- 18 hours ago
In this episode of RealTrending, Tracey Velt talks with Jack Gaughan, president of Greater Nashville Realtors and managing broker at REMAX Choice Properties, about what’s really happening in the Greater Nashville housing market. Jack explains how the market has shifted from a post-COVID boom to a more balanced, hyper-local environment, where conditions can look completely different just a few miles apart. With buyers enjoying more choice and longer decision timelines, smart pricing and clear communication are no longer optional—they’re essential.
Tracey and Jack dig into how brokers should be coaching agents differently in this climate. Newer agents, many of whom started during the boom, are now facing their first compressed market and need guidance on building a sphere, handling rejection, and setting realistic goals. Seasoned agents are wrestling with noise around lawsuits, mergers, and new models, and Jack urges them to stay grounded in the fundamentals that built their businesses rather than chasing every shiny object.
They also explore how Nashville’s transit referendum ties directly into housing affordability and long-term growth. Jack makes the case that transit, sidewalks, and smart density planning along key corridors can unlock underutilized neighborhoods, support multiple generations—from young professionals to aging boomers—and ease inventory pressure. At the association level, he highlights two big priorities: leading on affordable housing solutions and deepening broker engagement so policy, MLS, and legislative decisions truly reflect what’s happening on the ground.
Here’s a glimpse of what you’ll learn:
Nashville has moved from a boom market to a balanced, hyper-local landscape where micro-markets matter.
Buyers now have more choice and time, making sharp pricing and strategy critical.
Agents must set honest expectations upfront instead of overpromising to win listings.
Newer agents need help building a sphere, resilience, and realistic goals in a slower market.
Seasoned agents should lean on proven processes rather than chase every new model or tool.
Economic uncertainty and headlines can cool even “hot” neighborhoods quickly.
Nashville’s transit plan is tightly linked to affordability and smart neighborhood growth.
Sidewalks, multimodal transit, and smart density can unlock underused areas and support local economies.
The association is prioritizing affordable housing advocacy and closing the wage–price gap.
Jack urges brokers to collaborate, use better data, and stay client-focused to maintain consumer trust.
Want more from Tracey? Don’t forget to subscribe to Real Estate Daily.
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.
Tracey and Jack dig into how brokers should be coaching agents differently in this climate. Newer agents, many of whom started during the boom, are now facing their first compressed market and need guidance on building a sphere, handling rejection, and setting realistic goals. Seasoned agents are wrestling with noise around lawsuits, mergers, and new models, and Jack urges them to stay grounded in the fundamentals that built their businesses rather than chasing every shiny object.
They also explore how Nashville’s transit referendum ties directly into housing affordability and long-term growth. Jack makes the case that transit, sidewalks, and smart density planning along key corridors can unlock underutilized neighborhoods, support multiple generations—from young professionals to aging boomers—and ease inventory pressure. At the association level, he highlights two big priorities: leading on affordable housing solutions and deepening broker engagement so policy, MLS, and legislative decisions truly reflect what’s happening on the ground.
Here’s a glimpse of what you’ll learn:
Nashville has moved from a boom market to a balanced, hyper-local landscape where micro-markets matter.
Buyers now have more choice and time, making sharp pricing and strategy critical.
Agents must set honest expectations upfront instead of overpromising to win listings.
Newer agents need help building a sphere, resilience, and realistic goals in a slower market.
Seasoned agents should lean on proven processes rather than chase every new model or tool.
Economic uncertainty and headlines can cool even “hot” neighborhoods quickly.
Nashville’s transit plan is tightly linked to affordability and smart neighborhood growth.
Sidewalks, multimodal transit, and smart density can unlock underused areas and support local economies.
The association is prioritizing affordable housing advocacy and closing the wage–price gap.
Jack urges brokers to collaborate, use better data, and stay client-focused to maintain consumer trust.
Want more from Tracey? Don’t forget to subscribe to Real Estate Daily.
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.
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NewsTranscript
00:00Are you curious about the Greater Nashville Housing Market? Today, my guest is Jack Gaughan.
00:07He is the president of Greater Nashville Realtors and also managing broker of Remax Choice Properties.
00:13And we go into a lot more than just the Nashville market, but he offers a lot of tips on
00:19how he's training his agents to speak to buyers and sellers right now.
00:24And some of the tips he has for other brokers to do the same. So enjoy the podcast.
00:41Jack, welcome to The Real Trending Podcast.
00:44Thanks. It's great to be here and looking forward to this conversation.
00:47Yeah. So your market is kind of the Greater Nashville market.
00:52So what's the headline in that market right now? What are you experiencing?
00:56Well, you know, I think both the pro and con of being Greater Nashville, it depends on what micro market
01:03you're looking in.
01:04I think just like what you're seeing on the national trends, there's definitely some really hot spots still.
01:11Nashville is still a growing city overall, but we definitely have seen the effects of kind of a slowing real
01:16estate market overall.
01:16We had the great boom post-COVID and rode that wave for quite a few years.
01:22And now we're starting to see kind of a little bit of that slowdown effect.
01:25Some of the things that are impacting national trends are also impacting us locally as well.
01:30So it depends on, you know, I think you hear it more and more, which usually tells you that it
01:34is not the boom that it used to be.
01:36That if you have to look into micro markets, it means that it's changed from just being an all sellers
01:41market.
01:42Yeah. Well, I'm in Florida, so I feel your pain.
01:45It depends on where you are, for sure.
01:47Yeah. It's always when you hear a neighbor from like, you know, a few miles away, they make it seem
01:52like their neighborhood's great.
01:54And then the next neighbor is like, I can't sell my house to save anything.
01:57And you go, well, they're very different, actually, even though you're within a 10 minute drive of each other.
02:01Yep. Yep. I mean, real estate's hyperlocal.
02:05It sure is.
02:08So I've looked at some of the things that you've, some interviews you've done and things like that.
02:13And you've said that six months of interview is kind of a key benchmark for a balanced market.
02:19So how should sellers kind of adjust their expectations in this environment?
02:23And how can real estate agents help them with that?
02:26Yeah, I think one thing that gets lost when it's a quick, you know, interview or written interview about six
02:32months of inventory being a balanced market is it doesn't really speak to what the buyer and seller is wanting
02:39from their home, meaning how fast is it going to sell?
02:42Is it going to sell fast?
02:43When we say six months, it usually means that the buyers have choice, which is always something that we should
02:48be looking for and making sure that people aren't overpaying for anything.
02:52But from a seller's standpoint, it does mean that you have to manage your expectations in the sense that if
02:56you're not priced correctly, that means there's other competition out there that you're going to have to go against.
03:01And if you're trying to somehow, let's say your goal is to sell within a month or two, if you
03:06really need to be making sure you're making smart pricing strategies from the outset.
03:10Otherwise, it will sit for a little longer just because, again, there's a much more selection process.
03:14Buyers aren't moving quite as quickly.
03:17And it just means, you know, the more, you know, intelligent of a pricing decision you can make at the
03:23very beginning, the better chance you have of kind of staying in that quicker market, the quicker sell versus when
03:29we see a balanced market, quote unquote.
03:30But it just means the buyer has more choice and therefore they might take a little longer before making that
03:35decision on, you know, one specific home.
03:37Yeah. So what are the hard conversations that agents are having right now at your brokerage?
03:42Yeah, I think I think the hard part is you have a lot of sellers who either bought right around
03:47the boom of, you know, the post covid or even during covid and even those beforehand who still are of
03:53a mindset that they just expect their home to sell the day it goes on the market or that they're
03:59going to have 30 showings the moment it goes on the market.
04:02And so how you manage those expectations is agent to agent specific.
04:07And I think that's where we're really focusing on is making sure that the more honest the conversation is at
04:12the outset, saying, here's what's really happening, especially in the hyper local, as we spoke about earlier in that specific
04:18niche of a market, making sure that they have an understanding of the reality of what it might look like.
04:24It might mean 20 days on the market might mean 80 days on the market, that they at least have
04:29that expectation going into it, that it might not sell overnight.
04:33Then it's a lot easier to manage the expectations throughout the hardest conversations that agents are having are those that
04:38are not equipped or trying to appease their sellers from the outset and then kind of playing catch up later
04:46down when the seller is all of a sudden going, well, I haven't had any showings.
04:49I've only had one or two showings. Why is that happening? You didn't say that was going to happen.
04:53And I say to any agent that works for me, I'm like, better to have it happen up front.
04:58And if they choose to not go with you because you're being honest with them, it's better in the long
05:02run anyways.
05:03Whereas if you if you choose to kind of sugarcoat things just to get the listing or to get the
05:07sale, there's a good chance that that that business is going to end up falling apart anyways in the long
05:13run.
05:14Yeah. And it's interesting because a lot of these markets kind of change on a dime, it feels like.
05:19I mean, my son just bought a house in Charlotte and now there are there are basically no listings in
05:25that neighborhood.
05:25Now there's a handful and they're barely getting showings and it's a really hot neighborhood in Charlotte, too.
05:32And so it's it is crazy how that changes.
05:36And so a lot of times sellers don't feel that change. You know, they don't see that change right away.
05:41So they're shocked when they list it and they're not getting 30 showings the first day.
05:46So that's right. Yeah, I think that's that's so true.
05:49And I think it shows just the volatility of the real estate industry as a whole.
05:55There's so many factors that have come into play that we didn't use to track quite as much when it
06:01went to like buying and selling a home such as, you know, inflation, global politics, all these things about consumer
06:08confidence because they didn't use to really play that much of a factor.
06:11It felt like it really focused on what's my monthly payment. Is it enough? Whatever.
06:16Now we deal with a lot of things where if consumers are just coming into things in a very kind
06:22of hesitant fashion, it just makes everything move so much slower.
06:26So when you if they hear in the news about grocery prices being higher or oil prices being higher, while
06:32we might know that in the long run, it probably doesn't affect their housing decision that all that much.
06:36It might just overall slow their desire to be looking for something. So these hot neighborhoods all of a sudden
06:42will go slow real quickly.
06:44And you're like, well, what happened? And it could be something so unrelated that we think of to the housing
06:48market.
06:49That's really the thing that's causing that effect. Yeah, for sure.
06:53Definitely, especially since we thought the Iran war was over and now it's not. And I think, yes, uncertainty is
07:00never a good thing for any market, especially in real estate market.
07:04When you're making one of your largest purchases. It's any general uncertainty going on.
07:11Absolutely. So from your seat as a managing broker, Remax, have you how are you coaching your agents differently today?
07:20Especially, you know, even with the post settlement and, you know, it's been it's been a while, but I still
07:27feel like there's still more coaching, you know, to be done.
07:30So talk to me a little bit about that. Yeah, I think, first of all, this is we in a
07:37bigger sense as well.
07:39This is also goes into agents need to be making the right decisions on what brokerage to work for that
07:45fit their needs.
07:47Whether that's a mega brokerage that can give you certain training like daily versus maybe some more like boutique where
07:54it's a more one on one because you have to almost meet these agents where they are and where they
07:58are in their career.
07:59Because the same conversations that I'm having with some agents who are seasoned and have weathered certain storms before, it's
08:07a different coaching model than maybe a person who got into the business a year ago or even, you know,
08:11in the past two years.
08:13And so for those newer agents, A, it's their first time feeling what I would call, especially in Nashville, a
08:20compressed market where they're having to figure out, well, where is my business going to come from?
08:24And so some of it is teaching them things that you think it should be innately built into their brain
08:30because we all started so long ago.
08:31But it wasn't because it was the grass was so green when they first started that they kind of got
08:37jaded by no matter what, I'll get a phone call and it's going to happen.
08:40So a lot of it is how do you, A, create a sphere out of nowhere?
08:46You know, a lot of agents have not been used to having to go out and farm their own business
08:51because they're so, you know, expectant on just receiving calls because they heard that you're an agent and that kind
08:59of stuff.
08:59So a lot of it is getting into the details of the rejection fear, the understanding that a no now
09:06isn't a no forever, understanding how to make those warm touches, how to also realize that, you know, goal setting
09:15needs to be realistic and goal setting needs to be understanding what you are capable in the current climate of
09:22doing.
09:22So that way, because what we have is dissatisfaction within, you know, I think our industry, you hear the stats,
09:28you know, X amount of agents don't sell a house.
09:31It's, you know, the most 90 something percent or whatever it is or only sell one.
09:34And if you're one of those newer agents who it's really just hard just to get that first sale or
09:39get whatever, you know, how do you keep that from building into a negativity where they just say, this is
09:45it for me?
09:47I think there's enough business still to go around that you have to kind of recreate the narrative of how
09:51they structure it.
09:52Now, a seasoned agent, they're running into different types of frustrations.
09:57And that could be, as you said, related to the settlement where now they're competing with people that maybe you're
10:02offering less compensation or doing different things as far as the way they do their services, their service models.
10:08And part of it is just reminding them that this isn't the first change this industry has seen and the
10:13types of changes we've seen, the types of things that we've had to pivot through as we've gone on and
10:18making sure that they stay true to their process, especially if they're a successful agent, kind of reminding them what
10:24got them to this point and making sure that they're going back to it.
10:27Because you have a lot of people that are quick to say, well, what is that other person doing that
10:30I'm not doing?
10:31But that doesn't always fit everybody's, you know, if somebody's really good at AI, but you don't have any idea
10:36what AI is, it doesn't mean you should just jump ship to it and spend all your, you know, your
10:40marketing dollars into AI if you're not equipped to actually manage that kind of that business.
10:44So some of it is really tailored.
10:46So, again, I think each agent, you have to meet them a little bit where they are.
10:50I think some agents do need to have the hard conversations these days about, you know, if the market stays
10:57in this kind of the direction it is, is this the right business decision for you if you're newer to
11:02this?
11:02Or do you need to go look at another type of structure, whether it be getting on a team or
11:07getting where you're having somebody that has a better lead source?
11:11I think those conversations, and that's probably why you see so many mergers in the brokerage world as well, is
11:16just like, there's so many agents now that need more from the people ahead of them, whether it be their
11:22team leads or their brokerages.
11:24And some are more equipped to do that than others.
11:26And that's kind of the conversations that we're having around the table.
11:29Yeah, absolutely.
11:31We're going to pivot a little bit to, you know, Nashville voters approved a major transit plan.
11:36And the city's debating how housing should grow around that investment.
11:40So, as the president of Greater Nashville Realtors, how do you, what, you know, what role do you think, you
11:47know, the association or realtors should have in that conversation?
11:51Well, first, you know, I will say, as someone who is the chair or is the chair of our chambers
11:58moving forward that led the charge for the transit referendum,
12:01you know, I always like to tell people, I know I come from a biased standpoint of, I really feel
12:06as though that you cannot build a successful city or something that where every citizen can survive and thrive without
12:13merging that housing affordability and also transit in one.
12:18Because at the end of the day, what we're talking about is cost burdening on our members of our society,
12:23whether you're looking at it from an affordable house standpoint or how much it costs to get to and from
12:28work or ways in which you can get to work.
12:30Moreover, you have so many different types of people living in these cities these days that need things like, you
12:37know, ADA assistance, different means of transportation.
12:42I think a lot of people hear, you know, transit and they think train and different things.
12:47But what people don't realize is simply having safe sidewalks to walk on from one neighborhood to the other without
12:52having to walk on a main road is a huge impact on the overall health of the economy of a
12:57neighborhood and overall health of it.
12:59And so when we think about it from a real estate perspective, I think it helps a few different things.
13:05One, it helps with overall improvements in neighborhood planning, because you have a lot in no matter what major city
13:11you live in or even just a growing city, you constantly have where maybe historically there are pockets of that
13:16city that have been underutilized.
13:18And by installing or doing a referendum towards a multimodal transit plan, what you're allowing is us to look at
13:26those neighborhoods and be able to actually invest money to improve upon them so that they're kind of getting the
13:32same type of benefits that some of the other parts of the city already have.
13:36And then on top of that, you know, density is going to continue to be an issue across our country
13:41and how you build smart density is something that's really important.
13:45So, yeah, I think a lot of people think the nimbyism of not in my backyard and what transit and
13:51transit referendums allow you to do is you can be smart in those corridors where you're already going to have
13:55a lot busier of a congestion model because that is the purpose.
13:59It moves the most people in and out. Well, now let's think about how do we build around that that
14:04allows for people to live safely and, you know, in a what we would say a beneficial way to their
14:10lifestyle that doesn't also infringe upon maybe some of those nimby isms of like, I don't want it to disrupt
14:16my historical nature.
14:17Well, that's not those two things can be working at the same time and work in conjunction, and it allows
14:22for multi different generations of our citizens to kind of benefit from that.
14:27And, you know, as we look at Ford, you know, 10, 20 years, that boomer generation is going to continue
14:34to need more needs as it relates to facilities, to housing, to transportation.
14:41And if we're not thinking about it from, you know, every level of, you know, your generational aspect, we're going
14:48to miss that boat.
14:49And then it's really going to become a problem because, again, people are going to be stuck in their homes.
14:53And that's when we hear that we don't have inventory.
14:55Well, that's because people are like, where would I go?
14:58And so these are ways that we open up that inventory.
15:01Okay.
15:02What are some of the priorities of the association through the second half of the year?
15:07Yeah, that's great.
15:08So we did a big strategic plan and business planning last year.
15:11And, you know, honestly, for the most part, I would say one of our chief initiatives is in the affordable
15:16housing sector and making sure that we're a major voice, but also not just a voice, but an actor in
15:21that space.
15:22So making sure that when there's, you know, conversations happening, both at the policy level, at the grassroot level, that
15:29we are making sure we're a member of that conversation.
15:32We understand that because of some of the great appreciation that we had over that 2020, 2024, we've put ourselves
15:43in this position a little bit where our wage levels did not rise at the same level as our actual
15:50house price did.
15:51And so how do we bridge that gap without having to diminish home values dramatically?
15:56And how do we make sure that people have the living wage that they need in order to actually survive
16:01and thrive inside the city?
16:02So largely, we're focusing on that.
16:05The other one that from an association standpoint, you know, we want to make sure that we're heavily engaged with
16:10our brokers.
16:11From an association standpoint, we understand that at the end of the day, having broker support is one of the
16:17largest things that we need.
16:18Because again, they're agents and the agents trust follow them.
16:22And so if they don't feel like they're being heard in these discussions, whether it be around NLSs or, you
16:30know, political, you know, type decisions or legislation, if they feel as though they're not being heard at the brokerage
16:36level, then their agents are going to follow suit and also think that they're not being heard as an agent.
16:40And so we really are doing a huge push on broker engagement, making sure that brokers understand how they can
16:46have their voice heard, how their voice can be felt at the table.
16:50And those are two of the bigger initiatives that we're really working on this year.
16:53OK, great.
16:55So if you were talking to brokers outside of Nashville, what lessons from your market would you tell them to
17:01watch closely over the next 12 months?
17:03Yeah. So from a broker, if you're thinking about it from like a sale and, you know, profit margin type
17:10standpoint, I would say really start to make sure that the data you're trying to refine, the data you're trying
17:15to follow matches what's actually happening.
17:17Because what happens a lot of times is data can be used in any way we want to turn a
17:24message positive or negative.
17:26Right. And oftentimes, neither are actually the, you know, the truth behind it.
17:30And so make sure that you're as a broker, especially if you're one that's leading agents, you really are following
17:36the real trends of what's happening.
17:38So when we say in the national news or wherever that prices have increased this much, but it's not also
17:44telling the story of how many homes got withdrawn from the market or how many homes took, you know, canceled.
17:50Like that is also part of that story.
17:52That's the reason prices look like they're going up is because only the homes that are selling are factoring into
17:57that price standpoint, whereas homes that aren't selling, we don't factor into that average price point.
18:02And so sometimes people are like, this is insane.
18:05And it's like, well, that's the conversation because that's what your agents are going to have to deal with when
18:09their seller says, why isn't my house selling?
18:11And from an engagement standpoint, I think more so than ever, collaboration among brokerages and collaboration among realtors is an
18:21essential part of our organization.
18:23I think, you know, largely real estate has felt on its back foot for the past couple of years, especially
18:29as consumer confidence goes.
18:31And you can't bridge that consumer confidence doing it brokerage by brokerage.
18:37What you really need to be able to do is to have conversations and have a unified kind of understanding
18:42of that professionalism, those things that make and break our industry that, you know, brokers have an alignment, even if
18:49they disagree on recruitment tactics or, you know, what their splits are and all those things you always hear that
18:55ultimately it's better to work together than to work, you know, in, you know, competition.
19:01And I think that's that's a hard thing that some people when it's so when the markets are so good,
19:06you don't feel the need as much to collaborate when the markets get tough or when you have this kind
19:11of, you know, what I say is attention, you know, constantly from outside sources.
19:16Pick up the phone, call other brokers, find out what's their pressure points, what's going on with them.
19:21Don't make it seem as though it's something to find out about their agents or anything like that, but just
19:25truly like maybe you have more in common.
19:27And maybe it's a way to kind of navigate these waters together, because I know for us, that's been a
19:32big plus is trying to get people kind of in the same room to hear what the issues are that
19:37are really affecting everyone, because it's oftentimes the loudest voice is the one you hear instead of hearing, you know,
19:42kind of what everybody's dealing with.
19:44Yeah, that's an understatement to say there's a lot going on in the industry right now.
19:49We got a lot going on.
19:50And so, yeah, especially with Kelly Blue Book entering, entering it now.
19:55So that one will be Kelly Blue Book, Bed Bath and Beyond.
19:58Who doesn't want a slice of the pie at the moment?
20:00You know what I mean?
20:01So, yeah, it's been an interesting, you know, I'm a renex broker.
20:05And so obviously I've dealt with the real, you know, merger and things like that.
20:08And it's something every day.
20:09But again, if you allow yourself to be overwhelmed or overstimulated by kind of a noise that takes away from
20:19what you're really good at, and that's helping people.
20:21And I think oftentimes that's what I try to remind my agents is you are first in the people service
20:26industry.
20:27You are serving someone and making a huge decision, just like any other kind of consultant out there.
20:33So if you get yourselves wrapped up in he said, she said from different, you know, news sources or brokerages
20:39or whatever, it takes away from your time of really focusing on your clients.
20:43And your clients will feel that they don't they don't care as much as it might feel like to you
20:48inside the industry.
20:49They see it in the news, but they don't know what's going on.
20:52And they don't have the same level of like appreciation for, hey, our MLS is open now versus not.
20:57And this is like where I'm like, stay focused, focus on your clients, and then we can worry about those
21:03other things as they come along.
21:05Yeah, absolutely.
21:06All right.
21:06We're going to go into a lightning round.
21:08So this is kind of the first thing that comes to mind.
21:10One word to describe the Nashville market right now.
21:14It is niche.
21:17It's very niche.
21:19So as you said, hyperlocal niche is the word I'd use.
21:22It's like you just use it saying Nashville alone scares me because I'm like, that's a big city.
21:28Yeah, yep, absolutely.
21:30So the most overrated market fear.
21:36Most overrated crash, just any type of crash.
21:42I think I think people compare to 2008 far too much.
21:46The regulatory structures we have, the things that we do differently nowadays, I think that's that makes it not the
21:53thing that we really need to be focusing on.
21:56Yeah.
21:56Most underrated opportunity for agents.
21:59Underrated opportunity.
22:01This is good.
22:02I'm not lightning at it.
22:04Underrated opportunity is probably reaching into what I would say are generational markets.
22:12Again, I do think the boomer generation, just because you're a young agent, not looking into how you can kind
22:18of reach into some of that, whether it be estates, talking to a state attorney.
22:22I think we network with lenders and people like that.
22:25But if you're not networking with retirement homes and estate attorneys and other people that are making huge life decisions,
22:31you're missing an opportunity to really be part of the conversation as it goes forward over the next few years.
22:36Yeah.
22:37OK, last one.
22:38One thing every broker should be training agents on this year.
22:42Pricing.
22:43Yeah, I can't overstate it enough.
22:45If an agent is overpricing in your brokerage, you need to have a conversation with them because it reflects negatively
22:52upon you.
22:53No one wants to see that.
22:55I think more so than ever, we have a lot of agents who got into the market within the past
22:59five years who had what I call quick education.
23:02And so they fly by the seat of their pants.
23:05And this is one of those markets where you really need to know what you're doing.
23:08You need to know how to actually evaluate a comp and you need to be able to have those conversations
23:12with the other agents to educate them as to why you priced on those comps.
23:16Yeah, great.
23:17Well, Jack, thanks so much for joining Real Trending.
23:20It was a pleasure.
23:20Yeah, thank you so much.
23:22Thank you so much.
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