Joy Doyle and Lara Yehl: Hovering with Hover Girl Properites

Hey, welcome back to The Real Estate excellence Podcast. Today I have the broker owners of one of the most respectful brokerages in Northeast Florida. Their vision when creating the brokerage was to be a full service real estate firm focused on primarily on military relocation. They not only have worked with buyers and sellers, but I have a portfolio of rental properties they manage. These two ladies have over 30 years experience in the greater Jacksonville area. Let's welcome these two amazing women who own hover girl properties, Laura Yale and joy Doyle to the show. Here we are. Here we are. Thank you, ladies. I'm really when I was, I was, you know, researching your website and so forth. Now your linkedins are a little brief, and everybody knows. I go to the LinkedIn for kind of get some background information. So there is some gaps in there. We will fill in briefly to give everyone kind of, kind of your story. But I guess Laura, if you want to kick off a little bit as I always do, you know, where are you from? Where'd you grow up?

Lara Yehl  2:09  
I grew up in Hollywood, Florida, Pembroke Pines, really kind of adjacent to Hollywood, but most people haven't heard of Hollywood. But grew up down south Florida and live my life down there until, you know, you know, you kind of get married and start living the Navy life. But I grew up in So, flow. So flow. Excellent.

Tracy Hayes  2:26  
So now again, the LinkedIn was a little brief. As a young person, you're, you know, 1819, 20 years old. What did you envision yourself doing? Because I somewhere along the line, you meet your spouse, right? And because both of you are military spouses and please,

Lara Yehl  2:43  
former, I'm former, former joys. Yeah, I'm former, we can get to that later.

Tracy Hayes  2:47  
Tracy, good, but yeah, so how do you know, what are you thinking about as a young person? You know what? You know, what dreams you have, aspirations of a career, what you wanted to do?

Lara Yehl  2:57  
Right at that time, I'm graduating high school, I was actually living with my mother in Homestead, Florida, and she was like, you have to get a job with medical benefits. And so I went to work for Piedmont Airlines at Miami airport. And I loved that job. That was my hire date was 11, 686, and I loved it. I worked for them until 911 happened. So I had about 15 years seniority with them. But as a young person at that time, I really my goal was to just do a mother said, get a job with benefits. And I did, right, and I loved it. And they moved, moved me to Orlando for a promotion to a supervisory role at the airport in Orlando, and then that's where I met my now former husband. And then you kind of start living this navy life. And then we went to Pensacola.

Tracy Hayes  3:36  
You're the second Navy Elaine from Coldwell Banker. She's Elaine Morgan. Yes, Elaine Morgan, she met her well. She was working in Orlando as well. And that was my question is, how does the most landlocked city in all of Florida? Where are these Navy wise can

Lara Yehl  3:53  
come funny that you say that my parents thought he was lying, because they're like, there's no navy in Orlando. What are you even talking about? That should have been an indicator, but it

Joy Doyle  4:02  
was, should have been an indicator. Well, there is not a Red Sea down there, but me and spring

Lara Yehl  4:08  
break, yes, yes, yes, yes. Anyway, so that was my, you know, South Florida worked for the airlines. It was a great training for customer service and how to treat people. And Piedmont really was known for their southern hospitality customer service, which is really, hopefully, who I try to be anyway, just who you are. And it was a great fit. And then, unfortunately, 911 happened, and then we moved overseas, came back, and, you know, start before you know it. Tracy, 1015, 20 years goes by. Yeah, right, yeah,

Tracy Hayes  4:35  
especially if you got a kid involved in correct couple of kids in the mix yesterday, it's like, Oh, I know yesterday. I know what happened, yes, but it's all good. Okay, Joy. Where are you from?

Joy Doyle  4:46  
So I have a interesting story. I was born in Mobile, Alabama, which is how I met Glenn, my husband, who spent 26 years in the Navy, actually 30, but we. He my dad was had a contract that went out to Evanston Wyoming. And if you remember, before Google, there were things called the Atlas map, yes. And so the atlas maps,

Tracy Hayes  5:12  
you ever wonder how we actually drove around?

Lara Yehl  5:15  
Basically, we were like pirates. So

Joy Doyle  5:18  
so my dad got this contract approved by Chevron to find oil out of the mountains of Evans. And so he did, like any smart person, he went to the gas station, bought the $12 Atlas mat. We came out, drove out there, and we got to Evanston, Wyoming, and there really was no school system that my mom found acceptable. So we turned the next page, and there was a little town called Park City, Utah, and that is where I spent my youth.

Tracy Hayes  5:46  
So as a young person, what were what were your aspirations?

Joy Doyle  5:50  
I wanted to be a lawyer. Had no intentions of getting married at 19

Lara Yehl  5:55  
real Yeah. And so think about your 19 year old kid, Mary, yeah, okay.

Joy Doyle  6:00  
And my friend had applied the year before I was the student of the year for one of those organizations that, anyway, long story short, she got to go to Portugal. And I thought, well, go away if Amy or Brian can go to Portugal. So can I? So I applied, and my paperwork came back, and I went to Malaysia.

Lara Yehl  6:22  
This cracks me up. Tracy, I knew her for like, such a long time. One day she drops me. She lived in Malaysia. I'm like you did.

Tracy Hayes  6:30  
So you're 18 at this time. No, I'm 16. You're 16 at this time. So this was a

Joy Doyle  6:36  
high school, dry High School. I'm trying to think of what that organization is. I'll think about it in a minute, just like a foreign exchange. Yeah, it was a foreign exchange, AFS, American Field Service. Yes, wow, you

Tracy Hayes  6:47  
actually went over and spent significant wasn't like a week or two. You actually went over and spent some time.

Joy Doyle  6:52  
Six months, I'd lived with Department of Agriculture, the president of the Department of Agriculture, who went to college and got his PhD at the University of Hawaii. And his wife spoke English, but they would never speak English to me because they wanted me to learn their native language, tongue, which is Bahasa. Bahasa.

Tracy Hayes  7:14  
Okay, whoa, in six months,

Joy Doyle  7:18  
in about six days. Oh, that is, that is a true story. And while I was in Malaysia, my parents got a divorce. Oh, my God, so imagine no again, no internet, right?

Tracy Hayes  7:31  
Yeah, you're just making a phone call once a week type thing.

Joy Doyle  7:34  
Well, you got to have a phone to make phone calls. So you got a letter. And so when I left Malaysia, I flew. I never went back to Park City. I went, flew back to mobile, where my mom was living with family, because our My dad left my family.

Tracy Hayes  7:51  
Wow, wow. And that letter took a good week to get there. Would imagine

Joy Doyle  7:55  
it took a little bit of time, but I believe God is in control of everything. So here I am. I go back to Mobile, Alabama. I think, what are we doing? I need one credit to graduate from high school. I can do it by working. So I worked for a lawyer in mobile, and then I had a good friend, and her name was Wendy Boxall from Park City, who had never seen really an ocean. And so for her spring break from the University of Utah off, she comes to mobile, and we go to the flora. Bama, have you ever heard of the floor? Bama, I have, oh, I have, yeah. And so I showed her what the mullet toss was, right? And then we this guy comes in in a flight suit and puts on a, I'll show you later, the poster where he staples it to the wall, and my our third friend says he is hot, and we've got to go to that party. And Wendy and I were, oh,

Tracy Hayes  8:54  
sorry, he he's wearing a flight suit. You said, Yeah, okay. All right, all right. I'm putting this together. I'm visualizing

Joy Doyle  9:02  
this roommate. We should probably try to find him a Okay, Tom, yeah, Tommy, all right, remember the red door on Fort Pickens road? Oh, my God.

Tracy Hayes  9:14  
Okay. So you see this guy hanging this poster? You like he's hot? Yeah?

Joy Doyle  9:19  
Well, I don't really think he's not, but Megan does, and so they invite us. He Tom invites us to the party. We say we don't want to go, but we'll go for Megan. And we meet Ron and Wendy. Ron Boxall retired recently as a three star Admiral Oh nice, and Glenn retired as an oh six and we both married the men that we met that day, 1985

Lara Yehl  9:43  
it's incredible. Tracy, yeah, it's very good. You can't make that up. It's very good.

Tracy Hayes  9:49  
I have been like, really, you know, because I love Neo Maverick. And I'm sitting here, I was watching some of the YouTube clips this morning as I was getting everything ready, and just as her talking about this on vision. Realizing that,

Joy Doyle  10:01  
yeah, yeah. You need to go watch it with Glenn. He'll tell you all the things you didn't do correct? Oh my gosh. Like, the eye bar is not on the beach in Coronado. It's on the beach anyway.

Tracy Hayes  10:13  
Well, it doesn't make it That's romantic. So you're 19, you're you go and get married. So are you now moving around. I mean, what? What happened? Your whole lawyer idea,

Joy Doyle  10:25  
which is okay, again, okay, I'm in love. I'm young in love. Glenn likes to see, did you see the Officer and a Gentleman where the guy goes into the factory and yells, yeah, go, Paula. Yeah. Everybody. Glenn always calls me Paula because he thinks he saved me from Alabama, which is absolutely

Joy Doyle  10:44  
probably a little bit of truth, a little bit yeah, a little bit of truth

Joy Doyle  10:46  
behind that. He gets his orders. We marry. March 8, he gets his orders. March 20, is she, and we head to San Diego for him to go and train to be a helicopter pilot in the H 60 Bravo, which at the time was a new aircraft, which is now retired. Flame can tell you about

Unknown Speaker  11:11  
that he knows. He knows.

Joy Doyle  11:12  
And so we did that for a year. Came back to Jacksonville. We moved 14 times just to land the plane. And yeah, so we moved 14 times. Len, Geo, batch, three extra times. So he moved 17 times in our career, all over the world.

Tracy Hayes  11:30  
And to give everyone a context too, I think obviously a lot of people who are in Jacksonville somewhat understand what it's like to be a military spouse. But I mean in that period of time, you know the deployments. You know, especially out to sea and so forth, like when you go back and think about the time where they were active and you were married, how many? How many years were you actually together, versus the time they were what?

Lara Yehl  11:55  
Well, that explains the 30

Joy Doyle  11:56  
year marriage. That's right, we've been married 37 years, two weeks ago, and that's why No, so you have to deploy him every so often. Yeah, you got anywhere for me? No, in all seriousness, oh, you know, it's a different Navy than it is today. There was only letter writing. We would put a number on the outside of the envelope, because when your mail would drop, you might teen letters at one time, but you didn't want to read that out of line. Yeah, yeah, that is how that is. Very old school. I've kept all those letters my girls, once we are deceased, can have them, because they're going to get a kick out of them. But yeah, so you haven't

Tracy Hayes  12:33  
disclosed it to them yet. Just they're not just a couple teasers, couple of hangers, just a couple teasers. So they don't throw the shoe box away, she would have to

Speaker 1  12:42  
redact a couple of things. It has been, yeah, I'll help you.

Lara Yehl  12:48  
We'll have a redacting party.

Joy Doyle  12:50  
So no, yeah, we that's how we lived our life. And so I think a lot of that, to be honest with you, being married so young, not that I am encouraging deployments for this reason, but I spent a lot of time alone. So you kind of grew up in the way of people who go off to college and things like that. I kind of had a little bit of a sorority, if you will, like Laura, right? Girlfriends doing the same. You know, we didn't have the phones, the text, the talking that

Tracy Hayes  13:18  
get online. You can actually see them?

Lara Yehl  13:20  
No, that was not happening.

Joy Doyle  13:22  
No, that was going down. No, at all.

Tracy Hayes  13:25  
So do you pick up any other work? Because it's, it's a little bit of time before you actually get into real estate. Oh, 100% what are some of the things that you guys do?

Lara Yehl  13:35  
Oh, I joke about this all the time. We lived in we went to Japan for a couple years and lived in Sasebo, and so I did. I was always a working person. I worked since I was 14. Always we joke about making a little money on the side as a Navy spouse, and so we're in Japan. I taught English at a little Japanese school, and so I used to joke that I would make yen on the side, which I did, and then they have their the 100 yen store, like the dollar store. Absolutely, I'd schlep my kids the 100 yen store, and we, you know, spend our yen on the stuff. There it was, yeah. So I did that. And then again, I worked for the airlines for such a long time, and then did that when we, when we came back from Japan, joy and I were reunited.

Tracy Hayes  14:11  
And you mentioned your kids were with you in Japan. They were, yeah. What ages are we?

Lara Yehl  14:18  
My youngest one, who's 20 now, he turned one on the plane, moving to Japan. We crossed the date line, and the boy turned one and then promptly threw up on me. And then the older boy was four. So my kids are three years apart, so I was there with the one and a four

Tracy Hayes  14:31  
year old. What are now? You know, what are some of the stresses, some of the challenges of having kids. It was

Lara Yehl  14:38  
something and like joy. Just alluded to, I felt back. I just mentioned this to an Air Force spouse that I met a couple days ago at matami Bernadette. She's her husband retired Air Force. When you do things like that, it's very empowering. And I remember coming back thinking, if I can move to Japan with two little kids and thrive and come back and I mean, I'm like, I can do anything. It was really awesome to be. I wasn't 19, like Joy was, but it was very empowering. Like, I got my kids there, I got them acclimated. We wasn't based housing. We had to live out in the Cho. We lived in Ono Cho and Sasebo, and had to get the Japanese car and live in a Japanese house, like legit, with the Soji, Shoji doors, whatever it's called, my kids would put their finger through the paper. I'm like, you know, kerosene heaters with a one year old, all of that. Right? So it was, it was very challenging that you can do anything. Well, of course, like Joy said, you get there and your man's gone. We got there and they the ship left. And so you just have to, you got to figure shit out. You got to figure stuff out. No, you could say that. Okay. Well, people are doing that all day around the world, and that's what we did.

Tracy Hayes  15:44  
Did you take them to any other countries or Japan? Was primarily,

Lara Yehl  15:47  
we basically stayed all around Japan. MWR had awesome trips that we would take with other family members, because really, you know, I didn't want to go alone with my kids, but it was, it was great. We saw a lot of Japan. My former husband saw a lot of that part of the world, but we really kind of stayed in Japan, lots of beautiful things to do, and really we made the most of our time. We did go to Singapore to meet the ship with the Dow Dells and the spirit juice. And again, these are people like, as you know, Tracy, you form these bonds we are, we are connected for life, right? With people that you do that kind of stuff with. Sure was great.

Tracy Hayes  16:21  
Now, how about you, Laura, did you have your children with you? Yes, I'm Joy. Yeah, joy, sorry, Laura. I know I was gonna make that mistake somewhere on that no, people call me joy and her Laura, all the time. Where did you go with your family outside the country?

Joy Doyle  16:37  
I did not leave the country with the kids, but I we burned up. I 10 going back and forth to California. We lived in I'll give you the quick version. Got married Pensacola, went to San Diego, came to Jacksonville, went to Philadelphia. Glen was an Admiral's egg. Went out to Monterey. He got his master's degree. Went to Long Beach during the Rodney King Ryan, which was a hard to be left in the midst with. I was pregnant with my third at the time, and you know, it was just a hard time for that part of the world. And then my heart broke. And then we got to San Diego. He deployed for nine months off the coast of Somalia. If you watch the movie Black Hawk Down. He was many boss who would send the helicopters from the ship sitting off the coast of Somalia. That was his job there, and came back. We came back to Jacksonville, up to Memphis, back to Jacksonville. I said, No more moving. We now have kids that are entering middle school, and he was fortunate to have two jobs here. And then, in addition to that, he went to Norfolk in the height of the War of Iran, Iraq, yes. And then he went to the Washington, DC, to the Navy budget office. He was the assistant to all Navy budget came back here as the Commodore finished. So how

Tracy Hayes  18:03  
many times your kids move and have to change schools? Believe it or not?

Joy Doyle  18:07  
Crazily, so much moving the first decade. Once we got here and got settled in the latter part of their life, they went to Providence here in Jacksonville, and they were able, because we sacrificed really. Glenn a lot, sacrificed keeping them stable, and we always said we were never going to have the regrets. But he was at a time he was in the military at a time a lot of uncertainty. Iraq was happening, you know, Osama bin Laden, I mean, just crazy stuff, right? So things were going on. Anybody that knows anything about trying to navigate the Navy budget. You'd rather go to Iraq, the Pentagon.

Tracy Hayes  18:49  
All right, so when does the sense of real estate? Chris, you got you guys already know each other at this

Lara Yehl  18:54  
time, I was gonna say joy and I met Molly. Was a was not a baby, but she was little, yeah, three, and that was the time they had come back to Jacksonville. We ended up in the same squadron together. Went to, I went to a officer spouses meeting type of deal. That's where I met joy. And they the girls were planning a party. At the time, they used to have this thing called the flight suit formal, where you could alter the flight suits. You'd have a theme for your squadron. And no longer done. Yeah, it doesn't happen anymore. It really is a different world. You all know that

Tracy Hayes  19:23  
surprised about that, but go ahead,

Joy Doyle  19:25  
museum. We should make a museum.

Lara Yehl  19:28  
I still have my thing, and I think today, knock on wood, I can fit into it anyway. We had this thing. We were the flying Elvises. And so joy and I were like, Oh, I raised my hand. We had to go find GO, GO boots and Priscilla Presley wigs and things like that, and so joy and I went to five points, and just immediately we were kindred spirits. Molly in the backseat, yep, Molly used to laugh, huh? It's such a cute little laugh. Anyway, yeah, we took Molly, and she was my baby, and honestly, I have loved her kids as she has loved mine. And that's just how this is going. That's just yeah. Military life.

Joy Doyle  20:00  
So we met. Glenn could not get leave, so I had to go find a house in Memphis. Yep, this, I call this the beginning of lover girls. And I said, I said, I gotta go to Memphis to buy a house. Laura said, I'll go with you. And so the two of us, husbands couldn't get leave, we went to Memphis and found a home and bought it.

Lara Yehl  20:19  
And I have to tell the story about Rhonda lane. You cannot, Okay, never mind. But maybe she could

Tracy Hayes  20:26  
tell if we could decide whether we want to edit it. Oh,

Joy Doyle  20:31  
it's to the gray. Anyway, some things are to the gray. Tracy, that was the beginning of how the girls now, we all came back. She came back from me, right? I came back from Memphis, the market. What it was 2007 eight, so imagine,

Tracy Hayes  20:47  
yeah, wow. That's when you're you're thinking about getting into real estate. That's when Harvard girls was born, right? Well, yeah, 15 years

Joy Doyle  20:54  
ago, yeah, yeah. Now, why? Everybody wants to know why. So I'm going to tell you why, because the military. So what had happened was the market had crashed. Now they bought homes that are $100,000 worth less. Now they're getting transferred. They're getting transferred. The military hasn't caught up with this, so if they don't rent that house out and keep that mortgage current, they lose their security clearance

Tracy Hayes  21:21  
and their benefit as well. But yes, all security clearance is dollars,

Joy Doyle  21:24  
yeah, and, well, yeah, that's how you keep your job in the military. So from that, we thought, wow, we'll start a property management company and help these people out too. And really kind of felt like we were serving. And that was that's,

Tracy Hayes  21:38  
I mean, it's very similar, you know, way Bobby Brennan, the way she describes how she got started, yeah, just helping out the situation that was she was dealing with down in Miami, especially with the younger person,

Lara Yehl  21:51  
mildew, yeah? She sure did. Yeah, she did.

Tracy Hayes  21:53  
She's lonely, realizing those people needed her guidance, and she wasn't even an agent. She was not. She was just being someone who's being helpful from that standpoint. So, yeah, you're you're diving in obviously, you know, when a lot of people obviously are falling out of the business, you're rolling into it. You have a niche. Tell us how that developed. Your focus on helping those military fans.

Lara Yehl  22:18  
It really was word of mouth, I mean, Joy. And I sat down and kind of went through the people that we had known through the military life and our kind of our Christmas card list, and reached out to those people. And really they knew us, knew our credibility, our ethics, our reputation, a couple of key people believed in us and hired us to help them manage their property. And you know, once that kind of happens, word really spread organically, word of mouth. We didn't do any advertising other than telling people, right? And we thought we'd manage 20 properties. We'd each kind of be responsible for 10 each was our initial goal. Joy, remember

Joy Doyle  22:52  
I do because I had one child going to the University of Florida, and I let her pay for her sorority. Yeah. Joy was

Lara Yehl  22:57  
worried about the sorority bill, that's right, and I even wanted 600 bucks a month, because, yeah,

Lara Yehl  23:03  
Sarah, we had to have a dress and all that stuff for the functions. And at that point, I wanted my kids to then be able to go to Providence. And so we were motivated by trying to, you know, provide good things for our kids. Not that we couldn't on one salary, but really, again, making that extra money on the side was always a nice thing to be able to supplement

Joy Doyle  23:22  
the family income, right? And we want to help, but we realize in real estate, you need a broker. So I had worked for best con homes failed because of the market.

Lara Yehl  23:35  
Maybe the name was bad, but whatever terrible name. But anyway, long

Joy Doyle  23:39  
story short, the accountant I knew was a broker. So I we went in and said, Can you throw can you help out a sister? And he said, sure he did, and that for the next up until last year, we had him as our third person and the triad of hover girl properties. And then he got very busy with his own life. And we're busy, you know. So we we amicably, very amicably, parted ways, and Glenn got to make your husband pay you back a little bit after all I did for him. So I said, Guess who's gonna be that broker.

Tracy Hayes  24:14  
Ah, okay, so he's a figure he is.

Joy Doyle  24:19  
Let him play gold. We can do anything he wants.

Lara Yehl  24:22  
We are very clear, though, like Glenn, you are not the boss of me.

Joy Doyle  24:25  
He tries. Once in a while.

Tracy Hayes  24:30  
You can wear stripes. Every so often, no, no, he thinks. Give us, give us a perspective of the greater Jacksonville area, as far as you know, especially, obviously the Navy's is concerned in how many, you know, all these people that you were helping? How many, how many homes are we talking about? How many renters are we talking about? I mean, in broad term,

Joy Doyle  24:52  
hundreds, yeah. Now done. I will tell you right now our portfolio is in the mid three hundreds. We got up to about. 400 and then we had, I called it the great sell off, which were really military people around the world who never wanted to be a landlord, right? It got great and they could sell right? The market now is trending back up for real, real rentals, and we're doing very well with that. A lot of people don't know that we do both. Last year we did 108 million in sales, which is a lot because we're not out on Cedar Boulevard. We're really servicing our military for the most part. I mean, I'll, yeah, we sell to anyone.

Tracy Hayes  25:31  
How is, well, you know, a lot of people debate. I see a lot of top brokerages who don't really have, you know, they don't really want to get into the property management because I think obviously you have to have the skill. Or who has skill or to

Lara Yehl  25:43  
have support for that, right? It's hard. Yeah, it is hard. But from the business perspective, side of things, it really has been great, because the market will ebb and flow. In real estate, you can really only do two things, you're renting or you're buying, unless there's another option we haven't lived with mom's face it, correct, which, you know, that's a whole nother doing.

Joy Doyle  26:04  
So it's poised us to be okay when the market ebbs and flows. And I'm a loyalist, like we start the hover girls for that reason. And so we would, you know, I don't think either of us would give it up, really, for the reason. That's how we started, and people supported us, and, you know, loved on us. And now, you know, people see us on social media, and that's great. We do support a which is the naval helicopter Association. We have to do that because they supported us from day one day one. Yeah, we support sailor the quarter philanthropically, because we believe that those are the people out really the leader, leadership of the Navy. We do that expecting nothing in return. We just believe in to

Tracy Hayes  26:51  
go back to the business of of you know, doing the you start, you really started with the property managers let in the sales. But I imagine, you know, knowing some agents that do find rentals for people are willing to do that, because, I think a lot of agents today, yeah, because like, Oh, you want to rent, Call me. Call me when you want to buy. The problem is they are giving them off to another agent, correct, who the Smart is continuing to follow up with them. That's right.

Joy Doyle  27:15  
Tracy and and, well, we always tell agents that give us a renter, we say we will do our very best to get them back to you, and we do because, like, we feel like that's the right thing, yeah, however, the rental agent has stayed in touch and now has a one year relationship with a tenant. You know, sometimes they just are, you know, dig their heels in and say absolutely not, yeah, I'm gonna only you. And we can't do it, really anything about that. You can't make somebody No, but we try, right? We also give 10% referrals to anybody who has a real estate license that refers someone that we place. They get 10% of the first month's rent back as a thank you.

Tracy Hayes  28:02  
Well, looking back over 15 years now, starting with that base, and now there's there just, there's probably the whole circle, now that this is flowing for you, from the renters to buyers to buyers who now what will rent, because rent is getting there, and they can, they can afford to have both homes, type of things, and I'm sure you guys educate them on, yeah, you might want to hold on to this one right now, right? Because you're going to get trust, quality, rent, right, and that sort of thing through education. I mean, just simply having that flow. I mean, how is that, you know, change your directory, versus if you just start, you know, with the exception of the collapse of 2007 and eight, you know, if you just start off, Hey, I just want to sell, like a lot of brokerages are, and not do the rental. I mean, how has that changed your trajectory, the fact that you do it all?

Joy Doyle  28:49  
Well, we have an amazing staff. I would say, from a business perspective, there's a lot of security in it, because we do both. And I love to have somebody call me like this morning, who says I've been transferred. I'm going out west. I've heard about you in the wardrobe, over tables or somewhere over there, and I hear you're the only person that will rent my house out. Of course, I'm thinking, I don't do rentals anymore. Nope, that's not true. I said, you know, I we will do our best. It might not be me, but we will take care of you. But I think by doing both, we get to see the ebb and flow of truly what's going on in the market. So when I feel like someone is only doing sales, they're obviously going to trend towards trying to talk somebody into selling their home. We start our spiel, if you will, with if you want to rent great, if you want to sail great. And I will tell you this, if somebody rents with us for a decade, you. Financially, we would probably have made more money on that transaction than if we sold the house,

Tracy Hayes  30:05  
just one house at the beginning. Yeah, yeah.

Joy Doyle  30:07  
So there's that, and so we don't really have, there's no motive in talking them into going one way or the other. Is really what's best for their family,

Lara Yehl  30:16  
just education, right? And then make a make the best decision you can with what you know at the time,

Tracy Hayes  30:20  
and you it really when you're when you're at the time where, you know, things are slow, or, I'm sure, as the fall went on, things weren't as hot and heavy as they were, you know, the previous 18 months. And you're like, hey, I need some homes to buy and sell. Well, you have this whole, you know, Rolodex of landlords to call on and just say, Hey, how you doing? Right? Do you want to sell?

Joy Doyle  30:42  
Yeah, we do. And I will tell you, you know, we, of course, you saw it too. You know, every in the world went and got their real estate license in the last three years with no training. And so, you know, now I think a lot of them, supposedly, everything I've read, that number is going to get split in half, even potentially up to 75% because, oh,

Tracy Hayes  31:02  
wow, yeah, I heard at least 40%

Joy Doyle  31:06  
exactly, you know, like anything, you can find an article to support anything. But the bottom line is that numbers, you know, people still have bills to pay, right, right?

Lara Yehl  31:16  
Unless you've done something or have some way to create a generate a stream of income for yourself. It's not really sustainable. If you're someone sell a house every other year. Yeah, right. I want to work with someone who's in the market knows what's going on, relevant, you know, into what is the heartbeat of what's happening in Northeast Florida. That's who I want to work with.

Tracy Hayes  31:36  
There's no doubt I pre, you know, on every show we want to talk about in hopefully, some of our, you know, nurse, our friends and family realize it's not always best just to hire the girl down the street, right, who just got her, just got her license. Oh, it's good, as she's supported by a great broker for and they're in a program. But you need to find that out, especially, especially right now. As you guys know, there's houses that are selling over the weekend with multiple, yes, others are sitting. Just had

Joy Doyle  32:02  
one this weekend. Priced right? It was priced right. It was military. They were shocked that I got above asking price. Happy as a clam. And so great and so. And I'm so happy for them, because they're going out west, and they really need that to happen. So the people that are just, you know, hiring their friend because they went got their real estate license, well, that's really nice. I this is all I ever say. This is a business transaction. Go to dinner, just kind of like, you know, who you vote for for President. I don't need a friend. I need a president.

Tracy Hayes  32:39  
So that'll be our political statement. You know, I'm not hired a gun for what you need to use it for, correct, right?

Joy Doyle  32:49  
That's why we I'm a big believer in and I say this all the time when someone's interviewing us, because that's what Millennials especially like to do, is print out 10 questions. I already know what they're going to ask, which is fine, but I always say one of the questions you're missing is, how long have you been a realtor and who trained you? You don't ask those two questions. You're or

Tracy Hayes  33:16  
ongoing training really, right? You want you could have been trained 10 years ago, right? That's a totally

Joy Doyle  33:20  
different, right, correct. But if you have had no training and you've hung your license under somebody that's you're gonna pay 250 or $500 and no training, this might not be a great, wise decision.

Tracy Hayes  33:32  
All right, so you guys get going. 15 years ago, how long is it just the two of you guys? Well, actually, well, technically, three. I guess you were mentioning, well,

Lara Yehl  33:41  
he was quiet, but it was joy. And me really Beach Boulevard all day, every day. And then we finally brought on an agent, Earlene Pascal, was the first girl that came on, and she's still with us, and we love her.

Tracy Hayes  33:53  
So just the question I want to lead to here is a lot of people, you know, some of the some of the very top brokers that we all know here in town, it's really when you're looking to grow is getting that support. So you you brought another agent on before you start bringing on some assistance and transaction coordinators. We did tell us in the beginning,

Lara Yehl  34:13  
it was another agent, a joy, New Orlean, I think, through the builder world, right?

Joy Doyle  34:17  
Joy. She called me because she lived in Atlantic Beach. Very sweet. And she said, I see these hyper girl property signs in your name. I helped her design and build her home, Atlantic Beach. And she said, I just want you to know Woman to woman. She was a Navy wife, a new divorce, a and she's like girl power. I'm so proud of you. And I said, Do you want a job? And she was

Lara Yehl  34:44  
working for a builder, and it was tanking, and she was, yeah,

Joy Doyle  34:47  
yeah, she was panicking, and she was no, she needed, like everybody, a job. We took her on. And then, as

Tracy Hayes  34:55  
an agent, as an agent,

Lara Yehl  34:57  
I gotta tell the story real quick about her. Crying. We were Joy had a buyer with her, so part of the training was joy had a buyer in the car with her, and I was with Earline, and my car following, and we're shadowing along for the day, and I'll explain it early and what we're doing, why we're doing it. I get back in the car, and I look over in the passenger seat, and she's crying. And I'm like, Oh yeah, why is she crying? Genuinely, she looked at me and she said, I can't believe that you and joy would a share any customer leads with me at all? Share your money, your resources, your average, absolutely, because you know this, but this business can be very territorial and hard, and she just couldn't believe it. But honestly, that has been the crux of what we've been doing from the beginning. I want there's room at the table for everybody, especially someone like Earlene, especially like another Navy wife that really kind of gets our vibe. But to answer your question, yes, she was the first agent we brought on and then eventually support staff came. Once we got to where we exceeded that 2040, Mark joy, and I couldn't answer the phone call about the pool filter, right? So we hired a service person to field those calls. And from there that has now grown, we have a full time service person that fields all the calls on the rental properties.

Joy Doyle  36:07  
Shout out to Leslie, who is Laura's sister, who at night, she would work all day at a law firm in Orlando. She did and she would come home at night and run background checks and put with a lawyer these leases together. She did that was she kind of administrative side of things she did.

Lara Yehl  36:27  
And then one day, Joy's like, she got to move. Here I go. She got here so we, we were able to match her salary, what she was making at the law firm on Orlando, and moved her butt to Jacksonville. And you know, the Lord has his hand in everything. It's worked out great. We've had some loss in our family. It's good been good that we've been together. She's my she's my sibling.

Tracy Hayes  36:46  
And you're, it sounds like you're almost organically growing.

Lara Yehl  36:49  
We, when I tell you, we reference this all the time, organically. There are things that I am weak at, that joy is strong. There are things that joy is weak at, that I am strong, that we've never articulated. It just kind of happened. And then one day we were like, well, this is kind of a thing, like, what you're good at, I'm not, and vice versa. But to the I think I love you, I know the garbage I were getting married. That's just how it's been. So we, we have, you know, you throw that word organically around, but really it couldn't, couldn't be any truer.

Joy Doyle  37:23  
It just could not. And we have had agents come on board, you know, and again, not to be overly just, but I will say that God's hand, hand has been on us from the get go. There have been people that have left our company that we thought at the time, oh, this is so traumatic. And then we see a year down the road. Thank you Lord, that person's no longer with us. We see people. It's just not a fit. We are we're more. You know, we have coach. We have a coach. And they say, don't run it like a family. Well, we do run it like family. And we've had agents come on that, for example, might say, Oh, well, your daughter, you're going to give all your leads to your daughter? Well, first of all, she couldn't take all the leads if she wanted to, and she has her own life. She has two children. They go to Providence. She's involved in her own life. By the way, her sister's married to a Navy pilot. You know, they're going to pick Molly over me, because why I'm their mother.

Lara Yehl  38:19  
Molly's way cuter than me. He got home here. So we have to see welcome home. Lieutenant Commander.

Joy Doyle  38:24  
Bachman McLovin, welcome home anyway, in all seriousness, but you know, organically, it's just happened, and we've had a lot of people like Earlene, who's been with us from the get go. And you mentioned Bobby Bobby too. There are people that just are trust worthy individuals, and that is what we're looking for. We're not looking for perfection. We are all human beings. We're going to make mistakes. But I think what has kept and sustained Hubbard girls is when we make a mistake, Laura and I get our checkbook out and check and move along, right?

Tracy Hayes  38:57  
We don't like the fact that you brought some of these people in that had this bond with you, in shape or form, or the lady that was in Orlando that comes you would already been working with her. Well, the

Lara Yehl  39:08  
lady was my sister, so,

Tracy Hayes  39:11  
well that does, that's that could be even harder.

Lara Yehl  39:13  
Really, can, really can. That's not easy.

Joy Doyle  39:15  
I work with my husband together. She does

Tracy Hayes  39:19  
so the surround yourself, because I think if you look around town or in probably anywhere, any real estate team or brokerage, its success is based on those, those core people, yeah, and when you have, you know, it's not just the two of you, but you now have these other agents, support staff, yes, that are bought into the ideology. Have the same passion. They do. Will show up early if you know you need them to or cover you when you're not in town. They do the the agents that come on all saying, go, oh, I guess this is how business is done. And if I want to be at hover, girl, I've got to eat I got to mold in

Joy Doyle  39:55  
you better. You need to be on the team. For sure. Have to be on the team. And I say honestly the. Are some people who are better to be in a larger brokerage where they're getting this, you know what they consider official training and official this and official that and and all those things. And we can provide any of that information, but our cohesiveness is really built on just blood, family blood, but family environment, meaning your well, I'll just tell you. I'll give you a quick story. My last 12 months, I was diagnosed with breast cancer. I had a double mastectomy. Laura stepped in. She ran the show. I went to bed, and then I had to have another surgery. She stepped in. I went to bed, sure I'm gonna try to stay out of bed. And then

Lara Yehl  40:47  
sorry, Lynn, I'm sorry.

Joy Doyle  40:50  
In December, my mom threw a curve ball and passed away very unexpectedly. So the last 12 to 14 months of my life have been a particularly challenging time. I could cry. But what I'm saying is, cover girl kept trucking along, yeah, like there was no tomorrow. In fact, we had same numbers last quarter, first quarter as we have this quarter. You probably can't find another brokerage

Tracy Hayes  41:17  
only the top that that possibly that nothing changed.

Joy Doyle  41:21  
And so And Laura has had moments. She's had to go to bed ahead Ian, we have agents right now. We have one right now, who's fantastic, and her mother in law is sick or whatever. And we step up. We've had people, other people have cancer. We step up, we step up, we step up. And so

Tracy Hayes  41:40  
let me ask how important, because I think a lot of agents get out there, and, like you said, it can be territorial, yes, and you know, I, well, my I see that, and I don't want to blame it on a generation like thing, but it's like, what are you going to do for me? Yeah, good point you can and not realizing that, you know what comes around, goes around, right? And I'm in a situation, you know, can you, can you take 10 minutes to go take care of that? Can you go show this house for me, or whatever it may be, type of thing when you, when you have that environment, which my next question is, you know, how many of you agents are military spouses or ex military, or whatever? But because I think they kind of have that service, mostly because they have that service mentality. You know, they're, they're going to go out and lay on the grenade for their day. That's the way. That's a mentality that's, they're going to go do it correct? And when you get out into the more civilian world, if you can say that, you don't always, there are people that have each other, you know, have each other's back, but so many people are so little more standoffish, like, is that person? Is that person going to cover for me, it's a little more tell me to do it, but then five months before not show off for me. I know exactly, exactly,

Joy Doyle  42:52  
and I think that's one taught. You know, I'm a mom. My kids are 35 I have a child. I have a granddaughter, in late labor, any moment now, by the way, in New York City. So if I get my phone and I have to go, that's what's really happening. I have six grandchildren that are I digress. I got sidetracked with my grandkids story, but what I want to say is there is a generation who predominantly always got a trophy, always won the beauty patch, never got told no in their life. And so it's there for themselves. And that's just, you know, that's fortunately we as a society, because I have a 3533 and 30 year old. So I am talking about a generation I raised. Unfortunately, the consequence of that is, we have a lot of narcissistic personality, which is, what are you going to do for me, and unfortunately that for us, that's just not really a good fit. I'm not saying don't go, knock it. Knock your socks off. Go to another brokerage. You do. You whatever that is, boo. But that's not how we roll and or are we going to apologize for rolling in a way that if you call me and you say you need help, I'm going to pull over and I'm going to both of us are going to help you no matter what, and you can't, and by the way, you can't teach it. No, that point is

Tracy Hayes  44:17  
now it's too late. It's ingrained in them. And

Lara Yehl  44:20  
to your point. Tracy, some sometimes it's not relevant until it's relevant when you try to explain what you're alluding to to someone who's never lived it, they don't even know what you're talking about. So when you talk about training, yes, we provide training, but we are more hands on. Yes, we have training with things that are going on in the market, but it's just not relevant to talk about someone that just got their license, about a contract that they're not going to, you know what I mean?

Joy Doyle  44:45  
Or, for example, there are, again, what do you do? For me? I remember it vividly, a scenario where it's covid has broken out, and however, girls has realized, because the commanding officer of the squadron has contacted us personally, and. Said, Hey, I've got a squadron on an aircraft carrier, and when we left, there was no covid. So we don't, we're not sure on mask rules, hand sanitizers, what are, what was the other?

Lara Yehl  45:13  
Oh, yeah, covid happened while they're on deployment, right? So they come home and we,

Joy Doyle  45:17  
we ordered all that kind of swag, if you will, and packaged it up. I think there were 200 of them, and we took them over to the commanding officer's wife, to the Master Chief, and delivered so when they got off, when their ship or helicopter pulled they were able to get off the that's cool, yeah. But here's the deal. There were people that said, Well, that doesn't affect me, yeah. How does that help me? That's how's that going to help me? Which was, is just, I want to say, Yeah, your citizenship. Spend some time somewhere.

Tracy Hayes  45:55  
Oh, well. I mean, any, any capitalist entrepreneur, is gonna say, Well, this is an opportunity for me to get my name out there

Speaker 1  46:00  
again, right? Yeah, right. But that's not why we didn't know. But

Tracy Hayes  46:03  
there's, I mean, I think a lot of us, we do, I mean, we don't think about it, going and doing things for others, as you know, directly going, Hey, I'm doing this because I'm going to ask for him for a favor later, right? But we do it because the Lord told us to give and we will get back tenfold, or whatever, you know, whatever it is. So we just keep giving. Just do it. We keep buying that lottery ticket, right? And that's just the way we were brought

Joy Doyle  46:28  
and let me just tell you, God just keeps providing. We started three years ago. I had an experience at the Navy base, and there was a squadron, and I called the commanding officer because I was crying at the Navy exchange, menopause sucks. And I said, you have people whose kids don't have school supply. And he said, I do. And I said, Okay, Laura and I are going to provide whoever. It's not going on social media. This is not an advertisement. So this year I'm proud to say, and I'm just gonna say it from the rooftops, we provided it for every Squadron and multiple shifts.

Tracy Hayes  47:10  
Hey folks, this episode was produced by streamline media, the number one media company for helping brands generate content that converts. I knew I wanted to start a podcast to reach more people and bring value to the world, but I did not have the time or the knowledge. Streamline media became my secret weapon to building my show. They handle all my back end work, production and strategies to keep my show going strong. If you're in the real estate business and looking to make content that generates more leads and brings in more revenue, check out the streamline media link in the show notes and discover how partnering up can supercharge your path to real estate excellence. You've created a family beyond your family you because this is the world you live in. So you're giving into your your world of you know our servicemen and women, and you're, you're giving, and you're finding, you know, ways to give in, because they've given you so much and the business that they've given you. And you're, and you're, you're giving it right you're giving some of that right back.

Lara Yehl  48:12  
And really, we, we live that life. Tracy, like, I remember, you know, we joy, and I joke about this. So, like, we can go to the movies with all four of our family. We really didn't entertain and obviously, and now my oldest boy has enlisted in the Air Force, and I see what they're making, and sometimes it's disgraceful. So we want to do we can't, obviously, fix everything, but when there is a need and something that we can fulfill, we want to be the first in line,

Tracy Hayes  48:36  
and those people are generally the most grateful for it as well. Yeah, that's, that's the most rewarding part, right? And some of them may never, ever buy or rent a home.

Lara Yehl  48:47  
Oh, it's not even about that.

Tracy Hayes  48:48  
Even No, no, no. They just, they're probably not knowing, knowing that, that even the thought, you know, in fact they send a thank you card would be awesome. But just just knowing that you gave him put a smile on someone's face, that's what I was getting, right that we were somebody felt good that day when they got your

Joy Doyle  49:04  
the books or whatever. Yeah, I just have to tell you, so one of the ships, we call it Molly's backpacks, because a friend whose husband's the XO, probably the ousting of a ship, has lost his daughter. Her name was Molly, and so we call it Molly's backpacks. And there was this cutest little boy in the mess hall of the ship. And he stand, he is sitting at the very front row, and I said, What's your name? And he tells me his name. And I said, What are you here for today? And he goes, I'm getting my and the CEO's wife had really just gone overboard with the detail and had his name on it and all that. And are they gonna buy a house? Well, first of all, no, they all live in housing or whatever. So it's really not about that. So if people think it's about that, they don't know us at all, and that's okay, but goal is to make the world a little bit better place, exactly. And people gave us plenty. Yes, right? When you're saying, I think

Tracy Hayes  50:03  
of that saying, it was basically saying that money can't make you happy. But then someone said, Well, it's because you haven't

Joy Doyle  50:08  
given enough away. Amen, absolutely. Amen, yeah, Amen and

Tracy Hayes  50:12  
Amen, all right, let's dig. Let's dig into some I want to talk about visual actually. Let's, let's, I want to, I'm going to go, actually, to the end, and work back up on my questions, because these don't necessarily go in order. Necessarily go in order give us some over your years of experience, if you know, and I'm sure you guys put out some sort of education or something to these families the first time they're having to relocate. Sure, what are some tips for a military locating family?

Joy Doyle  50:40  
Well, first thing I say is, I want you to talk to lender. Couple of them. I want you to educate yourself on what that looks like. How long are your orders if you're coming here because you're going to fleet replacement, affectionately called the rag, and you don't know if you're going to stay here or go to Spain, please don't buy a house. Let's run for a year, see where we are, right. So really trying to lay the groundwork of what their scenario is, because there are realtors who would just go and just sell in the house and not even know what that meant. So what I think our advantage is, is we speak their language. We try to encourage them to educate themselves with a beautiful first time homebuyer package together on questions, to ask things, to think about taxes, all of that. And we say, then please meet with your family if they're somewhere else, which normally they are. I say, let's set up a zoom for five days from now. That gives everybody time to hash it out. Have their marital meeting, and then we talk about it. And for some it's renting. For some it's fine, and then renting it out. And for some it's buying and then selling when they leave. It's different for

Tracy Hayes  51:51  
really digging into the goals. You know, when I'm talking to people buying, you know, this gentleman, you know, a lot of the talk is, do you want to buy down the rate or not? Well, how long do you plan to be in the loan? Exactly. What is your goals? What are you foreshadowing? Obviously, you guys having that internal insight of the military and how long someone may or may not be here, obviously helps you be engaged in that conversation a little bit more and setting and setting their goals. Yeah. Do you want to add anything to Joe?

Lara Yehl  52:16  
No, I think that was great. Well said, Joy.

Tracy Hayes  52:21  
What are, what are some of the challenges, though, is that that these families face, you know, relocation after relocation, that you're able to to reach out and and guide them through. There there's always there's some challenge, but obviously someone's

Lara Yehl  52:37  
helping you. There's financial challenges and there's emotional challenges financially, it's been really rough. When the market was nuts that people could hardly get a VA loan offer even looked at, and that was a crunch. We had heard people were living in campers at the base at Mayport, because really they couldn't find housing. They can't compete with a cash buyer or someone that can waive an appraisal, or all these crazy things. So there's that. And then also emotionally with your kids, like people trying to get their kids in school on time, or be in a certain school district

Joy Doyle  53:05  
and daddy or mommy? Yeah, deploy the last three years have been some of those deployments. Straight up. They were 1011, 12, tear and they were they were crazy. So what we know is there's an advocate for school. They call it school advocate. Give them liaison, yeah, liaison, sorry, at Mayport. And so we say call if you've got a school. You know, I'm can't help you with your school. But this is a person that's very educated. They study. They know. They know who's who at school. Well, they know. They know what magnet means. They know private, they know public. And so start there. If you're looking I always say, are you looking for a job? Not that I'm going to hire you. But I all the time say, Send me your resume, and let me circulate around to so many people. We've helped get jobs all the time, and it may not be with us. Well, a lot of times, too, a family moves

Lara Yehl  53:57  
here, and the spouse needs a job, right? And so we tried to connect them with whoever you know might be in their lane for employment. And honestly, it's worked out a lot when, as I sit here and think about it, there's a lot of people we've helped, hairdressers, doctors, babysitters and everything that you do when you pick up your life, when your spouse gets orders. I'm gonna start

Joy Doyle  54:17  
over tomorrow at Mayport and her husband. I'll tell you who it is. Later I'm gonna see her sonogram for me, which is funny, hilarious. And you know, we're gonna talk about while I'm sitting there. Now. Oh yeah, real estate, real estate. I know. I know. Can't we get

Tracy Hayes  54:36  
her brain? I imagine this has developed over time. So I want you guys to dig back, because I'm in, obviously, now they're calling you in, giving you basically marketing opportunities at the base, because they need this. They need that. It's another opportunity to be in front of the peeps at the beginning. Was it that is easy, or did you have to convince a convey? But go and have conversations with the key people to slowly work your way. I gotta tell you, as you build street credibility,

Lara Yehl  55:07  
and yeah, from the beginning, Chuck Litchfield, He's now retired, but he was the CEO of a squadron at Mayport, and he is one of the first people that really was a cheerleader for us, and just by him endorsing us with his own personal property, I know that a lot of other people came our way. So from the beginning, joy and I had some real key people endorse us, not just with their words, with their actions. And it really, it really was a lot, and gave us credibility, I think, in that military community, specifically at Mayport. And then now it's really reached global, yeah.

Joy Doyle  55:38  
And I think your question is really about, how do we get into the niche of the people on the base to convince them to let us be a part, right?

Tracy Hayes  55:48  
Because they're calling you a lot of times now, versus you having sit there and call, call, call, trying to get

Joy Doyle  55:53  
in, right, right? Here's the crazy we never call, call, phone, call. Now, most of those people knew us. My husband was the helicopter community for air Lance, for and, or helicopter strike wing at US Atlantic. Yeah, a lot of so East Coast guy. And then we had a base co who was, he's in politics now, but also a good friend. And so what we said to his Master Chief is, if there's a need, we'd love to give back. We're not looking for anything. Because again, if I go to sailor the quarter and I'm sitting at a table, which we're going to do at NAS this week and Mayport next week, are those people gonna buy a house? Probably not, but I want them, one, to know thank you. First of all, knows how to say thank you anymore. And two, may remember her name. We gotta got a kitchen name. And they may, when they're out in San Diego, say, Hey, I don't know anything about these people, but Google them, because I saw them at St Louis the quarter. So if that comes back to us, great. Well, I mean, it's a

Tracy Hayes  57:05  
building relationship. I think it's actually increased now. But the number of touches, right, you're there, right? That you they see you at another event, they book backpacks, whatever they're seeing. A couple of times, it starts to go, oh. And these must be the ladies I need to work with, you know, if I'm in Jackson.

Lara Yehl  57:21  
And inevitably, they always say, why is it? Why is it hover girl properties? And that lends itself to a conversation. And it's just,

Tracy Hayes  57:27  
it is a catchy Okay, since you brought it up, yeah? Because there are some guys on the team. So there are,

Joy Doyle  57:34  
we call them hyperboys, yeah,

Tracy Hayes  57:35  
hover boys.

Lara Yehl  57:36  
Tracy, innocently from the beginning, we kind of thought our only words would be other people in the helicopter community. That's why we called it. Have a girl properties, because, again, Joy's house, and that's how joy and I met was. We weren't we were Navy wives. I, at the time, was married to a naval aviator. Joy still is, and we that's just what we thought was going to happen. But, but again, they start telling their friends, and now we have people that are at NCIS medical, Nas, Jax, and it just really started reaching and then, like I said, Now, it is globally. We do get phone calls from around the world, and obviously zoom with people from everywhere that are either coming or going, leaving here or coming here. And just, that's just

Joy Doyle  58:14  
how it's do get a little tickled when people in the military call us Hoover girls. I'm like,

Lara Yehl  58:20  
Yeah, they'll say Hoover. Sometimes they say cover girls. And I'm like, No, it's hover, like the helicopter, but that's just a non helicopter community person. That's all, yeah, they do. They say Hoover. I'm vacuuming my mouse

Tracy Hayes  58:35  
vacuum with a little helicopter logo next to Yeah, okay.

Lara Yehl  58:39  
There's not a lot of great spellers out there, and they get it confused. Spell check, yes,

Tracy Hayes  58:45  
let's, let's talk about, you know, the, you know, a lot, obviously, a lot of people, a lot of real estate brokers. Obviously, we have a lot of former military, great agents around town, sure. So everyone's always doing some different marketing. I'm sure you've done some different marketing, more on the base, or, however, what is one of the craziest stunts you've done, marketing wise, to get attention?

Lara Yehl  59:07  
Oh, gosh, that's a good question. Tracy, I can't think of anything really out there that

Tracy Hayes  59:11  
has done anything crazy. Dressed up like, well, you, well, that was, you were still active.

Lara Yehl  59:15  
You're, yeah, that was before the flight suit form. Was before hover

Joy Doyle  59:19  
girls, yeah, yeah. Got my pixie wings still on it. That was

Lara Yehl  59:23  
a fun match. I can't think of anything

Joy Doyle  59:24  
like that. Tracy, not done. Are we boring? Tracy,

Tracy Hayes  59:27  
are we boring? Yeah, I think you guys need to skydive into the base. I think that's what you

Joy Doyle  59:33  
guys Oh, no. Well, I do know the CEO of the base met with him this I'm not doing that and ask permission, but I think he'd say a hard no, we're not jumping out of

Tracy Hayes  59:41  
planes to oil flying. Elvis couldn't.

Lara Yehl  59:44  
No, it didn't. Wasn't like that.

Tracy Hayes  59:47  
Marketing someone we talked about social media. You mentioned that earlier. How is that over 15 years? You know, 15 years ago, you weren't really thinking about too much, about. You know, Facebook, or some of these things that have come about. But what are you guys now doing to stay top of what are you what are you coaching your agents on, or getting them education on? From from a marketing standpoint, whether it's to stay top of mind, but also, obviously, you're always trying to gain that new

Lara Yehl  1:00:15  
client, right? Right? We, I love the giveaways we do Molly, who's again, our baby, she's our director of marketing, and she puts together these amazing giveaways that go out through the community, and you know, you like and share it, and that really gets a groundswell of conversation going as well. I love that we do that, and I think that's been a great

Tracy Hayes  1:00:32  
it's been fun. It's fun. Stir it up with your like your past clients, correct for it, to get

Lara Yehl  1:00:36  
them correct. We've done some photo giveaways, or we've done joy and I've hosted, like, a Christmas photo, Pat in that photo, pageant. What's the right word? We've done

Joy Doyle  1:00:44  
many packages, and really, you know why? Because when we were our husbands were active duty

Lara Yehl  1:00:49  
professional, that's what we thought. It's not something we would have ever been able to spend money on. So we do that.

Joy Doyle  1:00:54  
So we try to things that we know back in the day would have been just a treat upon treat a blessing. We just two families do annual passes again. It would be something that I would have loved to have done with my kids if I couldn't afford it, right? And so we do those types of things. And I think that biggest thing is in the advertising world is we try to be above what I call the fray. There's just a lot of tomfoolery this business. And so we try to tell the truth, keep us fall on our face, help people. And I think, you know, put positive things out there. One thing I cannot stand makes me crazy is when I see another realtor get on social media and start bad mouthing someone, another agent, not necessarily by name, but their industry. Oh, don't you wish everybody in our business would do their job? No, absolutely not. Yes, I do wish they would. But the fact is, that's not my problem. But if you work for us, it's more we expect positivity and not negativity.

Tracy Hayes  1:02:12  
And that kind of leads me, actually my next question. You know, as leader owners, the face of hover girl, well, I'm gonna start, started off with a lead question, recruiting as, really, most of these agents kind of come to you, or have you actually gone out and sought after? What's your vision of hover girl? You trying to really, you know, grow exponentially, like some people are without, I think, with disregard quality, correct?

Joy Doyle  1:02:38  
I would tell you we are not doing that right? And we are not recruiting, no. If someone comes to us, we'll have a lunch with you, and we'll see what your vibe is and experience and see if you into what we as, who we are as a company, and we do not recruit. And really, because I don't want just anybody representing Lauren. I can't be everywhere. I can't be on every phone conversation. So whoever's on our team, and we have come to the mindset of we would rather, honestly, have less people and more quality.

Tracy Hayes  1:03:16  
Well, yeah, 100% of me, because the drag. It's a kid. Data.

Joy Doyle  1:03:22  
So you're having that drag is a drag

Tracy Hayes  1:03:26  
so that that agent contact, she said, You know, I really like what you guys are doing. I want to tell you so you're sitting down there talking to him, but there's, there's an exchange the agents need to get value out of being as part of hover girl. Now, obviously you know your reputation 15 years. You know in business in the area that you're in, you are getting a lot of organic leads, natural referrals, above and beyond that. What value prospect are you giving the agents? Because if they're not getting value from you, right, they're going to roll somewhere else.

Lara Yehl  1:03:59  
I think the value for them is that they have access to joy. And I all the time sit down with them in person. There's so many agents. I just sit with them with their laptops and zoom and screen share and show them how to get organized and kind of how to run. They're all independent contractors, obviously. So show them how to kind of run their life, to get organized front, on the front end, so you can feel good about what you're doing out on the streets, as we say. And so I think that the training that we provide, the access to joy and myself, that they have the support of our we referenced earlier, we have a service manager. So when you do have a rental, you are placing the renter, and then we manage it, so to speak, where the agent can go on and do the next thing and not be bogged down by the pool filter. Yeah. So for a lot of people, I think that is really a great setup, right? So you can continue to go out there and earn more business, and you're not bogged down by trying to,

Joy Doyle  1:04:51  
well, how's it? Okay? Go ahead. I was gonna say, I also think in other setups, a lot of people with their age. Agents will feed what I call feed them to death. You gotta office fee, you gotta this fee, you gotta copy. You gotta do this. You gotta, yeah, we don't do any of that. If you don't make a dime next month, we're about charging you. But I think is important is we do give people leads, but we have also the expectation that they are out actively

Lara Yehl  1:05:24  
getting their own Well, right? Tracy, do something. Do something.

Joy Doyle  1:05:28  
Bro, do something. If I'm not seeing you, do anything socially. On social media. Call. If someone said I called your office, they never called me back, because, like yesterday, I gave four people 25 leads each, each

Tracy Hayes  1:05:46  
from calls that have just happened over the last

Joy Doyle  1:05:48  
organically in the last 24 hours.

Tracy Hayes  1:05:51  
Oh, my goodness, right.

Joy Doyle  1:05:53  
So if someone of those call me back now, that doesn't happen all the time, so I'm not trying to say that it does. But yesterday was like, something happened. Some happened, yeah, well, I

Tracy Hayes  1:06:02  
have to have, I have noticed the in the last week, just all suddenly, yeah, time of the year, or whatever, April 1 come around.

Joy Doyle  1:06:10  
Oh, yeah, yeah. So it's great, but if someone says that person hasn't called me back or texted me and set up an appointment, and when they come and say, Well, you're not giving me enough leads. Well, no, you're not going to get a lead if I have to, if I've got to do the lead, then I'm going to give the lead to someone else, because there's only so much bandwidth and right? And one thing cancer has taught me, my say it from the rooftop. I'll work hard all day long, and I'm not gonna kill myself to work. I'm going to do a good job, and we're going to also have a life of balance and faith and family and all the things and tennis. And now my partner is Billie Jean King.

Lara Yehl  1:06:54  
I started playing tennis in August, and oh my

Tracy Hayes  1:06:59  
I was playing a little while my when I was younger, my dad had me take lessons, and I wish, I wish I could play more. Brian Dickman, who was the Master Chief that I was talking about the he him and I circle, but then he had knee surgery, and so I haven't really played since. I think I've played him, that's been a little bit.

Lara Yehl  1:07:14  
It's so good, but, but to Joyce point, just, just a work life balance. He will use that phrase, obviously, a lot, but we encourage that a for ourselves, joy and I for each other, and obviously our agents. I want them to have a life too. We can't all be working all the time. Got it?

Joy Doyle  1:07:29  
I do love calling her Billie Jean King, or E, J, K, at home. She does call me Billie Jean. But the other thing that I think is important that breeds a sense of hell like I do not expect you to and now I might have to text you at nine o'clock on Sunday night. I always preface this does not need a response. Just know I'm out the door at 7am tomorrow, and I will forget. So we try to give that limitation. That's why we hire an app a nights and weekends emergency line for service.

Tracy Hayes  1:08:00  
Imagine for property management.

Joy Doyle  1:08:02  
You have to have that yet. But you know, anytime anybody in real estate thinks to talk to somebody, and you talk right now, yeah, yeah, that's just the way it is. So we have tried to put some things in place because we were killing ourselves that we just don't really care to do. And then I'm active, and she is active very much in our own faith families, and so we have a life there too. I was talking about you this weekend, by the way, to share with Sheriff Cavanaugh.

Tracy Hayes  1:08:28  
Oh, wait, yes, hello sheriff. Hi, Sarah. Was a great interview. She's lovely. Yeah, that was a great she's awesome. We were in North Carolina together. Oh, is that right? I'll be cutting some more reels from her show. Initial ones went out, but then I'll go back in bunch.

Joy Doyle  1:08:41  
She's great. All I'm gonna tell you is, we were in North Carolina, and that's all I have.

Tracy Hayes  1:08:46  
To North Korea, okay, all right, I imagine. Well, actually, I want to talk about education first. So, you know, it's just the two of you early and that to you know that period of time was traumatic from the standpoint a lot of short sales, oh yeah, learning how to deal with foreclosure, oh yeah. Nobody had that knowledge and that you had to dive into it. Do you

Lara Yehl  1:09:03  
remember hap, the homeowner assistance program sponsored by the US Army Corps of Engineers?

Tracy Hayes  1:09:08  
No, I probably don't. I was at that time. I was at Quicken, okay, they, they really, we freaking didn't even do the So, yeah, we they were just like they wanted the fast speed. Of course, they had some of the alternative lending that was going on. It got us in trouble, right? And it wasn't until the class where we then FHA and VA, okay, became a more higher percentage,

Joy Doyle  1:09:31  
so we did short sales, but half was what she just referred to, and that was the government. The Army Corps of Engineers came in. The President of the United States figured out the short sale problem three clearances, and so they would pay the difference in what the property value was and what it Yeah. And we would tables, no joke, and I would see a US government check for $110,000 Dollars, 120,000 $30,000 but we did surround ourselves with people who knew the program, understood the program, all those oh yeah things, and it was super important, and that's really kind of what launched us into sales.

Tracy Hayes  1:10:17  
Well, I mean, but it's at the time there wasn't like this, oh, we'll go to this formal training, and this is how it's done, dude. No, you had to go into the dark room, correct? Yeah, correct.

Joy Doyle  1:10:26  
But here's what I want to say. There were a couple of realtors who are now about the age we are now.

Tracy Hayes  1:10:34  
Who's were they the same age then as you Right? Like,

Lara Yehl  1:10:37  
remember when you thought 50 was

Joy Doyle  1:10:38  
old Exactly? But these two ladies nice to Miko and Jeanette catter, Cheryl de Grove, Cheryl Grove and catter Shout out to both of them really took us under their wing and said, let me help you, even though you don't work for me. Had nothing to do with them. I want to help you girls, because I see what your heart is and what your goal is, and so we try to pay that forward too. We have people from other agencies all the time now, if somebody calls and says they're hanging their license for, you know, I only want to pay 250 in real estate, you know, transaction, whatever I say, you need to go get a broker that's going to help you. But if you're with another broker and you can't, you're like, I need an answer. Right now, we help people all the time. Yeah, happily.

Tracy Hayes  1:11:31  
So I was looking just browse your website and browse your staff. I mean, you have, it looks like you have a lot of younger people, a lot of about your kids age around the 30 ish timeframe, and some of them may not even own their own home yet. I don't know how long they've been with you or whatever, but you know from a standard education, how important is it for them to be constantly grabbing, whether it's something you providing a lender's providing, ne far is providing for them to consistently be educating and grabbing something every day. Yeah?

Lara Yehl  1:12:04  
I say, yeah. Obviously that is important. And as you're mentioning that, I'm trying to think, do we have anybody that runs I think, honestly, everybody has at least gone through the home buying experience. And like you mentioned earlier, most of our agents are military. We do have an agent that actually she was a customer of mine, Danielle, Cara Pepe. She bought a house with us and go through the transaction, she was like, I want to, I want to do what you're doing. I want to work for you on like, okay, so get your house first, and then go to real estate school, and then we'll figure it out. But she's the one that she does the canine for warriors, and I love that she has a heart. That's how she serves. And really, I

Joy Doyle  1:12:34  
think she has 50 dogs living in her house, no, but three. I think she loves it.

Tracy Hayes  1:12:39  
She loves the puppies, like, yeah, she

Lara Yehl  1:12:42  
works for canine, for wars, she it's

Joy Doyle  1:12:44  
amazing, but we do have meetings a month. We really found that we meet with agents one on one. We try to do

Tracy Hayes  1:12:52  
that regularly scheduled, or just when they kind of need it.

Joy Doyle  1:12:55  
No, we're trying to do that a few times a year, right? And feedback. And then we have retreats where we get more feedback. And so from that, one of the things is we want to get together and do training. So yesterday, we talked a lot about just, you know, fair housing, and what that looks like, and how to make sure that you're handling yourself in a way that's correct and legal and that kind of thing. And so those, those are things we try to provide.

Tracy Hayes  1:13:22  
How often are you, like you said your past class client asked you about real estate. I imagine you get

Joy Doyle  1:13:27  
that a lot. Every day. It is my life. What? No, so this the market. I want

Tracy Hayes  1:13:34  
to, I want to put this on you. This part's coming in. Well, it's all on YouTube, but this, I want to clip this out you. You're having that conversation to a lot, but not everybody. What are you? What are you saying to them? What would you? What are you telling these pre real estate agents, what real estate life is all about, so that they can make a proper decision if it's something they want?

Lara Yehl  1:13:55  
That's really hard. That's a hard at all. That's so funny. Well, we are overly clear about, you know, you you better have, I say, a plan B, because it can get a little takes

Joy Doyle  1:14:05  
a minute to get started. Does number one? Number two, if you and your spouse are not in agreement for you to work nights and weekends, it's a straight up, no, I wouldn't do that to yourself, to your marriage or partner, or whatever you want to call it three, no, expect not make any money the first year as you're building yourself and surround yourself with people are like minded, and sometimes teaming up is better. It just depends on the personality. For some people just go in straight line rentals, we're not like some brokerages where you're either a rental agent or a sales agent. And the question is always why? And here's the answer. In military world, we can be going all the way down the sales line, and all of a sudden I want to rent, and I don't want we don't want the continuity of care to switch up and go, Oh, well, I. Yeah, she can't do that. So now I'm going to give you with this one, and we're going to start a whole new relationship. So now, once you have been given the lead and procured the lead, that lead is yours to the finish line, right? No matter what they decide to do, right?

Tracy Hayes  1:15:14  
Retention, I think it's one of the biggest, you know, any of the successful teams in the area, brokerages, obviously, you know, we talked about adding value and so forth between the two of you, when you talk about the brokerage as a whole, yeah, what are, what are a couple key things. If someone is like, hey, I want to start a real estate team, they might not think about I know, because I've interviewed 130 agents, and I know if they're a team leader, retention is big in their success, and having a core group of people is part of your retention. The longer they're on, the longer likely to stay right. When you guys talking about retention and so forth, what are some of the things that you guys have developed over time? You probably were doing something back in 2015 that you don't do today because you don't need it, or didn't see it as adding value, or your team gave you feedback. But in the terms of retention, what's your mindset, your ideology, that that you guys are, as owners, are consistently thinking about?

Joy Doyle  1:16:17  
I think we're freaky. And I say that because not pretty in a bad way. I think we're unique in that. My motto is, if you think the grass is greener somewhere else, I encourage you to go right on over there, water it. And good luck to you, because I know that if you will just water your own grass, you will be fine. Number two, there are just certain people that are of the mindset. They need to be in charge, or they need it to be about them. And if it needs to be about them, hover girls isn't going to work, because we really, for 16 years, have been the hover girls.

Tracy Hayes  1:16:56  
All right, dig deep on those two things, and they probably somewhat similar, yeah, being in charge or about them. Give me, give me an example of that. As a real estate agent, that someone, you know, I mean, their real estate agent, they're sort of in charge of their transaction, that they're working, right? They're leading,

Joy Doyle  1:17:12  
and they'll tell you they don't work for you, but they do okay.

Tracy Hayes  1:17:16  
They start cop. They can start copying that attitude when it's because, although, because they're still wearing the hover girl badge, right? I mean, that's still the,

Joy Doyle  1:17:22  
and you do work for us, yeah, that's what the DB PR says anyway.

Tracy Hayes  1:17:30  
That's not me. You start seeing that like, in like you're gonna have a meeting, and they're not showing up, or they're opportunities. It was just, just, just

Joy Doyle  1:17:37  
start seeing, not really taking the guns, yeah? And you can start seeing the, you know, you're giving a preferential treatment, or leads to this person. It's all the same, you know, you can the writing can become on the wall. Here's the thing that I say people, I want people to have the to go and do what God's calling them to do here. It's not you leave. It is how you leave. Shame. I mean by that, but I'm trying. Okay place. So we had someone leave about a two years ago now, and that person, he came and he said, Hey, listen, I really want to have my own brokerage. He said, neat. And hey, I'm gonna go get my brokerage license. He kept us abreast of his plan the whole time. He gave us gifts when he left that then we need something. But I'm just

Tracy Hayes  1:18:33  
saying thank you for him. For sure,

Joy Doyle  1:18:36  
he wrote out he calls, still to this day, calls his boss, ladies. I see him at church. I was just in Israel with him for 10 days. Had a ball. Great way to leave. We've other people leave, literally, who never mentioned that they work for our company, who locked us on social media as if we're now in, you know, 1213, years old, yeah. And so, you know, it depends on the person I mean, and their maturity level, right? I would say, right. And at the end of the day, you know, that's, you know, it's just, it's not if you leave, it's power you leave. And then, and the truth in anything, I mean, my husband being in the military, people, I don't want to be a pilot anymore. You know, if you sit down and say, Hey, Skipper, I don't really like this job, I want to turn my wings at and there's a way to do that, rather than you have ruined my life, I can't believe you're making me be a pilot. And he's like, What are you talking about?

Tracy Hayes  1:19:33  
Insane, yeah, somewhat, I don't know if it's answering the question that I had, though, because I think, I think as business leaders, and you know, the owners, you know is the ultimate spot, right? Your your your livelihood is, is attached to it that you want to improve now, yeah, someone wants to leave you. Don't let it drag you down. No, you don't let it be an anchor to you. And you know, you know you might be. Be upset because he really liked the person for a few minutes where you're like, Okay, that's what you want to do, you know, and keep going, correct? But I guess it's what catch you up at night, so to speak, from the standpoint of, how can I keep hover girl? Because I think the retention is what we're talking about, is the success of hover girl is his retention as I think in any company, if you have a good employee, you want to retain them, but eventually someone, they're going to be so good that somebody is going to offer them a benefits package that is so much better than yours that they can't refuse it. You know that that's the real compliment, right? As leaders, you create another leader, right? So what keeps you up at night? Just to in keeping hover girl on top of things and making sure your agents are consistently given the support they're How do you stay in front of them? I guess that might, yeah.

Joy Doyle  1:20:51  
I mean, I think you try to do your very best to give it my education. You know? I think once someone has decided in their mind that there's something better out there. It's kind of like dating, then, no matter what we offer them, because I've, we've over the

Tracy Hayes  1:21:12  
16 years, they gotta, they gotta go testable, they gotta go see they gotta go. All right, so

Joy Doyle  1:21:16  
say, you know, a year before they leave, you sit down, you wash out, you know, because what's it about? Commission? Always, you hash that out, and you come to agreement, you give them what they want, and then, you know, a year later, they still leave. Truth of the matter is that person was going to leave is because I believe that once you get in your head, that's why you never, in my mind say we're getting a divorce. Once you kind of put that word out there, it gets check in, and that's a hard topic. I mean, I never want anybody to leave because they're unhappy, but I also recognize I'm not responsible for their happiness, and can only do so much

Tracy Hayes  1:21:57  
this may think of you have a roughly, I think, like 15 agents or so, yeah, and so in your mind, as owners, leaders, managers, whatever you know, all the above you're wearing all hats you is there little things that you do that you know, if you were talking to someone who wanted to create their own teams from another broker, just say, hey, I want to create a team. I want to dig into your mind. What are some of those things that you do, kind of above and beyond, behind the scenes, no one even really knows you're doing it. You know, type of things to keep you, know, you said family to keep you. Know, you got 15 kids. You can't give them all the same attention. That's right, right? What are you to get to kind of give them all the little attention, let you love them. I think the

Lara Yehl  1:22:39  
same thing over I was leading alluding to before, is that they have actually access to us if they want to come and sit down and kind of pick our brain. People always use that Well, like I pick your brain about this, and talk about, you know, just have an open door, open conversation about what their needs are, what we can provide for them, and really know that we care about them, and we do.

Joy Doyle  1:22:57  
And we do, yeah, we do, but at the end of the day, if a person like the first person I was referring to, when he decided to leave, he wanted me to come see his office. I did that. He asked me how to run his business. I answered and I still we talked about Israel. I mean, there's no if someone says, Hey, I want to go out on my own. Would you help me all day long? And so it always is a little bit jolting when you don't get the courtesy of knowing that.

Tracy Hayes  1:23:33  
And I think, because we were talking about before we know what comes around, goes around you, yes. And if you love something, you let it go if it doesn't come back, right, right? All those great friends, but because you are a giver and and so forth, that's that's what you want to what I think will probably hurt you the most, which would be the same for me, because I'm exactly the same way, is the fact that a person leaves blocks you on social media, you know, cuts the line, cuts the cuts the cord abruptly one night, it's because you were giving in so much that they didn't have the humanality, the lack of better words, maturity, maturity, maturity. To say, hey, I really appreciate you in but I want to go start my own brokerage, or I think I'm going to go over here. I want to, and obviously you're always going to say, well, you know, you make sure you always, you know, I know people fear that other you know, because you're going to try to, obviously, does anyone

Joy Doyle  1:24:31  
I said to the guy that left first? No, I've known him since he was 14 years old. But I Here are some of the things I want you to be ready for. Yes, you don't necessarily see financially, that run behind the scenes. And I would, we would be willing to share that with show you that. But if you, you know, quit at 11 o'clock at night and cut me, and I can't even get a hold of you that I can't help you with, it's odd. It's odd. I'm gonna We're honest.

Tracy Hayes  1:25:00  
Finish up here. Is there anything else that we didn't mention that you guys want to say about hover girls, and maybe we can cover, I think we covered

Lara Yehl  1:25:06  
a lot. You covered a lot.

Tracy Hayes  1:25:09  
It's good. You guys are involved, obviously, with a lot of things at the base you said, you mentioned what? Now, is she an agent and also works for canines, for

Lara Yehl  1:25:16  
Warriors, she is an agent and also works for canine four years. Yeah. Danielle, Cara. Pepe, yep.

Tracy Hayes  1:25:20  
Anyone else that we want to mention for their their service and see

Joy Doyle  1:25:24  
Bobby Brennan. I mean, honest to God, she has been with us for ever. She is a friend of a lifetime for both of us.

Lara Yehl  1:25:33  
Yeah, the girl is a miracle worker in real estate, I can tell you that.

Joy Doyle  1:25:37  
And not only in real estate, if you need someone, yeah, she will help you. And the list, really, I hate to leave out anybody, because there's so many that have so many great qualities. Then our service manager, Katie Cowell, I mean, that's the worst job in the world, by the way. Free Management Service. No one calls you and says, Thanks for sending me that 800 bill for that hog water. It's rough, so, but she is level lovely. Excuse me, Molly and Mitchell are doing very well. Leslie, her sister, she does a lot for people who have doing their property management with us for a long time, and then want to sell because they've been talking to her for a decade, right?

Lara Yehl  1:26:22  
Excuse me, we have a husband, wife team on the north side. I'm sure you saw their picture on our website, Kelly and Rick Whitney, who are just phenomenal. And I love that they're out together, you know, working and doing stuff.

Joy Doyle  1:26:34  
So he was an AW. Used to jump out of the back of the helicopter with Glenn. He's great.

Tracy Hayes  1:26:38  
Let's What do you think it to sum up your team, what two or three qualities that everyone seems to have, commitment?

Joy Doyle  1:26:44  
I would say people help each other. I just saw it myself last year when people had to rally around me. And honestly, I think that there are just certain people who aren't looking for that brokerage feel they're looking for, for a hometown feel boutique, whatever you know, okay, everybody wants to call it something different, but they're loyalists for sure, very, very and that's what I think when you say, what shakes you or keeps you up at night when you realize someone is loyal to you. Did not treat you that way. You're just yeah, oh yeah. That come from but at the end of the thing, the people that we have now, I think we have the best team that we've ever had. I do too. It's great. And love every single solitary one of them. They're all very different, but they're all just like, in it to win it. Tina priest just got her license killing it. Yeah. I mean, it's just good. And it's Easter Week. It's Holy Week.

Tracy Hayes  1:27:51  
Yes, it is, actually, it is joy. You kind of forget that actually, I was just having, we're having people over the house. And I'm like, are you having my dad cook the leg of lamb? Because he likes doing that. And my wife is like, Oh, we got I'm gonna get a ham. I said, oh boy. I said, Get ham sandwiches for those who won't eat the lamb

Lara Yehl  1:28:13  
ham for Easter. Tracy, it's kind of I'm on your wife's side.

Tracy Hayes  1:28:18  
You can have a little lamb, but I'd rather have a leg of lamb.

Joy Doyle  1:28:22  
You can have ham, but lamb, it's a lamb week.

Tracy Hayes  1:28:25  
Yeah, yeah. I like good leg of lamb. Often having those holiday things. I'm really even Thanksgiving. I've gotten tired of the turkey and the mashed potatoes. Yeah, the last couple years we've gone on cruises that week. Yes, I don't want to deal with the whole family, what we eating, how we're eating, when we eat, yeah, eat what you want. Go get entertained. We'll see you at dinnertime. You know, that's required, if I paid the bill, yeah, yeah, that can Yeah. Really feel there's so many other things out there other than ham and Turkey.

Joy Doyle  1:28:59  
Are the shawarma? No, I don't believe I have. Okay, well, if he Israel, get the lamb shawarma, lamb, Sharma.

Tracy Hayes  1:29:06  
So was that? Was that a certain, different cut? What are we looking

Joy Doyle  1:29:10  
it's like sliced lamb. My husband loves it, and it's S, H, A, R, there's a W, N in there, A, R,

Lara Yehl  1:29:18  
M, a, what's that neat place the town said he can go there for that walk around with the meat on the thing.

Tracy Hayes  1:29:24  
Oh, the Brazilian steak. Yeah.

Lara Yehl  1:29:26  
Very much like that. Steve's me,

Tracy Hayes  1:29:30  
yeah, I am gonna fish up, ladies. I appreciate you coming on. This has been a great show, and there's gonna be a lot of content going to come out of this, if anyone wants to. There's some good laughs in here, and there's some good knowledge to be shared. So this is going to be a great episode.

Lara Yehl  1:29:45  
Thank you for your time. Thank you. Appreciate it. Yes, we appreciate Thank you