S4 E11: Energy & Enthusiasm Takes Many More Listings
Meet Real Estate Agent James Mattz from Chicago, IL. He shows us how to take 1 more listing a week with these easy steps. James shows how having strong conviction and being passionate about your value proposition will attract business in large quantity.
Ren Jones (00:00):
Welcome to ROADMAP, How to Take Three Listings a Week Until You’re Ready for More. Each weekend, we interview a great agent who’s consistently taking 2, 3, 4 listings a week. And we have an exciting guest today. We encourage you to take notes and apply as much of the knowledge as quickly as you can, and then use the copycat principle. If you’re watching on VULCAN7 or the Lead Gen Facebook group, you’ll have an opportunity to ask questions during the broadcast.
Let me introduce my co-host from San Diego, Carley Hathaway. That’s carlyhathaway.com.
Hi, Carly. How’s the real estate business?
Carley Hathaway (00:37):
Hi, Ren. Hi, everybody. Real estate’s great. San Diego is an amazing place to live, so really good business.
Ren Jones (00:46):
Good. Good, good, good. Before I introduce our guest today, I want to remind everybody, we’re simulcasting the show on the private Lead Gen Group on Facebook. They have 52,000 members, so we have a large audience there today as well. We’ll be pausing for our commercial message during the show as a thank you to the Lead Gen folks.
Let’s welcome our guest today from beautiful Chicago, Illinois, Mr. James Mattz. Welcome, James. Welcome to the show.
James Mattz (01:12):
Thank you for having me.
Ren Jones (01:14):
Thank you for being here. I’m excited. This is your second time. You were here Season 1. Pardon?
James Mattz (01:23):
Yeah. Well, we had a lot of fun last time.
Ren Jones (01:26):
We sure did. We had a lot of fun. And James is very powerful. I’m excited to have him on the show. Not only does he take many listings every week, every week he draws them in with this intense personality, this intense passion. I hope you can just rub off on them and they all walk away with that gift.
James Mattz (01:50):
Well, I’m going to share as much as I can because I’ve got to tell you something. What I do, and what I’ve learned over the years, is transferrable, and it’s all up to the individuals to take the ball and run with it and experience the same outcome.
Ren Jones (02:09):
Good. Well, I’m glad it’s transferrable, and let’s see what we can do. Maybe they can just put it under their pillow and it just goes in tomorrow. It’ll be fun. Good. What’s your day like?
Carley Hathaway (02:20):
When’s our channeling day?
Ren Jones (02:23):
What’s your day like these days? How does your day start?
James Mattz (02:28):
Well, my day starts actually with a five-minute conversation with my team about what our goals are, why we’re here today, and then we do a power-up. We have a fun time getting our energy prepared for the day. And we have a song. I’m an old R&B Soul kind of guy.
Ren Jones (02:51):
James Mattz (02:51):
And we have a team that we power up on from Curtis Mayfield and the Impressions called We’re a Winner, and we-
Ren Jones (02:59):
James Mattz (02:59):
… dance and give ourselves energy, and we do it, and we even have a dance that we do with it, and that’s how we start our day.
Carley Hathaway (03:07):
I love that. That’s a great way to pick up the energy for sure.
Ren Jones (03:11):
I’ll write that one down.
James Mattz (03:13):
Ren Jones (03:15):
Got it down. I’m going to try that one.
Carley Hathaway (03:18):
What time does that start? What time do you meet with your team?
James Mattz (03:21):
We start at exactly 8:00. We talk for about five minutes about again, the day and what our goals are, and what we’re trying to do. And we get into our power-up at exactly 8:11 so that I can be on the phones by 8:20.
Ren Jones (03:36):
Okay, 8:20. Well-
Carley Hathaway (03:39):
That’s wonderful. And what do you think is so important about having that regular routine every single morning, starting with your routine at 8:00 AM? What’s important about that?
James Mattz (03:47):
Well, when you think about establishing a model for success, and then you look at people like athletes, they have a routine, whether it’s Muhammad Ali, whether it’s Tom Brady, whether it’s Michael Jordan, or whether it’s the role players. They all establish some level of repetition that gives them the embodiment of what they are looking to accomplish. And then they do it over and over and over again, and it starts to create the habitual habits that leads them to their outcomes.
Carley Hathaway (04:31):
I like it. I think that’s perfect. And so you said you get on the phones every morning by 8:20?
James Mattz (04:37):
Carley Hathaway (04:38):
Okay. And can you walk us through? What’s your first phone call? Are you time-blocking? Or how do you make your call?
James Mattz (04:47):
Well, what I do is… And of course, with the VULCAN7 system, it’s really a turnkey system, but the thing I like about it most, it gives me the ability to manipulate it and frame it to how I want to proceed daily. And so, I pull down all of my Expireds and For Sale by Owners. I put them into the various folders that I have automated so that I’ll have, for lack of a better way of putting it, a ROADMAP that tells me what to do every day. And then I start into those calls. And of course, once I finish one group of calls, I had it automated to I go to the next group of calls.
And I have five different calls that I make daily as it relates to the type of call. And that usually takes me from 8:20 to about 12:00 every day.
Ren Jones (05:42):
Awesome. So from 8:20 to 12:00 you’re making calls. And in your VULCAN7 system, you told me you’ve got all these folders and all these labels, and you’re moving people around, and making all these calls, and it keeps you organized. Is that what’s going on?
James Mattz (05:54):
Well, it’s very important that it is organized because I have been able to create a line for myself where all I do is lead generate, lead follow up, make listing presentations, and that’s it. I don’t do anything else. But because I’m leveraged in that set of activities, it allows me… I think we’re on course this year… to list about 250 properties.
Ren Jones (06:28):
How many listings do you take a week? So that’s going to be five a week. Or is that what you’re doing? Five a week on average?
James Mattz (06:35):
At least 5, 5, 4, 7 a week.
Ren Jones (06:39):
Okay. How many appointments do you have to go on? To take five, how many do you have to go on?
James Mattz (06:47):
Well, I usually set, between myself and my team, we usually set about 60, 65 appointments a month, and we go on about 50 to 55% of them because what happens is you set the appointments and then in the reconfirmation process people cancel for whatever reason. And so we go on about 50, 55%, and I usually get anywhere between 85 to 88%-
Ren Jones (07:19):
Of the lines.
James Mattz (07:20):
… is my number.
Ren Jones (07:21):
Okay, so your batting average is 85 to 88%. So you go on 100, you take 85 to 88% of the listings that you go on, based on what pre-qualifying them.
James Mattz (07:31):
Ren Jones (07:33):
Okay. And so you cut on them before you ever walk out the door. And you’re going on all of them. Is that right?
James Mattz (07:40):
That’s right. Right now, I’m going on all of them. Right now, I’m also training another person that’s going with me, and they will go with me, and then they will start presenting, and then they will go on their own.
Ren Jones (07:52):
A lot of people on here can’t imagine taking 4, 5, 6, 7 listings at week themselves. And really, it’s buyers take time. But that process of going on the appointment, taking the listing doesn’t take time unless you have a long presentation. How long is your presentation?
James Mattz (08:11):
My presentation usually lasts anywhere between 30 minutes to 45, at the most.
Ren Jones (08:18):
James Mattz (08:18):
Of course, in order to take a lot of listings, you have to have the ability to have a precise and organized presentation so that you can get in and get out to the next one. But the other thing is this, that I think that’s important. In order to take a lot of listings, you have to have the mindset to understand that it is a path and, of course, you have to master that path. I’ve been lead-generating since 1982 when I was with Xerox Corporation and IBM, and I’ve been lead-generating since. So I’m millions of phone calls into this process. And, of course, have been on thousands of appointments. So now, with that amount of tenure and track record, the habits have become habitual. It’s muscle memory. And, of course, in order to do anything on a high level, you have to be habitual in your efforts, and you have to understand that it takes time.
Ren Jones (09:26):
Can somebody right now, take one a week? Right now, learning some basic, get to where they take one a week if they spend four hours every morning looking for business. Is that possible? Can they take one a week?
James Mattz (09:41):
It is impossible not to be able to take one. And that’s the beauty of it. Once you do the things that is necessary to create the one, it’s very easy to create the next one because, as you start perfecting the activity necessary to create the one, you start creating breakthroughs in that process to create the one that now creates two, and then three and then four. And, of course, it doesn’t take 30 years to take 250, 300 listings. However, it’s going to take more than doing it every now and then to create that outcome. And that’s where I think a lot of people make the mistake. They don’t keep at the activity long enough and they don’t do it consistently enough to create the momentum of skillset that unfolds, once you start having the success.
Ren Jones (10:41):
Well, right out of the gate, they can fix a couple things that you’re doing right here. You’re going on a listing appointment. It’s typically 30 minutes from the time you walk in to the time you walk out with a signed contract. Most of them are running two hours. I know they’re running two hours because they don’t pre-qualify, they don’t send any information ahead. And so, they have to get there, ask a whole bunch of questions. Then they have to do a marketing presentation. And then, they have to try to close and fill out things.
So, you’re pre-qualifying, obviously, because you’re cutting your appointments in half.. You’re only going on half of them and then you are… Or you’re sending them something ahead?
James Mattz (11:23):
Yes, we send them information. Once the appointment is set, then my listing manager takes the appointment, pulls the CMA, calls them again to let them know that we’re excited about meeting them. She sends them information to take a look at. And then, a couple of days before the appointment she calls and makes sure they received it and that they looked at it, and if they didn’t, to please do so. And then, the day of the appointment, she reconfirms again.
So I have a process in place that allows me to walk into a door with them having a very high-percentage understanding of why I am there. And I think that a lot of times when agents don’t do those three things the seller does not remember or does not understand why they’re there. And, of course, to the extent that the seller understands why you’re there, that allows you to get right into your presentation, if you have one, and allows you to execute it.
One other thing I think is important is this. When you’re on the appointment, you have to understand why you are there. You’re there to disseminate a specific set of information for that client. And it’s like acting. When you go and act, they give you a script, you have to understand the script, and then you have to practice. And you do the scene, and at some point you’re going to be live in that scene. So you have to understand that you have to be prepared. You can’t come half-cocked. you can’t swing it. You have to be prepared.
And, of course, I’ve got to tell you, I beat a lot of other agents out on listings because they don’t come prepared as I do.
Ren Jones (13:17):
But when you walk in the door and you’ve asked all these questions in advance, and you’ve sent them a marketing presentation, and you’ve made sure they went through it, there’s only one thing left to talk about.
James Mattz (13:28):
That’s it. You just-
Ren Jones (13:31):
James Mattz (13:35):
Ren Jones (13:36):
James Mattz (13:36):
Price is the-
Ren Jones (13:36):
James Mattz (13:36):
… only thing.
Ren Jones (13:36):
Price and sign.
James Mattz (13:37):
That’s it. That’s the only thing I do. I do a price presentation. And one of the other things that I think that I’m going to share a little secret is that you’ve got to let the seller know that price is the only thing. Because once a buyer and a seller agree on the price, then the buyer’s going to take that executed contract and give it to their lender. And the lender is going to order an appraisal. Price! Price is the only thing. And you have to have some level of process to disseminate and present that price information to that client to understand.
And here’s another secret. It’s not about pricing the property to sell. Let me say that again.
Ren Jones (14:21):
James Mattz (14:22):
It’s not about pricing the property to sell. The main thing they have to do is to position it to get an offer. Because you can’t sell the property unless you get an offer. And if you never get an offer, it’s never going to sell.
Ren Jones (14:41):
There you go. I like that. I like that.
Carley Hathaway (14:45):
And I really feel like it’s almost… You’re almost like an actor going in to do it. So it’s not like… You’re not going and winging it. You have a script down. You do the same.
James Mattz (14:58):
That’s right. And, of course, when I come in… And this is the other thing that’s sort of a pet peeve of mine. When you’re on stage, you have to look the part. And so, I overwhelm them with my presence the moment they open the door. The first thing they see is this tall black guy that’s dressed to the dozen. And, of course-
Carley Hathaway (15:19):
James Mattz (15:19):
… my movement with them as I walk through the door and the way that I greet them, I’m very personable. And if they have any level of uncomfort, I break it down right there with my smile, the way that I shake their hand, and the way that I look into their eyes and deep into their soul because I want them to understand that they’re about to experience something that they never have.
And I do that on purpose because I want them to feel… Not only hear me, but I want them to feel me, and I want them to be comfortable. Because people do business with people that they’re comfortable with. And so, my whole presentation is one of being prepared, making them extremely comfortable. And by the time that I leave that table, they feel that I’m part of the family.
Ren Jones (16:12):
I love it. And you’re dressed like you’re going to a wedding when you go to a listing presentation. Is that right?
James Mattz (16:18):
Ren Jones (16:19):
Right. And you know it in your office, in Chicago, in your office, up and down the hallway, are agents who go on listing presentations wearing blue jeans, loafers, a little golf shirt, take a pen-
James Mattz (16:32):
Ren Jones (16:33):
And a yellow pad. And then-
James Mattz (16:34):
Ren Jones (16:35):
… they ask questions. Now, you’re listening five, six homes a week, and they’re listing five, six a year. So, maybe taking that advice and dressing like you’re going to a wedding will make a difference.
James Mattz (16:50):
Well, I’ve got to tell you, in my office, I’ve had the opportunity to be impactful to some people that have made that transition, and others who get in their own way and believe that they can do it their way, but they’re not getting the results that they want or they deserve.
Carley Hathaway (17:12):
I agree with you, and I think a lot of agents forget that. Especially, I’m in California, I’ve seen agents go on listing appointments in flip flops and t-shirts, and then they’re-
James Mattz (17:24):
Yes. Yes. It’s amazing. It completely blows me away. But, of course, being a creature of habit as I am, I’ve always wore suits and I’ve always wore a tie. And that’s not just who I am. Th’s not what I do. That’s who I am. That’s who I am as a person and who I present myself as a professional to my clients.
Ren Jones (17:50):
But you want… You’re right. You want to-
Carley Hathaway (17:52):
I think you’re appreciated. And also, doesn’t it put you in a certain mindset when you’re immaculately, it makes you feel a little bit.
James Mattz (17:57):
Oh, no question. No question about it. It empowers my mindset and it gives me the tools. I mean, I’ve got to tell you something. When I go and sit at the table of the majority of my sellers, I literally blow them away. They tell me that they have never seen a presentation, they have never witnessed the analysis, they have never… And really, I’m not doing anything different. It’s just that I’m intentional in my presentation, my presence. And I’m leveraging it in a way because I am acting, and I’m on stage. I’m on, the cameras is on, and I try to give an Academy Award-winning performance every time.
Ren Jones (18:46):
And James is on stage a lot. Some of the energy you carry. I’ve got to tell the story because I met him in an event, I don’t know, five years ago. And I met dozens and dozens and dozens of people on that same four-day period. But I remember James, and he stood out. He stood out. It was like the one person I remembered I met because he was passionate about everything he thought. And I have to believe this… This is just my world… I have to believe your passion comes through the phone, and they’re like, “I gotta meet with him. I don’t know if he can sell our home, but he believes he can sell our home.”
That passion, if people could embrace that. Fake it till you make it, folks. But just consider doing what he does. Be that excited, that passionate, that much conviction. I would look at passion and conviction are the words here. And it works all day long to the bank.
James Mattz (19:46):
There’s no question about it. I mean, I’m obviously in a very competitive environment here, and also 80% of my business, one of the realms of business that I’m really working hard to master is my database. Because 80% of my business is For Sale by Owners and Expired Canceled Listing. And 95% of my personal book of business is listing. So the thing is that I’m charting out into the hardest realm of the market every day. And-
Ren Jones (20:23):
James Mattz (20:25):
… When I talk to sellers, they usually have talked to a half dozen to a dozen people also.
Ren Jones (20:32):
Yeah. And you have to stand down. And that is a way to stand out. Because I’m getting a lot of questions about the mechanics, folks. Well, we’ll talk about the mechanics here in about one second. Think about what you wear, how you talk, how passionate you are, how much conviction you have, and asking a lot of questions. If you take that piece on and embrace that, then everything else will fall into place. Let’s look-
James Mattz (20:59):
One other thing that I wanted to share real quick was a technique that I think really works, and it’s very simple… Anybody can do it… is when you’re presenting and you’re asking questions, ask the question, look them in the eye after you’ve asked a question, and immediately smile.
Ren Jones (21:19):
Yeah, like you actually care about what you asked. Yes.
James Mattz (21:21):
Ren Jones (21:23):
A lot of the questions are in how you organize your Expireds and FSBOs and your VULCAN7 dialing.
James Mattz (21:29):
Ren Jones (21:30):
CRM. Do you have a way to explain that easily or…
James Mattz (21:35):
Well, I have the call patterns broken into folders. For example, I’ll take down today’s calls, and then I’ll put them in a category that represents today’s For Sale by Owners, Expired Canceled Listings. And then, what I do is I’ll go immediately after today’s calls and I’ll go to my hit list. That’s a separate folder. My hit list represents those sellers that are right on the verge of listing with me or people that I’ve had presentations to, and for whatever reason, they didn’t sign my paperwork or people that are come list means, and I just have to get it scheduled to go to their home and get the listing. And I do it that way so that I can always have in front of me, at the touch of a button, those most motivated sellers, those most motivated opportunities. And then, after I call that folder, then I go to my Monday, Tuesday, Wednesday, Thursday, Friday. So whatever day that I’m in. Today is Tuesday. I already have my Tuesday calls because some of those Expired Canceled Listings, I’ll put them into a Tuesday followup based on the rapport that I have with them. So it automatically creates those calls.
And then after that, I have my Week 1 through Week 4 calls. So I’ll have my Monday Week 1, my Tuesday Week 1, my Monday Week 2. And those Week 1 through 4 calls are to my existing seller clients, just so that I can talk to them. Usually, it rotates to every 10 to 14 days. And again, it allows me to have a rotation, and making sure that my seller clients are still hearing from me, still hearing my voice, et cetera. And then, after that, it’s about 12:00.
Ren Jones (23:35):
Okay. Perfect. All right. That explains a lot. And that should help a lot of folks.
Jessica Chavez wants to know if you have a coach, and who’s your coach? Are you being coached, and are you with a coaching organization or anything like that, or…
James Mattz (23:54):
Yes. I’ve been in coaching since the late ’90s, early 2000. It propelled my business in ways that I could never really share how powerful it’s been in my life. I would encourage anybody that’s listening that coaching is not something that you think about doing. Coaching is something, if you’re serious about going to the next level in this business, you have to do because you have to make that investment in yourself. And most people worry about how to pay for it, and don’t understand that the longer they stay out of coaching, they’re costing themselves so much money and so much expansion of their life.
Ren Jones (24:45):
Well, coaching more than pays for itself, unless you’re not coachable.
James Mattz (24:47):
Ren Jones (24:49):
So it just depends on whether you’re willing to do what they ask you to do, so…
James Mattz (24:53):
Ren Jones (24:53):
It’s not always an easy thing.
James Mattz (24:55):
Well, and again, it’s interesting you say that because a lot of people will spend $1,000 a month in coaching, and they get out in two months. And they get out because they can’t afford it, but if they ask themselves, they didn’t do 10% of what the coaching was asking them to do.
Ren Jones (25:12):
Got you. Got you, got you, got you, got you, got you. If I remember, aren’t you in Keller Williams coaching? I saw that Bold thing up there.
James Mattz (25:18):
Yes, I am.
Ren Jones (25:19):
Yeah. Okay, good. Are you in Bold or are you taking that?
James Mattz (25:21):
Yes, I’m in Bold. I’ve taken Bold about… I think this is my ninth or tenth time taking Bold. And, usually, I don’t take it to learn how to check scripts or anything of that nature. I take it because it serves as a playing field for me to exercise my passions in impacting others because, really, when people are doing Bold, Bold is really a room where people can come in transparently and then share from a vulnerability standpoint and then grow from the failures, experiences, successes of others.
Ren Jones (26:04):
I know. And you’re a give-back guy. You like jumping in. And I mean, you’re a role model for your office. I mean, yeah.
Well, Harry Rostern wants to know what information you’re sending to the seller before you go on the appointment.
James Mattz (26:19):
Well, we have a brochure. We have three different types based on the call, and we send the information to them. Again, I don’t try to make the better or a new mouse trap. It’s a compilation of information that I’ve seen other agents do around the country. And I’ve just copied their stuff and made it my own.
Ren Jones (26:46):
Okay, good. All right. So you didn’t reinvent the wheel.
James Mattz (26:48):
Ren Jones (26:48):
You looked at best practices.
James Mattz (26:51):
Ren Jones (26:51):
James Mattz (26:54):
Ren Jones (26:54):
Follow that because you’ve had coaches for 20 years.
James Mattz (26:56):
Ren Jones (26:57):
And based on best practices, you put together… Yeah. Perfect. Wonderful.
Let’s see. We had a couple of Facebook questions. Harry… Oh, we got that one. Good.
Let’s see. Where is? I’ve got a lot of questions here. Let’s see.
Do you have assistance that market and so they work with you on your team?
James Mattz (27:25):
Yes. I have a listing manager, of course.
Ren Jones (27:29):
James Mattz (27:30):
I have a transaction manager. I have an operations person that coordinates the activities of my team. I have three buyer agents, and I have one administrative virtual assistant, and I have one OSA virtual person.
Ren Jones (27:56):
Got you. Shannon Hodge just wants to know, do you give discounts in a competitive market? I think that’s code for cutting commission.
James Mattz (28:06):
Absolutely not. And can I tell you why that concerns me?
Carley Hathaway (28:10):
Absolutely. Tell us.
James Mattz (28:12):
Well, the thing is this. If a person is going to come into your home and share that their value proposition is their ability to decrease or cut their commission as the antidote to get you your needs met, what is going to happen when that buyer wants to give you a low-ball offer, and that person is going to be the person that has to negotiate to your benefit? Do you think he’s going to negotiate in a way that’s going to fight to get you your money? Or do you think he’s going to want you to cut your price just like he cut his commission?
Ren Jones (28:56):
There you go. So you got the… Shannon, you got the objection handler too. How about that?
I have a feeling, because Chicago commissions run a little lower. They’re kind of like a West Coast commission. You probably charge a little extra, don’t you? You probably charge above the going rate.
James Mattz (29:13):
Well, we are competitive. I mean, obviously, we’re in an environment where people do cut their commission, but our commission is a standard 6%, 7% when I get it, and I never go below 5.
Ren Jones (29:28):
You do realize Chicago’s mostly 5, and you’re doing 6 and 7, and an occasional 5. I love it. Good. What do you do with all that extra money?
James Mattz (29:37):
Well, it comes in handy.
Ren Jones (29:41):
I love it. This has been a real treat. Folks, if you guys can take the intensity and passion and conviction that this guy has, and then systematize a little bit and get a regular routine, you too can take 25 listings a month.
James Mattz (29:58):
Well, you know what? It starts with the individual. What is it that they feel, not that they want, but what they deserve? I think so often we tend to spend time thinking about what we want. We want to do this, we want to achieve that. But what do you deserve? And if you can line up that mindset of what you deserve, it’s a little bit higher of an intention than what you want. Because everybody wants to make more money, but a lot of people don’t feel that they deserve more money. And I think that the mindset has to go from wanting to deserving.
Ren Jones (30:37):
I love it.
James Mattz (30:37):
You’ve got to find that level of deserving for yourself.
Carley Hathaway (30:38):
That’s a great point.
James Mattz (30:39):
Deserving for your family, deserving for your children, deserving for your legacy, deserving for all of those clients that deserve to have them as their agent, because you’re going to do the things, as I said, when you can raise your level of mindset to that and match your action and your commitment to the game, you’re going to go far, in my opinion.
Carley Hathaway (31:07):
I think that’s a great point, because then you’re going to go into all these appointments and phone calls with…
James Mattz (31:13):
Ren Jones (31:14):
It all starts up here, everybody.
James, I’m very, very grateful. Let me read a couple of little things because we pay for a couple bills.
If you’re watching on VULCAN7, and you want to get involved with the Lead Gen Facebook group who airs our show, they’re at facebook.com/groups/gotobjections.
And I want to thank Aaron Wittenstein who runs the group. He runs a program called trajectorynow.com.
And finally, if you’re watching on Facebook and you’re not yet involved with VULCAN7, make sure to sign up at vulcan7.com/leadgen for a special deal.
And then we have… I’ve got James’ secret. James Mattz, you want to know how he does it. You know how he’s taking the listing. Every time at noon, when he finishes up, he goes and gets some delicious Graeter’s Mint Chocolate Chip Ice Cream. It’s the one for taking listings. The other flavors are for working with buyers. And if the listing is a little slow to sell, go out in the front yard, dig a hole, bury it upside down, and that listing will sell just like that. That is his secret. You wanted to know what his secret is. That’s why you tuned in. Now you know.
Go to graeters.com. You can find it in your stores all over North America.
Make sure to join us next week, folks, when we have another exciting guest taking 2, 3, 4, and in case of James, it’s 5, 6, 7 a week.
Carley Hathaway (32:43):
Bye. Thank you so much.
Ren Jones (32:43):
Carley Hathaway (32:43):
Thanks, everybody. I just-
Ren Jones (32:44):
Carley Hathaway (32:45):
… love it. Thanks.
Ren Jones (32:47):