The I Love CVille Show With Jerry Miller! - Yvonne Wiedle Joined Keith Smith & Jerry Miller On "Real Talk With Keith Smith!"

Episode Date: January 24, 2024

Yvonne Wiedle, Realtor at YES Realty Partners, joined Keith Smith and Jerry Miller on “Real Talk With Keith Smith” powered by YES Realty Partners and Yonna Smith! “Real Talk” airs every Monday, Wednesday and Friday from 10:15 am – 11 am on The I Love CVille Network! “Real Talk With Keith Smith” is presented by Charlottesville Settlement Company, LLC, El Mariachi Mexican Bar & Grill, Fincham & Associates, Inc., Free Enterprise Forum, Intrastate Service Co, Pearl Certification and YES Realty Partners.

Good Wednesday morning, guys. My name is Jerry Miller, and thank you kindly for joining us on Real Talk with Keith Smith, a show that airs three days a week, 10.15 a.m. to 11.15 a.m., and is approaching a five-year anniversary. for its breadth and storytelling, for its ability to connect with you, the viewer and listener, for its talents with its star, Keith Smith, a gentleman who's been in real estate since 1987, a man that I genuinely look up to, a man that's always dressed well, always has a gift for conjuring laughter from those who are around him, and a man who knows how to close a deal. I think today's program is going to be fantastic. I've been looking forward to today's program since I heard who our guest was, and I'm going to take a back seat on most of today's show as I watch the dynamic play out between a father and a daughter, and perhaps the next generation of a generational real estate business. Yes,

Realty Partners. Judah Wickigkauer is our director. If you could go to the studio camera, my friend, and welcome our star, Keith Smith of Real Talk with Keith Smith. Good Wednesday morning, my friend. I also get kudos from Lies of a Dog. And that's the ones that actually... You really like coming in here because you know you're very well liked in this studio. I'm very...

Yes. I know he does. you know you're very well liked in this studio. I'm very well. Yes. I know he does. I know he does. I know he does. Hi, Yvonne. How are you? Hi, Dad.

Our Keith. Oh, Keith. We're in a work environment, so it's Keith. Hello, Keith. But it could be Dad. It could be Pop. It could be whatever you want. There's no. One thing that we have established, there's very few roles.

But, you know, this is an open and safe space. Thank you. Did I use the right words? Oh, you did. It's funny you brought up the dad, daughter. As you guys know, dad and daughter here. Did some business back in the day with Chris Jensen and Pat Jensen, the late, great Pat Jensen was in the room, who is a real estate legend. She's now in heaven. And when I would watch Chris and Pat interact all the time, it was always Chris and Pat. It's funny. So a shout out to the Earpies. So

Yon and I went out for dinner with Alex and his wife, Elizabeth, to bowl, of course. But that's where we went out. And I asked during the meal, I said, so how do you and your dad do that? Because, you know, I come from a family business, right? You know, my father, when he left the New York City Fire Department, worked for us to go ahead and build houses. And I reminded him all the time that he was the father of the president, which would be me.

And then I got told to shut up. But I'm excited about today. I'm excited about this journey together. And you kind of crushed me a little bit. You said that I was pushing you into this business since 2008? No, not pushing, but like suggesting that I get my license. Because there was a long time where I didn't know if I was going to go to a college or not, right?

Like, I'm first-generation college, so that was, like, an unknown route for our family. And, like, I remember the day I learned that, like, GPAs are cumulative, not just, like, for the year. So clearly I was, like, hopping on the college game last second, and you were like, you should get your real estate license. I think I feel like I tell that to everybody. Well, my next statement was,

you've been telling me and one of my childhood best friends, Kelsey, to do it since we were 18. Well, I've recognized talent from an early age that you can do this. Stephanie Wells Rhodes, watching of the Interstate Service Company family. Back to family-run businesses, right? She says,

because her dad was her boss for a period of time at Interstate Pest and Service Companies, and she said, my dad was always dad to me, even when he was my boss. Another interesting dynamic here with the seven degrees or six degrees of Kevin Bacon. In this particular circumstance, it's like the three degrees

of the Smith family or the Wells family. I think you grew up with her daughter, Corinne. Yeah, and now Corinne is the teacher for my little cousin, Emery. And Louisa County Public Schools. Flavana County. Flavana County Public Schools.

Okay, Flavana County Public Schools. So everyone is just a few degrees apart in this community. It's a small community. Or it's Flavana. Yeah, or it's Flavana. Mazzy Vogler watching the program. Hey, Mazzy, how are you?

She's a realtor of Real Estate 3. Yeah, we sat down and had a cup of coffee yesterday. She's a rock star of a real estate agent. I think Yona and her just did a transaction, and we always try to sit down and thank them for a smooth transaction, and she did an absolutely smooth transaction. So back to the why, right? You know, um, I don't think I've ever asked you this question. Why, uh, why have you decided to

pivot from being a teacher, uh, to, to getting into this business? Um, and I'm trying not to be super excited about it. Great question. Um, teaching is really tough right now as any teacher. It's always been, right? It has always been very tough, right? Well, I mean, I've only worked in it to speak to recent years from my understanding from, you know, generational teachers and people who've been in the game for 20 to 30 years. It has shifted. We're in a space right now, at least I can speak to my experience, where admins maybe isn't trusting teachers as much as I was lucky to have with my admin when I worked in Merrimether and other schools, and parents aren't trusting admin, and parents aren't trusting teachers,

and teacher, it's just like almost feels like a whole communication breakdown amongst the public school and I'm sure private sector as well um so for me I love teaching and I love I get my cup filled from hanging out with children they are my favorite uh I realize that I can get that avenue through different things like volunteer work coaching coaching, tutoring. So I don't need teaching and all that comes with it to be my filling cup with my children. And kind of my favorite analogy is I love when the classroom door is closed and I get to be with just my children learning what we would like to learn. Things are grooving.

I don't have all the outside impacts of admin of state testing of parents of homework of just nonsense data collection so like when my door is closed that's why I love teaching the problem is is when I was getting along in my teaching career and this is a blanket statement might not be true for everyone I couldn't close that door anymore like all of those outside factors just kept. So you were not allowed to be a teacher. I just wasn't. It was really difficult to do the style of teaching that I wanted in the setting that I was at. So it felt like a natural transition.

I also don't think I would ever be okay with paying someone to raise Ravenna while I raise other children. That's her daughter. Yeah. That's just kind of like where my priorities lie. And so I love children, but I'm biased to my own. And I'm very thankful I'm in the position. Oh, you said that in plural.

Is there something I need to know? To my own. Oh, okay. Got it. Got it. My hearing aid picked up something else. To my own. Yeah, that's singular.

The grandfather kicked in there for a second. Yeah, no, that's singular. No, don't worry. Yeah, I was singular. No, I heard something different. You know, that's, that was my like, okay, this feels like a natural transition. What can I do? And I truly just, it started off with like, I just want to internship underneath my family because you have such a wealth of knowledge in this field. Since 1987. Yes, and it's just like, you're here. I want to learn it all. You're the people I learned from my whole life. So it feels a very natural transition.

So how did it feel? Because this is an open and honest, right? So how did it feel growing up with mom and dad having their own businesses, working the crazy things? You know, we joke around. I think I left you late standing more times than. There were birthday parties where you answered phone calls, yes.

Yeah, yeah. Like, happy birthday. Hello, this is Keith. Yeah, yeah. You know, that's not what I want. That's why when Jerry's, like, maybe next generation for the YRP family, I would love to manage that from a different perspective, but that's not the game I'm trying to get into because you guys work all the time.

It is all of the time. And that's my main friction with teaching is it's also all the time working. My wife would say the same. I work all the time. I'm constantly on my phone. Yeah. Either talking, sending emails or text messaging. And it's such a fine line between being accessible and providing client services of the highest quality, which gets you referrals and keeps the client happy. Referrals is the key to this business. Referrals in any business. Particularly

this business. Yeah. Any business. Because in a lot of ways, I'm in the same kind of business. You know, it's keeping people happy. I mean, just to put an example to that. And, you know, mom, Yona, I mean, God love her. She religiously sends out these notes. She never stops. And religiously sends out these. They're a fantastic personal touch.

Yeah. I sincerely mean that and i got a phone call we're going to go see a a listing today that was a note that yonas sent four years ago with a calendar and a little refrigerator thinking and we're going to go see a house and four years later it made an impact uh but we're going to have to shoehorn between all the meetings we've got today to make it happen because it's a matter of taking care of the client but

I think to finish my sentence there you know it, you know when you're growing up that you're, if you have a member of, you know, a parent who works like this, like you know you know they're working a lot you don't understand it and I think like where I'm interested to see how my next

phase of life or chapter of life will be is like how do I parent and also do this because it's you realize there is not enough hours in the day and And so, you know, my work ethic is because I've watched you all work like that. At the same time, do you think that's common for your age group? Yes, millennials? Yes. And I think the main difference between like boomers, your age, we're gonna go down that route huh the main difference between people my parents age and me we have seen you all work and this is again blanketing could be very different for everyone but we have seen you work like that into the ground so we know how to work like that into the ground but we're like desperately trying to set boundaries like healthy work-life balance boundaries um so that's so one

of the great things about this business is you can do that it's if you choose to do it or not it's a different story multiple agents watching the program mozzie says that's real estate we're always working i'm seeing that from a couple of agents that are posting on the feed right now as someone watching it growing up between but when i when you when i was growing up you were doing your mozzie has two daughters yeah so this is sitting probably home with her with two daughters yeah i mean like you were in your construction business and that was non-stop i mean i grew up on a job site which is fine um i learned some colorful language i could probably you know think really i can probably thank my humor to the job site. But on the positive side, you know how to operate a skid steerer.

I do. You know how to operate a track hoe. We used to pull up. Life lessons for sure. Life lessons, yes. Your mother, Yona's heart would sink when she'd pull up to a job site and you were up on the trusses on the top with me, unhooking cranes. Yeah, and that's how I love to learn now. I'm excited to do that again with you. I really am. I don't know if you'll catch me on a trusses on the top with me yeah a hook unhooking crane yeah and like that's i mean that's

how i love to learn now i'm excited to do that again with you i really i don't know if you'll catch me on a truss again but you might be able to get right up there yeah working together again well what's going to happen and and once our mantle will get to your comment johnny or now is watching the program johnny you know it's multiple restaurants he knows he knows family knows family and balancing family and working around the clock. What happens when you get in this game? And I see totally what Keith and Yonah and the team see with you is like, you're a people person. You have such a positive, contagious energy. People want to be around you.

I think you have fantastic mentors that you're going to pick this game up quickly. Your, our bracket of age is the one that's booming and growing into real estate. So I think you're going to have opportunity galore. What happens if you're going to have... Plus the buyer's there. Yeah, the buyers are there. She lives in a market in Richmond that's hot. What's going to happen when you're working three or six deals in the hopper and you have to do this? So I think the thing about watching mom in particular,

because dad has always just been like, I'm going to say what I'm going to say, and it's going to bust some shoes. Mom is, a people pleaser is not the right word because I am the same, and I know that that would offend me to hear. But mom works really hard to make sure that everybody is having the best experience they could,

i.e. the note, i.e. the touches. So mom works really hard at the sacrifice of her own self. Not that you don't do that, but I think it's just slightly different in a sense of you can shut it off. Mom's constantly thinking about... Well, the difference is I love to delegate. And mom, yes, mom likes to do it herself

because then you can do it the right way. Yona. And so I feel that same way. So your question is what happens when that happens? I physically cannot say no. I'm really working hard on saying no. It's a hard word. And my framing.

Isn't no a hard word? It's tough. It's tough. And my framing question is, like, who is this for? Like, right? So we just had dinner at my grandparents' house on Sunday. 20 people. I was tired.

It's a lot to ask us to drive out to a flu-banned county. I know that it means so much for us. I love my grandparents. All the positive things. And I was like, but who is this for? Is this for me? Am I going because I want to go? Or am I going because I want Ravenna to be around her cousins?

And the answer to that question was, I want Ravenna to be around her cousins and our grandparents. And for you to be around your grandparents. Yes, of course. So that's kind of how I guess I have to go into framing some form of boundaries because I- But do you think the millennial buyer would understand that? Yeah, I truly do. I have not- Slightly disagree with you understand that. Yeah. I truly do. I have not... Slightly disagree with you on that.

You think though? Okay, so cool. Yeah. Yeah, I mean, but here's why. I know so many, and it's hard because in the medicine world, like you don't get to say no. So like all the workers... Our husband's a doctor.

All the workers that I know right now are in medicine and they don't have that choice to say, no, I'm not. And they're probably burnt the you-know-what out. Yes. Is that fair? Yes. Oh, yeah. But other than them, I have really seen a shift in people being like, you know what? I'm not going to start my day until 10 a.m.

But as I'm saying that, I'm now thinking of all the people who work so hard. I need to think about it. So in this business, setting boundaries. And plus you have a daughter. I mean, what time is your daughter waking up? Well, I wake her up. Yeah? So she sleeps until whenever you want her to?

You're fortunate. No, she does not sleep until whenever I want her to. I'm just an early bird. So like 6.30 is a good sleep for her. That's so fantastic. How old is she? She's younger than two, right? She's a year.

She's a great sleeper. That's fantastic. We have always been privileged with sleep to the point that like we had a little bit of a sleep regression while dad and my in-laws were watching her. And like we kind of got away from it. Like when we came back, it was gone. And we were like. You took a really good time to leave. we were like, did we just miss that?

You took a really good time to leave to go to Pittsburgh. Your timing was impeccable. Yeah, I don't know. Also could have been a new setting. Well, she was in our house. So no. Wow. We caught that little cycle.

She had just figured out how to walk. Just enough time to say, bye, mom and dad. So I don't know, Jerry. That's a great question but that's something that like i while growing up and watching my family work so hard is not what i would like to do um with my time here on this planet so but that's but that's the great thing about this business right you you know mom and i good bad indifferent, are wired a very different way, right? We're either working seven days a week, 12 hours a day, or... And part of that is a byproduct, and I have a hard time explaining this to folks.

We've been fortunate in that we've made our passions our profession, and then we thoroughly enjoy doing it. I mean, are there aspects of our work that we don't love? Sure. But over the, I was talking about this with an attorney, a high-power attorney, okay? And obviously I'm not going to dox who the attorney is. But the attorney was like, I don't really like what I do. Do you comprehend that at all?

The attorney, and I said, so why do you do it? No, amen. And they're like, because of the money. Because she makes a boatload of money and and at that moment to your point i had a hard time comprehending it she's working 60 70 80 hours a week and does not like what she does the most thing that she's doing over the course of a week she does not like it at all so i love what i do so when you guys are growing up what was the one thing i always said about i would never pressure you to do anything.

Do it with passion. Whatever you do, have passion about it. I couldn't care what it is. If it was sweeping, I won't say what I know. Be the best at whatever you do. Yeah. Sweeping streets or being an attorney or a doctor or a teacher. I don't know.

I think that's where, I think that, I think. Do you think there's that much of a shift? I truly would, I think. Do you think there's that much of a shift? I truly would love to know. I would love to gather the data on job satisfaction within my age group. I would love to. You're a young millennial. I'm an old millennial. I would love to gather that data.

94. Okay, so you're right on the cusp of almost Gen Z. Because I think the millennial, could you put the generational chart? Doesn't the millennial go to 95? I don't know. I think he's got a chart. I think it's 95. 96.

96. Thank you, Judah. This is, you know, opinions. Voice of God. Opinions are like buttholes. Everyone has them and they all stink. So here is my opinion. Geez, where'd you get that?

Yeah, I censored it. Here's my opinion. Yeah, I censored it. Here's my opinion. Like, it's so tough to work and like, quote unquote, get the American dream right now. You know, like, it's tough. We are saddled with student loans. We can't afford to even look at a house, let alone buy one. Incomes have not raised according to affiliation for a very long time so maybe where you all got your like purpose and drive and sense of love for what you do is because you were able to like work knowing that like one day I'll I'll get to do x y and z that's a pretty far-off dream for for like retirement is a very far-off dream for most people who have student loans who have a home who are making 40k i'm actually trying to find you know this is a great topic

that's my hot take i wish no no we should unpack that hot so it's like why why why would i like what i do when like i will never see the reward of social security. That's done. My generation's not getting that. Well, if you don't do it, how are you going to get ahead? By doing bare minimum work. But that's not going to yield results. But are they getting results from what they're doing right now? So I think we're mixing things up here. So we, your mother and here. So, you know, we, your

mother and I and Jerry and you too, because I know you well enough to know that what you were teaching you're passionate about, you will be passionate about helping your client to buy and sell. The question is, is the number of transactions you have to do to satisfy that passion is probably a lot less than mom and I's on that transaction. Well, because think of the privilege that I sit in. You do. Right? Like I have, I'm not doing this to put, you know, I'm doing this because I genuinely like it. I'm not doing this because I have to.

You're passionate about it. You technically don't have to do it. But here's the thing. When I'm teaching, I teach, I give myself 110%. I love it. I put it all out there. All teachers know you work crazy hours. Eventually, you're going to burn out when you're making $35,000.

My first teacher salary with a master's degree was $35,000. And it's worth the note, and you mentioned this earlier. 42. It was 42. You glossed over this. But. In both of our families. In Seattle.

No, that was out here. Okay. That was Amaral County. Seattle was a little bit. It was paid higher than Charlottesville City and higher than Fluvanna. So my first teaching job, just because. With a master's degree. I believe that.

And student loan debt. Mm-hmm. And a car payment and a rent. I just believe that salary transparency is very important, especially for minorities or women. But I made $42,000 out of Mound County with a master's degree my first year of teaching. And I had all the gung-ho. I was buying my own art supplies. I did it all. But eventually that person who wants to work themselves into the ground is going to burn out because it's post-tax.

My first paycheck was $2,900. What's going to happen when you get into this, you make a professional relationship with real estate? Because I think you're going to be extremely successful. And your client says, I'm working Monday through Friday, 8.30 a.m. to 6.30 p.m., the only time I can go and see these six to ten houses that are on my short list on your Saturday and Sunday? That's when I get a dash of mom and dad. And I just say, you've got to do what you've got to do and we'll make it work.

Hold it. And. Look at that. it. And. And. You can't say or. You can say or just certain times. When there's genuinely two choices. Okay. It's not the or. Hold on. Backtrack. You're completely lost. It's not the or. It's the but.

When you say but, it negates anything you put before it. What grade did you teach? Fourth grade. But it's not grammar. It's more just like, it's the but. When you say but, it negates anything you put before it. So what grade did you teach? Fourth grade. But it's not grammar. It's more just like, I love you, but you drive me crazy, right? Now that negates the I love you. But you say I love you. I still love you.

I love you, but you're driving me crazy right now. Just don't say but. I still love you. And you drive me crazy. My job is to keep this man on track. What was your thought on the 6 to 10 showings on Saturday and Sunday? You were going to offer perspective. Yeah.

That's what you delegate. There you go. So that's the key to here. And it's the key to the partnership. And the key to the business is that we would team up together. Yeah. Right? That's the dream.

And that's what happens. And we team up together. And maybe with one client, we work together on it where you have the opportunity to do that. We're looking to grow into the Richmond market. So this takes time. But you're in your apprenticeship program, right? You're going to be six to 12 months of apprenticeship. So everything we're going to do, we're going to be to the hip with you on it.

And eventually, but to Jerry's point, some of them you might, you know, because what will happen. Because how the bird flies is getting pushed out of the nest. This is never, if you are successful at this line of work, it's never about the money. Never. It's always about taking care of people. I would say that's every business. That's every business. But do you not. But would say that's every business. That's every business. But do you not...

I'll give you an example. I can't wait to hear what she's going to say to your example. Go, you do your example, because she's going to be able to manage this thought and keep it in her head perhaps longer than you on this one. I know you do. We both have eight minutes. I totally know this.

There's a reason why there's notes and pens in front of both of us. I totally know this. There's a reason why there's notes and pens in front of both of us. I totally know this. But, you know, you have a situation. We had a situation. I can't disclose, you know, like the attorney disclosed names and all this stuff. Back to Yonah's cards and notes. And there was an 80-something-year-old woman, God love her, lost her husband a couple years ago. The house is in desperate need of help.

She needs to sell it because she has to move for health reasons. And we're trying to figure out how we can help this wonderful person get to where she needs to do for the end of her life at the end of the day and figure out a way that we can do this get the home ready for the market capitalize as much money on from her because it's about helping her she has no husband she you know all her the situation is not pleasant but that's what i love about what i do yes that's what I love about what I do. Yes. That's what I love about what I do to help somebody like that achieve whatever this wonderful woman is trying to achieve.

For sure, because we are people people. We are people people. But that's the key to this business, really. I think it's self-selecting. I think if you are a people person, you will do very well in this field. I've got to write that down. Self-selecting. But for her, it was about the money.

For this woman, it was about the money. I was talking about it from the agent's perspective. It wasn't about how much commission I'm going to make or eggs I'm going to make or not make or whatever. It's all about helping this, as my Reese media award that i won and my quote on that it's all about helping somebody with one of the three requirements for a trip around the sun right food clothing and shelter and this particular person needs shelter she can't handle the shelter she's in now and she needs to do that to do that i don't know it's why i love and do what i do every day and

well when i think when you frame real estate like that it becomes closer to like a civil civil service which then is what teaching is right like i wanted to teach those children how to read because i loved them and i cared for them not because my hourly wage was $11.50. Like, you know, like that. So I think to you, I would just challenge you to think about, like, it doesn't have to be about the money for you because maybe it doesn't have to be about the money for you. But there are real estate agents who rely upon their commission. I'm not saying that. I would say, what?

A hundred percent. Yeah, right, right, right. A hundred percent. I'm not saying that at all. I? 100% I'm not saying that at all I had a question asked to me it was another interview I did out west for a newspaper yeah it was a humble brag was that a humble brag? I did an interview

and they asked me the question how do you recover from losing 17 million dollars and that's by not focusing on your lost 17 million dollars and that's by not focusing on you lost 17 million dollars you focus on taking care of people and the money will always follow yes on that end of it i do want to i do want to kind of get back to this boomer or millennial thing because it's a real thing right now and we've been jerry and i've been talking about this for a while and i love your your take on it um. Um, no, no, no. Uh, so right now the boomer,

which is me is really got the market by a chokehold, right? So let's talk about, let's tell the story. Let's talk about your experience of buying in Richmond and how that process went from a millennial buyer's perspective. Because we lost a lot of homes. I think, what was it, 13 homes or something like this? Yeah. We lost before we got one. So talk about that and talk about that mindset. And the reason I think it's important for you and which you get, because you're probably going to help other millennials and you're going to be able to explain that. So what did you learn? What you thought was different? And how do you think you can convey it to other people?

So I don't know if I am the person to talk to talk on that because of the specific position that I am in, where I am very lucky that I have you all to help. But there's things as a millennial. For sure. But I think if you really want to get a genuine answer, you should ask people who are under 30, newly 30, 35, what it feels like looking at a home knowing that it's 8% interest, knowing that. No, we're at 6 point.

6 point. I'm sorry. Knowing that if you do a down payment you're clear in your savings it's done you don't have your parents to fall back on um and you will be paying a mortgage that will be over half of your monthly income and that is just because both Houston and I are so money conscious like that is a feeling we have felt. I think if you wanted a true answer to that, you should ask your community of people who watch,

like how does that feel? Because it's very demoralizing and I'm just in a very small subset of that. There are people who their reality is that they will never be able to afford a home. And that sucks because we are still of the generation where it's like that was the American dream, right? Like now younger than us, the American dream is different. Like that's not what that is.

But we are still of the generation that like success looked like a certain thing. And what it looked like was going to college because they peddled college, going to college, trade schools are better, getting a degree, finding somebody to marry, and having a home. And so like that's now all being shifted by the younger generation, which is cool. But we're still, I still hold on to that dream. Like that was my goal, right? I don't remember your original question. So I do. So there's this like meme going around where it's a bunch of like old people dancing and they're very old.

And they're dancing and they're like, you know, 65 plus knowing that they bought their home for seven raspberries in 1975. Right. Like, yeah. And they're just like happy and just like kind of chugging along. And there's a lot of friction between the generations about that. And I don't have the answer. I just know that. So you feel disenchanted, perhaps a bit demoralized, maybe some bitterness toward market conditions. Because as someone who, I mean, and you said this, was it 95? 94.

94. So almost 30. Yeah. Almost 30. Daughter, husband, came into a job market with student loan debt. Yeah. Inflation at extremely high levels. Yeah.

The housing market at a level of affordability perhaps never seen in American history. Yeah, and I think it's like... Headwinds, headwinds. Yeah, and it's like, what are you mad at? You know, it's like nobody's fault. It's not Keith's fault. It's not Jerry's fault.

It's just like, what are you mad at? Other than... Byproduct of COVID. Yes. And that was very real. And like the, you know, the market, I remember 2019 and Houston and I were thinking of just like purchasing the tiniest home in Seattle instead of renting. That's her husband.

Yes. And we were like, we'll just buy this tiny, it was 490 square feet and it was listed for $499. 490 square foot? 490 square feet, and it was listed for $499. A 490 square foot? 90 square foot home. Less than 500 square feet. Yes. Good Lord.

And a full bed could fit in the one bedroom with tiny little end tables. And it was beautifully done with a cute shed in the backyard, but it was $500,000. And Houston and I were like, never. Never will that gain any equity. Not only did it sell for $560,000, never will that gain any equity. Not only did it sell for 560, but we checked on the market. It was a North of 800. It was 699. Okay. So significant equity. So significant appreciation, but you just don't know. You look at that and you're like, I can't, that's almost a thousand dollars a square foot if my math is correct, yeah? So that's insane.

And so when you're up against that, unless you have bankrolls, so you just, how do you win? And I feel like that's very frustrating for people. So, Judah, I just sent you a text. There's two charts that I'm going to ask Judah to put out. And NAR, National Association of Realtors, puts out a generational buyers report every year. So what I've sent is two little quick little pictures for 22 versus 23. So in 2022, there was 43% of the sales were millennials.

I haven't gotten that yet. Oh, okay. It should be on its way. But I'm just wondering, like, I would love to look at a subdivision of that percentage. But 23? It dropped to 23%. Yeah. And the boomers, it was a complete flip.

40-something percent in 23 of the boomers were the buyers, and that was because we have cash and so forth and so on. There's about 70 million boomers and about 170 million of you. That's Gen Z and you guys. And we've been talking about this for a while. You know, I see eventually there's going to be a real conflict. Huge conflict.

I mean, I'm talking about a real conflict here. I think it's hard because it's like where do you direct? Facebook Messenger would be best. It's instantaneous if you said it to Judah. Got it. Thank you. Yeah. I mean, obviously, I'm not the spokesperson for all people who are 29 and 30 who,

there are people who look different than me. There are people who have different obstacles in their life and hardships that I will never understand because I never had to have

those obstacles and hardships. But if you look at me on paper, if you look at who I am on paper and who my family is on paper, we should have had a walk in the park buying a house. It should have been one plus two equals three. Because there's no inventory. And it wasn't.

It was not a walk in the park. So if it's not a walk in the park for me, who should be like a slam. But you thought it was a walk in the park. Can I highlight your husband's professional, what he does professionally yes so i mean we're so further furthers your argument yes yeah exactly like if you look at my family on paper we are both college educated we both have the quite frankly the privilege of having a plan b if anything were to go wrong with our mortgage, like we should have just been able to. Hold it.

You just invited yourself to the house? I think she pointed to you. Yeah, she pointed to you. You know, it should have been a walk in the park for us. So if it's not a walk in the park for us, how is, and I don't know. Yona, it's time to move. I think we need to move. Well, I don't know the politically correct term,

but I don't know how blue collar or middle America is doing it. That's the preferred nomiculture. Like, I genuinely don't know how. Those living on the financial margin. But that's what we've been talking about. But they're working. They are the backbone of our country. It's railroad.

It's truck drivers. It's front line workers, teachers, nurses, police, fire. It's the genuine. So the technical term is workforce housing. Front line workers. And how can you look at somebody who is driving our railroads and delivering goods and being the infrastructure of the United States and be like, oh, sorry, buddy. You're going to rent we have and then not retire uh you know on mondays we're fortunate to focus on the hispanic community and the the the buyer and seller we had two rock star folks here

uh johnny ornalis and ricardo uh cruz we got a lot of comments too to get yeah um on that but talking about their community yeah i mean it was it's nothing to be traveling an hour, hour and a half. You know, how can we, you know, and it's a very high-level question, and I'm just asking this as a young person, as a millennial, how do we fix this? How do we, I mean, are you good with more inventory? Are you good with more building? Are you good with, you know, we just did this rezoning in the city? Yeah. I mean, I think the not... Does your community look at it that way? I don't know because who I am as a slice will never be a not in my backyard person. Like I

get peddled propaganda 24-7. So do I. Yeah. I can't even imagine you. So I, yeah, I will never be a, like a not in my backyard type of person. A NIMBY. Yes. But I'd imagine they're 100%. And it makes sense to me. Growing up in Fluvanna County, that's somebody's land. And I understand that they don't want to shift that. And a gated community in Fluvanna. Yeah. But I just don't know. A little privileged, huh? For sure. 100%.

I just don't know. Yeah. I don't have an answer. And a lot of times it feels just like, I mean, Houston and I just had this conversation driving to Grandma's the other day. It's like, how do you solve such an intangible beast? I don't think you can. I don't think we can. Well, I think the way you do

it is you talk about it. Your local elections. Neil Williamson, all elections matter. Elections matter. Contested elections matter even more. But yeah, I think you do that by talking about it and telling stories about it

and putting some real life, that's what I'm trying to get out in this conversation, some real life examples here, right? I think there's been a dialogue breakdown between people who are of a certain age and people who are of a different age. There's been a bit of a dialogue breakdown. But that can be said true about any group.

Do you guys want to highlight the comments? Yeah. Okay. Vanessa Parkhill watching the program. Vanessa Parkhill. No idea what Vanessa's age is. We've dubbed her the Queen of Earliesville, Virginia. I do know she has children out of college.

She's 29 at heart. 29 at heart? Mm-hmm. dubbed her the queen of Earliesville, Virginia. I do know she has children out of college. She's 29 at heart. 29 at heart. I believe she has children that are, Vanessa, I would say 29, 30. I'm curious what Lee's age. I remember covering Lee while I was at the University of Virginia as a newspaper writer, and he was a standout athlete. She says to you specifically, yes, but to those older people, those seven raspberries felt like, but to those older people, those seven raspberries felt like a lot to those of us that were buying a home when we were young. For sure.

And this is where Keith highlights 18%, 19% interest rate. Is that what you were going to do there? Feel like I'm part of the family? Yeah. Unfortunately, you are. I mean, yes. I enjoy your family.

Yeah. So, yeah. I mean, like everybody's perspective is their own perspective. She says her son is 26. The daughter is family. Yeah, so, yeah. I mean, like, everybody's perspective is their own perspective. She says her son is 26, the daughter is 30. She says blue-collar workers are making more than many college grads these days and aren't strapped with college debt. And she said many of us 50-something folks started with much more modest homes

than those on the market today for mica counters versus granite, fewer bathrooms, smaller bedrooms, smaller homes. I would love to know where those homes are because we were looking for them. We were looking for a home that was like in the $300,000 range in Richmond, Virginia. And you've highlighted in the show and passed the closing price. Can we mention that again, or do you not want to? No, it's okay. It was $650,000. I would say that's that. I want to say this, and then you jump in. 650 is not starter home category. No. Is that safe to say, Smith? 650 at that time in that neighborhood was starter home. Yes. Okay. But generally is not.

But. Yeah. I mean, if that is starter home so that's so um back to this trusted advisor comment that we use all the time um you know i i will tell you um it was a pleasure to work with you in in houston because you trusted me well it's easy to trust you there has been plenty of times where i sat back and looked at our real estate thing and I was like, if that wasn't my father and I knew without a wavering that he had what was best. That you would have had doubts. Yes.

And in fact, but I know you treat everybody like that. I get that. I don't know if that's a blanket. I just want to say this out loud. Okay, go ahead. I didn't treat you any different than I treated any other client. And as somebody who has sat on the other side of years of phone calls, I can confirm he did not treat me any different than everybody else. I'm still saying if I – I totally get what you're saying.

Yeah. Yeah. If it wasn't – Especially with your first iteration. Yes. And across the country. Like, if you weren't my father, I would have questions for you that I was like, nope, I know dad is working his hardest because I've had a life of seeing it. You trusted me, right? Because, because we got to a point where I guess,

I guess her point is if it was not dad and mom working the deal, it would have been much more doubt that would have been in her mind. Like scary doubt. Yeah. Scary. I totally appreciate that. Well, you probably would have made a decision. You shouldn't. A hundred percent. We would have, cause we were close to calling you and being like, just scrap it. Like we can't wait anymore. Well, we had that conversation, right? And, and, and that conversation I've had with you, but in many clients at that time, look, let's face it, you bought it at 650. I bet you your home has got an eight in front of it now. But I, but I'm trying

to highlight it. So if you would have waited for a year. I understand why people have a hard time trusting because it is a scary, it can be a very scary thing to undergo. Again, it's one of the big three, right? It's one of the biggest, typically, it's one of the biggest purchases, the biggest moves that people will do. You know, Vanessa said that, you know,onah and I bought our first house in 1988 at 18%. What was the price tag? I think it was $125,000 which was rather steep for those days. We were just opened up our own businesses. You were a gleam

in my eye at that point. Was she born? We were all accidents. I don't like that. I don't think you're my wife. It's okay. I didn't hear you. She's not our baby. No, it's okay. No, wait.

We can bleep that out. Did you say accident? Yeah, of course. No way. I will fight that until the end. I love your family so much. That's silly. No.

Maybe an oops, but not an accident. James Watson says, you're speaking the truth. Home ownership takes different levels of family support at this point, even for college graduates. In most cities, unfortunately. Juan Sarmiento is watching this program. Juan, I'm going to get to your comment from earlier. He says, it's a shame we are losing teachers at such an astronomical rate. My son is trying to hang on in Spotsylvania County as a teacher.

Can you ask him what school he's in in Spotsylvania? What school, Juan? I would love to know. John Snow watching the program, she is keeping it real. It's always about the money. You can varnish it any way you like, but if you're not being compensated accordingly, you won't be able to sustain your passion and drive. And I think that might be one of the divides, the big generational divides, is that maybe it wasn't always about the money for 60 and plus, and the way their hands laid, it just worked out. But for us, it's about the money. Because if I'm going to be saying no to something else,

am I going to be saying no to... Time with your daughter. Time with my daughter. Your most precious time. Time with my husband. Time with my family. Time with my dog. It's precious time. Time with my husband. Time with my family. Time with my dog. It's got to be, you have to justify it.

There is a capital, what is it? Opportunity cost. Thank you. There's an opportunity cost. And I feel like. I finished all the Smith sentences. Thank you. Yes.

I appreciate it. So it's just, you know, maybe the opportunity cost just isn't at working ourself into the ground right now. And that's not to say that's just to say I understand why some people would be feeling that way. Devil's Advocate for the Sake of the Talk Show. He says Sponsylvania High School. Oh, cool. Houston went to Riverbend.

Devil's Advocate for the Sake of the Talk Show. Because that's my role is to play Devil's Advocate to keep the conversation going. And finish on something. You guys are extremely similar. I'm sure you've heard this before. Yeah. Right? Yeah, we're buds.

Yeah, you guys are extremely similar people. Very similar personality types. Would you say we're competitive? Yeah. I feel like I'm talking to two kids. Okay, but get into it, Jerry. You are in a fortunate position with this opportunity cost of not choosing to pursue work if you don't want to. Devil's advocate for the sake of a talk show.

Yeah. Because of your partner's profession and salary. Yeah. That's not the norm. No, I know. I feel like I've been pretty open about that. Correct. And thank you for me.

You know, that's the secret to what we do here in storytelling is being authentic. They're freaking loving it, by the way. I'm like, the feed's on fire. Authentic and honest, right? Because that's what people, that's what you need to be. But you made the choice to still do that, even though you really didn't have

to. And that's what I'm trying to drive out. Oh, meaning being a teacher? Or being a real estate agent? Yeah, okay. I mean, if you want to go to teach it, that's what I'm trying to drive out the why. Oh, meaning being a teacher? Or being a real estate agent? A real estate agent. Yeah. Okay. Yeah. Because, yeah. Yes.

I mean, if you want to go to teacher, that's fine. Yeah. No, I just meant, yeah. It's Real Talk with Keith Smith. It is a real estate focused show. And teacher. Ex-teacher Yvonne. So that, you know, right?

Pull down the partner tab. There's some awesome people in there. Yeah. Firms that can help you in your transaction and your real estate life. But this is a real estate show after all. Yes. Yeah. I mean, I feel like I've been pretty –

Unless you feel you need to teach me more. Well, I'll get to that later. But I do feel that I've always been very open, that, like, that is – that's my main – that's what I feel like I'm singing from the hill. How do we – how did Houston and I have a really tough time, not because of – just because of the market getting a home. How do other people get a home? Was it number 13 or 14? All first 13th was the one that I went. And I guess now she struck out 12 times before she bought 13, but I, you started

it with, why did I choose to become a real estate agent? And I genuinely think a hundred percent. It is, there is a financial side of that. Like I would love the commission. I would love the knowledge of the market. And I would love to be able to like, at one point do that for my family. The other part is I saw that experience and was like, if this is that hard for Houston and I, that is impossible for other people. And I love the show. I think sometimes we do need to be a little real with people and be like, this sucks. This is not fair.

This sucks. It doesn't mean we're going to roll over and not find you a home. But it's going to take 12 times to knock out, if not more, because that's, you know. It depends on the location. She's getting props right now from Jessica Baker. So that's exactly what I'm getting. Jessica Emery is giving her some props right now. A bunch of real estate firms watching the show. Vanessa wants to be seven years on average. People say that homes now is at what? Flirting with a decade? I think when you see the new report come out over here,

you're going to see north of 10 years. North of 10 years. That's his point. We've been doing this for three and a half decades. There is an impact on the market now that I've never seen before. Right? It's crazy. And I'm part of the problem.

Because when we were building houses for people, all these hundreds and hundreds and hundreds of houses that we built, guess what we built? Age and place. Right? Primaries on the floor. I would say it's certainly part of the problem. What do you have, a four-bedroom? My house is a four-bedroom.

What do you got? Technically three, but it could be four. 3,000 plus square feet? My primary, when I built that home in 2000... You're living there by yourself? You, Yonan, Forest? Get on out! There's a family who needs it. There's a growing. Get on out. There's a family who needs it.

Yeah. Seriously. There's a grown family who needs it. There's a family that needs it. Now I feel guilty. See? Yeah. He's not out here trying to fix the problem.

And she and... I think you should say I'm really not trying to fix it. And isn't Yonah trying to move closer to the city? Mm-hmm. About like where she can walk? Oh, look at that. It's 11-11. From my standpoint, it's an absolute no-brainer.

But it's hard, too, because it's a bike. But my point is, I don't have to. And that's it. That's why you're not going to. So there's two phrases that I'm coining for 2024.

Life will happen in 2024. So you're going to start seeing lots of life choices having to make. Market, I think, inventory is going to pick up a little bit, but it's anemic on it. You know, the real estate market is going to chug along in 2024. Um, and, and, and I think you're going to see more in 24, but you're going to see more life impacts happen, but on us right now, I'm not on a life impact that I have to move.

My primary is on the main floor. I got 1,600 square feet. We can live completely on our main floor, but when you and Ravenna come and Yasmina and the two grandkids come, now I got space. For sure. But that argument...

Eventually, I'm going to have to move out. That argument is... The antithesis of what he's... Promoting. Yeah. But I'm trying to put a... Maybe I'm going to have to move out. That argument is... The antithesis of what he's... Promoting. Yeah. But I'm trying to put a... Maybe I'm not doing a good enough job for it. There are things like that that have happened

over the last couple of decades to include 2% interest, to include homes we're getting built with that. And back to the starter home, nobody's building starter homes because they can't. Yeah. Explain why. Explain why.

You can't get through the rezoning process. It's not worth it. Colonial Circle and our fine county. Like it, don't like it, whatever. Yeah. We're on ours. It's on its sixth year of working into its seventh year, and they haven't gone vertical with homes. And, oh, by the way, they're probably not going to be in the greatest of price points.

Yeah. Because 24% of all new construction costs are related to regulatory expenses on that. So on a $400,000 house, 100 grand of that is regulatory on it. There's just not enough new product, new homes being created. So back in the day, Levittown, where we went from Brooklyn to Levittown, back to Brooklyn. Also problematic, but yes, go ahead.

Yes, go ahead. I got that. But what the intent was after World War II was they built these little 900 square foot starter homes, right, for veterans coming home from World War II. Projects like that are not happening, right? Because the regulatory environment, right, wrong, or indifferent,

is very different now than it was then. James, the average family could not buy or afford your house if you moved out. And to move into the city of Charlottesville, you would need a nice bag of money to get something decent. It's a zero-sum game. Is that my brother-in-law James? Yeah. Yeah. So we literally had this conversation as I rolled out of Tavola last night. If I was going to buy a home, I would buy a home in Belmont. Yeah. So would everybody. That's 800 grand. Yeah. Million bucks. So basically what he's saying is, and I don't want to put words in your mouth,

you sell, you would be buying something more expensive than your exit of your current house. Well, I mean, everybody does things for a reason, right? Like it makes sense why dad would want to sell. Plus I got stuff. Yeah. It's a lot of stuff. It makes sense. Like everybody, you know, people my age do things for a reason.

Like we're all just doing things because we have know, people my age do things for a reason. Like we're all just doing things because we have to, to do what we need to get done. So, but you know, to solve your question, I have right now, just a high level. And we've been talking about this for years. The buyer profile is you and me. Yeah. And you're going to win every time. And I'm going to be able to win because I can sell my house. You have savings. You can sell your house. Don't have student loan debt. I don't have. Probably don't have, you know, credit card debt. You know, we do not have credit card debt. Don't have kids living in the house. Hopefully. I mean, yes. Yeah. I mean, you got a lot of advantages.

And that's when we go back to your experience. But how is that different? What were we losing against? Cash. Yeah. Almost every single one of them were cash. Yeah. Almost all of them were cash. Almost like a quarter or a half percent, you know, 25 or 50% cash.

Oh, no, a little bit more than that. Vanessa says, I appreciate Yvonne's perspective and the family dynamic on the show today. Jennifer on a different Facebook page. I love this dynamic on the show. Lauren on a different Facebook page. You've got to do more shows like this. She's keeping it real. On a different Facebook page, this comment's come in.

This has been one of your best shows yet so far, Keith. On Twitter, this show has been excellent. It's been real, and it's from the heart. Comments all over like this. You are fantastic on this show has been excellent. It's been real and it's from the heart. Comments all over like this. You are fantastic on this show. Thank you. I sincerely mean that. Kevin Yancey in Waynesboro for you. Take a look at what your parents or grandparents paid. Purchase price and

aggregate it today and see the percentage difference generation to generation, which is your argument. I would be interested if there's anybody who felt like they are of my age and wants to share their experience, maybe frustration not being able to get into a home or frustration with just buying a home. Or it would be cool to get somebody who could like kind of be advised on the show, right?

So this is what? She should come back. She should come back. A lot of comments if you want to get to it. Go ahead. Yeah. Holly Foster. I know we're over time. It's all right. It right it's totally good i got 11 45 but it's on the mall we got plenty of time holly foster uh and henrico that's why you work all the time queen of i do work all the time i work all the time my wife would literally say that um you know

go ahead um holly foster says um uh avon and her husband could have found a less expensive home if they had gone to goochland or Midlothian. But they wanted to be at an area closer to the hospital for his work. The area they purchased in used to be starter homes about 30 years ago. Now they are far more expensive because of its location. You're right. That's Westside, Richmond. That is spot on.

From someone who lives in the area. You could not have, no truer words have ever been spoken. And that was a big conversation between Houston and I. Like we could live out in the Gooch and pay $300,000. Again, to Vanessa. But you said this on previous shows. You've wanted to walk with a stroller in a neighborhood setting, grab a coffee, while walking out the front door a la Seattle. Yeah. neighborhood setting grab a coffee while walking out the front door a la Seattle yeah and to I

believe it was Vanessa to Vanessa's point like I I have that mobility and I have that privilege to say that's what I would like um and that is why it's so frustrating because if everybody would want that they deserve to have the things that they want um and I knew from my mental health as a new mother someone who just moved away from all of my friends who were walking distance in Seattle, that if this was going to feel like a home for me, those were the requirements that I needed. And as your real estate agent, I knew that. And that's where we kind of had to focus and temper expectations and all this stuff. Go ahead. Go ahead, Jerry. I mean, so much. Judah, would you mind going to a four shot real quick? So this is what I want to do.

I mean, this is something that Jerry and I have been talking about, you and I have been talking about, is to have a regularly occurring show. Dude, you should totally come back. I have a good idea. But we have a fourth seat. I have a good idea. So anybody who – Well, you mean four-shot with Judah? You put a four-shot.

Judah's on. Give me just a second. Yeah, I just want people to see the empty seat. Oh, the fourth seat. You go studio camera. Studio camera. Sorry's on. Give me just a second. Yeah, I just want people to see the empty seat. You go studio camera. Studio camera. Sorry, I apologize. A studio camera would be easier for him. He doesn't have to set up the scene in that circumstance.

This is what I get for trying to be the director. Studio camera. Studio camera. Thank you. But what I wanted folks to do is see that empty seat. So those who are watching and listening, yes what that's what i want to do with the show going forward i think that'd be really cool to tap into like my age people who are feeling real estate agents professionals no no i'm saying i think someone who is in the position like will i ever get to will i ever be able to buy a home and then because there is so much

of like like what goes on during um like a meeting with you when you advise me how to do there is so much of what goes on during a meeting with you when you advise me how to do. There's so much unknowns that if someone could just see what it would look like to have that conversation, it might allow people to feel more comfortable and more trust in the process that maybe not right now, maybe in two years. Maybe it is right now. But either way, you're not going to know those answers until you ask those questions. And I know, at least for me, I get stuck in the like, well, I don't want to ask the questions

because I might not like the answer. I can say this because Houston said it to me. Houston is an anesthesiologist. He's a doctor. He's a highly educated man on that. And he pulled me aside. He says, Keith, I didn't realize this was this difficult. It's tough. I didn't realize.

I thought this was easy. Yeah, yeah, it's tough. I genuinely thought once we found the home, that was it. I was like, I look at these all day. You know, I look at them all day. You see it on Zillow or wherever you're at. So I know you've got a meeting. We're running a little bit over. Just a couple of questions on that.

Do you want to shout out? Yeah, I mean, dozens of people saying for you to come back. Thank you. I think that there are more important perspectives to hear than me that I would love to help facilitate get on the show. There you go. I mean, there you go. Fantastic. Well, there's a way to end the show.

Fantastic commentary right here. Please, if you watch and you think, like, I would love my perspective to be shared. Oh, I mean, and to your point, and I think you would, you know, I don't want to speak out of turn here. Too much respect for you. But to your point, perhaps that perspective has been not shared enough on the talk show. Yeah, and that's the reason why I've been pushing you to do this. Right. And I wanted to give you your space and your time. Right. I mean, often, I guess what I'm saying is, and this even goes for the show that I do with the I Love Seville show. Oftentimes I'm either

chatting with or having commentary or topic matter that pertains to what's in front of my face and not necessarily like a holistic or, or an aerial view of where we're at and in society or circumstances today, which is the point you're making. Yeah. Yep. I think it would be cool to get many different perspectives would be cool. You've done enough shows by now. It's, it's interesting. We're sitting here with the four of us having a, and it's hard to know who's actually listening and who's actually watching.

And Jerry does a great job on feeding people. I try. I'm not going to get to everyone's today. That come in. But yes, we never actually spoke about this, but this was my goal. This was my objective, to have you come in, do once a month, twice a month, bring in some younger people.

Maybe people are getting tired of almost five years of hearing some old dude. Because I think storytelling seems to be your theme of today. And I think if you could tell the stories of different people, that would be pretty cool. I'll vet this one and bring it to the forefront. Holly Foster, who's in Henrico. And I personally met Holly half a dozen times. She's an incredibly kind woman. She's given you props

and said she's very much enjoyed the show and that you made the right decision for your life. Yeah, thank you. Yeah, that's all you're trying to do, right?

Make the best decision with the choices you got in front of you. There it is. Do the best you can with what you got. And then when you know better, do better.

Yeah, 100%. That's a real rough quote of Maya Angelou. I didn't know I could do better until I learned how to do better, and then I did better. Know better, do better. I like that. For the viewers and listeners whose comments we did not relay live on air or get to today, I apologize. We try to get to every of them.

All the comments today, there was quite a bit, which I think is a testament to our guest today, the newest realtor on Yes Realty Partners. Just make sure it's in that nine to five range, Monday through Friday. I think that's what everybody wants. That's what everybody wants. Do you actually think I'm going to let that happen? I think you are going to. I'm going to practice my delegating skills.

There you go. Good girl. It's a good opportunity to practice delegating. Well said. The show was excellent. Thank you go. Good girl. It's a good opportunity to practice delegating. Well said. The show was excellent. Thank you. It was fun. I just, to me, this is simple. I'm with people that I love and get along with. Having conversations about

what we like to talk about. But we should get more narratives in here that disrupt what you all think. That's her point. And I think she makes a good point. And I've been making that point for a long time. You've got to have someone challenge you. Apparently, we've got that. Yeah, because that's how you build trust is by having opposing conversations.

There you go. I think that's very well. So mic drop right there. Yeah, she did the mic drop. Judah Wittkower, the man behind the camera, doing the hard work to allow us to do the easy work. The show is archived wherever you get your social media content. We hope you find it online at realtalkwithkeysmith.com and you click the Partners tab on the website

where you'll see the trusted advisors in the game. The I Love Seville show is up in approximately one hour. So long, everybody. That was excellent. Thanks, Shotzi. Yeah, you're welcome. Thank you.