Episdode 023 - Top 5 Reason that Realtors Should Talk Politics

And now I'm extra addicted because the area that you and I are talking about, the public has no idea because they're so busy with their day-to-day lives to stay unemployed, managing kids in schools, managing aging parents. When they buy and sell real estate, it's so infrequent. They're not thinking about real estate issues. So, when you think about what we get to do every day on the policy front and advocacy front, we're really the only people speaking up about the things that are going to impact our neighbors in five and 10 years because they're not dialed in at the moment. It's actually pretty scary and wild and a big responsibility and exciting all at the same time. That's the point I always try to get across is the responsibility that we have to private property owners, right? Because they don't think about it. They don't know about it. You know, we get a, with the Texas Realtors, we get a newsletter during session. So, in Texas, you know, we have a session once every two years, right? We're not an annual meeting. And so, during session, we get a weekly newsletter from TAR that says, this many bills have been filed and we're following this many. Well, that number is just overwhelming for the average homeowner to be able to pay attention to, out of 7,500 bills that have been filed, 3,700 of them have something to do with real estate. And that's what we're watching. But that's what Realtors do. That's hashtag who we are, right?

Well, and add one thing to that. So, every single neighbor in your zip code, they knew who they were voting for in 2020, if they were pro-Trump or they were pro-Biden. But if you ask any of them, who is your representative in the state house, you'll find most of them don't have the foggiest idea unless they're the super educated dialed in core, which is the messaging problem that we have. We all pay attention to the highest levels in D.C. We're not paying enough attention to local and state where the decisions impact us every single day. That's right. That's right. That's right. So, big picture without diving into huge details, what's RPAC? RPAC is the Realtors Political Action Committee, or in Texas, the Texas Realtors Political Action Committee, TREPAC. It's not Republican. And that's one of the biggest myths in real estate world is that it's a Republican PAC. It's not. We're actually one of the only PACs that is a 50-50 split. Now, typically, it's 49-51, and it bumps back and forth because we tend to support people in leadership, and the governing party will have the leadership positions. But what we're looking at as a political action committee is we are very, very focused on staying in our lane, our lane being property rights. And it's so funny, Chance, you've heard these conversations, too. We have members that say, but we need to get involved in this school issue. We need to be involved in this immigration issue because it could impact real estate, and it kind of does impact real estate. And even though you can totally make an argument that real estate impacts every issue on the table in some way, shape, or form, we don't go outside of our very direct property rights lane because we know that our impact is primarily because we do stay out of the fights that we can't bring our power to. We stay in our lane, which is the non-sexy policy topics around housing and also around entrepreneurism.

So the Realtors Political Action Committee is actually 52 years old. We've been doing this work for a long time, and our reputation is very impressive because we're known as a non-partisan PAC. We're known as the one group left in America that says, okay, I usually am in a trench, but I'm going to come out of my trench and come to the middle for the purposes of figuring out the best solutions on housing policy. And then I'm sure most of our members go back to their trenches later. But the work that we do together, it's so impressive because it's kind of like when you go to a listing appointment, you can look around, you can tell how they vote. I mean, it's not hard. I can tell from the outside of a house how somebody votes, but we go in the house and we're not picking a fight. We go in to say, okay, I might differ with y'all on stuff, but I'm not going to look at that because we're here to talk about your real estate needs. And here's my professional advice. Here's the pros, here's the cons. How can I serve? And Realtors are servant leaders in so many different ways.

And the way that we conduct our day-to-day business is how we conduct politics, which is frankly what the world needs right now, because we do it really, really well most of the time. Most of the time. Right. And like you said, our topics don't tend to be the really divisive issues, right? It's, do you want clean drinking water? Do you want to have less traffic? I mean, it doesn't matter which side of the aisle you sit on. More often than not, our issues are like, yeah, I want that. They're easy to get behind. Exactly. Because you think about the problem we have right now in the country on the whole, and almost every zip code, there's not enough attainable housing. And I say attainable instead of affordable, because we're also very cognizant of our vocabulary. When you say affordable housing, too many of our neighbors start thinking we're talking about just straight up slums, but we want housing to be attainable for people. And that's something all neighbors can say, yeah, there should be a lot of price options in the marketplace and style options and give more of a flexibility to our neighbors to get their piece of the American dream. And that's something that's taken off in the whole conversation everywhere in the last two years with the run-up in the market.

How do we take care of everybody who wants a piece of the American dream? Realtors get to lead that conversation. And I'm really proud of us for the way that we're finding solutions, no matter what an area looks like, whether it's urban, suburban, ex-urban, or rural, we are the ones out there having a conversation. It's not about building government housing, but there are lots of different solutions that can be brought to the table and Realtors are creative. That's right. We are. We're problem solvers, right? There we go. All right. So our topic today is Top 5 reasons Realtors should talk politics. And so let's jump into our bullet points, right? So number one on our list. You got it.

Oh, number one on the list. So I'm a Realtor. I didn't pay attention to that list because that's our role. You know, friends, you know. So when you think about this, I'm going to take you back to your playground in elementary school when it was time to get picked for dodgeball. And obviously I'm old enough that we played dodgeball. I know you young people probably don't play it because it hurts somebody's feelings, but I was raised to know that I could not please everybody. You have to know if you're going to talk policy, you're going to have somebody out there who disagrees with you and you better be okay with that. And frankly, the world's big enough. Our business is so competitive and so full of different business models and styles. There is a Realtor for every neighbor in your community. You are not going to be that Realtor. So go ahead and let go of the people that will fight with you because frankly, that's your worst client anyway. The one that wants to fight over everything and needs to be right all the time. If you're going to talk policy, somebody is going to disagree with you, but it's very important because your business will grow. What I will tell you is that every Realtor needs to know that if you are okay talking about political topics, and I'm not talking about typing in all caps with a bunch of exclamation points about your favorite candidate, I'm talking about being a voice on flood insurance. Not sexy, not interesting. Somebody out there is going to notice you and say, that Realtor is speaking for me when I didn't know I needed a voice. And I'll keep using the Hurricane Harvey situation. I think any Realtor who's plugged in knows that 80% of the homeowners affected by Harvey were not in flood zones, did not have flood insurance, and were so negatively impacted. They didn't know that flood insurance mattered to them. Well, what if their Realtor of choice had said, I'm speaking for you when you don't know you need a voice? That's why you speak up.

That's why you become this voice where people can say, I see a leader, I see an advocate. And if you run off a couple of people because they don't want to talk about that stuff, that's okay. You're going to have more than that come back and replace them. Yeah. So it's something that anybody can do, anybody can do in their business is they can talk about the things that are important. And you talk about flood and, you know, obviously me being in Houston, that that's near and dear to our heart because we built a city in a swamp. But NFIP, the National Flood Insurance Program has been a huge piece of the policy direct, the policy objectives for the last several years inside of our pack. And that's, I mean, if I walked up to the average homeowner and said NFIP, they would probably have no idea what that stood for. He even here in Houston.

Well, we don't even know what flood insurance is because maybe the Realtor never spoke to them about it. And we got to think about that. As a Realtor, your job is to ask questions so that people will learn through you. So on every house that you sell, are you asking the buyers, do you want flood insurance? And if you say, but Lee Brown, it doesn't flood there. Ah, if it rains there, it can flood there. And actually some of the areas where don't get much rain, they get this much extra and suddenly your flash floods and suddenly somebody's home is at risk. So you're the one asking that question. They say, why did you ask me that? You say, because I'm a Realtor. And one of the things that we do is ensure that there are options for flood coverage. I want to make sure you know that that option is available to you. You talk about standing apart in a crowded marketplace. Your competitors are just saying, ah, make a bid, buy the house, move on. Woo. And you're the one that said, do y'all want flood insurance? You just stuck out like not a sore thumb. You stuck out like a wonderful shining star. There's such an advantage to you knowing this much more than your competitors do. And frankly, Chance, if every Realtor watching this suddenly starts talking about it and it becomes common knowledge, that's a win. That just means you get to go learn something else so you can compete on a different kind of knowledge. Don't get smaller because other people get bigger. You can grow further.

Right. And so you're a politics junkie. I'm a politics junkie. You know, I listened to your story about what the teacher would ask and I'm like, yep, me too. Like my mom has the book, right? Where we would write what you wanted to be when you grew up and it was president, right? Because I would watch Ronald Reagan and I'm like, I want to be just like that. But if you're not a political junkie, these topics are still topics that you can incorporate in your business, right? They're big, right? So junkies like me and Chance, we talk about a lot of different things totally not related to real estate. But even the most engaged Realtor selling 500 houses a year who says, I'm too busy for this, Lee. You have all the time to go look at this. I don't have time. That's a lie. You totally have time. But you have to choose how you're going to prioritize it, which means you want to pay attention to these newsletters Chance is talking about. If you know what's coming out of the Texas legislature that impacts your clients, that's where you put it in your newsletter to your sphere and say, hey, did you know that there was a proposed bill adding a mandatory signed tax to real estate transactions? And I'm kind of making that up, but that's cropped up in several states. And you could then say, I'm so proud to be a Realtor because we shut that down. Well, now you took the actions that somebody else took on your behalf as the association and told your clients about it. Sometimes it's just you being a conduit. You don't have to be the wonky expert reading all the stuff, but you need to know enough to intelligently spread the message. And that's what we're talking about here is that what feels like a little bit of engagement can wind up being huge. And it's the same thing with your local association. So when you start paying attention to government affairs, the thing to watch for is what we're doing on offense as much as what we do on defense. The defensive moves scare me a little more because once something enters the ecosystem, it's hard to get it back out, which is why we have to watch California, even though neither of us lives there. What California does tends to bleed out around the country. But when the Realtors are on offense and we hear about bad legislation being proposed, if we're able to shoot it down and keep it out of the public ecosystem, that's a benefit to our neighbors who, again, nobody speaks for our neighbors except for us. Right. We have a California here in Texas. We just call it Austin. And so, yeah, I jokingly say it's up 55%.

Did I say that? It's partially, yeah. It's partially true in Austin. I just say it jokingly when I talk politics with people when it comes to real estate, but almost every legislative session, we got to throw a couple of bills in there just to rein back some of the stuff that Austin's trying to do. I mean, a couple of years ago, they tried to ban barbecue smoke in Texas. It's the dumbest thing in the world. This is Texas. I mean, the only people who would say yes to that would probably be people with the active coronavirus who can't smell because they don't remember anymore. But I mean, is there any prettier smell that, well, cut grass might be just as good as fresh barbecue? Yeah. So we always have to jump in on Austin and try to rein them in sometimes. But we've had issues with rental registrations, with HOA power, you know, things like that, that people don't think about on a day-to-day basis. But when they have a problem with it, then they wish that somebody had done something. And that's where we come in. And I think that's where if I'm an agent, and even if I'm not somebody who pays a lot of attention to politics, if I know that I live in a city that's built in a swamp, I should probably know how to talk a little bit about flood insurance. If, you know, we just had a couple of very large bills go through in our legislature this session, raining back HOA power. That's a great thing to talk to people about. Everybody hates HOA. So I mean...

Flip that around too. I think my favorite meme is, what do you call a collection of Karens in HOA? Yeah, exactly. But, you know, California just passed a bill stating that there will be no more single family zoning. It's abolished, which is anathema to most people in the country who that's their ultimate dream is their little house, their little yard, their chance to have their little home. The caveat that's in that bill was that you could have single family zoning if there's an HOA. And that's where the Realtors were able to put in a caveat to the bill that would protect and preserve future homeowners while still saying, yes, we do need to have lots of options on the table. But those are the places that if you're not in the room when the decision's being made so that you can have those provisions, you're not going to undo that legislation once it's in place. You're not going to go back and say, okay, we don't like it now. We're going to take it out, which is why you're seeing so much activity right now on things like the infrastructure bill in DC, which has some good items in it and a whole bunch of pork in it. But it's crazy to think that you can pass it now and then go back and take stuff out because that doesn't happen in politics. And we have to be the ones paying attention because when it hits, it'll be big.

And I got to mention something for the Realtors who are on here who are top producers who like to think that all of this is not important enough for them. How many of y'all watching this, and you can answer in Chance's comments, have sold a house to somebody with less than 20% down? I would say that in your career, that's been a whole lot of people, especially in a market where their prices keep escalating and they're probably taking their money that they have, they're throwing it into deposits. They're doing everything they can to win a house in a competitive market. If there are not options under the 20% mark, then a lot of your neighbors never have a chance to get into that first time house. So Lee, why are you talking about this? That's one of the main things that the Realtors fight for in Washington DC is to make sure that we have good financial backing for mortgages that are less than 20% down. I know that for me, my business would be completely hamstrung. I'd probably go out of business if somebody had to have 20% down because my whole career spent with 5% down conventionals and 3.5% down FHAs and 0% down VAs and not even to mention the down payment assistance folks. The market would eliminate them if the Realtors didn't say, stop it. That sounds good on paper, but you can never eliminate all risk. Don't overlook our great credit score people who don't have down payments saved. We're the voice for that. And if we're not the voice, we can't say this enough. If we're not the voice, those neighbors don't speak up and you're a top producer. And let's say half of your business had 10% down last year. So wipe out half your business. Now, do you understand why we do politics? That's why we do it so that your business can be moving forward because it's helping the neighbors achieve a financial stability for the future. Cause that's what housing does. Right. So when those top producers say, Hey, I'm too busy to do this. You're too busy not to do this. Like you have to figure that out, right? This is so important to what we do. You know, the, the saying is, you know, if, uh, if real estate is your, your profession, then politics is your business. Well, if you're, if you're a top producer, you sold a hundred houses a year and you're not in the room. That means the room is filled up with people who sold four houses a year. Right. And I'm not slamming them. They sold four. That might be all they want to sell.

But if you think somebody needs to hear your perspective, then schedule it. Like I live by a little calendar here. You've got an hour or two hours you could invest. If you chose to, you have to make the choice though. So I sell one less house a year because I'm involved in political advocacy. I probably sell 10 less houses than I could, but I'm okay with that because I'm choosing to make my investment for the future. And it's not always about gathering up dollars today. And granted I'm successful enough and I've done enough business and I am financially capable of saying no to a couple of sales and not everybody is, but you have to decide at some point, do you only chase your own outcomes or do you chase somebody else's outcomes too? And I've just made that choice in my life. Yeah, that's great. Love it. All right. So we've talked about how this is something anybody can do.

Any agent can do it. You don't have to be a political junkie like us. If you can, anyone can do it. We've talked a little bit about incorporating this into messaging and how we're going to talk about it with clients. We've talked about the myth of I'm too busy. So you kind of mentioned it when we first started talking. I don't know that the world has ever been more divided, divisive, whatever you want to call it, than it is right now. So if I'm new to this and I want to incorporate talking a little bit about policy, not politics, but policy into my business, what are some tips from Lee Brown on how to kind of get started? So my first tip is reach out to your local real estate association and ask to get the minutes from the government affairs committee. That's all you need. Any member has access to the published minutes. You can see in those bullet points what topics are being discussed.

When you see something that you're like, oh, for real, that's when you pick up the phone and call your government affairs director. Those are available to anybody. And in fact, most of our Realtor friends don't even know their government affairs director. If you're a junkie, you know, we call them gads, but that's a government affairs director. They stay dialed into politics. Call them and say, hey, I'm a local member and I saw this in the minutes. Can you tell me more? They'll break it down into three bullet points. Now that you've seen one topic that matters and you made one phone call, your total investment now, friends, is probably 30 minutes. OK, so that just means turn off Facebook for 30 minutes or stop watching Netflix for 30 minutes. And so now you've got that information. Now you're going to make a social post and say, holy smokes, I had no idea that our local county was considering a sign ordinance where you couldn't advertise an open house. I'm so proud that the Realtors got that stopped in its tracks.

There's your your angle. Right. So you did the research on a topic, very narrow, called and got the rest of the information, which is important, be better than the mainstream media, you know, actually make phone calls and get the information. And then you told somebody about it. Who do you tell? Tell your sphere. And this is not about D's and R's. And this is where you do not put in your post. I'm so glad that we shut down those blankety blanks on the other side because they suck. And my side's right. Nope, nope. Dial it back and say, I found out about this policy topic. I'm proud to be a Realtor because we stopped this. And that's where you're telling the public, this is who Realtors are. This is what Realtors do. If you do that once a month, y'all, so do it right after the government affairs committee meeting, get a hold of the minutes, make your post and roll with it. Volunteer on that committee. If you decide after reading those minutes, you're like, I need to be in the room. I know some things. I know some people. I've got some contacts. Bring your knowledge and your expertise to bear and raise your hand. And maybe you don't have any knowledge and expertise and don't want to raise your hand. That's fine. You can still be a part of the voice in the community by being engaged.

That's what matters so much. And if you think that it only matters what happens in DC, you're crazy. Where our biggest battles can be won are in our counties and our cities and our municipalities and in our school districts, because those things really matter. So what I would also suggest is that for the Realtor who says, I need to just be the one making the decisions. I need to run. You should know that one of the things we're focused on as Realtors in addition to policy is getting better policy makers at the table. So your tree pack dollars actually fund candidate training, which is available online. And chance probably has told you all this in a past episode, but if you weren't listening, because you know, you're a Realtor, you should know that last year in 2020, we elected more Realtors than we've ever elected before, because we're also focused on future casting a solution. We want to take care of the policy at hand now. And we want to raise up better leaders. And a lot of those leaders come out of Realtor world.

So if you want more information on that, you can reach out. But that's part of what your dollars are invested in is great policy, great information and great future leadership. It's one of the reasons I'm super proud to support the work that we do. Yep. So I look at the discussion from a couple of standpoints. Number one, I look at it from value proposition. Right. So, yeah, I have preached this time and time again, that Realtors just typically suck at talking to people about what their value in a transaction is. Right. We take a picture when we're out showing houses, we take a picture with a big wooden key at closing, and we don't talk about the 200 things that happen in between that. And that's where really we bring the value, but we don't talk about it because it's not sexy. Same thing with politics, but we've got to have that conversation to say, this is what I do. It's more than just showing a house. It's more than just helping you find the home or sell your home. I'm also protecting your ability to do that.

And your kids' ability and your grandkids' ability. So think, too, future casting gets us out of the political trench warfare we've built into. Right. So thinking about a future where I want my kids to have the opportunity that I've had. And by the way, I have this opportunity because of all the people who did the political work decades before me. So there's this whole connectivity piece that you're talking about, Chance, and it's so big that we forget to message about it because Realtors love to do what everybody else does, which is why when they talk politics, they get into their trench warfare because that's what people do right now. And when it comes to, I sold this house, oh, I'm under contract in five minutes with 87 offers, and I'm amazing. And that's disgusting, and nobody cares about that. That's so braggy and the humble brag. I'm so humbled that I won number one. Stop it. So we're in this really weird space where what if instead you were the one that pointed out, I'm so glad that my sellers were able to move into their dream home and that we have a capital gains exclusion for them to take those proceeds and move it up. Oh, stick capital gains into your soul post. What does that mean? Other people are going to have their little radar go up and say, wait a minute, that Realtor didn't just say they made money. They said their clients kept money. Oh, that's a big deal. Because by the way, most of your clients don't know about the capital gains exemption. In fact, most Realtors don't, which so can I add a little anecdote here, Chance, for your audience? It blew my mind. So I was in Colorado for a Realtor event a couple of weeks ago, and there was a top producer panel. And one of the guys on the top producer panel was saying, he's telling his buyers to buy anything they can get a hold of.

And then in a few months, they'll have made so much money, they can take all the equity they built in and then go buy the house they really wanted. And I was like, wait, what? So I raised my hand and I said, he didn't know who I was. I didn't have my name tag on. I'm out of state. You know, I said, wait a minute. I said, do your clients know that they're going to have to pay capital gains because they've been in that house less than two years? And he said, no, they don't. It's their primary residence. And I said, you're, you're needing to change this pick up here. I was like, so speechless that he is a top producer in a busy city and did not know this. So he's leading people down a pathway where they get the closing chance. And they thought they made a hundred grand. And in reality, they're giving up a good 39% of that because these are top bracket people. They don't have as much as they thought they were going to have, who's going to be at blame is that Realtor who had this great idea. So if you're the one who knows this and you're listening, you're like, well, Lee, everybody knows that the capital gains exemption is you've lived there two out of the past five years. No friend, everybody doesn't know it. So make that part of your pitch, put that on social media and say, I sold this house to these amazing people two and a half years ago. Yay. They stayed long enough to be exempt from cap gains and now they can go buy something on some land. And I just, I love being a part of somebody else's story. Then you're talking about somebody else's gain, somebody else's story and a little policy tossed in. Holy smokes. What's going to happen is you'll get a DM or a text that says, Hey, what are you talking about? And you then have the opportunity to have a conversation with a neighbor. Cause you have to remember every social post is not about going viral. Having a hundred thousand hits is not nearly as important as one direct message. It says, tell me more. Cause then you get to impact somebody else's life. Well, it's almost like we practice that because that was part of the second part of why I talk about this is if we get to have, we're always looking for what to say. Like, what do I say when I call this person? What do I think if we have that automatically coming back to us, because we're talking about these things and we're creating engagement. Holy crap.

Now we're using politics for lead generation. Really? Yes. And let's don't call it lead generation chance. Let's change that phrase. We'll call it neighbor education. Neighbor education. Your neighbors need to know things and they want to talk to somebody who's not going to be condescending. Somebody who's approachable. That's Realtors, right? We love being approached. And by the way, if you're saying, well, who do you know that needs to buy or sell, or I'm never too busy for your referrals, then you're everybody else. But if you're the one that says, oh, holy smokes, this is so cool. Did y'all know XXX about policy? And they're like, wait, what? Then you actually have that conversation. You've educated a neighbor and who's going to be their Realtor of choice. The one who took the time to invest in them and not just invest in yourself. Right. Exactly. You become the expert.

You're the resource. And that's what we're trying to get to, right? So that they'll refer to friends, talk to everybody else about how great we are. And we're building our business on expert knowledge. And we talk about that all the time. This is part of that expert knowledge. All right. Last, last thing on our list here, you had put that you wanted to give out some, some quick hit resources that people can use. If they want to get some information, find out what to talk about, things like that. Well, first of all, it's currently being revamped. So patients, patients, grasshoppers, if you go there and it's not perfect, but realtorparty.Realtor is our main advocacy website on the national level where you can see what the policy topics are that the Realtors are approaching in DC. So that's a starting place. It's not perfect right now because we're currently undergoing a lot of tech renovation at the national level, but it's a great starting place. And then I want you to reach out. I already told you, I'll say you again, call your local association, request the minutes from government affairs, talk to your government affairs director, do the same thing at Texas Realtors, reach out to Trey Bates. He's your vice president of government affairs.

Trey can give you some talking points for what's happening in Texas. And most importantly, when you go get those resources, take your party hat off. You can't be an R or a D looking at this stuff. You want to be a Realtor, be a neighbor, be the person who says, I'm the one bringing the message back to as many neighbors as I can reach. And if you're only trying to reach one side of the aisle, somebody on the other side might be your absolute best educational resource. And you've missed them because you got too far into the politics side of it. So that's my quick resources. And by the way, if you want some good fact-based research that's out there, look at John Solomon and Just the News. That's one of the podcasts that I listen to. And I have heard some really great information. And of course, he's got the broad lens on, but he's hit real estate a few times in some conversations, particularly around the eviction moratorium. If y'all remember the kerfluffle that keeps coming back up regularly, he talked to some of the lawyers that were involved with Georgia and Alabama when they filed that lawsuit that NAR then joined into to protect private property rights. There are some really great resources outside of our profession. So go find those. And if you need more, then I'm always glad to tell you what I listened to. Chance will do the same thing. But most importantly, spend 30 minutes a week, right? So whatever resource you're looking at, just carve out 30 minutes for me. Take out one episode of whatever smut you're watching and go do a little bit of policy research. I promise you it will pay off.

Awesome. Yeah. I mean, if you call your local GAD or your state GAD, they're going to be doing backflips. I will be happy to talk to you all day about this stuff, right? And I will say it because it needs to be said, if you're not investing in RPAC, you are not investing in your future. I know Leah is a major investor. She's got a pin on. Mine's over here on my desk. I don't have it on right now. But she's a Hall of Fame member. I'm a Hall of Fame member. And you should be investing because if you're not at the table, you're on the menu, right? Well, spending $1,500 a month on website leads that feed a company that only feeds its bottom line.

And you should know that that company that y'all spend money with, where you're feeding the bottom line to buy leads online, is you know that they have advocates in Washington, DC too. So you're either going to feed the political machine on somebody else's space, or you're going to feed it through the grassroots day-to-day Realtors. So my suggestion is, if you're buying leads online, what if instead you invest in neighbors? It's an entirely different outlook, and it's an entirely different message. And only one of those is going to survive well into the future. And I know which one it's going to be. That's right. Awesome. Lee, thank you for joining us on Top 5 today. Appreciate it. You're always a wealth of information and knowledge. And how to take that and actually apply it into the real world, which is what this show is all about. So thanks for being with us today. Oh, it's my pleasure. Thank you for having me. And thank you for putting this program together to make all of your agents better. So guys, y'all know what your job is, is to share this episode with somebody else in the market that you like, that you trust, and that you enjoy doing business with, so that we can, working together, change the public perception of who Realtors are in our community.

So go share it. And thank you for being here. And thank you for having me. Yeah. Grateful for you. And thank you for stopping by and watching. Again, this show is designed to help you take actionable items, put it into your business to grow a long-term, healthy, profitable real estate business. We appreciate you. And we'll see you next time on Top 5. We'll see you next time.