Everywhere all at once: Automating engagement with Ryan Young

HousingWire

In this sponsored episode of Power House, Diego sits down with Ryan Young, the CEO and Co-Founder of Fello. Ryan shares his transition from a professional chef to leading the number one real estate team in Ohio, and how trying to solve the pain points of that team led him to create Fello.   Ryan talks about how Fello is revolutionizing real estate and mortgage sectors by turning stagnant databases into usable, dynamic assets using AI-driven automated processes. This approach not only enriches CRM data but also identifies valuable prospects, sets appointments, and much more. Tune in to learn how to harness the full potential of your data and stay ahead in the digital age.   Here’s what you’ll learn:   How Ryan Young transitioned from a professional chef to leading Ohio's top real estate team   Why solving his team's challenges led Ryan to create Fello   How Fello revolutionizes real estate and mortgage sectors by transforming stagnant databases into dynamic assets   What sets Fello apart with its AI-driven automated processes that enrich CRM data and identify valuable prospects   Inside Fello’s approach to setting appointments and maximizing data potential in the digital age   Related to this episode:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠   ⁠Fello⁠  https://fello.ai/?&utm_source=housingwire&utm_medium=syndication&utm_campaign=hw_podcast_aug_2025  ⁠Ryan Young | LinkedIn⁠  https://www.linkedin.com/in/ryanyoung20  ⁠Marketing automation is the future — and Fello wants to help | HousingWire⁠  https://www.housingwire.com/podcast/marketing-automation-is-the-future-and-fello-wants-to-help/  ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠HousingWire | YouTube⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠  https://www.youtube.com/channel/UCXDD_3y3LvU60vac7eki-6Q   The Power House podcast brings the biggest names in housing to answer hard-hitting questions about industry trends, operational and growth strategy, and leadership. Join HousingWire president Diego Sanchez every Thursday morning for candid conversations with industry leaders to learn how they’re differentiating themselves from the competition. Hosted and produced by the HousingWire Content Studio.

Transcript

00:00What it shows us is that we're an industry that is built on buyer leads,

00:04mortgage application opportunities, you know, it's, and we, and all of a sudden the journey

00:10just stops there. It's like, okay, you're a buyer lead. Let's focus on buying and nothing else.

00:14You know, it's so good. That's just crazy to me that we're buying and selling home

00:19or helping people buy and sell homes, but we're not, we're not taking their address.

00:30Welcome to Powerhouse, where we interview the biggest names in housing and ask them about

00:36their strategy for growth. I'm Diego Sanchez, president of HousingWire. And my guest today

00:41is a special one. It's Ryan Young, CEO and co-founder of Fellow. Ryan, it's so great to have you on the

00:48show. It is an absolute honor. I'm super excited to spend some time with you. Yeah. I feel like

00:55we both have had our caffeine before this conversation, so it should be a really good

00:59one. You're in the middle of it. That's, that's awesome. The four o'clock cup, you know?

01:04So as an introduction for, for this audience you, you lead and you've led one of the top

01:12performing real estate teams in the country. And I think that gives you a unique vantage point

01:18on some of the challenges that are facing real estate agents today. Tell us more about that.

01:23Yeah. So I have a very unique background, maybe not that unique because I feel like every real

01:30estate agent never aspired to be a real estate agent when they grew up, but I was a professional

01:35chef. I've cooked all over the country. In 2009, I kind of had a quarter life crisis after being in

01:43the restaurant industry for about a decade. And I called my folks who lived in Cleveland, Ohio. And I

01:48said, mom, dad, what do you think about me coming back home and joining you and selling real estate?

01:53They, they were selling real estate as a team and the two of them. And I was 26 years old and they

01:57said, 2009, that's the perfect time to get your real estate license. Come on, come on home, son.

02:03And I learned the hard way really quickly that it was a, it was kind of a rough time, rough market.

02:08But one of the things that I learned in the restaurant industry was that work ethic. We just,

02:14I just outworked everyone when I got into the real estate industry. And then very quickly,

02:18we started to scale a team and push through this really tough market. And before you know it,

02:23we had a team by maybe 2015, 2016 of 25, 30 people. I grew to the number one real estate team

02:34in the state of Ohio, large team. And you know, it's one of those things that it's been a really

02:42fun run on the real estate side. And then ultimately transitioning while I still own the

02:48young team, transitioning to building software where the young team was kind of our core customer

02:53at first and solving a pain point for us, all of a sudden realized this opportunity within building

03:02fellow and the software and kind of the transition into that. But it is really fun to do both

03:06simultaneously, still having the relationship with the young team and being kind of like

03:12the laboratory where we build a lot of the things that we're doing within fellow.

03:16So it's just, it's been this really fun journey over the past 15 years of like scaling and building

03:21the real estate team, transitioning into the software side of things while still doing real estate.

03:26And now ultimately to where we've migrated into now.

03:30So what have you built? What have you built to fill out?

03:33So one of the challenges that I had as a real estate company was just, I would say,

03:40building a moat around our database. And we built this database on the young team through

03:46lead acquisition. And so we were acquiring leads through third-party sources and we'd convert a

03:51very low percentage of them. And then the ones that we didn't convert, essentially, we would just

03:56throw in our CRM and they would go to die, right? And ultimately it creates a lot of constraint

04:02on margin, profit margin, when you're relying on new lead acquisition and third-party lead sources

04:09month over month or year over year in order to scale your business. And so we built Fellow with

04:15the concept of how do we actually help agents and now also loan officers actually monetize their

04:20database, get more out of their database, create a moat around their database, make their database

04:25more defensible, and actually look at their database as an asset versus a liability.

04:29And so we built this incredible software platform that's all AI-driven, that basically ingests someone's

04:37CRM data or contacts and then enriches it with a bunch of vertical-specific data. And then it starts

04:42marketing automation plans, basically, off of those very granular data points. And it's been

04:49unbelievable to see over the past three years since we launched this thing, the scale and magnitude of

04:54what it's become. And once again, it's really powerful because I actually have a real estate

05:01company that is a user of the product to actually be in real-time building products that are solving

05:07pain points for another company that I have where I'm still in the trenches. And so it's just an

05:12interesting vantage point, as you said.

05:15You know, it's really interesting. So do those automations that get spun up as you ingest a

05:21database, are those flagging opportunities for the real estate agent?

05:27Real estate agent and loan officer. And so one of the things that I find is really interesting is,

05:32and we'll talk a little bit more about how AI is ultimately touching both industries and how the

05:38world is changing. But one of the things that I find is really interesting for both in the mortgage

05:43industry and real estate industry is, databases are essentially static tables of information.

05:51They're very one-dimensional. You put in information and that information never changes. But in reality,

06:00let's just say you're a contact to my database and I have your first name, your last name, a phone

06:05number, and an email address. And less than 20% of our customers have an address attached to a contact

06:12when they bring them over to us. And you never change in my database. Your contact information,

06:17unless I manually change it, always stays Diego Sanchez at 123 Main Street. Here's your phone number.

06:25Here's your email. But in reality, our database every day is moving, right? We're in the,

06:30we are helping people buy and sell in home ownership and moving them around. But yet our database is

06:37static. And so what happens to your database when you have Diego who just sold his house

06:41and moved to a new house, but I've had you in my database as the same person for the past seven

06:46years. So it's like, how do we actually create essentially this scrubbing approach or this

06:51dynamic approach to database? And so it's essentially taking you and identifying where you live. And if

06:57you sell that home or you list that home, or if you get a mortgage on that home or a HELOC on that

07:02home, or you refi that home, and it's constantly dynamically updating you essentially so that the

07:08messaging and the marketing that I'm sending to is relevant to where you are now, not to when I put

07:13you in my database three years ago, 10 years ago, et cetera. Yeah. And it, it, it sort of seems obvious

07:19when you talk about it because you are in the profession of moving people out of homes and into

07:25new homes. And yet the database is staying stagnant. So it's sometimes the most obvious things like,

07:31you know, are great businesses. Well, and here's the funny thing. And once again, how this

07:36translates to me being a user, it all started when my real estate company, before we would actually

07:42set an appointment for an agent, they had to actually go into this software that we had that

07:47was basically a criminal, a software that basically identified if the, the, the lead or the prospect had

07:54any criminal offenses. And from a safety standpoint, I wanted to make sure that my agents weren't actually

08:00showing homes to people that had some sort of criminal record, right? Partially liability.

08:05And it was also one of those things that I was like, I just, for our own safety, you're taking

08:09some stranger into a house. I think it's responsible for us to just do a quick background check essentially

08:15and make sure that like, there's no priors that are like significant. So what's interesting is we

08:20had, this is the process. And yet every time we'd go in there, we would just go in and check in and

08:25say this buyer lead is clean, no priors, let's go show them a house. But I kept, all of a sudden,

08:29I kept looking at every time we were doing it, there was an address, their home address sitting

08:33right above it. And we would never take that address and actually go and put it in the CRM.

08:38And so I'm sitting there like, guys, we're, we're buying all these buyer leads. We're showing all

08:41these buyer, buyers houses, but look at how many of them actually have an address that we could go to

08:46the county record and identify that they actually own. Why are we just approaching them as a buyer

08:51when they're also a homeowner? And so we were doing this entire manual process. And then that was

08:56kind of the concept of what if we can just take a database in real time and dynamically enrich with

09:02data to identify, are they the homeowner? Do they still live at that address? Did they move? Do they

09:07have a mortgage? So it was kind of this concept of taking something that my team was doing manually.

09:12And once again, kind of like applying essentially productizing and automation around it to actually

09:18make us very efficient. And it's just completely changed the profit dynamics of our team.

09:23Yeah, this is really interesting. So you, you built this platform for your own real estate team.

09:28For sure.

09:29And then, you know, for more people in real estate, as you expanded the technology business,

09:35but I've heard you now say loan officer a couple of times. So it sounds like you're getting pulled

09:40into mortgage as well.

09:42Well, yeah, so it's interesting. This was never the intention, the intention. I'm a real estate guy,

09:48right? You know, I'm very close with a lot of loan officers and a lot of mortgage leaders just

09:55naturally being kind of a leader on the real estate side. But what's so interesting is that

09:59we work with so many of the top teams and brokerages around the country that they started

10:06coming to us and saying, look, we also own a mortgage company, or I have a JV or a MSA with a

10:12loan officer, and they just keep hearing me talk about Fellow. Can you bring this into the mortgage

10:17industry so our mortgage company can actually do what you're doing for our real estate team? We have

10:22the same problem with our mortgage database. We have, we're under monetizing it. We're under

10:27leveraging it. Essentially, we're not getting as much out of it as we know we can. And Fellow has made

10:33such an impact on our real estate business. We feel like we're missing out because one of our

10:38companies has like this dynamic tool and the other company doesn't. And so at first it was just like,

10:44I don't think that's going to happen. I'm a real estate guy. And finally, you know, after you have

10:48hundreds of people coming to you and it's like the writings on the wall of saying, wait, is there the

10:53same problem in the mortgage industry as there is in the real estate industry? And then I started having

10:58conversations with a lot of my relationships and, you know, loan officers who are friends and kind of

11:03asking them what their process looks like and how they, the way they look at their database and the

11:08way they market to their database. And I just realized that this is not just a real estate problem.

11:12It's a real estate and mortgage problem. And we were so excited that we just launched it.

11:18It completely makes sense to me. You know, HousingWire, we sort of have taken the opposite journey where

11:24we were a mortgage media company that saw that 35% of our audience were real estate professionals.

11:32And so we, you know, we realized that we needed to push into real estate and really it's so

11:37interconnected and it gets more interconnected all the time. And to your point, you know,

11:42there are real estate brokerages that open up mortgage companies and vice versa.

11:47So it's all coming together. It's so synergistic. And, you know, it's one of those things that there

11:52are multiple, there's hundreds, thousands of vertically integrated companies that it's like,

11:57okay, we're touching the customer through this entry point of them coming in through a buyer

12:02lead or through a mortgage application or a pre-approval application. And it's one of those

12:07things that it's like, we can help essentially service the customer journey through all these

12:13different touch points. And it's one of those things that it's like, we work with now a lot of

12:18loan officers that essentially aren't in the real estate industry because they've started to see

12:22other, other loan officers, other mortgage companies essentially starting to use us and

12:28hearing about us, but it's been really special. And it's been really fun for me because the real

12:35estate, I know so intimately, you know, it's like, I just, I've been in the trenches for the past 15

12:40years. The mortgage side has been, I feel like I'm like a kid again. I'm like, I'm like in school,

12:48I'm learning, I'm like obsessed with the consumer journey and the different product offerings and

12:54the differentiations between, you know, different mortgage brands and brokers versus IMBs versus

13:00credit unions and all these different, you know, it's like all these things we're going really deep

13:04in. And it's a totally different sales motion and it's a different customer profile. And it's like,

13:10and I've become obsessed with it now, which is a lot of fun, especially, I know, you know,

13:14we only launched fellow less than three years ago and which is still kind of in the honeymoon phase,

13:20but it's fun to be like, not necessarily reinvigorated, but so infatuated with kind of

13:26like this new audience that we're really starting to go deep in. And it's, you know, it's, it's just,

13:31it's, it's clicking very quickly. Well, you're, you're refreshing your entrepreneurial journey,

13:36which is, which is really cool. I loved, I love to hear that. All right. So we talked about

13:41how fellow helps turn static databases into dynamic databases, living databases. Very interesting to,

13:52you know, the real estate professional and to the mortgage professional, both sales professionals

13:57have spheres that they want to grow and that they want to capitalize on. So tell me about some of the

14:05opportunities that come up for real estate agents and loan originators when you turn your database from

14:15static into dynamic. Yeah. I mean, I think the biggest one is just the, the, the lack of awareness

14:23around the home ownership in the database. I would say that's the number one and I'll just give you an

14:28example. So fellow is incubating about 50 million contacts on behalf of brands, top brands all over the

14:35country, 25,000 users. And of those 50 million contacts, when they first get synced into our

14:43platform, less than 20% of them have an address attached to them. And to me, that's like mind

14:49blowing, right? Like in what it shows us is that we're an industry that is built on buyer leads,

14:55mortgage application opportunities, you know, it's in, in we, in all of a sudden the journey just

15:01stops there. It's like, okay, you're a buyer lead. Let's focus on buying and nothing else.

15:05You know, it's so good. That's just crazy to me that it's wild, right? We're buying and selling

15:10home or helping people buy and sell homes, but we're not, we're not taking their address and

15:14we're not taking their address. And so, and we're a pretty large sample size, you know,

15:1850 million contacts that we're incubating. Right. And so when they come into fellow less than 20%

15:24have addresses. And then ultimately when we go through the enrichment process that we identify,

15:29like just under 60% of them are actually homeowners. And so, as you can imagine it is such a missed

15:36opportunity. When you look at a miss of a key data point of does this prospect own a home? Yes or no.

15:45Right. And we'll start there. Okay, great. Let's take them down. Let's just say roughly 60% of them

15:50do own a home. All right. Now we can branch out to all these different data points of like,

15:54do they have a mortgage on that home? How many mortgages do they have on that home? How much

15:59equity do they have in that home? How long have they lived in that home? You know, and it's like

16:02all these different data points that now you can really start to make very intelligent assumptions

16:10on the way you should market to that person based on whatever offerings you have on the mortgage side.

16:15Potentially it's a refi or it's a purchase as soon as they list that home, or maybe it's a HELOC or

16:20whatever the product is, right? Consolidation, cash out refi. On the real estate side, it's focusing

16:26on, okay, here's someone who's lived in their home for X amount of time. They've seen Y amount of

16:30appreciation, which means they've seen their equity grow. Maybe it's now the opportunity for them to

16:35cash out and sell and move up or move down based on how long they've been in that home. And so it's

16:40like, it's just really interesting that when you take all these different data points that are right now

16:44completely underutilized and under leveraged in both industries, you can all of a sudden start to

16:50become a lot more intentional from a sales and marketing motion of the way you actually get

16:54value out of them. Tell me how you're incorporating AI into the fellow product to make the agent,

17:02the real estate agent or the loan originators life easier. Yeah. I mean, AI is everything and we are

17:10not only it's touching every inch of our product, but also it's touching every inch of our internal

17:18organization operationally as well. We don't just push out AI features or buttons because we think

17:24they're cool. We believe so much in them. And it's like, we're focusing on how does AI actually change

17:29how we operate as a business as well? Not just building a product to say, you go use AI and we're

17:35going to continue to work the way we've been working for the past 25 years since our 30 years,

17:41whatever it's been. But something that's really important is from an AI perspective is ultimately

17:47the natural language ability to navigate through a platform. And what I mean by that is we build

17:54really complex technology, but leverage AI to make it very easy to use. And so I can just type into

18:00fellow ask AI, basically show me anyone who's been in their home for over 10 years that doesn't have a

18:07mortgage on their property. And that whose home is appreciated by more than 50%. And it literally

18:13just, I type it in, hit enter, and it literally just filters down all the people. And then we only

18:18do it in this zip code for homes over a million dollars. All right, great. Now type in, I want to

18:23launch a marketing campaign to them about this. So it's like leveraging the natural language component

18:29is become really, really important to us because ultimately marketing automation and sales automation

18:35is hard technically. When you build something really complex, you need to ultimately make it

18:41very user-friendly and AI allows us to do that. The other thing that's super important is I mentioned

18:47we're incubating about 50 million contacts. As you can imagine, when you have that type of visibility

18:52from a data perspective of what's happening from those 50 million contacts, who's engaging with what

18:58emails, the different behaviors, the different data points, it all of a sudden allows us to

19:05create assumptions, leveraging intelligence on, or I guess I should say insights on who's thinking

19:12of transacting, who you need to get a message in front of that's very high intent, who you need to

19:18increase the frequency of your message to. And so we automate all of this based off of our learnings,

19:24leveraging intelligence of saying, hey, we're seeing people that have been in their homes for over

19:28six years, that refi back in 21, that have X amount of equity. And we're seeing this across a

19:35very large sample size are starting to actually transact, whether it's whatever the product or

19:42transaction type is. So all of a sudden that recommends certain marketing campaigns based off

19:47of that cohort, because we're leveraging all of this intelligence across more of a macro viewpoint.

19:53And it makes us really smart and how we're ultimately recommending who is most likely to

20:00transact. And it's just, it's incredible how it gets smarter and smarter every day,

20:04the more data that we feed it. It's super interesting. So one of the things that happens

20:11in real estate in particular is a realtor or a real estate agent gets to the end of their career

20:19and they've built up this database. And then what do you do with it? Right? It's a powerful database.

20:28They've done a lot of business in that database. But how can Fellow help real estate agents

20:35with knowledge transfer, with database transfer, as those professionals approach retirement?

20:42Yeah. I mean, I think both in the real estate and mortgage side,

20:49I think the database is the most under leveraged asset that is just, there's so much value in it.

20:58And so for essentially people that are ultimately leaving the business, I think that is one asset that

21:05they can actually monetize on their way out. And so I do think you will start to see more transactions

21:12around, whether it's through some sort of, you know, there's all kinds of strategic economic models

21:18on ways for you to transition or sunset an agent, a loan officer's business out to someone, you know,

21:24that's ultimately wants to ingest it. But what I think is interesting from a knowledge transfer

21:29standpoint is because we have the ability to enrich with all of this data, it all of a sudden changes

21:36the dynamic of the relationship with the customer. The customer or prospect within your database,

21:42it used to be really focused on what I would consider is irrelevant marketing. That is, don't

21:49forget to set your clock back, right? Here's a recipe on banana bread. Like nowadays, no one cares

21:57about that, right? Like that used to be really interesting 10 years. Here's the, you know, I live in

22:01Cleveland. Here's the Cleveland Brown schedule on a magnet that goes on your fridge. It's like

22:05nowadays, like that, that doesn't really, you don't need that anymore, right? Now what you need to do is

22:12provide them really relevant information. And that from a knowledge transfer standpoint, I feel like

22:17that supersedes or trumps essentially, ultimately all of the relational side of the transfer of the

22:26database. And so what's really important is it doesn't matter who's sending who a message, as long

22:34as it's really relevant, all of a sudden it'll be received. Well, if I can send someone from my brand

22:39that maybe doesn't have as much brand equity or within the relationship of the stakeholder,

22:45if I can send them something that is really important to them, that is an offer to them or something

22:51of value, all of a sudden it will be received really well. That makes a ton of sense. So

23:00you just recently are pushing into mortgage, which is really exciting. You have a thriving business on

23:09the real estate side. What's next for Fellow in terms of your platform and the AI that you've

23:17integrated into your platform? Yeah. So it's interesting. This is a huge announcement we

23:23just made in the last 30 days. So Fellow does an incredible job ingesting the database, enriching

23:33it with all this new information dynamically. It keeps doing that and then automating and creating

23:38engagement with the database, right? We used to joke that, or I used to joke that basically when I

23:44talked to a prospect, I said, it's a 50, 50 relationship. I'm going to take your database.

23:48I'm going to provide you with all this data on it. I'm going to get you all this. I'm going to create

23:52all this engagement. That's my 50% of the way. I need you to meet me the other 50% by calling them,

23:58setting an appointment with them and converting them and closing them. And everyone's like, yeah,

24:02yeah, of course that's you. You, you make my database raise their hand. I'll call them. I'll close

24:07them. Well, what happened was I got them to raise their hand. And then all of a sudden loan

24:12officers, agents are like, well, I got busy. I didn't call them back. And it's like, but it's

24:17a 50, 50 relationship. I make the engagement. You have to get them on the phone and ultimately

24:22close them for the opportunity. And they're like, well, I'm busy and it's spring market and da,

24:26da, da, da. So it's like, huh? Okay. We're, we're creating all this engagement. We're showing all this

24:31insights and creating all this propensity of saying this person's going to transact. All you have to do is

24:36get them on the phone. And we still can't get our users to get them on the phone and we can't control

24:42that. And we want to ultimately help them create more profit out of their database.

24:46So we've been going very deep and saying, what if we actually called them for them? And we're not

24:53going to call them by essentially standing up a call center. It's 2025. We're in the AI revolution,

25:00the AI boom. What if we had conversational AI or voice AI and SMS essentially reaching out to their

25:07database and actually setting appointments, doing live transfers, creating applications,

25:13doing all of this for them. So what we're so excited about is in the second half of the year

25:18is introducing this voice AI component that says, we're going to take your database, whether it's

25:23cold, new, the entire thing, we're going to enrich it with all this really vertical specific data.

25:29We're going to start to create all this engagement and get it to bring it back to life,

25:33and get your database really engaged in your brand and excited and opening emails and clicking

25:39on dashboards. And then we're going to call essentially the people that are most engaged,

25:44and then we're going to actually transfer them over to you or set an appointment for you,

25:49whatever you'd prefer. And so we're building these just wild human-like voices and experiences

25:56and conversations. I literally, last week, I was like 10 o'clock, I'm laying in bed with my phone on

26:02my chest, my wife laying next to me, and I'm talking to one of our voice AI, and I'm just

26:06having a conversation. And she's like, this is so weird that you're like sitting here just talking

26:10to it. And I'm like, but it's so real and it's so good. And it's like, I'm almost talking to like

26:15someone I enjoy having a conversation with. And that's what we're really excited about is going

26:21so deep in not only being able to create the engagement, but actually be able to start talking to

26:26the prospect, asking them great questions, discovering what their motivation is, and then ultimately

26:31bringing them warm or live over essentially to our users. So now it's a 75-25 relationship. Now I

26:38just need them to close them. And it's like, I think that's as far as I take it.

26:42It's adding a lot of value. And I love the organic nature of the way that you're growing your business.

26:47The tech platform comes out of your real estate team and solving problems on your real estate team.

26:52The push into mortgage is very organic. And then you're creating all this opportunity,

26:56and now you're helping people warm up that opportunity. It all kind of makes sense and

27:00is very organic. Ryan, thank you so much for joining me today on Powerhouse. This has been a

27:07really interesting conversation. Yeah, this has been awesome. And I'll just, you know, one of the

27:11things I think is really important is it's our responsibility to be problem solvers, right?

27:20You guys at Housing Wire are problem solvers. You're essentially distributing information that people

27:25want to know and want to learn and want to hear about, which ultimately helps them solve problems.

27:29And it's my job building software to listen to our customers and users and identify what are the

27:35pain points. I'm also a user. And so it's like articulating what my pain points are currently

27:40and continuing to solve those problems and build great software around it. And I think as long as both

27:45of us continue to do that, we'll continue to ultimately have raving fans and continue to enjoy

27:52what we're building for a long time to come. What a great mission statement. Thank you so much,

27:58Ryan. Yeah, this has been a treat.

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