Hi. I'm Dan Stewart, and welcome. I'm about to teach you all kinds of great stuff that I'm super proud of. It's from my new book, Seriously Human Selling.

And, I'll tell you, as a guy who started multiple multimillion dollar companies and also had some multiple multimillion dollar dumpster fires, I can tell you I wish this is what I had learned early in my sales career.

We are at a unique point in the development of technology. We are seeing today that the influence of artificial intelligence completely change the sales landscape.

I'm here to tell you that sales is a very human profession.

And although not many of us set out in life to become professional salespeople, those of us who are on this path are a bit skeptical that our careers won't be displaced by AI.

My book is a battle cry for taking back sales from the bro culture, the hustle culture, the bots, and the BS that are so prevalent in today's society.

So in my book, Seriously Human Selling, I'm teaching you exactly what it is you need to know to connect with people on a fundamental human level according to what's most important to them.

So let's get started here.

First of all, if you don't have my book already, please order it. You can go to dan stewart dot com, and you can place your order for the book there.

Also, to help you take notes on this journey, go ahead and download the workbook.

Just send any email to yes at happy grasshopper dot com, and our system's gonna respond to you with the workbook for this session.

And, of course, I'm a real human being. You're a real human being. I'd love to connect with you personally.

So, you can follow me on social at connect with dan stewart dot com. You can also grab that QR code. That will take you directly to my Happy Grasshopper digital business card. You'll be able to to connect with me via text, via my personal calendar, and, that's probably the best way to reach me. So, I'll put those resources on the screen for you now. Just take a moment and grab them, and, let's dive in.

So where we're gonna start today is by redefining what sales actually is. I mean, think about it. What comes to mind? What is sales?

You know, when when people are asked to think of what it is to sell, the the kind of things that come to your mind might not be things you're super proud to be associated with.

Far too many of us have these images of manipulation and fast talking and and kind of strong arming people. That is not what professional selling really is. Sales needs a new definition, and I think sales is helping people get what they want more quickly.

That's really what sales is. Right? It's the process of understanding first. What is it that this human being actually needs? What is it what what psychological need is it that they're trying to fill by acquiring whatever it is that you're offering?

My book in in large part takes decades of research, and it allows you to get access to it. Because at the very heart of understanding this challenge is understanding how we think.

Right? Sales, copywriting, influence, it's all about understanding the psychology of a person and then positioning ourselves, our product, and our service to help them get what they want more efficiently.

Now to teach you this effectively, we've got to take a journey together.

So, let me start by asking you a question. Right? We live in a weird place in time.

Those of us who have been alive, over the past several decades, we've witnessed more change than any any population on planet Earth has ever seen. Right? If if you're my age, if you got a little gray up top, maybe a lot like I do, you were around before the Internet. Right?

We are the only generation that can simultaneously remember what it was like to not have the world's intelligence in our back pocket, and to exist in a time when, you know, our children don't even know what dial tone is. Right? It's a real interesting time to be alive. And it's our generation that has been reprogrammed along the way, and we've been programmed by what we consume.

So think about this.

You know, every day that you're alive, you're consuming media, and that media is paid for by advertising.

Do you have an idea how many ads per day you're actually consuming? It's massive.

And, the best study that I could find, goes all the way back to nineteen forty five. Wanna point out some really interesting data here. We were consuming a lot less media back in nineteen forty five than we were in in twenty fourteen. Right? So this orange bar is twenty fourteen, five hundred and ninety minutes per day.

That's, almost ten hours. And when you think about, that, you know, those of us who have an iPhone, we get that screen report, that screen time report every week on Sunday, it tells us very clearly that we are spending more time online than we ever have before. We're spending our lives on our screens literally.

Let's just do the math here together. Five hundred ninety minutes is nearly ten hours a day. That's way more than a full time job. Right? We are not getting time and a half for all these extra hours. We're working, consuming other people's messages.

When we add that up over the course of a year, it it starts to really weigh on us.

And, I mean, think about this, over a lifetime, we are literally spending more than thirty years of our lives doing nothing but consuming media.

Now, there's a guy named Malcolm Gladwell, and he popularized the theory that if we spend ten thousand hours of effort on anything, we can become world class at that thing.

So think about it. We are all world class experts on consuming other people's content. We're addicted to it. We wake up before we even get out of bed.

We're grabbing our phones and taking a look at what's going on in the world. Right? That has a very real impact on the way we think. It has a very real impact on the things we want.

And for you to understand how this is reshaping, humanity, we've got to go back in time together. So follow me on this journey. Alright. If we go back in time to these folks remember these guys? Right? The greatest generation.

They went to Europe. They stomped Hitler's butt. They took back, they took back democracy. Right? They they beat back fascism, and then they came home and they gave birth to this generation.

That freaked out these guys, and they hired this guy.

Does this guy any ideas who that is? Right? Ring a bell at all?

I'll give you a hint.

That's Abraham Maslow.

You remember him from eighth grade psychology class where you learned about the the hierarchy of human needs.

Well, Maslow was hired by the US government to do a massive study, and this study was called the lifestyles and values survey.

For the first time in history, it combined two things. We took demographic information, where people are, how old they are, what their zip code is, how much money they are, what their gender is, all of those demographic bits of data, and it overlaid it with their psychology.

Right? So this created entirely new science you may have heard of called psychographics.

And, as this became known, these guys got wind. Right? And, I'm sorry. Yeah. You probably recognize them.

These are the guys from the show Mad Men. Right? Remember that late nineteen sixties super era of advertising?

Well, those guys didn't look like this. They actually looked like this.

And they took that massive lifestyle and value survey, and they gave it to these guys at the Stanford Research Institute who helped these advertising executives use that report to create the most powerful influence delivery device ever created.

And these were those thirty and sixty second ads that we've consumed throughout our lifetimes.

In fact, if you've watched television since nineteen seventy, nearly every mass market television commercial you've consumed was created using this report.

This report is updated on an annual basis, and ad agencies still use it to this day.

Right? And and when you're equipped to understand this psychology, not only are you free to live a life, unaffected by the manipulation that's targeting you, you're also equipped to help people get what they actually want more quickly.

And don't take my word for this. Take it from people who've taken this class. Right? Here's someone who took my class and and, she took this information home, and she wrote an offer on a two point two million dollar home. Right? That is absolutely huge.

Here's another person, who took what I taught. Now I'll show you this particular phrase she used. Don't bring my checkbook to their transaction. That's something I'll be teaching you here shortly.

She's raised her average transaction value by three hundred and twenty six thousand dollars. Absolutely huge.

And, of course, here's my buddy, Justin Seabee.

Listen to him firsthand what he did literally the day he took the class. Take a listen.

Calling late. Thanks for coming up.

I also wanna share an experience that I just had and you have helped me tremendously with, not even knowing yet. But I'm dealing with a royal who, I'm looking at a property listed at three three, wanted to offer two seven. And after I had the conversation with him and his wife and asked the question, what does it what will it mean to you if you get this out?

They went from two seven to three one on their initial offer.

So boom.

That works.

How cool is that? Right? He's able to apply what we've taught him and instantly see results. So here's my promise to you.

Today, while you're taking this class, as soon as your very next conversation with someone, you'll be able to apply what I'm teaching.

So, first thing we're gonna do is break down people into buyer profiles.

And, you know, because the vast majority of our clients work in the real estate profession, we're gonna take one of these off the list. Right? We love the poor, but they're not often buying or selling houses.

So, to understand which of these groups your clients are in, whether they're buying or selling real estate, you have to understand how to ask them a question. And so I'm gonna teach you a question right now I call the connection question.

What's most important to you about blank?

Right?

That question needs to be asked in multiple different ways and you'll know it's made the connection based on how they respond to it. So for example, if I'm sitting down doing a buyer's consult, I might ask my buyers, hey, I'm really curious.

What's most important to you about the community you're gonna live in? What's most important to you about your neighbor? What's most important to you about your home? Right? When we ask these questions, we're going to get answers that tell us which of the categories these people are in. So make a note of this question. I'll be referring it to out, throughout this class today.

Now the the first group we're gonna tackle is the joiner.

This is the largest of the groups. Forty percent of Americans are within this group. And if you're really gonna understand the psychology of a group, you have to understand what they're motivated by and what they're afraid of.

So joiners fear change.

They don't like a lot of change. They they don't want things to be different. They they have a nostalgia for the past, right? They look back fondly on the way things used to be.

They want things to stay the same.

That's what they value. Right? So think about this joiner, for a moment.

Joiners are perhaps like you, right? Most of us are joiners today And, joiners like to belong to something.

Like, you know, joiners are likely to go to church.

Joiners are likely to wear their team's jersey on game day. Right? Joiners are likely to be proud of the area they live in, and and they like to share with other people, the things that matter to them.

So, for example, I was in traffic the other day, and I saw this on the back of a car. And I thought, oh, look at this. This is a perfect representation of a joiner.

They're an executive director of something. We don't know what. Right? We've got, which radio station they listen to, which teams they support. We we see their Disney fans over here. In fact, we see they've got a Disney family.

And, gosh, if we zoom in here, we really take a look. We realize these aren't kids, they're cats. Right? These are five cats here on the back of the card. So these people are a little weird.

I have five cats. I know we're kinda weird too.

So executive director here screaming to the world that they're a joiner. They value being part of something, and they communicate that.

Now remember just a few minutes ago, I talked to you that our brains are being programmed by the media we consume.

So I'm gonna give you examples of media that's targeting these specific buyer personas.

In fact, I'm gonna put a a commercial on the screen here for you now.

As you're looking at this, it might seem a little bit familiar.

This was this is just a screenshot of a commercial that aired more than ten years ago.

It was a Super Bowl commercial, and it got a lot of press at the time because, what we have here is a soldier coming home.

You see the grandstand behind him. His whole hometown came out to greet him. They lined Main Street. There's a parade for him, and down at the end of the block is his fiancee waiting for him. It's like, oh, one of those goosebump moments. Right? It just really makes that impact.

And it made such a huge impact that it became a news story on its own.

Here's this couple. They went on talk shows all across the country, and and it was a real big, like, nostalgic moment that all of us got to participate in and was brought to us by Budweiser.

Alright. So what does Budweiser have to do with all those feelings? Well, they know that if they can generate those feelings within you and they connect their product to it, that the joiner is really going to respond well to that.

K. So let me let me stop my screen share here for just a moment. Right? I'm gonna make that go blank. I want you to pay attention to what I'm saying right now.

Let's imagine you're doing this buyer's consult. You've asked the connection question.

You know for sure that you've got joiners, you're working with now. Well, you're gonna wanna use language that really resonates with them. Remember, they don't like change. They want things to stay the same.

So when you use language that fits that, you're gonna build rapport with them much more effectively.

So, if I had these buyers, I would like to say things as I'm driving around like, wow. Look at those trees. They're they're so huge. They must have been here for decades, maybe hundreds of years.

Right? You know, one of the things I love most about this community, is the way people really care for each other. Right? Language like that is gonna help them feel this sense of continuity that the joiner craves.

Right? Now likewise, I might not be a joiner. Maybe I'm super excited about how the area is really changing. There's so many great new things that are happening.

We've got a redevelopment district that's taking place over here. We're doing all this new construction over there. That will freak your joiner out. Right?

You have to understand that, based on their psychology, if you're gonna build really great rapport with them, you have to speak to the things they most want. Right? Remember, your job as a sales professional is to help them get what they want more quickly. So you wanna point out and help them see what it is that you're presenting to them and how it connects, to what it is that they need.

Alright. I hope that makes sense for you.

So let's go on. We're gonna connect to the next category now.

I call this category the faker. Right? And I think you know why. In sales, we have this super common cliche where we, say it with me, fake it till you make it. Right? I'm not a huge fan of that because it creates this internal disconnect.

Like, when we embrace faking it till we make it, we're really believing that we're not enough, that who we are isn't good enough to make it. We have to fake being someone we're not in order to make it. And I resist that. So I lovingly call this next group the faker because very similarly they believe they can become the kind of person they want to be if only they acquire the right things.

Okay. So think about this psychology and and maybe it'll resonate with some of you because sales professionals tend to be future paced.

Right? We're, as a group, we're we're working hard to acquire things that we don't yet have. We're imagining a future that's brighter than our past. I know on my journey in life, I definitely spent some time in this phase.

So if you're here, that's a great place to be. Don't don't think that being a faker is a bad thing. Right? Because fully, it's the second largest group.

Thirty percent of all Americans are in this group. And, I'll tell you, if you're a faker, you're afraid of getting found out as a faker. Right?

You don't wanna be caught. You don't wanna be found out. And, in your role as a real estate professional, you may have met this person. Right? That faker often wants to look at homes that they can't possibly qualify for.

So let's just take a moment and thank NAR, right, for the requirement we do these buyers consults now first. That's a great thing.

Now, ladies, you also know the faker.

This is the guy with the big shiny watch, the great wardrobe, the flashy car that's leased that he can't really afford, and the the crappy apartment and the mountain of credit card debt. That's that's the stereotypical faker.

So that guy, believe me, is very afraid of getting found out. They need to look like more than they are. Right? So what is this deep psychological wound that they're trying to fill?

The faker's deep desire is to be desired.

That's what they want. They believe that when they acquire these things, when they've achieved this level of success, life is gonna be so much better for them. They want to be desired.

And in mass media, in advertising, that cliche sex sells applies here. This is how we see it. Whenever you see an ad where the the the object they're selling, is associated with, with beautiful women. Like here, for example, we have an Omega watch being associated with, Cindy Crawford.

If you buy the watch, maybe you'll get the girl. Right? Or if you give the watch, maybe, she'll be as beautiful as Cindy is.

There is a a correlation here. They are closely saying our product is aligned with this level of beauty. When you acquire that product, you're associating yourself with that.

Right? You would be desired by this person if you possess this product.

And I I it's so overt sometimes. It just boggles the mind.

Take this ad, for example, from Lexus.

We have a woman wearing a bikini, and, the the headline here in a luxury crossover, it's inviting this faker, consuming this ad to imagine what's happening. Like, oh, what what exactly is it that's happening in this luxury crossover? It makes you wonder.

The woman here has absolutely nothing to do with the product. She's there to ignite this movie studio that's always running in the mind of a faker and imagine themselves in this situation. What would life be like if I acquired that car? Makes you wonder.

And and again, there are so many times where we see this, and it's overt. It's right in our it's right in our faces.

In this case, literally.

And I know I at this point, whenever I do this for a live class, I can see it on the faces of the women. They're like, yep. Men are idiots, Dan. That's why this is, that's why this works.

And I I somewhat agree.

And yet the psychology also works on you ladies.

It does. Take this ad from Wonderbra, for example.

I mean, that the psychology here is so clear.

Buy the product and you will be more desirable. It's speaking directly to that psychological wound.

Right? So now let's take a moment and focus on this. Like, let's imagine we're we're in that buyer's consult. Right?

We're asking the connection question. Hey. I'd love to know what's really most important to you about your next home. Right?

So where the joiner is saying things like, oh, you know, what would be great is if we had a a place where our kids could meet other kids. Like, we'd love it if there's a community center or a pool or pickleball court. Some place we could engage and get to know other people. Those are things a joiner would say where a faker is gonna say something different.

A faker is likely to answer that question with a brand name neighborhood. Oh, we'd really like to live in Cheval, or Morningside or you pick the community name. They've they've already kinda got a brand that they wanna be associated with.

Next, they're looking for value. Right? We would really love to have a great deal on a home, like maximum square footage. We want great features, great finishes throughout the home.

Because, again, they're looking to to buy things that, reflect well on them.

And, not for nothing, developers know this.

Go into almost any new home community anywhere in the country, and you'll see the same trends.

Brands are investing in finishes that are visible to the consumer as they walk to the home.

I call it the mullet house. Right? We've got all the money spent on the facade. It's brick and stone at the front, stucco down the sides. Right? That's how it's done today.

The money is spent on the kitchen and the primary bath. Right? That's where we see the finishes inside the home. So, again, ask the connection question multiple ways.

What's most important to you about, like, hey. I'd love to know. What are you really looking for? What's most important in the the neighborhood you live in?

What's most important about the specific home? Use that language. You'll notice when they brighten up as they give you those answers.

And then your job is to validate them and to feed it back to them. Okay. I hear you. So what you're saying is you'd really value a place you can make friends and put down roots and be part of the community.

If you're talking to a joiner, that language validates them. If you're talking to a faker okay. So what you're really looking for is a great value, a a home that reflects the progress that you're making in your life. That makes sense.

Right? So now I want you to imagine you're showing a home to a faker.

You're walking them around the property. You're you're opening the door to the primary bath, and you notice there's a large tub.

Well, your job is to activate that movie studio that's operating in their minds all the time. And you can do that just by saying simple things like, wow. That's a huge tub. It looks like more than one person would fit in there.

Right? Their mind is already busy casting the girl from the Lexus ad, to join them in the tub. Right? You you open the the door to the backyard.

There's a beautiful pool area, and you say, what a wonderful place for a party. And and automatically, their brain is bringing in all the people they can see and join this space with them. They're they're so future oriented. You've just gotta activate that for them.

Right? So the faker is an amazing, person because they're on a journey. They're not satisfied where they are. They're gonna keep working.

Their goal is to get into this next category that we're gonna talk about. And that next category is the royal.

Right? So let's talk about royals.

These are people who have made it. It is less than ten percent of the population in the US today.

And, this person who has made it has a fundamental fear. They don't wanna be mistaken for someone who hasn't really made it yet.

I'll speak personally here.

I started my life without any sort of economic certainty.

There was no silver spoon in my mouth.

I had parents who loved us, but they were significantly challenged.

My father was a war veteran, and, he had all sorts of issues with that. My mother struggled with alcoholism till the day she died.

My childhood had a ton of uncertainty in it. I wanted more from life than I was given, and so I identified with being a faker for a long time.

As my life grew, right, as I acquire different levels of success, there's a point where you go, you know what? I don't wanna be confused with everyone else.

You know, think of the last real estate conference you've attended. There are people on stage. Some of them, seem like they've accomplished a lot. Some of them actually have. Right? When you've really made it, you you feel a need to stand apart from all those people who are still just kind of faking their way there.

So, you know, what this really shows up as is a need for validation.

You know, these royals, they are the high net worth individuals in society.

These are people who can afford those luxury homes, those vacation homes. These are people who can buy the million and multimillion dollar single family homes.

They don't need that.

Right? They they want it. And part of the reason they want it is it validates their life's journey.

So in media, we see this language associated with luxury products, and I'll show you a few of my favorite examples.

I love that Ferrari's headline here speaks directly to the psychological need. It's telling the reader they're incorruptible.

Right? Incorruptible power. That's you, dear reader.

Ask pristine beauty to the dance.

Enjoy your wealth, rich dude. You've earned it. Buy the Ferrari. Right? That's what this is saying.

We go to the next ad here. This is from Bentley, and, this is an older ad, but the psychology here is just so brilliant. I wanted to use it. It reads, you can lead an interesting life now or embellish your autobiography later.

Right? Buy the Bentley. Come on, rich person. Get off your wallet and buy the Bentley.

That's what this ad is saying. You deserve it. You've earned it. It's okay.

Right? So think about that as you're showing homes to royals.

What language can you use to help make it okay for them to acquire a home? Right? In those, testimonials from this class I shared earlier, we had people who've taken and say things like not bringing their checkbook to your transaction.

It's important. Don't ever let your personal psych your personal, financial reality influence the way you communicate with these people. Right? So I'll tell you a story about that in a moment, but let me show you my favorite all time ad that leverages this. It's so powerful they don't even need a picture of the product. Right? This ad just simply reads if you could choose between world peace and a Porsche nine eleven and then in the fine print, what color would you want your Porsche to be?

So that's how strong the psychology is. They do not even need a picture of the car. They don't.

So again, I'm gonna stop the screen share here for a moment and ask you to imagine that you're showing a home to a royal. Right? You're walking them around the property. They're taking in the features.

They're, you know, observing this. You're gonna need to use language that helps them know for sure you understand where they are and that your job is to help them get what they want. Right? That is so important with the royal.

So we'll go back to the connection question. Right? You're asking that the same way. Hey.

You know, I'm really curious.

Regarding your next home, what's really most important to you about the property you choose? You know, what's most important about the neighborhood? You're gonna ask that in a variety of ways just like with the other groups.

But here, the answers are gonna be different.

Where the joiner says things that lean towards community, right, and the faker says things that lean towards, like, square footage and value and the prestige of the neighborhood, the royal is gonna communicate things that talk about deserving it.

You know, at this point of our life, we just really feel like it's time.

We've worked hard. We feel like it's time to to, enjoy our home.

And speaking personally, my wife and I, we had our dream home several companies ago. We thought we were good. We didn't see ourselves, moving.

And then, you know, as our prosperity was fortunate to increase, we got the sense that it was time to to make a choice.

So we started shopping for a horse farm, and we were in no rush. Mortgage was paid at the home we owned.

We liked it just fine. We didn't have a need. We just had a desire for something else. And, you know, in the several months we spent searching, we had more than one home under contract. And if it wasn't absolutely perfect, we just let it go by the wayside because we weren't motivated by a need. It was a pure choice, a pure desire.

So when you're working with these royals, understand that. And so here's some language I want you to write down. K.

What would coming home here mean for you?

What would coming home here mean for you?

Right? That is such a powerful thing to say because it's inviting them to imagine this. Right?

Here's the next thing I want you to write down.

I think it's wonderful that you've arrived at a phase of life where you deserve to get exactly what you want.

It's my job to help you get it.

I think it's wonderful You've arrived at a point in life where you deserve to get exactly what you want.

It's my job to help get it for you. Right? That language is gonna be super useful for you.

So let's, let's move into the next group here. The green is a growing group. Greens are everywhere today.

These are your buyers that are concerned about energy efficiency. Right? They know what a SEER value is. They might ask about the r value of the insulation in the attic. I mean, who knows? People are informed, today and Greens values things like solar energy.

This is a growing segment of the US population. And, you know, one of their primary fears is being perceived as a consumer.

They do not wanna be perceived as a consumer.

They want to make smart purchases that will leave the planet better than they found it.

That's what they're looking for.

So, I'll I'll show you some examples here from media.

We'll we'll reference Coca Cola again. This is a technique called greenwashing.

This is where a product that's not healthy, not great for the environment associates themselves with a brand that is. In this case, the World Wildlife Fund. World Wildlife Fund. Say that three times fast.

And I love that the billboard is actually healthier than the product.

These are live plants growing out of the billboard, in leaving the shape of the Coca Cola bottle.

Right? So, you will see this technique everywhere when you're looking for it. So same product here that was, aimed at the faker with the woman holding the bottle to her lips, right, is now aimed squarely at the green.

Same product will dissolve a tooth, human tooth overnight. It will clean the battery acid off your car battery.

It is not a healthy product and yet it is certainly, greenwashed in this scenario.

So now I'd like to ask you to imagine a situation where you're working with buyers, you've asked the connection question. You know for sure that these people are greens. Right? You understand that.

And, so you know some things you might say to them. Right? You're gonna wanna talk about energy efficiency. You're gonna wanna talk about quality of construction, sustainable materials. Those sorts of things would would need to become part of your language.

We've imagined buyer scenarios before.

Let's imagine a seller scenario. Right? Let's imagine you've just listed a home and it's got this for a kitchen.

Most of you will recognize this as the Brady Bunch kitchen.

You've almost certainly in your career had a kitchen that was really dated.

Most listing agents today would see this as being a problem.

Well, let's imagine that you're showing a home to people you know are greens.

Right? This can be positioned as a net positive for them very easily.

Right? You know what, mister and missus buyer?

I actually love the fact that this kitchen was so well made. It's lasted all these years. And I'd I'd love to see it here rather than in a landfill.

Wouldn't you? Right? You're just again, you're speaking directly to their their deep psychological need. Same product, different way you talk about it leads to a different outcome.

So there's all sorts of fun you're gonna have with this, and you're now super well equipped to ask the connection question as soon as your very next conversation with salespeople. Excuse me. As salespeople with your prospects and your clients.

Now, last group here we're gonna move into is the combo pack. As I'm going through these groups, you're probably wondering, well, what if he's a joiner and she's a faker? What if he's a royal and she's a joiner?

Well, there there could be these different things.

In most real estate transactions, there's two parties involved on both sides, and one of those people is the dominant decision maker in that relationship.

So, the truth is that all real estate transactions, you're gonna be dealing with a combo pack.

No one's gonna fall into just one of these groups. Right? They won't.

So your job is to ask the question in different ways, use your sensory acuity to understand which of those people is the dominant personality, and then help, position the home, the community, the neighborhood to their deep psychological need as represented by their buyer persona.

K? So let's let's do a little review and put this all together.

The connection question is your best friend. And again, you're gonna know you've got it right based on the way that they respond.

If I ask someone, hey. What's most important to you about, about your financing?

And they don't light up. They're like, oh, we just need financing. That's not the connection question.

Same language, but different response. Right? But when I say, hey. I'd really love to know.

What's most important to you about the neighborhood you live in? And they go, oh my gosh. I'm so glad you asked. Yes.

We really wanna be in a place where there's there's lots of kids for our kids to play with, and we really wanna be in a place where people are friendly and kind and and, you know, we're gonna fit in. So, so, you know, any active communities like that that, that you have, I'd love to see them.

They're lighting up there. Right? That is the one that that's that resonates for them based on their needs. And remember, to really use this at a high level, we've got to pay attention to what matters to them most.

So in this class, I'm downloading decades of knowledge, decades of research in a super fast way. And, this is the beginning, not the end. So, I would love to help you with this personally, and I'm gonna put this link back on the screen here for you. If you've not already requested your workbook, please do that.

I'll follow-up with a second workbook that has all of my personal notes in it for you. And then, of course, you can visit dan stewart dot com. You can register for more information. And, if you haven't read the book, please do so.

So thanks, everyone. Hope you enjoyed the class. Can't wait for your feedback. Bye now.