You did it! You are now a licensed real estate agent, member of the National, state and your local association of REALTORS®. And along with all REALTORS®, held to a higher standard by the strict code of ethics.

But beyond ethics, an important aspect is learning the business practices or “courtesies” that are essential to a smooth transaction and to building strong relationships with clients and fellow REALTORS®. It’s time to take it back to the basics—the “treat others like you would like to be treated” or “if you don’t have something nice to say, don’t say anything at all” that we all learned growing up.

So, whether you are just entering the business or a seasoned veteran, take a listen to the new Illinois YPN episode that gives some basic tips and rules to incorporate in your business dealings to enhance your relationships with clients and other agents.

Quick takeaways from the 25-minute podcast:

Never, ever leave a property unsecured 

In 2019, there were 192 complaints filed through the Illinois REALTORS® Ethics Citation Program. According to Illinois YPN Chair Eddie Ruettiger, Baird & Warner Plainfield, “A lot of them can be avoided, and you can apply them [basic rules] in a lot of cases,” says Eddie.

He adds: “There’s something wrong and they just leave. All right, we understand you’re on a schedule and have to get to the next appointment with your clients. Call the listing agent; do not leave a property unsecured. Don’t leave a property in distress. If you walk in and you find, there’s a foot of water in the basement, let them know. Common communication and just being honest will avoid these problems.”

Remember it’s collaboration not competition 

Raising your level of professionalism not only will enhance your relationships with clients, but it can make all the difference when working with other agents in the industry. Everybody wants a win-win situation— one wins by selling and one wins by buying, and both want happy clients on both sides of the table.

Illinois YPN Advisory board member Rachel Scheid, Coldwell Banker Residential in Chicago, can’t stress enough how important it is to simply be nice. It sounds so easy, right?

“It’s not always easy to be nice or to be the nice one…I think a lot of agents…feel very competitive,” says Rachel. “The way that I train my agents is, you’re not competing against anyone but yourself, to be better than you were yesterday, last week, last year. There’s plenty of business to go around.”

She adds, “In 2019, every multiple offer I wrote, it was with the listing agent who I knew personally, and I was able to win all of my deals for my buyers because of the networking I had done and the fact that I’m nice to all the REALTORS® I meet, because you never know when you’re going to be on opposing sides of a deal.”

One simple tip Rachel recommends that has helped her build relationships with other agents is as easy as asking how they prefer to communicate.

“I ask all of my clients, ‘what’s the best way to communicate,’” says Rachel. “And about three years ago, I started asking agents, ‘Hey, I just submitted an offer for your listing. What’s the easiest way to get in contact with you? Is it email, text or call?’ And right then and there, the listing agent feels like, wow this person is willing to work in the way that’s best for me…they see that you’re going to be someone fun and easy to work with down the road.”

All eyes are on you when it comes to social media 

We are in the digital age, where a lot of business is taking place online, whether it be through email or the many social media platforms like Facebook, Instagram and LinkedIn.

“Always keep in mind that your clients are watching you online—your future clients, your past clients, everyone,” says Illinois YPN Vice Chair Megan Beechen, Realty Executives Elite, Lamont.

She adds: “Even though you might not think they are, people that you are interviewing with, they’re looking you up online. They might be looking you up on Facebook and they’re trying to see if you’re a match for them. And if you have anything on there that rubs them the wrong way, whether it be political or distasteful, or anything like that, you could be eliminated from the running before you even talked to them.”

To add to this mindset when it comes to your social media, Illinois REALTORS® Becky Carraher, Director of Ethics and Professional Standards, said it perfectly in her article titled “Stop, think before posting.”

“Before responding to a question regarding another real estate professional, choose your words carefully,” Carraher says. “Also, think twice before posting comments on social media about other members of the real estate profession. Consider how members of the public and your real estate peers will interpret your comments.”

Listen to the full episode for more on these takeaways, plus many more tips for your business practices that are essential to a smooth transaction and relationships with clients and fellow REALTORS®

Transcript:

Kim Buscher: Welcome to the Illinois YPN Podcast where members of the Illinois REALTORS® Young Professionals Network, or YPN, share their tips and resources for your real estate career. Our topic for this episode is “Let’s Talk Professional Courtesy.” 

Kim Buscher: I’m Kim Buscher, Illinois REALTORS® staff liaison for our state YPN advisory board. In this episode, I have Eddie Ruettiger, current chair for our board, joining me as co-hosts as we sit down and talk with several YPN members on the important topic of professional courtesy. They’re going to share tips for new agents, basic etiquette roles to always keep in mind. So, getting right into it, we went to welcome Eddie Ruettiger to the podcast. 

Eddie Ruettiger: Hi Kim, how are you? 

Kim Buscher: Good, how are you? 

Eddie Ruettiger: I’m well, excited to be here. 

Kim Buscher: Yeah, so glad to have you. Eddie is a REALTOR® with Baird & Warner in Plainfield, the 2020 chair of Illinois YPN, and the 2020 president-elect of his local board, Three Rivers Association of REALTORS®. He’s an active member at both the state and local levels, serving on our professional standards committee, leadership development graduate, a state legislative contact for Senator Pat McGuire, and a number of other committees over the years. And in 2018, Eddie was named REALTOR® of the Year for Three Rivers. 

Eddie Ruettiger: I’m just glad you shortened that to a number of committees, I looked at my list long ago and it was four pages. I just can’t say no to volunteering. 

Kim Buscher: Definitely. As you know today, we’re talking about professional courtesy. You’ve been practicing real estate for 18 years, but even outside that, you serve on the Illinois REALTORS® Professional Standards Committee. So how important do you think this topic is for newer agents? 

Eddie Ruettiger: It’s very important, they just might not realize how important it is to them, and the things that they need to do in training, in working for their clients and certain practices that can set them and their clients up for success because you’re always, at any point in my world, negotiating for your buyers or even your sellers. 

Kim Buscher: Right, so on a basic level, name some basic etiquette rules to practice. 

Eddie Ruettiger: I think the golden rule is always great, be nice to everybody, be kind. I think be honest is always…that doesn’t mean you have to tell the other agent everything you don’t have to disclose, but you do have to be honest. And then, I think you get into some of the common stuff, especially if you’re showing properties, if lights were off, make sure they’re off when you leave. If they’re on, okay, there’s probably another showing coming behind you. And the most important thing, and I personally believe our biggest responsibility as a showing agent, make sure the property is secure when you leave. 

Kim Buscher: Right. Over the years, what is one of the biggest professional standards mistakes you see agents making? 

Eddie Ruettiger: There’s something wrong, I can’t get the door locked, and they just leave. All right, we understand you have a schedule and you’re on a schedule and you have to get to the next appointment with your client. Call the listing agent, do not leave a property unsecured. Don’t leave a property in distress. If you walk in and you find, there’s a foot of water in the basement let them know. They might not know. 

Kim Buscher: Yeah. Well, and having served on Illinois REALTORS® Professional Standards, what type of common complaints do you see coming that could easily have been avoided if you just applied these basic etiquette rules? 

Eddie Ruettiger:  A lot of them can be avoided, and you can apply them in a lot of cases. Some of the biggest ones are definitely unsecured property. We know one of the biggest complaints is always unauthorized access, but even past that is maybe not necessarily rising to the level of an ethics complaint, but I know managing brokers hear it all the time, they’ll get the phone call from an agent or another managing broker, the property was left unsecure, there was something that happened, whatever the case may be. Common communication and just being honest will avoid these problems. 

Kim Buscher: Yeah, exactly. In our series of past YPN podcast episodes, we’ve heard quite a few times that this idea of, “It’s collaboration, not competition,” within the industry, which I think is important to bring up when talking about professional courtesies. It’s not just with your clients, but with your colleagues as well, right? 

Eddie Ruettiger: Absolutely. You’re trying to create a win-win situation. You’ve got two parties, you’ve got a buyer that wants to sell, they’re winning. I’m flipping that up. You have a buyer that wants to buy, they’re winning. You have a seller that wants to sell and they’re winning, so you have a win-win situation that can be created. 

Kim Buscher: Yeah, perfect. As in when you’re closing a deal, you want happy clients on both sides of the table, correct? 

Eddie Ruettiger: Absolutely. 

Kim Buscher: Yeah, whether it be a listing agent or a buyer’s agent, whichever you’re working as, what are your top do’s and don’ts you would want new agents to know? 

Eddie Ruettiger: Again, definitely secure the property if I’m on the buy side. If I’m the sell side, make sure the property is available. You see certain properties that sometimes you can only show this property on every third full moon. When that’s a problem, when the buyer’s agent cannot get access to the property, you’re undermining your agent that you’re supposed to be working with, and now their buyers get nervous and now that causes a problem. So, you want to make sure access is available as much as possible. 

Kim Buscher: Yeah, absolutely. Next up on the podcast we’re going to talk with two YPNs to get some more tips on professionalism for our listeners. Who do you have joining us today? 

Eddie Ruettiger: We have Megan joining us today and Rachel. 

Kim Buscher: Perfect.  

Kim Buscher: Rachel Scheid is a REALTOR® with Coldwell Banker Residential in Chicago, where she was the branch manager of their West Loop office providing marketing support, coaching and personalized attention to her agents. Rachel is a current member of our Illinois State YPN Advisory Board, a leadership development graduate, serves on the 2020 Professional Standards Committee, and is very active with her local association, which is the Chicago Association of REALTORS®. In 2018, she was honored with Chicago Agent Magazine’s Charitable Service Award and featured in their 2019 Who’s Who in Chicagoland Residential Real Estate. 

Eddie Ruettiger: Rachel, welcome. So glad to have you on the Illinois YPN Podcast. 

Rachel Scheid: Thank you, Eddie. I’m very excited to be on today. 

Eddie Ruettiger: It’s great that you’re joining us. I’m glad to have you here. 

Rachel Scheid: Yeah, I’m excited. I think this is a really important topic that doesn’t really get talked about a lot in our industry, and especially for newer agents, it’s something that everyone should have access to. 

Eddie Ruettiger: Absolutely. So, you’re training agents, serving on committees like Professional Standards, Chicagoland’s 2019 Who’s Who, you obviously make an impression. What do you credit towards your success in this industry? 

Rachel Scheid: I got in the business when I was 21, which is a very young age to get in the business because not many 21 year-olds are buying and selling real estate. The biggest thing that I did was be involved. I started going to every Chicago Association of REALTORS® event I could. I applied for the YPN Committee for my local association with CAR. I went to every networking opportunity, the free ones, because 21, not making that much money yet. And I think that is truly why I am here and being asked to be on the podcast today, because of all of those different steps that I took at the beginning of my career. 

Eddie Ruettiger: In your opinion, what is one of the biggest mistakes you’re seeing agents make when it comes to professionalism? 

Rachel Scheid: The biggest thing I see in my marketplace is a lack of understanding of what “as is” means for properties. Especially with newer, younger agents to the business, a lot of buyer’s agents, when they show a property that’s marked as “as is,” they’ll say, “Oh don’t worry. We can just handle that during the inspection.” They say “as is”, but they want to sell. So, they’ll get it fixed. And then, a lot of listing agents don’t really explain as is to their clients and what it could mean and what further implications it has down the road, right of marketing a property that’s as is, buyer’s agents hear it screaming “There’s something wrong, there’s something wrong.” So, I think I wish that more agents could really have a better understanding of that so we could serve our marketplace better. 

Eddie Ruettiger: And you’ve seen this make your deals go south, right? 

Rachel Scheid: Yeah, I’ve had it at least seven deals where “as is” isn’t properly…when I’ve represent the buyer, the listing agent doesn’t quite understand it, and maybe the seller ends up feeling like they’re getting screwed out of something so they cancel. I’ve had it where, despite my best efforts to explain to my buyers, the inspector can sometimes throw a wrench and not understand that it’s “as is” and they can make it seem like an unapproachable property. So, I think it’s so important to educate both sides of the deal early on if you’re going to be listing or having buyers sell something as is. 

Eddie Ruettiger: Give us some do’s and don’ts you tell agents in your office, whether it be working as a listing agent or as a buyer’s agent. 

Rachel Scheid: The biggest do that I have is always be nice, which sounds so quaint and easy. But if you’re in real estate, you know that it’s not always easy to be nice or to be the nice one. But I think a lot of agents are rude and cutthroat to each other. They feel very competitive and the way that I train my agents is you’re not competing against anyone but yourself, to be better than you were yesterday, last week, last year. There’s plenty of business to go around to everybody. That’s one of the things I love about YPN actually, is it’s introduced me to so many agents. In 2019, every multiple offer I wrote, it was with the listing agent who I knew personally, and I was able to win all of my deals for my buyers because of the networking I had done and the fact that I’m nice to all the REALTORS® I meet, because you never know when you’re going to be on opposing sides of a deal. 

Eddie Ruettiger: I absolutely agree. I have a saying in my local association, it’s always easier to do a deal with someone you know than someone you don’t. So, get involved. 

Rachel Scheid: Exactly. 

Eddie Ruettiger: So, it really does make a process a lot easier. What are some small courtesies that you think can go a long way within those? 

Rachel Scheid: My two that I always recommend is smile. And I know, again, it sounds quaint and silly, but I always say 99% of the time when someone has a bad attitude, it has nothing to do with you. We have no idea what people are going through in their personal or professional lives. And I have found that if I enter a property with the listing agent and say I’m running a few minutes late and they’re a little testy, a little smile, and a thank you so much for being patient for my buyer and I changes that appointment dramatically. 

Rachel Scheid: The other thing that I think is super important is talking with a listing agent on how they like to be talked to. I ask all of my clients, “What’s the best way to communicate with you?” And about three years ago, I started asking agents, say, “Hey, I just submitted an offer for your listing. What’s the easiest way to get in contact with you? Is it email, text or call?” And right then and there, I think the listing agent feels like, “Wow, this person is willing to work the way that’s best for me to work.” 

Rachel Scheid: And then, I’m not the agent blowing up their phone every five minutes, I’m just shooting them a text every couple of hours. “Hey, have you heard back from your seller?” I’m easy to work with in that sense, and people then want to work with your client because they see that you’re going to be someone fun and easy to work with down the road. 

Eddie Ruettiger: You said something earlier about running late and I’m assuming calling, letting the agent know if you’re meeting an agent or letting the agent know so they can let their seller know. 

Rachel Scheid: Yeah, I usually shoot a text if I know. Our industry is so crazy. Sometimes, you can be running late because of traffic or your client shows up 45 minutes late to the first of 10 showings. So my rule of thumb is I let every agent in that list of 10 showings know as soon as I know that we’re running late. And I like to text because it’s timestamped, and it’s usually easy for them to screenshot it over to a seller. 

Rachel Scheid: Another part of that is vacant homes. That’s one big don’t I have with all of my agents is if you have a one o’clock showing and you know it’s vacant, that does not mean you can access it at 3:00 PM, that’s unacceptable and illegal actually. And it’s against license law. And I don’t think enough REALTORS® understand that and they think, “Oh, it’s vacant. No problem.” 

Rachel Scheid: Well, I’ve entered vacant homes thinking it’s vacant and there’s somebody there, which is a safety risk for everybody involved. So, I still text agents, even if it’s vacant. I’m like, “Hey, we’re running late or we’re running early. Would it be okay if I access the home? From the photos it looked vacant, but I just want to ask.” And almost every REALTOR® is like, “Yeah, duh, it’s vacant. Go ahead.” But I now have it in writing and timestamped. So, if anything happens down the line, keys go missing, something happens on the property that’s discovered later, I can be able to show I was given permission to access at that time. 

Eddie Ruettiger: And more importantly too, even on a bank owned property, which are almost always vacant, there’s still an owner, the owner’s the bank, but there’s always an owner and the owner should get to control when someone is in their property. 

Rachel Scheid: Exactly. How would you like it if someone walked in while you’re showering? Probably not very much. 

Eddie Ruettiger: No, as an agent, that’s actually happened to me. I didn’t like it either, but they were notified, “Hey, guess what? We’re coming.” And they decided to jump in the shower thinking, oh, I’ll be in and out because whatever. 

Rachel Scheid: Maybe they wanted to show the buyer the shower works. 

Eddie Ruettiger: That could be it, I don’t know. I wanted to do want to switch gears and talk a little about social media and professionalism. I know you’re very active on social media. What is something you tell agents to always remember when it comes to this form of communication online? 

Rachel Scheid: That’s a really good question. There’s always going to be competing agents and companies, and unfortunately social media, the bad side of social media is that you can express your frustrations and your angst very quickly and to a large audience. And I’ve seen far too many REALTORS® that are friends of mine posting about XYZ company or the agents that XYZ has at their company. And that’s just a huge no–no. 

Rachel Scheid: First of all, you never know what’s going to happen in your life. You might end up joining XYZ company later, you don’t know. But I just think that we can’t be bashing other companies just because of how they practice business. That’s a huge problem in our industry.  

Eddie Ruettiger: Let’s end it with one practical wish you wish everyone knew to start their career. 

Rachel Scheid: I wish everyone understood how much prospecting is going to be the keystone for your business. I think it’s the last thing on every agent’s list for the day, but it should be the first, get it out of the way, get it done, and you should not stop calling until you have an appointment. 

Eddie Ruettiger: Excellent advice. Rachel, thank you for your time and joining us on the YPN podcast. Those are some excellent tips and insights today. 

Rachel Scheid: Thank you, Eddie. Glad to be here. 

Kim Buscher: Next up we have Megan Beechen, a REALTOR® with Realty Executives Elite in Lamont. Megan is a very active member with her local association, Mainstreet Organization of REALTORS®, where she is past chair of their local YPN board. At the state level, she currently serves as a 2020 vice chair of Illinois YPN and was accepted into the 2020 Leadership Development class. And in 2019, Megan was named to the National Association of REALTORS® 30 under 30 class. 

Eddie Ruettiger: Welcome Megan. So glad to have you here on the Illinois YPN podcast. 

Megan Beechen: Thank you so much. I’m super excited to be here. 

Eddie Ruettiger: In your opinion, what’s one of the biggest mistakes you see agents making when it comes to professionalism? 

Megan Beechen: Honestly, I would say it’s some very basic mistakes. A lot of it has to do with showings. In my marketplace, I’ve seen a lot of agents accessing properties when they shouldn’t be, maybe at a different time than they have confirmed, or maybe they don’t have a confirmed appointment at all if it’s a vacant property. I’ve seen some of that where agents assume that they can just go right in just because it’s vacant or it’s a go and show. And that is not the case because sometimes sellers have alarms, they may have a tenant in there, you never know what the case is. And so, it’s a very, very big mistake to just access a property without permission. 

Megan Beechen: And then, also I also see a lot of professionalism issues on social media. Agents that might be talking too freely about maybe the offers that they have in or what they’re doing when they’re working with a client, maybe giving too much away about a certain client. I feel like there is a point where it becomes almost too free flowing the information and we should keep ourselves in check as far as what we’re sharing about different transactions that we’re in on social media. 

Eddie Ruettiger: I do feel like you always should be truthful to the other agent, but sometimes newer agents forget the fact that they can say, “I’m sorry, I cannot disclose that.” Do you find that sometimes as a problem? 

Megan Beechen: Yeah, and especially with the newer agents, they just want everyone to like and respect them. And they’re just starting out, so you want to be friendly with the other agent. Obviously, you always want to be friendly with the other agent on the other side, but you can definitely say too much, so just keeping in check what you’re telling the other agent. You, at the end of the day, are representing your client and your client only. So if whatever you say is going to damage the image that your client wants you to be presenting about them or in any way affecting if they could get the property or anything at all, then you should definitely  and just say, I don’t know or I don’t want to answer that or my client hasn’t given me permission to answer that. Something like that. 

Eddie Ruettiger: Give us some do’s and don’ts you tell agents in your office whether they’re working with buyers or sellers. 

Megan Beechen: I would put yourself in their shoes so everyone, at some point or another, is a buyer or a seller themselves. Again, treat these people as you would want to be treated. When you have showings set up, be courteous of the time that you’ve scheduled, and if you’re running late, a heads up or a phone call to the listing agent goes a huge way. 

Megan Beechen: And another one too, if you happen to run into a seller when you’re on a showing, being professional with that seller as well, that might not be your client, but I have had instances where my sellers were leaving the house, the buyer’s agent showed up early with her client and she was getting a little testy with my seller about showing the home. My seller had a very bad taste in his mouth about REALTORS® in a way after that because she really wasn’t giving him any kind of professional courtesy. So really just being professional with anyone that you come across and treating them as you would want to be treated. 

Eddie Ruettiger: I always take the view is you’re always negotiating at any point for your client. Whether you’re on the buyer or seller, every time I talk to an agent, if it’s involved with another client, you’re always negotiating. Have you seen some of those aspects when they get the bad taste in their mouth take the deal and turn an offer or turn a possible deal and make it go south where it doesn’t come together? 

Megan Beechen: Oh, absolutely. Think of it this way, you are the spokesperson for your client, and if you are coming off in a way that is rude or unprofessional and the sellers don’t like that, it’s reflecting onto your client. Even though your client could be the sweetest person in the world, if you’re coming off not that way, that is how the sellers might see it. And it could have a huge detrimental effect on your future negotiations with that particular person. 

Eddie Ruettiger: Let’s switch gears and talk a little about social media and professionalism. I know you’re very active on social media. What is something you tell your agents to always remember when it comes to online communications? 

Megan Beechen: Absolutely. Anything that I post or share or anything that I will do on social media, I always have the mindset of if a potential client was looking through this, would they take offense to it? Would there be something wrong with it? Always keep in mind that your clients are watching you online, your future clients, your past clients, everyone. Even though you might not think that they are, people that you are interviewing with, they’re looking you up online. They might be looking you up on Facebook and they’re trying to see if you’re a match for them. And if you have anything on there that rubs them the wrong way, whether it be political or distasteful, anything like that, you could be eliminated from the running before you even talked to them. So always keep the mindset that they are watching you. 

Megan Beechen: You should be posting only things that are going to present you as a professional and definitely stay away from any kind of political topics because no matter what you do, you’re going to be offending probably half the population who is seeing those posts.  

Eddie Ruettiger: Let’s end with one tip or one piece of knowledge you want to give to anybody that’s starting off. 

Megan Beechen: Sure. One thing that I wish I would’ve started back when I was first starting, and I was working primarily with buyers when I first started, over the years, I’ve developed a style and as I’ve grown as a REALTOR®, I’ve recognized the importance of a professional offer package. And really, it will go a really long way if you put together a very clean, crisp offer for the sellers or the seller’s agent as a buyer’s agent. 

Megan Beechen: What I mean when I say that is I always, for every single offer, I have a buyer letter, which is just a quick summary of the offer highlighting my buyers, the great parts of their offer, what they have to bring to the table, not sharing too much, but just enough to make it relatable to the sellers. And then, I package that with the offer, the signed disclosures and the preapproval all in one PDF and I send it over in a very nice clean email. 

Megan Beechen: I have found that in multiple offer situations that I’ve been involved in, there was one time where we were one of 12 offers. We were not cash and there were cash offers and we were not the highest price. But the agent told me that he actually took our offer because of my professional package and he just knew that it would be a smooth process working with me and my buyer. And so, he recommended to the seller client to take our offer even though there were cash offers on the table, there were higher offers on the table, but he knew that it was going to be a nice, clean offer and process working with us. So, I think it really goes a long way when you compose a professional package and you’re working for the buyer clients. 

Eddie Ruettiger: It goes back to that saying we’ve heard how many times, “It’s not always about price.” Sometimes, it’s about less stress. Sometimes, it’s about making sure the deal closes. 

Megan Beechen: Right. 

Eddie Ruettiger: 

That’s exactly what it looks like you’re doing. Megan, thank you very much for your time today. 

Megan Beechen: 

Yeah, thanks so much for having me. 

Eddie Ruettiger: 

Excellent. Have a good day. 

Megan Beechen: You too. 

Kim Buscher: We want to give a big thank you to Eddie, Megan and Rachel for joining us, taking time out of their busy schedules to share some really valuable insights and tips. 

Eddie Ruettiger: We got a lot of great information today. Kim, where can we go to get some more resources on this topic? 

Kim Buscher: They can visit www.illinoisrealtors.org/ethics to get resources from our professional standards toolkit, including the Raising The Bar download, which gives guidelines to help both new and veteran realtors enhance the relationships with colleagues and clients. 

Eddie Ruettiger: I really suggest checking out the ethics section on the website. The toolkit Kim mentioned is a very helpful resource. And before we wrap this up, I personally want to invite our Illinois REALTORS® to get involved with YPN. YPN is all about connecting with other realtors and staying on top of the latest trends and tools. 

Kim Buscher: Absolutely, Eddie. To learn more, connect with us on Facebook @IllinoisYPN, and you can find YPN online at www.illinoisrealtors .org/ypn. 

Eddie Ruettiger: There’s more likely a YPN board with your local association, so be sure to reach out to the local to find out more networking opportunities and information on your local YPN. 

Kim Buscher: And lastly, just be sure to check out our series of YPN podcasts there to help the new agents be successful. You can find episodes on networking, another “I wish I knew then” about the first year of the business, and the industry partners. And with that, that’s a wrap. Thanks Eddie, and thank you all for tuning in. 

Eddie Ruettiger: Thank you.