EmpowerHome’s Sarah Reynolds on mindset, market shifts and making real estate fun again

HousingWire

This week on RealTrending, Tracey Velt sits down to chat with Sarah Reynolds, the CEO of EmpowerHome with Keller Williams.   Sarah talks about the power of mindset amid market uncertainty, how to keep real estate fun, and why focusing on what’s controllable is key to agent success, no matter what market conditions are. She also talks about trends and new brokerage models coming onto the market and how they are  — or aren’t — changing how Empower is doing business.   Here’s a glimpse of what you’ll learn:   Focus on what you can control, not market conditions.Making real estate fun again boosts individual and team morale.Hiring with a growth mindset is key to innovation.We’ll start to see new, emerging agents in response to market changes.Client needs should always be the true north when driving industry policy changes.Empower Home aims to serve 100 families a month.   Related to this episode:   ⁠⁠Sarah Reynolds | EmpowerHome  https://empowerhome-team.com/agents/sarah-reynolds-oji/  ⁠⁠⁠⁠EmpowerHome Team⁠⁠⁠⁠  https://empowerhome-team.com/  Sarah Reynolds | LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠  https://www.linkedin.com/in/sarahreynolds1/   The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

Transcript

00:00When you're talking to your agents and you're talking about the market and kind of the challenges

00:07that are happening today, are you thinking about mindset and injecting fun into your

00:13discussions?

00:14I don't mean unrealistic fun.

00:16I mean being more positive overall.

00:19Today I spoke with Sarah Reynolds.

00:21She is the CEO of Empower Home with Keller Williams.

00:24We talked about some mindset shifts that she's made recently to empower her team to really

00:31boost their production without getting too depressed about the market or any of the challenges

00:37going on right now.

00:38And it's starting to work.

00:39She's seeing results of that already.

00:42So she'll give you her story.

00:44Enjoy the podcast.

00:46Sarah, welcome to the podcast.

00:48It's been a year since we've talked, I think.

00:52Yeah, I think even more than that.

00:53So I'm excited to be here.

00:55Yeah, yeah, great.

00:57Well, I'm going to jump right into it.

00:58I mean, I wanted to talk to you a little bit about your team.

01:02Obviously, it's been a little bit of a challenging market.

01:06And a lot of teams and brokerages have been scaling back, but you've been in growth mode.

01:12So how are you kind of approaching growth in these types of conditions?

01:19Yeah, this is a great question.

01:21And I think it's on the minds probably of every leader across the real estate industry

01:25right now.

01:27It looks like so far this year, we're actually pacing even less in terms of home sales nationwide,

01:33which who would have ever thought that we would be pacing less than the last couple of

01:37years?

01:38Because it's been a hard couple of years.

01:40And in 2022, when the market first started shifting, so that was when mid-year is when

01:47we first started seeing the numbers go down, I spent a lot of time with the team on making

01:54sure that they knew what was going on in the market, making sure that they were aware that

01:59there's been a shift and educating them.

02:02And honestly, I learned through that what not to do.

02:07Because what ended up happening is everyone got in their head and started being almost a victim

02:14to the market versus looking at ourselves and saying, okay, how can we compete with ourselves a year

02:22ago and almost ignoring it?

02:25And so I had one of my leaders a couple of weeks ago started talking about the market and I stopped

02:31her and I said, we're not going to do that here.

02:33We're literally going to not talk about the market.

02:36And she said, well, it's important for us to know so we can educate our sellers.

02:40I said, oh, absolutely.

02:41We want to educate our sellers and we're not going to start our training talking about market data

02:46because we make our own market.

02:49And it's really how we have gone back into growth mode over the last year is really that

02:56like protecting my mindset.

02:58Like I don't, I'm not reading like doom and gloom articles right now.

03:03I'm, I'm protecting my mindset.

03:05I'm looking at our business a year ago and I'm competing with us from a year ago.

03:10And so every week, are we on pace to help serve more families than we did the same week a year ago

03:17and, and just blocking out the noise.

03:19I think it's so critical right now for our leaders to be protecting their mindset.

03:23And that's what, that's what we've been doing.

03:25And it's working so far versus the alternative.

03:29That makes so much sense.

03:30I mean, it's, it's just kind of like too much news and, and then you're just depressed, right?

03:35It's kind of the, it's the same thing with the housing market news, you know, I don't want

03:39to be depressed.

03:40I'm just going to pretend it's a, you know, you have to know some obviously.

03:44Yeah.

03:44Um, but, but, you know, I think, um, there are several pretty fair and balanced, like,

03:51uh, Logan Motoshami does a great job of kind of talking about the opportunities and the

03:57positive side of it.

03:58So if you focus on those, it makes a lot of sense for sure.

04:02Yeah.

04:02Yeah, for sure.

04:03And, and I think focusing on what we control, right?

04:06Like we, we don't control what's going on in the market.

04:09Uh, we control what we do and the actions that we do.

04:12And if we're doing more actions than we were a year ago, then we're going to win.

04:17Uh, if we do less actions, we're not.

04:19So I think that's the key is focusing on what we control versus what we, what we can't control.

04:24And are there any specific like strategies or innovations or anything that you're heavily

04:29like leaning into to kind of build momentum or keep momentum going, um, for your team?

04:37Yeah.

04:37So we are, um, every single month, every single week, we are doing a different contest.

04:45So we are doing our best to make it fun, uh, because I think most agents, when they get

04:53their real estate license, they get it.

04:55And when you talk to them about why they got their real estate license, a lot of times it's

04:58like freedom and to be independent contractor and to have, and fun is part of it.

05:04Um, and I think many times, especially when a market is shifting or has shifted that we

05:10lose the fun.

05:11And, um, one of the strategies that we've done this year versus in the years past is

05:17instead of like, like as an example, um, two months ago, I found that our average fee had

05:24gone down compared to the same quarter.

05:28So it was for first quarter of the year compared to the same quarter a year ago.

05:32And the old Sarah, I would say would have gotten in front of my agents and been like, you know,

05:38this is our fee and you guys need to collect it.

05:41And, um, and, and this era of this year, in terms of implementing strategies that are

05:47working is we did a raise, we call it a raise yourself rumble, whichever location could give

05:54themselves the largest raise in their fee ended up getting their entire broker fee paid

05:59for, for the month of May.

06:00So anything that went under contract, they had a free cap, all their broker fees were

06:05paid for.

06:06And, uh, we had one location, the location that won in Dallas, Texas, they ended up, I

06:11mean, it's, it's almost a 20 grand prize that was given out and we made it fun versus me

06:17being in front of them and being like, you're not doing this right.

06:19You're not doing that right.

06:20You know, and so one strategy that we're implementing that's working is making it fun again, having

06:26contests, having games and making what's fun about real estate fun again.

06:31I love that.

06:32And, you know, I want to backtrack a little and just have you talk a little bit about your,

06:37your company.

06:37Um, just give a brief, you know, so that everyone knows, um, who you are and what you do.

06:43I'll do a little intro later, but you know.

06:46Yeah.

06:46So I am the CEO of empower home.

06:50Uh, we are in 10 locations and right now we are ranked number five in the country across

06:57all brokerages.

06:58Uh, we're number one in the largest brokerage in America, Keller Williams, in terms of teams,

07:03um, in our DC Metro team, which is where I'm recording this right now.

07:07And where our headquarters is, um, we serve about a hundred families a month.

07:11Um, and so depending on the year, we're anywhere between a thousand to 1200 families served

07:17a year, just in that one location.

07:19And then we've expanded and grown to nine other locations.

07:22And right now we've got about 170 agents.

07:25Great.

07:26Great.

07:26Um, so I want to talk about some current trends.

07:29Obviously, NAR is clear cooperation, um, new option.

07:34The delayed marketing is causing waves everywhere with companies, you know, being, uh, out there

07:39telling how they feel, what they, what they agree with.

07:42Some people like private listings.

07:44Some people don't.

07:44Um, it's been a huge hot button in issue.

07:48And I wanted to get your take on that.

07:51Um, especially from a consumer perspective, you know, I know Keller Williams hasn't officially

07:57really taken a stand.

07:59Um, but you know, how, how do you feel about it?

08:02Yeah, I know that KW is working on a stand on it.

08:06Um, I was interviewed by the new CEO about a month ago on this topic as they're, you know,

08:12collecting data and, and figuring it out, um, for me and what I, you know, the first question

08:17that I was asked was how often do I, as a rainmaker of agents and coaching agents every

08:24day that are meeting with sellers every day, like how, how often do I think about clear

08:28cooperation?

08:29And my immediate response was, I never think about clear cooperation.

08:34Um, and I, I think the, the foundation of that thought is it's got to be the

08:42be about the client at the end of the day, all of us, if we're in the real estate industry,

08:47at the end of the day, we serve buyers and sellers, no matter your role, no matter if you

08:52own a brokerage, no matter if you're even in the mortgage company, like you, you serve

08:57buyers and sellers.

08:58And any time that we make policies or things that are about us versus the client, we're

09:06going to end up losing.

09:07And I feel strongly by meeting with thousands of sellers.

09:12Like I've sat at the kitchen table of thousands of sellers that some sellers want their home

09:19to sell without going on the open market.

09:21There's situation after situation of sellers that do now.

09:26Do, do they end up getting sometimes less money?

09:29Sure.

09:30But they know that and, and they actually choose that because they, they don't want

09:36the stress, right?

09:37It's always, every client's trying to decide, do I want stress, a little bit of stress or

09:41do I want convenience and less money?

09:43Yeah.

09:44Right.

09:45And depending on the client situation, if we make it about what the client wants and us

09:51serving and listening to our clients, then our industry will win.

09:54The minute we don't, and we make it more about us, which I believe clear cooperation is more

10:00about the fellow agent versus about the client we're going to lose.

10:04And so that's my, that's my opinion on it.

10:06Yeah.

10:07Let's keep serving clients.

10:08Yeah.

10:09Um, the last time we did a podcast had to be four, five years ago, I think.

10:16Um, and so a lot has transpired since then, um, as far as your company and, and the growth,

10:22um, you know, so talk to me about some of the biggest leadership lessons you've learned,

10:28um, over those years.

10:32Yeah, uh, this is, this is a big one.

10:34Cause honestly, we could talk a long time about this.

10:38I've learned, I've probably grown more in the last few years since the last time I recorded

10:43that podcast than ever in my career and or life.

10:46Um, I think, I think the biggest one, you know, in 2022, I had, so up until 2022, I retained

10:57once a, once an agent was with me for over a year, no one left.

11:02So I didn't part ways with them and they didn't leave.

11:05We, we knew that we were together.

11:08Um, 2022, I woke up one day and I had, in a matter of three months, I had a few of my

11:15top producers, like my number one top producer made the decision to leave.

11:21And at the time, you know, it was, it was everyone else's fault, right?

11:26It was the agent's fault and the ones that were leaving.

11:30And, you know, like, like they, they, they don't, they took us for granted and, you know,

11:35all of the excuses, um, and then about a year removed from that, I started really like realizing

11:44that I was the one to, that needed to grow and needed to learn.

11:50And my biggest lesson is to not take for granted the people that are literally hustling

11:58on the ground.

11:59Uh, you know, if, if we're not the ones out showing homes, then someone's got to

12:05do that.

12:06Someone's got to be out there showing houses.

12:08Someone has to be out there on appointments, Saturday nights and away from their families.

12:12And they, they actually provide me a job.

12:16My agents provide me an opportunity to lead them.

12:19And I, I started taking them for granted.

12:21I wasn't as grateful for them.

12:23I stopped showing them gratitude.

12:26And I mean, five years ago, if you would have ever, like, if you said, this is a lesson

12:31I was going to learn, I would look at you and be like, you're crazy.

12:33I will never not be grateful for my people.

12:37And my biggest lesson now looking back is, um, gratitude for those that are out there

12:43making it happen and never taking what they do for granted.

12:47And it's been quite the journey over the last year.

12:50Um, all of them have come back.

12:52So every agent that left, um, came back and it was, it's a story of forgiveness and grace

12:58and all, all of us learned.

13:00But my biggest lesson is that like what my, what my meemaw said is, uh, for years, she

13:06said, she used to say, Sarah, don't get too big for your britches.

13:10And I never thought I would get too big for my britches, but I did.

13:14And I'm, I'm humbled.

13:16And I pray that I will always show gratitude for my people.

13:20Yeah.

13:21I mean, when you get, you know, when you grow as quickly as you did, you kind of get

13:25wrapped up in other things and you just, things that you used to do kind of fall to the wayside.

13:32Right.

13:33And you don't realize it until something like that happens where someone, you know, a big

13:38person, you know, a big, uh, producer leaves and you're like, what?

13:42Nobody's ever left me.

13:44Um, yeah, it's, it kind of takes some, sometimes it takes those big moments to really shock you

13:49into like introspection.

13:52Right.

13:53And I, I think the big thing that led to that too, like you're, you're spot on Tracy.

13:57And I think the big thing that led to that for me was I was just moving so fast, you know,

14:03like, and when you're moving fast, you actually can't show gratitude for people, you know, because

14:09if like, you think you're too busy to sit and have lunch with them after a team meeting,

14:13right.

14:14After a broker meeting, like you're too busy because you have too much to do.

14:18Right.

14:18And that was me.

14:19Like I was too busy.

14:20It was going from one thing to another and not pausing and, and them hearing my voice,

14:26them getting a hug from me and recognizing all that they're doing and just slow down.

14:32Even if you're growing fast, your time needs to slow down with your people.

14:37Yeah.

14:37Oh, I could see that.

14:38I think that's life in general is true.

14:41You know, a lot of times you're, you kind of catch yourself like, you know, rushing through

14:46life when you're not really present.

14:49It's the same thing, right?

14:50Yep.

14:51Yeah, for sure.

14:53Um, so is, are there any other kind of aha moments that you've had in your career that,

15:00um, you know, maybe in the last year kind of caused you to, maybe it wasn't a bad thing.

15:06Maybe it was a positive thing that really caused you to innovate, um, or, or do something different.

15:11And that really worked.

15:14Yeah.

15:15About, um, nine months ago, I realized, you know, so when we, when we first started developing

15:23Empower Home, Empower Home's foundation is on reverse prospecting.

15:28So we've got 39 different lead gen pillars that go out and then we have an inside sales

15:33agent department that's calling and booking appointments for our agents.

15:37And then we've got Empower Home services has about a hundred employees.

15:41So we've got HR department and finance and all of the things, right?

15:46It's, it's a, it's a, it's a beast of a company.

15:49Um, and about nine months ago, I, I was the leader, the CEO of Empower Home as a whole.

15:56And I woke up one day and I said to my husband, like, I'm miserable.

16:02I was so unhappy and it dawned on me, like the whole reason why I built Empower Home services

16:12and all of those departments is to serve the agent.

16:15Like I wanted to keep agents and I still, my passion is keeping agents with the right heart,

16:21with the right commitment to serve people in the industry.

16:24Okay.

16:25That's like the core of who I am.

16:27And that's what I wanted to do.

16:29I, I, I built these departments to serve agents, but I woke up last year and I said, wait a second,

16:36like I'm getting further and further removed from the agent.

16:41Like I'm no longer leading them.

16:44I'm now leading an HR department and I'm now leading like a corporate, it felt like a corporation

16:49versus a team family.

16:52Like we're going to help agents stay in the game and serve lots of families.

16:56And I think, and I made a big decision and I, um, like stepped down from my day-to-day CEO

17:03role of Empower Home services.

17:05And I said, I'm going to lead the agents.

17:09And I took back a role of our, um, sales leader and, and said, that's what I want to do.

17:15That's what I'm passionate about.

17:16That's why I, that's why we built this.

17:18That's why we're here.

17:20And I think the biggest, I, if you want to call this innovation, I'm not sure, but like

17:25running after your joy and what brings you happiness in your career in this industry,

17:32because there's so many things you can do, right?

17:34There's so many routes you can take, um, in leadership, following what you do best and

17:40your joy will produce the results for your company of growth.

17:44And I made that scary decision to lean into coaching and guiding our leaders of our agents

17:51and our, and coaching our agents every single day versus leading the corporation, the company,

17:57and then put someone else in position to lead the company, to lead Empower Home services.

18:02And that's when we started growing again.

18:05And so I don't think it's an accident, right?

18:07That when you chase after what makes, what you're passionate about, good stuff happens.

18:12So, yeah, and you know, it's funny.

18:14I just had a discussion with Mark Willis, um, at KW and he's now the chief leadership officer

18:20was the CEO, second time CEO.

18:23Um, and we have this very same discussion, like, you know, he chose to, to step back and

18:30because his passion was really working with the brokers and working with, um, you know,

18:35leaders and try, you know, basically finding that next generation of leaders.

18:39So, um, and I could hear the passion in his voice when he was telling me about it, just

18:46like with you.

18:47So, um, I definitely understand that.

18:49He had one of the biggest influences on the decision for me.

18:53Um, I had a call with him and I was telling him that, you know, I'm at this crossroads.

19:00I'm not sure what to do.

19:01And he said, you are a magnet of, for agents.

19:05Like you come into a room, they listen to you, they learn, they grow, like no one will

19:11replace that.

19:12And so other people can lead these other things, but you need to be following your passion.

19:18And then I saw him at family, Keller Williams family reunion in February.

19:21And he, and we were talking about the decision, um, for him.

19:26And, um, he said, I pulled a Sarah and I said, that's awesome.

19:31I was like, I'm so, and you could see the, you could see him more happy.

19:35Yeah.

19:35And yeah, I'm all about that.

19:37Absolutely.

19:39So how do you keep challenging yourself and your team to innovate and grow?

19:44Oh, I, I, first and foremost, I think, I think it really matters who you get into business

19:52with, you know, um, one of the things that we look for when we're hiring agents is do

20:00they have a growth mindset?

20:02How do they, how do they handle change and what pattern in their life have they been able

20:07to adjust change?

20:08I mean, we're right now living in the largest group of changes in our industry, maybe in

20:14history.

20:15Um, I mean, buyer agency was probably the second, but everything that's going on in the industry

20:21over the last year or two, like massive changes.

20:24And if someone doesn't have it in them to accept change and adapt quickly, they just won't make

20:31it.

20:32Uh, it, they, and so to me, it's in who you hire, hiring people that have the values of growth,

20:38hiring people that always want to be learning and growing no matter how many families they

20:42serve, right?

20:43There's no room for ego at empower home.

20:45Like if they have, if it's all about them and all that they've accomplished and they

20:50want to tell me all these things that they've done, that's probably not an empower home

20:54agent.

20:55Yeah.

20:55Uh, because we based it on, we hire to the values that we're looking for and then it's

21:01easy to have growth.

21:02It's easy to innovate.

21:03It's easy to change quickly when you are hiring based on those qualities to begin with.

21:08Do you find, um, you know, because of all the turmoil or, you know, changes, maybe not

21:14turmoil, but changes in the industry, do you find that you're, um, you're seeing a different

21:20kind of agent emerge?

21:23I wouldn't say yet.

21:25Okay.

21:25I would like, I would like, I would love for you to ask me that question a year from now.

21:29And I would hope my answer is yes.

21:31Cause I, cause what, what will happen is we will see more people rise up that you

21:36names that we've never heard of right now, um, will rise up because, because they know

21:42no different.

21:43Right.

21:43So many times I was just at a top producers lunch with my top agents for the DC Metro location.

21:49And, um, one of them, he's been with me about a decade and he said, you know, it looks like

21:55we're struggling the most with helping people unlearn versus helping them learn.

22:03And that's really, you, you bring it in agents now that they know no different than like with

22:09all the fee collection stuff that's going on, like brand new agents now, like they don't

22:13know what happened two years ago.

22:15Like they're learning what to do today in today's world.

22:19And so we're going to see a lot rise up.

22:21I I'm not seeing them yet, but we will.

22:24Okay.

22:24Yeah.

22:24I can't wait to see the transformation.

22:26I do think there's going to be a transformation, um, in the industry.

22:30I don't necessarily think it's fewer agents, um, necessarily, but, um, we'll see.

22:36I don't know.

22:36It has, that hasn't happened yet.

22:38So I know, I know.

22:40I, I, I, I think I agree with you on that.

22:44Um, in terms of, I'm not sure if it's going to end up being fewer agents.

22:48I think it's going to be, sometimes the older dogs need the new dogs to teach them what to

22:54do.

22:54Yeah.

22:55And I think we're going to see a lot of that.

22:57Yeah.

22:58So with all these new models coming into the market and, you know, obviously the, the flat

23:04fee companies are rising, um, pretty quickly.

23:07I mean, we've had a couple that within three years, LPT like is on the top 10 and the real

23:13trends verified, um, have you shifted your strategy or has your company shifted their

23:20strategy to compete or, you know, do you really just feel like it's more of, there's plenty

23:27of to go around and we just have to focus on our, our, you know, stuff.

23:32Yeah, I would say, um, we have not changed.

23:37Um, we have been, so 10 years ago, no more than that now.

23:41And in 2011, I started really examining the way that agency was done with fee collection.

23:48And I, I come from a business background, so I studied business in college and I, I was

23:53used to looking at our industry, like from a business standpoint, not from necessarily

23:57what the industry does.

23:59And I said then in 2011, like, you know, buyer agency was a new thing in the early nineties,

24:07but the compensation never changed, even though it, before that everyone represented the seller,

24:13which was why the seller paid everybody.

24:15Right.

24:16And in 2011, I was sort of the disruptor in my market when I separated them.

24:22Like we had a fee for a listing.

24:24We had a fee for our buyer representation and we negotiated them separately.

24:28We did it in the buyer agreement, in the listing agreement, and we figured it out.

24:32And I got so much slack in my market for that.

24:36Like, I mean, tons of posts about how unethical I was and all of these things.

24:42And now we're going right there to where it should have been this way to begin with.

24:47Whoever is getting the fiduciary, like responsibility, the fiduciary representation should be the one

24:55that is paying because they're getting represented.

24:58Right.

24:58And if we separate them versus combining them, which is what our industry has done for so long,

25:04then that's how the consumer wins.

25:06That's also how we win.

25:07And so we have not had to make a lot of adjustments because it's been the way we've been operating

25:14for quite some time and we're doing great with it.

25:17We did have a little bit of a dip quarter one, as I shared in terms of fee collection,

25:21but we're back up now after our contest.

25:24Great.

25:25Yeah.

25:25What are some big overarching trends you're seeing in the industry right now that might

25:30cause you to shift gears or maybe embrace some other innovation?

25:36I think there's a little bit too much false optimism right now.

25:43Okay.

25:45And I know that sounds like I started out saying how fun we're having, how much fun we're having.

25:50So it sort of sounds like opposite than that.

25:54But what I'm, there's a lot, we are experiencing quite the shift with days on market.

26:01Um, most of the, all, all 10 of the markets that we're in days on market is now double what

26:08it was.

26:09Um, and so I think what we're going to start seeing and what, what we're working hard on

26:15leading the way is more programs and, um, consumer programs around quickness of sale.

26:25Whereas for years we've been, you, you've been hearing more innovation around pricing,

26:30right?

26:30Like prices or discounts or, um, I actually think as days on market increases, we're going

26:36to see less of that and more innovation around programs for consumers around speed, uh, because

26:44that's now going to become the most important thing to the, to the seller, um, is can you

26:51promise a certain amount of time that you're going to sell my house?

26:54Cause for, I don't know how many years now we've had, haven't had to do that.

26:58Yeah, no, I mean, it's true.

27:01They're, you know, probably more, um, more staging, more, you know, repairs, more, you

27:07know, more of all of that to, you know, curb, uh, curb appeal, more of that being done just

27:14to get a house on the market to really boost its presence.

27:17Um, yeah, yeah, that makes a lot of sense for sure.

27:20And I'm in Florida, so we're, we're going, we're going through it apparently.

27:25Yes.

27:25I've seen it in my neighborhood yet, but, um, but it'll, I'm sure it'll come here.

27:31So Florida, we're in Orlando, um, in Orlando year over year is about 10% down.

27:37Yeah.

27:38So, which is one of our most significant locations in terms of, yeah.

27:42So I'm in Heathrow.

27:43I, we have not really noticed.

27:45There are some more listings than usual on the, on the market now in Heathrow before you,

27:50you know, it was like two or three listings and that's all we had.

27:52Um, but my neighbor sold for a really good price still prices haven't, you know, I think

27:58it's just, it's hyperlocal, right?

28:00So it really just depends on the specific neighborhood, the specific community, whatever

28:05it is.

28:06Yeah.

28:06Yep.

28:07Yeah.

28:07It's, that's the thing about real estate is you can literally be the same street on the

28:12same street, but if one backs to power lines and the other side doesn't, there's a difference

28:17in value.

28:18And so it's very hyperlocal, um, to, to the house.

28:21Yeah.

28:22Yeah.

28:22Absolutely.

28:24Um, so my final question is just what's next for empower home.

28:29What's next is continue on our mission.

28:31So we are on a mission to serve a hundred, a hundred families a month in each of the locations

28:36that we're in.

28:37Um, and we are staying focused on that each and every day I wake up and I say, how can I

28:44help my agents serve more families and how can we make sure we have the right agents to

28:49serve those families?

28:50And so to continue our mission of serving a hundred families a month to one day, give

28:54back a million dollars to worthy causes in each community that we serve.

28:58And so that's, that's what's next.

29:00I love that.

29:01I love that.

29:02Um, well, thank you, Sarah, for joining the podcast.

29:05We really appreciate having you on.

29:07Yeah.

29:07And I can't wait.

29:07I think I'm going to see you in a few weeks.

29:09Yes.

29:10Yes, you will.

29:11I'll be there.

29:12Okay.

29:13Sounds good.

29:13Thanks.

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29:38Thanks.

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