Fifteen minute reset, you think? Yeah. Maybe ten. I I maybe less. I mean, five to ten. I think we keep moving. Yeah. Five five to ten minutes, we're gonna keep moving today. We've got a lot to cover. We got a lot of food to cook and eat, so we're gonna keep it moving. So Alright. Sounds good. Five minute reset, leave the link open, and you'll be joined back. What do we got up first, Levy? Lewis and Lisa Spencer. Lewis Fuhrman and Lisa Spencer, talking about open houses. That's gonna be our first piece of content. Then followed up by Matt Hodge and Christina Griffin talking about prospecting, in person prospecting, AKA door knocking, but in person prospecting. Alright, guys. Have a wonderful, safe Memorial Day. We'll be back with you next Monday. And, again, remember why why this day is what it is. There are those folks who've made that ultimate sacrifice for us. There are lives that are impacted by that. And so, again, we we thank them for that, and we cherish their willingness to go out and defend this country and make that sacrifice. And we'll see you next week. Awesome. Listen, baby. Ain't no mountain high, ain't no valley low, ain't no river wide enough, baby. If you When I wake up in the morning, love. And the sunlight hurts my eye. And something without one and love bears heavy on my mind. Then I look at you, and the world's alright with me. Just wanna look at you, and I know it's gonna be And I look at you, and the world's alright with me. Just one look at you, Dimness. Right? Well, thank you, Levy, for that amazing introduction. That was awesome. I know we still have some more folks, joining us here today walking in. So welcome. Welcome, guys. Well, we're very excited to be here for our very first one day AIU event. You know, thank you guys for coming out. This is truly special for us. You know, we are very much committed to, you know, doing a lot of these events and just being in community with each and every one of you guys. It's very important in our businesses. Right? You know, as entrepreneurs, it's very lonely sometimes out there and being able to be a part of a forum where we can have great ideas bounce off of each other. Mastermind collectively is something that's very important inside of our industry. Well, I am joined here today by, Lisa Spencer. Good morning, Lisa. Good morning, Louis. Thank you for having me. Of course. Of course. So some of our LPT agents may not know who you are, so maybe share a little bit about your background and who you are in real estate. And I know open houses carry a very special place in your heart. So They do. I, grew up in a real estate family. I got my license in nineteen ninety four. I worked in New Jersey, in Morristown, New Jersey for twelve years, and I felt I had a pretty successful real estate career. My youngest of six children decided to go to the University of Tampa, and I decided winters were cold And and, and I decided to follow her. I also learned by the other five kids that wherever your kid goes to college, that's where they end up leaving living. And so, a little bit of strategery. Yeah. We moved to Florida, and I launched a real estate career. But the only person I knew here was my niece who had a real estate license. Awesome. And so I worked in both states for two years, and the only thing I did in Florida was open houses. And I was still able to earn a significant income enough to earn with the company I worked for then their annual trip to California, with my two businesses in two states. So, it's, it's something that I really believe in and especially in this market that belly to belly face to face interaction is so important. So we're gonna talk a lot about that today. Yeah. For sure. It's it's and here's what's interesting, guys. You know, statistically, it is proven that open houses are single handedly one of the most important aspects of our business. But here's what's interesting with that, and it's twofold. When things get busy inside of our real estate careers, that oftentimes tends to be the very first thing that falls off of our plate. You know, we've all experienced it. Right? We're we're not very busy. We may not have many contracts. We may have a few listings that are currently active. And what do we do? We pour in our time. We pour in our bandwidth. We pour in our hearts to be able to capitalize and maximize on those opportunities. But then what tends to happen is we start getting busy. We start getting files under contract. We start dealing with the spontaneity of this real estate industry, and then we then forget about the basics that got us to that place. And that is fundamentally the very definition of that roller coaster effect. We talked about that here last week on Real Estate First Friday where we'll do so much when we are not busy with files to create awareness, to drive customers, to build our portfolio of business. But then we start getting files under contract, and then the awareness piece of our equation slows down or even stops. And then we're just dealing during a period of time with the files, working with the customers. And then as we close out those files, we look back and say, well, we don't have anything around the corner. We don't have any new customers we're working with. And a lot of that is attributed to us shutting down our awareness in our in our customer facing side of our equation. And open houses do tend to be one of those things that are the first to fall off. And oftentimes that happens because we don't have a very good purposeful approach in having organized, open houses as part of our portfolio. And that leads to the second thing, you know, which is it's also one of the areas in our businesses that we are not very much prepared when we conduct. And when I say prepared is because we don't have a plan. We don't have a plan on what are we doing before the open house, what are we actually doing during the open house, and what are we doing after the open house? You know, think back at some of the open houses that we've hosted. What was the plan that went behind the, be preparing for the open house? Was it, hey. I'm gonna wake up at nine to shower, eat breakfast, and be at the property at eleven. I'm gonna sit there and maybe buy some balloons heading there. And then once the open house is done, I'm gonna feel a sigh of relief that I accomplished my mission. Well, I can tell you open houses are not that basic. You know, there are a lot of aspects to the open house from what are we doing before, what are we doing during, and what are we doing after. And that's what Lisa's gonna be, discussing today during during her open house lab. Absolutely. I wanted to talk about what you were mentioning about the funnel and creating awareness, and we were all spoiled for the last few years. Creating awareness kinda was all we had to do because people were motivated to move themselves through to that purchase. And we're gonna talk about today something that I got from Shaina Moats, our amazing leader here at LPT. It's called the reverse funnel. We're gonna talk about how a a key conversation can actually start with their motivation, and then that awareness comes later. And so I love I'll be able to share that with you today. And those of you who are not joining us live, we do have two amazing recordings that are available on LPT Connect. One with Shaina Moats during our marathon and then one with, Pamela Tucker that was a feature on our Real Estate First Friday. So if you're not joining us today live, definitely key into those two videos to add to what you've gonna learn today. Yeah. For sure. For sure. And all of those events happened in the last forty five days. We will get the dates for the real estate first one so you guys can find it. But, yeah, Pamela Tucker did an amazing job on real estate first talking about her purposeful approach to basically drive the traffic into the open house. That before category of the open house that we oftentimes tend to not have deployed and not, have initiated. And another piece of the open house is also understanding, like, why are we doing the open house? Like, what is an open house ultimately accomplishing? And I can tell you it's not just one thing. Right? You know, we sometimes fall into the camp. Hey. Open house is gonna help me create awareness, help me drive new buyers. Some of us fall in the camp of open houses, you know, are gonna ultimately help me sell this property. But what I will tell you is an open house strategy accomplishes a very diverse level of items. You know, from one, yes, it does accomplish both of those things. It does help you create awareness in your database. It does help you get introduced to new buyers that you can utilize to either move that property or help you, or help them purchase another property. Yes. It also helps sell the asset that you are ultimately selling. But what about when you're having the listing presentations with your sellers? You know? We can say, hey. You know, we are gonna you know, if you hire me, I'm gonna host open houses for your property. But there's a difference between telling a seller that you are gonna help host open houses and showing them your actual plan to move the property. So imagine in that listing presentation, you take it that next step further. Hey. Part of you hiring me as your expert, here is my open house plan that I will deploy to help you move the asset and move it at the highest dollar value that we can ultimately move it to. And then open houses also create this sustainability aspect with our customers, especially in the industry that we are in, the market conditions that we are currently facing. There are going to be moments in which you may have to have price adjustment conversations with your sellers. Right now, we are seeing an uptick in expired listings hitting the market. Open houses help with that sustainability piece. You know, if you are showing your seller that you are doing everything you can to move more often than not the biggest asset of their portfolio, Now when those next conversations arise, they are gonna be much more in tune to have those conversations. Maybe not be hard headed when it pertains to price adjustments, or they're still gonna have the confidences in you to renew that listing agreement because you gotta hedge your position. I know, Lisa, you've, kinda or Shaina maybe broke it down into kind of four main principles, and and you're gonna walk through some of these four principles today during those labs. Do you mind maybe sharing what those? Absolutely. And, again, attribute it to Shaina, put it into four categories. But, you know, here in Florida, basically, we are conducting an open house in twenty twenty. We just wanted to make sure we had a purse big enough for our Glock and a few balloons. But that is really not enough today. So we have to have a four pronged approach, and that is the first thing we wanna do in an open house is we wanna be able to build our put contacts in our database. And so that can happen two weeks before the open house. When we are actually sending out the contents of the open house power box, we can be using those flyers. We have this wonderful lead capture, technology that's on all of the pieces that are in the open house box. So if someone just simply types in that code in Panera on a flyer that you put up there, you're actually capturing their contact information. So that contact capture is really a big important part of what we're gonna be doing. So that's number one. We're gonna add contacts to our database. We never may see them at the open house, but they could be coming into our open house by our previous, activities. Then we're going to uncover nurture. So someone does have enough interest to come to the open house, and they're going to attend, and we're gonna have robust conversations. We're gonna dig deep into that in the lab today. What how can we structure those conversations so that we can actually generate, a nurture, key in on what are they focused on so that we can also provide value on what they want, not just a random script. This is what I say to everyone that comes into my open house. The third thing we're gonna do is maybe be able to set appointments. We have our wonderful digital buyer, presentation. You may hit that one in a million. It actually happened to me. My son-in-law wanted me to have an open house at his house when we listed it. I was like, it's not a great weekend. I don't really wanna do it. Tried to talk him out of it. You know, we very rarely sell the house. Sure enough, that was the one person walked in and bought the house. So it does happen usually to put egg on your face, but that's what does happen sometimes. So we may be able to actually sell the house or set an immediate appointment because this person is really looking. And then the fourth thing that we're doing is building brand awareness, and that's why I'm wearing this little bit awkward lemon dress today because, there is an agent in the Tampa area that actually has built a brand around lemons and open houses. And she leads up to her open houses and says, does this house have enough lemons? And she puts, lemon decorations throughout the house, has a little well lemon welcome mat. But she has now kind of a following on Facebook when she's doing an open house. She leads up to it for days with her lemon conversation. So, are you building your brand through that activity? So we're gonna talk a little bit about that as well. So, hopefully, you'll all join us and stick around till six o'clock because that's when we'll have the last session. Yeah. And I love and I love so so and it's funny because the brand building does not just happen when the open house begins. It actually happens before that. We were laughing because I think you witnessed over the weekend an agent who was placing their, corrugated signs. And what happened with this agent? We were they were Yeah. Just, you know, how are you how do you place your sign? You are, one of the key, conversations we have here at LPT is the audition. We often refer to the listing appointment or that buyer consultation as the audition. But remember, sometimes it's a dress rehearsal. And when you're out putting your open house signs, are you waving at the neighbors saying hello, being very enthusiastic, or you're just, like, hiring someone else to do it? Or rushing. Or rushing. Right? Because we were not prepared. Right. We're just we're just don't even put any signs out. I I literally have gone to open houses that I had to use use GPS to find, and the agents in there reading a book acting like I disturbed their afternoon. So how are you going to approach it? Or or enjoying their own mimosas Yes. There you go. At the open house. So so as we're going through today and and participating in the different labs, guys, you know, there's two types of goal settings that one is the easiest. Right? Like, outcome goal driven. Like, how many open houses do you wanna conduct? Or, you know, how many houses am I looking to sell? Like, these are types of goals that are surrounded by an outcome. What I would encourage all of you to do today as we're going through the labs is how do you create goals around your behavior? Because at the end of the day, being able to build habits around these items is what's going to make it very organic for you to conduct these tasks as you are growing your business. And going back to that roller coaster effect that I discussed in the opening, you know, if they become habits in your day to day practice, you won't even think about it. You will just do it and it will be that building block inside of your careers. Because again, you know, you put in that hard effort to get you here. You shut down this hard effort and then you're wondering, well, where am I going next? Well, I gotta go back to where I was before. You wanna keep building upon your career, and it all starts with creating that habit. So as you're going through the open house lab here today, if you do not have a plan around your open house, start developing a plan. You know, sketch out what a plan looks like. If you are sitting with active listings on the MLS and you've never done an open house for one of those listings, please do your customer don't do your customer a disservice or not do a disservice to your own business practices. Like, make sure you are showing up appropriately each and every time, whether it's a small property that you feel is not worth doing an open house or a big property that you feel maybe I'm too small to host that open house. Like, do not have those self limiting beliefs because you never know what the result will ultimately mean. And then when you are at these open houses and you interact with a customer who maybe is is indicating things to you that may lead to you not wanting to pour in all your efforts, don't let those things be the things that stop you from doing your full presentation or your full service. We talked through an example a little while ago about a rental. Right? You know, we've we're hosting an open house, and the buyer indicates that he's looking for a rental property. Kinda share that experience then. Sure. Sure. This was I think I was a realtor for about five years. I had earned luncheon at the Waldorf Astoria to, be rewarded for my production, and they always had the top sales of sale of the year. And I believe this was a I'm gonna lose it because I've been a realtor since nineteen ninety four. So this is, like, two thousand or something, twenty five years ago. It was either twenty five or thirty five million dollar sale. It was a significant sale on Bernards Mountain, anyone from New Jersey. That's where Trump has his golf course. It's right in that neighborhood. And, the agent told the story. They said, how did you get the listing? And so she told the story of how she got this listing. She was working floor time on a Sunday, and a young gentleman walked in and could only afford an eight hundred dollar rental. And everyone else, he had been in several other offices, had just turned him away because that was not even then a a possibility in Bernards Township. And, she said, look. There's no rentals in the MLS that I can help you with, but I do actually have a friend who rents an apartment in the lower level of their house, and maybe it could work out. It was like a little efficiency. And so she connected him and got him in that rental. So he went into his internship that day. He happened to be working for the president of Lucent Technologies or, I don't know, one of the major brands that are there. And, he went in and he said his boss said, how is it going? And he said, it was actually horrible. I couldn't find a place. Finally, this woman, I remember her name, Kathy Mulvaney, helped me. And, he said, well, give me her card. And he dialed the phone, and he sold his twenty five million dollar house Wow. To her. So, we often hear and, you know, I we're all on social media, and everybody says, oh, this is a relationship business. And probably about fifty percent of the people mean that. Yeah. And those of us I'm looking at Marie here in the front row Mary in the front row. And, if you're sustaining your career in real estate, you are in the relationship business. I remember the first house I sold. I remember their story. Everyone has a story. These are relationships that we build throughout the years. And if you're focused on the relationships, you will have a sustainable career even in these challenging times. But if you're focused on outcome, outcome, outcome, I need to have a sale, which we have to pay our mortgages. We have to pay our bills, but the relationships will help you do that Yeah. If you focus on that. And so that's what open houses unless there's no one that comes, and if that happens, it's because you didn't do the before work. Yeah. Because there's always someone that'll come even if you're calling through your sphere of influence and saying, look, I'm sitting in open house. It's kind of remote. Would you stop by? I'd love to have a conversation. Maybe someone from your sphere will come by and have a cup of coffee with you, whatever. If it's about relationships, you'll make it work. Yeah. And and here's what's interesting too. Sometimes we gauge our success on an open house by those who attend, but sometimes just going out there and putting in that audition, you don't know what life you touched even though they did not attend that particular open house that you were hosting. Maybe they will show up in the second open house, the third open house. Maybe they'll find you on social media. Maybe they'll find a way to reach out to you. You never know who is watching when you are conducting open houses or any aspect inside of our businesses. That's why you never wanna cut corners inside of real estate. You wanna make sure that you are always putting in all of your effort because you never know who is watching you as you are being an expert inside of this space. So with that said, thank you, Lisa, for joining us here today. Thank you. Lisa, any final words before we kick out into your into your lab later on this afternoon? Hey. Wear comfortable shoes and, you know, it's gonna be hot outside. So hopefully, we're all dressed appropriately for the weather. Awesome. Awesome. Well, thank you, Lisa. Thank you, guys, and we look forward to today, guys. You guys get there. What are you gonna say? Boss. Okay. So directly following this next session, food will be prepared. It is all located over there. Hamburgers, hot dogs, and your normal, may come by the way of door knocking. And so we know there's a lot of people who hear about that. Mhmm. There's a couple of people who have mastered it. And I would say it's probably one of the most, I'd say challenging things for for real estate agents because everyone is so scared of, like, oh my goodness. I'm gonna be rejected in person, or what happens if they yell at me, or what do I say? How do I get the conversation started? How do I not look like you know, like, there's all these things that we build up in our mind as why it's so difficult. And it truthfully is not. You just need to have a reason to be there. And so we're gonna walk you through. I know that you provided some scripts you'll walk us through, and we'll kinda give you a high level overview, from today's stage, and then we'll break it down into the actual door knocking lab a little later on. So I'll turn it over to you, Christina. Anyone scared of door knocking? We can be honest. Okay. Come on. It makes no noise. Yeah. Alright. I, gosh. Door knocking, it it definitely I've got some great notes because I wanna make sure to give you guys action that you can walk away and implement in your business today. Does that sound good? K. And when when you're done here today, and we'll make sure we post it and connect, I do have some scripts for you guys to take to the door knocking lab to have some fun with. K? It's in the back. Alright. So, Matt, in my opinion, why people do not door knock or they do not door knock effectively, a lot of it is fear Mhmm. And strategy. So picking a focus is the most important, and and that's what we're gonna help you with here today. So a focus. Do we all need more sales? Yes. All of us need more sales. And a lot of us, we spend hours on the phone, and we only talk to a few people. So door knocking or door dropping is gonna be the most effective because you're going to get to their door. And what do they have to do before they walk in their house? Open their door. K? Alright. So we're gonna give you some measurable goals and ideally, here's what I want you to think. We have all the tools and resources. I actually prepared this for you guys just so you can see how simple it is and I have the script and a letter example. I want you to imagine having hundreds of these in your trunk already prepared ready to go. How many of you have where a client cancels and they don't show up for a showing or they're late? It takes five minutes to walk down the door and drop ten of these. A dear neighbor letter, I've got a cash offer, door hanger that we have in LPT plus, the business card, few pieces of hard candy, and one of our marketing pieces. It doesn't even have to be a house that's listed for sale because I have a letter example that says, this is an example of my marketing. When we're prepared and we set goals, then we create results. K? Alright. So let let's go ahead and dive in. So overcoming fear, you can't you can't knock. If you have fear, that's okay. Then you can drop. K? You can also leverage. Many of you spend tens of thousands of dollars a month on online leads. Imagine imagine leveraging someone else instead to drop and door drop our amazing marketing materials and the amount of results and success it would create for you. That's right. K? So fear is normal, but not a reason to stall. That's something I want you guys to really think about. K? We need things that create success. A lot of us spin our wheels doing things that don't create success. This is proven since the beginning of time in real estate, and we have all the tools and resources available. If if I could pause real quick, we when we asked who was scared, who had a fear of it, there were a lot of hands that went up. Would would maybe just one or two people say what it is that you're scared of, and that can kinda give us some guardrails. So from someone who said they were right over here to the right. Okay. So she said, stumbling over her words and looking foolish because she's not quite sure how to approach the interaction. Anybody else? Come on. Don't be shy. Someone else has to be scared. Okay. They're Confrontation. Confrontation. Okay. K. I saw your hint. Rejection. Rejection. Okay. K. Alright. Perfect. So these are all things that kind of, like you said, are the reasons why people don't wanna do it. It's the fear side of it, and it can cause some inaction. Like, hey. I don't wanna do it because I'm scared of one of these outcomes. But the reality is, right, if you go with a purposeful approach, like as you said, like, hey. I'm going there for a focus reason. I'm either going to say, hey. I'm trying to learn more information about the neighborhood and because I have someone who's looking in the area. I have a house listed, and I would love to to, you know Mhmm. Let you know more about this house or if you've got someone who'd be interested in, you know, wanna do that. Or if you'd ever consider selling because I'm coming across all these buyers, would love to know. Like, there's so many different ways that you can approach while you're there. A hundred percent. So we have to be prepared and we have to have a plan. When we door knock and we don't have any material and we don't know what to say, that's where we stumble. We also have to be smart and aware. If it doesn't feel right, we keep walking. We also drop. We, make sure to not put it in the mailbox. I I've had agents do that before. That's not allowed. You have to be careful. Be aware. Be professional. Don't go in gym clothes. I've also had agents do that. So you be prepared and and have a nice LP t shirt and, and and really have a plan. So my favorite plan and and I here's something I wanna say first is when you show up, you're real, you're different, you're remembered. I want you to imagine expired listing, how many phone calls the seller gets before they get home from work? How many how many agents do you think actually go and do something and drop in a and are memorable and different? Those are the ones I can guarantee set their their self apart. I'm not saying to not call in a TCPA compliant way, but when we drop, it sets us apart. Multiple touches create multiple results. So people trust who they meet face to face. K? Presence is power. You become the local agent they think of first. Even if they decide not to sell it, how are you gonna set yourself apart? So that that's important. Now my favorite is I call it the, for every listing, touch a minimum of twenty five homes. So that's five to the left, five to the right, five directly across the street. I like five on the next block minimum or you keep walking five and five, right, when we have a plan. And here's my favorite, five more homes selected for sale by owners, old expireds that didn't sell, preforeclosures. When we're focusing on, we've got a listing, but we're gonna pick five that are likely to sell potentially in that area. That's gonna help us get our foot in the door. And, again, when we do that five to five to five, that gives us a plan. I'm a big fan in LPT plus. We the agents have prospecting leads. They drop the door. They do five to the right, five to left, five across the street. When we do that because if we're gonna drive to a neighborhood and we're gonna go drop one, how much time does it take you when we're prepared to drop five more? Five, ten more minutes? And a really great fun one is to take the seller with you. I have more times than you can count. You and the seller are walking down each side of the street and the seller is gonna tell you about the entire neighborhood because they're so they're so proud of our marketing. They're gonna come and they're gonna walk with you. So when we have a plan, it helps us create success. That's right. Okay? So here's the biggest thing I want you to think about. Create that plan. You need to prepare regardless of if if it's your listing or not, where you're ready, and and you could drop at any time. You can decide to leverage, but you have hundreds of these regardless of the listing ready to go. Then open house prospecting. Keep in mind, it doesn't have to be your listing if you're hosting an open house. I even have agents that I know, instead of doing the open house, they just drop the whole neighborhood with the marketing materials because it gives them that engagement. So I I included some scripts for you guys to practice there, but one of my favorite scripts when you're doing an open house is, hi. I'm Christina Griffin with LPT. I'm hosting an open house this weekend and wanted to personally invite you. You're welcome to stop by. Our neighbors always get early access, but I also wanna give you a quick heads up. If you notice extra traffic on Sunday, it's from open houses. We're expecting a strong turnout. If you have any questions or concerns, let me know. That's not gonna get a slam in the in the door. Right? You're not gonna be or run away. Okay. Thank you so much for giving me the heads up. K? So do you see when we come with a plan in script mastery, what a lot of us forget script and role playing. I would highly engage everybody that is in the chat or here in the room, you walk away with a script and role play partner. A lot of us forget to do that. When we practice and we don't practice on our clients, it's gonna make us a heck of a lot more comfortable to get our foot in the door. That's right. K? So we can script and role play three different ways. Right? We we we say it out loud. We record it. We hear ourselves saying it. We handwrite it, or we have the role play partner. One of my old coaches had us write scripts out every day for thirty days to get into mastery. So when we focus on that, really great things can happen. I love that. And it's so funny because if you say role playing, people get scared. If you say practice, they're like, oh, yeah. I can practice. Yeah. Yep. It's the same thing. It's just the you know, just a little bit of a change of the way you can word it. Well, we don't want a doctor to practice on us for surgery. Right? So and it helps us with objections. So here's one thing I wanna say before you you walk away today when it comes to door drops. I I want you to look at opportunity. Expires are easy. There's preforeclosures. You you can learn how to pull bankruptcy, divorce. We talk about a lot of strategies and LPT plus as well. I want you to look where you're spending money at. Door drops and door knocking, I promise you, will create results when we're focused on what it is. My favorite will always be cash offer. With a simple dear neighbor letter introducing yourself because it's easy and simple. A a drop that I am working with buyers that are looking in this neighborhood. If you're interested in knowing what your house is worth or a cash offer, give me a call. Most people will never say no. It they will talk to you. They will also not slam the door, but those are simple and easy. And here's a big thing I want you to think about. When we come from contribution, Right? When we're coming and we're just asking for their listing, but we have really amazing marketing materials. When we're educating and we're connecting with homeowners in the area and we're coming from contribution, they're gonna remember us. Our active marketing plans and our prospecting materials, that is a value to them that they may not need to move themselves. But, guys, we forget something that's important. It's not always about them. It's about who they know. Right? Well, you know what? I have that agent that did an open house in my area. They they they dropped this amazing marketing materials. I think you should call them. It's about who they know, not not always the situation. That's right. And that actually happens more than you would you would actually think. You would think the person that you're talking to is the primary target. Yeah. But more often than not, they end up referring you to somebody else. Or, hey. I had somebody who come up with and you wouldn't think that that's what happens, but it it really is. Alright. So we are just about out of time. You got about three minutes left on this session, this high overview. We are gonna dive deeper into these sections in the actual open house. I'm sorry. The, door knocking lab today. But just giving you a high overview. So I know you're about to go somewhere else. One more. Now at in the back, guys, make sure to grab the script so you can practice. I do have one takeaway sheet for you guys. Now one thing when it comes to prospecting and door knocking, a lot of us don't even think. It's the neighborhoods and local businesses. And and I know you're probably thinking, Christina, why are you calling that door knocking? When we walk into a local business, that to me is one of the most powerful. Hey. I I've got a a listing in the area. I I'd like to be able to refer local businesses to my clients that are moving into the area, and you get to know the business owner. And when they move in, you provide it to them. So that's something I want you to think about. A lot of us may have fear around door dropping houses, but I I promise you doing the businesses as well, the small local coffee shops, the the areas that are surrounding the home, those will help you sell and create more opportunity than you can imagine. A lot of them also have, still to this day, even Starbucks has a board that you can put things up in. And a lot of us forget that our business cards that have houses can go on one of those boards. So when we're prepared, it it creates success. So the last thing I I want to say for you guys, it's you're not door knocking. You're building a future. Right? One connection at a time. You're not a salesperson. You're a neighborhood strategist. We forget that sometimes. Every interaction is planting a seed. Those of us that show up, we get we're we're remembered. We see houses that are getting listed in our neighborhood, and we forget that we did not drop or we didn't touch that homeowner. How many of you, and those of you on see houses in your own neighborhood come up for sale? And you wonder, right, we wonder, why didn't they call us? I want you to sit and I want you to reflect and figure out the last time you actually connected with those neighbors. Not even for a house, it could be just dropping a pumpkin with something simple and easy or or fourth of July is coming up with, sparklers in one of these with a piece of candy in in your business card. We forget we have to connect. We have to touch. We have to do it, ongoing. So that's what I want you to reflect as you leave here today is get a plan. You should empty one box a week minimum, in my opinion. If you don't have listings, there's plenty agents that don't prospect and market their own listings that they'll let you help them prospect and market their listings. So when we have a plan, even if you empty one box, look at what you're spending money on, you can leverage. I I know agents that pay twenty dollars an hour, have an employee, and they drop and that's all they do is they drop hundreds every single day. I know an agent personally, that is in Washington DC area, and they have full time door droppers, and they have hundreds of listings right now. So think outside of the box. Thinks how think how you can set yourself apart. Overcome fear. If you don't feel comfortable door knocking, drop, keep walking, and and just it will create success. I promise. K? Awesome. Okay. Well, we're gonna go deeper in today. Thank you so much, Christina, for that. Make sure you pick up the scripts at the back. We'll be utilizing that inside the door knocking lab later today. But we are going to head outside where mister Palmer is cooking up some hot dogs and, burgers and all kind of good stuff for us. So excited to, have some lunch with you guys. I'll see you guys in the listing the just listed one. I'm doing that one. Cool.