On this week’s episode of RealTrending, Tracey sits down with Eric Elfman, the CEO of MoxiWorks.
Eric talks all about balancing the delicate relationship between leveraging AI tools and building and maintaining client relationships. He also talks about making these tools more accessible to agents.
Eric also shares MoxiWorks’ plans to increase technology adoption and make real estate tools more accessible to agents, along with a sneak peek at the company's upcoming software launch this summer.
Here’s a glimpse of what you’ll learn:
Technology alone won't solve real estate challenges, you still have to focus on relationships.
AI is already integral to everyday real estate technology.
Adoption of technology in real estate is still low in a larger sense.
Choosing the right technology — not just the most popular — is crucial for brokers.
Related to this episode:
MoxiWorks
https://moxiworks.com/
Eric Elfman | LinkedIn
https://www.linkedin.com/in/ericelfman
Enjoy the episode!
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.
Eric talks all about balancing the delicate relationship between leveraging AI tools and building and maintaining client relationships. He also talks about making these tools more accessible to agents.
Eric also shares MoxiWorks’ plans to increase technology adoption and make real estate tools more accessible to agents, along with a sneak peek at the company's upcoming software launch this summer.
Here’s a glimpse of what you’ll learn:
Technology alone won't solve real estate challenges, you still have to focus on relationships.
AI is already integral to everyday real estate technology.
Adoption of technology in real estate is still low in a larger sense.
Choosing the right technology — not just the most popular — is crucial for brokers.
Related to this episode:
MoxiWorks
https://moxiworks.com/
Eric Elfman | LinkedIn
https://www.linkedin.com/in/ericelfman
Enjoy the episode!
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.
Category
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NewsTranscript
00:00CEO of MoxieWorks.
00:02And he's just started the job about 11 months ago
00:06and has learned so much about the real estate industry
00:09and really understands the role that technology
00:12plays in that, in such a relationship-driven industry.
00:17And I think you'll really enjoy his message
00:19and his discussion about some of the trends
00:21that he's seeing out there right now.
00:23So enjoy the podcast.
00:25So Eric, welcome to The Real Trending Podcast.
00:28Glad to have you.
00:30Glad to be here.
00:31Thank you, Tracy.
00:32Yeah, we're gonna talk all things tech trends,
00:35but first I want to have you tell our audience
00:39just a little about how you came to MoxieWorks
00:42and what some of your goals are for the coming year.
00:47Yeah, sounds good.
00:49Look, I'm a founder, CEO.
00:51I spent 25 years running two businesses
00:54that I founded in legal tech.
00:56So I've only been in real estate for 11 months.
00:58I can talk about how that made sense for me
01:01and our private equity sponsor at some point.
01:04But I come from a SaaS business
01:07and I'm a growth-oriented type CEO.
01:11Obviously, the real estate industry
01:13has had a challenging couple of years.
01:15Four million homes sold last year
01:17compared to 7 million in 21.
01:19We don't need 7 million again.
01:21But what I think our sponsor was interested in
01:25is getting a growth-oriented transformation
01:29underway in MoxieWorks.
01:31A lot of times businesses in challenging states
01:34are huge opportunities for those with an eye
01:37to do something better.
01:39And so they brought in a growth-oriented CEO
01:41in the scaled asset to a little bit bring startup DNA
01:46and how do we think again,
01:47like a young company that has to disrupt.
01:50But with a benefit of 1,000 real estate brokerages
01:56and 400,000 agents that are our customers.
01:59And so I thought it was a thrilling next chapter
02:01of my career as well.
02:03So trial by fire into the real estate industry for sure.
02:08During a very challenging time.
02:10So I wanna talk high level.
02:13Over the past year,
02:14what have you seen as some real overarching technology trends
02:20for agents and brokers?
02:23Yeah, and I'll stay away from AI for a bit
02:26because obviously the reverberations of the AI conversation
02:30are getting deafening.
02:32I think mostly for the first time in the last 70 years
02:35of using that term, it's more real than ever before.
02:39But look, what I'd say is I'm probably different
02:41than a lot of technologists.
02:43The technology is not gonna solve the problems
02:46in the real estate industry.
02:48I think a lot of what we're seeing
02:49in our successful customers today
02:51is getting back to basics and the blocking and tackling
02:54of what it took to be a successful real estate agent
02:5710 years ago.
02:58Just the hard work of filling the database
03:00and nurturing your contacts.
03:03But look, what Moxieworks does
03:06is really just sales and marketing software
03:09for real estate agents.
03:10We've historically sold to the real estate brokerages.
03:14And I think the statistics and the data
03:16is pretty overwhelming
03:18that if you put in the hard work as an agent
03:22and pick up the phone when it's not calling
03:24and all those things that are sometimes distasteful,
03:28and you apply technology in a really smart way,
03:31you have really got an edge over competition.
03:34And in a world where, I mean,
03:36maybe we sell more than 4 million homes this year,
03:39but nobody should bet on it.
03:41In a world where you wanna expand your business
03:43in a fixed market size means you gotta win something
03:46from someone else at a higher degree.
03:49And so for me, I think it's like all industries.
03:52You work hard and you apply technology smart,
03:56I think you're gonna have a leg up on competition.
03:58And I guess the last thing I'd say,
04:00the statistics in this industry about adoption
04:03of brokerage or franchise or sponsor software
04:07is pretty low.
04:0820 to 30% is pretty standard.
04:11I mean, 70% of your peers aren't using tech.
04:16It's a huge opportunity then for you to be using it.
04:20And I've seen an evolution in real estate technology.
04:24I mean, from years ago,
04:25when it was all about disrupting
04:28the agent-client relationship to now supporting it,
04:32what other, how else has real estate technology evolved
04:37in your opinion?
04:39Yeah, look, I think that's a good point.
04:41And I wasn't here, but 10 years ago, you were right.
04:44We were in the disruptive phase.
04:46If you look at software life cycles,
04:48that was really as we were leaning
04:51into the boom time of 21,
04:53that was the period of hyperbole
04:56and outsized hope and vision
04:58and marketing speak about technology.
05:01We're now in this area where it's all getting rationalized
05:05and we're realizing tech is not magic.
05:09It's not auto-magical.
05:10It's not going to make a not hardworking agent successful.
05:15What it's gonna do is augment the hardworking agent,
05:17make them even more successful.
05:19And so what I see as a real focusing
05:23on kind of those key capabilities
05:26that will make agents successful,
05:30there's only three or four major big vendors in this space.
05:34And unfortunately, and I've said this before
05:36and I don't mind saying it,
05:37we've all become a little laggards in terms of innovation
05:41because we're all private equity backed.
05:43And normally that means a profit motivation
05:45and tons of startups in the space.
05:47I have never seen a space with so many startups in.
05:51And I think the bar to have a good idea
05:53in real estate is low.
05:55I think the bar to achieve scale
05:57and kind of break out velocity
05:59to reach the scale of Amoxiworks is very hard.
06:03So I think what you're seeing,
06:05what you're definitely gonna see from Amoxiworks
06:08is a re-envisioning about what software should look like
06:12for an agent to support an agent in 25.
06:14I think the market is very different today
06:16than it was in 21.
06:18And for a lot of the years from 09 leading up to 21,
06:22I think you're seeing a focusing
06:23on just those key capabilities that matter.
06:26And guess what?
06:26AI is real.
06:27AI is real as in the real estate industry
06:32as it is in every other industry.
06:35It's not gonna replace agents.
06:36It's not gonna do the job of agent.
06:38I sure can't take care of a lot of the administrative
06:40and the back office type things for agents.
06:43Let them do what they do best,
06:45which is give advice, guidance, and counsel.
06:49And that kind of leads into my next question,
06:51which is, what are some of the innovations
06:54that you think are going to have the greatest impact
06:58on real estate agents and brokers
07:01in the coming couple of years?
07:04Yeah, I think a lot of them flow into AI.
07:08Not that AI is gonna do something differently,
07:10but AI is lowering the bar for software development.
07:14And it's also lowering the bar for creative industries.
07:17And what is real estate?
07:19Real estate is a bit of a creative industry
07:21if you think about listings and ads.
07:24And there's a bunch of content
07:26that has to be created in this space.
07:27A lot of our technology creates content.
07:30And so even though this idea,
07:33they call them AI agents,
07:34is no different than robotic process automation
07:38of 20 years ago.
07:39It's this idea that you use technology
07:41to automate low-value tasks for humans to be doing,
07:46like setting up emails, like pulling listing content
07:50and creating presentations or ads
07:53before a human has to start to type,
07:55let the human edit what has been created,
07:57and let AI create that content.
08:00And so I think the biggest potential boom in this industry
08:05is to let agents focus more
08:07on what really distinguishes an agent.
08:10Nobody uses an agent
08:11because they've got better email marketing software.
08:14They use them because they trust that agent more.
08:16And so the more the agent can be in the field,
08:19all the better.
08:20And so I know we're spending an enormous amount of energy
08:24in AI and automation in our tools.
08:27And then I would also say the rise of the power
08:29of agent teams in this industry is not going away.
08:34They're going to continue to wield more power
08:36in these brokerages and franchisors.
08:39Some of our more successful brokerage customers,
08:41a quarter of the agents are in teams,
08:44driving 40% of the transaction value.
08:47And so technology that better enables teams,
08:52while not brand new,
08:54I think it's really got to evolve as well.
08:57Yeah, absolutely.
08:59And I do question like the adoption.
09:04Other than just the pure idea of learning something new,
09:10what are some of the other roadblocks
09:12that you're seeing out there?
09:13And what is Moxieworks doing to kind of ease people
09:16into adopting a technology?
09:20It's a good question.
09:21I think there are controllable and uncontrollable.
09:23It's just why the reason I don't worry
09:25about is because it's uncontrollable, right?
09:27We're not organizing a growth transformation
09:31that requires a rebound.
09:33A lot of the adoption issues,
09:35I think are because of the nature of the relationship
09:38between an agent and a franchisor or brokerage
09:40and then their contractors.
09:42And they can pick up their contact database
09:44and go somewhere else almost overnight.
09:47I think there might be a little distrust
09:51of the agents themselves to want to use
09:53the broker sponsored technology all in,
09:57especially because most vendors make it a little difficult
10:01to move your data from one brokerage to another.
10:05And so what is Moxieworks doing?
10:07We're trying to make that transition easier.
10:09Look, brokerages are still our customers,
10:12but agents are end users as well.
10:15And so we want to in a lot of the tech
10:19that we're writing today,
10:20we're making portability of your information
10:24as an agent easier
10:26while not breaching the confidentiality of your data,
10:31right, the confidentiality of your data.
10:33And so we're making it easier to move,
10:36but from an adoption perspective,
10:39we're also creating, and this is not technology related,
10:42we're creating an agent experience department
10:45where as we've seen in this industry,
10:48as brokerage margins have gotten tighter
10:51and they've looked more for ancillary sources of revenue,
10:54training in education of the agents
10:57has suffered a little bit,
10:58especially around technology adoption.
11:00And so I think the vendors are going to have to step in
11:03and start to provide some of that encouragement,
11:06the education, the learning around why technology matters.
11:11And that has nothing to do with the vendor you use,
11:14it has to do with just basic coaching.
11:16And so we're building an apartment
11:19and starting to lean into that more.
11:20It may not sound inspirational,
11:22but if we can get adoption from 25% to 35%,
11:27that's a 40% increase.
11:29Yeah, absolutely.
11:31And I think, you know, just what I see out there too
11:35is it's overwhelming.
11:38Real estate is a relationship business.
11:40So their first, you know, agents first and foremost
11:43want to develop relationships.
11:46And they don't always want to take the time
11:49to build the system,
11:52to make it easier for them to build those relationships
11:54because, you know, they're in it,
11:57especially when it's a really busy market,
12:00like we've had like the COVID market.
12:03Now they do have some downtime, unfortunately,
12:07to spend on really building up that database
12:09and building up those AI, you know, generated systems
12:14to get things going.
12:15So it's a huge opportunity.
12:17And like you said, Moxieworks is looking to grow
12:20during this time as well.
12:21And really, smart agents, smart brokers,
12:25you know, smart companies,
12:27this is the time to take advantage
12:29of that growth opportunity.
12:32And so what are some of those strategies
12:34that you're seeing agents take
12:37or strategies you think they need to embrace
12:41in kind of this tech-driven world,
12:43even though it's a relationship-based business?
12:47Yeah, it's a great question.
12:48I love the way you talked about down market
12:50is a time to retool.
12:51It's a time to invest.
12:53Look, I spent a lot of my formative years in Houston,
12:58even though I don't know much about oil and gas.
13:00I know when oil is 50 bucks a barrel,
13:02that's when all the gas companies are investing in tech
13:05and new ERP system.
13:07So I think the same is true here.
13:08It's a perfect opportunity.
13:11Look, I've never been an agent.
13:12So I want to be careful not to act
13:15like I know what it takes to be an agent,
13:17but I've practically been in sales my entire career.
13:20And what I know is a lot of it is getting back to the basics.
13:24What we did here at Moxieworks,
13:26even though we've got almost 14-year legacy,
13:29when we were starting to re-envision
13:31what does tech look like for 25,
13:33we totally wiped the whiteboard clean.
13:36And so forget about everything we've done
13:38and all of our different products.
13:40What does the market need today?
13:42I think a little bit of that cleaning the slate
13:45when there's some downtime to say,
13:48if I wanted to dominate the market in 25
13:51and I were being born here,
13:52what would I do differently than 10 or eight or 12 years ago?
13:57And I think what most people will find
13:59is much less to do about technology
14:02and it's more to do with the actual process
14:05of building that database and nurturing that database.
14:09And then you figure out the smart ways
14:11to apply technology as well.
14:14I will tell you, I feel like the vendors
14:16have let end users down a little bit here.
14:19There is so much known about what it takes
14:22to be a successful agent.
14:24Number of contacts in equals this GCI out
14:28if you do these four things.
14:31Our software, like a lot of our competitors,
14:33requires people to go click buttons
14:35to make the software do what we know it takes.
14:38And so when I talk about the next version of Moxieworks,
14:43I bundle AI with automation because it shouldn't matter
14:47are we really using AI or just algorithms,
14:50but the reality is a software
14:51ought to do more of the heavy lifting.
14:54You get a new ping on a listing,
14:56let the software create the CMA in the presentation
14:59and have it waiting there for you
15:01with generative AI content for you to do editing
15:05and click send as opposed to having to start
15:07the creation process from scratch.
15:11Yeah, have you, are there any kind of transitions
15:15or brokerages that implemented Moxieworks
15:18that you were just blown away at
15:21how they implemented the program
15:23and what did they do to really find that adoption,
15:28kind of solve for that adoption?
15:32Yeah, yeah, we do.
15:34And you probably know we have
15:35some of the biggest customers on earth,
15:38the brokerages and franchisors as our customers
15:41with a bunch of brands inside you.
15:43So you see totally different outcomes in terms of adoption.
15:46We've got some brands that are at 60 or 70% adoption
15:51and I've seen them as low as 9%.
15:53And what's the difference?
15:56Part of it is how much the brokerage themselves
16:00get in the boat of getting adoption
16:02as opposed to putting on the intranet,
16:06here's your technology stack, go use it and download it.
16:11The brands that do more of the heavy lifting
16:15of getting branding or even email campaigns
16:19set up at the brokerage
16:20and make them available at the agents,
16:23those are the more successful ones as well.
16:26And so it makes me a little bit wanna scream
16:28when I look at 9% adoption
16:31because we know the five things it takes.
16:33But now we're in a world where staffing is less
16:36than it was before.
16:38And it's tough choices
16:39that even these brokerages are having to make.
16:41But I think there's a time tested formula
16:43that we have seen successful and it's getting the boat.
16:48You said there are five things?
16:51Well.
16:52Yeah, and I don't have a list of five.
16:54Oh, okay.
16:55I bet we could, right?
16:57I bet there are five things that we can say,
17:00go do these.
17:01And this is part of what our agent experience team
17:03is trying to A, discover,
17:06and then figure out how do we come in
17:08and just do some of these for the brokerages,
17:11whether it's a four charge service or not.
17:14So for brokers,
17:16what questions should they be asking you
17:21in implementing your product?
17:23And then what questions should they be asking themselves
17:27about whether they're ready to do it?
17:31Yeah, it might differ a little
17:33whether they're a broker that already has technology
17:36or one that doesn't.
17:37Look, all the major brands do,
17:38but we're selling a lot of middle market brokerages today
17:41where we're closer to the new technology.
17:46Look, I guess one of the initial questions is,
17:48what problem are you trying to solve?
17:50Because you can't solve them all
17:52and marketing is not going to solve a limitation
17:55of homes being sold in a year.
17:59So what exact problem you're trying to solve
18:02and does the vendor you're talking to actually match them?
18:07Moxie works in some of our bigger peers or full suite.
18:10We do everything from the CRM all the way to the nurturing
18:13once a deal has been closed.
18:15That might not be the problem everyone is trying to solve.
18:19And so while we're a full suite,
18:21normally what we're selling in the middle market
18:23is one or two solutions that solve that exact problem.
18:27The barriers to success go down
18:30if you focus on just that piece of software
18:33that does what you need.
18:35And so while it goes against maybe the revenue model,
18:37it increases chances of success in the brokerage.
18:41Yeah, and I know a lot of brokers really,
18:45they struggle with deciding on a product to use
18:50or a service to use
18:51because they've been sold to for so many years
18:55on technology.
18:57And it went from like a competitive advantage
19:03to now table stakes.
19:05I mean, you just have to have it for your company.
19:08What advice do you have for brokers
19:11who are trying to determine like,
19:13and maybe it is partially solved for the,
19:16what problem are you trying to solve?
19:17But what is some other advice that you have for them
19:20deciding, is this something I want
19:23whether it's your program or another program,
19:25or is this just another shiny object
19:27that's getting my attention and sounds really great?
19:30Yeah, well, look, I think you said part of it,
19:33which is it's becoming table stakes.
19:36It is certainly table stakes
19:37for the most successful agents around.
19:40You will always have those unique agents
19:42that don't have to use tech
19:44because they've been in the business for so long
19:45and they've got such relationships.
19:47But I promise someone in their office
19:48is using tech to support them, right?
19:51So it always comes back to,
19:52so I absolutely agree with you.
19:53It is table stakes.
19:54So the question of, should I be applying tech?
19:58It doesn't seem really relevant,
20:00but there are a lot of options.
20:01There's a lot of old established vendor options
20:04and there are a billion startup options.
20:08I would really boil it down to the basics
20:11of what problem am I trying to solve today?
20:13Start just with that problem.
20:14Don't try and solve everything.
20:16And then talk with others in the space, right?
20:19The hardest choice I think right now for folks
20:21isn't do I or don't I,
20:23it's which of the 30 options do I do?
20:27And this is gonna sound self-serving,
20:28but the biggest vendors in the space are that way
20:30for a reason,
20:32because they've got kind of time tested tech.
20:35And so I would obviously wait towards that,
20:38but I would talk with customers of the vendors.
20:42We have a lot of customers coming back to us
20:44that got enamored of the startups in the space
20:49that just can't implement the way everybody hoped.
20:52Yeah.
20:53So be careful, this is important.
20:54And I guess last thing I'd say,
20:56and you know this probably all too well,
20:58and this was different than my last industry,
21:01our customers' reputations are so wrapped
21:05around the software that they deliver,
21:07because it's part of the value prop
21:09of associating with that brokerage.
21:11You have to be really careful about who you pick
21:14because a failed tech implementation
21:17doesn't just look bad for the vendor,
21:19it looks bad for the brokerage who chose the software.
21:21So you gotta be really careful.
21:23And it comes back to start small,
21:26prove out a case study,
21:28prove it out in one or two offices,
21:30don't roll it out everywhere,
21:32fine tune it and then roll it out.
21:34And only once you're successful,
21:35figure out the next problem to solve.
21:37Yeah, absolutely.
21:39And as consumers kind of evolve,
21:43how can agents use technology to meet their needs?
21:49Yeah, it's a great question.
21:51And most of the vendors in the space today
21:55don't do a good job of connecting to the actual end user,
21:58which is the consumer themselves.
22:03After AI, I think that's probably
22:04the next biggest evolution here,
22:06is I think it's the ultimate dream
22:08that once a transaction is closed,
22:10the brokerage and the vendor
22:12can get a tighter relationship with the consumer
22:15where when they're ready to come back around
22:17for another transaction, it's just a natural.
22:20Whether that's housing all of the data
22:23about the home that they bought
22:25or the dates things have to be done,
22:28or home information,
22:31I think that's ultimately the Holy Grail here.
22:33And I know it's certainly something we aspire to do,
22:36as well as I see a trend in the space
22:38more in Canada now than the US,
22:41where some of the real estate brokerages,
22:44if you think about the life cycle
22:46of what Moxieworks and most brokerages do,
22:49they get involved when someone wants to buy or sell a home
22:53and it ends when there's a transaction.
22:55You got the customer journey after that,
22:57but before this, you've got pre-buyers
23:00that are renting today.
23:01I see brokerages in Canada starting to extend further left
23:06and get involved in property management
23:08and catch a home buyer much earlier in the process.
23:11And so I love the idea of that theme as well.
23:14Yeah, yeah, and property management offers
23:17that kind of steady income at a time
23:20that the market is not so steady as well.
23:23So it's a huge opportunity.
23:25Yeah, huge opportunity right now.
23:28I mean, there's a lot of focus on data analytics and AI.
23:32So I guess I wanna know from you,
23:35what do you think are the,
23:38what are you implementing through Moxieworks
23:40that you're using AI?
23:41I think it's very confusing to people what AI actually is.
23:46Yeah.
23:46And then they've heard all, it's gonna take over,
23:48they're gonna be robots and it's dangerous.
23:53What do you think are the most essential functions
23:59and what are you implementing through Moxieworks?
24:03Yeah, I think it's two big categories.
24:04One is gonna sound confusing and threatening
24:07and it shouldn't, but it's agentic AI,
24:10which shouldn't be confused with an AI real estate agent.
24:15Agentic AI is you roll out very small chunks of AI
24:20that will do things in the background.
24:22And so think of it as a background agent.
24:25This is really big when you're thinking about
24:28all of the things it takes to be successful
24:30as a real estate agent.
24:31Software can prepare a lot of this stuff for you.
24:35So agentic AI, rolling out little automations.
24:40But the second is generative AI.
24:43And I wanna come back to the data-rich nature of real estate
24:45because I think that's a long-term goal.
24:50But generative AI, it is not as hard to write pure content
24:55that is good for SEO.
24:58It's not as hard to do that today as it was yesterday.
25:02I use chat GPT in my daily life
25:05and it needs to become part
25:07of the real estate software experience
25:10because so much of the heavy lifting of writing
25:13can be done with AI.
25:15Now you wanna edit it, you wanna look at it,
25:16you wanna customize, but content is the nature of the game
25:20when you're doing email nurturing
25:22and trying to keep the database warm.
25:24It's all about content.
25:26AI can help surface a lot of this much easier.
25:29So it's those two big areas.
25:31Yeah, absolutely.
25:33So my last question is just what's next for MoxieWorks?
25:37Any big rollouts, you're obviously looking to grow.
25:43So what's your plan moving forward?
25:47Well, look, we've been making a big investment
25:49in not only technology,
25:50but also in the whole go-to-market motion.
25:53So yeah, we've got a big launch
25:54of the next version of our software
25:56in the summer of this year.
25:58I mean, it is a big launch.
25:59We've spent a year, almost since the day I got here,
26:02we've been writing the next version of our software.
26:05So that'll be coming out in the summer.
26:06We're working with a bunch of our customers today
26:09in the beta program of that.
26:11So absolutely, that's huge.
26:13But I mentioned the go-to-market as well as,
26:18and I think I'm just stating facts here
26:19instead of criticizing the industry,
26:21as brokerage margins have gotten smaller,
26:24whether it's through agents getting a bigger portion
26:27of the commission dollar
26:28or just less at-bats in home sales.
26:31The ability to pay for software,
26:36the willingness to pay for software
26:37has also gotten a bit smaller as well.
26:41And so we have visualized a world
26:44where we deliver base capabilities
26:46to agents through brokerages with a paywall
26:49where agents that actually want to use
26:52the advanced capabilities and can afford to do it
26:54can do that as well.
26:56And so that's a bit of a go-to-market change.
26:59And we partnered with a bunch of our big customers
27:02to do that.
27:03Not everybody wants to do that.
27:04It's distasteful for some.
27:06But for some who can't afford to roll out
27:08the technology the agents need,
27:10it's another way to get them access to the tech.
27:13And we also have to build it into the software
27:15with a paywall.
27:16Yeah, that's smart.
27:18Well, Eric, thank you so much
27:20for coming on the Real Training Podcast today
27:22and sharing all of your knowledge.
27:24We really appreciate you.
27:26Thank you, Tracia.
27:27I appreciate the opportunity.
27:29Thanks.