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Inman Connect - Session 1

Brad Inman
Founder at Inman News
+ 15 speakers
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Inman Connect 2020
January 28, 2020, New York, NY, USA
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About the talk


00:05 Intro

14:43 Discrimination issue in PropTech industry

16:10 Current situation

19:16 Millennials

20:00 Economic distress

21:21 Transactions

23:22 Selling and buying a property during the pandemic

26:50 Making the virtual experience better

30:05 Algorithms

36:20 Final comments

41:20 Eliminating discrimination in PropTech industry and promoting diversity

1:11:50 What would the real estate industry look like on the other side of COVID-19?

1:22:15 More cooperation less rivalry

1:28:00 Physical and digital

1:35:38 Q&A

About speakers

Brad Inman
Founder at Inman News
Rich Barton
Co-founder & CEO at Zillow Group
Michael Silva
Principal at Happen Houston
Jeff Rosa
Founder at Market Real Estate
Anthony Marguleas
Owner at Amalfi Estates
Anna Bellomo
Founder at District Homes
Nicole Solari
Managing Broker at Level Up Realty
Kelli Griggs
Realtor, Partner at Navigate Realty
David Cohen
Founder at City Real Estate
Donnie Pingaro
Managing Broker of Florida at Side
Veronica Figueroa
Team Leader- Success Coach at eXp Realty
Tiffany Curry
Franchise Owner & CEO at Berkshire Hathaway HomeServices Tiffany Curry & Co. REALTORS
Anne Jones
Owner / Realtor at Windermere Abode
Gary Keller
New York Times Best Selling Author at Keller Williams Realty
Josh Team
President at Keller Williams Realty
Katie Kossev
Sales Manager at Compass

Owned by Brad Inman, “Inman” is a digital media company that reports on the real estate industry. Founded in 1996, Inman has grown to become the largest real estate news company. The firm publishes more than 3000 stories a year and produces widely popular events where the industry learns about the latest market trends, new technology and business models. On the Inman stage, Brad Inman has interviewed many technology and media personalities including Rupert Murdoch, Arianna Huffington, Craig Newmark, Barry Diller, Kara Swisher and Barbara Corcoran. In 1999, Brad Inman founded online real estate firm, HomeGain, which was acquired by media company Classified Ventures in 2005. Among other innovations, Homegain was the first company to offer consumers an instant online home valuation tool. Brad Inman was one of the first investors and served as chairman of blogging platform Curbed before it was sold to Vox media.

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s chief executive officer of Zillow Group, Rich leads the company’s work to transform how people buy, sell, rent and finance homes. Rich co-founded Zillow in 2005 and served as CEO until 2010, when he became the company’s executive chairman. He returned as CEO in early 2019. Before Zillow, Rich founded Expedia within Microsoft in 1994 and successfully spun it out as a public company in 1999. He served as president, CEO and board director of Expedia from 1999 to 2003. He also co-founded and served as non-executive chairman of Glassdoor from 2007 to 2018. Rich was a venture partner at Benchmark from 2005 until 2018. He’s served on many public company boards and continues to be a board director for Netflix, Qurate, Artsy and Zillow Group. He earned a Bachelor of Science in general engineering: industrial economics from Stanford University.

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Michael is the founder of Happen Houston, a boutique brand built on the belief that expert real estate service is strategic in nature and should provide a lifetime of value. He and his team take a data-driven approach to real estate, providing custom strategies and ongoing guidance for each of their clients, while integrating construction and renovation into their approach. Collectively, this disposition has garnered the respect of a diverse client portfolio, including investors, first time home buyers, and builders. Simply put, Michael serves to reinvigorate an industry not characterized by luxury or sales, but founded on data, powered by instinct, and navigated through emotional intelligence. By keeping these three elements at the forefront, his intention and driving principle is clear: craft a better, more authentic experience; a real estate renaissance. As a Houston native, Michael is passionate about building community and aiding in the mindful evolution of Houston’s neighborhoods. Husband and father of 2 boys, Michael is both professionally and personally invested in the Oak Forest and Garden Oaks areas, where he works, lives, and spends time with his family.

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The San Diego County real estate market is surging. This presents unprecedented opportunities for prepared buyers and sellers. In this market, successful buyers and sellers must rely on a Realtor with up-to-the-minute knowledge and understanding of many neighborhoods and market trends. You need a Realtor who understands competitive contract terms and financing options. You can't afford to buy or sell without the benefit top-notch representation, the representation that I routinely provide. My clients have the advantage of my 16 years experience, and over 600 successful transactions in real estate sales. I apply expertise, skill, and professionalism you can rely on to navigate the course of your purchase or sale. I have unique expertise when it comes to fixing up and staging properties. When looking to maximize your sales price there are many low cost projects a seller can do to make more money at the close of escrow. On the contrary, there are also projects and improvements that will not create a positive return on investment. Allow me to help you best prepare your home for sale to maximize your return at closing. As a property manager, and owner of a few investment properties myself, I'll gladly lend you my expertise in purchasing an investment property. Whether you're looking to purchase your first investment property or you're a seasoned landlord, I'll gladly work on your behalf. ​

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Anthony Marguleas is the owner of Amalfi Estates, a leading independent real estate company headquartered in Pacific Palisades, which provides exclusive representation to both buyers and sellers. Anthony has individually sold over 1 billion dollars in properties, and The Wall Street Journal has ranked him in the top 60 agents out of more than 1 million nationwide. His award-winning approach to service has been profiled on ABC News and Fine Living Network as well as in Consumer Reports and The Los Angeles Times. He has published 200 real estate articles and co-authored the book “California Real Estate Client Strategies.” Since 2004, he has guest lectured thousands of students enrolled in UCLA’s Real Estate Principles class. Anthony holds several professional designations, including being a Certified Luxury Home Marketing Specialist. He is a top negotiator, having completed the Advanced Negotiations class at Harvard Business School as well as The KARRASS Negotiating Seminar, and has helped his clients save hundreds of thousands of dollars. Anthony truly believes in giving back to his community and donates 10% from each of his sales commissions to five charities: Make-A-Wish, SPCA-LA, American Cancer Society, Path, and Homeboy Industries. Since 2014, Anthony and his team have donated close to $1,000,000.

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Expertise, strategy and professionalism are central to Anna Bellomo’s real estate practice, but it is her extensive knowledge of the local housing market and deep ties to the community that have helped propel her into the top one percent of Berkeley Realtors® by volume. A trusted advocate and guide for more than a decade, Anna is highly attuned to clients’ needs and always keeps their best interests at heart. As the founder of District Homes, she is a proud small-business owner leading a strong and diverse team. Anna knows the East Bay and its many neighborhoods inside and out. She also knows other local agents and how they work, and is an expert in offer strategy. Anna brings commitment, warmth and a sense of humor to every relationship and transaction. She has also cultivated a network of local resources and can connect clients with excellent service providers for every need. Anna offers a rare combination of know-how, enthusiasm, responsiveness, and attention to detail that lead time after time to successful transactions and delighted clients. Anna lives in Berkeley with her husband, a Cal professor, and their two daughters, who attend Berkeley public schools.

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Broker Nicole Solari has been obsessed with real estate ever since she can remember, and in 2013, she left a successful career in tech to pursue her passion full-time. Technical savvy, insatiable drive, and devotion to exceptional client service quickly put her among the top-producing agents in Solano and Napa Counties. But when it became clear that her unique brand of client-centered service required a different business model than the production-driven, big brand agencies, she launched The Solari Group. A Georgia native and graduate of the University of Georgia, Nicole brings her natural Southern charm to managing a growing roster of agents. With offices in Napa and Fairfield, the Solari Group is now one of the premier agencies in Solano and Napa counties. Clients say that Nicole is a dedicated, attentive, highly-skilled negotiator that has their best interests at heart and the knowledge and connections to make their housing dreams come true. Nicole holds GRI, CRS, SRS, SPRES, and NARPM certifications and is on the Women's Council of REALTORS(r). Her management companies, Keyrenter Solano and Keyrenter Napa, and her design firm, Napa Valley Modern Staging and Design, are invaluable resources for her clients. As a member of the Napa Chamber of Commerce, Nicole is always learning more about her community. Her time outside of work is devoted to her family-including her rescue dog Aubie. She also enjoys running and good food.

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Nothing is more exciting to Kelli Griggs than the gratifying feeling she gets from helping people meet their real estate needs. You can count on her to always do what’s in your best interest. Kelli prides herself on being honest, trustworthy, and knowledgeable in the real estate market. She knows how important it is to find your dream home or get the best offer for your property. Therefore she will make it her responsibility to help you achieve those goals. Whether you are an experienced investor or a first time buyer, Kelli can help you in finding the property of your dreams. Let her guide you every step of the way by calling or e-mailing to set up an appointment today.

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Few agents know San Francisco as well as City Real Estate’s David Cohen. Growing up in the city helped David develop the deep attachment to San Francisco that persists to this day. Since then, in the 15 years that David has been in real estate, he has represented hundreds of buyers and sellers, has become one of the city’s top producing agents, and has participated in over a half billion in sales. He consistently ranks in the top 1% of San Francisco agents citywide. David’s success is defined by his clients’ happiness. A testament to this is that most of David’s business is repeat or referral from past clients. He takes his relationships with his clients very seriously, with the goal of making them feel like they are his only client. A true professional, creative marketer, and experienced negotiator, David expertly guides his clients through the competitive and often complicated real estate experience.

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Donnie Pingaro has been revolutionizing South Florida’s real estate industry since 1992. After graduating with an MBA from the University of Miami, he started his career in the exclusive Fisher Island market and has facilitated more than 5,000 transactions there. In 1994, he created Ocean Insiders, a luxury brand that serves Fisher Island and select communities worldwide. Donnie has founded several other local enterprises, including ISG Asia, which is now the largest Mandarin-speaking real estate sales team in Florida. He’s also served as the Asian Real Estate Association of America’s (AREAA) Vice President, the 2018-2019 A-List Committee National Chair, the 2020 Convention Co-Chair, and Chief of Staff for National President, James Huang. Donnie has long believed that the future of real estate is local, specialized, and agent-owned. In 2019, he partnered with Side, a San Francisco-based technology brokerage that exclusively works with top agents to support their business development through state-of-the-art marketing, technology, and administrative services. As Managing Broker and Vice President of Florida Operations for Side, Donnie leverages his experience building companies and managing brokerages to transform top-performing teams into industry-defining businesses.

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Proud CEO and Team Lead of The Figueroa Team at eXp Realty. The Figueroa Team is lead by Veronica & Tony Figueroa. Veronica Figueroa is known for her vivacious personality and passion for real estate.

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Bright, energetic and charismatic describe Tiffany Curry and the phenomenal work ethic that helped establish her as one of Houston real estate’s highest awarded professionals. She has been named Houston “REALTOR of the Year” the Houston Association of Realtors highest honor (the youngest in the history of the award), Houston Business Journal Top 40 Under 40 professionals in business, H-Texas Magazine’s TOP Houston Realtors, Top 20 Under 40 Rising Stars in Real Estate and Entrepreneur of the Year. Tiffany has been awarded Houston's newest Berkshire Hathaway HomeServices franchise where she is the Broker/Owner. The firm specializes in delivering exceptional results to buyers and sellers in the Greater Houston and surrounding areas including the: Bay Area, Clear Lake, League City, Friendswood, Pearland, Missouri City, Sugar Land, Cypress, Humble, Spring, The Woodlands and surrounding neighborhoods. The firm will assist New Home Builders with sales and marketing as well as lot selections, design and color solutions for their new projects. As Certified Relocation Specialists, the company assists home buyers and sellers with moving in or out of the city or country. Our agents have worked with transferees from Houston’s top medical institutions, energy, oil and gas, NASA, the FBI, numerous NBA, NFL and MLB teams, Brookfield, Cartus, Sirva, Weichert, Prudential Relocation and many more.

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A lifelong South Sound resident, Anne was raised in Gig Harbor, graduated from the University of Puget Sound (go Loggers!) and continues to make the Tacoma area her home. Prior to entering real estate in 2008, Anne worked alongside her parents in construction as a project manager. Their emphasis on honesty, quality and customer service was the foundation upon which Anne built her own business. In December of 2017, Anne and her husband Dave opened Windermere Abode, a boutique real estate office in North Tacoma’s Old Town neighborhood. Anne is the Designated Broker at Abode, which now includes 22 Realtors who are focused on providing the best customer service and marketing to their clients. Please visit our website or our YouTube channel to learn more about us and see how we leverage video & social media to help buyers and sellers connect. When she’s not working, Anne enjoys running in the beautiful PNW outdoors, snapping photos of Tacoma’s most beautiful homes & scenery as @tacomajones on Instagram and dreaming up ideas for her & Dave's midcentury home.

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Gary Keller is co-founder and chairman of Keller Williams Realty, the largest real estate franchise in the world. He is the New York Times bestselling author of numerous books, including The Millionaire Real Estate Agent, The Millionaire Real Estate Investor, SHIFT: How Top Real Estate Agents Tackle Tough Times, and, most recently, The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results. A recipient of the Ernst & Young Entrepreneur of the Year Award and finalist for Inc. Magazine’s Entrepreneur of the Year, Keller is widely recognized as a business leader. Inman News named him one of the 100 most influential leaders in the real estate industry. He was voted one of the five “most admired people” in a survey by REAL Trends.

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Worked in software engineering in a range of industries from finance, travel, to advertising. Worked on public facing sites ranging from low level to multi-million hits a day, to internal applications to streamline processes.

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18 years experience in real estate entrepreneur coaching, management, sales, marketing and recruiting. Helping Realtors with their vision, strategy and plan of action. Professional speaker, motivator and firm believer that when there's a will there's most certainly a way.

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Welcome, everybody. You are at Inman connect except Connect Now our first virtual digital conference, and we're so excited to have you people from all over the world. You know five months ago. I stood before the Connect audience in New York City and I was so optimistic. I had an optimistic message about the economy the housing market and the coming digital age. How wrong could I have been a pandemic record unemployment business is closed down everywhere maddening social isolation and now a heartbreaking and painful week for America.

The ancient Greeks might have contended that the fickle God's blessed us in the winter and cursed us in the spring. What is next indeed. What is next? If we underestimate the virus, it will find us if we underestimate the patterning economy will make the wrong calculations ignoring deep-seated prejudice will be our undoing just last year. The industry was forced to face the stains of prejudice. Once again, when Long Island Newsday review of patterns of housing discrimination

why we must be part of the solution we can also be part of the problem and it must change. How do we move forward together? All of us must use the uncertainty about the present to imagine a new future getting back to business is essential but not a business, as usual, we must act with new compassion and a broad announcement of inequities in Justice and violence. It starts with companies like Inman News doing more to elevate unrepresented voices and report on the systemic issues

underlying our current turmoil. Across-the-board industry leaders must step it up and do more than a vague commitment to diversity Charities and economic fairness for one minority and women are conspicuously absent from boardrooms and Executive Suite A poor reflection on our community and a sad statement about where we stand as an industry. Redfin CEO Glenn Kelman says this isn't just about recruiting though. Its leaders spending a lot of time with employees of color to make them feel truly welcome at our

company's not just permitted or tolerated it all begins with each of us all of us have personal stories from these last few months that will be asked in the family and professional memories for generations to come. They become a foundation for doing things differently and taking steps to make our lives and others better. We cannot be expected to heal all the broken parts of our society, but we can't eat show love compassion and understanding with our families and our communities. Like each of you I

have worked all the muscles of being human in the last 3 months and all of our human emotions have come pouring out happiness sadness disgust anger fears surprise and laughter. This time that we've had has fortified the value of the home family friends and simpler things in our life like Community collaboration and service. We cannot get worn out by these events. We must get back to business and do so with confidence people need you now more than ever showing up has never

been more important. We do not have to be heroic. We do not have to perform courageous acts, but we must be present for ourselves for our family and our friends and our customers. Yes, it is really hard to imagine Heaven while living through hell, but we have no other choice right now. Now more than ever. We must exercise the three dimensions of our IQ our emotional intelligence has never been more important including listening empathy and service to those who need us. We must have high Market intelligence people are

confused and they have never needed your local inside more than now and you must have a very high-tech IQ embracing the digital experiences that help you and your customers. Like, everyone, I embraced Zoom Airlines and got to visit with 20,000 Realtors all over the world in the past three months. This was physically impossible before what did I learn that our industry is a colorful cast of characters that mirrors our nation people of different colors different points of view in different approaches to life in his challenges. It is powerful.

If we put it in motion. We have a bigger Mission now, we must make it individual and Collective commitment together to help those who need to find housing that has never been more important. This community is up to the challenge because that is what you do every day. But we must remove the pain at the point of getting there. This is our digital spring a technology Awakening in that speech in January. I dreamed out loud that we would make the transaction easier, but I had no clue that the Invisible hand of a pandemic would make that dream come true.

With our backs against the wall. The industry is stopped adopting the great technology made possible by so many entrepreneurs to all of the technology innovators out there. You are helping to save this industry from COVID-19 with your amazing creations. We now have the ability to communicate digitally list property virtually to market digitally to sign contracts electronically and negotiate virtually and attend an Inman Conference virtually. Wow, but now you can focus on what is important to your client and get back to your most

productive activities listing selling and most importantly helping people get in and out of homes. This indeed has been a scary and tragic time but it's also been about amazing achievements unselfish acts and Lasting Memories the poet Carl Sandburg once wrote the fog comes in on little cat feet and it sits looking over Harbor and City on silent haunches and then moves on this tiny poem got me thinking about the fog in San Francisco where I am today and COVID-19 almost every

summer day. The fog comes through the Golden Gate Bridge and defines our lives here. It affects our work or plays our mood and even our daily decisions then in the fall It's season is over and at least as we just begin to see through the fog of all these tragic events. We must realize that this too has an end not knowing when exactly is daunting and not yet understanding the full consequences is scare. But there is solace in knowing that this torment not its memories will to pass through our lives. And so what is

my big idea the title of this talk? Well the big idea is you the new you who was born in March of this year the new you who Embraces this moment and all of its challenges facing it because we have no other choice the new you who growls back at COVID-19 who navigates a struggling economy and who stands up to Injustice and inequality the new you who is crazy asleep getting back to a business serving others doing what you do best, and I'm here to stand behind you

and everything you do. I love you. I love the Inman Community. Thank you. Thank you. Thank you. Thank you so much. Brad. No one could say it any better. Now. We want to think about the future I think about a come back because it's already here the future is coming much faster than any of us thought and a boy. Are we excited to learn about it over the next three days? So allow me to welcome back to the virtual stage Brad Inman and CEO of Zillow Rich Barton.

Someone I think I met oh my God, 25 years ago. Hello everybody. This is Hello everybody. So we're ready to go into our first interview of the day. I'm really lucky to have with me Rich Barton someone I met 25 years ago at Microsoft back in the days when he was inventing Expedia and I was working on something called Home Advisor with Microsoft and we shared a lot of memories and times together in a lot of stage time. I think this is our first digital experience, but

Rich, are you there? Welcome Wait, I'm not I wasn't talking Brad. I'm talking now. Can you hear me? We're there and I think we're with the big Inman Community right where the life I think we are rich. How are you? I'm fantastic Brad. How are you doing? I'm sorry. We can forgive our technical difficulties now. Yeah, well you and I've launched a lot of products in the 25 years and we like to point to all the ones that were perfectly at launch but we also know there were many of them. It didn't work

perfectly were in that category fail until you succeed. So anyway, we're here and that's the most important thing first. How are you doing? I guess that's your bedroom. Looks like you have a king-size bed. I do have a king-size bed that I was in an hour ago, maybe an hour and a half ago. I have a guitar back there that people accuse me of having been a problem, but it's actually meditating for me. I have a big red chair that I relaxing. But yeah, I know I've been living in my bedroom because I don't have it off this bread have an office in my house. Do you need a lawyer's office, Rich? Well,

I'm shopping. Now. I'm sure I'm part of this bubble of demand. We're seeing I need an office. Let me go to do a remodel or a buggy battery by putting off the scent. Let's get started. But let's start with something far more somber than some of the things that we have to deal with that starts with the events of the past week Rich. How is Zillow? I saw some things yesterday in the news on Inman. How is some Zillow responding and I guess I really want to challenge you we all need to respond in a deeper in a bigger way, right? And what is Zillow doing to the circumstances that

have been floated and folded since you know a week ago and the horrible death and Minneapolis of George would you what the first thing is supporting our employees who are hurting and they're frustrated and confused. And so I support you in every way we can these employees. That's number one. Number two is making damn sure they know and everybody knows how we feel about racist. I am broadcasting that and you know, you know speaking out Against Racism we came out maybe you saw

it. We came out the marketing team in the HR team scrambled to work with the black community to come out with racism has no home here with the Zilla logo. That is it is kind of hopefully turning into a bit of means to show our support. We also supported many other ways. My wife and I personally have our philanthropy for the last seven years thanks to her has been focused on Criminal Justice Reform. And those Trends were on those were happening and there were really there have been really good things happening and I think this awful terrible

incident in the societal reaction to it is actually going to accelerate societal change in a way that we're seeing in technology were seeing COVID-19 accelerates trends in technology and every industry entry Broad and Including our own and it's going to accelerate social justice as well. Yeah, it's interesting. I had in my opening talk that we need to remove the barriers to people getting in and out of homes easier and I was emphasizing technology. But the last week is going to be the behavior brought me back to the Newsday story a year ago about a year ago

about discrimination the Housing Industry and it occurred to me as I woke up this morning at Zillow and data that you have you know, there is a depository of information that we could probably take your data scientist in Zoom in on Behavior. Maybe we don't have to go through an elaborate old school testing service and I think we should start using our data to just sniff out discrimination or patterns because my worry is after COVID-19 patterns of you know, are we going to see white flight again? Wouldn't that be a disaster? But anyway, I did it just a random thought

maybe we could all in a dig deep into our warehouse of data on our people and Harper. So now I'm in a retail level higher but one thing that's come up and then we'll move on to some other areas Rich's. How do we get the Executive Suite? You know, I got some really Fierce emails about a month ago saying, you know, you've got all these white guys that are all I know I said Hey to the CEOs of all the companies that people want to hear from what do we do about that? We got to change that board's co-executive. Any thoughts are not we'll start by speaking out and being angry, you know,

my black employees and black friends tell me to pretend as if this is my son that this happened this is awful things happened and then how would I feel how outraged would I be? So we have to be angry and understand that, you know, this system has discrimination cooked into its roots. You don't have to look any farther than looking at estimates from neighborhood to Neighborhood within cities to see Racism and so speak out. It feels uncomfortable too bad. Okay, let's move on that real estate and it's hard to know what these issues for me like. Oh

gosh. I just want to talk about this all day, but we have some other realities here that we should deal with in some good news amongst a lot of different things going on. But let's move to the market you have reported just recently that year-over-year traffic to your listings is 40% higher than came with more or less the same information other search portals. I didn't Google to what's going on. What is going on that buyers are more active it is because we're sitting in our living rooms like after Christmas and we have nothing else to do and we're dreaming about houses or does it

translate into real people looking for real houses in these places? Well, I think that you can argue with the data that that shopping activity is really high much higher than any of us expected and I know everybody in the audience right now is probably seeing the same thing and we're all kind of scratching our heads and trying to figure it out. We've done surveys and talk to people to try to figure it out as well. And my Siri is that that this terrible Health crisis and the ensuing economic crisis that is coming on its heels is actually catalyzing a great

reshuffling a great reshuffling of people were all reconsidering where we live why we live there where we work. Do we want a commute do we need a home office? And by the way, we're spending so much time in our homes that the relative value of Home relative to every other spice is much greater, obviously. It's just almost mathematical right because we're spending so much time in our homes. We Care a lot more. So that is I believe what we're seeing is that generating a lot of desire to improve the place I live which is a very

natural part of human instincts. And I think that's what the data is saying right now how it plays out exactly. I don't know. I'll add one thing and say I think that that's that bubble of demand that that that extra push if demand shopping demand at Racine right now comes on the heels of maybe fifteen years of latent pent-up demand since the global financial crisis where we have not had what any of us in the industry would consider a natural rate of secondary Market transactions. It's been they've been love we've been 5 and 1/2 million secondary Market since the global financial

crisis, which is meaningfully lower than it was in the Years prior to the global financial crisis and probably is not it implies people want to live in a house 18 year. That's probably not what we as humans want to do. And so I think all of that pent-up on a tectonic pressure was building and I think this crisis is going to see an explosion of that the surface Yeah, that's interesting. And let's look at a particular segment The Wall Street Journal article yesterday you were quoted in Solo was quoted in that a greater. Share of Millennials have been

holed up in cities than their Gentex predecessor and in so doing they've accumulated more wealth just during the three-month period and it doesn't mean they're wealthy but you know, like all of us were spending less money and then they use this they juxtaposed that with the average age of a Facebook employee is 29 years old and this was shocking to me. They're medium pay is $240,000. This feels like the kind of pent-up demand that you know, it's kind of sitting on the sidelines really ever since the Great Recession and now suddenly with low rates. Are we going to seed? You know,

did you use the journal with did that? Was that a right assessment in again? 40K per employee in Minnesota getting paid Yeah, I like that. I said the source Shoe Source law reform and wrote that article and she Source pay scale which is a competitor to Glassdoor, which is near and dear to my heart. So I really have to suspect the data. I'm just I don't really know if that date is accurate or not. I noticed you mix the words mean and median in the same sentence, which is a flag, which is the flag for me when that happens as a armchair statistician. I take a very small

portion of the demand we're seeing is that affect probably Brad I think it has a lot more to do with all of us wanting to just improve our space get more space. It's okay to have a longer commute because I'm going to be able to work from home most of the time but that's what that's the I think a lot of companies are going to move that way and on the on the negative side, you know, economic distress, which is upon us. It is coming economic distress is going to cause reshuffling as well. It may not be for the right reasons, but people are going to have less Resources they're not going to

be able to afford where they live in so they're going to go looking for other places to live too. So all of this is going to create activity for all of us in the industry. I don't think it's going to play out of her short. Of time either I think as we all know in the industry, you know, it takes a while for the moves to actually happen. So I think I'm going to see this go on for or a while. What Rich license did you have from I know in 2:08 to 9 to 10 that was kind of the emergence of Zilla. You kind of dusted everybody else in terms of where to go on the internet on

home buying then transactions wasn't as important to you. Then it was more traffic translated into advertising. Correct. Where is now you're very transaction driven. So you have more in common with everybody on this on this virtual conference where you need transactions it survive every broker owner needs them. Every agent needs them. How does this feel different for you is a company like you're in bed with the whole industry new in a different way as I say, you are the transaction CNBC interview on

Friday and I caught myself chuckling when I was describing how all there's all this shopping demand out there and there's not enough Supply. And you'll get if I could tell sellers one thing. To get over there by as they seem to have celery seem to have a bias that this isn't a good time to list your house. Obviously, it is a good time to list your house because we have all these buyers out there and transactions are happening and I said so now is a great time to get to list your house and I left because I realized I found it. I am now the proud

member of the industry. I sounded like every other industry member that I always kind of chuckled at over the years, but you know, I believe it so, you know, I'm very happy to be partners with so many people in the virtual room here and to be part of this industry at a time when we have a really unique opportunity to push the ball forward it to accelerate a whole bunch of long overdue. Do you know technology changes and get back to the future? You know last week I saw a listing of yours, I think oak tree and kind of core Palm Springs near the airport not a not a very affluent

neighborhood and decided to go in and see it and then I looked in trace the history. I think you guys paid 735 for this about 14 months ago as an I buy her it's now listed as a Zillow listing you now, I got it down to 6:35 that must be a dicey business buying and selling homes particularly. Now, I'm in your data science is your valuation experts must be going crazy. Like how do you play that? It feels like some complicated derivative or something, you know, this is complex stuff. How is this affecting me I buy

movement. Yeah, well, that's not a typical price point for a Zillow offers business. I don't know that particular has but as you probably know I know you know, we pause when it went when this covid-19 hit early in the fog was thick we paused our Zillow offers Acquisitions, because we just didn't know if the market was going to seize up. We just didn't know if there was going to be no oil in the in the engine, right? We seen that happen in Wuhan China with the extremely tight lock down the market just basically sees there until course. We didn't want to be buying homes

if there wasn't going to be a market to sell them into subsequently. We've learned that people are finding a way to do it and do it safely. We're very lucky as an industry that density of gatherings of people is not required in order to conduct transactions and all of these kinds of inconveniences. That we that we overlooked Rico becoming in the high relief now all of the lot a transaction stop all of the digital transactions stuff, you know the rich media 3D shopping and virtual tour in all that stuff was a

pretty heavy lift for us through this thing and now we're seeing really rapid adoption of that. So that's fantastic from my Zillow offers particularly side Brad. It's just another variable in the model, you know price on certainty. We're seeing prices hold up. I don't know why I'm sure you've reported on the state of a prices. Are there holding up really well in Zillow doesn't predict prices are going to come down that much less than 2% by the end of the year. And so we were able to start safely find homes again, we're able to start safely

marketing nose and showing them to people because we can clean we can protect the weak and distance and were able to close things electronic. Almost mostly electronically, and so I guess I finally say that we believe this product might be a little bit more attractive in a world where people don't want other people's houses too. And so I think we're seeing a little anecdotally. We're seeing a little bit more demand from sellers to sell in a more simple fashion as well. I call this the

digital spring That Came Upon Us kind of unexpectedly and this technology transformation. It took a pandemic putting industry against you to know against it's on its heels but to do transaction suddenly all of this stuff had to be adopted but I'm also kind of a Critic and this is you know, there's an industry adopting it which is really essential and I think that's in a gone crazy probably more in 2 months than 2 years. But also we need to improve the technology. I'm still you know, the virtual tours are a little clunky. I like seeing that 360-degree thing. That was like you just got a zoom

pop up on your screen and slide. How do we fix all that? I have trouble getting from the kitchen to the living room in a virtual tour and you know, maybe it's me but the innovators that technologist here at and they got to go to work. We got to make these some better smooth are easier, you know it it's like walking backward with a blindfold to get for the kitchen to the living room. What are you all working on to make that experience better? Everything we've been investing for years in what team a rich media experienced team with incredibly

bright engineering and machine learning folks to be able to do things like taking a regular iPhone or regular smartphone and take a series of pictures and videos and a house and then drive floor plan from that and Dora and by their Apple app or on the web. We've been working on that. We've been working on that. We've been working on electronic trafficking documents. We've been working and digital title and escrow closing. So everything you know, I guess I would like in it right

How much are Indy resource right now is going into a better video conferencing system now better work from home to Aldi in Imagine Zoom. I had imagined the resource that's going on at Microsoft and Facebook and Google right now and coming at doing what we're doing now or radically better we know it could be done a lot better. We're experiencing these frustrations really for the first time because it wasn't that important for us. I know you guys have been work from home for a while. But what for most of the Working World

this is a new experience. And so this is the same for the real estate industry. All these things are new experiences and we are now zooming ahead. I'm very optimistic that we're going to get digital spring. I don't know if it's going to all happen by Spring, but I guess I get what you're saying. I like the concept. We got three weeks. So, you know, you just got three weeks to get it all together for us. Okay, Rich call David get going as my wife. My wife has a question for you. She's a power user of Zillow and Redfin and

she's Amazed by the algorithms and the learning at her behavior and suddenly She searches all over all the time and she noticed that just recently she's seen a plethora of reduced pricing the little red. I think you have a little red tab it showing and it seems like that's all they're giving her and I think the machine has determined Yes is looking for deals. I don't know how I don't know. If she is. I know we're not signing any contract, but what do you think? What was happening there in that

sounds like a powerful feature for the consumer because I know by is there thinking now they can get deals. It sounds like you're saying prices are holding up and they can't I hear this from all of our community. There aren't really any deals out there yet. But what is the algorithm doing? That's the question for you? Rich Moore's filtering on price drops, you know, so that from a notification perspective. If you want to see when price drops happen that we send an alert by the various alert mechanisms

we can into it, you know from your shopping behavior that you are looking for certain kinds of things and we all wear merchandisers now just like everybody in the industry and we know that motion and action creates draws the eye and creates interest and you know, the more we can draw the eye and measure in Engagements, the more will do that. You know what that sounds very robotic and scary but it's really not it's just basically giving people trying to read people's minds through their cliques and through their actions in order to

give them a more personalized product which is what people want and that's where only at the very beginning there a long way to go. But luckily we're in a hugely Advantage position at Zillow. We're lucky that we get so much signal. So the machine get smarter machine learning works better the more day to that's coming in and we get millions of signal a day from consumers because they vote with their clicks and as the machine gets smarter we can make the machine more personal that's what's going on.

One area that I want to just explore quickly is the I buying responsibilities you have behind you guys all the eye virus is Wall Street and Wall Street and Main Street and not ever gotten along too. Well, and you could arguably save in a Wall Street funds entrepreneurs and Innovation. So I'm not putting down the whole concept but in real estate, they're there in the beginning and they're there during you know, the disasters and some of this forbearance could turn into foreclosures. As you said the employment picture isn't a known. How do you be a good citizen here? Because you're kind of an

instrument of Wall Street here in the last thing we need if the government's you know in the bank decided not to extend forbearance, we're going to have foreclosures and I'd hate to see, you know, Wall Street snap of properties again and put people out and what's your real estate citizen here? How do you protect against that? Brad don't try to make me an instrument of Wall Street. I'm not an instrument of Wall Street. If I'm an instrument of Wall Street, the whole industry is an instrument of Wall Street because every mortgage that just about every mortgage that there is

packaged up into giant work bundles and sold two huge pools of capital around the world including Wall Street kind of facilitated by Wall Street. That is all we're doing at Zillow as well with chicken which I think I think you're talking about the investment real estate as an investment on the mortgage as an investment with some notable exceptions that we're all keenly aware of has been a terrifically desirable investment from the deepest pool was the capital in the world

that will not change. There is a ton of capital in the world. It's sitting in these deep pools and those pools of capital do want exposure to real State in the United States by of these great big bundles of mortgages or whatever other mechanisms that that very smart Wall Street people come up with and so we're all a part of that. I think that having regular from a regulatory perspective making sure we're not introducing systemic risk into the system is critical and I will tell you that this

crisis feels a lot different from the last one does it not And it does because we learned we did learn from the last one, you know, the secondary market for mortgages 444. Hope they pay basically sea and in 2008 and it just hasn't done that. It has barely blinked. There was a little bit of a service in crisis early on but it has barely blinked and that is due to the industry getting a lot smarter. I think we are a more robust industry now than we were. Fair and we need liquidity.

We need liquidity in the real estate market, but we also have to be on guard here. And I guess that's my challenge to you and I guess the overall I think one thing that I feel about what you guys have done is your now kind of the unchallenged leader in a way that's quite amazing. Congratulations. It points to your success, but you look at your market cap today. It's staggering. I think you got about two and a half billion dollars worth of liquidity Cash equivalents in the bank, you're in a perfect position to lead and you're probably the

unparalleled leader here. So I don't think I have to tell you but I would constantly challenge you to do more and do better and I think particularly now because we have a bundle of issues before us and I think because I always say we got to dig deep and reach high because suddenly the political the social the economic issues. We have a writer Teresa Boardman who said to me the other day. She's in the heart of it. Just trying to get along and survive in

Minneapolis. And she said our institutions have failed us and I don't I think it's a lot of signs of that, you know, a lot of signs of our institutions failing is so my challenge to use Zillow is the single largest institution in real estate one. We don't want you to fail and we also want you to lead which I know you will any last words for the inmate Community Rich and thank you again for always being present the community your controversial at eyes, but most people industry love what you're doing and support what you're doing and depend on you. Thanks-thanks-thanks

brother. I guess I would close by staying. We're lucky to be a part of this great industry. We are we love this industry. It's important. We have learned. This crisis is highlighted to all of us just how primally kind of bottom of Maslow's hierarchy of needs shelter is the core shelter food safety. We are fundamental to people and so important to people and we take that very seriously. We have fun this dark focused on the homeowner the customer to try to build a better experience and a better product in a better service for those

customers and from the beginning as well. We have used technology and our privileged position with the customer to pitch a big tent as big as possible with Partners in the industry who are of a like mind to focus on the customer so that the customer experience is better and who understand how technology can make that a And you want to partner with us. So I think I think all the partner is out there. I'd really feel like we are intertwined with the industry. We're working hard to be a really positive force in the industry. And I think this crisis affords us all an

opportunity to lock arms and to fix a bunch of stuff in the industry that needs fixing because customers expectations for safety today will become their demand postcode it and we end and we can all La Cara lock arms and get their thanks. Thanks for having me, Brad. Thanks, everyone at this new South Conference. Well said Rich and thank you again so much gang. I'm going to pass it back to Katie and will be back on here in just a few minutes. Thank you.

Hi everybody. I'm and thank you, Brad and Rach. Let's talk about summer because as we all know summer is going to be very different this year. Then it has in the past. So coming up. We have some great speakers to talk about essential oils for summer 2020. How do you turn your client has a lifelong fanatic partner with utility time for years to give them something to rave about even after closing? They'll love telling your friends. You gave them a personal concierge to set up all of their utilities and Home Services can one put phone call. You'll love that utility

concierge goes right into your process and gauges are fine for you and give you all the credit. Your buyers will have everything they need for moving. You look like a Rockstar and we get to work with amazing Partners. We call that a win. We want to help each other and the collaboration is amazing. I have other top producers that are part of that are their own Brands and businesses. And then we Network together around that type of greatness will make everybody better.

I'm back. And this is going to be a little different this panel. I think it's time for old white guys to move over and give the stage to the leaders of the industry. That should be in my opinion right now. Maybe they thought maybe they should be running the industry. So instead of me talking and gabbing you already heard my opening speech you always already heard one interview. I'm literally going to pass it off to three people 1 just gotten to know we had to run to the town hall, Tiffany Curry. Who's the Broker-Owner at Berkshire Hathaway Services the first female African-American

Broker-Owner. Do I have that right, Tiffany? Fantastic and Anne and Veronica are longtime members of the Inman Community. Love them both they are amazing. Veronica runs a team with eXp Realty and Anne Jones runs is a Broker-Owner with Windermere Adobe. We got good geographic over all over the country today with these three, but I really meant what I said. I think it's time guys like me move over when you're in charge and I trust you and just go for it. The title is essential for getting ahead and summer

2020, but I think it's about health. I think it's about human rights. They think it's about a faltering economy. That's my set up in you know to jump in where you would like and I'm going to do very little of moderating. Is that okay with you three? That is who wants to start. We had a great conversation warming up for this us three ladies got together and had it had a little dialogue because frankly, you could have sent us talking points last week and they would have been Irrelevant this week. I mean, I think that's the reality of where we're at right now. So we had some

the time to connect and talk about what's our path forward right now and you know the rest of the year and moving forward as Leaders female leaders in feel like are the things that we really want to take forward from our conversation? Yeah, I'll jump in and I appreciate you being such an amazing leader and an advocate for just speaking the truth being raw and Brad. Thank you for opening up like that. You know, I think it's time for a change. I think it's very true that there is very little representation in leadership with diversity and it's time to reposition

the playing field and Tiffany's an amazing representation and having you no experience also things regarding being a bi-racial couple who runs a brokerage that not a lot of people look like myself being a Hispanic woman in and I would save shattering some glass ceilings that we want to see more representation in our industry and Leadership and having a voice and what's tolerated what's not tolerated and not feeling like we have to you know hide behind what you know other people others would perceive as acceptable in this

industry. It's time to step up and leaders. I was sharing with Tiffany and Ann prior to this Brad. When I was starting my team and when I was starting my brokerage, I contemplated changing my last name and changing the name on my door because I didn't think people would respect me as a broker people would join my team if I was too Hispanic or I wasn't I didn't fit the status quo and that was 10 years ago and I'll never forget someone who told me never change who you are and Lead just show up as a leader and there was a limited belief that I had to appear to be different and fit in

and I'm so glad I didn't and here we are 10 years later and hopefully we can help other people continue in Step Up into leadership and scared to be themselves. What I want a piggyback on that what Veronica said because for CNN and I had a great conversation before which is almost the session by itself, but I understood and I related to Veronica a lot when she said about naming her company because I went back I share with the ladies. I actually went back five times on the name of my company and we actually turned around and called it named gate because we were encouraged to

call it something other than my name but for if people that know me to know me best know that fits opportunity for me wasn't just about making money. It was about leaving a legacy and it was about creating something that other Future Leaders and future children can grow up in a Spire to one day and that for me was the greatest gift that I could give and for that reason. I looked at the Houston real estate market and I know for a fact that our top three companies are named after people they do over 7 billion dollars a year in real estate and they've been consistent and what people Can I talk to

different generations and I think and different races of people and what they all told me when I put the names in front of them. Particularly. The younger generation was that we like your name not because it's your name but because it is your name and what that means is that them it showed that person could be honest that person had great character because who's going to name something after themselves if they have something to hide and I think that's a really big thing. I think for us. It's important to create a space for diversity within the industry. And as

I shared with the ladies, you know being a woman is one thing being a woman of color is another thing for me the biggest push back I've got in my the whole career has been my age people have looked at me and saw that I was pretty much a millennial and that's where things stop so people just looked at me and they decided upfront what category they were going to put me in or how well they were going to respect me based off. How old they thought me was so I am excited to join this panel today because I feel like it's going to create a lot of conversation that needs to be had and people that need

to be viewed differently. And that was one of our take-ups away is when we were chatting was about like you got to cut the crap and call it out as you see it that I think it's something that I made amongst us and generationally the generations coming forward in this business. We need to talk about what's going on. They want to talk about what's going on. They want to have leaders who are going to address it and in other things we were discussing it. These are delicate issues. But you can not talk about it within your organization within your community and the people are looking to us for

leadership and it is challenging. It's supposed to be challenging for all grappling with right now is not easy but it impacts what we do professionally in such a profound way. It would come out people's homes and their livelihood we've got to be in these dialogues. I think about how to do we do that? And we talked about the sensitivity within your community is in the populations that you're working with. How do we do that and still maintain those relationships? Like each of you has a strong relationship with your local police departments, right? And we were saying that that says

that's a tough spot to be in right now, but there is a right way to carry that conversation forward. How do you see that thing? Well, I think I'll take that one and I'll start with that because I will just touch what's going on in the world right now. I know a lot of people in this is a conversation that we had earlier. A lot of people are open to that conversation. And the reason why is because we have visuals of like what's happening. So to see things on the news is one thing but you actually see a video of some of the things that are happening and it shows you why this is

such an important and it really has a lot of people including white people. Now, I'm seeing more and more just there like, you know, what is going on? It's different races of people that are looking at this and saying wow, this is what's going on for us here in Houston. It's a big deal because we have a police cheese that we highly respect and a police department that we just love and what's been amazing for us. It seemed that was the police chief and the police department on the ground walking with the protesters and showing them the right way to do things. I That's huge

especially because of the victim in question. Mr. George Floyd is from Houston, Texas and not only is his home for me because of his high school jackets senior high is also my high school. I grew up in the same area my parents graduated from the same high school. We have cousins in that high school now and so it's a big deal for us. But I think the conversations that we have to have in similar to a video. I saw this morning as I'm seeing a lot of different things. We saw protesters being arrested this morning in a different state and on one of the few people that were

being arrested the first police guy he put his knee on his neck. And the first thing we saw was the rest of the protesters call it out and we saw the other police that were handcuffed again pushed. The other police officers need off the guy's neck. He didn't move it for the first time. So he hit it again as he pushed it off. I think that's a big deal because I think we don't What in society in these are tough conversations that we have to have the police protect and serve our communities and they are not the bad guys. It's just like in real estate. You don't all Realtors or not that you're

just going to have some bad apples in the bunch and it's just like with the brokerages that we talked about earlier when we recognize that we have bad apples. We have to remove them and I think that's what it comes down to that. They don't spoil the whole thing. But we have all too often seen people do not wade into these topics. We were talking about affordable housing, for example, you know the subject that sometimes dances around because maybe it's not the desired a price band for a lot of people in their markets and yet we're seeing leaders and we talked about a few address that within

the industry and we were seeing these issues that for a long time could have been pushed off as impacting someone else come home. I mean, it's one of the things about for better or worse than Advent of a video everywhere and social media is that these are issues that impact all of us people are just effing finally willing to acknowledge that and so Veronica. We were talking about it at home for you and you have an incredibly diverse brokerage you live in a diverse community is navigating some of these conversations. And are you finding the end of this next week this the rest of

this year will this change how you're moving forward with your fault? I think that our office is a unique office because we've always promoting diversity. We've always been known as a right. But as Brad name this panel repair on safety in the office right now even trying to promote diversity or we have a sop or a protocol in place where When an agent is determining if they're going to go show home the first thing they're asking is what's the price point or is it within my respective desire price point and or what community is it in is that when a plate of a part of you know

going against affordable housing or truly representing, you know, all different walks of life appliance. Which an amazing job in New York when you brought an already did the research on how discrimination and redlining still exists and steering is it is that study was amazing and I think a lot of brokerages probably don't have something in a place where if it's not within the right price point or the desire price point of that agent at what point is it where we are giving people a fair shot at homeownership or affordable housing. So, I don't know I could say that we're

very proud of what we do our team because we are very price agnostic and you know, we try to represent everyone from all walks of life, but I think Brokers real How to take a good look inside because of the comment the theme that and Tiffany and I were talking that Brokers have this belief that other independent contractors we can tell them what to do but you know, what if you're going to be part of our team in our culture and represent the our mission then there is zero-tolerance for discrimination and steering people and or not treating people

fair just because it doesn't fit your price point. So we have to determine how we're going to fix that internal and there seems to be an openness and a willingness right now and I don't know how to learn to understand how people who said I thought I mean housing in a discriminating against protected classes is against the law. That doesn't mean it doesn't happen desire to understand what's impacting everyone the desire to understand what's driving the collective Rage of the protesters out there mean people seem more open to learning and that includes About our

Industries impact on these communities around the country. It seems like there's a desire there and so as Leaders, we had this opportunity to step into that and hold these conversations we talked about as female leaders that we may be well suited to oversee these dialogues do either of you want to touch on that. I mean just from your experiences. Well, I think as a woman in real estate. I think you know, of course, we are a large part of the real estate Community. But of course, I know and a lot of leadership circles as we discussed is very limited even with our national presidencies

and even within the world, but I'll go ahead and stick to it too real estate. It is a big deal because it's women I think and we touched it a little bit. I think we have to remember that sometimes wear the biggest critics, you know, and we touched his wear as being a woman in business, especially a woman and Leadership other women might treat us differently because we are women. I think the first thing is that we have to recognize that and learn how to treat one another. I think that's a big thing and we have to have that same level of respect for a woman that we have for a man

and I think that's it. That's the really telling feature. You know, I am about 4 and a half months and as a brokerage and I share it with the ladies, you know, you know people have to send to my company and we have welcomed them wholeheartedly and we've actually been a lot more generous to them than they have seen at some male-dominated brokerages. But at the same time when they look at my age and when they look at me as being a woman, you know, they feel like they don't have to offer me the same level of respect. And so as a female leader, I say it's important for we as women to take

that respect and carve out that Niche for ourselves because that's the only way we turn the page. Raonic I love what you said about the super bright male team members on your team. You're obviously very proud of your teen when you speak about them. You were talking about the monster months that you just had an exciting. That was yeah. I think that it is something to be proud of when very intelligent men will believe in your vision and Mission and will be part of your leadership team. I have a vice president of operations and we just brought on a very

important something fancy but a hundred contract. And I have men who work with me and for me and are part of my leadership team. We're often times when it's a woman and Leadership of women brokerages. It's believed that only women who work for that and I think that's another misconception which I think needs to need to we need to be bunk that I'm always so grateful for what you've done for my career and helping with the eye by our movement and you know, there were very hateful mean,

you know, if it would have been a man would they have been progressive or would they have been considered Innovative? But because it was a woman and diversity she's considered a welfare agent. Change this has to change because women are so capable of being in the minority women strong women who are you know, again, you know and is Brunson amazing broke return her husband and diversity is so welcome had that been someone else. I wonder what would have been but I'm so proud that you stand up for diversity as well ride.

So thank you for that because you are leading the pack that and here we are three years later and now it's not uncommon and its kind of at this moment may be an opportunity for everybody to take a hard. Look at there be another business plans their brokerages and considers what a successful realtor looks like to consider what a successful manager or an owner and maybe. Value 8 that because I think the generation that's coming. Is looking for something different and I'm in there facing this had on their face in this

moment head on my now and certainly our children. I've had some pretty in lightning conversations with our kids and their awareness of what's happening at 10 and 14 is they're there their they're paying attention. And so this is a really good opportunity for people when they're reflecting on like what do we do now? What's our path forward at this moment? Maybe it's time to re-evaluate who you work with and who you're serving and be sure that you're really living up to those things that you put in your mission statement somewhere and I hope to see some of that

something that I think is huge and has always been a part of my career is the different Generations. I think a lot of times people have always talked about the Gen Y and the genetics and things like that, but now you're saying in addition to Gen Y and we're singing in different mindset. If you know if you thought gen-y had a mindset now look at the Next Generation coming behind that one and what we have to recognize those people are going to be our consumers and one of the things that I love to do and in my brokerage as far as planning and that I've always done in

business is future casting. I've always believed that you have to Future cast your destiny and that preparation and recognizing what this industry will look like 5 to 10 years from now. I think it's huge, you know for me. I'm going to have it in your franchise agreement. And so I have an actual 15 year plan and what I see in that plan gen Z is a part of that plan because I know that they're going to be active and then as we talked and discuss the Hispanic Community is a huge part of my business plan for my company because in the state of Texas over 50% of the buyers will be from the Hispanic

community and what I recognize even That's not my demographic. It is my responsibility and I say that again it's my responsibility as a broker and as a major brokerage because I need to put Pete the right people in plays that are going to provide these people with the right service professionalism and honesty, because that's a big thing that we talked about a little earlier, is that they're being serviced but they are because they don't speak the language or because they don't really understand. They're not necessarily being taken proper care of their being taken advantage of and so for me to

be able to recognize that I hope and I encourage other brokerages across the United States that you need to identify with where that area is in your Market that needs to be properly serviced and I think that's huge for us going forward because we're looking at Generations that are in our future because these are the people that are going to be buying real estate and for the Baby Boomers and the GenX that are going to be wanting to sell in the future Jen. Why is that He selling this is the market share. So we need to pay attention to that. So I get really excited

about that demographic because I feel like a lot of people it goes unnoticed. But I think it's the right time for us to have these conversations and I think Dad as real estate people in addition to women and minorities. We do need to pay different attention to the difference. Generations is nobody really wants to talk about that. It's like the forgotten about the secret but these are people these are real people and they're very headstrong and opinionated and we need to address that animal now because you know if we want a business going forward as far as the future of

real estate we have to consider these changes. And they're going to call out your BS, right? Like they're not going to stand for that generation is not going to stand for it. And even if you don't want to do it because it's the right thing to do is your business plan and say you're going to have to do it at some point in time. Brad, we had a long dialogue here. I don't know if this is what you and you sent out questions for us. I don't know where you thought this was going to go but we decided this was

a conversation that needed to continue in our chat, but I'm going to help it does. I hope this was fantastic and the fact you were disrespectful of time of our audience is something a guy wouldn't have done. He would have bothered on about not all guys. It's not all of us but that alone and there are so many lessons in this. I'm glad we did it this way and I would like to give you and others in the community more authority of eminent you no more responsibility. I think we're good at diversity on the stage and editorial team in our editorial coverage. But I think this is a profound

moment. We got to do more we got to step up and do more so I'm going to invite you to help me help us do even more things. They haven't thought of because we're in a great position with all the readers. We have to make a difference here. So, Bob, that we did this I love stepping back. I may call on you the next 3 days if you're willing and plug you in or others are but in the meantime, this is a great conversation and I was given a time limit but I said, let's just see I think the conversation will go as long as it needs to but we've only begun to scratch the service and you all had

on some really great issues. So I'm very grateful to all of you and glad I got to know you more Tiffany and welcome back always Veronica and let's spend the whole week stirring up the real estate industry okay together and so we can get back on track and I'm going to talk to all these CEOs that are white guys. What's your succession plan? Let's put some candidates in place. So when they step out let's make sure board co that's just the beginning but it's an important first step. As part of what my speech was about. Anyway, I think

that we covered any last words too many of you. Thank you so much make a difference. Talk soon, bye-bye. This is Brad into checking out. It's never been more exciting for a challenging time to be a real estate agent. This is what with one hole while other companies Design Technology Solutions to automate the transaction and remove the agent from that relationship CoreLogic opposite one home now because it's for that perfect call visit one home.com to see why there's no place like

The same holds true you get what you pay for if you can get produce from a 99 cent store, but do you if you only get this much of a system versus Boomtown, I've got all of this. What is this margin going to cost you at the end of the day? And so if the reason you should list with me and I'm going to put the most money in your pocket. So you got to stay focused on that and use a system that's going to put the most money possible in your pocket. Welcome back. I think one of my greatest memories

I've been men are one of my favorites ever interviews with Gary Keller and Brad Inman a few years ago. If you were there in person you did not forget that it was amazing. So, let's see if we can recreate today with a vision for the real estate industry in the future with our beloved Brad along with Gary Keller & Josh Team. To have Gary Keller & Josh Team. Are we live here Team? I think so. Gary are you there? Oh, yeah. I'm up here. Yes. Oh, how are you today? Looks like there's a delay between

me talking and my face on your screen Brad. The good news is Gary that the audience can't see the delay it just you and I so what we should pretend is that you're the editor of let's say the New York Times and I'm a reporter in Afghanistan. So that does not delay or you're at television but the audience can't see what you and I are experienced. Hey, Gary really good to have you and Josh really good to have you to thank you know Gary we build this you know in marketing is another sparring match between you and me, but I think the last thing and I know you would

agree we need right now is another fight in the industry are in the world and I think you and I most people don't know you and I stay in touch and communicate and I think we both agree, you know, we can all work together right now. I'm more than ever. So for those that were expecting us to try to beat each other up. I have no interest in doing that and I know you don't either Gary Wright. Not at all. And how are you doing? Everything good down in Austin? It is right. It's a sobering X, right. So it's let me just make this statement for me

personally Brad in that is yeah, I woke up this morning and I went you know, I'm extremely humbled by the things are going on and I realized something about myself and that is I'm not a racist and I'm not a person who discriminates but I woke up this morning and realized that just being that way is no longer enough right in and I realized that from this moment on I'm forever changed by these events that I have to be anti-discrimination. I have to be anti-racism. I can't just be not it anymore. Right? And I think that's the

most interesting thing that's going on in the world right now. Is that right? Yeah, I think there's a profound Duty that we have is leaders now to not just it's like our stage not just have representation, but dude to do even more and I think you just said it a very trial. You know when that last panel ended the audience didn't get to see it. But and took her camera and pointed it outside to a protest and her Declaration was you know, that's what this is about, you know, and it was a peaceful protest with the point was people are standing up and screaming and they're angry and I

think it's about time it is and we really should spend up. And we really should spend all the 45 minutes maybe on that but we're not going to and I think that we also have real estate business at hand. There are people that are tuning in here to get your wisdom and insight you and I talked to ahead of time about some areas that I thought you could deliver and I think you've always had a good sense of what's around the bend. I was reminded this morning by a listener when we were together how profoundly accurate you were at the time you were on the Edmund stage

the last time and so I think that one area that I think you could really help us with you and Josh is what will the real estate industry look like on the other side of COVID-19 and it may be part of some of the issues of the last week, but turn the tables on salt if you guys could just and I'm just going to give you the mic this time and I'm not going to ask you to stay. I just like to give it to you because I know people really want to hear what you have to say. There you go. Well, you're good, You're very kind and Josh jump

in and I'll just lead us off. What I think is that we see three major things going on and then I want to talk about who I think the winners are the first thing that we say we're seeing is just a true fast-track disruption, right? What was going to take easily going to take 5 years 7 years, maybe even your 10 years, but it is now collapsing it's all pack it in and it's worth more now if we're now looking at probably 18 months less than 2 years for all the things that might have taken up to a decade to happen. It's all collapsing right in here.

I'm going to stand up for a second, but it is just for a second right I actually pulled my this is actually my office and I put this on the screen when we met last and this is what I wrote. Hey Gary, can you move your computer over Arc in the audience to see it? Hanging out just for the fun of it. I wish I had my camera can move around bread. I have 1 2 3 4 5 6 7. I have 8 flip charts in my office so I know they're so here's to me. This is the fundamental truth and what and I believe we do this without putting a name to it.

So maybe by putting a name to this or giving it some sort of description it helps all of us make better decisions were smarter or faster decisions going forward. So look at it. I think this is what's going on. That is every day physically-based businesses. Wake up. I'm going to come back they wake up and they asked this question. What's the least I have to do digitally to protect my physical based business. They aren't the problem with that and that is usually based businesses. Wake up every day and asked a question. What's the least I can do in

the physical space to kick your digital butt and the outside real estate examples. Are you no pretty obvious to us, right? This was Barnes & Noble and this was Amazon. And the truth is that Barnes & Noble had warehouses in every major city is better than the Kindle and yet they weren't committed to this. They were asking the question. What's the least we have to do? What's the least consider? What's the least? That we have to do in order here to just keep business the way it is. And here's the point is business is not going to be

the way it was and just because and I'll say this about the hand in it to just because we're going to have a new normal. It doesn't mean that it's worse right and it doesn't mean that at all when I got a real estate business and 79 interest rates went to 18% of fact Mindy one of my amazing partners in business. Mindy tells me that her parents had she didn't know this had a 21% mortgage now, let's just meditate on that per second 21% right and I got it everywhere you turn

the sitting around and they were saying nobody will buy or sell real estate during this. And we're going to wait till he gets back to normal. And it never got back to normal and I don't believe any of those people stayed in the business that long so station. Is that this right here. This is the basis of all conversation. And so the first point is that we're seeing a fast-track of Destruction and a good way to think about that. Is this how you and I are talking right? Now. Normally we'd have been sitting on stools next to each other and they

were being a live audience and instead, we've been forced to not do that right now and you know it on it and this is the resistance becomes the second point and that is an hour and we saw a collapse of the speed at which disruptions going to occur the number to we're seeing at a change in Behavior. I wrote a book about this right that the research says it takes 66 days to actually on average how to change your behavior and Rancor past 66 days and what we're beginning to see already is how people

use space and how they use technology is beginning to change again. It's this we were all physically-based and we were thinking of technology is something that enhances our physical space and I think what's happened immediately I can speak for the angels that I work with across the globe there now digitally based and they're doing physical enhancement right there. They're making buyer consultations via Zoom or Google Hangouts. They're doing open houses through Facebook

live there, right and then they're asking the question. Do we need to go physical and what will that look like? So we're seeing absolute change in in behavior. And a lot of people keep thinking we're going to go back. But when I come back even know if we want to go back right I left the house this morning. I am an office and my wife says and the dog too, by the way, go now we're going to miss you because I've been working in my office every day and we built new habits. We built new Relationships, by the way.

We're built our relationships a different way. It's not going to go back and it's not going to go back and the third one is strategic alliances mergers and Acquisitions. We're going to see if we're going to see that speed. We're going to see it number one speed up because of necessity and that is what we got a lot of things going on, right? It's like the perfect storm. You have a pandemic which turns into an economic crisis. And then we have a moral crisis, right and you look up and you go man. This is

this is a problem and a lot of people ask me. I mean again the statistics you have a jealous right now. And in a lot of brokerages are at this point having their best year ever, right literally their best year ever and they're scratching their head and I get to the questions all the time. I get to email into text daily saying, man. What am I supposed to make about this? And you're well, we do understand that we have a and admit shortage of real estate that was a decade in the making right that's for sale and it's not getting fixed anytime

soon, which by the way is contributing to pent-up demand because you don't have the inventory, which is also turning into higher prices right working to Natuzzi inflationary. Games for home prices which problems right? So we're going to see it with brokerages. We're going to see it with agents really see that we're going to see new alliances. We're going to see partner shipping that might have look like strange bedfellows yesterday and today seems to totally make sense. So that's kind of Mite my overview of what I

what I think is actually happening right? We're going to fast-track disruption, which is already absolutely happening. We're going to see Behavior change that doesn't go back Brad and we're going to see strategic alliances and Partnerships and mergers and Acquisitions that we might have thought it would have happened or should have happened. But all of a sudden people are looking up and they're going you know, what this all of a sudden makes What I see Happening Here is a lot of people who have been talking about. I called the digital spring this Renaissance. We

had all these innovators talking about the digital streamline transaction and what you're saying is now the rest of the industry because it's one big tent right and I expect a lot more cooperation a lot less fighting and maybe we'll rely on Turf and territory maybe that comes to the partnership. The Partnerships is a magnitude even a step up work. Suddenly. We're all in this together for this digital future and not just music to my ears to hear you say that I think that The all

all the barriers are down all of that is down here. But here let's keep going with this Josh just jump in anytime you want the number one the tech-enabled consumer wins, and I think they're the biggest winner of them all in the end and rightfully so they should be noticed. I said the tech-enabled agent and I mean Tech Naples consumers and what I mean by that is we're going to see in this is what this is. What being compressed this is what's being fast-tracked is better higher-quality consumer value and experience right that Delights them

save the money saved them time. And this is all happening right the end, the truth the true and I've heard you be a You know the promoter of this way before your before anybody else, by the way, the idea of the online transaction, but man we're steps away from that. We are one of the things to that we think led to this right is I think your point Brad when we go back in time and look at the competing interest in the positioning of all the companies in the destructors the premise I think that we were actually arguing was

where we solving a problem that the consumers had and the truth is 97% of whatever the status of agent booking agent size metric that's been done consumer satisfaction with high and so that there was a theoretical debate around what problem solving and is it just a means to do different types of disruption. I think the difference now, the reason you're going to be at unifying is consolidation is the consumer has a real problem. They can't safely go an interactive the Zuni people and places, but they still need to transact on real estate and so now The unifying

tint using your analogy. Is it there is this problem which is we need to do transactions into now what you're seeing is lenders leaning in to solve the consumer problem too and allowing more e-signatures Racine counties in States go. We got to get the digital closing to leave me that tax revenue and we want to make sure that real estate maintained and so I need you around the second level consumer or the way that we talked about that at KW is now there's a real problem the consumer has and the in the agents in the brokerage's that are able to lean in and create the solution to solve those

problems are open going to win and that's how we can you let me give you an example of that Josh and in jump right back in but think of it think of it this way Brad and that is I'm an agent and we just closed on a property and at that closing or that digital closing, by the way, I asked a question of you that the Buy RCA Brad if interest rates ever change during the lifetime that you own this property and you could say Make money without spending any money by refinancing would you like to do that? Dance is going to be full. Of course, Gary if I can save money and

don't have to spend any money if they will great. So I'm just I'm going to click this button and that's done because what we've done is we've read your inspection. We dumped it here. We read your contract and dumped it here. We have all of your mortgage information in here and we have the complete the condition of your home. So when I hit this button now, you're on an automatic twenty-four-hour-a-day, you know around the clock service that if interest rates change and they going to be painting against your current mortgage in your monthly payment and if you can save

any money at all, it's going to alert you if you wanted don't know where it's going to say. Do you want to refinance your home at no cost? It'll save you $59 a month. It'll save you $600 a month. Whatever it is you click you out and that's done and you can set the phone. You're good the other quite right in the end, by the way, that's going to July and Amaze the consumer because they're confused about this, right? They don't actually understand when I should finish when I should refinance and here's another issue. Right? And that is they think they're going to say. Yeah, but I

don't have the money to pay the fees to refinance but understand that I used our company's example in a week. We completely reinvented the mortgage transaction. If you will in such a way that we don't charge an origination fee. We don't charge closing cost will be $1,000 at closing bread and we're constantly pinging against to make sure that we have the best interest rate possible and that's a very real service so we can refinance at no cost. That's just one example, I'll give you one other example for the consumer and that is now that we've closed until bread in addition to that. You have

a question. You want a manager home or do you want us to manage it? And you go, where do you put into an all my preferred vendors into this app and we have because we have your inspection report and we know the condition of everything. We now have completed we now have ewe any tire maintenance schedule created for your home and you can go look at it. If you like it if you want we can set up on alerts and it'll just remind you to do certain things. Oh, by the way, since you want to manage it when it alerts you it'll Me lollipop and say here are my preferred vendors Brad

that I recommend that you call to do this need to click a button. It's going to set up a scheduler and they're going to schedule a time right then and there with you to go to do that. You can look at their reviews. You can decide if, in fact, you like the vendors that I put into their butt. Like to use that right now. Hey, let me ask how you are you guys awake. I believe you are going to see that within a year. I think or less. winter is the tech-enabled agent. So the consumer wins have the agent win and that is there is a there's an absolute race

to harness the value for age between physical and digital right and again that the relationship so often with has been the physical base for leaving the age right now and what's happening now is operating systems are being created for a real estate agent to just run every aspect of their business and I give me an example of this and I'm and I'm only going to I'm just going to use me or our company as an example because I'm not talking about our competitors or anything like that. They can speak for themselves. But the good he's a good example is in an AR platform we can generate

leads for as little as and keep me honest to your Josh for a dollar a lead, right? What about 2 million times and says they can dial up and dial down their spin for the number of leaves that they need for up for an interview variety of different platforms. That's just an example of how the tech-enabled agent wins. The second way to take an able Asian twins, is that the consumer app that they provide the agent that their consumer to use Excuse me is actually directly connected to their operating system. So what happens is that the fiduciary agent is using the

functionary pack if you will in order to have a connected relationship in old-time. So here's the challenge that some other organizations have outside of General brokerage and that is they don't actually have a fiduciary client relationship. They're trying to get the technology to do more and more and more and the agent to do less and less than last I get that and I understand that business model. I personally believe that the consumers are best served by a fiduciary agent, but I believe in the future. It's going to be a fiduciary agent who has an

absolute fantastic operating system that is dial directly into the consumer out or consumers browser, right? I'll make another statement about this and that is we're so used to having our website. I'm an agent. I have a website but I don't stand it with coming is very quickly is consumer websites raining right when I go to Netflix, I go to my Netflix my go to your Netflix, it looks different. If I go to my Amazon and your Amazon bread, they look different. They're not the same thing when I go to an agent website or I go

to a third-party consumer website. Play the same every time I go it doesn't recognize me. It doesn't change. It doesn't morph it is it's not responding to me. And this is what the consumer wants. They want their experience and they want it to recognize them and every time they use it. They want that to be acknowledged and they want the experience improved and at the age of winds when they're the ones that protect this for the consumer third winners The Brokerage industry, right the tech-enabled brokerage. Absolutely and the way

they're going to win if they do a great job of providing these tools for their agents, right and there's some sort of a really strong combination between a digital bass and physically enhance and it's not a complicated flip. We're being forced to do it right now, but that's how that's going to win. Here's the last statement. At the end of the day the platform always wins. So the tech-enabled consumer the Tekken able to age of the Tekken able brokerage if there are those are the women who were going

to be the biggest winners in all of this but here's would absolutely win. No matter who you are and that's the platform and what was going to happen in his happening right now is disconnected software that says it's a platform and a has them analytics that makes it act like a platform. They're going to get exposed to going to get exposed fast right now. And the way we think of that Gary Wright is that when it's you know, it's connected possible and provide that digital experience of the transactions of the visual experience of the showing from consumer

through the agent through the transaction and all that has to happen on the same operating system. And that's the power of that. Yeah. So if we do, if we think about if we saw I use blue doesn't show very well. So what do you think about if this is the platform what's changed is before the consumer in the agent in The Brokerage fees were all software programs and they're being connected like this and what's changed is this is actually if you want to just use layman's terms. This is the software right here and these are just applications,

right and as a result of that This agent at just as a simple example knows everything actually everything is going on. So I want you to imagine again because you know that when a consumer is doing something you know, what that is you now know when consumer Behavior turns into a listing and then you know when it turns into a closing so think about it again an agent goes to the database and the platform says Brad you need to contact the Smiths in the next 90 days because their

behavior their behavior around real estate not whether they got married or divorced or had kids or whatever their behavior around real and by the way, the app reads the contract dumps it into a digital format where everybody can just leave. Get right there right recent video and in everyone to go she ate, but while you're negotiating the platform says 91% chance of getting accepted. Can I take a couple of questions from the audience? I'm done. You are a gentleman. Thank you. So one from Sean Murphy, what does Gary and 10 for the huge brick-and-mortar Market centers in the digital age is

Kauai Barnes & Noble. Are you going if you move physical to digital isn't time we close all that stuff? Not at all. No, not at all. That would be like you're never going to have him and live again where we were only going to see you virtually for the rest of our life and none of us would like the right answer because I know you don't like that. So that's that would be your answer to Sean heck know that isn’t going to happen. Right but you're going to blend it. You're learning how to blend in Ennis passed away a possible and we're going to discover this something

should be done digitally and others can be a physical lot of people just as a side statement. There are a lot of real estates agents were going to say I love my family, but I'm more productive when I leave home and I go meet people here or I'm working with my team here or I get this here. There are Patients that digital, by the way, there are limitations. So no that's retail itself is in the challenge right now, but that doesn't mean all retail Dad. I think Bradley answer this question

or wait a week what we have to make sure we have interesting and compelling physical spaces and we are re-imagined e, what does that look like? And how does that sound do we use square footage to make sure we're completely giving most value in a meeting at exciting physical space is so boring retailers in trouble. Boring retail is dead. Boring real estate offices are in trouble born for dad for real estate offices themselves are still packed. A lot of people were itching to get back and then he went opportunity as a real estate Community jury. Imagine what the real estate brokerage

office looks like in the future. Yeah. That's exactly asking another question. Thank you guys from Valeria Garcia and I think maybe this overtime and we're not taking away any time from you guys if you see differently tell me a bit. Is it just me ballerina? Ask or are all the current events of the world making you went to simplify Last Words more meeting less Smash It Up more bring it together. And I think this gets a good area for us to end on it. I think you did a great job wouldn't touch on too much of the economy. But I think we got that in the earlier session

certainly on the digital Renaissance the partnership, you know, the higher or D2 collaboration, but this moral imperative your I think the words were so right on when you use that the more I think that's what Valerie's asking here is how do we keep it simple or how do we get into action? But any comments on that whole area like it is a moral issue. It is a challenge. How do we step that up as an industry? But keep it simple I think is what Valerie's implying wish you were here to ask at more just take a stab at that big

and I think about this is as businessmen. A political but we're not a moral and I believe that this is what I said when we started and that is there is a call for all of us to not be a moral and actually take a stand that people understand. This is our position. And then asking how can we help? What are those simple things that we can do in order to make a difference and that's the biggest issue right? I hope I answered that question as well is that in end

independent of the current event happening now, I think our perspective as well as the reason we're here and we've been very transparent about our roadmap in her strategies about the data. We find out what we're seeing work overseeing don't work as we absolutely believe that and I think you're you can go back and see we've been very consistent saying this when there's a competition Creating value for agents between us and all of our competition agent in the consumers win them and so we invite the world we want to share ideas. We want to share alarms because we all get better when

we when they get a headache the blade of competition makes you make us stronger and I think the some of that diverted diversification some of that animosity that we had before was you've had a lot of players making big bats with a lot of free Capital knowing that there had to be a change and now that we're in this this this changing climate now that the end of this chapter that transition is very in front of us. I think you're going to see the consolidation. I think you're going to see the mergers. I think you're going to see the simplification of

these Solutions become ever-present and ultimately when we all start just focusing on how to provide more value to agents their businesses in Ultimate Agents win at every Brokerage in their consumers when it every brokerage and that's what color is open to be. That's it. Well said Thank you Josh. Any last words Gary for the Indian Community which is bigger overlap with your community. You know, I'll just say this and you said this at the beginning you and I are Sparky with each other, but the thing that that and we have a long history of that by the way, but the thing

that I just want to communicate to everybody is you are a good guy man. You are and you want to say this. I think that the work you do has gotten better and it would be wrong of me not to acknowledge that my friend and right now you're going to tell me when I'm off and I'm going to tell you when you're off but at the end, you know what I appreciate you and I think everyone watching appreciates you and what you're trying to accomplish for all of us. So I just want to say thanks and How to get Sparky to call me

and you're not you and I can do you cannot do that fast. What I love is that this is not the time for that this is not this is a time for locking arms literally digitally or physically and an understanding that we're all in this together and the only way we win is by being together. There you go. That's a great way to end it and the end. I heard you say tickets then we need to do that and so back at you with what you said about snarky and snappy or whatever it is. And this is Brandon and closing out with two big

important leaders in the industry Gary Keller & Josh team later on gang Thanks. How great was that if we were in person we would get like a big round of applause right now. So if you just want to do it from home. I'm trying to hide my nail as you can see any who have a lot of great stuff coming out this afternoon including what I'm most excited about I get to interview Ryan Serhant from the comfort of my home office. So please turn in for that up. Next. We have the data track with Sam Devore dance today events and woman up or I'm

I have a secret for you guys. I put my own little cue cards underneath the camera because I'm doing this alone, which is pretty And if I killed that name Sarah, you can come for me later. I love all of you also kind of presentation is coming up virtual round tables that you can meet the exhibitors which help with that. You can still go meet the exhibitors, which has some of the coolest you products and Systems and Technology ever always at the one thing. I was worried. We were going to miss out on that's today from 1 to 2 p.m. Eastern at

10 to 11. Pacific and then you can always go back to the schedule tab on the event website and I add things to your personalized schedule because this the whole system is just pretty fantastic and I think honestly the first part of today went fabulous so jump in there go to that. I'll see you later this afternoon and will continue to have some fun. Thanks.

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With ConferenceCast.tv, you get access to our library of the world's best conference talks.

Conference Cast
945 conferences
37654 speakers
14367 hours of content