AI Is Making Every Real Estate Agent Look the Same — Here’s How to Win

0:00Here's something nobody tells you about a scary market. The agents who come out of it bigger did not have better information than you. They just refused to sit still while everybody else waited for a headline to tell them it was safe. We're opening the way we always do, going around our table so everybody can tell you the best thing that's happened since we talked last, with the number attached. Then we get into the week where the biggest brokerage in the country handed an AI assistant to 80,000 agents at once. And a survey came back saying that almost everybody is using this stuff, but also almost nobody thinks it's actually working yet. That gap is your opportunity and we're going to show you exactly where it is. After that, 14 real estate questions we won't get through all of them, don't worry. From agents who are already winning and want more and around of stories about money that everyone of us lit on fire. So get a pen, let's go guys. All right.

1:02So welcome back. This is Powerhouse Talk. We're going to make this a fantastic show. And if you guys are watching us versus listening to us, you'll see that we have the lovely Carrie Shawl Dan's wife who's joining us today. Casey and some of the other Chris is on a plane. Casey might jump on. We'll see. But in any event, this is going to be a fantastic podcast. And if you guys don't know Carrie Shawl, she is without a doubt one is one of the most successful real estate teams in the history of real estate teams. She has nearly 100 agents to work part of her team. That's larger than most brokerages in the country by quite a margin. So Carrie, welcome to Powerhouse Talk. Thank you. I'm so excited to be here. And she is going to she has agreed to be on the podcast three times a week, right? No, three times a month. Oh, I really want to tell. We only make one a week. I know, but I got Dan. I just went from now and then to three times a month. That was a move in the right direction. Oh, you did that. Yes, yeah, I did that. Well, we have a new guest, our new host starting next week, too, Julie. What's and who's what's her name?

2:02Tammy Erby. I think you guys know Tammy actually should spend just some of your events. One of my long, long time coaching clients, I've fantastic broker 30 year veteran tons of experience and boots on the ground. So I'm very much looking forward to adding Tammy to our hosts here. So we start out every Powerhouse talk by asking a simple question. But it's the best thing that happened in your business or your personal life since the last Powerhouse talk that we would that you would like for us to celebrate along with you. So Mr. Lesniak, Lieutenant Lesniak, your first. All right. Well, I've got a listing sign and nice, nice little condo that'll be coming on the market in two weeks. And then two, two different agents that I've been following up with for like three to four years are, you know, joining our group. So I'm excited about that. And I love it when like the follow up works and joining our group as in guys, we're all with the XP relative in case you're listening to us the first time and dancing that they're joining part of his revenue share group. Now I'm curious, why did you take them that long?

3:04That's a long time. Yeah. It's got to be right, right time, right moment. And you still got to be top of mind when that happens. That's true, just like I said, you know, that's the bottom line. Carrie, best thing that happened in your business and personal life since last week. Okay, guys, this was the morning and let me just tell you I had rage. I was seeing red. I went to look at comps. I have a very, very motivated $2 million seller. And I am a data nerd. So when I prepare for listings, I really study absorption rate, failure rate, like I dig all the way into it because I don't want there to be anything. I'm not really clear on. I went to log under the MLS and someone changed my password. And the window that I had set up to study for this was from 5 a.m. to 6 a.m. And then I had other things going on straight through the day and tell this appointment. So I am like, so mad. And so I had to turn to AI.

4:05So it's funny that we're talking about people saying AI doesn't work. I'm obsessed with AI. I use it for everything, but I also don't fully trust it when it comes to comps. So I have it do the analysis. Then I do my own analysis. This time, the most amazing thing happened. I have a format that I email the seller in advance of the appointment. And I couldn't get into the MLS. So I gave my AI the format and I said, here's what I need. And she overperformed. She drafted the emails. She did the comps. And even there was this discrepancy, which everyone who's ever done comps have been there. My property was built in 2014 and all of the recent sales were built in 22. So I had her go back to 2014 sales and when they happened, what the difference was, like all this research would have taken me. And guess what? Instead, I was like doing the dishes in my kitchen,

5:08telling her what to do and she just killed it. And then she made a visual representation of it. Carry on with something else. You have gone from talking about AI. Now you're talking about it as if you were talking to a person. And just in case people are following along, sure, AI's names clear. Let's hold the AI talk to it, get the AI section, okay? Because I know we're going to, we're going to tell you. That is a huge victory. I, it is. I'm like, you know what, you went from peal me off the ceiling to let's rock and roll. And you did say something funny. You said, I don't still completely trust it. And the first thought I had is, have you ever completely trusted anybody? Any humans working for you? Never, right? Never. So you trust the AI more or less than a human beyond more. More. Isn't that embarrassing to say me to me too? I do. I totally do. You know, I, and I thought of this. I was going to, I'm going to say this, I'm going to say it now in case I forget. So in, you guys know, A players attract A players, right? And if you hire a bunch of A players, carry and you, you know, you have a huge staff. If you hire A players, but then all of a sudden they're surrounded by B and C players.

6:11Those A players either quit or they diminish their own capacity, right? They start becoming B players themselves. So it doesn't take long for one, you know, buddy to enter into your fold. Then everybody's working at a lower level than the quality is not what you ever expected to be. It's an always problem for anybody has a business except with AI. Because AI is always A players. And it's never going to start pulling itself down or getting itself to the point where it's, you know, they're going to be too much water cooler talk. Constant evolution, right? It's constant. So yeah, it. The prompts that I had asked to get what I wanted. I'm always honing in on, right? But I've been able to do what I think other people are doing with having a pretty package. This wasn't that. It was having data in seconds that was incredibly detailed that I felt 100% confident in. It was a breakthrough for me. When we get, if you have a handy, which you probably don't, because you're in your car, if you have the prompts, exact prompts, if you could message to me and I'll put them in the newsletter

7:15so they can actually read what you were telling AI to do. Julie, best thing happened in your business, your personal life since our last Pirehouse talk. Well, I am combining AI tools that you have spent a lot of time on that our Libertas family has access to a coaching clients, etc. I'm combining with my private coaching clients to hone in on the goals for the rest of the year. They're 90-day goals plus because we don't really count December. We always try and get everything done by December. I'm combining the real plan, previously known as the Real Estate Treasure Map, and the 180-day Solar Communication Plan plus a couple of other things. They open house command center. What the net effect of this is, we are raising their goals across the board. Maybe not 100% of them, but maybe 90% of my coaching clients are raising their goals by 10-20% because they're using all of these things in conjunction. They're able to get price reductions faster and I would say better price reductions.

8:16One of our great coaching clients, Jeannie Adonolfi, who is in Phoenix, has one of the most gorgeous houses I've ever seen in my life. It is stunning. I can't stop looking at the pictures. It's that good. But it's been at 5.5 million in her markets. Pretty slow. There are between 300 and 400 other homes competing with her in the Phoenix market that are in and around that $5 million price range. That is a lot of inventory. And if you're spending $5 million, you're probably going to take your time in addition to thinking about building and everything else. Well, guess what, Jeannie got a 10% price reduction. And now we're under five. She is, of course, doing her due diligence talking to all previous showings. All the things that you do when you get a very significant nice reduction like that. So she's been able to combine some AI tools as well. And what I see as a great effect is the level of confidence. And I think, Carrie, you're a good example from the story that you just shared, is adding, it's not that you've got to go so analytical and so granular. But to have the specific things that are getting your point across,

9:18I think agents that get this and are using it are working faster. They're working smarter. They're working more efficiently. And as a result, they now feel that they can handle more business than they thought they could. I think it's worth mentioning now that some of you guys are going to be listening and watching and feeling, you know, there's AI people, people that are AI deniers, people that are sort of AI, AI adopters, and then there's people that are just crazy in with AI. And I was talking with our little 12 and a half year old, almost 13 year old, which is crazy last night. And I had to explain to her where she is in the cycle of AI adoption. And I and Julie was listening, this was a little bit of my print. I was proud of that. You had a great analogy, though, so should have that. Well, so I explained to Zoe that Julie and I, when Julie and I were in our mid 20s, the internet was just came around. And I said, Zoe, we almost half of our lives, your mama and I didn't have the internet. And she didn't believe me. She was like, did you just see the look on her face? Like, what is the world about the internet? Right. And then I said, Zoe, you live this long. Right. And I said, the AI, I said, Zoe, how does the, what's the internet like?

10:20And she said, well, you have to go, you know, she knew what it was, obviously. And she said, well, you go there, you use it. Then she goes, data, the AI is completely different because it's going to be everywhere. And then I had this wonderful conversation with her. She totally understood the concept of AI because it's going to interwoven into all the things we interface with. I said, Zoe, the only thing it's not going to, what are the things that it won't take over? And she goes, she just thought about it and I said, this, communicating, talking with people. And I hope everyone understands that. So if you're resistant to, you know, adapt to AI and be optimistic about it, you're not, you're going to be on the other side of this faster. You're going to be so far ahead of your competition, you can't even, you know, you won't even believe it. You know, it's a rate curve, well, and I said this before, but it carried, we'll use this too. Is it normally when you want to walk 50 steps, you take, when you want to walk 50 feet, you take 50 steps, one step is approximately a foot each. But those agents that are using AI now, every step they take is equivalent to 50 steps. So the time that they get to 50 feet away, they'll have already taken, how many, what's 50 times

11:2150 Dan? 2500. There you go. They'll have already had 2500 steps. Whereas you, if you're not using AI, would only have had 50. And that's exactly what's happening in the rate that you're able to adapt and change is even faster. And I'll answer my own question about what's the best thing that happened. I finished a bunch of projects on about a month late, but they're almost all done. And Julie mentioned a few of them. Carrie actually motivated me to make one of them better. Anyway, tools that you guys will have access to when you join us at EXP rollity. So this is important. You understand this. All of us are proudly associated with the EXP. You know, there's thousands of us that are in our group. And one of the reasons that, and I just know all the wonderful benefits you get from joining EXP, is that people, or who are aligning with us, are people who want to be in that second or that third group. They want to be ahead of the curve. They want to be actually part of the new market that's starting to already emerge. And I'm not talking AI market here. I'm talking housing market. And everything that we're doing and everything that we're creating is for that future.

12:22And we are giving it to you when you join with us. So when you join with any of us, anybody in Libertas, anybody on the EXP royalty group, you get access to all these tools for free. Now, you can go and join and pay to join Premiere coaching. That's fine. But we want to give it to you. So if you're ready to move up your brokerage experience, it's frankly a fantastic time. Oh, Casey's jumping on. Oh, boy, here we go. Oh, wow. Yeah, hold on. The links are down below. And if you want to, you know, I'll have them when you're out there phone number. But the links are, hey, Casey, the links are down below to learn more about Libertas and our EXP royalty group. And so there's a rule on Powerhouse Talk that if you're late, you have to sing a song. Okay. And Casey's here. I'm trying to think what's your golden golden what old school song can I have for you today? Go golden. Hold on. Hold on. Even hold on. She's being an ageist again, Julie. Who's back the funk? We got the funk. Is it at your time, Stim?

13:22Who's got the funk? Wow. You just, okay, fine. Bring it, lady. Great. You aren't wearing your puppy wig today. I know. I took my, um, I'm not even cool enough to know what they're called. Extensions. I want extensions. But you see how she started to carry just so you know, I'm not picking on her. She started to fight. I just want you to know that that is the Casey vibe. Here you show what I'm so freaking pumped. Yeah. Yeah. It's gonna see you. Yay. So Casey, best thing that happened since our last Powerhouse Talk in your business or personal life. Um, I signed a 16.5 million dollar listing yesterday. My cup. And she was competing. 9,900 square feet. The same builder that built Rick Ross's house in Seven Isles. So we're pumped. And that's what Rick Ross is. I don't have a thumbs down. It wasn't even a singer.

14:24So Tim, he is a rapper. Okay. Producer, right? Producer. Yeah, he's actually, he's got a lot of real estate in the United States too. He's pinned out. All right. Got it. Pimped out. Nice job. Yeah. Speaking to speaking to the younger Jen. I appreciate it. All right. So let's go on to segment two. This week in the real estate singularity. Good luck getting us off this topic. We're all nerds. Dan, I'm gonna let you go. You get to go first. Yeah. I'll take the one you mentioned up up front. The biggest progress in the world. They're, you know, they're handing uh, or in the country just handed the AI assistant out to 80,000 agents at once. So that would be compass and they're going to roll it out to the franchises. Later, I've talked to a few people there. I've heard a different story about the adoption. I still know a lot of great agents there that are like building out their own prompts and things on cloud. And you know, it all comes down to the connectivity and whatnot.

15:25So I think the two things I'll point out. One is the adoption rate. Will be, you know, very, very hard. I know a few years ago they were paying agents to like use the tech there to try to increase adoption. And then two, I think, I think it's going to create an issue with long term when they roll that out to the franchises because now all of, you know, these Cold War banker Century 21s, like they're going to get essentially the same tech stack as a compass agent. Except they're on a different economic plan, right? They have a, they're all on cap on the franchise fee. You know, they pay 6% of everything they sell forever. But they at least have a local cap, you know, on what they pay like the local franchise owner. And you know, I'm just wondering long term how the compass agents are going to feel about like this group of people getting the same tech stack but then paying a substantially, you know, lower amount and commission. Kerry, I've had this conversation with you before. Would you use your broker's tech stack? If, I mean, if you had your own, would you like, is that something that you would,

16:29why wouldn't you? Let me just frame free, reframe it. Why wouldn't you use your, your broker's tech stack? I never would want to feel like I didn't have autonomy. And so it made me feel trapped. However, I think that if the brokerage is building it, that would make me feel scared. But as an example, like how we have CRM of choice, Casey and I were talking about this. XP is XP, right? We have three choices. Offers, offers free. Choices of CRM. So in that situation, it wouldn't make me feel trapped. And I'd be far more likely to use it. I know like Casey's using lofty. And I've heard so many amazing things about it. I use follow-up boss and because I'm at EXP, I get a discount. But it's made me think about lofty. So in general, when it's a brokerage tool, I would, I would feel afraid of using it. What do you think, Julie? What are your coaching clients that are involved in those franchises

17:30in our other, in our premier? If you heard any feedback on this? I think the more operational you are, the more you probably are thinking like Kerry, where you want that autonomy. And you just want to know that it's your bespoke creations, like Claire, for example, that you guys have done for your own team. But I think for the average agent that just needs a CRM, they're probably going to use what their brokerage tells them to. It's just easier for them to do that. They don't like doing their own research. I think it depends on what level you even need to have a CRM. And then, and now, I'm increasingly hearing, I think I got this on the Facebook Live premier coaching yesterday that they're trying to build their own CRMs using their AI and not have enough the shelf. Just have one that's just their clients. And they're using their AI. I had a case where they have close, I think, like 900 people in their database, and their AI is helping them sift and sort find phone numbers, social

18:33assets and things like that. And they're trying to actually make their CRM smaller and more niche to what they want. So I think that there's actually three levels to it. I think you have your standard issue broker-provided stuff. I think you have what Kerry's talking about is, I like having the choice and I like having the control. And then, I think that maybe we have an emerging make your own using your favorite AI. For some people, you know, that's maybe too much work for some people. They have to learn all the prompts and get some results. What are you thinking, Casey? But I am getting that question. I hadn't had that before. What am I thinking? I'm thinking, like, this is so bad. I like immediately want to say, had your kids, had your wife run away whenever you have to like use a brokerage like, sorry, but compass is like, like all of that kind of stuff, remax compass, I've been there done that, brought agents in where they're terrified to come over because they're like, I have to get all of my contacts out

19:33because if I don't, they're going to take all my stuff and I won't have my business anymore. And I'm just like, that to me is just controlling. It's scary. And I know it's a business, but at the same time, you as the agent, like you're paying for these services and they're only going to be evolving at bigger and harder to detach your sphere from these companies and their ownership of you. But like, you're also paying a fee, you're paying a split and like, you're contributing to those leads in different contexts that are being put into these systems. And so I do think that just all of this sounds like, again, run high, less autonomy, have more control of your business. And am I going to get in trouble for saying all this? No, because I'll tell you something, Casey a few years ago, and it's probably more like 10 now, we were solicited by a management company that was working with Compass and they wanted to hire us. And we thought, okay, well, they wanted us to teach sales skills or whatever. Nope. They wanted us to go in there and to Compass

20:33and to teach the agents and to convince the agents to use their tech stack because the agents weren't using it. And you know, we did have to sign an NDA as to, but it's a long since run out. More of the story was the adoption of the, you know, tech stack was like single digits. It was terrible. But that's not a surprise. All brokerages are like that. It's like brokerages that try to open up their own in-house mortgage companies. Those very, very rarely work. You know, think about that. No, no, no, no. ours is not like that. What do you mean? Like, we have full control of, again, teams maybe different. And the experience of like, yeah, like they don't, they don't go in and, you know, audit your CRM. Even if you're an individual agent and even the people in my team, they don't audit your CRM, take all your clients if you leave. No, I didn't say, I wasn't insinuating that. All I was saying was that basically the agents weren't, weren't, didn't want to use the tech stack for the reason that, that we have that. Yeah, yeah. I know I agree. Well, I mean, so if you, if you are going to use a follow-up boss

21:36or something that's being offered by your brokerage, but if you decide to leave your brokerage, if you, if all your data is your data and they never had access to it in the first place, and then you don't have to pay for it, I would use the free CRM personally. What do you think can carry? Oh, for sure. Absolutely. Yeah. Yeah. And then by the way, use AI to manage it for you. Yeah, exactly. You know, it is fast. Yeah, go ahead. Sorry. I was just going to say you mentioned something earlier about the agent that's in conversation more wins. And I think that right now that's so important. My, I'm going to, I'm going to jump ahead to my shitty moment, my car, like randomly the battery died in my driveway. And I got stuck in an AI trap of baloney. Like, and I want to use different words than that because I was so infuriated. Like, Ali, the AI queen on the phone was not understanding that it had been from 3.30 in the afternoon till 2.30 in the morning and they still didn't show up with the tow truck.

22:37And then the guy who did show up couldn't actually tow my car because he was the wrong guy because AI got it wrong. Right? So there are things that can go really well and there are things that can't. And I think with something so important in our business in an AI world is having a human touch but knowing how to leverage AI to get those human touches. That is where it's all at because I found myself being like angry in this situation. And here I am sitting in my car. It all worked out. I'm good. I got on my e-bike and went to my next meeting. No joke. But I think we all have to learn how to use the technology and tools and pick the right technology and tools to invest our time into because one of the things that's been true since the beginning of time, it's really easy to lose focus and do the wrong thing and to lose your autonomy.

23:38I think the tools and technology really go with that. You're saying something really genius right now because at the end of the day, that's the reason a lot of people are joining with us at EXP is because they don't have the time, frankly, or the gumption, right, the energy or the enthusiasm, shall I say, do you really decipher all this? And I think we'll agree that as far as EXP revenue share groups, we are so, you know, I don't even know if the word would be immersed in AI because we want to learn it for our own betterment. But we also want to learn it so we can help the people who are in our revenue share group benefit as well. And there's no holding back. You know, I'll tell you one thing, I am frustrated by it to be honest with you. I went back and looked at work I did last July and now compared to what I can do now with, you know, the same, it's, oh, and what's going to be like six months from now, you know? Of course it's crazy. So, Casey Anderson, this week in the real estate singularity, I gave you some topics. Hi, beautiful. My shoes are beautiful listing presentation one. You can whatever you want to. That was good for you, mine, but I'll allow it.

24:39Oh, great. Don't forget, I want to hear. I want to take you. No, it's fine. I only, the reason why I love it, I'm going to read it first. A beautiful listing presentation no longer proves you are any good. And I just spoke about this in Colorado, but basically anyone can now generate a polished pre-listing package in under an hour, which means the presentation has stopped working as evidence of effort. Sellers are being coached to test your pricing logic, your buyer strategy, and what you do when a deal goes sideways instead. And I actually prompt it, my sellers, like I literally tell them, hey, anybody's going to come in here with a listing presentation. And I bet you they didn't do it. They had AI do it. They had some general software run a bunch of stuff. If you ask them without looking down at their sheep, what's sold, what's active, what are you up against, what's the price per square foot, when did it sell, how long did it settle the market? I bet you do these other agents would have to look down at their paper.

25:40And I would challenge you to make sure that you're asking those questions. And so when I'm having these conversations, and I have actually, this is probably like month three of me already saying this type of stuff, you know, it challenges the seller. And psychologically, it's forcing them to think, oh wow, so this girl or guy that's presenting in front of me, they know their stuff. Everybody is the same. The AI flyer makes me want to throw up. Everybody's using the same flyer right now and I want to just die. It's just so cringe. And like I'm all for cringe mountain and throwing yourself out there and being spelled in being unique. But like at the same time, people are going to start jumping on this bandwagon of like, wow, all these agents are the same. None of them have brain cells because they're relying so much. But you're saying you're saying something really fricking beautiful right now. And I want people to understand it. Okay. And here's the thing. Casey, the moments of truth, what our hard Brent used to say is when people first come in contact with you, right? The instant they think of to call you or contact you however they're going to do it,

26:43those are little tiny moments of truth. Your sign is your moment of your truth and all these things are. But in a world where AI is making all those moments of truth almost, I don't know, even equal ubiquitous almost, then it's going to be about lead follow-up. It's going to be how fast you call people back. It's going to be about how you how professional you are knowing your market statistics to what you're saying. It's going to be about showing up on time if not being a little bit early. It's going to be about all those human touch points that AI cannot replace you with. Yeah. Sorry, I'm late for this podcast, but I'm never late for listing. Well, we like it when you're late. We get to hear your song. Kerry, you're like you're graduating to say something. Well, actually, that's the same one that I picked. And it was going deeper into the statistics. Because I do think that so many agents use AI and then they're using AI as an excuse not to be prepared instead of an arsenal of preparation that's available to them. I think that the sellers, what they really want for us as agents,

27:44and everyone has different philosophies about this, I personally don't believe it's our job to tell the seller where to price. I believe our job is to give them all of the data and help them digest the data and then help them come up with the strategy they're comfortable with. So when people lead with like here's the recommended price, it kills me because I think you can lose someone so easily that way. And if you just prompt AI, that's what it does. Right? It's like, oh, let me tie this in a little bow for you. But when you use AI to go into the absorption rate and understand what are the patterns that I'm seeing and help the client to really digest the data, the analysis I did this morning, there's a 25% failure rate. It's someone who's just... You mean expired rate? Yeah. Yeah. I call it failure rate and that's what I say. Oh, it's great. I love it. And it's far more like... Yeah, hurts. Yeah. Yeah, I'll say these 16 families had the same idea of moving out of the area.

28:48They also wanted to go be with their family in Rhode Island or whatever their motivation is. And unfortunately, that dream wasn't a reality for them in your neighborhood. And let me show you, right? So I'm like, I'm using what has worked for 15 years, but I'm reaching the conclusions with the data that a seller needs to make the right choices a lot faster utilizing AI. So you said something there. I was just really good. You're saying everything was really good, but this particular thing I think was interesting. You're not going in there and trying to hammer them about your price, which is an amateur rilter way of losing a listing. And also gives them the opportunity to competitor to go in there and overpriced the listing and buy the listing. You're going in, they're giving in the information. And you're telling them the over and the under as far as where they price things, price it here, this will be your experience, price it here, this will be your experience. But that comes from her having the confidence because she's prepared, right? It comes from her obviously having enormous amounts of experience, but knowledge equals confidence

29:49and ignorance equals fear. That's what you're describing. So on the agents, the agents that have less confidence are so fixated on the number that they're failing to deeply connect with the seller's goals. I see that all the time when I'm training my own team, right? And so, and team leaders even, there's tons of team leaders out there that get so fixated on a number and Tim, you taught me something really valuable actually. When you and I were having an individual conversation, you talked about when the market gives feedback. And I always have talked about that. If the market is giving us feedback, what I would say is, you know, if it's not sold in X amount of time, the market is telling us it should be sold in this much time. If it's not sold, then the data is indicating we need to make an adjustment. You changed the script. I like what you did. We need to refusage in the house on the market to more correctly reflect the markets expectations. You added, you carry sold it, which was really good.

30:52But you, that was my old script. You made it better. Because you also taught me to say something that was really important that I was missing, Tim. It was, if you have 10 showings and no offers, that's the feedback that they are choosing other houses in not yours. Because before, sometimes the feeling was like, why are you not closing any of these people? Now, when we're proactively setting that expectation, I'm even more confident that I ever was before that I can allow them to set the price. And I can also help them understand how we're going to respond to the market data. So I'm not worried that I'm taking a listing where someone won't be realistic. Because we're talking about those thresholds and what they're going to mean in the process. So that's just, I'm grateful that I learned that from you. Because it's helped me to feel even more confident taking listings in different price points that I would have before. So you're, thank you for your compliment. So you're preparing the seller for future price discovery conversations,

31:56which is a nice way of saying lowering the price. I'm sorry, market positioning conversations. You're preparing them when you take the listing. And the strategic part of that is, if you're in a situation where you're competing and the other agents are telling them a higher price and the seller's going to list with one of the other agents even because they want the higher price, greed is a normal thing. And every seller thinks their house is worth more than it is always. I mean, the worst over price or I know is my wife. True story. But then any of that. So you're going to tell them ahead of time, Mr. seller, listen, I realize even though the market is telling us that the house is the properties worth around a million dollars now that it's seen the property, I can understand why you're thinking 1075 on this property. So let's do this. Let's go ahead and list it for 1075, get it on the market. And after two weeks or 10 showing, so if we're written verified offer in the property, then we reposition the house on the market so that it correctly reflects the market's expectations. That way they get what they wanted because if you try to fight with them, it because the other agents to Kerry's point has showed up all these CMAs and they done their own CMA

33:00and blah, blah, blah, blah. And they have AI whispering in their ear, you know, who knows what, right? You've now given them the win, but you have to set the expectation when it's going to be repositioned. What are you thinking, Casey? I just love that this is Kerry's first episode of this and she's already like just dropping Mike's left and right. But the fail. Are you surprised? No, I'm not going to go wrong. Like this is like, you know, Kerry, you and Dan, like you guys are, like Tim and Julia, obviously you guys have had the ritual effect of like, like, yeah, you're, you're, it's a good point though, Casey. How did you get on this podcast now that I'm looking around the other people? I'm going to come through this zoom. Okay, you could move port into Kerry and Dan. They pull it port into me and I could pour is offensive. I don't know, something more dramatic than a pour, right? Invested in and and like, I just think it's so cool because the same opportunities where I got to learn and grow like in the very beginning and kind of

34:03being like worried of who my trusting, who my listening to, like everybody's a coach, everybody's got their expertise. But like this right here, if you're listening, like, this is why I'm in this network. And this is like, if you aren't taking notes or just making like little mental notes of like, even like saying like the word failure to an expired, listening to a seller, like that is just such a dagger to the heart in the most professional and classy way of also and it's truth, right? Like that is the truth. It's failed. And I just would never think to use that word. And I'm just obsessed. So like, I'm literally going to use that in my next expired listing appointment because I think it's baller. And if everybody else is listening, like, like, play it back a little bit and listen to what she said because I think like that is just my drop. So that's what I think. Well, Casey, the thing that I find so powerful, it's not just motivating for someone who's already failed. It changes the conversation from an assumed success when selling your home to the reality

35:08that that's not happening for people in their own neighborhood. And they don't think that. They don't imagine that that's true. So it opens their mind to the idea, wait, if I'm too aggressive on the price without me telling them where to price, they start asking, well, I don't want to be like them. So instead of saying, you're the professional, you tell me where to price, which is like a more combative way when I'm sharing all the data with them and helping them expand to their mind to realize we're not just going to put up the sign and it's going to sell in your neighborhood, one in four families who attempted that failed. Right? Then all of a sudden they're saying, well, what would what would you do? The tone is totally different because you're cutting off their egos. That's what you're doing. I wanted to point something out because to kind of the case, he's point about our libertosc group in general, and certainly EXP as a company working together on this type of scripting it. And it has evolved to look how much we're integrating the AI part of this, right?

36:10So one of the reasons that what Kerry's talking about works so well is what you said to him. It removes their ego. So just to point out some underlying coaching here, when about someone else, these families had the same goal. They wanted to move, but these 16 of them actually failed. That's not about the person you're in front of. They can remove their ego and now they can be introspective and they can go, gosh, that must be awful for them. I don't want that to happen to me. What do you think we should do? And you're right, it changes the relationship and it is, and at the same time, because you're connecting like that, you're also being really ultra competitive against anybody who rolls in and says, well, AI said we should price it this way or whatever version of unprofessional pricing there is. I want to take what you guys are all saying and I'm going to try to package it up so that every man, agent, listening, can really understand it. So in a world where everything is going to be the same, and I'm not, I'm overstating it, but where all social media is going to be kick ass where everybody's going to be able to be an influencer or everything's beautifully written.

37:13All the brochures, all the CMAs, all the stuff is the same. But truly are the differentiators in the marketplace and it's not your brand, you know, because everyone's going to have a great brand. So how can an agent truly differentiate themselves? And I'm going to, I'm going to see the conversation with this one last statistic. 93% of all humans will use an agent who they've used before or are a referral from a trusted friend or advisor and 90% of all humans, buyers, buyers or sellers work with the first agent that they meet. So I'm asking you guys, given all that, what are the true, someone in your exp reality group is coming to you asking for your advice. They're feeling overwhelmed and threatened because they're seeing that they're perceived competitive advantage from all their marketing and branding as being eviscerated or being duplicated, copied, if you want to just use a real word. How are you telling them to do? What do you think, Dan? Join Liber Tossin will tell you? No. I mean, I think they just have to have more conversations and get in front of people and, you know, if, yeah, there's going to be more people on social, more people copying,

38:14you know, and the reality is the people that use AI and we've said it so much, but to have more of the face to face conversations and they call their database, they call their clients, you know, they're going to be the ones that when the client has a job loss, when the client has a job chance for something changes in the family, like, you know, they're going to personal contact. If they're top of mind in that moment, you know, like it doesn't matter if you use your brokerages, CRM and you leave and they're contacting them as well because if you're doing it and you're top of mind, like, you know, they'll remember you more than the person or AI system that brokerages using to contact your past clients and leads. So it's just staying top of mind. What do you think, Casey? Like, how do you think, why do you think that $16.5 million listed with you, be real specific? So the funny thing is he actually didn't even look at my presentation. Not even once. That was what? Yeah, I got a referral and that's the reason I was an element agent had it pre-construction.

39:22Now I'll give it to them. It's hard sometimes with pre-construction, carrying a Dan, I feel like you were the pros at that with development, but like, you know, this is also in a street where pre-construction is selling like hot cakes, right? Yeah, Casey, Casey reeling it in, right? So referral. I got a referral from a friend of his who I sold his house off market in one day, $2.8 million. I had three offers, awful asking. Okay, let me ask you. Let me ask you, where did you get that relationship, the guy that referred you to the $16.5 million one? How did you get that one? My hair salon. Okay. You guys get it? That's how you make your... You were talking? Wait, wait, it gets back to you. Casey, Casey. He was talking about loud to his hair stylist, shout out to Jadas Moss. Shout out. Yes, watch his videos and she always reposts their stuff and we laugh her. But she, he was talking out loud, him and his wife about, they need a cell, they don't

40:24who to hire, everybody's flooding their inbox, blah, blah. And she goes, oh my gosh, you should hire Casey. She sits in my chair every single time. She works the entire time. I listen to her negotiate with clients. I shut the door to private salon. And she's amazing. You should call her. I called, went up against three agents, stole one listing, sold their house, did exactly what they wanted. They didn't want to sign in the ER, which sucked for me, but whatever. And guess what? I did a great job. He referred me then to him. And of all people, this is a big builder in Fort Lauderdale and Miami. And he builds all of the homes, the cheapest home he's built is 12 million. Okay. Oh. Yeah. I mean, it's just like that kind of stuff comes up. It was a direct referral. I don't say this. He did interview like two other people that week and kind of shared like pricing strategy. There was somebody offering less, less than me from a commission standpoint. And I said, listen, if I have to be competitive, I will be worth pricing. But I also want to like challenge you to ask them, are they actually going to be paying

41:29money and investing? And I would say pay to play to mark the listing on these other platforms. You know, are they going to pay seven grand for those websites and landings? But in the question really was, is why is it how can an agent differentiate themselves? And you in dance at it, you said it, it's more contact. It's more sitting in the harry salon and letting people know that you're in the real estate business. It's making more actual communications being in front of more people. Guys, that's where you go. If you were going to build your business, it's cannot be more clear than that. Everything else, any I'm going to use one of Julie's most hated things because I can't think of another way of saying it. Everything else is being rug-pulled. That's the reality of it. We're entering into a point in this evolution of man where we're going to the more people that are willing to have more conversations. It doesn't have to be, you don't have to have real estate breath all the time. It's you walking in the dog, use this, that and the other thing. And then people know you're in real estate because 93% of everyone uses an agent that they already knew that they've used in the past or are a fraud from a trusted friend or advisor.

42:31What's your answer, Carrie? So I think that we're entering a world where they're getting a lot of their referrals, where they used to go to a friend or family member to also going to AI. They're going to the AI platforms and they're asking. So I think that it's really important to also have a content strategy and I've been really focused on this. I did 377 landing pages and I understand for some people they're going to do 12, but keep in mind we cover so many cities. So if you're focused on one city, be the expert in that city and we're seeing we have the 245% increase in our website traffic because of that and it's from people asking questions to AI and we have the written answer and we use AI to create that really fast. That's there because you said something that's really important. So for AI discovery guys, if you want to do AI search or whatever the newest term for it is, what she just said is one of the most important things.

43:33You have to have a very robust, deep FAQ on your website and what she did is she's making a web, she had AI, make her websites reach these communities and then each of them ensure she had AI, right? The FAQs and write the questions and make the FAQs and make the all damn thing on the website because AI is using the FAQs on websites and websites that are obviously about a specific thing or those were, that's where it's going about getting its information. It's important though that you don't just use AI and then leave it alone like you have to have the personal touch that differentiates you from every other thing. So the way that we've done that, we actually have Claire, I'm going to talk about her as a person again, right? We have our Claire call and interview our individual agents about where they grocery shop. And I always talk about how I think the grocery store in the neighborhood tells them the vibe of the neighborhood. So we spend a lot of time on that as an example. And so then we create YouTube videos that we link in those landing pages and we have

44:38an IDX fee that has listings in that neighborhood. So it's an ever changing thing. So while I absolutely love the idea of going deeper in your referrals, I think for some of the people listening to this, they're like, okay, I'm doing a really good job on that. But what else can I do to scale my business? If I want to have more opportunity and I want to get in front of more people, how do I do it? I think you can leverage AI to put out more content to be the trusted resource and the trusted team and real estate agent when somebody wants to find the right real estate agent. Let's frame this. Sorry. So it's practical. So you guys got her seeing where Carrie Shaw is coming from. She has 100 people that work for her. She sells hundreds of houses. What was the maximum number of houses you guys sold in a year? Wasn't it over 1,000? It was 1100 and 732 million. I mean, she's approximating. Who's counting? Exactly. Well, but the point of it is that most of you will have a wonderful life if you're able

45:42to sell in most price ranges, 10 houses, 20 houses, 30 houses. You know, at EXP, you could be icon if you cap and sell additional 20 houses. I mean, you know, so when you're hearing what she's saying, she's thinking her brain is wired to think at a very high level because that's where she lives. So you can take some of these ideas and you can say, well, that's a path for me to follow. Like from a very practical perspective, just trace your homework is and Julie, you have my back on this. Trace the root of almost all your transactions and you almost always find that they trace back to a real human from a referral or other things. And I do agree with what she said, even though the referral might come from an individual, it doesn't mean they're not also going to use AI to check you out, frankly, or to check out maybe somebody else that somebody else referred them to. So they're going to use it to backstop. Julie, what are you thinking? Yeah, you need to be doing both. Yeah. Because just doing one in our near future as in today going forward could become complacent

46:42where you, you know, how many agents, like so many agents, the only listings they ever handle are past clients, repeat and referral. It's just the business that kind of just comes to them. And I think that that client may also be using AI just to make sure they're making the right decision and AI might suggest somebody else. And at the same time, their spouse may be doing the same thing. So I think you've got to be actively being the best human out in the human world as you possibly can be having maximum communication, maximum people actively expanding your center of influence and keeping track of it. Okay. Now you have no excuses but to be doing that. And at the same time, make sure you're optimizing your results when somebody does use AI to search, whether that's somebody who already knows you and is just checking that you're even still around, maybe you haven't talked to them in a month or whether that's somebody who just doesn't know an agent, maybe they relocated and, you know, their agent's out of the business now and they're just fresh using AI. I think you've got to be doing both to not just maintain where you're at but have a really

47:46great future. And fortunately, AI literally will tell you how to do it. There's no like, you know, craziness to it. It doesn't cost you anything. You don't have to go higher. Julie, let's share with them the funny billboard that's in Murphy. There's a, oh, he's a remax agent. His name is Dex. God bless you Dex. If you're listening, you're probably not, but God bless you. Anyways, you're driving down the street and there's this big ass billboard and it says, what's the exact phrasing, Julie? It's still selling. Yes, I'm still selling. Yes, I cringe every time. I mean, he's probably a great guy. Okay. We're not making fun of him. It says still listing, still selling. And they're pictures. The guy looks like he's like 90. Yeah. That's an interesting value proposition. I'm still on. I'm still on the heartbeat. I know. And there's another one as we come out of the grocery store that's a couple and they're like sitting in their living room in their easy loungers. But we had to, we had to like, we didn't know what it was for. We didn't know what it was for. There are phone numbers.

48:46It's just a billboard with two people. They had like some saying on it and we're like, what do they do? And they had a phone number. It was very unclear that they sold real estate. We're like, are they in insurance? Are they attorneys? No. Oh, my God. This is a rural North Carolina. For that says, like, we got picked because they hated us, the least. I've been saying that. I've been saying that. I've been saying that. Yeah. Let's go ahead. Sorry. I was going to say I have one other thing to say. I want to give a shout out to everyone listening right now because the other thing that I think is so important, even if it's a referral, knowing the right words, like focusing on what are your scripts? How are you going to show up? How are you going to differentiate yourself? How are you going to have confidence when the $16 million listing gives you pressure of compensation? So you still are valuable like Casey in that conversation. She didn't just back down, right? And if she did, she would have been less valuable to that person. So I just want to say you guys are listening right now.

49:47And all of you should give yourselves a hug or a pat on the back because that is so important in being the one that walks away with the listing or walks away with that client. But you're talking about Kerry. You've always said this. It's like you used to say it's, you know, your future is predetermined by the rooms that you're in, right? The people that you know, the people you put around you. And that's the reason that thousands of agents have joined us over the years at AXP and frankly are coaching business because, you know, hey, Casey, I'm going to throw down a word that you'll like. They appreciated the vibe. You know, they wanted to be attached to people that are going to help pull them up to going to the next level. And I think that's the reason that we're attracting, you know, high caliber people like that because they don't just want to settle in and have a billboard in the middle of Murphy North Carolina. It's still selling, you know, they actually want to embrace. And yeah, they're fearful. They're scared, but they're enthusiastic and they're excited. And guys, listen, we strongly encourage all of you who it's the perfect time of year to think about upgrading your brokerage experience. If you're a large, huge team like Kerry Shaw, if you're an individual agent, if you're

50:50a growing team like Casey, it doesn't matter. We're ready. We're here for you. Let's have the conversation. And we've made it very easy for you guys to initiate that conversation. There's links down below in the show description. You can click on all the links and learn more about why so many agents are joining with us, ADXP. But if you want to skip the line, if you're ready to make the decision, everyone give the cell phone number, Casey Anderson, you're first. Um, 443-340-2200 and you can text or call that's my direct cell. I think I'll little slower. 10, not everybody as slow as you. 443-340-2200. Just kidding. I love him. He's my broski. You thought my feelings were hurt with that comment? No, I chance. He was not hurt. He was. Dan, Dan Lee likes when you pick on me too. I'm just picking all this up. Now, and I'm kind of sad Chris isn't here so we can both pick on Chris. Yeah, I do miss him for that. He's not listening so we did have two people comment that sometimes they think that their podcast thing got dropped because he spends so much time buffering sometimes.

51:53It's true though, buffering, buffering. Dan, your cell phone number. 703-638-4393. I didn't prepare you for this, Carrie. Do you want I'm texting you or do you want I'm just going to Dan? Text. No, they can totally text me. So 571-334-6051. Do not leave me a voicemail. Tim's phone actually says that. I'm just telling you now if you text me, I am very good at responding. If you leave me a voicemail. No bueno. No. No, you're going to think that I don't care. It's not that. I just might miss it with all the other voicemail. Sometimes though you get a call and you don't care. Be honest. Sometimes. Okay. Sometimes I definitely don't call back. If I just see a miss call, I'll never call you back. So my cell phone, this is for Julie. Well, okay, my cell phone is 512-7580-206. And when you text me, and I text you back, do not ask if I'm AI, okay, because I'm not.

52:57It's insulting. Julie, your turn. 512-758-1008. Mine's the easiest one to memorize. Oh, very competitive from Mrs. Harris there. All right, let's hear questions. We got a little bit of time remaining. You guys pick any question and give us a synced and tight answer. KC, you can go first. All the good ones here today. Yeah. Yeah, we had a... By the way, Dan, these three beautiful ladies have made you and I look like a pile of dog poo. Why? Okay, whatever. KC, you're first. Wait, where is my question, Dan? I'm overwhelmed with blonde. It's all I have to say. On site, on site, on 3. Okay, so she's not ready. Julie, your first question. I got one. Number 9, from our questions. My market went from 30 days on the market to 90 in just a year. Do I change my pricing conversation or do I change my market? So I would say if you can only survive in a market where houses sell themselves, you're not going to survive long. Because what some agents got used to, and if we're being honest for some people,

53:58it was the first five years of their career. If they started around COVID and getting out of that, that was not normal. I know it seems normal because it was half a decade, but that's not normal. You need to be able to sell. 90 days, I mean, Tim, when you and I were selling real estate, 90 days was pretty quick. That was great. I'm going to pick the question. Yeah, change your pricing strategy as the answer. Learn how to change the pricing strategy, right? But, Kerry, I'm going to assign you one because it's perfect for you or Dan. Question 11, do you see it? I'll read it to you if you don't see it. I thought you were going to go with 12 for her. Let me read this. Okay, yeah, you're right. I think she's frozen up. Well, it's cool. Kerry, you there. She'll jump back on. Dan, can you do number 11? Yeah, I'll take 11. So my kids are six and eight. I've missed most of it. What did you cut to get that time back and what did it cost you in production? You're Mike. Oh, sorry. Yeah.

54:59So kids are six and eight. This agent has missed most of it. What do you, it says, what did you cut to get that time back and what did it cost you in production? I don't, I don't think you have to assume it will cost you production and that you, you know, you have to cut sales necessarily. Like, so there's a lot of things I would ask this person. Like, do you have showing agents? Do you have assistance or AI systems, right? So the first things I would cut out are the low dollar activities, you know, transaction coordination, listing prep, the contract to close process and then the showings. And I'll kind of marry it to this. There's another question here that is similar. I hired a showing assistant. I'm not busier than ever. That means you're probably not empowering that showing assistant enough. So we might call them showing assistance internally, but we would never say that to the client and we would call them, you know, our partners and bring them to that first

56:00meeting and teach them how you do that part. And then eventually that person can do more than just opening doors, right? They can actually take part in the strategy, you know, calls and then negotiation prep and that kind of thing. So I think you need to empower the assistance and build systems and, you know, spend your time generating leads, following up with leads and following up with clients you're working with to get them ready for the offers and negotiations. And I think if you can do that, you could actually have more time with the kids while increasing your production and, you know, you guys just got back from a, what over a month long trip with your four children. And that's the reason I want you to answer that question and an RV and your business still hummed along. You still create agents. You still were doing your thing. So yeah, it's a function of building a team and building systems, but Dan said where I hope you guys are really listening is prioritizing the dollar productive things and delegating or just not doing the things that aren't making you money.

57:01Carrie, are you back? Are you, is your cell phone reception back? Kind of sort of. There you go. Are you good? Didn't you guys hear me? Yeah. Yeah. Yeah. But I have to say your freezes. Oh my God. Oh, well, I hope that I was like, I like really crazy. I don't know what you guys said because I couldn't hear anybody. But can you hear me? Okay. Now, yeah, let me pick a question. Let me pick a. I know the exact question. No, I know the one. Okay. One of one of the agents asked, they were feeling really burnt out. They were hitting a point where they're like, what do I do now? I think that people often imagine that they need to either a hire an assistant or b hire a buyer agent. And my philosophy on that is to hire what I call a partner agent. And it's a salary partner that's licensed that really wants stability. You can get seasoned people that want an opportunity like this. And you can structure their compensation if you're really busy to give you a ton of

58:05your time back and have you doing the highest value things. So I can get into that in a future episode. I think that there's a way to have your time. You can have your cake and you can eat it too because you can maintain a lot of profitability in a model like that. Yep. Awesome. Guys getting it. You see why so many people are joining with us. It's things like that. Casey, question and answer. You can choose from the list. 90 number two. Yeah. That's cool. Hi. Database is 900 people. And I have no idea what to 100 are the ones that matter. How do you find them without calling all 900? I kind of hate this question because I feel like the good part of AI is tracking who is active, who's looking, who's raising a hand, who's searching, who's constantly coming back to your page. So obviously those people I think have a priority, but all of them are a priority. All of them should always have some type of contact with you, whether it's if they're

59:06raising their hand or not, or if you're sending them handwritten notes, if you're calling to check in, how's everything going? Do you need any, you know, my new vendors with insurance? Like how can I help like your entire real estate experience? Not just like are you going to sell or buy or do you have anybody for me? And so the other thing you can do is if those people in your database out of the 900, let's say you've serviced those nine, or let's say you've serviced even 450 of them. Do an audit and see if they've left you a review, right? On any of your Google or Zilla pages, that's what we're learning a lot right now with AI. And you should be asking them to leave you specific reviews, even if it was two years ago, a year ago, offer to get them, treat them to a coffee if they leave you a review on your page and talk about the things that you did differently. And don't put that in writing though, right? Don't put that in writing because it's a violation of the toss of all those review sites if you're paying for reviews. Well, you're not to pay for review, but you can say like, hey, I want to treat you to a coffee or have a Starbucks on me.

1:00:07Any pace for review is all I'm saying is don't do a direct solicitation like that because you could actually, it'll be in violation of the terms of service for all those. Just be careful. But yeah, that's awesome. But I love what you just said. You said you're using AI to go in and then seating the call list, using AI to search what's going on in their lives, maybe checking their social media to find out anything like, you know, Bobby just learned to write his bike or whatever. And then you're also going and finding out all the things maybe that's going on with property values and everything. So when you're calling them, the answer is, by the way, where I know you are going is, OK, if you only have 900 people in your database, divide that up by the number of work days you have in a month or maybe over two months and make contact the certain number of those people every single day using Casey's idea. So when you're calling them, you're calling them with tremendous value. You don't just have to fire hose them, but you're saying, listen, I've got really great information. I have really got exciting news for you. I was looking forward to calling you. You realize that in the last eight months, your property value has gone up this way, or do you realize that property taxes get reassessed in 90 days?

1:01:09And I've got something I'm going to share with you so you can, you know, contest your property tax assessment and so on. Or if you're living in Florida like Casey, you probably won't even have any property tax in the future. So that's great. I'm trying things. I also think don't make it print like don't make it salesy and cringy like like, I don't know, I feel like it's important to also come at it where you're just being a good human and checking in. Totally. I was school, you know, I just thought about you go look back to in those 900 people and see like when their closing anniversary was and don't send them an AI, I might get stoned for this, but like sending the AI at prompts is just not good enough. It's helpful. Yes, cool. You're, you know, actually let them know, hey, it's not AI. LOL. I genuinely was just thinking about you. I just passed your house. I just drove out of everything going. I don't, by the way, property taxes are out. We should have a conversation. No, they're not going to like that. That's right. Yeah, exactly. 11 conversations a day, you'll talk to all 900 people in 120 days.

1:02:12Julie did the man. Julie, question is going to say 30 for a month and get it done on the month. Well, that's what I would do to Dan. Agent realistic, but yes. Julie, question answer. Have you gone yet? I did. Okay, Dan, have you gone? I did. Is everyone gone? I'm going to get to a coaching call. Oh, you're late, actually. No, no, no. So I'm going to do it. You guys can wrap together. Okay. All right. Well, there it is. So guys, listen, thank you. Pleasure seeing all of you guys have a great week. See you. And so never carry. Carry, see you next week. Hey, I won't be here. I'll be in Charlotte. That we just kind of assume that about you, Casey. We are not. It's like Casey's the roaming guest, the roaming host. She comes and she goes. What carries going on to go? Can you please come with me? You're going to. Carry, I got invited for the top 250. So we're going. Well, we're I'm just like I'm just assuming the sale. Can you just come? What you guys.

1:03:13So this is the XP thing is what you're talking about, right? It's the quarterly 250. Okay. Why don't you go, but what does that mean? You can't be on the podcast. I don't get it. The session. The session. The session. So, Dan was on the fricking podcast bouncing around the back, the RID on that, okay? He did it twice that way. Okay? Carry. I can't hear that Wendy's presenting. Well, you really think she's presenting at the exact moment that we're doing this podcast. Tell her to wait for you. Your Casey Anderson after all. I just saw the schedule. So Casey say, say Wendy snap, snap, snap. That's not good for me. Put it off by an hour. Absolutely not. I'm going to learn from that. Yeah. Well, you guys are a fantastic week. Remember, if you learned one thing, which I know you did on this podcast, please remember to give us a five star review over on Apple Podcasts and leave a comment while you like the show. And remember, we're here for you guys when you're ready to move up DXP Realty at the very least, if all you got from this was something that are going to put you in a position to help people and make money while we served our mission completely.

1:04:13You guys have a fantastic day. We'll talk to you on the show next week. See you guys. Bye. Okay. Okay.