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There was a $11 million listing appointment in Laguna Beach, that one of our real agents in San Diego in Laguna was was going on. And he was texting me. He's like, Shawn, I'm going on this appointment. Do you know this house? I'm like, dude, let me go with you. So we go, literally 20 minutes in, we walk out with a signed listing agreement for 5%. Like that's like, that's 11 and 5%. That's, that's rare. And there were the reason was, is that all the other folks that came in before, they didn't realize that there was operational to sell that home, they wanted to buy this villa in Tuscany, because their family just wanted to retire there. So all we talked about, like, for 15 minutes was this villa in Tuscany. And we're like, hey, when is the timing? When do you want to go there? How much money do you need to get there? What happens? What doesn't happen? And based on all of that, you want to sell this home? Right? Awesome. So if we can get you XYZ result with XYZ plan at this time, will it get you that result? Yes. Awesome. Let's do that. Literally, the entire listing presentation was getting them to dial into their aspiration of buying a villa in Tuscany. That's a whole thing. And so we got an $11 million listing without any conversation about that. In fact, we didn't even walk out 10,000 square feet. We didn't even walk the house. The cool part is it was all dialing into what was aspirational.
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