- 1 day ago
Contributor Conversations host Zebulon Lowe sits down with FirstHome IQ founder Kristin Messerli to unpack the latest NextGen Homebuyer Report, exploring how trust, overwhelm, and misinformation are reshaping Millennial and Gen Z attitudes toward homeownership and the American Dream. They also dig into how lenders can better communicate with younger buyers, the evolving “human plus AI” education ecosystem, and Kristin’s new advocacy collaboration with the Mortgage Bankers Association at the National Advocacy Conference in Washington, D.C.
Category
🗞
NewsTranscript
00:05Welcome back to Contributor Conversations.
00:08HousingWire's contributor platform is one of the best places in the housing industry
00:12for professionals, visionaries, and thought leaders to share their insights, analysis,
00:16and practical advice.
00:18This series gives our contributors space to circle back and go deeper into their ideas
00:23and to respond directly to feedback questions from you, our audience.
00:26Today, I'm speaking with Kristen Meserle, founder of First Home IQ and the mind behind the
00:31Next Gen Home Buyer Report.
00:33Their latest report examines millennial and Gen Z buyers' attitudes towards homeownership,
00:37maps the trust gap, the overwhelm factor, and reveals the new version of the American dream.
00:43We'll also touch on how she's taking this work to Capitol Hill through First Home IQ's
00:47new collaboration with the Mortgage Bankers Association at the National Advocacy Conference.
00:53All right, Kristen, thank you for joining me.
00:55Thank you so much for having me.
00:56Yes, ma'am.
00:57So by the time this episode airs, the newest report will have just published, I believe.
01:04And one of the things I wanted to kind of pick your brain about, you've been doing this
01:08for six years, right?
01:09This is the sixth one?
01:10Yeah.
01:11Okay, so did you learn anything specifically this year, any data point or general takeaway
01:17that genuinely surprised you?
01:19Or do you see this more as a continual evolution of a lot of the insights that you've picked up
01:23over the previous six years?
01:25So most of it is a continuation, like an evolution.
01:29I did go a lot deeper in the research with this report.
01:35We've been tracking distrust over the last, you know, since 2021.
01:41And at this point, we've surveyed over 9,000 millennials and Gen Z and just seeing continually,
01:46like, yeah, people report not trusting the mortgage industry or even realtors.
01:51But I wanted to know more about what it is about that trust, you know, like what that means.
01:57So we really drilled into, like, what that, it came down more to feeling a fear of being
02:05taken advantage of, which that doesn't surprise me.
02:09But it did, it was, I guess, illuminating, you know, like, okay, there's this skepticism.
02:15Oh, what did surprise me is that that did not necessarily increase with experience as someone,
02:22you know, bought a home.
02:23Um, what did increase with experience was whenever their perception of the expertise.
02:30So they were pretty skeptical, like it was split 50-50 renters and owners.
02:35And, um, and the renters were like, yeah, I don't know if they have the expertise.
02:40And then owners were like, yeah, most, like, at least half of them thought, yeah, they have
02:45the expertise.
02:46So, um, so I thought that was interesting.
02:48Um, I also thought it was interesting, but something that surprised me was to see the
02:54use of AI.
02:55It kind of, from last year at this time, it was about the same rate of using AI for home
03:02buying information.
03:03And then, um, it shot up in August with our financial literacy report and then kind of dropped
03:09back down.
03:09And I, so I wonder if there's some skepticism and, and all of that related to AI as well,
03:16or some like plateauing of that.
03:18Um, but we all there, we also saw that they, um, trust AI almost as much as humans to create
03:29a financial literacy or a home buyer report for them.
03:32So, um, so I thought that was really interesting.
03:35Right.
03:35That ties into, so you just touched on what I wanted to, to, to,
03:39to talk about next, or at least part of it, which was the, the report for me going over
03:44it, it was framed around two big issues.
03:48One, uh, trust, which you just talked about, but also, uh, overwhelm or the over overwhelming
03:53factor or process of owning a home.
03:56So why did you choose, like I said, you just touched on trust, but, uh, the, the overwhelm
04:01factor, why was that an important aspect for you to explore?
04:04Well, over the years, I was thinking, you know, initially, like we know that there's
04:10a lack of financial literacy taught in schools and people, um, the down payment myth of uni
04:1520% down.
04:17Like there's a lot of lack of education around, um, how to buy a home.
04:20Um, and I think that's just, that's just what, you know, one barrier, but then, um, when you
04:27think about, okay, well then the consumer wants to go out and, um, and be an empowered consumer
04:33coming to the table.
04:34Um, what are some of the other barriers that to entry beyond, um, affordability and financial
04:40literacy, which we're tracking both of those.
04:42But, um, over the few years I've realized it's trust and it's overwhelm that are preventing
04:49people from actually starting that home buying process.
04:52So, you know, you think about how they, if they don't trust a loan officer or a real estate
04:58agent, a professional to start the process or to ask questions, then they're going out
05:03on their own and either, you know, making a bunch of mistakes or, um, doing the research
05:09and then they're getting overwhelmed.
05:11And so then they're not coming into, uh, the process of buying a home.
05:16So I think, you know, looking at that, that cycle of like how many people are actually
05:21qualified, um, and, or would qualify and, um, just aren't entering the process because
05:27of that overwhelm.
05:28And I think it's a, the data shows it's a pretty significant amount of people.
05:32Yeah.
05:33One of the, um, things that I wanted to pick your brain about as well, the study showed
05:38that only a small percentage or a small share of younger buyers feel like they are, uh,
05:46confident, uh, that they won't be taken advantage of by a housing professional.
05:50And in my opinion, that that's just a difficult spot for, uh, originators and even agents to
05:55be in because there is a, there's been a massive cultural shift over the last 10 years with an
06:04overarching trust in the younger generation or lack of trust in institutions and this
06:11kind of belief that the system itself, like the ethereal abstract system is working against
06:17them.
06:18And so, and you know, like, uh, you know, originators they're tied to financial institutions and
06:24ask anybody under 30, if they trust the financial institutions, like no.
06:28And as an originator, you're just kind of an arm of that.
06:31So there's kind of two, there are two different obstacles.
06:34Like there's like that people are facing.
06:36There's the, the, the cultural narrative with the loss of trust in institution, the loss and
06:40trust of belief that the system is working for them.
06:43And then there's actual, you know, the, the, the obstacle of trusting the individual, right?
06:48As a buyer, trusting a loan originator as a professional.
06:53And in, in your opinion, how do you think, you know, lenders and originators, they should
06:59interpret that gap between trust in a person versus trust in a system and how should they
07:06go about navigating that space?
07:08Yeah.
07:09So in 2021, the first question that when we started tracking this trust was, um, we found
07:15that two in three millennials and Gen Z said that they didn't think lenders were trustworthy
07:19or reliable.
07:20And at that time we started looking at the institutional distrust that's happening across
07:26all industries.
07:27I mean, it's healthcare, media, um, education, technology, you know, and you've seen that
07:33decline year over year, looking at the Edelman trust barometer, the measures trust across
07:37the world.
07:39And, um, and so, you know, then I thought, okay, well, maybe it's the individual that they
07:45can trust, but to your point, they are, um, associated with the institution.
07:50But I think bigger than that, it's that the incentives, they know the incentives are not
07:55necessarily always aligned.
07:57So I think there's a, when you said that the incentives aren't aligned, meaning like for
08:03a real estate agent, um, you know, if they buy a bigger house, they get a bigger commission.
08:08So if the, if the consumer is going to, you know, it's just like there's as a, you're still
08:14a sales professional.
08:15And so there's going to be a barrier there of, um, being able, the people that are building
08:21trust really well are super transparent are, um, you know, making sure that the consumer
08:27knows that that they have their back.
08:29And I think that is a major barrier to overcome.
08:32One of the good things though, for the loan officer and, um, and housing professional is
08:38that people are moving away from the institution, but they're moving towards the people like
08:45me, you know, like they go to Reddit, they go to social media and they're looking for someone
08:50to, uh, align with their interests and also, um, feel like you get me, you know?
08:57And I think the, the loan officer and real estate professional are really, um, positioned well
09:02to do that in some ways as, um, they're building their personal brand.
09:06And that's why I think so much of, you know, what we do with first time IQ and all of
09:11that
09:11is, is so important to, um, making sure that you're showing the consumer right off the bat
09:17that like you, you do have their back, you know?
09:20One of the other things that really jumped out at me, uh, as well is this drop in confidence
09:26that homeownership itself is a good investment.
09:30And then you juxtapose that with this other data or statistic that's in the report.
09:36That's like eight in 10 still see it as essential to the American dream.
09:42And those are two very opposing beliefs, right?
09:46Like majority or growing number of people no longer see it as a good investment to buy a
09:51home, but the vast majority still see it as essential to the American experience or this,
09:58you know, what, what people aspire to whenever they're achieving their American dream.
10:02So how do you, there's a tension there.
10:04I think that the lenders and originators and professionals need to know how to reconcile
10:09and how do you recommend that they go about reconciling that, the tension between these two
10:13opposing beliefs that are tied together?
10:16Yeah, it's such a good question.
10:18It's so interesting looking at that data.
10:20Um, I was really curious because I was reading a lot or like, and seeing stuff on, um, reels
10:26about like the American dream is dead, you know?
10:29And, and so I was curious what people thought about homeownership as it related to the American
10:33dream and, um, and yeah, seeing that it is still part of the American dream, it wasn't
10:39at the very top of, you know, people are looking for financial independence first and then homeownership.
10:45Um, and what I thought was interesting about this was that, um, while what they were looking
10:51for in homeownership, they reported, I think it was stability first, um, stability or security.
10:58And then that was 60% and then 20 percentage points less, it was building long-term wealth.
11:05And so, and I wonder what they would have answered to that, you know, at, in 2021.
11:10Um, right.
11:11But yeah, yeah.
11:14I think that the, the, they saw homeownership as a way to build long-term wealth.
11:19And I think many people who are buying today feel like they missed the boat.
11:24Um, I think they saw people that bought in 2021 or they saw, or people talk about buying
11:31a home like it was 30 years ago.
11:33And it's like, everyone keeps saying, yeah, you're, you're gonna, you know, homes appreciate
11:38so much.
11:39Look how much they've appreciated, but they, because of this surge after COVID, I think people
11:45are really wary of this is going to do something for me.
11:49Maybe we're in a very different, different place now, you know?
11:52And I, I think there's just so much skepticism that, um, the way that home prices outpaced
11:57income levels are really going to work out for them.
12:00So they're looking for homeownership still as a way to feel that they're making it like
12:05that they're there.
12:07That's part of their dream of their experience, but it's more about the stability and the security
12:13piece, which I think is really interesting.
12:15What do you think about that?
12:16I don't know, uh, to be honest with you.
12:19Like, I, I think that, I think that there's, we talked about this, I believe in our last,
12:26uh, conversation, cause I don't see, you're one of the few people that I'm able to talk
12:30to about this, where we understand the cultural implications around homeownership.
12:36And the last time that you and I spoke, we talked about the, um, like the, the way that,
12:41uh, myths kind of, uh, manifest in society and how, uh, tied in they are to people's cultural
12:50expectations and the way that they were talking about earlier, like as an aspirational aspect
12:56of, uh, of homeownership.
12:58And to me, that is such, it's like a, it's like a Gregorian knot of things where there's
13:04no real, like black and white answer.
13:07There's no real easy solve, you know?
13:09Uh, and, uh, and there's no real easy path to navigate moving forward.
13:14I think it's all relevant to the, the, the community that you're in and the particular
13:21set of problems and values and, uh, and, and ideologies that are, that are tied to homeownership
13:28in your community.
13:29Right.
13:29And that, cause that can vary, that varies wildly from, you know, from county to county oftentimes.
13:34Uh, but I actually, that leads, what I'm going to ask you to talk about next is something
13:40we, you talk about all the time is this overqualification, uh, myth, right?
13:45Going back to, to, to myth, right?
13:47And how much of that is still predominant?
13:49There's, uh, obviously there's the 20% down thing, but there's also, you know, you need
13:54perfect credit, you need no debt, you six month cushion, you know, or emergency fund.
14:00And, and we've, I mean, if anybody has, has listened to any of our conversations or read
14:05your op-eds, I know like we, we, we talked a lot about the solution and you can talk about
14:08the solutions again, but my, I'm curious about for you, like at a personal level, from a
14:13organizational level, like how, how frustrating is that to see the same, it's the, it's the
14:19myths, right?
14:19That spring up that are so hard to retell or so hard to correct.
14:24Like how, how frustrating is that and how do you kind of keep a, I guess, a strong face
14:30or brave face moving forward, continuing to battle these same misperceptions and myths
14:36around home ownership, uh, that just, they just don't seem to die.
14:41Yeah.
14:42I mean, it just goes for, I think, fuel around what we're doing with first home IQ, but it's,
14:47um, yeah, the, the myth of the 20% down payment is still so, you know, it, it hasn't moved
14:55in
14:5520, in since 2020, when I started tracking it.
14:58And I think there's tons of other research on that.
15:00And, um, but then also looking at all the other things that people think they need to
15:05have in order.
15:06No debt is a really big one.
15:08I mean, how many people who are, uh, I was just talking to someone the other day that was
15:12a doctor, um, you know, like had a great job and, um, but had medical debt and thought
15:19they couldn't buy a home.
15:20And I'm like, there's a, you know, that's a pretty big market that, um, may be left out
15:26of home ownership and, and how much time is passing where that cost of waiting just to
15:32really compounds for them.
15:34Um, so I think that's a, you know, it's a, it's a part of the story, a part of the,
15:39um,
15:39the mission of first home IQ and definitely what I've been devoting my career to.
15:44Um, but that's the education piece.
15:46And then you think about all these barriers, um, of like beyond actual barriers, they're
15:53just perceived to your point that they're myths, they're perceived barriers of, um, they
15:58feel that they are not ready or feel that they couldn't qualify even for, I know I've talked
16:04about this before, but even for me, when I, I had, I had everything I needed to buy a home
16:10here.
16:11And I just thought I couldn't, like, I don't know why.
16:14And I have all the education I've created.
16:17How long ago?
16:19It was, um, in 2021, end of 2020.
16:24Yeah.
16:24I'm not judging.
16:25I'm right now.
16:26I mean, our house, my house is too small for the size of my family and I'm going through
16:30it right now.
16:31I was just talking to, I was just talking to somebody housing where just yesterday
16:35afternoon, it was like, I, I know this world.
16:37This is my, this is, this is what I know.
16:40And I'm still, and I don't know how many, as a former originator, I don't know how many
16:44people I've held their hand, walk them through, talk them through the exact same feelings that
16:50I am feeling right now.
16:52And I know that I should know better.
16:53And I know, should I should not feel the level of stress or anxiety that I am feeling.
16:57I know that I'm smarter than this.
16:58I know that I'm far more experienced than this.
17:01And the same questions of doubt about qualification, like all the same things.
17:06I'm like, I'm going, I'm going through it now.
17:08You know what I mean?
17:08Yeah.
17:09It was hilarious at the time when I was going through the data for the 2021 report and I
17:15was looking at other people talking about like, that's when I started really digging
17:19into the psychology of money and homeownership decisions.
17:23And, um, and I was like, this is me.
17:26I'm looking at myself, but this is a thousand other millennials at Gen Z saying the same thing.
17:32And, um, and yeah, you realize like, I, I mean, a good example of the, even if you have
17:38all the knowledge, stress can overpower the brain and shut it down.
17:42You know?
17:43So like, I, I feel like a child when it comes to my own finances, like, I'm like, I don't
17:48know anything, but I do just the stress kind of takes it over.
17:53At one time I was in Spain and I got sick and I, it, the stress of being in the
17:57doctor's
17:58office, even though I spoke Spanish, I forgot all my Spanish.
18:01And I was like, I can't speak to you.
18:03You know, I think it's a similar thing when you, even if you have the knowledge and that's
18:07why I want to push really hard beyond just putting out education.
18:12It's not just about the education, about the down payment, the qualification metrics.
18:18It's also about building trust and, um, reducing overwhelm and those types of things, because
18:25it, it really does make a difference.
18:28And there's a lot of messages that we are coming up against that the media is constant.
18:33I thought, I thought that was a little bit of my issue is that I was just constantly seeing
18:38other people talk about how you could never, um, buy a home in LA.
18:43And so I was like, yeah, I'm not going to be able to buy a home, but I had a
18:47really good
18:47job at the time, had just sold a company.
18:50Like there was no reason.
18:51It's just, it was in my head, you know?
18:53So I, I think that's interesting.
18:55Yeah.
18:55And that, I mean, that, and that carves out the space and the relevancy, like you're talking
18:59about for the trust and the relationships part.
19:01Yesterday afternoon, after I had that phone call, uh, uh, Adina, uh, later that I work
19:05with here at Housing Wire, uh, I called a friend of mine who's a piece of commercial, uh, agent,
19:11not even residential.
19:12I just talked to him about it.
19:13And, and I also called my dad and, uh, who I'm really close with and both, both of them
19:19were like, they're like, you know, this stuff, like, why don't you talk to me about it?
19:21It was like, just to talk, it just feels better to trust.
19:25I trust you.
19:25And I'm just, I need to share some, share some ideas, get my thoughts out there.
19:29Right.
19:29And so that just speaks more to like, and like I said, this is, this is our world.
19:34We know this better than anyone else.
19:35And having, you know, someone as that's coming into this for the first time that you can get
19:40all the information that is available, uh, more information that's been available to
19:45anybody at any other point in history.
19:47Right.
19:47But they still need someone to either bounce it off of or just listen to them and contextualize
19:51that information.
19:52Totally.
19:53So it makes that role even more important.
19:55Yeah, exactly.
19:57So you, uh, one of the things that I thought was, uh, that I really appreciated in this report
20:02as well.
20:02I've talked quite a bit about this.
20:04There's the, which every older generation kind of does it with the younger generation.
20:08Like, oh, they're, you know, they're lazy.
20:10If they wanted to get into home, they could save and they could do that, that, that, and
20:13that's kind of like re the riding off of younger generations that are, that are having sort
20:18of financial struggles, or like I said, a lot of the myths that they're, uh, combating
20:22right now that are preventing them from getting into a home.
20:25And the reality is that people that, you know, that are under 35 to 18 are working more than
20:31any other generation in modern history.
20:34Right.
20:34So many, so many more people have two, three jobs now that their parents never had whenever
20:40they were younger.
20:41And you, you illustrated here that there are, the people are, they're financially engaged,
20:47right?
20:47Like the people are, you know, younger generations, they are budgeting, they're saving, they're
20:51investing.
20:52But again, they go back to that, that overwhelmed and, uh, feeling in there.
20:56They feel disengaged from the process.
20:59So from a, of communication standpoint for a, an originator, what communication changes
21:06could an originator make that would help reduce that feeling of, of overwhelm for buyers?
21:15Because if we, with, there's so many more that's, that are, that are, they are financially
21:19prepared and they're doing what they're supposed to be doing, but they're just stopping at the
21:22overwhelm factor.
21:23What communication changes could originators be making to help reduce that feeling?
21:28Great question.
21:28And just to the point of overwhelm, um, in setting that stage, we are seeing that people
21:34are so overwhelmed that they are actually expressing avoidance behaviors.
21:39Like they, they're avoiding thinking about homeownership.
21:42Um, they're avoiding talking to a, uh, someone when they feel that they should.
21:47And, um, and so that was a big part of this report is going deeper beyond just, we saw in
21:52the last report that they were doing this, uh, like feeling overwhelmed, but what does it
21:57mean?
21:58They, and they're actually, you know, these behaviors are there.
22:00So it is a really big barrier.
22:02And I think that one of the best ways to overcome that is instead of, it is just opening the
22:10door
22:10to conversation.
22:11It's saying, Hey, you don't have to have all your ducks in a row.
22:14Like, let's just talk about, um, about what, what's, you know, creating your homeownership
22:20plan.
22:21Maybe it's going to be five years from now.
22:23Maybe it's going to be, you know, whatever.
22:25But, but I think having that be a real consistent message of, um, and showing that you are someone
22:31who has, you know, again, like to the trust factor, you have their back, you just want
22:36to help people, um, create their plan.
22:38And I think that eases a lot of the tension of like, I need to know everything, um, before
22:44having this conversation.
22:45So that trust and overwhelm are really intertwined.
22:48The other piece I would say is, um, asking questions when you do have a conversation instead
22:53of going straight into, um, questions about qualification or anything like that.
22:59It's asking, you know, what keeps you up at night?
23:02Like, what is it about, you know, buying a home that really stresses you out?
23:07So you're cutting through the noise and getting to the thing that is causing the brain to shut
23:12down.
23:12It's the thing that is like, you know, what's the stressor here.
23:15And when they share that with you, they're building a connection and it allows them to
23:21then think more logically with the rest of their brain, you know?
23:24And so I love that question also getting to the point of, you know, what are your, of
23:29course, like, what are your goals with this?
23:31It aligns them with the actual reason why they're, they're buying, um, and then reflecting
23:37back to them.
23:38Like, uh, not just saying, you know, keeping track of these things, but saying, okay, what
23:43I'm hearing you say is this, and that allows them to feel heard and understood.
23:48They can correct you, expand on it, but that, just that reflection, um, really does make
23:55a difference in helping to reduce the overwhelm and build that trust.
23:58I think, uh, you round out the report.
24:01I can't, I think the, the, the, correct me if the quote is wrong, but it's something along
24:07the lines of like insight, uh, uh, insight to impact, I believe is the language that you
24:11use, but this kind of, you're explicitly calling for, for, for public advocacy, basically.
24:17And so why is that so important or why is that such a critical lever, I guess, for, for,
24:24for, for building and establishing or rebuilding trust with these younger homebuyers?
24:28So part of it is, you know, we realized at the end of, when we were building our impact
24:32report at the end of last year, that, you know, a lot of our goal was to bring together
24:37the industry to build trust and, um, provide education to the next generation.
24:42And, um, and every person that's doing that, every person that is leading a workshop or
24:48having a good conversation, they're building trust in their market.
24:52But what we realized is it's siloed.
24:55And so if we can come together and, and, and say, Hey, we, we do have your back.
25:01We're telling our markets, we're telling our, um, showing our markets that we're advocating
25:07for policies that really benefit the first time home buyer that is going, that collective
25:12voice is going to have such a magnified impact for the individuals that, that do attend and
25:18that talk about these things.
25:20Um, they can share that in their markets.
25:22We're going to create a ton of video content at, um, MBA's national advocacy conference.
25:27And, um, and then we'll also beyond that be, um, pulling together, like, what are the policies
25:33that you should be talking about and, um, and making progress for?
25:37And I think that's one way, um, getting involved in advocacy is one way to truly show your market
25:44and your consumer that you do have their back.
25:46Well, yeah, let's talk about that for a second.
25:48Cause like you just mentioned, you're collaborating with the MBA and you're going to the national
25:52advocacy conference in DC.
25:54Uh, what, when is that?
25:55What day is this?
25:56April 14th and 15th.
25:58Okay.
25:58And I know that you're, uh, seems like a pretty ambitious effort.
26:01You're mobilizing one LO from each state, uh, to go.
26:05And I'm curious to know what you think or how you view success both in DC and then whenever
26:13people return back to their local markets.
26:15Yeah.
26:15So part of it is leading up to the event we're giving everyone, which you can go to firsthomeiq.com
26:21slash MBA advocacy and, um, scroll down and there's a map to see where people, you know,
26:27where people have signed up from.
26:29Um, we have a lot to go, but we do have some good momentum and, um, and yeah, then leading
26:35up to it, everyone that signs up, we're sending them video scripts.
26:39They can create, um, you know, post social media posts, things like that, that they can
26:44use to have conversations about advocacy leading up to the event, um, whether they go or not.
26:50Um, but hopefully they, they go.
26:52And then at the event, we're creating a lot of video content.
26:55We'll have a little studio set up and, um, create reels and content for helping people
27:01have these conversations.
27:02And most people attending are not, have never done any kind of advocacy by the way.
27:07Um, and one of the important things and big, I should have led with this is that we want
27:12to, the people that are, are interfacing with the first time home buyer on a regular basis.
27:18We want those people to be in these meetings and, and really understanding and, and having
27:24conversations around advocate, advocating for the first time home buyer instead of,
27:28you know, just being executives that are often very distant from the consumer.
27:33So, um, so that's a big part of the mission.
27:36And so we're going to be helping people have those conversations on video so that they can
27:40then also share that with on social media.
27:43Um, so that's going to be really fun.
27:45And then beyond that, we'll have a, and we'll have an agenda, um, for this is like first
27:50home IQ is policy agenda that, um, that we are the policies that we are advocating for.
27:56And then beyond that, we'll be empowering people with also local, um, you know, legislative
28:02initiatives and, you know, these States still need financial literacy in high schools and,
28:07you know, getting people to like support those types of things beyond the event.
28:11Kristen, it's always a pleasure speaking with you.
28:13I appreciate you taking the time to come and, uh, teach us a little bit more about what
28:17you're doing.
28:18Congratulations, by the, congratulations on the release of the new home buyer's guide.
28:22And I wish you nothing but the best in DC.
28:25I, uh, I actually, I scored an invite, uh, to that.
28:28I just have to figure a way to get Clayton or Diego to spring for a plane ticket in a
28:32hotel
28:32room.
28:33So depending on the mood, we have got to be there.
28:36It's going to be really fun.
28:38Yeah.
28:38Depending on the mood, I might be able to go.
28:41Okay.
28:41Yes.
28:42I am going to send Clayton a note.
28:45We've got to make it happen.
28:48Well, again, thank you so much for joining us.
28:50It was such a pleasure.
28:50Thank you so much.
28:50It is always such a wonderful conversation with you.
28:53I appreciate your support and, um, talk to you soon.
28:57And I'll see you soon.
29:03Okay.
29:03You
Comments