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The Neon Orange House That Sold Over Asking · Market Ready

• 0:00
  What was that first conversation with her like in terms of kind of trying to
• 0:04
  understand where to go with her and helping make this a little more seller-friendly?
• 0:09
  Interesting seller, actually, because she knew how hard it would be
• 0:14
  to see her house change. So she actually told us she didn't want
• 0:19
  to see anything, she didn't want any progress photos, she didn't want to know. And I think it
• 0:24
  was kind of fun for us, too, because we kind of we protected her from this transformation,
• 0:30
  but then at the very end when she saw the final product, that was like the real moment
• 0:35
  of truth. And I mean, to spoil the ending, I think she was like tearfully, you know,
• 0:42
  she was moved by it, she loved it, she felt honored. Yeah.
• 0:46
  Every listing has a story. This is the Market Ready Podcast.
• 0:55
  Incredibly excited to have the Rachels on with me this week to discuss the hacienda
• 1:01
  that needed to be loved. And what do I love about a hacienda that needs to be loved?
• 1:05
  I'm gonna have them explain to you because when they first told me this story,
• 1:09
  I thought, man, that's gotta be well, not only is it completely relatable to people, but it is
• 1:14
  something that I think every one of us knows that we have to deal with at some point in time,
• 1:19
  but we don't really want to. And I'm excited to have the Little Hill team with me today.
• 1:25
  And I'm just calling them the Rachels because I just think it's a cool name.
• 1:28
  But ladies, I'd love to have you introduce yourself so I don't butcher it.
• 1:32
  Yeah, sure. Thanks so much for having us on. I am Rachel Melby. I'm Rachel Sheftel.
• 1:38
  Yes, and we are the Little Hill team brokered at Road Oak Realty here in El Cerrito,
• 1:42
  California. Very, very cool. And how long have you been in the business?
• 1:46
  About five years. Yeah. So pandemic time we started and we're still here. So, says something.
• 1:53
  So I'm gonna give you a fun statistic. And normally I save the statistics for the end of the show,
• 1:58
  but this is a factual statistic. If a real estate agent coming into the business
• 2:03
  can be in the business for five years or more and be able to financially support themselves.
• 2:07
  Five years or more and financially support themselves. Technically speaking, you have
• 2:12
  a better chance of getting into Harvard three times in a row than accomplishing that.
• 2:17
  Oh, wow. I'll tell my parents. They'll be so proud. Yeah. It's impressive what
• 2:22
  you accomplished 'cause you came in at a really difficult time too, right?
• 2:27
  Yeah, interest rates had nearly just doubled when we were, you know,
• 2:32
  out there learning the ropes. And so this is all that we've known.
• 2:37
  We have to get a little bit more creative when buyers are more reluctant and sellers aren't
• 2:42
  sure if they're going to recoup what their neighbors did when they sold their house.
• 2:47
  And you know, I think coming in you said interest
• 2:49
  rates were at what and went to what when you joined?
• 2:52
  When I started, they were, you know, two and a half percent,
• 2:56
  and then shortly thereafter, five and a half, six percent.
• 3:01
  And then yeah, and then and then quickly up to seven. So you come in
• 3:04
  during a global pandemic, you come in at a time where interest rates
• 3:09
  are incredibly low, and then literally as you're trying to start a business,
• 3:13
  the market starts to go down and the interest rates start to go up. Am I getting that correct?
• 3:19
  Yeah, pretty much. And here it was wild in the early days of the pandemic. I mean houses
• 3:25
  were getting 30, 40 offers, hundreds of disclosure packages out. It was it was intense.
• 3:32
  But we're talking five years in, right?
• 3:34
  So you've survived the opposite of what most people have
• 3:39
  to get through, which I think is the incredibly cool part of this.
• 3:42
  Tell me if you don't mind too. I'd love to hear from you. Like,
• 3:45
  what was the hardest part of that journey in the beginning?
• 3:49
  Hmm. Yeah, great question. For me, it was all about
• 3:53
  building relationships early on. There was kind
• 3:57
  of a surge of interest in real estate during the
• 3:59
  height of the pandemic. Everyone wanted to get a
• 4:03
  license because they could see how quickly and easily things were moving. And it seemed like,
• 4:09
  man, you know, my life has changed a little bit. I'm not going into an office. And
• 4:16
  you know, real estate sounds like a great career. And so I felt like I was entering
• 4:21
  as like one of a dozen new agents that these incumbents were meeting out on
• 4:26
  our brokers' tours. And so trying to show up as
• 4:30
  professionally and as earnestly as possible and
• 4:35
  identify as somebody who was really here for the right reasons and not just for
• 4:39
  the gold rush was one of the things I wanted to make sure I got right early on.
• 4:45
  What's a competitive advantage you think that you had
• 4:48
  though compared to other people in this time period?
• 4:51
  Yeah, for me specifically, I had built a really
• 4:54
  large network in my community. I have a background
• 4:59
  in tech. I worked in tech marketing for a dozen years and had, you know, the know-how about
• 5:05
  launching my own brand, making sure that I was presenting myself digitally as sophisticated as
• 5:11
  possible, but I also had an audience to launch to.
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  I had nearly 10,000 followers who were hyper local
• 5:20
  to "my farm" or the community that I'm serving.
• 5:23
  And so they really showed up to support me when
• 5:27
  I started this new venture. And it was and remains a huge
• 5:31
  competitive advantage. That's awesome. Rachel, what about you?
• 5:36
  I was just thinking about this. I was actually thinking it almost had the opposite effect of I
• 5:42
  started my career by working for a really seasoned
• 5:45
  veteran agent. He kind of had his own brokerage,
• 5:49
  did his own thing. And the pandemic proved honestly to be great in the sense that I was
• 5:54
  like drinking through a fire hose and I was getting so many reps so early on. And I
• 5:59
  also love that I started out working with this awesome agent who just like
• 6:04
  very old school, like no TC, I was doing all of our paperwork. And now
• 6:09
  of course I have all of these nice, I have a great transaction coordinator,
• 6:13
  but I feel like I really got in those early years to know like how to do things
• 6:18
  from the ground up. And it was yeah, I think it was a good time to start.
• 6:24
  Very cool. Well, listen, I tip my hat to you
• 6:27
  because it was an incredibly challenging time. And
• 6:31
  everyone can say, look, you know, the height of the pandemic, a napkin could sell a house.
• 6:35
  Well, at a point, sure. But the reality of it is is that also dissipated as quickly as it rose.
• 6:41
  Yeah. Right? For sure.
• 6:43
  Yeah. And that's an interesting thing to see that after this period of time you're
• 6:47
  still really successful and you've built a really healthy business for yourselves
• 6:52
  during a time that's incredibly challenging for a lot of agents out there. So I wanna touch
• 6:56
  on the hacienda because I know when we chatted a little bit before, something that's really
• 7:02
  common in the practice of real estate these days is understanding the psychology of how
• 7:07
  do you navigate working with people who have an understandable real love of their home,
• 7:14
  right? A place in a space in which they can feel like the time that they spent,
• 7:21
  the memories that they have there, it's an extension of them, what they've done to it,
• 7:25
  how they've done it, what colors they've painted it, what type of decor they have,
• 7:30
  are all very meaningful to people. But as we've learned over the years,
• 7:33
  sometimes what's meaningful to one person or something that's aesthetically pleasing
• 7:38
  to one person may not be to somebody else. So take me through this journey.
• 7:42
  Tell me about this particular house and what you noticed when you got there.
• 7:47
  Yeah, this was an interesting one too because the seller was a very good
• 7:52
  friend too, who I had just met. I lived nearby, we met walking dogs,
• 7:58
  we ended up just hitting it off, we would have dinners together, and I knew this house
• 8:02
  very well personally. So it was high stakes for sure. Not only was it high stakes,
• 8:07
  but it was like this house is so well known in the community. This is like the bright
• 8:11
  orange house on the corner. Like everybody's passed this house a million times,
• 8:16
  everybody's noticed it. And our client, she's so special. I mean,
• 8:22
  I adore her. And she just marches to the beat of her own drum. And this house was like,
• 8:27
  she refused to be like every other house. And you could you could tell in so many
• 8:32
  ways. It was very special. She had been inspired by, she was actually
• 8:39
  in Mexico at the time when we were selling the house and I mean the color choices,
• 8:43
  everything about this house was like inspired by the colors of Mexico. And she was like,
• 8:48
  she chose us actually to list the house because she knew we wouldn't whitewash it. She's like,
• 8:54
  I can't have an agent who's just gonna like paint everything white, make it gray,
• 8:59
  make it sad, make it like every other house. So then we had this really big
• 9:03
  challenge of like, how do we honor this and also have really, really broad appeal.
• 9:09
  It was that was our goal, of course. Yeah.
• 9:12
  Interesting. And so what was sort of the beginning of the conversation like with her?
• 9:17
  Because obviously you knew that there may need to be something that's done, right,
• 9:22
  to be able to to do something. Because it's hard. We're in current day and age where
• 9:26
  if you if you don't do fifty shades of greige, like you got problems because people
• 9:30
  have no vision for anything. So they just immediately will rule something out based
• 9:34
  on the first photo or in a showing based on even a smell in a house. Like things just
• 9:39
  immediately click. So what was that first conversation with her like in terms of kind of
• 9:43
  trying to understand where to go with her and helping make this a little more seller-friendly?
• 9:49
  Interesting seller actually because she knew how hard it would be to see her house change.
• 9:56
  So she actually told us she didn't want to see anything, she didn't want any progress photos,
• 10:02
  she didn't want to know. And I think it was kind of fun for us too, because so we kind of we
• 10:08
  protected her from this transformation, but then
• 10:10
  at the very end, when she saw the final product,
• 10:14
  that was like the real moment of truth. And, I mean, to spoil the ending, I think
• 10:19
  she was like tearfully, you know, she was moved by it, she loved it, she Felt honored.
• 10:28
  Yeah, we did so many little things throughout the process too
• 10:32
  to kind of like let her know that this is we were playing
• 10:37
  one of her favorite artists in the open houses and the music. We did like a
• 10:40
  big taco party to market the house. So like all of these things to show her
• 10:44
  that we were really thinking about her and the house and its legacy and
• 10:49
  Yeah, I think we also kind of laid the groundwork too. We have had precedent for
• 10:56
  listings doing very well that are a little more punchy than the white and the greige that you
• 11:04
  know people are scrolling through infinitely and that nothing is really sticking in
• 11:09
  their minds. And so prior to this listing, we had the confidence knowing that we could.
• 11:16
  leave some color and some texture intact when we were doing the listing prep on
• 11:21
  this particular house and were able to give those anecdotes to her. You know,
• 11:26
  this house that we just did with this, you know, crazy wallpaper still went,
• 11:32
  you know, 30, 40% over the asking price. And that can happen here too.
• 11:38
  Well, let's talk about that. What was it that you did to the home?
• 11:41
  When we say did, walk me through the process if you don't mind
• 11:44
  of sort of what did you see that it needed and what did you do?
• 11:47
  One of the biggest, I don't want to call it a challenge, but the house was bright,
• 11:52
  bright neon orange with neon blue trim, which was like,
• 11:55
  I mean, it was so fun, but we knew that it
• 11:59
  was gonna be a love it or hate it for a lot of people. So picking those exterior paint colors
• 12:03
  was a really, really big one for us. We were actually like we were driving the neighborhood,
• 12:08
  we were looking for colors. So we actually like stealth
• 12:12
  swatched a couple of houses. Hiding in the bushes.
• 12:20
  That's right. Well it you know, everyone needs bail
• 12:22
  money in the trunk of the car at some point, so.
• 12:24
  But we found like a very beautiful, I don't want to call it palatable, but like a universally,
• 12:32
  I think, likable kind of terracotta orange and like a darker green trim. And so we kept it as
• 12:40
  the orange house on the corner that it was so well known for. And it was so funny too,
• 12:44
  actually, now that I think about it, a lot of people when they came to the
• 12:48
  open house didn't realize that we had changed the color. Like they which but it was if you
• 12:53
  had see it, yeah, in a good way. It was like it was subtle enough, but it had a huge impact.
• 13:00
  Yeah, yeah, it was really important to us to get
• 13:02
  the exterior color right because not only was the
• 13:06
  seller going to see it ultimately, but the entire
• 13:08
  community, because it was such a well-known house,
• 13:12
  was watching very closely. There was clearly prep going on and everybody was wondering,
• 13:17
  what are they gonna do? Are they gonna paint it gray? Are they going to leave
• 13:22
  it? And I do think there were an equal number of admirers as there were folks
• 13:27
  who thought it was you know, maybe a little too loud for the neighborhood.
• 13:32
  We wanted to keep both sides happy, the people who love the orange and the
• 13:35
  people who, you know, would have liked something a little bit more subdued.
• 13:40
  Were there challenges on the inside? Yeah. Yeah.
• 13:43
  Well let me rephrase that. Not challenges, areas of opportunity.
• 13:49
  Yeah, I think the biggest area of opportunity in
• 13:52
  this house was that there was also a very playful,
• 13:56
  very Mexican-inspired kitchen. There were hand-painted tiles on the counter and on
• 14:02
  the backsplash, and we wanted to make sure that because we weren't going to change it,
• 14:08
  that those influences were touched throughout the
• 14:11
  house in a really thoughtful manner. Yeah, that
• 14:14
  led to some additional color selection throughout the house. There are all of these little
• 14:19
  pretty niches inside the walls, as there are in a
• 14:23
  lot of old Mediterranean homes. And we were able
• 14:28
  to fill those in in ways that felt reflective of
• 14:30
  what people would expect when they walked into the
• 14:34
  kitchen. We never want to surprise anybody with something like jarring or unexpected.
• 14:39
  So from the moment you walk in, you need to get some sort of foresight into what's coming next.
• 14:46
  Yeah. Yeah. I think the cohesion was really important. This just made me think of... I forgot,
• 14:51
  there was also the fireplace had this tile on the front of it. It had covered up the
• 14:57
  original kind of vignette that was there, but it was a very personal tile that like
• 15:02
  told the story of a past relationship. And so we had to decide how we were gonna deal with
• 15:08
  this tile. And we ended up going to a great store in our area that does handpainted Mexican.
• 15:15
  tiles and we like specially designed this new tile to match the kitchen. It actually
• 15:21
  like had the same matching bird pattern. So really leaned into it and I feel like a lot of
• 15:25
  people felt like it had been there forever. So just kind of leaning in was kind of our goal.
• 15:31
  Was it a good relationship or a bad relationship?
• 15:34
  It was I guess it wasn't, it was no longer, so It was no that's
• 15:38
  why it was above the fireplace and not on the mantle. Okay,
• 15:42
  well it's super interesting. Okay, so there was outside work that was done.
• 15:47
  There was a little bit of inside work that was done. What do you feel was
• 15:52
  the biggest driver to success for the property in terms of the marketing?
• 15:58
  I believe that the home really had a stately presence. So obviously it's a well-known piece
• 16:08
  of architecture, but it's also right there on a corner, little bit of a busier street.
• 16:14
  And I feel like there's a certain type of buyer who's really drawn to being in a stately home.
• 16:21
  And I just think that the way that we curated the curb appeal from the
• 16:26
  exterior paint to the thoughtful landscaping that complemented you know,
• 16:32
  the curves of the architecture. It photographed really well. It looked like a luxury property.
• 16:40
  And when you look at the work that needed to be done, it sounds like you really did spend
• 16:45
  a lot of time sort of curating the idea of how do we maintain the identity of the property,
• 16:51
  the passion that the owner has of what they've done for and with the property,
• 16:57
  while also trying to do something that respectfully fits what the outside community
• 17:03
  may perceive as something that they then can see forward and beyond, right?
• 17:08
  That vision into what could I do with this or what could it be? And I think there's a a
• 17:14
  certain psychology behind that that takes a lot of skill and tact and practice.
• 17:18
  So I commend both of you for that. And clearly this seller was picking you because you articulated
• 17:24
  that very well. What is it about how you communicate or how are you communicating
• 17:30
  with people to best understand their story and their needs for a home?
• 17:36
  Yeah, great question. I think it varies client-to-client.
• 17:39
  We always ask early in the process, you know, what is your How involved.
• 17:44
  Yeah, how involved do you want to be?
• 17:46
  For a lot of people, this is like this client, it's too painful. It's like
• 17:51
  they don't want to be involved and then building that trust I think just from
• 17:57
  the very beginning that we, you know, we've got this is really important.
• 18:04
  Yeah. So that they can kind of relax and not feel like they need to be overseeing in that way.
• 18:11
  Giving them that yeah, the opportunity to just kind of like turn it off and trust
• 18:15
  that we've got it. Yeah, I think it has a lot to do with building trust early on,
• 18:21
  meeting people where they are. Some people want
• 18:25
  to be in a group text where they are seeing every
• 18:30
  new planting, every new light fixture, and it's fun for them and it's fun for us. But
• 18:36
  we manage those expectations early on, give them the opportunity to tap in or tap out and
• 18:46
  yeah, we move forward. If we're not communicating with them daily about the process,
• 18:51
  like we are so lucky to have each other to bounce ideas off of and you know, to gut check things with.
• 18:58
  And I think of course just listening, like really, really listening at the very
• 19:03
  beginning and hearing sort of what their fears are and then addressing those. Yeah.
• 19:10
  It's so interesting too, because you know, at the root, people all of us want to have
• 19:14
  some combination of what I call the four big things, which are we want to feel loved,
• 19:19
  appreciated, heard, and understood. Right. And I think that what you've described is going
• 19:23
  into a relationship with somebody where you're actually focusing not really even on listening,
• 19:29
  but on how are we showing up for these folks by what we're hearing
• 19:32
  them say, right? Does that person feel heard? Do they feel
• 19:35
  appreciated for what they're doing, which is incredibly important.
• 19:39
  But I wanna just for our listeners, I wanna just frame one thing if I can,
• 19:44
  which is you're talking about engaging with them in a very specific way,
• 19:49
  particularly around getting market-ready, right? In the how do we make the changes,
• 19:54
  how do we do the prep work? How do we do this process? Does that same behavior model that
• 20:00
  you go into with clients in that piece, is that the same model you're using in the beginning?
• 20:04
  Is it the same model that you're using during the transaction, after they have an offer?
• 20:09
  Tell me about how that plays out. Absolutely,
• 20:12
  absolutely. I mean, we we are very empathic people.
• 20:17
  We do care very deeply if we are received well and if people like us,
• 20:22
  probably to a fault. We hear that all the time in this industry, we're not alone. But absolutely,
• 20:27
  the care and the level of communication we put into the prep process will translate
• 20:32
  throughout our entire relationship beyond the transaction with these clients. We do fall
• 20:40
  in love with the process and the client is a big part of the process,
• 20:46
  making sure that their journey beyond the sale is a good one. What did the seller get
• 20:53
  to do as a result of our good work together? We wanna know. We want a Christmas card.
• 21:03
  Is there ever a time that you need to set boundaries with them?
• 21:07
  Yes. Yes. And that's always something that we are
• 21:11
  working on, working on getting better at. Again,
• 21:15
  because different clients have different communication styles, different love languages.
• 21:20
  We never want to thwart the process, but we do have lives outside of real estate.
• 21:27
  We do want to make sure that this is a sustainable career for us.
• 21:31
  And if we're getting pinged all hours of the day or when we're on vacation,
• 21:37
  which is less of a problem now because we have two Rachels,
• 21:42
  we find gentle ways within our communication to let them know we'll address this in the
• 21:49
  morning. It's a great question. We will be on top of this, at at some point in the future.
• 21:55
  Not everything is a fire, and if we react as though it is, if we respond right away.
• 22:01
  when it isn't an emergency, then we're training
• 22:05
  them in a way to continue that approach with us.
• 22:10
  Yeah, I think AI has kind of involved itself in
• 22:13
  this process as well, more and more. Interesting.
• 22:17
  We're getting more and more clients who display some level of expertise based on
• 22:24
  what they are learning from these AI models, and they're asking their questions to them
• 22:31
  before they ask them to us. So that communication
• 22:34
  has changed a little bit where I feel like people
• 22:38
  are displaying a level of expertise that we weren't previously working with. So it's changed
• 22:46
  communication, I would say. We're fielding a lot more questions. People are doing their
• 22:52
  own research and then coming to us with questions
• 22:54
  that are clearly generated by these AI models. And
• 22:58
  they're a lot of times great questions. But it's a lot more back and forth,
• 23:04
  letting them know that these are things we are well equipped to handle and answer.
• 23:11
  Yeah, and there are so many specific nuances in our market, in our micro market,
• 23:17
  that AI can never know. And making sure that that's top of mind.
• 23:25
  Yet.
• 23:26
  Right. Yet. We'll stop feeding it anecdotes and information.
• 23:31
  But I think that that is a really important part of boundary setting
• 23:35
  is making sure that our clients remember they hired us because
• 23:40
  we are the experts and that we that we will steer them in the right direction,
• 23:45
  regardless of whether AI is telling them something a little bit different.
• 23:51
  Well see, back in my day we didn't have to deal with AI. The two biggest things that we had to
• 23:56
  deal with were the younger couple that was buying
• 23:59
  something and their parents were involved. That
• 24:03
  was the kiss of death. Because you know, like Dad had some knowledge because he'd been to Home
• 24:07
  Depot four times in his life, so obviously he came in with a measuring tape and was like,
• 24:12
  these beams look bad and you're like, okay, well, I guess we're moving on to the next house.
• 24:17
  Or the other one that we used to get often was, you know,
• 24:21
  the it wasn't AI, it was worse. It was, Well, my daughter's
• 24:26
  boyfriend's mother's sister told her that this should be $1.2 million and it's like
• 24:32
  Too many opinions. Like I feel like too many opinions can be the kiss of death.
• 24:39
  Exactly. So it's interesting you say that too though, because again, you know, AI,
• 24:44
  all those things that exist in the world today don't help support the part that
• 24:49
  you do. And I always say great agents are therapists, not agents. I always chuckle
• 24:53
  when you hear agents talk about you know, I'm one of the top salespeople. No,
• 24:57
  you're not. You're not in sales. You're not in sales. Sales isn't a real thing.
• 25:02
  Yeah, yeah. It is hard to identify as a salesperson in this job. I mean, there are elements
• 25:07
  where I I see it, but on the day-to-day on the whole, I I rarely feel like a salesperson.
• 25:12
  Well, and if you think about it, when people talk about selling as an agent that I'm in sales,
• 25:16
  I'm always like, Okay, well let's play that tape forward, right? So if you take
• 25:21
  a home and you put it on the market, you put the price really low, what's gonna happen?
• 25:26
  Well, that is every house in our market, 20 to 40% percent under the actual value
• 25:31
  Yeah. Right. But it's gonna sell, right? But what
• 25:34
  does that have to do with me? That's not part of
• 25:38
  what we do. So I just think it's so interesting
• 25:40
  that the two of you have come into the industry at
• 25:44
  at a challenging time, really, right? But you've
• 25:47
  come into it in a way that is driven by empathy,
• 25:52
  care, compassion, right, and a wantonness to learn
• 25:55
  and understand what's important to the person.
• 25:59
  And what matters. It's incredibly invaluable because AI is never going to replace that.
• 26:02
  Right. And so, you know, I think that's the core key to what I've learned from talking
• 26:06
  to both of you today is so great that we as an industry have a tremendous opportunity to
• 26:14
  learn from what you two are doing to be able to really come into a space and a place to dig
• 26:18
  in at that level and understand from them that we hear you and that we're here to make sure
• 26:23
  that you feel loved, heard, supported, understood, and also have boundaries.
• 26:29
  It's okay. We can have those too. Two things can exist at the same time.
• 26:32
  Listen, it's progress, not perfection, as the kids say.
• 26:36
  Yes, yes. I subscribe to that.
• 26:38
  Amazing. Well, let's let's do a couple quick trivia questions as we wrap up,
• 26:43
  alright? Trivia, no right, no wrong. These are just a couple fun things.
• 26:48
  Current median house price in the United States. Ooh, in the United States.
• 26:57
  Five I was gonna say $475K $525K Anyone want to bet one dollar?
• 27:02
  It's like The Price is Right. Whoever's closest will... $412K.
• 27:08
  Okay. $412K. There you go. Interesting one. Now, I'll give you another quick... Oop there's
• 27:14
  a fly in here. I'll give you another quick small one. We'll see if we can get this one.
• 27:21
  How many agents are there currently in the United States
• 27:24
  of America? How many agents in the United States?
• 27:28
  This is your strength Hmm, I'm gonna go with Take it away.
• 27:33
  650,000 It's good guess, Rachel. I abstain.
• 27:41
  1.5 million. Oh my god, that was not a great guess. That was half. 1.5 million.
• 27:48
  Wow And to give you a perspective, out of that 1.5 million last year 90% of all real
• 27:53
  estate sold in the United States of America was sold by less than 10% of those agents.
• 27:59
  I believe it So if you think about it,
• 28:01
  you're already in the top 10% in what you've accomplished so
• 28:06
  far in just a short period of time. And on top of that, look at how you've actually learned to
• 28:10
  engage with people in that process and work through hard things and look about just getting
• 28:15
  market ready as we talk about. That's the most important thing that people have and
• 28:19
  understanding how they connect to people. So thank you both. Really, it is both an honor,
• 28:23
  privilege, and inspiring to hear both of people that are newish to the business.
• 28:28
  but really have done it the hard and are doing a great job at it. So I can't thank
• 28:30
  you enough for being here and chatting with us. Thank you. Thank you for having us.
• 28:34
  Really appreciate your time. It's our pleasure.