Replay: Building a Better Way to Buy and Sell a Home with Offerpad-170

Kicking off the new year with a listener favorite.

In this replay episode of the Anewgo of New Home Sales Podcast, we revisit one of our most downloaded conversations-our deep dive into the iBuyer model with leaders from Offerpad.

Recorded during a pivotal moment for PropTech, this episode breaks down how OfferPad reimagined the way homeowners buy and sell, especially for new construction buyers juggling contingencies, timing, and uncertainty. You’ll hear how their iBuyer program works, why local market expertise and human decision-making matter just as much as technology, and how builders and real estate agents can leverage iBuyers as a strategic tool (not a threat).

With the housing market evolving rapidly since this episode first aired, this replay offers valuable perspective on:

• The rise (and recalibration) of the iBuyer model
• How certainty and convenience impact new home sales
• Why partnerships between builders, agents, and iBuyers still matter
• Lessons that remain relevant no matter the market cycle

Whether you’re revisiting this episode or hearing it for the first time, it’s a timely reminder that innovation in real estate isn’t just about algorithms, it’s about solving real problems for real buyers and sellers.

Happy New Year, and enjoy this throwback conversation. 🎉

Transcript

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Well, hello everyone and Happy New Year. We're kicking off the year with throwback episode replay, and, this one is our most downloaded episode ever. This conversation is with team from OfferPad that dives into the iBuyer model. How it was evolving at the time and why Certainty, flexibility and convenience matter so much in home selling journey, especially for buyers. Building new homes. A lot has changed in the market since this was recorded, but the core ideas around reducing friction, simplifying transactions and meeting customers where they are still hold up. So if you miss this one the first time or simply want to listen to it again with fresh perspective, this replay is for you. So let's get right into it. Welcome to a new go of new home sales where we discuss innovative sales and marketing technologies in residential new construction with millions of dollars flowing into PropTech, we highlight new systems and share best practices so you can successfully incorporate MarTech into your sales cycle. And now your hosts John Lee and Anya. Hello and welcome everybody. Thanks so much for joining us for a new episode of Anu Go of New Home Sales. I'm your host, Anya Kanten, and I'm her co-host John Lee. And joining us today is Abby Marada and Bra Way. Abby Marada is Senior Director of Training and Operational Performance at OfferPad and Brim is the, uh, director of Partnership. So welcome to the show, guys. We're so happy to have you. Thank you. Thank you. So we'd like to kick things off by giving our listeners a little bit of a backstory of who you are. So Abby, let's start with you. Now, you've been on a couple of my podcasts before, so I'll definitely link to that. Make sure you guys get your, uh, feel of Abby Goodness. But for those who are not familiar with you, um, give us a little bit of a backstory please. Absolutely. Thank you. So I have about 20 plus years, uh, in experience in sales marketing, mostly in real estate and home building. So I spent the majority of my career working for home builders in the sales operations and training space. And then I left for a little bit, which is where you and I really connected and in those podcasts. And I really focused, I think on. Joy and finding my right place and where I belong and what that means to me. And part of that was my journey back to corporate America, to join an organization that meets my values. And so that's how I found OfferPad getting to stay in the industry that I love getting to continue to work with other partners like. And other real estate partners that I love while doing it through an organization like OfferPad. And so I am the head of learning as well as a lot of assisting team members like Brigham in their operations and how we can better those relationships and better our development of our people. Bri uh, why don't you tell us a little bit about who you are? Yeah, thanks for having me. Uh, Brigham, wait, uh, national Director of, uh, partnerships at OfferPad. I've been with the company for over, uh, about five years now, and, uh, have really seen us grow from being, you know, a startup and, and, and a small business to, you know, having the joy of seeing us go public last year as a publicly traded company on the New York Stock Exchange. That was a, a huge career highlight for me and being able to witness that was, was an unbelievable experience as a company. So it's been a fun ride. Currently I work with our. Home builder partnerships around the country as well as with real estate agents, uh, brokerages and their clients to help them, uh, understand OfferPad as a resource, as a solution and understand how we can help them, uh, move forward with some certainty and. Convenience in these, uh, in these crazy real estate times. So for people who are not, who's not familiar with the OfferPad, can you tell us a little bit more about your company and what you guys do? OfferPad is a, a solution for anybody who's looking to transact in real estate. Whether you're looking to buy a home, looking to sell a home, we want to be a, a solution for anybody who is thinking about transacting in real estate, uh, specifically. We have a number of solutions that we provide to people based off of what's most important for them. So we really try to take the time to understand what their situation is, what's their best, you know, route forward. Whether it's the convenience of selling their home directly to OfferPad, whether it's maximizing their home value, uh, by testing the open market, whether it's, uh, you know, avoiding showings and double moves and the hassle of. Lining up closing dates, uh, or if it's simply trying to find a new home. In today's market, we are really trying to be a solution that helps customers with their needs when it comes to real estate. Specifically on the partnership side, we work with home builders to help them line up everything for their clients. So their clients have an unbelievable experience building a new home with that builder and selling their home in tandem with OfferPad so that everything lines up and that customer has a terrific experience from, from start to finish. And then we also provide solutions for real estate agents to help them with their clients. Be able to best provide solutions that they need, whether it's no showings, no open houses. Not wanting to find time to get their home on the market in today's world, or perhaps it's even, you know, wanting to find the right next home for them and not sure how to compete with all the other buyers that are trying to find houses in today's, uh, limited supply market. So we really try to create these relationships. Which is a big word that we use at OfferPad. How do we develop relationships that will help people understand the conveniences and the certainty and the solutions that we can provide? With, with the whole suite of products that we offer. So you mentioned providing a smooth experience for, um, for people who are building new home. So what does that look like? What's your solution for home builders specifically? It's one of my favorite topics because home building today is. So uncertain. You have no idea when that home is gonna be ready. I personally am building a home as we speak, as as, uh, today. Uh oh. What were you thinking? It's seems like you have some moving boxes behind you, so you seem like you're all ready. That's right. That's right. And, uh, it's a very, very uncertain process. No idea when we're closing. No idea when we need to line up that, that, that, uh, you know, that closing date. The benefits of Offer pad allow us to stay in our existing home all the way up until moving date, whether that's in six months, whether that's in eight months, whether that's in three weeks, because it's a spec home and it's a quick inventory home. There's all sorts of ways that we can alleviate a lot of stress. And, and uncertainty in today's home building, uh, experience. So we work closely with home builders to help them understand that when their clients are selling their existing home to offer PAD and buying a new home with that builder, that that's a fantastic experience because we provide certainty and control in a market that there really is not much of of that today. You have, you have to get your home sold. You have to find a short term rental or go live with your in-laws or a hotel. But with OfferPad in our home building program, you are ready and waiting for that home to be ready to close on. And we line those up, whether that's in a week's notice or six months or a year out. We are here to provide a, a fantastic solution for the uncertainty of. When labor, uh, shortages, uh, supply chain issues, you know, windows taking sometimes, you know, four or five, six months to come in right now, we really are, are trying to make this a no-brainer for consumers to say, this sounds way too good to be true. And the reality is, is that it's a, it's a no brainer if you're building a new home today. Mm-hmm. I saw that offer pad even let you stay three days past the closing after they buy your house. Yeah, exactly. And and the best part about it, John, is we even will move you into your new house. I know that's, a lot of people know that. That's fantastic. I mean, yeah. I mean, signs filled and delivered. Yeah. We will literally deliver your stuff into your new home, so there's no physical labor, there's no lower back pain the next morning. It's all designed to just to create this experience. That moving doesn't have to be terrible. Selling a home doesn't have to be a, you know, equivalent to getting a root canal. It can be a better way. And that's what we're trying to help builders understand. Mm-hmm. So I'm fascinated by this IBU space and you know, I know there's a lot of players on in there and, you know, there's some other competitors to you, like obviously Open Door is pretty big and then there's Knock and Orchard. So what are some of the, uh, advantages of using OfferPad, particularly related to builders? And you, you cited many examples there. Yeah. You know, specifically related to builders, the number one thing that I can say as a, as a competitive advantage of ours is the local market expertise and presence. My team is spread out across the country in all of our different markets. We are there on the ground as a resource to the builder to help with training situations that come up. Customers that have questions, we are there as a resource for their teams. In the market to be able to provide solution and also a relationship. Relationships I mentioned matter tremendously to us, and so that's one of the biggest advantages of working with OfferPad is the support that that builder will get from our team in the market to be a part of that community, to be a part of their. They're, uh, backlogged to be part of their sales teams to be able to match everything up and provide the solution for their customers. Obviously that's a great value for builders. 'cause you know, we work with builders all the time and right now with the demand and, you know, um, and, uh, the shortage of, uh. Homes and everything. They are just overwhelmed and swamped in servicing their customers. So having a partner like you that can actually service them and walk them and their buyers through that process, I think it's a great win-win. John, all of those things that Brigham. Has talked about, you know, they boil down to what is our mission statement at OfferPad, and that's to be your best way to buy and sell a home, period. Oh yeah. And that means that it's different to everyone. And if you look at what is going on in the market and you look at how the world has changed and. Consumers and people out there needing to buy and sell real estate for all of these new and different reasons, it has to be special and different for everyone. And we all know that real estate hasn't changed in a really, really long time. And the process, and it's cumbersome and it's difficult, and the buyers and sellers don't have as much control. In your traditional real estate process, and OfferPad wants to give that control back and they wanna change the industry. And that, I think is a huge piece of what sets us apart, that local presence across the board in each market. And one of my favorite core values that we have here is embracing our roots. Which we describe as industry over algorithm, right, is experience is the people in our markets, um, that touch every piece of this process. Uh, being a, a true real estate company enabled by tech and not necessarily the other way around. So talk a little bit more about that. So, obviously we know that a lot of IBU out there, um, recently, you know, some of them got out of business, uh, because maybe, uh, they were relying heavily on AI. And you know, John and I obviously love ai, but how are you different? AI could go wrong, you know, you have to have the right algorithms behind it. Mm-hmm. So, Abby, talk, talk to us a little bit about what does that human, uh, presence, uh, looks like. I know, uh, specifically you guys use real estate pros. Uh, in addition to AI to evaluate homes, we have that local presence, not just in. BRI team and partnership, but we have solution experts in every market, buyer, experts in every market, and then the teams that are evaluating and underwriting these homes helping to understand. Our ability to help sellers sell their homes to us and to help buyers make good decisions on the market. Those are all people looking at the neighborhood, looking at what's coming, understanding what's going on, um, but they're all local, sitting in those markets, making those decisions. And it's also being. As a company, I think what makes us unique is the knowledge that we get from being in that market. I mean, think about how well you know your neighborhoods. Think about how well you know your city. That firsthand knowledge goes a long way with understanding. The value of neighborhoods, the value of school districts, the value of construction, you know, those things that really go into making smart sound, real estate decisions. It's a huge advantage to us to have people firsthand knowledge, helping us run our business. And it, it really gives us, that, keeps us that, you know, ground level, I guess is the best way to say it, so that we can feel. The shifts in the market, we can appreciate the neighborhoods in the school districts that, that go into the value of the area. Um, but most importantly, it comes down to finding out what that customer needs in order to feel like they can move forward. Selling or buying their home. And that's what we take the time to really understand is what is it? What's the most important thing for that customer? Is it lining up closing dates? Is it the free local move? Is it maximizing the home value? If it's, Hey, I need to be out of my house in 30 days. We wanna be able to provide the solution that resonates the best with each client. So what type of a client do you think you cater to? Do you have like a persona? You know, I'd imagine that iy, your solution is not for everybody. Yeah. You know, it's interesting, I, I get asked this question a lot and I, I've been surprised by the persona because it has really encompassed everyone from millennials to, uh, you know, the, the, uh, 55 and older, uh, active adult community to working moms and dads that, you know, don't wanna have to keep their house spotless and clean at all times to someone who's really keen on. The home prices in their neighborhoods and wanna sell it for max dollars. We, we really have products and solutions that provide for every persona. And really it's not about what's what's best for us, it's about what's best for that client and taking the time to understand and then matching the right solution to their needs. So I would say the persona really is across the board, not just one, one type or another type, but we have now solutions that really resonate with anybody who's looking to transact and what matters most to them. And that universality applies to builders as well, from small custom home builders to as well as large national builders. It does. Yeah. The, the builders that partner with us range from small, local, regional mom and pop builders to, you know, top. Top builders, top 100 builders in the country that are, you know, the more national brands. So we, we provide solutions for people that are building homes and we wanna work with those builders to help them understand how we can partner together. So when I think about IBU and selling my home, I'm thinking my home probably if I don't have a top notch. You know, everything is put together and it's in top ready shape. Um, that's the only reason I would use an ibu. Is that the case that you're seeing that it's a fixer upper, in other words, not at all. One of the things that I think is also a, a huge advantage for clients is their homes don't have to be picture perfect turnkey homes. Um, we have a renovations department that actually goes in and will take on some of those. Projects so that the client doesn't have to go hire a handyman or doesn't have to go have people in their home fixing it up, ready to go. And so the home, whether it's in amazing shape or it needs a little bit of, of, uh, you know, call it tender love and care and, and a little bit of, of, uh, you know, upkeep. We have the ability to handle all different types of homes and we can pass some of our renovation savings onto clients as well, as opposed to 'em having to go find an AC company to fix their AC unit. We can take that on for the client after the fact so that they don't have to cut a check. Or have, uh, have workers in their homes while they're trying to sell it, we can handle that for the client so they don't have to. How does the model work? If my house is in the tip top shape? I imagine your goal is to resell that house, uh, pretty quickly, right? So how do you guys make profit? If my house is already in top shape, uh, then do I sacrifice the, the dollar value that I'm gonna receive by using an iyer? Not at all. Um, what we look at is we, when we make an offer on a home, we take the time to. Make the right real estate decision in terms of what that home is worth. We are constantly asking ourselves, how can we pay more money for these homes? The reason why we ask that question is for us, it's not about a fix and flip and making a huge margin on a property. That's not the type of company we are. We are a solution for people that want to sell their home, get a fair price on their home, be able to choose their own closing date, be able to get a free local move. And at the same time, if they are looking to maximize their home value, we can also test the market with them. We can go and test the market and see what other buyers will pay for their home with our cash offer as a backstop, as a, as a backup offer that they can take. At any point in time. So it's really trying to give the seller the empowerment to choose what's best for them with all of the solutions we provide. So we're really trying to. To understand before we, we solve, we wanna be able to figure out what moves the needle for you and then match you up with the right solution with some pretty cool benefits and conveniences along the way. And what, uh, locations are you guys in? Are you, uh, I believe you're out, out of Arizona, or, I mean, being mistaken. So tell us which markets you're in. No, not mistaken at all. So our headquarters are in Arizona. That's where we started and that's where we, uh, set up our headquarters. We are really in, I think we're in 22 markets currently, maybe 23. What is it, Abby? Just, just over, I think we're in, we're getting that 25, 26 as we move into California. That's right. We just opened up in California. So really, if you look at like the, the sunbelt, the, the sun, we call it the smile states. Everyone's going the south. Yep. And uh, the Carolinas were also in the Midwest, uh, in, uh, you know, Ohio and, and Missouri and, uh, Tennessee. Uh, so you can look at our website, offerpad.com and it will show all of our locations. But we are, uh, we are quickly expanding to multiple more states. Every single, uh, every single month it feels like. Oh. So with that kind of a growth, Abby, you must be really busy. So how do you keep, uh, the culture of the company when you're growing at such a rapid pace? That is a great question. I think it's, you know, a big challenge for all companies that are going through what we've, we've been through in our journey. And a lot of that honestly starts from the top down, right? And the investment and the importance. Of that culture and driving our teams towards our core values and our mission statements. One of the things that we do is we've got a learning center at OfferPad, so we bring all of our new team members in to, to hq and we lovingly refer to it as hq. Um, and we go through, you know, a deep dive into our solutions and our history and who we are and our onboarding and our training, everything we do from their first week with OfferPad through however long you're there. And as we are consistently changing with the market and creating new solutions and products, we continue to create that culture of learning for our team members so that. They're engaged, they feel fresh, they feel empowered. And when our people feel empowered and like they have the tools and resources they need, that just transcends and translates right to our partners and our customers. So we work hard at, uh, keeping that focus and tying all of that right back to the core of who we are. Obviously we've been hearing a lot about the market change recently, you know, with the, all the political instability in the world, uh, rising interest rates and you know, a lot of people and say, well, you know, the Iyer model only works in the up market. So, um, do you expect that you model is going to be shifting in any way? Anything that you guys are gonna be doing differently when the market eventually, uh, takes the turn? Yeah, good question. Uh, you know, obviously with everything that's going on in the world today, it's, you know, there's a lot of just anxiety and, and concern that people have and, and one we, we understand and, and, and, you know, feel that same level of anxiety and concern about a lot of things, whether it's, you know, supply chain issues, whether it's inflation, whether it's, you know, what's happening across the country or across. Across the ocean and, and, uh, with war. Um, you know, our, our big thing as a company is we want to be able to help as many people as possible be here for as many people as possible. And, you know, as, as the markets continue to steady out or, or, or adjust, we want to be able to adjust with it. What makes us, I think, a, a competitive advantage in this space is that we are looking at the market. All day, every day. Uh, we employ, you know, lots and lots of local market team members in each market that we offer or that we operate in, that are constantly looking at, you know, days on, days on the market supply in the market, uh, average home sales prices. And so with that we can pivot. When we start to see the market pivot so that we're a solution for people moving forward. And so, you know, I think that making sound, real estate decisions will always be the best interest of not only consumers. But also for Offer pad, and that's what we're prepared to do, you know, relate to that question, you know, do you see IY as a growing trend? Uh, like there's gonna be more IBU coming into this, or do you think there's gonna be a consolidation? I mean, we always seen, you know, Zillow drop out of it. And then there's also some of these, what they call power buyers. These institutional buyers are coming in, buying large volumes of homes for investments or for rent purposes. Is that having an impact on, on your business? Are your consumers not enough to, to comment on that? You know, I think that what we are seeing more than anything is the, the desire for a product like ours. Mm-hmm. Um, you know, we see customers come to us. Month over month saying, Hey, offer pad. I wanna sell my home. And we're wanting to be able to help them sell their home. So we know that there's a lot of demand for a product such as OfferPad. IBU is a very attractive solution for people that are looking to sell their home. I compare it to, you know, why would you want to sell your home any other way? If you can have control and certainty and you get the right value for your home, then that's going to be what, what resonates with the majority of people. And so with that, we really try to focus on how do we help as many people as possible because there definitely is no shortage of, of interested people in this space, and it's on us as a company. To be able to, uh, to try to appeal to more and more people. You know, we have some in our audience beyond the builders that are actually real estate agents and, um, and developers. What is your strategic partnership pitch to to agents and brokers? Yeah, thanks for the question. This is one of the things that I think is I'm most excited about with what we do with partnerships is we work with real estate agents and people might think, well, how does that work with a realtor? And you guys are an I buyer. What makes us unique is that we wanna create relationships. We wanna be able to be there as a solution, not only for consumers, but also for agents. Um, we are here to help agents with their clients that might be interested in skipping all of the showings and the open houses and people coming in and out of their home at a, at a minute's notice. We also have increased our compensation to agents, so we now pay realtors. A 3% referral fee from OfferPad when an agent refers a client's offer pad. So what's neat about this for agents is that they can now make this a part of their business plan to say, let's provide a, an offer. Let's give an offer for my client from OfferPad if it works for the client. Great. The client wins by having all the convenience and the control and certainty that we talked about, and the agent wins in terms of getting a full 3% compensation from OfferPad through our, through our, uh, partnership program. If the offer doesn't work for that client, then the agent just goes and lists the property the way they were going to. So it's really a win-win for the client. It's a win-win for the agent. It's a win for offer pad because we now can bring everybody together. To help everybody win with this transaction. And the secret sauce is when there's a builder involved with it as well. So you got Yes. 'cause my builder audience right now is whispering my ear. What's in it for me? Yeah. The agent, the builder offer bad the client. Everybody wins when we can bring everybody together. And that's the idea behind our partnership program. So that agents aren't left out, builders aren't left out, clients aren't left out. They can all benefit from working together with OfferPad. We like winning at OfferPad, don't we? Brigham? That's the, that's the goal for sure. So speaking of winning, uh, since you guys are a newer company and. You know, started out as a startup, I mean, congratulations on going public. Uh, I imagine that you probably utilize a lot of technology in addition to your human touch. So can you talk to us a little bit about some of the tech that you're using, uh, whether it's, uh, consumer facing interface? Is there anything that's different and unique about the technology that you guys are currently utilizing? A lot of our technology is designed to provide the best consumer experience possible. So from starting from our website where clients can go in and submit their home to getting an offer, they can look at homes that we own to, to buy one of our homes, be able to provide a solution for people that are looking for financing to get a loan, a mortgage, uh, be able to look for all sorts of solutions in real estate that we can provide. It all starts with our website. We also provide a consumer portal for them to be able to log in on the backend and see what's next. That's a really important piece when it comes to selling your home, is feeling like you have control and you know what's happening next. We don't ever want someone to say like, okay, what do I do now? We always provide that next step and that pathway for them to feel like they're in complete control over what the next steps are. In the, in the. The process. We also are providing partnership technology to our partners so agents can see what's going on with their clients. Builders can see what's going on with their clients. So we've made a lot of strategic, technological, um, investments. All geared towards providing a top-notch experience for not only our, our consumers, but also our partners. Moving is one of the most stressful events and building a home, I mean, it just adds 10 times the stress. I mean, Abby, you know, firsthand what that's like. So that's, that's definitely great to, that, to be able to provide that transparency. We do. And, and we want that same. Ability and ease for our team members as well to make those relationships work really well when both people have. Control, inconvenience and feel empowered in any sort of relationship where we're moving towards a common goal, right? It's just gonna make everything easier. So we also utilize technology for virtual walkthroughs, right? We embrace that as everyone has over the last few years, so that if our customers don't. Want someone in their home, we are buying your home. Right? So we are also interested in seeing that home before we purchase it and making sure that we're making those good business decisions. So we have virtual walkthrough technology for our customers to use to take us on that virtual tour through their home, while allowing us to direct that interaction so that we can see all the things we need to see. And then on the homes that we turn around and we put on the market and sell, right? We have the opportunity for people. To view those homes through pictures and virtual walkthroughs that way as well. And with having such a large team of people, our experts in the market, our support teams back at headquarters who are working with a customer all the way through the process, obviously we have all of our internal tools to ensure that that communication is seamless. And our customers feel that collaboration every step of the way. I'm a futurist guy, so I'm always curious and if I can get, uh, you know, inside scoop on, you know, what do you have coming, because, you know, there's a lot of changes that's happening in our industry finally, and a lot of technology that's coming on the, uh, forefront and obviously a lot of macroeconomic factors. So is there any kinda, um, you know, special, um. Technology or processes or features that on the horizon? Our big focus coming out of our, our last, uh, earnings call is on growth. And growth looks, uh, to us in, in, in three different ways. One is in market expansion. You know, going deeper and, and wider in the markets that we're in, you know, expanding to, there's, we're opening up eight new markets this year. We've opened three so far, and five more to come, so we're gonna continue to grow out which markets we're in. We're also going to look to expand into more cities in the markets that we, we operate in. So growth is gonna look like market expansion. It's gonna look like penetration, you know, opening up more zip codes, uh, increasing our buy box, trying to be a solution for more and more people in the areas that we operate in. And then third is ancillary services. You know, expanding our OfferPad home loans program into more states, bundling our rewards programs that we offer to consumers, offering multiple other solutions to customers that will make this a no-brainer or, or an easier, uh, transaction or experience for clients. So that's our big focus coming out of our earnings call is growth through market expansion, penetration and ancillary services. John and, and home builders are part of that growth opportunity. A hundred percent. So speaking of home builders, so if, if a home builder listening to this saying how, this sounds like a great service that I could potentially offer to my clients to, uh, make the moving process, uh, less stressful, what do they do? How do they get in touch with someone? Great question. So they have, there's a website they can go to offerpad.com/hba, home builder Alliance. So offerpad.com/hba will allow them to request more information from my team. Uh, they can also reach out directly to me. Again, it's just brigham dot wait@offerpad.com and you're happy to make those connections and, uh, help them understand how this can be a solution. For their teams as well as their clients. Great. Well, um, is there any, uh, last thoughts that you guys would like to share with us before we wrap things up? We obviously appreciate the opportunity to speak with the both of you and. Your audience and your clients who are listening. You know, from my standpoint and looking back on just the experience and knowing this industry and, and the different companies, OfferPad is, is a really special place because of all of these elements that we've talked about from both an internal level and I, you know, my main customers are obviously all of our team members too. Everyone that we work with and we touch out there in real estate. So, you know, we're just always really grateful and really, really proud to be able to come in and, and talk about our organization and our solutions and what we do. You know, on behalf of my company here, and I don't want to really be a plug for this, but one of the things that we're trying to address similar to you is that whole. Online customer journey and the shopping process. And one of the FI things that we're finding out beyond all the traditional problems of buying a house site unseen and not being able to design it, and all the risks and frustrations related to all that is once they have found their dream home, it's how do I get out of my old home? So. That anchor has actually, um, you know, dampened a lot of the, the experience and actually thrown a lot of contingencies there. And so one of the things I, I'm hearing from OfferPad is that you relieve that fear, that frustration of trying to get outta the old to get into the new and, and you actually make it seems like an enjoyable experience with a great customer support. 100%. That's the goal, is to be able to alleviate that, that anxiety and that concern about what am I gonna do with my old home? Can I make this all happen with my dream home? Uh, we, we are here to provide that level of control that, that you just can't get in the general market. There's mm-hmm. There's so much uncertainty with timeframes and, and closing dates and all the different things that go into transacting and real estate today that we can extend to clients so that they feel like they are empowered to go through this process. I think John, what we're learning is similar to what you guys are learning. We've all pivoted over the last several years and people wanna do more online or you know, all of these different things. We're making these assumptions and we're seeing these trends, but I think when we really dig into it, at the end of the day. Yes, people want those things, but people want choice. I want to meet someone face to face, or I wanna walk through the home. Right? And so it's that unique balance we all have in all of our space to not go too far one way or the other, but to really meet our consumer where they are and give them. The choices so that it's about them and putting them in the driver's seat. I've been in this industry for over 20 years and it's really been on, you know, seller centric. It's really been driven by the builders, not because they don't wanna service their customers. They've never really had the tools to do that. But the millennials today, they've grown up. Having that experience in other industries, in the e-commerce and doing everything on their smartphone and having that power. If we can remove some of the friction, some of the fears, some of the frustrations of, of buying new homes by giving more transparency, more certainty, even excitement and joy, which sounds, those are words you never associate with buying new. And part of that is because you're selling old. If you can, if you can alleviate all those pains, it's a natural desire. To actually buy new, just like new shoes, new car, new phone, new home. Love that. Absolutely. Well, I couldn't think of a better place to end this show, so thank you so much to Abby and Braham for being on today. It was a pleasure chatting with both of you and, and, uh, home builders. If you wanna learn more. Check out offerpad.com/hba. Thank you.