Hi everyone. Million dollar agent, the podcast. It is that time of the week where you get your. Well, I'm trying to think of a word that describes a very, very informal ad hoc conversation that seems to go all over the place covers real estate, covers rugby league. We got to, hey, we got to say do you think, by the way, gentlemen, las Vegas was that a win for Australian sport and rugby league? Do you think that it was a good as advertisement of the code in the US?
John McGrath:I think, look, it had to be a win. But I reckon you'd ask 99, you'd ask 100 Americans if they knew there was a camp of rugby league and 99 would say no. But I think those that are real sports nuts. You know there was two good games for world-class teams, a lot of razzle-dazzle in Australia. It was probably.
John McGrath:You know, I think from Australia's perspective we probably overrated Troy, the amount of interest over there at this stage. But you know, over five years, you know Velland, he's got a lot of critics but he's not prepared to try something new and he's not sorry. He is prepared to try something new, he's not afraid of trying something new and he also makes, you know, sort of bold decisions regarding he wants rugby league to be a global game and one of the things I'm going to talk later about when we chat about 2024, any adjustments you might want to make. One of them I'm going to suggest is I think most people need to think bigger and he's a guy if you follow rugby league, he's a guy that thinks big and goes hard to try and create incredible results. So Iry and I thought fairly in the season Troy there was quite a high standard of game.
Troy Malcolm:Yeah, I was pleasantly surprised. I watched the Roosters versus Brisbane yesterday and not only the way the game was played from the skill level, but also the amount of people were there. They cracked over 40,000 people in the venue and, I think, as an advertisement on the global stage, even if there was predominantly a lot of Australians that had traveled over to Vegas, I still think the concept is great, and you know you have to start somewhere. So, five years down the track, john, I believe that it will be something that's really exciting, not only for people wanting to go over and see Vegas, but also the Americans, to get an appetite for what our game is.
John McGrath:I think they said 14,000, Tommy people, Aussies, went across for the games. That was what's.
Tom Panos:John, have you met Valandas?
John McGrath:Yeah, a number of times.
Tom Panos:What makes him so good, so effective? John, You've already gone through. He makes decisions, so he's decisive.
John McGrath:I think he's a very big thinker. I think he is unafraid as what other people say or think about him. He just has a view and he goes hard for it and he might trample on a few Roosters to get there, but he kind of he doesn't try and please everyone. If he thinks it's the right thing for the game or whoever he's representing, he just goes hard for it and he's prepared to make tough decisions. Tommy, he's a very tough decision maker and so I think, visionary, thinks, big, not afraid to upset people, because you know, you got to crack a few eggs to make an omelet, as they say, troy. And along the way I think he does that. But he realizes that you know, if you're gonna get shit done, you've got to be prepared to kind of, you know, offend a couple of people along the way.
John McGrath:So I think he's got to be one of the great, greatest sporting administrators this country has ever seen in the long, long history of sporting administrators. I think he's right up there at the top of the tree. So and I know I don't want our AFL friends, because we have a lot of those around the country being offended by it because AFLs, you know, I think McLaughlin did a great job for the AFL, but where NRL Waswin Volandies took over, it was on its knees financially in a whole number of areas and it had a pretty bad reputation and I think he's cleaned all that up and he's got some great investments in the bank and, yeah, he's done a great job so and he's a very likeable fellow actually. You know, his reputation obviously is he's a tough nut, but you know, I know him quite well and he's a very likeable guy.
Tom Panos:Hey Troy, whether you like it or not, greeks have got their fingerprints all over rugby league and the roosters politus burrus.
John McGrath:I don't know if this is for sure, tommy, but I'd almost guarantee you from Kithura, because every being there from Greece I know is from Kithura, so I reckon he might be a Kithilian.
Tom Panos:By the way, I'm not from Kithura, let's be very clear. I'm not from Kithura Team. I'm really excited about this podcast because real estate's been going enough this year. Now two months we've had, you know, three decent Saturdays of option volumes across Australia. Agents have been, you know well, and back at work.
Tom Panos:I want to sort of just get a feel from both of you, both the Maghrab view, your general view, on this year. I also want to touch on the big question and that is what will happen with rates. Will they go up again? Will they go down? Are they the end of the rate rises? And the reason I want to have that conversation is I had a local business person in Haberville said to me Tom, all of a sudden I can actually see a future that's not dismal. I go. What do you mean by that? He goes. Well, my loan repayments went up from five grand to ten grand, roughly thereabouts doubled. And he goes.
Tom Panos:And it was getting to the point where I was thinking to myself I can't hold this property. But now that they've said that it's probably the end of the rate rises, I just can't wait till rates start dropping. And I said well, I just need you to know. There's nothing to suggest that they're going to do 13 rate drops like they did 13 rate rises over the next 14, 15 months. I said because normally when you look at the history of rates, they go up really fast because they're used as a tool to achieve something. In this case was inflation. But I said when they drop, they're not drop really, really fast and you need to understand that. If you're thinking your loan repayments are going to get down to five grand a month, like this year, it probably won't happen. You should be looking at alternative plans. So what's your view on rates and everything, guys?
John McGrath:Yeah, I agree with that, Tommy. I think so. Overall, I think the economy is in a very fragile state and I think that it's been. The cracks have been wallpapered over. I think that's partly because there's still sections of the economy that are performing well and we talk about the real estate market. Top into the market in most parts of Australia, where people are not buying with mortgages. They've paid their existing mortgage off but possibly inherited their parents home to add to their family wealth and they're on probably very, still very good salaries, arguably the best salary they've had in their lives. So there is a segment of the market that I think is helping the overall economy. But, like your buddy there, Tommy, and you and I have coffee in that little spot at Haberfield Sometimes we've bumped in a few of your friends and some of the told similar tales about having what I'm talking about, that guy that we both met to.
Tom Panos:I don't want to.
John McGrath:Yeah, but very, very interesting. And he'd just bought a property before all the rate rises and he'd hooked himself up a little bit more to go to the next level, which everyone does. Most people invest 50% more each time they if they're upgrading and then all of a sudden bang, 13 rate rise in a row. And that's challenging. And this industry is a little bit unique that most people in this industry, if they're forced to earn more money they can, they can get a bit more focused, they can work harder and they can weave a bit of magic and they can produce an extra five, 10, 20,000 a month. Most other people out there are on salaries that don't allow them to just go out there and be a bit sharper and work a bit harder and double their salary. So I'm actually been very pleasantly surprised that the challenges that I think exist out there in the economy overall haven't really surfaced as desperate, stressed sellers. I mean it seems that most people are either found a way to exit their property without too much pain or hold onto it by dealing with their banks and finding a solution. So I think that's good, because I am worried. I mean it's not true. It's not just mortgage rates, it's petrol, it's food, it's tolls, it's everything has really forced people's lifestyles to cost them so much more. I bumped into someone the other day, tommy, and it was in that light cart near where you and I hang out. They said that they were speaking to a few restaurant ears and they were starting to really feel the pinch. They've said that the activity in their restaurant and these are not fancy restaurants, these are just middle of the road, good quality comfort food places is really struggling. So I think there's no doubt there's pain out there. And what are we seeing in the real estate market? We're seeing what once was six to eight bidders per auction is sometimes anything from no bidders to one or three Still still not about outcome for most people. And I think our clearance rates have been hovering around 70 to 73%, as have many of the industries. So I think you've just got to be a bit transitioning.
John McGrath:I think going forward it's going to be no rate reductions and probably no rate rises for the next six months. I think at the tail end of the year the Reserve Bank may well send a couple of little hopeful reductions, you know a couple of quarter percent reductions in the last three or four months of the year. But they kind of and I don't want to make it sound draconian, but they kind of want people to be in pain at the moment because they want everyone to stop spending, and I think that's certainly discretionary spendering. I mean, you know things like rent and food and I didn't even mention rent before how that's gone up dramatically as well as mortgages. But I think that the Reserve Bank you know privately kind of wants this level of pain. Not that they want the pain, but they want what comes with that pain, which is people just tighten their belt several notches so they're not spending. So I think they're getting what they wanted.
John McGrath:The plan is working. They will definitely not do a U-turn on rates and start dropping them dramatically, as you said. Tell me month after month, because that'll just put people back into spending mode. But I think we've probably seen the worst of it. Troy, do you? I mean, you're in the field every Saturday calling auctions. Well, what's your?
Troy Malcolm:Yeah, I tend to agree with you, john, it's quite unpredictable out there at the moment. You know, tom, and you do a lot of auctions as well. There's auctions you walk into that you kind of think, right, this has got all the hallmarks of being a fantastic auction. And then you speak to the agent the day before and as you arrive at the property and they're still quite hesitant, the buyers that are out there and so I kind of relate that back to what are the agents doing throughout the course of the campaign, and it's almost making sure that every single step along the way, those 150, 160 things that we do during a campaign, is done perfectly, not with a question of doubt. Those properties seem to be doing well, but it's unpredictable.
Troy Malcolm:You know, I had quite a number of auctions sell prior on the weekend, and then the ones that I attended, even ones that you think, right, this is going to be fantastic, it's a great position, it's well-rented, it's got a unique factor like a big courtyard to really hesitant buyers that didn't end up placing a bid, and you kind of walk away scratching your head, going where did it go wrong? But then you go and do another auction and it goes tens and hundreds of thousands over the expectation of everyone in the crowd, and so it's a unique situation that we're in. I kind of say to a lot of the agents that I'm working closely with it's not a time to chance anything. We've got to be closer to the buyers, we've got to be more transparent with the owners and making sure that we're not missing any of the opportunities throughout the campaign. You can squeeze that lemon.
John McGrath:The days of order taking in this cycle, I think, are over. Definitely Not a bad thing, by the way, in my view. I'm not a great order taker type agent. I find it as markets tighten up. The late great Wayne Vaughan, god rest his soul, once said to me Johnny, I love these markets. The minute they tighten up, people realise they have to go to the agents that can put deals together and can negotiate and close deals. And I agree with Wayne that if you're very good at what you do, this is actually a market that will work in your favour, because if you're an order taker and you're prepared to do deals at 1% in a boom market, even order takers look okay. So I think it's that.
John McGrath:But one of the things we always talk about on the podcast is don't worry about what the market's doing. I'll kick you to a point, as Matt Steinway says, where no external factors have any impact on your internal results. And I think now and I know we're going to segue into this, tommy, so I've probably just done that, but you may want to keep talking about the market but what do you have to adjust, if anything, this year? And I think I'll kick the ball off by saying I think you're going to have to be closer and better on pricing, because in a period of a rising tide you can be a bit optimistic on price and probably hit it. I think right now, both before and during a marketing or sale campaign whether it's an auction or private treaty you need to be forensically and meticulously looking at recent results, not six months ago results, because the market might have changed a bit. You need to be looking at and you need to be having a business conversation with your sellers or potential sellers that could be at that point. Not taking the dream away. We always say that you don't be the merchant of doom either, but I think you really have to have your finger on the pulse of every transaction on market and off market that happens in your community or your focus area. I think you have to be able to have those conversations with your client. I think you need to be updating them throughout the marketing campaign because if most people go to auction or even on a private treaty campaign over a 30-day period, there might be another three or four transactions of similar homes that are relevant to the client that could adjust the price up or down. I think you've got to be damn close, troy, to that. Really, just make sure that you are more meticulous, more thorough, closer to your buyers, closer to your sellers. I agree with you, troy.
John McGrath:A lot of people registered a bid two days before an auction. They're not turning up. You might have six registered bidders and then two turn up, or three turn up and two bid. You have to be close to make sure if anyone starts getting cold feet or is concerned about anything, you have the opportunity, if it exists, to reassure them, to give them some confidence, to fix whatever they're concerned about. Again, because in the old days I'm talking about recently you'd have 10 people register and then another four turn up that hadn't registered, and there's plenty of room for error. I think the margin for error, troy, has diminished and you actually need to become more surgical in your approach. What says you, mr Malcolm?
Troy Malcolm:no-transcript. I agree, I agree 100%, john. I kind of, as you were talking, I just was doing that to the audience with my hand because it is the margin for error is so small. And the other thing that I'm noticing, john, is that you know, even as an auctioneer, going into auctions, and when you're speaking to the clients, they're like, oh, this person hasn't returned my calls. They are. They say they are coming to auction, but I'm still quite nervous. It's like, okay, let's start preparing for option two, option three, what are the next steps from that process? Because if they don't turn up, we need to have a plan in place.
Troy Malcolm:What I am noticing as well, john and Tom and Tom, I'm sure you're seeing this in your market is the speed of information out to the market and out to pipeline sellers and buyers that are looking at properties.
Troy Malcolm:If your campaign is going to auction in a fortnight's time, you need to know every single result that's happening in that fortnight to make sure you're getting that information to both buyers and sellers so they are across the market with transparency.
Troy Malcolm:We're seeing so much information out there, but you've got to have that cut through to make sure that you're showing value not only from a seller's point of view, but the buyers that are coming into those properties. So what does that look like? It's Saturday afternoon, exactly as soon as the auction result happens, getting that out to your pipeline both for your properties and also your competing properties that are happening in your market. It's making sure that you've been really clear on the communication of people going through the level of open homes. If you have great relationships with competing agents in your market, making sure you're visiting their open homes as well and having dialogue about what they're seeing from a numbers point of view, we can all help win this whole process by educating the market but also being that transparent communicator that really shows the value in what we're doing and when we do it.
John McGrath:What are you saying, tommy? What are you thinking about? If you're an agent 2024 version of yourself as a 2023, where are you seeing where one might have to sharpen up or shift?
Tom Panos:As you were both talking, I thought to myself what are two things that I would be doing differently, based on what you've just said, If I was an agent, well, the first thing I'd be doing is eight o'clock in the morning, on the morning of every auction. I think it should be part of your process that you ring up the buyers and you wish them all the best, because I'd rather know at eight o'clock in the morning and not four o'clock in the afternoon whether they're showing up. And Troy and you two, john, you do auctions. You know you've always got that agent saying, hey, listen, just wait five minutes, wait five minutes, they're coming, they're coming, they're coming. And then it's five past four. Give them a ring, chris. Give them a ring I have. What did they say? I know answer. I'll give them another ring. What did they say? I've run, I've run forwarding missed calls. I'll say, chris, they're not coming, mate, it's better to know that in the morning.
Tom Panos:The second thing I saw on Saturday, which I thought was wonderful, I've got to share it with you both. The agent went to the bend door prior to the auction and introduced me and he said Tom, here is the reserve. And here is the reserve given to me by every buyer. I rang two nights ago. I said tell me what did you say? I asked him straight. I'm setting the reserve tonight. I'd like to ask you what do you think the reserve should be? And on an Excel document he had all the buyers and it was really weird because you had a vendors reserve at one, six and then he had all these buyers one, three, 50, one, four, you know, one, two. And he just said listen, don't shoot the messenger, I'm only telling you. I asked them literally straight and then the vendors said but they're probably lowballing it because it would suit him. And he said look, that might be the case, but I want to let you know there's a lot of them that aren't even coming because they're not seeing value. So they're not even lowballing it. They're not at that, got no vested interest, they're actually not coming to the property. So what am I saying? The best of the best, version two thousand and twenty three versus version two thousand and twenty four. Version two thousand and twenty four is getting significantly better in understanding what's that magical number. That's going to attract a big enough audience. But it's not at that low level where it's considered under quoting or deceptive pricing. I think I think there's this magic number that excites buyers right but at the same time doesn't deceive them.
Tom Panos:And I think the critical thing is you address that price very early on and don't do what some agents did in previous years when we had fear of like. We don't have fear of missing out with buyers. You'd agree with that, troy. There's no fear of missing out. We've actually probably got the opposite fear of overpaying, and you can get away. You could get away with being a bit looser with pricing, as you call it. You know element, percentage of error. You could get away with it. But adjusting a price at week three is too late. You've lost your buyers. You've got to be smart with pricing right from the outset. I think that's very important.
Tom Panos:I think the best agents at the moment are using technology to help them elevate their communication to the next level. It still might be 20 conversations throughout the campaign, but it might actually be five email reports. It might be, you know, seven text messages. It's layered. So there, every vendor that's going to the marketplace is basically getting a university degree on the value of their property, because the agent is right across it. I think the other thing that the intelligent agents are doing more than ever is understanding on having the really good ones have sort of been able to work out. Tech does this, my team members do this, I do this. So absolute swim lane clarity. So the team is working at what's a great at McDonald's level, having 13 year old kids pump out a thousand burgers in an hour, because there's clear processes and checklists which, and I actually think a lot of the times I don't think people are lazy, I think systems are lazy. I think the end result of a service experience is not whether the person's been not doing the right job. I just think that there's no checklists and processes on the experience of people. They're probably, to me, the main things.
Tom Panos:But Troy and John, I actually think that some real estate agents are saying, hey, this is probably not a bad market, and some of them have even gone to the trouble at understanding they can stand out. I had one agent say to me today hey, I've taken my fees up from 1.75 to 2% plus GST and I'm not losing a single listing because clients still want a result more than ever and it's easier to get. Show your value in this market. So it's probably something that agents should look at. Are they going out at a fee that is lower than what it can be? And I'm not saying ripping people off, but I think that there's. I think the average vendor would be happy to pay a decent fee If they'd be happy to pay 2% if they were going to get 10% more. Put it that way, they would be more than happy to pay 2% if they were going to get 10% more using an agent, because they're 8% better off.
Tom Panos:They're probably, to me, the main things and the other thing, I think, troy and John, I think to myself, we really have to take advantage of the next four weeks because, whether you like it or not, good Friday is on the 28th of March. You've got holidays, you've got Anzac Day. You get two or three weeks there that are a little bit weird, but you've got a clear run for the next month. I'd be sort of this is, I suppose, it's semi-final time for real estate agents at the moment.
John McGrath:Yeah too. True, it's still one of the best I've got to say one of the best markets in the world. I think Australia is arguably still the best market in the world and New Zealand's not far behind too. The Kiwis have definitely done a U-turn and they're starting to improve, and because they've had been through a very tough period. But there's very few places anywhere in the world, as I speak, to quite a few agents that are in Europe and America the US particularly, as well as New Zealand and I think Australia is still best. Here's what I wrote down as you're talking to me You've got to love this market.
John McGrath:You've got to love the tightness. You've got to love the cut and thrust. You've got to love the strategy. You've got to love the negotiation. All of those elements. You can't see them as negating. Oh, I wish it were used to be like it was. Well, whether it was better then or now, it doesn't matter. You have to fall in love with this market and the tightness and the challenging negotiations and you've got to say it's game. On Troy and I have often referred to it's great.
John McGrath:My favourite when I was playing rugby league and rugby union, my favourite games were like eight minutes to go 24-year-olds half game. You're buggered, you haven't got an ounce of energy left, but you need to get it. I think there's a bit of that. Now You've actually got to reach within and you've got to really make sure everything you've got is aligned. Two is you have to be more resilient than you had to be in the past, because there will be more options that will probably pass in and you might even lose a few listings along the way. I think mental toughness is critical, so you have to work on your mindset. It's really critical. So, pricing, I mentioned that before.
John McGrath:Use of data you said that, tommy. Brilliant. You've got to use data. You've got to use facts and figures. Opinions can be argued with facts and figures and data can't be, so you've got to know all the information that you need to know. Follow through critical, troy, you mentioned that before. I agree with you. Follow through, speedy follow through, following through everything.
John McGrath:The number of times I hear people say I rang some old open house sheets from three months ago and I picked up five new buyers and four new vendors, and I think God, who was ringing them three months ago? You have to be thorough and have deep conversations with every buyer, every seller, every attendee in an open home and just give them the time. I get frustrated with this. Oh, you're going to do 100 connects a day. Well, maybe you'll do that and maybe that's a good thing, but make sure that whatever number of people you have conversations with, they have a good quality conversation and you realize they're not just a robot, they're human being, and sit down and talk with them.
John McGrath:And the last one I'm going to add, troy, unless you've got anything further, is uncomfortable conversations. You're going to have to be prepared to have a few more conversations that aren't. You won't believe the offer I've got on a contract for you, troy, it's going to be. I've got back to every buyer now. I had 87 through, as you know.
John McGrath:I had two verbal offers and I've managed to extract the best offer we've heard in the campaign to date from the Smiths and it's not what you want, but it's the best offer in the campaign and everyone else's opinion was south of here.
John McGrath:And you've got to be able to have those conversations and position it, because most people that don't accept the best offer right now in this market time will not be their friend at the moment, because I'm not saying the market's getting a lot worse.
John McGrath:I'm just saying that it's not getting better in the short term and you need to close deals whilst the energy and the momentum just that auction I did on the weekend, tommy, and you do it all the time. I said to the vendors they're very realistic and very charming people and I said you know we've got four registered bidders, so here's all. I do know that in the next 10 or 15 minutes we're likely to find out the best offer we'll get for this home and if it's less than you want, it's still going to be the best offer in this market. And they nodded their head. I said we understand and they definitely were happy with the result under the hemma. Yeah, I think it's critical. So we'll keep the finger on the pulse going forward and we'll update everyone. You know the best of our knowledge week by week, but I think right now best market in the world.
Tom Panos:I'm going to line to John. I use that sentence very often If there's more than four people, if there's more than three or four people registered the Troy, I just say to them I say listen, in five minutes we're going to know what your home is worth, because five people that don't know each other can't get the price wrong. Then it's really simple on whether you're happy with that price. But five people won't get the price wrong. They'll get the price right. It's just up to you on deciding.
Tom Panos:But before we leave, because it's going to save me a lot of text messages and a lot of callbacks, I want to let people know Eric details. I want to just go through it very, very briefly. Eric is on the 26th and the 27th of May, right All coast, our beautiful home that we go to that time of the year. The second thing is so you're all clear, Ryan Serhan is coming in person, because a lot of people have said, oh, why don't you get him in person? He is in person and not only that, he is here Sunday and Monday and he is kicking off and he's not just doing small talking slots, he is front and center kicking off both days. I want to let people know tickets are now for sale. The reason I know that is, as I'm talking to you. I've had people sending me text messages saying to me what should I pick? What do they got here? Oh, here it is. Oh, he's got this home screen Platinum $1,350. Gold is $950. The other one is for exhibitors. Go book your ticket.
Tom Panos:It's going to be an incredible conference. I'm pumped and I'm excited. I, you know, john, I could have last year. Troy, if you remember Ryan Serhan, to be honest with you, I wish he could have spoken all day, even by live stream, right, I mean everything that was coming out of his mouth. You know how sometimes some people say nugget, not good, not good nugget. Everything you were saying was helping real estate agents. He's from our industry, so not only is an external motivator, he actually goes and lists and sells properties, which is what most of the people that Eric are there for. So get your tickets. If you're a real estate gym member, don't forget, use your code. You get that $100 off if you're a real estate gym member and I'm so looking forward to it. But the emails are out, the posts are up on social media and we're about four months away. It's still. It is four months away. So looking forward to John and Troy.
John McGrath:That'd be amazing and we will be releasing, starting this week, the whole range of speakers. Sometimes you have people say how come you haven't released it earlier, because several of our highest profile speakers not Ryan Serhan, but a few of the others, you know it takes so long to negotiate and get absolute commitment from them for there because they've got such full schedules and they're in so much demand and so forth. Anyway, we're locking the last one in, who's also arguably the biggest as we speak. We're just waiting for their signed document. So that's exciting.
John McGrath:Book Platinum If you have never been Platinum before, I'll tell you what it's a few hundred dollars more and if you're a member of the gym, you knock 100 off that. But it's a bit like traveling first class. You're gonna be hanging out with a kind of a lot of the best speakers. A lot of the best speakers are in the Platinum lounge. You get to sit down, have a coffee, maybe even shout them a coffee, talk to your peers. It's kind of just not. I know there is a limited number so we can't accommodate everyone, but I think for an extra few hundred dollars, which is gonna be tax deductible, the extra it's probably a nice little gift to give yourself if you've never been to Platinum before, but if you're not Platinum, because not everyone can be in the Platinum lounge, I think they work Right.
Tom Panos:But it's basically an extra 175 dollars a day and you get to sit at the front and you get to rub shoulders with the best agents because you're in the VIP Platinum lounge. I think for the average person, 175 bucks it's a no brainer per day when you consider it's an expense. It's a tax deductible expense.
John McGrath:But Tommy, you might. If you book Platinum, you might even get Troy's autographs, if you're lucky enough.
Troy Malcolm:I was gonna say, John, I'll shout them all a coffee, because in the Platinum lounge the coffee's free as well. So it's even.
John McGrath:You might get Troy's original autograph, which worth a lot today.
Tom Panos:but gee, I'll tell you, in 10 years time We'll get a little we'll get a little photo of MDA, the cover Troy right, and you sign them right, and yeah, we'll just, we'll add that and let's just see whether that gives those tickets a spike. But, guys, I'm looking forward to it pumped and excited. It is still four months away. But smart people buy airline tickets, book accommodation and listen. Ticket prices don't get cheaper. We have never, ever, dropped a ticket price. So if you're going, you might as well get by your ticket, you might as well go book your fares, right. And three months Is it three months or four months, John, three months.
John McGrath:In a March, end of April, end of May, In a month. So three months, Three months it looks still plenty of time. No one's got their diaries full at that point. I wouldn't suspect get up there. It's gonna be amazing. The speakers we've got together are phenomenal not just the keynote speakers, but all the all important agent speakers. Can we announce?
Tom Panos:your special agent Because he rang me from Las Vegas to ask me something. Mark Burris said to me Tom, he goes. I'm so pumped to be speaking, he goes. I just want you to make sure you give me enough time, because he goes. I've got so much stuff I wanna talk about, so Burris is locked in. All the other the big names, don't get me wrong. Mark's a big name but he's a local guy. But we've got the overseas speakers that are gonna get announced. Troy, john, good to see you again. Hey, everybody, have a good night See you tomorrow.