Hey everybody, what's going on? It's your friend James Shaw. Thank you so much for being here with us today. We are doing what we do, who just talk to elite people who are doing elite things. And today we have five people in boxes, including me. We got four amazing agents to talk about something that I think is really important because we have found in today's market, this is an area where many of you are struggling and that is with pricing. It is trying to get stuff priced in a way that gets it moved. This market has just gotten a little bit weird and wonky, wonky and weird. And so I've brought in four people who I think are elite at this. They've got really good systems around it to try to help us make sure that when you take a listing, you sell a listing so you get paid. I'm gonna have them introduce themselves very quickly. Just tell us who you are and where you are, a little bit about the business, and then we'll get into it. Orley, you're up first. Hi, Orley Steinberg. I'm in northern New Jersey about 45 minutes uh northwest of Manhattan and I'm at Keller Williams. We're so happy you're here. Hey Tommy. Hey James. Thanks for having me. Tommy Choy from Chicago. I have a large team in in the city. We're a top 10 team and just grateful to be a part of this conversation. We're glad you're here. Hi Maria. Hello everyone. Maria Pettit with Cleveland from Cleveland, Ohio. Been in the business 22 years and I've seen a lot in my day. So excited to be here. We're glad you're here. Hi, Terry Story. Hello. Terry Story from beautiful Boca Raton, which is in South Palm Beach County, Florida. Been in the business 35 years and I've seen multiple uh markets. So, happy to be here. No doubt about it. And we're going through some stuff in Florida right now. So, uh you know, definitely a time to talk about pricing. I think pricing is an area that, uh, agents can struggle. They just quite frankly get outscripted by sellers all the time who say, "Well, can't we try this?" And of course, anyone who's living their house thinks it's worth more than it probably is. So, we've got to have a process around it. And so, Orley, I'm just curious. We'll ask this everybody and kind of bounce around, but but tell me like what what does your pricing a listing process look like, especially on the front end, so that you go into a listing appointment ready to go, Orley? So, when I initially speak to the seller, there's a couple of key questions I ask them besides the normal, where are you moving to, getting to motivation and all of that. I ask them on a scale of 1 to 10, one being a knockdown, which I'm sure your home is not, and 10 being everything is brand new, stainless steel, granite, uh, new kitchens and bathrooms. Where do you feel your your house falls in that? And because I'm trying to gauge what their perception of their house is. If they tell me it's a five, then I know it's probably dated and then they'll start going into the details of how dated it is and they haven't done anything. So when I do the market analysis, I'm going to price it on the lower end. If they tell me everything is brand new, we did everything in the last year, then I'm going to price it on the higher end. So those are some of the key questions in the pre-inter. when the market faltered in 2008, one of my questions um as your market is shifting was let me know how much how much do you owe in the mortgage because I was getting three phone calls a week and I was not going to run out the door if somebody's upside down and not willing to entertain a short sale. So, whatever your market is doing, these are some of the questions that you want to get answered upfront before you even make the appointment. Okay. So, I'm hearing it's about setting expectations and you get I guess what that allows you to find out really is where does the seller sit as far as what they think about their house. Like I'm sure there's times they tell you it's an eight and it's really a five or whatever, but at least you're getting a general perception. If they tell you it's a five, then you know that maybe pricing won't be as challenging as if they tell you they have an eight. Would that be fair to say? Yes. Although sometimes I have to say they tell me it's a five or a six and it's actually higher for the people that you know underestimate themselves. So you never know. So Tommy, what about you? Are you doing to set expectations on the front end? Are you following something similar to Orly? What would you do to add to that? Yeah, that's a great question. And we are following something that Orley is doing as well and that's in the form of a pre-listing questionnaire. And so we send that out um and it's something that's you know mandatory before we can meet in person. And really what I want to hone in on are two uh questions that really help me to understand who the seller is that I'm walking in to meet with. And first is we always like to ask in the questionnaire that's just a Google form. You know, uh have you uh refinanced your loan in the past three to five years? And if so, what did that appraisal value come in at? Why that's really important is not because I'm going to tell them what they tell me. Uh, but I know that whatever that appraisal value is from however many years ago, that's a value that's anchored in their head. So, I I need to understand that number and respect that because I know they're thinking about that, right? Whether it's higher or lower now. And the second question is straight out asking them, hey, you probably follow, you know, all the online websites and what homes in your neighbors uh in your area are selling for. What do you think your house is worth? Once again, it's not to find out or tell them, right, what they want to hear, but I need to understand if someone is thinking their home is 100, 200k worth more than what I think. I need to come in with a lot of data because I know there's going to be a lot of emotion that's going to come back at me to challenge what I think their home is worth. And also, sometimes they just straight up every one out of 10 uh sellers will write, "Well, you're the realtor. That's why I'm competing with you. You tell me." And so I know that that person is also probably shopping me out. So it tells you a lot about, you know, the cards that are, you know, in their hand that they're holding. So I really want to understand that before I go in so I know how logical and how data driven I need to be. It's interpreting the answer, Tommy, is what I'm hearing from you. And so if if you go and ask them, have you, you know, had an appraised recently, you know, they've got they they absolutely have a number. They think that number is tied to the value. We know it may or may not be, right? that it could be something totally different, but at least you know where to come from. But that I love the thought of, well, you tell me. That's why I'm calling you. This person is interviewing. They're going to look at price. They're going to take they they might without you asking the right questions and showing them the right path might just hire the agent that tells them the highest price. Exactly. How do you walk through it with that person? That's what I want to know is the person who's like, "You tell me." How do you handle that, Tommy? Yeah, that's another great question. So, I think a a lot of us as agents, right, we're we're natural leaders. And I think the initial knee-jerk reaction when we're in a situation in front of a client is to kind of hold our hand out and say, "Come on, follow me." And for me, I like to first before leading, I like to ask how they like to be led. And that question comes up in the form of asking them what what do you know about the market? There's a lot of information out there. I'm sure you read all the headlines. tell me what's your perception because that whatever their answer is is going to help me shape the story that I need and the data that I need to back that uh and usually it's around whatever their high number is and so you have to provide a lot of context in order for your solution to make sense and so that context from what their perceived uh notion of what the market is whether it's true or not uh is going to help me figure out what comps I need to bring to the to the showing and all or to the listing appointment and also at the listing appointment be very uh hyperfocus in on those comps and together right as a team going through them and pointing out the differences and asking that seller hey would you agree that this these finishes and these kitchens seem a little bit more newer and modern than yours right to go through that mental checklist of them saying yeah you're right you're right you're right so it's irrefutable when you start to present your databacked numbers around value based on what Orley has said and what you've said. My takeaway so far just eight minutes into this conversation is that this is not a market where you can skip your pre-listing process that that in 2021 and 2022 po post pan like right at the beginning of the pandemic things were moving so quickly that really you could just show up what number are you thinking all right let's try that put it on the market and see what happens in most places that that's over we have to get back to a more traditional process is what I'm hearing you say and I think that's why so many agents are struggling right Now they either a never learned a traditional process or b didn't have to do it for so long that it became irrelevant they forgot about it. Maria, you're doing stuff on the front end too to get ready, set expectations, figure out where you stand. Tell us about some of that. Yeah, for me um it's mostly motivation really. I want to understand why are they looking to sell, you know, what's happening in their life that they that they want to sell. like also to what their timing what their timing is too that strategy that I walk them through. I want to understand how quick do they want their home to sell because then pricing obviously becomes a factor there too and how we price it. Um the the more important thing uh what I hear agents struggling with too is um setting up the expectations of how the process is going to go. Right? Once we've developed that relationship and develop rapport that you're the person bringing in all the experience and basically interpreting the market for them, they think they know, but they really don't. And you're coming in with all the all of the um the market data. When we say we need to understand the market or be able to kind of explain what the market is, it's a lot of key factors I think that goes into that. And it's yes, it's looking at comparables, but it's also really understanding, you know, what's currently on the market, what has sold, what's the average price per square foot, right? Um what are the days on market sold versus list price? Um average price, you know, the average price of for sale and sold, and then most importantly, month supply of inventory because then that helps us have the conversation with the sellers. So then they understand that, wow, I am I am in a very competitive market. So I it is still a sellers market. So they can get a little more greedy I guess with the price and if it if there is a lot of months supply of inventory obviously then it's more of a buyer market and kind of walking them through that conversation. Um like Tommy said a lot of them think they know the market. They're looking at you know online sources and really you know we're there really to interpret the market once we've built rapport with them and have that confidence to be able to project that to the to the potential seller. There's some relationship building, some trust earning that happens on the front end and then you can be real with them. What what I'm what I'm hearing you talk about is something that comes straight out of the shift book right here, which is it's page 142 because as you were talking about, I went and grabbed my copy. It says once a market price has been established, the answer or the question every seller must answer is what should my asking price be? And Gary says in the book, this is a strategic question, not a value question. And Marie, you said or Maria, you said you're talking about strategy here. How soon do you want to sell? When do you want to be there? We we have to know their motivation. Right. Right. And I and we've talked about this too before. There's four key factors that I look at, right? It's trend, it's risk, right? Seller market versus buyer market. But then it's also condition of the property and the timing. The timing matters because if they're not a, you know, like for instance, I'll give you a great example. I have an elderly client right now that wants to build a new home. They can't move. They don't want to move twice. So, we've got time on our hands. They're they're not ready to go anywhere for 90 days. So, yeah, we're kind of playing around with the price a little bit, right? So, timing matters also there as well. So, yeah, really good. Thank you, Maria. Let's go to Terry's story. Terry, when we started talking about price a couple three years ago, you were someone I went to first because you're very strategic about it. You're really good at building relationship and rapport. So, what would you add on the on the front end of the conversation? What does it need to look like? You know, the front end's uh really important and one of the first questions I ask is ask them to describe the home because then I know what kind of person I'm dealing with. Is is it an analytical direct to the point? You know, what am I dealing with? And that helps build the strategy. And then it's really a matter of finding out, do they want to be on the market or in the market? Do they want to just have their home listed or do they want to sell? And it goes back to what Maria was saying is motivation. So without knowing the motivation, you really can't, you know, set the stage or create the strategy. That's important. So th those are the the two two main things that I start with. And um you know getting in front of them and setting the expectation. So when it comes to pricing, I'll say to them, you know, Mr. Seller, you and I are going to discover the price together because they do ask you, well, I want to know what you think. And it's like unless I'm buying the house, nobody can come in here and tell you what your house is going to sell for. The market will tell us what your house is going to sell for. So, we're either going to price it above the market, at the market, or below the market. And again, these are all strategies. So, depending on your motivation and the timing, we'll build that strategy around your needs. Motivation is so key. But Terry, I will talk to people. They'll post and pivot. um you know, hey, I need to get a price reduction and I'm struggling and the seller won't listen to me and I'll go and ask, well, why are they moving? And I've had people or why are they selling? That'll be why are they selling? And I've literally had people respond with because they're moving. And I'm like, well, I know that, but why? Like, what's driving that? And for some reason, this is a common issue. For some reason, people never really get clarity about what it's about. So, talk to me about getting motivation. Like are you going deep on that? What specific things are you asking to really get clear Terry? Yeah. So you ask them, you know, u where are you moving? Why is that important to you? Just keep asking the questions as they're answering them. Keep peeling back the onion and to get to that that pleasure or pain point as to why they're moving. So once you know that, you can refer back to it. And one of the mis the biggest mistake in a shifting market that agents do is they I I believe is they're not wa walking the seller through the journey of we're together going to determine the starting price for your home. It's not what it's going to ultimately sell for. It's what number do we put on your home that's going to attract the most amount of buyers to get your home sold in the time that you need. And so when you miss the mark and we we do it often, you can go to Mr. seller and say to them, you know how we sat down and discussed it? Well, the market is telling us based on the activity that we're probably overpriced by about well, depending on on the amount of activity, 10% or 5 to 7%. So, having the confidence because I think a lot of agents go in there with them, you know, like, oh yeah, I got the listing. Well, you can have 30 listings and it does you no good in a market that's shifting if you're not getting them sold. So the mindset to go in there and and counsel them properly and have their buy in with you makes it a lot easier to have those harsh, you know, those conversations as time goes on. Hey James, no doubt about that. I think Yeah, go ahead. Tony, can I highlight what Terry and Maria brought up the motivation? I think a lot of the times agents don't understand how do we use this? And something I've learned is right, you always respond to logic with emotion and you respond to emotion with logic, right? You can't go logic to logic. You can't someone wants your client wants to out nerd you and you try and out nerd them. It's you're going to get into a position where you're butdding heads. But when someone gets super logical with me about push back on price improvements or value or whatnot, that's a perfect time why what Terry just said is important. Now I have to bring the emotion back into it. Right? It's saying, "Hey, remember, listen, my goal is to get your home sold so then Terry can help you retire in Bokeh and you can live out your dream of what you've been working hard for." Right? That resets the conversation and reanchors everything back to motivation and it brings the logic kind of to the back row so that they understand why they're trying to sell. And that's the best way to bring that emotion back in when someone's trying to get too logical with you. Yeah, it's the what happens if you don't sell and are you okay with that question? And I think another question we can ask on the front end as well is um to get an idea about what they're thinking price-wise is if you were going to buy your house today, how much would you pay for it? And I think that sometimes when we ask it in that way, it lowers the number already, right? Because they're kind of thinking like a buyer. It's a way to look at it or uh so you do this stuff on the front end like you talked about, but now you get there and sit in the house with them and you're walking through things to help someone understand the market. you've done the questions and gotten some clarity about what they think about their house and yet you really do have to explain what's going on in the market. What are some ways that you're helping them understand it at the listing appointment? Well, like everyone else, I asked them, "What do you know about the market?" And our market is still moving pretty quickly. Uh most people are getting asking or over, but some of them are getting greedy. And so I want to know what what their position is in that. are they greedy or are they realistic and they really want to do this the right way? So then I tell them I said well um 90 how do you find out real quick? How do you find out if they're greedy or realistic? What's a question you ask? Uh one of the questions is you know as we get further into the conversation what do what do you want to get for your house? And if I see a it's a price that I don't think is realistic, I know I've got to do a little bit more talking when I get into the market analysis to show them that that might not be happening. So get clarity about what their expectations are. What else is happening at the listing appointment for you? Well, one of the questions I asked him is why am I here? Because I want to go into that motivation again. Why am I here? What do you expect from me? What are you looking for in a realtor? And if I'm hearing it's price or ease of moving, it might be more important ease of moving over price. So get clarity about what's important to them. That's what I'm hearing from you. Exactly. Because it's not always it's not always price. Sometimes it's I want to sell it as is. I can't deal with it. I don't want to do any repairs. I don't want to stage. I don't want to do any of that. So my conversation has to be geared towards the return on that investment. I will still get you the most amount of money, but we're going to have to price it strategically to get that buyer that gives you the ASIS price that you want. And the way I can do that is by conservatively pricing your home so we get the most amount of people, the most amount of offers, and then we can choose the buyer that is going to give us the least amount of problems. That's really good. Maria, I want to come up to you because you talked about strategy. You talked about being in the market versus being out of the market. That's straight out of the shift book. What's it sound like at your appointment as you're walking through this with them? So, at the appointment, one of the things that I always reiterate to sellers is that I'm their fiduciary. My job and my goal in all of it is to help them net the most amount of money. And I keep driving that point home because I want them to know I'm there to protect them. I'm there to help them through this because sometimes the information that we're sharing, all the market analysis that we're bringing may not be what they expected, right? So, I want them to understand that look, I'm just interpreting the market for you and and helping them through that. That kind of disarms them a little bit. I'm really good at just kind of digging in and and really connecting with them to understand their motivations and get and get there. Um, so that's that's key, but as Orly said too, right? So, there are a lot of variables that go into pricing that home properly. And I'll just go through, you know, is their home staged? Is it model home like is it or is there a lot of deferred maintenance? Again, it always goes back to that motivation. Also, how much work are they willing to put into it to get to get the price that they're looking for? And then I just I just get right into it. It's it's really easy once you've developed that connection with them and that they know that you're the expert there helping them, protecting them, and and kind of seeing them through it. May I say one more thing? Of course. Okay. Um, the mistake that I hear a lot of agents make is setting expectations incorrect. Like just bad expectations from the start, right? That they just want the listing and they just want they just want to get the listing, right? There are listings too that I've walked away from. And it's not that I've I don't want the listing, right? But if they're not willing to like hear me and listen and understand and if there's someone that that is just not going to take what I'm saying or even understand the data that I brought or or any of that, that might not be somebody I'm going to work with because I know how hard I work to market our properties, right, for sale. I don't want to just list it to get other buyers. I actually want I want it I want to see it through. So sometimes it's it may not work out either, right? So it's setting those expectations up front properly and then you know and then kind of walking through that process as well and and somewhat through that conversation it's testing them too. It's testing like what is their kind of what's their tipping point right? Like at what point will they will they maybe kind of lean a little bit lower to kind of get a little more competitive in the market if that makes sense. It makes total sense. That's great. Terry, you'll walk away from a listing. You're not tied to the outcome of any individual one. What's it sound like on your appointment? Yeah. So basically, I'll say to them, "Do you want to just list your home or do you want to get it sold?" And if they say, "Well, we just want to test the market, see what happens." Again, it goes back to their motivation. If they're not in my mind at least a seven out of 10 on the level of motivation, I'm going to walk away from it. So, it's just saying I'm not the right agent. If you just want to test the market, see see what you can get. You want to get it sold for top dollar in a relatively short period of time, I'm your gal. Let's go to work. That's great. That's great. So if they if you though get this sense that maybe they don't agree with you on price Terry or they you know they just I don't know you are the expert you know what you're doing but yet they're just hesitant. How do you walk them through that conversation to get them to kind of see that you're right? Well it's not a matter of being right and I always blame the market and I say you know what this is what the data is showing. This is what I believe the market is saying. It's a matter of interpreting it and we've done it together. I've walked them through that. So you know Mr. seller, let's try your number. But, uh, when I say try, let let's put a time limit on it because time is the enemy of value. So, let's give it two weeks and we're going to know exactly what's going on by the activity. So, nobody coming to look at it means we're overpriced probably by at least 10%. We're getting some activity, but no offers, we're probably off by 3 to 5%. When we're priced right, we're going to know by the activity. We'll have multiple showings and offers. And if that's not happening, then we have to revisit where we're at in that process and adjust accordingly. And if you're okay with that, Mr. Seller, then let's go ahead and put in it on the market at your number. You're setting the expectation up front of a reduction. And I just want to point out, well, we've got four elite agents on here who have sold many, many, many, many, many homes in their career and price it right. And yet, all of you have taken listings that haven't sold. And all of you have taken homes that were overpriced and had to go back and get price reductions. It's happened to all of us. And and and so, you know, I don't want people to think that it has to be perfect every time. You have unsalable listings and you have overpriced ones. It's just part of the game. But Tommy, I want to come to you as we start to put a bow on this. And I thank you all for helping our community. But tell me, let's say we do take one that either you took it knowing it was overpriced and had a plan to reduce it like Terry told us or honestly you thought it was priced right and then the market still rejected it because that happens too. How are you handling the price reduction conversation? Great convers a great question that I I hand well it begins at the listing appointment where we talk about scenarios and once again you know to be the chief economist of choice for your clients you have to back everything with data uh and so for us our team something we've tracked the last 10 years is our showing to offer ratio right we call it the STTO ratio and so we know uh that the weineberg choy team we typically see one offer come through after every six showings So, it's very important that I establish that precedent up front at the listing appointment. So, I tell them the and the beauty for this for you, Mr. Mrs. Seller, is that everything is backed by this data and metric. So, it's to let you feel confident with every decision we make. So, if we have 18 showings after 14 days with no offer, right? I one, we should have had three offers come through based on our data and track record. So, we have feedback. we need to really go back to and reshape our strategy on day 15. And usually that's going to point to value. And same thing if we have 18 showings and one offer come through and they present a highest and best that's 20,000 under our list price, whether you like it or not, I can tell you the market has spoken and that's what the market is saying because we should have had two additional offers if other buyers agreed. So when it comes time to have this conversation on day 15, which is when we like to introduce this uh the conversation uh or the strategy, you know, we go back to remember when we talked about our showing to offer ratio. Here's the data we have based on that. This is the next steps that we need to take. And nine out of 10en times they completely understand because the data is irrefutable. We have the feedback and they'll go on uh the action. But a lot of that uh happened because we set that precedent from day one before we even took the listing. That's a strategy, right? So, you've laid out here's what it should here's what should happen based on our experience. And then I love that you said day 15's the day we call because I think some agents take price reductions because they're laying in bed going, I really probably should get that price reduced. And and that's, you know, that's not day 15. That's it's keeping you up at night. Let's not get there. You tell the seller, day 15, we're going to reevaluate. All that is really, really smart. Orley, I feel like you've got a plan, too, because I doubt I would see you walk away from many listing opportunities. I think you're going to take the listing and then you're going to work on the price from there, and you've probably got a strategy around that. Absolutely. So, like Tommy, um, it starts at the listing appointment where I tell them something very similar, which is, I'm going to be watching your online activity and under my watch in marketing, you will probably get four or 5,000 hits. Then I'm going to watch your saves. How many people are saving your house? Because most importantly, I want to see how many people are walking into your home. If we get a lot of hits online and saves and no one's walking into the home or very few, they're rejecting you online. They're choosing not to come in and they're waiting for you to reduce because they're saving you and they're watching. if we're getting people in to the home and I'm comparing you to the other listings that I have in the area as well to see how you're doing compared to their showing amount, then we should be getting an offer in this market in the first 10 days. The market speaks to you very quickly. That's the good news about this market. You we don't have to wait 30 days to find out if we've listed it correctly or not. And if we don't list it correctly and we start talking about a price reduction, unfortunately, that's negative marketing. The new kid on the block has come on the market right after we listed you. You're no longer the new kid on the block. And all the buyers that have rejected you are now going to that other listing. I don't want us to get there. I want you to be chosen right out of the gate with multiple showings and multiple offers. Does that make sense? It makes total sense. I love the looking at how many people are looking at it online, how many are saving it online, and you can just almost trickle that down to who's coming in, what's happening when they come in, are they saving it, not coming in. It's really a lot of people saving it, but no one's coming in. They like it, but they And use your own stories so quickly. Yeah, use your own stories. I had a situation this week where we listed three houses. All of them are now under contract, but one of them got literally I just have to point out I just want that noted that she just dropped in very very nonchalant this week. We listed three houses and all of them are under contract. This is why Orley is on the panel. Go ahead, Orley. So, one of them got 67 showings, 62 groups through the open house, 14 offers, and 85 over the asking price. Another listing that went on the market a day after, granted a little bit of a different price point, got 13 showings, one offer over the asking, granted, where the seller said, "I really want to wait for more offers because I I was really hoping I would get even more than that." And I had to tell him, well, I have to tell you, I listed another house that got 132 showings, 14 offers, and if you let this offer go, which is over the asking price with only 13 showings and one offer, I'm listing two others next week that in a similar price point, guess where all those buyers are going to go? While you give up this great offer and they And it's a reminder, too. I think that's an example of you can't underpric a house. You can overpric one, but you can't underpric it. And if you strategically decide to put it a little bit below the market, the the the buyers will fix that, right? They'll come in and fix that up. Terry Story, walk me through your price reduction conversation. Well, I I make them decide. So, I use that fishing analogy and I'll say to them, where do you think we are in the market? Are we in the fisherman number one, fisherman number two, or fisherman number three? And they generally will say, we're probably between the one and the two. And I said, "And do you recall what what I said what corrective um action we'll have to take in regards to pricing?" And they'll Yeah, I think you said probably around 10% or 5% or something like that. And I said, "Let's give it let's give it a go." It's so much easier when you've set it up set up the expectation up front. Maria, do you want to add anything about price reductions? I mean, for us, it starts it it always starts at the listing appointment. Um, we know like I know what it should be listed at once I look at the the property, the condition of it, that type of thing, and understand their motivation. But like like everyone here, we're talking about at the listing appointment. And then that conversation just becomes a lot easier once we have the data that backs it up based off of how many showings we've received, how many offers we have, that type of thing. So, it just becomes a lot easier when you're setting up those expectations on the front end. Yeah, it certainly does. All right, we're going to go into our lightning round. It's our last question. It's lightning round. It's pro tip time. So, Maria, give us your just your pro tip, the thing you get very excitable and most passionate about when it comes to pricing. You're up first. Um, it's it's really understanding the market and not just thinking you know it, like actually have the data that backs it up. Um they're I I mean I've made a lot of mistakes around that too, making emotional decisions and all the years that I've been doing it, but it's really dig deep in understanding the market and understanding those key factors that drive um drive the pricing. Orley, what's your pro tip? So, I have something in my both my pre-list presentation and my listing presentation that say the exact same thing because I'm driving home. What is your property worth? What you paid for it doesn't affect the value. The amount of cash you need for your new house doesn't affect the value. What another real estate agent says it's worth doesn't affect the value. What you want for your home doesn't affect the value. It's what I said it's what the market says your home is worth. I'm sorry. Um the value is what a buyer says your home is worth corroborated by that bank appraisal. So I'm driving home that I'm taking away all of their excuses. So everything they've been thinking in my in their head, we put a $100,000 into it. Whoops. Sorry. You're there. We got you. You're good. Okay. We put a $100,000 into it. We need X for our next house. So every excuse is automatically eliminated and they're left with reality. Super smart, Terry. Keep my emotions out of it. Just bring in the logic and walk them through the journey. Don't don't get your emotions involved. As soon as you've got your emotions involved, that's when you start to make mistakes. That's a good one. Tommy, what's your last word, Tom? Oh, Tommy, we can't hear you. I don't know what happened, but we can't hear you. There we go. Sorry, I muted myself. Thank you. I said cancel. Cancel listings. They tell a story. Look at the history in the neighborhood that you're looking up comps. Look for cancelled, expired listings. What didn't work for another agent and a home and that market will not work for you. and being able to tell that story gives you evidence of of not success of what that doesn't look like so that that'll help shape your story when it comes to pricing. You all are so good. I appreciate you so much for jumping in and helping out our people today. Uh thank you for sharing your strategies. Thank you for sharing your tips and your expertise. I appreciate you for everyone watching. I hope it was of some help. Now, we do have some downloads available from from some of our presenters today from what they shared. Those are available to our Inspire members inside the Inspire Collective member portal. So, you can find it. It's super easy. You'll be able to find it at jamesdshaw.com. Go log into the portal. If you're not an Inspire member, you can get information about it there as well. Thank you, friends, for joining us. I appreciate all of you. We'll see you next time. Bye, everybody. I