NEFAR President Kim Knapp: 2026 Playbook for Florida Realtors | AI, Contracts & Leadership

Tracy Hayes  0:09  
Hey, welcome back to The Real Estate excellence podcast where top real estate leaders bring real strategy, real truth and real results. This episode is special. Our guest is one of the most influential people in Northeast Florida real estate stepping into one of the biggest leadership roles in the industry while still running a high performing office into Fleming Island called wellbecker Vanguard. Her leadership motto, do it right, keep it real. That's the standard. That's the mission, and that's exactly how she'll lead nefar, the Northeast Florida Association of Realtors, in 2025

Kim Knapp  0:41  
please help me. Welcome to the show for the second time. Miss kidnap. Hey, thank you.

Kim Knapp  1:25  
excited by the whole opportunity and humbled by it, I have an amazing leadership team, and I don't know that everybody you know that's not lip sync. Anybody who knows me, I don't say things to hear myself talk about, you know, I don't, I don't say it if I don't mean it. And we really are working together as one, one cohesive team, recognizing that, you know, I'm going to be moving on shortly, and then Gonzalo will be, you know, will be president. And you know, which we want the same mission and an overall attitude just to continue. But we got some, you know, for me, I got the do it right, keep it real. And part of that do it right for me is not just doing the right thing

Tracy Hayes  0:00  
That's on, and I got my little intro, and we will be off 321,

Tracy Hayes  0:48  
This is episode 311 you were on episode 111 exactly 200 episodes, whatever. Yeah, whatever. That means there. Appreciate you coming on and we're gonna dig in. This is gonna be a jam packed episode for any of the agents in Northeast Florida, what your goals are this year? We'll clarify some insight. We're gonna talk about AI, as we just talked about a little bit, but clarify everybody, what's the mission? So as I guess, you're kind of an opening statement, just, you know, kind of, let's, let's talk about ne far and you know, what are your goals? What's your vision for it?

Tracy Hayes  1:23  
Well, first of all, for 2025

Kim Knapp  2:02  
when people are looking or not looking, but you have to have a right way of doing things. And we've got an incredible team this year in every leadership level, and we're working on what I call like having a football right you can pass the football on to somebody else, whether I'm passing a football Gonzalo going, Oh, here's all the things you need to have in mind, or someone in our pack, or somebody who's leading the Southwest Council, whatever that is trying to begin to build systems in place, because they're all volunteer leaders, which is really, you know, incredible the work they do. But also, one of my initiatives is really reaching out to the top producers. So we have a special thing coming up in March, so those of you need to be watching for it. It's called the top five forum, and we're inviting the top 5% of our local market and production to a special event. We have an economist coming from NAR. We have Dan elzer coming in, who is an incredible coach, speaker, business coach, company brokerage coach, because these are people who are performing at a high level, maybe leading teams or companies. And we they're really the biggest users, right, the biggest contributors, but oftentimes they're not really connected, or do they feel valued?

Tracy Hayes  3:16  
Or sometimes they're just so busy they can't, oftentimes, contribute,

Kim Knapp  3:20  
yeah, but, but they don't know what the what the opportunities are, you know. And just being in their shoes, I understand it, and I when I was on the outside, I'm like, What does need for do? I'm not really sure, you know. And it wasn't until I got involved that I recognized what they do and but again, also just just making them feel valued as well. So it's a breakfast. We've got great information that is totally geared towards that audience.

Tracy Hayes  3:46  
So, yeah, no, that's that sounds very interesting, because sometimes they are so busy going with their business, they don't have time to go to the, you know, the different meetings and in they often are not heard because they just are moving on to their next just moving so fast. And so now you have an opportunity let them have a few moments to hear what some of their pains are, or whatever, what help they think, or how the industry could get better. It's funny, you know, I see chat GPT that research and help me create some questions. And this is a listed it as number 15 on here. But I think this is relevant to what we're talking about right here. It says, it says, finish the sentence, the future of Northeast Florida real estate belongs to agents who blank. The future of Northeast Florida real estate agents belong the Florida real estate belongs to agents who,

Kim Knapp  4:44  
you know, I know what comes to mind initially, you know, it's, it's, it's, I could say this and define what I think it means in my brain. And that's those who, who, who dig in and participate. First of all, it's a team sport. You know, I just had. 100 and like 10 people I installed yesterday in our market, brand new realtors. I said you need, you need two sets of people to be successful in this industry, and that is customers and other realtors, right? So, so we need, it's a team sport. We need that. But this business is evolving, and we need to know what's going on. You just can't go get you just can't go get in a hole somewhere and hire in a silo. So you have to, you have to dig in and participate. This is not an easy career. I mean, we have like, a 80% Fallout rate. So, you know, people get into this, and they saw their closing statement, thought, this is easy. I like and I like showing houses, and I'm like, Well, you know, that's not really, that's, that's not really what we do, although

Tracy Hayes  5:43  
someone might hire you to do that, though,

Kim Knapp  5:46  
we solve problems at a high level, and you know, the more you know, the more problems that you can solve. So I just think that that, with all the changes happen, I know some agents who have said, I'm going to go ahead and retire. They have retired because they're like, I just can't learn any more stuff right now. I can't, I can't. I don't want to do this. So I think if you who the future belong to those people who dig in, learn what they need to learn and participate.

Tracy Hayes  6:12  
The you made a statement right there. They need to learn more. Are they really learning more or they just sharpening their their skills. I mean, I mean, yeah, there's technology, but yet, there's some great brokerages in town that you know, help you a lot with that. I mean, you find the right people. You can find virt, I guess, maybe learning how to delegate out to people who are better than you at a higher level now than maybe in the past.

Kim Knapp  6:41  
I think it depends. I mean, you know, I tell the story about when I when the market crashed, I had 65 listings. Okay, so what? I could win a lot of listings. I was good at it, yeah, you know, but I didn't win sellable listings. So just because I had grit and heart and could work hard, that wasn't enough. Yeah, right, you get to a point where you can run to the end of yourself. And so just because you're doing well doesn't mean you can do well for a long term. If you don't have systems plans, if you're not doing things on purpose, you don't understand people, personalities, pain points wise. How do you overcome you know, I say, I hate to say objections, but false misunderstandings that you can lead people to be able to get it is what they really want. And so these are skills that evolve. I learn stuff all the time. I was just on a webinar with Alexis Bowen yesterday, and she said something. I'm like, I'm on it with her, and I'm like, Hold on everybody. I need to go write down what Alexis just because I'm going to start doing that right. So I think that we can always be learning. And then with technology that that evolves, especially you're running a business with, what systems you can do? What can you streamline? What you know, and some things can be streamlined and automated. Some things can never take the place, yeah, of being a real human in the mix.

Tracy Hayes  7:56  
Mario just had, I assume, a great year. Some of you're gonna endorse this there. What are some things that he's left because the year goes by fast, so I imagine there's, there were some goals or projects or so forth that he's left for you to hopefully either finish or continue.

Kim Knapp  8:14  
I think it's overall, just the overall things like, you know, live orientation was like, something that, you know, that we worked on and we brought back. That was one thing. It's continuing things like that, bringing things back to the association and and providing value to our members, just like, you know, doing that, you know, top five forum so that was something we talked about. But you can't do everything at once, right? You have to do things, you know, over time. We're all we've got. We actually, we got a few other fun things in the mix that we're working on, and one of them is

Tracy Hayes  8:47  
a cruise. Oh, I like that idea. Maybe some guest maybe you like, bring some guest speakers on and, you know, have some some shirt couple events. But you

Kim Knapp  8:58  
get to write it off. You can bring your friends from the office. You could bring your person in your life, your family. It's going to be out of Orlando, like a Friday to a Monday, for our vendors, for our affiliates, for the people that, okay, go create some memories with the people

Tracy Hayes  9:15  
you're doing Yes, with. Well, have some fun. You get some education. You, I'm sure get some quality people in there. That's a great idea.

Kim Knapp  9:22  
And camaraderie is really important. Like I said, when you're when you're doing hard deals together, we got to work together. And so it's just another opportunity to

Tracy Hayes  9:30  
build camaraderie too. That that that is a great idea. Look forward for more details about that. What's one thing you want every nefar member to feel improved during your presidency.

Kim Knapp  9:42  
I think, if anything, I've speak with brokers first, something that you know, we've worked on, Mario worked on, and we've carried forward, is the broker engagement, which is really growing, and we're finding ways to communicate with those brokers so that the brokers know what's going on and providing value to them, and they feel support. Unequipped, but they're also just communication agents, you know, feeling like they know what's going on, what's available to them. So when they want to access something, they can and being able to communicate in different ways, you know, working on a whole, you know, podcasting space and doing more video communications like that. So I think being being communicated with, and also having the opportunity to participate

Tracy Hayes  10:27  
and communicate the brokers you said that first, and that's interesting, because maybe people don't often think that's probably why you thought about is like, who was being left out, and that is training up some of these brokers I had Jonathan lickstein on before the RE bar camp. And, I mean, some of the stuff that he's doing with location is just, I mean, amazing, and he needs to be in front and has have those brokers, I mean, and sometimes you have to leave out the agents, just because the brokers can really focus on each other, you know, collaborate or whatever. But, you know, having people like him come in and talk to just the brokers and raise the level there, I think we have

Kim Knapp  11:10  
hundreds and hundreds and hundreds of brokers, yeah, in Northeast Florida. I mean, I think it's north of, you know, 1400 now, a lot of them are single, you know, one broker person shops, but there's a lot of five to 10 people, you know brokerages out there, you know. So we're now sending them a broker communication every month. Soon, we're going to be adding slides that they can actually use in their meetings. Here's education, here's events that are happening. And maybe, you know, our pack wins. Everybody hears our pack and they go, you know, but I'm just telling you, I don't have any neighbors in my in my whole time I've lived in Florida that said, Hey, Kim, we're having a gathering in our house. We're reviewing all the bills that might affect private property rights, and we thought we'd get together and talk about it and maybe take a caravan to Tallahassee, like nobody ever asked me, invited me to that party. Yeah. So you know, we're the ones that do that, so like, pay your 20 bucks and participate and help us do that. But anyway, just all of those

Tracy Hayes  12:06  
things, right? What do you think are some of the challenges right now that that agents are dealing with that the association really needs to take up and really research? Are they really issues and obviously kind of make it have a positive effect.

Kim Knapp  12:25  
You know, I'm not sure how to answer that directly. I mean, yeah, you know, there's, there's, you know, things that the association, you know, has been evolving, and we've gotten really from NAR down, which is really important, that we're getting on the same page where NAR is going. This is about this is about our members. How do we provide be good stewards financially, which I'm going to tell you, if you're a nefar, we are good stewards financially. We do not, you know, blow money, but that we are good stewards financially, and that at the same time, we're providing value. And another thing is, I think is really great from nikira has been talking about is, you know, we've treated like WCR, or, you know, RRC, or some of the different Institute society and councils that many of our members participate in our rep, just different ones. And kind of like, bring it like we're all under the same umbrella, you know. And when people are serving and connecting in those groups, they're all really just a part of us anyway. So over the time, not just not ne fart, but everywhere, and NAR and Florida realtors, it hasn't been like a really nice play in the sandbox sort of thing, but, but from from the top down, that message is like, No, we're in this together. We need to all be working together and helping each other. So I really like that, that that's coming down from the top.

Tracy Hayes  13:50  
You mentioned earlier about having, you know, getting back to, I guess Mario is getting having more the new agent orientation, orientation in the office, trying to get everybody in which, you know, beautiful facility, you know, down there, great training room, all that type of stuff. What are some other things that you're doing to try to get agents to visit? I swear to God, my wife is the only one who can break in. She has to understand what, are some other things? What are some things that you're doing? Or do you see opportunities to create other events again? Because I would you agree, I know with when I was at Florida realtors and their training as an educator, they want people to come into the office. And there, there was a maybe might be, this might be a misconception. But for a bit there at post covid, the office wasn't so friendly to bring people back in. It's been a slow migration. Are you doing anything different or just continuing what Mario had going on to get people to come in?

Kim Knapp  14:54  
I would say it's couple things. One, so you know, you've got orientation back, which is a big deal. People are like. Okay, you know? Why is that a big deal? Well, if you had five years of people that never darken the doorways like they just they're not connected. They don't know, right? They haven't been exposed to anything. But we have our councils and Task Force are just getting stronger all the time. I am so proud of the people who have stepped up this year. Putnam County just had an event. They had MLS down there. So we're bringing it to our members too. So they just, they had, they had MLS down there during training. It was a huge success. They had more people show up than registered. Usually, you have people that registered that don't show up. You have, you know, another southwest Council is getting ready to do a run walk, or, you know, St John's is getting ready to have the Property Appraiser and some other people there. There's all these things that are there. It's getting stronger and stronger all the time. So we're bringing it to those local task force and and councils right? Also, we've done this some years ago, and we're talking about how to implement it now. Is doing lunch and learns, like at the beaches Resource Center or the one in Orange Park Resource Center. You know, 20 people can come in and you can do a lunch and learn in there. So how do we bring that back to the members? Same thing down in Putnam. So it's not just bringing people to, you know, everybody having to drive to, you know, the association main office, but to bring it out to them as well. And I think that matters.

Tracy Hayes  16:27  
Do you think making sure that it's organized, that value is going to be added? Because I think sometimes people have these, you know, these are great things, but then when people actually go there and it's like, okay, this was a dull this person wasn't even prepared to talk. They just wing it from the seat of their, you know, tail and and they went, and all of a sudden that just, it just dies quickly, because no value was added.

Kim Knapp  16:52  
So, yeah, so with that, it's hard, because when you have all these people just volunteers, right? They're all trying to figure it out. So I kind of mentioned the beginning, talking about the football and the structure. But the other thing is, we have a key staff person at at the association who stepped up last year as being like the main point of contact for all events, and to help support all the things that they're doing and making sure they have a plan, a launch marketing like that, all that's going to be in place. So that was our first year, and now we're into our second year, and he has a call every single month with all those leaders. That's a whole different game than, you know. Like I said, People volunteer and they're like, Okay, you know? And you start in January, and you feel like, By October, you're done, it's almost over, but you started January, you really didn't get anything figured out. So in March and rolling, then it's almost over. So I'm just feeling there's and the other thing we're building that we started last year with Mario, as we continue, is people don't just sign up to be a chair or vice chair. They sign up to be on a committee like they are officially on the committee, just like you do at Florida realtors, because we want committee members that are volunteering to help so they can, we can pull from that pool for a vice chair, and then the Vice Chair, who was there last year stays and becomes the chair the next year. It's not automatic, right? But if it's always changing everybody all the time, right? It's hard to get to empower them to do really great things, because everybody's just doing the best they can in the short time they have with the little information they have. Yeah, so that we're kind of changing that,

Tracy Hayes  18:27  
because you're not meeting every day, you've got to have some time. And, yeah, you're right. Someone new coming in there, you know, I just think about my CDD board that I was on for 11 years. It takes a while to figure out what's going on. And, like I said, all sudden, the year's over. You know, to have them continue. That's that's so if we can

Kim Knapp  18:45  
have where you were on the committee, then you were the Vice Chair, then you were the chair. So you helped. You were along. You saw the plan, you got the football. All of them are going to get stronger and stronger, and we're already seeing that this year.

Tracy Hayes  18:55  
I'm going to change pace a little bit go into we're going to go back in time a little bit to see, obviously, you, you are influential, you're you're talking to leadership at the state and national levels and so forth. Why? Where are agents still struggling with the the post settlement in our which was August of 24 right, was when we had to, you know, go with the buyer broker agreement. Are agents still struggling? And if they are still struggling, what are they struggling with in that,

Kim Knapp  19:29  
you know, I think that that we've all moved on now, right? We've all, we've all moved on. This is the new normal. I don't know that it's necessarily a bad thing, right? It's inconvenient without, you know, having that information available, like they did in MLS. But the truth is, I think the negotiation part really the way we're doing it. It works great for me. It works great for my agents. If anyone's struggling, it's, it's probably mindset, you know, the filter that they. Put it through. And I think you just have to stop, you just have to stop talking about the way it used to be, and learn, learn how to own the way it is now. Right? You know what I mean. But I think that's sort of the biggest problem, is you get in your own way. And I always say, like, when I surround myself with a group of people to accomplish, like, a project, I don't want a bunch of people. It's like, Oh, Kim, you're so smart. Yeah, I love your idea. Like, I want people that are going to push back, but the same time, I don't want people around me, like, you can't do that, that'll never work. Like, I need people around me that go tell me how it can work, right? How can we make it happen? So I would say the mindset of agents, if you're struggling with this new norm, usually say, How do I own this? How do I make this work for me? And honestly, the agents who understand it are doing better.

Tracy Hayes  20:44  
Yes, that's, that's the statistics that are out there. They're making, they're making more money. I hear some of the conversations because obviously, my wife's an agent that going on and how, you know, they're structuring, or just, you know, if you you got two good agents that it just flows very fluently, and they come into agreement and move on. And it's not, not, not as big deal as everyone was making it out to be private networks. We talked about, we're going to want to pass on that. We're going to jump into AI, you want to get deep in that. And I think there's, there's some agents that have gone, actually, I've what I've noticed, actually, some agents from your office, some of our more mature agents, are actually gone a lot further than some of our young people have. I was with some family over the holiday, unfortunately, for a bad reason, but we were together, and, you know, they're in their 30s, and, you know, I'm in my 50s, and I'm talking about AI, and they're like, they haven't even, like, even tried it out. Or they they just can't get their hands around I think they can't get their arms around it. My vision is there's like, The Dark Side of the Moon, and we're some of us who have dove in. Understand there's a Dark Side of the Moon. So we can't get our arms. We don't know what's quite over there, but we're what we're reaching around to. Others still really haven't even they're like, avoiding it.

Kim Knapp  22:14  
Well, here's the thing I had some people say to me, so you pay for it. I'm like, Yeah, I do, I'll pay that $20 yeah, oh yeah, yeah, because it is an assistant for for me in all areas of my work and home, and if I can save hours of my life, let's start with that so so people are under utilizing it or not valuing it. I'm like, you would pay 20. I'm like, Yeah, you know. And I'll just use a personal thing, like, I'm gonna go on to Montana on a ski vacation. And I'm like, I'm gonna have, here's my six crock pot recipes. This is how many people I have. This is what we're gonna have for breakfast. This is what we're gonna pack for lunch. I need one shopping list separated by, you know, department in the grocery store, you know. And now spits out. And I've done it before, because it works. Now I'm going on my next trip, and now I'm just gonna, I didn't have time to sit with all those, all that, oh, yeah, that's like, done in minutes, you know?

Tracy Hayes  23:12  
And you can ask, suggest me some things that, you know. Obviously, we got 10 people going with us. What are some other items that they may want?

Kim Knapp  23:19  
And they totally threw that in there. Like, don't forget popcorn. You might want matches. So in your real estate business, if you feel like I don't understand spreadsheets, you know, throw your database in there and say, you know, de dupe it. I want all the first names to have a capital and the rest of the name to be lower case. And I want the last name that would be capital, because sometimes, when you're fat, fingering it in, you made it all caps, and some you didn't, you know, and separate the address sitting, you know, state, whatever you and it just does it for you. Yeah, if I guess I would say this, if you can think it, ask it,

Tracy Hayes  23:56  
you know, or ask it, how you should think it. I mean, people don't realize you could say, well, how can I I've created websites with it. It walked me right through, through going to WordPress and all the other things that you know those guys use and and how to do it. I am actually halfway through book number one. I've decided to break the real estate excellence into a real estate excellence playbook. So I'm taking all those, I have all the transcripts. I've loaded it in to chat GBT under projects, and it's suggested to talk about open houses. I said, Okay, pull me quotes from everyone, and we're going back and forth. It's my co author and editor. We're going back and forth. It's helping me format it. But it's, it's, it's like having, yeah, it's right there. You ask it, it'll tell you how to do that's why I think you I see all these things on YouTube, people putting up, oh, we make all this money. Those people have gone in and asked, How do I do this? And then it's given it, then they ask it another question and a deeper question, and get deeper, deeper. I think people are so, you know, I think get that commercial, I think is. Ico or something. One of the people over 40 are just asking chat GBT like they would Google, versus going deeper. And actually, I think more over 40 are actually checking this out, trying to stay in front of the under 40s. The under 40s are mixed. Some of them, my kids are using it. They're like, having it reteach their lessons. My daughter was using my computer, the other the iPad, the other day, and I noticed, you know, in the chat GBT, there was something about her science work. I'm like, What are you, you know, going in there, she was taking a picture of the worksheet and actually having it re explain it to her. That's awesome. Yeah, that's what it could re teach you. I mean, think about calculus. I probably would have passed calculus if I had chat GBT to re explain it to me, other than the professor that I had.

Kim Knapp  25:47  
I mean, if you're if you're not using it, you're missing out. Yeah, and you need to, you need to do the front end work, which is making sure if you're using chat GPT, open AI, that you're telling it who you are, how you want to talk to you. I'm like, don't tell me. I'm smart. Don't tell me you like everything I say. I need you to, you know, point out what's missing in your actual directions in the very beginning. And there's, you know, we can't go to that here to personalize it, but,

Tracy Hayes  26:12  
but there's a YouTube video on it, if you, if you go on YouTube, there is people that will tell you how to do

Kim Knapp  26:16  
that, but you really need to do that. But I was joking. I had lightning like strike my house and my generator, and, you know, the transformer, and I didn't know why the generators were working. I had a headlamp on, and I had grok out, and I'm like, I'm gonna start a podcast, just a girl in grock. And I like, literally is like, flip this thing, flip this reset that I've got my Generac open. And the thing that I was like,

Tracy Hayes  26:38  
okay, it was, tell you, look here, look there? Yes, yeah. Well, that table that you're behind, it was actually stuck, because it does move up and down, and I couldn't figure it out, but I had an error message on the little keypad, so I took a picture of it. Gave me the said, lowered all the way down. It's in the safety mode, so it doesn't go up or whatever, and bam, we're done. But for agents we talked about in obviously, it's in the news, Redfin, but all these people, all these Zillow, all of them, are trying to, they know the searches are going over the natural language, even in Google, you know, Gemini is putting out natural language chat, GPT grok, where people are going in, in talking to it, just like you and I are. Yeah, I want a three bedroom house. I'd like to have a backyard with a fence, because my dog and they're, they're talking to it. And now the AI is, you know, these companies are starting to try to align, so they've come up in the AI searches. What are agents need to do and start to evolve with this?

Kim Knapp  27:38  
Well, first of all, you know agents need to get better at descriptions and knowing what they're writing in their house descriptions. And I've said this for years, if your description begins with this three bedroom two bath home with a two car garage, one or two things isn't very good the agent or the house, because I already know that that's already in the data that you inputted, that it was a three bedroom, two bath. Okay, what else can you tell me? I need some description. You need to think about how people talk, but really that's just the beginning. You've got to get into the images where you're all texting those images, and which is embedding words and descriptions. And this has been around a long time. This is not new. This works on Google. You need to do it with the pictures that you load into MLS, and then even the distributors, a place when you load pictures, that you can actually describe the picture. And what we have is either no description. J You know, 12753, point, JP, you know, jpg, right? Or one or kitchen, right? Even those are descriptive word that that is an opportunity to describe so and that's just a little touching on it, but it needs to be way more purposeful and conversational about what is what am I actually looking at?

Tracy Hayes  28:51  
Yeah, well, you it's funny. Everyone's been posting the characters because chat GP has gotten really good. You can upload it your headshot, tell it some things, and it's great. And everyone's been posting those this week, right? And it just goes on to what you're saying. Have it. Evaluate all the pictures that you've taken. Have it you know you've got your description added to because it thinks it can think like that person from New York, and what they're thinking about, if I got buyers from New York, what would they think are great about this house? You could ask it all sorts of questions like that, and it's going to add, and then have it compile a, you know, a short form description. So those buyers from New York who are natural language, that's the language they're using, might obviously get hit on that.

Kim Knapp  29:38  
And you hit the point was, when you're when you're directing, AI, you need to tell it what you want. I want this to be compelling, and I want it to cause people to act. My target audience is these people, you know, I want you to write something that these, these folks, seniors, whatever it is that they would respond to, you know, tell it exactly what you want, and it'll guide you through it.

Tracy Hayes  29:58  
Yeah, and don't. And keep revising it. You, if you get deeper and deeper, it'll, it'll, it'll get better. No, I don't like your answer. Your answer is too vague. It'll go, it'll, of course, apologize to you. But again, they all started with listing descriptions, but now they really got to get better. You can't just throw it in there and have it spit out something stick in the MLS and go, I mean, you can, and you know you're likely to be found, but you've take a few more, few more moments you can train it to do it even bigger, better than you, than you

Kim Knapp  30:33  
Okay, so what you're really speaking to is that, you know, there's things you can do, and there's things that you can do on purpose, and the on purpose agents who are on purpose and how they put together their seller consultation, their buyer consultation, the on purpose agents who know how to help navigate a seller through getting a position correctly, the on purpose agents who put their marketing out there, their their images, their those agents are going to they're going to always be out front, right? So it's all about being on purpose. And AI is just another piece

Tracy Hayes  31:02  
of it. Jonathan lickstein told me something that he created, I guess his brokerage won an award, which I think I don't know if he was the only one spearheading it or the spearhead of the group, but they created some things AI like for the brokerage, the agent can upload their contract, and it'll proof it with AI first. So catch all the little obvious things before it actually goes. That human that you know, is checking on that new agent. And by that time, a lot of the things are washed out. And they can go, you know, go to specific things, I'm sure, or the, I mean, it probably, is trained to spit out a report like, Hey, you may want to check on this, check on that. So that person immediately goes to those hot spots. I was thinking, like, just as we were just talking about AI, I said, you know, in getting with those brokers, all of them should have this

Kim Knapp  31:56  
well, and that technology, I'm sure, is coming soon. I mean, if you were so, I think it was two years ago, two and a half years ago, I don't know Markie lemons was here, so now, and did a keynote on AI, and there's over 1000 people in the room, or whatever, and half the people are like

Tracy Hayes  32:20  
she was way out in front, and she's still way out front.

Kim Knapp  32:24  
Yeah, and then fast forward three months after that, just three months, all of a sudden, you're like, what you know, and and so we're not very long. It has not been that long, but I think that we're going to find in the next a lot is going to change. It is, it is learn. It's a learning machine right now, and the next 24 months, it's going to be exponential. It's all about the 1% now you have aI interacting with AI, which is just totally crazy to me, yeah, but you know different different AI platforms and engaging with each other. But I just think you're going to see exponential growth where those kind of things are beginning to come way more

Tracy Hayes  33:01  
mainstream, more mainstream. Yeah. Well, what was interesting, because I had Markie lemons on before that, Ari bar camp that she spoke at, and she told me about chat GBT, which actually had just, basically just a couple months earlier, had come out, and she was telling so I went in and started playing with it. And I mean, what it's even when it's doing today, like the caricatures that it's, it's, it's doing, and some people getting my cards this month, they're getting, I'm going back and putting their headshot in it does this little character of it, and it's picking up, and I'm looking at, you know, the coffee mug in front of them. I tell them, It's with Keller Williams. They got a Keller Williams coffee mug, right? It wouldn't do that three or four months ago, you'd have to go in there and proof it. And then, if you did a lot of times, you told it, hey, the coffee mug says Keller Williams, and they're with Coldwell Banker, you know, line it up. It would screw it something else up at the same time. And it's got so many

Kim Knapp  33:55  
getting bigger, yeah. And, you know, here's the thing, AI too. I just say this for agencies we're talking about, use it for fun too. I mean, like suno. You know, suno Is this fun thing you go in. I don't, I don't know why anybody pays these people to write a special song on Valentine's Day for their loved one anymore, because sooner has been around for a little bit, for a hot minute. You can do this yourself, but tell this. Tell the story of, like, where you're working with your buyers. Remember the green frog house and remember the thing, and whatever part of that journey was, and what I want it to be a country song or a hip hop song, or whatever it will write that song and send it to your customers. Do things that touch people.

Tracy Hayes  34:30  
Yes, yes, yes. Have some fun with it. Yeah, no, I do. I go in a grocery store and I look at this piece of meat and I'm like, Okay, how do I cook that? How long is that going to tuck say, go on. I just type it in immediately tells you do this. Do that. It's going to cook for this long at this temperature, blah, blah, blah, and then I know whether I want to buy it or not, if I want to spend that time, but it's right there at your fingertips. All right, in the seriousness, obviously, a lot of the things that you have to deal with at the association and so forth is compliance. Yes, what are some, I think the question it created for me, what are, what are three compliance concerns, or the hot topics right now of two or three things that maybe agents are towing the line on, I guess,

Kim Knapp  35:15  
well, I'd say, well, compliance falls more under the brokerage, right? The association is, is responsible for the code of ethics, right? Which is a little different, but you know the compliance piece, so I guess I want to which one are we talking about? Because, well, it's well,

Tracy Hayes  35:36  
one leads into the other in a way, right? I mean, there, there's someone's brought up on an ethics or, I mean, I guess, where we reward the question, let's go with ethics. Since we're talking about the association, let's go that direction. What are? What are? So, you know, two or three hot topics, maybe that are, that are coming up or in discussion. How do we handle this? How do we handle that? Because obviously, you're hearing it from the group, where individuals may not be hearing all of what's going on.

Kim Knapp  36:04  
I'd say, I'd say one thing that is tripping agents up, yeah, yeah, is the whole buyer agreement thing. Let me kind of explain this. A buyer signs a buyer agreement. That buyer is now made a commitment to pay that agent. That buyer could go buy a house with somebody else. They could. They just still owe that person, right? So what happens is is, first of all, agents aren't fully educating the buyer when they sign that buyer agreement, sometimes on what that actually means, or maybe they try. Sometimes people just pencil weapon stuff, just signing that, you know, electronically, or whatever they're doing. Maybe they weren't trying to know, but we need to ask if people are in a written agreement with anybody else, right that we're required by the code of ethics to ask that. So when you're talking to someone, you just can't go, you know, oh, I can help you buy a house. You just are. Are you in an agreement with anyone else?

Tracy Hayes  37:09  
That might be a new question that should be added to the buyer broker agreement. The first thing is, are you, just like my humda questions on the thing, are you looking to buy another home while you're in process of buying this home that's on the mortgage application?

Kim Knapp  37:24  
Yeah, yeah, but agents need to be asking, and that's not new. That's always been a part of the code. I just you know, it's you. I don't think anybody was unclear on a listing. No, like they didn't have to go to the seller who had a sign, somebody sign in the yard, go, are you in an agreement with anyone? Right? Right? That was pretty clear, yeah, with the buyers. I think that maybe, you know, not, not so much. So I think that that's

Tracy Hayes  37:46  
really so it's, you think it's, it's come up that, I imagine the reason why you bring this up is because there, there was a situation where,

Kim Knapp  37:54  
oh, there's lots of situations like this, whether, whether people click on an online portal, buyer clicks on an online portal and wants to see a house, and they sign something they don't understand what that's beholden them to, to go look at a house. And, you know, they had an agent, you know, but they, but they clicked on that. But again, this goes back to in you can be the best agent the whole world. And, you know, things still don't happen. Why they're supposed to.

Tracy Hayes  38:17  
So we're all human if it's not supposed to happen that way.

Kim Knapp  38:22  
This is why you got to be doing buyer consultations. Not just are you working with somebody else, but are you working with anyone, but sitting down with them and talking about your services and the do's and the don'ts and how things work, they don't know. They don't live in our world understand. So you have to explain that to them. You know, don't, don't go on to one of these online portals and click to see a house, because if you do that, you're probably going to end up signing something that's beholding you to someone else while we're already working together.

Tracy Hayes  38:50  
That's something I didn't even realize it's out there, but it doesn't surprise me. You go click on that, the listing agent send you over, so you're basically signing an agreement to go

Kim Knapp  39:00  
see the lead. Yeah, that's who it is. Yeah, yes,

Tracy Hayes  39:05  
backdooring it in there. Interesting from a state level. Insurance, condo insurance is something I want to bring this up because I own some condos, which I think this should be spearheaded. But where, where are we at, you know, the the state came out in requiring all these condo associations to, you know, have their every three years, they've got to have their, you know, they're calling it an appraisal, but the valuation of the property, they got to have insurance, it's going to cover, right? And I think it's really put, obviously, an expense on these associations where, really it's because of a high rise complex, not the standard two or three story condo that's being thrown in all in just being grouped under condos, I personally feel they should separate. They should put the number of floors on there to make. That request, because the three story condo, which was probably 80% of the condos in Florida, if not more,

Kim Knapp  40:05  
yeah, I think three stories. But, yeah, I don't have the details of the legislation. I We did talk with two legislators just in January about this. They're aware, and they're looking, you know, this is how this is, like something's this way, and then you over Correct. Yep, that way. And they recognize that, yeah. And hopefully, as they get into session, because we were there really early this year, they weren't in session yet, that there, there are bills out there that are, like I said, I don't have the details of them here, but that are going to try to bring that, bring that back to some sanity, because they recognize this has made it almost just basically unaffordable, yeah, for people to keep the properties and so that, thankfully, that's recognized. And so we'll have to see what happens once we get a little further into into session.

Tracy Hayes  40:51  
And what's happening. I haven't checked recently, but I know the condo inventory here in our region went through the roof. And, yeah, they're, the fees have gone up all the, you know, all these different effects, insurance, etc. And yeah, it's, it's made it south.

Kim Knapp  41:08  
That's really effective because, yeah, they have a lot more condos there than we do here. Yeah, 100 100%

Tracy Hayes  41:15  
what mistakes are you seeing in contracts informs execution that are avoidable with better training, you know, are you guys focused on anything there?

Kim Knapp  41:25  
I don't know that. It's one thing. The first thing I would say is, you're not an attorney, you're an agent, right? Don't you know, I'll have my own agents come to me sometimes, and I've been doing this a long time, and they'll say, how do I write up? And then it's got this little complicated thing they want. I'm like, I'm not writing that up. And I always ask them, you know, who do you use for your closings? Right? Because, you know, we have a preferred vendor and and most of them use that preferred vendor some or some all the time, but there's other people they use. And I'm like, who's the attorney? And you better have one that you can talk to it wherever, that wherever you are, because if you don't that that to me, that that doesn't help me as being part of my team, right? And you need to ask them, how help me write this up, don't that's probably the biggest thing is, you're not an attorney. Don't write legalese. But just in general, I guess I would just challenge people that this is people's lives, and you need to make sure you know the contract. You need to make sure you know the implications, and you can explain it to people and you understand it. It really bothers me that if folks have a mindset of like, yeah, I can just fill out the empty spots, you know. But do you know what it means

Tracy Hayes  42:45  
that's a from my side. When I get the contract, I know where I need to look to get the information to put it in for the loan. But there's this, there's these pages of, I mean, it just, it's a glob of words and not necessarily, means it's not really necessarily important to me. I've got certain lines and I'm taking information from and, you know, obviously the address, you know, what are the fees? Is there seller concessions? You know, that kind of thing. But, yeah, I mean, if, if you're just skipping through as an agent and just filling in those blanks you are setting yourself up

Kim Knapp  43:18  
for, I'll give you Kim's world on this lender, you'll appreciate this. I don't, I don't sell furniture. I sell houses. So they've gotten the contract under personal property, all this personal stuff, you know, they've written all this, the couch, the pool table, the thing I'm like, does the lender want to see all that? You know, this has no value, right? This has no value because it can get up walk out the door, and I'm like, Can we do that outside of the contract? If we can, yeah, I asked, I want to know if people are married. You know, my niece, Carrie had this happen, whether she's been people in the market. Know her, it's been real estate a long time. She she's working with this couple, and they go to write the offer, and she says, Are you Are you married? They're both there. Are you married? No, okay. She puts his name on the couch. She did not say, are you married to anyone?

Tracy Hayes  44:06  
Yes, anyone else? They were not married. Oh, yeah. I've heard this one before.

Kim Knapp  44:13  
And so three weeks later, we're getting into it. All of a sudden we realize, well, yeah, I'm married. I'm getting divorced. And fortunately, very fortunately, in that situation, it was amicable, and she cooperated. But in most cases, that's not how that works. So you really need to know that, right? And making sure your dates line up. Oh my gosh. So it's like the, you know, the the the contingency period is like, after, you know, all you know, after the closing, or just make sure your dates make sense. Take slow down.

Tracy Hayes  44:44  
That brings up an interesting because obviously one thing I always talk when I'm talking to top agents is their growth. And obviously you reach a point where, okay, I need a transaction coordinator, or you and I talked about on the original episode. You know, the assistant versus transaction. Coordinator or whatever, and you're going that direction that is there any training that the association is offering actually, for those people, those transit, those might be not even licensed, but it's it might be good that they know the contract as well in the reach out and maybe correct that. I mean, just an idea just came

Kim Knapp  45:21  
to my head. I Well, yeah, I don't think we could take any responsibility for teaching unlicensed people, right? But here's the thing, whether you have an assistant or transaction coordinator or not, you're still responsible at the end of the day. So if you're going to do that, and I encourage you, if you're going to grow in your business, you need to do that, right? You need to be able to leverage other other people's time, but you ultimately still are responsible for the content of the contract. Also, I don't like blanks. Just don't leave blanks, like 10 days of left blank, if you mean 10 days, right? 10 days. That's just, I had

Tracy Hayes  45:59  
to throw in that. One of the, one of the other things actually this is this may take it well, this actually would be an ongoing project. Actually, Jonathan lichtein was talking about how he all the trainings that they do at look at the location, Realty, all of his lessons and so forth. He's kind of like the way I'm probably writing the book here, you know, you can load it into chat. GBT, there's a certain way you do it, and so forth, so that it becomes a almost like a bot. So they can ask some really basic questions of all his teachings, all the brokerages teaching me, for realtors, teaching but it's all in there, and it's like you're, you know, the AI, the super human that you're asking, questions, and then if it's something like deeper, like you're not getting a clear enough answer to, you know, then go. But where these agents who are working at 10 o'clock at night could go in and ask these questions of the master realtor of Florida, you know that just, just that just came to my mind when we were talking about possibly trained or informing transaction coordinators and assistants on some of the things, so they're hopefully backing up their agents. If you could change one behavior in the average agent business model this year, what would it be

Kim Knapp  47:14  
in the average agent business model? Yeah, if I could change one thing, I'd say, Don't be average. That when I got into real estate, I asked my best friend, who had been successful in business, you know, give me some advice. And she said, be above average. And I say that in your business model, like if you're a broker, don't be average. Anybody can be average without trying. Most people don't want to do anything more than they have to do. How Little can I do and get by? Isn't there a magic bullet for this? Isn't there, like a magic thing that could just make this? No, it's work. It's work. It's work. You can work smart, yeah, but it's work, right? And I would say whether you're an agent or a broker, you need to decide that you want to be above average. If you want above average results, you have to be above average and how you approach everything you do. So I think that you know, when they say, go the extra mile, it's not very crowded up there.

Tracy Hayes  48:12  
Well, I think what you're you're really safe for that. I guess translating that question that chat suggested there is add something new to your business this year, if you're, you know, if you're, you're a 12 to 15 unit person. What? What can you do to get a little closer to 20? What's going to get you those extra three to five? You know, sales this year is it. You know, one of the original book of my real estate excellence playbook is taking advice from all the people how to have a super open house making an event, and how some of these agents are just rolling, steam rolling, because they're getting another lead, or, you know, another client, possibly in the neighborhood, whatever it is, but it's in the it's in the book. And, you know, so is it open houses? Do I get a little bit better at that who's having really great open houses, and learn what they're doing? Or, you know, there's 1000 other things they

Kim Knapp  49:03  
can do. Just, let's stick with that. Yeah, just say that's what you're going to do, and you're and then some agents will do one and go, that's it didn't work. Hold on. One doesn't count. And secondly, you know what needed to be different? Debrief on it. You know, was it the day, was it, the location, was it? Your conversion skills, right? You can't just, you can't just quit like that, right? You have to be someone who's going to dig in and figure out, okay, how do I make this work better? Because otherwise you're, if you just go, that doesn't work. You're kind of stuck in some poor me victim thing going on right there, right? With my agents. What we started to do is we do quarterly business planning, not annual, not that you don't have an idea of what you're doing annually, right? But, but chunking that off 90 days at a time, and I have something I've been doing for years called a passion plan, and I implement that where you say, Okay, what's something you want to accomplish in the next 90 days? Okay, I want to get, I want to get more listings that goes in the middle. I. Okay, we're going to write all the ways that you're going to get more listings right. Say, one of them was open houses. You know, you do open houses, you get more listings. Yeah, if you do them right, you can Yes, absolutely right. So okay, now you got that done. Which one are you going to do first? Now, I need a list one through eight. It doesn't mean you do one and then you start two and you're done with one, but you've got to start somewhere to implement something. Yeah, so you have a track record. Otherwise, what you have is you feel like you're doing something because you have a lot of ideas, and you sort of directionally try something, and somehow you find yourself at the end of 90 days going, that didn't work. I'm like, No, you didn't work, right? You've got to come up with a plan and actually execute it. And you can do that with with listings, or you could do that with a bucket list trip you want to take in your life that you sit and dream about, but nothing's really happening in your life to take you towards making that happen. Yeah, right, so it's really becoming actionable?

Tracy Hayes  50:51  
Yeah, no, I love that 90 day. I mean, I can't remember where this phrase come, but I've had it for a long time. Plan, do it, review, and that's what you're doing every 90 days. So the year doesn't go by and you go, oh yeah. Well, I started open houses in the first quarter. Didn't work, so then I just didn't do anything to let the other three quarters, you know, yeah, maybe open houses isn't your thing, I don't know, but there you've got to, I think, moving the needle and doing that, you know, doing something new this year. If you're looking to advance your business or whatever it is. And we have many great agents here in Northeast Florida that are very open to collaboration, I will say with one rule, if you go and you pick their brain, take them to coffee, lunch, whatever it is, and they give you some advice, either you need to tell them point blank, right there. I don't, I don't agree. That's not going to work for me. Don't just walk away and do nothing, because that just rips them. And then they don't want to talk to the next person. They're very defensive because, like, I'm wasting my time. I've talked to three people. They didn't do anything that I told them to do, or anything that I'm doing in any way, shape or form. And you don't have to do exactly the way they do it, because you got to do it your way, right the there was a good question. Oh, here we go. What is your I think they call it was a B. Hag, what is your bold but realistic goal you want nefar To hit in this year while you're president? Oh, my God, your B. Hag, right? They called the B of the bold, bold, audacious.

Kim Knapp  52:26  
You know, I don't know it's not one thing. I guess it's overall. I want the members to say, Okay, I feel like I feel like I have, there's value there. I feel like I benefit from it. I'd like to have 200 more people at the end of this year. Because, you know, a lot of things will happen till we get through the year, right? 200 more people than we have this year volunteering next year. We have 300 this year. I like to have 500 next year, because each person interacts and relates to other people. We really do help each other. Iron sharpens iron. We really help each other be better. So I can have, you know, 40, 50% more people volunteering next year than we do this year. That will make a difference. If I have agents say to me, I feel like I know what's going on, or I feel like there's value, because I feel like there was a long time, and we can all take ownership from it, you know, and they are down that we were doing what we were doing, but I don't think we were innovating with, you know, how we were communicating with our members, and getting them what they you know, and then covid came, and that sort of just set everything sideways, right? So I think that we're gonna, that's what I want to measure, is that they feel, they feel valued, they feel like we're giving them value, and that more people want to engage.

Tracy Hayes  53:39  
I know you are well connected, not only nationally, but obviously, with a lot of the leadership here in Florida, is there a board big or small that you feel is doing some things that you want to steal from there? There's, you know, is Miami doing something right now?

Kim Knapp  53:56  
You're like, Oh, my, all the time, yeah, you know, even on the leadership line, what are they good at? Well, like, send a video that they did. I'm like, Oh, that was good. Okay, let's try that, you know, or we'll get, like, a data point thing that they had. I'm like, oh, we should do, you know. So we're doing that constantly, just like we do in our business. You see an agent does something, you're like, oh, I should do that for my seller, right? We were doing the same thing, and it's what I would like to see happen, but I haven't been fireworking of the forest, is I would like to do masterminding with these other boards of similar size or larger than ours. Have time just to really get in the weeds. They give us a little time at convention. It's like 50 minutes. And by the time you get over the niceties, yeah, of course. And I'm a bottom line Hayes little i Yeah, girl, yeah. So we just don't get nearly as much as I think if we could just come together, even our own. Like, let's take like, three hours, and let's, let's just show.

Tracy Hayes  55:00  
Your idea, true workshop. Bring the bring the bring the list. Bring the needs and wants, what, what you can steal, brag about. Obviously, some things you think are great, and hopefully someone you know is there. But, yeah, do you know there's, there's some amazing, obviously, Miami has some, you know, George down there and so forth, and he's amazing.

Kim Knapp  55:18  
Tampa, Orlando, you know, all over down there, Suncoast,

Tracy Hayes  55:24  
but even some of these smaller boards may be doing something that nobody even realizes they're doing.

Kim Knapp  55:28  
Well, this is a silly thing, but I was teaching an online class for a very small board, and the 10 minutes so it was on Zoom and the 10 minutes before they started to play a video upcoming. You know, this, this event, this education, this thing, just like, was a 10 minute clock, just like you were in the movie theater.

Tracy Hayes  55:47  
And I was like, so

Kim Knapp  55:48  
that's something we're working on, yeah? But, but I'm like, But you're right, it was a small board. And I'm like, That's brilliant,

Tracy Hayes  55:54  
yeah, that's, I mean, if you think about it, you go into your you that few moments that everyone says to be there at seven o'clock for the movie, they're there at seven o'clock, but for the first 10 minutes, they're yeah for the next thing, make sure you signed up for this class we got next month. Yeah, 100% that's awesome. All right. Last question here, we'll finish up for newer agents feeling overwhelmed. What does do it? Right? Keep it real. Mean for their next 90 days.

Kim Knapp  56:22  
Okay, I would say, if you're newer, first of all, you don't have to have all the answers. You just need to know someone who does. You need to have access to get the answers. I could sit you down and tell you everything I know for six months, and you would come out and know probably nothing, right? Because you actually have to, like, do it and get out there. You just know where to stick it to, I call it, yeah. Can't all just be in your head. And so you have to have access to someone who can help you as far as do it right. You know what? Sometimes it's hard to do the right thing, and you just need to do it anyway. And when and when you mess up, you need to own it, and you unfortunately in real estate, usually that involves writing a check, but that's how that works. But you know, you just have to be brave enough to do the right thing and just be yourself. And if you don't have to act like you know stuff that you don't know when you're new, usually the other agents knows, and they probably looked you up if they're very experienced, because I get that all the time. I looked up. Look them up. Look them up, you know. And it's because that person's acting with a chip on their shoulder and bravado. Instead of saying, You know what, look it, I'm I'm newer, most agents will go, Okay, so let me just share this with you, and they'll start to help you. But, but when you're when, when they know you don't know, that's it's frustrating. So it's okay to be new. We were all new. I was new. Thank God for the people who put up with me and and there's a whole bunch of real estate professionals out there that will want to help you.

Tracy Hayes  57:51  
Yes, the best agents will put an arm around you and say, yeah, no problem. Here's what we need to do. You don't have to get to, because I think, you know, human nature is, there's probably someone over there in their ear might be their broker, who knows, oh, do this. And so they feel they got to fight for that, instead of being collaborative, which just about every agent I've had on. And I don't think this will ever go away, but, you know, maybe you can put two cents into it. The there are some agents out there, even some experienced agents that are combative. And I always say, Hey, you got someone who wants to sell a house, you know, someone wants to buy it. You two are, job is to get them all to the table. They may not totally be like, that's 100% but you know, you're 90% or above of everyone's what everyone's wants or needs, juice, that's an egg, yeah?

Kim Knapp  58:44  
And I think that that really goes back to that person, personally. So if you know your your own self confidence that can't, you're or lack of can't, can't get in the way of like that, someone hired you to help them. So whether it's that bravado or being combative or having to always be right, if you can, you don't always have to be right. You it doesn't matter. I you know, I don't I'm not always right. But when you get into that mode and you're trying to work together and I'm right, well I'm more right, it's like, who cares? We're trying to help these people get what they want right. Just remember, it's not your house, it's not your money. Don't be attached to the outcome, and focus on helping people. Sometimes that when you're focused on helping people will end up in like they're not going to do anything, or they decide not to sell, and that's okay, because when you do the right thing, because it's right, those people are going to remember and they're going to tell other people that you put them first, you worry about yourself, and they are going to refer you, they're going to be champions. So you if I tell people, if you're in this for the money, you won't make it. You can make a lot of money doing this, but the people will get in the way. If you don't like helping people, that's like being a kindergarten teacher who can't stand kids like you will be a bad kindergarten teacher, right? So you have got to love helping people. People are a. Um, under the duress of moving, and likely under the duress of something else, which is why they're moving, you know, getting married, getting divorced, having kids, moving out, you know, whatever. And so there's a lot there, and they get irrational. And we're there not to get attached to it, but to work together. We're the messengers. Excellent.

Tracy Hayes  1:00:18  
Anything like that. Anything you'd like to add to the show here, before we close out,

Kim Knapp  1:00:23  
anything I'd like to add now I would just say that the one thing I will tell you is I love real estate people. Mario said this at the installation, that real estate professionals are four times more likely to volunteer. And when he said that, I was like, You know what?

Tracy Hayes  1:00:38  
That's probably right,

Kim Knapp  1:00:42  
because the people who are who are really in this for a long time, and you've got the opportunity to interview a lot of people use probably see a consistent theme of that heart that they just really care about people. And so I just want to say that I love real estate people, and I'm glad to be on the truck in the tribe.

Tracy Hayes  1:00:59  
Yeah, no, I would, I would agree with you on that. In deep down, they've realized the real path to success, or at least one of them, the core is, Cornerstone is the caring about the people, and the more you care about them, as that last little segment, that speech you just gave, was brilliant, that's exactly it. And when they find that and realize that's That's it. Then focus in on that success goes through the roof. All right. Kim, I appreciate you gone. Do it right. Keep it real. Kim, Knapp, thank you very much. You.