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Justin Stoddart
Welcome back to the Think Bigger Real Estate Show. I’m your host Justin Stoddart, and I’m very excited to have a guest back with us today who’s done some amazing things. Before I introduce him, I want to remind you the purpose of this show is to knock over the lead domino, which is to increase your thinking. As you start to think bigger.. the last domino is that you have a life of amazing impact and it all starts through thinking bigger and so I’ve got the great privilege of hanging around people like today’s guest to help you think bigger. As I put you around big thinkers and build this tribe of fellow big thinkers, your life will be impacted. That’s my goal. I’m excited to have Jim Remley back he is out of Southern Oregon. He’s a 30 year veteran of the industry, actually started his first year in real estate at 19. At 23, he was already opening up his first office, built that to 17 offices, and now runs a top of 500 Real Trends business. He and his agents will sell almost a billion dollars this year in sales. They’ve done that for the past number of years. I’m thrilled to have Jim Remley back on the show. Jim, thanks for joining us again and pouring back into the Think Bigger Real Estate audience.

Jim Remley
Always excited, Justin, you’re an amazing guy. And I love the I love listening to the podcast and the live broadcast myself. So it’s a pleasure to be here.

Justin Stoddart
Thank you, Jim. that’s a that’s a great honor having someone like you say that. For those that aren’t aware, I’m going to I’m going to kind of bring this up now. Jim, in every regard, in every right is a coach, again, he’s done it himself and he helps countless agents do it. And so before I make you all wait to the end, I want to point people right now to his website, which is erealestatecoach.com, and I’m on there for $97 a month you get online, you get live training, tons of videos, and he gives all the listeners of the Think Bigger Real Estate Show a 14 day free trial. So if you don’t quite make it to the end of this episode, please go take a visit. If you’re interested in upping your game in 2020 now’s the time and Jim’s a great guy to learn from so thanks for that generous offer. By the way, Jim, I really appreciate you offering that.

Jim Remley
You bet.

Justin Stoddart
So today’s show is going to go into the, obviously, we are experiencing a bit of a market shift and how do we shift with it? How do we prepare ourselves to move more into a buyers market? Jim, explain to us a little bit what you see economically. And we talked a little bit before, would you kind of share with the audience what you’re seeing, you’ve been at this for 30 years, right? This is this is not new to you to realize that markets inhale and exhale,describe to us kind of what you’re seeing right now and maybe what we can be prepared for.

Jim Remley
So we’re I was telling agents, I was at a convention up in Bellevue, Washington last week, we had this conversation. You know, we’re, we’re 10 years into a seven year cycle. And so we’ve had this great run and spent a tremendous upswing in the market for a long, long time. But we have to expect that the market is going to shift at some point and you can’t expect just that to continue on and on and on and on. But the shift won’t be as dramatic as a great recession, we can predict that it’s not that situation. People forget in the Great Recession when we entered that we had 11 months of inventory going into that. Right now we have four months of inventory nationwide. So it’s a completely different market environment. We had much higher interest rates than we do now. So what what will drive the shift is inventory really. And as inventory increases, that’s when you go for it’s all supply versus demand, right. But last year, I just was we were having this conversation just about what changed, you know, kind of the feeling every kind of kind of feel it in the market. There’s kind of a feeling in the market right now about a little bit of a shift. But last year, at this time, in November, December, we were sitting at a much, much higher interest rate back interest rates that it hit a peak in December. And in most markets, it was like a wet blanket hit the market. In my market. We ourselves were off 50% last December. And the same time we would still had double digit appreciation on many markets. And so by our resistance to prices, combined with higher interest rates caused everybody to kind of step back and say, wait a second, I’m not gonna lie for a minute. And the Fed at that point in December last year said, we’re going to raise interest rates three more times in 2019. So I was preparing my agents were a major market shift. What happened is the Fed reverse course completely and actually decrease rates three times, maybe even four times. Coming in, we got another one coming, actually, they just announced. So what happened is we had this increase of inventory steadily all the way through July. And price appreciation went from double digits to single digits. And in some markets across the country. We actually had price reductions. And then in August, and now in September, we’ve seen the market kind of will come back. And the reason is, interest rates hit a seven year low in August. And so my in my market in September, we had a 40% year over year, increasing sales 40% more than we did in 2018. So people would say, oh, we’re past it. We’re not going to have any kind of correction. But that kind of thinking is what everyone wants to think, cycles. And you can’t think that way, you got to just assume that at some point, there is going to be a correction. And if I prepare for it now, I’m gonna be way ahead of my competition. So that’s, you know, that’s a message, I’m telling all my agents, let’s start thinking about how we’re going to position ourselves coming into a buyers market. And, Justin, as you and I talked about before the session, it’s really a tale of two markets. Right. And I don’t know about it, where you’re living and working. But for most of the country, the the luxury market is a completely different market than the starter or move up market. And so is that true for you?

Justin Stoddart
Yeah, we’re absolutely seeing that we’re seeing, you know, price reductions, we’re seeing increases of inventory, you know, in all the luxury markets. So yeah, it’s absolutely and that’s it tends to be as you have identified tends to be kind of the, you know, the lead indicator that we’re coming into some softening of the market is when the high end starts to be affected.

Jim Remley
Absolutely. And I just study last week. quarters has been an increase in the number of luxury listings across the country last quarter, it was up 19% but that’s a nationwide but in the West, when you break it down by the West, there’s a lot higher numbers on that. I was looking at the numbers recently for my market, we’re up 114% on the number of listings that are active in our market compared to a year ago in the luxury category, then is up 19 92% I think though he was up 35%. So you look at these numbers in your market and you can see it’s really a tale of two markets below in in my market, it’s below 750 your market might be a little below million dollars, but at some status or substrata I should say the market is different, right? And that will start to flow downward and you’ll start to see that creep into other lower price tiers. So we talked about how do you deal with this stuff right? What do I do if I’m listing a luxury house or in my market it’s already Creek down and I’m starting to see it. You know a lot of agents are prepared for this because if they got in the market, and 2010 or 2011, or 2012, they’ve been living through this huge expansion of the market. They’ve never lived through a buyers market. And so they don’t like panic that their listing doesn’t sell in the first three weeks. They don’t get multiple offers on your list. So what we’re training our agents to do is really to rethink Merchandising, and it’s a lost art merchandising another name for that’s marketing another name for that sales, right? And so when you talking about merchandising listing, it all starts with price, you know, how are you pricing the property. And a couple of techniques that I’m training agents on right now is what I call the market straddle. So you kind of go and you think about the market from a buyer’s perspective, right? And if you are a buyer and we should all do this because we don’t do this very often. We shall pretend to be a buyer for a day and hop on the major search engines which is going to be Zillow, and realtor.com was the first to also do your brokerage also do your personal website but hop on and pretend you’re a buyer and use the system as a buyer. What happens today you have on Zillow realtor.com You’re going to be directed the algorithm is going to direct you to use a drop down menu for your price. And you might say, Well, yeah, that’s simple. Of course, 90% of consumers will use that drop down menu, they won’t type in a price, right? You might say, well, how has that, but cares? Why is that relevant? I’m going to tell you why that’s relevant. And it’s so important to you understand this logic, is let’s assume that you are a buyer and you click on the drop down menu 500,000. The next thing that’s going to happen is Zillow, or realtor.com is going to say, okay, what’s your top price? That’s your bottom price. What’s your top price? It’s going to naturally take you up by $100,000, increment, not 25,000, not 50,000, not 75,000. Exactly 100. It’s going to take you to 600,000. You can test it and see if I’m telling you the truth right now if you want to. If you go to 700,000, it’ll go to 800,000. When you hit a million dollars, it goes up by $250,000 increments and a million to 15 million to 15,000,005. So how does this relate to pricing? Here’s how it relates to pricing. Imagine that you’re going to list a property and Cops tell you it’s worth 400,000 just isn’t round number. Every agent has this tendency and so does every seller to price the property at 399 nine, because they think I’m going to do like grocery store, I’m going to be like the dollar store, I’m going to be like the Walmart ammo price at 399 nine. So here’s what happens because of the ways algorithms work and we live in a search engine pricing world and that’s a great term to use with your clients search engine pricing. What happens is a buyer will see that if they’re searching between 300 and 400,000, but what happens is every buyer that starts their search $100 higher will miss your listing, they will never see your listing. So this is where we get to merchandising. I can actually straddle two price points if I go up $100 and I never ever, ever, ever use a nine again when I price nines do not exist for real estate search engines. So that’s your first kind of lesson point. When you’re thinking about how do I start positioning listings to sell in my marketplace I merchandise listings better. Never use a nine by listing at 400,000. Exactly I’m gonna catch everywhere between 300 and 400,000. And everybody between 400 and 500,000. I straddle two price points, I’ve doubled my buyer activity instantaneously. So that’s one strategy that we’re using.

Justin Stoddart
Jim, I love that. Let me tell you, let me take you back in time. My mom owned a very successful marketing company that actually service the grocery industry. She would she would provide staffing for both in store food demonstrations as well as merchandising. So when you say merchandising, it reminded me of she waking me up at random hours, early mornings because somebody had not fulfilled on their responsibility to go help do a daily reset, which means that they were changing everything in the store, like where it sit, and we had to go read this little schematic and find out where the hot dogs are now and where the cat is. She’s at now. Like it sounded terrible at the time, but there’s some really interesting marketing lessons that are coming out of that, like why in the world would have Store do that when their customers come in, they know where everything’s at, why would they go and change everything around number one, they probably have some new products. Maybe they’ve got more products they want to fit on. But changing things up like that got people out of the rut of I’m going to the store to get cottage cheese, they had to look for it. All of a sudden they see products that they hadn’t seen before. And what’s getting what’s standing out to me for you know, and all of us have experienced that where we go into our favorite store. And they’re like, why did they change things around just when I knew where everything was that they moved it around? It’s because we’re creatures of habit, we go and we get the milk, we get the eggs, get the bread, and we’re out of there. And we miss all the stuff that have higher margins that got us into the store with those items. But what they really wanted us to see where their specialty items and the items where there’s better margins. And so they move stuff around purposefully in order to get people to see things that they hadn’t seen before. And what just stood out for me is it that if you’re a wise marketer and use this principle of merchandising, it’s kinda like doing a little bit of a daily reset, right? It’s where you’re taking these same principles to get people to see things that they wouldn’t have seen before. Really, really interesting. Really

Jim Remley
So interesting about that story is that one of my first jobs was at Safeway and I was a courtesy clerk, going around the store stocking the shelves and everything, similar principle, I had a guy, my manager was a guy named David Sheers, super, you know, straight laced guys, straight as an arrow. He come in every day and he say, okay, if the courtesy clerk looks good. You’re going to face the store. That means bring everything forward, turn the label, so they’re facing inward. And one day I said, Dave, I didn’t call Davis and Mr. shears. Why did we do that? Because the customers come right behind us and they move everything around and ruins it instantly. And he said, merchandising, boy, merchandising. And he said, How many products do you think are in this store? And this is right to your point to about resetting the store. So I don’t know. You know, 1000, 1500 he said there’s 7252 products. I remember those days. He said, because he knew the numbers. I was so impressed. And he said, How many products do you think the average person that comes into our store buys a month the average family? I don’t know. 200. He said no. 142 comes into the Safeway store buys 100 bucks. merchandising helps us reach these people. So they see things on in caps so they see them in places they may not have seen them before, because we’re doing a good job of merchandising them is if we don’t do that if we don’t help these other products sell those businesses go out of business, we have less the stock on ourselves, we make less profit and I have to start firing courtesy clerks.

Justin Stoddart
Bring it all home.

Jim Remley
Okay, I think I better start learning some merchandising he said exactly.

Justin Stoddart
Interesting principles, isn’t it that all the way down to the commodity items that we put on our grocery cards, that there’s lessons that we can learn on selling even luxury property, you know, you think about facing even right, it’s getting the very best side of that product to where it’s facing out. It’s right out where people are going to see it. It’s in places that are convenient. So for example, and I actually told you about my my new resolution of like drinking like a ton of water, because I would go to get milk and these dang merchandisers would have put a table of cookies. Right next to the milk and it’s like, like brilliant right? But not because I would walk out my wife would send me the store to get get to get milk and I’d come back with milk and cookies. So like again these these marketing principles run through our society I love that you shared that so what else can agents do Jim it sounds like I’m sure so many tactics this this strategy in the market this merchandising concepts, absolutely brilliant. Is there something else that you can share with us that you’re coaching your your agents to do to be prepared for the market shift that that’s that’s here,

Jim Remley
so another on the price then I’ll give you some other ideas other than price, but one more on price because it’s so important, is when you sometimes you’ll get the price right? Right. You’ll list it and you’ll go Hey, man, I nailed this. The sellers took my advice. We based it will price the price on the comps in the area. And you put on the market you’re expecting like what’s going to sell overnight, and you just hear crickets, right. We’ve all had this experience. Like, what’s going on? Is this property? Exactly right. And what happened is, it’s kind of like a fisherman, when they get the get best gear, they got the best rod the best pulled the best line, the best bait, they’re going to the river, they know where the fish are, they put their line in the water and nothing happens. And you say What happened? Well, what happened is the fish moves, they’re not the same spot. Nobody’s biting on the line. And we use an example of this, when we do we do something called our price ban, we’ll call it a Market Snapshot in our market. So we do is every month at my company, we break the market down by price band, I’ve got a great broker that I work with Barbara brown wells, all of our team do this. And so we go zero to 151 52 to 5250 to 350, all the way up the market all the way up to a million million five, every price plan is mapped out. And then we say how many active listings are there at the first of the month, how many pending sales were there at the first of the month, and then we do the days on market? The month of supply should say and each of those categories. Now why is that relevant? I’ll give an example of why that’s wrong. Imagine you have a listing that you listed at 779 just as a round number, because that’s what a comp that you got, you think that’s the right price. But when you study the market band report, you see that and this is I’ll give you the actual numbers for my market. And because I just looked at these as I just taught this class, the market between 750 and a million dollars in my market last month, there were four pending sales. Terrible, right? Terrible, but you go to 500 to 750. When we look at that price, man in my market, there was 32 sales 32 pending sales. So when I’m sitting with the seller, I can say mister mister seller, I want to show you something. This is called my Market Snapshot record. Your house totally comes out at 779 and you’re in charge. You know, we can price your property where you want based on the comps. And it does cop out at 779. But I want you to look at something based on just strategy. There’s been four transactions in that 750 million dollar range. But there’s been eight times the activity in One category down from 750 to 500. It’s your call, you’re in charge. But what I found is some of my seller said, Hey, I want to be in a more active price range. And by putting your property at that active price range, sometimes we can create a feeding frenzy, because people recognize it’s a great value. And sometimes it’ll generate multiple shravana multiple offers. Not always, but a lot of times it does. So your call, would you rather have eight times the activity one step down? Or would you rather stay right where we’re at with companies pricing your call, and you can see people’s eyes will light up and they’ll be like, Oh, yeah, I want to be where all the fish are. So this is just, it’s like an education. They don’t have to do it. But by just having this conversations, people recognize you as an absolute expert in the market. No one else will be coming in and talk about activity, marketing, versus companies marketing. In fact, that’s a great thing to talk about. You can say, Hey, if you’re talking to other people, no one’s gonna talk to you about this. But I feel like it’s important for my clients to recognize. So that’s a whole nother conversation related to pricing.

Justin Stoddart
You know, it’s powerful Jim. I think he In a time in an era when there are large internet portals that are trying to make the job of a real estate agent look synonymous, right? meaning all agents are the same. Therefore our app is as good or better than your agent. I think these actually acting strategically being a true expert is essential if agents want to continue to rise above that in the industry disruption and be, you know, insulated and continue to be well paid and deserve to be well paid. I you know, I love this strategy, because again, it doesn’t it’s it’s not how much you charge. It’s, it’s how much the client nets and if you can actually through strategy, get them more than an algorithm, right, coupled with an untrained worker could produce for them, then you win. And I think it times like this is where real estate agents can really have the opportunity and sales professionals in general across all industries. So I know my audience spreads beyond just real estate, but there’s for any of us that want to remain well paid. that there needs to be a certain element of strategy that we bring in. And I love the strategy that you just shared, actually showing up, not just as a customer service representative, right of your brand or your brokerage, and I’m here to help you market and sell. I’m a strategist and I help my clients get more and have been examples of here’s what I did for Joe and Susie, here’s what I did for Tom and Delores, here’s what I did for, and you start to build this resume of people who you’ve helped do to that strategy. That’s an impressive listing presentation, you know, to have that thing.

Jim Remley
It’s really positioning yourself as

Jim Remley
a trusted advisor, and really being somebody that’s an educator. And people will recognize that and people will also recognize when you’re not bringing that to the table. And when you do that, I think that’s where you get commoditization, where people look at it as just another commodity. One of them I mark, we have 1700 agents now. And so for us to stand out from 1700 agents, what’s going to be the differentiation differentiation point is your expertise and you really knowing your numbers. I always say it’s not just showing up It’s not just telling it’s also showing. So it’s show and tell. But a lot of agents are just in that mode of Tell, tell, tell, if I can bring out real data like the Market Snapshot report, people will look at it, they’ll study it. They love that kind of stuff.

Justin Stoddart
And how many agents will go purchase? And or take someone else’s listing presentation and I don’t think that’s a bad idea when you’re getting started. But how much more powerful Is it like you said that to just have a flashy presentation, but to have that plus all the data points and then have like true life examples and or testimonials of people with whom you’ve put those strategies are for home, you put those strategies to work. That is a walking, leaving, walking living testament to the fact that you are superior and can provide better results than the status quo.

Jim Remley
Absolutely. Another kind of turn on this idea of merchandising is how you’re marketing the property. So pricing is one thing but the actual marketing of the property. One thing that I talk a lot about is the difference between logic based ad writing, and emotion based ad writing. And so I teach a whole class to my coaching students and I teach it live, when I’m invited to come and do speaking events, where we talk about what, how buyers actually read advertising. And we might assume that a buyer reads marketing and advertising to look for properties to accept, in other words, properties to go out and look at or investigate. But they actually don’t, that it’s actually totally contrary, they read a real estate advertising to eliminate properties from consideration. They’re like Terminator. They just sit there with a red pencil in their hand, you think your Tivoli and they go, this doesn’t work, that doesn’t work, that doesn’t work, that doesn’t work, that doesn’t work, that doesn’t work, that doesn’t work. That doesn’t work that works, as well. They know intuitively or subconsciously, that in every market, there’s probably 1000 properties they could choose from or more. And so there’s no way they can look at all those properties. So they’re just eliminating properties as fast as humanly possible. And so When we’re a marketer, we have to think, how can we make sure that we grab more of these clients? What can I do to write better ad copy ad copy is such an art. And it’s a it’s a lost art. We often think it’s all visual, and it is definitely pictures matter for sure. But once people see the picture that I like it, the next step for them history that copy, and you’ve got to get better ad copy when we when we’re turning into a different market cycle. So let me give you some examples of that really quickly. There’s a when people are eliminating homes from consideration how are they doing that? They’re doing that based on logic based points. So people eliminate homes based on logic. This is something if anybody’s taking a note this the note to take. People eliminate homes based on logic, they buy homes based on emotion. So here’s an example. I list a property and it’s a three bedroom, two bath property on a half acre and a great school district was called Hidden Valley School District. That’s a fake name. So don’t think I’m targeting some rural school district. two levels, you know, on on granite counters, you know, nice kitchen, and natural kind of default for agents would be just a list that those amenities just listed out perfect home in the country, three bedrooms, two baths, 3200 square feet and the hidden guy school district with the chef’s kitchen and granite countertops. Totally standard ad, right. We’ve seen those types of what have I done, I’ve given every single buyer about 10 reasons or seven or eight reasons to reject that out based on logic based points. For example, if I’m a buyer reading that I’ll go, I need a horbet or not a three. It’s an hinda School District, we got to be in the Lone Pine School District. It’s on a half acre too much for me to take care of two levels, I only want one level. So they’re using all these logic based points to eliminate the home from consideration. So you might say, Well, Jim, how do I write it? That’s all I base my ads on. You have to rewrite your ads based on telling the story of what people would enjoy If they were living in the house, so what you’re selling here, and the whole new way to think about AD reading is focused on the lifestyle someone would enjoy. If they were living in this house as a whole different thought process, you know, cozy up to the fire on a cold winter morning, stand on your deck and look at the beautiful views from this property, right? Enjoy this amazing kitchen with your friends and family at your next holiday events. Those are the kinds of descriptive language that will engage people and in build a picture in someone’s mind. Right? Because they’re going to buy based on emotion. Now, when you this is a whole class, we’re going to do a few minutes here. But when you’re doing that, what you’re doing is you’re engaging curiosity. And every time you write an ad, and your merchandising listing, you gotta ask yourself, does this create curiosity enough for them to click or call? If you give everybody every piece of data, there’s no reason for them to call you and as every reason for them to reject you. You’re not getting a lot of calls, it’s because the way you’re writing your hands, your ad writing skills need to be improved. So when we think about that, from a big picture, remember the goal of advertising isn’t to sell the house, which is contrary in as well. Only 1% of the time, statistically, Will someone buy the house, they call it a clicked on 99% of the time, they will not. So you gotta let go that I’m trying to sell this house, what you’re trying to do is lead generate lead generation is what it’s all about. I’m getting them to call or click to ask the question to get to engage with me, right? And so that’s a whole part of marketing as well. And remember, you can’t sell that house, even the one person all the time, if they don’t call her or talk to you. Right. So that’s a few things that think about when you’re doing out running.

Justin Stoddart
You know, Jim, I love what you’ve said they’re actually teach a class called the marketing through storytelling. And it has so many of the same principles that I was reading when you were saying that because again, as a consumer because I’m not a licensed real estate agent, I think I maybe look at things a little bit differently and When I read the typical real estate flyer, I see exactly what you described, which is three bedroom, two bath house, quiet cul de sac, they’re telling the story of a house. And houses don’t sell, right? what sells, as you described and put so eloquently, is how is my life going to be better by living inside that home and start to paint a picture and tell a story as you did very well cozy up next to the fireplace, you know, open up the doors and enjoy this beautiful view. Like you’re, you’re you’re you’re telling a story. And your story is what people want to buy. They they want those feelings. And we say that there’s, there’s you describe what somebody is doing and then how they feel about it. And that’s where it really starts to lock in emotionally. And I agree. I think there’s a lot of room for improvement when it comes to the way real estate agents do ad copy. And I think what you shared here are absolute golden nuggets and because Come now more than ever, in a time when we are having a shifting market, that those that do it are going to really stand out. Those that don’t are going to really struggle, you know, I’m sorry to say, but you’re really going to struggle blending in in a really hot market gives you a mediocre business. blending in, in a in a shifting market gives you know business, right, a very core business, right. I’m grateful for what you’ve shared, because the audience and things like a real estate show is going to benefit I’m fine. I’m thinking right now a lot of people I’m going to be sending this to and getting them in front of more of your content because you have so much to offer. So, Jim, this final question that I’d like to ask. I feel like there’s so many things we could go into but I’m just going to remind everybody of your E real estate coach calm that, that this has been a sample of the kind of stuff you get when you get approached by Jim right. And so I’m grateful for that and would would point people to that. So Jim, in closing here, I’d like to ask the signature question of the show, which is this. You’re a big thinker and That’s why you’re here. This audience, again, big, big thinkers, high achievers. What does a guy like you do to continue to be a big thinker to continue to stretch your possibilities?

Jim Remley
Teach us, you know what I think the biggest thing a missed opportunity is you need to be attending events, live coaching, and you need to be going to conventions. So we just went through convention season, you know, with real estate and the big NAR conventions coming up in a week or so. And it you know, everybody will have an excuse not to attend these things. But when I go as a 30 year veteran to these events, I take pages of notes, because I’m learning from the best of the best. And I always pull ideas out because the thing about real estate is it’s never static. It’s changing its dynamic. I was very fortunate and very honored that I spoke on the same stage with Tom period last week, and I sat and took tons and tons of notes from the from the message I and I listened to Tom Ferry quite a bit. I mean, I think it’s great coach. So But also in other breakout sessions, you know, just taking notes and listening to what people are doing strategically wise, or strategy wise. Here’s the thing. We always want to think we know it all. At some point when you’re in the business 20 years you go, you know what I’ve heard it, I’ve seen it, I’ve done it. But here’s a classic example this I just had a top agent come to my office. Last week, he lost two listing appointments. This is a guy that does $50 million a year and he lost back to back listing appointments. He comes in and says, Jim, I just lost two appointments. I said, Here’s you lose him to first year agents, millennial agents. And I said, How long has it been since you updated your listing presentation? Five years, five years. And I said, there’s your problem. They walked in. And they had a flipbook presentation or a tablet presentation and they just power through it. They visually stunning the client. They talked about social media. They talked about you know the power of their pay per click advertising or whatever they’re doing, but they wow the client and that’s a great example of what Got to get you continually learning.

Justin Stoddart
I remember an example of a local office here at agent had sold, you know, probably close to a billion dollars. And they pulled up his reviews next to an agent had been in the business for a year. And based on the reviews, it looked like the agent that had been in the business for a year was a far experiencing better agent say documented that online.

Jim Remley
They’re exactly perfect point.

Justin Stoddart
So great point, James. You always have to be learning when I interviewed Grant Cardone know you watch that that interview, he mentioned that, you know, you can never be too big to fail, like the biggest names and even personal development. They have. They have faltered as soon as they stop learning and thought that they had it all figured out. So I think your wisdom there is resonating with other great leaders and I put you in that category. So thank you again so much for everything that you’ve contributed, continue to contribute. Again, I would just encourage the audience to really go follow. Follow Jim learn from him. He’s an expert in every sense The word and a great a great guy as well. And I’ll end with this invitation in charge to all of us, which Jim you’ve helped facilitate that which are three simple words which they are go, think bigger. Thank you so much, Jim. Really appreciate you and thank you, everybody for tuning in. Thank you.

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