Good morning, and welcome to another motivational Monday. My name is Matthew Hodge, executive vice president here at LPT Realty, and I am joining you from LPT headquarters here in Lake Mary, Florida. I'm gonna bring in Robert Palmer, founder and CEO, who is joining us from Hutchinson Island, who you are down at the Beach House, I believe, through the week. And, your background looks completely white. What where are you? I'm in my office up here. This is, like, seafoam blue, green, some beachy color. Yeah. Gotcha. Okay. Almost look like a green screen there. I'm like, wait. What is happening there? Cool, man. Well, excited to be with you this morning. If this is your first time joining Motivational Monday, we join you every week to talk about market updates, brokerage updates, of course, give you some motivation into the week. And, I don't think we've missed a Motivational Monday for for three plus years. So excited to be here again with you guys this morning. We've got some of the things that we wanna cover. We had a fantastic event last week. We're gonna remind you and kinda talk about some future events that we've got coming up over the next couple of weeks. We've got a brokerage update, and then we're gonna go into something, that's a little bit different. We're gonna go into something and give you some details around a fixed and growth mindset. I'm gonna ask Robert some of the key things that he's had to break through from a mental perspective to help him kind of achieve his version of success. So with that being said, Robert, I'll kinda turn it over to you. How how was your weekend, brother? Yeah. It was good. Relaxing. You know? Weather was rough, but just, you know, again, a lot of travel on the road a lot, moving around, making things happen. You know? We're we're in this kind of final leg of the race before we, you know, have our our big capital market event early next year and just putting a lot of work in, man, but it's been great. It's fulfilling. I I love it. You know? So excited to be here with everybody. Excited that we have these motivation Mondays, and to your point, have not missed one since we started this a little over three years ago. So I'm really excited to be here and excited to let you drive a little bit today. I'm really interested in this, like, kinda growth versus fixed mindset stuff that that you wanna dig into. And, again, I think just right now, it's so important that we all stay focused, stay positive, keep the mindset, keep pushing and outworking everyone else, and that's that's how we're gonna drive success. That's right. That's right. Okay. Well, we're gonna go ahead and jump in. So last week, we had our first AIU, event here, our one day in person event, and it was, it was very well attended. We did it on Memorial Day. It just happened to kinda line up that way, but we had a fantastic time. Wanna send out some reminders. So we're gonna throw some, graphics up here in a minute to kinda talk about the future events so that if that's something that you wanna attend, you have the ability to plan and and be ahead. I know we had a ton of people who won, hotel night stays, over the, spring initiative, marathon. So that is, you know, a great way to think about it. But I wanna walk people through some of those events. But before we do that, I wanna jump into a quick recap, Robert. We've got a recap from last week, Memorial Day, the event that we did here. So, David, we could we could roll that recap. Yeah. Fantastic Robert was out there on the grill. Yeah. It was a lot of fun, man. So while we will not be grilling at every AIU event, because it was a holiday, we did get out there. But it's just great. You know? Having having the facility, having the Ascend Initiative University, something that no other brokerage has out there and being able to, you know, create these monthly events where agents can come in. We have the the one day events that are open, no cost, first come, first served, and getting into the the two day events and our our conferences that will be a mix of at AIU and off-site locations. Just really excited about the future. We made this bold pledge last year, to make LPT Realty the number one training company, from a brokerage perspective in the industry, and we are well on our way. So, it's been a lot of fun. You know, training magazine already recognizes for last year's efforts between the, buyer broker marathon and some of the other great things we did. And this year's off to a much bigger start where we're gonna be putting out more and more content and just really trying to redefine the way that agents in a a national cloud brokerage interact with each other, what those in person, events can look like, not just waiting for a once a year, you know, conference, but being able to bring folks together into community, provide education, provide knowledge. Zoom is great. We all spend a lot of time together here. Like you mentioned, we've been doing this for three years straight, you know, a hundred and fifty plus motivation Mondays, but we recognize that we need more. And and this in person opportunities at the AIU, I think, is a critical part of that. So a big thank you to everyone who came over, participated in that first one. I know it was a holiday, so we appreciate you for that. We've got the LPT plus, two day event coming up later this month. We can get some details of that up. So if you are an LPT plus member, you'll be able to come to that. There's no cost. It is available to all LPT plus members. I think maybe today is the deadline to join LPT plus if you wanna be included in that event, because we've gotta get, you know, kinda lanyards printed and and final agendas and everything put in place, and that's coming up. But, again, just really interested and really focused on how we use the AIU facility. Orlando is easy to get in and out of. Right? People were telling me they were, like, ninety dollar flights depending on the airline. And, you know, we've got Sanford Airport, which has Allegiant and some of the really low cost airlines. You got Orlando down there. You can pretty much get to Orlando affordably from anywhere. We got the hotel rooms up the street for a hundred and five dollars, which is fantastic. A lot of people did win those free hotel nights as a part of our spring success marathon. Just a lot of great momentum, a lot of great excitement, and we want you to get involved. We want you to feel that difference of when we can come together in person, when we can do things like get into the door knocking lab and and go through the role play, go through the motions, get prepared for what it feels like to get out there and knock on a door. If you've never done it before, do it for the first time inside of our lab, inside of our controlled environment, inside of AIU, setting up for open houses, setting up for events, just this tactical hands on training that we're committed to in bringing out every single month from here forward. I'm really excited. So, again, the next big event is the LBT plus two day mastermind event here in person at AIU. That's coming up. What I think not next week, but the week after, right right after right after Father's Day there. I'll be in town for that. I'm I'm coming back, because I wanna be a part of this. Again, these the initial AIU events are are really important to me. So, yeah, June sixteenth and seventeenth, we have the LPT plus mastermind. If you are interested in that and you're not currently an LPT plus member, you need to get joined up, I think today, maybe the deadline or this week, we can give you a couple more days. But we've gotta start prepping and get our final head counts in place. After that, we go into the July two day intensive lab, then our summer con, August fifth through the seventh at the AIU campus, only a hundred ninety nine dollars, then back to a two day intensive lab in September, and then the off-site annual conference, October fifteenth to the eighteenth. And you'll see on the top row there, we have the AIU one day labs available, each and every month for the rest of the year. Come in for a day, be be part of a a live, motivation Monday studio audience, have that camaraderie with your fellow agents, get in there and get hands on with our labs. We're doing everything we can to make sure that LPT agents are prepared for the market, prepared to where things are going, and redefining the way that a national cloud brokerage interacts with its agents outside of Zoom, outside of the Internet with this in person tactical engagement. Yeah. That's right, man. And, excited excited to be a part of those, you know, from the time that we talked about wanting to push the industry forward and wanting to ensure that our LPT agents and entrepreneurs had the best chance at succeeding at their understanding how to, you know, increase your skill set at your craft and really understand, you know, how to be the best version of yourself for what you want to accomplish. And while we see, you know, there are some people who naturally kind of gravitate towards that, there are some people who are maybe a little nervous to to go to these events, you know, that for whatever reason, it just they kind of rebel against that. And so we encourage you to get past that, get out of your comfort zone, make your way to the, you know, university where you can be along other side agents who maybe have figured some of the things out that you struggle with, or maybe you have the ability to help someone else, with something that they can struggle with, and we all win together. So, super excited for this initiative. So great to see people in person. Again, like you said, Robert, because we're always virtual, it's so nice to see people in person and get, you know, and get face to face and handshake. So, and I hope you guys will make it. With success, I can see where we have four or five AIU campuses around the country, you know, one up in the northeast, one in, you know, maybe Texas or kinda the, you know, the Midwest, putting one out on the West Coast. Yeah. I think, again, if this is if this works, if this is something that people are interested in, because the end of the day, right, whether you're getting on a plane and you're flying an hour and a half or two hours from your house or you're flying three hours, like, it's it's kind of the same process. And we know Orlando is an easy hub to get into. You know, Texas, Dallas is another great hub like that. And so I think really when we wanna test this, you know, because it's it's much easier for us to do this consistently, you know, if we're able to do it in facilities that we control year round and really making that commitment as a brokerage to put the AIU, facilities around the country. But again, it all starts with is this embraced by you? Alright? We're doing this for you. This isn't like I'm gonna sit here in a vacuum and say, oh, I want five of these campuses around the country. You know, we need to see the engagement. Do people wanna come in? Does this become an important part of our culture? Is this going to drive the result that I think it will? And my hope is yes, but, you know, we're gonna see. We're gonna see. We've got a year of amazing events planned. From there, I think we decide where does the strategy go from there. But I think kind of the biggest difference we're saying is, like, look, we're gonna do these in affordable education based environments. We're still gonna do one event a year that'll be at a hotel so we can have margaritas by the pool or whatever is going on outside of it. But for these regular cadence AIU events that they're at facilities that are purely focused on the training, having the door knocking labs, having, you know, the the events labs, having the open house labs. And while the first one of those is here in Florida because that's where I happen to own an ITT former ITT tech campus, I can totally see a world where if this is embraced by our agent community, that we put these around the country and even around the globe as we continue to expand internationally. So I think I think it's a really interesting dynamic that hasn't been done before. You know, again, this is another example of LPT looking at the industry differently. And, again, we're we're here to to drive things forward and provide the best possible experience for our agents across the country and across the globe. That's right. That is right. Okay. Super excited. So, again, today's your final day. Make sure you're signed up if you're interested in that June event, which is coming up on the sixteenth and seventeenth of June, and, we will look forward to to seeing you there. And if you're not able to make this one, of course, you know, we have something planned every single month. So plan your month, you know, pick your day, and, and we will see you here. Alright. So, real quick, I wanna kinda turn it over to a market update. You know, we are getting into the summer months where traditionally things are the busiest time per year. I was looking at this report that was talking about kind of like the hot markets across the US, and it was saying, hey. These these are buyers markets, these are balanced markets, and these are seller markets. And it was kinda going city by city, you know, looking at the data. Some of those markets that traditionally are hotter are kind of instilling the buyer's market mode, whereas some of those markets you wouldn't think are in seller markets where they're still controlling kind of the price point and having, you know, competitive offers, and and multiple offers around these properties. So thinking about that, we know that everyone in the United States could be, you know, in a different type of market. But overall, there's gonna be a narrative and a theme. So as we think about that, the consumers hearing these national things, what are you what what should we be thinking about or really using as our as our data point to understand what's happening in the market? Yeah. I think what we're seeing is, like, there's definitely a shift happening right now. You know, interest rates have been high for a little too long. You know, people are finally giving up on the lock in a little bit and listing homes. We're seeing a lot of homes being listed at maybe overpriced, a little high there, a little aggressive, you know, for the current environment. But for a long time in those particularly hot markets, that was the norm. And I really think that's what you're seeing, Matt, is the the markets that got the hottest and stayed the hottest, in the initial kind of break of interest rates, they're the ones that are now seeing more inventory. And maybe they got a little bit overheated for the economic dynamics that we were looking at. We had ultra low inventory, which continued to drive home prices up even though home sales have been at a thirty year low, and now things are finally starting to to come apart a little bit. I don't think we're at alarmist levels. You know, the the media loves to kinda put out the headlines of, oh, inventory is up this much year over year. Again, we were at at artificially low levels of inventory being driven by the lock in effect, the high interest rates, and I think we're now starting to get back to a healthy amount of inventory. If you go back and look pre pandemic, you know, you go back and start to look at, you know, again, twenty seventeen, twenty eighteen, twenty nineteen, like, before the pandemic craze, which really shuffled a lot of markets around because of work from home and everything else that was going on, we're getting back to what I would call healthy levels of inventory. Now the problem is we don't currently have healthy amounts of buyer demand because of interest rates and because of home prices. And at some point, those things are going to work themselves out. Either home prices are gonna come down a little bit or stabilize. And again, I'm not I'm not the doom and gloom guy. I'm not the sky is falling guy. I think there's a lot of stability in the market. I think a lot of these sellers who have listed do have the financial ability to stay. That's the big difference when you go back to, you know, two thousand seven, two thousand eight. People just didn't have the financial ability to stay. So when the home didn't sell, they were forced into a bad situation. I think you see a lot of sellers right now that they'll sell if they can get their price. They're not super motivated. Right? But they would like to do something because they've been locked in for a little too long. But it is very interesting, Matt, to your point, how different it is geographically. And I think that really where we can pinpoint that is the hotter the market was a year ago and two years ago, then the more the market is starting to show that excess inventory now and maybe start to feel like it's slowing down a little bit. The other two interesting pieces, and again, I think these are very much driven by current economic environment. I don't think they're I don't think they're epidemic. I don't think they're long term, but we're seeing a very high number of canceled contracts relatively. It's like this is one statistic that is, you know, maybe legitimately alarming if it becomes a long term trend. At this point, I think it's driven by this very window of time where we saw tariffs come into play. You know, we saw, through government restructuring, a lot of federal employees losing jobs, getting restructured, contractors. There's a lot of dislocation that happened, and that uncertainty, I think, is what created this high cancellation in contracts. And at the same time, interest rates went on this yo yo. Right? We saw this window where, like, we thought they were coming down and they shot up the other direction. Again, a lot of this is the economy trying to digest everything that's going on right now. So that's the one I wanna watch is, do we see a continued acceleration in, canceled contracts, or does that kinda level back off? My gut is and based on the data I'm looking at, we're gonna see it level back off. That was a window in time caused by some of this uncertainty, and we've been beating the uncertainty drum probably earlier than anyone else. Right? You go back and watch Motivation Monday from a couple of months ago when a lot of people were calling for lower rates. I was I was pointing out uncertainty, and boy has it been uncertain. So I think the uncertainty is gonna start to calm down because at some point, markets are efficient. And just like those markets that were maybe a little too hot for the economic climate a year ago are now slowing down. Markets that didn't get that hot are doing better and staying stable. This is what happens as markets are adjusting. We're not in a long term trend yet. Again, there's there's no need for alarm. But on the flip side, there are some great data points here to share with your sellers. If you've got sellers that are, you know, trying to decide on a price reduction, if you've got sellers who are maybe kicking around a cash offer and feel like it's too low, there's a lot of great data right now to share with them to say, look, We don't know where things are going. We are in uncertain times. Having a credible reliable buyer on the other end of your transaction is more important than ever right now. And this is where you as an agent making sure, like, hey. We're not just always taking maybe the highest offer. Right now, when you look at what's the offer that's the most likely to perform. Right? What does earnest money look like? What's the strength of that mortgage preapproval? All these different factors come into play, and that's really where it's more critical than ever that we be that counselor, we be that guiding force for our clients. And this is why it is so important and why real estate agents and realtors are so important to this market. You know, it it's really hard to just put out these call center driven models that are gonna tell everybody the same thing across the country when literally we're seeing different markets by ZIP code in certain spots in Florida right now. So your value is more important than ever. Your value is more critical than ever. And And I'll tell you one of the things that is not driving any of this is commissions. Right? Like, no one's not buying because of commission rates. No one's not buying. Like, all of the noise around the commission settlement has really been a lot of a nonstarter in the market. And consumers, I to me, consumers continue to shout at the top of their lungs, I want proper representation, and I'm willing to pay for it. Right? Now there's always that bad apple that's gonna ruin it. You know, we saw, industries come for us and attorneys and everything else as a whole. But but when I talk to people and the data I look at, I feel like the consumer continues to scream, I want the right representation. I want that local expert on my side, and I'm willing to pay for it. And this is why we continue to see, you know, the quote unquote discounting models knock it off the ground. It's not because there's some conspiracy. It's not because everyone's against them. It's because the consumer is continuing to say loud and clear, this is the largest transaction of my life. I want the best representation possible, and I'm willing to pay for it. And that theme has not changed our industry for the last twenty years. As Wall Street came for it, as the attorneys came for it, as Redfin came for it, and everybody else, the consumer continues to vote with their feet and select the best agent they can hire, and they're willing to pay the commission necessary for that transaction to work. That's right, man. And so when you think about why we emphasize, you know, continuing to elevate your craft, continuing to educate yourself on what's working today and what tactics are working today and strategies will help you best serve your clients or your buyers. You know, that's what the point of, you know, the university is is. Right? It's like to continue to elevate your skill because we know that's what the consumer values. They are willing to pay for expertise. So the higher you make your expertise, the more valuable you become in the process. And so if you're concerned about being replaced, it's likely because you're not focusing on keeping your craft and your expertise at the the highest level. And so I think that's fantastic kind of breakdown of the market. One, how we continue to insert ourselves and lead, but two, you know, the difference between different markets. Right? Most of the time, you're going to hear national headlines on on the news. Right? But that doesn't necessarily mean that's what's happening in your market. And so being able to provide that guidance for your buyers or your sellers is what's going to help you, you know, continue to to have those relationships. And just a quick plug, if you're thinking about kind of rebooting your database and getting, you know, going back to maybe people who dropped off in the pipeline or got discouraged through the process at some point, Barry Jenkins is going to be on Real Estate First Friday, this Friday, talking specifically about how to reengage with those people with the new messaging that's working today, giving people a quick update on what kind of the economic scenario is and then what, you know, technologies are best used to to make that approach. So make sure you turn in this Real Estate First Friday for that. But, yeah, thank you so much, Robert, for that breakdown. Very, very clear, very easy to understand, and I hope that you guys find this valuable and share this information with your clients and your sellers because this is really, you know, where the where the rubber meets the road. Alright. Alright. Let's get into let's get into growth versus Yeah. Growth and mindset. Okay. So Growth and mindset. I was, I was on the plane back from, Saint Martin earlier, this week or this weekend. Jeez. I can't remember. The days kind of all blurred together. And I was listening to this book called Mindset by Carol Dweck. And, she's a professor over at Stanford. And, essentially, she goes through, this concept that talks about fixed mindset and a growth mindset. And so the fixed mindset says, hey, me as a person, the skill set that I have today, here's what I'm able to accomplish going forward. Right? So my dreams and my aspirations, everything fits inside of my current skill set and ability in what I know. And the growth mindset says, hey, well the thing that I want to accomplish, my version of success, whatever that looks like, I may not necessarily have the skill set for that today. So I have to be open and moldable to, you know, be learning these things as they come around. Right? Like, I'm going to be open to continuing to grow so I can get to my ultimate version of success. And so that was a little bit different because I think we always kinda think like, hey, what I know today is all that I'm capable of doing. And you don't really think a part of your plan is like, hey, when I get to this point, I know I'm gonna have to start learning these future things to continue to elevate my skill set. So with that being said, I wanted to kind of ask you, what is some of the things that you felt like you had to learn that you didn't initially know or that maybe you were scared to learn as you got to a certain level in your career? Yeah. I mean, I think this is it really is. Like, so in my world, like, I think about this as dream big, you know, and and for a lot of agents who came through LPT, I know if you look on our website, there's a video of me giving a high school graduation speech when we renamed the Lakeland Civic Center, the RP Funding Center, and this idea of dreaming big. And I think, to me, dreaming big is exactly what you're describing, Matt. You know? It's this idea of I didn't have the skills at that time to to accomplish really what I what I didn't know I wanted to do. You know? I just knew that I wanted to do more. I knew I was willing to work hard, but I didn't really have the skill set yet. I hadn't taught myself how to program yet. I hadn't learned how to read financial statements. And for me, a lot of that stuff was self taught, you know, not being able to go to college because my mom got sick and having to drop out. Just a lot of those adversities for my life. But when I think about that dream big concept, and it really is this idea of, yeah, I'm gonna shift my mindset into growth. I'm gonna think about and focus on where I want to go, not necessarily where I am today. I'm gonna throw off and cast off those self limiting beliefs. I'm gonna cast off the idea that, hey. Because I'm I'm in Lakeland, Florida, a small town, I can't achieve what I wanna achieve. I wasn't born in New York City or LA, you know, or whatever those ideas are. And I think there's just this idea that we are we are so talented and so adaptable, and we can achieve so much more than we give ourselves credit for. You know, one of the things that I think about a lot is I think about the ability to learn a language. Right? Like, we think about that as this daunting task. Like, we all learned one. Right? We all speak one language, but but the idea of learning a second language for a lot of people can feel like a daunting task. But if you think about this, we learn how to speak when we're little, you know, three, four, five years old. And so the idea at three or four or five years old, we learn this language, this super complex language because we don't know any better. And then all of a sudden we get to later in life and life gets in the way and our self limiting beliefs get in the way and that static mindset gets in the way. And all of a sudden we convince ourselves that we can't do again something that we literally did as toddlers. Right? And to me, that's just such an amazing example of there are no limitations. Right? Anyone that's doing anything, they breathe the same air you breathe, you know, they they wake up, they put their pants on, you know, one leg at a time, they learn how to speak when they were four, five, six years old, whatever it is as well. So don't hold yourself back. And I think for me, that was a big breakthrough to say, you know what? Yeah. I'm gonna teach myself how to write computer software. I'm gonna teach myself how to analyze and understand financial statements at a CFO level, even though I didn't go to college. You know, a lot of these decisions that we make, and I see so much of this in real estate because we are, in my opinion, some of the greatest entrepreneurs on the planet. We wake up every day without knowing what's coming next. You know, this isn't a business where it's like, hey. You're gonna get recurring calls. Right? There's a lot of industries, a lot of entrepreneurs. They have some stability of just knowing, like, yeah. Hey. My client base needs my services every six months, every year. I can count on them to call me once I build out my book. Right? A dentist. I'm gonna get my teeth cleaned twice a year. I'm built in customer base. You know, because our sales cycle is so long, people aren't selling houses every year, buying houses every year. It can be a seven to ten year cycle. We wake up every day having to earn it and not knowing where that next opportunity is coming from. And I think when you put all that together, you have this perfect opportunity for us to push ourselves to do more. And then when you look at the opportunities in real estate, you know, you can elevate your price point. You can become a team leader. You know, you can start a team. You know, you make all of these choices, and we built LPT to support you in that agent choice. So no matter what your definition of success is, you're able to achieve it on top of our rails. And that was always really important to me as an entrepreneur. And again, that journey of I wanna get my price point up or, hey, I wanna go start a team. And the next journey of, you know what, I wanna have my own team office. Right? Like, I'm ready to move out there and spread my wings and and have my own dedicated team office, you know, and move up and grow. And maybe I'm gonna move into multiple markets. There's just so many amazing ways inside of the rails that are real estate to build this entrepreneurship. There's there's adjacent opportunities, you know, agents getting into, you know, title businesses and mortgage businesses or insurance businesses. Agents being able to purchase and and flip homes. You know, I've seen agents get into home building and home remodeling. Like, it is such a gateway because real estate is such a critical component of everything we do. But all of that starts with exactly what you're talking about right now. It starts from getting out of this static mindset and saying, you know what? I'm gonna get into the growth mindset. I'm gonna think about where I wanna go. I'm gonna look at at people like Robert and say that's an example of someone who didn't have it all laid out for him, you know, as I explained in that graduation speech, and and and figured it out and got there. And I can do that too because if he can do it, I can do it. And I believe that. Because again, if a four year old can learn how to speak and learn a language when as adults, we convince ourselves we can't learn that second language, you know, we can absolutely do these things. We just have to believe in ourselves. We have to dream big and we have to have that mindset and that mindset shift and that mindset focus in the right ways. And and to me, this is a big part of what motivation Monday is about. You know, coming on here each and every week and helping be that beacon or that proof or that little bit of spark for somebody to shift out of that static mindset, get into that growth mindset, dream a little bit bigger, and then take the amazing opportunities that are provided between LPT and our industry as a whole, and then you make of it what you want to. And to me, that's just such an amazing and rewarding and fulfilling way to look at life, and it's part of why I wake up every day excited to lead this company. That's right, man. That is right. So thank you thank you for that. We're gonna continue to dive into that because I think it's a big topic. You know, like entrepreneurship, you expect it to be hard, and it's still harder than what you expect. Right? So you feel like, oh, maybe I'm not capable of doing this thing. Maybe I'm not capable of learning it. And then you get into a room with someone else. I remember we were at a mastermind a couple weeks ago and some very successful agents said, man, you know, we were thinking about it this one way and now we realize they're doing it this way. Like it totally unlocked our mind, you know? And so it's just about continuing to surround yourself who are running the type of business that you want or exposing yourself to the type of business that you want. You know, that's what's going to make a difference. It will start to shape the way you think about things. And as you start to think about things differently, your actions will change. And then once your actions change, you do start to get those different results. And so, and it also does I guess one of the beautiful things about AIU and why we're so committed to this providing this other environment. I think it's one thing to come out here and, again, like, you're on a Zoom. I can tell you this all day long, but there's still folks that use self limiting beliefs. So I can't do it Robert. Whatever. Even though I'm promising you, you can. Like, you know, we all have the abilities inside of us. But you get inside that room in person, and there's just those opportunities for little break offs. You know, we've seen it happen in the handful of AIU events that we've done so far. You know, we've had the one the single day motivation Monday into labs. You know, we've had the the Team Growth Plus, two day mastermind, which was fantastic. You know, forty team leaders who are members of Team Growth Plus came together. And and seeing the little side conversations. Right? Seeing those little huddle ups or the relationships built. Again, for somebody to say, you know what? I'm trying to get to where you are. Can you help me? And I'll tell you across our LPT culture, I have not seen anyone say no. I've not seen anyone say, well, what's in it for me? Or, you know, hey, like, I don't I didn't bring you into the company. Why would I help you? Like, we don't we don't see that here. And so these AIU events are that opportunity to pick up that little piece and find someone who's maybe where you're trying to go or help someone who's trying to get to where you are. And this ability to kinda pay it forward, help other people come up, help other people help you come up, like, so many opportunities. And that's one of the things that I think we have struggled with in the in the cloud brokerage, right, as a whole. You know, we're looking at this industry. I believe that this this brokerage structure, no franchises, single entity across the globe, giving agents choices. Like, I am so committed to that, but we also there are some weaknesses to it. And one of those is this lack of what I'll call, like, water cooler connection. Right? The the bumping into someone. You know? Like, I I remember, like, back in the day, you know, when you were at a brick and mortar brokerage, it was like, you want to learn from that person, you, like, stalk them in the parking lot. Right? Like, oh, so and so is pulling in. Like, let me get out of my car and catch them, you know, in the break room or whatever and try to have that quick conversation. That's the thing that's really hard to do over Zoom. It's really hard to do inside of the cloud brokerage, and I think that's where AIU is us trying to bring that opportunity back together because now you can stop that person and grab them. I saw it happening. I'm out there cooking the hamburgers and hot dogs, and I see people making these natural connections. And I I see somebody going up to somebody else and saying, hey, you know, like, can I learn from you? Or I see what you're doing and I'm impressed by it. Or, you know, they maybe, you know, we're in a we're in a room together and somebody asked a really smart question or made a really great point around the door knocking lab, around the events lab, and there's a Billy then to huddle up, go grab a coffee together, exchange contact information, and jump on a one on one Zoom later. But this ability to open our mind up, and I believe one of the most powerful ways to open your mind up is to be able to see somebody else who's done it and be able to model some of that behavior. And see, again, a big focus of why we're doing the AIU events, why we have LPT plus, why we have TeamGrowth plus, you know, why we're building out this brokerage the way we are because we're doing things differently. You know, we're providing things that have not traditionally existed inside of the National Cloud Brokerage, which again is only fifteen years old as an industry, which is still pretty young. But to me, it should already be way further along than it is, and that's why LPT is here to move the model forward. But all these little things we're doing and, you know, where for the for the monthly fee, you would pay mandatory at another brokerage. You can get an optional package here like LPT Plus, which provides all of this technology that would cost you ten times as much to go buy it on your own. Like, those are the cool little ways we bring it all together, bringing those in person events together, and just providing you that path to take it one step at a time. Right? You don't you don't get to the top of the staircase by jumping from the bottom to the top. You take it one step at a time, and that's really how I think about the mindset shift, the AIU events, the motivation Monday, LPT plus, team growth plus, the the collections, the specialized disciplines, everything we're putting together is about building that staircase. So that as your definition of success may change, as your definition of success may evolve, as you begin to dream bigger, that all the tools and the steps you need to get to that next floor are here for you inside of the LPT ecosystem. So well said. So well said. And we actually have, a video, that we will will leave everybody with. So we've got that graduation video. So real quick, Robert, before we roll that, any final words? Now look, guys, dream big. I mean, I love the mindset stuff. I think we, you know, we get sometimes we get so caught up in the updates or the market, and we just had a lot of stuff happening, exciting stuff. Right? Top ten brokerage. We've got real trends coming out for teams and solo agents on Friday, and we are gonna absolutely crush that list. You know, we get to see a preview version of it. They embargo it, so we can't tell anybody what's on there. But we've seen the preview list, and it is going to shock people's minds. The quality of of growth and success that we are seeing at LPT, this this industry narrative that that no successful agents go to LPT is is total nonsense, and we're about to blow out of the water. But we get so hung up on maybe some of those things that we forget to take it back down to the basics, and we get so hung up on the market. And, again, one of my big one of my big missions, I feel like, is cheerleading everybody to keep doing the work, keep taking the action because we are in a tough market. But I think sometimes it is nice to take a step back, go a little bit bigger picture. And remember, we can dream big, and we are in this amazing industry. And while it may not feel like it right now in some markets and for some folks, real estate is one of the greatest opportunities, in the world to create wealth and to create opportunity for yourself, and it starts with that mindset mindset shift. So with that, we'll leave you with my dream big speech that I gave all the way back in two thousand seventeen when we first, renamed my hometown, Lakeland Civic Center, where I graduated high school, to the RP Funding Center. And I gave the graduation speech that year and, again, really really great moment for me to kinda share my journey and and, again, motivate somebody else to dream big. So we'll leave you with that, and I absolutely want everybody on the Zoom to dream big and go out there and win this week. It is now my pleasure to introduce a very special guest speaker from the class of nineteen ninety eight, mister Robert Palmer. Nineteen years ago, I sat in these exact same chairs in this exact same building and and graduated high school. Nineteen years ago, I would have never thought my name would be on this building. My initials, my company name would go up here and then we'd be able to give back to the community and help do things and amazing things in this very building that seemed so big at that time. I never thought any of these things were possible. And that's I remember people telling me that I could accomplish anything I put my mind to, and I remember not believing them. My grades weren't all that great. My family wasn't rich. I didn't have this track laid out for me to to have my life. It took me a while to figure out that I actually could. And so I'm not standing here today as proof for you that no matter where you're sitting out there, what your grades are, what your goals are, if you have no idea what's gonna happen tomorrow because I did. And if you feel that way, it's okay. Because I want you to know that if you put your mind to something, you can absolutely do it. And I want you to believe me more than I believed all the people that tried to give me that message when I was your age. This class will always be special to me as the class of two thousand seventeen, you're the first group to graduate in what's now known as the RP Funding Center. And I hope that nineteen years from now, one of you takes my name off this building and puts your name up there instead. So I want you to go out there and take over the world and never let anybody hold you down. Congratulations.