The Real Estate Industry is Changing: Who Will Survive?

[00:00:00] Speaker A: So how do you think AI is going to affect and change the way we do real estate? Because I know in five years, I'm 100% replaced. You will not call a loan officer. It's going to be way too easy not to. It's Brian and Brad. Grab your seat. Real talk served with a boozy beat. [00:00:24] Speaker B: Tune in, don't even blink. Cause real estate makes us drink. [00:00:35] Speaker A: Are we recording yet? [00:00:39] Speaker B: The double clap. All right. You do not want the double clap. [00:00:43] Speaker A: Hey, everybody. [00:00:44] Speaker B: Welcome to Indiana Success. [00:00:45] Speaker C: Happy hour. [00:00:47] Speaker B: Usual suspects right here. And a pretty face next to me. Young lady, tell the folks who you are. [00:00:53] Speaker C: I am Libby Johnson, and these fine gentlemen have invited me to come and talk to them today. I am the team leader and CEO for Keller Williams Andy Metro Partners, which are. Is the franchise with 15 locations from downtown Indianapolis all the way down to Bloomington. I also am the owner and realtor. [00:01:15] Speaker B: Yeah, baby. [00:01:16] Speaker C: With Libby J. Hopes. [00:01:18] Speaker B: And you do that with Keller Williams, too. Yeah, she does that with Berkshire. [00:01:23] Speaker C: How to try to keep it on the pain. [00:01:25] Speaker B: That's good. That is good. All right, well, thank you for joining us today. This is going to be a fun episode. [00:01:31] Speaker A: I like that you did jazz hands. [00:01:32] Speaker B: Look at. I. I know. [00:01:35] Speaker C: You know what I mean. Like right now, I look like the normal one, which is not normal. [00:01:40] Speaker A: He is not normal. [00:01:41] Speaker C: I know. [00:01:43] Speaker B: What is this? [00:01:44] Speaker A: Yay. [00:01:45] Speaker B: Hey. Honestly, I've never seen that bottle before. What's. [00:01:49] Speaker A: Because there's only 900 of these in the world and only 16 cases came to Indiana and they're sold. And this is the Capri. This is a. [00:01:58] Speaker C: And it matches your shirt. [00:01:59] Speaker A: Well, that I put on a. Yeah, [00:02:01] Speaker B: that's not a coincidence. [00:02:02] Speaker A: Yeah. So age this in a white pork barrel for six and a half months. And remember when we were down there for the anniversary and I told you I got to taste through a whole bunch of barrels? John. [00:02:15] Speaker B: Boom. [00:02:16] Speaker A: This is it. [00:02:17] Speaker C: Yeah. [00:02:17] Speaker A: So this is Capri, so. Yeah. [00:02:21] Speaker C: All right. [00:02:21] Speaker A: Well, have it on the show. [00:02:22] Speaker B: Sticking with the scene. I've gone Chili Water Brewing company's Santeria. It's a cerveza espar, which is somewhere in Indianapolis. So there you go. Little Mexican beer for you and you. [00:02:40] Speaker A: Water. Is that from the White river, too? [00:02:43] Speaker B: They cleaned it. You're fine. [00:02:45] Speaker C: No, I live in Franklin, which you. [00:02:47] Speaker A: Okay. [00:02:48] Speaker B: Depends on. Oh, hey, [00:02:51] Speaker C: leave that there. [00:02:53] Speaker B: Hey, we. [00:02:53] Speaker C: We'll cheers with Fancy right there, you guys. Yeah. [00:02:58] Speaker B: Cheers to all of you. All right, Libs. Truly, I've been looking forward to this all week. When you agree to come on the show, I'M like, this is gonna be great. I love talking to you. You're. You're one of the more fun people that I get to talk to. [00:03:16] Speaker A: So he's not lying either. The text message, the build up, I thought for sure he was gonna have Caitlin Clark and Reggie Miller on at the same show. [00:03:23] Speaker C: Sorry to disappoint you, bro. [00:03:24] Speaker A: No, you didn't. Because Vegas tonight, so that's too unavailable. How excited that he was. That's what I thought he was going to say next. I was like, this is awesome. So, yeah, I'm glad you're here too, [00:03:34] Speaker B: you know, And I. The way I sold it to Brad was you bring an aspect of real estate that we haven't talked about because you are CEO of essentially 15 branches. [00:03:44] Speaker C: Yes. [00:03:44] Speaker B: But you're also a realtor. [00:03:46] Speaker C: Yes. [00:03:46] Speaker A: You. [00:03:48] Speaker B: We talked about before the show. You've never called yourself a recruiter, but you do recruit agents. [00:03:53] Speaker C: Yes. [00:03:53] Speaker B: And, like, right now, this is actually where I want to start. Right now, real estate kind of blows with interest rates over 7%. And who knows when this is actually going to air. So it's probably still up there, though, right? So how. [00:04:10] Speaker A: Unless you're going to hold it for five years, they're going to be up there for a while. [00:04:13] Speaker C: How. [00:04:14] Speaker B: How do you. I don't know. I. How do you encourage realtors to join at a time when it's not necessarily [00:04:22] Speaker A: great to be a realtor, especially if you're new? [00:04:24] Speaker C: I would say that, yes. Well, yes and no. Because even when, like, when all the laws changed and all. Even the top agents have been doing it forever, we're like, I don't even know what to say anymore. What. What's happening? They change the form every other day. You know what I mean? I literally thought to all these new agents, I was like, you have no idea, other than this way. [00:04:46] Speaker B: That's true. [00:04:46] Speaker C: So the playing field was. Even if you did the things, then you could hang in there with the top dogs, too, buddy. But I will tell you, I. So I don't know if it's because I'm an eternal optimist or what it is. I am. Which is weird. No, it's good. It's a good thing. Right? And I think, you know, when. When you end up with triplets and things like that, you're just like, hey, everything's gonna be fine. [00:05:11] Speaker A: I didn't sign up. [00:05:13] Speaker C: But it's one of those where it's not a matter of. There are good markets that take agents out. [00:05:22] Speaker B: Sure. [00:05:23] Speaker C: So. And in this industry, fellas, the attrition rate, meaning how many people actually make it, is standard, was 80, 21% will not make it even in the best markets with the lowest interest rates. The difference is motivation and resilience. So if you have those two things, which, let's be honest, you can't teach that part right. Those people will grind it out and make it in this market with new agents and even my existing agents. I feel like when things go down, like with COVID and then the shift that we're in all those things, it just becomes be the agent that doesn't see it negative. Because they're going to go and say, oh my gosh, how's the market? Oh, our sales. Because they're reading the headlines. [00:06:10] Speaker B: Sure. [00:06:10] Speaker C: That you're all doom and bloom and awesome. I just made some amazing. I sell on the side occasionally, and I've had three closings in the last week. So it's one of those where the people, when they ask, yeah, it's great. What do you need it for? There are always going to be people who get divorced. There are always going to be people who have babies. There's always going to people. There's always people that need to move. [00:06:39] Speaker B: So there's always raising them. [00:06:41] Speaker A: It's always somebody in transfer. There's always somebody outgrew their house. There's always somebody that says, our neighborhood's gone downhill, and more importantly, gosh, take it there. [00:06:49] Speaker B: Well, I mean, we're talking about the Ds of. [00:06:54] Speaker C: But it's also one of those. [00:06:56] Speaker B: I didn't say it that way, but [00:06:59] Speaker C: it's also one the agents that are talking less about the market and more to their people. They're gonna be fine. [00:07:09] Speaker A: Yeah, I totally agree. I'm. I'm having the third best year in 30 years. [00:07:13] Speaker B: Oh, all right. [00:07:14] Speaker C: Thank you. That's what I'm saying. It's not. [00:07:17] Speaker A: We need to have rates at eight and a half. They need to be eight and a half. And they just stay there for four [00:07:21] Speaker B: or five years trying to get us cancer. [00:07:24] Speaker A: No, it'll. It'll normalize our market. We. We had an unnormalizing situation where people thought, oh, I'm going to buy a house for a hundred thousand, and then it's going to be worth 400,000 in two years. And a hundred people are going to write an offer on it. And I don't care what my realtor says, I should list it. And we'll list it out whenever I want. [00:07:45] Speaker B: Yeah. [00:07:45] Speaker A: And I should have a 3% or [00:07:46] Speaker C: below interest rate, honestly. And I know agents and people in the industry have been around long enough. I've been way to credit. [00:07:55] Speaker A: Yeah, I love it. [00:07:56] Speaker C: And not to sound rude or anything, but it's weeding apple weenies. [00:08:00] Speaker A: I, I, I. This is the best time because all of a sudden, you, you have the thinning of the herd. [00:08:07] Speaker C: And I love, I love my babies. [00:08:10] Speaker B: Real. [00:08:10] Speaker C: All real estate ages are like, I want to be mama bear too. I don't care what company you're at or whatever. Like, we're all in this together. [00:08:20] Speaker A: Everybody's there. [00:08:20] Speaker B: Okay. [00:08:21] Speaker A: Change your tune real quick. [00:08:23] Speaker C: Well, and I probably wouldn't make it because that's how I am, but it's just. What of those where she made me lose track of everything. [00:08:31] Speaker A: I was thinking, you don't want them to fail. [00:08:33] Speaker C: Well, I don't want anybody to fail. But I also think and, and something that I've adopted after I've been in real estate for 10 years and then eight years in leadership, like being counselor, manager, business consultant, all of those things. And helping people succeed in real estate. But it's one where I adjusted my. Here's what it's gonna look like. [00:08:57] Speaker A: Yeah. [00:08:58] Speaker C: Because it's not sunshine and rainbows. A lot of people get into this business because they love hdtp. [00:09:06] Speaker B: Absolutely correct. [00:09:07] Speaker C: Yeah, a lot of people get into this business. [00:09:09] Speaker A: Never thought of that, but you're dead on. [00:09:11] Speaker C: Yeah. A lot of people get into this business because we make it look easy. And they see us post on video, they see us do podcasts. They didn't see me grinding it out in the car in the parking lot. You know what I mean? [00:09:25] Speaker A: Yeah, totally. [00:09:26] Speaker C: And even a lot of my conversations over the last eight years with people who are thinking about real estate is. Well, my agent, like, they made it look, like, easy, and I could do that. And I was like, if your agent made it look easy, they are fantastic because they hid all the crap behind the curtain. Yeah. And this, the market we came from where, you know, it took a sign, not even a sign for real. Took access to the MLS to get that bad boy. So a word out that created that [00:10:01] Speaker A: real estate is easy is what the mentality became. This is so easy. [00:10:05] Speaker C: And it was one where I sat back and then I caught myself. Well, back in my day, we had the blah, blah, blah. And so I saw a generation of agents where, where they're coming into this market. And so I've tried to really push with my group is friends. It's okay. This is where the talent survives. This is where you lean in and you Learn what the market is saying. We focus more on being the economist of choice and being knowledgeable because yay, we're in a skills based market. Because I'm thrilled about it because I can skill. [00:10:40] Speaker A: What year did you start in the business? [00:10:42] Speaker C: 2016. I was 30. [00:10:44] Speaker A: Okay, so you were. You were at the end of the really ugly and the beginning of the normal. [00:10:51] Speaker C: The beginning of the normal and then right into buyer's market, where we were doing. Or seller market. Sorry, where we were doing. [00:10:59] Speaker A: It's called Covid market really well. [00:11:00] Speaker C: And I had to teach other agents of it in 30 years. This is what an escalation clause was because they wouldn't utilize it because they're like, no way. And I was like. And then it became. That's what you did on everything. [00:11:10] Speaker A: 30 years in the business. I'd never seen one until. [00:11:13] Speaker C: That's what I'm saying. And it was. This was right before COVID But I thought it was really cool when I. I like the negotiations. My favorite part sounds like we can do weird stuff and as long as it's a win win, it's going to be great. [00:11:24] Speaker A: Right? [00:11:25] Speaker C: But it's one of those escalation clause [00:11:27] Speaker B: kind of takes the negotiating away. I feel not if you do. [00:11:30] Speaker A: That's not a good escalation clause with a higher number than the other person at a more. Less I'm going to pay a higher appraisal gap. Something I've never seen. [00:11:43] Speaker C: See, and I was. I was team at a point and not actively selling selling, but I was like helping people. And I was like, they're paying how [00:11:51] Speaker B: much out of money? It was the highest one you ever see. [00:11:54] Speaker A: Highest one over list. [00:11:56] Speaker C: There was one because I think I always tried to keep track of the how many offers. The most offers I saw I heard was like there were 50 offers on one house. [00:12:07] Speaker B: House in Fortville. [00:12:08] Speaker A: I know the realtor 88 offers in 48 hours. And they actually took it off the MLS because they didn't want any more offers. [00:12:15] Speaker C: I tell people now that have gotten in in the last like five years where I was like, listen people, this is what it was like. You literally were elbow. No, I say I go. You were fighting people in the driveway to get in, but you couldn't touch anything. And you had a mask on. [00:12:28] Speaker A: I bet written in the last 48 hours. In the whole ENT [00:12:36] Speaker B: stories about people having open houses that start at noon and 11:30, there's literally, you know, a line out the door like wild. [00:12:44] Speaker A: I never had any of those. But in 2016. If you had an open house and a loan officer came, you had two people at the loan at the open house, an officer and a realtor. [00:12:53] Speaker C: That's it. Well, and the other part is, is like during that time we were like, holy crap, this is awful. And now during this time, holy crap, that's awful. But if the ones that say let's get out. [00:13:06] Speaker A: Yeah, but 16, it was getting better. Like 16, like 8 and 9. That was awful. [00:13:13] Speaker C: Try graduating college with a business degree in 2009. My professor said you should probably consider. You should probably go on to graduate school. Oh, that's what my economics. Economics professor said. [00:13:28] Speaker B: Oh. [00:13:28] Speaker A: Because he needed people to enroll. [00:13:31] Speaker C: Woo. Sorry guys. [00:13:33] Speaker A: Well, I, I couldn't even try to graduate from college, so you're way up on me on that one. [00:13:41] Speaker B: You a Franklin College? [00:13:44] Speaker C: No, I was Kelly School business. And then I got my masters from ns. [00:13:53] Speaker B: I used to. [00:13:54] Speaker A: I lived at K. [00:13:57] Speaker B: Wouldn't it be [00:13:58] Speaker C: funny if I said me too? [00:13:59] Speaker A: I didn't go to. I didn't go to college. But I lived in CAI and I, I was you. [00:14:04] Speaker B: No, not I always tell me I [00:14:07] Speaker A: went through iu, Ball State and Purdue. Got to one side, drove all the way through the other side, through each one. It all worked out great. Never made it all the way through Notre Dame though. The Catholics always stop me. [00:14:16] Speaker B: So business school. [00:14:20] Speaker C: Yes. [00:14:22] Speaker B: Why Real estate. [00:14:25] Speaker C: Real estate. So. Well no, that's the thing though, and that's a good point. And why I think I'm so much more authentically myself now than I ever was is because of course, like I. My goal as a kid, like I was like, I don't even know what, but I'm gonna be in like a corner office. I want to have to carry a briefcase in my business suit. Right. Like that corporate Barbie. Libby. [00:14:49] Speaker B: That's all I can say. [00:14:50] Speaker A: The years I saw you at kw, [00:14:52] Speaker B: I don't remember Suit or you wanna know why? [00:14:55] Speaker C: Is because when I first came, became a realtor, they called me Business Suit Libby and said I needed to get rid of that. [00:15:02] Speaker B: Yeah, okay, sorry. Back to your school. [00:15:04] Speaker C: Anyhow, so business school and I chose a marketing major because that at the time when I was doing research, all of The Like Fortune 500 CEOs, the majority of them had some form of marketing degree. Okay. So did that and then I worked at a bank part time as I was finishing school, became assistant manager and then at 24 got an opportunity to work for a registered investment advisor for like $5 million clients and up. So like Woo. I was the Youngest person in the company. You had to wear business suit. [00:15:42] Speaker B: Of course. Business suit Living. [00:15:43] Speaker C: And it was in Carmel. Right. So I was like, they called me south side. [00:15:46] Speaker B: Oh, all right. [00:15:48] Speaker A: So she should just listen to the last show about Southside. [00:15:51] Speaker B: Oh, no. You know I'm Southside too. [00:15:54] Speaker C: I know. So did that. And I was like, oh, my gosh. Like, mom's so proud. Got promoted. Like, did all things, like, yay, Libby. I'm doing exactly what I wanted. Right. Realized at 30, I was getting married. Turning 30, and some things just shifted, and I just felt in my soul, like, oh, my gosh, this can't be it. Like, I can't be the. The corporate drone, obviously, like. And you guys knowing me now, could you picture it? [00:16:25] Speaker B: Not really. [00:16:26] Speaker C: Right. So were you. [00:16:28] Speaker B: That was in karma. Were you living up there? Were you? [00:16:30] Speaker C: No, I have lived in Franklin my entire. [00:16:33] Speaker B: Damn. That is a hall to Carmel on a daily basis. [00:16:36] Speaker C: That's right. [00:16:36] Speaker B: Okay. [00:16:37] Speaker A: A lot of people just hook up their house and drive it up there. [00:16:41] Speaker C: Listen, I grew up in a trailer. [00:16:43] Speaker B: He is not being canceled on the south side. It's happening. [00:16:46] Speaker C: Not if he was one. [00:16:48] Speaker A: I grew up in a trailer. Yeah. I remember watching the sunset, the sunrise through our sliding glass door, that little glass kitchen table. [00:16:56] Speaker C: I remember thinking, double wides were like, those people. [00:16:59] Speaker A: They're rich. [00:17:00] Speaker C: I was really. [00:17:01] Speaker A: Obviously, I was really. [00:17:03] Speaker C: Yeah. But so did that. And then after 30, realized, can't keep doing this. Well, that and dual incomes. I was getting married, y'. All. But I remember my mom was very. Which this is. I talk a lot about, like, people in their relationship with money and how real estate can really adjust your view and see how things work. Right. [00:17:27] Speaker A: Especially if you close one deal a year. [00:17:30] Speaker B: Hopefully it's a really good deal. [00:17:32] Speaker C: Oh, really? But it was one where, like, you did the thing. You did your 9 to 5, you had your 401k, and you got your paycheck every two weeks, and that's that success. Right? So my cousin had been doing real estate for a couple years at that point, and I was like. And obviously, I'm a people person. So I actually was just, like, started my class, and Dick was doing it. And then a couple things happened, and I was like, call my mom. And I was like, this killing me, man. This. This happened. And I was like, I think it's just sorrow. And she said, be done. So I put on my two weeks notice. My mom made me a promise not to tell anybody until after the wedding, because she did. She was just like, what are people? Are Going to lose their minds. What are you thinking? You were the successful. What are you thinking? And so I get into real estate. Actually. I partnered with my cousin to kind of start an independent that he still runs. And he's a fantastic realtor. And I think the world of him and his business, it's just. I realized we were very different. And I'm one that I have to see how 150 people are doing it and decide how I do it, rather than having just, like, one person who I respect immensely, but I just am somebody else. Like, well, I'm. I'm weird. So I need to see. I need to see all the ways. And then I joined Shauna Brooks. [00:19:00] Speaker B: All right. [00:19:00] Speaker C: Shauna's home team. And she's the one that called me Business suit Lydie. [00:19:05] Speaker B: Nice. Nice. [00:19:08] Speaker C: Because she knew me personally because she sold me my house. She goes, that is just not you at all. And my target headshot and my. My Grace. Oh, hell yeah. And is it like a business card? I don't even have a business. Okay, that's all right. [00:19:20] Speaker A: Sometimes I get business cards from agents. And then I go to the closing and I'm like, wow, you send the crypto. Keep it in your. Okay. [00:19:27] Speaker C: So that's when you know you've been in real estate for a minute. Is because our. The market girl, Autumn Jones, goes. Autumn. Hi, Autumn. She finally looked at me and was like, libby, that's ridiculous. It doesn't even look like you. And I was like, okay. So she made me do headshots. She was like, this is embarrassing. [00:19:46] Speaker A: You should be. I picked a cartoon character. It doesn't age. [00:19:51] Speaker C: There you go. [00:19:53] Speaker B: I mean, so you start jacking with the AI Then it does change me [00:19:57] Speaker A: into like a. Yeah. [00:20:01] Speaker B: Not quite that bad. [00:20:02] Speaker A: When it used to give you 10 fingers on one hand, though, and the other give me five fingers. And it gives you no fingers with AI Just didn't do it right. [00:20:11] Speaker B: It's evolved a little. [00:20:12] Speaker C: But yeah. So then was selling loved every second bit. Like, I. I fell in love with real estate, and I love being with people. [00:20:24] Speaker B: Like. [00:20:24] Speaker C: And I kind of early on, which is what I coach a lot of agents on, is figuring out the piece that kind of sets your soul on fire and then leveraging the other off so that you can really nail that. And I've helped agents where they hated the. So they're doing transaction coordination or whatever at high levels. So I liked that it could look any way you need it to. And there's ways to make money. I know somebody that makes as Much money, as probably more than the majority of agents do. Just showing houses. That's all he does. [00:20:56] Speaker B: What? [00:20:57] Speaker C: Yeah. He's written a contract, how to do it, everything. Yes. Yes. [00:21:01] Speaker B: Fascinating. [00:21:02] Speaker C: Very. So it's one of those where I was like, I could do anything I want to as long. But I will tell you back to agents. Not making is doing the boring stuff or the stuff that nobody says, oh, my gosh, look at that post and all that stuff. It is doing that consistently and not stopping that makes you last. That's it. Doing the boring stuff, the fun stuff, the videos, the social medias are a fucking job. They are a job. If you do it consistently, that's the thing. [00:21:31] Speaker A: But if you don't do it consistently, there's no reason to do it. [00:21:35] Speaker C: That's exactly it. But at some point, like, in the beginning, we did it because it was fun. [00:21:39] Speaker B: Yeah. [00:21:40] Speaker C: And then it became one where like, oh, my gosh, I have an actual calendar that tells me I need to have fun and it becomes not fun and a job. And that is the kind of crap that becomes the boring. Oh, my God. But if you keep doing it. Yeah, it works. [00:21:59] Speaker B: I know. On a weekly basis, like, all right, I gotta make a video. Make a video about this week or. [00:22:05] Speaker A: You guys make so many videos. Yeah. [00:22:07] Speaker C: Oh, you're nuts. [00:22:12] Speaker B: There's a lot that I do. [00:22:13] Speaker C: Yeah. But yeah, so I liked it for that reason. And then a couple years in, I had good years. And I think the other part is. Is putting yourself in community with agents. I don't care how you get there, what you do, coming to you guys, like, be around agents. I don't care if they're affiliated or whatever. Like, that's. I've never been about that. Like, I don't care where you're at. Like, we. What's. How you do. [00:22:37] Speaker B: Yeah. [00:22:38] Speaker C: And I send memes back and forth, all kinds of things where it's like, dang. But it's one of those where, like, get a community of people around you. Because if you. I talked to an agent today. I'm having a terrible year this year. Blah, blah, blah. And I'll. And she's like, just retreated. And I have had more conversations with agents where I say, it's not just you, honey, it's all of us. And we're coming together and saying, oh, my God, thank God. And even just commiserating for a half a second because that's all you're allowed to. But then, okay, what are you doing? That works. That's necessary. And if you don't have that. And you're just a lone island. Find some kind of a community. I don't care if it's Facebook group. [00:23:20] Speaker B: So along those lines, yes. One of the things I appreciated about Keller Williams, and you're a huge part of that, is the training that's there and how. The training. Much of the training you all give is specific to what's going on in the real estate world. So, like, right now, you know, you're. I know you're offering trainings and you're having Scott and Rhonda talk about what do you do to help yourself find success in a time when things are slow. It's very topical, and I think that's great for. For ages. [00:23:52] Speaker C: Yeah. And I think, like, our autumn again, our marketing person again, and like, the. The people that plan. Try to plan ahead in this industry and then also get to work with me, who is like, no, throw it away. We got to change it day before punt. Right? [00:24:09] Speaker A: They. [00:24:09] Speaker C: I just told them, I go, I gotta be honest with you guys. You can planning meetings all you want to, but I can assure you I would do it again. And, you know, Rhonda. Rhonda's like, yeah. And all about it, because I tell agents, like, in my role of servicing, you know, 300 agents is I want to be. I want to be tired for a reason. Don't waste my time. I can teach you how to do contracts. We have all that basic stuff. We have all that. But for the big stuff, like, what is happening right now that's keeping you up at night? What is it? And with this shift and stuff, I talk to a lot of agents, but, yeah, kind of a counselor, too. And I'm talking to myself, to them, you know, but it's one of those where it has. Immediately I'm like, oh, my gosh, they need to figure out how to handle price reductions because they're epically high right now. They've never had to have those conversations or have, but not in five, six years. They need to be able to navigate these different things. And what I have been realizing and what I've kind of pivoted some of our stuff with the team and I'm asking we could do is create more opportunities for them to talk to each other. Like, create a space where agents can come in and say, I just need to let this out. I need feedback, whatever. And they're like, oh, even just knowing they're not alone and not only worried is a big deal. So we've moved to, obviously, the market update, because agency not understand what these graphs. Because you, you know, Gary Keller post these. Well, here. Gary Keller posts these, like the graphs like unemployment and all the rates and all these things. But you can look at those all day long. So you need to understand what that means. So, like, I remember last. A couple weeks ago, I hail married it. And I was like, we're gonna talk about these and I'm gonna tell you. And then my goal is for you to be able to leave that room and be able to do a video or call your client or whatever that is and tell them what's actually happening and what this looks like of what it means to them, rather than unemployment's down row or whatever that is. You know what I mean? So we do a lot of pivoting, and right now it is honestly kind of just inter myth busting the headlines. [00:26:33] Speaker B: Oh, yeah, that's really good. [00:26:34] Speaker C: Honest. A lot of it is, oh, well, the headlines are saying this. Shut up. Here's what it actually means. And this is what your client needs to hear. You have to be louder to your people that you care about than the headlines that everything is falling apart and dead. [00:26:49] Speaker A: I totally agree. I got. I gotta pivot because she. [00:26:53] Speaker C: I'm entirely too passionate, too. I need to calm down. [00:26:56] Speaker A: Pivot. We're gonna pivot because she said she. She didn't want to drink tequila. And I said, well, you probably should try at least a bottle that no one will ever get to buy. [00:27:06] Speaker C: Actually, he told me, you probably should because it might make you better. And I said, listen, Brad, I'm trying [00:27:12] Speaker A: to be humble when people say to me, you know, oh, I'm good. Well, why not be great? And tequila might make you great. [00:27:21] Speaker C: I'm having a lot. If any of my college friends see this or anything like that. [00:27:25] Speaker B: Hello to all of you. [00:27:27] Speaker A: Okay, so this is. [00:27:27] Speaker C: Tell him. It's. [00:27:28] Speaker A: This is so different than college, because the college tequila you drank was probably a mixed dough. Uh, it was probably a very, very poorly made, very bad tequila. And tequila in Mexico, people sip it. And here we like to shoot it. [00:27:43] Speaker C: Yeah. [00:27:44] Speaker A: Because we don't know how to handle this horrible taste that's going to go in our mouth. [00:27:47] Speaker C: Yes. [00:27:47] Speaker A: And then I also, I tossed out there that, you know, this is a bottle that was made for breast cake [00:27:53] Speaker C: and it's hot pink. And he said that. And I said, get it down [00:27:57] Speaker A: this. Actually, all of the profits to this bottle actually went to do tests for women in Mexico. [00:28:04] Speaker B: Here we go. [00:28:05] Speaker A: For people that needed to have their mammograms and testing. So Money went for that also went to support women who have breast cancer to help them as well. And so Sarah Lamas and the five women that created this blend, all of them had been affected by breast cancer in some way. And Sarah had lost her mother to breast cancer. So that's why they decided as well. [00:28:29] Speaker C: Okay. It's worth it. [00:28:32] Speaker A: So I didn't let you go alone because this is one of my favorites, so. [00:28:34] Speaker C: Oh, is it? [00:28:35] Speaker B: Yeah. [00:28:35] Speaker C: Okay. Well that's good to know too. That's true. [00:28:39] Speaker A: So really great tequila age in a barrel. A rose apparel and also in an American oak barrel. [00:28:48] Speaker C: Okay. [00:28:48] Speaker A: That didn't taste like no tequila that [00:28:50] Speaker C: you way different than the first shot I took on my 21st birthday, I'll tell you that. [00:28:54] Speaker B: I bet. [00:28:55] Speaker C: No, that isn't bad at all. [00:28:56] Speaker A: Yeah. Take a little sip of it. The smell, the nose, all the smells that are in there. So. [00:29:03] Speaker C: Wow. [00:29:04] Speaker B: Corners of the glass at different smells. I learned that. Oh yeah. [00:29:06] Speaker A: Like if you smell down here, it smells like one thing. But then if you smell up here at the top, you go over the top of the glass, it'll smell different. And then if you smell across shit, [00:29:17] Speaker B: you're going to learn today. [00:29:18] Speaker A: Libs smell across the glass. There's even more smells. Lots of minerality, some citrus. [00:29:23] Speaker C: Who are you? [00:29:24] Speaker B: He's actually a sommelier. How many did you say are in the. [00:29:27] Speaker A: 28. [00:29:27] Speaker C: 20 in the tequila sommelier. [00:29:29] Speaker B: 28 in the world. He's one of them. [00:29:32] Speaker A: A level three ita tequila. So telling you, man, would I like something. Add is my superpower. [00:29:40] Speaker C: Is it? Yeah. [00:29:41] Speaker B: Yeah. [00:29:41] Speaker A: Like if he's going to teach me about an algebraic. [00:29:47] Speaker B: Close algebraic equation. [00:29:49] Speaker A: Equation. I'm. I'm checking. [00:29:51] Speaker B: Yeah. [00:29:52] Speaker A: Like I'm. I'm probably thinking about movies. But then. [00:29:55] Speaker B: Well, I mean so am I. But still talking math. [00:29:58] Speaker A: But I can't. I gotta think about the thing that I'm excited about. [00:30:00] Speaker B: So when I go to again move on his calculator. [00:30:06] Speaker A: I could do it on my. On my Casio watch force too. But. But when I take some because I have add, I can ultra focus and learn things that I would never be able to be taught if I wasn't interested in. So one. One reason why I learned all the economics things in the mortgage business and had the ability to put all that in my brain. Because I like this. To hear things, the same thing. It just. It sits weirdly in my brain. [00:30:34] Speaker C: Honestly, that's kind of my realistic thing for me because people will ask me something and then I'll get all like animated and then you guys ask me to come on, and I'm like, I just have to be. Because, like, not here, baby. I get so jazzed and crazy and passionate. [00:30:50] Speaker A: See, somebody could have given me a pill for ADD and I might just be a normal accountant somewhere in the rut of his day. Never excited about. That's sad, isn't it? But they did. [00:31:03] Speaker C: I could have just been sitting there, right? [00:31:07] Speaker B: Exactly. [00:31:08] Speaker A: Yeah. But, you know, you. I was listening to everything you were saying, and I always make a joke. There's two people that like to get awards. They're actors and realtors. [00:31:21] Speaker C: Yeah. [00:31:21] Speaker A: She's mc that show. This award goes to the person who parked their blue car in the first parking spot every day. [00:31:27] Speaker C: Yeah. [00:31:28] Speaker A: Didn't sell a house, but he got that purchase. But mortgage people, we don't get awards. Like, and we're islands. [00:31:34] Speaker B: You're paying for the awards. [00:31:36] Speaker A: We do. We pay for the awards. [00:31:37] Speaker B: Exactly. [00:31:37] Speaker C: You get plenty of money. [00:31:39] Speaker A: So I have to sit in this cubicle in my house, and I don't have, like, I don't talk to the loan officers like that. And I don't have this community of people to go market soaps, [00:31:53] Speaker C: buddy. [00:31:54] Speaker A: But on the same note, I don't care. Like, I don't care if you're going to be successful in anything in real estate. [00:32:01] Speaker C: Really. [00:32:01] Speaker A: It's in anything. 1. One thing we've learned on our show, if you're going to be successful, you. You can't care. You just have to do what you have to do every day at the best level, that you can do it at all times. [00:32:14] Speaker C: That. Honestly, like, obviously, comparison is the thief of joy, but real estate agents want [00:32:19] Speaker B: to have something here. [00:32:21] Speaker A: Flash that. [00:32:24] Speaker C: But it's one of those where the other thing I talk to agents about is, well, I don't do it that way. Or this is. I have agents. This is the only way you can do it. You're never going to make it. Whatever. And then that's in those people's heads. [00:32:36] Speaker B: Yeah. [00:32:36] Speaker C: So the first thing I always tell people, I was like, don't you listen to it? Damn. Or anybody tells you that the way that you're going to have to make that work for you is not going to work. [00:32:44] Speaker A: Right. [00:32:44] Speaker C: Because it's going to look 150 different ways and every way is right. If it works for you. [00:32:48] Speaker A: Yeah. And that person that says that, that may work for them, and they just do it really, really well. Like, I'm a. I'm a phone guy. [00:32:57] Speaker C: Yes. [00:32:57] Speaker A: I'm not doing. I don't do any videos? [00:33:01] Speaker C: No. No. [00:33:01] Speaker B: You know what I'm saying? You know, some people doorknock, some people, you know, write letters, some people make videos, some people make phone calls. [00:33:08] Speaker A: Yeah. [00:33:11] Speaker C: When I sold. And like, people are shocked. I hated cold calling. I did two open houses every weekend because I just want to meet people and talk to them in person. [00:33:19] Speaker A: My favorite thing in sales from my very first. [00:33:24] Speaker B: Yeah. [00:33:24] Speaker C: There are weirdos in that brand and I know plenty of them. [00:33:28] Speaker A: I always thought every cold call is a dollar. I'm gonna make a dollar every time I make a cold call. So I'm gonna make a hundred calls today. So that's a hundred dollars. And somewhere in there there's a thousand dollar hit. [00:33:40] Speaker C: So I remember because I do like to talk people. You can put me in a room of 300 people and you can get up, talk and do whatever. It doesn't bother me. I don't have a plan. Like when I said, yes, I'll come on your podcast. What's the plan? [00:33:53] Speaker A: We don't have a plan. [00:33:53] Speaker B: Winging it, baby. [00:33:55] Speaker A: Do you have that? Because I don't really care what they think mentality when you get up there to talk? [00:34:00] Speaker C: Yeah. And yes, because honestly, like, I, I put my crazy on the front porch. Okay. [00:34:06] Speaker A: It's the best place to put it. [00:34:07] Speaker B: It is. [00:34:08] Speaker C: I'm like, you get all of me and if you don't like it, that's okay. I'm not every brand or flavor and I don't care. [00:34:13] Speaker A: Right. [00:34:13] Speaker C: And in real estate, that's what you have to do too. Because if you find your tribe, you're going to have more fun working. [00:34:22] Speaker B: Yeah. [00:34:22] Speaker C: And like I was saying, you're not, you're not a successful agent. So you have to find your first client. Right. Because no dollars worth buying. [00:34:30] Speaker A: Never a great loan officer. You fired a couple of realtors. It is so true. [00:34:37] Speaker C: But yeah, everybody's flavor is different and there's something out there for everybody. [00:34:42] Speaker B: You know, it's funny, you, you said you can get up in front of 300 people. You know, you're good. Like, I'm very much like that. [00:34:48] Speaker C: Yeah. [00:34:48] Speaker B: But I will say my mentality is I would like them to leave with value. Don't really care whether they like me. Don't really care how much of an ass I look like outstage. It's all good. We're having a good time. But my goal is ideally to bring some sort of value to what they're sitting there to listen to. I'm sure you're like that too. That is exactly but you know how it happens. [00:35:10] Speaker C: That's the thing. And then if it's because I look dumb while I said the thing, because I am very passionate. So when I talk like, I'm all animated anyway. Yeah. You know that. And so it's one of those where they're like, wow, I got that. And I was like, they just heard that differently. [00:35:24] Speaker B: Yes. And you. You make it memorable. [00:35:27] Speaker C: Yeah. [00:35:27] Speaker B: For somebody. [00:35:28] Speaker C: Yes. Yes. [00:35:29] Speaker A: So I guess I don't think about it that way, because if you got up to talk in front of somebody and you're going to share what you know, there's no way. It's not going to be valuable. And I feel that way about if you have me come and talk, you know, about a mortgage, something. I'm not thinking, gosh, I got to leave them with something valuable. I already know. Maybe that's a cocky. But I know I'm going to leave them with something valuable. It's whether they take it or not. It's up to them. And, you know, there's a lot of people that go, I don't, I don't. I don't know what they'll think about me. And I always go, they're not going to. No, they're thinking about what you thought of them. [00:36:10] Speaker C: Well, and the other parts of that is like a. On that break, on that note, I've been lecturing people lately. That's fun. Because everybody has an opinion. Well, you know, I didn't get very much from that. And I said, I get something from everything I do. And I go to. Or I talk to. Because I go in there saying, I'm going to take something away from this. [00:36:31] Speaker A: Yeah. Why did you choose not to get something? [00:36:33] Speaker C: Well, and I just, I told. It was a group of them. I said, you can walk into that room and walk in like, okay, pour into me and say, okay, perform monkey. And if it doesn't hit you that way, it's because you weren't open to doing it. I go in and I'm like, all right, I'm going to focus. And I need this, this, and this. And something I guarantee is going to affect me in some way or move me. [00:36:56] Speaker A: Yeah. [00:36:57] Speaker C: So I judge people the other way, too. Like, if you walk in expecting somebody just to find whatever your soul tie is, good luck. [00:37:07] Speaker A: Yeah. It's the way opportunity meets what somebody's telling you, too. Right. You may hear us. I. I read one book every year. They can Grow Rich. I read it every year, and I read how to Win Friends and Influence People every year. I'VE done that for 20 plus years. And they get into every year. This year I did it more, just finished much later in the year, and I still picked up something new every time. Right. So it's the same. You go in there with. You get what you need when you hear it, and it may be the fifth or sixth time you've heard it, but if you're not open to get anything, then you're going to leave with nothing. [00:37:40] Speaker C: Thank you. Yes. You are responsible for the outcome just as much as whatever. Whoever's teaching or whatever. [00:37:46] Speaker B: Yeah, yeah. [00:37:48] Speaker C: And that, that's a pet to get to because so many people are like, wow. They get to see. I don't know. Don't get me going. [00:37:56] Speaker A: Okay, so I, I have a Keller Williams question because I've dealt with a lot of different real estate companies. [00:38:00] Speaker C: Yeah. [00:38:01] Speaker A: Lots of. [00:38:02] Speaker B: Like before Keller Williams, he's interested in [00:38:05] Speaker C: how he can join. [00:38:06] Speaker A: No, no, no, no. I want to know if somebody goes to every meeting, how the hell they sell any real estate. You guys have a lot of meetings. [00:38:17] Speaker B: Yes. [00:38:17] Speaker C: Thank you. And you know that. [00:38:19] Speaker B: Yep. [00:38:20] Speaker A: I was like, if I come to all of the meetings, I can't close any of your loans. [00:38:26] Speaker C: So that's kind of the blessing and the curse. Right. Is that we have adjusted our models. And this is not Keller Williams International. This is our franchise. [00:38:38] Speaker A: Sure, sure. [00:38:39] Speaker C: So the caramel one's different, These ones different. Whatever. We have adjusted our models so that we now can be the best option for whatever level. Right. Because in response to all the. The newer brokerages or frankly, the way agents want to do business is totally different since I got in, honestly. [00:38:59] Speaker A: Yeah. [00:38:59] Speaker C: So it's one of those where we, we sat out, we just figured out, okay, what do they want? And it's very agent centric. That being said, we now have a model for every type of agent. Now we need to make sure our support is there for every type of agent. So when an agent comes in, a brand new agent, I say, all right, I need to go. Yeah, I need you to calm down already. And we do. We're straight up with them. We even put in a second, like, orientation kind of thing where it's like, we know that's. We're just here. [00:39:35] Speaker B: We just fed you with that firepower. [00:39:37] Speaker A: Right. [00:39:37] Speaker C: But I tell them, I was like, put your earmuffs on. Just focus on this list. [00:39:42] Speaker A: Right. [00:39:43] Speaker C: And the biggest problem for new agents is they get so focused on the trainings or the. My website needs to be perfect. My Facebook needs to have this. I need to make this beautiful announcement. Did you talk to anybody about something? Have a dang conversation? [00:40:04] Speaker A: Take a dump on a front porch. At least you're doing something. [00:40:09] Speaker C: It's not either or. [00:40:11] Speaker A: Real quick. [00:40:12] Speaker C: It's not either or. It's both are important. You know, I love a good website. I'm not saying that, but what I'm saying is all the things they're getting ready to get ready to get ready, and then they find out, well, I don't have any business. Well, no. [00:40:25] Speaker B: I've been doing this a month. But you ain't doing nothing, right. [00:40:28] Speaker A: Not doing real estate. [00:40:29] Speaker B: Yes. [00:40:29] Speaker C: They don't have conversations. So a lot of. I got off on a tangent for new agents, but all of it's important. So for all the agents I sit down and I like. I think that's why I refuse to call myself a recruiter, because a. [00:40:44] Speaker A: Why did I call you? [00:40:46] Speaker B: But you don't have to call. [00:40:47] Speaker C: I was offended. [00:40:48] Speaker A: Yeah. I did not use that as a bad. [00:40:50] Speaker C: Yeah, you were. [00:40:51] Speaker B: I did. [00:40:52] Speaker A: When I, When I used to hire recruit loan officers to come over to my company, I literally put on my recruiter hat and I was out there bringing in guys. [00:41:00] Speaker B: Is it a big hat like this? [00:41:01] Speaker A: No, no. It says recruiter. No, no, I didn't, I didn't wear hat. I just called people the phone. [00:41:08] Speaker C: Oh, that's the part of hate calling [00:41:11] Speaker A: people on the phone. [00:41:11] Speaker B: No. [00:41:12] Speaker C: Like just being like hitting it or whatever. No, honestly, it's one of those where I'm not. I don't think that one company is the answer for every person. I don't even agree that one company is the best answer for someone forever. With the Keller Williams and the, the different. All the value pieces of the classes or whatever, you can pick which one you need right then if wealth is your. Your. You don't want to close one more damn house, but you want to build wealth. So the last house you sell is wants check your cash. There's this bad. But we have to have all of them because every level of agent, every type of agent, and they're going to change. [00:41:54] Speaker A: Yeah. [00:41:54] Speaker C: So that's why I do not recommend going to all of them. But on that flip side is I, I always want to. I, I tell agents this too. I was like, I'm gonna smack you around. Tell me, talk to me. Come use me. Because, yes, I bring new agents in, but I get the most joy as a. Been doing this role for eight years. And as a recruiter, I am not gone like that. [00:42:21] Speaker A: Right. [00:42:22] Speaker C: Like everybody else right now. Thank you. Right I. Exactly. And tell me retire. That's the new line. [00:42:31] Speaker A: That's my line. [00:42:32] Speaker C: I just. [00:42:33] Speaker A: Sorry. I retired. [00:42:34] Speaker C: If I get that line from people right now, it's going to be your fault. But it's one of those really. I've decided we are going to create raving fans of our agents so that they go and they tell somebody about it or someone says, oh my gosh, how is it you gotta talk to Olivia? And that's why I wrote. And then from there I do a complete business analysis. Because if you come and sit down with me, I'm gonna hit you harder. If you come and sit down with me, you're at least gonna walk away with some form of business. Something that's gonna make your business better for free. I should say. [00:43:11] Speaker A: I think Keller Williams has taken over a spot like back in the day, pre 2008. Like if you were coming to me like, I want to be a brand new real estate agent, where should I go? And I since 21, they have just absolutely the best. Yes, that was pre 2008. [00:43:25] Speaker B: Today they were on TV with a gold job. [00:43:27] Speaker A: Well, you know the other one that did a good job back then was Carpenter. Yes, those were the two where I'm brand new, I don't know anything about real estate. I think I could do this. And they spot you how to do real estate. I don't, I don't feel that they still carry that weight like they used to. But Keller Williams has definitely fit that mold of you can be a successful agent and want to make a move to a different system and you can go there, but if you're brand new and you have no idea what to do, that's where you're going to go. [00:43:55] Speaker B: I will say that's why I started at Keller Riggs, because coming from the education world, I knew what KW offered in terms of training, availability of people. And I was, you know, I knew there were a lot of agents there. Yeah, I was geared towards joining the team and the team had their own, you know, concepts as well. But. And this is not unusual for people to say about real estate right now as Keller Williams is a place to go if you want to learn how to be a realtor. Because there's so much that you all offer and it's great for newbies, you know. [00:44:28] Speaker C: And the thing is. And when I've two things, I'm gonna forget the second one. It's really good too. I hate that about. [00:44:36] Speaker A: Say it first. [00:44:37] Speaker C: Okay, now I forgot about my favorite point. Shut up. My favorite thing is so Keller Williams is in the hall of fame for top training companies across industries. Right? Yay, Rob. But the difference is that now every company has that. We were one of the top tech companies a little bit. Not everybody has that. So as soon as you're known for something, the others come. Because especially like, we've been in the number one worldwide and the three categories, whatever number one, they come for you. Right. [00:45:14] Speaker A: Well, I heard Zillow bought you. [00:45:15] Speaker C: Everybody, Please don't start with probably the [00:45:24] Speaker A: second greatest rumor I've heard all year. [00:45:26] Speaker C: Oh, my God, the me. Or there was one where Gary Keller died. [00:45:29] Speaker A: Did you see that? He probably did after he seen Zillow bottom. [00:45:35] Speaker C: The rumor that happened. It blows my mind. But. So what the heck was I saying? [00:45:41] Speaker A: Brad, that was such a good one. I could have. Hold it in. Okay, I have a question for you. Brand new agent and they're struggling with. Okay, hit it. Go. Okay, go. [00:45:52] Speaker C: Oh. Anyways, so now the difference is, is now all those companies, and there's so many new people in the field, and then you also throw in there that it's Indiana and all it takes is three years holding your license and you can be an independent. [00:46:08] Speaker A: Right. [00:46:09] Speaker C: So now we have 95 independents. You have all the usual suspects. You have some new suspects that do it this way. Right. Every single person has education. Every single brokerage has training. Every single person. Brokerage has technology. [00:46:24] Speaker A: Not at your level. [00:46:25] Speaker C: Well, no. However, it's one of those where agents have a couple things. And this is. I actually just shot a video only for my internal agents. [00:46:36] Speaker B: Great. [00:46:37] Speaker C: Around this. But everybody has these things. So the defining factor and what I think makes my office or my leadership team different. Like A. There's 14 of us. When you were, like, when I started, there were probably four of us on the leadership team. And then we've had to grow out of need. Because my only job and my team's only job is to make sure our agents are happy. Happy, but service and have what they need. Like, I've made a joke where, like, if they need to do cartwheels down the hall, I'll get one of them to do it. And I had an agent call me on it, and Becky Bluff shot a video doing a cartwheel. [00:47:14] Speaker B: Oh, my goodness. [00:47:15] Speaker C: Yeah, so but it's one of those where that's your differentiator. Every brokerage needs a differentiator. And whenever that appeals to that agent, that's what you go for, because you can get everything else. They'll say you can. The other key is I tell agents when they joined Keller Williams, I was like, listen, you don't know what you don't know you're going to get in wanting to do this and you think it's great. Just make sure you never sign a term contract because you're an independent contractor and when you need to move for whatever reason, you've got to be able to do it. If you know better, do better, whatever that means. That being said is what I why I am in the role that I'm in and stay with Keller Williams is because these days that can look any different which way. And as long as it's a win win for both parties, you can cater it because I will sit down and go over it with you. Does that make sense? Like my team members, like everybody can consult you. So my message to my team or my, my agents was I understand that there's a talking head like me at every company and they love you and they're the best and that's fantastic. The problem is is who is like with the education and training or technology is walking alongside you to learn it because everybody's got it. Yeah, just pick your the lesser of the evil and who's gonna walk beside you? The other is I will sit down with you at every part of your business, I anybody on my team and we will dig in. Like I had a conversation today and it was hilarious. It was a top agent when she came to us and as I've done all these things and I said, oh, been waiting for you to call. And she was like, you probably have because she's ready for live, but she's gotten to a point and I was like, oh, thank God I'm known for a minute, you know what I mean? And she was like, really? And I go, oh honey, yes, here's what I'm thinking. And we just went there and I asked questions to find out exactly what's happening inside of them because I think it's only them. There's something wrong with them. No, honey, you've hit this level because of your sheer grind and hustle. Right now we have to pause and not pause. You keep going. I have places where we can put in leverage so you can have a life if you want. And so it's one of those where now they come back to me and my team where they don't need necessarily training, but they need a business consultant, they need a coach. That's why I won't call myself a recruiter because that's what I do when I recruit is I do a needs and Outs, where are you at in your business? What's your gap? Whatever. And then I help a prescription. If that prescription. And I say, well, I have this, this and this and that's great. And that works for you. If not now, you know what you [00:50:09] Speaker B: need to go find awesome brand new agent. [00:50:12] Speaker A: Okay. Think about just getting into real estate. [00:50:15] Speaker B: Remembered your question. [00:50:16] Speaker A: So keep hitting me if I need to start doing that on the way. Start. We're gonna fight. Oh, brand new agent. I have the opportunity to join an existing team or just be an agent and start my own way, which is my better route. [00:50:32] Speaker C: This is one of my favorites because [00:50:35] Speaker A: I didn't know that. I just put the question. [00:50:37] Speaker C: No. And I, I, when I talk to agents, I tell them every which way is right. What I ask can all be like. It can though. [00:50:45] Speaker A: Okay. Sorry. [00:50:46] Speaker C: Because what I ask is I started on a team and I had so many people say, oh my gosh, Libby, you sold as much. I'll just go do it on your own. But I that specific team, I got different value pieces that made me be able to do it in a way that I loved. And I got just as much value from those value pieces that was worth my split in my commission. Right. So what I ask of everybody is start in a training coaching program because you have no idea how you want to do this business. And I prefer matchmaking when it comes to teams. So I work with the team owners to help them recruit to their team. Right. But I asked for like a missing person report. [00:51:31] Speaker A: I do. That's great. [00:51:33] Speaker C: Yeah. So I know exactly what you're looking for because there's nothing less fun about my job than counseling through the separation of a team because they think it's the end of the world. They're going to have to leave the brokerage and it's going to be horrible when we all know darn well you'll be that. It's not like that. Well, and that's the thing is like if you look like Scott's team, right. Which is no longer but has merged, but all of us have been on his team. We've that have all like been in leadership or built their own teams or [00:52:09] Speaker A: whatever, [00:52:13] Speaker B: that's the meetings they had. Just kidding. [00:52:17] Speaker C: But it's one of those where like it doesn't matter. Like in real estate, I feel like not all own team owners or agents or anything. But it's a process. [00:52:26] Speaker A: Yeah. [00:52:27] Speaker C: We've all started somewhere and moved somewhere else and it's just a process of you evolving. Now for brand new agents, I say get started in training. You can join a team immediately, but work with whoever your broker leadership is or a mentor or something and understand that you are interviewing them as much as you're in. They're interviewing you because money is only an issue in the absence of value. I never questioned a 5050 split with my team. Other people, it's one where. And at that point, I wasn't. But if I would have changed how I did business and I needed different pieces of value, it would have been a problem because I needed to go find it elsewhere. It's all right if you start by yourself. Make sure you have the mentorship or the coaching or you're not alone on the team. Lean all into it, but don't stop exploring every other one. Yeah, but I always offer, like, I will counsel you. I. I have interview questions to ask the team and I help you assess. [00:53:31] Speaker B: You know, how real estate has changed since you started in 2016. One of the value pieces you probably got back in the day working with Shawna was being in the office on a regular basis, probably surrounded by other agents who are all making phone calls, having conversations. And that is where, when I started, which was 2020, we weren't. Well, like I said, can't say we weren't allowed to come to the office, but it was more acceptable for people to not come to the office. [00:54:04] Speaker C: Because you all exposed me to Covid. [00:54:06] Speaker B: Correct. Though I was one. I was one who still showed up several days a week. Because for me, you know, coming from the teaching world, you go somewhere to do your job. [00:54:20] Speaker C: And I remember you were like a lone man in there. [00:54:23] Speaker B: And I appreciated those who were around me. [00:54:26] Speaker C: Yeah. [00:54:26] Speaker B: You know, Joel and Stacy and Scott, to a certain extent. Yeah. [00:54:31] Speaker A: Oh, yeah. Cruise. [00:54:32] Speaker B: Correct. You know, Bobby LeMay would be there, and occasionally Dave, occasionally Suzanne, Richard, you know, I sponged off of them hearing their conversations. Now, I bet that's not the case now. And now I. I'm completely in a different location. We don't even have an office. So I. I work by myself. [00:54:55] Speaker C: Yeah. [00:54:56] Speaker B: And one of the reasons I wanted to be the guy who came to the office was because I knew I could not be successful at home because I'm very easily distracted by things. And I mean, I would have taken naps, I would have watch tv, I would have folded the laundry, all that. And never been successful. [00:55:14] Speaker C: Never. [00:55:15] Speaker B: And then when I left KW and went with Sean and was on my own, I knew how to be a successful realtor. So I knew what I had to do in order to make that Work. [00:55:25] Speaker C: Yes. [00:55:26] Speaker B: Nowadays with new realtors especially, it's probably a challenge. And I don't know, do you encourage [00:55:33] Speaker C: them to come into the office? Okay, so this is one of those where I think every. At every brokerage, every leader or whatever, that is the biggest conversation we're all having. Because engagement went down because people realized I don't need to come in there [00:55:50] Speaker A: for the first time. [00:55:51] Speaker C: Yeah. [00:55:52] Speaker A: Real estate is the worst investment for a real estate company because sits at the desks. [00:55:56] Speaker B: Yeah. Well. [00:55:57] Speaker C: And you'll see a lot of people have changed how they. Or whatever. But I will say in the last year or so, because when. When Covid hit and we came back, we still. And this was kind of like it's the hill that I'll probably die on is we have to provide it in every way. There's some people that don't want to come in the office. There are some people that. I mean, I have agents in Greensburg. [00:56:22] Speaker B: They're not coming for Greensburg. No. [00:56:24] Speaker C: So it's one of those where we have to accommodate all. Some people need that in person. I do. I was in the office every day. I got so much out of it, even when I didn't have to be, because I would be doing laundry. [00:56:39] Speaker B: Yeah. [00:56:39] Speaker A: I'm the opposite. Covid was my favorite. [00:56:42] Speaker C: Well, as I've. [00:56:43] Speaker A: In fact, I kind of wish. I kind of wish it would start over for a couple of months, maybe a year. [00:56:49] Speaker C: Like, somebody could take care of my kids. [00:56:52] Speaker A: I gotcha. [00:56:53] Speaker B: Yeah. [00:56:53] Speaker A: Yeah. [00:56:53] Speaker C: I will not. [00:56:54] Speaker A: I don't. [00:56:55] Speaker C: I won't wear a mask online school [00:56:56] Speaker A: on the next one. I'm not wearing a mask either, anyways. [00:57:01] Speaker C: But no. So every way has to be done in person, online. And we record. Because I learned. We learned in Covid, too, that when you got to go show that house and beat out the 50 offers, your house better go now. [00:57:13] Speaker A: Yeah. [00:57:13] Speaker B: Yeah. For real. So I still have that mentality. [00:57:16] Speaker C: Right. And you don't need to sit this class. [00:57:18] Speaker B: Go. [00:57:19] Speaker A: It's. [00:57:20] Speaker C: So we record everything, too now. I feel like we've been doing that so long, and then the market is the way it is. That. And like I said, when people retreat and they don't have other people around them to talk about it, and they're not as resilient as maybe you people need people. [00:57:38] Speaker A: I just don't care. [00:57:39] Speaker C: You don't care. Which. That's an awesome value. [00:57:41] Speaker B: You know what's. [00:57:42] Speaker A: Way back in the day, we would teach mortgage people to go call real estate officers. You went to the real estate office? [00:57:47] Speaker C: Yes. [00:57:47] Speaker A: I mean, you go every day. Real estate office. You know what I always said, the successful realtors aren't in the office. They're selling hepses, they're showing homes Remington, they're enlisting. I don't need to take donuts at a rate sheet to the office of [00:58:04] Speaker B: people who aren't doing the business. [00:58:06] Speaker A: Right. [00:58:06] Speaker C: And frankly, in the afternoon, nobody should be in. [00:58:09] Speaker A: Nobody should. They should be doing real estate. [00:58:12] Speaker C: Yeah. [00:58:13] Speaker B: Yeah. [00:58:13] Speaker A: So I, I, I've never built my business that way. I always called the realtor. Like where? Yeah, I mean, I still, I call you Monday. Monday mornings to realtors. I call on Mondays. [00:58:24] Speaker C: Well, and it's one of the movies. Monday's better, Monday's good. But it's one of those where I will say we've adjusted where not everything like some of you, like, oh, we get in trouble if we don't meet at the sales meeting at this day. It's not like that. [00:58:38] Speaker A: Yeah. [00:58:39] Speaker C: It's one of those where we try to hit really value hard important things in that day and that training instead of like just more usual basic stuff. Because they're going to come once a month. We're going to have lunch and that room is going to be packed because people have missed. Well, people. [00:58:56] Speaker A: Yeah. [00:58:57] Speaker C: So I feel like right now more than ever people are coming back around. And I try to make a point also. It's my problem in life is like after those meetings, like I clear out my time because people linger. Because people. [00:59:14] Speaker B: Yeah. Yeah. So it's people just like being around. [00:59:18] Speaker C: Like that's my percent. [00:59:19] Speaker B: Yeah. And you can't shut up. Okay. [00:59:23] Speaker A: I have one more question. [00:59:24] Speaker B: I have one as well. Go ahead. Mine will be a longer answer. I'm 100 sure. So you start, I'll end. [00:59:32] Speaker A: So how do you think AI is going to affect and change the way we do real estate? Because I know in five years I'm 100% replaced. You will not call a loan officer. It's going to be way too easy not to. So how is that going to affect. She just pushes it all. The chat where realtors are going to be and how real estate is going to be performed if we continue the same amount of growth in AI that we currently are. So I got one thing to say. [01:00:03] Speaker C: Yeah. [01:00:03] Speaker A: I just seen a report. There's a school in California where there are no teachers. It's all being taught by. [01:00:08] Speaker B: It was 100% stupid. [01:00:09] Speaker A: It is so super stupid. Only because you're a teacher. You don't. [01:00:14] Speaker C: No, no, no, no, no. [01:00:16] Speaker B: There's More to teaching than just giving the information. [01:00:18] Speaker A: No, I understand. [01:00:19] Speaker B: Like discipline is a thing. [01:00:21] Speaker A: No, it's not. [01:00:21] Speaker C: Oh yes it is. [01:00:22] Speaker A: You don't discipline anybody. [01:00:24] Speaker B: To today discipline is a still a thing regardless to what level. But you cannot have an AI teaching a class when the kids are just jacking around, they're doing it nothing. [01:00:33] Speaker C: Well and frankly it's one of those where if that's true and that a computer can do it or someone. Why do people with better personalities make it further. [01:00:45] Speaker A: But yeah, I agree. But the reason I say that is if, if you're 14 today and now you're 24 and you're going to buy a house and your father says we need to call a realtor, you need to call a mortgage maker. [01:00:57] Speaker C: Yeah. [01:00:58] Speaker A: And they go wait a minute, I ordered my car, I got my insurance, my boot shows up. All the people I talk to are in video games and they have been since I was 14 years old. I got a call. [01:01:11] Speaker B: I've never stepped in a bank. [01:01:13] Speaker A: 20 year olds right now go to Rocket Mortgage and never ever, ever talk to a human until they go to closing that the realtors involved. [01:01:20] Speaker C: Well and I did it this weekend and I, I obviously have all kinds of connections with you guys but I wanted to make sure I knew the questions to ask because so like investment property DSCR limits all the things, well, is this a good buy? Whatever, like just playing market. And I got all that information but I also know that you know all the extra ins and outs and finagle things because I also value that not everything fits in a box. And you don't. [01:01:54] Speaker B: You know what I mean? I agree. [01:01:55] Speaker C: Yeah. [01:01:56] Speaker A: But I'm not talking about you. I'm talking about the 14 year old you that just turned 24 and is going to buy the first house. [01:02:05] Speaker C: Yeah. And I'll be honest, I'm the person that went into car. I love buying cars because I would do all the legwork and I would walk in and I would say let me talk to finance guy and I would sit down. The last car I bought, I sat down and he barely spoke because I told him exactly what we were going to do because I already know my [01:02:22] Speaker A: son ordered his last two cars off of car park. [01:02:25] Speaker C: See okay, so with lenders, hey, I am a little concerned. [01:02:31] Speaker A: I'm not concerned. Don't be concerned. [01:02:32] Speaker B: Oh no, no. [01:02:34] Speaker A: I think it's awesome. [01:02:35] Speaker C: But it's one of those where with real estate agents. Even the two meetings I've had this week with a clock. She literally contacted me because she just Needed to know it wasn't a crazy decision. I could see that fell into now I'm going to list her home and I helped her run some numbers for the adult. [01:02:56] Speaker A: Right. [01:02:57] Speaker C: But I did it just because she [01:02:58] Speaker A: needed that human touch. [01:03:00] Speaker B: Yeah. [01:03:00] Speaker C: Yes. [01:03:01] Speaker B: And you know what we're going to run into is I combination of the two. Those who are our age and escalating will probably prefer more human interaction. There'll be those who don't, but the majority, I would say, are going to prefer human interaction because that's how we grew up, that's how we've always done it. Your example of the current 14 year old who doesn't do shit with humans online, 10 years from now when they go by their house, aren't going to need realtors. What I don't know, and I'm sure it all evolves. [01:03:34] Speaker A: Yeah. [01:03:34] Speaker B: Is I would never buy a house if I didn't step into it. It always amazes me how people I agree with, they send me to a house to do a video. They live in California or wherever and they buy the house having never stepped foot. And that's ridiculous. [01:03:49] Speaker A: That's another thing that never happened before. COVID [01:03:53] Speaker B: So you know, the 14 year old who eventually becomes 244 has never had the experience that we have had buying houses. And so how does AI, computer tech robots and all of that potentially get people into houses? [01:04:08] Speaker A: Yeah. How's the 4 year old when he turns 24? [01:04:10] Speaker B: Right. [01:04:11] Speaker C: When those 14 year olds are parents, when their mom isn't there to say, you can't buy a house without a real estate agent. I'm gonna. [01:04:18] Speaker A: Right, that's right. I want to see the kids space. When the mom or dad goes, well, you gotta call a realtor and a mortgage guy and they're like, I gotta call a home. Like I gotta talk with somebody. [01:04:27] Speaker C: And frankly, that's not gonna lie. Why I love this industry too is because then what part of it do they need us for? [01:04:35] Speaker B: Yeah. [01:04:35] Speaker C: How do we evolve exactly this knowledge and talent? Even if they'd be like this talent, whatever. How do we evolve that into a different frame of the service world? How does that work? [01:04:46] Speaker A: I, I think the tech becomes different. Like if I wanna stay in the mortgage business, I don't focus as a loan officer or even as an owner of a mortgage banking firm. I become a tech company. If I'm going to stay in the mortgage business for the next 20 years, I have to become a tech company because the mortgage industry is going to be tech. So how much of the real Estate business is going to be tech a lot. [01:05:11] Speaker C: Well. And I. [01:05:12] Speaker B: It's almost like I feel the realtor will be the human who gets you in. The rest is done. [01:05:19] Speaker A: Technological attack. [01:05:20] Speaker B: Yeah. And I'm nothing more than a door. [01:05:22] Speaker A: Door opener. [01:05:22] Speaker B: Which people use this up now anyway. [01:05:24] Speaker C: I would say. Yeah. I also, I told my agents in a training the other day, like, they were like, well, people are saying that Zillow says this, right? It was always Zillow's estimate. [01:05:33] Speaker B: Yeah. [01:05:33] Speaker C: And then it's now. Well, they looked at ChatGPT and said that. And I go, well, then you better know exactly what ChatGPT told them so that you can go in and figure that out and establish that parameter. Because that's already what in their minds say. That's a cheat code, buddy. You already know what they're thinking. Use it. [01:05:49] Speaker A: I hope your question's about to do the pretty sure. [01:05:52] Speaker B: No, we're not going that route. We did that last show. No, you have successfully raised, well, three successful little humans. [01:06:02] Speaker C: Successful. [01:06:03] Speaker A: They're alive. [01:06:04] Speaker B: They're alive. [01:06:04] Speaker A: Yes. [01:06:07] Speaker B: And not only three humans, but three humans were born on the same day you. [01:06:11] Speaker C: Within one minute. [01:06:12] Speaker B: Triplets. [01:06:12] Speaker C: Yeah. [01:06:13] Speaker B: That are how old now? [01:06:14] Speaker C: Seven. [01:06:15] Speaker B: So. And at some point during their seven years, you became a single mom. [01:06:20] Speaker C: Yes. [01:06:21] Speaker B: How do you manage all of that? [01:06:24] Speaker A: And with it, I'm just gonna say [01:06:26] Speaker B: as briefly as you can, because you could, I'm sure, talk about this for an hour. [01:06:31] Speaker C: So actually it's the easiest question. [01:06:33] Speaker A: Okay, good, good. [01:06:35] Speaker C: And we'll all elaborate. But when people ask me, I get asked that every time day. [01:06:39] Speaker B: Okay. [01:06:39] Speaker C: And I just say I wasn't given any other options. [01:06:43] Speaker B: True. [01:06:44] Speaker A: Yeah, it's very true. [01:06:45] Speaker C: Do or do not. [01:06:45] Speaker B: Uhhuh. [01:06:46] Speaker C: But. [01:06:47] Speaker B: And they're. [01:06:47] Speaker A: And they're human. So you can't not. It's like a plant. [01:06:50] Speaker C: Right. I can't keep plants alive because there's [01:06:54] Speaker A: a do or do not in there. [01:06:55] Speaker B: But with children, it's yeah, do. [01:06:58] Speaker C: Well. And you know, you know me 2020. You knew when you came around when they were born. So, yeah, I actually. I became team leader, CEO. Right. And then three or four months in, not six, I found out on. Okay. And so I wasn't necessarily. I would say I would try. I wasn't fertility or anything. Right. Just happened. And so at 10 weeks, find out that I was having triplets. Spontaneous natural triplets. Oh, boy. My. The doctor who's a funny guy. Like, he's not underground. He's the funny guy. He literally goes. And I go, what's happening? Right now. Because my ex husband goes, tube popped up. And he goes, so once you get it in there, you focus it in. And I just looked at the doctor and the nurse look at each other. And I said, what's happening? And they go. He goes, well, you're having a litter. [01:08:02] Speaker B: Wow, what a great line. [01:08:04] Speaker C: I said, sir, how many are in the litter? And he goes, there's three. Oh. And they sent every person in the office. I'm sitting them and saying it, all this stuff. So. And I remember that night, like, I think everybody thought that we had a gender review, and instead I just laid the YOLO place. I laid the ultrasound up there where it's labeled A, B and C. And my mom looks at it, she goes, why can't you do anything normal? [01:08:31] Speaker B: Nice. [01:08:32] Speaker C: And then my brother, my little brother comes up, he sees it, he goes, you know, sharks eat something about sharks. Heat their. Their, like multiples. They'll be down to one or something. I was like, thanks, man. That's super helpful. [01:08:46] Speaker A: Yeah, we'll put that down in the guide book. I know. [01:08:49] Speaker C: I was like, wow, you guys are so. [01:08:50] Speaker A: So, so are they identicals? [01:08:52] Speaker C: So they were. I have two identical. Okay, I got a parent. [01:08:57] Speaker A: Oh, there you go. [01:09:00] Speaker C: I wonder if she's gonna be offended by that one day. Parents despair is. Honest to goodness. She's more me than. I mean. [01:09:10] Speaker A: Oh, wow. [01:09:11] Speaker C: To the point. I think she's making fun of me. [01:09:13] Speaker A: Oh, very cool. [01:09:14] Speaker B: That's great. [01:09:14] Speaker C: Like, she's my dog. Like. [01:09:20] Speaker A: Oh. [01:09:21] Speaker C: But so they were born in 30 weeks. I. I would say the goal was 34. [01:09:28] Speaker B: Okay. [01:09:28] Speaker C: I had a surgery that cut me open and moved it. Tried to keep them in as long as possible. I just. 30 weeks because they were trying to kill me. Now they're trying to kill me on that. [01:09:37] Speaker A: So. Oh, wait, they're not even teenagers. [01:09:39] Speaker C: Right. So they tried to kill me before they were even, you know, Landsite. [01:09:43] Speaker B: Well, I can tell you it's going to get better. [01:09:45] Speaker C: It's not. It's not. Yeah, it does. [01:09:47] Speaker A: It does. When they're 32, 35, and 38. [01:09:50] Speaker C: My mom doesn't agree. Well, that's her problem because then they have triplets and then they do this. [01:09:57] Speaker A: My kids aren't having kids, so they. [01:09:59] Speaker B: My wife always. [01:10:00] Speaker C: I wasn't either. [01:10:01] Speaker B: Yeah, the. The teenage years for Alex. My wife always said, we will be friends when we can drink together. And honestly, Stephanie and Alex have a great relationship now. [01:10:12] Speaker C: See, my mom said she didn't even like me from 12 to 24. [01:10:15] Speaker B: Oh. [01:10:18] Speaker A: Our daughter didn't like us from about 13 to 19. [01:10:21] Speaker C: Yeah, I get that. [01:10:22] Speaker A: Like the second year of college. Yeah, we paid for shit. So we became kind of cool. But during that, she went into her bedroom, like at age 13, and then like came out a human at age 19. And the days in between there, it was like, good morning. Is it like. Oh, but just angry. But the boys. [01:10:45] Speaker B: Angry elf. [01:10:46] Speaker A: The boys, they were great all the time. [01:10:48] Speaker C: Okay. [01:10:49] Speaker B: Boys are different. [01:10:50] Speaker C: Yeah, it's gonna be bad. But so how. [01:10:53] Speaker A: Three girls the same age. Yeah, you're gonna. [01:10:55] Speaker C: That are all the most different children. [01:10:57] Speaker A: Do you have any head canceling or noise canceling headphones? Because you're gonna need those. [01:11:01] Speaker C: I don't hear anything anymore. My mom will come in my house and be like, how? How do you. And I go, you might need what, ma'? [01:11:08] Speaker A: Am, do you have any weed gummies? You might need weed gummies? [01:11:11] Speaker C: I need you also to understand I was blessed and given triplets because if [01:11:16] Speaker A: I had one kid, you'd never have two more. [01:11:18] Speaker C: I would have been a job to that child. God knew that he had to give me so much that I couldn't ruin, control everything, or I would have had like, that's great. But no. So I had him in 30 weeks, shout out to Tyler Williams too. Because when I had them, we spent three months in the nicu. The first NICU reunion is coming up too. I'm super excited. And so I. Rhonda Smith came out to the NICU and was like, shut the hell up. Because there is something wrong with me. And that's also. Act chocolates is. I would have went back to work. I would have figured it out because that's what I got to do. And I was new into the team literal, you know what I mean? So I. So I. They gave me a grade to cover. I say all five months from that. [01:12:05] Speaker B: Wow. Well, you know, Rhonda's kind of great people. [01:12:08] Speaker A: They are amazing. [01:12:09] Speaker C: Yeah. So anywho. But now, Brian, those three little turds, [01:12:16] Speaker B: they're so much like me, you know, I see them on social media and honestly, like, every photo or video you put, I'm like, holy shit, they're movie. [01:12:26] Speaker C: It's bad guys. [01:12:27] Speaker B: It's great from a viewer's perspective. [01:12:29] Speaker C: It is like the other day, we had spent. It was a long weekend and it was just the four of us together. And my mom gets in the car and we have full dance moves to random songs. And like, everybody knows, like, this is your part. And we are just. Right, right. And my mom gets in, she Goes I. We spent too much time. So it's weird. We have dance parties in the morning now and a lot of it's Bruno Mars. [01:12:54] Speaker A: Oh, I love Bruno. [01:12:56] Speaker B: You want to be okay. [01:12:58] Speaker C: So Herm is my name. [01:13:00] Speaker B: Oh, it's a good song. [01:13:01] Speaker C: So the one that's like me but she's like me at 17 to 21, not me at 7. Who won the spelling. DM is just an ideal student. I'm now think about. So I look at Harry when she used to be on and starts giving me attitude. I go, it's my birthday. And then she'll stop everything and be like, no, it's not. And it's just every time. So. But they are three distinct little weirdos. That's awesome. On the show sometime they're dancers, they play softball. [01:13:31] Speaker B: They. [01:13:31] Speaker C: We're gonna try basketball. We just did cheer. [01:13:34] Speaker A: Oh, good lord. [01:13:36] Speaker C: I was a softball girl. Like hardcore. I was a catcher. Like I asked my dad if I could play football. I got three cheerleaders. How do you go cheer for cheerleaders? [01:13:46] Speaker A: Sorry, cheerleaders, but. [01:13:48] Speaker C: And I think a competitive cheerleader. [01:13:52] Speaker A: That's how you do it. [01:13:54] Speaker C: Competitive cheerleader. [01:13:55] Speaker A: Been there. [01:13:57] Speaker C: Seven year old bantam league cheerleader. [01:14:00] Speaker B: Yes. You don't care about the football game and honestly you don't care about cheerleader. [01:14:05] Speaker C: I was trying to explain the difference between offense and defense because if my kids didn't know I have fail. [01:14:11] Speaker A: My daughter was a national. The national champ in competitive cheer. So see, did it with a broken wrist one time. [01:14:17] Speaker B: Dude, that is. Some athletes broke her wrist and then [01:14:22] Speaker A: went out and did their last thing before she told anybody her arm hurt. And then we went to the hospital. [01:14:27] Speaker C: That's what I'm talking about. [01:14:28] Speaker A: I have two of those ballers because I had one that broke his collarbone on the first lap of motocross race and seven laps later went, dad, is this supposed to do this? And then pushed it back down into a spot. See, we. [01:14:40] Speaker C: We. I have had our first broken bed. Oh, survived that bad boy. And I was my mother who said let's give it a couple days and see if it. [01:14:47] Speaker B: Oh yeah. [01:14:48] Speaker A: Do you feel like you're going to throw up? Nope, it ain't broken. Wait till though the. What are the people called when your kids miss too much school because they broke too many bones and they. [01:14:58] Speaker B: Oh yeah. [01:14:58] Speaker C: Truancy officer. [01:14:59] Speaker A: No, no. It's the worst people. They weren't truancy people. They were the cps. [01:15:07] Speaker B: Cps? [01:15:08] Speaker C: Yeah. [01:15:09] Speaker A: Blake had broke two broken legs and Brittany had a broken leg at the same time. So my fault. I put him in the sports. But, hey, I didn't break the bones. I didn't break their bones. At least not these this time. [01:15:22] Speaker C: Please don't let that happen. [01:15:24] Speaker B: All right, you know what? We're gonna wrap this up. Libby, this has been great. [01:15:28] Speaker C: Yes, thank you. [01:15:29] Speaker B: Really appreciate you making the trip out here. Enlightening education. Yeah, you do. [01:15:34] Speaker A: Got a little sip. [01:15:35] Speaker B: There you go. To all of you who stayed this long, thanks for watching, because this is a fun episode. We'll see you next time on if you had a success Happy hour. Cheers.