Paul DeLano

I'll see if I can find it that talks about- That's what it's from.

Right.

You know, the great, obviously the more cheese, less whiskers is we've spent almost the entire time

talking about the cheese.

It's not about

I would love to contribute to them in any way I can.

And yeah, and if somebody's on the fence about specializing in a particular area of real estate, they're welcome to call and I'll

give them about five minutes and tell them it's the only way to go.

And I think that for somebody considering specializing, at least for me, my initial market, I believe was about three to 4,000 that I found.

And so what you do need to look at that market and run the data from the MLS to see,

Are there enough transactions that if I get a 10%, 20%, 30% market share, that that's enough to meet your needs for your family?

you declare what your market is and you only do that and you're not going to run up against another competitor that is this committed to serving their clients and is specializing.

That's right.

And yeah.

And we, people often ask who my competitors are and I just say that this is what we do.

And I haven't found anybody else.

It's just,

serving lake property owners and buyers.

What's your takeaway?

Look, it's extremely valuable and I learn by articulating and it's easier for me to learn and get a video replay of this and share it with the team.