As a young 18 year old agent I can definitely tell you I was already feeling motivated but your video left me even more pumped ! It's 1 in the morning and i already want to run out and start prospecting ! You're FANTASTIC !
@@ELY-qg2vn Not so well, I’m guessing. Personally I wouldn’t hire a kid 4 years older than my children to be my agent. Being too young could definitely be a problem the op should be 22 by now and even that is extremely young.
GOLD! GOLD! GOLD! Thank you so much for sharing this information. It is exactly what I needed to get back into listing properties. I pray your blessings multiply one hundred fold.
Hi Kevin, I am an Indian (New Delhi based) realtor and in profession since last 7 yrs. I found ur coaching and sharing really educative and it has really transformed my context of doing business. Keep sharing
I am just brand new and speak English as a second language and Kevin helped me that I can do this . Perception is reality . He is more knowledgeable than my Pastor at the church. Not only real estate but right direction of life . I am fired up !
Kevin , I have been watching your videos for a week now . I just signed up for my real estate classes and what has prompted me to become a Realtor is that I work 68+ hours a week working for the corporate man , go to college and have a family . I honestly want more to life then the cubical and I feel that with my connections and knowledge of demographics and my father being in the mortgage industry for 15 years I could make a huge impact on my life and others. I do not mind working if I know that the income potential is limitless and that I can make a difference in someones biggest financial obligation .I bought my first home at age of 25 and ever since then I want to help young home buyers to not just buying a home but also pointing them in the right direction ,weather it is home inspections or a mortgage company . Once again your knowledge has really motivated me to become the top % in the area I will sell .
I like Kevin's Energy. People like him are the reason I decided to do Real Estate. I'm a new agent at KW and yes they offer lots of training. It's really training about how to use their software and how to market yourself. It's not really the exact training you are expecting as a new agent and probably other franchise companies are the same. When I first walked in the door, I imagined having someone guide me and show me how to get listings/buyers. )You are on your own on that one. They do offer a Productivity Coach who will sit down with you during each transaction which charges you a pretty penny. In Real Estate, I've learned no one will work for free. I am thankful for the friendly agents I have met and they are willing to answer any questions I have about the business. I feel like I'm learning the business all on my own. You are not alone!
I totally agree! Confidence is super important! Also, learn fast - great point. Here is something that I think new agent can do. Specialize in New Home Sales. In one week you can learn most of the builders in a specific area. I have found that many of the established agent don't even know where many new home communities are because they are usually not in the MLS because they are not yet built. Most buyer want to at least see the new homes so by specializing in new homes at least as a buyers agent you can create a big competitive advantage over more seasoned agents very quickly. The Great video, thanks!
This was AMAZING Kevin! Very motivational and eye opening for a young and new agent like myself! Thank you for your encouraging words. CONFIDENCE IS KEY! Play to win everyday!
I am so glad I found your page. I am currently taking a course to obtain my license, but figured I'd get a few side lessons on here too. I am so excited to become an agent. I actually wasn't concerned about my age as an agent, but this video did help me understand what potential buyers/sellers would be thinking if they were the ones concerned of my age. Ask any of my family and friends and they'll tell you I have no problem with energy, enthusiasm or confidence, so I'm glad I'll be able to utilize them all in my career as a real estate agent! Thank you for showing me that!
Hey Kevin thanks for the quick response! I saw the video before your reply to my comment, and I just assumed it was directed at me, haha. I appreciate the help! Bryan
Great video Kevin. A question every new sales person gets is "how many houses have you personally sold?" What would you suggest as an answer if it's their first or perhaps under 10? I'd really love to be able to help those brand new agents succeed. Cheers
My favourite video so far! I have such a passion and drive to sell real estate, but it's only my own objections that 'people will think I'm too young' that's holding me back. This is exactly what I needed to hear! Thank you!
You are totally amazing man!!! I been studying all your work and my confidence is growing each and every day. Each video has multiple nuggets....you truly have been a blessing. Stay blessed fam!!
I just joined Keller Williams in Washington state . Wish we have someone like you here mentoring us. I actually watched some videos of your real estate course on here while I was prepping for the state exam. I must add you helped me through it to pass the test with your law attraction method that you mentioned on one of the videos. I love all the teachings you provide. I appreciate you and thank you very much.
I started watching your videos at 10:30am. It is now 11:30. Thanks for posting these videos and helping others out! If you are ever in Hawaii, Oahu, let me know.
Kevin, I sincerely appreciate your wisdom, most up to date knowledge about the real estate business and most importantly human psychology. Your videos are great - I'm learning a lot. You truly want people to succeed. I'm on my way to a successful real estate career. Thank you for all that you do!
Hey Kevin, I've just begun studying to become a real estate agent in Canada and have been watching your videos - thank you so much for sharing. My question is; I'm looking to get as much knowledge and know how before I graduate and become a licensed real estate agent. Which of your videos would you recommend to a person such as myself (still studying - planning on being certified roughly 4 months from now). Once again, thank you for sharing all of these great tips and expertise!
I love this advice Kevin. As I build realtor relationships this is often the message I bring as well. It really is about winning in your head first! The Charisma Myth, Think and Grow Rich, and about a dozen other psychology books all, describe this same point.
Hi Kevin, I am 1 week into Real Estate and I am learning so much from your videos. I passed my exams on September 17th 2020 and have been wired every since. Because I am waiting on my license number to be assigned, I am unable to do somethings other agents can do. I cannot sign up for MLS, turn key to properties, nor have my business cards come in yet. However, I am taking your advice and training myself to standout from other agents. So thank you in advance for helping to make me ANTA-AMERICA'S NEXT TOP AGENT!!! Yolanda Gailes
Watching this in Florida October 2021 to help me succeed after I pass my state exam, I’ve been watching your videos back to back and you sir are a really great source of knowledge. PS: I’m buying your book next week
Kevin Thank you every time I have a doubt, I always turn to your videos. I have one question, about the last C. When you mention the new rules and new technology. How do you create a market plan for a potential listing and what technology. I am a new real estate agent but not a young real estate agent in Palm Beach, Florida. Thank you for all your videos they do help a lot of people.
You really just changed my perspective and gave the motivation I needed to make things happen eversince i started watching your content! Thank you so much for educating us!
Kevin, Thanks for sharing this. It was perfect. The comment about "wouldn't you want a Young surgeon with all the latest technology" was all I needed to hear. I was introduced to a lot of mentors and trainers since I've started but after watching only 2 of your videos, I now know I will be watching more :)
love your stuff kevin, Im 27 years old in an area right outside Manhattan. it actually helps me to be in my late 20's, its a very young town so I guess it depends on your market.
Kevin, you're the best! Thank you so much for how much free content and value you provide!!! I have a goal of being the youngest Realtor to make NAR's 30 under 30, do you know the age of the youngest person to make the 30 under 30 list is?
In regards to honing your market knowledge, by looking at 5 properties a day, should we narrow it down to our farm area or go to all the surrounding cities as well? Thanks so much for sharing this information @Kevin Ward :)
thank you! this is so informative. I'll have my real estate license in June & as 23 year old, this has motivated me to find out as much knowledge as I can to be the best . I just subsrcibed :) Can't wait to watch more of your videos.
I am 20 years old, licensed in CT and NY since 18. If you get in this business at a young age prepare to be turned down because of your age. Fake it until you make it
Get over the fear of your age. I'm 23, started at 18. Your age is only an issue if you make it one. If someone mentions it, remind them you're a professional. If you're not one, become one. That means failing a bunch of times. Get out there man, you can do it!
And just say.. I AM older than I look.. I've just had a lot of work done 🤣😂.. or you have a baby face, etc. Breaks the ice..then push through with showing your knowledge base and confidence to help the know that you can handle it.
Be professional, be prepared, dress professional, sounds bad but act and “talk” older than you are. Kevin at 18 and Kevin at “” would sound very different. Emulate those that succeed and you will to. Great profile pic by the way Stephen.
as a motivated 21 year old realtor this has been helpful. i dont have any listings yet but im slowly buulding my prospecting skills and its only my first month. thanks Kevin. josue with weichert realtors
Hi Kevin, Some higher end bracket properties don't want showings unless a proof of funds or pre approval is shown. how can i overcome that objection from seller's agent in order for me to get a preview of the property.
Hi Kevin, your video sure help in my young real estate career! All the way from Singapore :) Like mentioned earlier, let me know if you need a guide in Singapore too?
Hello Kevin. This is an awesome video. I am new in this business and needs all the help that I can get. I love the fact that you utilizes simple strategies that are powerful in the work place. I agree with the fact of having confidence in the work. I will continue to listen to your videos.
Thank you Kevin! I am going through the florida real estate course right now and your videos are really getting me pumped up! Just a question: what do you mean by know your market? Do you just walk around neighborhoods? Look at listings on zillow? How should I start researching while I am going through this course as I feel like I am lost as to where to start...
When you have access to MLS.. start running searches. Also go preview homes. Lots of them. You can do that (through open houses) now before you get your license.
Yeah...forget all that fake crap. It's gotta be real...from you. The best enthusiasm come from genuinely wanting to help people and being excited about it.
Thanks for this video .. I’m not that young but i look super young .. and I’m new to the business .. i feel intimidated speaking with older ppl because of how young i look
Happy Veterans Day. It just depends. Some will appreciate it...others don't care. The discipline and structure you learned in the military can really help if you transfer that same thing to your real estate business.
Thank you for your time and sharing your advice on youtube. I have learned so much from you- thank you for doing what you do both on and off the tube! :)
Hey Kevin I'm a newly licensed broker for Coldwell bankers and i wanted your advice, My office was supposed to train me on getting listings, Contracts, how to do a CMA properly and using the MLS... however i feel like a fish out of water as no such training has taken place since I've signed up over a month ago, Then i decided to train myself which brought me to your amazing videos.. are you Open to train and/or ONLINE train a new agent like myself?? #CHICAGO
I was going through this same issue in keller williams here in florida, i have found its better to learn as you go along, how has it been for you so far ?
As a young 18 year old agent I can definitely tell you I was already feeling motivated but your video left me even more pumped ! It's 1 in the morning and i already want to run out and start prospecting ! You're FANTASTIC !
krystal Rain krystal how has real estate been going
@@ELY-qg2vn Not so well, I’m guessing. Personally I wouldn’t hire a kid 4 years older than my children to be my agent. Being too young could definitely be a problem the op should be 22 by now and even that is extremely young.
@@cookncrook6902 Oo so salty
@@dmarcomartinez7268 What do I have to be salty about? 😂
@@cookncrook6902 I guess I missed the positive, supportive, or insightful part of your comment
Kevin, you seem to have a post about every objection. That is the best objection I've heard about being a new realtor. You nailed it at the end!
GOLD! GOLD! GOLD! Thank you so much for sharing this information. It is exactly what I needed to get back into listing properties. I pray your blessings multiply one hundred fold.
Thx Kevin! Brushed up on some listing tips with your videos and signed a listing for 1.8 million(full commission) using your listing steps!!
Hi Ryan, you in Cali.? Still going strong in 2019?
Hi Kevin,
I am an Indian (New Delhi based) realtor and in profession since last 7 yrs. I found ur coaching and sharing really educative and it has really transformed my context of doing business. Keep sharing
Thanks for this video Kevin. You have made it easy for young realtors.
I am just brand new and speak English as a second language and Kevin helped me that I can do this . Perception is reality . He is more knowledgeable than my Pastor at the church. Not only real estate but right direction of life . I am fired up !
Kevin ,
I have been watching your videos for a week now . I just signed up for my real estate classes and what has prompted me to become a Realtor is that I work 68+ hours a week working for the corporate man , go to college and have a family . I honestly want more to life then the cubical and I feel that with my connections and knowledge of demographics and my father being in the mortgage industry for 15 years I could make a huge impact on my life and others. I do not mind working if I know that the income potential is limitless and that I can make a difference in someones biggest financial obligation .I bought my first home at age of 25 and ever since then I want to help young home buyers to not just buying a home but also pointing them in the right direction ,weather it is home inspections or a mortgage company . Once again your knowledge has really motivated me to become the top % in the area I will sell .
I like Kevin's Energy. People like him are the reason I decided to do Real Estate. I'm a new agent at KW and yes they offer lots of training. It's really training about how to use their software and how to market yourself. It's not really the exact training you are expecting as a new agent and probably other franchise companies are the same. When I first walked in the door, I imagined having someone guide me and show me how to get listings/buyers. )You are on your own on that one. They do offer a Productivity Coach who will sit down with you during each transaction which charges you a pretty penny. In Real Estate, I've learned no one will work for free. I am thankful for the friendly agents I have met and they are willing to answer any questions I have about the business. I feel like I'm learning the business all on my own. You are not alone!
Kevin, I watch your videos all the time. I totally agree! Confidence is the name of the game. Great Job!
Clifford Royal I’m addicted to his videos. Everyday gotta watch. So much to learn
Hi, Kevin
Thank you for all the time you're taking to help Real Estate Agents learn and do great in this business. Wish you the best. God bless you.
I totally agree! Confidence is super important! Also, learn fast - great point. Here is something that I think new agent can do. Specialize in New Home Sales. In one week you can learn most of the builders in a specific area. I have found that many of the established agent don't even know where many new home communities are because they are usually not in the MLS because they are not yet built. Most buyer want to at least see the new homes so by specializing in new homes at least as a buyers agent you can create a big competitive advantage over more seasoned agents very quickly. The Great video, thanks!
Thank you. Thank you. Thank you! Seriously. Overcoming being a new agent can be so tough. This is awesome.
My 18 year old son is getting his real estate licence when he turns 19 in a few months and this really helped him out. Refreshed me too. Thanks!
did he pass the test im taking mine in a couple of weeks
This was AMAZING Kevin! Very motivational and eye opening for a young and new agent like myself! Thank you for your encouraging words. CONFIDENCE IS KEY! Play to win everyday!
how are things going as a new agent? im new myself
Hello , how do you like it so far ?
How’s the journey?
Thank you Kevin! I'm a brand new real estate agent and your videos have been so helpful!
I am so glad I found your page. I am currently taking a course to obtain my license, but figured I'd get a few side lessons on here too. I am so excited to become an agent. I actually wasn't concerned about my age as an agent, but this video did help me understand what potential buyers/sellers would be thinking if they were the ones concerned of my age. Ask any of my family and friends and they'll tell you I have no problem with energy, enthusiasm or confidence, so I'm glad I'll be able to utilize them all in my career as a real estate agent! Thank you for showing me that!
Hey Kevin thanks for the quick response! I saw the video before your reply to my comment, and I just assumed it was directed at me, haha. I appreciate the help!
Bryan
HEEEY Bryan 7 years ago when he was new
Great video Kevin. A question every new sales person gets is "how many houses have you personally sold?" What would you suggest as an answer if it's their first or perhaps under 10?
I'd really love to be able to help those brand new agents succeed.
Cheers
My favourite video so far! I have such a passion and drive to sell real estate, but it's only my own objections that 'people will think I'm too young' that's holding me back. This is exactly what I needed to hear! Thank you!
Kevin, your videos are excellent!! I listen for nearly an hour everyday and learn plenty every time. I want to hear more about your training programs.
You are totally amazing man!!! I been studying all your work and my confidence is growing each and every day. Each video has multiple nuggets....you truly have been a blessing. Stay blessed fam!!
I just joined Keller Williams in Washington state . Wish we have someone like you here mentoring us. I actually watched some videos of your real estate course on here while I was prepping for the state exam. I must add you helped me through it to pass the test with your law attraction method that you mentioned on one of the videos. I love all the teachings you provide. I appreciate you and thank you very much.
Hi Susan: I am starting to to do research on real estate, I have read KW has someof the best training programs for new agents. Is that true?
"Born with a silver foot in their mouth" LOL
Outstanding presentation on the newcomer to real estate sales!
I started watching your videos at 10:30am. It is now 11:30. Thanks for posting these videos and helping others out! If you are ever in Hawaii, Oahu, let me know.
Great. Just what I needed to hear especially the part about knowing the market. I am truly excited.
Kevin, I sincerely appreciate your wisdom, most up to date knowledge about the real estate business and most importantly human psychology. Your videos are great - I'm learning a lot. You truly want people to succeed. I'm on my way to a successful real estate career. Thank you for all that you do!
I appreciate that!
Just what I needed to hear Kevin. Keep the videos coming!
Hey Kevin, I've just begun studying to become a real estate agent in Canada and have been watching your videos - thank you so much for sharing. My question is; I'm looking to get as much knowledge and know how before I graduate and become a licensed real estate agent. Which of your videos would you recommend to a person such as myself (still studying - planning on being certified roughly 4 months from now). Once again, thank you for sharing all of these great tips and expertise!
Watching this was a confidence boost in itself! Thank you for the tips!
Thanks Kevin for producing these great informative videos. I love your book!!
I love this advice Kevin. As I build realtor relationships this is often the message I bring as well. It really is about winning in your head first! The Charisma Myth, Think and Grow Rich, and about a dozen other psychology books all, describe this same point.
You the man Kevin! I'm a new agent and your videos are helping me so much. Thank you!
Expertise > Experience....Love it!
Wow, great advice for both new and experienced agents. Never to old to learn.
Hello Kevin, Great listening to you again. Thanks for boosting my confidence
Thank you for this video! I am 23 years old and trying to become a Real Estate Broker! Im good at sales and excited to start!
How did it work out?
no reply
Hi Kevin, I am 1 week into Real Estate and I am learning so much from your videos. I passed my exams on September 17th 2020 and have been wired every since. Because I am waiting on my license number to be assigned, I am unable to do somethings other agents can do. I cannot sign up for MLS, turn key to properties, nor have my business cards come in yet. However, I am taking your advice and training myself to standout from other agents. So thank you in advance for helping to make me ANTA-AMERICA'S NEXT TOP AGENT!!! Yolanda Gailes
how is your real estate journey so far?
Great video! Kevin I watched your online webinars and real estate exam was piece of cake for me! Thank you
Watching this in Florida October 2021 to help me succeed after I pass my state exam, I’ve been watching your videos back to back and you sir are a really great source of knowledge. PS: I’m buying your book next week
If you're new, how can you set yourself up online to be successful? What type of online marketing do people recommend?
Kevin Thank you every time I have a doubt, I always turn to your videos. I have one question, about the last C. When you mention the new rules and new technology. How do you create a market plan for a potential listing and what technology. I am a new real estate agent but not a young real estate agent in Palm Beach, Florida. Thank you for all your videos they do help a lot of people.
Hey Kevin, what are a few real estate books that you recommend the most?
Excellent presentation Kevin. Returned to RE after a 25-year hiatus . . . daunting to say the least!
You really just changed my perspective and gave the motivation I needed to make things happen eversince i started watching your content! Thank you so much for educating us!
Kevin,
Thanks for sharing this. It was perfect. The comment about "wouldn't you want a Young surgeon with all the latest technology" was all I needed to hear.
I was introduced to a lot of mentors and trainers since I've started but after watching only 2 of your videos, I now know I will be watching more :)
love your stuff kevin, Im 27 years old in an area right outside Manhattan. it actually helps me to be in my late 20's, its a very young town so I guess it depends on your market.
Perfect message! You just inspired a upcoming real estate agent in Sweden. Keep up the good work!
Thank you for your videos Kevin!! They have been extremely helpful to start off my real estate agent career!!! Can't thank you enough!!
This is wonderful! Thank you for sharing your knowledge and experience. I am going to buy your book!
Kevin, you're the best! Thank you so much for how much free content and value you provide!!!
I have a goal of being the youngest Realtor to make NAR's 30 under 30, do you know the age of the youngest person to make the 30 under 30 list is?
How Do You Go About Picking What n What Not To Pay For When You First Start..? I.e. Lockboxes Groun Signs, MLS, NAR@ Memberships etc
This has been of great help! I even write down all the points you discuss in your videos 😂😂
would going to open houses around your area help? Im currently waiting to I receive my license before signing up with Keller Williams.
In regards to honing your market knowledge, by looking at 5 properties a day, should we narrow it down to our farm area or go to all the surrounding cities as well? Thanks so much for sharing this information @Kevin Ward :)
thank you! this is so informative. I'll have my real estate license in June & as 23 year old, this has motivated me to find out as much knowledge as I can to be the best . I just subsrcibed :) Can't wait to watch more of your videos.
What do you put on your door hanger or flyer when you do your ground campaign?
Over a decade since this video posted & I find these techniques still relevant. thanks!!
Hi, I’m a brand new agent waiting on the license. I was wondering what website I could use to preview the properties on the market?
Love your book. Thanks so much for your energy and attitude!
I am 20 years old, licensed in CT and NY since 18. If you get in this business at a young age prepare to be turned down because of your age. Fake it until you make it
Get over the fear of your age. I'm 23, started at 18. Your age is only an issue if you make it one. If someone mentions it, remind them you're a professional. If you're not one, become one. That means failing a bunch of times. Get out there man, you can do it!
And just say.. I AM older than I look.. I've just had a lot of work done 🤣😂.. or you have a baby face, etc. Breaks the ice..then push through with showing your knowledge base and confidence to help the know that you can handle it.
Be professional, be prepared, dress professional, sounds bad but act and “talk” older than you are. Kevin at 18 and Kevin at “” would sound very different. Emulate those that succeed and you will to. Great profile pic by the way Stephen.
Kevin, you are amazing. Thank you for the motivation !!
Thank you😃
Kevin Ward, you are phenomenal!! I'm Going to ulitize your method into practice.
kev your best bro, when I listen to you, I feel like ur my mentor
Love it! The information thus guys puts out is just priceless. Helps me stay on top of my game. #thebookofyes
Confidence and knowledge
as a motivated 21 year old realtor this has been helpful. i dont have any listings yet but im slowly buulding my prospecting skills and its only my first month. thanks Kevin.
josue with weichert realtors
What happened?
Hi Kevin,
Some higher end bracket properties don't want showings unless a proof of funds or pre approval is shown. how can i overcome that objection from seller's agent in order for me to get a preview of the property.
Just ignore those properties, there will be enough to preview that aren't such a hassle
Where do we find the statistics for the market?
Great video Kevin!
Hi Kevin, your video sure help in my young real estate career!
All the way from Singapore :)
Like mentioned earlier, let me know if you need a guide in Singapore too?
THANK YOU SO MUCH!!!!!!!
Hello Kevin. This is an awesome video. I am new in this business and needs all the help that I can get. I love the fact that you utilizes simple strategies that are powerful in the work place. I agree with the fact of having confidence in the work. I will continue to listen to your videos.
this guy is a fucking genius
Great ideas. Thank you very much. Things we don’t think about
Are you still providing coaching?
This guy is amazing
Thank you for this!
LOVE YOUR BOOK MAN!!
Just got my license few months ago. Very useful information. Thank you!
Thank you Kevin! I am going through the florida real estate course right now and your videos are really getting me pumped up! Just a question: what do you mean by know your market? Do you just walk around neighborhoods? Look at listings on zillow? How should I start researching while I am going through this course as I feel like I am lost as to where to start...
When you have access to MLS.. start running searches. Also go preview homes. Lots of them. You can do that (through open houses) now before you get your license.
This video is gold!
I find that over enthusiasm is more prominent in realtors in my market not less. Some to the point that it feels ingenuine
Yeah...forget all that fake crap. It's gotta be real...from you. The best enthusiasm come from genuinely wanting to help people and being excited about it.
Thanks so much, Kevin!
Thanks for this video .. I’m not that young but i look super young .. and I’m new to the business .. i feel intimidated speaking with older ppl because of how young i look
Awesome video! I"m just getting into the field. Im excited and motivated! thanks for the great videos!
Very informative. Thank you.
Hi Kevin. Where can I go to obtain market statistics?
Kevin, would having a mentor that lives hours away be okay so as long as they were available via phone or email?
great video , thank you
Hey Kevin new agent here and love your videos! Anyway to get some one on one advice from you?
Of course. I have different coaching options that provide different levels of coaching access to me. yesmasters.com/coaching/
You inspire me
Great video. I took great notes and will be applying what I learned.
I am a veteran (nuclear mechanic sailor) does that matter to buyers and sellers?
Happy Veterans Day. It just depends. Some will appreciate it...others don't care. The discipline and structure you learned in the military can really help if you transfer that same thing to your real estate business.
You are incredible!
Thank you for your time and sharing your advice on youtube. I have learned so much from you- thank you for doing what you do both on and off the tube! :)
Kevin Ward, you da bomb!
Hey Kevin I'm a newly licensed broker for Coldwell bankers and i wanted your advice, My office was supposed to train me on getting listings, Contracts, how to do a CMA properly and using the MLS... however i feel like a fish out of water as no such training has taken place since I've signed up over a month ago, Then i decided to train myself which brought me to your amazing videos.. are you Open to train and/or ONLINE train a new agent like myself?? #CHICAGO
Eshojay Slay hello , how has it been so far for you ?
I was going through this same issue in keller williams here in florida, i have found its better to learn as you go along, how has it been for you so far ?
@@mikemike6671 I am actually to hear their response also.