How to Fix a Stale Listing and Get it Sold

0:007 Figure Success starts when you start thinking like a CEO. Welcome to the John Kitchens Coach podcast experience. This is your host, John Kitchens. You're ready to think bigger and transform your business into a path to lasting freedom. What is happening, honey, badger nation, man? Welcome to another episode of One Big Fire. And, man, we got three great topics for you guys today as we're going to dive into what we're seeing with home appreciation and seeing the cooling as inventories continue to grow. We're going to dive into EXP realty as they launched the open source seller advisory form and talk a little Trump administration. See what he's up to, CFPB job cuts. What's good, fellas? What's happening? It's good week. It's week. Nice. Nice. So we got a little swag update. Mr. Stasick, I'll let you as causes is rocking some new gear.

1:03The new gear. Yeah, ours hasn't even hit the mailbox yet. So Jay got it first. Awesome. Soon we've seen a lot of the new line that we, the legacy line. So we got a new honey badger, merged legacy line. It's sweet. We got hats. We got the t-shirts and really cool. I guess you could call them the hard bound notebooks. Some people call them diary books or whatever they call them. But they're awesome. I love taking mine everywhere. Whether it's a conference or just write notes when I'm listening to a podcast, jot them down. We got you covered and it's going to be great. Go to honeybadgernation.com. Just scroll down to the merch button. And it says honey badger merch store. You click on that. And you can see all the different things you can pick up. And we're excited. We got beanies, t-shirts, sweatshirts.

2:06I'm excited about the hoodie. Yeah, the hoodie needs to. The hoodie, the hoodie. And the other thing too is if anyone's ever bought in the past, the first hoodies that they were putting out, they were just kind of thin. You wash them a few times. They got real thin. We upgraded those to the higher quality hoodie. Mine hasn't even come yet. But I think Allison grabbed one and they're awesome. So can't wait for that to come in the mail. But check it out, honeybadgernation.com. Get your honey badger gear. Let's go. Also got a little update. Cuzz with our honey badger of the month nomination about ready to roll. Looking forward to throwing that out. And adding some, uh, celebrating some honey badgers. Is our form is our form available? Is it ready to? I'm actually right now. It was built by the didn't see it on honey badgernation.com.

3:08But it is built. So by the time this is done, we'll revisit it. I'll find out where that form is so you can nominate. And you know, like, OK, well, how do you nominate it? How do you nominate somebody? What, why would they kind of go over that real quick just so since we're on the topic? Why would somebody nominate someone else or even themselves for honey badger the month? OK. Oh, that was a question for me. Yeah. I mean, if you know you're a honey badger, then, you know, I guess you could nominate yourself. But I think, I think it's, you know, better for the community for you to notice someone who's being a honey badger. And nominate them. And it is a coveted award to say the least. The people that have won this, including yourself out over the years, are the baddest of the badasses and our network of people that are getting shit done, making things happen relentless. And so yeah. So I think, you know, if you want a nice little swag bag,

4:11you know, you want to do someone if they ever see someone out there doing honey badger shit, you know, give them a nomination. Do them a solid. It is, man. It, you know, we all go through it, right? We're all going through some shit. We've either we're either in it. We just got out of it. Or I can promise you it. One's a comment. And it really is, you know, to kind of test your fortitude and what you're made of. And, you know, I mean, there's just anything in growth, right? You know, Stuman has, you know, the force of average. But it's true. Anytime you, you know, you're trying to level up and you're trying your time trying to push, which honey badgers do, right? Just relentless and no matter what's thrown, thrown our way, we're going to, we're always going to find a way, right? And I think that's really what it embodies is, is the people that just have the fortitude to, you know, nothing's going to, nothing's going to slow them down. They're, they're going to find a way to reach the objective. They're going to find it to do the thing that they want to do no matter what is going, is going to slow them down. And so, man, if that's you or the, you know, the people that you're riding with, that's you throwing

5:14in there, man, get the nomination honeybadgernation.com. We want to, we want to celebrate some of these, these bad ass honey badgers that we have in the honey badgernation. So looking forward to, to celebrate and some, some amazing people in the coming, in the coming months. So, all right, let's dive in, guys. Let's, let's hit, let's hit first and foremost, kind of what we're seeing in the market. The appreciation is, you know, article from, from in men talking about kind of where they're projecting home prices to go, they're seeing them to slow a bit. But inventory starting to creep up. I know the stations I'm having with agents all across the country, that's what we're seeing, right? I know, I remember Kindle talking last year, you know, it was the perfect storm of low demand and low supply, right? But now we're starting to see an uptick in inventory and buyers, you know, having some more options. But what are you guys seeing as, as in conversation, but also kind of what they're touching on here in the in men article?

6:16Yeah, I mean, there's a, there's a handful of markets that are, that are getting a lot more inventory. So, you know, depending on what markets you're in, you're filling it, you know, probably more. So then, then the average. But certainly, days on market going up, certainly inventory starting to climb. And obviously that has an impact on, you know, the projection for house price appreciation this year, which I thought was pretty aggressive, originally, at, was it 3.4% down from 5.8 last year? We started to see a little bit of, you know, course correction. Nothing double digit, I think it was, it was in the nines was the biggest, the biggest correction in price. And there was multiple markets throughout Florida, down in the lower, the coast areas, down into Texas as well, is where we saw a lot of the, you know, the course correction. But I mean, do you think we'll start to see any, any double digit? Course correction on prices? No, I don't think so. And not yet, you know, until you see, you know,

7:18you start seeing 120 day average on, you know, days on the market, you're not going to see things, you know, you're not going to feel that pressure as a seller. If everything still, I mean, if everything went from selling in 30 days to 60 days, that's still, that's still a seller's market. So it's still very evenly supplied if not still a seller's market and almost all markets. So you're, you know, you're not in a buyer's market. And, you know, and that has to hit for some time before you start to see prices come down. The thing is, if that does happen, you know, the sellers have the equity to make those moves. So if inventory was high and your home hasn't sold in 90 to 120 days, you're going to lower the price because you can. And if you have to sell it, you're going to lower the price. It seems like it could be headed to that direction. But I don't know that we would see any kind of, you know, moving, you know, negative appreciation in terms of, you know, home prices this year. I don't think that's realistic. The pessimist, you know, that the graph that shows the pessimist versus the optimist is a broad, a broad spectrum of what people believe will happen. But it seems like just more or less flat or keeping up with appreciation

8:19is kind of the low expectation. And, you know, the high expectation is, you know, ridiculously high. So, you know, it feels to me like, you know, 3% to 3.5% is probably kind of what to expect. Yeah. It's been like a couple years. And, you know, interest rates could play into that, obviously. You know, they get these rates down, which, you know, as it doesn't look like Jerome Powell is going to listen to Trump. It feels like Trump would like to get him down some more. I think it would be helpful if he did, but doesn't, doesn't look like he's, he's going to pull the trigger on that. So, probably, probably a lot more to come of what we're currently seeing than anything. Yeah. And I know, you know, every market's different, right? Being able to pay attention to and, you know, obviously, we have a, obviously, a strong following in Ohio and having a lot of conversations last couple of weeks. I mean, Al, you guys are still, I mean, inventory is still relatively low for you guys throughout most of the part, you know, Cleveland and the suburbs. Yeah. We're still getting multiple offers if it's price-trade. And that's the big difference between like, let's say, three years ago.

9:21It actually didn't have to be, you could get away with overpricing it a little bit and still get multiple offers. You're not going to get away with overpricing it now and get, but if you, if you do price it competitively, you're still, we just had a house that was actually expired and, and I'll give you some real numbers. They, it expired at 400,000 because that's what the seller thought it was worth. One of our agents jumped in, listed it and convinced them that if they could just listed at 350, which is what the market's telling them that they should be at, they're probably going to get more than that. They ended up getting six offers and their highest one was 401. How did it not sell at 401 when it was listed at 400? Well, you know, that, that previous agent probably had it up at a higher price, eaked it down. By the time they eaked it down, it was, it was probably showing 120 to 180 days on the market. And we know that, you know, and I think Zillow is now starting to show these days on

10:22the market or they have it for a while, whatever. But now I think sellers are seeing it. So you know, the way we're coaching our agents is look. When you're talking to a seller, ask them, what do you think, like number one red flag is, if you were a shopper, you were a home buyer and you see a house that's been on the market? What, what do you think the, the number one thing that they look at and they think, well, it's probably overpriced. It's not the price because most people by just looking at a house and a price, they're not able to just, you know, determine, they're not an expert enough to look at and say, oh, that's way overpriced. No, it's the days on the market. So if you're seeing the days on the market, it's another one red flag saying, well, if it's 120 days on the market, then it must not be worth that price, right? So it must be less. So it's going to force, force the buyer to probably make a lower offer on that property. However, price it right. Now the market, the true market, the ready willing and able buyers, the people who are

11:23serious buyers that are ready to, they're going to buy if it's close. They're all going to, they're all going to jump on the boat at the same time and you probably will still get the, you know, the effect of an over, over list, you know, sale possibly. You know, so we're still seeing multiple offers. They are less and less. It's not 13 offers, you know, three to six. But there are multiple offers, which is still good sign that there's buyers out there that need a house. I think that inventory levels going up is not an entirely bad thing. You know, think about someone made a really good point. I don't remember what I was listening to, but actually it was in the, it was in the training we did. We're doing these aha meetings. It's agents helping agents. That's what aha stands for. And it's a lot of the agents that are stuck. And so you have some experienced agents coming in and sharing their wisdom and knowledge. One of them had said there's a lot of buyers out there. Excuse me, a lot of homeowners that had bought in 2020, 2021, 2022, but are just not happy

12:25with the house that they, they bought because they felt forced into the house that they really didn't want. It wasn't like the ideal house, but because things were flying off, they found themselves settling, lowering their, their standards for what they really wanted for their family and just going into something that they could make work. So, you know, I think that you're going to have a lot more happier homeowners because they do actually have more of that selection out there. But you know, hey, if there's 3%, 3.4% appreciation, that's an average. I think it, I read in the article, guys, maybe you can correct me if I'm wrong, but San Francisco, which you could argue is not a normal market. It's just not normal, right? Like, you know, it's not your average person, average sale price there is well over a million dollars. Maybe it's up to two now. And it's very unaffordable. And they have experienced a slight decline in price, but that would be, that's normal because it's already massively inflated already.

13:27And we're not just not seeing that in just kind of normal markets. I don't know if you're seeing it in Frisco, Jay. Frisco has been one of those markets, one of the hottest markets in the US, people flooding that market to move there. And they've been high prices there. So I don't know what you're hearing from teams down in Frisco, but we're still getting multiple offers and, you know, you're more normal markets. Yeah. Yeah. I think if it's price right on the button, you're getting multiple offers. Yeah. I think that's the key too, right? So like a couple of examples. So talking with with Georgia, so going, even going up North, right into Canada. You know, you should be able to play the game, come in high, they would come in low, we would meet in the middle where we wanted to be, and then play the game where we were low, and it would drive it up. And she's like, they're not, nobody's playing the games anymore. So like she's talking about how critical it is to nail it, right? Right on the button is where we need to be. And I'm like, listen, and this was, this was always our rule of thumb.

14:31If there is no real motivation, like if there is not a dire situation that they absolutely have to do not take it overpriced. And Lee Ann and I were talking about, she was listening to something Tina was saying. And you know, we've heard it, right? It's like, like, cool, good luck, right? When it doesn't sell, call me, and I will, I will be your, you know, not interested in necessarily being your first agent. I'm only being interested in being your last agent. And I think that's really what we're seeing right now is like if there's not like, they absolutely have to have to, and they're not going to be realistic on price and all the data supports that it needs to be here. And they're not budging off of here. I mean, I think you just got to make a business decision. And if you understand your value and your time and they ain't going to get right, I mean, I think it's just like, you know, I love Tina's advice, right? Like, you know, good luck. I'll chat with you when it doesn't sell. So I think it's just making that and it walley through and some really good statistics. And I think it's good to, good to understand homes aren't selling for, you know, they're

15:31coming off because mostly just like, like, like, what I'm saying, they don't have a system to accurately price a home in today's market. They don't take into consideration of all of the variables involved. I mean, it's law one, law of expertise, asking the tough questions, factoring in all the different variables, it's all right there that we have to get back to, you know, to really looking at to be able to position correctly in today's market. Yeah. I think the other topic that came up in this pricing, it was cool that I think it was Thursday that this meeting happened in Cleveland was that it kind of brings back all the CHSA principles that we've coached and taught for over a decade. And I believe the number one thing that you guys taught me was we have to establish trust and authority. Why is that so important? And the trust thing is obvious. Authority. Why authority? Because they're going to listen to you.

16:31If they're not going to listen to your advice, that means they're not respecting the advice, they don't believe that you know more than they do. They believe that they know more than you do. And so, so, Wally, along with my mother, or two, you know, they're kinging up on me saying I need a haircut. And please, yeah, Wally, then mow me the money. You're right. I do. I do need the cash for a good haircut. So, it's my, believe it to Wally to throw the train of thought out. If you're able to establish that authority, meaning when you're coming in there, showing them that you're demonstrating that you're an expert. You can't just say you're an expert without, especially now. Well, 2020 and 2021, you could absolutely get away with selling a bunch of listings and not being an expert, slapping them up there because it wasn't really hard to be a listing agent. If you can land that listing, get them to sign on the line that's dotted. You're going to sell the listing. Now you're going to need skills.

17:32Now you're going to have to go back to the principles of, you know, what is your plan? What does it involve? How do I raise the perceived value of your property? And can you demonstrate that to a seller enough that they not only trust you, but they look at you as an authority and when it's time to price the house correctly, they listen to you. If they don't and you're not able to establish that authority, either it's going to be a long listing, which is going to elongate the amount of time that you're going to be able to land the commission on that. Or it's just going to expire and you just wasted all of that time, money, energy, and it's going to go to another agent who they will listen to. Yeah, 100%. It really is. I mean, I love that. And, you know, it's one of the, you know, I know how you went through the PBD, you know, training for the year. And that's one of the things he talked about in there, right? You know, moral authority, right? A lot in this sort of he's saying is a lot of you don't have authority and then I don't trust you. And so you got to be able to, you know, demonstrate and, you know, your value, people you've been able to help.

18:34I think testimonials, I think reviews, I think the actual data and numbers and things are more critical now than ever, just because people don't trust. So you got to, you got to prove that you are, you know, you do have the authority. You know what you're talking about. Research in the market reports, revisiting K.C.M. Get your real market reports, altos reports, whatever you have, the data to be able to support, you know, your, you know, your viewpoint from your experience, I think is really, really key. So speaking of listing tools, let's, let's touch on the next topic. Um, and Jay, I know you want to dive into this one, but EXP Relathy launches open source seller advisory form. What the heck does that even mean? Dude, I love this. This is why this is us over here playing chess. So, so this is risks of limited market exposure. This is some shit that I would have done. Like, but the CXP do it. This is awesome. So it literally goes through and explains the financial risk, longer time on the market, limited buyer exposure, no public portals.

19:38We're having every seller, we're educating every seller to our benefits. This is, this covers, it's important because most agents, the good agents all know how to leverage this in the conversation and in the list of the appointment. This is, this is now forcing that conversation to be had with, with, and educate them to what happens when your own isn't listed on all the portals. And so this is a game we're playing against, Compass and anybody else who wants to play the die on the mountain of we're going to have our own little, little pocket listings, which is a terrible strategy, but they're, they're sticking to their gun so far. But I think this is super powerful and it's open source. So you can go to exp tool kit. I think it's for slash seller and anybody can download this and create your own version of it. It's super powerful. You know, it, it would be, it would be, it's what I would call the Compass Killer Form. Like this is, this is how you compete against Compass. And then to back that up, the, the data, it's in the M in article, how, how Zillow

20:38views say, saves and shares impact home price and sales speed. This should be, you know, content, you, did you build into your presentation on the importance of being on these portals, you know, 250 views per day, typically under contract in a week, 75% go pending in two weeks, 500 views a day off the sale of a list, five saves per day, likely under contract in a week, 10 saves a day, strong indicator sale, sell above list price. Like all this is real data of whether if you're not on Zillow, then we don't have data for you. So you're, you're, you're odds of selling or selling at a high price and as a percentage of the asking price or above the asking price by being on Zillow and having those views as, as it should be built into your presentation. And again, if we're, if you're ever competing against someone who's trying to put it, you know, put this, you know, put this in their, their own little portal and not go that doesn't go to Zillow, that doesn't play well with Zillow, their home's not getting that exposure. So this should be a talk track for every, every agent, every agent that's not at one of

21:40those companies for sure. Yeah. It's, sorry, done. Go ahead. But it's going to read the one part. And it was like in this form, it feels like something that we would write in one of ours, like, you know, brokerages, you know, I love this because this is like the, the, the, the preemptive strike. Remember, we used to like, we, you know, one of these agents still use this. They called a CMA to pressure and kind of really talking sellers because we know that if you're competing against that listing four out of five agents that are going to, they're going to show them a CMA. We have to do. We pulled market statistics. We look at homes on the market, not just sales. A lot of people look at a CMA say, look, well, there's five sales here. So your homes should be bright here. The problem is that the buyers today aren't looking at those sales. They're looking, they're comparing that house to all the other homes that are currently on the market. If they're going to go shopping for homes, where are they going to look at? Two, three, four, five homes in an afternoon.

22:43And they're going to be comparing your home to the other four that they saw, not the souls. So the preemptive strike that they wrote here. So I'll read it. Prior to engaging in any form of office exclusive or private list network or pocket listing, it's imperative to establish priorities and assess the potential ramifications of restricted visibility on the both the buyer demand and transaction results. So it's, think of it this way. You can convince people by just asking them questions, letting them come to their own conclusion versus just telling them. And the question, a great question would be, Mr. Kitchens. I know that you'd love to sell your house for that you would share it with me, that you want to sell your home for the highest price in the shortest period of time. Do you think that you could achieve that through, let's say, multiple offers, say, five, six, seven offers, or maybe one? What do you think your odds are of getting your highest potential price, or even over

23:47your asking price? Yeah, many others is possible. Yeah. Yeah, with a half a brain, it's going to say multiple, right? Well, what do you think if you're going to sign up to this, that they're painting this picture of an office exclusive, this office with compass or some of our other, you know, our hands trying to do this as well. If they're just exposing it to just those agents that are in that office, what do you think the odds of getting six offers over asking price are versus the thousands of buyers that if we were to market it to, you know, into the MLS and all these public facing portals, including Zillow, well, your odds are exponentially higher of getting that, for instance, the example I was talking about, it was a seller listed it, 400,000 expired. The listing agent, the next listing agent, it was happened to be XP is one of our agents. She recommended that the market saying you should be listed it, 350, boom, they ended up getting 401, that would not have happened if they had done a pocket listing office exclusive

24:52or any of these things. So it's actually not a really hard conversation. No, it's a big plan. So, Mr. Seller, do you believe in the law supply and demand? Yes. Okay, well 71% of all sales come from a cooperative agent from another company. So if you're going to be listening with the company, would you not want to be exposed to all of the agents and all the buyers in the marketplace? I mean, this is easy. We would crush any compass agent on, if they stick this, stay this course, it's not good for them. What data points would make the story even more compelling? Would you need to know how many compass agents that you're competing against, how many homes they sold in the marketplace, how many agents are in the marketplace, how many total transactions? Like if you could articulate a little bit of that data in there as well, how much more, you know, you could buy any of that. The number of agents in the marketplace versus the number of compass agents, you're talking about exposing probably to 1% to they have 1% to 2% market share.

25:52So you're probably exposing it to 1% to 2% of the whole agent population. And we know that 70% of the buyers come, 71% of all buyers come from a cooperative agent that's probably looking on Zillow and how they found the property. So if you're going to limit yourself, you know, by two thirds, you know, two thirds of the entire marketplace by going with that company, which one, which do you think's better for you? Yeah, I love that, right? I mean, I think that's important message for everybody listening again is like, you need to know those little details because it tells a better story and creates more authority for you being able to, I don't even say argue, but you know, you know, make your point. Of like, come on, Mr. Mrs. Seller, you guys are smart. I know you get this. Yep, right. Little in LP. Well, you guys will fall for this with some companies. Some companies actually have their own portal and they tell you it's better for them. If I know I'm competing against a conversation, I can't say that the conversation is an idiot. You know, I can't talk bad about them. That does not build trust. So what you can't say is, you know, some companies out there actually try to convince you

26:53that it's better for you to be on their private portal and not be on the MLS and be marketed to all the buyers and all the agents that are in the marketplace. I know you would never fall for that, but that's a funny story that some companies that will try to tell you so that they can keep your listing in house and hopefully sell it themselves as opposed to trying to attract the most amount of eyeballs to attract you the highest price. That makes sense, right? Like, that's, again, now you're saying it without saying, I love that dude. I know you would never fall for that. Yeah, I know you would. You guys are smart. You get it. You guys are smart. I didn't know you guys, you walked in my house and you were doing your dog and pony and he said, I know you'd never fall for that. I'd be like, well, you know, that's when you see the, well, you know, you're not going to see the wife under the table kick the husband like that other guy's nephew is going to do. Yeah. Well, the other side of this, like, I've been hearing some, you know, people defending this, right? And the only thing that, and this isn't even legit, but the only one I'm really hearing

27:57is this thing that sellers have the right to market their home how they want. You can't, you know, say like, they've always had the right. They can do for some help. They could do, they could do a, you know, they could sign a form that states they don't want the thing listed at all. And that's fine. But they should know the problem is, is that agents are being taught by their office managers to basically lie to these sellers and tell them this is better for them. And the only, only entity that wins is the brokerage because they have a chance of double lending that, keeping both sides, ensuring that if it co-broaks, it's co-broaking with in with two agents within the same brokerage, not an outside brokerage, which makes who the most amount of money, the brokerage. Yeah. I mean, the encourages bad behavior in the industry. It's not, it's not what, it's, it's, it's, it's never better.

28:57It's never better. Like it's never better to not hit the market and have every, and have, you know, multitude of options of potential buyers of different financing in terms and conditions, all making off for at the same time. You, that's when you win the most. That's, you have the best opportunity. That's not better for the seller. And, and if, if a company is taking that stance and all the agents are, are saying the same thing, they're literally lying to their clients. They're lying to them. And that's not good for this industry at all. No, not at all. Guys, listen to me. I mean, a lot of the things that we're talking about are all out of the articles for Minmin over the past week. So if you're trying to, to follow along, you want to go back. If you, you know, are not diving in or not, don't have a subscription to Inmin, get your subscription. All the articles and the things and the information we're talking about is in there. The, the one on exp comes from BAM, which is another great source now, BAM.com. I just want to send us a resource to be able to go get to all of the things that we're talking about. So guys, let's begin to.

29:58I'm going to use exp. Hold on, I had it up. exp toolkit. I think is what it is. Yeah, exp toolkit.com. And you can download all of all the stuff from exp, whether you're at exp or not. So it's open source. Use it. Use it at your leisure. I love it. Awesome. I love that form. I think it's so gangster. I love it. Love it. Alright, guys, let's talk about the last topic of discussion for today. What's about the Trump administration making its case for massive CFPB job cuts? What's with thoughts here? Let's go. You know, it's, you know, we remember when, when, when that came about and the, the, I believe one of the biggest reasons they, they formed this new government entity. I was actually blown away when I saw seven. It's got 1700 employees. Yeah. I mean, that's, that's, we can do a whole podcast on government waste and why, you know,

31:01these bureaucracies are just growing to be out of control. 1700 employees, but it was formed to protect consumers against predatory lending, lending that, you know, they were, you know, no, no, no document. You don't got to prove your income. You just state your income and there were all these wild and wacky wild, wild west loans being given out to people that couldn't, they just couldn't afford it. And at the end of the day, they wrote the loans anyway. They closed these loans anyway. And I don't know, just, just, I don't know what the percentage was, but it was just a huge percentage, a tsunami of loans going bad and into, into foreclosure. And they needed an entity to step in and say, hey, look, we can't be doing these loans. You got to watch out. So the appraisal part too, inflated, protecting against inflated appraisals, because that was the other thing that people were doing was the values were going up at such a fast pace that they could get an appraisal and say, ah, could you appraise it at 500,000 even

32:05though it's only worth 400. The values were going up so quickly that the appraisals, the appraisers felt, oh, you know, this is safe still. And a lot of those guys got thrown in jail too. So I don't think, I think that the intention behind the entity was good and it ain't it always, almost always. But just like anything, it started getting bloated, lots of waste, wasteful, you know, hey, you get a job, you get a job, you get a job. Next thing you know, you blink, we pick our head up and there are no, those loans don't even really, you know, exist anymore. You don't have stated loans for the best of my knowledge. And now we're starting to see some more creative things, but like an arm for instance, and not just your traditional arm where it might make sense to do it where it's slowly and arm loan, like, you know, year one goes up by maybe a quarter of a point, year two goes up by another quarter of a point. And that's just a gradual and I like that one better than after year three, it goes up,

33:08you know, to whatever the live war is. So people get into trouble, their mortgage payment, you know, it was going from let's say it was $900 a month to $1,500 a month. Well, all of a sudden now it's unaffordable. Those people are going to start to fall behind. And for that reason, I like that, you know, a little bit of oversight, but it's obviously, Trump comes in as Trump does and says, we're taking this sucker down to 200 employees from 1700. And I think a judge upheld it, but said, look, you have to prove to us that you could still run this agency, you know, effectively with 200 employees versus 1700. And I have faith that they could do it, but we'll see, you know, I like seeing smaller, smaller government. I like seeing less regulation, not to the point where it starts to hurt a consumer. But there is a happy medium. And I think we're going toward that. Yeah, there's no doubt based on what we've seen the last four months that there's probably

34:14an efficiencies in the current structure. I would imagine. Yeah, you know, my thought just with, you know, thinking, thinking through kind of a green light yellow light red light with AI and getting things in alignment, right? Like if, if things aren't in alignment, you ain't going to be around. And so, you know, immediately when I start seeing this and all the, you know, things of how regulation and put things there. And I'm like, can AI not, not do that? Can, can there not be some, you know, can you not have 10 people oversee it with the power of it? Right? Like that's where my mind goes. And I think that's, if we're not thinking that way, if you're not thinking about how, how am I, you know, you know, getting in alignment, right? And we talked about it the last few times, like discipline over disruption. What is not going to change? What do I need to focus on within my control? Where does the alignment need to be? And like when I hear this and see this and I'm like, oh, if they do what they do and they

35:16had to do it with a hundred people, how would they do it? And it's just like, yeah, I don't know. I just see a lot of disruption. I see, you know, that just doesn't make sense as we continue to move forward. You know, they've probably got a bunch of paper files on their desk and they probably, you know, use a dot matrix printer and it's probably cool. Yeah. Yeah, it is. It's really interesting. So I think, you know, too, you know, on the AI conversation, a little bit off topic. And I was just thinking having a great conversation with another honey badger will give them the honorary title, Mr. Brandon Town and was talking Brandon this morning about a lot of, you know, kind of the direction and AI because it's been on his mind. It's been on a lot of people's minds. Just as you started to try to, you know, figure things out a little bit differently and how, you know, there's always got to be a better way. And we were discussing it, you know, kind of this morning and talking about, you know,

36:18the one thing that will not get disrupted is a real community, right? A real environment, people that you can really lean on and that's to me. That's what we have here, right? That's what honey badger nation is. Is a real environment to really lean upon each other to be able to know that we got, you know, some, some people deep in the trenches that are actually doing the work that we can lean on and, you know, really pull from to continue to grow and continue to move forward. Yes, sir. So, um, Wally, I just got a little notification. He sent me $25. Personally, Wally, I think that the reason you sent me the $25 is because that's just a little deposit on the money you're going to owe me when the calves smoke the Celtics and the playoffs coming up here, which is fine. I'll hang on to it. You're probably going to owe me a little bit more than that, but, um, appreciate the deposit on that lost bet. What's up, Hades? What's up, Jason P. Jordan?

37:18I'm not up, guys. What's up, fellas? So, um, guys, I know we're going to continue rocking and rolling, um, you know, pay attention reaching into diving into honey badger nation.com. Grab your swag. Also, get the nomination up. We will start to announce May will be our first honey badger of the month. Uh, we're talking about some cool, cool stuff that we want to do to celebrate the honey badger of the month and throwing around some ideas. What we want to do for a honey badger of the year. So get the nomination in. The nomination link was just posted on mine. We're going to get it to you guys so you can post it up on your wall for your audience. So listen to this. We're going to post it at honey badger nation.com here. We're going to put that link up there. Should be by the end of the day. And we will also put it in the Facebook group. Honey badger nation, uh, Facebook group. We love you guys. Appreciate you joining us today, guys. Just sir guys. We'll see you up. Big fire. Yes, we'll see you later. That's a wrap for today. I hope you got something valuable from this episode.

38:19If you did, hit follow and visit johnkitchen.coach for more ways we can work together. See you on the next episode.