Today on Power House, we have a crossover episode with the RealTrending podcast. Host Tracey Velt sits down with Sarah Reynolds, CEO of EmpowerHome with Keller Williams.
Sarah and Tracey talk about how to keep real estate fun, why focusing on controllable factors fuels success more than anything else, and the strategies that EmpowerHome uses to stay ahead of trends She also talks about how agent gratitude is at the heart of her leadership and how EmpowerHome is evolving to serve over 100 families a month.
Here’s 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 Power House podcast brings the biggest names in housing to answer hard-hitting questions about industry trends, operational and growth strategy, and leadership. Join HousingWire president Diego Sanchez every Thursday morning for candid conversations with industry leaders to learn how they’re differentiating themselves from the competition. Hosted and produced by the HousingWire Content Studio.
Sarah and Tracey talk about how to keep real estate fun, why focusing on controllable factors fuels success more than anything else, and the strategies that EmpowerHome uses to stay ahead of trends She also talks about how agent gratitude is at the heart of her leadership and how EmpowerHome is evolving to serve over 100 families a month.
Here’s 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 Power House podcast brings the biggest names in housing to answer hard-hitting questions about industry trends, operational and growth strategy, and leadership. Join HousingWire president Diego Sanchez every Thursday morning for candid conversations with industry leaders to learn how they’re differentiating themselves from the competition. Hosted and produced by the HousingWire Content Studio.
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NewsTranscript
00:00This episode of Powerhouse is brought to you today by Polly.
00:05When you're talking to your agents and you're talking about the market and kind of the challenges that are happening today,
00:13are you thinking about mindset and injecting fun into your discussions?
00:18I don't mean unrealistic fun.
00:20I mean, being more positive overall.
00:23Today, I spoke with Sarah Reynolds.
00:25She is the CEO of Empower Home with Keller Williams.
00:28We talked about some mindset shifts that she's made recently to empower her team to really boost their production
00:36without getting too depressed about the market or any of the challenges going on right now.
00:42And it's starting to work.
00:43She's seeing results of that already.
00:46So she'll give you her story.
00:48Enjoy the podcast.
00:55Sarah, welcome to the podcast.
00:57It's been a year since we've talked, I think.
01:01Yeah, I think even more than that.
01:02So I'm excited to be here.
01:04Yeah, yeah, great.
01:06Well, I'm going to jump right into it.
01:07I mean, I wanted to talk to you a little bit about your team.
01:11Obviously, it's been a little bit of a challenging market.
01:15And a lot of teams and brokerages have been scaling back, but you've been in growth mode.
01:21So how are you kind of approaching growth in these types of conditions?
01:27Yeah, this is a great question.
01:30And I think it's on the minds probably of every leader across the real estate industry right now.
01:35You know, it looks like so far this year, we're actually pacing even less in terms of home sales nationwide, which who would have ever thought that we would be pacing less than the last couple of years?
01:47Because it's been a hard couple of years.
01:50And, you know, in 2022, when the market first started shifting, so that was when mid-year is when we first started seeing the numbers go down.
01:59I spent a lot of time with the team on, like, making sure that they knew what was going on in the market, making sure that they were aware that there's been a shift and educating them.
02:11And honestly, I learned through that what not to do because what ended up happening is everyone got in their head and started being almost a victim to the market versus looking at ourselves and saying, okay, how can we compete with ourselves a year ago and almost ignoring it?
02:34And so I had one of my leaders a couple of weeks ago started talking about the market and I stopped her and I said, we're not going to do that here.
02:42We're literally going to not talk about the market.
02:45And she said, well, it's important for us to know so we can educate our sellers.
02:49I said, oh, absolutely.
02:50We want to educate our sellers and we're not going to start our training talking about market data because we make our own market.
02:58And it's really how we have gone back into growth mode over the last year is really that, like protecting my mindset.
03:07Like I don't, I'm not reading like doom and gloom articles right now.
03:12I'm, I'm protecting my mindset.
03:14I'm looking at our business a year ago and I'm competing with us from a year ago.
03:19And so every week, are we on pace to help serve more families than we did the same week a year ago and, and just blocking out the noise.
03:28I think it's so critical right now for our leaders to be protecting their mindset.
03:32And that's what, that's what we've been doing and it's working so far versus the alternative.
03:38That makes so much sense.
03:39I mean, it's, it's just kind of like too much of news and, and then you're just depressed, right?
03:44It's kind of the, it's the same thing with the housing market news, you know, I don't want to be depressed.
03:49I'm just going to pretend it's a, you know, you have to know some obviously.
03:53Yeah.
03:54But, but, you know, I think there are several pretty fair and balanced, like Logan Motoshami does a great job of kind of talking about the opportunities and the positive side of it.
04:08So if you focus on those, it makes a lot of sense for sure.
04:11Yeah.
04:11Yeah, for sure.
04:12And, and I think focusing on what we control, right?
04:15Like we, we don't control what's going on in the market.
04:18We control what we do and the actions that we do.
04:21And if we're doing more actions than we were a year ago, then we're going to win.
04:26If we do less actions, we're not.
04:28So I think that's the key is focusing on what we control versus what we, what we can't control.
04:33And are there any specific like strategies or innovations or anything that you're heavily like leaning into to kind of build momentum or keep momentum going for your team?
04:44Yeah.
04:45So we are, um, every single month, every single week, we are doing a different contest.
04:54So we are doing our best to make it fun, uh, because I think most agents, when they get their real estate license, they get it.
05:04And when you talk to them about why they got their real estate license, a lot of times it's like freedom and to be independent contractor and to have, and fun is part of it.
05:13Um, and I think many times, especially when a market is shifting or has shifted that we lose the fun.
05:21And, um, one of the strategies that we've done this year versus in the years past is instead of like, like as an example, um, two months ago, I found that our average fee had gone down compared to the same quarter.
05:37So it was for first quarter of the year compared to the same quarter a year ago.
05:41So, and the old Sarah, I would say would have gotten in front of my agents and been like, you know, this is our fee and you guys need to collect it.
05:50And, um, and, and this era of this year, in terms of implementing strategies that are working is we did a raise, we call it a raise yourself rumble, whichever location could give themselves the largest raise in their fee ended up getting their entire broker fee paid for, for the month of May.
06:09So anything that went under contract, they had a free cap, all their broker fees were paid for.
06:15And, uh, we had one location, the location that won in Dallas, Texas, they ended up, I mean, it's, it's almost a 20 grand prize that was given out and we made it fun versus me being in front of them and being like, you're not doing this right.
06:28You're not doing that right.
06:29You know, and so one strategy that we're implementing that's working is making it fun again, having contests, having games and making what's fun about real estate fun again.
06:40I love that.
06:41And, you know, I want to backtrack a little and just have you talk a little bit about your, your company.
06:46Um, just give a brief, you know, so that everyone knows, um, who you are and what you do.
06:52I'll do a little intro later, but you know.
06:55Yeah.
06:56So I am the CEO of empower home.
06:59Uh, we are in 10 locations and right now we're ranked number five in the country across all brokerages.
07:07Uh, we're number one in the largest brokerage in America, Keller Williams, in terms of teams, um, in our DC Metro team, which is where I'm recording this right now.
07:16And where our headquarters is, um, we serve about a hundred families a month.
07:21Um, and so depending on the year, we're anywhere between a thousand to 1200 families served a year, just in that one location.
07:28And then we've expanded and grown to nine other locations.
07:31And right now we've got about 170 agents.
07:34Great.
07:35Great.
07:35Um, so I want to talk about some current trends, obviously NAR's clear cooperation, um, new option.
07:43The delayed marketing is causing waves everywhere with companies, you know, being, uh, out there telling how they feel, what they, what they agree with.
07:51Some people like private listings.
07:53Some people don't.
07:54Um, it's been a huge hot button in issue.
07:57And I wanted to get your take on that.
08:00Um, especially from a consumer perspective.
08:02You know, I know Keller Williams hasn't officially really taken a stand.
08:07Um, but you know, how, how do you feel about it?
08:10Yeah, I know that KW is working on a stand on it.
08:15Um, I was interviewed by the new CEO about a month ago on this topic as they're, you know, collecting data and, and figuring it out.
08:23Um, for me and what I, you know, the first question that I was asked was how often do I, as a rainmaker of agents and coaching agents every day that are meeting with sellers every day.
08:35Like how, how often do I think about clear cooperation?
08:38And my immediate response was, I never think about clear cooperation.
08:44Um, and I, I think the, the foundation of that thought is it's gotta be about the, the client.
08:52At the end of the day, all of us, if we're in the real estate industry, at the end of the day, we serve buyers and sellers, no matter your role, no matter if you own a brokerage, no matter if you're even in the mortgage company, like you, you serve buyers and sellers.
09:07And any time that we make policies or things that are about us versus the client, we're going to end up losing.
09:16And I feel strongly by meeting with thousands of sellers.
09:21Like I've sat at the kitchen table of thousands of sellers that some sellers want their home to sell without going on the open market.
09:30There's situation after situation of sellers that do.
09:34Now, do, do they end up getting sometimes less money?
09:38Sure.
09:39But they know that and they actually choose that because they, they don't want the stress, right?
09:46It's always, every client's trying to decide, do I want stress, a little bit of stress or do I want convenience and less money?
09:52Yeah.
09:53Right.
09:54And depending on the client situation, if we make it about what the client wants and us serving and listening to our clients, then our industry will win.
10:04The minute we don't, and we make it more about us, which I believe clear cooperation is more about the fellow agent versus about the client, we're going to lose.
10:13And so that's my, that's my opinion on it.
10:15Yeah.
10:16Let's keep serving clients.
10:17Yeah.
10:18The last time we did a podcast had to be four, five years ago, I think.
10:24And so a lot has transpired since then, as far as your company and, and the growth, you know, so talk to me about some of the biggest leadership lessons you've learned over those years.
10:39Yeah, this is, this is a big one because honestly we could talk a long time about this.
10:47I've learned, I've probably grown more in the last few years since the last time I recorded that podcast than ever in my career and or life.
10:55Um, I think, I think the biggest one, you know, in 2022, I had, so up until 2022, I retained once, once an agent was with me for over a year, no one left.
11:11So I didn't part ways with them and they didn't leave.
11:14We, we knew that we were together.
11:17Um, 2022, I woke up one day and I had in a matter of three months, I had a few of my top producers, like my number one top producer made the decision to leave.
11:30And at the time, you know, it was, it was everyone else's fault, right?
11:35It was the agent's fault and the ones that were leaving and, you know, like, like they, they, they don't, they took us for granted and, you know, all of the excuses.
11:46Um, and then about a year removed from that, I started really like realizing that I was the one to, that needed to grow and needed to learn.
11:58And my biggest lesson is to not take for granted the people that are literally hustling on the ground.
12:08Uh, you know, if, if we're not the ones out showing homes, then someone's got to do that.
12:15Someone's got to be out there showing houses.
12:17Someone has to be out there on appointments Saturday nights and away from their families.
12:21And they, they actually provide me a job.
12:24My agents provide me an opportunity to lead them.
12:28And I, I started taking them for granted.
12:30I wasn't as grateful for them.
12:32I stopped showing them gratitude.
12:35And I mean, five years ago, if you would have ever, like, if you said, this is a lesson I was going to learn, I would look at you and be like, you're crazy.
12:42I will never not be grateful for my people.
12:45And my biggest lesson now looking back is, um, gratitude for those that are out there making it happen and never taking what they do for granted.
12:56And it's been quite the journey over the last year.
12:59Um, all of them have come back.
13:01So every agent that left, um, came back and it was, it's a story of forgiveness and grace and all, all of us learned.
13:10But my biggest lesson is that like what my, what my meemaw said is, uh, for years, she said, she used to say, Sarah, don't get too big for your britches.
13:19And I never thought I would get too big for my britches, but I did.
13:23And I'm, I'm humbled.
13:25And I pray that I will always show gratitude for my people.
13:29Yeah.
13:30I mean, when you get, you know, when you grow as quickly as you did, you kind of get wrapped up in other things.
13:36And you just, things that you used to do kind of fall to the wayside.
13:41Right.
13:42And you don't realize it until something like that happens where someone, you know, a big person, you know, a big, uh, producer leaves and you're like, what?
13:51Nobody's ever left me.
13:53Um, yeah, it's, it's kind of takes some, sometimes it takes those big moments to really shock you into like introspection.
14:01Right.
14:02And I, I think the big thing that led to that too, like you're, you're spot on Tracy.
14:06And I think the big thing that led to that for me was I was just moving so fast, you know, like, and when you're moving fast, you actually can't show gratitude for people, you know, because if that, you think you're too busy to sit and have lunch with them after a team meeting.
14:23Right.
14:23After a broker meeting, like you're too busy because you have too much to do.
14:27Right.
14:27And that was me.
14:28Like I was too busy.
14:29It was going from one thing to another and not pausing and, and them hearing my voice, them getting a hug from me and recognizing all that they're doing and just slow down.
14:41Even if you're growing fast, your time needs to slow down with your people.
14:46Yeah.
14:46Oh, I could see that.
14:47I think that's life in general is true.
14:50You know, a lot of times you're, you kind of catch yourself like, you know, rushing through life when you're not really present.
14:58It's the same thing, right?
14:59Yep.
15:00Yeah.
15:00Yep.
15:01For sure.
15:01Um, so is, are there any other kind of aha moments that you've had in your career that, um, you know, maybe in the last year kind of caused you to, maybe it wasn't a bad thing.
15:15Maybe it was a positive thing that really caused you to innovate, um, or, or do something different.
15:21And that really worked.
15:22Yeah, uh, about, um, nine months ago I realized, you know, so when we, when we first started developing Empower Home, Empower Home's foundation is on reverse prospecting.
15:37So we've got 39 different lead gen pillars that go out and then we have an inside sales agent department that's calling and booking appointments for our agents.
15:46And then we've got, and Empower Home services has about a hundred employees.
15:50So we've got HR department and finance and all of the things, right?
15:55It's, it's a, it's a, it's a beast of a company.
15:58Um, and about nine months ago, I, I was the leader, the CEO of Empower Home as a whole.
16:06And I woke up one day and I said to my husband, like, I'm miserable.
16:10I was so unhappy and it dawned on me, like the whole reason why I built Empower Home services and all of those departments is to serve the agent.
16:24Like I wanted to keep agents and I still, my passion is keeping agents with the right heart, with the right commitment to serve people in the industry.
16:33Okay.
16:34That's like the core of who I am.
16:36And that's what I wanted to do.
16:38I, I, I built these departments to serve agents, but I woke up last year and I said, wait a second.
16:45Like I'm getting further and further removed from the agent.
16:50Like I'm no longer leading them.
16:53I'm now leading an HR department and I'm now leading like a corporate, it felt like a corporation versus a team family.
17:01Like we're going to help agents stay in the game and serve lots of families.
17:05And I think, and I made a big decision and I, um, like stepped down from my day-to-day CEO role of Empower Home services.
17:14And I said, I'm going to lead the agents.
17:18And I took back a role of our, um, sales leader and, and said, that's what I want to do.
17:24That's what I'm passionate about.
17:25That's why I, that's why we built this.
17:27That's why we're here.
17:28And I think the biggest, I, if you want to call this innovation, I'm not sure, but like running after your joy and what brings you happiness in your career in this industry.
17:41Cause there's so many things you can do, right?
17:43There's so many routes you can take, um, in leadership, following what you do best.
17:49And your joy will produce the results for your company of growth.
17:53And I made that scary decision to lean into coaching and guiding our leaders of our agents and our, and coaching our agents every single day versus leading the corporation, the company, and then put someone else in position to lead the company, to lead Empower Home services.
18:11And that's when we started growing again.
18:14And so I don't think it's an accident, right?
18:16That when you chase after what makes, what you're passionate about, good stuff happens.
18:21So, yeah.
18:22And you know, it's funny.
18:23I just had a discussion with Mark Willis, um, at KW and he's now the chief leadership officer, was the CEO, second time CEO.
18:31Um, and we have this very same discussion, like, you know, he chose to, to step back and because his passion was really working with the brokers and working with, um, you know, leaders and try, you know, basically finding that next generation of leaders.
18:48So, um, and I could hear the passion in his voice when he was telling me about it, just like with you.
18:56So, um, I definitely understand that.
18:58He had one of the biggest influences on the decision for me.
19:02Um, I had a call with him and I was telling him that, you know, I'm at this crossroads.
19:09I'm not sure what to do.
19:10And he said, you are a magnet of, for agents.
19:14Like you come into a room, they listen to you, they learn, they grow, like no one will replace that.
19:21And so other people can lead these other things, but you need to be following your passion.
19:27And then I saw him at family, Keller Williams family reunion in February and he, and we were talking about the decision, um, for him.
19:35And, um, he said, I pulled a Sarah and I said, that's awesome.
19:40I was like, I'm so, and you could see the, you could see him more happy.
19:44Yeah.
19:44And yeah, I'm all about that.
19:46Absolutely.
19:48So how do you keep challenging yourself and your team to innovate and grow?
19:53Oh, I, I, first and foremost, I think, I think it really matters who you get into business with, you know, um, one of the things that we look for when we're hiring agents is do they have a growth mindset?
20:09How do they, how do they handle change and what pattern in their life have they been able to adjust change?
20:15I mean, we're right now living in the largest group of changes in our industry, maybe in history.
20:21Um, I mean, buyer agency was probably the second, but everything that's going on in the industry over the last year or two, like massive changes.
20:31And if someone doesn't have it in them to accept change and adapt quickly, they just won't make it.
20:39Uh, they, and so to me, it's in who you hire, hiring people that have the values of growth, hiring people that always want to be learning and growing no matter how many families they serve.
20:49Right.
20:50There's no room for ego at empower home.
20:52Like if they have, if it's all about them and all that they've accomplished and they want to tell me all these things that they've done, that's probably not in a power home agent.
21:02Yeah.
21:02Uh, because we base it on, we hire to the values that we're looking for and then it's easy to have growth.
21:09It's easy to innovate.
21:10It's easy to change quickly when you are hiring based on those qualities to begin with.
21:15Do you find, um, you know, because of all the turmoil or, you know, changes, maybe not turmoil, but changes in the industry, do you find that you're, um, you're seeing a different kind of agent emerge?
21:30I wouldn't say yet.
21:32Okay.
21:32I would like, I would like, I would love for you to ask me that question a year from now.
21:36And I would hope my answer is yes.
21:38Cause I, cause what, what will happen is we will see more people rise up that you names that we've never heard of right now, um, will rise up because, because they know no different.
21:50Right.
21:50So many times I was just at a top producers lunch with my top agents for the DC Metro location.
21:57And, um, one of them, he's been with me about a decade and he said, you know, it looks like we're struggling the most with helping people unlearn.
22:06Versus helping them learn.
22:10And that's really, you, you bring it in agents now that they know no different than like with all the fee collection stuff that's going on, like brand new agents now, like they don't know what happened two years ago.
22:22Like they're learning what to do today in today's world.
22:25And so we're going to see a lot rise up.
22:28I'm not seeing them yet, but we will.
22:30Okay.
22:31Yeah.
22:31I can't wait to see the transformation.
22:33I do think there's going to be a transformation, um, in the industry.
22:36I don't necessarily think it's fewer agents, um, necessarily, but, um, we'll see.
22:43I don't know.
22:43It has, that hasn't happened yet.
22:45So I know, I know.
22:47I, I, I, I think I agree with you on that.
22:51Um, in terms of, I'm not sure if it's going to end up being fewer agents.
22:55I think it's going to be sometimes the older dogs need the new dogs to teach them what to do.
23:01Yeah.
23:02And I think we're going to see a lot of that.
23:04Yeah.
23:05So with all these new models coming into the market and, you know, obviously the, the flat
23:11fee companies are rising, um, pretty quickly.
23:14I mean, we've had a couple that within three years, LPT like is on the top 10 and the real
23:20trends verified.
23:21Um, have you shifted your strategy or has your companies shifted their strategy to compete
23:29or, you know, do you really just feel like it's more of, there's plenty of to go around
23:35and we just have to focus on our, our, you know, stuff.
23:39Yeah, I would say, um, we have not changed.
23:43Um, we have been, so 10 years ago, no more than that now in, in 2011, I started really
23:51examining the way that agency was done with fee collection.
23:55And I come from a business background.
23:57So I studied business in college and I, I was used to looking at our industry, like from
24:02a business standpoint, not from necessarily what the industry does.
24:05And I said then in 2011, like, you know, buyer agency was a new thing in the early nineties,
24:13but the compensation never changed, even though it, before that everyone represented the seller,
24:20which was why the seller paid everybody.
24:22Right.
24:22And in 2011, I was sort of the disruptor in my market when I separated them.
24:28Like we had a fee for a listing.
24:30We had a fee for our buyer representation and we negotiated them separately.
24:35We did it in the buyer agreement, in the listing agreement, and we figured it out.
24:39And I got so much slack in my market for that.
24:43Like, I mean, tons of posts about how unethical I was and all of these things.
24:48And now we're going right there to where it should have been this way to begin with.
24:54Whoever is getting the fiduciary like responsibility, the fiduciary, um, representation should be the
25:01one that is paying because they're getting represented.
25:05Right.
25:05And if we separate them versus combining them, which is what our industry has done for so long,
25:11then that's how the consumer wins.
25:12That's also how we win.
25:14And so we have not had to make a lot of adjustments because it's been the way we've been operating
25:21for quite some time.
25:22And we're, we're doing great with it.
25:24We did have a little bit of a dip quarter one, as I shared in terms of fee collection.
25:28Uh, but we're back up now after our contest.
25:31So great.
25:31Yeah.
25:32Um, what are some big overarching trends you're seeing in the industry right now that might
25:37cause, um, you to shift gears or maybe embrace some other innovation?
25:45I think there's a little bit too much false optimism right now.
25:50Okay.
25:52And I know that sounds like I started out saying how fun we're having, how much fun we're having.
25:56So it sort of sounds like opposite than that.
26:00Um, but what I'm, there's a lot, we are experiencing quite the shift with days on market.
26:08Um, most of all, all 10 of the markets that we're in days on market is now double what
26:15it was.
26:16Um, and so I think what we're going to start seeing and what, what we're working hard on
26:22leading the way is more programs and, um, consumer programs around quickness of sale.
26:32Whereas for years we've been, you, you've been hearing more innovation around pricing,
26:37right?
26:37Like prices or discounts, or, um, I actually think as days on market increases, we're going
26:43to see less of that and more innovation around programs for consumers around speed, uh, because
26:51that's now going to become the most important thing to the, to the seller, um, is can you
26:57promise a certain amount of time that you're going to sell my house?
27:00Cause for, I don't know how many years now we've had, haven't had to do that.
27:05Yeah, no, I mean, it's true.
27:08There, you know, probably more, um, more staging, more, you know, repairs, more, you know, more
27:15of all of that to, you know, curb, uh, curb appeal, more of that being done just to get
27:21a house on the market to really boost its presence.
27:24Um, yeah, yeah, that makes a lot of sense for sure.
27:27And I'm in Florida, so we're, we're going, we're going through it apparently.
27:31I haven't seen it in my neighborhood yet, but, um, but it'll, I'm sure it'll come here.
27:38So yeah, Florida, we're in Orlando, um, in Orlando year over year is about 10% down.
27:44Yeah.
27:45So, which is one of our most significant locations in terms of, yeah.
27:49So I'm in Heathrow.
27:50I, we have not really noticed, there are some more listings than usual on the, on the market
27:55now in Heathrow before you, you know, it was like two or three listings and that's all
27:59we had.
27:59Um, but my neighbor sold for a really good price still prices haven't, you know, I think
28:05it's just, it's hyper local, right?
28:07So it really just depends on the specific neighborhood, the specific community, whatever it is.
28:12Yeah.
28:13Yep.
28:13Yeah.
28:14It's, that's the thing about real estate is you can literally be the same street on the
28:19same street, but if one backs to power lines and the other side doesn't, there's a difference
28:24in value.
28:25And so it's very hyper local, um, to, to the house.
28:28Yeah.
28:29Yeah, absolutely.
28:31Um, so my final question is just what's next for empower home.
28:35What's next is continue on our mission.
28:38So we are on a mission to serve a hundred, a hundred families a month in each of the locations
28:43that we're in.
28:44Um, and we are staying focused on that each and every day I wake up and I say, how can
28:50I help my agents serve more families and how can we make sure we have the right agents to
28:56serve those families?
28:57And so to continue our mission of serving a hundred families a month to one day, give
29:01back a million dollars to worthy causes in each community that we serve.
29:05And so that's, that's what's next.
29:07I love that.
29:08I love that.
29:09Um, well, thank you, Sarah, for joining the podcast.
29:11We really appreciate having you on.
29:14Yeah.
29:14And I can't wait.
29:14I think I'm going to see you in a few weeks.
29:16Yes.
29:16Yes, you will.
29:17I'll be there.
29:19Okay.
29:19Sounds good.
29:20Thanks.