Latest / The Real Estate Agent Playbook / From Myths to Facts: Understanding EXP Realty's Revenue Share 2.0

Transcript

From Myths to Facts: Understanding EXP Realty's Revenue Share 2.0 · The Real Estate Agent Playbook

• 0:01
  Extra, extra read all about it.
• 0:02
  EXP just changed their revenue share model.
• 0:05
  The other brokerages are saying that EXP cut it in half.
• 0:08
  That couldn't be further from the truth.
• 0:10
  Because exp just took the amazing opportunity of rev share that they
• 0:14
  essentially created That has been copied over and over and over again And they
• 0:19
  absolutely blew it up for specific groups of people that we're going to talk about
• 0:23
  So i'm going to explain exactly what happened with the exp revenue share model
• 0:28
  Why it is a massive opportunity for most.
• 0:31
  And we're going to talk about all that and more next.
• 0:38
  What's up guys?
• 0:39
  Jeremy Kane with the real estate agent playbook.
• 0:41
  As you know, I am an agent at eXp Realty, the original cloud based
• 0:46
  brokerage model that has absolutely changed the game for real estate.
• 0:49
  If you're interested in joining eXp, and that's why you are watching this
• 0:53
  video, Please book a call with me to join, talk about joining the record
• 0:58
  breaking group at the Wolf Pack.
• 0:59
  There's a link below if you're at x exp.
• 1:02
  I hope this helps explain some of the things and we can all grow together.
• 1:06
  So throw me a comment, shoot me a DM on Instagram, the re
• 1:09
  agent playbook, and let's dive into exactly what just happened.
• 1:14
  Okay, so exp, revenue Share 2.0.
• 1:17
  Revenue share is something we have to discuss.
• 1:20
  First and foremost, this is an.
• 1:22
  Alternative income stream to the traditional brokerage model, which is
• 1:26
  just trade your time for money, sell houses in your specific licensed area.
• 1:31
  The revenue share model allows you to grow globally.
• 1:34
  So it's almost a brokerage opportunity or managing broker, employing
• 1:39
  broker opportunity with no borders.
• 1:41
  And as you know, managing brokers, especially when companies first start
• 1:45
  have to wear every single one of the hats.
• 1:47
  And if they don't wear the hat, They have to pay for it.
• 1:50
  So whether that's hiring, firing, training, litigation, mediation.
• 1:54
  Marketing, accounting, IT.
• 1:58
  Oh yeah.
• 1:58
  We have to still review the files compliance, make sure
• 2:01
  agents get paid on time, pay the rent, pay the business expenses.
• 2:05
  That's all stuff that has to come across a managing broker's plate typically.
• 2:10
  Well, EXP just allowed their agents.
• 2:13
  To grow the company so when they were reducing their
• 2:16
  overhead by going cloud base.
• 2:18
  They also were like, okay Well, let's provide opportunity for agents are
• 2:21
  actually producing having day to day conversations with other agents boots on
• 2:25
  the ground Let's have them You know grow the company this way and be rewarded for
• 2:30
  it fairly without the massive liability that comes along with being a broker
• 2:35
  it's likely for a team lead, right?
• 2:36
  Maybe a little bit less Maybe you don't have to pay them, you know the rents and
• 2:39
  things like that Maybe you do But team leads are also somebody who takes on so
• 2:45
  many duties and so much responsibility.
• 2:47
  Well, EXP at least provides that brokerage opportunity and whoever brings or, you
• 2:53
  know, talks to the agent about coming into EXP, That's a sponsoring agent.
• 2:58
  Every time somebody in that agent's downline seven tiers
• 3:02
  deep closes a transaction, this agent is getting compensated.
• 3:06
  And this is the revenue share model.
• 3:07
  And we will share slides.
• 3:09
  I'll talk a little bit about the original revenue share
• 3:12
  model or what it was, I guess.
• 3:14
  And then we'll talk about revenue share 2.
• 3:15
  0 and why this opportunity is absolutely massive So let's kind of get into it.
• 3:21
  Okay, so here's the model that we just came from we'll call this revenue share 1.
• 3:27
  0 As you know revenue share 2.
• 3:29
  0 is the one that was just released So when we look at this, I want you
• 3:33
  to understand one thing the adjusted gross Commission income is dynamically
• 3:39
  calculated to ensure that exp does not pay more than 50 percent Of the money
• 3:44
  that's coming in into the revenue share pool What exp does is we'll show on a
• 3:49
  future slide is they take that money And all the money that goes into exp in
• 3:54
  the form of commission split Is split directly in half half of the money goes
• 3:58
  to exp and half of the money goes to revenue share pool That has not changed 1.
• 4:02
  0 to 2.
• 4:02
  0 It's just much more clear what happens to that money and how it's adjusted so
• 4:08
  in the event As you can see here that all seven tiers were filled and they
• 4:12
  had the flqas needed as you see on the right an flqa is a agent that closes at
• 4:19
  least 5, 000 in GCI every six months.
• 4:21
  So essentially one deal every six months in most markets.
• 4:24
  That is how you open the tiers.
• 4:26
  And as you can see here, tier one was open immediately.
• 4:29
  You needed five for tier two, 10 for tier three, and so on, as you see on
• 4:33
  the right hand side of the screen.
• 4:35
  So this was very dialed in.
• 4:37
  However, if every single tier was open, the, the, Sponsor who had you on that
• 4:43
  tier had the FLQAs needed then that would completely pay out If you added all of
• 4:49
  these numbers up these three and a half to three point eight and two Point two
• 4:53
  all of these numbers actually equaled twenty percent Of the gross commission.
• 4:59
  Well exp only received 20 percent of the gross commission The thing was that a
• 5:04
  lot of of these tiers weren't always open and so exp has adjusted the flqa account.
• 5:10
  They've adjusted some of these numbers on here and change where
• 5:13
  we calculate the Payout from and so this is the original model Just to be
• 5:21
  clear here, 10, 000 commission closed.
• 5:24
  John on my tier one closes a 10, 000 commission.
• 5:27
  I would be entitled to up to 350 from that 10, 000 commission.
• 5:33
  Now what that looked like, I'll show you on the next slide.
• 5:36
  So what had happened is EXP would say, okay, this is the company
• 5:43
  commission and everything would be calculated off of this number, the
• 5:47
  commission that the company received.
• 5:49
  That's the three and a half percent we're talking about of the gross commission.
• 5:53
  So if you have 1533 times five to get the gross commission of, you know, seven, six,
• 5:58
  six, five, that's how much this GCI was on my tier one, three and a half percent.
• 6:03
  Of that money would be 268.
• 6:06
  28.
• 6:08
  As you can see here, my final revenue share was paid out 222.
• 6:11
  67.
• 6:14
  So this is what I got for this commission.
• 6:18
  And I should have gotten this based on just that one sheet, but
• 6:23
  EXP could not pay more than half of the money that it brought in.
• 6:26
  To revenue share.
• 6:28
  Otherwise, they couldn't pay for the company to run.
• 6:31
  So it's always been 50 50 split However, we just had this buffer.
• 6:36
  So for 45 61 that I was not getting from this You know three and a half
• 6:42
  percent of her gross commission.
• 6:44
  So that is exactly what it used to be So here's revenue share 2.
• 6:49
  0 Started with exactly the same.
• 6:52
  This has not changed.
• 6:53
  It's just visualized differently 80 percent of The commission goes to the
• 6:58
  agent 20 percent goes to exp while they're still in their capping period
• 7:02
  Of that 20 percent the company gets 50 percent and exps revenue share pool gets
• 7:08
  50 percent So essentially 10 of that Whole commission is going to the revenue
• 7:14
  share pool to be divided out And so I don't want you to focus on too much in
• 7:19
  this As you can see 17 and a half of the revenue share pool in this section.
• 7:23
  You have 19 Plus one for 20% Notice zero FLQAs on tier one, two, and three.
• 7:30
  That is new, right?
• 7:32
  So you do not have to have any tiers open.
• 7:35
  Who is this good for?
• 7:37
  This is good for people coming over with a group of agents, maybe also known as a
• 7:41
  team or a brokerage, to really inspire and help people Get their feet on the ground.
• 7:47
  So a team lead can be here on my tier one.
• 7:50
  If I bring them in, they could put their top tier agents on tier two
• 7:54
  and then stack everyone under tier three from there so that some of
• 7:57
  their top tier agents are getting a headstart on revenue share as well.
• 8:00
  The life changing.
• 8:02
  Revenue share that it is.
• 8:04
  And the team lead is not taking a big hit because all three of these tiers
• 8:09
  are open as demonstrated right here.
• 8:12
  So tier one, tier two, tier three, tier four, you do need five qualifying
• 8:17
  agents, personally sponsored.
• 8:19
  So in that case, the team leads, you know, or the brokers making it.
• 8:23
  So there's top performing agents are on that tier two.
• 8:26
  He's rewarding them by stacking people on tier three.
• 8:29
  And he is also going to be rewarded because those are his top tier agents.
• 8:34
  So they're going to be closing deals.
• 8:36
  So say he had a team of 25, he stacks his top seven to 10 people on his tier one.
• 8:44
  And then he divides the other 15 up, you know, appropriately so
• 8:47
  that they start to see ref share.
• 8:49
  They can start to, you know, grow and have a voice of
• 8:52
  leadership and that kind of stuff.
• 8:54
  And no one is affected.
• 8:55
  So that is this.
• 8:57
  So.
• 8:57
  Section of 2.
• 8:58
  0.
• 8:59
  So what's this mean, right?
• 9:01
  Let's break this down.
• 9:02
  An agent closes a transaction, 10, 000 commission comes in.
• 9:06
  Agent's taking 8, 000, EXP's taking 2, 000.
• 9:09
  Of 50 percent goes to EXP, 50 percent goes to the revenue share model.
• 9:15
  Next, we have 17.
• 9:17
  5 percent of this.
• 9:18
  So, if I brought John to the company, he closed this 10, 000 commission, I
• 9:23
  would get 175 guaranteed from that.
• 9:27
  Yeah, my sponsor Louie would get 200, his sponsor Mike would get 125, his
• 9:31
  sponsor Connor would get 75, his sponsor Chris would get 50, Chris's sponsor Ian
• 9:36
  would get 125, and Tracy would get 250.
• 9:40
  So, that is an exact paid out, but it would only be if they had their FLQAs
• 9:46
  open, as you know, 5, for Tier 7.
• 9:51
  These are the minimum payouts for a capping agent.
• 9:54
  So if I have a capping agent on my tier 1, I'm going to max out at 1400 per year.
• 10:01
  For this piece, I'm going to max out at 1, 600 per year
• 10:05
  for this piece minimum, right?
• 10:07
  So I'm using max out, but it's actually the minimum I would make
• 10:11
  from a capping agent is this.
• 10:13
  You see here, we have a bonus.
• 10:15
  This is the new structure.
• 10:16
  This is the old SRS buffer, but it's now.
• 10:20
  Calculated in a bonus.
• 10:22
  The difference being, the SRS buffer used to be calculated based on how many
• 10:26
  units were closed across all the tiers.
• 10:28
  And it would be split amongst, it would be weighted differently depending on how
• 10:32
  many people were on how many tiers and how many units closed on those tiers.
• 10:36
  And so it was very confusing and convoluted.
• 10:39
  They've taken that seven tier bonus buffer structure and made
• 10:43
  it a three tier bonus structure.
• 10:45
  So the bonus is calculated based on agents on tier one, tier two, tier three.
• 10:51
  So if you have agents that close deals, you're going to get this
• 10:54
  minimum number if they cap plus a bonus as they go along each month,
• 10:58
  paid on the third Friday of each month.
• 11:01
  Okay?
• 11:02
  So that is how it works.
• 11:03
  And you can see, okay, you have, you know, five to 10 agents who
• 11:06
  are closing deals and capping.
• 11:09
  That's pretty good 1400 additional dollars just for having them sign up and you
• 11:13
  know come work with you right plus the bonus Now with this change, they also
• 11:20
  incentivized People as they come into the company the first year If you bring
• 11:25
  an agent no matter if they're in their 10th year of business or their first
• 11:28
  year of business their first year at exp You will be paid on that tier one at a
• 11:33
  50 percent of the revenue share pool.
• 11:35
  So this ten thousand dollar commission While the agent has not capped
• 11:39
  is gonna be 500 to your revenue share as we go, capping at 4, 000.
• 11:44
  So that first year agent is worth 4, 000 a year, pretty cool.
• 11:48
  Then they would slide into this traditional model as we go.
• 11:53
  The bonus is not affected by this.
• 11:56
  Technically, but, if that money is paid out, there will be less money in that
• 12:01
  50 percent pool to bonus at the end.
• 12:04
  So, it's kind of like a, a guaranteed bonus.
• 12:06
  It is not, paid out like the bonus.
• 12:08
  It is paid out at time of transaction close.
• 12:12
  So, then we have this.
• 12:13
  Revenue share 2.
• 12:14
  0.
• 12:14
  So, this is what it looks like.
• 12:16
  Okay?
• 12:17
  This agent, 3, 248, half of that, right, was, 3, 248 was
• 12:24
  paid EXP, half of that is 1, 624.
• 12:28
  So 1, 624 is the company's portion put into the revenue share.
• 12:33
  Every single dollar of that will be paid out through the tiers or a bonus.
• 12:38
  Right, they're paying out.
• 12:39
  Every penny that goes into the revenue share pool.
• 12:43
  So this is exactly what it used to be.
• 12:45
  It's just much more transparent 284 and 20 cents.
• 12:49
  That's my final revenue share on the third Friday of this month.
• 12:54
  I will get a bonus Based on this exact payment.
• 12:58
  So that is, this is what I'm getting, and then I'm getting the bonus.
• 13:03
  So that is the difference between Revenue Share 2.
• 13:06
  0 and 1.
• 13:06
  0 is that bonus.
• 13:08
  So, it's kind of like this.
• 13:10
  Before, the Revenue Share was on a 45 degree angle, it would grow throughout.
• 13:13
  And you would get a small, tiny blip.
• 13:16
  You know, for that buffer adjustment, because it was a lot less.
• 13:19
  Now you're going to be more hanging out on the floor, right?
• 13:23
  You're here, it's coming, it's increasing, and then boom, it'll increase
• 13:26
  drastically on that third Friday.
• 13:29
  So that EXP ensures that all of that money in the revenue share pool is paid
• 13:33
  out to those tiers 1, every single month.
• 13:38
  So you say, okay, well that bonus sounds good, it still sounds pretty confusing.
• 13:42
  Where's that money coming from?
• 13:43
  The bonus money comes from the FLQA shortfall.
• 13:47
  So if I have an agent on tier four that closes a deal and I don't have five
• 13:52
  FLQAs or I have an agent on tier seven and I don't have 30 FLQAs, that money I
• 13:57
  will only get the small portion, so 0.
• 14:00
  25 percent of the expansion share, I believe.
• 14:04
  Let's go back just for numbers sake and let's start over here.
• 14:12
  Okay, so now you know
• 14:18
  we're gonna take it off from when I went to this slide Okay, so now you ask.
• 14:24
  Well, the bonus still sounds confusing.
• 14:26
  Where's it coming from?
• 14:27
  This is exactly where it's coming from So if I go back two slides and I talk
• 14:31
  about the FLQ a shortage here If I have an agent that closes a transaction
• 14:37
  on my tier 5 Which is right here and I do not have 10 plus FLQ a's You
• 14:43
  I am actually only going to get 0.
• 14:46
  5 percent.
• 14:46
  So that ten thousand dollars would be Or that ten thousand dollar commission
• 14:50
  would be a fifty dollar payout for me It's only when I have the flqa's
• 14:55
  at ten plus that I would get 4.
• 14:58
  5 plus five For that 5 percent of that that pot so that is wrong
• 15:06
  again, and I have to redo it
• 15:13
  Okay, so now let's talk about where this bonus money comes from first and
• 15:17
  foremost an FLQ a shortfall So the company will not pay the full share, right?
• 15:24
  Let's say we're on tier seven and we don't have 30 agents.
• 15:27
  So, Frankie on my tier seven closes a deal and I only have 15 qualifying
• 15:32
  agents, then I am only going to get 2.
• 15:35
  5%, of that.
• 15:37
  So the expansion share only instead of 22 and a half plus 2.
• 15:42
  5%.
• 15:43
  So if I don't have that tier open.
• 15:45
  This 22.
• 15:46
  5 percent is staying in the revenue share pool and will be divvied up in bonuses
• 15:52
  based on tiers 1, and transactions that closed in that month on people's tiers 3.
• 15:58
  Likewise, if I do have 30 agents, then I would get that 250, total payout of
• 16:04
  25 percent of the revenue share pool.
• 16:07
  So that is, The first shortfall is if you do not have FLQAs.
• 16:11
  So tier four, five, six, and seven require these FLQAs to be open.
• 16:16
  And so if I don't have those, that's where the first piece comes from.
• 16:20
  Next we have, the tier breakage.
• 16:22
  So say somebody.
• 16:24
  In my tier 2 closes a transaction, but the person that sponsored them,
• 16:28
  that they're in their tier 1, so my tier 1 agent John brought in Sarah.
• 16:33
  John left the company, Sarah is still there closing deals.
• 16:37
  No one slides up, Sarah stays on my tier 2.
• 16:40
  However, the money that John would have earned now goes back
• 16:45
  into that revenue share pool.
• 16:47
  And since it was a tier 2 agent closing, I would earn a piece of that
• 16:51
  bonus based on, you know, the revenue share payout of the total number
• 16:56
  of, transactions on those tiers.
• 16:59
  So that is tier breakage, which is a big one, right?
• 17:02
  If someone leaves, you could have, you know, tier 2, tier
• 17:05
  3, tier 4, that they left.
• 17:07
  The agent on tier six closes a deal but the agent on tier five doesn't have their
• 17:12
  FLQAs open So then it's a whole thing.
• 17:15
  So There's a lot of areas so FLQA shortfall tier breakage and then
• 17:20
  revenue share payouts without teams.
• 17:22
  So original people at the company sometimes only have
• 17:26
  You know, four tiers up.
• 17:27
  So if they're on, you know, Joe's tier one, and there's only one, two, three
• 17:33
  people above Joe, then there's also three tiers that are unpaid there.
• 17:37
  This one's probably less likely, but there is still people, at the company
• 17:41
  that are in those higher up tiers.
• 17:43
  that are closing transactions.
• 17:45
  So out of all of these, there will be a pretty lucrative bonus piece at the
• 17:51
  end of the month that will be paid out on tiers one, two, and three.
• 17:55
  So they will receive that bonus on the third Friday.
• 17:58
  And one thing that people aren't focusing on fully is this right here.
• 18:04
  Because eXp went to this bonus structure where you know exactly what your floor
• 18:10
  is, what you're getting paid out at first before the bonus, you can now actually
• 18:15
  get paid by clicking this button U.
• 18:18
  S.
• 18:19
  only for the time being, expanding to Canada and then beyond.
• 18:23
  You can click this button and get paid now.
• 18:26
  Granted, depending on your bank, it could take two hours, it could take 12,
• 18:29
  it could take one day, but you can have access to your revenue share in live time.
• 18:35
  So what's this look like?
• 18:36
  And at first I was like, oh, that's like an accounting nightmare.
• 18:40
  But when you really step back and think about it, with high interest rates on
• 18:43
  credit cards, with You know massive opportunities in the stock market based
• 18:48
  on day trades and that kind of thing You can get access to your revenue share
• 18:52
  all month long for one dollar, right?
• 18:55
  So it used to be revenue share would build up like I said here, right?
• 19:00
  And we would have to wait till the very end to take it because we didn't
• 19:03
  know what that final adjustment was going to be Well now that we're here
• 19:08
  You can start taking pieces of that.
• 19:10
  So if you get a huge opportunity, you want to make this day trade,
• 19:13
  not my gig, but it is what it is.
• 19:15
  Or once you get bigger, there's people that are taking this money
• 19:18
  out and loaning it as hard money.
• 19:20
  For, you know, fix and flips and things like that.
• 19:22
  So whatever your investment strategy is, that's not what we're here
• 19:25
  for, but the access to real time revenue share right now could be
• 19:30
  a game changer for some people.
• 19:32
  This is the only model like it because the other models still have buffers, still
• 19:37
  have adjustments, still have to, you know, have the FLQA issues and all of that.
• 19:41
  Well, EXP 2.
• 19:43
  0 right here, pay now.
• 19:45
  This is a game changer and this will be what we really remember.
• 19:49
  From this shift from 1.
• 19:51
  0 to 2.
• 19:52
  0 is this right here because it is very difficult for this not only in the back
• 19:57
  office to be replicated, but in general, based on the other models that still have,
• 20:02
  you know, the old exp copycat going on.
• 20:05
  So, revenue share get paid now.
• 20:08
  Absolute game changer and what I think will be number one reason why We remember
• 20:14
  this time right now in this revenue share update So ultimately there's a lot to
• 20:21
  be learned about this new model There's massive opportunity for people coming
• 20:26
  into the company to get a sprinting start where before They had to really be
• 20:31
  strategic and they had to okay I'm going to sponsor everybody on my first tier
• 20:35
  because I got to make sure my tier You Two is open before I start putting agents
• 20:39
  there, you know strategically well now you have open playing field tiers one two
• 20:43
  and three For you to kind of be strategic you can provide opportunities for other
• 20:48
  people that are coming to get a sprinting start and Ultimately since those are
• 20:53
  bonus You know exp has been i've heard it all before like oh those guys make
• 20:58
  so much money at the top I'm gonna go to This brokerage to get the early adopter.
• 21:03
  Well, now at exp tiers, one, two, and three are bonused and rewarded.
• 21:08
  So agents could come over and really start, sprinting and pushing
• 21:13
  as hard as they can to have those tiers one, two, and three filled.
• 21:16
  And then naturally four, five, six, and seven might build out over time.
• 21:21
  Essentially people that are really focused on building and doing all of
• 21:25
  this, typically build out a tier a year.
• 21:27
  That strategy might be different now because tiers one, two, and three
• 21:31
  are those bonus tiers, and so on.
• 21:33
  So the real winners are the people who the newer agents are at the
• 21:38
  company and they can immediately make an impactful revenue share income
• 21:41
  based on this new revenue share 2.
• 21:44
  0.
• 21:45
  The other winners are teams and brokerages.
• 21:47
  If you're a team or a brokerage and things are getting tough, you're
• 21:51
  worried about the commission lawsuits, you're thinking, well, if I ever
• 21:54
  got sued, my company would be gone.
• 21:56
  This is the time to make it happen.
• 21:58
  I will also say brokers and team leads, all of the, things that EXP is doing for
• 22:04
  you to come over is Is beyond this, right?
• 22:08
  There's more to, you know, eXp bringing teams and things that they
• 22:12
  can do to help with that transition other than this revenue share 2.
• 22:16
  0, which fits perfectly in to that plan.
• 22:19
  So next time you hear somebody say eXp struggling, they cut revenue share
• 22:23
  in half, that's absolute garbage.
• 22:26
  What they actually did was make a sustainable, more transparent model.
• 22:31
  They actually opened tiers up for tiers one, two, and three.
• 22:34
  So changed a lot of people's lives just like that for making that decision.
• 22:38
  And they made the revenue share model sustainable longterm.
• 22:42
  And what they did compared to other models is they opened some tier structures up.
• 22:48
  We still have the very best revenue share model.
• 22:51
  There is nothing changed about the money coming in and going out 50 50 split.
• 22:56
  Still today, yesterday, the day before, and many years before that, and many
• 23:01
  years beyond, but revenue share 2.
• 23:04
  0 is much more sustainable.
• 23:05
  and gives agents an opportunity that want to be leaders that want to step up.
• 23:10
  They want to continue to produce.
• 23:12
  They want to continue doing that piece, but they want to develop an exit strategy.
• 23:17
  This is absolutely the exit strategy you're looking for.
• 23:21
  If you are interested in building this up before your retirement years, Now
• 23:26
  is the time to jump on the bandwagon because this model just got a whole lot
• 23:30
  better for people that want to develop an exit strategy, but also don't want
• 23:34
  all the headaches and all the hats.
• 23:36
  We'll give you a wolfpack hat, give me a call, book a call,
• 23:40
  and we'll make it happen.
• 23:42
  But, don't let anyone tell you that this, you know, was cut in half, or that EXP,
• 23:47
  you know, had to pull back for any reason.
• 23:49
  This is a long term visionary play.
• 23:52
  And they made revenue share sustainable for the longterm and remain the only
• 23:57
  exit strategy based on what we do every single day in real estate.
• 24:02
  So if you want to quit trading your time for money at some point in your career
• 24:05
  and you want to maybe be a part of those kids lives, you want to do all of that.
• 24:09
  This is your opportunity, right?
• 24:12
  Still willable, still able to, you know, provide for your family
• 24:16
  for many generations to come.
• 24:18
  Build it now.
• 24:19
  This model gives you the opportunity.
• 24:21
  Let's book a call.
• 24:22
  Let's chat.
• 24:23
  I want this to change your life like it has mine.
• 24:26
  We'll talk to you next time.
• 24:27
  Bye