So how did you first realize that some of your biggest opportunities might actually come from agents you're supposedly competing against?

You know, I would say that a couple of instances, like o- I've got one right now.

We've got a client that we're working with that got referred to me from another agent in another state.

And when we started working with him, he's like, "Hey, I wanna buy a couple properties, a luxury one and a lower-end one, and I've got a friend who also works Las Vegas who is a brand-new agent, and so I wanna help support him." And so we were working with him on the luxury property, and he was having such a bad experience with the new agent that he said, "You know what? I'm gonna use you guys as well." Um, another example, and my sister's a Realtor in Florida, and she shared how this has happened to her on multiple occasions, is she's had a listing and the buyers come with their agent, and they so resonate with her that they end up, like, working with her either, like, on that transaction or in the future.

So you just never know, uh, where opportunities, even in your own market when you're dealing with other Realtors, can come from.

So was, was there a light bulb moment, uh, with a ref- particular referral or relationship with another realtor that made you think there, there is a much bigger business opportunity here than I realized driving these agent referrals?

Yeah.

Uh, actually, I've got a really good example of that.

But it was

fun.

Thanks to those who came.

So you mentioned from stage you're getting letters all the time about people that are, you know, thank you.

You bless my business.

Now I can retire.

I have been with you for 22 years in the business.

So how would you rate yourself between one and 10 as far as delegating to the team?