Offerin' Real Estate Insights

Scaling Your Real Estate Team with Leverage, Culture, and Coaching: The Incorvaia Blueprint

• OfferIn.io • Episode 11

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What does it take to grow a thriving real estate business from a family trio to a powerhouse team of 50+ agents? 

In this episode, Darrin sits down with Mike Sr. and Mike Jr. of the Incorvaia Team at eXp Realty to break down their approach to real estate team building, agent recruitment, and leadership in real estate. They share their 20-year journey, including key hires, overcoming burnout, and the mindset shifts needed to scale without sacrificing quality or culture.

You’ll learn how they use virtual transaction coordinators, admin support, and scalable real estate systems to maintain team accountability and streamline operations. They discuss their commitment to real estate coaching and mentorship, the critical role of a well-managed database, and their strategy for agent retention in today’s competitive landscape.

Whether you're building a brokerage, expanding your team, or just trying to manage your real estate leads more effectively, this episode offers tactical advice and inspiring takeaways. Plus, hear how OfferIn's tools have become a key part of their eXp Realty team strategy to boost productivity and clarity for agents and clients alike.


👉 Discover how Offerin helps agents win more deals, save time, and look like heroes to their clients. Visit Offerin.io to learn more or schedule a demo today.

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Welcome to yet another awesome podcast of offer in. We're super excited for our guest today. We have, a dynamic duo here. The, in Kavya team, we have, father, son, Mike senior, Mike junior and I, we're super excited to have them on. They are truly impacting the way real estate is done in Northeast Ohio and beyond within exp. I've had the opportunity to get to know these guys, as offering customers, but then also just, as leaders in their field and the way they're, they're impacting things. You brought them on today to talk about teams building a team, how to have a successful team and, some of the dynamics of of that. So, gentlemen, welcome to the. Well, welcome to this episode. Thanks so much for for being on. Thank you. Thanks for having us. Yeah. So, so give me a quick or senior, give us a quick rundown. How did this, this epic journey start? Well, started with Sylvia, who was really the realtor. Because I was an insurance agent for 35 years. And, yeah, after she had been in business for about 7 or 8 years, she started getting very busy. And I told her, I'll go get my license in order to help you with overflow, buy or sell or whatever. Yeah. And, I did that, and but I had always been behind the scenes running the marketing and stuff like that for her business. Yeah. And then it was about six months after I got licensed. No, I'm sorry, I got licensed in 2003. And then in 2006, we moved from her previous company to Keller Williams. And and then in September of 2006 Mike joined and he was really the first person to be a part of what we would then call a team. Team was nothing more than the need for leverage. Yep. Too many people in this business start a team before they really need the leverage. And they're just people that get together to say they're a team. But really, it's the result of needing leverage because you're producing so many leads and things like that, that one person cannot follow up on it. So Mike came aboard as a brand new realtor in 2006, and he was going to take care of Sylvia's buyers. That lasted probably a month or two because he started going to see with his own people. And really, you know, it's, you know, he's been off to the races ever since then. Yeah. At the time when we were starting the team, I was also the operating partner for Keller Williams office in Westlake, Ohio. So I really wasn't involved in our team as much. As. I was back then. But I saw a couple of other guys that put a team together and was growing, and I says we should be doing that for ourselves. Yeah. So just to give you a quick summary of what's happened since then, in 2006, it was just the three of us. Today, we're a team of the three of us, plus three administrators and about 50 realtors total. Excellent. Yeah. So that's pretty, that's pretty impressive to go from. You know, the three of you family run business, right? I'm sure there's some dynamics and energy there that, you guys had to work through. Oh, yeah. Yeah. Junior, you want to tell us, a little bit about that growing up in that and that world, right. What was what was kind of the thing that you said, hey, I'm doing this. This seems awesome. I want to be part of this business. Well, a couple things happened. So I bought my first house at 18 years old. We look back at the date the other day, two months after I graduated high school. Oh my gosh. I bet your high school buddies probably weren't doing that at that, two months. But they were. They were all at that house. Oh, yeah. You know, at some point, let's just go. Got it. There we go. So anyways, I bought my first house two months out of high school. And at the time, I was in the car business. Yeah. And was doing good. Doing good in the car business, selling a lot of cars. And then they decided to promote me in the management at the car business. And I love cars. I love the automotive business, but the hours are grueling. And, you know, there's no flexibility whatsoever. You got your one day off and that's it. And it just wasn't working. So I said to my dad at the time, I said, I gotta figure something out. And he said, I'll get your insurance license. You can work with me in the insurance business. That did not last very long. Insurance is by far the most boring industry you could ever want to be in, because you know, we were with a company that we didn't have. Now most of the insurance agents who are doing really good, they have 20, 30 carriers. They're independents. Where we are captive, we have one company, and I was doing it for, you know, a short period of time. And my friends would say, well, why the rates go up? And I just told my dad, I don't really want anything to do with this. He said, then get in the real estate business with your mother. Because my whole life growing up, my mom got licensed in the 90s. I'm a kid in high school, and then after sitting around the dinner table and they're naturally having real estate conversations after time, you know, it becomes repetitive that I'm automatically knowing what contingencies are and escrow is and earnest money is and all these different facets. So just listening to them talk about scenarios that were going on when I got licensed, it wasn't a learning curve. It was right off to the races. And even though, you know, next year will be my 20th year in the business, it's almost like I've been licensed for 30 years because I was helping my mom look stuff up in the computer when I was 14 and 15, and helping her put out flags in the neighborhood and just doing certain things. So I have an effective age for my real estate license. Just like homes have an effective age, and the dynamic is very much different because senior and I have similar personalities in that we are direct, we don't sugarcoat anything, we just tell it how it is. But we're also different because I'm OCD with everything and he's not. Sylvia is very outgoing and the people person, so the three of us are very different. It's a great dynamic because when we're helping the agents on our team, we all give different strengths to the agents and some of them come to different. One of us for specific questions. Yeah. That's great. That's really good. So, senior, you mentioned something that was probably way deeper than me. Maybe you meant it right in the first first minute there. Leverage. Don't build the team unless you have. You want to do it. Share with me what you mean. So. So if this is, you know, if agents are out there, here in this podcast, they think about, hey, I really want to build a team. What's that thing you're going to tell them? But, well, I, I for people to say, I want to build a team, I get it. That's the normal thing to say. But actually you as you build your business a team as a result of meeting leverage and adding people, you're always one person away from getting to the next level. So whatever that person may be in the beginning, for an agent who starting to get busy in the world we live in today, I would say a transaction coordinator is probably the most important person. So if you're an individual agent, you start doing 2 or 3 deals a month. It's pretty it's pretty hectic to handle everything that needs to be, you know. Plus, in addition to being hectic, it's not really what you're a realtor for. You're not an administrative person. You're you should be dealing with people you know. And really, that's the only thing that matters. Because if you can't, if you can't get people to work with you that like you and trust you and know you, then all the other stuff doesn't really matter. You can you can learn all of the administrative stuff and have somebody help you with that. But you've really got to be. That's the reason I make it so successful, because he knows more people than anybody I've ever met, to be honest with you. And and that's, you know, that's really what that. Tell tell them about like when, when I go into Costco with you. What happened? I went to Costco with them one time was like, every five minutes. Somebody coming up some time? Yeah. We've lived in Strongsville for 38 years. And, you know, he grew up there since kindergarten, so he knows he knows everybody he knows and everybody we know. That's right. You know. So it's just, you know, and it's all about, you know, people your database and being able that, you know, work with those people. So but but the leverage thing is, is you've got to have, you know, it's like when you're the one person, you should have somebody behind you and you just throw over your shoulder everything that you don't want to or can't do or don't want to do. And they should be standing back there, catching it and doing it to give you more time to do the things that move your business forward. Yeah. So what were the first couple hires you made? So as the three of you, one of the like, if you're going to direct someone as they're building their team, what's the right next. Hire an administrative person. If you read the millionaire real estate agent book, and I'll tell you, it's a marketing person, but really, it should be a marketing somebody who could do marketing and administrative stuff. You know, somebody who's, you know, when we when we sell a home, you know, we so if you go out the list of home, you got to have somebody who's going to input it into the computer. You know, and then, when the home goes under contract, that person is going to contact the title company, the lender, the other agent. They're going to be, you know, taking care of, all of the administrative stuff that goes back and forth. We as agents shouldn't really be touching anything of that. Once the contract is down. Well, and there's also something to that, that there's something now that didn't exist when we first started this. There's virtual transaction coordinators. Now that really weren't a thing. We had people in office, salaried people that were doing transaction coordination and other things. Now you can get a contract to closed person that you pay a fee per deal. And what's what's funny to me, it's very shortsighted on some newer agents that are doing business. They let's say, ATC per deal is 2 to 300 bucks per deal, and it's a licensed person that is following all those details. Some agents would be shortsighted enough to say, well, I don't want to give up the 300 bucks. I do it better on my own. Well, then you're not doing enough business right? It's probably doing, you know, a couple deals a year. They have the time and the opportunity. You don't have that right. But the. For. Yeah. And leverage is either people or tools and systems you're offering is a tool. And it's definitely leverage I mean it takes a lot of work load off of the agent that's using it. So your your offering that you now have it. You've just added a new tool to our toolbox that didn't exist before. While speaking speaking of the first time that we used it when I got it from you Darren, maybe six months ago, it was literally 1030 at night, getting ready to go to bed for the evening and like 3 or 4 offers came in and my seller on that house was a tech guy. Yeah. And he's like, dude, we got an offer. They waived inspections. It's over. Ask there's an escalation clause. I'm netting this. Then another one came in. He kept saying, dude, dude, you know, he's like this is awesome. So it just it just made the process like unbelievable that it was happening in real time. Yeah. And for some of the listeners that may not know offer and yet Mike, your customer is getting communicated to and here it is 1030 at night and you were maybe watching you know, or to the Cavs game or doing whatever you wanted to do right it for your own personal life. But yet the system was was working for you. So to your point, senior leverage, you find tools that you can can make you more efficient. So yeah, I'd love to hear in that story. In fact, I reached out to some point that weekend. I was like, hey, you're new to our friend. How are you, like using the system? You're like, I like it, but my clients love it. Well, and here's the other thing about it that particular scenario, when that happened, it was like 4

or 5 offers at 10 to 11:

00 at night. I didn't have to spend the next morning with a Google spreadsheet, making columns, putting every single thing in and doing all that. You know, everything was was very, very accurate and even take the net portion out of it, even if I had to run that at the end, the portion of just being able to see what the offers were when the closing dates were, all the things lined up in columns for them, they absolutely love that. That's great. So those are some of the tools out there. There's there's a bunch of other ones that help agents be more successful. We're we're biased. We love offering. We're proud of it. Some of the other things I've noticed, I've I've been invited to come speak at your masterminds, but something you're doing when you have a team, how do you keep your team motivated, educated? How do you keep them sharp? Because obviously you guys are producing at a very high level. So what is the secret to you leading the team? We well, we we have, Laura Justice on our team who we when we were at Callaway, she was at Keller Williams with us, and she was a broker there, and she's not only was she a broker, she was a maps coach, which is, a coach in Keller Williams system. And, you know, all that knowledge that she gained there and obviously all of our knowledge with the production that we do, we do weekly coaching at our office on Wednesdays every Wednesday, and it's a time for the agents to come. Even agents that aren't on our team attend to see what we're all about, and we collaborate with each other, and we go over scenarios of what's happening in the market, how to overcome their business planning and getting things organized using I me going over my process. From the time somebody contacts me to how many times I communicate, how I communicate, how I conversate with I using these different platforms to keep the agents involved and engaged. Where these other brokerages or teams may have team meetings, where they're going over news in the in the real estate market nationally, where it's not really hyper local and doesn't pertain to what specifically going on to help those agents do more business. And it's and it's and it's also accountability. They'll tell us what they want to you know, what they did for the week. You know, what was their goal for last week. You know, example, I, I'm going to get two people under contract for a buyers agreement. You know, now it's the next week. How did you do you know, what could you do different. What are you going to do this week. We have a we have a girl on our team that she's she's a good producer doesn't always isn't always able to come. And she came to one of the coaching and I said just go in your phone and find ten past clients and call those ten past clients and talk to them how they're doing. It's not a real estate call. Just checking in with them. She got three pieces of business out of those ten phone calls. The next week, came back in and said, I can't believe it. Every agent's looking for the next shiny object that's going to get them more business or get them more leads, but they're missing out on their number one thing is their database of people. They've already done business with that like them. That's great. And one of the questions I had for you guys is like, you have a team of you mentioned 50, 50 or so agents. You know, we do see statistics that 75% of agents sell five or less houses a year of those 75%, 49% sell zero. Right. So, you have a big team statistically big enough to start seeing some trends. If a new agent comes in on your team, how do you move them from brand new to productive? I think that was a great tip. Saying, hey, database, but do they have a database? Do you have. So how do you do it? I can give you a really dialed in specific example. Perfect. One of the guys on our team, Allen Evangelista, he wrestled with me at Strongsville and he was a great wrestler. Him and I used to battle all the time on the mat. We've been friends forever. I know his work ethic. He was a teacher for 20 years and he decided, you know what? I'm really kind of over the whole teaching, I want to get into real estate. I've always liked real estate, so he got license. And right when he got license, I told them, you need to get a database of all the email addresses of the people you've dealt with over the last 20 years, people that you're familiar with in the community. You need to get all your friends, all your family, get them organized in a list. He did it. Then he said, hey, do you have any open house opportunities that I can that I can hold open? I'll shadow an agent on the team who's experience. So he did that. Then he got the knack of it. Then he started showing properties, figuring out how to do it and watching exactly the way to do it. The mindset of the wrestler is they just go and they just do it. And that's why people like myself, people like him. A lot of wrestlers in business actually senior to me, you just go and do it and you know, those are the kind of people he has already not even been licensed for one year, and he's already over 25 closed transactions. He's already surpassed his teaching salary, potential is going to double that. And it's because when we say go do something, he does it and he does it at a high level. We had a scenario maybe a month ago. I had a listing in Hinckley. I was driving home and I was about 45 minutes away, and we had an offer deadline, and there was no way I was going to be able to get there in time. So I said, well, can you show this property you're going to need to call them. You're going to need to get a buyer agreement. Everything. He goes, I'm actually three minutes from the property within five minutes he had called them ten minutes. He had sent the electronic agreement. 25 minutes he was over there, wrote the offer and ended up getting it accepted. And that was a huge success story, right there. Just because he was in the right place at the right time, willing to do what it takes. But then, on the same token, I'm sure you were going to ask us, are there agents that don't do these things right? And yes, we've had those on our team as well. The point of principle 8020 or. Yeah. Yeah, 20% of the team does 80% of the work production. Yeah. I mean, we, you know, our numbers are no different. And the only way we can do more businesses is you can never stop growing. Yeah. So we're at 50. My goal is to get us to 100. Awesome. Yeah. So a couple couple of follow up questions with that. What I heard is correct me if I'm wrong, like the characteristics, the make up of what's going to be successful not just on your team, but in real estate. I heard, willing to do whatever. Right? So, so, so obsessed, committed to succeeding. Just like that wrestler mentality. Right. Secondly, I heard accountability, right? You have to hold them accountable to certain things and then surrounding yourself with successful people and learning from them. Hey, let me go, shadow junior. Let me go! Shadow this agent. Let me. Go! Yeah, yeah. Nothing can be worse in this industry. If you get licensed and you don't surround yourself with people that give good answers. And nothing is worse than if you do. But then don't take their advice. We've had that too well. We've had agents that that surround themselves with us. Hey, I got this scenario on a deal. What should I do? Oh, I've had that before. Here's what you should do. And then we see they do the exact opposite. And then I can't understand why that deal fell apart. And it's like, well, you know, you really need to surround yourself with people who are going to give you good advice and good guidance and be, you know, willing to do what it takes. And we do see sometimes agents, they get license and they get parallelization by analyzation, where they just analyze everything to the point of, you've spent three months now of being licensed and you haven't went out and met or talked to a single person because you've been paralyzed over writing a contract. We have staff that will help you with that. We will help you with that. Go talk to the people. There's business, unfortunately, is that type of business where you have to just like running into traffic, like you've got to do it. And sometimes we don't know the situation until it actually happens. Yeah. You know, you just never know what you're going to run into. I wish we could just say, just do exactly this and here's what's going to happen. It just doesn't happen that way. But nothing happens until you make contact with somebody. It's like it's like you're like, yeah, I love that analogy. Sometimes people sit and wait to get enough information, and then other times people just act, and not have any information, make a hot mess of it. But there's somewhere in between where you have to be bold enough to move. We have a syndrome, and there's a syndrome in real estate. It's called getting ready to get ready. There you go. Too many people are, like you said, get paralyzed by being, you know, to analyzing everything. So your circle in the airport just land the plane. Land the plane. That's it. So. So then how do you keep everyone engaged accountable? I think I love that word. How do you keep them accountable? Do you have systems of technology? Do you have people? What is it? Well, all we can do is lead the horse to water and they're the ones that have to drink. I mean, you cannot hold anybody accountable. People have to hold themselves accountable. We all know that. I mean, you know, but but when you put them in an environment. So anybody new that joins the team now coaching is this Wednesday coaching that we do. It's not optional. Now we have a lot of people that have been on our team for a number of years that don't come, and they just want to do real estate at their own pace. That's fine. But anybody new that's coming in, especially if they're brand new, they have got to attend. You know. Well I actually was privileged to be part of a conversation you were having with your coach, which I think it was. Was it Laura. Linda. Yeah. Okay. So I was, it was just your we are. You invited me to speak at the mastermind. I was there, and you were saying, hey, the people that come to these coaching meetings and actually do what we talk about doing and are consistent with that, hold themselves accountable are the ones that we're seeing results from. And just that is it's kind of simple. It's like you're getting in real estate, do the business, do the work. Well, then don't just get in. And this is not a job. This is you're starting a business. You know, I mean, it's. When we when we see agents on our team. Kyle Peterson last month closed 3.5 million. There's a lot of agents in the MLS that didn't close 3.5 million in a year or less. And we see it in one month. I mean it's just amazing to see these agents. We've we've got so many agents that are just doing really, really good things. And it's exciting. And, you know, we we are right now at the best we spot. We've been in a long time between our brokerage exp, the model, the leadership, the coaching, the agents. We have, the collaboration. The agents are all working with each other. I mean, it's just it's really awesome. That's great. How do you maintain that healthy culture? We have a, private group page that we communicate. We use, we use Facebook. We have a private page where everybody is in, and we are listing coordinator share. Like, look at Mike Junior's new listing or look at Kyle's new listing, or look at Kelly's new listing. And then it's on there, and then the team members can share it. We've got Tanya on our team. Who does all the Canva and social media posts and monthly statistics of, you know, who's sold what, and production board and production leaders and, different things that they're doing in coaching. And then they now Tanya and Laura are doing money making Mondays where the agents come in and they're doing different market stats for the agents with Canva, where they're sharing out to kind of educate the consumers on what's going on in the different cities. Upticks and inventory decreases and inventory price per square foot, up and down all these different stats that just giving our agents more and more and more content to share. And the other thing is, as far as culture goes, I mean, our reputation in the industry is really good. We don't, you know, we don't mess around. We do things the right way. When we tell somebody we're going to do something, we do it. And the agents that come on our team, they experience that when they're dealing with realtors on the other end, they know that it's going to be a good transaction. And, that's probably one of the most important things about our team is the reputation that we have for many years for doing things the right way. Well, into dovetail off a seniors point, some of the agents on our team have even said when they write an offer and they're in a multiple offer situation, they've had a listing agent say, oh, we love working with the anchor, buy a team. That's great. Yeah. So, in closing here, we have a few questions. One of the things, like for our listeners, if they're a team leader out there that's hearing this, they have a team, but feel a little stuck, right? And whether scaling or growing or leveraging or maybe it's money, you know, whatever that they're, they're feel stuck in some way. What's the one piece of advice that they, that you can give them today? To help get momentum back? Well, unless you're growing your day, you have to be consistently trying to grow your team. So they use a bad word in our business, recruiting. You've got to always be looking for more talent. Very, you know, because in the in the many, you find a few. The bigger your team, you know, that big number, whatever that is, a certain percentage of them are going to be great. So I think I think yeah, that's definitely you know, I would say that's definitely on point. Yeah. So awesome. We have a few, you know like I would consider this like our lightning round. Right. So I've got a few questions for you guys. I don't know who do want to both be on the hot seat or like, both answered questions. All right, here we go. So, Marnus. All right. So what's your what's your favorite book or book recommendation for the audience? I don't know about favorite ever, but I listened to the audiobook recently. Let them. Let them. Who's that by Robin okay. Yeah. It's basically talking about let it letting you can't get focused on what everybody thinks of you. Everybody's opinions trying to manage outcomes let you do what they're going to do. Just focus on yourself. Yeah, I'm not a big book person, but reader. So I listen to the audio, but. I'm I'm not either. I think it's a, it's a, generational thing. We're not I'm not. That was even in school. But but I did I do like and I have, always like rich dad. Poor dad. Yeah. That's a good one. Favorite quote senior which was one of your favorite quotes that capture. I don't know. That you live by over the years. I don't know. I think about that one for a minute like okay. Talent wins games but teamwork and intelligence wins championships there. And you know who said that? One? I do not. That would be MJ. Yeah. Jordan. Was it really? That's. Yeah. So Jordan's got so many, I am just the absolute biggest Jordan fan. Like, if anybody brings up the whole LeBron Jordan debate with me, it gets shut down real fast. Yeah. I just I love Jordan's quotes. That's great. Well, you know, I grew up, Michael Jordan posters all over the walls, right? I was like, I was a big Michael Jordan fan. Even. I grow up in Cleveland. My wife worked for the Cleveland Cavs for 14 years, as part of the training staff. And so, she worked with LeBron personally, I for many years. I have shared a closet on my wall. Hey, you know what? I actually believe it or not. Funny story. So, you know, like my mom. And I in Ohio, right? Yeah. So my mom worked for pro arts is the name of this company. So my mom worked there. I would go there as a kid after school sometimes because she was working there, and I'd go and just hang out Farrah Fawcett all day long. Oh, yeah. Like, because they're the ones that printed that poster, right? So every 18 year old in come on their bedroom. Absolutely. I got to go see that in action. That was great. So all right, moving on. So, so who's been someone that's inspired you? The most in your business? You can't say Elvis. No. I don't know. I mean, these are these are deep questions. Yeah. And so much. I mean, I'm just like, go do it, I don't. There you go, then. You know about this stuff. But, I show up every day, you know, and, probably be sitting in this chair until I can't anymore. Yeah. The day. That's right. Yeah. Junior. Anything there? Anybody? It's inspired. I mean, I just I watched these two. I watched him and Sylvia and just do what they do. Just, you know, it's a lifestyle. It's not a job. Yeah. Yeah. So this next to the next question may be hard to ask also because it's a lifestyle. But if you weren't doing real estate what would you what would you be doing? I'd be retired, bro. To be a professional slot player. Oh, technically, now, except for I be failing at the profession, unfortunately. Yeah. Yeah, I'd probably be doing something with high end luxury vehicles. Yeah. Whether it whether it was wholesale on them. Sell on them right now. Just buying them. Yeah. Doing do it doing something like I love some of these shops that are out that have like ceramic coating and PPF and like doing really high end work to these vehicles. Like that's something that I always, always really like. But I mean, I can't imagine doing anything besides real estate. Yeah. And I connect you with one of my buddies who's you'll you'll you'll connect. You'll connect well with him. He's, Yeah. Yeah, he's a high end car guy as well, but, so, I got a tough one for you, junior Coke or Pepsi? Pepsi? Oh, wow. It's Coke all the way, is it not? Hocus pocus work? Coke is king, man. Oh, yeah. Coke is, I like. Well, is doctor Pepper under Pepsi's umbrella? Where is that? I think doctor Pepper is under Pepsi's umbrella. Senior will verify this. Back when I was, in high school, I was putting stereo systems and me and my buddy's cars. Did we go through 90 doctor peppers in about four days? I have no idea, but I'm shocked. Your heart is still beating. Pepsi and Doctor Pepper all will kill you. Oh, yeah. I don't drink any of that stuff now. That's right. Oh, great guys. Good conversation. Thanks for thanks for the time. And, you know, I really hope this is helpful. For for the team, the people that are focus on the the building, their team or someone that's stuck. You guys are great. You're really doing, production. You're making a happen. And that's, That's why I wanted to connect with you. Because. One thing I didn't say that I wanted to say real quick. When senior is talking about teams and, you know, doing the right thing. So if you have a smaller team and senior will attest to this. You know, when we started all this with Keller Williams, and now that we're at Exp, you can't be afraid to go introduce yourself to somebody that's running a huge team and say, hey, can I can I look at what you guys are doing? I mean, a lot of the stuff that we got, we got from teams that there's there's always going to be somebody who's doing it bigger and better than you, and if they're a good person, they're going to be willing to share. And you've got to be willing to talk to these people because they're definitely willing to share. Yeah. Great advice. Yeah. Appreciate it. Now, if someone's interested in talking with you guys further about growing their teams, you know, how how do they connect with you? What's the best way to connect to to. Reach out to us through, you know, through Facebook or, you know, find their numbers, give us a call. We invite people here all the time to come on a Wednesday and see what we do with our team, you know, to see if it's something that will work for them. The third is our sites. Yeah. Our websites. Real easy to find dot greater Cleveland life.com right. Awesome guys thanks so much. Yep talk to you soon. Bye.