Caleb: Welcome to Real Estate Insights, where I sit down with top real estate pros across Utah and Idaho. I'm Caleb Adams, your host. And my guest today is Colton Clark, principal broker and owner of White Oak and Company in Logan. Colton was born and raised in Cache Valley and is licensed in both Utah and Idaho. And he's built his own brokerage while serving here on the board in the Cache Valley Association of Realtors. Colton, welcome. Glad to have you here. Colton Clark: Yeah, thanks. excited to be here. Caleb: Yeah, well let's dive into it. Can you tell us a little bit about who you are and how you got into real estate? Colton Clark: yeah, so I actually got into real estate by chance. I was getting ready to go to Utah State, saving some money. Caleb: Go Aggies Colton Clark: got back from my mission and I was planning on going into biological engineering and wanted to go to be a patent attorney. Anyways, Long story short, I was an industrial painter at the time, working at a trailer manufacturing place, and I was making pretty good money. And I was like, I do not want to move to Logan, because I grew up in Preston, do not want to move to Logan and had recently gotten married and worked for next to nothing as a college kid because there were so many college jobs. I think the highest paying job that I had applied for was like nine bucks an hour or ten bucks an hour at the time. Caleb: Yeah, that sounds about right. Colton Clark: And I was like, this sucks. I'm gonna be living off of student loans if this is the case and not even be able to pay for bills or anything like that. and so we were at a at a dinner and I was asking my brother and his wife, and she was actually an office manager. and her mother is a broker owner. and she's like, Have you thought about getting your real estate license? Now keep in mind my dad hates realtors. And so it was not on my radar at all. And I was like, no, I had not considered that. She's like, Well, you'll make more than nine bucks an hour, I think. And she was wrong for the first six to seven months, you do not make even nine bucks an hour. Yeah. Caleb: You don't make anything if there's nothing happening. Colton Clark: Yep, absolutely. anyway, so I got my real estate license that summer. started Utah State that fall and did real estate for the first two years. Real estate and Utah State is what I did. I had a great mentor, by the way. I owe a lot of my success to her. She coached me up good and I was able to kind of run with it and I've always loved real estate. I just never considered a career out of it because my dad always hated realtors. Caleb: Yeah, and remind me, who was your mentor? Colton Clark: Lisa Udie. She's at Berkshire Hathaway now. She's a phenomenal mentor. anyway, so long story short, got into real estate and started realizing that I loved it more than what I was studying in school. And after two years at Utah State, decided just to devote full time to real estate, and that was all she wrote from there. Caleb: Wow, so you Colton Clark: And so Caleb: just cut ties and went all in. Was it hard or was it a no Colton Clark: Yep. Full steam ahead after that. Caleb: brainer? Colton Clark: It was a no brainer at that point. I could tell this is where I was supposed to be. that happens in life I find, that there's fires placed on your path to direct ya. So you might have to get burned a few times before you change directions to where you're supposed to be. Caleb: That's fair. So you know it's not that path. You gotta go down a different route. Colton Clark: Yep, absolutely. Caleb: And so how long have you been doing real estate since then? Colton Clark: So we're going on eleven or twelve years now, I think. So I think this month is yeah, I think this month is eleven Caleb: Okay, awesome. So we're in double digits now. That's that's a long time officially. Colton Clark: or twelve. So it's awesome. Caleb: That's amazing. Colton Clark: Yeah, it's been great. I love the people in real estate that we're able to meet and get to know. that's my favorite part of the job, I think. Caleb: Very cool. And tell me what made you want to open your own brokerage? Was that always the end goal? Colton Clark: it was kinda kind of a combination of things. I thought about it for a number of years. but also to be able to share and kind of pay it forward of I had a great mentor and be that mentor to other people to help them learn and grow, to be the best version of themselves. I feel like that's one thing that was very great. And the thing that I respect the most about my mentor, she always put her clients' needs first no matter what. And I think that is a very admirable and important step of any agent. and because of that I had some big shoes to fill and I just wanted to share that moving forward too. Caleb: super cool. So the mentorship aspect of like giving back to other agents. So do Colton Clark: Mm-hmm. Absolutely. Caleb: you recruit a lot of new agents and help train them up or? Colton Clark: we do. We have some new agents. we are of a little more selective with recruiting, but we do definitely recruit. We have agents who are seasoned, some who have some previous years experience that maybe want to change a little bit about their business and do stuff differently. we do one on one coaching with them and stuff like that. but yeah, we do a fair amount of recruiting, I guess. Caleb: Yeah, in both Utah and Idaho. Colton Clark: Yep. Dual license. That has been very big blessing. And once again, my mentor when I started, she was not licensed in Idaho, and that was one of the stipulations when I went in for the interview. Is I was like, if I get licensed, I need you to be licensed in Idaho. And she did all of that. thinking back, I don't know if I would have been willing to do that. Caleb: Wow. Is what I ask of my mentor realistic now. Colton Clark: Yeah, Caleb: Yeah. Way cool. I mean hindsight's twenty twenty. Good to have perspective. Well let's dive in and talk about the market you serve. what kind of clients do you find yourself working most with? Colton Clark: So it varies. I started out really first-time homebuyers and they are a lot of fun. I love working with first-time homebuyers. and then it's shifted over time to where mostly now is move up buyers or people that have a home to sell or maybe they want to keep their home as a rental. and then a little niche that we that we kind of do is real estate investing as well. where we have people retiring from farming and their kids don't Caleb: Okay. Colton Clark: want to do anything with the farm and the parents aren't sure what to do. And so we help connect them with people for estate planning and then we help them sell some of their farm and buy investment properties. and so that's kind of that's one little niche that that we've done quite a bit over the last few years Caleb: Yeah, what a cool niche. just to make sure I've got it. So they have their farm, they're maybe done operating it and they want to cash in per se. And so you guys maybe do a ten thirty one or roll that into some other properties. Colton Clark: Yep. You had to do a ten thirty-one exchange. so I was raised on a farm. my wife still farms and we we even have our own small farm. and so we have a passion and Caleb: Very cool. Colton Clark: a background in that. And there's a big need where I think a lot of farmers aren't sure what to do. They're getting older. And so as they're getting older thinking about what they want to do, they don't make hardly anything off of renting their farm out because we don't have a lot of cash crops here in Cache Valley. there's not a lot of dairies left and so it's alfalfa or some sort of grain that they're growing and there's a handful of potato farmers. but yeah. yeah, spud country. Caleb: I grew up in Blackfoot, Idaho, so we know all about potatoes. well that's so cool. So do you feel like you got into that niche by happenstance or were you actively, building that community? Colton Clark: it took quite a few years. and I traveled a bunch. I mean a lot of it was people came into your life, that clients that you work with, and things come up that kind of catch you off guard and you're like, Well, I don't know about this, let me see how I can help ya and learn the skill set that you need to help your clients. I took a bunch of classes. I continue to Caleb: You have to have that willingness to look at new things and then Colton Clark: yeah. I was weird, my first two years in real estate, I spent more on education traveling all over Idaho, Utah, Colorado, even Nevada, than I did at two years worth of Utah State. and I spent a ton of time just researching and soaking it all in, different classes, if there was a class that was being held somewhere even up in Court d'Alane, I went to Court d'Alene a handful of times. Caleb: That's a commute. Colton Clark: but it was always really good. I think that's probably one of the biggest things that I would recommend anyone do is go the extra mile with education to learn as much as possible. Caleb: So you'd say investing in yourself paid dividends over the past eleven, twelve years. Yeah. Colton Clark: Mm-hmm. Yep. Yep, absolutely. Caleb: That's awesome. I love that. And I guess it varies on property type and such, but do you feel like it's a buyer or seller's market with those type of individuals you're working with? Colton Clark: It depends on which price point you're in and where it's located at. the joke is what's the first three laws of real estate? Location, location, location. especially when it comes to like the ag world of selling, if they're selling farms, we're very unique in our part of southeastern Idaho and northern Utah because our farms are very cut up. a big farm here would be like 160 acres. You go up by Blackfoot. That is a small fry. Caleb: Yeah. Colton Clark: and so because of that, the economics of ag makes it almost not even economical to continue to farm for the next generation if they have to buy equipment with the rising cost of equipment. And so depending upon where it's located at, like if it's surrounded by pine trees and what we would call recreational type, that stuff sells really well because it's very hard to replicate. The other thing is if it's close to like impact zones, that changes a lot of the dynamic as well if they're in city impact zones, 'cause then the use has completely changed. Nobody wants manure spread next to their house. Caleb: Yeah. I mean farming community. it's bound to happen. are most of these being sold to developers coming in with new neighborhoods, or I know you mentioned recreational. Colton Clark: No, most of surprisingly, the majority of them are being purchased by successful people who were raised on a farm, moved to the city, are close to the end of their career or have built a successful business and they're buying their ranchette to have that experience with their grandkids. that's the part that surprises me the most. expecting it to be developers. Caleb: So it's not a full on farm. They're okay breaking even or losing money on this. It's a it's an experience. Colton Clark: Yep, even losing money. They're fine with losing money. that's probably the number one buyer demographic of those properties that we help with. Caleb: Wow. And what area are we talking about? Colton Clark: So the three valleys that I cover predominantly, Cache Valley, which includes Preston, even though a bunch of Utah folks don't consider Preston Cache Valley. Cache Valley, Bear Lake Valley, I will go as far north as Soda, and Lava Hot Springs, and then even Millad Valley and Box Elder County I will go further south sometimes for residential and Ogden and stuff if it makes sense for my clients. But that's not normally first choice. So we refer a bunch of stuff out. Yeah. Yep. Caleb: Well, that's still a big spread between there. you can get some good miles on your car driving between that. Colton Clark: Yep, absolutely. We put the miles on. Caleb: let's talk a little bit about how you help clients specifically. What experience do you want clients to walk walk away with? Colton Clark: I think the biggest thing is just building a relationship with them. and that I feel like is more important than any sort of transaction. Focusing on how I can help them and there was one client, I think we searched for a year and a half before they ended up finding something. And even yesterday she texted me out of the blue. and her husband are like second set of grandparents to my kids. And they call every time Caleb: That's so sweet. Colton Clark: around Christmas and they'll send a letter and we go and visit and that aspect I think is one of the most rewarding things, making sure that they have a good experience. We can't always control what the other side is doing, but we can do a lot of things to mitigate the stressful part of real estate 'cause real estate is stressful. and Caleb: Yeah. Sounds like your clients really love you if they're calling around Christmas time. That's the goal. Colton Clark: Well I that's what we hope. Yep, absolutely. Caleb: Well, I'm sure you've had a share of complicated deals over the years. Can you tell me what kind of mindset you try to have going into a deal that gets complicated? Colton Clark: a lot of times people look at it in a negative light what I always look at is A, what am I supposed to learn? B, what is a solution? And then C, is there a solution that I'm not thinking of if I look at it from a different angle? one of the most complicated ones I ever did was we had overlapping deeds of three neighbors. one of the small towns in southeastern Idaho had three different points of beginning when they did the surveys. and all three of the neighboring properties had different deeds and it was going through the middle of each other's homes. And one neighbor was not Caleb: Wow. Colton Clark: willing to budge and did not want to move with fixing it. He wanted to own half Caleb: he just wanted to own the middle of someone's house. Colton Clark: of the neighbor's house. It took a while for us to get it fixed, but it was a really, really good learning experience. for me. My clients probably did not enjoy it. I enjoyed learning from it. but it was a very good opportunity to see how complicated and how important certain things of real estate are that I don't normally see. Caleb: I've heard it said when you're not winning, you're learning. And it sounds like you could apply that here. Or maybe you are winning Colton Clark: Yep, that's a very good way to put it. Caleb: and learning, it's just a little complicated. well, how do you feel like that shows up in negotiations? Are there things that you've learned over the years that help you be a strong negotiator? Colton Clark: I would say, yeah, you always have to look at things from the other side, even if you're advocating for your client side. and I think that's kind of the key of any negotiation is you have to see how they're going to receive it and kind of understand where they're coming from. because we as Americans most of the time like to be win win. we don't like to have a win lose especially when you're dealing with a home. Or even farmland real estate, there's always an emotional connection to the real estate. It's not just a transactional connection. and I think when you're negotiating, if you forget that emotional side, a lot of times you can cause collateral damage I think making sure that you always stay grounded understanding that it is an emotional decision. And normally there's memories that they're dealing with when they're selling things and sometimes even tough situations when they're going through a divorce or a death of a loved one, we have to be mindful of that for sure. Caleb: I love how you said that. I think growing up as a kid, I thought, business was so black and white and negotiation was hardball and my way or the highway. But these are real people with real lives, with real problems that have feelings attached to these decisions. Colton Clark: Yep, absolutely. Caleb: Is there a common mistake that you've seen either buyers or sellers make Colton Clark: the biggest thing with sellers is understanding that when you're selling a home, you have to put your best foot forward. And sometimes things that you valued about the home is not what a buyer will value. and we don't always know exactly what a buyer's going to value about the home. I mean, I had one particular property that was perfect horse property and My clients were horse people through and through. And they thought that that was gonna be the reason why they sold. And the person who bought it was a car collector. And all he wanted was a big shop, could care less, and he put gravel everywhere their horse pens were after buying Caleb: Wow. Colton Clark: it. And I got a call three weeks later from my client saying, Can you believe what they've done to the place? And it's like, Well, he paid you good money for the right to be able to do that. Caleb: Yeah, it's their place now, so it doesn't matter. Colton Clark: Yep. that's probably the biggest thing where sellers price that. And then I think the biggest mistake that buyers make is they don't get a buyer's agent. They call the listing agent. I'm actually seeing that more often now than I have in my entire time of doing real estate. and I don't know if it's because of maybe Caleb: Really? Colton Clark: the negative publicity that's happened with misunderstandings about how buyers' agents are paid. but especially with first-time home buyers, there's nothing like having someone advocating for you to look out for your best interest and to help you have it go smooth for you, not just being a middleman facilitator. Cause even of my listings right now, a third of the calls are from people who Do not have a buyer's agent, which is Caleb: Wow. Colton Clark: wild to me. Caleb: Yeah, that is wild. let's dive more into that. So what do you see as the biggest financial cost or mistake? what's occurring with the buyer here when they show up without an agent? Colton Clark: Well, in Idaho, the agent has a choice and the buyer has a choice to work with the agent as a customer or a client. And so they can be unrepresented by the seller's agent, which I see happen many times from other offices from clients that I've talked to later on when they use me to sell their house and they purchased it from the listing agent. The listing agent had no fiduciary duties to them. of keeping whatever they tell them confidential. Whereas, in and that is probably the biggest thing. I mean, Idaho even has a form that we have to give them disclosing the difference between customer and client the first time we meet think people don't understand Yeah. Caleb: So there's really no one in their corner. They're they're showing all their cards. There's a disadvantage. Colton Clark: Yep. and lenders too. Like if I work for the seller and it's a customer relationship, whatever that lender says, I'm legally obligated to take that back to the seller. And so that's why most of listing agents in Idaho will work with buyers as customers and the buyers have no representation. So if the lender says that they're qualified up to three hundred thousand and they wrote an offer for two hundred eighty And the asking price is three hundred, the listing agent's probably gonna recommend to their client to counter back at a higher price. Whereas if they had a buyer's Caleb: Yeah. Yep. I mean Colton Clark: agent, that wouldn't happen. Caleb: Yeah, you have the duty to the seller, not to the to the buyer Colton Clark: Mm-hmm. that's probably the biggest thing that I see that costs buyers a lot. Dearly. Caleb: Yeah, well and one thing I've read and you know, you see the post online or whatever, but the common complaint is the agent's getting paid so much to do so little. I don't know, how true is that? is that valid what buyers are saying? Colton Clark: No, I mean I came from a home that felt that way and it was ingrained into us. any real estate that man bought of my father was trying Caleb: represented Colton Clark: to circumvent the realtor out of his commission. but even looking back like perfect example with my own family, my dad, he purchased some land without a real estate agent. he tried going around the realtor, even had called the seller, found out who the seller was, looked up his name and number in the phone book, called him and negotiated his whole deal. And I had the opportunity when they were setting up their estate and kind of going through some of the deals that he had done, reading through the paperwork. And one of the deals that he did, if the seller died until he paid the last payment because he worked out some sort of seller financing, the contract would have been dead. It was only between the Caleb: no. Colton Clark: seller. There was no deed of trust or anything. And luckily the seller did not die, but if that would have happened, he would have been SOL. Sorry, out of luck. Caleb: Yeah, it would have lost the lost the deal. Colton Clark: and all the money that he paid. And I know that is a common complaint that people have. The other thing with buyers agents is they normally work a ton of hours for nothing. and the only way they get paid is if you successfully purchase. if you were to calculate income per hour on some clients that like my clients that are like family now that we spent a year and a half searching, here I was complaining about making nine dollars an hour going to Utah State and there's no way that I made even nine dollars an hour. And paid for fuel driving all over, looking at homes in Bear Lake and Franklin County and Millad. We looked in three counties predominantly. and so that's one thing that I think a lot of people misunderstand is agents work a ton of time for free. And if you were to factor in income per hour, it would be way higher than what attorneys charge. they look at the lump sum total and not so much on what they're offering a good agent's gonna have resources on how to fix stuff, what to look out for, how to negotiate, all of these different strategies and skill sets that most other people aren't used to doing themselves. Caleb: absolutely. I like the breakdown of of what goes into it. Their cost is justified. And then likewise Colton Clark: Mm-hmm. Caleb: the value they bring, you know, your story that you just shared, I also had one, on the financing side, sometimes people will come tell me they don't want Colton Clark: Yep. Caleb: to work with a realtor. And I had one where they they had no contract. It was literally like back of a napkin deal. And I said, Well, you you probably want to have a purchase contract here, you know, reach out to somebody. They found some old one, it's like twenty years old, and they get it over to me. And the earnest money was hard. upon signing. There is no due diligence or Colton Clark: Yep. Caleb: appraisal contingency or anything. And I said, Well, you better hope we get this one through because and it was a large amount Colton Clark: Yeah. Caleb: of earnest money too. and so it's the little things. I think just that assurance or risk mitigation, liability, people don't think about that. you guys as a broker owner, I'm sure you pay for insurance as well for this kind of thing. So Colton Clark: Yep, errors and emissions insurance. Yep, we definitely have plenty of things and and training agents too on what to do. Caleb: And the training, yeah, there's a lot that goes into it. Yeah, great points. so yeah, pro using a buyer's agent Colton Clark: Absolutely. Yeah. I also find like the biggest benefit of a buyer's agent is having someone be able to talk through some of their concerns. Whereas if you're just on your own, some of the concerns may be insignificant in the long run. for example, I had one that did not want to be a specific color of home. Then you start factoring in, they had been told by their family it would cost thirty thousand dollars to repaint the whole house. well, are you paying someone or are you doing it yourself? Well, we would do it ourselves. Well, here's a very good resource. go to this guy at Lowe's, who we know that is in the paint department, and go talk to him and see how much paint he would recommend to buy for this 2,000 square foot home to repaint and see how much it would be. And it was like $1,500 or $1,800. And so, something like that. They were scared to death of buying a house. Because they were gonna have to pay thirty grand in paint. And I was like, That is some expensive paint. So Caleb: Man, well, and you think about AI, Chat GPT, and I haven't had a ton of personal experience with this, but I've heard of others where AI is giving them, kind of the same thing, some inaccurate, like it's gonna be thirty grand to Colton Clark: Yep. Caleb: paint your house. And they might be pulling that from some numbers in New York City, and that's not Southeast Idaho. Colton Clark: Yep, absolutely. Yeah. when you start comparing, like there was one estimated at forty two thousand dollars is what someone had told me that they had done. And I was like, That better be like gold laced in in borders. Yep. Caleb: Better be the nicest bathroom. Colton Clark: It was like forty two grand here, maybe in some homes, but not in the ones that we see in most of Cache Valley. Caleb: Wow. Yeah. so perspective and having a real Colton Clark: Mm-hmm. Caleb: source of truth or experience to lean on. almost like a coach in a way, like a decision making coach. Like is your concern Colton Clark: Yeah, absolutely. Yep, absolutely. Caleb: valid or not? that's great. Well, appreciate diving deeper into that. as we wrap up here, I just wanted to talk a little bit about, the Cache Valley Association of Realtors. Colton Clark: Yep. Caleb: Could you tell us a little bit about why you chose to be involved there and how that helps you, in mentoring other agents or or your clients? Colton Clark: yeah, so I'm president elect for the next year, so we're excited about diving into that. Caleb: Yes and congrats getting to Colton Clark: I'm actually a member of two other associations besides the Cache Valley Association of Realtors. and I would say especially Cache Valley, we are very spoiled with the caliber of people that we have here and wanting to help each other succeed. early on in my real estate career, I think it was the second offer I ever wrote, the buyer's agent and my mentor was helping me as well. But the listing agent on the other side, I was a buyer's agent. She was coaching me up on how to become better on the next transaction. And if you're in an adversarial role like win-lose, that would never happen. the first fifteen deals that I did in my career, I think were probably some of the most formative, because the agents on the other side, every one of them was offering ways to help me. Even when I got licensed in Idaho, my mentor and I did not know what we were doing. and I had competitors in Preston that I had known a little bit that were telling me, hey, typically for the Idaho contract, we do things a little bit different than Utah. And coaching me up that way. And so I feel with the association, it's done a very good job here in Cache Valley of creating an environment where all of us are here to help each other succeed. And having the opportunity to give back and make sure that that stays a vital part of our association, I think is the most important thing that we can do. and defending our property rights too, because there's always changes that are coming, And the association does a very good job of watching out for property rights. We have a whole committee dedicated to that and making sure that certain things are not being done at the local level for each local community, and how we can work with the state and the local governments on building affordable housing, solving the problems that our local communities have. Caleb: Wow, I had no idea that the association went into that with defending the property rights and stuff. Colton Clark: yeah, we have different committees for different things and there's one whole committee that is all about government affairs and it's the local government affairs. I think this past year they had people at every city council meeting for a bunch of the cities for a lot of the year. And it's just to see how stuff's going, if there's anything that we can help with, input. the association does so much more than what most people even realize. And it is a Caleb: Yeah, Colton Clark: An amazing eighth wonder of real estate is what I call it. Caleb: Yeah, that's amazing. So it's not just for realtors to come and get some training or continue education, but you're actually helping the community. Colton Clark: Yep, absolutely. Caleb: Yeah, that's awesome. I love your example too of listing agents helping other people. I mean, that's a great example of an abundant mindset where, everybody can win. Colton Clark: we have some awesome people here in Cache Valley. Caleb: Yeah, and to that end, do you have any advice for newer agents trying to build a lasting business in this market? Colton Clark: So I would say the lasting thing, you have to focus on the relationships of those that you serve. When you have a serve mindset instead of just focused on a transaction mindset, you handle things differently when things come up. you focus on making sure that your clients needs are met, their needs are above your own. And I think as long as you do that and dive into asking people what worked for you? how would you recommend me to get better? and a lot of those first 15 plus agents that I served with on the other side doing deals with, I asked them many questions throughout the transaction, like, you countered back with this, my clients accepted it. Why did you counter back with this? and I think having the willingness to learn, people are always willing to share. If you're willing to learn. I think that's probably the most important thing that anyone can do is learn and try to find good mentors that you can always rely upon. I mean, I still have mentors that I rely upon. Other brokers in the association. I'll even call and talk with them and walk through problems that I'm even experiencing. And they're competitors. Caleb: Yeah, that is such solid advice. I love that you asked the listing agents on why they countered that way. I mean, it sounds like just going in eyes wide open, your sponge, trying to soak it all in. you mentioned mentors. How could a newer agent pick or find a mentor? Colton Clark: well when you're interacting with people, at the association, at any events, you can find out and ask them questions and see if there's maybe one you want to go to lunch with and get to know more about. I think all of that those are ways you can do that. I did it through my transactions a lot of times. I was able to learn a lot that way from being able to have other people coach me up on it. just kinda crazy. Yep. Caleb: Awesome. So as you get to know people, it'll become more apparent, like, I want to be more like them, more work with them. Colton Clark: Yep, absolutely. Caleb: Gotcha. I love that. Well, this has been super valuable. Appreciate you spending some time with us today. What's the best way for clients or agents that want to work with you to get in contact? Colton Clark: you can just visit my website, ColtonClark.whiteoakhomes.com, that's probably the best way. from there you can call or text from that website and we have an open door policy at our office too here in Logan if you ever wanted to meet. We're always big advocates of meeting in person. So Caleb: Great. we'll put the website in the description. And then where's the office located? Colton Clark: So we're just here in South Logan, right by where the old Boy Scouts office is on one hundred west by the South McDonalds. Caleb: Awesome. So hit up Colton's website and give him a call or stop by the office there in South Logan. Colton, it was great having you on. Thanks so much for being here. Colton Clark: Yeah, thanks so much for having me. Thank you. Caleb: That's a wrap on this episode of Real Estate Insights. A huge thank you to my guest for sharing their time and playbook. If you're a top agent in Utah or Idaho and you'd like to be featured on the show, I'd love to have you. Reach out anytime. I'm Caleb Adams, mortgage broker here in Utah and Idaho, who loves connecting great agents with great people who need them. We'll see you next time.