Ep. 49 - Tactics That Work Against Toronto Sellers

In this episode of The Last Honest Realtor, David Fleming breaks down the listing tactics that are actively working against sellers in today’s Toronto real estate market. From irrational pricing to failed offer strategies and zero backup planning, agents and homeowners are making the same costly mistakes - over and over.

This is a slow bleed, made worse by sellers refusing to adapt and agents too afraid to push back. With inventory at a record high and sales at historic lows, this episode cuts through the noise and gets to the heart of what’s really going wrong.

In This Episode:

• How one seller walked away from a $1.095M offer—for $5,000
• Why overpricing is the first and most fatal mistake sellers make
• How outdated offer-date strategies are failing in 90% of cases
• Why most agents are complicit—or completely out of their depth
• The real absorption rate collapse behind Toronto’s stalled market
• What listing agents must start doing differently (or risk irrelevance)
• Why cooperating agents aren’t adversaries—and how ignoring them kills deals

Timestamps:
00:00 – Intro: Sellers cutting off their nose to spite their face
01:50 – A live case: losing a deal over $5K
05:15 – TRREB stats: lowest May sales since 2020, record inventory
08:40 – The overpricing problem
11:55 – When agents say yes to prices that make no sense
15:10 – Offer dates are dead—here’s why
18:35 – What a real plan A/B/C should look like
21:30 – How not working with offers kills momentum
24:00 – Feigned leverage and adversarial agents
26:30 – The cost of ignoring market data and good advice

Subscribe, comment, and share this episode with someone who still thinks the market “feels strong.”

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Chapters

• 0:00 Intro: Sellers cutting off their nose to spite their face
• 1:50 A live case: losing a deal over $5K
• 5:15 TRREB stats: lowest May sales since 2020, record inventory
• 8:40 The overpricing problem
• 11:55 When agents say yes to prices that make no sense
• 15:10 Offer dates are dead—here’s why
• 18:35 What a real plan A/B/C should look like
• 21:30 How not working with offers kills momentum
• 24:00 Feigned leverage and adversarial agents
• 26:30 The cost of ignoring market data and good advice

Transcript

SPEAKER_00: 0:00

You're a seller of real estate in the city of Toronto and you've decided to cut off your nose to spite your face. Hi everybody and welcome back to the Last Honest Realtor podcast. I'm your host, David Fleming. Thank you for joining me here today as we talk about, well, among other things, listing mistakes, seller mistakes. And yes, that is a real example of what's happening right now in the market where some sellers are just making the wrong decision because, well, they're stubborn. They've put their foot in the ground. Darn it, they're not going to move it. Now, I'm going to tell you a story that is live and in progress as we film this. Let's just call the protagonist in this, Tara. Yes, this is Tara, who works on the Toronto Realty Group team with me. She represented a buyer in an offer situation last night where a seller did, in fact, cut off their nose to spite their face, and I have to question why. What is the endgame? Now, this seller had listed his home for$1,299,000, and it sat on the market for three weeks. The seller then dropped the price to$979,000. with an offer date. I always do this. For those of you listening, you can't see, I'm tapping my head like I have an idea. Every time we talk about ridiculous ideas, we always go, huh? And tap our heads like this. So the seller says, well, I'm at 1299 and it's not working, so why don't I... Lower the price and set a bidding war in motion. Guys, I've done entire podcasts on the psychology of pricing, the origin of underpricing. Suffice it to say, in a red-hot market, sure, you can list low, hold back, and yes, you will, in fact, not limit your upside. You will get offers. You can push that price. But for the love of God, folks, in this market right now, when you're at 1299, who thinks you can drop to 979, 989, set a bidding war in action? Well, this seller did, and guess what? Tara brought an offer, and she was the only offer. So this house, we think, is worth 115 to 12. What does it say about the fact that Tara had the only offer at 979 list? It doesn't say it's worth 979 or less, and some people watching this are going to tell me that's exactly what it is. It says that the buyer pool doesn't want to play the game. Now Tara did. She brought an offer, and the seller signed it back. But where the seller got stubborn... was that the seller said, I want 1.1. Now, that seller came way down off of 1299. So we're getting somewhere. And as I said, I value this house at 115 to 12. So we're doing well. The problem was the seller didn't have 1.1. The seller had$1,095,000 in his hands. And he let it expire. And that was that. For$5,000, now you can say that's the hill you're going to die on, but for$5,000, that seller walked away. I don't understand the move. It's not about the money at that point, it's about being stubborn and it's about being right. And folks, tell me that I'm not working hard to get the last$5,000 from my seller, but in certain situations, if you've got that offer sitting in front of you, You've got to reach out, grab a pen, and sign it. Now, a couple of things to go over before we get into the listing mistakes that people are making in this market. The Bank of Canada just announced they're holding the interest rate steady at 2.75%. I think we had all somewhat priced that in. It's disappointing for those of us that have a mortgage or two or three, but I do also think this signals that we're going to get another cut in the month of July. Now, we have the statistics from the month of May. I want to lead with this. Sales are at 6,244. That is the lowest of any month of May outside of the 2020 pandemic, which doesn't count. Now, the previous low was last year, 2024, and it was 7,000. So we are down about 15% from just last year. Now, the high, just so you know, 2016, we saw 12,790 sales. 2021, we saw just shy of 12,000. We're now tracking at 6,000. We're down about 50% from peak sales. And as I continue to say on Toronto Realty Blog and in more or less all of these podcasts, I believe we are going to see sub 60,000 sales this year, which will, again, be the lowest of all time. Now, new listings in the month of May. They were at 21,000. It's only the second time in May we've ever seen over 20,000 new listings. Now, it's not in any way, shape, or form close to the record of 25,837 set in 2017. But when we get to active listings, this is the crazy part. There were over 30,000 active listings in the month of May. There have never been 30,000-plus active listings in any month ever. In fact, the previous record was 27,386, which was set when? Oh, yeah, last month in April. So 27,000 active listings. I might have said new listings, but I meant active listings. 27,000 active listings. We've seen that number four times since 2002. That's how long I've been tracking the data for. Of course, pre-2002, the city was half the size, so why bother looking at that data? 30,000. That's a serious number. Now, the absorption rate. This is the sales to new listings ratio. 28.6% last month. The previous low in the month of May... 37.7 last year so folks the data is showing us extreme weakness the price is down four percent year over year four percent now that's a lot in absolute value obviously if you've got a home that's worth two million dollars yeah okay well it's 80 grand is that right doing my math right so the point is guys that prices would could should be absolutely cratering if this was another product or service in another industry where you see an absorption rate that low. And don't even get me started on the condo market where the absorption rate, are you ready for this? In the 416 is 24.2%. And then the 905 is 23.3%. So point being, if this was any other product in any other industry, you would see prices cratering. The fact that we're only down 4% year over year, we're actually up month over month, but we're only down 4% year over year, to me speaks to, well, the resiliency of the Toronto real estate market, among other things, but nothing's selling. And by nothing, I mean 6,244 sales. So why is nothing selling? This is what I want to talk about today. I look... at listings. I look at listing agents and I look at sellers and I see the same mistakes being made over and over. So the first mistake that people are making very simply is that sellers are overpricing. Now I wanna tell you a story. I was called in to do a listing presentation for a property in the city. I'm not gonna give it away because it's currently on the market with another agent. Now, I met the lovely couple, they were fantastic. They were looking to retire and they told me that they needed to get a certain price. So I evaluated their house at about$1.4 million on a good day. And I could tell by their reaction they weren't vibing it. And I said, listen, not my first rodeo. I can tell by the look on your face that you want 1.5. And the wife looked at me and she shook her head. And she said, no. I thought, oh, thank God, because this is a 1.35 to 1.4 house. But then that's when she said, we want 1.6. Suffice it to say, we did not connect on this. They listed this property for$1,299,000 with an offer date. They got zero offers. Now, it doesn't mean it's worth$1,299,000 or less. As I've said, it means that a lot of buyers don't want to play the game. They got zero offers. They raised the price to$1,648,800. And it's sitting on the market. That's what sellers are doing right now. They're overpricing. And Matthew, who works on my team, he made an offer. on a house on Hamilton. I'll give you the address, right? Because there's five or six houses for sale on that street. Now, they're not all the same, but the point is, he looked at a house which, again, was listed high, and then it was reduced with an offer date, and then that didn't work, and then it was listed high again, and he went in there, and he made an offer, and the seller signed it back at list. They're on their third listing. They signed it back at List. So I do read the comments on YouTube and I'm cognizant to the fact that a lot of people watch these and they really don't understand, and I'm sorry I'm gonna take a shot, but don't really understand the inner workings of not just the real estate market, but what we do and how we do it. A comment a couple weeks ago that said, you have no vested interest in the seller's success because your commission doesn't change and went on this sort of rant about realtors and how they don't like them and saying that you aren't willing to wait as long as it takes to get the price the seller wants. So I understand the thinking in that, don't get me wrong. I understand the bias that you believe that I might have. But what you're missing is that there's an inverse relationship between the time on the market and the price you're going to get, because it's based on leverage. So if you say, David, you should wait as long as it takes. If you're saying six years, I understand. In that case, with inflation and with market movement, the seller will get their price. But if you're saying to me, that after 45 days I'm telling them they need to reduce the price and you're saying you're a bad agent because you won't wait as long as it takes, you're missing the point. The longer it sits, the more people are going to chip away at the price. The longer it sits, the less leverage that you have as a seller and as a listing agent. So brings me to my next point. Agents are complicit in this. So the second listing mistake I would simply say is that real estate agents are just saying, yep, okay, let's do it. So tell me that I'm a bad guy. because I won't take that listing for a million 648 where the seller wants a million six and I think it's a million four. But at the same time, wouldn't I be a bad guy if I just was a yes man and I said to the seller, okay, absolutely, let's do it. So yes, I read the comments and yes, I understand the bias and some people are like, you just want the listing as low as possible so you can get it sold and you can go buy caviar on your yacht, whatever it is that you wanna say. No, the point is that if I meet somebody And I say to them, hey, listen, we're in a really tough condo market. Now, I understand that your unit at the peak in February of 2022 sold for 600,000, but the last comp is 520. We need to be at 499. David, you're chasing the market down. No, I've got a listing at 499. I had four showings in two months. We dropped it to 479. We've had zero showings. That's where the condo market is. My job is to educate the seller. My job is to be realistic. And if it costs me the listing, then so be it. I am not in the business of listing properties for prices at which they will never sell because I don't believe that that is helping the seller. But that's me. And there's 72,000 agents licensed and agents out right now are taking any listing. Now there's an old saying in real estate, list to last. That's what the veterans say. You have to have listings to be successful. Buyers are great, but hey, listen, listings always sell. The market that we're in right now, I don't think that's the key anymore. I got a friend who's got 30 condo listings. What's happening there? That's a completely different business model. You're a completely different person in this market compared to previous market cycles. So again, take it with a grain of salt if you want, but my point is that I don't believe I'm doing the seller a favor when they say that they wanna list their condo above the last comp of 520 In a market that has declined, they want to list at$549,900, and they're negotiating with me. David, we know that the comp in February of 2022 sold for$600,000. We're not chasing that. I mean, that's such a strawman argument, right? Oh, you're not chasing the all-time high? Okay. But we're going to list at$549,000, and I'm saying you need to be at$499,000. The last one sold for$520,000. There's two other units in the building. Your identical model, right, with parking or without, back that out or a locker or a view, your identical model is competing. And they're at a more attractive price. And you want to list at 549. So I put my foot down. I say, guys, listen, unfortunately, we're not connecting on this. And if they want to list with somebody else, then that's fine. But that's me. And it's not because I'm just trying to get listings that'll sell. I'm trying to educate the seller. And I'll do everything I can. I'm a stats nerd. I'm a huge nerd. And it's really hard to see that, right? Look at this guy. Yeah, total nerd. I love statistics. And when I put it out there, play it out, I lay it out for y'all to play it out, whatever the expression is, and somebody looks at it and they say, yeah, listen, we don't care. Here's what we're doing. We're not connecting. There's an agent for everybody, and that's the reality of it. But a lot of folks out there aren't doing that, and I continuously see listings that come out at absolutely ridiculous prices or ridiculous strategies. So that brings me to my next point, the mistakes that people are making, offer dates. Now, we've done previous podcasts, as I mentioned, on the origin of offer dates. We've done previous podcasts on the psychology of pricing. But the reality is the offer dates are not working. And so if I could go back now to May and June of 2024, I had a listing coming out. I knew it was going to be a problem. The market had peaked somewhere around early May. I remember I had clients that when they sold and they got some absolutely outrageous price. And I said... We will look back on this night as the market peak. And the seller was like, oh, no, really? Why? I was like, because of the price you just got. I wasn't wrong. That was the market peak of 2024 across the board for everybody because of my one sale. Now, that was on the east side. The east side, the whole thing went on sale in May and June of last year. And so what I did for the clients that I knew it was going to be tricky was I put together a shared Excel spreadsheet in Google. Google Drive, whatever it's called, Microsoft Drive, whatever. And I tracked every single listing that came out that had an offer date, success or fail. Now, I've mentioned this in previous podcasts because it's such a great story, but a month out from our listing, offer dates were working around 30 to 40% of the time. Now, that doesn't sound very good. Offer dates, they should be working all the time. Take a property at 1.3, list it at 999, have an offer fight, get 20 offers, we'll pop popcorn in the office, we'll sit around. That was not happening. The next week, offer dates were working 25, 30% of the time. The next week, offer dates were working 20, 25% of the time. And by the time we listed, the previous week's data showed me that offer dates were working about 15 to 20% of the time. And our offer date did not work. But I prepared the clients for it. So set the seller's expectations accordingly. And again, listing agents are failing to do this. Now, some agents... In the city of Toronto, I do two deals a year. I heard a statistic. It was a friend of mine. I won't name his name. He said that 80% of agents haven't done a deal in the last 12 months or haven't been credited with one. Some people work on teams. Some people do leases, pre-construction, off-market deals, the excuses that agents make. But point is, there's a lot of folks that just aren't in the market. And like, guys, cat out of the bag, but like, My brokerage isn't different than any other brokerage. There are agents, and yeah, some of them are 70, and they used to be really active, and then some of them are newer, but there are agents that don't do a lot of business, and they don't understand the market. And so when you're setting an offer date, and you have absolutely no idea what's happening in the market, you're not setting the seller's expectation. Now, let me give you an example. I have a listing coming out next week on the east side where everything is for sale, and I have prepared the sellers accordingly. I have told them that, yes, we will take this house of theirs, we will set the price well below fair market value, and we will set an offer date. However, our chances of being successful with a sale on the offer date are around 20%. Now, some people are going to say, why would you be so negative? Come on, put it out in the universe. Guys, it's not about that. It's about statistics. It's about results. I've spent the last month looking at every single property that's come out in and around this price point, say from$899 to$1399 with an offer date, and fewer than 10% are selling on offer nights. 10%. For every 10 houses that have an offer date, nine of them are being relisted. Now, some of them shouldn't have offer dates. I always say, in a red-hot market... the c's and some of the d's will sell on offer nights but in the market we're in right now only the a's are selling in offer nights so why are people listing houses that aren't that good houses that don't have the demand houses that might have 15 showings an entire week why are they listed low with an offer dates because we don't have any better ideas so again it's about setting expectations and that is something that i am doing consistently with my sellers but these offer dates are not working so then Let me go into the next point. People don't have a backup plan. Speaks to the caliber of agent out there. And I don't want to hammer on other agents because, I don't know, it's very uncouth. It's not unprofessional. It's at the very most basic level, realistic and honest. But if you're an agent out there and you've got this proverbial east side listing where everything's for sale, and you're doing two to four deals a year, or hell, even if you're doing six to 10, you don't have a good enough understanding of what's happening in the market to plan accordingly. So your idea is, hey, we'll take this house, we'll set the price low, we'll set an offer date, and we'll sell it. It's not gonna work. We have the data. So what's your backup plan? All 10 fingers in my mouth as I bite all my nails. That's the backup plan. And you can hear it. You can hear it. You book a showing on one of these. They call you the day after. Hey, so we didn't sell last night. Are your clients still interested? Well, maybe, or they've bought somewhere else or no. And then you go, what are you guys doing? They go, well, you know, we're gonna do something. I kid you not, these are the conversations that we're having. These folks don't have a backup plan. So here's my backup plan. Here's my plan B. My plan B is to, from the beginning, enact a plan A, B, and C, which is to say our plan A is to sell on the offer night. Our plan B is after the failed offer night, to see who calls us and try to sell the property to one of these agents that didn't want to be involved in a bidding war, didn't want to get involved on an offer night, try to sell it to one of them before plan C, we relist. So take the proverbial$1.3 million house that you've listed for$9.99. And on offer night, you get zero, one or two offers, doesn't really matter. Your offer date is on Monday. On Tuesday morning, you do nothing. You leave it and people will call you. Now, 80% of the calls you get are from other real estate agents saying, hey, did you guys sell? Because I'm prepping a listing and it's really frustrating. But the other 20% are from agents that say, hey, yeah, my clients saw it and yeah, they like it. I just, they weren't really jazzed about, you know, going to an offer night. And you say, hey, this is the red carpet. I'm rolling it out for you. Here's the olive branch that I'm extending. And you work with that agent. You try to get the property sold. That is your plan B. Your plan C is by Thursday or Friday, you have to relist. You put that back out for$1,299,000. Don't put it out for$1,349,000, quote, building in the negotiating cushion for your 1-3 house because no one's going to see it. Bite the bullet. Put it out at$1,299,000. And hopefully somebody looks at it and they like it. Maybe they do come in lower. Maybe you get$1,290,000. Maybe you get$1,280,000. But for a 1-3 house, that's an estimate. Real estate has no fixed value. I've said this before. One three is the same as one two eight is the same as one three two. So put yourself in a position to be successful. That's my backup plan. My backup plan is to have had a plan A, B, and C in advance and people absolutely are not doing that. I saw a house that was listed for 2.5 million. It was on the market for 17 days. They terminated. Do you know what they did with it? They listed it for$1,999 with an offer date. What's the thinking there? People are gonna flock to it. Oh,$1,999, this is a steal. I'd better go get my checkbook, drink some Red Bull and get amped up for a bidding war. It doesn't work like that. I say this every week in this podcast and on Toronto Realty blog. A doctor doesn't prescribe a placebo and then say, that's a placebo. It doesn't work like that. If you know that someone wants 2.5 and you price it at 1.99 with an offer date after you've been at 2.5, what do you think is going to happen? That was someone's actual plan. So they'll get zero offers at 1.99. It doesn't mean it's not worth 2.2, 2.3, 2.4, or even 2.5. It just means buyers don't want to play the game. Now, my next point, what listing mistakes sellers and listing agents are making. They're not working with what they have. Now, I mentioned at the onset, Tara's got that offer,$1,095,000. Seller says, 1.1, it's the hell I'm going to die on, and it falls apart. Do you have any stories I have like that? So I'll tell you this story. I have a condo buyer. Yeah, imagine that. Condo sales are at an all-time low. I have a condo buyer. I go in and I make an offer. Now, let's say it's$799,000. We offered$700,000. Okay, great, it's an offer. They've been on the market for 88 days. What's the number one rule of selling real estate when you have an offer? Keep it alive. What did that agent do? They said, we're not interested. I don't care if you sign it back at a million dollars, you keep it alive. Now you might say, David, you do the same thing. No, I wouldn't. My job is to sell real estate. I don't care if you sign that back at list, you sign it back, you keep it alive. That's the expression of real estate. Keep it alive. Give me something to work with. Hey, I'm going to battle. I need some ammunition here for my gun. Give me a sign back. I'm not going to let it die on my operating table. So this agent does absolutely nothing. Okay, that's great. We move on. We go look at other stuff. The agent calls me a week later. He says, hey, listen, would you be able to get us something better? I said, yeah, why? I would have. Had you signed it back at 790, maybe we would have come up to 710. Had you signed it back at 780, maybe we would have come back at 720. But you didn't do that. He says, go and get me something better. Just get me something better, okay? Okay, fine. So he's doing his job. That's great. Tell my client, hey, listen, I think they're ready to play ball. And like, look, we were thinking we could get this for 720, 730. Maybe, maybe not. I mean, cat out of the bag, it's still on the market. So we go and we offer them$720,000. And amazingly, again, the seller doesn't sign back. The agent calls me and he's like, look, I am so sorry. I'm doing my job. I'm doing everything I can. He did it. He went and got an offer. But you're at$799,000. You've been on the market for 88 days. You've got an offer. You've got$720,000. Sign the damn thing back. And that's what's happening in this market. People are not working with what they have. Brings me to my next point. The listing mistakes we're seeing out there is that sellers are feigning leverage. So I'm not saying that I'm just going to roll over as a listing agent, but what I am saying is that I know my place. So I got an offer the other day on a condo listing. I've got a$1.1 million condo listing and the offer came in at$1.25 million. Totally workable. It's not the number that we want, but it's workable. So the first thing I say to the agent after thank you is, listen, I understand where this condo market is at. I have a lot of condo listings right now. I'm happy to work with you. Let's see what we can do. That's what you've got to do. But there are sellers out there selling agents that are feigning leverage. I've got so many showings and you don't know what other properties are selling for. The nonsense that's coming out of their mouths, it's unbelievable. Now that leads me into my next point. Not seeing your cooperating agent as an ally. They're not an adversary, they're an ally. You're a listing agent, someone has brought you an offer, that's an ally. Buy them a cup of coffee, buy them flowers, roll out the red carpet. It's not the time to be fighting. But I'm seeing listing agents that are so incredibly out of touch. It's like on those real estate TV shows where they always bark into their phone on speakerphone walking around. I met my dentist client at the local cigar bar. Like, it's nonsense, right? But they're always sort of yelling back and forth, and it's just all these threats and everything, and in the end, you know, they flash the price across the screen, and, you know, there's no contract that's negotiated verbally on a phone or a cigar bar. There are a lot of agents that I think grew up watching that nonsense, and they think that's how we do business. So when someone brings you an offer for$700,000 or$800,000 for that property that's been on the market for 88 days, now that was overdue for price reduction. When you're at$800,000, you reduce to what?$774,900, maybe$749,900. So my offer of$700,000 wasn't terrible. And the$720,000,$730,000 that we might have paid is market value. But that seller seemed like they were yelling through the phone at us. The agent, as I said, I mean, second time around, he was nice and everything. But on the flip side of that is I'm seeing a lot of agents that are barking at at the agent on the other side. So imagine you've got that condo buyer. We can buy anything in the city of Toronto. We go and make an offer. And that agent starts yelling at you through their phone. Great, thank you. We will go and we will look at something else. You have to understand the market that you're in. And I get it. It's not a great position to be in. I'm like any other agent out there. I'm proud. You might say I've got an ego. But my job is to work for the client. My seller clients want to sell. They need to get their deals done. I will put all of that aside. And hey, when we get back to 2022 conditions, every listing agent can be as big a jerk as they want and as cocky as they want. But right now, you've got to eat your you-know-what sandwich and ask for seconds. And I'm not seeing listing agents do that. I'm seeing them feigning leverage and not feigning leverage like, hey, that's how we negotiate. You can talk about, you talk to somebody else. They might bring an offer. You've got a couple second showings. No, I'm not talking about that. I'm talking about an agent that's acting like it's February of 2022 when it's clearly not. An agent's got a condo listing on the market for 121 days and you bring them an offer and they, what, yell at you, throw comps at you, the nonsense. MPAC says it's worth this. Or there's this new Treb tool that tells you apparently what it's worth and agents are screenshotting it and sending it. It's like, dude, you've got a condo sitting empty. There are 14 listings in that building. You also have it up for rent and you can't find a renter. Let's work in reality here. So feigning leverage, combining that with not seeing your cooperating agent as an ally, and combine that with my previous point, not working with what you have. Just this alone is a recipe for disaster. But you go back to the biggest, most egregious listing mistakes people are making, the overpricing. The not understanding market value. Talk about what you need, what you want. I fully understand it. But when somebody's getting ready to retire and they say, we need one six for this house so we can buy what we want to. If it's a one three five house, are you the listing agent that says, it's worth one six, let's do it? I don't think you're helping that person. That's the point that I made at the onset. It's not to say I'm not working for them. I'm gonna help them by telling them the truth. So a year from now, and in that situation, I said to those sellers, I said to the lady, I am happy to work with you today, six months from now, 18 months from now. I just can't tell you that this house is worth what you want. And in the end, they decided to list it for a price that made absolutely no sense with a listing agent that said, sure, let's do it. It's been on the market for six weeks at two different prices. That's the market that we're in. The agents are complicit. The offer date strategies aren't working. They have no backup plan. And all this combined with the statistics that I gave you at the onset tell us all we need to know about this market. Inventory is at an all-time high, 30,000 plus active listings. Sales are at an all-time low, 6,244 sales in the month of June, which is the lowest outside of any non-pandemic June. And I point to this. I point to listing mistakes, which are so easy to identify and then the question would be, why are we making them? So folks, that is it for this week. Thank you as always for watching and or listening. If you're watching on YouTube, feel free to drop me a comment in the section below. I always enjoy reading those. And if you are listening wherever you get your music, Spotify, Apple Music, feel free to like, comment, or subscribe. We'll see you here next time on The Last Honest Realtor.