Julianne Grant-Johnson: Team Builder and Top Agent JAX/Pensacola

REE #279 Transcript

[00:00:00] Julianne Grant-Johnson:
It really just takes putting yourself out there. This is a relationship business, and at the end of the day, we can talk about selling homes and selling things all we want, but I care that I'm relatable.
And I think being a person and being the person who lives the same life as them or has lived the same life—I now have younger clients who are like, "We were in your shoes at one point," so I understand them.
But you really just have to put yourself out there.

[00:01:00] Tracy Hayes:
Hey, welcome back to the Real Estate Excellence Podcast. Today I have Miss Julianne Grant-Johnson.

[00:01:08] Tracy Hayes:
She is a top-producing realtor here in Northeast Florida, Jacksonville. She has had an amazing June. If you look up her social media, Jacksonville Business Journal recognized her, as well as the Jacksonville Real Producers, which is the top 500 real estate agents in Northeast Florida.
She's on the show for the second time. Episode 207 was number one.
And we're still gonna do a little update show here today, but really drill down. On the first show, we dug into her and her life and a little bit about her business.
We're gonna drill right into business 'cause she does handle—she’s the wife of an active-duty naval aviator.
She's in with the Naval Academy, gets a lot of referrals outta there, working a lot with VA loans. So we're gonna talk probably half the show about some of the things there. So the agents that are still—
don’t understand the VA loan.

[00:02:00] Tracy Hayes:
And I’m telling you right now, and I’m sure, Julianne, you will agree with me—
If someone says they’re doing a VA loan, take that loan over everybody else you’re dealing with.

[00:02:07] Julianne Grant-Johnson:
Absolutely.

[00:02:08] Tracy Hayes:
It is the best loan out there, most forgiving. No matter what boo-boos they have, they find a way to get 'em. The tough ones closed. The easy ones are easy.
But Julianne, welcome back. Thank you for calling me.
I appreciate you coming down this morning and I'm really looking forward to talk some shop with you.

[00:02:24] Julianne Grant-Johnson:
Yeah, I'm super excited to be here. Thank you.

[00:02:26] Tracy Hayes:
Yeah.
I'm gonna have you pull that mic just a little—yeah, don’t hold it in front of you—get about six or eight inches there. I should’ve told you that before we started over.
But since last time we spoke—yes,
you’ve expanded.
To the Grant Johnson Group.

[00:02:38] Julianne Grant-Johnson:
Yep.

[00:02:38] Tracy Hayes:
Okay. So you brought a new person on to the team. So tell us about that process and what led up to that.

[00:02:44] Julianne Grant-Johnson:
Absolutely. So I think actually the last time we spoke, I told you right after we stopped filming, I said, "Exciting news, we are gonna officially start this team. Maybe next time we can discuss it."
So this was really a year and a half in the making

[00:03:00] Julianne Grant-Johnson:
before we launched the team.
And something I love about it was, it felt very—I always say "organic." It was the right thing to do, and a lot of thought went into it,
and my broker really helped facilitate it. It was kind of a
non-traditional story building up to it, where I was pregnant and put on bedrest.
And I called my broker and I was like, "I have a ton of business and don't wanna slow down.
I don't care that I'm on bedrest—I'm not slowing down. What do I do?"

[00:03:32] Tracy Hayes:
A challenge. Yeah.

[00:03:34] Julianne Grant-Johnson:
He was like, "Okay, this is..." and he recommended a couple agents.

[00:03:38] Tracy Hayes:
Mm-hmm.

[00:03:38] Julianne Grant-Johnson:
And I said, "You know, this is who I think I'm gonna work the best with. Let's try it out."
And by the end of that is when I kinda had the realization,
"Oh,
I can do this.
I could run a team. I could grow my sales. I could grow my income. I can help other people. I can do all of these things."
So then we continued kind of

[00:04:00] Julianne Grant-Johnson:
like a trial period after I was off bedrest—what that looked like with
me learning to delegate, learning to let go of control of certain things, being comfortable with my clients experiencing other agents.

[00:04:00] Julianne Grant-Johnson:
And finally, we were like, this is it. This is working really well.
We did have the sales too, to support us.
That being said, I was always very transparent that,
you know, you can always get your leads—
the leads don’t have to come from me.
And that’s when we made the decision to leap and never looked back.

[00:04:37] Tracy Hayes:
Give us a little background—and those who have not listened to episode 207, wanna go back—because I’m sure we spoke about this a little bit. We were talking about it pre-show.
You have spent a lot of time—obviously your husband’s in the Navy, went to the Academy—but you guys have spent a lot of time building a real relationship there,
and, you know, building that credibility.

[00:05:00] Tracy Hayes:
Yes. With that space, which anyone can do—hopefully you are—
you’re in your alumni space or whatever it is that you do, a mom’s group or whatever, you can do the same things that—

Julianne Grant-Johnson:
Absolutely.

Tracy Hayes:
—that you’re doing here. But the value—obviously for these agents—the value of working with you, because you are getting a nice
flow of leads coming from this relationship.
What did it take to get that started?

[00:05:26] Julianne Grant-Johnson:
It really just takes putting yourself out there. This is a relationship business, and at the end of the day, we can talk about selling homes and selling things all we want,
but I care that I'm relatable.
And I think being a person and being the person who lives the same life as them or has lived the same life—I now have younger clients who are like,
"We were in your shoes at one point," so I understand them.
But you really just have to put yourself out there. And it was hard for me on social media.
It was very hard for me to

[00:06:00] Julianne Grant-Johnson:
put myself out there.
And once I made that step, it was the best step that you can take.

[00:06:06] Tracy Hayes:
How did you make—I mean, obviously, you know the several thousand of cadets that go through every year at the—
but you’ve made that relationship.
We talked about your lending relationship that comes—spins from that—and you're getting leads from that because they’re not in the area.

Julianne Grant-Johnson:
Yeah.

Tracy Hayes:
But they’re kind of tapped into the same source here, right? They’re really working that Naval Academy alumni, letting ’em know they’re out there to help them.

[00:06:33] Julianne Grant-Johnson:
So we actually started with—I would say social media—then we did an actual event,
which I think if you read a lot on networking and stuff, these client appreciation events or networking events are some of the most valuable things that you can do.
I see an ROI on them.
But that is where it started—was we did this big event,
put out: students could go,

[00:07:00] Julianne Grant-Johnson:
alumni could go,
and then speakers were brought in that were other alumni, or even like West Point grads—people who kind of relate, fit that mold.

Tracy Hayes:
Mm-hmm.

Julianne Grant-Johnson:
Taught all about house hacking with the VA loan. Right? There’s this misconception that you can’t use the VA loan for investment,
but if you’re occupying it as a residence, it can still be an investment.

[00:07:23] Tracy Hayes:
Mm-hmm.

Julianne Grant-Johnson:
Mm-hmm.
So talking about house hacking.
About picking up a property from one station to the next, what your budget should be so that way you can keep entitlement and keep doing zero down.
Talking about the potential refinance to restore it—
things like that.
And just providing value.

[00:07:42] Tracy Hayes:
It’s interesting—I was researching and speaking to someone actually just last week,
and we were talking about a major lender here that we all know—we see ’em on TV—and the...

[00:07:42] Tracy Hayes:
...ancillary services that they provide. Like they have that app that will go in and analyze, you know,

[00:08:00] Tracy Hayes:
where your payments are going, right? Your subscriptions and all that type of stuff.
And they’re getting that into college kids’ hands—that app—
and you start incubating them. Because I think everyone, for the most part, wants to buy a home.
When they do—we don’t know.
They might do it at their first duty station, wherever they’re at.
It could be when they retire. They may rent the whole time—
Right, you know, that type of thing. We just don’t know when they’re gonna make that step.
But everyone’s a possible client. The question is: when are you going to get them?

Yes. And their funnel is basically to grab those possible future buyers
early
and continue to nurture them.
Which it sounds like you’re doing with the Academy alumni—
is getting ’em while they’re still at the Academy and educating on:
"Hey, okay, you’re gonna have to go and be an adult.
You’re not gonna have the barracks to sleep in, you know, any longer.
You’re gonna want—you’re gonna get married or whatever—and want your own house off

[00:09:00] Tracy Hayes:
base or whatever."

[00:09:01] Julianne Grant-Johnson:
And that was kind of the idea. And it was
part of the inspiration—that was one of my husband and I's biggest regrets: that we didn’t buy a home immediately when he was in flight school.
And we look back on that and think how much we could be making if that home were a rental, right? The prices were lower there,
the entry is—it’s just way lower there. And think about what that could...

[00:09:27] Tracy Hayes:
And that was definitely pre-COVID, so it was probably a good price.

[00:09:31] Julianne Grant-Johnson:
Even still, in certain military towns, prices are not—you know, you can still buy that level home,

Tracy Hayes:
Mm-hmm.

Julianne Grant-Johnson:
—and have enough entitlement at your next place to go zero down. So
teaching about that strategy and the mistakes that
we made too—that we’re all human—
and you should just get into real estate as soon as you can. Not a sales pitch. Just do it.

[00:09:56] Tracy Hayes:
Yeah. Well, hindsight’s 20/20, right? So, you know, we get that. But you’re sharing that

[00:10:00] Tracy Hayes:
with them, and a number of those servicemen are
taking—are listening to you.

Julianne Grant-Johnson:
Absolutely.

Tracy Hayes:
Yeah. And now you’ve become a resource for them.

Julianne Grant-Johnson:
Yes.

Tracy Hayes:
You were mentioning earlier—calling you, going, “Hey, I need—I’m gonna be in San Diego,” or wherever. “I need an agent.” And they’re calling you.

[00:10:16] Julianne Grant-Johnson:
Yes.

[00:10:16] Tracy Hayes:
Yeah.

[00:10:17] Julianne Grant-Johnson:
That was part of our, like, network—if you will—is that we have a realtor at every major [station], so that way
you can stay with us.
We can all talk throughout the process. If I have a client going to San Diego and they want me to stay in communication—make them more comfortable—I’m happy to do that. I also see the long-term thing here, especially with the military, that they may come to Jacksonville
and I want them to call me next.

[00:10:43] Tracy Hayes:
Yes.
Yeah. Now, let’s go back to the original—you brought on a new agent.
Not an experienced or semi-experienced agent—a very green,
new agent—to expand your team. Last year—

[00:10:57] Julianne Grant-Johnson:
I brought on two agents.

[00:10:58] Tracy Hayes:
Two green agents. So

[00:11:00] Tracy Hayes:
you were
talking with your broker and looking at, “Who should these people be?”
Mm-hmm. You chose someone with no experience.

[00:11:07] Julianne Grant-Johnson:
So first team member did have experience. The last two
additions are zero experience.

[00:11:15] Tracy Hayes:
No. So you're actually—so you and three—oh, you have three.

[00:11:18] Julianne Grant-Johnson:
Okay. I have two here in town.

[00:11:20] Tracy Hayes:
I’m talking here in town.
We’ll talk about Pensacola in a minute.
There’s three of us.
I don’t count Pensacola just yet—three of us total here in—

[00:11:25] Julianne Grant-Johnson:
town. First agent, Alex, he was experienced—very experienced—which was kind of like the: I was on bedrest,

Tracy Hayes:
Mm-hmm.

Julianne Grant-Johnson:
—couldn’t train somebody.

[00:11:25] Julianne Grant-Johnson:
Let’s bring on someone who knows what they’re doing—minimize my risk.

Tracy Hayes:
Right.

Julianne Grant-Johnson:
But then the next person that I brought on was a brand new agent.
And that was a tough decision.
And it took me—with just transparency—it took me a while to make that decision.

[00:11:53] Tracy Hayes:
Mm-hmm.

[00:11:53] Julianne Grant-Johnson:
And we definitely had a trial period, but ultimately brought them on.

[00:11:57] Tracy Hayes:
Worked out?

Julianne Grant-Johnson:
Yes.

[00:12:00] Tracy Hayes:
For the agents that are listening out there—
the balance of the two. Because—we talked a little bit about this pre-show—
’cause I know this is a complex thing.
You bring on somebody, you’re nurturing them.

Julianne Grant-Johnson:
Mm-hmm.

Tracy Hayes:
You’re pouring into ’em—whether it was that semi-experienced person—
’cause I imagine that the semi-experienced person you brought on
obviously had experience enough to do what you needed to do to execute.
But if they had their own business and were thriving, they just didn’t have time for you.
But this person had time for you. They had the knowledge and, obviously, could keep your brand up.

Julianne Grant-Johnson:
Yes.

Tracy Hayes:
Right? The being—the most important thing.
But the difference in the time and energy you had to pour into them—
and the reason why I’m asking this question is,
I think a lot of agents out there think they’re too busy—

Julianne Grant-Johnson:
Mm-hmm.

Tracy Hayes:
—and they jump too quickly.
Or they truly are busy. But making that decision of who you bring on—
there’s time involved. It’s not just, “Oh hey, I got another agent and they’re gonna run.”
Like, you’ve got to pour some energy into them—up to, I guess, your speed.

[00:12:59] Julianne Grant-Johnson:
Absolutely.

[00:13:00] Julianne Grant-Johnson:
There are definitely growing pains—whether you bring on an experienced agent or not.
And that was part of the conversation with my broker, when he was essentially playing matchmaker.
It was like, “This agent that you’re gonna bring on
has not had as much success as you with prospecting—so getting the client—
but is arguably better than you at paperwork.”

[00:13:23] Tracy Hayes:
Mm-hmm.

[00:13:24] Julianne Grant-Johnson:
According to my broker, I’m not about the paperwork.

[00:13:27] Tracy Hayes:
Well, that’s good.
That’s good—’cause there’s a lot of people that can do paperwork. So that was—

[00:13:32] Julianne Grant-Johnson:
—a big thing. And I remember our first contract together,
the admin in our office was like, “I’ve been waiting for this day,
where your loops were just perfect, clean, and easy to approve.”
So there were—
I would say it’s a recommendation: finding someone who can offset your weaknesses.
And that’s really what I did the first time around,
as far as bringing a green agent on.

[00:13:59] Tracy Hayes:
Did you

[00:14:00] Tracy Hayes:
consciously think about that when you brought them on though?
When you were thinking, “Hey, I’m not really good at paperwork, so the person I want to bring on—I want them to be...”?
No? You didn’t think about that initially?

[00:14:09] Julianne Grant-Johnson:
I didn’t think that far ahead. I mean, yes, when we made the decision to formally be a team,
but no, when he first started helping me—

[00:14:19] Tracy Hayes:
That wasn’t one of the things that were focused on,
but you realize now, right,
after working together—you go, “Oh, this was really great.
Even better than I thought it was gonna be, because he’s good at that and I’m good at this.”

[00:14:29] Julianne Grant-Johnson:
And now he acts as TC for all members, because he’s so excellent at that.

[00:14:34] Tracy Hayes:
And he enjoys doing it.

[00:14:36] Julianne Grant-Johnson:
He also gets paid for it.

[00:14:40] Tracy Hayes:
You’ve got to.
But—so just to round out the new agent—
obviously you had to pour a lot more time in—

Julianne Grant-Johnson:
Yes.

Tracy Hayes:
—and bring him up.

Julianne Grant-Johnson:
Yes.

Tracy Hayes:
What are some of the things that you did—or did the broker help you out? Where did you go to for—
to help set that structure?

[00:15:00] Tracy Hayes:
If it was a structure—I mean, how—
did you have an actual plan? Like, “This is how we’re going to do it for the next 30, 60, 90”—whatever type of thing?

[00:15:05] Julianne Grant-Johnson:
So thankfully, our brokerage has their Rising Star training program. So a new agent still completes that. They still do all of that.
I, the team lead, help fund some of that training. I invest in the team—things like that.
But we really just do a trial-and-error period.
So things like showings, open houses—I think open houses are so important. That’s where I gained and learned to talk the talk.
So that is a requirement for me. For new agents—
really, for all of my team members—they need to be doing open houses.

Tracy Hayes:
Mm-hmm.

Julianne Grant-Johnson:
On our listings or other agents’ listings.

[00:15:44] Tracy Hayes:
Did you have a transaction coordinator before you brought the extra agents on?
You went from just solo—solo to what we’re talking about?

[00:15:51] Julianne Grant-Johnson:
So first agent became transaction coordinator before I signed anyone else.

Tracy Hayes:
Yes. A—

[00:15:56] Tracy Hayes:
—a licensed transaction coordinator?

[00:15:58] Julianne Grant-Johnson:
Yes.
Which I

[00:16:00] Julianne Grant-Johnson:
find so valuable.

[00:16:01] Tracy Hayes:
So they were able to sit open houses...

[00:16:03] Julianne Grant-Johnson:
Mm-hmm.

[00:16:04] Tracy Hayes:
...handle your contracts, which they need to learn anyway.

Julianne Grant-Johnson:
Yes.

Tracy Hayes:
Which was invaluable to them. Hopefully they understood what they were learning.

Julianne Grant-Johnson:
Yes.

[00:16:23] Tracy Hayes:
Because a new agent that’s not getting a lot of business—
not really learning a lot about the contracts, ’cause they’re not doing a lot of contracts—
but they’re doing your contracts.

Julianne Grant-Johnson:
Yes.

Tracy Hayes:
So they were learning this—

Julianne Grant-Johnson:
On the go.

Tracy Hayes:
Yep. Yeah. That’s a unique, great way for a new agent to get started.

Julianne Grant-Johnson:
Yes.

Tracy Hayes:
Be your assistant, maybe bring in a handful of your own deals,
but work the overflow that you have.

Julianne Grant-Johnson:
Yes.

Tracy Hayes:
Great idea. Looking back 12 months, if you were to make this utopia—

Julianne Grant-Johnson:
Mm-hmm.

Tracy Hayes:
—what are some things, mistakes that you might have—or choices that you made that didn’t work out and you had to fix?

[00:16:51] Julianne Grant-Johnson:
So a hard lesson for me was that—
because I will point out that the agents I’m hiring are all my age and my peers—

[00:17:00] Julianne Grant-Johnson:
I walk a fine line of being their friend.
I am the team leader.
And realizing that I have to step up and—this is my business—and be the leader and have hard conversations.
I can’t be your friend all the time.

Tracy Hayes:
Right.

Julianne Grant-Johnson:
And I don’t think anyone expected me to be their friend,
but it was a really hard step for me to—

[00:17:25] Tracy Hayes:
—when you’re spending all this time together.

Julianne Grant-Johnson:
Right.

Tracy Hayes:
You’re the same age.

Julianne Grant-Johnson:
Yeah.

Tracy Hayes:
Yeah. That type of thing.
You mentioned hard conversations—and you mentioned that before the show, when we were just talking about the things we wanted to talk about.
For those who are thinking about, and listening to this, and going, “Man, I want to have a team,”
but like—you have this relationship, and sometimes you have to have a hard conversation.
I don’t think many people think about that in real estate.

[00:18:00] Tracy Hayes:
You know, the hard work you put in to have these leads coming from the source that you have credibility in and so forth—you know, these are gold to them.
That's their paycheck. You're handing them to ’em,
but you expect a certain level. What are some of the things that you’ve had hard conversations about?

[00:18:09] Julianne Grant-Johnson:
I would say communication is a tough thing—making sure that we’re all on top of our communication.
And like you said, I want things done how I want them done.
This is my business, and they’re my leads.
Maybe when you get your own leads,
you can handle or do your own process a little bit differently.
But if you’re using my name to market,
let’s reflect how I like my business done.

[00:18:37] Tracy Hayes:
Right.
When you say "my name to market,"
are they marketing your name as everyone would think? You know, hey, we’re Walmart or whatever.
They’re not broadcasting “Julianne Grant-Johnson” on their social media?

[00:18:51] Julianne Grant-Johnson:
No, it’s more just part of the Grant Johnson Group.
And it’s in our team agreement that—it would change how a lead is considered, right? In

[00:19:00] Julianne Grant-Johnson:
commission structure—a lead. If you want to say that they are using the entire team,
and if you want me to be involved in that transaction
and be able to rely on our statistics and our days on market and how quick we can sell a home—

[00:19:12] Tracy Hayes:
Okay, I see what we—the concessions...

[00:19:14] Julianne Grant-Johnson:
—the concessions that we get. The concessions that we negotiate, which differ—

[00:19:16] Tracy Hayes:
—your reputation.

[00:19:18] Julianne Grant-Johnson:
Everything that we do.
If you’re going to lean on the team stats,
you’re going to have to do things how I want them done.

[00:19:26] Tracy Hayes:
All right.
You made me lose track of thought on the next question. I know there are other topics, but I want to stay here.
Anyone who’s out there right now listening to you and thinking, "One day..."—I highly suggest they contact you, because this is a very—
So if you’re new to the business and you’re listening to the show right now, this is a problem.
Hopefully you will have—
you reach the lid.

Julianne Grant-Johnson:
Yes.

[00:20:00] Tracy Hayes:
What—I wanted you to just touch on that.
What was going on in your business? ’Cause I don’t think we really got—
we got kind of caught off going to the broker thing,
but what was going on in your business that you realized
you’re losing business?

[00:20:04] Julianne Grant-Johnson:
Yes.

[00:20:05] Tracy Hayes:
Yes, because you’re not leveraging others.

[00:20:08] Julianne Grant-Johnson:
It was—I would say, like I started the business doing about—
I was doing like one transaction a month when I first got my license back in 2020,
which is great, right?
Twelve transactions a year is great.
I don’t want this to come across as not thinking that that is successful because that
is a great amount of business.

[00:20:29] Tracy Hayes:
If you can do your first year and do 12 transactions—first year—you’re top of the heap on a new agent.

Julianne Grant-Johnson:
Yeah. And that’s pretty much where I was—
where the realization happened of like,
I’m growing pretty fast.
I’m, you know, passing the typical new realtor stats.
So realizing that I was growing at a pace that maybe wasn’t average.

[00:21:00] Julianne Grant-Johnson:
So then all of a sudden I’m having four, five, six closings a month, and that was when my head started just kind of spinning.
And I, to be really honest, was like,
I’m having a hard time remembering which clients are on which contract without referencing my notes.
And I didn’t love that,
because I really liked—more in the beginning—where I was able to be super personal with people.
And I started losing that ability,
which—

[00:21:19] Tracy Hayes:
Which probably attributed to your growth, because you were super personal.

[00:21:23] Julianne Grant-Johnson:
Yes.

[00:21:23] Tracy Hayes:
Yes.

[00:21:24] Julianne Grant-Johnson:
And that’s right. I was really putting myself out there.
I always joke that I overinvest myself into these contracts—I'm like way too in their lives.

Tracy Hayes:
Mm-hmm.

Julianne Grant-Johnson:
But that’s part of the reason I love this business.
And that was—those four or five closings a month—was when I was like, this isn’t good for me either.
Like, this is not sustainable. It’s not healthy.

[00:21:46] Tracy Hayes:
Well, four or five closings a month—
it wasn’t your first month you had four or five closings.
Because I think a lot of agents get to this point where they had this one month, where one month—yeah, they have four or five.
“Oh my God, I gotta go out and I gotta bring in other agents.”
And all of a sudden, the next month, you're back to one and twos.

[00:22:02] Julianne Grant-Johnson:
No, this was a consistent—
doing transactions every month.

[00:22:08] Tracy Hayes:
Right?

[00:22:09] Julianne Grant-Johnson:
Yes.

[00:22:10] Tracy Hayes:
And everyone—just realize also—your husband is deployed a lot.

[00:22:15] Julianne Grant-Johnson:
Right. So my threshold may be a little different.

Tracy Hayes:
Yeah.

Julianne Grant-Johnson:
He—

[00:22:18] Tracy Hayes:
And you have three—
and you have three kids—very young children that you're handling.
He’s wherever in the world they send him
a lot of times.
So, you know—
you handle four or five transactions a month for numerous months before it's like,
"Hey man, I’m hitting the wall.
I’m—go. It—I have—I have..."

[00:22:34] Julianne Grant-Johnson:
I have this terrible story of—my husband was gone, I was pregnant,
my now-middle child’s like sitting on my lap with a fever,
I’m typing a contract,
and she’s like peeing on me.
And I was like, “I can’t do this anymore.”
Where is somebody to help me?

Tracy Hayes:
Right.

Julianne Grant-Johnson:
And there was no reason for me to be doing that by myself at four or five transactions a month.

[00:23:00] Tracy Hayes:
Great place to be, ultimately.

Julianne Grant-Johnson:
Yes.

Tracy Hayes:
Privilege.
You have to go and pray and say, “Hey, thank God I’m here and I have this problem.”

Julianne Grant-Johnson:
Yes.

[00:23:18] Tracy Hayes:
But you had a broker to back you up. And I think this is the number two step here in growth—
choosing the right broker who can graduate you to the next level.

[00:23:18] Julianne Grant-Johnson:
Absolutely. Yeah.

[00:23:19] Tracy Hayes:
You mentioned earlier, he helped you with, you know, making some suggestions.
Was there a playbook?
A plan?
How has your broker kind of stayed—
you know—watching what you’re doing and helping you work through some of these situations?
Like you said, you’ve expanded now to Pensacola.
How do you handle that? I imagine that’s another conversation that you had.

[00:23:42] Julianne Grant-Johnson:
So we actually talked, when I started the team—

[00:23:42] Julianne Grant-Johnson:
So we actually talked—when I started the team—
really, for a few years that was always a goal of mine, just because I’m from there.
And I knew that I would be able to manage business there.
It was just, when was that time going to happen?

Tracy Hayes:
Mm-hmm.

Julianne Grant-Johnson:
And then the time came,

[00:24:00] Julianne Grant-Johnson:
and it felt like a very natural transition.
But where my broker has really helped
is in the tough conversations on different commission structures within a team, right?
All are different.
All team leaders are different.
All team members are different.
Experience level plays a part.
Who’s bringing in the leads plays a part.
How involved I am in the transaction after I give you a lead plays a part.
And you know, my team members have had questions, and a lot of times it helps to have a really strong broker act as a mediator
between some of those conversations.

Especially—it took me a while to gain some confidence as the leader, like I said, in stepping up.

[00:24:51] Tracy Hayes:
I imagine—you’re amongst peers, people your same age.
It’s not like you’re 50 and they’re 25, and so you already kind of have that—

[00:24:58] Julianne Grant-Johnson:
Right.

[00:24:59] Tracy Hayes:
Right.

[00:25:00] Tracy Hayes:
Age thing going.
But that’s very interesting, and I think those listening—again—
finding the right broker—Julianne talked about how her broker walked her—helped her walk through this.
And having—like I said, I think one of the challenges, too, that a lot of agents have and kind of push off not expanding
is because they don’t know how.
“How am I going to, you know, create the commission structure?”
“What is the value I’m bringing in?”

And then obviously they’re—and they gotta understand—what is the value the agent you’re bringing on is getting from you?
And in reality, what is a reasonable split there to create?
Because you are, again, teaching.
And one of the most valuable things is, obviously, giving them your business—right?—to close.
And they’re walking away with a good percentage of that, with really doing the HGTV part,
which is just showing the house.
And you’re probably, obviously, involved in any deep conversation of

[00:26:00] Tracy Hayes:
negotiations on these deals.

[00:26:00] Julianne Grant-Johnson:
I will say the one thing that I am heavily involved in,
no matter how the lead is ultimately distributed,
is a client does not sign with our team without me on the consult.
I have a 100% success rate on buyer consults of getting buyers to sign with our team.
And I don’t know if I know any other realtor who could say that.

[00:26:23] Tracy Hayes:
I like that one.
I think it tells the buyer,
"This is my brand. This is my business.
I know you’re gonna work with this gentleman, this lady over here to go out and look at homes,
but I am here."

[00:26:36] Julianne Grant-Johnson:
I also answer, and I’m making sure—
I make that joke on there, I’m like,
"You know I’m gonna be copied on your group messages, right?"
Like, I don’t just go away. I’m always here.

We—in our team agreement, and something I recommend, which one of my team members was the inspiration behind this—
we have a timeline structure on responses.
So if someone doesn’t respond, someone else needs to step

[00:27:00] Julianne Grant-Johnson:
in on that group text.
We don’t want our clients left on read.
So that’s something that they get. And—

[00:27:05] Tracy Hayes:
That is actually one of the most amazing things I know in...

[00:27:05] Tracy Hayes:
That is actually one of the most amazing things I know in the lending side—in a lending transaction.

Julianne Grant-Johnson:
Mm-hmm.

Tracy Hayes:
If there’s any one comment that’s the most common, it’s: “They responded quickly.”
Because that’s the stress that they have. They go, “Oh my God, I got a question.”
And if you respond very quickly—
a lot of times it’s not the answer, it’s how fast you respond.

[00:27:24] Julianne Grant-Johnson:
The younger generations expect this.

[00:27:27] Tracy Hayes:
Yeah. Yeah. All right.
Just to tell everyone a little bit—
you’re from the Pensacola area.

Julianne Grant-Johnson:
Yes.

Tracy Hayes:
You had a vision of eventually moving out there. You have the naval aviators club—we’ll call it—
those referrals coming in. I mean, guys are being in and out of Pensacola.

Julianne Grant-Johnson:
Yep.

Tracy Hayes:
So they need representation. You’re becoming a, you know, concierge for them.
You were referring out there, but you’re like, “You know what? Let me start my own group.”
So you have agents out there—you don’t touch and feel on a

[00:28:00] Tracy Hayes:
daily basis like you do here in Jacksonville.
It’s whether it’s a text, email, or maybe a phone call.
But you reached out, and now you have—you have a couple agents out there now that are—

[00:28:09] Julianne Grant-Johnson:
I have one official agent out there.

[00:28:13] Tracy Hayes:
And obviously they’re with the Berkshire Hathaway office out there?

[00:28:15] Julianne Grant-Johnson:
No—here. They’re assigned here in Northeast Florida.

Tracy Hayes:
Okay.

Julianne Grant-Johnson:
They work under my broker.
And then—which gets back to why you need an amazing broker—
he did the training to join the Pensacola Association on my behalf.

Tracy Hayes:
Cool.

Julianne Grant-Johnson:
Which I think kind of just shows that he had some faith in me being able to have a successful business there.

[00:28:37] Tracy Hayes:
Mm-hmm.

[00:28:38] Julianne Grant-Johnson:
So we had to join that MLS—PAR, the Pensacola Association of Realtors.
So my agent there is technically a part of NEFAR and PAR.
And yeah, it all started with—
some of my clients here get orders to Pensacola
and they would call me and say, “You did such a great job here. Can you just represent us there? It’s

[00:29:00] Julianne Grant-Johnson:
a state license, right?”
And I’m like, “Well, legally, sure—but it’s not in your best interest. I’m not there.”
Right? Like, I don’t want to do something that’s not in your best interest.
And I would do a traditional referral.

[00:29:12] Tracy Hayes:
Were you referring one particular agent all the time,
or did you use several different and then find out one was getting a little more—
so, better five-star reviews?

[00:29:24] Julianne Grant-Johnson:
It did become an interesting thing, because I’m from there and I
probably know 50 realtors.

Tracy Hayes:
Okay, okay.

Julianne Grant-Johnson:
So it was tough.

[00:29:30] Tracy Hayes:
Tough, tough thing here.

[00:29:31] Julianne Grant-Johnson:
I always felt a little weird doing the referrals because I didn’t want anyone to get mad at me that I didn’t pick them.
So I would actually give my clients some bios and be like,
“Tell me who you want the referral to go to based on the information I provide.”

Tracy Hayes:
Okay.

Julianne Grant-Johnson:
That way I’m not the one making the hard decision.
And I just—maybe I’m a little bit of a controlling person—
and no one was doing it how I wanted,

[00:30:00] Julianne Grant-Johnson:
and I was like, “Why don’t I just do this myself?”
And then one of my past clients
reached out to me—he’s in Pensacola—and he said,
“I’ve really been thinking about my real estate license.”
I was like, “You what?
I’ve really been thinking about expanding to Pensacola.
You went to the Naval Academy. You fit the mold.”

Tracy Hayes:
Mm-hmm.

[00:30:23] Tracy Hayes:
Awesome.

[00:30:24] Julianne Grant-Johnson:
And I had leads in line, ready to go.
So the moment he passed that real estate exam,
we were off.

[00:30:31] Tracy Hayes:
You’ve got people rolling and you have a connection out there. I mean, that—that's just a...
You know, I think in our lives, we wonder why things happen and so forth.
And the people we meet and, you know, what the impact is—whatever it was, whatever they changed—trajectory.
And obviously, the timing of that call just hits you, right?
He’s got all the other things that you want.
The only thing—he’s not an experienced real estate agent.
But I imagine—
you know, obviously the broker here buying into that—

Julianne Grant-Johnson:
Yes.

Tracy Hayes:
—and getting him up to speed.
And obviously you feeding him leads—after he gets so many at-bats, he’s gonna learn how to swing it.

Julianne Grant-Johnson:
Yep.

Tracy Hayes:
You know, that type of thing.
That—that's just one of those things about putting yourself in the—
putting yourself out there. That’s the—

Julianne Grant-Johnson:
Mm-hmm.

Tracy Hayes:
—the phrase you used earlier. You put yourself out there, and all of a sudden things lined up.

Julianne Grant-Johnson:
Yes.

Tracy Hayes:
And it lined up—hopefully at the right time. Not too early, not too late.

[00:31:25] Julianne Grant-Johnson:
Correct.

[00:31:25] Tracy Hayes:
And all the great success for keeping that going,
'cause I think that’s just awesome.

Let’s dig in a little bit. We were talking pre-show—and it still mind-boggles me today.
You’re dealing, obviously, with a lot of VA clients.
Well actually, I’m gonna take a step back, because I think this will blend into—
’cause you are dealing with VA clients—
we wanted to talk about the current market conditions.

Julianne Grant-Johnson:
Mm-hmm.

Tracy Hayes:
Both from the seller and the buyers.

Julianne Grant-Johnson:
Yes.

Tracy Hayes:
There’s different conversations going on, expectations being set.
What are you seeing right now? What are the conversations?

[00:32:00] Tracy Hayes:
And I imagine, obviously, coaching your team—
because, you know, even though they’re experiencing the same market, they don’t have the experience you have—
let alone, obviously, your broker and the others that you’re hopefully filtering to them.

Right. Are you on every buyer—you said you’re on every buyer’s consultation?

[00:32:16] Julianne Grant-Johnson:
Yes.

[00:32:17] Tracy Hayes:
The seller consultation—how are you handling that?

[00:32:20] Julianne Grant-Johnson:
Yeah. So I offer to my team to be on everything.
If it’s their lead,
they choose if they want me on it or not.

[00:32:33] Tracy Hayes:
Mm-hmm.

[00:32:33] Julianne Grant-Johnson:
My green agents—I’m on all of them.
My one experienced agent has done a listing consult on his own very successfully,
but he is great at doing things exactly how I want them done and giving things my voice.

[00:32:47] Tracy Hayes:
He’s a good soldier.

[00:32:48] Julianne Grant-Johnson:
He is. He’s the only one—
and I think he will appreciate this if he’s watching—
he’s the only one whose picture has actually made it onto our seller guide.

[00:33:00] Julianne Grant-Johnson:
Like, it takes time. You have to earn a spot in the seller guide.

Tracy Hayes:
Right.

Julianne Grant-Johnson:
So he’s able to take that too.
But I also offer—when I’m doing a listing consult—people can sit in on them.
So I’ve taken my new agents with me.
I had a very high-end seller consult, I said, “Why don’t you come sit with me?”
It also can’t hurt to have a second set of eyes on things.
Also makes the client happy to see that there’s a team of people.

Tracy Hayes:
Right.

[00:33:29] Tracy Hayes:
Well, I would say also it gives you kind of some credibility.
You have this—it’s kind of like, hey, you’re a guest on a podcast—you have credibility,
’cause you must have something good to say.
When you’re sitting there going, “Hey, do you mind if my agent—my new agent—sits in with us,”
it gives you credibility that there’s someone who actually wants to learn from you too.

Julianne Grant-Johnson:
Right.

[00:33:47] Tracy Hayes:
Right?

Julianne Grant-Johnson:
Yes.

Tracy Hayes:
Yeah.

Julianne Grant-Johnson:
Yeah.

Tracy Hayes:
So—

[00:33:48] Julianne Grant-Johnson:
That’s been really neat.

[00:33:48] Julianne Grant-Johnson:
One of my newer agents is actually really good at prospecting, and she will get a lead, but it will ultimately

[00:34:00] Julianne Grant-Johnson:
be like a team lead—where we tackle it together.

[00:34:04] Tracy Hayes:
All right. So what are some of the things maybe you’re doing right now? Let’s talk about sellers.
Going out with those seller consultations now—really the last six months—and I think we’re coming to a peak
right now of frustration.
Because, you know, we have a lot of homes on the market.
It’s become a buyer’s market now, where negotiations—things aren’t going [as expected].
So when you’re going into that seller consultation—a little different mindset than you had in 2021—
what are some of the extra things that maybe you’ve learned to slow down and say, “We gotta talk about this”?

[00:34:39] Julianne Grant-Johnson:
I was talking about this yesterday—
that I have kind of had it with this, like, fluffy seller consult and the people-pleasing element of a seller consult.
I’m very honest with my sellers on what I think the home will sell for.
I’m very, very honest on a marketing strategy, a price reduction strategy—
all of those things.
And I’m very, very honest about how buyers act.

[00:35:07] Tracy Hayes:
It’s not really just being honest.
You are being honest—you’re always honest.
I think you’re being… very direct.

[00:35:14] Julianne Grant-Johnson:
Yes, yes.

[00:35:16] Tracy Hayes:
This is the market we’re in.
This is the situation.
This is how I’m gonna handle it.

[00:35:20] Julianne Grant-Johnson:
Realistic—yeah. On what the experience is gonna be like.
I don’t like going in and being like,
“Sure, we can price it at this and I’ll do the best I can.”
No. Then it’s just gonna sit on the market,
gonna price reduce,
and it’s ultimately gonna sell at the original number.

[00:35:35] Tracy Hayes:
Right.
And you’re gonna lose a lot of sleep.
Every day it’s out there, it’s like,
“I got this house—it’s been sitting out there for a couple weeks. No offers yet.
What am I gonna do?”
That’s a lot of stress.
And I don’t think people realize agents go through that.

[00:35:54] Julianne Grant-Johnson:
Yes.
I don’t wanna list homes.
I wanna sell homes.

[00:35:57] Tracy Hayes:
Exactly.

[00:35:57] Julianne Grant-Johnson:
What’s a listing if you can’t sell it?

[00:35:59] Tracy Hayes:
Exactly.

[00:36:00] Julianne Grant-Johnson:
A loss. Because I’m paying for photo, video—
that’s an expense for me if I can’t sell it.

[00:36:06] Tracy Hayes:
What are some of the—
so when you’re out there with a seller, and some of these sellers, I imagine, kind of have—
because I imagine you’ve got enough credibility now where, when you go in and you actually say,
“Hey, this is where I think it should be”—they take your word and they go with it, right?

Julianne Grant-Johnson:
Right.

Tracy Hayes:
Whereas others think it’s worth $20,000 or $30,000 more.

Julianne Grant-Johnson:
Mm-hmm.

Tracy Hayes:
That kind of thing.
And, you know, like, “Hey, if I list—”
and I’ve heard this from numerous agents—
if you list it $10,000 over what it actually should be priced at—

[00:36:00] Tracy Hayes:
...should get—you might get multiple offers and actually get more than what that given line, that par line is.
So what is the attitude that these sellers have?
So the agents out there that are listening—
that have sellers who think it’s over—
how are you handling it?
Obviously, you have confidence—we talked about that—
but how do you work them down to be leaning more toward your side of
how well you should sell that home?

[00:37:01] Julianne Grant-Johnson:
So a big question is timeline, too.
You know, if a seller is coming to me and they need to close in the next 60 to 90 days—
are you really willing to take that risk and overprice it?

Tracy Hayes:
Right.

Julianne Grant-Johnson:
Because if it sits on the market too long—
now we’re entering the consumer behavior conversation.
They’re late on Zillow and they see that it’s 60 days on market—
they think something’s wrong with it.
So even if we price drop to market value,
we’re not gonna get that.
Now we’re selling below market value.

[00:37:33] Tracy Hayes:
Yeah.

Julianne Grant-Johnson:
Statistically, once a home sits for 30 days on market,
you will not get the asking price—whether it’s priced fairly or not.

[00:37:41] Tracy Hayes:
And that’s the market conditions.
What we’ve kind of—what the markets have created in the last five years, right?

Julianne Grant-Johnson:
Yeah.

Tracy Hayes:
2021—soon as you put the sign in, you had multiple offers.
So now if it sits for a couple weeks, there’s a challenge with it.
Not realizing—sitting back and, like you and I go—
we have to sit back and go, oh... interest rates are high.

[00:38:00] Tracy Hayes:
Right?
You know, this is where the house is. It’s not, you know, on the water.
It’s not the perfect house in the neighborhood.
Because we know those houses are going the first weekend.

Julianne Grant-Johnson:
Right.

Tracy Hayes:
That have the ideal address, where everything’s just perfect about it.

Julianne Grant-Johnson:
Right.

Tracy Hayes:
Those will go.
But your run-of-the-mill house that doesn’t have all those extra location things—
they’re sitting a little bit.
But if you price them right,
they’ll go in 30–60 days.

Julianne Grant-Johnson:
Mm-hmm. Yeah.

[00:38:28] Julianne Grant-Johnson:
And something that I would recommend to sellers that I’ve seen more—
is requiring pre-approval before showings.
Because I have seen that—and I don’t know, you can probably speak more on this than I can—
but at certain price points, I did not do that in the past.
I haven’t done that.
People were getting pre-approved.
But we’ve allowed showings—then the buyer calls and they love it,
they go to get pre-approved, and they can’t.

Tracy Hayes:
Yeah.

Julianne Grant-Johnson:
And that’s really frustrating.

[00:39:00] Julianne Grant-Johnson:
So maybe setting the expectation that rates have knocked
some buyers out too.

[00:39:05] Tracy Hayes:
Well, it does. I mean—
just in the last five years—
quoting $2,000 payments to $3,000-something payments
for the same size house. Now, granted, the price point has gone up,
but the price point is not...
going from 3% to 7% is a big—
it’s a big swing difference
in situations.

That does mind-boggle me, from the standpoint that—
as much as we preach it, as much as we talk about it—
I know you guys are trained on it, and everything you do, you talk to clients—
buyer consultation—“Great, let’s get your pre-approval and locked and loaded,”
because that is a step to closing.
I think a lot of agents neglect that.

[00:39:41] Julianne Grant-Johnson:
It’s one of my pet peeves.
I do not go out for a showing without pre-approval.

[00:39:45] Tracy Hayes:
Right.

[00:39:46] Julianne Grant-Johnson:
To the point where I’ve called the lender and been like,
“Hey, they’re trying to schedule showings—where is this? What’s going on?”
It’s a waste of time, and it gets their hopes up.

[00:39:54] Tracy Hayes:
You tipped on something agents should be listening to—those listening to you right now.
You talked about going into a seller consultation—
you’re tired of the fluff.
You’re like, “Hey, this is my business.
You’re hiring me to do the business.
You want me to do the business? This is where you need to price it.”

[00:40:00] Tracy Hayes:
...you may not get anything at all.
But if you price it at slightly below what it should be,
we’re gonna sell it.
We’re gonna get you the best dollar for what that is.
Here—I have all the data right here to prove that.

The pre-approval—
not going out and just starting to show homes.
And then—yeah, granted—you may get lucky.
More times than not, you get the pre-approval,
you know you're ready to submit the offer.
That’s nine out of 10 times what I get.
“Hey, looking at this house—they want to make an offer.”
Send me a pre-approval for this amount.
I’m sending the pre-approval over as they’re putting the offer together, and it goes in.
So how many houses did they show before getting the pre-approval?

Now you're rolling your dice.
You just spent all this time with this person.
What if all of a sudden you pull up—’cause I’ll tell you what guys are doing—
and I do not like this in mortgage—
is the soft credit pull.
It doesn’t pull all the bureaus.
You never know what’s sitting on, you know,

[00:41:00] Tracy Hayes:
the credit bureau number three when you’re only pulling one.

Julianne Grant-Johnson:
Mm-hmm. Mm-hmm.

Tracy Hayes:
And so I am religiously—I do a full pull.
I have ways to get around the trigger leads so they’re not getting phone calls.
A little trick to that, but—

[00:41:13] Julianne Grant-Johnson:
—which is great.
I’ve had complaints from clients before, and I’m like,
“This isn’t me, guys.”

[00:41:17] Tracy Hayes:
Well, I’ll lay it out there for everybody—’cause I hate the trigger leads.
And I learned this in a training I was at a couple months ago, and I was like, brilliant.
And that’s what I’ve been doing.

When we go in there to do a pre-approval,
we actually choose—
“Hey, it’s a single-family home, here’s the purchase price,” blah blah blah blah.
We put that information in.
We go down, fill out credit information, hit the button, pull credit.

Well, it’s sending
the bureau that information that they’re looking for—
a person shopping for a single-family home—
because that’s the value they’re getting by selling that lead to other lenders.
“Hey, we got someone who wants to buy a $600,000 home—right? Everyone call on it!”

You go in there, put $50,000 manufactured home—

[00:42:00] Tracy Hayes:
nobody wants that lead.
So that’s the trick.

Julianne Grant-Johnson:
Love that.

Tracy Hayes:
That is the trick.

Julianne Grant-Johnson:
That is the trick. I love that.

Tracy Hayes:
Then you go back in after the credit’s pulled and change it back to single-family home,
’cause that has nothing to do with their credit score.

[00:42:08] Julianne Grant-Johnson:
That’s so interesting. Yes.

[00:42:10] Tracy Hayes:
I’ve been using it for a couple months now. I have not heard anyone say they’ve been bombarded.
People will shop, no matter what.
But that’s a little—
all right, for those who are listening, that’s
how you get around the trigger leads.
Hopefully, the trigger leads will go away.

But anyway—
you spend all this time, and yeah, you’re rolling your dice.
And I think also what, Julianne—what you come across with your seller’s consultation,
and this is why people use you—
is you come in with the confidence:
“This is my business. I’m very serious about it.
I don’t have time to screw around
and put your house out there for two or three weeks and not get a showing—
then have to call you and say, ‘We need to drop the price,’
and all the reasons why that looks bad.”

[00:42:57] Julianne Grant-Johnson:
Yep.

[00:42:57] Tracy Hayes:
That’s the way it should be.
They can go

[00:43:00] Tracy Hayes:
shop for lenders later. They just need one pre-approval.

Julianne Grant-Johnson:
We have—

Tracy Hayes:
We have to—

[00:43:02] Julianne Grant-Johnson:
We have five days after we go under contract.

Tracy Hayes:
Right.

Julianne Grant-Johnson:
Yeah. We have a five-day application period.
But we have to have the pre-approval to go under contract.

[00:43:09] Tracy Hayes:
Mm-hmm.

[00:43:10] Julianne Grant-Johnson:
I made the mistake in the first probably five months of my business back in 2020—
but I mean, what did I know?
I had a client who—

[00:43:10] Julianne Grant-Johnson:
...I made the mistake in the first probably five months of my business back in 2020,
but I mean—what did I know?
I had a client who—
the same thing as most of my clients—I assumed,
“You can afford this.”

[00:43:25] Tracy Hayes:
Right.

[00:43:25] Julianne Grant-Johnson:
Right?
All of my clients make the same... yeah.
Um, yeah. I didn’t know that he had really made some financial mistakes.
And sure enough—
spent days showing houses and couldn’t get it.
Now he’s upset.

Tracy Hayes:
Right.

Julianne Grant-Johnson:
He’s gotten his hopes up.

[00:43:41] Tracy Hayes:
Because they don’t know. They really don’t know.

[00:43:43] Julianne Grant-Johnson:
Right. Especially—

[00:43:44] Tracy Hayes:
—someone who’s made mistakes.
They made mistakes because they don’t know.

[00:43:47] Julianne Grant-Johnson:
And now I have wasted three days too.
So there’s a time value on it where,
if we would’ve done the pre-approval process and found out,
then he could have come up with a plan—
a plan to homeownership, which I will be there for.

[00:44:00] Julianne Grant-Johnson:
Right? I will still be here a year later—
whatever you want to do.
We can get you there.
But let’s not go see homes that we can’t buy.

[00:44:09] Tracy Hayes:
Here’s the little tip for the agents, ’cause here’s the rebuttal that you get:
“I don’t want my credit pulled right now.”

Julianne Grant-Johnson:
Well, then you should—

[00:44:17] Tracy Hayes:
It’s not always a red flag,
but it usually is that
they’re afraid of their credit score.

[00:44:22] Julianne Grant-Johnson:
Mm-hmm.

[00:44:23] Tracy Hayes:
But the reality is—that credit report you pull on day one
is good for 120 days.
If you close on a home in 120 days, we’re gonna use that same credit report.

Julianne Grant-Johnson:
Right.

Tracy Hayes:
So what I tell them is,
“Are you gonna maybe make an offer on a house in the next couple weeks?”
“Yeah.”
“Great. So you’re gonna close on that house 30 to 45 days later—
that’s well short of 120 days.”
So pulling a credit report today—we make sure there’s no boo-boos on there.
Stuff they don’t know. ’Cause let me tell you, there’s stuff that comes up.

[00:45:00] Tracy Hayes:
It’s like, “Ooh, hold on a second. Can you pay off this card?”
Or, “Did you know you have this old mortgage on here we need to address?”
Or whatever.
I mean, there’s stuff that happens on people’s credit reports they don’t know.

I had one recently—actually, we’re working on it right now with the lender—
it affects this credit score because he has another house up in Virginia.
But it’s not reporting on the credit bureau.
Well, he’s had some boo-boos on his credit report,
but if that house was being reported on there,
his credit would be much higher.

So we gotta get that house reported on there—
so now I can actually possibly get him approved.
Because they’re gonna say,
“Oh, he’s making the payment on that house.
He can co-sign over here and get this done.”
So you just don’t know.
They don’t know.
And don’t assume they know.
And stop being afraid of, “I don’t want my credit score pulled.”
That is a fallacy. It is bogus.
And if their credit score is affected that much,
they don’t qualify.
They’re probably not ready to buy a home.

[00:45:47] Julianne Grant-Johnson:
I kind of have even a rebuttal to that,
which is: if you’re at a point where you’re not ready to have your credit score pulled,
we shouldn’t be—

[00:46:00] Julianne Grant-Johnson:
Something for me on showings is:
we’re not going to see homes,
we’re going to buy them.
So we shouldn’t be doing this unless—
when you find the right one—you’re ready to submit an offer.

[00:46:06] Tracy Hayes:
Yeah.

[00:46:06] Julianne Grant-Johnson:
How can you be ready to submit an offer without a pre-approval?

[00:46:10] Tracy Hayes:
Well, you know, we do—
occasionally—the agent on the other side will call the lender and ask them,
"What’s the situation?" and so forth.

Now obviously, we can only tell them—
just say, "Hey, they got great credit,
low other debt, they make great income—
should be no problem at all."
That’s all we really can say.

But if you actually get started early,
we can send it to an underwriter and say,
"Yeah, they’ve already been underwritten.
They’re good for that price point, you know, and that down payment," and so forth.

Which is—
we can be more detailed and give more confidence.

Alright, let’s switch over before we run out of time here.
I want—let’s drill in on—
’cause you’re dealing with a lot of VA clients.

Julianne Grant-Johnson:
Yep.

Tracy Hayes:
Alright. We’re still getting the old wives' stuff and I can’t stand this.
Yes. I believe some of these agents are still out there...
You know—can any agent—I want any agent listening right now—
and I know Julianne’s never had—
have you ever had someone they said they could not get approved for a house
because they were using a VA loan?

[00:47:05] Julianne Grant-Johnson:
No. So I’ve ne—
I mean, I’ve negotiated some pretty insane repairs,
especially if I’m in the historic district selling these super old homes.
We always get it done.

Tracy Hayes:
Mm-hmm.

Julianne Grant-Johnson:
And this also goes back to—like, it is a buyer’s market.

[00:47:23] Tracy Hayes:
But would those repairs have to be done for anyone buying that home?

[00:47:26] Julianne Grant-Johnson:
I mean, I would recommend it.
Yeah.
Some of these repairs come back and I’m like,
"I would want this done no matter what."

Tracy Hayes:
Right.

Julianne Grant-Johnson:
Right.

[00:47:33] Tracy Hayes:
Unless you’re buying—
unless you’re literally going in there thinking,
"Hey, I’m buying it below market in its current condition ’cause I know I’m gonna fix it up and make more."
But that’s not the case 99% of the time.

[00:47:43] Julianne Grant-Johnson:
None.
One of them—
are insurance repairs.
Mm-hmm.
And that is something I’ve had to say to listing agents recently,
is: these are insurance repairs,
and you need insurance for all the loans.
And even cash buyers—they may want insurance.

[00:47:56] Tracy Hayes:
Yeah.

Julianne Grant-Johnson:
So the insurance repairs are different than the VA loan repairs.

[00:48:00] Tracy Hayes:
The VA appraiser—

[00:48:03] Julianne Grant-Johnson:
Mm-hmm.

[00:48:03] Tracy Hayes:
—is the most senior appraiser out there.
They do FHA appraisals,
they do conventional appraisals,
they do construction appraisals.
They generally are endorsed to do all that stuff.

VA is—
is like the highest endorsement they can get.
They value it very much so.

Julianne Grant-Johnson:
Right.

Tracy Hayes:
They don’t want a bad reputation.
But I’ve never had a VA appraisal come back and say,
"This house cannot be loaned on by a VA appraisal."

If there’s termite—
"Hey, it looks like there’s been some termites here."
You’re gonna get that on every appraisal.

"Hey, there’s water damage."
That’s—
every appraiser’s coming back.
It’s not just the VA.

[00:48:39] Julianne Grant-Johnson:
I very rarely even have an appraiser flag something.
Anything that we ask for is just getting that cleared WDO report.

[00:48:46] Tracy Hayes:
Yeah.

[00:48:46] Julianne Grant-Johnson:
I think—

[00:48:47] Tracy Hayes:
Your home inspector is actually pointing more out than the appraiser, which they should. Right?
Because the appraiser is only using their eyes and walking around.
The right inspector is finding all these things. Right?
So if you’re fearing anybody, fear the inspector on a house that—

[00:49:00] Julianne Grant-Johnson:
Absolutely. Yeah.
To me, VA loans are—
they’re great buyers. The rates are lower.
We should be happy that people are using their benefits.
They’re entitled to these benefits, and they deserve them.
It’s something I go on—yeah, I talk about—
I’m too passionate about it.

[00:49:17] Tracy Hayes:
I’ve said it numerous times.
Anyone talking about VA, wherever you go, they talk about—
they allow a much higher debt ratio,
“booboos” on there—
You know, if you run across a—
just because they’re a veteran doesn’t mean they have booboos and a high debt ratio.
Some of ’em are solid.
They’re using their VA benefit.
’Cause a lot of guys are coming out with maybe just a 10% disability.

Julianne Grant-Johnson:
Mm-hmm.

Tracy Hayes:
But that waives the funding fee.
And because the government is guaranteeing a portion of that loan,
they are actually getting a little bit lower interest rates—
less risk for the lender.

[00:49:49] Julianne Grant-Johnson:
Yep.

[00:49:50] Tracy Hayes:
Yeah.
So—
Tell us, but tell us—
we were talking some stories here.
Pre-show, I kind of forgot them,
but I said we need to talk about that.
But some of the situations you’ve had—if you, you know, again—
if you’re down at NEFAR talking in front of a bunch of agents—

[00:50:00] Tracy Hayes (cont’d):
about accepting a VA offer.
And just because they’re VA doesn’t mean they’re doing 100% either.

[00:50:08] Julianne Grant-Johnson:
Right. Right.
Yeah, so I actually talk about this all the time.
My brokerage asks me to speak about it a lot,
and I’m probably too passionate about it.

But something—a really good example—that I see is:
We will go on MLS, do our home search,
and it will be listed that they’re not taking a VA loan.
And an inexperienced buyer’s agent will then be like,
“Oh, so we can’t see it.”

[00:50:36] Tracy Hayes:
Hold—throw that one by me again. What? What?

[00:50:38] Julianne Grant-Johnson:
An inexperienced buyer’s agent may just automatically dismiss that home
and not take their VA buyer to it.

[00:50:45] Tracy Hayes:
Oh—
’cause they have some preconception?

[00:50:47] Julianne Grant-Johnson:
Well, they just assume, “Oh, it’s not marked to take a VA loan. Why waste my time?”
But if I think it’s a fit, I’m gonna call that agent and say,
“Why aren’t you taking a VA loan?”

And then I get something like,
“Well, the seller sold a home 40 years ago to a VA buyer and it didn’t go well.”

[00:51:07] Tracy Hayes:
Or—
so you’re taking advice from a seller?

[00:51:11] Julianne Grant-Johnson:
Right. Exactly.

[00:51:12] Tracy Hayes:
And you’re the professional—
and you’re—

[00:51:14] Julianne Grant-Johnson:
I’m the pro.
And so then I give some education.
I’ve looked at the pictures,
I’m like, “This is a brick home…”

[00:51:17] Julianne Grant-Johnson:
What are we worried about?
Right? Like, at least try it.
Also, you can’t get under contract.
You’ve been on the [market] for 75 days.
Why not take the VA loan?

[00:51:29] Tracy Hayes:
Exactly.

[00:51:30] Julianne Grant-Johnson:
Right.

[00:51:31] Tracy Hayes:
And I believe you’re telling the truth.
I believe the example you just gave me is a line that someone gave you.
That person should step out of real estate for a little while and take a check-up from the neck up, because that is just hilarious.

[00:51:43] Julianne Grant-Johnson:
I hear it. I hear it a lot, where it’s the seller had some bad experience and didn’t want to take VA loans.
And I—
Immediately I’m like, if you are not checking that box when you put the listing in MLS,
you are closing out buyers because—

[00:52:00] Julianne Grant-Johnson (cont’d):
agents would not pick up the phone like I did—

[00:52:02] Tracy Hayes:
Mm-hmm.

[00:52:02] Julianne Grant-Johnson:
—and call and try to convince.

[00:52:03] Tracy Hayes:
Yeah. 100%.
The 70% that didn’t do a deal in 24—

[00:52:07] Julianne Grant-Johnson:
Mm-hmm.

[00:52:08] Tracy Hayes:
100% of them wouldn’t even show that house
because the listing agent did not put VA on there.

[00:52:14] Julianne Grant-Johnson:
And to make people feel better,
there are things we can do on limiting our repair requests
to only those required for financing and insurance.

[00:52:21] Tracy Hayes:
Mm-hmm.

[00:52:21] Julianne Grant-Johnson:
You know, there’s a middle ground to be found.
There’s always a conversation to be had and a negotiation to be done.
And I truly believe, especially in this market,
we can make the buyer and seller happy.

[00:52:33] Tracy Hayes:
Here’s the out, people. Here’s the save.

[00:52:36] Julianne Grant-Johnson:
Mm-hmm.

[00:52:37] Tracy Hayes:
There is a VA renovation loan.

[00:52:39] Julianne Grant-Johnson:
Yes.

[00:52:40] Tracy Hayes:
If there is actually a house that has that much work that needs to be done—

[00:52:44] Julianne Grant-Johnson:
Yeah.

[00:52:45] Tracy Hayes:
—you can flip it to a VA renovation loan,
just like an FHA 203(k).
It’s a very similar type of process.
You flip it to the VA renovation loan,
they get the extra money to fix it after closing.
So you close the house, you get paid,
and it’s on them—and the lender and the contractor—to get the rest of the work done.

[00:53:05] Julianne Grant-Johnson:
I’ve done a couple of them and they’re so neat.
It’s like a very neat thing.
But also, a lot of lenders don’t offer them.

[00:53:12] Tracy Hayes:
Well, that goes—
We can go back to having, obviously, the right—
I’m sure you know you have yours in there,
VA renovation loan,
and obviously we have the VA construction loan.
A lot of people don’t have them there, but—
If just the agent not putting VA as a possible buyer there—
I think the very first question I would ask—
If you’re an agent listening right now and your seller says,
“Oh, I’ve had a bad experience,”
ask them when.
I guarantee you their answer will be prior to 2007.

[00:53:41] Julianne Grant-Johnson:
Yes. Yes.

[00:53:42] Tracy Hayes:
“Oh, back in 2000 we tried to sell a house.”
Not a problem.
Disregard.
Totally different process now.
It’s much better.
The VA—the underwriters are more experienced now after nearly 15 years
of having, you know, 30–40% of the loans being FHA and VA.
They’re a lot more experienced—
highly specialized VA underwriters out there.
They’ll get that loan closed.

[00:54:00] Tracy Hayes (cont’d):
Yes.
So if they’re saying that was back prior to 2007—

[00:54:12] Julianne Grant-Johnson:
Yeah.
Yeah, and we live in a military town in Jacksonville.
Think about the bases we have and the people that you're shutting out—you're missing out on a lot of wealth.

[00:54:21] Tracy Hayes:
Well, I think it goes back to—they have to be wise to that.
At one time, because they weren’t, you know, a Vietnam vet—which probably should have gotten a disability, but did not get disability—
but today's guys that were in Iraq and Afghanistan, most of them, if not all of them, are coming out with some form of disability.
Could be hearing, whatever it is.
They’re getting something small.
They are exempt from the funding fee.
They want to use their VA benefit—whether they're putting nothing down, 20% down, or whatever—
because they’re gonna get a little bit lower rate.

And in this market—
you want to talk about, and I don’t know if you’ve thought about this—
but with the high interest rates today,
the interest rate reduction—what we call VA streamlines (that’s the nickname for it)—
FHA has a streamline product too, to say:
“Hey, I know the interest rate’s high right now, but we’re gonna get you in here.”
But hopefully in 18, 24 months,
instead of, you know, low sixes, it's low fives.

And we’re gonna refinance this.
And the great thing about your VA benefit is:
you don’t even need to do an appraisal.
They just verify you’re working.
They don’t care what your income is on that.
As long as you’ve been making the payments,
they say, “Oh, you’re still working,”
or “You’re still receiving Social Security,”
or “You’re still receiving that pension for $200.”
Great. You’re making your payment.
Done.
And it’s reduced costs, and they streamline very quickly.
Two weeks later, they got a lower interest rate.

[00:55:49] Julianne Grant-Johnson:
I’ll be on the phone with another agent talking about,
you know, WDO repairs or accepting a VA loan,
and my husband will tap me and be like,
“It’s gonna be okay.
You don’t have to get so fired up about this.”
But I’m the exact same way.
I’m so passionate about it.
It’s a hard thing to see when people just don’t have the education.

[00:56:10] Tracy Hayes:
Yeah. I want every agent out there to hear the stuff that Julianne is talking about—
to write some of these agents' names down, 'cause I need to know about them.
You can text me silently, anonymously.
Not when we are live on a podcast.
Not live on a podcast.
We won’t throw their names out there,
but we can tell their stories,
so hopefully they hear 'em and go,
“I was wrong.”
Yeah, because you are losing it.
You’re really—
If you are, especially in a town like Jacksonville, or Florida—
Florida in general—because we have a lot of retired veterans here as well.
And not only the bases,
but the VA loan product is the best thing out there, man.
Yeah. I can’t say anymore.

Do you have any good stories—other good stories—that we haven’t talked about?

[00:56:47] Julianne Grant-Johnson:
None that I should share right now, but—

[00:56:49] Tracy Hayes:
Well, they’re good.
Oh. Oh, not right now. Not right now. Okay.

[00:56:53] Julianne Grant-Johnson:
I do have a lot.
I do have a lot of VA loan stories.
I think in this market,
what I would just say is: everyone needs to be open-minded.
It’s a hard market, and it’s a hard market to sell in—
whether you’re an experienced agent or not.
We should not be closing out loan types.
Let’s do our best to get it done.

[00:57:11] Tracy Hayes:
I got a [tip] here too.
And it can be helped—leveraged in a negotiation,
especially when maybe you do have a veteran who doesn’t have a lot of cash,
a seller doesn’t have a lot of equity, or whatever it is—
they basically bottom out, maybe whatever they owe on the house.
They’re not making much more than that or whatever when they sell it.

You know VA has that $6,000 they give you for upgrades—what is it, energy-efficient stuff?

[00:57:33] Julianne Grant-Johnson:
Yeah.

[00:57:34] Tracy Hayes:
Could be windows,
could be a new air conditioner,
which obviously, you know, if you’ve got an old air conditioner now,
$6,000 in most cases is not gonna buy you an air conditioner,
but you get $6,000 towards it.

[00:57:44] Julianne Grant-Johnson:
That's something.

[00:57:44] Tracy Hayes:
Yeah.
So when you're out there, you know, having these tight negotiations and getting down—it's like, oh man, that air conditioner.
Get with your lender, talk about, hey, what if we throw that in there?
It's just added to the loan for them.
Yeah. So it's not—they're not having to put [00:58:00] it up front.
At least they're getting that $6,000 towards—whether it's new windows, new AC—whatever.
Pretty much anything they do is gonna be more energy efficient than what they have.

[00:58:10] Julianne Grant-Johnson:
Yep.

[00:58:11] Tracy Hayes:
And they’re gonna go out there—obviously air conditioning’s really easy.
They go out and they get a bid from, you know, any of the air conditioning companies—
“Yeah, we’ll put it in, it’s gonna cost $10,000.”
Yep. They submit that, they’ll get their $6,000—it’ll be put in escrow.
They go and have the air conditioning replaced.
They come up with four, they get the six out of escrow, and they paid for it.

Absolutely. So those things are out there—some little extra leverage.
I think the biggest thing though, like you said—and I’ve mentioned this before, but you brought it up—
VA reno. If the house is damaged, VA renovation loan—we can flip it to a renovation.
There’s always a way.

[00:58:46] Julianne Grant-Johnson:
There is always a way.

[00:58:47] Tracy Hayes:
Yeah. Because there’s only one address.
And if you get someone—I think you would agree in your experience—if someone goes to buy a house,
and all of a sudden it’s like, oh my God, this is like the best address.
Going to the right school, [00:59:00] everything else lines up, but there’s some work to do in the house—
they’ll overlook that bit of work because it matched.
You know, as they say, most people really only get about 80% of what they desire in a home.
So if it’s meeting 79%, and that other little percent is something you know you can do in a renovation loan—
Absolutely—get it closed.

[00:59:24] Julianne Grant-Johnson:
Absolutely.

[00:59:24] Tracy Hayes:
I’m preaching this morning. I’m off on—it’s my coffee this morning.
What would you like to add?

[00:59:24] Julianne Grant-Johnson:
I think that’s it. I mean, I just stand by—there’s always a way to get it done.
There’s always a negotiation.
Someone can always flex.

[00:59:31] Tracy Hayes:
Gimme—let’s finish it up.
Because I think the negotiations right now—like you said, the market—the buyers and sellers, everyone’s got their unique quirk.
There’s a lot of this like preoccupation going on.
There’s, you know—“Yeah, I want to sell the house, but I can’t close for 90 days.”
So, you know, taking that runway—there’s all these little different things.

When you're approaching—
Let’s just say the agent on the other side of the deal is going in with you—
what can they expect from the Grant-Johnson [01:00:00] team as far as negotiation in your mindset?
When entering into a negotiation—which I imagine the initial mindset is:
Every deal is going to have a negotiation.
If it doesn’t, go buy a new car or something. Or go play the lottery, right?
Because every deal is going to have some sort of negotiation.
So have that attitude. Be prepared.
But what is your attitude when you enter into a contract, knowing, “Okay, hey, we’re gonna have some negotiation coming”?

[01:00:27] Julianne Grant-Johnson:
So I want to be as positive—
and I would say collaborative—as possible.
That said, if an agent decides to take a turn and make it nasty, which happens,
I am happy to oblige—
and I will win.
But I like to enter negotiations very positive.

[01:00:54] Tracy Hayes:
Well, there must be—I mean...

[01:00:56] Tracy Hayes:
I mean, I imagine you don't necessarily fight fire with fire. You're not saying that.

[01:00:59] Julianne Grant-Johnson:
No.

[01:01:00] Tracy Hayes:
How do you—because I know you've had it.
You've had enough negotiations and there's enough agents out there that are inexperienced on the other side.
I think they get actually too emotionally attached.

[01:01:10] Julianne Grant-Johnson:
We're not—

[01:01:10] Tracy Hayes:
—not realizing you guys are—your jobs are to facilitate an agreement of some sort.
And when the agreement's made, everyone wins.

[01:01:19] Julianne Grant-Johnson:
I will revert to the contract. That's my biggest thing.
Because I see that. I see agents get really emotional.
I got a text the other day that was like,
“Well, my sellers would just like to remind the buyers that they're under contract at X amount under asking.”
And I just said,
“I’m aware of the purchase price versus the list price. I did write the contract.”

[01:01:42] Tracy Hayes:
Right.

[01:01:42] Julianne Grant-Johnson:
“This is still my client's request. It's my job to represent my buyer. Let me know when you have a more formal response.”

[01:01:51] Tracy Hayes:
Yeah.

[01:01:51] Julianne Grant-Johnson:
It's black and white.
We do not have to make emotional statements.
We don't have to do any of that.
We don't have to be mean to each other.

[01:01:59] Tracy Hayes:
Do you look up the other agent when you do business with them?
I mean, I wouldn't be embarrassed. 'Cause if you're not doing that, you're not knowing who's on the other side.

[01:02:06] Julianne Grant-Johnson:
Oh, sometimes I feel like a stalker when I do that, but yes, I do.

[01:02:11] Tracy Hayes:
To see where—especially one that would come back with a comment like that. You're like,
“How many deals has this person done in the last 12 months?”

[01:02:18] Julianne Grant-Johnson:
Right. I'm like, “What was the point in saying that? What did you accomplish for your seller?”
Nothing.

[01:02:24] Tracy Hayes:
Well, I think the reason why they did that is because they themselves—there's that time period of silence, right?

[01:02:29] Julianne Grant-Johnson:
Yes.

[01:02:30] Tracy Hayes:
They've countered or whatever, and they're waiting for you to respond.
So they're like going, “Oh, is Julianne doing everything?”
And if they looked—

[01:02:51] Tracy Hayes:
Numbers up, they looked at, you know, reputation, they listened to the podcast, they would know—you know what you're doing and you are trying to close the deal, right?
Because the fish is on the line. We gotta get 'em in the boat.
You don't want to, “Oh hey, let's drop this hook and go find another one.” No, no—

[01:02:54] Julianne Grant-Johnson:
No one wants to put a house back on the market.
No one wants to go back and start their home search again.
Nobody wants to do that. So why are we being mean to each other?

[01:03:03] Tracy Hayes:
Yeah.

[01:03:03] Julianne Grant-Johnson:
Right? But at the end of the day, I do have to remind the other side sometimes—I do have to represent my buyer.
And whether or not I agree with my buyer's request, I am going to make it.
And I think that is something that some agents don't understand, because I've made requests that seem aggressive,
and they're like, “Why would you make that? The report doesn't look that bad?”
And I'm like, “But I do represent my client. And this is what my client wants, and what my client needs to feel comfortable moving forward.
There's no need for us to have an emotional conversation. Let me know when you have a formal response.”

[01:03:41] Tracy Hayes:
Yeah. Yeah.
I think, you know, one—if you're not doing a lot of deals and you're like, “Oh my God, I gotta get fed next,” you have a lot of anxiety when it comes.
But I would recommend: look up who you're working with.
And, you know, have that conver—have a conversation with them where you're at.
The two of you can have a private conversation. Your goal is to get the deal closed.

[01:04:00] Tracy Hayes (cont.):
Yes, 'cause you have someone who wants to buy the home and you have someone who wants to sell it.
And they don't want to have to restart either. Neither one of them do.
They're just trying to figure out these couple thousand dollars.
A lot of times, you know, it's just—

[01:04:11] Julianne Grant-Johnson:
Nothing in the grand scheme of buying a home.

[01:04:13] Tracy Hayes:
Yes.

[01:04:13] Julianne Grant-Johnson:
So I encourage that to my buyers and my sellers.
Why are we arguing about $800?

[01:04:18] Tracy Hayes:
Right?

[01:04:19] Julianne Grant-Johnson:
Like, this is nothing compared to a $500,000 purchase.
And I see a lot of people get caught up on principle, which I get, because I tend to act that way myself.
But I've learned to be, you know—ride that logical train.
The other party doesn't convey with the home.
So just because they're being difficult doesn't mean that we shouldn't do the deal.

[01:04:43] Tracy Hayes:
Right. Okay.
I appreciate you coming on today.

[01:04:46] Julianne Grant-Johnson:
Yeah, thanks for having me. This was good.

[01:04:48] Tracy Hayes:
We got a heated VA talk—probably got some good reels outta that, I know.
But I always get way too—

[01:04:48] Tracy Hayes:
...excited. The reel's gonna cut me off going on about the VA loan, but it just blows my mind that it's still out there.
No matter—

[01:05:00] Tracy Hayes (cont.):
—how many trainings people go on for the VA loan, no one goes into a VA training and they're like, “Hey, make sure those type of clients don't, you know, make an offer,” or “If you've got this type house, don't put it as VA-eligible.”
No one has ever said that in a training.
I don't understand what's—

[01:05:14] Julianne Grant-Johnson:
What's available too.
And I say to the agents in my office, if you wanna call me and talk about VA loans and learn more about that representation and working with those clients, I am happy to help.

[01:05:24] Tracy Hayes:
Or, you said like one of their hangups is not listing VA as a possible loan option.
Which agents who are inexperienced are gonna see that, not make the follow-up phone call—
you never show the house.
If you have that question, “Is this gonna be a problem with a VA loan?”
Then call you.

[01:05:40] Tracy Hayes (cont.):
Yeah. Let's talk about it. Let's look at the listing.
What problems do you have?
And I guarantee your answer is going to be “No, list VA.”

[01:05:44] Julianne Grant-Johnson:
Get a pre-list inspection.

[01:05:45] Tracy Hayes:
Yeah.
Because the bottom line is there are renovation loans out there that can save it.
You never know how passionate the buyer is about the house.

[01:05:52] Tracy Hayes (cont.):
Yes, they may—
it doesn't matter what's wrong with it, they want that house because it's so close to their parents or sister or whatever, or the school or whatever.
It's like, “Oh my God,” and they have this vision.
They'd be willing to pay a little bit extra cost that there is involved in the renovation loan and have the renovation loan—
because that addresses what they want.

[01:06:10] Julianne Grant-Johnson:
Absolutely.

[01:06:11] Tracy Hayes:
You just don't know. You just don't know.

[01:06:14] Julianne Grant-Johnson:
Absolutely.

[01:06:15] Tracy Hayes:
So yeah, thanks for coming on.

[01:06:16] Julianne Grant-Johnson:
Yeah, thank you for having me.

[01:06:17] Tracy Hayes:
Hey, I just wanted to let everyone know—thanks for listening.
Julianne is out there, she has a team, she's very successful. Reach out to her on social media.
Obviously, if you're looking at the screenshot there, you can see her phone number at the bottom there.
But obviously in the show notes, we will have all her contact information—social media and so forth.
Reach out to her if you have any questions.
VA—she does a lot with it, as we discussed here in the podcast.
Any questions whatsoever, please ask.
Thanks.