Conversations That Matter

Matt Beall is a breath of fresh air in the real estate industry. He is about as down to earth as you can possibly be but equally as savvy! Matt is the Principle Broker/Owner of Hawaii Life Brokerage with 10 offices throughout the islands. He and his partners have grown their company to over 200 agents and staff and have captured our attention with his humble attitude and fresh perspective and sexy online marketing.  So much so that HGTV gave them their own show!  When you get a chance to hear Matt speak you'll be immediately inspired and disarmed by his 'Aloha charm'

Next month Matt will be hosting his 4th annual conference Worthshop ~ unlike any real estate conference ever before!

 See! That's DIFFERENT!

Matt and his crew approach the Worthshop conference in a very different way. Each year they have a theme. Last year it was 'Simplicity' and this year it's 'STAND'.

The line up of thought leaders is incredible and its such an intimate group that the discussions are sure to be rich! Last year my mentor and dear friend Matthew Ferrara closed out the conference and wrote about his epic experience and insights he gathered here, and is one of the big reasons I simply had to attend this year! SO I'll be heading to Maui next week and I'm sure I'll be having MANY Conversations That Matter there with both Matts! (IN HAWAII!! Whoohoo!)

http://youtu.be/JpdaCdLOW9o

Announcer: You're listening to Conversations that Matter with your host, Teri Conrad.

Teri: Hey everybody, this is Teri Conrad with Conversations that Matter, and I'm extremely honored to welcome my very special guest, Matt Beall, who is in Hawaii. Right off the bat, we're super excited, because we're talking to Hawaii. Matt Beall and I have known each other for a couple of years, and Matt is running Hawaii Life. Matt, welcome to the show.

Matt: Aloha, thanks for having me.

Teri: Aloha, indeed. Thank you so much for being here. I'm extremely honored. I've been watching you from afar. I probably know more about you than you do about me. The truth is that I've seen you on a couple panels at Iman Connect. We have quite a few friends in common. You are now – “Hawaii Life” is now on HGTV. It has its own show, and big, exciting news. Worthshop Shop is your conference that you're running in Maui. I believe it's your fourth year.

Matt: Yes, fourth year, yeah.

Teri: Okay, so there's a thousand things I want to talk about. Let's start at the beginning. First of all, Matthew, who the hell are you, and how did you come to be involved with Hawaii Life?

Matt: Right? Who the hell am I? What do I know about anything? Let's see. I started my real estate career in '98, but I realized – I never put this all together, but I'm actually a third generation realtor.

Teri: Wow.

Matt: Yeah. I'm sure I'm not the first person to say, I don't think many people grow up when they're kids like, "I'm going to be a real estate agent!" but in Hawaii especially, on the neighbor islands, there's not a lot of industry. There's just not a lot of – there's basically agriculture, there's military, and there's tourism, hospitality, and real estate. And support industries, but that's banking, my wife's an attorney, that kind of stuff.

I came up in the hospitality industry. My first real job here was a food and beverage manager for a big resort.

Every once in a while you meet someone who just lights you up and gets you thinking! Meet Nelson Goulart, VP Network Services for Better Homes and Gardens Canada and Broker/Owner of BH&G Signature Service Missisauga!

Nelson is a visionary; a family man and one of the strongest most grounded leaders I've had the pleasure of meeting! We absolutely share a passion for the Real Estate industry as a whole and dig into what we love about this industry and where we think things may be going! This truly is a Conversation That Matters!

How Can We Improve the Customer Experience?

Nelson shared a story he had of a Millennial worker from the Genius Bar at the Apple Store: She relayed her experience working with her Realtor and how it  could have been improved for her in a very simple way.

Where is BH&G Canada Going?

The big vision for BH&G Canada obviously is looking to expand across the country but they have a long term growth strategy as they respect current contracts.

Associations and Canadian Landscape

Nelson sings the praises of the Canadian industry and the DDF (our singular Data Feed) and our ability maintaining control directing listing views.  He holds a great deal of pride for the Canadian Real Estate Association and the value they provide as a strong national voice for the industry.

How Does Nelson Position His Agents For Success?

We examine the licensing system and whether new licensees are prepared to tackle their career and how Nelson moves his new agents past their fears and into action as the AWESOME coach that he is!

Leadership Matters

The leadership component is critical in helping agents become successful!

"The industry needs more new leaders coming in who are prepared to roll up their sleeves!"

Nelson sees tremendous opportunity for new, young, dynamic leaders so the future is bright! :)

Thanks so much to Nelson who IS that LEADER! (Hang on to the end where he nearly makes me cry !!)

 

Announcer: You're listening to Conversations that Matter with your host, Teri Conrad.

Teri: Hi everybody, this is Teri Conrad with Conversations that Matter, hearty topics for hungry minds. I have brought to you one of my most favorite people on the planet, Nelson Goulart who for those of you who've been living under a rock, he's a big deal here in Canada. He's the VP of – what's your title, exactly?

Nelson: VP of Network Services.

Teri: VP of Network Services, Better Homes and Gardens Canada. Welcome to Conversations that Matter Nelson, I'm so glad that you're here.

Nelson: Thank you, it's a pleasure to be here.

Teri: We go back a ways. We actually met on my birthday a few years ago. Richard Silver brought me out to dinner, and there you were with Amy Cherow and Rob, your partner. I just hang with the big guys because that's fun to do. I met you, and I was just like this is the coolest, most grounded, awesome person I have met in a good, long time. We absolutely clicked. I love your vision, your – there are so many things I want to dig into with you. We're going to talk about leadership, we're going to talk about industry, we're going to talk about broker brands, all those things that you and I love to dig into. Let's get started.

Nelson: Awesome.

Teri: We had a conversation not long ago where you shared your Apple story with me. I was wondering if maybe we could have – you would share that story again with our audience.

Nelson: Absolutely, I think it relates well for the consumer – what the consumer expectation is and what we'll just have to look forward to going forward in the industry on the service levels that they're expected by these millennials, these consumers that are out there,

I've been dying to share my Brand Architect with you! Creative, authentic, and passionate, Melanie Anne Bitner is a fearless advocate for Entrepreneurs, Thought Leaders and Executives. With a mission to empower her clients, both personally and professionally, she founded Brand-HER and is now a Creative Partner at Agent Quest—giving new and savvy Realtors the CLARITY they need to create businesses in alignment with their personal definition of success!

Melanie has worked in agencies, been a freelance designer, a writer and an artist and has close to two decades worth of experience in communication design, branding and strategy. Her clients have included cities, museums, government and many corporations and small businesses. She is also a long-term student of world-renown Emily Carr University of Art & Design with a passion for creating in many mediums.

We dug in to the importance of defining the essence of your BRAND and the WHY! I think you'll agree that Melanie is particularly gifted in this realm and I'm so privileged to be able to share her expertise with you!

For more information or to work with Melanie and I on discovering YOUR Brand Essence, please take a look at our Brand Quest offerings http://agentquest.ca/aq-brand-quest/ and feel free to reach out with any questions! OR if you're an entrepreneur and want to explore more ideas with Melanie, visit: http://brand-her.com/about/

Announcer: You're listening to Conversations That Matter with your host, Teri Conrad.

Teri: Hi, everybody, this is Teri Conrad, and I am having a conversation that matters with a very dear friend of mine, Melanie Anne Bitner, who also is my designer, but we’re calling her more than that, actually. Now we call her a brand architect, and there’s a very specific reason for that. Melanie is an incredibly savvy businesswoman. She comes from an agency background. She understands marketing and branding on a very granular level and how all of those things tied together to build a successful business and I, of course, conned her into helping me with Agent Quest and – it actually all started with Conversations That Matter.

Melanie: It did.

Teri: We got together and I talked a little bit about what I wanted to build with this project, and it just sort of ballooned from there. Welcome, Melanie.

Melanie: Thank you so much for having me today, Teri. This is amazing. I'm super excited to work with you, and to have you as my friend, and to share what we know about branding, and what we know about marketing, and to share that with your audience.

Teri: Of course, I just continue to learn, and learn, and learn from you as we go through the process of working with our own clients. Let’s start back at the beginning. Why don’t you tell us a little bit about yourself and sort of how we came to meet and how all this sort of happened.

Melanie: Okay, so going way back, I started about twenty years ago. I had a total passion for art and design, and I thought that I wanted to be a painter at one point, in fact. Then a really amazing teacher of mine suggested that I might look at other options to expand my creative outlet and also make money and have a living – not starve. He introduced me to commercial design and I was hooked ever since. 

Coming right out of high school, I went right from the ground up and learned in a print shop and then became a designer, and then became an art director and then I got to work in some great agencies in Vancouver where we got to work with big agency types of people.  We had clients such as the Port of Vancouver, government, museums and things like that.

Then, I decided to become a mother. That’s a whole other career.

Leighton Dees CEO of Better Homes and Gardens Generations  in Mobile, Alabama; a brokerage that won Inman

News Innovator of the Year 2014 for Most Innovative Brokerage! Check it out below!

As Leighton says "My job is to make Real Estate sexy ... and to make YOU (the agent) look like a rock star" and he does! The moment you land on Generations website you will instantly be aware that 'this is different!' Generations offers their 'GenLife Training Systems' designed to coach agents to achieving "more'".  A powerful promise accompanied by their 'Real Estate Sales Blueprint' that truly addresses what every agent craves from their broker and I believe a true differentiator. Leighton and I share a passion for design and brand and believe in the importance of marketing:

"Business has evolved so much. Marketing used to be a department but is now threaded throughout every aspect of a company. Marketing is what holds everything together."

 

Generations moves quick to execute on marketing initiatives at lower costs because they've brought it all in house with Leighton leading the vision. Thanks to Leighton for joining me for this CTM! He's definitely one to watch and learn from, and you'll LOVE Leighton's answer to the Legacy question! Truly inspiring!

I hope this conversation inspires you! If it does, please share and subscribe to CTM on iTunes (and leave us a review if you want more!)

http://youtu.be/jMzLU0DXsdw

 

 

Teri:Hi, everybody! I’m Teri Conrad and this is Conversations That Matter. I am joined today by the lovely Leighton Bees out of Mobile, Alabama, and you’ll be treated to a fabulous southern accent here in just a moment. Leighton, you are the CEO of the Better Homes and Gardens Generations office down there in Mobile, Alabama. Recently you won the Innovators 2014 Award out of Inman. There’s a lot of different ways that I want to take this conversation. One of the reasons that I reached out to you, obviously, is because Laura Monroe thinks that you are the most adorable, sweetest guy ever. She's also fascinated, as I, with the innovative culture that you’ve created there, and what is it about your office that caught the attention of the industry.

There’s a lot of different ways we could go, but why don’t we start there since that’s what we’re on, and talk a little bit about – why don’t you tell me a little bit about yourself and how you grew your office. I know that originally you weren’t at Better Homes and Gardens office. You were an independent, I believe. Why don’t you talk – let’s start there. Why don’t you tell me a little bit about what are the challenges of running an independent brokerage? What drew you to the Better Homes and Gardens brand?

Leighton:We started out at independent for a reason. That’s what we stated in the beginning, but the real reason mainly was we wanted to have creative freedom. I’m a designer. That's a passionate mind, whether it was for business or hobby or whatever. It was very important in the beginning not to be limited by what we could do to brand ourselves and grow our vision, basically. I consider myself a creative type of person more than a business person. I know business and enjoy it, but my passion really is in innovation, and creation, and design, and everything. As long as I can continue to do that in an environment that benefits from it, things work.

As an independent company, we were able to start fresh. We started with five people, but we had a couple of things in mind. We understood culture, we understood passion, and we understood purpose. When those three things were put together under a shared vision, it was just a matter of time,

SO... What we've learned is that I truly lack in video skills! Apologies in advance!

Within days of having a professionally shot CTM at The Boutique Real Estate Group in Corona Del Mar, it was then up to me to harness my elite video skills with my iPhone and new gorilla stand on the road. I managed to capture a quick conversation with Seattle's Diva Team Kim Colaprete and Chavi Hohm at Gen Blue in Universal Studios, Hollywood in between their panel presentations! It was in the most quiet corner we could find, and yes, the camera is a tad tilted. We'll just call it 'organic and refreshingly raw.' It is all about the content after all. ;)

Despite my epic video skills, (*snort *cough) Kim and Chavi both dropped some serious knowledge and perspective! These girls are HUSTLERS and are running The NUMBER 1 Real Estate Team in Seattle!  Take a moment to listen to their commitment to COMMUNITY, their vision around BRAND and their overall PASSION!

We only touch on some of the wisdom these amazing ladies have to share and so I promise we'll have them back on for a proper conversation soon, but in the meantime enjoy this quick listen today.

Big Thanks to the Divas!

http://youtu.be/-fX1LDP9_-w

 

Teri:Hi, everyone. This is Teri Conrad on Conversations that Matter. I am home this week from a great trip to LA Hollywood, Universal Studios where I was attending GenBlue, Coldwell Banker’s GenBlue Conference. It was out of this world. It was so exciting. It was held at Universal Studios on the grounds. On the final night, we had the entire Universal Studios Park to ourselves where we got to get on all the rides with no lines, which was so awesome. 

Beyond that fabulous experience – oh, and the opening ceremonies was held at the Dolby Theater where the Academy Awards are held. I mean, talk about an amazing venue. Coldwell Banker really did a great job of putting on a fabulous show. The content and the learning was also really, really good. I had the great fortune of sitting in on a few different sessions. One of them – actually there were two where the Seattle Divas, who is our CTM this week, so Chavi and Kim from Seattle, the Seattle Divas they're known as in our market, who are doing extraordinary things in terms of building teams and doing amazing business, amazing differentiators. They understand brand. They understand the experience, and I sat down with them to do an interview on-site at Universal Studios. 

Unfortunately, we didn’t capture the whole thing. My iPhone video – if you had the chance to see last week’s video, which was done at Raja’s, the boutique real estate group new office in Corona del Mar. That was done by a professional videographer. I, however, am not a professional videographer and so unfortunately, we are reliant on the iPhone and my very, very limited tech experience. I do apologize. 

This week’s is a little bit shorter than normal. We only captured a brief portion of our conversation, but it was still really good, and they still want to share it. I’ve invited the girls back to come and dig in a little bit deeper when things aren’t quite as scattered, and we are more focused. Having said that, this week’s is a little brief, but it’s still really good. I think you’ll agree that the Divas are amazing, and we can learn a lot from them in terms of brand building, in terms of leveraging of scaling our business, how to focus and get super clear, and also deliver an excellent experience to our clients, which is ultimately the biggest goal. 

Please sit back and enjoy this quick conversation. Let us know everything you think and feel about it. If you want to dig in more, for heaven’s sake, reach out to me. I’m always looking for great conversations to dig into. Enjoy,

There was a guy, and he had a DREAM! Meet Raj Qsar; Founder, Visionary and 'Chief Dreamer' at The Boutique Real Estate Group in Orange County AND NOW also in their brand new swanky office in Corona Del Mar, LITERALLY 1 block from the gorgeous beach!

I had the fabulous good fortune to be able to go on site for our CTM joined by TBREG team members Jeremy Lehman (Chief Technology Officer and on the Board of Directors for California Association of Realtors) and newest addition Aaron Woodman (Los Angeles Operations Manager) all the way from Chicago, who gave me the 'Boutiquified Experience' and chauffeured me in style with chilled Champagne and Godiva chocolate! (Thanks again Aaron!)

Raj is a differentiator. He stands out and that was the plan. The Boutique Real Estate Group tell AMAZING visual stories with high end, stunningly gorgeous videos and by asking (and answering) the all important question 'Who wants to live in this home?'

(Raj referenced a particular story where the home revolved around a baby grand piano and the song "The Summer Wind". Check it out HERE)

Raj Can't do it alone. He made it clear on the journey to achieving all of his dreams, he needed to establish a great team where each member has their strength and support each other.  He's heavily invested in marketing because as he believes, his clients deserve it!

"Our business is client driven. We are doing what we do here not because we want to be a video production company, and not because we want to be an ad agency or marketing company. We're doing it because it gives our clients the best chance for success. Done."

~ Raj Qsar

We also talk briefly about friend Mark Fitzpatrick and his super high end marketing agency RUHM for those VERY SPECIAL unique properties that require even more. (A-MAZING mini movies, websites, print, social, analytics & PR so you’ll want to check out FOR SURE!)

There's a reason for every choice.  Every detail... every touch point...every consideration has been made when you experience The Boutique Real Estate Group and that extends from the moment you engage whether online or off, in their swanky new diggs, and throughout the real estate process, and everyone works hard to set the bar high and ensure the client has an extraordinary experience!

The market has spoken, and we say 'Boutiquify us!' #tbreg

Conversations That Matter with Teri Conrad at The Boutique Real Estate Group In Corona del Mar from The Boutique Real Estate Group on Vimeo.

Narrator: You're listening to Conversations that Matter with your host, Teri Conrad.

Teri: Hi, everyone! I'm Teri Conrad and we have a very special Conversations that Matter live from the Boutique Real Estate here in Corona Del Mar, California. The new sexy digs are Raj Qsar's dream vision for The Boutique Real Estate Group. We're joined by Jeremy Lehman, his mobile expert and also new – newest team member Aaron Woodman all the way from Chicago. I'm in the sexiest digs that I've been in in a really good long time. I'm so excited to be here. Thank you so much for the invitation.

Raj: Yeah, of course.

Teri: There's some pretty amazing guys who have a lot of expertise and we're going to get into marketing, vision, video – you can't see Jared but he's on the other side of this camer...

What is it about the topic of failure that sends people running for the hills? It's a universal challenge we all face, and yet the topic is shrouded with shame and hidden at all costs.  None are spared and yet we judge when someone appears weak or struggling.

This topic is prevalent in Real Estate (nay LIFE) and my guest this week, Professional Development Manager at CIR Realty in Calgary  shared his view on failure and how embracing a 'This too shall pass' philosophy and a willingness to share his 'failings' has opened him up to possibility that I would argue positions him to accomplish far more.

Lindsey Smith brings incredible VISION, VALUES and EXPERIENCE to his company and agents. He's been a licensed Realtor®, a Team Leader and a trainer, and shares openly all of his hard earned lessons. More importantly he has a phenomenally strong mindset!

Life is a series of ups and down and Lindsey embraces the 'This too shall pass' mantra (which I do too!) And he quotes W. Mitchell ~ the victim of a burning accident who says

"It's not what happens to you, it's what you do about it."

Lindsey also spoke about being willing to take a risk and asking for what you want and referenced the book Crucial Conversations; Tools for Talking When The Stakes Are High which I plan to chase down for a read!

The BIG take away is Lindsey's philosophy: "How many people I help will determine my worth." << That's a TWEETable! ;)

http://youtu.be/xqciJfyNqjs

To spend any time with Coldwell Banker Bain Broker Michael Ackerman, is to literally improve your life!

Michael is an amazing human being and an EXCELLENT real estate agent who is super generous with a GIANT heart! Not to mention strategic marketer, savvy businessman and brander!

He operates from a mindset of 'abundance' and shares all his experience, vision and best strategies freely to anyone who's eager to learn!

Michael's tagline captures his spirit beautifully: "It's all about the connection." His bio reads on his website

"...your connection to the home, your connection to each other and your connection with me. My business thrives on balance, positive energy and fulfilled promises."

Michael believes, as do I, that brand is the entire experience a customer has with you.  Not just the logo and the tagline, but how they experience you at every touch point.  How you present yourself matters and Michael pays attention to every detail right down to a fresh crisp shirt!

In all of Michael's marketing he's looking to "evoke an emotional response" and so he invests aggressively in professional photography and video with the understanding that the buyer does the bulk of their shopping online.

Michael pays close attention for every opportunity to make his client and/or customer to feel special, high level attention to detail and seeking to delight and surprise as much as possible.

I truly believe if more of us operated with Michael's attitude and commitment to excellence, the entire industry would be vastly improved.

"Always be gracious. Do the right thing. Have the right intention and  the money will come." ~ Michael Ackerman <<  TWEET THIS!

I know you'll LOVE this conversation with Michael!

http://youtu.be/qx7rO-qronw

 

Narrator:You’re listening to Conversations That Matter with your host, Teri Conrad.

Teri:Hi everyone, I’m Teri Conrad. Welcome to Conversations that Matter. I am super excited to introduce you, if you don’t already know, Michael Ackerman who’s a broker. They call themselves brokers down at CBBain in Seattle. I am so excited to welcome you to the program Michael because I had the great opportunity of being down in Bellingham and sitting in on a class at Coldwell-Banker-Bain Bellingham. Michael was up with Linda Aaron who I’ve actually had on the show before. He was there donating from his free time, I might add, which is so generous. He came in for two classes so their office was fortunate enough to hear from Michael on video marketing and then he did the next class the following day on listing presentations.

Michael:Correct!

Teri:Full of gold nuggets, absolutely full of – I’m Michael you’ve got to come on Conversations That Matter and share your beautiful wisdom with our audience. Welcome, welcome, welcome.

Michael:Thank you so much! It’s such an honor to be here and to be asked. I love what you’re doing. I love your company. I think what you’re doing is so important and just thinking outside of the box and making brokers and agents think outside the box, bringing a fresh voice to this industry is really, really important. I love Conversations That Matter and what you’re doing so I’m very honored to be here. Thank you! 

Teri:Thank you, the love fest could go on and on and on. We’ll wrap that up quickly and dive into some of the amazing -- I think what I loved the most about your presentations was first of all, your generosity. You didn’t hold anything back. You gave everyone in that call all your best ideas. There were so many things that stood out for m -- your attention to detail, your branding, your marketing, your video, your -- I think what stood out most for me was your attitude towards the industry in general. I want to go down all those different tracks,

Men Don't RUN!  We're not looking to '

shut down the cocktail party' as our guest puts it, but this conversation applies to you too!

Menopause is NOT a dirty word and we should be able to have open conversation around it. It's a natural stage of life that affects not just the women who are experiencing the symptoms, but everyone who lives/loves her. SO we're shattering some myths, and 'cracking open' the conversation with MenopauseChicks.com blogger Shirley Weir. (You're REALLY going to want to check out her site that has been recognized as one of THE TOP menopause sites!)

Menopause does NOT = OLD! (BTW I think men have MANOPAUSE!)

Learn if you or your woman is possibly experiencing some perimenopause symptoms and you may be surprised to know it can start as early as 35 and what you can do to mitigate the symptoms and just know you're not alone!

Let's dispel the stigma around menopause and be your own health advocate!

PS - I set up a doctor's appointment immediately following this conversation!

http://youtu.be/i8Z1riuBCL4

I'm very excited to introduce Dan Munro founder of The Inspirational Lifestyle who I met during my intensive 3 month Coaching Mastermind Workshop with Jacob Sokal, founder of Sensophy. (someone else you will likely want to check out!)

For a little context, the mastermind program was limited to 10 via application only and we all formed very tight relationships as we intensified our own coaching businesses.  I was VERY impressed with Dan Munro (and LOVE his New Zealand accent ;) ) and the level of expertise he brings to his coaching practice.

Dan focuses on CONFIDENCE and finding your PURPOSE and offers very practical methods for being able to become the observer of your thoughts to reduce your anxiety and stress. (as he refers to ACT = Acceptance and Commitment Therapy)

"A thought can be created without the remotest evidence of truth." ~ Dan Munro << TWEET THIS!

So first thing to do is identify what is REAL! We also dig into not attaching to your thoughts and interrupting your patterns.

AND we dive deep into what it means to be a MAN in a post feminist world.

AND a BIG AHA was when we discussed bringing confidence into your RE business when you're negotiating your commissions.  Dan said

"You don't wait to feel confident before you hold strong, you hold strong to feel confident." THAT's a TWEETABLE!! 

POWERFUL STUFF that I'm sure you'll be intrigued by Dan's insights! You might even say this is a 'conversation that matters'! (See what I did there? ;) ) Enjoy!

Reach out to Dan on Twitter @TIL_DanMunro and sign up for his updates at his website: The Inspirational Lifestyle

AND Dan is also an author/contributor for A Better Me Magazine 

(And if you like these CTM's, please pass them on and follow US at Agent Quest on Facebook!)

Teri:Hi, everybody!  Welcome to Conversations that Matter. I'm Teri Conrad, and we are having conversations for hungry minds and hearty discussions; that's what we're doing. I have a very special guest with me today. I want to introduce all my people to Daniel Munro. The way that I know Daniel Munro is that we just went through a three-month intensive life coaching mastermind workshop with the ever-popular Jacob Sokal from Sensophy. Actually Daniel is coming to us from Auckland, if you can believe it or not, aren't you?

Daniel:That's right, yeah, way down at the bottom of the world!

Teri:That's why we're having him on the program, frankly; it's for no other reason just to listen to him talk because he's got a great accent.

Daniel:Right. I've heard we sound slow, like there's something a little bit mentally wrong. If you can accept me for that then I'll accept you for yours as well.

Teri:That's sweet of you. Thanks so much. Welcome and thank you for joining me. Just so you know, our conversations that matter are really directed towards the real estate vertical primarily, but all of my real estate people are also people first. As you know, we talked about this many times, I'm trying to infuse the life coaching aspect into the business coaching as well. We're all people first. We all struggle with a lot of the same issues, and you can't be successful unless you're happy in your life first. That's why you and I know each other and I'm so thrilled to know you....