Bridging Generations in Sales and Outreach

E5 with Terri Smith Roca - Selling Through Trust, Not Traffic

• Butch Nicholson • Season 1 • Episode 5

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Building a business used to mean chasing leads. Today? It’s about building trust, deepening relationships, and showing up when it matters most.

In this episode, Butch Nicholson sits down with Terri Smith Roca, a top residential realtor from Johns Creek, Georgia, to talk about what happens when your lead generation engine disappears and how real, lasting growth is built on reputation, not algorithms.

Terri shares her journey of rebuilding her business after Zillow changed its model, forcing her to shift from buying traffic to earning trust. With more than 20 years of real estate experience, Terri proves that while the tools have changed, the heart of great sales has not.

Tune in to hear practical insights on:

  • How to rebuild when your biggest lead source disappears overnight.
  • Why fear of mixing business and friendship almost held Terri back and how she overcame it.
  • How to make your reputation your strongest marketing tool.
  • Why real estate (and sales) is still a contact sport, even in a digital world.
  • Simple, personal ways to stay top of mind in a noisy, AI-driven marketplace.

If you’re a seasoned sales or business leader trying to evolve your approach without losing what makes you successful, this conversation will feel like a breath of fresh air.

Bridging Generations in Sales and Outreach is hosted by Robert (BUTCH) NICHOLSON and produced by Fist Bump

Helping Gen X and Baby Boomer leaders turn their reputation into revenue—without losing the human touch.

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Butch:

(Butch) Welcome to Bridging Generations in Sales and Outreach. My name is Butch Nicholson. I'll be your host today. In my 45 years in sales, one thing that I found out for sure is that success equals genuine connections, whether those connections be with people, places, ideas, and even different generations. And the reason we have this show is so that we can share with each other our inspiration, (Butch) our experience, our insights, and really honor the journey that we've taken to get to where we are today. And today I'm glad to have my friend, Terri Smith Roca on the show. I'm sorry, we were laughing before the show because people call her different names by how you pronounce that. Just call me. Yeah, just call her. So when we get started here today, Terri, tell us where you are now in your journey. Yeah, thanks for having me.

Butch:

(Terri) I'm so excited to be here. Yeah, I'm Terri Smith Roca and I'm a residential realtor with Caldwell Banker. I'm out of the Johns Creek office and I specialize in helping people buy their dream home, sell for top dollar, or make savvy real estate investments. And I work up that sort of 400 corridor from 285 all the way to Dahlonega. And John's Creek is in Georgia. (Speaker 12) Yes. (Speaker 11) Outside of Atlanta. (Speaker 9) Yeah. (Butch) Uh, we have an international audience here. We have to be specific. Uh, so I've known Terry for probably nine months, maybe something like that. And I don't know Terry really, really well, but I know two things about, uh about Terry for sure. One is she's very friendly, always seems to have a smile on her face. (Butch) And I know from an organization called TrustEgrity that Terry and I are both members of, that she has a servant's heart. She is about helping people in all kinds of different ways. She's a great lady and I'm blessed to have her on our show today. One of the reasons I wanted to have Terri on, she has a really interesting journey to have (Butch) gotten to where she is today. So Terri, just share with us when you realized you were going to have to make a change. (Terri) Well, so I was a many years ago. First of all, I've been licensed here in Georgia since 2001. Um, I always kept active license. I did stay home with my kids to raise them for several years, but always stayed active. Um, and, uh, I years ago, probably almost 10, not 10, maybe eight years ago, (Terri) I was a Zillow Premier Agent. And that's primarily how I got a lot of my business and my leads. Also had been previously on different teams. And that whole team setup is wonderful, but it just it was something that I evolved out of. And so then I became a Zillow Premier Agent. essentially I paid into a subscription service and I worked with a lender in marketing and I got all my leads you know from Zillow (Terri) and I pretty much turned strangers into clients and then ultimately into friendships that later on ended up becoming referral partners in future (Butch) business for me. So what happened with, so something happened with Zillow, right? (Terri) Yes, absolutely. So they flipped the script in 2019. I feel like they also pulled the rug out from under me because then they switched everything to, instead of me being the customer with Zillow, they were the customer. (Terri) Instead of paying out my monthly fees, I would just pay when I closed a sale. And it was very kind of traumatizing because then they had all the control on what we could say and as far as vetting people because these were complete strangers, you know, calling in. And I was trying to make sure to not waste their time or my time, but they kind of handcuffed up on what we could say. So big, big change. (Terri) And then I was sort of left thinking and asking myself in my business, how am I going to get new clients? And so that's really, that's what happened with the Zillow in 2019. (Butch) So that, that, that's a big, big change. (Terri) Yes, indeed it is. (Butch) So you told me that when you first realized that that change has been made and you really weren't going to work well in that system, you realized that you were going to have to use some personal connections and stuff. You had a real fear of that. (Terri) Yeah, absolutely. I did. Because as you know, going through any real estate transaction, it is a Yeah, absolutely I did because as you know going through any real estate transaction it is a journey which I love the journey, however things can happen that are out of your control and I was always fearful that if something happened beyond my control that it would devastate or sever a friendship and I didn't want that to happen. But then as I started realizing that I really got no choice, and so I started working with a sphere of influence, people, neighbors, friends, (Terri) and I got all that experience under my belt with definitely complicated transactions, ones that honestly we never thought, I never thought would close, but I would never told them that because you try to protect your clients. Hey, that's what you're supposed to do. (Speaker 10) Right? (Terri) So you're just praying that please let this happen for my client and really sticky situations with lending and other agents and just crazy things. So I realized that after getting that kind of experience under my belt that, OK, I'm now equipped to do that. And I now have the confidence to say, OK, you're in my friend group. (Terri) You're my sphere of influence. You're a neighbor. I am well-equipped to take care of you. And I do kind of try to sometimes explain up front, listen, friend, we're going to go on this journey together. There's going to be some highs and lows. (Terri) There's going to be some stressful times. But ultimately, my goal is to get you to the closing table. And we may experience some things that are out of our control that could derail us. But I'm here. I've got tons of resources. (Terri) So I always say, for people who know, I don't need an agent. I always say, well, it's great when things are going right, but when things go wrong, who you call and ghostbusters. So I know who to call, you know, when things go wrong. So I imagine it's a lot higher percentage of times when something goes wrong, then, then there being no problems at all. There's always challenges, you know, but most of the time, thankfully, we get them (Terri) to the closing table, but sometimes there's delays. Again, you know, we made a list a few years ago of all the different things that can go wrong in a transaction, both on the buying side of the selling side. And there were well over a hundred, in some cases, there were over 200 things that could go wrong that could derail a transaction. (Butch) So, Terri, one of the things I've found over the years in my journey is people seem to be a lot more willing to help us than we believe. And when we actually get over that fear and ask for help in an appropriate way, people are willing to help us. I do think we have to cultivate that and we have to build that. (Butch) And one of the things I believe you said was, it was now you're counting on your reputation, not the traffic. That before it was just traffic because Zulu was sitting there, you said, but now it's your reputation, not traffic. That before it was just traffic because Zulo was sitting there, you started, but now it's your reputation. (Terri) Yeah, so we talk about this all the time in our sales meetings and even at TrustEgrity, that people don't do business with people unless they know, like, or trust you. And it doesn't matter how competitive you might be with your pricing or your fees, (Terri) if they don't know, like, or trust you, and sometimes it needs to be almost all three of those, that they're not going to do business. And referrals in our business, and I'm sure the same in yours, Butch, are golden. Actually, they're more like platinum, truly. So yeah, referrals to say, hey, I just went through this. You can trust trust Terry. She's going to get you through it. We had some challenges that she knew exactly what to do. (Terri) So, yeah, absolutely. (Butch) And another thing I found, Terry, it seems to jive with your, your walk to getting to where you are today, your journey. We wish we wish Zulo Zulo was there. Somebody is going to send me leads. (Speaker 5) Sure. (Butch) But what we have to do now, and I believe it's a better way to do things, is we have to realize we have to find buyers where they are on their terms, not on where we wish they were. (Terri) Yeah, so there used to be a sort of a thing, if you'll say, called I buyers. And that was, that made it, you know, there's always real estate. There's always trends in business trends in real estate. And we had I buyers and it was the whole thing with the Zillows and then all these different, you know, companies that were, um, you could buy your leads and bring you buyers. and so they were trying to do things virtually, and that goes back to finding buyers where they are. (Terri) We realized that real estate is a contact sport, you know? And you really, it always falls back to traditional real estate. You know, you've gotta sit down with a client, you've gotta do an assessment. And even though I, when talking to a client, (Terri) might know maybe something that might be a better fit for them, it really is about tailoring it to what they're looking for, what their needs are for right now, but then also educating them. Because I have people now, clients that have, they've bought a house, but they've lived in it for 30 years, so they haven't sold a house in over 30 years. So you've got to go in, and I love this part, right? (Terri) I love the part of educating a buyer or seller on, okay, this is what to expect next. This is the process. You know, please call me with any questions. I would rather answer the same question over and over than not have you be educated on the process. (Butch) So we, we never talked about this, so this is a new thing for me to ask Terry. When somebody thinks their house is, and I'm going to just use an extreme example, but when somebody thinks their house is worth a million dollars and it's worth 600,000, how do you mitigate that or how do you handle that? Mediate that, I guess, in a better way to say it. (Terri) That's a fun one. Well, I, you know, I start with a lot of statistics. I bring a lot of statistics in, but also it's about learning who your audience is, who you're sitting in front of. So if it's, if they're a numbers person, then you bring out all the stats that you We've got great tools through our local FMLS. We've got a great tool called the absorption analysis that tells you if you're in a buyer's market (Terri) or a seller's market, so you can do things like that. You can also ask them what their timeline is. And if they just wanna push the price and they don't need to hurry for a while, they can sit, okay. And then you can also tell them this, something called, I think it's a three outcomes. (Terri) Either you're gonna sell your house or you're gonna reduce your house or you're not gonna sell your house. So you know, like which outcome do you wanna be in based on statistics of what's happening? And I always say the statistics are a snapshot of the market. (Terri) So if I come and talk to you about losing your house, you know, in the month of May, and you say, well, I've got to get some things done, you know, check back with me in July. Well, we need to pull fresh stats because no telling what's happened in the market, even in those few months. So it's a snapshot in time of what's happening right now. Uh, (Terri) so I do that and just find out about their motivation and also a little bit of a dive into their finances. You know, the funny thing I always kind of chuckle at is real estate is such a personal journey. And so I'd tell people, yeah, I'm the bottle washer, I'm marketing for families, I'm the bartender, I'm the therapist, I'm the financial advisor, you know, maybe watching their kids for date night, you know, whatever it is. I mean, you go on this very personal journey. If you think about it, people are buying and selling the (Terri) biggest asset in their life. And every now and then I just, it kind of, that really weighs on me as goodness. That's a really huge responsibility, but I do take it very seriously. (Butch) So I think, I believe Terry made a great point there. And if, if we're in sales, we have to remember this. You know, we think we have the greatest, newest thing, and you should just buy it because it's the greatest, newest thing. But if they don't need it, it doesn't matter what it is. They're not going to buy it. (Butch) I remember early in my sales career, a veteran agent who did. I was in the insurance business, a veteran agent who did, I was in the insurance business, a veteran agent who did it really well. He would always say, I can give you what you got for less, I can give you more, or I can give you better. Pick two of the three because those three don't exist. (Butch) And I believe this is probably true in your industry in this way. You've got to find what the customer's pain point is or what, what buying your product is going to solve. So, I mean, if somebody has got a, their dream ideal job in California, but they got to be there in 60 days, that's a different deal than if somebody's just looking for a great deal. (Terri) Right, yeah. Yeah, and the interesting thing about the Metro market here is people buy and sell a lot more frequently than they do in other parts of the country. There's statistics showing that. And I think if you think about our wonderful Metro area (Terri) and all the different types of lifestyles that you can achieve. So you live in a single family home, you can live in a condo, you can live in a townhome, you may want a house with a community with no HOA. And there's an ebb and flow as far as timeline in one's life where they're choosing these different things. You might want some acreage. I have a lot of people that are calling me saying saying we want a family compound. We want to take three or four family members and buy (Terri) up, you know, ten acres and build four houses. Now with the new Live, Work, Play lifestyle, people are choosing that, saying, hey, I want to try something different. I want to downsize from my 5,000 square foot home, and I want to live where I can walk to a restaurant or walk to the theater or even maybe walk to work. (Speaker 9) That was me. That's why I bought our last house. (Butch) Completely on where it was not. (Speaker 5) Yeah. (Butch) Yeah. It's not the ideal house, but it's the ideal place I wanted to live. (Terri) Yeah, I've done that and it's fun. (Speaker 8) It's fun. (Butch) And I didn't know Terri at the time or she would have done this for me, but that's what I told my agent. I said, look, I want to live in this area. And that area was within my price range. But I want to find the house in this area. (Speaker 7) Yeah. (Terri) Yeah, I mean, there's a lot of fun, different things popping up in Atlanta with different types of communities. So it really is, it's just a plethora. I just choose which you like. I mean, I have people that have been on in large houses on large lots and because of their stage in life, maybe they're middle-aged and they're saying, Hey, (Terri) we're done cutting grass. We want fun. We want, we call it lock and go. So we want to start traveling. So we want to be able to just lock our house up and all the maintenance on the exterior is taken care of and we want to hit the road and start cruising. So, yeah. (Butch) So, we talked about earlier that Zillow was really the engine that drove your business. Now it's your referral network. So how do you cater to, build, add value to that referral network so those referrals keep coming? (Terri) Yeah, well I think it goes back to what you said, but about, I mean, I really do approach it with a servant's heart and I really, it's about kind of making as many friends as you can. And I tell people that are my friends, you know they're not even talking to me about real estate. Hey, if you need me to be your Zillow, not your Zillow, sorry, your Yelp, we're talking about Zillow, let me be your Yelp. (Terri) And I have people that are just friends and they say, oh my gosh, I need a carpet cleaner right away. Well, I've got a really, really awesome, robust Rolodex so I can help people. So whether it's in a community group I'm in, (Terri) through church or a networking group or whether it's my neighbor or my longtime friends or even my family, you know, if they need something, I'm there and I always tell them, even if I don't know somebody, I will find somebody within a few hours for you. So it's just about that servant's heart and being there and I used to be in BNI, you know what BNI is, Business Networking International. It was a great group, still is. And one of the things I do like about that (Terri) is their motto is called Giver's Gain. And I truly, truly believe you have to always, you know, be sort of forward with your giving because it will come back and pay back to you, whether it's personally or professionally. (Butch) I agree. You know, I may do something. Well, I'll flip this the other way. Terry may do something great for me, but I, but there's nothing I can do great for her, but you might can do something great for her. And I believe all I believe giving, we always get back more than we give and we might not realize it because it comes from different places, but it's my experience that's always been true. (Butch) Absolutely. So on this show, a lot of times our whole show is taken up with, you know, the new technologies, the new ways of reaching out, social media, LinkedIn, YouTube. If you have kids, you're probably really familiar with TikTok, you know, (Butch) all those different things. But Terry, you said that social media didn't really work for you and you knew you were going to have to do it different. So speak into that a little bit. (Terri) Yeah. So I do, I do do some social media, but if you're on my social media, it's going to be mostly professional. Many years ago, I did post a little bit in social media, but I just, I saw throughout history, we'll say, lots of things happening in social media that broke up families and friendships. (Terri) And I just, you know, I really, I just, I post professionally. I do see that it is, it can be really useful. And I know there's a lot of agents that do that. In fact, I used to do YouTube videos, but I realized, in fact, my broker said I should start doing them again. (Terri) But I think it was the content in which I was doing it just didn't fit my personality. So I do believe there's definitely an area for social media. For me, I love the way I get my business It's just making friends and seeing how I can help them Giving in to them and you know pouring into them (Terri) And using social media for I'll post a listing or sometimes if the clients are okay posting that You know just sold their house. I like to be protective and guarded of their privacy if that's what they want. And yeah, so I believe that there's definitely a need for it. It's just the same thing, and I'm probably gonna jump ahead, (Terri) but you were talking about AI and how AI has entered our civilization, and people are saying it's gonna take over like some big monster. I don't know. I can't predict the future. (Terri) But I can say, for me, AI is a great tool. So I use it for my listings where we're going to have content on the listings. And I'll write the content, and then I'll put it through AI filter to see if it can better my wording or add something to it. (Terri) But I always have to go back and re-edit and re-read. Sometimes it gets a little on the flowery side, of course. But I feel like AI is a great tool for Realtors. But again, going back to what we said earlier, this is a human contact sport. So I don't think AI is ever going to take over what we do. There's just too many, too many outliers and too many possibilities, you know, (Terri) as far as what can happen with a client. (Speaker 6) Yeah. (Butch) Several years ago, Bill Gates came out and said that AI can do it. We'll take over the world because it can do everything people do. But the one thing AI can't do is build relationships. (Terri) Right. And I don't know. Can I have emotions? I don't know. (Butch) You could probably train, train it, reflecting some kind of emotions, but still it's not that one on one personal release. I see I'm looking at somebody in the eye. (Terri) Yeah. And I don't know if anybody's been through a real estate transaction lately, but you know, we, we take calls all the time and I just saw my friend Donna just sent me a little reel about realtors on spring break, you know, and it was showing them, everybody's at the beach, they're on the phone at the beach, everybody's at dinner and they're on the phone. I mean, I love what I do, but you know, know it's kind of we're always available and that's what we have to do in order to (Terri) take proper care of your clients. So we have to be available for that 930 at night phone call when you know somebody's signing you know a contract and they're they've got questions or they're really worried about something or they're you know having a call from a lender even at 930 on the Sunday night. So again, I don't know how AI can take all that away from us. I feel like that human piece of it is always going to be there in what we do. (Butch) Yeah, and I think one thing you said was AI is great. There's a lot of ways it helps us. I use it every day, but it can't replace a real conversation. (Speaker 5) Right. Yeah. (Butch) I want to thank Matthew and Brandon for being with us today. If you have any any questions or comments for Terry or I, please just hop in the chat and put them there. One of the one of the one of the social media, quote unquote, things I know you do is LinkedIn. And I believe that LinkedIn is the business (Butch) social media place and it can be treated that way. It's kind of like when websites started being important, if you didn't have a website, I would think you didn't have a business and I think you need to be on LinkedIn to have a business. So I know you use LinkedIn. Yeah. Tell us a little bit how you use that. (Terri) We just use it when we're posting information that could be useful to the, to the, you know, LinkedIn public. We do mess, we use it for messaging, congratulating somebody on a job well done or 10 years at their outfit, you know, their company, things like that. Just personal, little personal touches. And, uh, yeah, LinkedIn is another really great business, uh, platform for us. (Speaker 5) It really is. (Butch) One thing you said earlier, and this just popped into my head with the AI conversation. And I've been in sales for over 45 years. I've been in sales for a long time and almost everything has changed except for one thing and that is no like and trust, which Terry said earlier. Buyers want to buy from somebody they know, like and trust And you could probably know somebody's AI and you might even trust somebody's AI, (Butch) but you're not gonna know whether you like them or not. (Terri) Right. And you know, that just reminded me, one of my favorite things is when I was working with the Zillow leads is always, always say, you know, watch for the pivot. And so I loved it when I would say, (Terri) be meeting a potential buyer from Zillow at our property and they would be very kind of cautious and sort of just very quiet and just reserved with me and then I just started just filling them with information and just jumped into that education component and saying, okay, are you doing this? Have you spoken with Linda? (Terri) Have you this, this, this, that? You know, and then I love to watch the pivot of when they turn around and you can just see it come over their face. And it's that thought of, I can trust her. She knows what she's doing. (Terri) And then they start asking me questions. Okay, well you said this, but what about this? And as a salesperson, that's kind of that, almost that runner's high, right? Is I love the pivot to watch when they've gone from cautious and not trusting to let's give her a chance. (Terri) Okay, now I trust her. Yes, she's my person. That's great. (Butch) Yeah. I don't, I read, saw this somewhere and it wasn't a person as famous as Bill Gates, but they said moving forward in this AI world they seem to be pushing all of us toward that the safest job somebody can have (Butch) is to be a really good salesperson. (Speaker 3) Yeah, yeah. (Terri) And if you think about it, there's no top, there's no ceiling to it really. And, and also, I don't know, I kind of think you're always, I mean, you can learn sales, but also kind of think you're born. I think I was born to be a salesperson. You know, I sold the most raffle tickets for my softball, the most Girl (Terri) Scout cookies. I remember we did a Tupperware party and I was a realtor. This was back in North Carolina and we did a Tupperware party and we turned it into a margarita Tupperware party and we sold so much Tupperware that the Tupperware rep said, Hey, why don't you, well, first of all, we're sending you all the Tupperware. And then she said, why don't you, you know, move from real estate to being a Tupperware lady? I said, no, I'm good. Thank you for all the support. (Butch) Well, that means you can sell high price stuff and lower price stuff. (Speaker 4) Yep. (Butch) You got, you got it all covered. Uh, one other quote, one other question, and we didn't talk about this either. What are the little things you do for your referral network? (Terri) Well, one of the things I love to do for people that are, you know, and who knows who's about to be my client. So they're my friend, but I don't even know they're maybe about to be my client. So we'll just call them all my friends. I love to host and have people over for dinner. I love dinner parties. (Terri) I love for people in my community groups and my friends, I love to have them over where I cook a dinner for them or a dessert and give them a car, give them flowers. I think it really makes them feel very, very special that I took the time to curate a meal for them that was going to be really special and that was their night, you know. And so that's kind of one of (Terri) the ways I do it. And just, you know, keeping in touch, making sure I know that they've got something going on that I, you know, it's about the follow-up. Following up saying, hey, but you know, I know you just, you know, had that surgery. How was, you know, that kind of, you know, that kind of thing. So just pouring into people, but definitely cooking is my, is it my agape, I guess. It's how I show my love. Yeah. I believe it's in building connections. (Butch) That's how, that's how you do it. Big things are good. Big things are big things, but it's those little things that you remember. (Terri) Yeah, absolutely. Or, you know, my broker always says handwritten notes. So handwritten notes, even though my handwriting is terrible, so I don't do them as much as I should. But handwritten notes are a very powerful and very inexpensive way to keep in touch and show people that you're (Terri) thinking about them, you care. But now we can also use texts and just say, Hey friend, you know, thinking about you, I hope your day is going well. And I mean, just imagine the power of that, even a text, you know, (Butch) Now I'm sure you have another network, uh, knowing you, of plumbers, electricians, all the kinds of people that could have to come to your house to fix something. Is that, so you have to build that network too. (Terri) Yeah, that goes back to when I was saying, let me be your Yelp. I have to, I have to have all the different trades in my phone and I kind of also, I do things kind of the old-fashioned way. I guess it's the biblical way of how you, (Terri) how you put people on the phone. I remember I had a lady that did curtains and I called her Curtain Lady Lynn because so now I know if I need curtains I just type in my search curtains and Curtain Lady Lynn comes up or Appraiser John or Inspector Mike. So yes, in order to best serve my clients I have to be that yelp for them. So I'm constantly adding you know to that network every week. And then also discarding because the truth is is sometimes people don't live up to their promises. So then you got to you (Terri) know move on and and find somebody else that's going to take care of the clients. Because also remember when you give somebody a referral that's a direct reflection on you. And if they do a poor job, it directly goes back to you and they say, you know, who is Terri giving a shoddy, you know, referral partners or trade people? So it's very important. (Butch) So Terri, as we wrap up here, is there something we haven't talked about you'd like to talk about? (Terri) I guess the only thing that I would, since I have this platform, like to talk about is just often you run across people in the real estate arena that say, I can sell my house myself. And again, it goes back to those 200 or those 100 things that can go wrong in a real estate transaction. If we sat and told our clients all the things (Terri) that we did for our clients, all the things that we shielded them from, protected them from, all the phone calls that we fielded for them to say, oh yeah, this is how we kept it from derailing, how we kept the deal afloat. (Terri) If they knew all that, I wish that we would have the opportunity to tell our clients that. But we don't, because we shield them, because we want it to seem like a seamless process. And I feel like we're out there fighting lions and tigers and bears, so they could be shielded, (Terri) and they can go on and do what they do best, their job, or whatever it is in their life. And then we just show up up and I feel like sometimes, and I told my sister this, sometimes I feel like I show up to the closing table and I feel like a wounded soldier, you know, with like a bloody bandage and a crutch and limping, but we made it, you know, and I just wish that people that think that they can do it (Terri) without a real estate professional would realize the value of what we do and how hard we work for our clients. Many people say it's a really glamorous type job because they watch million dollar listing and all that, but they're not there when we're sitting with a hoarder and helping them clean out their house or we're staging or listening to them cry because they're about to go through a divorce or they just lost a family member. (Terri) You know, they don't, they don't see that part. And that's, and we do all of that. (Butch) Yeah, we had an interesting experience with that just recently. The founder of Fist Bump, Brandon Lee, wrapped up a deal with a company that bought several different programs from us at the same time. (Butch) And the guy looked at Brandon, the CEO of the company looked at Brandon and said, you know, we could do this ourselves, don't you? And Brandon just said, yes, I do. And looked at him and the guys started smiling and said, and you know, we won't. (Terri) Yeah, yeah, Yeah, absolutely. Um, because what we want to do is let people go on and do whatever they're good at doing, you know, their job or being a parent or being retired or being a, you know, whatever it is that they do in life. And we want them just to, you know, give up, give us all of their real estate needs and we just take care of it and we we get them there. We might be wounded at the closing table but we get them there and that's the point. That's the point. All right, (Terri) Terri, before we wrap up today, tell people where they can find you. Yeah, so we've been talking about this. I'm very findable so I might as well just give you my my phone attached, it's right here, 678-523-2333. And oh, can I tell them my little slogan? Tell them anything. I always say that you won't go broca when you work with Smith (Butch) Broca. Oh, I was going to say that. That's great. So as we wrap up today, and it's really what this show is about. It's about the journey. It's about, Terry said it, know, like and trust. That still works. That's still important. Buyers want to buy from somebody they know, like and trust. But the way they buy has changed. There were a couple of different consulting companies last year had reports (Butch) that the average buyer has done 75% of their research before they want to talk to a salesperson. So that, you know, back in the day, we were the only people they could get information from. But now, as long as they got one of these, they can get all the information that's out there in the world. But they still need the sales, they still looking for the salesperson they know, like and trust. And Terry's certainly done a great job of building that. I know sometimes this can seem overwhelming, like an (Butch) overwhelming journey. But remember, this is about evolving, not about changing, not about starting over. Evolve, don't have to start over. Thank you for being with us today. If you have any questions, as you've seen in the scroll where I am, (Butch) you're welcome to give me a call. We're always willing to help. And one thing I'll tell you too, if we can't help you, I know somebody who can. And we're always happy to do that. So remember, it's about evolving, not starting over. And we look forward to seeing you next week, same time, same place, and be giving out those (Butch) fist bumps. fist bumps. (Speaker 3) Right.