The Brad Weisman Show
Welcome to The Brad Weisman Show, where we dive into the world of real estate, real life, and everything in between with your host, Brad Weisman! Join us for candid conversations, laughter, and a fresh take on the real world. Get ready to explore the ups and downs of life with a side of humor. From property to personality, we've got it all covered. Tune in, laugh along, and let's get real! #TheBradWeisman #Show #RealEstateRealLife
The Brad Weisman Show
Bad News Can Be Good News
Guest Pete Heim is back to chat with Brad Weisman about Real Estate!! A fast, candid market check that connects inventory, rates, and jobs to what buyers and sellers feel on the ground. We share state-by-state contrasts, a reality check on pricing, and why the Fed doesn’t move mortgages the way most people think.
• Housing’s huge role in the wider economy
• Home inventory as the primary driver of sales and price behavior
• State-by-state inventory and time-on-market contrasts will surprise you
• Mortgage rates vs Fed moves and bond market expectations
• Labor market vs Inflation as Fed Rate triggers
• U.S. housing value reaching $55.1 trillion
• Why overpricing backfires and how to adjust fast
• guidance on family and client loyalty with grace
Sellers in this market need to really lean into their Realtors for advice on pricing. The market is balancing and the Super Sellers market is behind us. Buyers are gaining advantages in certain situations... so sidelined Buyers should look at coming back into the market!
#bradweisman #peteheim #realestatemarket #sellersmarket #buyersmarket #balancedmarket
Hi This is Brad Weisman - Click Here to Send Me a Text Message
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Welcome to The Brad Weisman Show, where we dive into the world of real estate, real life, and everything in between with your host, Brad Weisman! 🎙️ Join us for candid conversations, laughter, and a fresh take on the real world. Get ready to explore the ups and downs of life with a side of humor. From property to personality, we've got it all covered. Tune in, laugh along, and let's get real! 🏡🌟 #TheBradWeismanShow #RealEstateRealLife
Credits - The music for my podcast was written and performed by Jeff Miller.
Oh Jesus might from real estate the market as a whole which then sometimes will affect the technique right in real life. We all learn and do if you think about it Wayne Dyer might not attract everybody and everything in between. The Brad Wiseman Show. And now your host, Brad Wiseman. All right, we're back. Thanks for joining us every Thursday at 7 p.m. Don't forget that it's every Thursday at 7 p.m. We bring you all kinds of great guests, except for today, of course. Um, but we bring you all kinds of great guests, and we are searching wide now for guests, right, Hugo? I mean, they're coming from all over the place. We have some guests coming up from an AE show coming up in the future. Uh, we got uh oh just all different kinds of stuff. So it's it's very exciting. We're we're really excited about it. Plus, we are going to be starting another show, like an offshoot of this show, that's gonna be called the Brad Wiseman Show, Live and Local. And uh it's gonna be great. So um we're gonna be starting that uh probably in the next month or so. So just keep an eye out for that. Actually, I think it's local and live. I don't think it's live and local. I think I reversed that.
SPEAKER_01:No, you were right. It's live and local. It's live and local.
SPEAKER_03:Okay, there we go. I was right. See, see, he said I was right. All right, no, but we have the wonderful, the most amazing Pete Heim here. Yeah, that's what I should have done. There we go. There we go. Yeah, yeah. Yes, I'm the guest that's probably the only time you've ever been clapped before.
SPEAKER_02:I'm the guy that shows up when he doesn't have another guest.
SPEAKER_03:That's exactly right. And it happens to be every month. It happens to be every month. But no, real estate is is changing. It is, it is, and it's good. It's good. And it's funny, uh, my theme for today was bad news sometimes in real estate. Bad news in in the world is sometimes good news for real estate. Yeah, it gives us something to talk about. It gives us something to talk about, but it also it it actually makes our numbers a little better sometimes.
SPEAKER_02:It does.
SPEAKER_03:You know, and you know, um Gary Keller said about a year ago, typically the real estate market is in a recession way before the rest of the world or the rest of the economy becomes into a recession. Yeah. He said, we're usually coming out of it when they're kind of going in it. Right. Yeah. And then we kind of lead them out of it because of how much housing has to do with the economy. Yeah, we lead them out. So that either that could mean also that maybe we start the recession because housing wasn't doing as well. I mean, housing's doing well as far as prices you get for your house, but the amount of sales we've had has not been as good as far as a country. Yep. So therefore, we have less furniture sales, we have less appliance sales, all the things that happen. Because in a house, you know, we we drive the economy. The housing market drives the economy.
SPEAKER_02:Yeah, if someone could just think about well, you guys can go ahead. Go ahead and think about it. All the different industries that touch us. I mean, gosh, the landscaping, cleaning services, and you know, well, every single product that's made in your house, carpet, carpet and tile, appliances, yeah, everything.
SPEAKER_03:There's so many things that go into a house. Yeah. So it's it just shows you that we have you know it's a big part of the economy. So with that being said, then we'll get into some of your numbers there. Yeah. The recovery is expected to begin go to expected to begin going into next year. So this year there's projecting four million homes. Wait, what recovery? Recovery for what now? Uh this is the recovery of inventory. Oh, okay. Inventory and sales. Actually, existing home sales. So they're saying for 2025, we're gonna end up around four million. Four million. Yeah, yeah. Which they're saying in 2026, 4.5 million. That's a lot. Yeah. That's a that's 500,000 more.
SPEAKER_02:Yeah, because of the reason?
SPEAKER_03:It just I I I it doesn't say it doesn't. This is all it says. Do you see the reason on here, any Pete? Do you see a reason on here? No. Okay, all right. So here we go. We're gonna just take that and chuck that there. So who here wants to know the reason? I want to know the reason. I want to know the reason too, but that's what you're here for. You're here for something. I've got the reason. All right, go ahead. Tell us the reason. I'm looking forward to it.
SPEAKER_02:This the whole thing's inventory-driven. I mean, the whole thing is, folks, if you see the market as you know, you hear the doom and gloom stories of oh, there's not many sales on the well, yeah, because there's not many homes on the market. That's basically it. Absolutely. That's the bottom line. Bottom line. Yep. And that's probably a good a good predic a projection because we were at, I think, 540 today in Berks County, or it was uh last night. 537. Okay. Brad sold three today.
SPEAKER_03:Um, but uh No, that's for the year I sold. Oh, yeah. Yeah, that was for the year. The kids need shoes.
SPEAKER_02:Yeah, I saw the duct tape. It was pretty bad. Anyway, but no, um, yeah, it's all inventory driven right now. That's yeah, it's it's that simple. But it's coming up. It is, and that's why the sales are gonna be coming up. And that with a projection that four and a half in 2026 is probably accurate. Yeah, are they saying it's gonna be four million this year? Is that what it says?
SPEAKER_03:Four million, they're saying we're that that's projected that we're gonna end up at four million this year. Well it's on that pace.
SPEAKER_02:I think it's at three something right now. So okay.
SPEAKER_03:Yeah. So what else do you what do you got there?
SPEAKER_02:Oh, I got all kinds of cool things. Um well, let's talk about let's not talk about the downsizing thing yet, but the I saw this graphic from KCM buyers and sellers facing very different conditions today. I mean, with this with this low inventory and now the rates coming down and stuff like that. There was uh there's one, two, three, four. There's five points I want to uh stats that I want to convey.
SPEAKER_03:Yeah.
SPEAKER_02:And the first one's inventory.
SPEAKER_03:Okay.
SPEAKER_02:Uh from August of 2019 to August of 2025. In Pennsylvania, we had a negative 41.6% drop in inventory. Wow. Okay. And then I took other states. Florida's ready? Yeah. Plus 25%.
SPEAKER_03:Wow.
SPEAKER_02:Okay. Tennessee, shocked. The highest. 32.9% in inventory increase.
SPEAKER_03:Wow.
SPEAKER_02:And this is last year. So when is this? Okay. Illinois is the number one drop. Would have never seen this one coming. Negative 62.9%. You think they're fleeing from Chicago? Maybe. Possibly. I mean, that's probably the largest metropolitan, right? Yeah.
SPEAKER_03:In in in Illinois. Right.
SPEAKER_02:Well, New York's the people are fleeing. Philly, they're fleeing. Yeah. Texas was 31.8% increase. Wow. Right. Which I was surprised about.
SPEAKER_03:And what were we again?
SPEAKER_02:Negative 41.6.
SPEAKER_03:That's crazy.
SPEAKER_02:Now we weren't the bottom. Tennessee. Uh Illinois was the bottom. Yeah, right, right. Okay. So now keep it keep that in mind. We were net we're negative inventory. Florida's up. Tennessee's up, which is the record. Yeah. Illinois way down. Texas is up. Okay? Price trends from the quarter, quarter two of 2024 to quarter two of 2025, we're up 4.79% appreciation. Okay. And that in that year. Okay. Q2 to Q2. Okay. Florida is down 1.39%. Okay. Again, they were up in inventory. Right? You follow me? So that's what happened. Yeah. Tennessee, negative 3%. No, I'm sorry. 3% increase with a 32% increase in inventory, which is interesting. Yeah. I know a lot, I don't know about you. I know a lot of people have moved to Tennessee recently.
SPEAKER_03:Well, it's it's the weather. And they have they have great weather.
SPEAKER_02:They have great weather and they have lower prices.
SPEAKER_03:Yep. Lower prices, great weather, and no rules. And they have Nashville.
SPEAKER_02:Yeah, and they have no rules.
SPEAKER_03:I mean, why wouldn't you want to live near Nashville? They have no rules.
SPEAKER_02:I was talking to an attorney who moved there, had got the guy, the delivery, the FedEx guy has to call him when he's at the bottom of his lane to give him permission to come up the lane.
SPEAKER_03:Wow.
SPEAKER_02:Because there's like no property right kind of stuff going on. Yeah, yeah, yeah. It's like still like the Wild West kind of thing. It's really strange, right?
SPEAKER_03:Yep.
SPEAKER_02:Illinois down is no a 6.73% increase. Increase. Because they had a negative 62%.
SPEAKER_03:Yep, so that brings the price up.
SPEAKER_02:And Texas is up just almost slightly, half a percent.
SPEAKER_03:Amazing.
SPEAKER_02:And time on time on market. We're 49 days. Here. Yeah. Well that went up. In August of 25. Now this is Pennsylvania. Okay. Brooks County is 21. Okay. Okay. Uh Florida's 87.
SPEAKER_03:Days on the market.
SPEAKER_02:Yep. Tennessee is 65. That's crazy. Illinois is 38. Wow. And this is now state, guys. These are by state. This is not micro local stats. This is state stats now. Okay. And Texas is 64.
SPEAKER_03:Wow. Interesting.
SPEAKER_02:So we're what are we at in Pennsylvania? 49 days.
SPEAKER_03:So what are we here in Berks County? 21. Wow. That's good. You know what's funny? Berks County is definitely like resilient. You know what it is? We just don't have inventory.
SPEAKER_02:No, we'll not build Philly. Yeah, right. We're not built. Pittsburgh's 60-70. Harrisburg's around 40.
SPEAKER_03:And what are they doing that we we don't do? Build. They have buildings. They build. They build. Yeah. Boom. Berks County's the non-building county.
SPEAKER_02:Yeah, unfortunately it is. So equity growth, past five years, as of Q2, 2025. You guys hope you're sitting down, man.
SPEAKER_03:We are. I don't know about you. And Hugo's sitting down, too.
SPEAKER_02:I'm talking to your listeners. Oh, okay.
SPEAKER_03:Listeners, yes, yes. Okay.
SPEAKER_02:This is Q2 of five years ago of 2020 to Q2 of 2025. Okay. Pennsylvania was 53.2. We were 56 since 2019. That's percentage increase. This is percentage value increase. Equity growth. This is equity growth. 50 some percent. Florida's 63.8, which I'm shocked. Because I think they went wham. Well, that's what Florida was.
SPEAKER_03:Wham. They don't actually make that sound when they do it. Well, it's kind of like that. The wham. No, but they they I always say that. Florida is one of those states that goes like this. The roller coaster. And goes like this. And then it goes like yeah, that's the difference between us. We we ride this little wave in between. Yeah, we're going to go. That's what it sounds like. That's like wham. Yeah, it's not a wham. Yeah, it's kind of like a heartbeat.
SPEAKER_00:It's yeah.
SPEAKER_03:A little different. He's been away too long, I think, is what it is. He's got a lot, he's been on vacation. It's been too long forever. My goodness. I can't believe he actually stopped in today. You must be in between vacations or something.
SPEAKER_02:Look, there's Pete. Let's go talk. Tennessee, 65% increase in that time frame. Illinois 54% increase. Texas, 46% increase. And the national just under 54%.
SPEAKER_03:That's the national.
SPEAKER_02:Just under 54%. That's where we're at, 53.2.
SPEAKER_03:It'll be interesting to see where where that goes. As inventory goes up. It'll be interesting to see where that goes.
SPEAKER_02:Yep. But but the people staying in their homes again is still at 10. Yeah. It's still 10 years. Remember, we used to be 10 years.
SPEAKER_03:10 years used to be seven.
SPEAKER_02:But it's 10 still.
SPEAKER_03:I think Berks County was always closer to 10, though. I always thought so. When I used to say seven, but around here, people stay a lot, they stay longer, I think. They do. Yeah. Yeah. We're just different. We are. We're just weird. We're nice. We're just weird. We're so nice. We're so nice.
SPEAKER_00:We're so nice. It's weird.
SPEAKER_03:It's kind of weird how nice we are. It is. It's very weird how nice we are. So let's talk about it. The price growth, as you said, is the slowest since the summer of 2023. But it's still, you know, averaging here like three uh two and a half to three percent through the whole country.
SPEAKER_02:Oh, you now okay, national, yeah. Yeah, year over year. That that's Brad, by the way. About three or four months ago, we did that stat and it was 1.3. It was one point something. So now you say it's two point three.
SPEAKER_03:That's a cool sound, isn't it? Just the glasses of paper.
SPEAKER_01:Yeah. Which have a little basket that like that.
SPEAKER_03:You should have a basket for me to hit. Yeah, I would never hit it.
SPEAKER_02:And the sound that the graphic that has the glass break.
SPEAKER_03:The glass, yeah. That would be good. By the way, the federal cuts. Oh yeah. Everybody thinks, once again, that that's tied directly to the interest rates. It's not. It's a it's an it's a it's an after-effect many times. But most of the times, actually, it is already it has already happened before the Fed rate goes down.
SPEAKER_02:Yep, based on speculation.
SPEAKER_03:It's speculation, just like the stock market, everything else. Everybody always says, Oh my gosh, what's gonna it's well, it's already done. It's built, they always say it's you'll hear them say it's built in. It's already built into the price. Yeah, um what was their average, Hugo?
SPEAKER_02:You said the average, six point three six. Six point three six is where the rate is right now. Average right around this point. So it's dropping.
SPEAKER_03:Yeah, it's it's well here's the thing it's a tr it's trend, it's trending down, but it's also staying flat. I think Hugo, you said too, it's kind of it's kind of flattening out at that six and a quarter to six and a half range. It's it's in that range right there, which is a better range than 7 and 0.75 and 8. Right, which is where we were. It's it is better, it's better. Um, and I think that's what freed up inventory. Yeah.
SPEAKER_02:Oh, absolutely.
SPEAKER_03:Definitely freed up inventory.
SPEAKER_01:I did notice that your point, your previous point about how it happens prior that the rates actually go down, because I noticed that I I was checking the rates, and then once once the they announce the the cut, they they shot up again.
SPEAKER_03:Yeah, and that's right, and that's what happens because it's already, it's already kind of they they predict, they go, okay. And all it's like they look at the tea leaves and they go, okay, yeah, we know that's going to be 25 basis points going down.
SPEAKER_00:Yeah.
SPEAKER_03:So they all go, okay. So they end up more people buy bonds, yeah, and then the the rate goes down. So it it's interesting how that works.
SPEAKER_02:I picture a group of uh a room of guys just sitting around smoking weed.
SPEAKER_03:Yeah, probably. Maybe we should just drop them down, man. Hugo said we should. Hugo said we should. Let's do it. Let's do the refi. Hugo's in the damn room. But then, so there's there's they're saying two more cuts, possibly. Now, this was put out a little bit ago, and that might not happen based on the um inflation is still hovering right around 2.9%. So that could make it that they don't uh lower the rates twice, maybe only once, but the labor market's not doing so well.
SPEAKER_02:Which is the third factor, which is the other factor.
SPEAKER_03:And if and and actually a lot of times what they say is the Fed will lower based on the labor market, not as much so on inflation, because you gotta have jobs in order to afford anything.
SPEAKER_02:Yep.
SPEAKER_03:So if inflation's at 2.9%, if you don't have a job, that's a really bad. Yeah. But if you have a job, it's not as bad. Right. Exactly. You know what I mean? Yeah. So they're really worried about the labor market. And I and I think that's gonna come up. We're probably losing a lot of Fed jobs. I mean, that's that's gonna happen. We're shrinking government right now. Yep. So what happened?
SPEAKER_01:How did you say the three uh the three elements uh that contribute uh well it would be it would be um uh one is is the labor market.
SPEAKER_03:Labor market price, prices like inflation, and interest and interest, yeah, interest rates. Yeah, they've got lesser ones. Those are the ones.
SPEAKER_02:So prices are up. Yep. When interest goes down, it's more affordable, or if it goes up, it's not, right? Yeah, and you've got to have a job. Yeah, that's right. So the the the unemployment rate is is that third factor of what they look at. The unemployment rate, which is usually is not accurate, in my opinion. It's usually more, but they go off the stats.
SPEAKER_03:Oh, and I love how they adjust them then.
SPEAKER_02:Yeah.
SPEAKER_03:They adjust them every time. Yeah. Here's what it is. This is it for the month. Month later, oh, we adjusted that. Yeah, because we didn't know what the hell we were talking about before.
SPEAKER_02:Smoked one too many joints that day.
SPEAKER_03:The room got a little full of smoke. Got a little more full of smoke. I don't even understand. But uh no, but uh, the Fed things have the mortgage rates declined because of weak jobs report. Um you know, and it it's it's kind of oh, this was interesting too. That the stalling job market cut uh makes a cut likely. So they're saying that right now, 91.7 percent of economists are saying there's gonna be another 25 basis cut coming up very soon.
SPEAKER_02:Before the end of the year. Before the end of the year, yeah. Yep. I saw the same thing.
SPEAKER_03:Uh 8.3% said there's no cut. Those people are clueless. They're clueless. Yeah. We don't even know them. We don't even I won't even associate with them. Those are the ostriches. Yep, exactly. Don't even look at them. Don't even look at them. So, what else you got there, Pete?
SPEAKER_02:So I I had to tell you this one, and I we just before the show, talking about where the housing value has hit in the United States. I mean, folks, all you're Brad's Brad's gonna have a comment about this, which I hope he says it. The housing value have hit$55.1 trillion. That's the value of all real estate in the United States of America, which is up$20 trillion since 2020. Unbelievable. And that's almost a third. That's incredible. That's almost a third of that number. So my ideas are you want you want me to tell my and and that was led by actually the Northeast. The Northeast was the largest sector of appreciation, which was 216 billion of that fit of that 20 billion increase, and it's all driven by low inventory. It's 100% low inventory driven. It's incredible. Brad has a great idea going on.
SPEAKER_03:Yeah, so I think we're gonna do, we'll take a look at we're gonna sell all 5 trillion? 55.1 trillion. 55.1. Well, actually, we'll just leave the one point, the point one. We'll just do 55 trillion. We don't want to sell it all. So we're gonna we're gonna sell the 55 trillion in homes. Yeah. We're gonna pay off the debt for the country, which is like 36 trillion, 37 trillion. Yeah, and then we're gonna divide what's left over amongst everybody.
SPEAKER_02:That's right. Yeah. What do you think? Yeah. I think we just solved everything. You know what? I need a downsize anyway.
SPEAKER_03:It's called socialism. Like downsides into a tent. I don't want to own anything anyway. I never liked owning a house.
SPEAKER_01:Exactly. On a different point, there's a question from the audience here. This is a realtor. Akita Stevens asks, I am a realtor, and my sister just texted me. Hey, um, we gonna we are closing on a house next uh week. Uh sorry, we didn't go with you. What do I respond? So it's her sister.
SPEAKER_03:Sorry, she can go with me.
SPEAKER_01:Yeah, so she is a realtor and her sister went with a different realtor. Yes. What do I respond? How do I how do I address it? She asks.
SPEAKER_03:Find another sister.
SPEAKER_02:You can't come to Thanksgiving dinner anymore.
SPEAKER_03:That is that is very awkward. That's awkward. Very awkward. I would say, are they close? Is the question, you know? If they're close, that's really weird. Yeah, that's really weird. Yeah, I would say, yeah, look. They sell sisters, I think, at Walmart, don't they? Do I think they put it? It's like$7.47,$7.47. Yeah, and then you get the little smiley on there. It's really nice. Uh, but no, I I I think that's that's tough. I mean, it happens though. Yeah. I've had relatives that have bought uh and sold homes homes with other people.
SPEAKER_01:So, what is the advice for young realtors out there?
SPEAKER_02:How to Well, I mean, if you if you have a relative that wants to use another another agent, uh, there's a lot of agents out there that tell people to do that. Oh, really? Because if it's a business transaction and they don't want to ruin the relationship with their relative. So the agent that's trying to get their business say you shouldn't list with your sister or your brother because of this reason. Uh-huh. And so maybe is a snake. Yeah. And that's basically a snake. That's a snake. Brad and I would say you should go with your sister and do it. I would absolutely say go with your family again.
SPEAKER_03:People do use that ext they'll say that. I don't believe in that. I don't either. Yeah, I I think family should stick with family. Amen. I believe and maybe the realtor will give the family member a little discount or something. Right. I always my parents got a discount. My brother got a discount.
SPEAKER_01:Yeah.
SPEAKER_03:Yeah.
SPEAKER_01:There you go. So, Rikita, that's what you should do.
SPEAKER_02:So, Sam, if you're watching, not getting a discount.
SPEAKER_03:He has 19 kids, so he can't give discounts. I can't afford a discount. True. Oh my goodness. Is that it? That's all that's all I got from the audience. That's all we got from the great question. So, as as a whole, I mean the market is um it's changing a little bit. And I and I I can't stress enough for sellers, don't overprice your house. Oh, huge. It's definitely becoming um uh a situation where we really have to build that expectation up front to say, look, you know, this is not 2024, yeah, 23, 22, 21. This is not that time. Things are leveling off. It's becoming more of a level playing field for the buyer and the seller. Some areas, yes, still you're gonna go bonkers and you're gonna get gazillions of showings, you're gonna get multiple offers, but we are seeing that definitely is decreasing. You see that, you see everywhere it's starting to happen. Yep. So don't overprice. And I think that's what's happened. It's not that it's not that the buyers aren't willing to pay that anymore. What has happened is that sellers just keep adding five to ten percent to the person before. That's right. And and it you can't keep doing that. It doesn't work that way.
SPEAKER_02:Well, KC M just had a graphic on that. I don't have that. It was it was the other day. Um I don't have that one. Back in COVID time, 2021, and I think maybe into 22, the people who are getting less than their asking price was like 23%. Wow. And that's up to like 50% now. I think it was 49.5 for like 24 and 25. Oh wow. It's like we're in almost 60% graph, yeah, which is double. Yeah, really of the people not getting their asking price.
SPEAKER_03:Well, and that's because your asking price is obviously blown up. Some people holistic, right? Yeah, you gotta put it. So careful. And and and what I think they don't realize also is that you know, if you're gonna do that, if you're gonna do a little test to the market, if you decide that that's when you do, because at the end of the day, it is your decision to sell her. Yep, what they're gonna list it at. We guide, we we we show you everything we can, but at the end of the day, it's your decision. Exactly. Okay. But make changes quickly. Yeah, right. Because when you go when you're on the market in this market still, and you go past that average days on the market, what does the buyer go? What's wrong? Something's wrong. Something's wrong. Yep. And guess what happens then? Yep. You don't get you get a lower price. Yep, that's a lower price.
SPEAKER_02:Lower than what you would have had if you would have listed it right at the same time.
SPEAKER_03:Absolutely, yeah, absolutely. So that's what we're gonna close with, I think. Okay, that sounds great. Are you good with that? I'm good. If you're good, I'm great. Hugo, you're good? Yeah, Hugo, you're good? Yeah, good. All right, you look good, Hugo. You look good, you're looking good. I took a shower this morning. Okay. You took a shower, that's good for you. Holy mackerel. Every month he takes a shower for the Pete Heim show.
SPEAKER_01:Whether I need it or not. Whether you need it. Oh my god. We appreciate that.
SPEAKER_03:Yeah, we do. It's a small studio. All right, that's it. We're kicking Pete out of here. He'll be back next month for sure. And uh, we'll tell you all that there is to know about the real estate market locally, nationally, globally, Mars, the moon, who knows? All right, you'll see. See you next Thursday at 7 p.m.
