Welcome to the August episode of Investor Insights With Brie Schmidt!

Brie Schmidt is one of the most well-respected buy-and-hold investors in Chicago. Each month we’ll be discussing an investment topic brokers should master.

In this episode Brie discusses different lending options available for investors. First she talks about hard money lending, what investors can do to qualify, and what terms are generally included. We also have a conversation about how to find investors, how to structure the deal, and how finding money is usually the easiest part of real estate investing (assuming you have found a great opportunity!).

Please visit MyRehabAcademy as mentioned on the show.

Transcript

D.J. Paris 0:15Hello and welcome to another episode of Keeping it real the only podcasts made by by real estate brokers for real estate brokers. My name is DJ Paris today we have our regular series investor insights with Bree Schmidt. Now, if you are new to the show, let me tell you a little bit about my co host. Brie Schmidt acquired her first investment property in 2011 and left the corporate world in 2014. She came because she became a full time real estate investor. She is the managing broker of Second City Real Estate which is a full service brokerage firm, working with new investors and seasoned investors looking to expand their knowledge of the industry and their portfolio. For us a lot. Bri utilizes her extensive knowledge of building and managing a portfolio to teach clients about all aspects of buy and hold investing. She’ll teach you how to analyze potential properties, calculate your ROI, best practices when marketing and leasing your properties, and also how to be a landlord while you’re building a portfolio. Bree is co founder also of the Midwest real estate networking summit, which is a nonprofit educational summit for real estate investors she hosted several times a year. It’s a three day annual event. And it’s awesome. I got to I was lucky enough to be able to attend briefly and the last one. So anyone who’s interested in working with investors or being coming in investor yourself or just getting more knowledge as an investor, check out the Midwest real estate Summit. With all that being said, By the way, you can learn more about the Midwest real estate summit by mid west RV summit.com. We will put a link to that in the notes for this podcast episode. But anyway, without further ado, welcome Bree Schmidt Hello, how are you? Good. Should we tell everybody just how pregnant you are? Can we?

Brie Schmidt 2:01Yeah, I’m 34 weeks to go.

D.J. Paris 2:04Four weeks to go. Credible site.

Brie Schmidt 2:07Awesome. Chicago weather of like 90 degrees has been perfect for me. Let me tell you,

D.J. Paris 2:13and you just moved. Yeah. And when up to Summit, and you just finished up a summit with hundreds of people. And you had to organize all the speakers, the the event space, everything. It was all the advertisers. I mean, it’s incredible.

Brie Schmidt 2:28It’s a lot of work. But it’s said like I said you came it’s really worth it. We really focus on no gurus, no pitching, no one’s out there selling their get rich quick scheme.

Welcome to the August edition of Monday Market Minute with Carrie McCormick from At Properties!

This month Carrie talks about how, despite it being the busy season, sales are actually down year-over-year. She discusses best practices around working with buyers and sellers in this climate, and also discusses why many of her clients are selling their homes and renting luxury apartments. I provide a marketing tip about delivering inexpensive back-to-school care packages for your contacts with children.

Carrie can be reached at [email protected] or by phone at 312.961.4612.

Transcript

D.J. Paris 0:14Hello and welcome to another episode of keepin it real the old the largest podcast in the country made by brokers for brokers. My name is DJ Paris and today we have our Monday market minute with Kerry McCormick. So if those of you new to the show, who aren’t yet familiar with Carrie, she is a top 1% That top 1% of 1% Producer at in Chicago, I misses out of 44,000 Realtors, she’s consistently year over year in like the top 20 of 44,000 Realtors, she’s been in the business for 20 years, a total superstar clearly and generously donates her time to speak to you the listeners once a month about what’s going on in the Chicagoland market so that you can better educate your clients or maybe your client yourself that wants to just know what’s going on in the business. So welcome once again, my oldest co host and friend Carrie,

Carrie McCormick 1:16you can’t say I’m the oldest Am I the oldest? Sure

D.J. Paris 1:19that didn’t sound good. You’re You’re, you’re the you’re a seasoned co host I have. I know I should have, we should I should redo that. Because you’re certainly not old. But it’s funny. It is funny. By the way, before we get into it, I want to plug, make sure that everybody who’s listening goes and follows Carrie on Instagram for a couple of reasons. One, because it’s really good. The quality of content that she puts out there on a consistent basis is incredible. And it’s a real example of what good quality content looks like in social media. So follow her on instagram.com forward slash Carrie McCormick real estate. We’ll also post a link to that in the notes, but just look for Carrie McCormack that’s to season recording real estate, and you’ll find her so what’s going on? Carrie,

Carrie McCormick 2:12thank you so much for that great introduction. I really appreciate it. And I appreciate everyone listening and being here. So here we are, we’re in mid year 2019. And overall, I would say it’s really been a challenged market. The volume has been down about six and a half percent this year. And we just we’ve got tight inventory right now. But even though that the volume is down, you know, real estate is selling the number one thing I’ve seen is it has to be priced. Right. I know everyone keeps hearing that. But it just I’ve tested a few different things this market and with marketing and just different strategies. It all plays together. But really, you know, you’ve got to be priced right. And in addition to that price growth is slowing. So usually in Chicago, our typical growth is about 2% a year. And now this year, it’s down to about a half a percent. And, you know, there’s a lot of contributing factors to that,

Greg Dybas and Zach Bellizzi are only twenty-two years old, but are already making waves as the youngest brokers in a three hundred broker office at Keller Williams in the Chicago suburbs. In our episode Greg and Zach discuss how they use their age as an asset in prospecting. They are, perhaps, the most fearless real estate brokers I’ve met thus far. Their grasp of video marketing and social media is gaining them attention and business. Zach and Greg are the team to watch!

Zach Bellizzi can be reached at 224-600-0030 and [email protected].

Greg Dybas can be reached at 630.880.4007 and [email protected].

Transcript

D.J. Paris 0:13Hello and welcome to another episode of Keeping it real. The only podcasts made by real estate brokers for real estate brokers. My name is DJ Parris. I am your host. And we need a new tagline because I used to say for Chicago brokers, you know, buy in from Chicago brokers except and that was true, except now we have listeners from all over the country. So I don’t want to say Chicago and turn listeners off from other markets. But I’m sure we’re not the only podcast for brokers by brokers in the country. Maybe we’re the biggest, let’s say we’re the biggest I don’t know that. That’s true. But let’s just pretend we are still see the biggest broker podcast for brokers by brokers. Now we need a better one than that. So if you have any suggestions for what we should title our show, let me know because I desperately need one. I never know what to say at the beginning here. But you’re not here to listen to me. Anyway, we’re about ready to get going with a brand new segment. I’m really excited about this. I got these two young up and coming stars, Greg and Zach from Keller Williams, who will be coming on in just a moment. And the reason why I chose them. They’re not yet top one percenters. But they will be very soon I was super impressed with a lot of what these guys are doing in particular, with respect to social media, and video marketing. And I think it’s something that everybody needs to hear who’s in the business to see what other brokers are doing to find success. So this is a really fun episode for me, because these guys are super young. They’re cool, and they’re fun. So before we get to those guys, a couple of quick notes. Of course, as always, you can find all of our episodes on iTunes, Google, play, Spotify, Stitcher, wherever you know, whatever podcast app you’re using, just search for keeping it real pod or podcast, rather, if you don’t already have subscribed, and then you can also stream every episode we’ve ever done from our website, keeping it real pod.com. And please follow us on Facebook, we post links to every single episode that we do, along with links to our guests, websites, and social media. So you can check out what our guests are doing and get some good ideas. And also we do it. Our producer, Hannah, goes in every day and finds a great article that could benefit your business and posts it in that Facebook group as well. So facebook.com forward slash keeping it real pod, okay, enough for me. But if you do have a suggestion for a new tagline for our show, I truthfully, I need one. So please send that to us via Facebook or through our website and we might just use it and I’ll take you to lu...

Welcome to the July edition of Coaching Moments with Ryan D’Aprile!

In this episode Ryan touches on market research you should be familiar with and how to communicate this information with your client to help educate them on housing trends. This establishes you as the knowledge source and helps to have a more productive conversation around pricing. After that, we discuss the most important year-round activity that is neglected when brokers are busy – lead generation. Ryan discusses tactics you can perform daily to keep your pipeline full of buyers and sellers!

Ryan D’Aprile can be reached at 312.492.7900 and [email protected].

Transcript

D.J. Paris 0:16Hello, and welcome to another episode of Keeping it real the only podcast made by Chicago real estate brokers for brokers all over the country. And eventually we’ll be even talking to brokers who are not local here in Chicago. But today, we are talking to a local Chicago broker owner, which is our coaching moments monthly episode with Ryan de April. For those of you who are new to the show, and aren’t familiar with Ryan Ryan is a progressive thought leader focused on providing for his 200 All right, I’m sorry, do you have 200 or 300? brokers?

Ryan D’Aprile 0:49We’re close to 500 At this point,

D.J. Paris 0:51oh my gosh, see this, how behind I am 500 brokers and his staff. He has 13 offices in three states, I believe. Yeah. That’s amazing. Ryan’s strengths are his motivational skills, coaching style, his dedication to training. He’s partnered with Lindsey Miller, who’s the CEO of April properties, and they work together to build a dynamic organization based on a foundation of culture, character and community, I say those things. And in aside from all of the brokers that Ryan manages, Ryan spends a majority of his day traveling from office to office doing coaching. So he is so generously offered to do the same for our listeners. On the show. By the way, if you’re interested in looking at Ryan’s firm, whether you’re a broker, or you’re just somebody looking to buy or sell or rent, he’s got 500 brokers that work with you, or he would love for you to even consider joining his team. You can find him at his website, D APR. properties.com. But welcome, Ryan, thanks for coming on.

Ryan D’Aprile 1:47Thank you, for me, appreciate it. How are you doing?

D.J. Paris 1:50Great. I’m doing good. How was I was just thinking about this, we only have one offense, you manage 13 offices, that is incredible. Yeah,

Ryan D’Aprile 1:59I have an unbelievable team. So I’m very fortunate we have about 60 full time employees that work at our company are managing brokers work as high performance coaches at our company. So I work with the managing brokers, I coach them on coaching. And then we tag team, we go back and between myself and Liz Miller and Pete Moulton, we run around and we coach the agents individually. And then we train the trainer, which is our major brokers. And like I think I’ve told you before we have our dashboard and our snapshots and we check in we think accountability is incredibly important to the success of an agent. There is such a lack of structure in our industry.

Happy 100th episode to us! 🙂

Luis Ortiz is not only a top 1% producer at RE/MAX (as well as a RE/MAX Hall of Fame member); many of his team members are also top 1% producers. While nearly all of his team’s business comes from referrals, Luis built his business educating renters on the advantages of home ownership. In this episode he goes through step-by-step how he started in real estate and why love, service and care are his “why.” Luis believes that once you have your “why” the “how” follows.

Luis Ortiz can be reached at 708.484.2300 and [email protected].

Transcript

D.J. Paris 0:14Hello, and welcome to another episode of Keeping it real. The only podcast made by Chicago real estate brokers where the top 1% of Realtors share the secrets of their success. My name is DJ Parris. I am your host, and this is our 100th episode. We are so excited and grateful that you have listened to the podcast, some of you since the very beginning. Others of you are new to the show what we do here if you happen to be new, if you didn’t catch it from the tagline I just said, we talked to the top 1% of Realtors here in Chicago and ask them how they built their business. And generously they share all of their secrets. Because as I’ve learned over 100 episodes, there are no secrets. And the people at the very top tend to be very generous with giving away everything they do, because they believe in the law of abundance, and that as enough business for everyone. So today on the show, we have Luis Ortiz, and from Remax so we’re gonna get to him in just a moment. But I just want to reflect a little bit on the last 100 episodes and say a couple of things to the audience. First of all, thank you for listening, really appreciate it. Thank you for telling a friend. Our numbers have continued to grow ever since our first episode. Hopefully that never stops. And we’re really honored because we have people reaching out to us to do advertising spots now, which we never thought would be a thing. So that’s pretty exciting. We might have some advertising opportunities here shortly, if you’re listening and want to sponsor an episode, let’s say, so be on the lookout for that. Also, if you’re not already a member of our Facebook group, please go do that just do a search for keeping it real podcast, you’ll find us and we post a daily link to a story that we found online that real estate brokers can use to grow their business. And also we post links to all of our episodes, as well as links to the guests that we have in case you want to reach them directly. So we do that there. You can also visit our website keeping it real pod.com where we have every episode, you can stream it right from the website. Obviously we are also on iTunes, Google Play any podcast directory. So just pull up a podcast app on your phone. Do a search for keeping it real podcast subscribe there. Oh, and lastly, if you visit our website, keeping it real pod.com You can subscribe to our email newsletter. All we do is send out an email every time we have an episode. So if that’s the way you’d like to be notified, please do that. Alright, that’s enough of me. You’re here to listen to Luis and we’ve got him coming up right now.

Today on the show, we have Luis Ortiz. Actually, sorry, let me start that over my apologies. Today on the show, we have Luis Ortiz from Remax partners in Berlin. With 15 years in the real estate industry,

Julie Dorger and Sara McCarthy of the Dorger McCarthy Group met at a previous career in event planning and decided to pivot to real estate. In the past 15 years they’ve grown to one of the top producing teams in Chicago. They believe that meeting the client where they’re at in the home buying or selling process is paramount to their practice. In addition, Julie and Sara host Boots For Babes, a charitable organization that provides clothing to children in need.

Julie Dorger can be reached at 773.294.7776 and [email protected].

Sara McCarthy can be reached at 312.961.4872 and [email protected].

Transcript

D.J. Paris 0:15Hello and welcome to another episode of Keeping it real, the only podcast made by Chicago real estate brokers for real estate brokers. And we’re grateful for all our new listeners, we have listeners. Now all over the country, we’re getting feedback, emails, and messages and social media, where people are finding the show or being passed. The show from people that listen and our listenership is keeps increasing. And so we’re so thankful for that we’re happy that people are finding it useful. We’re getting so much fan mail, it’s wonderful. And I’m glad that it’s being that people are finding value in it. Because we’re coming up on our 100th episode, this is actually episode 99. So thank you for everyone who has stuck with us throughout this past 100 episodes or so. And we’re gonna keep going and just keep doing them. We’re getting a lot of great feedback from you. And we’re going to keep providing these interviews that we know you love. Today is no exception. We have the dog and McCarthy group from Keller Williams in Lakeview. And Sarah and Julie are gonna come on in just a minute and tell their story and you’re gonna learn a lot from them. I’m going to ask the audience though, since I’ve got you for the next few seconds before we pass it over. I want to ask you to do just a couple quick things to help us how can you help us by the way, really just three ways is all I can think of one is obviously keep listening. But also to is make sure to tell a friend if you know other realtors who you know are interested in learning from top producers like Julian Sarah, certainly feel free to pass their this podcast over to them. And third is to like us on Facebook. This way you’ll get notified in real time, whenever an episode goes live or that we’re recording an episode. We also try to post content daily about an article that we find online that we think would be helpful for you growing your business so you can find us on Facebook facebook.com forward slash keeping it real pod, we’re just do a search for keeping it real podcast you should find us pretty easy. Also you Lastly, you can visit us on our website, which is keeping it real pod.com You can stream every episode we’ve ever done right from our website. And there’s links to install it in whatever podcast app youR...

Welcome to the June episode of Learning With A Lender with Joel Schaub!

Aside from his reputation as being one of the top loan officers in the industry, Joel Schaub is as well-known for his passion in providing value to brokers and clients. In this episode Joel talks about the importance of connecting to your passions and interests, and how by starting from a place of giving back, that this will propel your success in your practice.

Joel Schaub can be reached at [email protected] or 773.654.2049.

Transcript

D.J. Paris 0:14Hello and welcome to another episode of Keeping it real. The only podcasts made by Chicago real estate brokers for not only just Chicago real estate brokers but brokers all over. We are been getting tons and tons of email, and also private messages and social media about how much you guys appreciate the show in particular how much you appreciate this episode that we do monthly which is called learning with a lender with Joel Schaub from guaranteed rate. Now, if you’re new to the show, let me tell you a little bit about Joel Joel is the vice president of lending at guaranteed rate, he has been doing loans at a high level since 2003. has gotten to that level because of what he does directly for agents, which is he gives back part of his commission to the buyer on every transaction. In the last three years, Joel has closed 174 million in transactions in funding. In 2018. Alone, he gave back to the to the borrower over 271,000 in closing costs back to buyers who worked with him and that puts Joe’s volume in the top 1/10 of 1% of loan officers nationwide. Out of in fact that a 370,000 loan officers in the country Joel is ranked number 181. Year to date, Joel has closed 102 transactions for 33 million in funding, but he always has time for more loans and your business. And I also heard not to embarrass Joel but this is a very big month for him. It’s actually his biggest month ever. And he’s going this month of May is going to be doing over 10 million in funding. So congratulations, Joel, that’s amazing. Welcome to the show.

Joel Schaub 1:57DJ, thanks so much for having me. Those are numbers that mean a lot. But really, the whole point here is if we can help if we can find a couple of things that will help the agents grow their business. That’s the reason that we do this.

D.J. Paris 2:11And I’d like to before we get started, I want to make a real important point about Joel, because the reason we have him on the show, obviously, there’s a tons of loan officers out there who are all vying for business. Joel came to me with a very specific value proposition which he said I would love to be on your podcast every month. And it’s been almost a year since show’s been coming on. And he says all I want to do is give value. I don’t even want to promote myself. And I said no, I’m gonna promote you. But we want to make sure that that he said, I want to provide value. And it’s been really one of our most celebrated series. So we do comes on every month. So what are we going to talk about today?

Joel Schaub 2:52Well, a couple of things that I really wanted to focus on here was I remember years ago when I wasn’t doing the kind of volume that I was doing. And I would look at other folks that were doing, say 10 transactions a month,

Welcome to the May edition of Coaching Moments with Ryan D’Aprile!

In this episode Ryan dives right in to set the stage for a professional and effective listing presentation. We discuss how to educate your client on why discussing national, state and local trends will help you with pricing the property to sell. This is a way to not only differentiate yourself from other brokers, but also to demonstrate your value. Sellers are looking for your expertise and Ryan explains how to communicate this with logic and reason vs. emotion.

Links discussed in this episode…

* Case Shiller national and city housing index* Terradatum software for market trend data

Ryan D’Aprile can be reached at 312.492.7900 and [email protected].

Transcript

D.J. Paris 0:15Hello and welcome to another episode of Keeping it real. The only podcast made by Chicago real estate brokers for Chicago real estate brokers and brokers all over the country, we’d get a lot of emails and social media mentions from people that are outside the Chicagoland area and finding benefit in listening to the interviews we do with top producers. This is one of our regular segments on the show, which is called coaching moments with Ryan de April. Now, let me tell you a little bit about Ryan if you’re unfamiliar with with him and his company, right April’s a broker owner of a progressive and progressive thought leader, he is focused on providing for his agents and staff. His strengths are his motivational skills, coaching style and dedication to training. He has partnered, Lindsay Miller is also CEO of April, to build a dynamic organization based on a foundation of culture, character, and community. And I say all of that, because Ryan has hundreds of agents, over a dozen offices here locally, and Ryan devotes almost 100% of his time traveling to those locations to train and coach. And he is doing that on our show as well. So we couldn’t be more honored and grateful, because he’s a busy man, he’s runs a big company. But he still spends time to come here once a month and teach our listeners his coaching methods. So welcome, Ryan.

Ryan D’Aprile 1:36Oh, thanks, TJ downers mine, and it’s, it’s a real pleasure I really enjoy enjoy our monthly visits and getting to do this together.

D.J. Paris 1:43Well, it’s, it’s we the feedback we get from our listeners is so impressive that they love having you on. So the pleasure is ours. And so what what do you want to talk about today?

Ryan D’Aprile 1:56So, um, you know, the past few sessions we’ve had, we had some mindset. And we talked about lead generation and being in flow with your network. And so let’s shift to more technique here. Sure. And let’s talk about some market based pricing strategies to help our listeners when they are going on a listing presentation with a potential seller, or they have inventory,

Welcome to the April edition of Monday Market Minute with Carrie McCormick from At Properties!

This month Carrie reports on the adjustments to buying power that has resulted from recent tax changes. She walks through the numbers demonstrating how someone buying a 500k home last year is paying 538k today, just from tax change alone. I provide a marketing tip about sending real cards to your clients on their birthdays.

Carrie can be reached at [email protected] or by phone at 312.961.4612.

Transcript

D.J. Paris 0:14Hello and welcome to another episode of Keeping it real. The only podcasts made by Chicago real estate brokers for Chicago real estate brokers and actually brokers all over the country we have started to receive listener mail letting us know that it’s not just Chicago that people are tuning in. So we appreciate that. Today on the show, this is our Monday market minute. And we have Carrie McCormick who comes on every month. She is also our longest running contributor to our show. She came on since the very beginning and wanted to come on every month and talk to our listeners about what’s going on in the Chicago real estate market. She’s an app properties broker 20 years, not only in the top 1% really in the top, probably 1/10 of one but for sure. 1/10 of 1% Absolutely a powerhouse. Everyone knows Carrie, in the industry. And you should follow her on Instagram, which is Carrie McCormack real estate. So at Carey McCormick real estate for Instagram. And another neat thing is she was just featured or is featured in CES magazine and the dynamic women’s issue. So go pick one up today. Again, ces magazine, their most recent issue. So without further ado, welcome Carrie once again to the show.

Carrie McCormick 1:30Well, thank you, thank you, I’m glad to see the sun is shining here in Chicago. We’re kind of knee deep in our spring market. But I wanted to just kind of dive in and get to some really important information that has kind of made a change in our industry. This year, our fearless leader and with our properties, our fearless leader Thad Wong had put out a video about this, which really struck a chord and it’s really great information. So it’s a little bit of math. So people who are listening just, you know, hang tight in your chairs or wherever you’re at. We’d love to if anyone has any questions about this as well, you know, just do a little bit of a follow up. But just a real

D.J. Paris 2:11quick I was to say I am also the opinion that when fad Wong speaks, I pay attention, because he’s usually right. And he’s a few steps ahead of everybody else.

Carrie McCormick 2:21He really is. And this is really courtesy of him as well. He really did a good job explaining this. So I just want to chat about the increased cost of homeownership because of last year’s Federal tax changes. I think a lot of our sellers and even buyers just don’t understand this, of how it’s it’s made a big impact in our industry. And really, for decades, one of the strongest reasons to own a home has been the ability to deduct your property taxes. And there is, you know, because of that change this year, people have been able to afford less than last year. Yeah, so. So we’ve always had these unlimited deductions in state taxes and pro...

Welcome to the April episode of Investor Insights With Brie Schmidt!

Use coupon code REAL for a discount on Midwest Real Estate Summit on June 1-2 in Chicago. Click here for details!

Brie Schmidt is one of the most well-respected buy-and-hold investors in Chicago. Each month we’ll be discussing an investment topic brokers should master.

This month we’re going back to basics! One of our most requested suggestions from listeners is about how to build their knowledge of real estate investing into their practice. In this episode Brie talks about small steps you can take immediately to start to gain awareness of how to increase your understanding so that you can service investor clientele. The more knowledge you have, the more value you can provide!

Transcript

D.J. Paris 0:14Hello and welcome to another episode of Keeping it real. The only podcasts made by Chicago real estate brokers for Chicago real estate brokers and actually brokers all over the country we have started to receive listener mail letting us know that it’s not just Chicago that people are tuning in. So we appreciate that. Today on the show, this is our Monday market minute. And we have Carrie McCormick who comes on every month. She is also our longest running contributor to our show. She came on since the very beginning and wanted to come on every month and talk to our listeners about what’s going on in the Chicago real estate market. She’s an app properties broker 20 years, not only in the top 1% really in the top, probably 1/10 of one but for sure. 1/10 of 1% Absolutely a powerhouse. Everyone knows Carrie, in the industry. And you should follow her on Instagram, which is Carrie McCormack real estate. So at Carey McCormick real estate for Instagram. And another neat thing is she was just featured or is featured in CES magazine and the dynamic women’s issue. So go pick one up today. Again, ces magazine, their most recent issue. So without further ado, welcome Carrie once again to the show.

Carrie McCormick 1:30Well, thank you, thank you, I’m glad to see the sun is shining here in Chicago. We’re kind of knee deep in our spring market. But I wanted to just kind of dive in and get to some really important information that has kind of made a change in our industry. This year, our fearless leader and with our properties, our fearless leader Thad Wong had put out a video about this, which really struck a chord and it’s really great information. So it’s a little bit of math. So people who are listening just, you know, hang tight in your chairs or wherever you’re at. We’d love to if anyone has any questions about this as well, you know, just do a little bit of a follow up. But just a real

D.J. Paris 2:11quick I was to say I am also the opinion that when fad Wong speaks, I pay attention, because he’s usually right. And he’s a few steps ahead of everybody else.

Carrie McCormick 2:21He really is. And this is really courtesy of him as well. He really did a good job explaining this. So I just want to chat about the increased cost of homeownership because of last year’s Federal tax changes. I think a lot of our sellers and even buyers just don’t understand this, of how it’s it’s made a big impact in our industry. And really, for decades, one of the strongest reasons to own a home has be...