My

first sale – so – A little bit of backstory.

I'm from Northern California originally, grew up there.

So I'm a California girl through and through, but I had no sphere of influence.

You know, I grew up very modest, middle class family, hardworking parents.

I'm the first generation who went to college and the first of my generation who went to college here.

So I had to build a completely brand new book of business from scratch.

That's probably going to be

Mm.

Sometimes it's storage in the garage.

Like, there's also those nuanced things that people do and they're like, "Oh, I love that I don't have to do this," and it's such a great idea because I think subconsciously it also says to a potential buyer, "This person put this much thought into the finishes or the building of this house, so they probably did a really good job," right? Because they care.

Um, you know, and I also think that- Uh, it's really good to be more personal- Mm ... or have, uh, some, some interesting touches.

But you do have to, if you're gonna build it for mass market, you know, have a generally neutral palette that will appeal mass market.

I find that the most success we have is when it is very clean, very on trend, timelessly on trend- Mm ...

in terms of finishes and palette as a whole.

Let's work together to do the best that we can with what we have." And so now I've positioned it instead of like, "You're never gonna get five and a half million," now we have an adversarial position.