Winning in Today's Luxury Market

In this episode, luxury broker Robin Kencel shares what it truly takes to succeed in today’s high-end real estate market. From staging strategy and market positioning to multigenerational living trends and emotional intelligence, Robin offers timeless advice for agents looking to elevate their game.

Creators and Guests

Host

Justin Stoddart

What is Think Bigger Real Estate?

The road to success for real estate agents is well-marked. The road to significance is not. Here, we help you to Think Bigger than just your business. We inspire you to seek success AND significance, income AND impact. We do that by interviewing the biggest thinkers and highest achievers in the real estate industry, extracting the secrets to having it all.

Justin Stoddart (00:01.292)
On today's episode of the Think Bigger Real Estate Show, we interview a top luxury agent on what it takes to win in today's luxury market. There's a lot of people who proclaim to be in luxury and then there's those who really are. Today's episode, again, we're gonna interview someone who really is, he's been doing it for 20 years out of the Connecticut market and she not only is a broker, but a team leader and is training other agents around the country on how to do this at a high level. And we have the good fortune of having her.

here on the show today. Please help me to welcome Robin Kinsell, a Connecticut top luxury agent. Robin, such a pleasure to have you here.

Robin Kencel (00:39.039)
Justin, thank you. I'm really looking forward to our conversation today.

Justin Stoddart (00:43.052)
Yes, likewise, I think as I was mentioning before, the Think Bigger Real Estate show is celebrating its eighth birthday. It's been around for a long time and I have had the good fortune of interviewing some incredible individuals and every time I get an opportunity to interview somebody like you, I get excited because it's someone who's in the trenches doing the work and again, it's such a pleasure to have you. So thank you again for sharing your expertise with us here today. Let's dive in. Let's just from a broad overview, right?

Robin Kencel (00:50.047)
Wow.

Robin Kencel (01:00.775)
Yeah

Thank you.

course.

Justin Stoddart (01:12.305)
How would you, how would you, kind of give us a state of the union on the luxury market? Maybe that's a better way to put it. Like, like what's happening out there? What are you seeing out there?

Robin Kencel (01:22.677)
Yeah, it's a great time to be in luxury if you're a seller. You know, I'm going to speak mostly from the Greenwich market, but obviously I'm talking to colleagues all over the country and there's just not enough product out there. And there's a lot of buyers who are making changes. Obviously COVID prompted a lot of geographic changes. But alongside of that, think people started to rethink where they're living, how they're living.

and recognized obviously that you don't have to go to an office every single day to work. So that is really prompted and put some energy into second and even third homes. So broad-based sellers are having great success. And buyers, you just have to be a little creative to get the property that you want.

Justin Stoddart (02:12.334)
really great synopsis. know, I do think that as difficult as COVID was for so many, I believe that the world has changed in a really positive way and that we've really evaluated what we're doing with our time. Just this past week, I had the good fortune of spending a week with my beautiful little family in Hawaii. And I was reminded of just how precious those moments are and the importance, even as hard as we work, the importance

Robin Kencel (02:25.93)
Yeah.

Robin Kencel (02:31.006)
Justin Stoddart (02:39.886)
importance of actually spending time with the people who you love the most is the most important thing in life, my opinion. And probably the opinion of many. And I think what you just described there, Robin, is really interesting because so many people spent all their time getting to and from work, right? And building this big portfolio that at the end of the day, who does it serve? And to maybe take some of that money that's just zeros in a bank account.

Robin Kencel (02:44.435)
Yeah.

Robin Kencel (02:49.908)
Yeah.

Robin Kencel (02:59.423)
Yeah.

Justin Stoddart (03:08.736)
and put it into lifestyle, put it into a home that you and your loved one and your friends can enjoy. I do believe that the world has shifted in a direction where people recognize that experiences, not just net worth, right, and some large portfolio is what's most important. I think luxury living is at the heart of that. Would you agree with that?

Robin Kencel (03:11.444)
right?

Robin Kencel (03:26.727)
Now, first of all, amen to your whole comment on family being important. You know, yes. What's really interesting that we're seeing a lot of is a whole multi-generational home compound. So in luxury markets, you're seeing that people are not just going for the one family house, but they're thinking about, hey, I've got grandkids coming. I want to make sure my children are where I'm at. So that's just one of the

I'd say newer trends that we're seeing in the luxury market. so obviously if you're a seller, one of the things you want to be thinking about is if I'm eventually going to sell this now or later, how is that going to meet the new need of the buyers?

Justin Stoddart (04:16.974)
Robert, I apologize, I had a little bit of a delay on my side. The last thing I heard you say was that amen to the fact of family being the most important thing. So we did have a little bit of a buffering situation, but it looks like we're back, which is the great news. So would you mind repeating what you said there about, kind of what followed there?

Robin Kencel (04:34.58)
Of of course. So we were talking about how people are changing their priorities a bit since COVID and one of the interesting trends I'm seeing is the whole multi-generational orientation in purchasing properties. So we're seeing this, you know, obviously in the more vacation markets, whereas in the past, maybe someone was just buying a home for themselves and the kids would come and go. Now we're seeing people being very intentional that they're purchasing a property and thinking about, hey, I want my

kids and my grandchildren to come and stay for longer, but I don't necessarily want them under my feet all day. So a compound that has a main house and a couple other houses is something that we're seeing a real trend with. The other thing that you mentioned that I want to pick up on is what am I doing at my house? So obviously people are very plugged into devices, but I'm also seeing and encouraged by people who are looking for built-in fun. You know, really looking at the landscape that's around the property.

What else are we doing in the home besides being connected to devices? And that's where kitchens, which have historically always been important, are even more important today. And the idea of big islands, big cooking.

Justin Stoddart (05:48.352)
Again, I do think when you go back to what matters most, right, there's a great book by one of my favorite authors, Clayton Christensen, he said, how will you judge your life? I think is the name of the book. I highly recommend it to anybody. And one of the things he talks about is the experiences that we have with loved ones. And I hear, you know, what you say there Robin is that it's not just about having a house that accommodates people, but actually encourages

the kind of experiences that people will remember, right? The togetherness. I love that.

Robin Kencel (06:17.66)
Yeah, yeah, yeah. You know what's interesting as an agent? Obviously I'm in and out of so many homes. The minute you walk in a door, you could feel the energy and you can feel the ethos of the family. There's some homes that are just very picture perfect, everything's in place. It's a little bit hard to find the soul of that home. And then there's other homes you go into and immediately there's just a vibe about the home.

and you just get a sense by the time you're done with a tour that this is a family that's really living together.

Justin Stoddart (06:54.03)
beautiful. And I, you know, the thing I love about the luxury market is that you're dealing with people who have created a certain amount of abundance in their life, right? And now they're coming, they're, they're investing into what I think we would all agree is the most important place on earth for anybody, which is home, right? That they're actually pouring that investment, those, those smart decisions that they've made into that place that creates those, those, you know, those memories. So,

Robin Kencel (07:11.634)
Yeah, yeah.

Robin Kencel (07:15.923)
Yeah.

Robin Kencel (07:19.87)
Yeah.

Yeah.

Justin Stoddart (07:23.948)
Let's jump into a little bit, some of the tactical. think our audience is really interested in learning from an expert like you on things that you're seeing. So for example, kind of best tips for getting a house ready at the best price, right? Some of this, some might say, like these are the fundamentals. And I would say exactly right. This is the blocking and tackling that separates the professionals from those who profess to be, right?

Robin Kencel (07:28.03)
Okay.

Robin Kencel (07:37.158)
Yes.

Robin Kencel (07:42.215)
Yeah.

Robin Kencel (07:47.303)
Yeah, yeah. And you know, look, I bring a very particular background. I'm a combination of a business background, but then I have a whole segment in restoration of historic homes.

owner's rep for properties and interior design. So when I bring those sets of eyes into a house and prepping it for sale, the first thing I look at is what I remember Barbara Corcoran saying. And she says, a buyer makes their decision in the first eight seconds. And I totally believe that. When I open the door, I really need to make sure that what the buyers are seeing is the best version of this particular house that there is.

So I spend a lot of energy and I'm not always the favorite in the beginning of a relationship because I'm relentless. If I think the furniture needs to go and we need to bring in a stager, not only does it need to go, but again, being particular, there's two stagers I work with and they know I'll be right beside them and saying, quite right. No, we can't have for anything, too polarizing. And taking the time versus just racing to the market to make sure the house looks

as good as it looks, and secondly, is photographed as good as it can be. Photography is your number one asset in artillery and marketing. I firmly believe that. So I'm a big fan of taking your time and making sure it looks really right. The second thing that I think is very important, and in the last year I've taken up improv acting, and so I'm gonna credit my awesome acting coach with this, is micro listening to the buyer.

and micro observing. So when you open the door, you're really trying to quickly read who's my buyer. And you're not being inauthentic and changing yourself, but you're adapting to what you pick up is most important to them. So it's not just a boring tour pointing out things that are obvious, but you're catching the fact that this is a sporty family. This is a cooking family.

Robin Kencel (09:51.538)
This is a family that's got kids running all over, so organization's going to be important. Really spend time on that mudroom.

Justin Stoddart (09:59.758)
Yeah, great points and I think that what you've said there, right, is that each home has a soul and it has to match the soul of that family, right? If it's a very active family, if it's a sporty family and being sure to accentuate those things to where people feel that there's a match, that this home matches and accentuates our lifestyle, right? And I do see that with agents and I don't know if it's selfish.

Robin Kencel (10:10.536)
Yeah. Yeah.

Robin Kencel (10:19.188)
Yeah.

Yeah. Yeah.

Justin Stoddart (10:28.91)
that they want to get the home to market quickly, but like you said, it's like taking time to sharpen the saw. Like take the time to get the home right, right? And even be thinking like you're saying like, what is the soul of this home? And what are people gonna love about this? And be sure that it's positioned and staged. And think that's a question that you've kind of pre-answered that I was gonna ask you is the importance of staging. And it sounds like for you, that's absolutely completely necessary.

Robin Kencel (10:35.432)
Yes.

Yeah.

Robin Kencel (10:43.689)
Yeah.

Robin Kencel (10:56.244)
Absolutely the first thing I go to, I want to pick up on something that you said. if matching the house to the family, you also want to make sure that you're appealing to the broadest audience possible. So if the house has a lot of toys, sporty toys, and you know it'll appeal to that, I still keep thinking to myself, what's the target audience? Primary audience, fine. It's a family of three. I make up in my mind what the target audience is. But then I try to come up with secondary audiences.

so that you're marketing to the broadest group that could possibly be attracted to the house.

Justin Stoddart (11:34.144)
Once you have that, let's say that, okay, this is ideal audience, this is secondary, walk us through your steps. I think that's a very, almost a tactical checklist to go through of walk into the home, who is going to want this, right, ideally, and secondarily, who might, then what's your process, Robin?

Robin Kencel (11:53.801)
So look, I'm a graduate of Kellogg Business School. And so this is straight out of business school. It's no different than when I was running hairspray or Dixie cups or whatever in marketing. It's a business plan. And so the next thing I do is create a business plan. Here's my target audience. Obviously, the mission is to sell the home at the highest dollars in the shortest amount of time. And then I start looking at the tactics.

Working carefully with the marketing department. I'm at Compass. We have so much research at our fingertips. We know print is no longer what it was. It's just not as important unless you're getting opposite page six in the New York Post and you're in one of those markets that that's really going to make a difference next to a sizzly story. But other than that, I've changed over 20 years. I used to be all about print. I'm much less about print. Now,

Justin Stoddart (12:43.478)
You

Robin Kencel (12:50.95)
our focus is obviously on all the things that are online because that's where people are going. So I think that the statistic is something like 89 % of the buyers start their shopping online. Where are they going? They're going to the big guns, they're coming to Compass too. So we've got to look good there. But working with my marketing department, having a integrative marketing plan is critical. And once I get Compass's plan, then...

I supplement it with things. So if I've got PR relationships, if I've got local media outlet relationships, I'm looking to see what we can do to supplement that. So we get great exposure, but talking about the luxury market, we're very fussy about making sure we're in the right placements. So we're not going to go to an outlet that doesn't match what our property is about. If we're luxury, we need to look luxury, feel luxury, smell luxury.

Justin Stoddart (13:48.088)
Yeah, great points. I love that is that you've got to be luxury through and through, right? You can't fake it. You really have to live it, right?

Robin Kencel (13:54.354)
Yeah, yeah.

And by the way, okay, maybe this is a little bit, I don't know, corny, whatever. My team and I also think about how we dress when we're showing a particular house. Like we need to sort of fit the house as well. If the house has a color palette, I'm not gonna go in and kind of be anti that color palette. you know, again, we're trying to be, it's branding. At the end of the day, it's branding. We're branding the house and we're part of the brand story. So it's down to every detail.

you can be assured that a luxury property had so many thinkers behind it and so much thinking in every decision that we need to respect that in the way we market the property.

Justin Stoddart (14:39.276)
Rob and I was the luxury home builder in a previous life. And what you just said there reminded me so much about how when people are building a custom home, right? So much thought goes into that to be sure that it really accommodates that lifestyle and those experiences that we discussed, both for the families that now and where it's headed, right? As the family grows and matures and expands. And at some point shrinks, right? As kind of kids leave the nest and so forth.

Robin Kencel (14:52.232)
Yeah.

Robin Kencel (15:01.66)
Yes.

Robin Kencel (15:07.027)
Yes.

Justin Stoddart (15:08.812)
And so when I hear you say that attention to detail that we would take in the planning and the building and the customization, I think that's a really great mindset for luxury agents to have that you just brought to my attention is that it's almost as if you're building the home, right? It's that type of forethought of this, how this home needs to be positioned in its proper light to be able to let people see what it was really designed to do and be for, you know, for those who live there.

Robin Kencel (15:24.87)
Right. Right.

Robin Kencel (15:30.163)
Yeah.

Robin Kencel (15:36.253)
And that's the key word you just hit it. It's the positioning of the home. And by the way, I'm sure you've been tortured by people like me who have called you and said, Justin, I'm listing this house that you built and I need every fact in detail. Can you tell me all the stones, all the faucets, all the fittings? What I would say to sellers is, hey, if you're in the process of building a home or if you're thinking about eventually selling it, make sure you get the fact book from your builder, take the time.

Do it in a logical way, buy room, so when you're ready to sell, you're just handing over all the detail to your broker, because you don't know if you'll be able to find your builder, you don't know if he'll still have all your notes, and that detail's worth a lot.

Justin Stoddart (16:19.928)
Yeah, it really makes the difference, doesn't it? Where people who step into that conversation with buyers and then first with sellers to say, hey, here's what I learned about your home that I really want to portray in a positive light and emphasize. And then to the buyers, right? And matching that with what they're looking for. And I love how you, you compare that to creating a business plan. I've never heard it said that way, but you really are, creating a business plan for the sale of that home. And when you think of it, that intentionally,

Robin Kencel (16:26.718)
Yo.

Robin Kencel (16:36.445)
right.

Robin Kencel (16:41.362)
Yeah. Yeah.

Justin Stoddart (16:49.868)
Right, so much more thought goes into how are we gonna properly market and sell this home and display it in a way that, right, highlights the best parts of it. So, you you have talked in the past about choosing your battles, right? What battles do you choose to engage in and which ones do you not?

Robin Kencel (16:56.412)
Right. Yeah.

Robin Kencel (17:07.901)
Yes.

Robin Kencel (17:13.734)
Yeah. And are you talking about with sellers or with buyers or with both?

Justin Stoddart (17:18.988)
Yeah, the specific comment that I'm referencing is, how do you know what battles to pick when buying or selling a house, right? Was kind how I had heard you speak to this before.

Robin Kencel (17:28.766)
Yeah. Okay. So here's, you know, real, real story. Very recently, I was representing a property and sellers are either, they're one of three types. They're either very aspirational, right? And they're thinking that their house should go for a certain number, particularly in this market, or they're very realistic, very business-minded and they're

very well, they're very knowledgeable about the market. So it's a conversation or it's just turning it over to the expert and saying, come to me with what you think the pricing is. The battle that I think is always worth having, and I didn't necessarily follow my own advice this summer, is not listing a property that's priced way out of where it should be priced. Because at the end of the day, it's gonna get stale.

it's going to come down, you'll probably end up selling it at a lower price than if you had priced it more appropriately. Now this is tricky because it's not like we have some statistically significant model that we can go to that tells us where a property should be placed. Okay, Zillow tries to do that with his estimate and they've got 400 plus factors, but they haven't been in the home. They're not up to date, they don't know everything. Sometimes they're on target, sometimes they're way off target.

So it's a combination of years of experience and knowing the homes that were sold and why they sold for that price, making sure you're picking the appropriate competitive set, and then sharing all this with your seller to make sure you've got the conversation and a thoughtful conversation so that you together figure out what's the right price to come to the market with. So that's something that I would say is always worth

discussion and if a seller is just too aspirational, sometimes it's best to be the second wife.

Justin Stoddart (19:28.014)
They come back after the fact and say, you, I told you so, maybe not say it, think it. Yes, I do think that, you know, an amateur move that you see some agents make is to just rather than leading, they let the client lead, right? In areas where they don't have the expertise to lead, right? And it sounds like that's one where you say, wait a minute here, allow my research and my experience to tell you how to get the end result that you're looking for.

Robin Kencel (19:44.572)
Yes. Yeah.

Yeah.

Robin Kencel (19:57.639)
Yeah, and let's just sit with that for a minute. So, you know, big shout out to my team because I'm so proud of them. They're really good at research. So they get the trust and they're already they're in their 40s and they're already in the luxury segment because A, they've got incredible networks, but B, they earn the trust very quickly. So you have to earn trust by being knowledgeable and by being skillful. And we know how do you have knowledge? By doing your homework.

doing your analysis and being in the business, not half in, but in.

Justin Stoddart (20:34.926)
Yeah, back to the original theme, right? That if you're gonna be a luxury agent, be all in on it, right? Those who kind of dabble in the luxury space, probably aren't doing themselves and definitely aren't doing their clients any favors, right?

Robin Kencel (20:41.32)
Yeah, yeah.

Robin Kencel (20:49.018)
So here's what I will also say about the luxury segment is there are some commonalities of folks who are buyers and sellers in that space. And understanding them, being able to relate to how they live, how they think about things, how they make their decisions is critical. Just saying one day, well, I want to be in the luxury segment because that's where the big money is.

That's just not gonna do it. You have to have a real understanding, a deep understanding of who your client is and how they think. And again, it's no different than when I was marketing Dixie Cups. We did a lot of psycho analysis and focus groups and we really understood how they thought about.

wax, how they thought about design, how they thought about size. It's no different in real estate. Understanding who your consumer is, who your client is, in a real way and not just because you're watching Million Dollar Listing.

Justin Stoddart (21:54.84)
Well, I mean, I'd love to hear what are you seeing right now around that? What are buyers looking for right now? I know we touched on that a little bit as far as more quality of life, not having to be at the office every day and having an environment in which they can probably do some productive work, right, remotely, as well as have those kind of experiences. What else you've seen?

Robin Kencel (22:02.526)
Yeah.

Robin Kencel (22:12.21)
Yeah, yeah.

So what I'm seeing consistently, and you just touched on this, is really great workspaces in the home, for whoever is working in the home. Which, by the way, is a challenge if you're talking about a luxury second home market, because all of a sudden you've got grown children and you...

got to figure out four offices or six offices, but for primary homes, making sure you've got really nice offices because you're spending a lot of time there. For a while, I think it was, I've got my laptop, I'll work anywhere, but now there could be a lot of commotion going on around you. So dedicated, good offices. The other thing that's so consistent is smart homes. And that's changing all the time.

and who's in and who's out between Crestron and Savant and all these different choices. But a home that has everything by a click, a home that really important, by your phone, you're turning off this house, you're turning off where you are, or you're putting your security on, really, really important. What I am seeing and I'm really happy to see this is the really large home, it's not about the number of rooms, it's about

rooms that are being used. what I love is clients can't always articulate why they are liking a home, but it's often related to proportions of rooms and everything feeling right. So you're walking into a room and it's not gargantuous. You don't feel lost. You feel comfortable. And it goes back to what you said earlier. You can imagine yourself there.

Justin Stoddart (23:54.018)
Yeah, beautiful. As we get ready to kind of come to a close, Dina, I found, I just said Dina, your teammate, sorry, Robin. I had Dina on my mind. So my question to you is you obviously have come up with some really, I'm sure, great questions, right? I think that some of the best professionals out there don't just talk at people, but they ask great questions.

Robin Kencel (24:05.02)
Yeah, that's a guy.

Justin Stoddart (24:20.366)
What is a favorite question that you love to ask and or it could be a couple of them, right? That you feel like really help open people up to maybe trusting you, to wanting to be in business with you and really giving you what you need to really serve them at the very highest level. Can you kind of think about what you'd like to ask?

Robin Kencel (24:35.496)
Yeah.

Yeah, yeah. Sure, look, sometimes starting with the simplest is almost the most revealing. So with sellers, and if I've got two people, husband and wife or whoever, who selling, I like to hear from both of them. Sometimes you'll have one kind of overtake, but I'm very careful to make sure I'm getting feedback from both. And I start with...

What's your goal? What's most important? Is it the timing? Is it the number? Of course, some will say both, but if there's one more important than the other, it's gonna guide my strategy. And then making sure they have their game plan because you have to go somewhere and it's a seller's market.

What's your plan? So making sure they've asked themselves all the questions. Some sellers are getting so excited by the fire of the market that they're a little bit thinking about jumping in. And we wanna take the time to say, how's this gonna fit in with your next move? So that's one thing for sellers. And with buyers, I take some time just to ask, take me through your day. I wanna hear how you use your house. I wanna hear how you go through your house. And when they just sort of walk me through their day,

I start getting a picture of how the house is being used and that's helpful. But the other question I also ask right up front is, are you interested in work or no work? And even if folks say, I'm happy doing work if it's a better price, it's funny. Once we start looking at homes, some of those people drop out and say, wait a second, I just wanna bring my toothbrush.

Justin Stoddart (26:22.51)
I'd love to outsource all of this to you. Please help us. Help us, right? Help us do this. Robin, I have to tell you, it's always so refreshing to talk to people again who are not just proficient in the luxury space and proficient at they do, but they're passionate about it. And we feel that with you. There's just an energy that comes from you as you talk about what you do. And it's invigorating for all of us who love learning from experts, who love learning from big thinkers.

Robin Kencel (26:26.376)
Yeah, yeah, yeah.

Robin Kencel (26:41.097)
Yeah.

Justin Stoddart (26:51.619)
who are continually looking to expand the possibilities of those around them. So we appreciate that very much.

Robin Kencel (26:56.392)
Well, thank you. I'm grateful to my clients and I'm so grateful to all my collaborators and partners, you know, from attorneys down to surveyors. So it's a team.

Justin Stoddart (27:05.678)
You know, I love that you said that Robin for those that follow the show know this well about me, but I've built a digital platform called Pro Insight that is designed to connect professionals with each other. I believe that the very best business comes from other professionals in many cases because they're dealing with clients they know at a very intimate level and they're oftentimes what I call upstream, which is a book actually authored. They're just upstream.

Robin Kencel (27:20.884)
Uh-huh.

Robin Kencel (27:24.668)
Yeah. Yeah.

Justin Stoddart (27:33.806)
from that next transaction and they can really serve that client really well by introducing them to the next great professional that they need and who they know. They've vetted for years. And so I love the fact that you talked about your other partners. That's a theme of really what I'm pushing very hard in the industry is that I believe that the path forward for us to maintain the respect of the consumers is to spend less time on portals.

Robin Kencel (27:42.471)
Right.

Justin Stoddart (27:58.582)
and more time getting B2B referrals, many other professionals who serve those same clients. So, appreciate you saying that.

Robin Kencel (28:02.704)
Yes, yes, yeah, yeah, good on you, great. This has been fun, thank you.

Justin Stoddart (28:09.006)
Well, so fun, Robbins. Thank you again for all your expertise and for our audience. We're grateful that you've tuned in today to listen to this incredible guest. Robbin, is there one final bit of advice that you would give to somebody that is wanting to really serve their clients at a really high level in the luxury space?

Robin Kencel (28:30.886)
Yes, my number one piece of advice is learn how to just stay like a duck, let everything wash off your back. You need to be the neutral, even engine for your clients. It's so emotional in real estate. If you can be the one who's just the calm, steady Eddie, you are just helping them so much.

Justin Stoddart (28:52.046)
Boy, I can't tell you how true that was in building luxury homes. That being that calm voice of reason in the storm is what mattered so much. So thank you for sharing that. And to our audience, I have one final request, which again, number one is go follow Robin. And Robin, where can people find you? Do you have a platform?

Robin Kencel (28:56.819)
Yeah.

Robin Kencel (29:12.478)
Thank you. Sure, they can find me on Instagram at at robincancel or our real estate page robincancelteam.com.

Justin Stoddart (29:21.87)
I love it. Go find Robin, follow her, tell her thanks for all she contributed today. And my final request of everybody are these three simple words and they are go, think, bigger. And Robin, thank you for helping us do that today.

Robin Kencel (29:33.3)
Thanks so much, Justin. Bye bye.