Welcome to the team builder show where the most successful team leaders share, how to build scale organize and ultimately maximize your sales team results. I am so excited to unpack the three most important questions i get when people want to understand what is it like to actually grow a team and, in this case, a team that has done it at such a high level and they're, a husband and wife team, But get this from 84 transactions six years ago to over 3 000 transactions this year with a billion dollars in volume, welcome to the show, lindsey and dj hey thanks for having us, i'm so pumped to have you guys. I mean this is our second podcast. It is right now we are going behind the scenes right with the guru with the guru i like how you called that out.

Let's talk about lead systems, okay, so i wrote down zillow rdc, google boomtown for facebook and remarketing mailchimp for marketing, and you know marketing and email tom ferry, loom for all things. Agent, agent, referrals, plus drip campaigns separate from mailchimp or like. Is there a separate okay? So what's so so, let's go through, we use call action. Thank you.

Another thing, yeah call action, so we're literally giving everybody a list of what one of the highest producing teams right does in the country. So it's the cheat code right. It is, i didn't know any of these things when we started so r d, baby, rip off and duplicate. So so you guys had zillow offers that's gone.

Yep right, you have zillow flex correct so of the 3 000 ish transactions this year. How many will come from zillow flex, silo flex? We will do 750, okay, so 750 right and we could probably pull up the exact spreadsheet, but we won't yeah, we'll just keep going approximates right, yeah. What about uh realtor.com uh that'll be in the 750 range? Okay. In the 750 range, what about google? Google will do 350, but i backed down the spend a lot when the zillow offers it was really busy and we just didn't have enough agents for the amount of leads that we had so um.

I want everybody to. I want everybody to hear that again. We had too many leads and not enough agents not enough time, never remember the first world problem. It was like months and months ago when we were in this dialogue.

You're like we just like quality control, yeah like i'm. Getting all this inbound - and i can't like, if i can't serve the client, then you got ta die everything you have to otherwise otherwise you're giving bad service and then you're getting a bad review and then you're getting this bad reputation, and so just back it down. How many of the 3 000 transactions this year will be zillow offers, so people have context uh zillow offers will be about a thousand of those about a thousand. So so, if we called it 2000 retail, that's going to be kind of a combination of you know.

Some discarded leads, maybe purchases and so yeah. Some of those are buy, leads sure. So, okay, but as far as just zillow buying homes, it was probably like 600. yeah, okay, all right so so 600.

Just for the person, that's listening, says: okay. Well, they started 2. 400 transactions - that's still a lot of business um how much? How much approximate comes from boomtown, specifically from their facebook and maybe they're remarketing, because that's like one of the big strengths of boomtown and that's and that's really hard because they're at another source. So even that tracking mechanism, because they could fall under a past client right, it could be an open house, it could be a sign call, it could be a billboard yeah.

I don't know all right um, but we know it comes from there and then what about your database like pascal, it's hard because you have your past client sphere and then you have 135 000 people in your database. How do you, how do you measure it which, which one matters most to you, um right now, the pho? I know you're going to kill me for this. We don't do enough, we don't. This is a tell-all moment right now i mean really.

I mean i'm going to be honest, like we do a lot of things really well. What we don't do is is gather our past customers as good as we should, because we have, i think, 1400 five-star reviews on zillow. We have, and sometimes i think - and i know tom you're gon na get mad at us for saying this, but i don't know once you get to like a certain size, everyone. Everyone is either my customer or my past customer right, and so i don't really treat a past customer any different than i would a current customer or a future customer.

So you know when i'm putting up these billboards when we're running commercials. Everyone is my customer right. Okay, you actually said to me on a coaching session months ago: you're, like the hard part of past clients, is it's not as scalable and as immediate as everything else that we do. Do you hear that conversation yeah? You were because i was like well.

What are we gon na do for our past clients? What are we gon na? You guys are like everyone is our past client. Everyone is our you kind of said the same thing. I was like what an interesting it's like someone's, going to listen and go. Oh, my god right and i'm just saying no, no, like you guys, are running a great business.

It's a mindset. If everybody gets treated as your bestie, then everybody gets treated as your bestie right like. If there's ever going to be an event that we would do, we would invite all of the public right, i'm not just going to invite our past customers, and so - and i know that must be how it is because we have past customers reach out. All of the time wanting to list or wanting to buy yes and it's because they see us everywhere.

You know what i mean like right: okay, so let's go back through the journey of the lead systems and obviously so we know we do email marketing. I'm on your email list, you guys do fabulous emails. You do exactly the way i want, which is like video. First, show me: what's going on like what's happening in the marketplace, shout out to reagan great job on that right, exactly so um, and what about so drips for drip campaigns, call action or i'm using a combination of call action um using a little bit of boomtown Uh and then we're kind of looking into some new stuff right now we haven't really made a decision on what we're gon na do.

Yet she wrote a lot of the scripts too yeah. I wrote a lot of the scripts um, but yeah. That's kind of that's kind of it for right now: okay, that's a lot! It's a lot yeah and if you look at just all of that, so so walk somebody through by the way how many referrals, you guys, think you get from the top ferry ecosystem. Probably 20 a month 20 a month, that's not bad.

Coaching is free. Hashtag coaching is definitely coaching coaching coaching if your coaching isn't free you're doing it wrong. Okay, talk about that because that's it's actually the opening of my january lead is, is coaching, is free, for you know for the whatever there's been like 3 000 people in vegas with us, and you guys definitely should be there um and when i talk to people Like and i mean like people that have been with me gentry wilson is our first client outside of my original 12 right he's, like i'm paid for coaching in 12 years right. So what are you talking about now? This is not like a promo for tom ferry.

What it really is is a one of the big things i saw it at compasses retreat. I saw it with cole banker. I got hired by another company. I can't mention yet and they're like how do we help our agents activate more agent-to-agent referrals? How do we get more like they want it like amongst their company, whether it's berkshire or re max or keller? They all want the same thing, send all of your business to us in their community as we do in ours.

What do you recommend? How do they get in front of and help and be more of you've got to be just be recognizable? You got to be give you know you got to give you got to, you know, offer value, and i think, there's so much value to get back. You know, and it's always there's like i said: i'd sit in these rooms. You know when i first joined you know, team plus, and i just remember being there looking in awe of like holy crap. This is so many transactions, but also knowing that what her superpower was what mine was talking with them, not being afraid to communicate and ask like hey, can we get in this mastermind? Can we right? You know, i think i have this.

The offer and you'll find out, like everyone, everybody at every level has something to offer somebody bingo and it's putting yourself out there, and i was really scared. I think it was me mark patterson and lisa chanati were all at a table at team plus, and we were like terrible all brand new. We were all brand new, we were terrified and i was like because in santa barbara 850 transactions 1100 transactions and 3 000. speaking tomorrow, he's like i just got my license or i've never sold a house, and i'm like wait, why? Why am i listening to you? But it was like, and i was like listening to people talk and then i was like i didn't put myself out there.

Then i wasn't ready, but then the next event i was like you know what we're gon na right and you start talking everybody's, so genuine. It's a little bit intimidating. Yes right, i mean that's the word right, that's santa barbara event, i remember uh timmy smith doubled and did a 22 million dollar deal while he was there with his showing agent who gets like five percent of his commission? Yes and he doubled into the deal he said, and then we went to dinner, i'm like that's insane. He was like.

That was a really good dance. You should talk about the tomorrow yeah. Why do why do you have two full-time showing it because he's like that's? Why i have two full-time, showing agents, but also too in the same in the same breath, you know when you're sending these referrals, these agent-to-agent referrals look we're in a day and age like you, if you're going to delete speed the lead if you're deleted, but if You're going to put customer service, you can't right and that's what we all have to vet. We know for them.

You know sure, for the most part in this ecosystem, they're going to be willing to be coached, they're, probably coached really well. But if i'm going to probably definitely kick you in the house even for saying that some people don't listen still yes, yeah, but we know that our consumer will get be taken care of that is i hear that cons when you look at all the facebook pages? Okay, so let's okay, we've got agent referrals: let's do management systems, okay, so transaction coordination managing the data of the sales team, uh compliance uh, let's just call it accounting and then how you guys submit offers. So let's go through them one at a time. So what do you use for transaction management? Why so we used tc docs, because travis says he liked tc documents.

So that's why we use it because it's very you know user friendly for them it does what they need to do um. So we use the tc docs, we use dot loop for writing our contracts and kind of our compliance all of our contracts before they're even executed so right when an agent submits a contract for review that immediately gets reviewed by our leadership first before before. It goes to an agent to the agent on the other side, so we make sure that the contract is right and accurate, and you know because for some people control time control yeah, so we review all the contracts first, then once it gets executed, it immediately goes To the transaction coordinator assigned to the file so kind of that's also when a lot of compliance is happening as well, simultaneously so they're using tc docs they're using dot loop. Looking at the file making sure you know all the information is correct.

All the addendums got signed and then we have a third closed compliance. Once it's closed, we have a you know, a whole accounting team that closes out the file make sure everything all the contract was correct and uh. Then it's where the referral came from which agent tom ferry sent it to us tracking and measuring tracking and measuring okay talk about um measuring agents performance, so we use csu for that. So that's been.

That was my lift. I you know when i found out about sisu and and its integration with boomtown. It was very important because look, there was a day where we talked about the calls and all of that stuff. Then we always knew it's about the conversations and it's always about the appointments.

So we have definitely moved to the conversation piece of like hey. How many conversations are we having a day and then reverse engineering, the coaching based on that internally? And it's been phenomenal, so give us an example. If i'm on your team uh and it's the end of 12 months, what could you sit down and talk to me about as the team leader or one of the team leaders without that conversation? So if you want to show us yeah, if you could see this - which i find to be really important, so pull it up, but we got to show the camera, so our top agents right now, probably this is all conversations year to date, our top agent. Are you going to show us? Yes, 75.

Um. 75 transactions. This year closed closed closed. He closed 75 homes this year and had 6 000 300 theo no photo no photo, but he said 6.

322 conversations, okay, so, 6. 000. So it's crazy! How this actually correlates to he sold the most and made the most conversations it's wild and what's his three point: nine seven: that's um the amount of volume throughout the team. So if you have a hundred percent of the conversations it's a hundred and thirty thousand, he also did yeah together and you know alyssa is on track.

I think she's going to sell 35 ish deals it's her like first full year. So if i was on the, if i was on the team, do you guys display this stuff yeah on tv boards they like to put the deals up for the quarter, it's a very competitive thing sure, but - and we could do that, but this is, i think, A great so how? How is this for the year? This is for the year, so 130 950 conversations not just calls. I mean these are conversations conversations about real estate and can you show me appointments? Yeah appointments aren't as tracked as well in here we're working on that through how long have you had? Sisu is great, but that's, but here's what you hip it up, but agents go on appointments they forget about it. So that's one of the my big lifts in 2022 is to try to automate that the best as possible means.

So i want i want the person you. You should talk to that camera right there, the two of you. This is what i want you to get right now: the authenticity, the the humility of we track. What really matters to us conversations and we're not doing as well on appointments right like someone's going to go holy.

There are 3 000 transactions and they're missing that, like i'm, really good and you did 300., that's awesome. Is that just an evolutionary thing? Is it a concentration thing? Is it a time thing like it's? It's a learning curve. You know, like i said, we'd focus on calls for so long and then it was like wait. We're only making calls to get conversations.

Why are we not focusing on this anymore? So now we made that and then, like i said it's hard, so what i want to put my what i want to put in place is: if we have nps now when, once they get under contract, our consumer is rating what their, what their that promoter score. Yeah with their net promoter score, that's your agent ru scale from one to ten and if you're not eight and above you don't exist. So what we're going to be implementing, is you know, because, right now, it's like hey did they show up? Did your agent show up on time blah blah blah and we find out hey our agent is doing great and then they're rating them at the end of the transaction. I want to rate like how did the appointment go right after that'll give us now a metric of how many appointments we're actually going on reverse, say we might be going on and, and i've always said, like people, you know you could sure you could fluff conversations, But you can't fluff the deals.

You can't can't fluff clothes well, no, and if you, if they do it's almost and this is why, with appointments too i'd be okay with a potentially fluff number, because if you go on a truckload of appointments and you have no conversion sure, then i know what To coach you on yeah, but if i don't have you going on enough appointments or i don't know, you've got high conversations, no appointments. I also know what to coach you on correct, so each one of those becomes a coachable moment to to increase, to move the measurements right to generate more results right. Okay, so so tc docs see sued dot loop for compliance um. You talked about google forms incognito.

So we use a lot of everything that the team does you kind of have like a back-end system. It's called like squad links, and so it's everything they can use, and so there's all these squad links that make sense to use hyperlinks that they can shortcuts that they can go to different. So, like i own, i own weird things like like submit for review.com right like i just i have all these like weird shortcuts, where people can just go to these websites fill it out. You know fill out there, so it's like the intranet of the company.

If they have a closing. You know, there's kind of a whole closing survey preferred vendors, our partners, okay, all of those good things. So all of that is tracked, and so right now we're kind of transitioning a lot of that to google forms, because then we can send it to a spreadsheet and let's do yeah, we haven't done. If we grabbed her hand, could she talk without without right? Well, she hasn't twirled her hair once i know i have my hand in my pocket, i'm like don't twirl your hair, that's a little inside joke.

Yes, i know when lizzy's, really painful she's, like twirling your hair and your brain's gone. So this year was a big thing for us. We hired it. You know with that.

Many leads coming in a data analyst and right and what he has said and mentioned is we have a lot of dirty data coming in so we've been transitioning to make his heart happy, because all of this stuff is important and that's another. Like spouse team, it's kind of crazy to think, like you know, stu married to megan, who is our head of recruiting so um yeah, so it seems to be a connection, but there's a lot of husbands, there's a dating app. Also that goes with your photos. They bring on their spouses and that's what i say: i'm like that's, actually a really good thing on their w-2 spouses that are leaving who left what you know, web.com, which is a you know, a great company company, huge company, and i'm telling people that are fearful To move their license over to just take a risk: what's the worst that can happen, you're going to get amazing coaching 10.99.

You can go anywhere yeah, but i promise you it's good yeah. So it's like okay, i'm going to switch gears three biggest mistakes to avoid. In working with your spouse, three biggest mistakes to avoid definitely have very clear lanes and don't don't over step like don't do something that they're in charge of because then they feel like they would be lost or feel, like my opinion, doesn't matter or the work. I do isn't valued, so i think that's very important, like you're in charge of this run with it.

If you need help reach out, and so i think we've always done that really really well like this is what i do. This is what he does. I don't make calls on his behalf um, so we've always been really really good about that. Our lanes roll some responsibilities, don't let things faster either.

I think this is anything in life, but especially if you're working with your spouse, i i've never went to bed. You know i i'm one of those people like it's like hey. I need to talk to you about something tomorrow, i'm like no i'm going to call you invite. I just i'll just get it out of the way i get it out of the way, but if it's like hey, you know we could have handled this different.

Or what do you think about this, like? I think we, i think, we're just we're open to criticism too, because we know it's not criticism about the person it just might be about a process and guess what you probably didn't build that process or you know we're using somebody else's so not letting things fester, Because i think resentment then can could build up, which you know, we've been fortunate enough, because a lot of people will be like. How do you work with your spouse? I'm like yeah right all we'd know, like all we know, is working together or sharing finances like i'd. Imagine for some people that would be really really difficult to share finances with your spouse in the same career. I guess that we got this and like vomiting for two days, i'm like by the way ben rubenstein left rdc emailed me this morning, wow yeah breaking news big shout out to ben rubenstein, i'm right here.

You heard it live on the podcast, but ben's a great guy, so i'm like i texted him and said you need to let me know where you're going next and then david who's now taking you over. So you know we have good connections there. Okay, so so two is hey clear lanes like don't make the mistake of muddying the water and you're both doing the same thing. That's right, that's a massive and that's like an efficiency like disaster.

Why should i do that? If one, if you guys are both the same, then one of you isn't necessary right in the business right. Second, one is like uh: don't don't let things faster? What's the third biggest mistake, you see husband and wife teams making, or what do you guys work to avoid? I think i think i see ego more and more in this business, not husband and wife necessity, but they're doing it for the wrong, maybe for the wrong reasons and what the outcome might truly be. Our outcome has always been a line that we want to help people buy homes and we want to help people in our organization sell homes. Everything else will will follow and the transactions now have and when i say ego it's like you know, there's so many different things of you know people you know we're in the day of an age, everyone wants to be famous, everyone wants to be a you know.

Everyone wants to be a coach now everyone wants to be a professional speaker like if that's what you want to do, then do it, but you can't try to to that's your focus, but i'm going to do this over here, so i think just making sure like You guys are both aligned aligned and what your end goal is, and i think what are your 20-year goal yeah, but our end goal has always been like my son's 16 now yeah, my biggest my dream is working with my son and she's known that and i'm 30, you know just turned 38. and no, you have to come to the christmas party friday he's like i'm not going to that. I was like this is your someday. This will be your future like this.

Is yours he's like well, it's not mine now and i got 16. so and i got two of those i understand i guess to the point being of like you know. If, if her as a spouse, dream was to be a professional speaker, then none of this would have worked so not having having that alignment. I think that's that's the most important.

I think that's that's a good question. So so i'm going to ask you one last question: this has been super valuable and we've covered a lot of ground. So so i want to ask you this, though, what what i acknowledge, the two of you have done exceptionally well, is you've replicated yourselves and you've hired other great people and you've, given them permission to grow. Yes, so so, first of all, could you break down you? You mentioned earlier dj, you said the six different divisions, but some of those i mean, i know a ceo.

Ultimately, right sure you know you have the clout, but i know that you run them so so maybe you break down the ones that you run and then you break down the one, the ones that you run right, yeah and and then help us understand how you Find the talent, so, let's break down break down the department's one of the departments, i'm definitely responsible for, is going to be like kind of ashley's department, kind of onboarding off-boarding, all of those little processes right, i'm always working with her on. You know how it needs to flow, how it needs to work, what we need to change and then i'm also running all of the closing department right so check settlement statement comes in. What do we do? There's a whole list of things we do for our past customers on there, so i have to make sure all those things get done. They have to be accurate.

Then they go to accounting. I do all the second approvals with the bank still um. So i'm running that department, my hands, always very, very involved in the marketing department coming up with ideas, sending lots of voice memos that i always see them saving um. So i'm kind of very involved in that department as well dj's kind of running.

Like you know the sales yeah the sales side, i'm very much recruiting the recruiting, i'm i'm heavily in um, but we've really empowered our leaders like travis. You know he does for the tc department, they take care of that todd and the marketing takes care of all of that. Trusting good people, and if you i, we just had our company holiday party and it was i'm looking around and i'm just looking at so many amazing people i'm like can i see them again like in july when you do a christmas in july, like i just Love these people so much, but it's like, and i was like man we're so lucky and somebody one of the spouses at the christmas party goes. This isn't luck and he's like you know you just you we hire to the culture.

We hold that accountability to that culture, and these are just amazing people and when you have amazing people, it's pretty easy to turn them loose now. They're also coachable, but there are also a lot of leaders that hire amazing people, and then they put the thing in their mouth the bit and they hold them back from ever running, like you guys do in the beginning, yeah you're right and then once they prove Right, yeah, they're off to the races and then they'll make mistakes again, and then we just hit the reset button. It's okay like different things, change and we get complete or even in the closing department. I mean that's my favorite thing.

Oh, my god, i made this mistake and i'm like it's all good. What did you learn? We will fix it. How are we going to not make the same mistake in the future like it's, no big deal right, everything's fixable, but let's learn from it. How are we going to make sure it doesn't happen again, though, yeah speaking of the accounting department, we want to hear a great story.

We when she was saying about paper, we she used to do all of her accounting and a little book. I think it was a tom ferry book like this was the tom perry. You know it was that we got from pick up kick ass and repeat, we do here's our accounting yeah. We did all of our expenses.

That sounds like an old mobster gangster kind of moment, where somebody found that hand write checks for all my agents, hand calculate them hand, write them, put them in the mail with confetti yeah. I, like the confetti part, but no we had this little book and i was like you know. One day we were kind of. I was doing an audit.

I was kind of going over, so i'm doing it. I think i was trying to see what we spent on zillow or something so i was adding up all the money and i was like too much and i'm like gosh. This isn't really adding up and i'm like. I find this mistake and it wasn't.

We were just business partners at this time. It was like lindsay and we weren't we didn't use like a company card like our money wasn't joined, so it was like he would run things on his car. I'd run things on my car, but it'll be like you know, let's make sure it's fair at the end of the month. You know like lindsay.

You've been shorting yourself like seven grand a month for like eight months or something, and i was like oh wait. I owe you like 50, something grand now i'm like. Why are we doing this on this paper? Quickbooks honey? Yes, like quickbooks like yeah, so that was the evolution of the accounting software and now she runs it hungry. This is why you're like, oh, my god, like vacationing and i'm like i live at home, yeah and i'm hungry, but i believe in you, yes, but it's so never made it's an accounting mistake.

The lesson definitely is like humility, yeah yeah and it's growth, and it's just constantly. Never any improvement and like and like not getting like a lot of people get really upset at their team when they make a mistake right right right. No, but you used to i i'm i'll have to get over it. I was a terror.

You know four years ago i was a terrible leader. I was just you know, so i did not. That was terrible leader because i knew where we wanted to go terrible leader. I just didn't underst, you know it took a lot of development.

You know i had never run a team i've. Never you know that's what we talked about like when you get in when you've got a real estate license. You don't think you're going to be a manager, hr leader, mentor, finance, marketing, videographer video editor editor, you know celebrity, like you, don't think. That's not what you signed up for yeah and you're.

We're we're absolutely we're putting but you're forced to move and learn really really fast, we're literally putting on yeah or not or not, but you're putting everything on the line yeah, so you're, scared and you're make. You know you're scared to make a mistake, but my best advice for anybody out there, any future team leader, any leader, focus on you know what you're gon na, who you're gon na work on your leadership, skills yeah. That's what and i and i can. I can say today i can say i'm not still.

I have a long way to go. I i want to be a i'm going to be you've come along. I want to be a 5x leader than i am today and i'm constantly i i i self. I tell my team this, i'm going to be better for you next year.

My goal is to be one percent better every day for them for my leaders, and i want my leaders to continuously do that and i think just understanding that there is no end in sight for leadership. No that that's when i think everyone will start understanding what it's about you can. So if you go back that was at 262 transactions, like i suck as a leader yeah, and then he went to 262.. You guys went to 459 to 854 to 26.87 close.

So far, and that's about like improving your leadership skills, it's not about more leads yeah, it's not about more people, it's not about more people or barking orders, or you know it's not about that. It's, like i said it's trying to learn from us. We thought learned what it was about yeah. I thought it was about that, and it's really about surrounding yourself with amazing people.

Yes, and the reason why i want to grow agent count is to get more more amazing agents. I want more amazing w-2 employees that'll, because we always we know we talk about this. I talked about this at the christmas party. A lot to people i look around and i'm like.

Oh my gosh, like everyone is so beautiful. Everyone's dressed up, their spouses are here they're having the best time, there's like a nine piece band and casino games, and everyone's just having the best time and people are asking me and i'm like this is crazy to see it like this, and i'm like, because you Know dj and i are real estate agents as well. We could just sell 100 or 150 homes a year, probably just to pass customers and make a billion dollars a year right just doing that, but we would feel empty. We wouldn't be able to share this with everyone.

We want to be able to create these big fun lives for all these people that are here tonight, and so it was kind of you know. It was crazy that we get to do that. I'm gon na just please like invest in yourself, invest in any company. You might not even be in real estate if you're gon na do it for your spouse.

Do for your kids. Do it. You know they need to see your kids are watching you. You know.

I want him he's seen the evolution of what what we are now and i'm sure. I'm proud, i'm proud to say that we're we're we're happy where we are, but where we're going is going to be even better. Let's go noah, let's go noah! Yes, all right! So as we wrap this up, first of all, this has been great guys and i really i mean obviously, we've had to work together for a long time, so this is fun to finally get you right on the podcast um closing thoughts, just kind of simple thoughts For everybody, everyone, that's listening. What's the one thing you want to leave people with gosh, look at you being so polite you're, like ladies first go and i'm like? Okay, how about you go first, all right i'll go first! I you know with every.

This is an amazing industry. I truly love real estate and, if you're watching out there, it's an it's truly. The reason you got in was for endless opportunities. It's still the same today and i would argue that the next three to five years might be even crazier.

It's going to be it's a land of opportunity right now, but do it for the right reasons and it's okay to be a single agent. If that's what you want to do, if you want to be have a small team, medium team - don't always you know, aspire to be something that you don't want to do just because it seems cool or whatever trendy it's hard and guys it's this 3000 transaction. There's a lot of headache, heartache and everything in between. So just really just do what you want to do.

Make yourself happy: do it for your family, do it for your health and the rest of it yeah. I love it and then like something that we share with the team all the time, and i always try to bring this up in meetings. Is i remind everyone to be kind because you don't know what's happening to the agent on the other side, they might have. Never had a closing this year, maybe they've only had three and they're really struggling or you don't you don't know what anyone else is experiencing, and so, although we live this life of abundance on our team, it's not like that everywhere else, and so we just have To always remind everyone to like be kind be better like do more on this side, you know if you need to fill out an addendum for someone just do it for them like they're not available like something could have just happened, um, and so, if we can, You know just kind of we know if it starts with us on our team as we become bigger or if we can just influence all the agents in our market just to be better yeah.

Kindness is a growth strategy. By the way, i think so for sure for sure all right thanks for having us, thank you guys. So much hey, listen, make sure you like share, comment. Uh, you can follow if you just google you'll, see they're everywhere right, whether you like it or not.

If you click on something they will follow you around too, because they do all the same stuff, though yes, but thank you guys so much we'll see you soon. Foreign.