And it's good for your morale as a salesperson to do the rejecting.

Just like stripline fishing.

Yeah,

I'm going

to say something real quick about that, because of all of the hundreds of episodes that we have done in the top of that list that I recommend to people is the Richard Vigory episode.

And Richard, you know, I love you, but I tell that story.

of you telling Joe and I about going into the records room when they passed the law that every donor that gave $100 to a political candidate had to be registered.

Richard walked right in.

I was gonna ask about the best marketing idea for, uh, real estate brokers today, but, but even, just a good one, the one that you would recommend.

Well, in a, in a low, uh, transaction market, it's even more important to maximize the things that you are doing.

Every transaction that you're doing right now, every buyer that you're working with, every listing that you're taking, it's imperative that you get the most and try as hard as you can to multiply those transactions, because that gets you in the game on a level that is, you know, now in market.

Then when you have a listing, I mean, have you seen what's the latest, I, I think, uh, you know, 80 days on market now is about the, the average of there.

So when you get a listing, you know, there's probably an 80% chance that that listing is going to sell in the next 90 days.

So that is the, the closest thing.

So we really focus on maximizing that transactional period, and we even look at creating a metric to measure how we're doing with these.

Mm-hmm

Mm-hmm.

And you see that all the time playing out just in our, our normal interactions.

But how that would've worked back then is let's say we're out and we're hunting and gathering, and I find a big patch of blueberries, and I see you on the trail and I say, "Hey, Spencer, there's a big patch of blueberries over that hill.

Go get you some, some blueberries too, and I'm gonna carry these big ones all the way back to the, the camp." Now, in that moment, I am higher status than you because I have just added value to you.

You feel this need to balance that out, so you may say to me, "Well, watch out behind those rocks because I saw a lion over there." And now we're even.

I, I showed you where the blueberries were.

You protected me from the lion.

And, and that's what I was gonna ask is why does that matter more now than it ever has in the past?

Uh, how would you respond to those?

Well, I think, you know, you're seeing that everything is swinging back to where we really value these real-time engagements with real humans.

And that's why you guys have had such a success with doing the live ten times talks, and you and I, Joe, have done this now with I Love Marketing.

We start to build this community sense where you're real people.

Even if we're looking on the screen, you can still look in the whites of people's eyes when you look at the, uh, when you look at the little boxes and wave to people.

It, it's v-a very qualitatively better experience than just listening to something anonymously and, and asynchronously.

We've all shared this moment.

Dean, what do you think of this idea that, that, uh, today makes a better tomorrow?