Episode Transcript
[00:00:00] Speaker A: All right, guys, welcome to the third episode of the Unfiltered Agent. And I have one of my dear friends in the business, Stephen Burke, here. He is one of my favorite realtors in Tampa for so many reasons. Thank you for being here today.
[00:00:15] Speaker B: Thank you so much for having me. This is my second podcast. I kind of love this.
[00:00:19] Speaker A: It's awesome. Well, you can probably do a lot more. I think you're super fun and very knowledgeable, and so thank you. Today's episode is all about the consumer and how in the heck you should be thinking and approaching picking a real estate agent. Because, guys, there's some bad eggs out there, and it is not always easy to tell the good ones or the bad ones. So, Stephen, why don't you tell us a little bit about yourself, and then we're going to dive right into this topic.
[00:00:47] Speaker B: So my name is Stephen Burke. I am a Tampa native, and I am an agent with Keller Williams. Not your boring agent's my brand. I try to stay true to that. You never know what you're going to get with me. So when I was like, she. When I was invited on this podcast, I was like, okay. Like, I hope it's. I'm like, she liked the title. It's unfiltered Adria. And I'm like, this is the podcast that I want to do because it should be interesting.
But, yeah, I'm a Tampa agent. I specialize in condos and mainly just working my sphere. I have a really great network of people, and I kind of just cover all over. I do whatever my sphere tells me to go.
[00:01:26] Speaker A: That's awesome. Well, one of the things I love about you and the way you run your business and why I wanted to have you specifically on this show discuss this topic is because you are a great realtor, and I think you really pride yourself in excellence in every aspect of your business. And you're someone I definitely admire and have always looked up to, just from how you present your listings to how you treat your people when they're going on, you know, tours with you. I mean, I remember you doing crazy stuff when you're like, I have this, like, you gift bags of people and they go on tours and you're like, giving them snacks. I'm like, who does that? Steven does that. But anyway, so I wanted to have him on this show today to talk to you guys exactly how to not get screwed in your next deal by picking the right person to work with. Because unfortunately, I know a lot of you guys may not be in Tampa where you can hire Stephen or me to help you with your next deal. And we want to make sure that you're going to make good decisions and not have bad real estate experiences, because we have seen a lot of things, and it's, it's scary when you don't have the right representation. So one of the things I wanted to do is kind of, kind of go back at some different times in my career when I've had really bad people on the other side of a transaction. And I've had this one, one experience. I guess it was like maybe two years ago, where it was probably one of the worst examples of a buyer who had the worst realtor of all time. And my client was an investor. I was a listing agent. So I was actually just representing him in the sale. I had an agent who showed a house, sent an offer, and it was pretty straightforward. It wasn't anything weird. They did their home inspection. They did the appraisal. We were waiting on the appraisal to come back. I get a phone call at 09:00 at night. And they called, like, several times. And then they text me, please call me. You know, I'm the buyer at so and so listing. You know that you're the listing agent. I need help. It's urgent. And so I, God, this is awful. I hope everything's okay with this person. And she calls me and she's like, I have not been able to reach my real estate agent. I, for the last five days. Like, I have no idea where they went. And so I'm like, okay, well, have you tried emailing her? Have you called her? You know, what have you done to try and get in touch with her? And she was explaining to me that she had not even met this woman in person when she showed the house.
She met her through zillow, right? And when she had done her little inquiry, because a lot of people do that when they're first starting to buy a house. They'll go on Zillow and they'll try and, like, get a showing because obviously people like, you know, they don't necessarily want to commit to a realtor, but they want to go shop. So they'll go on zillow schedule showing. So that's what this, this couple had done. And this woman had, had contacted them. But she didn't actually go show the house. She just scheduled it, gave them the code to go in my listing by themselves and then wrote the offer and sent it to me. And by the way, guys, if an agent ever does that, that is highly illegal. To do that, um, that's basically against every code of ethics in the book. To let a buyer go in a property a, it's the worst nightmare for a listing agent and a seller to know that complete, absolute strangers are walking into your listing, you know, with nobody to be there. The realtor is supposed to be there to protect interest of the seller and protecting their property, but also to, like, help consult the buyer, because they don't know. They may not know what to do, and they shouldn't be in there by themselves. Anyway, this lady was distraught. So it turns out I called her broker. The agent had gone to the frickin Dominican Republic for two weeks and had not told anyone. She hadn't told her broker, she hadn't told her clients. And so I called the broker and made her aware of all these things, and, like, it was a nightmare. So that was probably the worst experience that, that, that's like, the worst thing that could happen, I think, for, that's happened to me recently.
My client was super upset. The seller was super upset that someone had gone in the property without you knowing. But at that time, he was an investor, and he used coded boxes. And so a lot of us do use the blue boxes for that particular reason. But.
[00:05:47] Speaker B: I have a lot to piggyback off of that. I think my biggest thing is, is that I always say good markets have made bad agents. And we, after, you know, the past couple of years of what we experienced, people were getting their license, and it was easy, you know, it was easy. And so now we have to have these difficult conversations. We have to have this stuff, and that's why we're here today. We want to be that resource for people to let them know that there, there's going to be a separation, and there's going to be. I was at a real estate conference over the past couple of days, and 30% of agents are going to be getting out of the business within the next 18 months.
[00:06:27] Speaker A: Yeah.
[00:06:27] Speaker B: You know, and I honestly feel like it's going to be sooner, because when your real estate dues are due, you know, and you got to pay for another year. So if they're not really, it's either they're interested or committed to being a real estate agent. So you want to find a committed agent that you're going to work with. And if you're just having, you know, nothing against hobby. Hobby Realtors is what I call them. It's just, that's probably what that agent was that you dealt with is that there were a hobby realtor and they, you know, didn't really care. And you do manage Airbnbs, and you do all this stuff and giving out a lockbox code. Holy cow, that is like the worst nightmare because there's so much fraud out there.
[00:07:17] Speaker A: Oh, yeah.
[00:07:18] Speaker B: I recently. You actually came to my rental listing that I had. Yeah. I was like, this is a perfect Airbnb.
And so I had a combo lockbox, and I always will meet someone there. I never put a combo lockbox on there. The reason why I put a combo lockbox was because we were still doing renovations inside and updating the property. But I met this lady there at the rental property, and I opened up the door for her and she says she lost $2,800.
She went online and she found, on Facebook marketplace, she found a rental listing, and she ended up getting a lockbox code from someone. Went to the property. She was like, oh, this is perfect. She went, did an online application. Okay. And she ended up wire. They sent her a fake lease, ended up wire. She ended up wiring the money to them. Okay. Not only did the person take her money, took her identity.
[00:08:22] Speaker A: Wow.
[00:08:23] Speaker B: Took her identity. And so you have to not only be conscious of that, but also have, you know, as a consumer, you just don't know what you're getting into. You think this is legit. You think that's it. And that's why whenever you're trying to do a private rental, you need to have representation. It's super important with that. And it's not just in the sales part of it, but, um, yeah, it's definitely very, very scary to be out there and have those agents that are unresponsive, and you need to find that committed agent.
[00:08:56] Speaker A: True. So we were talking earlier today about this. Like, how do people actually go about finding their real estate agent? And there's, like, a couple different ways. One we just talked about with some horror stories from people who've just gone online and tried to get support to find their house on their own. But a lot of people, you know, they'll do open house hopping and meet someone. They'll, you know, maybe they have a family member or a relative or their brother's wife is a real estate agent, and then they have this, like, moral obligation to, like, use somebody that they just know and maybe don't give it a whole lot of thought. And I see the consequences of that come up so often in transactions where, you know, maybe I've shown somebody a couple houses, and then I get a phone call. Oh, well, you know, my, my brother's daughter just got her real estate license and, you know, we really want to support her business, so we're going to have to use her for our real estate purchase or the same thing for a listing. I had a couple clients who, you know, I was, worked for them on other deals that helped him buy and sell homes. And then his brother got his real estate license and they ended up work, like, listing the house with him. And then they're calling me every, you know, two days, like, what is this? Is this right? I don't understand. What is this? You know, and I'm like, okay.
But I think people do feel a lot of pressure and, like, moral obligation sometimes when they have a close family member or friend that's got a real. And they don't necessarily in the moment think about their financial consequences for not using an expert agent, or they don't really know what, they don't know to even go and interview people. Like, what are they, what should they be asking? How? I mean, why is it important?
Because some people are just scared to offend someone. You know, I really think that's part of it, too.
[00:10:41] Speaker B: It's not offending people. So cheap is expensive when you go, especially now, we have to have these buyer consultations because of the Nar settlement, which I'm sure we're going to get into a little bit of, but cheap is expensive. And if you're looking at, you know, something and they're blah, blah, blah, blah, blah, you know, and you have your family that's going to give you a credit. I always tell my clients, I would love to work alongside that, and I'm willing to share my commission with your aunts, uncles, brothers, cousins, coworker, or pay them a referral. Or pay them a referral. But I'm more on the educational standpoint. Wherever they. I come from a place of value always. I know you come from a place of value always. We're on the same wavelength with that, but I'm always like, let's join forces and, you know, let me kind of guide you through this process and we'll just, you know, in that way, you know what you're getting into. They know that you, you're there.
[00:11:41] Speaker A: Yeah.
[00:11:41] Speaker B: And they're making everyone happy, you know.
[00:11:44] Speaker A: Yes.
[00:11:44] Speaker B: It's a win for either side of, and, you know, you have to have that balance, right. You have to have that balance.
[00:11:53] Speaker A: Yeah. And it's, and some people, unfortunately, don't have a Steven in their life who are willing to work or partner with, you know, their cousin Terry, who has a real estate license to help make, protect your clients, protect your friends, look out for what's best for them. Sometimes you're not going to have that, so you're going to have to actually, you know, make that hard choice. Am I going to use Uncle Terry or am I going to go, go and interview other people? So I've seen this happen a lot, and it's always this drama for my friends and family. Like, especially here in Florida, we have more real estate agents in Florida than any other state. Like, I think, I think I looked at the statistics. We have like 228,000 realtors, so. And there's just 12,000 in Polk county alone where I live. And there's way more than that in Tampa nuts. So I get it. Everybody knows about 20 agents, and it's like, which one do I pick when you have so many options, right? And especially when you have friends and family, like, am I going to piss them off by not using it? So my recommendation is if you're someone who knows other agents that you're close with, but you're not necessarily sure that they're going to be the best expert to help you. Don't bring up the fact that you're going to look at houses or you're thinking of listing your home. Go and interview several other experienced people that other people you trust have used and do your due diligence. That way, when you actually decide to use Lisa or your cousin Terry, you made that decision by looking at other options. And so you have context, because if you don't know what other options or what other services agents are going to be able to provide you, you don't know if working with your uncle Terrier is actually a good deal or not. That's my opinion. What do you think?
[00:13:34] Speaker B: I agree. So that's why when I started this conversation, I was like, I am a Tampa native and my entire, I work off of the people around me because my entire business is pretty much all referrals. It's all people that know, love and trust me. You know, it's, they know that I'm a knowledge broker. They know that I'm full time. They know that I'm getting all the right information.
And so it's like, I treat my business like a business. It's not a hobby. And it's the same thing when you're going out there and you see, you know, a dentist or you see a, an attorney, you know, they put a lot of time and effort into studying and doing that and a lot of real estate to get your license is kind of easy compared to other, you know, professions. And you have to do the work in order to be that good agent and to really know and have that skill set. And, like, she just came back from DC and I just came back from Orlando on a three. We will came back from three different conferences and we just had a little lab and, but we invest our time, our money, we travel, we go and do stuff because we want to be that person that protects you.
And the one thing I actually had an agent tell me this. So I kind of get emotionally slutty with my clients. Okay. Like, you have to be, you have to be emotionally slutty. You have to be financially slutty. You have to really lay it out there. Like, I want to know the full scope of really what's going on because that helps me, it helps you, helps agents really know what the client wants, you know? And I want to protect my client because it is an investment. And people, it's not just opening a door and showing a pretty kitchen. This is an investment for someone. So I like to get a game plan. What is your long term goals? What are your short term goals? Why are you buying this house? You know? Um, and so that also, if I take those clues because I know the right questions to ask in order for that to be a success of them being able to purchase a home. Well, having those questions helps you bring something to their attention that they might not even know. So now I do a lot of probate cases where someone has passed away, they don't have a will, they don't have a trust. And now if someone, like my first time homebuyers, their parents are most of the time interjected into that transaction. And I went to, there was back to back showing appointments. I represented the buyer, and the listing agent was there opening the door for allowing a couple of different people in. And she heard me having a conversation about having a will, having a trust, having some of these things. And, you know, they're like, in their early twenties, and they're like, we never thought about this. And I said, well, this is a really big investment. And, you know, I want to make sure that you're protected not only with just purchasing this house, but what happens if something happens to you. You know, you're buying this with your significant other. They just got married. Things happen. You know, two years ago, I just had a heart attack at 29 years old. So this has come that helped me change my perspective of helping my clients, because I was like, you know what, I need to get my ducks in a row. And if I can provide that extra layer of value. Well, that agent said as I was walking out, she said, I cannot believe that you had that conversation with your clients. I would never get involved in that. And I said, well, everyone handles their business differently, okay? And I have built a good relationship with my clients. They know, love and trust me. And I know a little bit more of a deeper, you know, information about their personal life because I asked those right questions, and I felt that was important for them to be able to have that extra little nugget.
[00:17:42] Speaker A: Yeah. I mean, everybody should have a will. If you're buying a house, you should have a will. If you have kids, you should have a will. You know, if you, if you're any kind of, like, mature adult, you should have will. And understanding how that works, there's, that's just you wanting to support your client. Like, I don't see what's wrong with that.
Is it just maybe she was intimidated by, by the fact that you, you were, you knew about that.
[00:18:06] Speaker B: Well, I mean, I don't really know, nor do I care, to be honest. Right. But, you know, it's easy. Just go on legal zoom, print off something, sign it. You're going to be in front of a notary on closing day. Like, take advantage of that notary. You know, they can just notarize it there for you the same time. And, you know, at least protect yourself a little bit. You know, always think about the options. And that's why getting back to finding the right agent is difficult, because we have so much noise right now. Everyone is on their phones. They're scrolling, they're seeing things, and there's so many different factors. You go online and then you see, you know, people pulling up in these luxury cars with their louboutins and this and that. And then you really see, like, they just got their license and they think that they're selling sunset. And it's just, it's not, it's, yeah, yes, nothing. But it's, you know, it's putting on that perception. And so when you're going as a consumer and you're like, oh, wow, they.
[00:19:06] Speaker A: Really, like, they look like they're doing, they look successful. You can trust, but verify. Ricky said that last week when it came to picking a lender. You can, you can be interested in someone, but actually, before you schedule a showing, have a real conversation with them and ask them about their experience. Ask them what they specialize in, what, what are, how long have they been doing it? How well supported are they? Within their brokerage to be, if, you know, they're not that experienced, what, what are they going to do to help you be successful? Like dig into those. I don't think people do that at all when it comes to picking a realtor. I think they legit just fall into one most of the time. And it's, it scares me. It scares me really a lot. Especially with all the stuff coming up with Nar and all these big changes that are happening that will dramatically impact the consumer experience. Like, they're going to dramatically impact the consumer experience because you're not going to be able to just trust that the seller is going to pay your buyer's agent anymore. So now if you're going to have to be coming out of pocket potentially or maybe even financing a commission for a buyer into the loan, you're going to want to know that what you're, you're getting something for what you're paying for. Right. Like, and before, I don't, people haven't even had to have that conversation. Like, we haven't even had to do real buyer's agency agreements until this new thing's passed in Florida. So it's huge.
[00:20:23] Speaker B: It is huge. And that's why 30% of agents are getting out of the market.
[00:20:27] Speaker A: They don't know how to even do a buyer consultation.
[00:20:29] Speaker B: Yes. And you, and that's the main thing, though, is that when you go online and people, the, a lot of, I always get this, okay, I have done online leads and there's nothing against it. I help. I did that.
[00:20:42] Speaker A: Yeah, I do zillow as well. I get great clients from that. But I'm also professional, so, yes, it's a difference.
[00:20:48] Speaker B: Yes, there is. So I did that. And, but now, you know, I, people think that when they're going on Zillow, they're getting the listing agent.
[00:20:59] Speaker A: So, yes, 100%.
[00:21:01] Speaker B: That's where I think people think that they're going to get a deal. They're going to get something better because they're going to the listing agent direct. And in Florida, it's different per state, but we turn into a transaction broker here and we always have a form that we sign and an addendum of stating that we become a transaction broker and all that.
But it's, once again, you have to verify that information that you found. The agent you connected with them had a great conversation, but just kind of know what you're getting into. And I think the right questions to ask from a consumer is not how many houses you've sold, how well have you sold those houses, read those reviews, you know, online, read those reviews. And then I always, it's much more than opening a door and writing a contract. You have to have vendors. My home inspector, you know, having a good home inspector, huge thing. Insurance agents.
[00:21:57] Speaker A: Yes. Right now, yes.
[00:21:59] Speaker B: You need to have a kick ass insurance agent because that insurance goes into your, you know, your mortgage, and that can really affect a little bit of your purchase price, you know, or can affect a little bit of your underwriting. So having those kind of contacts and then right now, 17 years, you need a new roof. So I have a roofer, you know, that can put the roof on and then finance it into your mortgage for you. You know, you just raise the sale price a little bit. You put in the, you know, the cost of the new roof, and then you know that you're good. You're not having to come out of pocket that. But that's a skill set.
[00:22:34] Speaker A: It comes from experience and time in the business. So even if you're going to work with a new agent, as long as there's, if you trust them and they're a great professional, you know, because we all, me and Steven both started somewhere, right? We didn't come out the gate selling hundreds of houses like where we are now. But he and I both always, like, aligned ourselves with really great agents that we've learned from in the business that helped us get to where we are, and we've been able to pass that down. So when you're, so, for example, like, if you're moving to a new city, like, say you're coming to Lakeland or you're moving to Tampa and, which we would love that, and you decide you want to shop around, you're not going to necessarily just pick us to help you, but that's okay.
And you don't have personal people here with a recommendation to give, right? You don't have friends and family who have used the same realtor five times and they can vouch for them and they're like, they're going to treat you right, treat you well, you're going to be protected. The things I think are most important to ask is, you know, what would a buyer experience be like? You know, are you going to be able to show me when I'm actually available to look at houses? That's a big thing because you may call an agent who is maybe number one in the market and you want to go see properties with them, but if they're fully loaded in a schedule, that might not work, you know, for you, if you're coming in and you're relocating. You want to make sure that they have experience with the kind of houses that you're interested in buying it, that they're, they've got the vendors that, that you're going to need. And I would also open it up to what kind of questions do they ask you? You know, do they even, are they even asking you questions? Do they have a system that they're going to guide you through to onboard you as a new client? You know, do they actually do a buyer consult or are they just going to right out the gate, go ahead and just start showing houses and sling you around town? Because it's a very personal experience and you'll tell right away, I think, well, I can, when I'm working with an agent, the level professional they are by how they handle that, that initial contact and that onboarding of that new client. Not every agent has a process, and.
[00:24:40] Speaker B: Our business is very process oriented. It's not just result oriented. And you have to know you have a skill set of things that help you navigate those objections and overcome that stuff and problem solve. It's. There's a lot of problem solving that goes on in our business.
[00:24:57] Speaker A: Yeah, I agree. And, like, so for me, when I get a new client as a buyer or a seller, I actually have a whole form that I have them fill out that. Really?
[00:25:07] Speaker B: Yeah.
[00:25:09] Speaker A: See? Great minds. Anyway, I've been doing it for years. Oh, I've been doing it for probably like six or seven years because I was finding that in these buyer consults, I'm chatty Catty. Okay. I like to talk about you. I want to know how your vacations were that I saw you doing on Facebook, and I'm like, how's the kids? How's. How's the wife? What's going on? I like to be very relational because I love my clients. Like, I genuinely love my clients, and I don't want to miss anything really important. I don't want to forget to ask you a really important question. And I didn't want to be sitting there with a Yde, you know, notebooks. I actually send it prior to the buyer consult or the listing consult, and it's a list of questions that are super important and maybe even a little uncomfortable to answer. Like face to face. Right. Like, what do you think's most important in your experience of buying this home? And what expectations do you have out of the agent you're going to work with? Is there anything holding you back right now that you feel would be financially hindering you from moving forward in a transaction. You know, do you have a lender you've worked with? Do you want a recommendation for that?
What kind of countertops do you like? What kind of color schemes? Like, all these things. They can sit down with their spouse or their friends or by themselves and just really meditate on to get that introspection. Like you mentioned earlier, a good agent's going to ask you the questions that you didn't even think of. Like situations and scenarios, like, oh, I didn't even know that was important. You know? So the good realtors are going to do that for you. They're going to guide you, and they're going to also be able to help you understand what you need better, you know, whether it's from buying or selling a house.
[00:26:45] Speaker B: And trust me, there's a shoe for every foot, okay? And sometimes you're not Cinderella. And I went on a listing presentation, okay? And I gave my whole presentation to them. I. It was a very difficult, I sold a house in that same community recently, and they. It was a kind of a very difficult floor plan. It was a very quirky house. It was everything. And I gave up my whole marketing plan because I knew the problem that I had selling that house, that my other prior listing. And so I learned from that to then carry over into this listing. And they ended up, at the end of the consult, they were asking me questions of another agent. Well, I knew the other agent. It's one great agent, wonderful agent. But at the end of it, I said, I don't think that our mutual expectations are met. And I said, I think you should really go work with that other agent. I think you align better with that agent.
And do you know that they were, like, taken back by that?
[00:27:55] Speaker A: Really?
[00:27:56] Speaker B: Yeah. They were like, what?
[00:27:57] Speaker A: Why would you say that?
[00:27:58] Speaker B: Why would you say that?
[00:27:59] Speaker A: Do you not like, well, because you have the best.
[00:28:02] Speaker B: You have the best interest of your client.
[00:28:04] Speaker A: Exactly.
[00:28:05] Speaker B: You know, like, and so for me, my entire business is mainly referrals. So I may not get that one quirky listing, you know, even though, like, my marketing plan may have been better, it may have been a little bit different. I sold the home in that community. The other agent has not. But, you know, I said, they're a great agent. And, you know, if there's any advice, do you know that that agent called me and she said, stephen, I just, I heard that you had went on a listing appointment for the same listing on X, Y and Z, Banana street. And she said, they, they told me that you told them that they should hire me. And I said, well, they should.
I mean, I'm not in it. I'm looking out for their best interest. And if they feel more comfortable with you, then that's okay. And that's the same thing. It's mutual. Oh, gosh, that's mutual.
[00:28:57] Speaker A: And I think that's important. Not only do you need an expert in the industry, but you also need somebody that you jive with, that you feel listens to you, that gets you, that you can have a conversation with. Because my boyfriend's also a licensed realtor, and so we see this all the time. He's got a very, we have both have polarizing personalities, I think. So either I'm one of these people, you love me or you can't stand me because I'm, like, radiantly positive and, you know, very endearing. And I'm southern and I'm congenial and I'm, like, relational. And some people really just want get to the facts all the time. They just want to be business all the time. And Ed, he's very domineering. He's very detemperment. He's a driver, and he could speak really well with those people who are very objective based. He doesn't really care about the fluff or the emotional side of things as much as I do. But then there's people like, they need me to love on them. They need me to care about them. They need somebody to sit there and kind of literally sometimes hold their hand and be with them and be there for them. Other people just want results, you know, but I can give both, you know, but it's like, who are they going to hear it from? Right?
[00:30:02] Speaker B: But that goes back to asking the right questions in your consults. When you're going to a listing appointment or you're going and having a buyer consultation, you set those expectations. Like you said, if your schedules are not aligning and you're not able to show a property, maybe when the other, when the buyer's schedule allows, then that's not the right agent for you. Or, you know, it's okay to be like, you know, or find another solution for that. I've had clients, especially during the COVID chaos where they just had to take time off of work. I'm like, you need to take three days off of work. We're going to have to just, like, pack a snack, and we're going to find you a house and write an offer. Because by the time they got off of work and came and it was gone, and so that's kind of like the same thing is that you need to figure out with whether you're both of your values aligned to. And if you're at a consult, you know, you don't really, buyers don't really know what to ask, so the agent needs to be directing those and bringing those things to your attention. And I love that you do that. I kind of do this. I do the same thing where before I do a client input sheet, I do a Google Doc that I send to everyone. Yeah, I do like a little thing, and I'm like, what's your favorite cake and what's your favorite coffee drink? Or whatever? But it's that client experience, though. So having an agent that goes beyond, you know, what countertops you want, but getting to know you, getting to know your family, why are you moving? And it's also kind of cool, too, because, like, when I, when I go up to, you know, with a buyer to meet them, I have their Starbucks order in the cup holder, I have their favorite snacks in the back. I have a little mini fridge. You know, I'm like, if you need a babysitter, you know, if they're doing a relocation, I'm like, I have a trusted babysitter for you because, you know, you have to streamline sometimes. You're like, bam, bam, bam, bam, bam, bam.
[00:31:51] Speaker A: This is why he's on the show, because he's the preeminent guy for this.
[00:31:54] Speaker B: Well, I'm very client driven, and you're.
[00:31:58] Speaker A: All about the experience, and I love that about you.
[00:32:00] Speaker B: Thank you.
[00:32:01] Speaker A: And that's one of the things that I've admired and kind of gleaned from over the years is how much you care about the experience the buyer has or the seller, because you do tons of both. And it's got to be good. It's like, we're not putting crap up ever. Like online. Like, if your listings going up, it's going to look good. It's got to meet our expectations. And I think that not enough. I think if more buyers slowed down and truly did their due diligence, interviewed a couple agents and really took the time to, you know, pause and think, most people plan more, take more time to plan their frickin vacation than they do when it comes to preparing to buy a house or picking a realtor. And they do more research on where they want to go, whether they want to go to Cozumel or Cancun. Like, you know, it's, they do more research on that because it's fun. It's, it's not always fun to just. To really think and process some of these big life decisions and. Or maybe you don't know how important it is to pick the right person, and you won't. You will know when you're in it with a bad one, and then your life is horrible because they won't answer the phone. They don't call you back. You get a text three days later. My. My sister in law had this happen on a, on a buyer. She was the listing agent, and I'm training her right now. So we were co listing that house, and the. The buyer's agent would not call their client back or send the addendum back because he was so inundated with clients, and his assistant was the only one who had engaged with us. It was miserable to get anything done. I couldn't imagine being the buyer on that side of that deal when my realtor won't even call me back, like, for two days. Like, there's a two day wait time to get you to call me back, like, and you're under contract with that person. You're stuck with that person. Wouldn't you have liked to know that? You could have. There should have been a sign for something before that maybe you could have avoided. Now you're not. You can do all the right things and still have a problem, right? You can still. Because we're all human beings, right? We're gonna make mistakes, but, man, it can make or break. I had a. And I had another couple this weekend who came to my open house and actually put an offer on one of my listings. And we're under contract now.
And their agents, as sweet as she could be, but they had to come to the open house by themselves because their agent was so busy, you know? And, I mean, that happens. And then it was like they were freaking out because there's a lot of activity on the property, and the agent wasn't calling back. And they're like, can you write the offer? And I'm like, no, calm down. Let's take a few. Let's give her a little bit. Right. To get back with us. I won't sell the house out from under you or anything. And she ended up getting back to us. But I. That's why it's so important to understand time, expectations, and, you know, working with a busy agent is great. You want to be with somebody who has experience, but you also want to work with people who have the time to take with you. I think that's super important.
[00:34:47] Speaker B: Yeah. And then also, like, walk you through the steps, like when you're on a buyer consult, you need to set the expectation of not only what you're mutually, but also explain the process.
[00:34:58] Speaker A: Oh, yes.
[00:34:59] Speaker B: I don't think most people that are first time home buyers, they don't understand the process that it takes. You can't just show a house, write an offer, and close and move in and, like, you know, three days, you know, sometimes it's 30 to 45 days. Thankfully, we're a title state, and things are a little bit easier compared to other states. But setting those expectations, you know, like you said, of being able to say, okay, this is what you're expecting. This is when your escrows do. This is your inspection period, you know, setting those time frames, then giving. So I send out, you know, an email when I would go under contract. And I do, like, a video series. So it's like a, it's like a drip. It's automatic. I don't send it out, but I pop in the dates and then it sends out the video. And I'm like, you know, it's, you click on it and I explain it. And I started doing that because it alleviates all the phone calls, you know, like, I'm not 10:00 in bed, and they're like, what am I supposed to.
[00:35:50] Speaker A: Yeah, what am I supposed to be doing?
[00:35:51] Speaker B: So it's actually a little selfish, but it also helps. So where the buyer, you know, is able to, or the seller of seeing what the next process is. And that's what's cool. I know last week you had your lender on there, but also partnering with a lender or title company that also does that, you know. So my lender and title company, you know, they send out a text message letting them know you're in underwriting or, you know, where, you know, the appraisal came back. Those save so many phone calls.
[00:36:19] Speaker A: You know, they save deals, too, because they keep your clients in front of what's most important. What do I need to do next? There's nothing worse for the buyer's experience than not knowing what they're supposed to be doing and not having somebody there to guide them. And that's what the realtor is there for, is to help guide you through the process, manage that transaction, make sure everyone else in the deal is doing what they're supposed to be doing and that they get to achieve the goal, which is close. Right.
[00:36:44] Speaker B: So, and a good agent will get you to the finish line and not, and you won't even know all the stuff that happened in between. You know, so you just like, skip, you're like, it's like a little sandwich. Like, the buyer looks like it's going from, like, the top of the bread to the bottom of the bread. And then the agents, like, getting all the meat and all the toppings on.
[00:37:04] Speaker A: Literally ten fires you knew nothing about before you close. And if they're good, that you won't know, you know, and. And they'll have. Or when things do come up, they'll be able to handle them for you and. And just date you through that without it being a big drama or you losing any money.
[00:37:20] Speaker B: And I'm like, a very even on, we met because I always feel like you need to have good relationships with other agents in your market. And I'm grateful that I have great friends that have come from our career, because you have to have a certain personality, you have to have a certain thing. And we all kind of like birds of the same feather flock together. Like, find your tribe. So. But it's like you surround yourself with good people, and that's why, you know, having those other agent to agent things and knowing, because it helps you, you know, find your clients off market properties. Or if a seller's on the fence and you're, you know, having a buyer and you're just casually talking, you're like, X, Y and Z has this listing or whatever. And having that right network of other agents, of professionals you're working with, also really plays a factor. So from a buyer standpoint or listing standpoint, what is your agent's reach?
[00:38:14] Speaker A: So true.
[00:38:15] Speaker B: What is their reach? Because any person can go, you know, marketing is way deeper than surface level when it comes to doing that or even finding you the right home, because right now we're struggling with inventory. Right now, you know, it's good houses. I had multiple offers on two of my listings and then some other ones, you know, they're sitting and you see some other stuff. And it's having not only great photography, great videography, you know, you may have brochures, whatever, but it's who, when you're posting on social media or brokers open.
[00:38:51] Speaker A: Even, like, do you know enough agents in the business that are actually going to show up to support you? And that was one of the things, like, there's been so many multiple offer situations that I've been over the last three years that I, my client won because they saw my offer and my name come in on that contract, and they're like, we love her. We love working with her. I know this will close. I know that they'll be easy and good to deal with in the transaction because they know, my team, that, that we're sweet, we have a smooth operation and that, you know, they're always going to know where we are in the process. So matters, man, if you have a good reputation, it doesn't pay to be a jerk in this business. And I think it's going to be even more important as the NAR rules kind of take, take effect and we really have to become better communicators when it comes to things. So.
[00:39:38] Speaker B: But on the same token is that it's not only you're having the good reputation with your buyer's agent, it's the people that are behind that transaction as well. So on the listing standpoint, if I have an offer, I'm going to call that mortgage lender to verify that information and to see. So if there's multiple offer situation and we have a great offer and they're all kind of similar, and we go and counter back some stuff. If the lender, you know, were, there's a difference between a pre qualification and a pre approval. And sometimes people get that mixed up and a pre qualification is just kind of like a soft, you know, thing. Put in some of your basic information, they spit out a letter for you. Pre approval is they go deep, they pull your credit, they check your w two s, they check your tax returns, whatever it may be. And so you know that there's like that meat and potatoes, like, it's there like they gave all of their information to that lender.
[00:40:35] Speaker A: They verified it.
[00:40:36] Speaker B: They verified it. And so that's why from the listing standpoint of having a good agent and also from a buyer side. But if you're the, we're talking about buyers say, but from listing, too.
But like, from the buyer standpoint, that's what's important about having that agent that has that for you, because that listing agent is going to call your lender. So it doesn't matter what amazing offer you're going to write. If there's a deciding factor in that case, then that may orlando make or break the deal.
[00:41:07] Speaker A: Yeah. Having a good local lender with a good reputation and doing good business makes a huge difference. Yeah, it really does. And I know for a fact that everyone does this. And most good listing agents in multiple offer situations will definitely be fact checking your contracts. They'll call your lender. They'll make sure it's legit. They want to verify your funds. They want to know that it's, it's, it's real because they don't want to go under contract with you and then something happened and fall through and then because you can lose out all those other multiple offers because those guys are going to move on to other things very quickly. So it's, it's got to be handled right. And if your agent doesn't know how to do that or have the experience to do that, then it can cost you a house. And that sucks.
[00:41:49] Speaker B: And I'm seeing more and more now where people, when I'm submitting a showing request, agents are requesting to see a pre quality, to see a pre approval.
[00:41:59] Speaker A: Or proof of funds.
[00:42:00] Speaker B: Or proof of funds. If you're paying cash because you don't want to disrupt the seller's time, if you're not a qualified buyer. And I think that's because of, you know, interest rates are a little bit questionable these days. So it really, you know, sways that factor of your purchase power, too. You know, if your interest rate goes up, goes down. So, um, and then also explaining ahead of time, you know, from a buyer's agent standpoint, I get so many, as a listing agent, I get so many blind offers. An agent will just email me an.
[00:42:38] Speaker A: Offer and I'm like, you haven't seen it?
[00:42:41] Speaker B: I don't know. They maybe saw the property. It's just that they don't even call me and ask me, oh, what they like.
[00:42:49] Speaker A: No side on. Like, they don't even tell. That happened to me last week on a, on an offer on a deal. And the buyers, it was on the buy. This is on the buyer's agent. They did a bad thing by their client because I had gotten an offer on one of my listings last week. And at 11:00 last Wednesday, I got an offer. I didn't have any other offers. No one that agents had left. They had all left feedback. Nobody said, hey, I'm writing an offer. So I'm like, I just have the one offer. So we got the offer. We countered the offer. 04:00 that afternoon, I get a text from a lady who said, hey, I had my buyer sign the contract earlier today, but I'm not going to be able to send it until after seven. I said, ma'am, I said, but I know you showed this yesterday, but in your feedback, you didn't say you were writing an offer on this house. And we just countered and accepted an offer. And I'm sorry, but you missed out. And she was so upset. She's like, my buyers have lost out on three different properties. This is the fourth property we've lost out on. I'm like, you didn't communicate. I would have waited for her and done a highest and best, given everybody a fair opportunity to bid on my listing. And her lack of communication for her client cost them the deal. So guys, listening to this podcast, if your agent and says, you tell, you're, you're saying, hey, I want to make a bid on this property. Make sure they're contacting the listing agent, please, because don't just trust that they're going to do their job. Like to ask them, hey, did you contact the listing agent to let them know we're going to have, are there any other offers in the table? These are the things that your buyer's agent should be doing before they even write the offer. Are there any other offers on the table? They should be pulling comps for you. You know, most of the, I like to do that before I write an offer. They should be, you know, seeing what the seller paid for, doing so much due diligence leading up to that.
[00:44:32] Speaker B: It's the biggest thing is, is like when I show a property, my clients like, we love this. I call up the listing agent and I always ask, what does the seller need? What is the seller's timeframe? Do they need a lease back? Do they need to sell quickly? Like, what are these? Like, what does the seller need? Because you can talk to your client or the buyer, and you can write up what you think is a great offer, and it can be polar opposite of what the seller is looking for. So you're, as an agent, you're wasting your time writing the offer, and because they're going to counter back and they're going to be like, this is not what we want. And those terms that the seller is looking for may not work for your buyer.
[00:45:14] Speaker A: Exactly. And wouldn't it be better to know that before you go through all that prop, that paperwork? You know, it just seems like common.
[00:45:21] Speaker B: Sense to me, but from a buyer standpoint, you start getting emotionally invested. You're like, already on moved in yours. Yeah. And you're like, okay, we're gonna do shiplap on this wall. We're gonna do that. And then you're like, before you know it, you're like, oh, well, this didn't.
[00:45:34] Speaker A: Work out and your bubbles all popped. And it didn't have to be that way. So it's really important, you guys, as to who you choose to work with. And I know in the first episode of our podcast, if you haven't listened to that episode, I highly recommend going back because it gives a lot of context as to, to what's coming this year in 2024 with this nar lawsuit. So nar is the National association of Realtors. It's the, basically the, what would we call it? Is it like a, like a labor union kind of thing or. It's, yeah, the government, they like police. They're the, they're the real estate police.
Along with the MLS.
[00:46:09] Speaker B: Well, it's more like the regulation.
[00:46:11] Speaker A: They just help to make sure that if you're, you don't have to, I don't believe you actually have to be a realtor, just be a real estate licensed real estate agent. But if you want to be in the MLS and if the MLS is owned by the Realtors association, with most real estate, mls are owned by the Realtors association. There's only a couple I can even think of that are not. You have to be a member of the Realtors association. And being in the Realtors association means you abide by a certain code of ethics and all that good stuff. So, but basically the Realtors association has been sued for an, because they've been accused of fixing mission rates and blah, blah, blah. Go back and watch episode one where we give a lot more detail in that and what that actually is. But the effect of this essentially is going to make it to where, because nar is settling with them and we're going to have to live with the consequences of that. Basically, buyers now would be on the hook to pay the buyer's agent commission, where historically the seller's been paying for that out of the listing agreement when they put it in MLS. And what this is going to mean is that if the buyer is now going to have to pay for that, we really need to be thinking about what, what that agent is going to do for you. And if you have to pay for them out of pocket, are they going to be worth it? If you have to make that big of an investment in someone, it's, it's.
[00:47:31] Speaker B: I always look at value of things. You know, it's like when you go into, I mean, I like luxury goods.
[00:47:40] Speaker A: Bougie on a budget, we like nice things.
[00:47:43] Speaker B: But when you go, just because something, when you go to a store and it's expensive doesn't mean it's good quality.
[00:47:48] Speaker A: That's true.
[00:47:49] Speaker B: And so you have to really look at the overall value of your agent and what they're providing you because, yeah, your agent may be someone, be like, oh, I could do it for less. But that agent, that may, you may pay a little tad bit more. Could save you tens of thousands of.
[00:48:05] Speaker A: Dollars or cost you from just getting into a bad house that you had no business buying in the first place because they just wanted to make a commission.
[00:48:11] Speaker B: Yeah. And that's, that's what's happening. And people, you know, are, you know, now like, oh, well, it's kind of sad. I actually had a really sad listing appointment. I had an elderly couple. They've bought their condo, and then the ho, the condo fees went up and the insurance went up and they're kind of like priced out of their thing.
They bought it like 18 months ago, you know, and they had an agent who didn't explain, they weren't from Florida, and they had an agent that didn't explain to them what was going on with insurance and what to expect. And they thought this was going to be their forever home. And unfortunately, it's not now.
[00:48:53] Speaker A: They're probably not in a good equity position on that.
[00:48:56] Speaker B: They're on fixed incomes and that kind of situation. And moving is very hard, even if you're younger. People, you know, move for diamonds, diapers, divorces, you know, so it's kind of like in deaths. Those are like the four, like D's.
[00:49:13] Speaker A: Of real estate now. It's insurance in Florida now.
[00:49:16] Speaker B: Now we're adding like, I don't know, another, we could make it another D acronym or whatever it is. But it's kind of sad, though. And then they said that if they would have known that this was what they were expecting on their renewal and what they read your Hoa and condo docs. That's another thing, too.
[00:49:35] Speaker A: Yeah. Find out if it has assessments or a CDD or any of those things.
[00:49:39] Speaker B: Read the meeting. The meeting minutes. Every Hoa or condo, they have to keep track of their meeting minutes. And usually, even though those assessments or whatever has not hit yet, you get an insight as to what was discussed in prior meetings. And.
[00:49:57] Speaker A: Smart, Stephen.
[00:49:57] Speaker B: And you have to understand that. And if the agent just took a moment to say, let's read the meeting minutes, let's look at the hoa. And for me, too, is when, when clients are scared to make this investment, especially first time homebuyers who are like, it's a commitment. You know, it's a big commitment. And I'm like, well, even for me buying my first property, I was scared. And I was like, I talked about.
[00:50:24] Speaker A: That on my last podcast, like, shaking.
[00:50:25] Speaker B: I was raining and. But I was like, the worst thing is, is that I always look at rental comps because I'm like, the worst case scenario is look at rental comps. You know what to expect and you can just rent your property out.
[00:50:39] Speaker A: True.
[00:50:40] Speaker B: Or call you and just Airbnb it.
[00:50:42] Speaker A: Yeah, if your hoa. If he allows that. But there's always, there's always an option.
A home is not a lifetime commitment. I mean, unless you want it to be. There's always going to be some option, typically. But a good realtor will keep you from getting into a situation where you can't get out of it. Or like. Like what you were just saying, like not explaining future costs. That was something that me and Ricky went into in last week's episode. When we're talking about lending and financing, understanding what future costs look like and what, what to expect. Like, hey, for example, there's a community here in Lakeland. I won't say the name of the community because a lot of you probably know what I'm talking about if you're listening. Okay. You don't even. You don't even know. So what happened is everyone they built in this Newton, this new community, beautiful homes. And these people got what they thought was an incredible deal. And when you buy a new construction house, they're going to assess you for your taxes and insurance and you escrow, meaning you put money when you close into an account for next year's tax bill and your payments are based on the. The estimated taxes for what your, what the seller paid prior. Well, if you're building a new home and you're. There was no house there the year prior. It was just a vacant lot. So what do you think the tax bill was? It was very low, right? Very low. So what these people did, they bought these new houses with these really cheap, low mortgage payments because the taxes were like $300, $600. And the next year they get reassessed and God forbid you forgot to file homestead exemption on top of it. Some people have been getting, or this has been the last two years, three years going on now. They've been getting tax bills where their escrows were short. And so now their payments have gone up by a thousand, you know, 400, $500 a month. And now they can no longer afford and they can't sell the house because nobody, now that they're. The new tax rate is there. And there's also CDD fees on top of that as well. High tax is now a CDD fee, which is. Is basically where when they build a new subdivision, they pass on construction costs of like roads and infrastructure and things to the buyers. And it attaches to that property for like 30 years or whatever.
[00:53:02] Speaker B: So it's 30 years.
[00:53:03] Speaker A: 30 years. Yeah. And then till they add new ones. But all that stuff is a cost that needs to be explained to a buyer. Right. So if you're buying a house in Florida or in other areas of the country, those are important to know when you're moving into a community, especially a new community, and not, and those people did not get have that explained. They signed those contracts, bought those houses, and there's been so many go up on that in that community that have just sat on the market because nobody can afford to buy. They're completely, it's like having a car that you're completely upside down in. And that, that's what's happened for these people.
[00:53:36] Speaker B: And the biggest. You touched on that, and I don't think we haven't. You people think that you could go to a builder in a community and you don't need representation from a buyer, from a buyer's agent.
[00:53:47] Speaker A: Those people who bought in that community wish they had had a realtor tell them, like, crying.
[00:53:52] Speaker B: Yes. So a lot. That's, I get that quite a bit. And, you know, people will go to a new construction development and they're going to walk into the sales office and they're going to be like, oh, yeah, blah, blah, blah. You see the house and you're going to sign a contract. The builder's contract is written in favor of the builder. They're not going to be really looking out for your buyer's best interest if you. It's a stack, it's not like our far bar contract that we do. The builder makes all of these, you know, extra add ons to this from other people's experiences. And they've learned to cover their ass.
[00:54:28] Speaker A: Yeah. They're trying to avoid litigation. They want to keep your escrow deposit. They, they're going to cya themselves. They do not care about you.
[00:54:35] Speaker B: Yep. And so that's another thing. And I love a good blue tape walkthrough.
[00:54:40] Speaker A: Oh, yeah. And people who don't get home inspections on new construction blows my mind.
[00:54:45] Speaker B: No, I do it. Do you do it from like foundation?
[00:54:47] Speaker A: Like different stages of the construction? You have them go in and you check. Yeah. It's, it's so important. And people don't know that they can do that. The builder's not going to tell you you can do that. So that's why you need to have a real estate agent that's going to represent you. And it's the same problem when, when we're talking about the NAR lawsuit about buyers who now, if they're responsible for paying their buyer's agent commission, potentially, if the seller's not willing to pay, say you're in a highly competitive bidding situation. A lot of buyers are going to think, I don't have to pay. They don't have to pay a buyer's agent, then, you know, I'll go straight to the listing agent, I must save some money. I'm going to get this house. But are they, you know, they're not going to have any representation and it's going to be tough, but there's some people who are going to be pushed to that. And it's sad, but that's why I'm doing this podcast, because I want people to be informed and know what they don't know and be able to ask good questions, even if they are in.
[00:55:40] Speaker B: That scenario and have a good resource, a good information that is accurate.
[00:55:49] Speaker A: Right.
[00:55:49] Speaker B: It's because, like, you're going to go and you're going to start googling. It's almost like when, like, you have, you know, your finger hurts and then you go on WebMD and you go down a rabbit hole and then like, before you know it, you're like diagnosing yourself with something. It's the same thing with real estate. You know, you go on there and you're watching. There is I, as a kid, I, my mom, thankfully, like, I've always, she's been a blessing. But as a kid, I would watch TLC's trading spaces and my mom, my mom worked and she would come home and I'd rearrange all the furniture. And I mean, she, like, I was not watching Nickelodeon. I was like, watching, you know, all day long. And so I was like, oh, I'm gonna get my real estate license, you know, and get into the real estate industry because of that. It is nothing like HGTV. It is nothing like, you know, bravo. It's nothing like any of that stuff. And it's, yeah, it's just, it's very difficult. And so when you're going online and you're seeing these things of what you think real estate is like, it's really not. And that's why there's a lot under the iceberg, you know, that needs, that is there for support. And you need to find an agent that aligns with you, your goals, what you want, what you believe in, whatever it is. Um, because it's just you have your best interest.
[00:57:13] Speaker A: Yeah. You need somebody that's going to stand in the gap for you with what you don't know, and protect you. That's. That's essentially what a real estate, a good real estate agent is going to do and help you make really good financial decisions for your family, for your future. And, you know, I don't know what's going to happen with the NAR lawsuit. I know that Steven and I are going to be here. Well, after all that says pass. And there are going to be so many good agents out there ready and willing to support you through your next purchase plan to be able to financially afford an agent if you have to, you know, and, and set yourself up for success, guys, because this is such an important decision. And you need people in your corner who are going to keep you safe, who are going to think about you and be there alongside you. And, you know, there's plenty of. I said this in the first episode. I said, you know, there's lots of people out there who could diy a haircut, you know, but there's. Most of us should not. And real estate, it's way more permanent and expensive than fixing a bad haircut. Fixing a bad real estate deal is way more difficult.
[00:58:21] Speaker B: And also having an agent, because right now it's more important to have an agent than ever because things are changing so quickly.
[00:58:29] Speaker A: Right.
[00:58:29] Speaker B: And it's not just the Nar settlement that everyone keeps on talking about. It's insurance. There's all these other, like, flood zone maps, there's all these zoning laws, you know, of short term rentals. You've. We talked about that as well. There's all these different things, you know, from an investor standpoint, are you going to be getting an area that, you know, could allow short term rentals and it ends up changing, and then your whole investment in your numbers doesn't even work. Doesn't work. And so there's all these different things that you're, as a full time agent that I do is I spend, I time block my day and I spend a good chunk of it, you know, at least 15 to 30 minutes a day, you know, looking at what's going on in the news, what's going on from reputable resources, what's going on in that. And that's why I'm really happy you have this specific platform, because even for me, I go and I, like, look at stuff and then I have to verify.
[00:59:22] Speaker A: Yeah, we always.
[00:59:23] Speaker B: Because I'm like, I thought this was a reputable source.
[00:59:25] Speaker A: Trust, but we have to verify. Verify, yeah, trust, but verify. Fact check things. So if you guys don't take anything from this podcast, I hope you guys understand the importance of not just falling into a real estate deal with an agent, that, that you will go out there and interview some people, man. Go and do your due diligence. Take it seriously. This is the biggest investment most people will ever make in their lives. And having a good real estate agent can make home buying a freaking amazing experience, or it can make it an absolute nightmare if you don't have the right one and it costs you a ton of money. So we want to set you up for success. If there's anything Stephen and I can do to help you, support you, answer any questions, we're going to have all our contact info in the, in the description. But Stephen, is there anything else you want to add before we close out of.
[01:00:16] Speaker B: Well, I know, um, from an agent standpoint, because I know we have an agent following and I hope that other agents learned from this podcast as well, just equally as much as buyers. I hope you took away some nuggets and if you did, message us and let us know that you took away something. And you know, that helps you become a better agent by learning and just listening to this, you're taking that one step of bettering yourself. So thank you so much for having me on here.
[01:00:47] Speaker A: I love so much fun. Love you too. Yes, thanks guys for watching. If you want to catch some more great info, please like and subscribe. Please continue to follow the channel. We have some great new info coming and we'll keep you from getting screwed your next deal. So keep watching, guys. Have a great week.
[01:01:03] Speaker B: Take care.
