Compass team leader Gretchen Coley on building a lifestyle brand

HousingWire

This week on RealTrending, Tracey Velt talks with Gretchen Coley, leader of The Coley Group at Compass in Raleigh, North Carolina. Tracey and Gretchen dive into how she scaled her team from $3 million to $214 million in just five years, the power of video storytelling in real estate and her innovative "Best of Raleigh" platform that transformed how she connects with her community.  Gretchen shares how her background in new home sales shaped her approach to educating agents, why she invested in two full-time videographers and how a pandemic pivot led to creating a lifestyle brand with over a million podcast listens.  Here’s a glimpse of what you’ll learn:  How she grew from $3 million to $214 million in volume in five years  How the "Best of Raleigh" platform started during COVID and became a community phenomenon  The leadership lessons learned from rapid team growth and maintaining culture  Why luxury real estate is about lifestyle integration, not just price point  How AI integration and content optimization are shaping the future of real estate marketing  elated to this episode:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠  ⁠The Coley Group | RealTrends Verified⁠ https://www.realtrends.com/team-profile/thecoleygroup-northcarolina-compass/ ⁠The Coley Group⁠ https://thecoleygroup.com/ ⁠Gretchen Coley, Real Estate Agent - Compass⁠ https://www.compass.com/agents/gretchen-coley/ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠HousingWire | YouTube ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ https://www.youtube.com/channel/UCXDD_3y3LvU60vac7eki-6Q ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠More info about HousingWire⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ https://lnk.bio/housingwire  The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

Transcript

00:00Are you looking for a great lead generation idea?

00:03Today, I spoke with Gretchen Coley.

00:05She is the leader of the Coley Group in Raleigh, North Carolina of Compass.

00:10And she talked about her lifestyle site, Best of Raleigh.

00:14Not only is it a site, it's a podcast.

00:16And she has done some really incredible things with it and has gotten a ton of business from

00:24it.

00:24But more than that, it's given her a lot of goodwill in the community.

00:28Her team is number four by side in the state of North Carolina and number two by volume,

00:35according to Real Trends Verified.

00:37And you'll get some great advice from her for how to do this in your own community.

00:43So enjoy the podcast.

00:44Gretchen, thanks for joining the Real Trending Podcast.

00:47Thank you so much for having me.

00:49I'm excited to chat with you today.

00:51Yeah.

00:51So I want to start kind of with your team and talk a little bit about, you know, give

00:58me a little background on it, how you scaled, what kind of carried you through your growth

01:03and what decisions you might have made that have really taken you through to growing your

01:10team.

01:11Well, it's a great question.

01:13I love to start here.

01:14You know, first and foremost, we, I had been in real estate for 25 years.

01:19I started in 2000 in new home sales and really built a really incredible sales perspective

01:27from selling on site, from just directly with builders to custom neighborhoods that were

01:33master planned with a custom builder team.

01:35So I've seen that side of the business from a lot of different ways.

01:39When I came into general brokerage in 2016, I was no longer talking to buyers who were

01:45walking in my model anymore.

01:47I was talking to agents who oftentimes didn't know as much about the neighborhood the house

01:52was in or the house itself as I did.

01:55So I quickly figured out that I needed to lean into that conversation with the buyer and

02:00also helping to educate the agents who were showing my homes upfront so that when they opened

02:05the front door of that home, they felt like a rock star.

02:08They felt like they knew it and that allows them to shine in front of their clients.

02:13So in 2016, we leaned into video.

02:16I was one of the first people in Raleigh to actually film listing videos for every single

02:24house that we did with a professional videographer.

02:27And basically I did exactly what I did in the sales models.

02:30I value proposition, the neighborhood, the area, the house, all of the lifestyle components

02:36that you gain from living there.

02:38And we leaned into that.

02:40So in 2016, we did $3 million in business.

02:43Last year, we did $214 million.

02:46So we've had a very quick scale and actually started the team itself, meaning just more than

02:55one agent in one agent in 2019.

02:58And we were able to take advantage of the fact that we were one of the first teams in this

03:03market to really lean into video like we did.

03:06We had an on-staff videographer that started in 2019.

03:09So we really leaned into education, helping clients understand the Raleigh lifestyle and

03:16helping them navigate a really tricky situation because we have so many people moving into our

03:21market.

03:22Then it was about 70 people a day and now it's about 56 a day.

03:26So our team is around 30 people.

03:29We have 19 producing agents and then we have a professional staff that helps with all of

03:36the intricate pieces of the real estate transaction.

03:39That's amazing.

03:40You know, it's really interesting with video that you actually hired a videographer.

03:45I don't hear even now of many that actually hired, they use services in that, but to actually

03:54have one on staff is amazing.

03:56So, yeah.

03:57Well, thank you.

03:57We have two now because it is such an important part of our business.

04:02Yeah.

04:02And the reason that I hired for them is because I do think as agents and team leaders, we can

04:08sometimes be a little bit short-sighted, right?

04:10We're looking at dollars and cents for every single listing.

04:12But in 2018, I spent over $45,000 on third-party video services.

04:19And so I said to myself, wow, you know, if I'm spending this much, I can spend a little

04:24bit more and bring this in-house and be able to do more.

04:27Yeah.

04:27Makes a lot of sense.

04:29And you say that your model is kind of concierge-level service.

04:34So other than the videos, how do you operationalize that?

04:39And tell me a little bit more of what that means.

04:42Well, that is a huge part of how we do business.

04:46We've created systems that allow us to scale personalization so we can really make sure

04:52that we're matching our energy with the energy of the client.

04:55Every team member from our listing managers to our client care coordinators, they have

05:00specific roles that they are trained to anticipate needs before they're voiced.

05:05That is a huge component to me in luxury.

05:08For me, luxury is not price point.

05:10It is experience.

05:11And then we pair that with curated vendor lists, lifestyle guidance, and ongoing support long

05:17after the transaction closes through our Best of Raleigh platform.

05:22And, you know, really in scaling any size team, when you're doing 300, 400, 500 transactions

05:29a year, those are relationships.

05:31And if you treat every single one of those like their relationships, and you proactively anticipate

05:39the needs of your clients with systems and processes, and you help make sure that every

05:43step feels effortless and tailored to them, no matter what the client is, that is a recipe

05:49for winning.

05:50And, you know, the reason that we really leaned into a professional staff is because we wanted

05:56the process to be the same.

05:58Now, is it the same at 300 as it is at 5 million?

06:02No.

06:02There are different nuances.

06:04But they're working with the same listing manager or the same, the buyer closing coordinator.

06:11They're working with the same marketing team.

06:13They're working with the same inside sales team.

06:15So really having specialists that allow our agents to just service the clients and build

06:22into that relationship, negotiate, and help prepare their homes for market and find off

06:27markets is really what we believe is a concierge level service.

06:31Yeah, and I want to talk about the, like the video storytelling that you do, because I feel

06:40like you talked about the relationships that you're building and that every one of those

06:45clients is a relationship.

06:47And it seems that you're using the video to continue that relationship along with other,

06:52obviously other, you know, activities.

06:55But tell me a little bit about how you storytell through your videos or how you, you know,

07:01you built a platform.

07:03I guess we could go into the best of Raleigh.

07:04So let's talk about that.

07:06You built a platform and to highlight the local businesses, culture, and to really get that

07:13stickiness with the people that you work with.

07:15So talk to me about how that came about and what you're doing with it.

07:19I love this story.

07:20Thank you for asking that question.

07:22You know, video storytelling for me has been transformative for my business.

07:27So during the pandemic, for the first two weeks during the shutdown, I just cried on the couch

07:32every day thinking that this beautiful business that I'd worked so hard to build was over.

07:37And I looked around at my friends who had brick and mortar businesses, and I realized that

07:41they were really the ones who were really affected.

07:44Like we actually got to go back to work.

07:46We actually got to, you know, help people transact.

07:50And I had already hired an on-staff videographer, which was hard to do.

07:54And then even more so hard to keep during a time like that when you're unsure of what's

07:58happening.

07:59So my videographer, Damien and I, we went out to my friends' businesses and we filmed videos

08:04in their business talking about how they could serve the community during COVID, how they were

08:10changing their models to help, and how you as a consumer could help that business during

08:16COVID.

08:16And that started the best of Raleigh.

08:18That's what we called it.

08:19We went to the best people, places, and businesses in Raleigh that you need to know, do, and trust,

08:25and do business with.

08:26And we highlighted them.

08:28Well, that was a raging success.

08:29And in November of 23, we turned that into a longer form podcast.

08:34Because what we found was people loved watching those little five-minute videos, but they really

08:39wanted to get to know the person that owned the business.

08:42They wanted that relationship, which really fit my model, right?

08:46So we turned it into a podcast.

08:49We started doing 15-minute, 30-minute sessions.

08:52And we've had over a million listens to that podcast.

08:55So that has become a raging success.

08:59And we turned it into a platform where there's a website called The Best of Raleigh, an Instagram

09:04page called The Best of Raleigh.

09:06And we really highlight the businesses, the people, the places that you really should know

09:12and love in Raleigh.

09:13And it's become something that's really a passion project and very community-driven and

09:19focused.

09:19Because people aren't transacting in real estate, but every five to seven years.

09:24So if you really want to have a relationship with your clients, you have to figure out creative

09:29ways to help serve them and add value during those times of gap.

09:34And so that's really the reason behind The Best of Raleigh.

09:40And the magical piece of it is, you know, I'm starting to be recognized for hosting The Best

09:45of Raleigh, not so much for real estate.

09:47And so it's kind of shocking how that transition has happened.

09:51But it's a place that has vetted vendors that are very high level that believe in relationship

09:57and a concierge level service.

09:59And so you can't just become an, you can't just join The Best of Raleigh.

10:02You have to be invited.

10:04You have to have work with our team.

10:06And in fact, most of the people that are a part of The Best of Raleigh right now are

10:09people that I've had personal relationships with.

10:11So tell me some success stories.

10:13You know, whether it was a business that ended up like thriving because of this or people

10:20who came to you to buy or sell through the platform or through listening to your podcast

10:26or watching those videos.

10:27Yeah.

10:28So we have people all the time who call our office and they're like, I want to work with

10:32Gretchen.

10:32I feel like I already know her.

10:33I've already gone to Glow to V.

10:35I've already gone to Cucciola and had a great meal.

10:39So we get a lot of calls like that.

10:41But we're also getting, we're able to help our vendors and our businesses promote what

10:48they're promoting.

10:49So if they're doing a huge sidewalk sale, we're able to promote that and our clients end up

10:55going there.

10:56So a great story is Skin Farm is one of our partners.

10:59They opened in Raleigh about a year ago in a brand new building here.

11:02We ended up putting together a partnership with them and doing a client Galentine's event.

11:09So the week of Valentine's Day, we invited all of our clients to come and have drinks,

11:15cocktails, do many consults.

11:17They got a beautiful gift bag with a couple of curated items from Skin Farm and they got

11:2220% off of any service that they booked.

11:24Skin Farm ended up booking more services from that event than they have through any of their

11:29events in any of their 11 locations at the time.

11:33And our clients, oh my gosh, they felt so special being able to go in there and get to know all

11:39the girls and understand what some of their concerns are and be able to really have that

11:46while they're with other women in a very comfortable environment.

11:49And the other thing that we're seeing from the best of Raleigh, Tracy, is we're doing

11:54events every three months, so every quarter, and where we're inviting all the business owners,

11:59the economic development people from the city of Raleigh, and they're getting together.

12:04Last time we had over 200 business owners in one room together.

12:08So they're connecting with each other and learning to do business together and how they can work

12:13together. And that's the beautiful thing that's come from it is now we are becoming known as those

12:20lifestyle curators, the connectors, which, as you know, in real estate, that's all we do is connect

12:26people, right?

12:27Well, separate that from real estate. Do you ever envision this becoming like a lifestyle brand

12:31on its own or doing something more with it?

12:36That is the goal. I mean, this is the first, you know, I've taken baby steps all along the way,

12:41but it is now its own brand. It's now living in its own ecosystem. And obviously we're combining

12:47it with the Coley Group. And the way that I know it's becoming its own brand is because I'll see

12:52people that say, oh my gosh, I listen to your podcast and I use your orthodontist and I use

12:57your hairstylist. And I, you know, went to, um, to Masha and had a great meal and they bought a house

13:03with somebody else. And so, so it's like, okay, I am creating something that's just bigger than the

13:11Coley Group, which, you know, I love my city, just like you love yours. It's really wonderful to be

13:17able to highlight the things that make it so cool.

13:20Yeah. So what advice do you have for other agents who might want to do something similar? What are

13:25some of the lessons learned? Um, you know, any failures that turned into successes or that you

13:31learned from, you know, Tracy, I would love to tell you a bunch of failures, but I usually have to

13:36compartmentalize those so that I can move forward. But yes, there have been a lot of failures along

13:42the way. Number one, I'm a really big dreamer and I love to have this big vision that is so big that

13:50it's very hard for me to dial it down and, and figure out what the next step is. So the advice that I

13:56would give is start where you are with what you can do. Take the top two or three business owners

14:03that are in your network that you might be friends with that you've done business with that you've

14:08helped as clients and figure out what they need that you could help them with. Could it be having

14:14a client event? Could it be curating a small private sale in a boutique? Um, start figuring out

14:21things like that, that you can do, putting them in your newsletter, um, sharing a discount code or a gift

14:27card with your clients who move to the area. Start small and then work your way out because you really

14:34want to determine what each business needs and how you can help them when you don't have a platform,

14:39when you don't already have a podcast, when you don't already have all of those things. You're already

14:44doing this for the most part as an agent. You're already trying to help other people in the community

14:49grow scale. Um, so, you know, is there a business that might have, you know, five or six new people

14:56coming in that might need education on the community? Can you spend three hours with each of

15:02those people driving them around and showing them what's special about your city and call it community

15:08concierge, call it something fancy. But what you're doing is you're putting yourself in a car with them

15:14for two hours, three hours, and you're building a relationship. Most oftentimes they're not going to go

15:19buy from someone else. Right. And you have the ability to really be the voice of real estate for

15:24that business. And oftentimes when people are moving to a new city for a job, they're evaluating

15:29the city itself, not just the job. So growing your team, um, you know, so quickly in scaling it,

15:37what were some of the leadership lessons that you learned and how do you keep the, the culture of the

15:43team as it gets bigger? Well, that was the biggest lesson is culture. And I always knew that,

15:48but I didn't always know what culture meant. Culture to me means a group of people who are

15:54working together for the collective growth of the team, who lean into each other's successes

15:58and each other's failures, and they all love coming to work. So the biggest mistakes I've made is hiring

16:05the wrong people because, and, and getting rid of them fast. You know, we, we've really had to learn

16:11because we've had such fast growth, who we're for and who we're not for. And that takes time and it

16:18takes making mistakes. And I'm a person who's really never been afraid of failure.

16:24People pick on me all the time. They're like, you just have no fear because I believe that failure

16:28is a lesson. You learn something, you either succeed. And sometimes the craziest things that

16:34you think aren't going to work, sometimes they work like the best of Raleigh. Um, so I would say

16:40figuring out who you are and making sure you're hiring people that have those values and mindsets.

16:46Are you a drama queen? If you are, it's not going to work here. If you come into an interview and

16:51you're not the same person, when you walk in the door for the job, I go ahead and tell them in the

16:55interview, it's not going to work here for you because I'm hiring what I'm seeing right in front

17:00of me today. You have to have a positive attitude. You have to be growth minded. Those are things that

17:05are really important when you're trying to grow a team, because as you know, when you're building a

17:10business, people do a lot of jobs that might not be on their job description, right? But you've got to

17:15be in it for the collective growth of the team. And so now we've really refined that. We know the

17:22type of agent that we're for. We know the type of agent that's going to be successful on our team.

17:26And we know the type of professional staff. And we also have figured out what type of clients

17:31we like to work with, because a bad client can throw your ecosystem off as well.

17:36Yeah, absolutely. And so what is your growth strategy? Do you plan to continue to grow? Do

17:42you want it to stay kind of where you are as a boutique? Um, you know, do you have,

17:47you know, are you just kind of letting things go as they go?

17:50No, we definitely want to continue to grow. So I think that we are where we want to be from

17:56an agent count right now. And from an infrastructure account, we have the right professional staff and

18:01we have the right agents. And now with the best of Raleigh and other video things that we are doing,

18:09we are really scaling our, our incoming lead flow. And because Raleigh is a migratory city,

18:17we, we get a lot of relocation business. Well, how do you get that business? You get it from having

18:22a presence online or from referrals because, you know, they're going in and they're, they're searching

18:26for people, uh, searching for real estate agents, but being able to get in front of them quickly is

18:31really important. So, so our approach to growth is we're going to grow as fast as we can in the

18:40most structured way. So this entire year, we've been working on systems and processes and making

18:44sure that everything that we do is documented and it has a process so that even I can do it. Right.

18:51And I say that in jest because you know, there's so many components that I can't do. Um, and really

18:56trying to make sure that we've got the right opportunities that we can put our clients in

19:01front of off markets are a big part of that strategy. New construction is a big part for us.

19:06So I think we're going to be just a little bit above this year where we were last year,

19:10but last year we grew 54%. Um, and I think this has been the stabilization year. And then next year,

19:16we'd like to grow again, probably 25%, but I think we have the staff to do it. Okay, great.

19:22Um, and then, so you're, you're with compass. How do you, um, you're, I think you're founding

19:29principal of North Carolina, right? What does that, what does that mean that you just founded your team?

19:34Tell me, I don't exactly understand what that is. So would you explain it to me?

19:38Sure. So I was the first agent in North Carolina that launched with compass. So when I,

19:45when I was brought onto compass, there was no Raleigh compass, there was no Charlotte compass.

19:50Um, and I was a part of that founding group of agents who really helped set the culture

19:57and set what compass is in the market. And, um, and for me, that means carrying that through,

20:05um, and being, um, an advocate for compass and an advocate for my market all over the country,

20:11because at the end of the day, our business is really scaling to a place where people are,

20:16are, who are looking in Raleigh are also living in California or Vail. Um, they have a place in

20:22Montana or Florida. So being able to assist across markets is a huge thing. And also collaboration is

20:29a big piece of that, right? How do we help other agents in this market grow? How do we help, you know,

20:35educate network with agents all over the country with compass? And so really I try to just pick up

20:41the megaphone and really be a brand ambassador as a whole and really try to give and, um, and it,

20:50in the thought of reciprocity, right? Because when you give without wanting something in return,

20:54it's amazing how quickly you get something in return. Yeah. Just imagine that brand.

20:59if compass took a hold of it and took it through out the country, uh, the best of Raleigh, best of

21:06Orlando, best of interesting. I think there's a lot to be done with it. So I love the idea. Yeah.

21:14That's what we hope will happen. Like we hope to be able to create this in other markets because

21:21there are so many agents that are doing it at a small scale and then maybe it's just on Instagram,

21:26but there's a way to make it feel more polished and more intentional. And I, you know, I'm, I'm,

21:34it's already been a raging success in my mind and I know it's going to continue to grow. Yeah,

21:39absolutely. Um, so what do you see as kind of the next frontier for luxury real estate agents who kind

21:45of want to be indispensable to clients? Um, do you see it evolving, um, the role of a luxury agent or,

21:52um, you know, what is that next step? I do see that. That is a great question

21:58because the next frontier is lifestyle integration, right? Agents who are able to offer their clients

22:04curated experiences from trusted local vendors with local insight and seamless transitions into

22:11the community will be the ones who clients turn to again and again and again, because there's AI,

22:17there's Zillow, there's all of these things that are threatening to take the relationships that we

22:22have. But for, for us and for those who want to be successful, this isn't just about selling houses.

22:28It's about helping people elevate their lifestyle, live well, and giving them a speed to connect.

22:35That's where platforms like the best of Raleigh come in. And I believe that's, that's where our market

22:40is going, right? Luxury is having one place to get whatever you need. Luxury is, um, a fast integration

22:49into a new neighborhood. Who do, who can you introduce that person to who they need to meet?

22:55Who's the mom that's got kids that are already going to the library play dates? Like people want

23:00to get into community and they want to get into it fast. And that's what luxury is.

23:04Yeah, absolutely. And, um, what percentage of your listings do you use like the three-phased

23:10marketing plan on? I know it's individual to the people that you're working with.

23:15We're using it a lot. In fact, we were one of the first adapters to, um, the three-phase

23:20marketing strategy. And it's actually how we've always set our listings up. However, we just,

23:25we didn't know what to call it. We've already always launched them in phases. Like, you know,

23:31we've gotten one piece done and the next piece done and off market has always been a huge piece

23:35of that strategy. Um, at this point, we're probably using it on about 40% of our listings.

23:41And again, it's seller specific. We do do a lot of new construction. Those fall under a different

23:46category, right? Which is the biggest problem I have with clerical operation is it's unfortunate that

23:51you allow builders and developers and wholesalers to have, to be able to do something that a normal

23:56homeowner can't do. So those we don't put through that strategy because we're already able to

24:01do it without, without having to go three step. Yeah, absolutely. Um, looking forward,

24:07I'm sorry. What a great tool for a seller. Yeah. So looking forward, just real estate industry

24:14in general, where do you see the most opportunities? Um, I see in Raleigh, um, I see the most opportunities

24:23in neighborhoods that are transitioning, um, being able to get out door, not trying to find land

24:29opportunities for builders. Um, I see an AI integration into real estate. So if you're an

24:35agent and you are not leaning into everything AI and making sure that your website, your Instagram,

24:41everything, your website can be found on chat GPT, your, um, Instagram is being Google, um, indexed.

24:50Those are things that really, you need to be at the forefront end of, because if you're not,

24:54you're going to get lost in the mix. Um, we are already generally creating content for the most

25:00part. We're creating it in our listings. We're creating it in our blog posts. We're creating

25:05it in our educational content. You want to make sure that your content is being seen by your target

25:12consumer. And, you know, Google's changing the way people search is changing. And so really trying to

25:18make sure that you're leaning in and learning that. And if you're a busy team leader and you're like,

25:22I don't have time to learn one more thing. I will say this, you don't have time to not learn it

25:28because it's where the market is going. And, um, and I think it's exciting, right? It's exciting for,

25:35for consumers to have better information so they can make better choices. And I feel like teams like

25:41ours, the true experts in the market are going to be the ones who are successful because it's going to

25:47weed out some of the folks that aren't. Yeah, absolutely. All right. Uh, this is the lightning

25:53round. So, um, one word that best describes the Raleigh luxury market right now. Energized. A piece

26:00of tech you can't live without. The Compass entire system, Compass One, Compass Three Phase, Compass CRM,

26:07all of that aligns with what our clients are looking for, especially in Raleigh. And we love the

26:12transparency. Okay, great. Most underrated spot in Raleigh that everyone should experience?

26:19The most underrated spot right now, I think is the Smoky Hollow, Glenwood South area of Raleigh. It

26:24went, downtown Raleigh went through COVID. It's been a little tougher. It's coming back. There's great

26:29restaurants, great shopping, and it's definitely something you need to have on your list to,

26:34for a Friday night out, go enjoy it. Enjoy a Saturday afternoon event. It's a remarkable place.

26:41And last one, if you weren't in real estate, what would you be doing?

26:46I'd be running a media and a marketing company that's focused on lifestyle. Like,

26:50you know, everybody always says you should be a news anchor or you should, you know, be,

26:55be doing, running a marketing company. And I feel like that's already what I'm doing.

26:59Yeah, absolutely. Well, Gretchen, thanks so much for joining Real Trending. It's been a pleasure.

27:05Thank you so much for having me, Tracy. You're amazing. And I love the show. We'll see you soon.

27:10Yeah.

27:14Bye.

27:23Bye.

27:28Bye.

27:29Bye.

27:32Bye.

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