Latest / Real Talk Real Agents | A Real Estate Podcast for Agents / 7: Stop Saying “I’m Not Salesy” | How Real Estate Agents Sell Without Being Pushy
Transcript
- EPISODE 7 === [00:00:00] Hey. How are you? I'm good. How are you? I am good, and I'm super excited about this topic. Me too. But I feel like I say that every time. Yeah. Mm-hmm. I mean, actually, I look forward to recording this, like, every time we are gonna do it, 'cause I think we're working hard on finding topics also that we really wanna talk about. Or that we are entrenched in, or- Ooh, we see it every day ... we see it every day. Yeah. Yes. So- Right ... Pam, we're gonna start this one off with what is the one thing that an agent will say that will just make you crazy? Nobody in real estate is gonna tell you the real stuff. So we will. We're gonna talk about all the stuff that nobody posts about. But everybody needs to hear. We've been in this industry long enough to know what works. And long enough to know what doesn't. I'm Pam. And I'm Mackenzie. And this is Real Talk- And this is Real Talk Real Estate ... Real Agents. If you're a real estate agent that is so [00:01:00] tired of the fake it till you make it energy, this is your show. We are two agents who are still in it every single day, and we are not coaching from the sidelines. We are in the trenches with you. No filters and no fluff. All right, Real Talk starts right now. Literally, this is one thing, like, if you said in an interview, I think I'd be like, "Mm." No, if you say this in an interview, she will not hire you, just for the record. But I understand where it comes from. Mm-hmm. But it is the whole thought that I'm not a salesperson, I'm not in sales, I'm a real estate agent Let's just let that sit for a minute. 'Cause you got some people, me included probably when I was first a real es- became a real estate agent, saying, "Oh, I don't wanna be salesy." Yes. And I wanted to, like, actually ask you that very specifically- Oh. ... [00:02:00] too, is like looking back on it years later, like do you consider yourself a salesperson now, and how did you feel about that in the beginning? Absolutely today, now. So one of the things that we're gonna talk about today, maybe our number three will become our number one, but, and it was really easy for me to say, "Well, I don't wanna be salesy, I'm not a salesperson," because quite honestly, I didn't have the sales skills. Okay. Yeah. I came from education. I came from... So I would mix it up in my head- Mm-hmm ... right, that I wasn't gonna be salesy because, oh my gosh, I'm gonna be a, a used car salesman that everybody uses, right? Right. Is this, and I was like- Ooh. Yeah ... oh, well, I, I don't wanna be that. That's not why I got into real estate, so I don't want people- And by the way, I don't wanna be that either. That's not, that is definitely not the person we're talking about, is that- Correct ... that shitty, um... It comes to mind, right, when you say salesperson, it sounds gross. Well, that you're pressuring somebody, right? Right. So to, to go back to, [00:03:00] yes, I was afraid. I, it came out of my mouth until I said it in front of you, and you were like, "Nope. Yes, you are." I'm like, "Okay, I'm a salesperson." I think we get confused, or I got confused at what I'm actually selling and what I'm actually doing to help guide somebody to purchase a property- Yeah ... whether it's investor, you know, helping a seller or a buyer. So. And I think that's really what it comes down to. Like, my, my coach, I talked to him a couple weeks ago, and he asked, actually asked me what is the definition of a salesperson, 'cause we were talking about this very specifically. Mm-hmm. And I said, "I think I do have a different take on it," because I think we, I think it's a very honorable role that sometimes, like I hate getting lumped into that, that terrible salesperson, is because I think it is such a gift. And it is a skill to be able to ask the right questions, to help people process, to understand what they're looking for, and to help kind [00:04:00] of guide them through questioning. And now guide is not talking someone into. Mm-hmm. It is helping to provide some insight as to what's important to them. 'Cause I feel like I've found over the years that so much of us live in our head, and it is so important to give some, to allow someone to verbalize- Because as they're speaking, you'll watch the wheels go, right? Mm-hmm. And then they'll go, "That sounds crazy." Like And you're like, "There's, that's the disconnect, right? That may be why we're not finding what we're looking for, because we haven't fully processed and hashed out really where your priorities are." So- And that's the gift of a salesperson, I think. Absolutely. So let's kinda talk about a little bit is, so a common reason why people don't wanna be salesy or what we call a salesperson is because they think they're pressuring somebody into something. Right. And you really hit on it, that sometimes we're really trying to talk maybe somebody out of it- Oh, yeah 'cause based on what they've told us. [00:05:00] So what do you think about that? Very true. I mean, I think that's probably half of it. But it's not really, again, the outcome of this, especially with homes, right? Mm-hmm. If they've made the decision they're gonna buy a home, I'm not pushing them towards that or away from that concept. I'm literally helping them identify what they're looking for. And I will say this sometimes, "You're gonna buy a house. I don't care which one you buy personally," right? Right. "I just want you to get exactly what you want, how you wanna get it, and all those things. But my sole job, again, is to not talk to you, is to give you a platform- Mm-hmm to express yourself." And I think that's where I vary with sales, too, is I think commonly people think about, what should I say? I hate that question, too. "Well, what should I say?" Like there's some fucking, like- ... presentation we can say that is just, like, [00:06:00] m- magic, right? Mm-hmm. That's not it. It's, that's the wrong question. The question is, what's the question that I can ask that person to help them self-discover? And if we're showing 40 homes, by the way, you have not asked the right question. Truly. That- that's a you problem. What if I'm showing 38? Girl, we're getting close. Just giving you a hard time. And I do it too, you know, 'cause sometimes you're grappling with, how do I help them? Like, what is the right question? How, where is the, where's the problem? Mm-hmm. 'Cause obviously there's a problem. And I jokingly say that because I'm currently working- ... with a buyer. Preach. And I'm, I'm hearing you, and I'm like- Mm-hmm ... yes, and guiding them, and it's almost, because they can't find what they want, that they're just then out searching. But the house we're looking at today was the same house they didn't like three days ago. And again, just asking them questions, me trying to talk them out of not actually seeing the house that they could potentially write an offer on, but, "This was not what you [00:07:00] wanted three houses ago, so just tell me- Why is it today? what has changed." Yeah. Mm-hmm. You know, I will show it to you. I will find all the information that I can for you, but just please, you know... Y- and for them to self-discover, I think they need to say things out loud sometimes. 100%. You hear yourself, and then you hear the fallacy of it. Yeah. And then you start to realize, like, well, I am, I'm giving her mixed signals. Mm-hmm. Maybe I don't know what I'm looking for, and so we're just looking, uh, without clear direction. So yeah. And they want clear direction. They might not know- Mm-hmm ... that's what they want, but, 'cause that goes to my next question. You know, you and I went to the Tom Ferry event a few weeks ago, and there was a speaker, and he was talking about that sales part. He said too, and I know you were, like, jumping up- I was. I was like- ... and waving your hand ... this, this guy's my man. Yeah, exactly, 'cause he was like, "You are a salesperson- Yeah ... and you're not being salesy, or you're being salesy because you're thinking that you're selling a house and you're not selling yourself." Yes. Right? And selling... So I'll just stop right there. I'm just curious what you [00:08:00] think kind of about that statement. Well, yeah, I mean, it's kind of like what I said before. It's, we're, I'm selling you a house, right? Mm-hmm. The product is already known, what we're selling. Mm-hmm. We just don't know exactly which one. So I'm gonna just take that out of the mix altogether, that we're talking about selling a house, and part of that question, I've... I'm in a browse brain. What was the second part of that question? Well, it's just that we think we're selling the house, but really we're selling ourselves. Oh. Yeah, yeah, yeah. Right? And we're trying to, so I, uh, there, it disconnects, so- Ooh, that's deep. I know. Yeah. So I knew you'd like that one. I know, we get fired up. Yes. So- You were fired up before we started- ... for, for the record So we are selling ourselves, but we're selling our skillset, right? Yes. So I think what makes- Me uniquely me and why I feel like I am made for this is because I think I'm naturally curious about what is gonna set a property apa- apart. Like, you heard me do an intake the other week- Mm-hmm ... of, like, [00:09:00] I mean, I really could almost give a shit less about square footage and number of bedrooms. Certainly, that's on the list of things, but it's like how do you wanna live? How are you living- Mm-hmm ... now? Like, I wanna get deep with you 'cause all of that stuff really matters. Those questions matter. And then the body language piece. Like, I wanna watch you as we go along, but I am selling you on I'm the agent with the experience, knowledge, and the skillset to help you discover what you're looking for. So I love what you just said because we just talked about that. It's not about the house, right? And you did that intake form. You were on that phone with them for maybe 30 minutes, do you think? Yeah. Mm-hmm. And I don't think once you talked about a square footage, I don't think you once you talked about, but you were able to show your competency, your knowledge. I know we s- throw that value around, but I think our value is in our knowledge. Mm-hmm. And just the questions you were asking them about what beach they wanted to, how close to the ocean do they or do they not, and then she started getting into FEMA and floods, and I was like, "This is exactly why I don't [00:10:00] sell the beach." Thank God I can refer this to Pam, 'cause I started sweating- just about the questions and the knowledge. So I would not have been that right agent f- Can I learn? Of course I can. Yeah. But in that moment, and so it hadn't... They were so excited to work with you, it wasn't even a question that they were gonna work with you, and it was all because of the questions that you asked and showing them who you are by getting them to talk, is what I got from that. Yeah, I mean, I hope I helped them feel heard, number one. Mm-hmm. I think that was, I think that's always important. People value that, and I think they trust you or realize that you're trying to help them get what they want when you- Are kind enough to ask questions instead of just getting on the phone and go, "Well, this is about me and I've sold blah, blah, blah- houses and all the..." They don't- And you have to live in this beach- Yeah ... and this zip code and- Right. It's not about you. Mm-hmm. And I think we have to learn that in a lot of aspects [00:11:00] of sales. It is literally none of this is about you, it's about them. So that beautifully, thank you Pam- ... goes into my next question of my experience of when an agent says, "I don't wanna be salesy," or, "That feels salesy." And it s- can be, it can be a little of a cop-out- Yeah ... for doing the work that needs to be done, and we can circle back to what you just said, but from my experience, when I start to get that pushback a little bit, "Well, I don't wanna be salesy," it's when we need to talk about follow-up or making a call or I'm gonna say the word, don't yell at me, when we're scripting a little bit. Oh, yeah. Mm-hmm. Mm-hmm, yeah, exactly. Which we'll get into in a minute, but, um, it's almost like a stopgap. Well, I'm not gonna do that, I'm not gonna learn how to do that, I'm not gonna practice that, I'm not gonna make that call. Yeah, 'cause I think people have this mindset, whether they wanna admit it or not, like what we really want is hot leads. Someone that calls you- ... and says, [00:12:00] "Hey, I would like to buy a house today, Mackenzie." Oh, I'd like to buy this house today. Oh, even better. Exactly. Right? Here's the address. If you can just draft up a contract, that'd be amazing. Mm-hmm. Um, and I think what we miss is that's really not where our value is. Like, our value is in the hard, in the psychology piece of this, in helping people mentally figure out what they want. That's really where our value is, is to learn enough so I can guide you and consult you in a way. And so if we're skipping all that hard stuff, and the follow-up and all of that, we have laid no foundation of trust, we have laid no rapport. You're missing out on the hard. The hard's the beauty part. We just, we're literally looking for hot all day long, and when we don't get it, we don't know how to- f- uh, show value or what to say, and that's where the scripting kind of gets in there. Um, I don't know. It's just, I think if you can embrace the [00:13:00] fact that you are in fact in sales, and it is an amazing opportunity to help people if you- if it's done right. Mm-hmm. That's the myth. Embrace it. And sales is asking the right questions at the right time. Yes. Right? I mean, it's a little bit deeper than that, and so when we talk about scripting and when we talk about what questions to ask, it's just a list. I'm not gonna open up my notebook and I'm not gonna call a lead and be like, "Okay, question number one, number two, number three, number four." Are you ready to come with us? Exactly. But it gives me a blueprint for somebody like me, when I- Yes ... if you tell me to make the calls, I'm gonna make the calls. That's my personality. Then I'm like, okay, so I got over the fact that I am salesy. I'm not salesy, but I am a salesperson, so help me to know what I'm gonna say. That question, all these questions that you don't love, I asked as a new agent back in the day. Mm-hmm. But it was just to get me started, right? Right. And then the other thing that I'm seeing right now is when we role play, you know, with agents, [00:14:00] is it's that active listening. Mm. Mm-hmm. It is that we were role playing on whatever day this week, 'cause it's only Tuesday, on Monday. We role play tomorrow, and I said to them, "Tomorrow when we role play, that our goal is to every person that role plays is to have to use the same words- Mm ... that the consumer used. So if it says that I'm just looking- Yeah so you have to come back and say, "Well, you said you're waiting for a little bit. Now I hear you're just looking. What does that mean?" Mm-hmm. "What is that timeframe?" And because it was, they were almost answering questions that weren't even being asked. Oh, yeah. And they were talking about things that they were almost putting in barriers in the conversation. Mm-hmm. "Well, I know this market is a little wonky, so..." The consumer never said it was wonky. It's wonky. Should I be worried? Correct. Should I be concerned? And that was the question, and I was just like, "The better question is what have you heard, what do you know about the market right now?" Mm-hmm. How long do you think it takes to purchase a home right now? Right. And not putting in all of, going back to me, me, me- ... 'cause the salesy [00:15:00] part is the me, me, me part- That's it ... worrying about how I sound or how I am. So that was all- Am I gonna sell a house? All those things, making it about yourself. Absolutely. Yeah. And I think if we can get out of us and make it about them... That's what all of this is, honestly. It's w- we're so me-driven. Um, and then I do want to talk about scripts, 'cause I, I do have a love-hate relationship with them, um, because scripts give you words- But they don't give you how to say the words, when to say the words. Doesn't give you that process. It's just a very small part of language and communication is the actual words themselves. So I think there is a skill set to be learned, and actually sales is a process. Um, and I don't mean to make it too elementary. Mm-hmm. But it is typically, you know, you build a little rapport, you ask some questions to kinda really understand what they're looking for, and then there's [00:16:00] an opportunity to kind of share, you know, your knowledge or share kind of what you think they're looking for. And then you ask if there are questions- Mm-hmm ... and then they give you an objection. You handle that objection, confirm that you've handled that objection, and then you're able to move into kind of the close. So I don't wanna, I don't wanna say that there's not a process to sales, 'cause there is, and so scripts is part of it. But I think when we s- focus solely on the words in scripts, what we find is exactly what you said, agents are thinking about what's the next question. Mm-hmm. Or what do I ask next, instead of sitting there and actually listening to what someone is telling you, and then taking what they're telling you, and then asking a follow-up question that relates to what they said. You know, that's so interesting listening to you talking about that with scripts, as we jokingly, you know, 'cause it helped me gain the confidence- But you're right. It [00:17:00] didn't tell me how to say it really, when to say it, a process. Mm-hmm. But still, you kind of, it was like, "I'm gonna hold back on telling him what the price is of his house until I kind of talk about the market a little bit more," 'cause he's not ready to hear what that number's going to be. Right. Right. However, a strength of mine in my pa- is, is to know the timing of that, is to read a room, is to kind of understand that. And so then the words were just another, you know, tool in my tool belt, if not. And so we kind of talk a lot about, I think, 'cause I think scripting gets a bad rap as well, because another agent not on our team, she's at our brokerage, asked, "Do you think some of these skills can be taught a good sales agent?" And I said, "I don't. There's some skills I think are just innate in somebody." So I think why you And I saw this the moment I met you. Um, I in- Oh, I have no idea what she's getting ready to say ... you're innately in that category of could be a good [00:18:00] salesperson with training in that you are naturally curious. You ask a lot of questions. You're just curious about people. Um, and that's a beautiful thing. Ashley Bomarito that we used to work, uh, with, I would say, like, she's the most naturally curious person- Yes ... I've ever met. She would ask an uncomfortable question sometimes, not trying to be uncomfortable, just 'cause she was naturally curious. Yes. She's a great salesperson because of that gift. Mm-hmm. Um, and you have that natural kind of, um, I don't know. Your personality lends itself to being friendly, on your feet. You're extroverted. You're not afraid to talk to people, and so I think you had a hell of a foundation to start. Okay. And so then you add scripting on top of that, and that gave you some words to use your natural ability with. So I think, I don't know. I mean, I think everybody can be taught to a certain degree, but I think some people are r- gonna have to really fight their DNA. Yeah. [00:19:00] That's a great point. Harder than, than others just because they're naturally not curious. They're tend to be a little bit more introverted. Mm-hmm. They overthink or over-process things. Mm-hmm. And so that's where you get into the, "Well, I don't know what to say," or, "Was this the right word?" I'm like, "Who the fuck cares?" You know? Just say it. Just say it and go. Right. You know? And see how it lands. Mm-hmm. Um, so yeah. Okay. No, no, I thought that was interesting, just- 100% she asked the question, and I don't know. I mean, it's, it's hard and so rewarding at the same time. It is. I think it can be taught. I just think some people are naturally... probably have a foundation that just gets in the head a little bit faster than others. Okay. I know I always discount my past lives, right? 100%. My past. Yeah. And so thanks for the reminder. Yeah. All right, so someone's listening to this. Yeah. Hopefully many people are listening to this. Don't forget to like and subscribe- ... and do all the things that we ask you to do every time. Love it. I know Debra's so [00:20:00] happy. I see her there. Anyway, um, someone's l- listening to this- Mm-hmm and they're just like, "Yep, I, I feel like I'm salesy," or so what does that... We kinda talked about the reasons why we think people feel that way. So do we have any tip or trick after they listened to, listened to this today about kinda maybe rewriting that script a little bit in their head? Yeah. No pun intended. Um- Yeah. I mean, I actually think I would love more people to do this. We all get these telemarketing calls, right? And I laugh sometimes where I'm like, "I'm gonna learn the script." 'Cause there's one script that I feel like I get from multiple people every day, and I'm, I'm so close to internalizing it. Mm-hmm. And then I, like, wanna whip it out on somebody in the middle of one of these sales calls. You know, like, "Let me guess what your next gonna s- ... your next phrase is gonna-" I had no idea you've been doing that. Oh my gosh. I mean, we're in real estate. We, they, we get a lot of calls- Oh my gosh ... for every bell and whistle under the sun. And there's literally, like, the same technique, and I'm, like, laughing my [00:21:00] ass off, right? Mm-hmm. Um, some people are better at it than others. Mm-hmm. You know, you wanna go, "You did a really great job with that script. That's amazing." Um, but what I would what I would question people to do is, if you're gonna use them, if you really value your craft, I think to sit back and really understand why you're doing it. What's your intent with all of this? Like, we overcomplicate the words sometimes, and I think we forget the, the bigger picture in this- Mm-hmm ... if that makes sense at all. Like, you're, you're listening to people. You wanna help them. Don't make it about you. Mm-hmm. Like, what are some reasonable questions that I could ask this person to understand how I can help them? So, I don't know, less on the words and more about your intent. What about you? What would you say? No, I think that's spot on. I just wanted to say more on the human element of you're helping them. You're also very good, there's many reasons why you're a great, um, real estate agent and [00:22:00] salesperson, but you're a problem solver. Oh. Right? Mm-hmm. So a long time ago you had said something, just we are solving problems. This person needs to sell a house or needs to buy a house, and I'm here to help solve that problem. Whatever the, problem not even being a bad thing, just I'm the solution, right? Yes. To whatever is, is going on. And so if you come from that place, right? I'm a problem solver. I w- that's a helping, right? If you help somebody p- solve it, you're helping them. They've come to you. You haven't pressured them to buy a house. They're choosing to buy a house. I'm just here to guide them to whichever one they choose to buy or not to buy. So that is the absolute bow on salespeople. I am allowed to get and have what I want- If I have helped you get exactly what you want. Mm. That is the- Wow ... return of that, right? Mm-hmm. So my first and foremost goal is I have to help you get where you need to go. And so, yeah, you are [00:23:00] solution-oriented. And I think when people struggle with, "Well, what do I say next? What do I send them? What piece of value?" What's the problem? What is the problem we're trying to solve? That gives you the answer of what the value you can provide. Correct. If you're clear on that, again, have you asked enough questions to get deep on what you're trying to solve with people? Because part of sales and interacting with the public, sometimes people give you that smoke screen at first. Yeah. They don't give you the deep stuff. I'm working with a lady, unfortunately right now, if we don't get her house closed in the next couple weeks, she's probably facing foreclosure. Mm. She did not lead with that. I will tell you. I took this over as a, as a canceled, um, listing. It had been on the market for over a year. Um, I think because she was not ready to be truthful with maybe herself and her previous- Mm ... agent, um, some things were probably miscalculated and not as aggressive as they needed to be. When we got deep and she told me [00:24:00] exactly what was going on, then it's like, "All right. All h- here we go." Mm-hmm. "We're go- we're gonna get this done. You trust me, I trust you. We're in this together as a partner." Mm-hmm. I didn't need to send her some fluffy email after that. W- you know- You were good ... we're, we're in this together. So get deeper with people. I love that. Yeah. All right. Break. Are you a salesperson? Cut. All right, this is my favorite segment. Especially when I'm the one asking the questions. We're a little saucy today- I know ... so this should be good. Real talk rapid fire. Okay, ready? All right. She does not know the questions- Nope ... and we don't know what the answer is going to be- Oh, Lord ... until it comes out of her mouth. Nope. All right. So, um, is following up repeatedly salesy? Depends. Oh, I was not expecting that answer. No, I mean, it's not salesy by nature. I think if you're just [00:25:00] saying the same stuff with no value, or I will say, "Just checking in"- Mm-hmm ... uh, that whole phrase drives me nuts, um, then that's kinda salesy, 'cause why else are you calling me? You're providing no value. You're just checking in, and you want me to do the heavy lifting. No, thank you. I'm sorry. See why this is my favorite? Okay. Number t- Am I wrong? No. I, no. I had nothing. I wasn't even gonna try to follow that up with a word. Okay. This is quite... Okay, sorry. How, how many times should you follow up before giving up? I know the right answer- ... is, like, you follow up until they either buy a house or they tell you to fuck off or they die. Right? I knew that's what you were gonna say. Sorry. This is the w- we're gonna have, have explicit u- under, um, all of our- Be- The little, like, dollar signs and all the- Uh-huh. Well, [00:26:00] and that goes back though. I will add to this a little bit. How many times should you follow up before giving up? It depends on what that follow-up looks like. Uh, absolutely. Right? For sure. Because... And so we'll just kind of- Honestly, if we're not vibing, I'm providing no value- Mm ... then it, it may be you problem, and just stop the, stop the pain. Mm-hmm. Absolutely. Okay, this is a great question. Okay. Is it okay to directly ask someone if they want to work with you? Yes. Do you think a lot of people do that? No. No. Actually, I love that. I know. Like, I feel like I wanna incorporate that in, 'cause I think if you've done your work, you've shown your value, and I mean, I think there is a time and place. We're so afraid to ask the question that really needs to be asked. Well, because we're afraid we're not gonna get the answer we want. 100%. So- So then if we don't ask it, we don't get anything. We don't know. And then we waste our time. And then we overanalyze and we overthink, and then we shoulda, woulda, coulda. Yeah, and then we waste time on people that maybe w- [00:27:00] was not a right fit. That's okay. Like, I, I feel like I can handle, you know, feedback either way. So no, I think that's a great question. That way you know. Mm-hmm. Are we still working together? Are we working towards working together, or if this is just not gonna work, and then I would probably ask for feedback. For sure. Mm-hmm. Oh, that's another thing that it's hard for people to do, for sure. Mm-hmm. All right. Number four, what's the biggest sales mistake agents make? Don't close. I mean, I just... I mean, I know it's, it's very cliche, but if you're talking to someone, it- there is a natural progression of closing a conversation, and the close can be something simple as, "What's this gonna look like for us to talk again?" Mm-hmm. "So, are we making an appointment?" Or maybe we're saying, "Hey, it looks like you're a little bit further out. Hey, would you mind if I called you back in, like, two or three weeks and just check in?" Mm-hmm. It's... Of course I said the word. Um, and see if, if anything's changed during that time. Mm-hmm. And then most of the time people go, "Yeah, that's [00:28:00] fine." All right, so I closed them for our next follow-up appointment, then I put that in my CRM as a reminder to do that in the next couple weeks. And follow up without BS, but real stuff. Yeah, exactly. There you go. Thought you were gonna say talking too much. Well, that too. I know. Okay. And the last question, rapid fire. What should I say when someone tells me they're just looking? I look all the time, too. I get it. I mean, it's human nature, right? I g- I go on vacation, I look at Zillow as well. So, what had you looking? So, it's, it's the follow-up question after they state that. Well, something must have h- It, it piqued your interest. Let's talk about that. Mm-hmm. Tell me a little bit more about that. Love it. That's all. That's so... I mean, if you never wanna be salesy, but ha- the, "Tell me a little bit more about that," that's, that's literally- The best question ... it, it is. Well, Pam, thank you for this rapid fire- ... and this. We actually... I am a [00:29:00] salesperson, right? Right. You can, you can say it. You can say it. You can do it. I, too, am a salesperson. All right, we will see you next time on our next Real Talk Real Agents.