Yeah.

We took our VIP model that we've used for years and added it into this hybrid farm model, where once a month they're getting reached out to from the Major team.

So rather than traditional farming, where you're just, like, blasting it out there with no plan, we're actually getting these people into our database and then becoming a part of their world.

We've got their phone numbers, their email addresses, and their home address from all of our different efforts, whether it's through our circle prospecting around our listings when we get them in the neighborhood-

[laughs]

About five years ago, three, no, three years ago, we were at an event in Nashville.

I was sitting at one table.

Megan was across the room, and we were supposed to set our five-year goal.

And you have to talk about it.

I've had a lot of conversations with a lot of, um, female rainmakers and mega agents or agents who are like on that path, right? Like they feel the snowball start to run and they're like, okay, business is taking off and.

they don't take a step back far enough from it to see that the family stuff is, it still has to get taken care of.

And so as women, we have this tendency to be like, I got this.

Like, I got this.

I can handle this.

I can handle that.

And you just can't avoid it.