Bernadette Grandinetti: Authenticity and Consistency

welcome to Real Estate Excellence, making lasting connections to the best of the best in today's industry, elite. We'll help you expand your circle of influence by introducing you to the leaders in the real estate industry, whether it's top agents who execute at a high level every day, or the many support services working behind the scenes. We'll share their stories, ideologies and the inner workings of how they run a truly successful business, and show you how to add their tools to your belt now. Please welcome the host with the most Tracy Hayes,

Tracy Hayes  1:14  
Hey, welcome back to The Real Estate excellence podcast. Your host Tracy Hayes, another best of the best on the show today. She's originally from Michigan, but has lived here in St Augustine for over 17 years. She has just listed a $10.3 million Listing, which is breaking records. Here you must be a qualified buyer. However, to see it, she has done over $20 million in real estate just in the last 10 months. She is on fire. She is in her groove. Let's find out from one of the best, what it takes to be successful. Let's welcome the burn of Ingles and Volkers Jacksonville, Bernadette grand and Eddie to the show. Hey, thank you. Thank you. Out

Bernadette Grandinetti  1:57  
how to incorporate.

Tracy Hayes  2:00  
So I you, I know you were spying on my questions here early. So you're from Michigan, grew up there, but you went to Ohio State. Isn't that like, Oh, my God, that's like a sin, isn't it?

Bernadette Grandinetti  2:10  
Yes, yes. So when I made the decision to go to the Ohio State University, yeah, my family was not the Hayes, to say the least. I think they were more surprised than anything. You know, we are brought up to be, you know, Go Green parties or Wolverines, but, you know, Ohio State just was calling my name, and I've made beautiful relationships from that community. So definitely known a

Tracy Hayes  2:36  
major or what kind of attracted you over a boyfriend. What was the No?

Bernadette Grandinetti  2:40  
To be completely honest, I was really wanting to go to Michigan State, and I kind of delayed on my admissions to go there. That's the nuts. And the truth of all of it, and Ohio State was big 10. I wanted to stay in big 10. I'm big football fan. I wanted to stay in the big 10 Network. So Ohio State was just

Tracy Hayes  3:02  
so you think you figured, you just go, like, completely opposite, so you can

Bernadette Grandinetti  3:06  
see your friends at the game. Yes, I crossed the border into Ohio State, and, you know, it was a wonderful experience.

Tracy Hayes  3:12  
Yeah, Michigan State's campus in Lansing. I did a brief as well. I mean, my first part of my career was with Quicken Loans and my now wife, I chased her up there. She was living in the very neighboring town of East from East Lansing, I mean, just a few miles away. And obviously we spent a lot of time on that campus, really neat. So I can see why you thought about going there. But yeah, yeah. So I had to know that, know that sin there, because I imagine we do have someone here, and I know we have Ohio State people out there. And of course, I know Corey is from Ohio, yes, so there was probably a slight little bit, of course, he didn't go to the Ohio No,

Bernadette Grandinetti  3:53  
he didn't. But I feel part of him has to have that Buckeye blood going through him, even though that was so was it.

Tracy Hayes  3:59  
Was it? Was it like growing up in Michigan? I mean, what, you know, what were you or were you an athlete growing up? I mean, what? Tell us a little bit about that. Where Michigan grow up.

Bernadette Grandinetti  4:09  
I grew up in Flint, Michigan. Oh, yes. So that just spawns a whole host of conversations, typically being drink the water. I drink the water. The water was fine. When I was growing up, I survived that aspect of it, you know, looking back and being, being from Flint, it was more about GM and the community of hard hits that just keeps going. And when the whole water thing came about, it's just, you know, that was kind of a terrible situation, for sure, but the water was good when I was there. Yeah,

Tracy Hayes  4:42  
we traveled a lot around when I was quick in there, because I was based over Troy, originally south side, the transferred office, of course, now putting all downtown Detroit. But yeah, Pontiac Flint, I mean some really hard hit areas for a long time. You know when the auto. Industry just picked up and got out of there. It really hit that whole stretch there. So what did you major in at Ohio State?

Bernadette Grandinetti  5:07  
I majored in sociology. However, I did not get my college degree. I never finished the college just because, mostly I don't think that it's for everyone. I agree, and I just took a different route.

Tracy Hayes  5:21  
I mean, we were just talking about, you know, it's an ongoing conversation. Obviously, with construction industry, you don't, you don't need to go to college to to make good money. You don't need to be a college graduate to be a real estate agent. The number of craftsmen out there you can go, whether you apprentice or go to trade school or not be a plumber obviously, if you're the term I want to use, you know, you can make cabinets, whatever their skills, just skill trade, yeah, welder, and we know we got what? There's a tremendous amount out there. I think a lot of people go to the wayside when really we should be. A good percentage of our kids should be going to those schools right away, if not already learning that in high school, right? Yeah, totally. So you just left early or,

Bernadette Grandinetti  6:09  
yeah, I mean, it was just, honestly, it was just, it's really a long story, okay, a really long story. But I did, I more, I was more into working. So, okay, I ended up, I took a little break from from school. This was, you know, before I decided to leave Ohio State. But I actually worked for the University. I worked in their research department, and I kind of just had to do that nine to five, you know, paying tuition and trying to make it work. You know, being able to mostly pay the tuition, okay, was, you know, kind of how it went, but

Tracy Hayes  6:46  
your interest just in going to class just was no more. Yeah,

Bernadette Grandinetti  6:49  
I had, and this will probably carry us into other topics later on, but I just my energy serves me better in the workforce. I've always been in sales, with the exception of when I was trying to, you know, pay tuition for college.

Tracy Hayes  7:06  
So would you so? Because, because we talked pre show the LinkedIn account, at least that I could see of you, you just talk about your your real estate. So what did you What did you get out and start doing? What was your, your your first full time job? You start supporting yourself. Imagine an apartment or

Bernadette Grandinetti  7:21  
whatever. Well, the full time job, as you know, came a long time ago, when I was in Columbus. I've had, I have a very eclectic employment history, okay, to be honest, I've,

Tracy Hayes  7:30  
trust me, you're probably not the only one listening. See a lot

Bernadette Grandinetti  7:33  
of, yeah, you know, find your group. You have to find your groove. You have to find your niche. And sometimes those answers just don't come quick, you know. So I have sold everything from medical devices to fine art. I have there was a moment there probably about a good six years where, about seven years ago, I went to get my I came an MA, a medical assistant, okay, believe it or not, so you did go back for some school. I did, and a couple more courses came there after, and my husband and I moved to Charlotte, North Carolina, for a little bit, and I got a job for a surgeon in that area. After I finished, I did finish, ma school, okay, and I've got a position. I got this really exciting position for a surgeon in Charlotte. He was, you know, he was very involved in the surgical community. He wrote several books. You know, I was really proud to even be positioned where I was. And honestly, what I learned for working for this particular doctor, actually, two doctors just set the course of my own, you know, energy and dedication and, you know, drive to want more for myself, sure, more than anything. And because of their belief in me and being able to teach me, they trusted me. They, you know, put me through school to become their clinical trials manager, I just was very regimented

Tracy Hayes  8:55  
into that. So, okay, yeah, that does lead it into other questions, because I think this is very important in anyone's career, let alone a real estate agent. You're a young lady, you're going through, you're you're bouncing around, you're able to get some of these jobs, but you find out, yeah, you're not getting, what I can read into that is you weren't getting the support, which therefore doesn't give you the confidence. And these doctors, because obviously they were very credible. You talked about, you know, they had written books, or they were known and so forth. And the fact that they were endorsing you, they were guiding you. They said, Hey, we want you to run this over here for you, because they had credibility and you respected them. And when they reached out and touched you and said, I want you to do that, that gave you a lot of confidence. Would you agree absolutely?

Bernadette Grandinetti  9:42  
And I felt a sense of fulfillment, you know, I mean, like, it just really established my work ethic. And, you know, even here I am six, seven years later, and still they, you know, obviously, are an impression left a lot lasting.

Tracy Hayes  9:57  
Well, there's there, yeah, I mean, I think we go back. And, you know, we look at history, there's, there's those people that set us on a different course. We're talking about a little bit pre show. You know, the choices we make, the people we met, and so forth. You know, have opened another door, whatever it is. But you come back, you can come to St Augustine. Yep, you were, is it? So you were here, and then left and then came back.

Bernadette Grandinetti  10:18  
Yes. So, yes, we left for a little bit, but we did come back. My husband's family owns a restaurant in St Augustine. Do we want to Yes, yes, yes, of course. The sunset grill, the sunset grill, yes, it's been there, I think, 33 years now. Where is that? Alex, it is St Augustine beach.

Tracy Hayes  10:35  
I think, I think I've been there. I'm it's, it's south of the you go by the bigger restaurants right there, and which we don't talk about, and you just go south a little bit, it's down. It's not, it's on the ocean side of may one day,

Bernadette Grandinetti  10:49  
right? It's not on in that part, particular part of the beach. There's really not many restaurants that are oceanfront, but it's on the other side of the street there. It's one of the big ones. You know? It's been there for a long time, neon lights. Yeah, yes. And they've been so we came back because they were here. They were here. My husband, you know, he wanted to be here. St Augustine

Tracy Hayes  11:11  
called and is he a restaurant person himself? Yeah, he's,

Bernadette Grandinetti  11:15  
he's been with them for almost 27 years. Oh, wow. So, I mean, it's family, and that's what brought us back. You know, St Augustine is a small town, and I need to figure out how to fulfill this drive that I had now,

Tracy Hayes  11:27  
yeah, so you get the energy going from the doctors you come back, what do you do when you get back here? Because you're still not in real estate yet. What do you do when you come back to St

Bernadette Grandinetti  11:34  
Augustine? So when I came back, I was selling medical device to ambulatory surgery center. So living in Charlotte, kind of kids started, you know, a career in the medical industry. Yes, yes. That was kind of the path that it took me. However, I'm a mom and I have a daughter, and my husband works in the restaurant industry. So, you know, there's a there's a sacrifice there, and it seemed like my daughter was kind of having to take it the most because I was on the road and going away, her dad was in the restaurant, and it just every night. I'm sure it just didn't work, you know, it didn't, it didn't work for us. And then, so I did that for about two years, and then I tried to kind of take a step back. What can keep me local? You know, how can I stay

Tracy Hayes  12:22  
closer to still maintain the income?

Bernadette Grandinetti  12:25  
Yes, and still maintain the income. So I got into selling Fine Arts for a little bit, okay? And that was wonderful. Actually, that was very enriching. The people that you come across is, you know, interesting. It's just, it's not, it's not, it's one. It was a, it was a wonderful experience, but I needed to be out hunting and, you know, yeah,

Tracy Hayes  12:47  
yeah, how? Because I and you correct me, if I'm wrong, I can only some of these fine arts. There's some downtown St Augustine. We were in Key West recently, and you're going by some of these stores that have all this art in it, and the price tag on it, obviously, there's only a very fine percentage of people that are going to drop that kind of money on a piece of art like that. And so what I mean are you actually, you know, reaching out to those people. I meant it as almost like, probably drove you nuts, because you're like, you're wanting to go talk to the next person you know, make the next sale. How do you

Bernadette Grandinetti  13:23  
Yeah, so you know, as much as I loved selling, that actually the relationships that were built in that experience are, you know, irreplaceable and unforgettable. However, you are waiting. You are waiting for people to come in and completely have respect for the art and wanting to hear the background story of the artist, and knowing, you know why they're purchasing that, but I needed to be out. I needed to be out hunting. And, I mean, like, like, out there. And, you know, again, being more available to my daughter, of course, yeah, which is

Tracy Hayes  13:52  
my primary goal. So you start getting a taste for real estate.

Bernadette Grandinetti  13:55  
So for years, everyone's like, you need to get into real estate. You really need to just get into real estate, and I'm not really sure why. I'm not really sure why I fought it for so many years, but, I mean, I really did, and I and I'm not, I think mostly because I felt everyone was doing it. You know what? I mean, like everyone was getting their license, and I knew so many people already had their license, and I just was like, I don't know. I don't know. I you know,

Tracy Hayes  14:20  
my wife was the same way. She's been in the party, but almost about the same time you have and but she kept getting the corporate America kept calling her back. Yeah, another, a friend of hers. Oh, here, you know, here's a contract job. And, you know, did that on the way over a year and a half. And you know, she was with altel When all tell Verizon bought them out. It was supposed to be six months, ended up being five years and, you know, so obviously you have a craft and the wages are there. And of course, she was able to work from home, so she didn't have the as we were having our two kids, you know, growing up, we'd have that issue that you had being away. Who's like, the first person you talk to? Who do you who you start interacting with to kind of get a learn more about? Up this real estate,

Bernadette Grandinetti  15:01  
you know, honestly, one morning I woke up, you know, I I'm, I'm a hard worker, and, you know, I know that I put a lot into the things that, you know, I'm involved in. And honestly, it was just like this. I had a friend who is a real estate agent in St Augustine, and you know, she's been ingrained in the real estate community for a long time. And I was like, I think I'm gonna think, I'm gonna get my real estate license, which I think is a very likely conversation, because I have them all the time, people saying, I think I'm gonna get my real estate license. I think I'm gonna get married. And I had, I did the same thing, I think I'm gonna get my real estate license. And she was extremely supportive, and I the rest was history. It all kind of went really fast the last. You know,

Tracy Hayes  15:41  
well, I think you're the time period that you're thinking about it. We have a steady, somewhat normalized market. You know, obviously interest rates have been low for the last 13 years, and you're just, you know, we have a natural demand here, but we also have a transient area in Northeast Florida, because corporations are moving people in and out navy. You know, whatever, that sort of thing. So there's always a this regular turnover. So anyone who wants to put a be a real estate agent and put forth, you know, it's not, we're not seeing the high and dry areas like they might see in Michigan, right different times. So you're, you're interested in so knowing, I'm sure you heard all the statistics, probably the first minute you went into that. Did you go to, did you do it online? Or did you go to a class or training?

Bernadette Grandinetti  16:26  
No, so I definitely went into class. So I sitting still being in one place, watching the computer screen. I agree. I need someone to stand over me. And, you know, really tell me about it. Yeah, instruction.

Tracy Hayes  16:40  
So I imagine in the first few minutes, they're already telling you that 80% of this room is,

Bernadette Grandinetti  16:46  
yes, be here. That's right. I mean, you're set to, like, just fail the minute that you start. I mean, that's just, I mean, that statistic is really real. And I think that, you know, right off the bat, you really have to just give yourself, like, really plunge into it, you know.

Tracy Hayes  17:00  
So you had this friend that was already working locally. And because, I think one of the biggest things you're going self and people don't realize, yes, you are under a brokerage, but you are your own. You are self employed. And I think a lot of self employed people we you know, the great thing about our country, it makes a lot very easy for anyone who wants to do it themselves, but then it's on you, right? You got to actually do it. You do. And so the barrier to entry is very low for real estate. But like any other stuff, whether you open a little shop or whatever you're doing, you actually have to make it happen. You don't. You're not at corporate America anymore, or you're not getting Hey, because I imagine, when you were selling the medical devices, they said, hey, you need, we're flying you out here. You need to go talk to so. And so that's exactly setting your appointments for you. And you were just the show piece, and you went out there and did the talking for them, but you actually have to now get the appointments right. Yeah, yeah, that, and that's, that's the difference, and it's really for any self employed person, and unless you're buying a big franchise or a restaurant that already exists, already has this influx, you're gonna pay a lot of money for that. So the entry level is high, so you're in this class. What are some of your initial thoughts because you again, you're not even just coming up on three years. What are your some initial thoughts that someone who might be watching right now might be thinking about just like you, you're in that period of, hey, I think I might want to get my real estate life. My real estate license. What are some initial things that they need to know up front, not saying they can't do it, but some initial, probably obstacles, challenges that they if they want to get off to a good start, they need to know before they even step into that class.

Bernadette Grandinetti  18:36  
Well, I mean, I think the first, the first hurdle that you have is that you'll notice that after you get your real estate license, everything that you just studied and and learned is not the experience that you have when you when you start actually, you know, selling and being an agent, it's the book. Work is there, you know, it definitely the terminology is absolutely there. And I do find myself going back to the book, and, you know, kind of, you know, refreshing myself on a few topics, but mostly the experience is different. And you have to know that everyone has their own experience, right? So how you started off, as, you know, is where the the path will take you. For me, I was, you know, I was just coming out of, you know, the medical field, so it was about information. How I need more information, greedy for knowledge.

Tracy Hayes  19:27  
Well, just like the arts, you had, you wanted to know, and had to know the complete background of that artist. So those people are coming in, they're buying the story, right? Part of the art is a story, right? And you wanted to, you needed to know the story behind it. And I imagine one of the things you could probably tell me is you felt you needed to know that contract for it and backwards.

Bernadette Grandinetti  19:48  
I just felt like I needed to know everything. You know what I mean? I just, I was greedy for knowledge, and I was, at first just trying to figure out, how can I use this book and the information that's in it out here in the field? Because that. Just, you know, what I came from that was, you know, my history on that. But I also think, and I'm, I don't know if this is actually really answering the question or not, but when I first started real estate, I think the reason that I got into it, or the reason I did not get into it, I'm backtracking, because it's kind of coming to me now, but the reason I didn't get into it is because my mom was always a renter. We always rented. We never owned homes. That whole home buying experience and knowing what that felt like looked like, just was not my background. So I think going back to confidence and building that I just couldn't relate, you know, I just could not relate, I can

Tracy Hayes  20:35  
rationalize with, rationalize that, yeah, that wasn't part of owning. Owning wasn't part of your DNA, so to speak. But

Bernadette Grandinetti  20:44  
listen, having that experience has served me

Tracy Hayes  20:48  
well with building is what makes you great tip right here. Go ahead. Yeah, it has served

Bernadette Grandinetti  20:53  
me well because the respect that I have for this whole process, buying a home, owning a home, you know, the dedication that it takes to acquiring a home. And, you know, especially if you, if you're doing a conventional loan or something, I mean, you guys know, there's a lot that goes into that, you know what I mean, and you have to just want it. There has to be a certain amount of dedication there. And because of that relationship, that respect, that I was seeing and having, it has carried me through and helped building strong relationships with my customers.

Tracy Hayes  21:23  
So I think this is one of the and I won't say this is a generational thing, because I think this is all people in general. We overlook our experiences and how valuable they were exactly. You took your experience of growing up being a renter, or your parents being renters, and turned it into dug deeper into it, and you were now you break it down and understand the challenges, maybe the challenges your mom had, and you know, maybe she wasn't because she didn't want to buy a home, and she, you know, the commitment, the you know, the security of the job, whatever it was that that challenged her and kept her away from home ownership. And you broke it down. And you you now put yourself in out of the person's shoes, where before, you were just walking down the sidewalk. Now you're actually going, you're digging deep into it, and this is when you were talking about it made me think of the movie Karate Kid, right? He had the wash on, wash off, and he's like, Man, why am I doing this? And too many people overlook the experiences they have, and if they dig into them, like you just did, it now, gave you platform to work

Bernadette Grandinetti  22:30  
from, and it does, yeah, it really, really does. And, you know, it doesn't matter if it's a small transaction or obviously, you know, a large transaction, it's the same experience. It's just having respect for the people that you work for and having the confidence. You know what I mean.

Tracy Hayes  22:46  
So it's a very common theme. I know you've listened to a couple of shows, but I'm sure you heard it in there. The best of the best all will tell me on here. It's the how they work so hard make sure you know they may be working with four or five people the same time, which I'm sure you've experienced in doing 20 million in a year. You've done that. You're working with multiple people, but each and every one of them you treated like they were your only customer at that time. That's right, yeah. And it is. It is a very common theme, and that whatever discipline it takes, you need to call Bernadette or listen to the other shows, call those Hayes and how. What are they doing? What are some of the little things that they do that make sure that when they're with that person you were talking about, silencing the phones before the show, maybe it is putting you on Do Not Disturb while you're with that customer in that house, so no phone calls are coming in. You're not being distracted by social media things and text messages until afterwards, then you go sit in your car and get caught up, or whatever type of thing, whatever it is. I think that's that's definitely something that someone should reach out to you. And what is it? What is your technique worse? And if you since we're on, so what are just like, some couple of things like you take them out the lunch, when you initially meet them, I don't know. What is it that you do to kind of launch that relationship, to dig in and learn more about them, and to meet that. We're just talking about that platform. I

Bernadette Grandinetti  24:08  
mean, honestly, I think at first, it's not about going, you know, to lunch or anything. It's more just about listening. If you just listen to what you know the customer wants. It really is a footprint for how to move forward. You know, there are customers who are very analytical, and it is about numbers, and you know they're wanting to see, you know, really dig into that CMA and

Tracy Hayes  24:29  
engineers at Northrop

Bernadette Grandinetti  24:30  
Grumman, yeah, exactly. And you know you love you too, but I mean, you just, you have to be able to adapt to what it is that they're looking for, because that's really what it's about. You know, it's, it's what they need. We're here to

Tracy Hayes  24:45  
serve, right? The the few minutes on the front end, sharpening the sword, really, I mean, you think about it, you spend, you know, they talk about the guy chopping the tree down with the AX, right? Spends, he's got to chop it down an hour, but he spends the first 40 minutes sharpening the. Tax. And that's sitting there listening to them, because they will tell you, and the more they tell you, you start eliminating all these homes so you're not wasting your time. And then you narrow it down to, hopefully, you know, two or three, and say, Hey, based on what you've told me, you want to do this, had to have this, maybe that this, boom, here's what. Let's go right

Bernadette Grandinetti  25:14  
here. That's right. And, I mean, it doesn't always, you know, start off with, you know, the customer knowing exactly what they want. You kind of have to get there, right? So that's the service that goes along with, you know, providing in real estate. Not everyone's saying, oh, you know, I want, I want a $600,000 house. It has to be four bedroom. Sometimes they start off that way. But it really can sometimes go a completely different path, yes, than the way that it started. And I think just obviously, like I said, listening and kind of always circling back and going, you know, back to where what they're saying, you have to sometimes remind them, you know, what it is they were really looking for in the first

Tracy Hayes  25:50  
Well, that's proper sales. I mean, you listen, what are their needs and wants? What do they have to have with them, at least what they think they have to have. I think the one of the like, the one common thing is, I do have a CDD seminar that I do, and I was on my board for 11 years. There's a community development districts, right? They come in, oh, I don't want them cdds. They, they if someone told me not to do it, but then they end up buying in the CDD because that's where all the amenities are that they want, right? That's the community's lifestyle they want from that standpoint.

Bernadette Grandinetti  26:16  
But I mean that same direction of, you know, listening what they want, like it seems like automatic you talk about buyers, but the same thing goes for sellers. You kind of have to remind them what it was that they wanted at first as well. Because once you know the different offers come in, or the showings you know, come in, there's a an emotion that is attached to that. And you have to continuously remind them what they wanted,

Tracy Hayes  26:39  
you think the sellers, prior to that actually happening? Discount that emotion. You You know it's coming, because you've seen it enough times. What's going to happen? You know, have you analyzed your customers? And I think, I think the general public, or an agent not being in tune, like you seem to be, you know, the sellers, oh, they just want the most amount of money for their house. You know, sometimes it's not as simple as that. It's not or, of course, knowing, you know, most of the time, you've been an agent, at least in, at least in the last you know, 18 months, the multiple offers coming in, and what is going to be the offer that's going to make them happy to accept and

Bernadette Grandinetti  27:14  
showing, yeah, I mean, and that's the tango, right? That's, that's kind of the hard part sometimes. But you know you in the end, you try to you, your purpose is to educate. And you know you are the professional in the situation. That's why, you know the relationship was started in the beginning. All

Tracy Hayes  27:31  
right, so we're gonna go back. You're just getting started right now, and you used the term educate. How important was it? Or what are the things that you did initially? You said you wanted, you wanted the whole picture I did. And so what are some things that you did to get educated? Because in this business, being self employed, not everybody knows everything. There's not a one stop shop for that education. What are some of the things that you did to grasp some of this knowledge that you

Bernadette Grandinetti  27:58  
wanted? It's such a good question, because, you know, this is something that I think about, you know, quite often, as a new real estate agent, you have to, you know, absorb a lot of information, and it's easy to get swayed into, you know, a routine that may possibly not be the one that's right for you, right? So for me, it was about taking all the classes I could at the board at first, mostly because I think I was nervous. You know what? I mean? I was really wanting to go out there with all the confidence that I felt inside, but really kind of feeling green about what was in front of me. So I thought, if I just keep taking these classes, I'm going to learn more, and I'm going to learn more, and then I'm going to be ready when I get out there, yeah, you know? And

Tracy Hayes  28:38  
they were totally ready, because you actually have to deal with people, no, yeah. What curve ball is gonna come at

Bernadette Grandinetti  28:42  
you? That's right, and that's right. So, you know, once I started getting more in the field, you know, obviously my business took me away from being so, you know, in the books. But I think something that's really important is to surround yourself with people who inspire you. You know that people who are knowledgeable, people who can offer you. You know, there are highly knowledgeable brokers and agents in this field, but that's their story, right? So they can share it. You just have to be able to, you know, take, yeah, pull out what works for you. You know, don't try to be something that you're not. Well, it goes back to what we're authentic. We

Tracy Hayes  29:22  
were talking about pre show. And, you know, the whole thing is what made you successful, right? And you have to stop and go back. What did I do? Who did I meet? What did I say? Open this door and that door. And it's like you're saying you're You have to pull this knowledge from you know, and I know. And St Augustine, I spent soon. Did you go to nefar? Did you spend a lot of St Augustine

Bernadette Grandinetti  29:44  
board? I spent a lot of time at the board. I'm actually just kind of getting in the groove with nefar.

Tracy Hayes  29:50  
Okay, yeah. I like the St Augustine because I was with Amaris before, when I down in st August I chose, I spent, I spent a lot of time at the board and done some class. Is there. And you have some of your older, senior agents, some of them, some of them for the area, some just kind of retired here, but they still kind of Tinker in it. And they want to, you know, they have a plethora of knowledge. Some of them just aren't implementing it anymore, right? And so you got to pick out what's relevant to you today, and then what fits your, your style, right? What is it? I mean, I have had numerous agents. Many of the top agents said they've never made a cold call before. So they did something different in going out and getting their business and so forth, because that had to fit their their lifestyle, their personality,

Bernadette Grandinetti  30:36  
yep, yep, yeah. I mean, and with St Augustine, especially, you know, our town is experiencing growth in massive ways right now. And I think that all, all agents will agree with me when saying we kind of have to adapt to, you know, kind of newer, newer models, you know, and how we can serve new generations. And that goes for ages and just, you know, towns in general, you know,

Tracy Hayes  31:05  
well, it's like, I think some people like to generalize it with generations, you know, millennials or whatever. I think every individual, depending on what part of the country they come from, is different. They might be the same age coming from New York, agree, but they're, they have a different attitude than that guy from Kansas or California, right? Or the engineer at Northrop Grumman. And this has a different might be the same age, could have even gone to the same school, but they have a different thing, because they're, he's an engineer, and the personality and mind thing, you know, the analytical part, versus the, you know, emotional part, or whatever you want you want to go, but I think it's every individual you kind of have to feel out now I can generalize in 17 years and doing a lot of business, because first 12 was over the phone call center environment

Bernadette Grandinetti  31:52  
talking to people from all over the country. I had one of

Tracy Hayes  31:55  
those jobs too. Yeah, the personalities I always my former leader that I was behind. He'd listened to my calls when I was talking to the New Yorkers. And being from New York and or even some of our foreign friends, especially, you know, our people from India or Pakistan, that sort of area, you can be very direct with them. You can get no sir, that is not and it's because their person, they that's the way they do business where someone else, if you were like, said, literally, said no to them, they would be like, you know, they would start crying and walk away. So you learn how every individual and where they're from. It's very interesting. Actually, I should have been a psychology major, but

Bernadette Grandinetti  32:35  
that's the best part, yes, right? That's what keeps it exciting and diverse, is being able to, well, if

Tracy Hayes  32:41  
you made it so easy, we wouldn't have jobs, right? So what are some of the things that you do today to stay on top of your game? Because, I mean, obviously the last roughly 36 months in the amount of business you did last year, what a rush, right? I mean, you probably, I'm sure it sometimes felt overwhelmed and cried out for help. And so what are some of the things that you do to stay on top personally, in just staying grounded and humble? Are you a podcast listener? Do you read books or, you know? What do

Bernadette Grandinetti  33:13  
you do? Yeah. I mean, I am. My family kind of makes fun of me because I'll read just about any kind of self help book that there is, I have mentors, mentors that I lean on, that I can, you know, kind of bounce things off of. I have a tendency of being very hyperactive. I mean, even right now, as we're talking, you know, my daughter gave me these little I don't like sensory choices. I mean, so just to give you an example of my personality. So I kind of need to be because I am being the even keel for everyone else, right, for all of my customers. So, you know, I kind of, when I have to take a step back, I'm like, Okay, I need to recharge. I'll read a good book. Like I said, typically,

Tracy Hayes  33:57  
a cell phone. You wrote some down, what's you were thinking some before I

Bernadette Grandinetti  34:00  
was and I was a loss for words, because, you know, when you get promised stop the spot, but, you know, atomic habits. I love the power that one is very popular, yes. And you know that one is a good one to just kind of have nearby all of us set goals and get a straight and it's kind of nice to be able to refer to that and go back and, you know, kind of get yourself grounded. So I like that one. I usually keep that one within arm's length. Powers of persuasion are always good. I think that book is good because at least it kind of helps even you make sense of feelings that you're having.

Tracy Hayes  34:33  
It's like, and I've used this analogy on the shows before, but now I'm going to use it towards the book, because a lot of those books will have, if they're a 10 chapter book, they might have 10 solid things, but you to implement all 10 at the same time. Sometimes people are like, Ah, just give up. Where you've got to really focus on, you know that one or two things, you're like, Oh, my that's a brilliant idea. Or you gave me 10. I finished reading the book, but I'm gonna keep it close by, because I'm gonna work on number one. And actually. I don't want friends and influence people actually tells you, yeah, they actually tell you that to implement work, you know, it actually is designed to actually be a workbook, not a book that you just, you know, read in a few days or whatever type thing. But keep the book close. Work. That one idea, you go to an event, there might be multiple speakers there, and you're there for a couple of days, and there's all these ideas, and then people just get overwhelmed. Choose one, maybe two, that you can implement today, and then go back and add the others. Even have time for that. The one or two may change your game completely.

Bernadette Grandinetti  35:35  
But I mean, some of them will just resonate. They will resonate when you read the these type of books, when you look at it, topics will resonate, yes, and that's what you need to just focus on. All right, let's

Tracy Hayes  35:47  
you had your friend that was in the business. Yes. Is that what led you to your first brokerage?

Bernadette Grandinetti  35:51  
Yes, okay, yes. That is what led me to my first brokerage. And you know, when you get into this industry and you choose a broker, a broker, where to go, where to hang your license. You have to remember, and I've kind of just told myself, you have to, you know, for any new agent that's getting in and going start, getting started, you should go with where, how you want to be led, right? You have to really vet out where you're going, because you're building

Tracy Hayes  36:17  
your resume. Here resonate. Was the word you want their vision. Because I imagine a broker's paying their vision. This is how we do business here. This is what we do. You're you're you may not have a vision totally yet, because you haven't done anything, no, but you want to align your your vision needs to resonate, that's right. Or their vision needs to resonate

Bernadette Grandinetti  36:34  
with you, that's correct. So you know, where I landed was perfect for me, to be honest, because my broker was highly knowledgeable and handled me with kid gloves. You know, I had 50 million questions. Of course, I had a friend that was working with me, and, you know, I could obviously bounce things off of her, but the broker of that firm like I really could lean on him, and he really kind of walked me through. So that time that I spent was everything I needed. Yeah, it was everything I needed when I first started out, and that was a good choice, but I was wanting more technology, and again, getting greedy for knowledge, I ended up making the switch.

Tracy Hayes  37:15  
But right. So what did you see now? Did you go directly to Jax, or did you work the angles and Volkers in St Augustine,

Bernadette Grandinetti  37:23  
I worked at the angle. And Volkers St Augustine for about a year and a half.

Tracy Hayes  37:27  
Okay, yeah. But then you joined Corey. I did so. Jennifer, yeah. Jennifer rights, Jennifer brindle, and hopefully she still likes you, because I want to get her on the show, on the show. Give us some stepping stones, like you said, and I think it's in its natural any anyone, if you're a broker out there and you have pains because an agent leaves you, it's not a totally a bad thing. You may have just run out of value to give them. They've outgrown that. You know, the first broker was great at getting you off the start. You thought just ramped you right up, but you raised to a level that you need. You wanted to go more, and so you reached out and saw somewhere, went over to Jennifer, and she gave you that little bit more because you were there half your career now, there and then. Now it's because you've got, like you said, surround yourself by the top people. Not that they're not still top people, but you hung out with them long enough and got what you now you, you, you're on a continued growth thing, which all the successes that you jumped over Corey, so kind of give some like, just like a stepping stone, like, what are some of the valuable things that you, you know, obviously, the first brokerage got you started, you went over to Jennifer. You mentioned technology. I'm probably been some other things. And then what, you know, sweet talking, Corey, you

Bernadette Grandinetti  38:39  
know, honestly, or did you just come Jen is? She is an awesome, you know, she does high end listings, and she's phenomenal at it, and she is a highly experienced sales, you know, person. So she has a lot to offer anyone. My husband says that I like to live in a zone of discomfort. I'm always like, living in this uncomfortable zone, because I feel like that's where the most growth happens. And, you know, St Augustine is we. There's a lot of us here in St Augustine, right? And I really just wanted mostly to expand my, you know, extend my sphere a little bit, have a little bit more room, you know, to move and breathe. But yeah, I mean, St Augustine, I just, I really wanted to have a diverse group of high end luxury listers that could offer, you know, different facets of the industry, you know. I mean, most importantly, we all get in this business because, you know, whether it be personal growth or, you know, if you're looking for wealth, if you're looking to invest, but it's multifaceted. And you you know, for me, I just wanted more diversity, you know, more diversity. And so I went to Corey. So you went to Corey because I'm in love with my brand. I didn't want to leave Engle and Volkers, right, right? And was

Tracy Hayes  39:58  
that a recruitment over or you just. Saw what Corey was doing is like, hey, I want to jump

Bernadette Grandinetti  40:02  
on that bus. Yeah, no, it was, it was nothing of the sort. Actually. It was just, you know, I feel that a lot of my success had to do with just loving who I was with and my brand and what they were offering. I felt that, you know, Jen brought Engle and Volkers to St Augustine. I thought that was the most amazing thing ever. When she introduced herself to me, I was like, Yes, I want to get on that. I want to get in there. And I don't take for granted anything that was offered, you know, to me there. But I wanted to make the switch, because I just craved more. So I went to Jacksonville. I went to Corey, and I asked if he was willing to, you know, take, take me in from St Augustine.

Tracy Hayes  40:37  
And so what's Bernadette's vision of her business. Now, are you, you said you wanted to expand your what you felt, where he's gonna help you expand your geographical influence? Are you looking to put a team together or or a team just with you, and maybe some transaction coordinator type team, or are you looking to put some agents together? You know, because I do know he has recruited over some top teams from Watson that I know personally over there in the 210 office. Anyway, what is it that? What's your vision?

Bernadette Grandinetti  41:10  
Well, for one, I mean me going over to Corey, he is. His leadership skills are amazing, and I feel that I have something to offer that circle eventually, you know, I'm, as we talked, I'm just going in, you know, to my third year. And obviously I think a team is in within range and, you know, in sight. And I definitely want to start that environment off, you know, on the right, on the right footing. So I do think that a team will, yeah,

Tracy Hayes  41:39  
I mean, I would, I would, you're just thinking about what you're doing. You like the angles of Volkers brand? I like, yeah, the way Corey, I see Jennifer's the same way. They don't, they're not really, they don't really go to the real estate school and are pulling these newbies out. They want someone that's been seasoned a little bit, that is showing your producer, and then when you start putting a team together, I think Corey explained it well. I mean, the top people are in that office, and there's this synergy that goes on and drives it. And sometimes when you're you have some top people, and all you're doing is filtering in the new people. New people take a lot of energy. Yeah, you know, some people love catering to that, although you know all the power to you, but it is. It takes a ton of energy of the entire brokerage, and you're bringing on these new people, versus the high level masterminds you're probably having in at angles and Volkers, if you know, he has a sales meeting, everyone in there is producing at some level and actually has enough experience to have a proper input into That's

Bernadette Grandinetti  42:36  
right, you know, he we have round tables. They are bouncing ideas off of each other. You know, they're sharing tricks of the trade.

Tracy Hayes  42:43  
Advisors bust into just, I want to, I gotta tell because I reached out to him, said I wanted, I wanted to chat with him, and just to sit in, yeah, on one of these and hear what you guys are talking because it's probably a lot of what you guys are talking about here, but more distinct or fine tuned what you're doing, yeah. I think that would be really, really cool. Yeah, initial challenges, though, you had a great broker getting you started. But personally, I mean, how many times have you wanted to quit? Never, never. No, oh, wow. Okay, you're rare.

Bernadette Grandinetti  43:10  
Yeah, I've never went. No, you do have you do have days, yeah, you know what? I mean, yeah, that you kind of have to warm your soul a little bit. But No, I've never, I've never wanted to quit. I definitely this relationship was supposed to happen. You know, me in real estate.

Tracy Hayes  43:27  
So did you get us? I mean, you got some sales fairly quickly, I mean, or, I mean, that got, you got your energy going, like, because I imagine a lot of a lot of agents get in and you don't have a sale, or maybe they just have one. Six months go by and it's like, oh, man, am I gonna get another one? And they just, you're done the

Bernadette Grandinetti  43:42  
sales. Came fairly quickly for me the first year. And honestly, my business grew leaps and bounds when I went to Engel and Volkers, mostly. And I think we talked about this before, it just, it was right, it was right for me. And you know, that is a sign of, you know, our brokerage in general, whether it be in St Augustine or Jacksonville, you know it has the

Tracy Hayes  44:04  
importance of corey's vision. And now you do have a vision, because you have, you know, your vision, and corey's vision, and what he's doing, and that just just, just takes you a 10 xs you because now you're, you're just excited to go in, you're excited to go in the office. Everyone has, everyone's on that, on that same vision. You're not fighting someone over, Hey, we should do this or that, or, you know, whatever it is, or the from the brand standpoint,

Bernadette Grandinetti  44:29  
just everyone's attitude Exactly. Yeah, it has everything to do with that.

Tracy Hayes  44:33  
Three things. A new agent should know you had a you were able to give them this toolbox of three wishes. Okay, what are the three things that the top three things a new agent, someone coming to you, Said, I'm thinking about getting into real estate. Either needs to know or needs to do.

Bernadette Grandinetti  44:51  
I think the number one thing is to be authentic. Right off the bat, find your own space in it, because it's easy to pick up bad habit. It's you know what I mean, or you know to be so I think being authentic is really important. Really find out, you know what makes you tick and helps you drive the dedication that it's going to take. But when you're on a salaried job, I guess is the better way to to say it, you have someone that you have to answer to if they tell you that you need to, you know, fly to Texas and, you know, go see, you know, doctor, whoever. Yeah, exactly. You're gonna do that because of the respect that you have for your position, and because it's your job, you have to take that into the real estate field as well. So if you don't do what you say, you know, or if you don't set yourself up to what is going to find you success? Then, essentially, you're disrespecting your boss, right? You're disrespecting yourself. You're not like giving yourself everything that you can have to grow from it. So I think really following through with, you know, whatever kind of task list that

Tracy Hayes  45:57  
and because you aren't getting paid a salary, but you know, you need to go a you know, it's the $100,000 manufactured home listing. Well, I mean, you go and you treat them, you don't know who they are. You don't know, you know maybe that they just, they're living frugally right now for whatever reason. And then who knows that five years from now, they aren't buying the $10 million home, which we haven't got to get there, right? All right. So authentic,

Bernadette Grandinetti  46:22  
authentic dedication. And you know, there, there are many things that you can do, the direct mailers, the open houses, the cold calling, social media, finding out which one works best for you. And just kind of, once you realize what it is, really go

Tracy Hayes  46:37  
with it. Which brings me to one of the terms that I have we talked about education, consistency? Yes, find is, find out what you're and if you're with the right broker, they will help you find out that niche, because, you know the common things, oh, yeah, just get on the phone and start calling. And there are some teams, that's what they do, and they just pound through it. Let's just, let's just call. You may not like that, and if you don't have much success with it early, you will be wanting to quit. But finding that, that niche where you like doing it, you're good at it, and it's just going to 10x your business, which, whichever. So what was it? Since we're on that subject, what do you think it was? Or maybe there's a couple things that 10 extra business you mentioned going to England, Volkers accelerate. What was it there that, or did you change? Did you someone give you some little tidbit that just changed your business and all sudden, boom, $20 million in 12 months. Well, I

Bernadette Grandinetti  47:32  
do think that angle, and Volkers was kind of the, you know, shiny object, you know, in St Augustine, it was kind of just perfect. And, you know what it needed. It was a little it was a different angle, so to speak. So that instantly drew an attraction. Plus, like I said, you know, Jen is a high Lister, and you know, she has a wealth of knowledge that is offered, but mostly it was just, I have to continually go back to consistency and being authentic to yourself, right? I've when I am working with someone and I have a customer, they're just my focus. It's not I just found out that I that I had $20 million in the sales piece because I wasn't focused on those numbers. And that's the truth, right? So a lot of agents take that route of, you know, kind of keeping track, and maybe that's something that I should learn to do a little bit more. But for me, it's really about

Tracy Hayes  48:22  
just having that successful transaction. Really customer is going to refer you to further business because they had such a great transaction, exactly.

Bernadette Grandinetti  48:30  
So, you know, even when I was talking about my first broker handling with kid gloves, right? Because sometimes, you know, you kind of need to communicate that way. And I always kind of approach that with my customers really wanting to walk through the process together, I always want to be hugely available. When I first got into this business, I remember one of the things that pet peeve is sometimes it would take people three days to call me back, and I just was like, No, we need to have these answers. You know, right now well that because there was one of the

Tracy Hayes  48:58  
things thoughts that I had, it's like you were in sales, in the medical sales, in the medical sales. Because imagine you go into your presentation and then I don't know, maybe they get it passed by a board or whatever, but there's a, there's a transaction. You've done your part. It's not, there's not more like hand holding or whatever, where you kind of slow down a little bit in real estate. Yeah, I have to realize that maybe you will show somebody some houses. They may stop and say, you know, we're just gonna stay here for him, but six months later, they pick it up, or all suddenly, a week later, they call you. So, you know what, we do want to go see that one. And you have to, you have to kind of be cool with it. It's not, you know, it's not a, it's not an immediate close. It is a, it is an entire transaction. There's a long game thing, and obviously I would imagine, well today, I mean, where are most of your your leads, or new buyers or new sellers

Bernadette Grandinetti  49:46  
coming from? They're calling my phone. I you know

Tracy Hayes  49:50  
and how. And you said you did 27 transactions that added up to that $20 million so you kept your head down for 27 transactions, being. Authentic. Being consistent was the other, being available. Being available. You kept your head down 20, not even 27 transactions. I because I guarantee you were already getting referrals at that point. But in of course, you you know the business you did at Century 21 so you kept your head down for a couple dozen transactions. Of being focused on that individual, authentic, and now they're calling you, and what is the greatest thing? Pick up the phone and say, oh, yeah, Mrs. Smith, she told me you were the greatest thing since sliced bread, and I need to sell my

Bernadette Grandinetti  50:31  
home, yeah. And I think, you know, it's about having conversations with people. You know, lucky for me, I mean, my my husband's family owns a restaurant, so I'm able to meet a lot of people through their you know, it's obviously a landmark in town. So, you know, that gives me a local footprint. But this always I'm like transferring over to England brokers. What makes that so great as well is that it has such a it has a global reach. So that gives me something to talk about, yes, General, yep. And, you know, they command, they have a very discernible group that is attracted to angle and broker. So these are things that I'm able to talk about, you know, with conversations. You know, it's a different kind of brokerage than a lot of them. And, you know, we're able to have these kind of conversations, you know.

Tracy Hayes  51:15  
So, all right, so we're gonna, we're gonna wrap things up with a few minutes left, $10.3 million Listing. I've looked at some of the pictures. This place is amazing. That part is like, Oh my gosh. I wasn't even really looking at the houses. Look at the horse part. So this is a record, if I'm not mistaken for the area, as far as a listing is concerned, or any property that possibly would sell for that much.

Speaker 2  51:39  
How did, how did I get it?

Tracy Hayes  51:42  
Well, I guess the one question I have is, whoever owned it, obviously, I assume had an idea that they were gonna live there forever, or family or whatever, because they have put so much into it's a beautiful, just facility. If you're a horse lover, obviously. So I'm a little bit interested in, without telling the person's name, unless you can want to what, what their thought is, but now, yeah, how did you end up meeting them or getting

Bernadette Grandinetti  52:07  
them for all so this particular part of town is, you know, it's, it's rural. There hasn't been it's, yeah, but to be honest, you know it is, it's, it is kind of up and coming. And I had a customer that was already in this particular community, and it was four acres of land, and, you know, it was priced at an amount. And I mean, even the neighbors were like, Are you sure? You know, is this priced right? You know what I mean? Because most of the people who own property in this particular community purchase it a long time ago, 2005 and they've just kind of sat on it, they or they've built their barns, and they ride their horses. And, you know, it is an equestrian community. But honestly, the way that I I met this person who's actually extremely special, but he introduced himself to me when I was working at, you know, my other listing, and yes, that

Tracy Hayes  53:03  
house. So you were the buyer's agent, or you were listening, you listen, yeah, yeah, I have a

Bernadette Grandinetti  53:07  
couple customers in there. And I was, you know, in the neighborhood a lot, and, you know, he wanted to have the conversation about his, his very special property. And that was a project of love. And you can see it, you know, like there isn't a single corner mist, you know, everything is special. The historical value is significant.

Tracy Hayes  53:27  
You did see that and had the historical that. What is the historical part of the

Bernadette Grandinetti  53:31  
So, there's a section that runs through the property that was part of the oldest Road in St Augustine. It was a old Kings Road was the road that ring that you know ran through, and this particular section was when Florida was part of the 13th or 14th crown. And there's a creek that runs through the property, and to get to the other side, the King of England wanted to harvest Live Oak turpentine get to the other side. Okay, so there is remnants of the bridge that the king had commissioned Indians to build. And, I mean, it was just, it just has amazing value, 1772 I believe it dated back. But, I mean, even to add to that, I mean, that makes it a Florida landmark. But you know, even the flooring inside the house is, you know, recon refurbished and reconstructed wood from Apalachicola that dates back to the 1800s I mean, it's just amazing. Yeah, naughty pine

Tracy Hayes  54:32  
throughout, what brings them to just older

Bernadette Grandinetti  54:36  
No, it's a brand new home. Actually. It was just built in 2019 it completely runs off the grid, right? So it's a self sustainable home. Wow, generator, right? So let me, let me, let you go back like everything, water, energy, he actually gets a credit at the end of the year for, you know, for his electrical bill. It's self sustaining. And, you know, the. Story that could get into will take us way over the buyer for this house, yeah, the buyer for this house is going to be a very specialized buyer who gets it and wants that well, yeah, it loves horses, you know, it's, it's going to take a special buyer. And I'm honored that I was, that he, that he chose me, and that, you know, he trusted me with this beautiful

Tracy Hayes  55:20  
I think you caught a caught the eye because of what you were able to get for the other property a little

Bernadette Grandinetti  55:24  
bit. I think that had a little bit to do with it. I also think that because of the relationship that was built within the first 30 minutes of he and I speaking like, again, it's about listening. It's about, you know, being authentic and being yourself and really kind of zoning in you

Tracy Hayes  55:39  
already had this solid, high value listing already, and you weren't, you weren't seeing him as $1 sign. You actually dove in to learn about this interesting person, which you I can imagine, he has to be fairly interesting in the of course, this property has a lot of character to it already, and what he's done with it, I can only imagine. And you took the time to learn. Why did he do this, and why did he do that history? Because I'm sure he they just love to tell the history of the property. Yeah,

Bernadette Grandinetti  56:07  
and there's a wealth of it. There is a wealth of it. And I think because of, you know, kind of understanding where he was coming from, or is coming from, I'm able to share that story with others.

Tracy Hayes  56:18  
See a large horse guy. I mean, it didn't look like the unless he moved his horses already. See

Bernadette Grandinetti  56:22  
he never put a horse there.

Tracy Hayes  56:27  
Was so clean. It doesn't shock me, it's clean. There's never been if you looked at the pictures, there wasn't even hay in the stalls. But they're beautiful stalls.

Bernadette Grandinetti  56:35  
It is a project of love, and it would be better if I told the story when you know, I'm with someone you know, that really is interested in it, because it's, you know, such an intimate and wonderful story. But you know, he has other things that he wants to do.

Tracy Hayes  56:49  
And, wow. Now I would imagine the equestrian, because that's question, comedian, that's correct, horses, they're pretty tight knit people, because if they do it at a high level, they're traveling around and going here and there. I imagine that's where your referral probably will come from. Somebody's going to tell somebody that's in that equestrian community, just by word of mouth, they need to come down and check this property out. That's right, yeah,

Bernadette Grandinetti  57:09  
wow. Plus, I mean, going back to angle invokers, it just has that global reach. So we're able to put, you know, luxury listings in front of eyes that maybe not all brokerages are able to kind of push to that, you know, to that level. I mean, first sells yachts, they they sell aircrafts. You know, there's a a very high subset of, you know, that

Tracy Hayes  57:34  
could very well be a foreign buyer. This could be someone from overseas, whether they're from Saudi Arabia or England or Germany or something that did come over. That's right property. That's right because it is such a gem in their little corner of America.

Bernadette Grandinetti  57:48  
And I know that that had a lot to do with, you know, also why he chose, you know, me, it was just, you know, being able to get it in front of the right eyes.

Tracy Hayes  57:54  
100% 100% All right. We're gonna finish up two minute warning questions. Is it more important

Bernadette Grandinetti  58:00  
who, you know, or what? Oh, I think who you know, I agree. I think who you know.

Tracy Hayes  58:05  
I think wholeheartedly. As you went and learned the things you you were introduced to people who motivated you, gave you confidence, and you then learned what you motivated to learn what's your favorite thing to do in Northeast Florida, besides eat at your husband's restaurant.

Bernadette Grandinetti  58:22  
Yes, go to the beach. We're, you know, we're big beach people. And, you know, that's kind of what the best thing to do is around here, you know, in our little town by the sea, any kind of athletic events, I love football, basketball, you know, anything that has to do with sports, I'm kind of into excellent

Tracy Hayes  58:39  
Well, Bernadette, I am finished here today. I appreciate hearing your story. Hopefully, some of those people out there listening, some new agents, got inspired. But to give you a call, to tap into your knowledge, your experience, some of it, like you said, the what was the book was atomic habits that you just read you think is must have. And I would agree you're not the first person that's told me that, just in the last couple of weeks, 100% but the tap in, you know, give whether it's on social media, you want to touch base with her through Facebook, like I did, or reach out to her, sit down, you know, I'm sure she'll have coffee with you or whatever. And, you know, help you with your business. Maybe you've reached a lid, or maybe you're thinking about getting into the business, and she can give you some of those, some of those tips that we weren't able to get.

Bernadette Grandinetti  59:26  
Them all. Yes, I'm just like, starting to get, like, comfortable now. So I appreciate it. Thank you. Thank you so much for inviting me.