Tri Team Success with Kevin Johnson

So, pretty what?

Oh, I heard a whoop. So, it's pretty awesome when you can get your wife to say that about you, right? You guys have no idea what I had to pay to get that done. So, I do thank her and it's great seeing all of you. What I want to talk to you guys about today is you. Because you are by far the greatest asset you have. You're the best thing that you have, the best tool that you have to build out and to create whatever it is that you want. And I say that not in a pie in the sky kind of way. It's something that if you've not been around me, as Shelley said, some of you kind of know me, some of you don't. I can't tell you how many times I've had clients say to me at the end of a coaching call or consulting call, 'I bet you felt like you were a therapist today.' The reason they'll say things like that, and I'm not into talking about people's feelings for the sake of talking about feelings, but I also know that you're the greatest asset you have. And anything that you want to create is going to be done through you. And that requires humans. My point is whether we're talking about you or we're talking about you working with clients is the fact that we get all this done with human beings. And sometimes we have to recognize what our strengths and what our opportunities are, not necessarily weaknesses, but what our strengths are and where our opportunities are and where we need to focus. So, that's what we're going to talk a little bit about today. And I want you as I go through this, I'm going to share screen in just a minute. I'm going to share with you guys something because Shelley said some of you don't really know what I do and I've coached and been a consultant for 25 years now. In doing that, I've worked with medical and dental practices. They're operations doing anywhere from say a million dollars a year in revenue to like I've got one that I just started with again here recently, meaning they've been a client of mine off and on for a little over 20 years. But their annual revenue right now is about $20 million and we're working on getting them to about 25. That's the goal right now. The whole idea is to increase the revenue but do so with less stress. Make it easier. We're not looking to make things harder. In doing this, I'm going to tell all of you, you have a greater advantage of things than I do. Because as I work with people, when I'm talking to a gentleman right now, I see him as having all this tremendous opportunity. My typical engagement with clients runs anywhere from about $24,000 a year to $100,000 a year. It just depends on my level of engagement and how much I work with them. But when they sign up with me, there's no guarantee that this is going to work because I kind of vet them to make sure that I know this is going to be a success before I get started. On their side of things, they don't know. It's like they're making a bet, but they're making a bet on themselves. So when you work with a client, they know what they're going to get. They know when I work with Chris Fridge, I'm going to get a house. When I work with Lee Tessier, I'm going to sell my house. They have an outcome. You have that advantage that I don't have. But again, it all comes down to how you guys show up and how you communicate things to your clients. So I'm curious, what do you think? I want to start this out with a little bit of discussion. And I'm hoping a couple of you chime in and answer. What do you think is the number one thing right now that's preventing real estate agents from being successful?

Okay. So that's a thing. The thing I'm looking for. That's part of it, but it's not the thing I'm looking for.

That feeds right into what Jason just said, but still not what I'm looking for.

No.

Okay. What about ourselves?

Nope. So, I'm gonna let you all off the hook. Distractions. That's the number one thing I see right now as being why some people aren't or many people aren't successful. This thing right here is the greatest and worst thing we have at our disposal. How many of you find yourself doom scrolling? How many times do you find yourself just doing this throughout the day? Instead of you could be literally doing this: dialing. That's the difference. That right there is the difference. So what Jason threw out there is time blocking? Absolutely. But the question is, between phone calls, do you put that thing down? Meaning you don't get on other apps, Shelly.

Well, again, I think it's a distraction. Meaning, I'm going to. I wrote down three things coming into this. What's the biggest distraction we have? We have our phones that are a distraction. What's the other biggest distraction that's going on this week?

The news, right? How is Rio and Remax going to affect your business?

Not a damn thing. And that's an example of getting distracted, getting sucked into, 'Oh my god, was it a good deal?' All these different things. It doesn't matter. Not a bit of that matters. What does matter is what you're doing to build your own business. So turning that kind of stuff off. If you watch the news anymore, I remember a long time ago thinking, 'Wow, it feels like the news is just really negative.' Now that's what news is built off of: negativity because it's clickbait. It gets people sucked into it. The other thing is, if you're listening to certain people, here's a good question: when you're doom scrolling, would you pay that person for their advice? Because if you wouldn't pay them for that advice, you shouldn't be paying attention to their channel. Period. They're not a smart person. Often times it's just their opinion. And I'm throwing these things out, it's not my opinion this morning. I want you to think about how you invest your time every week. Going back to Jason's thing about time blocking: if you were religious about time blocking, you say, 'I don't have time for distractions.' When Shelley said, 'Don't you think it has to do with some of these other things like self-confidence?', I really believe if you were to set up limits on your phone so you can only scroll so often, you can only do things for so long. And if you really want success bad enough, I'm going to quote my wife right now: if you're ready to get your unfair share, that's what you need to do: eliminate the distractions in your life. You'll be shocked at how much you're opening things up for yourself to either do open houses, go meet people, go network, work your sphere, make phone calls, get on social media and comment on people's things, and be authentic. Because the other thing I'm going to throw out here is don't try to be someone else. Just be you. Because if I took all of you right now, some of you might say, 'Well, I'm not as charismatic as this person. I can't tell jokes like this person. I don't have this. I don't have that.' You're focusing on all the negatives as opposed to what you are. We're going to get to that point in a little bit, but I'm going to use this as my jumping off point to actually go through some content that I put together for you guys today. So what I want to talk about today is your real estate blueprint. These are excerpts from an actual booklet that I put together about a year and a half ago. If you guys want it, I'll have it distributed to all of you. It would be the kind of thing that you could build out your goals, look at what you're successful at. This is a taste of what I would sit down and talk to someone about if I was going to coach them. If Lee's team wanted to use it or Chris's team, or Lee Johnson, if any of you want to take that booklet and turn it into an exercise of how you build your business, I'll have it distributed. So today, I'm going to talk about the DNA of a top producer. In the last meeting, I hosted it when Brent was here, and he was on fire throwing a bunch of stuff out there, but I started taking notes because I didn't think it would resonate with everybody or maybe it didn't stick. So I want to talk about the DNA of a top producer. There are 12 attributes that I wrote down. We're going to talk about revenue producing activities, a strategy matrix because I want you to audit how you spend your time, and systems and accountability. Hopefully I won't get so long-winded that I don't leave time for Q&A. But as I walk through, if any of you have questions or feedback, throw up your hand. You're probably better off because you're all like this big on my screen. So if you have questions, you might need to unmute and yell out. With that said, we're going to talk about the DNA of a top producer. When I think about people, I'll take Shelley since she's on the call. When she started, she started out at a small brokerage up in Maryland, moved to another small brokerage in North Carolina, moved to KW, and then ultimately to EXP. When she did all that, there was one specific way she built all her business: the total strategy was Shelley Johnson. That was it. People liked her. How do people like and respect you? When I go through these 12 things, I want you to write each one down and give yourself a score on a one to five. But I want you to write this down on how you think the public perceives you. How does your sphere perceive you? It's not what you think. It's what other people think of you because that is your brand. Someone can have the greatest CRM and technical skills, but someone who has these 12 things will beat a techie person all day long. The CRM is there to remind you who you're supposed to talk to. For example, confidence: when you get on the phone with a new lead, do you sound tentative? If you're serious about how you come across, I want you to make a chat and say, 'I'm going to record your phone calls.' You can record yourself doing new client calls. Upload those into ChatGPT or Claude and tell it you want it to grade you on each of the 12 things. Do you sound confident? When dealing with someone interested in spending $500,000 on a house, they want someone confident. Sometimes confidence looks like telling people when they're wrong. It looks like having market knowledge. The way you use your voice exudes confidence. You can say something completely wrong, but if you sound confident, it sounds good. That's how politicians get by. They can say wrong stuff all the time, but as long as they say it confidently, that's what matters. How do you show up for a transaction? How do you show up for a client? You are the leader. You're the central person, like a CEO for this client and transaction. You take control and say, 'Here's what's going to be available to you in your budget.' You're leading them. Sometimes you may need to lead them in how that contract needs to be written. Magnetic energy: Shelley can walk into a room of 50 people and walk out with five to ten new friends. That's her energy. You're not going to look at this list of 12 things and say you're a five out of five on every one. But if you can stack the deck in certain areas, you will win. Solutions-oriented: people who solve problems make money. I was coaching a builder and said, 'Building a house is just six months to a year of screw-ups that constantly get fixed and you end up with a nice house.' Everything is solutions-oriented. When someone wants to sell a house but stay in it for a while, it's all about getting the transaction to the settlement table. Being a true connector: are you known as the person who has someone for that? 'I got a guy for that.' You need to have that list of approved vendors. Being that kind of person is part of being solutions-oriented. Positive attitude: I'm curious, Lee Johnson, have you ever had a bad transaction?

Many.

Okay. So I'm curious, what do you think has more bearing on solving a problem? What is the biggest influencer?

It's how we react to the problem. I want you to take all 12 of these things and gauge them on how the public, your sphere, your family, your friends see you. When a problem comes up, how do you react? Jennifer Riser might drive to a secluded part of the lake, roll her windows up, turn the radio up, and scream. But when the public sees you, they need to see, 'Not a problem.' That's what they need to see.

Oh, yeah.

Look, we all have it. When you're a problem solver, this is what happens. You tell a client, 'Don't do this,' and they go do it. You have an agent on the other side that doesn't do their job. You might have to go somewhere and scream, but the public only sees you as having a positive attitude. 'Not a problem. We'll take care of that. I got a guy for that.' That's what they need to hear because you're the leader. The other six things are sense of urgency: we have to get this done, get this written, get this under contract. When you show up for a listing appointment, the sense of urgency you demonstrate is part of your marketing. If you move the needle on half of these, it's some of the best marketing and doesn't cost a dime. If you showed up and said, 'If you told me today you're ready to go, the first thing I would do is this, the next thing this,' that shows a sense of urgency and leadership. Does it sound like I was being a little assertive?

So I'm not going over there kicking rocks and saying, 'Maybe someday.' I'm being assertive. That's what they want. You're representing one of the biggest transactions they'll ever have, the biggest asset. You need to be assertive. If you had to go see a specialist, do you want someone who is not assertive? No. You want someone who says, 'Look, if you want this fixed, this is what you need to know.' If you don't see yourself as a specialist, we need to work on that. You are a specialist in the real estate world. Next is being a good communicator. Sometimes it looks like overcommunicating. Even if it's as simple as checking in, making sure your emails are showing up. You want to leave no stone unturned. If you have to overcommunicate, that's the worst thing they can say about you, you're doing good. Being optimistic: in this market, if a client is doom scrolling, you can say, 'Did you know in March X number of homes sold?' Tie it back to data. That's optimism. Perceived effort: on the Pa Johnson team, we created a 138-point listing method. The number one gripe about listing agents?

Okay. The perceived effort part: if you show up to a listing presentation and break out that 138-point method and say, 'This is what we do,' that demonstrates perceived effort. Send them an email before the meeting saying, 'Before we meet, this is what I'm doing to prepare. What I'd like you to do is these things.' That shows you've done work before even showing up. If they don't know you pulled comps, they assume you've done nothing. Being entrepreneurial: whether you're on a team or not, you run your own business. You are the asset, the CEO, the marketing. You have to think, 'I'm running a business.' If you don't have goals, an execution plan, or a schedule that supports your goals, those are all things about being entrepreneurial. Hunter said he needs to move his price point and start selling houses at a higher price. That's what it looks like to be entrepreneurial. So I would ask all of you to record five phone calls with clients, create a prompt that says, 'Gauge me on all 12 criteria and grade me on each on a scale of one to five.' If you continue recording yourself, you will sharpen that axe. Revenue producing activities: if you're not focusing on things that lead to a closing table, they need to come off your schedule. Focus on the big things only you can do. Make contact. If you made 10 meaningful contacts per day, Monday to Friday, that's 200 reachouts in a month. Some might think that's good. But someone I know makes 100 a day until they sell houses. So 10 sounds great, but if you want it bad enough, that's all you do: meaningfully reach out to people. Another pro tip: how many of you use Zoom or FaceTime to talk to clients?

My big reason for that is phone is great, but when I talk to people on Zoom, I'm reading body language. I see how interested they are. If they're glossing over, I pump the brakes and ask. I don't want to waste their time. You can read people much better in person, but you don't have to go to a coffee shop. Zoom or FaceTime is one of the greatest tools. Some of you may have used it for showing a house, but for introductory calls to get to know someone, it's better.

Relationship with them, try to get them on Zoom or FaceTime because you can accelerate that process. They'll get to know and see you as well. So I see a hand. Shelley, you have a hand.

Maybe possibly. Okay, that's another great thing because you if you get a husband and wife on a Zoom call, doesn't matter if they're in the same room or not, but if you're going through the list of options that you might go look at on a Saturday, and you know, normally if you're going through them and saying, "Okay, we're going to go to 123 Main Street, we're going to go to 457 Smith Street, we're going to go these." And if you see one of the couple rolling their eyes when you're going through some of them, then you stop and you say, "Okay, you may it doesn't matter if it's him or her, you know, but you stop and you ask that person, what's your thoughts on that house?" Like just accelerate the inevitable. Do you want to like drive all over, you know, Charlotte or you want to drive all over, uh, Minnesota looking at houses that it's just not going to happen? This is what it looks like for you guys to show up as a leader. Followup is another big one. It's not just the first phone call. It's staying with them. If I were to survey everyone on this phone call right now, every one of you has stuff going on. Okay, I can tell you. And it doesn't have to be bad stuff. Hunter had a lot going on right before he got married. It was a lot of going on, right? And he's trying to keep everybody happy. He's trying to show up for his wedding. He's trying to like make sure that everything's, you know, bags packed to go on vacation, all that kind of stuff. If someone had called and introduced something new to him, talked to him, what have you, what do you think the likelihood is that he even remembers after he got back from his vacation, his honeymoon? Probably somewhere between zero and one. Okay. So, people, everyone has stuff going on in their lives. Don't be afraid of followup. Just do it because they all there are people that they go through seasons. You're going to have somebody that's all in with you and then something happens in their life and you have to keep going. That's why you always have to be working multiples of leads at all times because you're going to have someone that shows up seem like they're hot to trot and then suddenly they just start ghosting you and it could be that their parents fell ill. You're not a priority anymore and that's why you need another five leads behind them that you've been talking to and five more and five more. So, another little pro tip, I kind of alluded to it earlier. Before you go to a listing, send them a video message. When you're getting ready to meet someone on a Saturday, send them a video message. This is the kind of stuff that sets you apart from other people. It allows them to see you, hear you. It differentiates you from everyone else. So, when I say add value, you know, your expertise is what sells. It's how you earn your commissions. And every now and then, you're going to need to let people get a little taste of it. You're going to need to give people a little taste of all those 12 things that I talked about. You provide that to other people and they get that taste and then they're going to say, "I need to call Sue." That's how that works. And back to Jason's point, we always like always be closing, always be prospecting. That's one of the things that we need to do. So when you think about what should your schedule look like, okay, and you could go through and say, okay, on Monday, and you could differentiate this, meaning you could mix it up throughout your day and double up on some of these things, but you could say, Monday, I'm going to do nothing but database and prospecting calls. You can do on Tuesday, I'm going to do follow-ups, but I'm also going to do video messages. Maybe you do some videos. Since you're doing video messages, you do videos that are you going to use for your marketing because you've already dolled yourself up. You look pretty and you're ready to do more videos. So just work it in there. So content marketing authority, you can do your referral partner outreach. So, one of the biggest things again one of the biggest things in the news is the fact that the real estate market is not what it was a couple years ago. Okay. So, a lot of people we hear all these things about realtors exiting the market, realtors getting side hustles, realtors doing all so that in a sense like people start generalizing. You need to demonstrate to your sphere and the community that you are an active real estate agent. I'm in this. This is my profession. This is what I do. So, it's what they call it is basically social proof. Even if you drive through a neighborhood, it's like you and your spouse might be going to dinner one night and it's like, you know what, I've not been in this neighborhood in a while. Video yourself doing it. Post it. Okay? It was just a little side trip, but it demonstrates that I'm just previewing this neighborhood. You know, always love this monument, how they landscape out here, blah blah blah. It shows that you're actually working as a real estate agent. You do open house prep. You know, it's funny again when Shelley started in Charlotte, she made such a big deal about open houses and when other people would do open houses, she's like, "You need to do it my way." You would not believe like she got super specific about sign placement and balloons. And if I, for example, if I was sent out to put out the sign and the balloons, if it wasn't done right, she'd go fix it herself. Okay? It's like it had to be done the right way. But the point is, you know, we don't just like show up last minute and say, "Okay, I'm here for an open house." And nothing happens. Like make sure you're doubling up on all of it. Shoot content when you're doing an open house. Make sure you're like doing a house preview when you're doing the open house. Social proof that you're acting like a real estate agent because people want a professional to show up for them. And yes, it might sound like grind, grind, grind everything I'm talking about. No, you need to make time for yourself. And one of the things that I frequently share with people is that when I used to lead and manage a really big team of we had a entire team of consultants and then all the support team, marketing department, all this kind of stuff. I managed all of it. And there were times where I looked at a few different people and I said, "You're going to bring me by Friday. You're going to bring me your vacation schedule for this year where you're going to burn your PTO or I'm going to actually have your termination letter. It's your choice." And it took a lot of people by surprise when I did that. But the reason being was I was looking at how they were starting to show up for their clients. I was looking at how they were starting to show up to other people. And some of them were starting to turn toxic. Some of them it's like their identity became negativity. Like everything was a problem. Everything was an issue. Every person they encountered was a pain in their backside. Okay. So you do need time to fill your bucket. You need time to work out. Take, you know, if you don't have a hobby, I really recommend getting one because if you don't have a hobby, you got nothing else in your life. You need to find time for rest and growth so you can be a better person and then you can be a better person for your family which is the most important. Then you can be a better person for the community as a real estate agent. So where can some of your leads come from? And again there are some people that can literally just work cold leads. They're a machine when it comes to dialing for dollars. They will convert cold leads into sales and they kill it like that. Some people they do everything through sphere of influence. Pick a few of these and just do it really, really freaking well. This is the kind of thing where I say again, distractions. You can go listen to a bunch of people and maybe someone is great at phone prospecting, but if you're not the greatest at that, don't do it. If you're great at working your sphere, lean 100% into that. If you're great at working referrals, lean into that. Okay, this is what I'm saying. You need to capitalize on what you're great at right now. You can build some of the other stuff later. Oh, not going backwards. All right. So, this is another exercise that I want you to do because if you can't get this across to your client, no one else is going to do it for you. Okay? What is your unique value proposition? I don't care if you're brand new. Okay? If and you know I think Lee has sold a few homes in his lifetime. Okay, but that is not the only unique value proposition he has. Okay, like he might and I don't know what he says when he goes to a listing presentation, but he might say, "I literally treat this like it's my house. I treat this like it's a business deal." Okay? Like I'm only going to make smart deals and you're the smart deal I'm making. Okay? One of the things that I say to a lot of my clients is that I am like a Swiss Army knife. I might not be the greatest tool for absolutely everything, but I'm good for a lot of freaking things, okay? And you need to come across like that to your client, but you need to know what those things are because again, you're either going to tell people when you meet them. And that could be your new client, that could be a referral partner, that could be someone else in the industry, that could be the community when you do your marketing that I'm talking about. You need to get these five unique value propositions to come across. One of you might sit in front of a computer and just absolutely geek out. In fact, I know not saying Craig sits behind a computer and geeks out, but one of the things when he and Shelley got together, there were not many people in the Charlotte area that I think knew the Charlotte region as well as Craig because he would go to every community and he would video every community and put it on a website. And the only way he could do that is through knowledge of actually doing it. Okay, some of you might use chat GPT or Claude and just pull up all this information. You might get the MLS information that's sent to you once a month. You might know that data forwards and backwards. Demonstrate it. Make sure the public knows that. That's what I'm talking about. If you're a great connector, if you're a great negotiator, okay, that's what when you will go back and this is where I want you to list out your five unique value propositions. And then I want you to go beta test this. I want you to then go to your spouse or your partner, your family, your best friend. I want you to go to maybe even if you have a short list of really trusted past clients, I want you to give it to them. It's like if you were to say, "I have three to five really valuable, unique value propositions. What would you tell someone else about me?" What would you say about me when I'm not standing there? Okay. What other people say about because some of you might think we all too often we tend to underestimate our capabilities and underestimate ourselves and other people might see certain things as being an absolute strength and we don't okay and this is why I want you to go through this exercise don't turn it into an academic exercise but I'm talking about like an exercise where you get this thing dialed in and then you lean into it really hard because I can tell you right now there's at least 10 of you on here that you have unique value propositions that you're not leaning into. Minimum 10. So when we go through this strategy matrix, I only have this here. It's also part of the book or the booklet that I've got is that there are certain things that should be easy wins for you and then there are certain things that they're just a heavy lift and not a lot of ROI. Okay? So, for example, if you put on like if you put on a client event of your own, okay, you're going to spend a lot of time and money just getting ready for it. You're going to spend a lot of money on the day of it. But the question is, are you really getting the traction that you want? So, if you know the opportunity cost is if you put on and did something, would you be better off taking that same time and money by reaching out to clients or putting on something different? The things that you want to do when you think about having marketing strategies for your own business within your team is we want to avoid all the resource pits. We don't want to just like be an expert in stuff that is going to have no ROI. But why not? For example, like it cost you nothing. Oh, I'm sure all of you are on unlimited phone plans. It cost you nothing to pick up the phone and call 10 people or 100 people. It cost you nothing to send text messages. It cost you nothing but to be able to like comment on people's social media posts. So, being able to do that, even posting once a day on social media to show people you're the person they want to hire cost you nothing, just a little bit of time. Okay? So, it's just a way to audit yourself and say, am I really investing my time the right way? So, there and you guys will get the slide deck. I'm not going to read this word by word, but there are things that you can set up to where when you put someone into your CRM, your database, they should be getting automated emails that leverages your time. Okay. I'm going to even throw something else out there. How many of you know that or how many of you already use a feature on your phone when you where you can send delayed text messages? So, for example, if I knew if I talked to someone who's like if I meet someone out and they say, "Oh, by the way, did you hear it's George's birthday on Tuesday?" or let's say Friday because today's Tuesday, it's George's birthday on Friday. I can today go in and create a text message and hit delay and then make it send out first thing Friday morning wishing him a happy birthday. If I went and met a client and my listing presentation went really well or we saw homes, I can set up a delayed text message while I'm thinking about it right now. I can create that message, delay it, maybe have it sent out the next day. That's like when I was talking earlier about overcommunicate. Be present. Use these tools to your advantage. Again, these things are our greatest and worst tool. Don't use it as a distraction. Use it as a way to leverage your efforts. So, you know, when you think about our medium effort, high ROI, and really the focus here is high ROI is it's not just about doing an open house, but it's the frequency. So, if you guys want to write this down, this is a concept I talk to clients about all the time and something that I shared with somebody yesterday that's trying to grow their business. Okay? Strategy multiplied by time multiplied by intensity equals success. Okay? So, if you have no strategy, but you sit down and invest the time, it's literally like a rudderless boat or a boat with no steering wheel. You hit the gas as much as you want, but we have no idea where this thing is going to go. We need to have strategy. So, you got five things that you lean into and do really really well and you outwork the competition by investing enough time. And you hear Brent all the time talk about massive action. That's what I'm talking about with that one. There are some people that again, you can make 10 phone calls a day, but there's no way you could make even, I'm going to say 40 meaningful contacts a day for a month and not be going to a closing table. There is no way. Okay? You could say the wrong things to people, they're still going to hire you, but if you're making 40 meaningful contacts a day, you will sell homes.

I'm getting there. I only have I'm almost at the end.

I know that you told me that beforehand, too. I'm watching the clock, too. So, this is systems and accountability. See, Shelley was keeping me accountable. And when So, systems and accountability. I don't want to overthink this. Find whoever you feel like you're okay getting feedback from. Okay. So if you are literally all of you are on teams. So being able to go to your team lead going to your coach going to there are people that might pair up with somebody else who's also a strong player on the team. You have like-minded thought process and like-minded kind of goals. Get together and be accountability partners. Talk about your success. Talk about the activities. Talk about the things that you're doing, the time that you're investing, and the results that you're getting. Okay? Just have an accountability partner. Somebody that you're talking to once or twice or I'm going to say, I'll just put it this way, more frequency will get more out of this. But when you're going through it, you can go through like again the number of phone calls that you've made, how many contacts you've added to your pipeline, talking through, you know, you can do a quarterly review, but I think more frequency is going to move the needle for you. And then there are some questions here. Again, I'm not going to read through absolutely every one of these, but again, if you're making 40 meaningful contacts per day, there's no way you're not going to end up at a table because you're going to be sharpening your skills along the way. But even if you're still not getting the results that you want, then with your accountability partner, your coach, your team lead, you'll still you'll be able to find out how we correct because maybe again maybe you do a little roleplay. And I know that's not everybody's most favorite thing to do, but if you did a little role play, it might be, "Oh, well, you're killing it at the very end." Like, you did a fantastic job all the way through and then you said, "Go think about it. You didn't ask her to the prom." Like, you did all the work and then never asked her to the prom. So, that's why I'm saying go through that's where accountability partners, your team, and your team leads, your coach, all of them should be there to help you move the needle with this stuff. So, I want you guys to make some commitments, but the only thing I really want you to do with commitments is I want it to be actionable. I don't want it to be feel-good kinds of things. I want it to be the kind of thing that puts fire in your belly and makes you think like, I'm going to freaking crush it this year and I'm going to get my unfair share. Hey, so Shelley said I need to wrap this up at 11. So I've done all my slides and there's we don't have I can edit this slide to make it say here. We'll make it accurate now.