What do you see the mistakes being made by those agents as being what's holding them back?

So we touched on one of the things earlier in the conversation.

They mistake activity for productivity.

Sometimes they'll come in and they'll say, Laura, I don't understand.

I'm doing all of these things.

Why am I not seeing the results? And we, line by line, go through the things they're doing, and a lot of times, they aren't the income-producing activities, or there's not the follow-up that they need to have, or there's not the consistency.

So there's activity there, but there isn't... productive activity there um i think another thing that i find among agents is repeating familiar uh strategies you know this always worked in the past i don't know why it's not working now well you know the business today is different than a year ago two years ago 20 years ago right the So if you're repeating what worked in the past, that's going to work to an extent, but it's not going to drive growth forward.

Is that right? So was there somebody that you looked up to or did you have a real estate hero? And who was that person and why? Okay.