Marketing & Paid Advertising | Cody May

While we'd all prefer to work with warm referrals rather than cold leads, what if while you are generating warm referrals, you could have another highly qualified group generate warm appointments?

Show Notes

What if that group could guarantee a certain number of appointments?

While I'm not a fan of paid advertising for buying and selling opportunities UNTIL you've maximized what you can do from your sphere and upstream strategic partners, I am a fan of what Cody May of Sheridan Street is doing.

It's something that I want you to hear about, and that's why I've invited him to open up his playbook and share how he does what he does and the results that his clients are getting.

And for any that tune in, you'll get access to Cody's free real estate course.
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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 0:01
So the big question is this, how do we those of us in the real estate industry with crazy amounts of ambition? How do we think bigger than the building of our own empires? How do we simultaneously see success and significance, income and impact? My name is Justin Stoddart. And this is the Think bigger real estate show. Everywhere you go on the internet, in real estate, you will find people trying to get you to part with marketing and advertising dollars. And I'm telling you that there are so many that are not a good investment that are not trustworthy. I'm here to tell you today that I have found the person who has the ability to give you the best investment. When you're looking to truly pursue marketing advertising at the highest level. Today's guest has the ability to show us exactly how to do that. And the return that you're going to get by doing that. I'm thrilled to introduce you to today's guest. Stay with us, folks. All right, welcome back guys to the show. Those of you that that follow this show, know that I'm the warm market guy that I'm all about helping you to number one, maximize what you can get from your personal sphere. And number two, to really tap in deep to strategic partnerships, finding people who can refer you all the time. But I'm here to tell you that there will come a point where those two strategies will give you lots of discretionary income, and you can pull that money out of your business. But why would you want to do that? Why wouldn't you want to continue to double down and invest deeply into your business. And when you do that, you're going to want to be sure that you do it with someone who can get you a great ROI. And I have with us here today, somebody can absolutely help us to do that today. His name is Cody may Cody, thanks for coming on the show today.

Cody May 1:38
Thanks for having me today. Man, I really do appreciate it excited to jam today with your marketing,

Justin Stoddart 1:42
super excited. Cody somebody who I have deep admiration for both professionally as well, as well as personally, he's a fantastic human being he was introduced to me by one of my favorite mentors, someone who I deeply admire who has full endorsement of this individual by the way, and just just thrilled to be working closely with Cody. And again for those of you that know me know that I'm I'm the warm market guy, right. I believe strongly that warm referrals are better than cold leads. The cool thing about we're going to learn from Cody today is how the typical way that you can go and invest into cold leads and not get much of a return because you're chasing, he's taken the pain out of that. He's identified how most real estate agents don't convert those at high levels. And he's actually taken that off your plate. So thrilled to be with here today, Cody, let's jump into kind of what what you do. But before we do that, I think it's only requisite to give people a better bio, kind of on who you are. Now you're obviously the CEO, right of the global marketing agency shared in street which is such a cool name, by the way, obviously love that. You're the co founder of the real estate growth Academy, which is a coaching organization really designed help real estate agents and teams make more money, right, which is that's why we're here. I also know that you're deep expert when it comes to advertising when it comes to marketing, both in not only doing that but actually then converting that into real business right not just getting leads but actually getting business. The name of your book is fascinating to me. You're the co author of an Amazon best selling book called What if you could the mindset and business blueprint for your life of purpose. You're the co host of studio PTV marketing podcast and the real estate agent podcast. And your expertise has been featured in Thrive global authority magazine in verse ticker news, Australia and many other prominent business publications. This is no small thing to have you on the show today, my friend. And I'm excited to have you here and I just want to put a kind of a word out to anybody and everybody that's listening here today. If you stay for the entire broadcast today, we're going to be given you Cody's free real estate course. It's cool actually went and got access to it. Just this past week, I was really impressed by what you guys have put together. So that's gonna be a gift from Cody, to to everybody for tuning in today. So long intro but well deserved. Talk to me, Cody. When it comes to marketing and advertising, let's just start this off by asking the question, where do most people get it wrong?

Cody May 4:05
Where do most people get it wrong? I think it's just lack of expectation around what marketing actually is. I think that there's a sense of misunderstanding around building an email list building a text subscriber list. I think that if more people were to invest into actually building their database, like you know, you and I've had multiple chats about this and actually, like play the long term game in business where it's like, how many names and email addresses can I get on my database? Because I think a lot of people rely solely on digital media. So they rely on their Facebook or their Instagram and their Google or the personal Facebook page. And it's like if that ever should get shut down, which we're seeing across the country ad accounts are getting shut down. People are getting censored. This can happen to anyone. So by you, having your own database gives you the ability to actually continue Lee put out your message. So really, I think that There's just not enough education around the value of having people on a database. And then the other element to that is like, people don't know how to actually build relationships with the database. So it's kind of twofold. It's like, we just don't know that we needed a big database, we don't need, we don't know that we need to get people off of the platform into a CRM, and then we don't know how many how much, we should actually be nurturing that database. And I think that the reality is, it's a lot more than we think. And if we were to actually spend more of our time and resources on actually educating the database, by showing up as the knowledge broker in our local market, we would have a lot more successful businesses all around and a lot more sustainable business, because our friend, you know, in front of mentor sron, consistently says, The best way to overcome an objection is to simply have a larger database have a larger pipeline. So that's I think there's just a lack of education around pipeline, or there's just a lack of expectation around like now business and later business. And we need a little bit of both, especially in the real estate market, where the buying cycle for real estate so long, and I think there's just this false expectation that just because I have a conversation with you, somebody should convert tomorrow, when it's like, this is all a relationship business. And we say that, but we don't actually necessarily always believe that. So from a marketing perspective, it's like, it takes a lot more touchpoints to get somebody to make a buying decision. And we just don't we're not aware of, of the how people go from problem where to, to actually purchasing. So I think there's a multifaceted question. And we could go down multiple rabbit holes, but that's kind of like a high level overview answer I would give. Man, I couldn't agree

Justin Stoddart 6:37
with you more, Cody, I do believe that way too. Many agents play the short game, right? Whether it's even with their own sphere, their own database, or especially when they're people who are new, who they haven't met yet who are new in conversation, that conversion takes time. And as we both been taught by our dear mentor, Chevron, is it all conversion happens in conversation, and if you're not actively engaged in a conversation with people, that stems from you marketing to them playing the long game, that the conversion is ever going to come? And then you're gonna say those leads were bad, right? Or my sphere doesn't give me enough, when in actuality, the fingers are pointed right back at us, right? We actually didn't play the right game to actually add enough value in order to get those people and that leads with those people. Give them the value that they needed at the time that they needed it, therefore, they went elsewhere. Right? They went somewhere else.

Cody May 7:27
Totally. Yeah, it's humanizing leads, I think that you're exactly right. I think I said a lot. Like if we were to just treat every lead with respect and care, and humanize every single person in our database, and, you know, treat them like, like, like, doesn't matter who they are, whether they're buying in three months, six months, because when you interview the top agents from around the world, and we work with, we advise some of the top agents around the world, they don't care whether you're buying three months, six months, 12 months, 18 months, 24 months, they don't care whether you're ever going to purchase a home with them. They just, you know, they they they lead with value, they lead with education, they lead with really wanting to make a massive indent in the world. So those are the types of people we'd love to work with.

Justin Stoddart 8:06
And I think there's so much advice out there about what people should be doing when it comes to marketing and advertising. Right, as I described before, they're in everybody who has a real estate license, everybody's inbox daily, and through their news feeds, it's all these propositions that we can bring you leads, right. And I always argue that what you don't necessarily need is more leads, what you need is more closings. And a faster way to get more closings is when it's warmed up, right when there's a warm referral. Now, we all know that, even when you maximize what you can get from your sphere, even when you maximize what you can get for strategic partners, there comes a point where you want to get more leads, right, where you want to have more people coming into your ecosystem into your world. And I guess my question is, what is the unique thing that is done at Sheridan Street, right, when agents work with you, that causes these leads that are cold? To go warm, right to be to be turned kind of not magically, but but to be turned into something that agents want again, as opposed to just a cold lead that they're chasing? Yeah,

Cody May 9:14
that's a great question. There, you know, we work with clients all across North America, you know, and, you know, I'm consistently traveling all across North America meeting different agents from different markets and every every market is very similar and very different at the same time where it's like, a lot of it comes down to messaging. So a lot of it comes down to making sure that you can effectively communicate your message, you know, to to your audience and making sure that you have the ability, sorry, I have people in the background. I'm like I said, I'm traveling consistently. I'm like, you know, in right now back home and in chat and visiting family for a long weekend. So what I was, what I was getting at when it comes to like from from a marketing perspective, I think that The mistake is that people make is they don't realize that the buying cycle, like I mentioned earlier is a lot longer than it is where it's like, there's gonna be like, if we were to take our database and break it down into 10% of people are ready to go right away 10% of people will just never purchase with you. But then the 80% of people just need more time and more education. If we were to treat our database that way, things will get a lot more interesting because we know that the vast majority of money is made in the nurturers made in the follow up. So I think that one of the one of the first things that I see where it's like, it's just a lack of reality, where it's like everyone I speak to should ultimately convert where it's like, well, no, everyone you speak with ultimately needs more time and education. It's like, we've I think we've done a very good job of explaining that, like, we create conversations. So it's like, your, your job is to have the skill and the license in order to take people over the finish line to get them to the contract with close, my job is to have the conversation now, are there prerequisites to that conversation? For sure. Like, do you want to speak with people that are that are buying versus selling? Is there a certain price threshold that you're looking for? Is there a certain intent type you're looking for? Those are all things we consider, but I think that from a, from a warm conversation, I think a lot of it comes down to skills and a skill in conversation to be able to take even somebody that might be a little bit standoffish, you know, because they're, like, my big question is like, why are they standoffish? Are they standoffish? Because they're they've been burned in the past? Are they standoffish? Because that's our standard. Our standard flight or respite, a flight response? Where you walk into a store, for example, and they say, and you say, somebody comes up to you? And they say, Hey, like, Do you need any help? And you're like, I'm just looking. That's a standard canned response. So I think a lot of it comes down to the conversations that we have, we have to get better at actually adjusting the way that we speak with people. But as far as like, as far as like having warmer conversations, that all comes down to nurture, it all comes down to, you know, how many times are you emailing your database? What are you telling them about them? What do they know about you? Do they know who you are, what you do, why you do it? How big is your brand, like our friend Sean says Your brand is your invisible hand. That is a very massive part of what we do as real estate agents is what we do as marketers is making sure we get the right message in front of the right audience. But even the right message in the right incentive in front of the right audience requires nurture, like not everyone is going to be ready to go right away. And we have to have the system set up on the back end in order to continue the conversation in order to continue telling a story on the front end and on the back end. So that's kind of like I guess, like, from a high level overview why people just have a false expectation around what online Legion works. Like, we tell we tell all the people that will come into our, into our world, we said, out of 10 conversations, our top performing agents are converting two to four into an in person meeting, out of the two to four and two in person meeting, generally, they'll have one to two people that decide to work with them, maybe they'll get all four that will work with them. But it's just not realistic to say, hey, I have 10 conversations, and I met with all 10 people in person, I just think a lot of it comes down to people try to you know, sell the like, they try to sell too much, when in all actuality This is the reality with anybody you work with and work from a warm transfer standpoint, it requires how many people you have in your database? How many conversations you having on a weekly basis? How much are you nurturing them? How are you nurturing them? What are you nurturing them with, I think are all important elements towards actually building a sustainable real estate business over time. Because if you look at the top teams in the world, that's really what they're doing. They're tracking every single element of what they're, you know, the conversations had the in person meetings, what happened in this in person meetings, I think that a lot of it comes down to marketing, making sure we're speaking the right message. But the other portion of it is really comes down to sales, you know, your ability to sell, sell, persuade, and to and to negotiate on behalf of the customer, but also for the client as well.

Justin Stoddart 13:54
It's a different perspective, when you show up. And this is something that I very strongly teach in my networks, both of my private clients, and outside of that is that when you show up to get you oftentimes get very little, when you really show up to any conversation and relationship saying, What's the need? And what can I give? How can I fulfill this need? I think people feel that they recognize that, and they have a desire to want to follow you right there. They trust you. Because they don't feel like you're just trying to get them to do something that's good for you. You're really genuinely having a conversation to find out. Where are you at? What are your goals? What's your plan to get there? What needs do you have? And that's a three part framework that we teach, you know, our agents, when they're meeting with strategic partners, is just what's the goal? What's the plan and what needs do you have? And I hear that coming out with you when it comes to meeting with individual homeowners. And this is one of the things that I love what you guys do because although agents could do that, oftentimes they just fall short of time, right that the time they have that with enough people they run out Have it and and or they just they don't, they aren't good enough at it to where they enjoy that, right? Especially when people, when there's not a relationship in place, people sometimes aren't the kindness, right, they've been interrupted. And so really what you guys have done is really kind of outsource some of that right to where those conversations that are needed are happening in your absence, and then turned over to you at the time that they're ready to go see something in person is that right is that we understand what kind of how you guys are solving this, this equation of needing to have those that ongoing nurturing happen, but without it happening to take away from the hours in the day that an agent has.

Cody May 15:38
You're 100% Right? Like you know, we like something we pride ourselves on is like really plug and play into the agents business to give them the the freedom and the flexibility do they still have to work of course, they still have to work like you know, there's not there's no lay down sale that happens. Like it's like, hey, I want to buy a million dollar home. That's not a laydown sale, whether or not like somebody's ready to buy it, there's work that you have to do. On the front end, like what we do is we work on we run the ads, you know, on Facebook, Instagram, Google tick tock, every platform is totally different. Every every platform requires something different. So we run ads on every platform, we dial the leads, and we can either hire you as a dedicated agent. So onboard Hire, Train retain, we're, that's a big pain point for a lot of real estate teams where they're like, I don't know how to onboard I don't know how to hire I don't know how to retain. I don't know how to train talent, I don't know how to, like, I don't know how to actually get I don't have the right scripts, we've worked with tons of teams that like, are you just using the wrong scripts, they're saying the wrong things and which is like, why they're not getting in person meeting set. So it's a mixture of live transfers. So like, you know, if the if this is the first time we've had an interaction with the with the actual lead, then we'll send them as a live transfer for kind of do like more so that the agent has a better chance at actually converting the in person meeting then like an ISA would. So the first time connecting goes to the agent, a live transfer, the agent will convert the in person meeting, if they're already in the database, and they're already on a property search hunt, then we will essentially call them on behalf as like kind of a courtesy call, this would be like a more of a dedicated agent that we hire, train and retain. And then those would be in person showing. So you know, multiple different things that we do. But it's really based around three, three, what we call three machines, fill the funnel, nurture the leads, set appointments, those are those are our three machines that drive longevity of business, because if you look at a lot of the lot of these larger teams or even like a lot of these larger companies, that's essentially what Zillow is doing. It's Yes, the difference between what we're doing and Zillow is like you own the data. So you own the database. So you're not held contingent to to Zillow. So if Zillow decides for three extra pricing, then you know they you lost your you lost your business, essentially, or you lost a very large, very large portion of your business where when you build the database, you run ads, you own the list, you own the database. So that's essentially what we do is like try to either a create live transfers and booked appointments on the calendar or be tried to set in person showing. So another thing that we're really passionate about right now is like a large portion of our of our company is bilingual, so really have a big focus to stand to serve the Hispanic market at a high level, it's a very, like, so if you know Spanish speaking Realtors serving the Spanish population is massive in Miami and across the country. My entire call center is bilingual. So we run ads in English, we call in Spanish, we call it English, we call it like, we just really want to serve the real estate community at a really high level. And the Spanish speaking market is a very massively under top market, especially in the United States.

Justin Stoddart 18:34
And so many golden nuggets there, Cody, that three part value proposition you guys have right, find the lead, nurture it and set an appointment. Again, most agents I think don't scale because in order to deliver those three things, there are so many components of what you describe, have, I've got to first of all, be confident that I can get enough leads support somebody, and then once I feel like I do, then I've got to go hire somebody or recruit somebody and retain that person. Right. Yeah. And then I've got to be sure that once I do that, that they're using the right scripts that will convert enough business to support them and the rest of the business, right. And then it set the appointments where we can somebody can go actually convert that business. Like there's so many variables in there that could go wrong, but I think most agents are like, I'm fine, just working as a solo agent, right? Because all of that is super intimidating. And it's fine, right? But for those that want more for those that say, I want to actually spread the love and add in additional teammates and build something special. And or I just want to do that. But I don't want to take on all this added responsibility myself. I want to actually have quality of life myself. So I'm not going from real estate agent to HR manager. You guys really come to the table with a really interesting proposition is that without taking the data, right, you're taking on those all the responsibility that that bill is up to giving those three deliverables finding the lead, nurturing the lead, and turning it into an actual appointment, right, which is every agents dream as if someone could just, I just wake up in the morning and have like appointments on my calendar of people that wanted to either go see homes or come list their home, like I'd be really good at this business. And I'm telling you like what you've developed here without giving up the data, which we all know is, is is the most valuable part of any business. It's, it's, it's awesome. And I love the solution.

Cody May 20:31
I appreciate that. Yeah, it's, it's one of those things that, you know, if we can dial in the right messaging, like it was something we say to our clients all the time where, you know, like you serve, like, for example, our clients that serve the Hispanic market, like that's a niche in itself, where it's like, if you can target people that are looking for properties that speak Spanish, and from the add to the thank you page to the text message. So the email reminders to the call that they get from the ISA is all in Spanish, and then they transfer to a Spanish speaking agent. That's a huge value prop like for them. But like, beyond that, like, it's also what I encourage every real estate agent that we work with is I always encourage them to look at, I was encouraging them to look at what their niche could potentially be like what you know, this is, this is, you know, something from a marketing perspective where it's like, it doesn't mean that we're not going to serve everyone, we're going to serve everybody that wants to buy and sell real estate, but it's like in our marketing, can we think of something that makes us stand apart. So like, you know, I encourage, you know, when we first started this space, I'm like, I encouraged a real estate agent that was in my local market to niche down to people that want to buy waterfront. And that was a really big catalyst for his business. And he actually said to me is like that was like, the thing that really helped us take off was this understanding this, this idea of niching and marketing, you know, it was a really, really massive, massive focus that he was able to, you know, create an entire business around selling waterfront property, then when we went even deeper with like business owners looking for waterfront property. So if you can really sit down and think about what is my unique selling proposition. And then the other element is not only what is my unique selling proposition, but what is my unique selling proposition to a specific niche market doesn't mean that you're not going to serve people who want to buy and sell real estate, you know, that are, you know, buying four and $1,000 properties. That doesn't mean that just means you're the messaging that you have towards that specific niche market is more incongruency with their pain points and what they're looking for at the time. So that's something that you know, again, we really focus on when we work with clients on the front end, we first thing we ask them is like, Do you have a niche market you're working in? Do you have a target market and then we try to develop an offer around that because we we can we find that we still pick up anyone that wants to buy and sell real estate but then we just be over time through repetition become the the a player in that specific market and we become a no brainer agent for somebody that wants to buy and sell waterfront property.

Justin Stoddart 22:59
It makes total sense if you can give people what they're looking for. Right then you win. Cody, let's, I want to point everyone's attention that's listening to this, whether you're listening on the podcast, or whether you're listening live or to the recording afterwards, I put on the bottom of the screen here. For those that can see it a link to the agent course. And there's tons of value in here guys so much value, I'd really encourage you to go and take a look at that. The website for those that are just listening to the podcast, it's our E dot studio PTB o.com, Ford slash clients kit. Again, that's our E dot studio PT B o.com forward slash client kit would really encourage you to go there, take a look at that, and gain access to this wealth of information that Cody has delivered to those that that are simply tuning into the show. Appreciate that very much, Cody. Any final words Cody that you would say around the topic of marketing advertising, right, we've really discussed how it's really having conversations with people that if I what their needs are and then fulfilling this in the way that you guys are delivering kind of your service. It's all about what do people really want? How do they need to be communicated with how do they want to be communicated with and delivering it, like what people want how they want it, right? At the end of the day, that's that's what we're doing when we're marketing. It's not about getting something from other people, it's about giving real value. there's anything else that you would add around this topic.

Cody May 24:18
You know, I would just look at current market trends. You know, become a knowledge broker right now, if you're a real estate agent, like no matter what state you're in, or what area you're in, in the world, like you know, be a knowledge broker like find out ways in order to make like magic happen for your clients. You know, there are certain things that we were at a conference three weeks ago with Ron and I just had no idea that you could pull like you know, like this they were coming up with creative financing ways like pulling money out of your 401 K in order for a down payment on a home like that's just something that a lot of real estate agents don't talk about. So you know, find different ways different entry points to continually give value back to your your your clients and people are in your database. The biggest thing I would say from a marketing perspective, like if you knew nothing else other than, you know, if you have 500 people in your database, you should aim to by the end of the year to have 1000. And then in that 1000, if you just dedicate yourself to making sure that list is emailed three times a week, you'll see massive results like email, like the biggest thing I would say to any real estate agent, because real estate agents, for some reason, even to this day are like very wary about sending you emails to their list, you should be emailing your list at least three times a week, 99 emails a day, on average, usually what a person gets. So it's like, you're irrelevant. If you're only doing your market update email once a month, they're just not seeing it. But even if even if they're seeing it and you have 30% open rate, you only email them once they're remembering you once a month, there's a reason why we say post every day on social media, it's the same thing with your email, you should be emailing your list at least three times a week. And if you do that, that is nurture your once one once a month, email is not nurture. Like if you're only connecting with your people, your database once a month, you're just you're not nurturing your database, like three times a week minimum should be the goal and should be adding, you know, adding 234 or 500 emails every single month, your database should be the goal as well.

Justin Stoddart 26:17
A different perspective from Sharon, I think a lot of agents are reluctant to do that. And here's why I believe it is because yeah, they've outsourced their emails to something that doesn't sound like their voice. So when their friends receive it, they either unsubscribe, or they they they delete and even don't even open. Whereas when it can sound like it's coming from you like when I get Cody's emails, I feel like they're coming from you. It's your voice, right. And so there's this human connection together with great value. I would say if you're outsourcing emails to something that you can't at least personalize to make it sound somewhat like you. They're not getting an email from you. They're getting email from some service. Right. So I think it's important that, that when you're talking about showing up in people's inboxes, it's you doesn't mean that you necessarily have to write it forever. But it needs to be your content, your ideas, your voice, your tone, to where people really feel like they're building relationship with you, and you are their knowledge broker as you as you referenced it. Exactly. Let's final question of the day. You are a big thinker, you and I were having a conversation this past week, that expanded my possibilities. Right. And I feel like this is just a general theme of people that interact with Cody May, is that you've paid the price to be around other big thinkers. It's rubbed off on you. You are now a big thinker, and you're rubbing off on other people. So again, I'm grateful to have you here today. What does Cody may do to continue to be a big thinker to continue to expand your possibilities? What does it look like?

Cody May 27:43
Live Events, man, live events change lives, the more I can get around people that are doing really cool things in different industries, like I made it a goal for myself to be at least one live event per quarter. That is that is the goal. And that is what I've been doing. I just got back from Sean's event in, in California about three weeks ago, I'm headed to an event. This week that I'm speaking at in Miami at an RF event. I tried to get around people that are doing cool things and cool places. You know, I've been a part of masterminds with people like big thinkers, I'm not afraid to reinvest back into my personal growth. Because I know that it allows me to think bigger like you said it when I get it, I find that when I go to events, specifically live events, it unlocks a totally different part of my brain that allows me even if I'm not necessarily engaging with the content of the person speaking, it unlocks new ideas, because I'm around people that are thinking big, and I'm around people that are inspired, excited and grateful about life. And even the conversations we have when I like I tried whenever I tried to go to events, I try to go with other entrepreneurs that are doing cool things as well. So that would be the thing I would say is like if you're unsure of just where to start, get to a live event at least once or twice a year. It'll absolutely change your life. I have friends that just got back from Funnel Hacking live who were like, it was amazing. You should have been there. And unfortunately couldn't go this year. But yeah, live events, man live events, change lives. Try to get as many live events you can.

Justin Stoddart 29:12
I love it. I love and I'm actually flying out to one today. So appreciate that. Good. The good validation is a good decision. Cody, thank you so much for everything that you've contributed here. I know you and I have plans to do a lot more together in the future. I'm excited about that. And I would encourage everybody for listening here today and you've ever thought to yourself, I want to scale, right? I want to grow beyond just how many times I can pick up the phone, how many times I can respond to to you know to emails, there is a cap to that. Now we can stretch that by having the right upstream partners, we can stretch that. But imagine if you could even take it one step beyond that once you get to the point where you have those partners in place. And yet your time is still capped. What if you were to employ other people that necessarily weren't on your payroll, but other people who are expert at delivering appointments Send your inbox Cody's that guy for that excited to to continue to allow you Cody or encourage invite you to continue to help me to think bigger. So very appreciative for that. So thank you for that and everybody listening here today my final request is this their three simple words and they are go think bigger. Cody so much for helping us do that today my friend. I'm thrilled to be in partnership with you talk to you my friend. I will see you soon. If you enjoyed this episode that I have a very special invitation for you. I have created a private Facebook community called successful real estate agents where the focus is going beyond success having both a successful business and a significant life. If you're not yet a member, go sign up now.