Hi.
Hi, ladies. Some of my favorite people.
I just saw Carrie or I guess it's been like a couple hours now, couple hours ago.
It's been too long.
It's been too long.
You're so silly. Okay, I'm adding in Allison. We can go ahead and get started because Alex and I have a couple things that we want to share before Tamir. He's going to hop on at 2. So, okay, we are recording. Sorry. Sorry. I always got to go through this checklist of things in my mind because I'm like I cannot forget. Y'all know me. I make mistakes.
I feel like you're pretty dialed in, Stevie.
You know, I'm trying my best.
You're doing pretty darn good. I'm pretty proud of you.
There was one call that I didn't recall or record, like one or two, and I was like so upset that it didn't record. So, always got to remember that now. But we're good. So y'all, I cannot believe this call today that we're about to do with Tamir. Can we just acknowledge that? Like Alex and I were just talking one day and we had this idea to do like just talk about our experience. Let's record it. Let's send it to people. And then Alex was like, 'What if we have Tamir on?' And I was like, 'Oh, I don't know about that. I mean, I'm too scared to ask.' And Alex was like, 'I'll ask. Let me just send him an Instagram DM right now.' And I was like, 'Oh my god.' Okay. And y'all, he responded back in like a couple minutes. So whether or not you're already at Real or you're just curious and wanted to listen in, Alex and I are so excited about this conversation today because our hope with this call is really simple. We want you to hear directly from leadership, ask questions, and leave feeling informed and encouraged about where Real is headed. So, we're going to spend about 20-ish minutes chatting together first, and then we'll bring on Tamir, and we'll chat about 30 minutes with him, too. And we'll save time at the end for questions. If you think of things as we're talking, feel free to comment them in the chat, and we will get to them all at the end. And if there's any little tidbit or value or anything you want to share with the other agents on the call, please feel free to use the chat. With that said, let's let Alex kick us off with a quick intro.
Hi ladies. Oh my gosh, I cannot... I'm like still I cannot believe that we're here today and I'm so grateful that you guys all hopped on and I just can't wait to hear from Tamir and his heart. For those that don't know me, I'm Alex and I've been with Real since June of 2025. I'm based in Bend, Oregon, which is right smack dab in the middle of Oregon. I live here with my husband and our almost three-year-old daughter. Oh my gosh, so crazy. I have found that I just have this fire and love for pouring into agents and this community. And I love that we get to do it in person, but then also like this virtually. So, that's been such a joy and such a fun surprise. One of the things that I love most about Real is that it provides this platform for all of us to collaborate and encourages us to collaborate on this deeper level because we have this invested interest in the business as a whole. And it just gives us this freedom to really pour into one another and invest in all of the agents around us. So, it's just been really incredible to meet agents from all across the United States and host, you know, our Bible study and encourage one another and learn from one another and cultivate these very meaningful relationships. And it's just been so fulfilling to be surrounded by other like-minded women and supportive agents that really want to grow intentionally in their businesses.
Yay. And I'm so grateful to be partnered with you. And okay, so most of y'all already know who I am, but for replay purposes, I'm just going to dive into this really quickly. So, I've been at Real for about three and a half years. I'm located in Northeast Florida, like Jacksonville, St. Augustine, Ponte Vedra Beach area. And my business structure is kind of unique, a lot different than most. My partner Carrie Carpenter... she's on here, my business bestie. So she handles my showings, listing, she works with all my friends, my family. So when a buyer or seller reaches out to me and they're needing to buy or sell, I basically introduce them to Carrie right away and then she takes it all the way till closing and I get a referral fee. Did I explain that good?
So yeah, we've been working together for several years now, like pretty much when I joined Real. So, it's been about three and a half years. And I focus on lead generation, marketing, and strategy. But a big part of my work has been growing the Hive, which y'all know how obsessed and passionate I am about it. And what it is, for those of you that don't know, it's a network of female real estate agents all over the US who want collaboration, training, and genuine friendships in this business. I also just finished all the branding and the website, and I'm so proud of it. If you go to womenofthehive.com, you can check out and learn more of the Hive and all the things that we're doing. We have an events tab which is so nice to have because all of our meetups have the address, the day, the time, has all the Zoom links that you would need and you can add it to your calendar so it can automatically add it to your Google calendar. So I just love that. And then I feature... I'm still working on adding everybody, but if you go to the agents tab, it has all the agents on there, which I think is going to be really great for referrals. So, what I've loved most about Real is honestly so many things, but one of them being the flexibility that it offers being at this virtual brokerage, the people who have helped me feel supported, and how this model has allowed me to build an extra stream of income while still being present with my family. Y'all know I only have help on Tuesdays and Thursdays. So, I'm really grateful to be here and I'm so excited for you all to hear from Tamir today.
And then now Alex is going to chat about our One Real community.
Yes, for those of you that have not had a chance to fully plug in, which I feel like most of you that are a part of the Hive, Stevie has made it so easy to get plugged in and making sure to remind us, hey, these are when the events are, sending calendar reminders, having in the Facebook group and stuff like that. But if anyone on this call or is watching is not a part of the Hive and or maybe the Hive isn't exactly the right fit for you, I really highly encourage you to dive into and to get integrated into the One Real community. If you guys haven't already gone to the community and events tab in Reason, there are so many calls that you can hop on. And I feel like every single one that I have joined, I have gotten nuggets from, which is so wild because people pay thousands and thousands and thousands of dollars to have access to a coach or be a part of a mentorship program. So to have that integrated into our brokerage and have this sense of collaboration all across the United States from agents that are performing at an extremely high level, it's just really incredible. So I highly, highly, highly recommend to go into Reason, go check it out, see what calls you know are available to you. There's constantly new ones popping up. There's reoccurring ones and then there's ones that are kind of like one-off masterminds. So that's become a habit of mine is like once a week I go in, I see what is available, what they have new popping up. And then also for those that haven't gotten the link to the Further Together events, they recently launched those. So, they're happening all across the United States. It's a one-day event. If you haven't gone to one, highly recommend going. It's open to all brokerages. And usually it starts mid-morning and then goes into the afternoon. And they'll have agents, usually they're Real agents, but sometimes they'll have agents from other brokerages come and speak on a topic that they excel at in their business. Then they'll have a panel of agents that they'll ask rapid fire questions and that they'll answer. And at the end it's really good networking too. So, with us being a virtual brokerage, I know a lot of questions or a question that a lot of people ask is, well, how do you get integrated into the community locally? And I feel like that would be a really great way to meet agents within your area. So, if you haven't already checked out if there's one happening in your area, definitely go check it out and sign up. They're pretty amazing.
And I think that that was mainly what I wanted to talk about for integrating into the One Real community.
Yeah. And I think some of us, you know, just forget that we have this training and community masterminds online, too. So, I think it's a good refresher for people to hear. The other thing that I wanted to mention, because I feel like it's not really spoken a lot at Real, is the mentorship opportunity for new agents or if you are an experienced agent to have this additional stream of income. So, what I mean by that is if you are a brand new agent, no matter what state you are in, we can get you tapped in with a mentor in your state. So, this is different from your sponsor because I'm sponsoring agents all over the US, right? But if they're a brand new real estate agent, I don't know their contracts, their timeline of events, not able to give them lender or inspector recommendations, right? So, it's really great for a brand new real estate agent to get tapped into one of Real's approved mentors for their state. So, if you're watching this, you're a brand new agent, and you want to get tapped in with a mentor in your state, just let us know or whoever sent you this call, let them know and they'll get you that resource. And I mentioned this for everyone who's already at Real. If you're interested in becoming a mentor for agents in your state, if you enjoy helping agents with their business and helping them get to contract to close, you can apply to be a mentor, which I did. So, I am a mentor for the state of Florida and it's a really simple application process. I think you just have to be in the business a little bit, have done some deals, and then you can be listed on the website for mentors in your state and have that opportunity to leverage that you're a mentor for that state which was approved through Real Broker and then you have this agreement. So it can look different for everybody. So, Real has created a blank agreement where you just fill in the terms. And from what I've heard from other mentors, some people write like, 'Okay, on your first transaction, I'm going to take 50% or whatever.' But some people write, 'Okay, your first 10 transactions I'm going to take X.' You can make those terms look however you want. You can structure that. And then when that person that you helped get that brand new agent to closing, you can make a percentage from that commission for helping them, which I feel like is an incredible opportunity. If you are also their sponsor, well then now you get to make an additional 5%. So, I just thought I really wanted to mention that on this call because it's something that I don't hear other people talking about as much and I feel like it's one of the amazing opportunities with Real.
Does anyone have any questions about that? I mean, you can let us know too.
What is in that blank form because I haven't yet... What are some of the offerings? Like does it go through exactly what you're offering as a mentor with the percentage that you're going to be negotiating with them?
Yeah. So, you can list like what tasks you're going to help them with and I think you could cater it differently for each agent. That's at least what I had done. It just depended on that agent and how much help I thought they would need. You know, some people need more help than others, right? So, I would just always make a custom agreement for each person. It wasn't the same for everybody. And now I partnered with Nissa. She's not on the call, but she's an agent in the Tampa area. She got approved to be a Florida mentor. So, I've been having agents... she's mentoring them now and handling it. And she's kind of doing like case by case, too.
Yeah. Yeah. You know, like when you get on a call with a potential mentee, they might mention some things that are really important to them that someone else might not be mentioning or not be as worried about or not need that much help with. It just kind of depends on the person, I think.
Yeah, that's super interesting. I love that Real has diversified whether if you want to do like a traditional team or if you're wanting to be more flexible being a mentor and have a mentee. It's just really cool how they keep implementing these different things that provide a lot of flexibility for the agent and have it be... they're just so agent-centric. I love it.
Yeah. And then should we highlight on support a little bit? Do you want to share like for yourself like how you just switched to Real in June, right?
And how has support been for you?
Yeah. I feel like Reason or HeyLeo has just continued to get more and more and more robust. Like even since I joined, you know, I guess seven months ago, eight months ago now, I feel like the questions when I asked the first time versus now, one, they're popping up so much faster. And then two, they're a lot more detailed, which has been really, really neat. And you can tell that they have really been training the HeyLeo, the broker piece, a lot on the contracts and things like that, which has been really great. And then Oregon recently got a new principal broker and she is incredible. She was with Berkshire Hathaway for like 30 years. Super super high up and so she has been very quick to respond and she's very thoughtful and she's very calm, which I really value for that principal broker position. Because usually once you're going up to a principal broker, it's usually kind of a heavier issue. To have someone that's level-headed and thoughtful has been really really great. And then I just love too how Reason everything is very well integrated for transactions in the backend system. Like commissions. I just love how I get reminders popping up on my phone. Hey, make sure you verify this commission. Or hey, this is where we're at in the transaction. It just helps me as a busy working mom when you're in those like nap time hustles of okay, I've got two hours to bang out as much as I can. So to be able to hop in there and see exactly where everything is, see all the communication that's happening between my TC, me, Real, and where the transaction's at has just been so incredibly helpful.
I think I've heard Carrie say that a time or two, like just how efficient everything is.
Carrie, what's your thoughts with like the broker in Florida and support admin questions?
Same thing. I like to call when I'm driving a lot. So, it's really helpful to go to the app and then they send you the text so that you can dial right then while you're in the car. And they get you directly to a broker. The only time I've had to leave a message, I got a call back in like 20 minutes after that. But when we talk, the one thing I really like is that it records your call and then it sends you an email with the entire recording. So, typically if I need the right wording to put on a document or into a contract or send to an attorney or something like that, then I can say, 'Okay, I'm going to say, please repeat that.' And I'm looking at the time on our call so that then I can tell my transaction coordinator, 'Right here in this voicemail is where you need to listen to her wording to put on the amendment that we're sending over.' And it's just been incredibly fast. Also, just the apps are so friendly. I mean, we can open transactions. We can do the commission right on our phone. And it's so great to be able to connect with other Real agents across the whole country on here because then when you plug in a referral, they're able to see it, too. So, it's so nice to see all of that and be able to have just quick payments, too. I got to say, I mean, we're all in this to make a living and it's not even 24 hours typically if a wire gets sent to Real that we're paid. So, I don't know about you guys, but I love that. I came from a brokerage where it would take a while to get paid.
Yeah. So, that's one thing to highlight. Like so in the state of Florida, I think we have more brokers here than in Oregon, but we have I think six brokers and like four or five contract specialists, which when I first started three and a half years ago, there was only one principal broker. So, when you call the broker, like you knew you were getting this person, but now it's not that we have to go line by line to call each person. It calls all of them, right? Or you can message and it will message all of them. So, I feel like as Real keeps growing, you know, they have to make sure that the agents are feeling supported and I know that they have done that in Florida with adding so much of a larger broker team and the contract specialists to help us. It's just nice to have that support and then I'm not having to call each person. It's calling all of them. So, you do all of that. We have everything like in our desktop is also on an app on our phone and so it's just really easy to like call or message. And it's the same thing with support. Like let's say you don't have this broker question or a scenario or an emergency and you just need some guidance, something to do within the Real backend of things, there's a support button as well or you can call. So I honestly feel more supported here than the first brokerage I was at. Question I get a lot like, do you think a brand new agent could be successful at Real? And I believe yes because one, all the training. Like when I first started I was relying on the broker to be in the office to do a training whereas now there's three to six live trainings a day and all these replays to binge and there's more support here than at that previous brokerage. And yet alone the community and all the other agents we have access to. So to me, I'm like, we all know this business is really hard. So I would say more like real estate isn't for everybody, but I do think that if a brand new agent was to join Real, the resources are here for them to be successful.
Yeah, there was something too that I was just thinking about that I recently started getting integrated in. So whether you're already with Real or if you're thinking of joining Real, if you have any affiliation with military veterans, you like serving veterans, make sure to sign up for Real Military because they have a live call that I hopped on. I think that was last week and it was so good. And they have a referral network of agents that either are affiliated with the military in some way or they're just very knowledgeable about utilizing the VA loan. So, if you work with a high population of veterans and you want to have those people that you can send referrals to, that is really, really great. And it is a very easy application. It takes like less than 10 minutes. And it's just a really great resource if you're serving veteran families. And then the other thing that I just signed up for was Real Luxury. So, if you're in an area... actually it varies depending. It's cool because they have you plug in your zip code and then they base the luxury properties on your specific area. So like somewhere in California might be two million whereas here it's like a million or somewhere else it might be 500,000. They also have a referral network. And they also have a lot of really great tools for your luxury properties to get them in front of more eyes.
I love that. Has everyone... Well, I know like Carrie, have you joined Real Luxury? I know Annie has joined Real Military, right? How was that? I need to... let me write that down. Add that to your...
Yeah, write it down. It's so good. It's so good. I'm in the training right now and it's like so valuable.
And did they send you something in the mail?
Yeah, I literally just signed up for it and I'm still in the process of finishing. So, you sign up and you have to upload I think it was like six or seven transactions at the luxury price point for your area. So I think ours was like right around a million. So I had to upload the six or seven transactions that I had done in the last two years and then I had to fill out an application about me and my business and everything like that. And then once they approved me I have to finish this training within 30 days to be part of Real Luxury. So it is very thorough and I feel like it's not one of those like oh I just signed up for Real Luxury and I can say that I'm a luxury agent. They vet you. They ask a lot of really good questions. And so I think that that's also really valuable for listing and they have a listing presentation that you can maybe either use or integrate into your current one to just make sure that you're serving those higher-end clients really, really well.
I just signed up for it too. I just started my training too.
It's so good. The only thing is I wish sometimes you could skip the videos but they don't let you skip them.
They do not let you skip the videos.
Because sometimes I'm like, okay, okay, like I get the point, skip a little, but nope, no skipping. So you really have to watch but they are good. Like they are very valuable but I literally just started watching the videos last night and I was like, oh, I have to watch every single video.
I didn't know it was within 30 days.
Yeah. Yep. They will start sending you reminders.
Oh, and they make you take about one week.
Okay. Okay. And they make you take like little quizzes at the end, too.
Yeah, it's like legit. That's what I liked about it is that it's like an actual application. So, they're not just like... you're not just labeling yourself an agent. And then I'm excited for like the referral network within the luxury division, too. That should be good, hopefully.
Yeah. Well, and I know too that they had at the Rise conference, they had like a meetup for all the... they had one for the military and then they also had one for luxury which was cool.
Yeah. Yeah, I saw that too. But yeah, hopefully we get our little boxes soon. I saw them on Instagram, too.
Okay. Yeah. I was like I thought they send something.
Maybe it's like once you finish your training. They're like you have to finish your training first before you get this unboxed.
Maybe because they do ask for your address. So, I'm like, I can't wait for my little box.
Yes. Yay. And oh, wait. I'm not sure if you said this, but do they have something like an option for you guys to like send each other referrals?
They have like a database, which is cool.
Okay.
And they have this tool where you can like... I haven't accessed this tool yet. I think you have to pass the training, but they have this tool where you can like search people's wealth or something.
Oh, it's very interesting. So, you can like look up people because a lot of stuff is public record. You can look up if they're like registered to like a private jet or something like that. So, there's some interesting tools in there.
All right, y'all finish the class and report back.
Yeah, we could do like a follow-up call of just like what we learned. That would be fun.
And they share some interesting statistics like... they shared like some tools how to figure out which counties are like moving to our city and stuff like that. So, they share some interesting stuff.
Yeah, I feel like the referrals would be the best part.
Yeah, that's like the main thing. You do have a fee to join, but it's like 1,500 to pay for the class and to get the certification or whatever. But I think if you get at least one referral out of it, that more than pays for itself.
Yeah.
Yeah. I would be leveraging it like crazy.
Yeah.
Like maybe you've already thought about this, but like you need to do a video... a luxury agent.
And they give you tools like marketing stuff, which I don't know, Alex, if you... I haven't been able to access any of it until I pass the training, but...
But yeah, there's like a marketing where they tell you like how to announce yourself and I'm sure it's a template. I'll probably do it my own way, but yeah, they do have templates. They provide... they have templates for their presentations and they're different than the regular Real ones, I think.
Oh, and then they have some like print magazines they're members of too. So it gets you access to a lot of luxury magazines to market your listing. So it's really good to tell your sellers that you're sharing their listing like nationally through these high-end magazines, too.
I'm Stevie. And then we have Alex on here.
Hi, thank you so much for joining us.
Thank you for having me, Alex and Stevie.
Yes, great to be here.
We know you're busy, so we appreciate you taking the time. We just have some questions of just the vision and future of Real and what makes us different and then we've got a fun little rapid fire thing at the end to do.
Sure. But before we do that, I need to take a picture of this so I can post.
Oh, Allison came on camera. Everyone come on camera. Okay. Okay, perfect.
So, should I spend like two minutes just going through the history of the company and why we started it and where I think we're going?
So, we started the company back in 2014, which feels like almost forever now. But at the beginning, we just looked at the landscape. And I felt and my co-founders felt like agents were underserved and paying too much. And we just wanted to create a brokerage that wakes up every morning and thinks about ways to make agents' lives better. This is what we decided to do. This is what I decided to dedicate the rest of my life to. And I was a real estate entrepreneur before that. I used to have a multifamily investment company. So, I've been in the real estate space for 22 years now. But I really wanted to create a brokerage that is different. And obviously, in order to start a brokerage or operate a successful brokerage, you have to have so many things in place. It starts with a compelling financial model for the agents. By the way, is my audio coming
So, great financial model because we want agents to keep more money in their pockets. You have to provide great support, training, community, tools, and technology, which I know everybody wants tools, but nobody knows exactly what they need. So, you need to sometimes figure out what agents truly need. You need to provide more financial opportunities. Ownership is important as well. I remember a conversation back in 2017 when I came to our board and said, 'Hey, you know what? This company is built by three main groups. One is the employees. The second one is the investors who risk their money and are powering our operations. And the third party, which is the most important, is the agents. But the agents don't own anything in the company. So back in 2017, I came to the board and said hey I would like to allocate 10% of the company's equity for agents. And think about that. That's not an easy discussion to have with a board member, with somebody who put in a lot of money in order to buy shares in the company saying, 'Hey, I'm going to take 10% of your ownership and give it to agents.' But everybody were behind it. And I'm proud to say that as of today, agents are the largest shareholder group in the company. Agents own more than 20% of Real. I think that we're getting closer to 30%. And I'm just super proud of that because I think that it creates perfect alignment between what the company wants to do and what the agents want to do and what the agents actually need.'
So we started with this very simple vision of making agents' lives better. And we went through a lot of ups and downs throughout the years until at some point in 2020 when we had roughly 800 agents, I decided to take the company public and make our share purchase program more compelling for agents. And at that point in time, we also decided to change something in our marketing strategy and shift from trying to attract agents through online ads to actually empowering our agents to go and pitch Real to other agents within their communities. Obviously, not create a culture of agent attraction, but put agent attraction as an option for some people. And today, roughly 11% of agents are engaging in agent attraction. So we can put it in other words. 90% of agents at Real focus solely on selling real estate. They don't care about agent attraction. They don't care about revenue share. I know that revenue share as a model has some negative connotation. But we went public in 2020. Almost overnight we started growing like crazy. And for the past five and a half years we've been the fastest growing brokerage in North America.
And I know that being a fast-growth company doesn't necessarily mean that it's better. But I think that it's just a testament that what we have built resonates with a lot of agents and there is excitement. We probably nailed something very well when building the offering. But as a whole, the company the north star never changed here. We never wanted to become the largest. We never wanted to attract agents at all costs. We never wanted to bring in huge teams just in order to be able to say, 'Hey, we got that team.' I don't even know who the largest team is at KW or Remax or EXP. I just don't know. I don't focus on that. I don't care. I just care about building value for agents out of the belief that if you create value for people, people will come. So, it's our mission to constantly drive more and more value and understand what agents need and also make sure that we protect agents in an uncertain future. And I'll touch on that. But the theme here is create value and then if we're successful at delivering value, then the company will continue to grow. And I'm happy that we continue to grow throughout the past couple of years.
When I talk about uncertain future, there are a few dynamics that are going on right now in the market. I think that one of them is obviously AI and that relates to a lot of different industries. The fact that AI can replace a lot of the tasks that we're performing. But I think that as a company, we took upon ourselves to be at the forefront of innovation when it comes to AI and ensure that we deliver the tools that agents need in order to stay relevant, in order to become more productive, in order to be able to cater and serve more clients using AI without the threat of AI eliminating us. So that's number one. The other dynamic is consolidation and we've seen two massive deals in the past 12 months. One is Rocket acquiring Redfin which I don't think touches us in too many ways. The other one which might be a little bit more relevant is the Compass acquisition of Anywhere and that created a giant and I can tell you that on that morning when that transaction was announced I received so many phone calls from CEOs in the industry just panicking like what are we going to do and I was like you know if you're not certain in your value then you have something to be concerned about but if you know that what you're building is the right thing and this is what agents want then you'll continue to be okay. But at the same time, I think that Compass might want to take this in different directions, you know, with private listing, with controlling data. And we have to be prepared to a future where maybe MLSs are no longer relevant. Maybe the way we are able to access listings is a little bit different. I thought a couple of years ago I reached out to a few of the CEOs in the industry and I said you know all of us are giving our listings to Zillow free of charge. We upload them to the MLSs. The MLSs are giving it to Zillow. Zillow is enjoying the economics, but let's find a model where we unite and we go to Zillow and say, 'Hey, from now on, if you want our data, you have to pay us and we'll pass along that money to the agents because the agents are the ones that are generating this data.' You're not thinking about your businesses in terms of creating data, but somebody else is taking that data, showing it to consumers, and then making billions. And I think that it's just fair that agents are a part of that financial ecosystem. Unfortunately, nobody wanted to cooperate with me on that. But I'm not giving up. I think that there might be an opportunity for us in the future to either be a part of consolidation and then control a lot of the data and simply be able to monetize the data and pass along that money to you because you deserve that. So there are a lot of big themes happening in the industry right now but above everything else is the market and the market has been extremely challenging for three years now.
I've been in real estate again for 20, 22 years. I don't remember such a prolonged period of trough in the marketplace and at the same time having experience it's not necessarily always positive but it does teach you that bad times don't last forever. Same as good times. We constantly said that something bad is going to happen because good times don't last forever and bad times do not last forever. The question is how is this recovery going to look like? It's probably not going to be a hockey stick. It's not going to be within a year going back to a normalized market of 5.1 million homes sold. It's probably going to be a little bit longer. It's going to take three, four years. But if you're still in the market after everything that happened, you should be proud of yourself. Also know that the worst is behind us. And we're seeing that. I just read a report about the mortgage industry and there are signs that the market is starting to move in the right direction just because of the fact that affordability is at the best place it has been in recent years. Consumers are feeling less and less pressure. I think that people understand the economy, the economy is stable, the job market is somewhat stable, rates are coming down, affordability is improving. So all of those indicators are pointing in the right direction. We just need to make sure that we continue to focus on what matters and what matters is our clients, creating those relationships, nurturing those relationships, making sure that we don't give up as entrepreneurs. We don't have the luxury of giving up. And I know that a lot of people gave up and it's sad, but if you're in the game, you always have a chance of winning. And I've been fortunate enough to go through those hurdles in building Real where we almost shut down the company twice, but we managed to hold on and here we are. Fifth largest brokerage in the country right now. So I'll pause here. I know that I talked a lot.
That's okay. No, we love it. That was so amazing.
