Episode 3: What does Real Estate Agent need to look like in 2025 and beyond?

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Episode Transcript:

What Does a Real Estate Agent Need to Look Like in 2025 and Beyond?

Lance Pendleton: On this episode of consumed, we're going to talk about what the right things an agent should be doing in 2025, the importance of getting down and dirty with separating yourself from all the other people. And I'm going to give a whole bunch of really awesome tips and tricks to create differentiation. And I promise, I bathed today. This is consumed the podcast for real estate agents who are tired of hearing the same old industry stuff and want to experience something completely different. Real estate in 2025 is going to be wild. I am excited to see what the entire industry looks like in 2025 for multiple different reasons, because I think one, we're going to see a lot more, um, of data, statistics and information come out based on all the lawsuits and the impact it has on commissions. We're going to see a lot more information regarding the DOJ and what they're planning on doing with Nar. We're going to see a lot more information come out in terms of the pending suits that are sitting out there waiting to be launched. So I think there's a lot of really interesting stuff that's going to happen in 2025. I think we're going to have a big debate over the different, I think, approaches or belief or philosophical beliefs to cooperative compensation and, you know, all these different things.

Lance Pendleton: So I'm I'm excited for 2025 because I think it's going to be a transformative year. And I do want to stress that when you think about 2025 and how we operate, the most important thing is that you can't keep operating the same way that you've been operating. You have to think about this as a very different process, and you have to think about it as something that maybe, you know, we've got all these different opportunities and things and people talk about the market. But really, in truth, the business is a simple business for complicated people, and we tend to overcomplicate it by overindexing on thinking too much about stuff. So how do we get grounded back into it? Well, for today's episode, I want to focus on what does the agent look like in 2025. And I want to focus on a smorgasborg of tips and tricks that I think for 2025 will be incredibly important and beneficial to the agents out there trying to create differentiation for themselves.

Lucy Edwards: Well, we already talked about how 71% of agents didn't even close one single transaction in 2024. So if that's not a rude awakening for them, I don't know what is. And the future is here. You are still, if you are still cold calling or knocking on doors or bringing pumpkin pies, uh, you are history. You you have no future and you have no place in 2025 environment. And I anticipate that, uh, a lot of agents will drop off. Maybe they will work by referral or whatever, but it is not. It's not. It has to be a profession. You you have to own it. You have to be proud to be a realtor. And right now, it's like a part time gig in a way. So if someone is, uh, financially comfortable and doesn't really need to bring the money in and, uh, they just doing it just so they can network and meet other people and go to some conferences and have happy hours, then that is history. Then you better start looking into art classes or piano lessons, because there is no place for someone who is treating real estate professional as a profession. So you have to you have to own it. And, uh, it's it's basically all about the embracing you directions. You, you have to bring. As much as I don't like the word value, but you have to bring value and you have to differentiate yourself. So I think number one is get your shit together and uh, and start changing the way you've been thinking for the last 30 years.

Lance Pendleton: Somebody had a bad day.

Lucy Edwards: I actually had a good day.

Lance Pendleton: I, I know, okay, So you you genuinely in your heart of hearts, you believe that in 2025, you believe that those 71% of agents that sold zero homes last year, you think a bunch of them are going to go away?

Lucy Edwards: They will. They will be forced to. Because why?

Lance Pendleton: Unless they had to go away before.

Lucy Edwards: Well before they were hoping they were still the old way of doing things. I mean, yes, the book, the MLS book has disappeared, but they were still able to get away with murder, in my opinion, by taking their own photos, by not really treating the consumer with the respect that the consumer deserves. So I believe that 2025 will definitely, maybe not ruin it completely, but definitely start demolishing the old fashioned realtor who, uh, who has no respect for their profession.

Lance Pendleton: But do you think those people that are taking photographs with their phone don't respect the profession?

Lucy Edwards: I don't think so. If someone will come, if I put my house on the market, and if the agent comes in and starts taking photos with their cell phone, I will ask them to leave. I will stop the contract right there because that's why they are hired as a professional so they can be professional from the beginning to the end. And and they, they they have to they shouldn't. It's not it's not, they should they must bring the professional approach to everything they do. And it is very important. And when, when the agent is telling me, oh, I'm not going to spend more than $100 on the house because it is only 900,000. So since when 900,000 is a cheap place to live. So unless they change the attitude and start treating the consumer with respect, they will treat themselves with respect. And yes, I believe maybe not all 71% will go, but a big percentage will leave. And I think another thing that will help for for them to wake up and smell the coffee is also fees. So just like right now, Na is making their money and so is MLS and everybody else making money by charging here and there some 500, 300, $800 a year. The realtor then maybe and I do believe that, uh, some kind of organization similar to Na should remain and still still be alive. Because we need something to glue everyone together. We need the transparency, we need the data. But it has to be on a different level. They it has to start the change has to start from the head. And once those changes happened and they will pick and choose who will be a realtor and who will be a member, I think it will. It will definitely help the, uh, the environment and the landscape.

Lance Pendleton: I couldn't disagree more because here's why. It's not an agent Asian problem. It's an industry problem. You see, agents are only doing what's been allowed to be done. So I can't fault any agents for taking photos with their phone because that's deemed acceptable. I can't fault any agent for getting a real estate license, paying some dues, and doing nothing because that's been acceptable. So for me, I don't hold any blame or fault to the agent community on the whole. I hold blame and fault for the people that are supposed to be elevating the profession to something legitimate and serious, because they've put their own financial gain way ahead of what is in the best interest of the industry. And they've done it time and time again. So I, I view 2025 as nothing in real estate. In terms of those, 71% is really going to change at all. The only time those 71% begin to exit the industry is when there is a change in what the what the requirements to be a part of the industry are. So, you know, for us to believe that in 2025, the average agent gives a flying shit about the term realtor versus real estate agent. No consumer really knows what the difference in any of that is, nor do they even care. Why? Because there's nothing behind it. It's not like, you know, you have the term doctor in front of your name because you went to, I don't know, nine, ten, 12 years of school in order to achieve that status.

Lance Pendleton: Versus I just paid somebody 250 bucks for the year, and now I'm a realtor. That combined with all of these designations, you know, senior certified specialist, green specialist, I mean, they are it's just such a joke. So, you know, for me, I think that this is let's just start with this. 2025 is has to be about the year that the agents that we talk to the ones that we deal with. The top 10% of agents across the country begin to look at, hey, what are the things that I'm going to be able to do in 2025 to separate myself from all of that stuff? Not just the other agents, but all of that stuff. And I've said this before, you know, when people ask me, Lance, how are the lawsuits affecting your business? My answer is always the same. It's not at all. And they're like, well, but didn't the rules and all that change and I'm like, hold on. First of all, I didn't get sued. Nar got sued and brokerages got sued. Lance didn't get sued. So to give it to basic context, what I say is, look, if the National Association of Dentistry got sued for crappy practices, do you stop going to your dentist? No.

Lucy Edwards: Of course not. But nar and just like I mentioned earlier, they it's extremely important for National Association of Realtors and for MLS structure to change Tremendously. It's rotten. It's rotten from the ground up. And, uh, you know, I, I certainly hope that the new Nar president will bring some fresh air and maybe. Well, you know, I guess she was a tinman, and she was very impressive. And, uh, um, I, I wasn't there, but the feedback is, um, that it looks like she can make the difference.

Lance Pendleton: Well, again, if the first difference that she's going to make is to decouple herself from the MLS's, then great. That's the first step toward making change. Otherwise, if you're still being required as an agent to pay them dues for an association that does squat for you, I'm sorry. That's not change at all. At that point in time, you basically are at that point in time, you should be charged with a Rico act, because I just don't see how that's not a form of organized crime. But, uh, for me, again, let's talk about on the positive side, what is and what does an agent in 2025 do? Okay, so first of all, for me, the biggest single thing an agent in 2025. It. The first thing they need to be doing is they have to be looking at their business as a business and not operating any longer. In this structure of I'm busy helping clients, the worst word I ever hear in 2025. The worst word is I'm busy. Because what I'm busy means is I'm doing nothing for the health and benefit of my own business. I'm just scrambling around dealing with client stuff, and that's not operating a business. There is no structure to the business. There is no form to the business. There's nothing there other than you're just being reactive to whatever the client needs are and whatever is currently going on at that point in time. So the first thing I say in 2025 is if you are using the word busy, oh, I'm very busy right now. That actually is detrimental. And it's the first red flag to your business isn't running properly. That doesn't mean that you don't have a lot of stuff going on, but we all know what the term busy means. So that's the first thing that that I want to just touch on.

Lucy Edwards: Well, I also think that one of the first decisions that agents should make is basically look back at their business for 2024 and create new avenues. Embrace the technology. I've been doing a lot of presentations in the last two weeks, and I was shocked how detached agents are. Well, obviously in front of me are not the best 10%, but in one company it was actually like 20% of the of the best agents. Top agents were there. And they are using they are using the technology. They are familiar with AI, they're using ChatGPT, they're using Matterport. They they they are familiar with certain products and directions that, uh, that they should be doing. But then the rest 8,080% of the office had no clue. They didn't know how to, uh, they didn't. They didn't understand even why they need, uh, new technology. They just didn't get it. Like, why why, why everything is just fine. I'm just fine just the way I was for the last 20 years. And that's what killed me, really is, uh, is how how they are just not sobering up, and they're not facing the reality. So the technology, I think, is one of the very first, uh, approaches that they should be taking.

Lance Pendleton: So the second thing that I will throw out as a major change for 2025 is to look at how you operate within your business and use something as a, as a marker. And that marker should be if it's traditional to the business, you should stop doing it. And what do I mean by that mailers are traditional to the business. Now, I'm not saying you should stop all mailers. That's brand recognition. But what the mailer looks like, what you've done, how you're engaging in that should be dramatically different than what it currently is. Secondarily, if you have, um, as I like to say, if you're doing your touches, do you do your touches like I do all my touches. Um, stop touching people. It's not okay. We don't need to be doing that anymore. I know there's no air in our world, but, like, let's pretend there is. It's gross. Stop it. You don't need to be engaging with people anymore in this. Want to know what your home is worth? Want to know what your home is worth? I'm still in real estate. I'm still in real estate. Like that's the crap that has to stop, because that's the same thing that everyone else is doing. So when you look at your business model, on the whole is the thing that I'm doing traditional to the business.

Lance Pendleton: And if the answer is yes, that's the first marker or the second red flag, I will say of something that you need to pivot away from to do something different. So I'm going to give one example of what that looks like. I've got a fantastic client, um, who does a lot of work for animal rescue. A lot of work for, um, a local shelter. Super cool. But what's really interesting is she decided that for the end of 2020, for which she began to do, was all of her mailers rather than my open house. I just sold my new listing, blah blah blah blah. She started putting out a an adoptable pet of the month and began to associate the fact that her mantra is that she wants to find homes for everyone. And it was a great way of again, bringing attention to a charitable organization, identifying a good cause for something. And when somebody got that mailer, the amount of attention she was getting off of that was tremendous brand recognition versus another agent with some crap in my mailbox. So again, it's important to understand if it's traditional, you probably should be pivoting away from it.

Lucy Edwards: Um, you I you just mentioned the dog shelter, and it came to mind. Uh, I also have an agent, and she lives in the community. It's a very tight community. And there is a dog. Uh, there is like a whole dog playground there. And she provides with all her information those little green, uh, dog poop bags. So when when when someone runs out of of those bags, they they they memorized her phone number. They call her to let her know that the bags are gone. But as a result, she has 90% of the listings in that community because people remember her. They remember her phone number. They remember her. And everyone has a dog there. I mean, it's, uh, that is the neighborhood of everyone should have a puppy. Uh, and and she's very successful because she's out of the box. So when I ask her, does it well? Is it pay off for you to constantly think about ordering more bags? Ordering more bags? And she said, yeah, first of all, it's the community and we have respect for each other. And second of all, yeah, I have all the listings. Everyone knows my phone number. And that is that's just a very similar story to yours and just came to my mind. Yes. To be out of the box, to be different, but to be useful and helpful and also differentiate yourself from the rest of the crowd, because there are plenty of real estate agents in that neighborhood. But she is the one who is shining.

Lance Pendleton: Right. So let's go to the third thing. I think in 2025, that is going to be incredibly. I'm going to not use the term important. I'm going to use the word urgent. Okay. Third thing that is most urgent in 2025 is the the typical way that we engage with people when it comes to doing listing presentations has to change because this is, I think, one of the biggest misses. We get into these arguments with people. And again, I don't mean literal arguments, but they're more emotional arguments when it comes to pricing, when it comes to timelines and things like that. Why? Because agents constantly feel this sense of pressure that they need to be the expert in something. So when they go into somebody's home and they sit down and talk to them about potentially listing the house, there's this sense of anxiety that comes up because we're going into it trying to think that I need to win something. So I'm going to encourage everyone in 2025, if you're the top 10% of agents, stop trying to win at something and stop trying to show someone that you're an expert because they don't want experts. The thing that I keep hearing from consumers when I talk to them is that they're not looking for an expert, they're looking for a partner in a process. That's what they want. So your listing presentation probably needs to be thrown away. Why? Nobody cares. Truthfully, you're handing them a booklet of stuff that's the same tired bullshit that everyone else is handing them.

Lance Pendleton: My brokerage does this. My marketing is that it's, you know, here's five testimonials that, by the way, could be completely made up and no one knows if they're true or not. You know, it's like all of this stuff that we're going to be doing, we have this reach. And our website for Sotheby's got this impression number like people love like the amount of impressions that we get. Stop it. Okay. Your goal should be to develop an understanding of what that partnership looks like. So here's what I would encourage. Stop talking about intangible things that aren't real and begin to talk about things that are very, very measurable. Show someone what a timeline looks like for a listing. Show them for each marker on that timeline, all of the steps behind the scenes that you're going to be doing as part of that. So they understand with that timeline, there's a plan in place. There's a process involved in this and that you as a as a partner to them when we hit stage one. Here are the things that I'm working on. Here are the things I need you to do too, right? We forget that we have things we need them to do to participate, to make us successful as well. I can't photograph a property if you're not ready for it by getting all of your crap out of these areas and all this other stuff, but come in advance prepared for that.

Lance Pendleton: Create a checklist of all of the things that need to be done for the property inside and out. And I mean, these are things I have. I can show examples of them, but have that checklist, show them, hey, as soon as you sign the listing, what's the next marker? Well, we're going to go to a private off market process. The next marker is you're going to get these things done. And I'm going to provide you that checklist. The next marker I'm going to have photography done I'm going to be present for that. Here's what's going to happen. The next marker we're going to have a matterport 3D tours done. The next marker. And we need to be able to show the full run of show on that so that someone has a process and a plan to work through. So 2025, if you're not showing somebody what the process and the plan is. And I don't mean like I know the listing presentations have like steps one through ten, I don't mean that. I mean like a legitimate, detailed plan that is a major component that is missing. That needs to be done for differentiation between you and anybody else. Because simply talking about the glory of my marketing doesn't fly anymore. You have to show them what's real and what matters.

Lucy Edwards: But I also believe that it is important to have the background to say, okay, I've been in business for ten years and I am able to adjust and adapt to everything that's happening in, uh, in our industry. And that's that is what is important today, and that's what so you're building the trust, but you also back it up with the statistics and with your record that already took place. So it's not like you are only looking to the future. This is the proven process that has been adjusted, adopted and accepted and, uh, and brings results. I think that is that is very important to to show the results from your previous experiences.

Lance Pendleton: Yes, but that's a leave behind. That's literally something that I could print up in my little happy booklet brochure thing. And I can leave that with him and say, here's all the awesomeness of stuff I've done in the past. You don't need to actually review that. And here's why. I love when people talk about the idea, when you ask them like, well, what does a real estate professional, a real estate professionals, real estate professionals, a trusted advisor who helps you? No one says that. Nobody says it. If I go in the street and grab anybody and say, oh, what's a real estate agent to you? No one's gonna go, well, my real estate agent is a trusted advisor that helps me with one of the largest transactions. Said nobody ever. And why? Because here's the thing. If I have to tell you that I'm trusted, I'm not. So for me, Lucy, if I come and show you. I sold this, and I'm number one in this, and I did this. Guess what that tells me? One you're either jointly narcissistic and egocentric, or two, you don't really have a lot else to demonstrate to me of your quote unquote value besides all of this previous stuff that you've done. And by the way, fun fact do you know who the largest supplier of jewelry or seller of jewelry in the world is?

Lucy Edwards: No, I don't know.

Lance Pendleton: Walmart? Oh, most people would think Tiffany's, but it's Walmart. And so simply because and people say this to me all the time. Well, Betsey Johnson down the street, she sells the most in this area. And I'm like, okay, well, Walmart sells the most jewelry. So simply because somebody sells the most doesn't mean it's the best. If I have a precious gem, I'm going to Tiffany's. I'm not going to Walmart for that. So again, simply because it's the most of something doesn't mean it's right for you. Doesn't mean that it's the best, doesn't mean that it's the good thing. It simply just means great. They know how to usually take something grotesquely overpriced because they don't care. Shove it on the market because their sign out front gives them street cred, and they'll just bleed it down until it's going to sell anyway. So for me, that's not a major thing that I look at. What I will always say is when someone says to me, oh, well, that person has a great history. I will say, did they show you their list to sell ratio?

Lucy Edwards: And that comes with the statistics. So if I'm consistent in what I do and I always go through with my plan, if I promised something, I deliver it. And if I promise professional photography or drone or whatever, whatever it is, I deliver everything I had promised and it brought results. And the house was sold in a short period of time for asking over asking price. And but I and I was truly involved and completed everything that I guaranteed. Then then that is that is valuable in my opinion. It brings the difference to the table. For someone who talks to me. It's not like I'm I have I have proof, not just because I have a flyer from three years ago of that listing that I that I supposedly sold for asking price. No, you have the record and you have the record of, uh, of 100% listings that I took last year, 80%. I, I sell and list by myself. So something like that I think is very important. And I do think that it's valuable for, uh, for my presentation and for my relationship to build the trust with my new consumer, with my new seller, for example.

Lance Pendleton: Um. Wait, wait, what is it that you're saying that you did that guaranteed that the home sold?

Lucy Edwards: Well, you cannot guarantee that you will sell it. But what you can do when you show everything you have done for the For the previous 100 listings, and 80 out of them were sold because.

Lance Pendleton: Give me the I understand. Give me the things that you did for those 100 listings.

Lucy Edwards: So as an example, I do the right marketing, I do.

Lance Pendleton: What does.

Lucy Edwards: That mean? Houses I being like I now I'm a begin agreeing with you that open houses are being dead more and more and it's.

Lance Pendleton: The right marketing. Hold on. I want to go one by one. You said doing the right marketing. Tell me what the right marketing is.

Lucy Edwards: So the right marketing. First of all, to make sure that I have everything done professionally.

Lance Pendleton: Including.

Lucy Edwards: Photography.

Lance Pendleton: I hired a professional.

Lucy Edwards: Yeah. You hire a professional company to produce it. You don't run around with your cell phone, then you then you put it on all portals that will bring your results or that will bring return and investment, including social media. Because social media, it's not just just listed. It's also maybe a story about the house, or maybe a story about the dog who lives in the house, or maybe a story about the neighborhood. But you do the right social media and I think social media. I'm going to stand by that. Uh, is very important. Um, that, uh, you are preparing the house correctly, like maybe you do the inspection ahead of time or, uh, you know, or you're trying to find out what's wrong with the property. So in case if it does come to the closing, nothing is going to, uh, to fall apart because you are aware of all the issues, so things like that.

Lance Pendleton: Right. But you just name something every agent can do.

Lucy Edwards: But every agent doesn't do.

Lance Pendleton: No no no no. Hold on, hold on, hold on, hold on. I want to be clear. We're talking to the top 10% of agents. None of those agents are running around taking pictures with their iPhone. Let's be honest, that's not who's doing this right now. If you and I are going head to head in a listing presentation, they said, well, Lucy said she will have professional photography done. Yeah, I have that too. She said that she will have it marketed on all the channels. I have that too. She said she has social media. I have that too right now. There's no No differentiation between you and I because I can do all those same things.

Lucy Edwards: But we can do it differently. So may well, for example, take social media for example. I think it's challenging to do the right social media and to put everything together as a strategy on social media and follow up and also have, uh, have the right database for I know that not but we're talking about 10%, 10% will have the database and advise everybody that you have in your listing coming up or you list this listing is already here, uh, with with marketing strategy, like with Matterport, it's in front of the whole world. And, uh, you are thinking of ways to promote it globally, not just locally. And I think that is a new direction to do it more globally, uh, since the market is becoming more global.

Lance Pendleton: So just to be clear, and I'm and I'm pressing this because this is a great segue to number four that I was going to talk about. Okay. Everything you just said, I do. Everything you just said. Most of the top 10% of agents do. They do. I have a whole social media team that does social media. I don't deal with any of that stuff. Right. What I'm asking is, what is it that you are doing that others aren't? What are the points of differentiation that exist?

Lucy Edwards: I communicate, not everybody communicate constantly. You can say that agents, a lot of complaints come from consumer because the communication is not there, because the agent is not updating. Again, I can refer to my presentations where, uh, someone was saying that, uh, you know, they did all the marketing, they did all the photography, they had no phone calls for ten days, and they didn't know what to tell to their seller. And when someone asked, well, did you call the seller and at least try to explain what you are doing? He said, no, because I'm embarrassed. No one is calling me. So communication is a must. Lance Pendleton: Okay, so you just said to that person, that seller that you're going to focus and be great at communication. Is that correct?

Lucy Edwards: Yes.

Lance Pendleton: Okay. So here's the difference. Now for differentiation. If they came to me and they said Lance, Lucy said she was a great communicator. Are you. What am I going to say?

Lucy Edwards: Of course you are.

Lance Pendleton: Oh, of course I am, right. There's no differentiation there. What I will say, though, is. Well, not only is Lucy correct, but here's what I will tell you. I actually have a communication guarantee written in my listing agreement, which says that if you don't hear from me every single week with a dedicated time for us to talk, then I actually knocked half a percent off my compensation. Do you do that, Lucy?

Lucy Edwards: I could definitely say, of course I will.

Lance Pendleton: Okay, great. And how do you guarantee that? Because let's be clear. You know, you are not touching that with a ten foot pole, because most agents would never want to screw up and make the mistake that they missed that call. And all of a sudden that person's going to come back and want half a percent off the listing. Those are the things that stop people in their tracks. So here's number four. Are you ready? And we talked about if again, getting away from traditional things, you have to take the things that you just talked about and you have to put them directly into a language or a process or a function that helps somebody understand. I go beyond what is normal here, right? It doesn't mean that I'm like deep pooping people's lawns and making beds and all that stuff. That's not what I'm talking about. But it's a great example that you just gave of. It's easy to say I'm a great communicator. Anybody can say that. But can they say, you know what? I'm so confident in the fact that this is an integral part of my business model. It's written into my listing agreement. It's written into my buyer agreement that if you don't have a set time for us to communicate every single week, and you're not hearing from me every single week at that particular time or during the course of the week, I will knock half a percent off my compensation. That's how clear and sure I am that it's an integral part of my business.

Lucy Edwards: I never heard of anyone doing that, but I will question it now when I when I meet with agents, do they put, uh are they willing to put something in contract that they will knock off half of a percent if they're not delivering something that they promised?

Lance Pendleton: Of course. Well, and again, none of them are actually going to go ahead and do that. Why? Because of the fact that they're too busy. Remember, go back to number one to bring us full circle. Busy is the magic word because they're too scrambling all over the place. So these things that I have set up and the importance of this allows us to create structure, to show to somebody if what you believe an agent is, is broken and these are the points like poor communication, uh, improper, uh, you know, use of marketing or photography or whatever that is, it's not enough for me to say, oh, I have that. Oh, yes, I have professional photography. How do I go one step beyond that. Right. How do I go one step beyond. What is the generic expectation of somebody? So I'll give you a couple of easy ones. Right. Helping people understand what matters in a certain situation and demonstrating to them that there's certain things that I can do that others don't do. I know, statistically speaking, that when you put smart home improvements into a home, people's perception of the value of home increases on average 4 to 6%, particularly if the buyer pool is 45 and under. So it's a real simple thing for most of my properties. I will go in and put some nest thermostats or ring doorbell things that come with the house. And when I advertise the listing and I put my listing description out there, I say all the smart home features come with the home because it's a perception of increased value in something. Now some people say to me, well, Lance, that gets expensive, doesn't it? Well, sure, but my fee is not 2.5%.

Lance Pendleton: Right. Because then when someone says, Lance, we don't need any of that, but we'd like you to do it for 2.5%. I have a place to work backwards and come down from. But the goal here, Lucy, is, as we move into 2025, the best agents out there need to find nuance in their business. They need to find the things that when you sit at a listing table with somebody and you say, I do this, I do this, and I do this, that when another agent walks in the door and they say, uh, hey, Lucy, we were just talking to Lance, and he actually has a communication guarantee written in his contract. Do you have that that that reaction from that agent is. Huh? Because they'd never even heard of that before. And they're like, hell no. Sure, I can put that in. And then they're running to their sales manager going, what the hell? How do I do this? Right. You want to create that level of panic in somebody else? Because that is what demonstrates to a consumer, hands down, every single time I've been doing this for a long time, I know what I'm doing. I don't need to dazzle you with my previous statistics and all of this. I know pain points here. I know what's going to suck in this. My job is to de-stress this process, to be a partner with you, to be a Sherpa, and to identify how do I de-stress this process for you on the whole. So the best people in 2025, the best agents are going to be focused on those four key areas that we just talked about.

Lucy Edwards: And I believe that the 2025 agent has to be committed as a profession. They have to respect what they do. That is I think that is very I think that is very important. And and uh, as we spoke about it before, there is no urgency to be professional real estate realtor. There is no urgency, and it has to be born. And, uh, and, and in 2025, things have to change all the way around in the industry, from Nar to MLS to brokerages and to everything that's happening with everyday life in with with the realtor.