The real estate industry is evolving, and AI tools like Shilo are revolutionizing how teams operate. In a recent webinar, industry experts Daniel and Jason discussed how AI-powered solutions enhance performance, streamline processes, and boost engagement.

Key Insights from the Webinar

Shilo’s Role in Real Estate: A leading AI-driven call coaching tool integrated with CRM systems like Follow Boss, helping teams optimize conversations and improve closing rates.

Core Features: Quick integration, real-time insights via a dynamic dashboard, and comprehensive call coaching focused on trust-building, objection handling, and sales momentum.

AI’s Expanding Influence: AI is rapidly advancing, promising even greater efficiencies for real estate teams in the coming months.

Optimizing Smart Lists with Interface: Using automation to improve agent accountability and ensure timely follow-ups with dynamic smart lists.

The webinar concluded with a live demo and Q&A session, reinforcing AI’s transformative impact on real estate. Embracing AI tools like Shilo is not just an option but a strategic move toward success.

We got some people jumping in here.

Awesome.

Got some friends here. We got Matt Smith, the man, the myth, the legend is in here. Good to see you, Matt.

We’ll get this all kicked off for everybody here in just a second here.

Yeah, we’ll get started maybe three after just let a few more people pop on.

Perk out in Northern Nevada, nice and cold up there where you’re at.

I know nothing of the cold. I’m in Phoenix, Arizona. It’s 65 degrees. And I’m surprised I don’t have a hoodie on right now.

Stop sharing really quick.

Got Will Farmer on here. Will, good to see on here again. Dan Daniel, you know, Andrew Dorn over at follow boss. Will and Andrew work together on the road team of realtor. com for a long time together. Will’s another person that lives here in Arizona. When you get to Arizona, you have to, there’s a bunch of us desert rats just hiding out here.

So.

Yeah. Yeah. That’s cool. Getting close. We’ll start in a couple more minutes.

Where’s everybody else from? If you guys can jump in the chat and post where you’re from, be awesome to see where everybody’s coming from today.

Los Angeles. Jason is in here. Good to see you, Jason. Rod, Atlanta.

I was on a meeting with Rod. He’s looking for AI call coaching.

That’s awesome. Adrian Buffalo. Yeah. Real cold Buffalo, New York. Go bills for sure. Big bills fan on this side.

Should have been bills eagles.

That would have been a much better Super Bowl.

It was painful to watch the three Pete just choke like that. The only thing I wanted, you know, everyone likes to root against the dominant one. So it’s easy to root against the chiefs, but as a sports fan, I wanted to see history happen, which is, I wanted to see the three Pete happen,

yeah, I mean they shouldn’t have won that, AFC championship game.

All right. So I guess let’s go ahead and get started so you guys can all see my screen, right? Awesome. All right.

Everybody else over there. See screen. I’m sure.

All right.

Right. So how to optimize fall boss and build a high performance team with AI driven call coaching and automated agent accountability. Thank you from interface and from Shilo. I know your time is valuable, so we really appreciate you being here. So what you’re going to learn on this call, how regular fall boss smart lists have limitations that cause leads to slip through the cracks how dynamic Result driven smart lists provide a more optimal follow up cadence, how to automate agent accountability and follow boss and how to leverage AI call coaching to boost performance of your team.

So we’re going to go 30 to 60 minutes, depending on how many questions we get at the end, it’ll probably be closer to 30, 45 minutes. We’ll stick around after the presentation to answer questions. Go ahead and type your questions in the chat as you think of them. Get out a notepad and start writing things down, action items, and this will be recorded and we’ll be sending it out to everyone, probably early next week.

So who am I? Why should you listen to anything I have to say? I started my career as a real estate agent selling multi family properties in the Englewood Hawthorne Gardena area back in 2007 best time ever to get into real estate by the way When the market collapsed, I transitioned and played online poker professionally while living on the beach in Mexico.

Here’s my office, over there. That’s terrible, yeah. Oh yeah, that was a, that was a horrible, it was the most stressful, possible job for living on the beach, but, it was a great experience. Yeah, used to play, what is this, 24 tables at a time, about 600 hands per hour, so it was nuts. So I transitioned to a career in data science and analytics, very similar skill set to online poker, actually.

Ended up getting hired in 2017 as a database manager and quickly promoted to chief data officer at Reefpoint Realty, which was the top selling team in San Diego at the time. Then I started Interface as an automation and integration solution for Follow Boss. So what does Interface do? We have an automation platform, very similar to Zapier, but built specifically for Follow Boss.

We also have a drag and drop form builder, where you can build out forms that can be embedded in either your website for generating leads or using it at open houses, or they can be embedded within each Follow Boss lead record to be used for transaction management within Follow Boss. And then we’re in the process of launching an analytics platform, which we’ll be rolling out throughout 2025.

Perfect. All right.

Justin, take it away. , I don’t have a formal intro bio, I’m a biochem dropout that started some tech companies. Then a buddy of mine, John Glutch called out of the blue and said, want to start a real estate team? And I said, sure. We built that into three states together, selling lots and lots of houses.

So, the evolution of my skillset came from a background in technology as well as building a very large real estate team and selling a lot of houses. Shilo is, sort of unfamiliar to the industry. I mean, it’s getting more familiar, but we’ve been out for about seven months at this point, we got many of the biggest teams that exists on the planet using it, and it’s really cool to see it happen, what it was predicated on, what it started as is this thing that is calls in our organization, which is, there’s a direct correlation to the amount of calls that a real estate organization makes and the amount of closings that happen.

We know there’s a direct correlation at the top of the funnel, there was only quantity of calls to gamify, right? Daniel, go make a hundred calls this week, but making a hundred calls feels like a chore, so we started this idea, which was, I wonder if we could gamify the top of funnel even more and use quality of conversation to gamify and make each phone call.

Kind of this game where you’re trying to get a five star call every single time. And if that would be more interactive our early beta client, what we ended up doing is that over a six month span, he was down 60 percent on lead flow. He ended up being up 90 percent on call volume overall, and better yet up 99.

1 percent on appointment set, which was. Crazy to see that happen. So we took it, we prototyped it on another team, history repeated itself all over again. And we spent the next year of our life downloading like 3 million hours of real estate sales calls to train this AI from the ground up to truly understand the intricacies of real estate.

Right. And that’s not just like a one or two time thing. I was actually just. Recapping with a client just recently, his first three months on Shilo. And in three months, his team’s call volume increased by 75%. His appointment set rate increased by 55%. His team of 25 agents logged into Shilo themselves.

344 times in three months, which is crazy. If you’re a team leader, getting engagement with the technology systems is hard. It’s crazy to see that level of engagement. And most importantly, he said 111 more appointments that the last month of those three months. And he did the first month.

So if we average all of that out at his average price point of about 350 grand, a transaction at a two and a half percent commission rate, that was an additional 48, 000 of GCI. They converted as a result of utilizing Shilo, and it’s all predicated on if we make quality conversations at the top, the conversion rates continue to increase across the life cycle.

So we have enough data to not be guessing at that anymore. We know that that happens every single time. And that’s what Shilo is it makes visible this invisible thing that is calls, so that is what we are on this side. Is there another

quickly show your,

Yeah, let me do a demo. I need to allow, let me share my screen with you guys.

So, okay. So this is Shilo here. I’m logged into a live account right now. This is Levi Rogers. He was our beta client in the very beginning, two and a half years ago. 300 person team merge out in San Antonio. Very, very, very big team.

Are you guys seeing this? Let’s verify that cause I don’t know how my zoom disappeared.

Oh, yeah, somebody.

Everybody can see it. It should be good.

Awesome.

So, one thing to note right out of the gate is that Shilo literally only takes five minutes to integrate. We’re integrated with more CRMs, but with follow boss specifically, five minutes, you just enter in your API key and you’re done.

Shilo is spooled up doing what it does best, right? It’s like, the easiest employee you’ve ever hired in your life. If I open up the filters drawer over here, Our group stages, tags, sources, teams, all of that stuff. You make those changes and follow up boss the way that you know how, and we reflect them live here whenever you make those changes and then keywords, calls, objections, outcomes, ratings, we’re generating all of that with the AI.

So there’s no configuration of any of these filters or anything for you to start utilizing Shilo. As intended, right? So very, very quick to onboard this is the dashboard that everybody logs into this dashboard refreshes every time a new call happens

you hang it up live in a sales room and you have a call night. Every time somebody logs a four or five star call, you can ring a bell and everybody throw candy at the person to celebrate it. Or you can incentivize it. Like at the very end of this call night, whoever gets a five star call is going to get something cool.

Or whoever gets the most five star call gets the trophy or whatever that thing is. It makes it fun to gamify, conversations happening in your organization. Obviously, there’s a bit of the peer pressure thing in there. If you’re sitting next to people, and you’re actually doing competitions or live calls next to people, you don’t want to see a one or two show up next to your name, right?

It’s just the reality of the competitive nature of sales. So, the call rating is what gives context to anything that exists in the system. And it’s a scale from one to five. Shilo is making It taking into a lot of things into consideration. It’s assessment of the call rating and the coaching that it’s giving back.

But to simplify it, there’s really three things that Shilo cares about on every single call so the first one in no specific order, is Your ability to inspire confidence and build trust with the other human that you’re speaking to. And obviously there’s a lot of different ways that you can inspire confidence and build trust based on your role in the organization and even life cycle of where that lead is.

With that being said, try those holistically looking at the conversation and going is, did that happen some way, somehow, right? The second thing it cares a lot about is your ability to handle objections and answer questions without being salesy. Or deceptive. If you say something’s not true in the call coaching, which I’ll show you here in a second, Shilo will remind you that that thing that you said was maybe not factually correct.

And then the third thing it cares a lot about is your ability to keep sales momentum moving forward with the next step, right? So one to two rated call means that they failed at one or two or all three of those things. But a three star call means that the person succeeded at all three categories.

At an intermediate level, which is why a 300 person organization with an overall star rating of three is actually fantastic. That’s incredible. Right. But there’ll still be room for improvement on those calls. So like maybe. I’m talking to Daniel and I’m a brand new agent and I do things that new agents do, which is, Hey Daniel, really good talking to you.

I’m going to give you a, I’m going to send you all these listings here in just a second. When you see something you love, let me know. And I’ll get it set up for us to see right away. It sounds urgent. It sounds correct, but we know as experienced salespeople, that’s not correct. Firm committed next steps is the key to driving sales momentum moving forward.

So Shilo is going to give coaching feedback and say, Hey, Justin, what you should have said. It gives replacement phrases like this. What you should have said was. Hey, Daniel, in 15 minutes, I’m going to send you all these, homes that we just talked about in your email.

I’m pretty wide open tomorrow and Saturday. Why don’t we get a time on the calendar now to go see your top two or three homes. That’s really our best next step. All right. So Shilo searching and coaching towards a committed. Firmed up kind of time and date type next step in its assessment of what an excellent version is, not an intermediate version that would move that to a four.

Now the difference between a four and a five is going to be all the soft skills of sales, anchoring positive outcomes, managing our own emotional state because Shilo is aware of tone of voice, not just the words that you’re using anchoring, building rapport, mirroring cadences of the people that we’re speaking to.

Right. So a good example of that is let’s say Daniel here is a first time home buyer. Best way I get that to a five star call is to go, all right, Daniel, got us all set up for one o’clock tomorrow. I’m excited to meet you, man. But honestly, way more excited for you to like, never have some landlord force you to patch holes in a house you don’t own.

And you just pray to God, you get your security deposit back. Even though you’ve never patched holes in your entire life kind of thing. Like, uh, those days are done. And honestly, moving into a place that’s your own is a pretty special feeling. When we get together tomorrow, I’m going to walk us through all the next steps to help get you there.

That kind of sales proficiency is what gets a five star call to show up because we were talking about seeing one, two, three main street, but now I’ve kind of graduated that conversation to anchoring a much stronger emotion, which is the pride and excitement of first time home ownership. Right. So let me show how that like.

Practically looks in an individual call. This call happens, uh, it looks like two days ago. I just kind of pulled one out of the hat here. So the only prerequisite is that the agent needs to make the call out of follow boss within 30 seconds, all the state is going to appear.

So we have a summary. The outcome of this calls, the appointment was not set. They did not ask for an appointment, but they did set some kind of next step it’d be interesting to see, talk to listen ratios, all of that good stuff. We can interact with the call transcript, but we allow you guys to enter manual, like custom keywords in the backend to speed this up.

So Shilo will listen along on every call and flag those moments when they happen. It looks like. Of all the keywords Levi has, house is the only one that got mentioned here. If I click on that, it goes down to the seven times that they mentioned house and I can start clicking back, you know, so all the trucks, so there’s some negative things that got said here.

But here’s the real meat and potatoes. Shilo will show you it’s reason for giving a three star call. This directly answering the question. What’s Shilo reason for giving this a three star call is what this Shilo reasoning thing is. Uh, the front half will be what it’s on the call that caused it to give a three and the back half will be what it thinks could have improved.

So Rebecca should focus on offering more personalized solutions, maintaining consistent follow up and demonstrating a stronger commitment to helping Maria overcome her challenges. Good information, but most agents will read that and go cool. But how, I don’t know how to do that. So we go over to the agent coaching, and this is where Shilo’s actually coached the, um.

Called expose that how, right? So the top three moments and exactly how they did this to reinforce the good things as well as some improvements, for example, reframing negative situations into opportunities, while Rebecca acknowledged Maria’s challenges, she missed the opportunity to potentially reframe them into solutions.

For example, instead of saying, yeah, you definitely need to get that stuff straightened out before they’ll even consider loaning money for a house, which I’m assuming they’re talking about a lender here kind of thing. She could have said, Hey, it sounds like you’re taking the right steps to improve your financial situation.

Once that’s in place, you’ll be in a much stronger position to secure a really great home, right? So it gives us replacement phrases and teaches us how to do this. And all of this data actually lives in FUB. If you click on the CRM client contact button up here, it’ll bring us back to FUB and we have an app here that will show us all of the calls that have ever happened, you can click on it, get back to the old contact or the, Shilo contact record, right?

So that’s that. One last thing I wanted to show you is that we spoil this information up to the org and individual agent level. You can quickly dissect call performance across your entire team. Levi is very big Zillow flex team. If I click on that, how is he pulling a list of all his best Zillow agents?

It’s all the agents in the past 30 days that have made calls to Zillow Flex leads made at least 20 of those calls and held over a three star rating in the past 30 days. Now I’m looking at an ever evolving list of the people that are doing the best. We also take that and spool it up to the agent level as well.

So if I click on this, this is Raquel’s individual agent coaching profile. Really good information about keyword concentrations lead sources objections and trends and all of that good stuff, but the real time saver here is 56 calls, even though that’s not a ton, nobody has enough time to listen to 56 calls and get Raquel the feedback she wants.

We can just click on Shilo insights. Shilo is doing right now is it’s reading through all 56 calls to tell us the top moments and improvements over all the calls Raquel has made to give that macro level coaching feedback. Now we’re able to see that at light speed

on top of that, I’m going to give everybody a little sneak peek is that very soon the agent page is going to get redone to look more like this, in the next couple of days. I’ll be able to pull lists, like, all of the calls that all of the agents have made to Zillow Flex lead basically of source in the past 30 days.

And let’s say me as a sales manager or a team leader, I’m about to walk into a sales meeting and I want to know. What we need to improve on. How am I going to get through 2, 394 calls? That’s going to take forever, right? Well, now you’re going to be able to run Shilo insights on 2, 394 calls.

So now you’ll be able to come in here. We’re going to let it spin for about. 40 seconds or so, because almost 3000 calls is a lot of calls for it to read through, give it two seconds here, and it’s going to come back. And give us the top moments and the top improvements. Going into that meeting, I can go, okay, my entire organization is doing incredible at these things.

And here’s the things that we need to focus on this week, Shilo brings visibility to this in a way that was not. Accessible prior to AI we also send a lot of this data back to the agents via notifications and weekly and monthly wrap ups.

And then for sales managers, for example, you have the ability to set notifications up to where Shilo will notify you when things happen that you probably want to look into. We can see the notifications tab up here. Oh, Hey. Ernest Perez, had a call that was above a three. He had a four star call.

Like that’s a really awesome what I should probably do. It’s like, let’s go view that. If I want to celebrate it, click share, copy that link and then post it in our team Slack and go, Hey, congrats. Ernest on this four star call. It was really great. Everybody take a peek at it.

Right. So it gives even the ability to use the calls for training purposes as well. So this is the kind of crux of what Shilo is. I’m happy to give a larger demo for people if you guys want to sign up and do a demo with us. I don’t think I missed anything. That is Shilo.

Awesome.

 

Sounds awesome. Amazing what AI can do these days. Oh yeah, totally. And we’re just getting started. It’s been six months. We got this far in six months. We got some pretty incredible stuff showing up over the next, even just 30 days, actually. So

awesome. All right. You want to stop sharing your switch back to.

I did just stop sharing on my side. So let’s see, am I still sharing? Can you guys see my screen?

I can see your screen.

All right. So if you guys want to do a demo with Shilo, you can scan this QR code. We’ll give you guys a couple of minutes to pull out your phones. And it looks like you guys have some big teams.

Uh, just,

just a few. Yeah, we got some really awesome organizations utilizing the software.

That’s awesome.

When did you guys launch? Seven months ago, as of March 1st. So.

All right. Give another few seconds for people to scan the QR code and then we’ll move along.

All right. Moving on. So if you’re ready to learn how to optimize your follow boss, smart lists type yes, into the chat. Let’s

make sure we still have, yeah, I’m excited about this. This is a huge pain point for sure.

So dynamic smart lists, he will win. Who knows when to fight and when not fight, Sun Tzu art of war.

So, FollowBoss are great. You know, it’s much better than using Tasks. Tasks and FollowBoss, you, have to set the task mark it complete and then create a new task next thing you know you have 300 tasks and you don’t know what is important and what isn’t. So, FollowBoss and SmartList are awesome, but there are some limitations.

So, let’s say we have a weekly list of your hot leads. The way that’s going to work is whether you call, text, or email, and whether the call is five minutes because you spoke to the person, or 30 seconds because you got voicemail, you’re always going to drop that lead off for seven days.

And when you call and actually speak to the person, that’s exactly what you want. The challenge is 80 percent of the time you’re going to get voicemail, and when you get voicemail and it’s a 30 second call, you definitely do not want to wait 7 days to call that person again, because if that happens 3 or 4 times in a row, now it’s been a month and you haven’t spoken to somebody that you’re supposed to be speaking to weekly, and when you finally get a hold of them, that’s when you get the dreaded, we listed with somebody else.

And so what we can do with dynamic smart lists is dynamically schedule the next time a lead shows up on the smart list based on the specific activity log. So here’s a breakdown of cadences that we might set up for a weekly list. In this scenario, if you call and speak to the person and the call is greater than two minutes, we’ll Schedule the lead to show back up on the smart list in seven days.

But if the call is less than two minutes, cause you got voicemail, we’re going to make that lead show back up in two days. Now if you get three or four voicemails in a row, you’re still speaking to the person in six to eight days, which is when you wanted to speak to him,

three or four additional calls out of your team within that seven day period, and as Justin mentioned before, more calls equals more deals closed, for texts in, outbound text. A lot of times agents will send a text or an email just to get the lead off the smart list. We make them show back up in three or four days, but an inbound text, inbound email, you have to reply to the text or email.

So we make it show back up on the smart list immediately. Dynamic Smart Lists make The smart list work way better and you’re following up in a cadence that it’s more optimal based on each activity that happens. And so you’ll notice a lot more activity from your agents and which will result in more appointments and more closed deals.

Now making the smart list work better. Is great, but it doesn’t help if the agents aren’t doing the calls, if the call isn’t happening, then it doesn’t matter. With our automation platform we can automate agent accountability.

So if they’re on a seven day list, we can do a notification after nine days or, you know, whatever cadence you want to let them know, Hey, make the followup, you’re going to lose this lead. And then the next day we’ll move the lead into a pond so other agents have access to it. This is a couple of things.

One, it increases the likelihood that the agent’s going to make the call because agents hate losing leads. The, worst thing that can happen to an agent is they get assigned to a lead, don’t do the follow up, it gets moved to another agent, and then that agent closes the deal. Agents hate that so they’re going to make more calls to prevent themselves from losing leads the second thing is, it really doesn’t matter if they make the call or not because we’ll move it into a pond and you’ll have a hungry agent who will make the follow up you don’t have leads just, sitting there gathering dust, and, slipping through the cracks,

so I’m going to give you a quick glimpse into how we do this. We’re not going to go into a full demo. But I do want to, show you how we’re doing this. So give me one second.

Okay. So like I mentioned before, we have three pieces of the platform. Automation, forms, and analytics. The primary benefit of the automation platform is we have more triggers than you’re going to find anywhere else. The long term plan is we’re going to build every Follow Boss webhook.

Into a trigger so you can automate virtually anything. But what we’ve built so far

We can trigger automation if a person is created. If a person is updated, this one’s really awesome. You can base it off any field on the lead record. If that specific field is updated, we can trigger automation. A lot of times teams use TA tags to trigger automation, but agents don’t know which tag to use.

Because you’ll put one tag in and then next thing you’ll know you’ll have five similar tags that all have been created and you don’t know which one is correct. So you can create a field to trigger the automation and when that field gets updated it runs the workflow, uh, person deleted, tags created, stage updated.

If a note is created or updated, if an email is created, if an appointment is created or updated, text message created, call created, deal created or updated. If a specific field on the deal is updated, we can trigger automation, which allows you to build a checklist into your deals.

You can put different tasks onto the deal record. As those tasks get completed, you mark the field as yes, it was done, like, let’s say all contingencies removed. Yes, now that triggers a workflow where you can send a notification to a client, letting them know, all the contingencies have been removed.

And so, you can essentially improve the transaction management in follow boss and then event triggers. These are website events. If somebody takes a look at a property on your website, if that data is feeding into follow boss, we can then run a workflow from it. What you build with this is virtually unlimited, the, few use cases that teams are excited about our dynamic smart list and automated agent accountability.

And what we do is we just use the different activity triggers. To do what we need to do. So call happens, we trigger the automation. Then we can filter by the duration and we have a date calculator. Based on the situation, we calculate the next time we want the lead to show up on the list.

And then the actions we have available, or we can apply tags. populate data to custom fields, update the person, trigger action plans, and create deals. And so for dynamic smart lists, we populate the date, the calculated date, to the custom field. And instead of using last communication, we just use that custom field when the date that we populate becomes today.

That’s when they show back up on the smart list. Anybody have any questions on how the automation platform works?

Man, it’s super powerful for sure.

So it is a self serve platform where you can build out your own stuff. We will do any of the setup you want. We just need to know what you’re trying to accomplish. We definitely could do a lot of stuff beyond dynamic smart list and automated agent accountability.

Where’s the slides? I think I

lost mine. What are some of the most common use cases that you’re seeing people do when they set up

 

It’ll be a lot of different stuff. So, for like event triggers, we did a project for a client where they have a website connected to follow a boss that it doesn’t. Have all the automation with what, like why Lopo does, you know, so why local do a lot of tags. So he goes and sees the property. They’ll put a tag, letting them know they saw the property, but other websites don’t have that in depth of a fall boss integration.

And so they’re sending inquiries and property views but. You can’t automate anything, from that in follow ups. And so now, an inquiry comes in, we can trigger automation. And then we could also filter by what was in. And so if they’re looking at specific properties, now you can send out, an action plan based on a specific property.

A lot of people like the appointment triggers. So when an appointment happens, you can use the appointment to then create a deal or, trigger a workflow that sends out emails to let them know. What to expect on the appointment and then our appointment update trigger, you can trigger automation based off of the outcome.

So, I know a lot of people have requested that from follow boss. They want to be able to trigger automation based on the outcome of their appointments. You know, now with our system, you can, you can do that. And really, you know, there’s a lot of different possibilities. We can also trigger Zapier.

That’s one of the actions. You can use all of our triggers to enhance the capabilities of what Zapier can do. And what Fall Boss can do. So, there’s automation within Fall Boss. You can use our triggers to then feed that into Fall Boss and have Fall Boss take actions.

Got it.

So, if you want to schedule a more in depth demo, we’ll do 50 percent off the setup fee if you schedule that demo today.

Just go ahead and scan the QR code. That’ll take you to a calendar link and you can schedule a demo. And I’m going to have this same QR code on the next page, which is for answering questions. Do we have any questions for Justin or for me?

Anybody?

You want to check to see if there’s any questions in the question answer. I did a demo before where there’s no questions in there and, we didn’t notice until the end.

Nothing in there.

I think we’re good on questions. So,

all right. Awesome. Appreciate everyone being here. I know your attention is gold. Everyone vying for your attention, social media agents, team members, clients, so appreciate you being here. We’ll be sending out this recording early next week to everyone registered. Look forward to seeing you guys on demos.

Thank you guys all for being here. Looking forward, Jack. I saw that you scheduled a demo. Excited to meet you and, unpack things a little bit more for you as well.

Thanks, Justin. Appreciate you being here. Thanks everyone. All right. See you guys. Bye.