Caitlin Daugherty: How A Real Estate Agent Adds VALUE

REE#182_Caitlin Daugherty
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[00:00:00] Tracy Hayes: Welcome back to the real estate excellence podcast today. I have
one of the most successful real estate agents in St. Augustine, Florida. She was recently
recognized as a Jack's real producers for 2023 for her overall production. She is
consistently a top producer at the number one brokerage in Northeast Florida, the DJ and
Lindsay real estate.
[00:00:17] Tracy Hayes: So let's welcome the amazing real estate agent, Caitlin Doherty
to the show. Caitlin, welcome. Wow. Hi. That's awesome. ~Uh, ~if I had your full
LinkedIn, I might've had a longer intro there, but I'm
[00:00:28] Caitlin Daugherty: like, wow, those are those stats. Oh,
[00:00:30] Tracy Hayes: I'm glad we finally got you on.
[00:00:31] Caitlin Daugherty: I know. I feel bad. Yeah. Right. How many times? ~Uh,
~about a year.
[00:00:35] Tracy Hayes: About every time that you went on Instagram and had something to
say that was a little stirred it up a little bit.
[00:00:40] Caitlin Daugherty: Well, I always feel like I'm riding under the radar, you
know, I'm like that secret agent cause I don't care to do too much on social media.
Right. Happy to be here. I feel like I should do that more.
[00:00:52] Caitlin Daugherty: You know, the big coaches like Tom Ferry and all of them
say never be a secret agent.
[00:00:56] Tracy Hayes: What is what you, cause you guys do follow Tom just to kind of
[00:01:00] put that at the beginning of the show. What is, what's Tom saying right now?
~Uh, ~as far, you know, with the current market conditions that we have,~ uh,~ I think
everyone's still on shaky ground.
[00:01:09] Tracy Hayes: Obviously, interest rates are, you know, not the highest they've
been in the last six months, but they're close. Yeah. ~Um, ~you know, what, what kind of
advice is he giving you,~ uh,~ and, you know, passing down to your leadership to, you
know, tell all the agents at DJ and Lindsay, what should be your mindset right now?
[00:01:24] Caitlin Daugherty: Classes. ~Um, ~I think the mindset and. maybe the elevator
pitch or the coaching, you know, the training, I think it always goes back to the one on
ones, the basics. ~Um, ~everything that's going on with the DOJ and, you know, NAR is
really to give the customer the best service, right? I mean, there's other words that
they put it in, but,~ um,~ really knowing your market and the data and educating your
client.
[00:01:52] Caitlin Daugherty: And I think it just comes back to different trainings on
how to do so. But if you love your craft, you know, some things are gonna be like, ooh,
that's a nugget, you know, I can [00:02:00] use that. ~Um, ~but I think it really just
comes down to that more than ever. I feel like you have to be a skilled agent. ~Um, ~you
know, the COVID rush is gone.
[00:02:09] Caitlin Daugherty: ~Um, ~I've been doing this almost 10 years. As you know, I
relocated to this area, so, ~um, ~I think that's just really what I've always had with
just making it humanized business. Yeah, no, I totally,
[00:02:18] Tracy Hayes: totally agree with the NAR lawsuit situation. Actually, I'm going
to have a show and bring on a couple attorneys and a very outspoken agent who I know is
deep into it to really get out there.

[00:02:28] Tracy Hayes: I said continuously share,~ uh,~ agents need to be cool. But
exactly what you're saying. We, even loan officers, we need to be better at explaining
what's below the surface that we do and the value that we bring.
[00:02:41] Caitlin Daugherty: I just feel like, weren't we already, weren't you already?
Weren't you already supposed to be doing that?
[00:02:48] Caitlin Daugherty: You're supposed to have buyer disclosures disclosing what
you're making. ~Um, ~you're supposed to disclose. I think if you don't, you're assumed to
be a transactional broker, which you should always, I just feel like that's the best
thing for your [00:03:00] client is to, you know, ~um, ~just to, you know, Do best by do
good by everyone
[00:03:04] Tracy Hayes: well that the whole 2020 21 the speed of business, right?
[00:03:08] Tracy Hayes: It was going so fast. I think you know, it's like who can get the
sign in the yard fastest, you know, they really You know some of them were i'm sure ~uh,
~well, we know we're still doing it whether they were discounting their commission Just
to get the deal get the sign in the in the dirt. Yeah, maybe not disclosing
[00:03:24] Caitlin Daugherty: that They're on both sides of it or whatever it may have
been.
[00:03:27] Caitlin Daugherty: Yeah
[00:03:28] Tracy Hayes: You know, and they didn't spend that few minutes and explaining
all the different things you are. Are we going to take professional photos? Are we going
to do video, you know, all those things that
[00:03:36] Caitlin Daugherty: coming soon, but you went under contract before it was
supposed to, you know, actually on the market, you didn't even have
[00:03:41] Tracy Hayes: to do a video cause it was already, yeah, you already had
customers that were already waiting for a house.
[00:03:46] Tracy Hayes: I mean, I
[00:03:46] Caitlin Daugherty: haven't had any of those problems, but I think it just, you
know, educating your client, disclosing all known facts, really just being. Great
communicate communication ski. So if you're not doing that
[00:03:58] Tracy Hayes: So let's get to know you a little [00:04:00] bit. ~Um, ~you had
on your fort pierce st. Lucie areas where you grew up
[00:04:03] Caitlin Daugherty: Yes, I grew up in port st.
[00:04:05] Caitlin Daugherty: Lucie and then I lived in downtown fort pierce for about 10
years before we relocated here
[00:04:10] Tracy Hayes: Okay, so what was you know? Young caitlin 18 years old. What are
you thinking about like Was real estate even like that because I asked that question
because I think it's funny because although we have some really successful Sub 30 year
old agents and some i've met agents that actually got licensed while they were in college
or whatever.
[00:04:28] Tracy Hayes: Yeah, you know most people aren't even thinking of that as a
Career at that age.
[00:04:33] Caitlin Daugherty: Yeah, I wasn't to be honest. ~Um, ~my background comes from
the hospitality business You ~Um, ~when I met my husband, we were pretty young and we had
bars and restaurants. ~Um, ~we had three together. I mean, I helped him run them, but
essentially he was already doing that for like 15 years.

[00:04:50] Caitlin Daugherty: ~Um, ~so it was funny because you're dealing with all these
different personality types. ~Um, ~and somebody said to me, you know, you would be a
fantastic real estate agent. And I had [00:05:00] never really looked into it. And then
we were looking to change our lifestyle, you know, when we got married and had our son
prior to having our son, we were kind of like life by design, right?
[00:05:09] Caitlin Daugherty: Like planning the future. And,~ um,~ I was like, I'm going
to get into real estate. And that was it. And just here I am. You know,
[00:05:17] Tracy Hayes: so approximately how many years did you spend in that, in that
restaurant? This is, cause that's not an easy business.
[00:05:23] Caitlin Daugherty: No talk about hard work. That's why real estate to me was
easy peasy, easy peasy.
[00:05:30] Caitlin Daugherty: But,~ um,~ yeah, running a restaurant and a bar, not just
working at it, running one,~ um,~ very difficult hours and 24 seven. But,~ um,~ We did
that for about eight, nine years. So, and then I was in real estate about five, six years
before we moved here. And I was always with Keller down South with Charles poses and
Michael brew was my broker down there.
[00:05:56] Caitlin Daugherty: to death, but when I relocated here, obviously they
weren't, you know, [00:06:00] in this market.
[00:06:01] Tracy Hayes: ~Uh, ~you, you mentioned pre show, if you mentioned a name, I
couldn't remember. You,~ um,~ said, so you, you ran into someone and said, Oh, you ought
to be good. You would be good in real estate. Cause I saw you in the restaurant.
[00:06:11] Tracy Hayes: Yeah, and I there's a lot of great agents that we've had on I
mean, ~uh, ~you mentioned,~ uh,~ well, ~uh, ~you didn't mention One of our killer rooms
teammates cc underwood. She came from howard with round table He's very proud to still
have his linkedin his restaurant background before getting in here. I didn't even know
that.
[00:06:28] Tracy Hayes: Yeah, that's awesome ~Um, ~but that's service oriented. What are
what are some of the things that you learned through trial and error? However, you look
but that you even You You know, you're utilizing today. It's just a mindset,~ uh,~ just
normal in your routine and working with clients.
[00:06:42] Caitlin Daugherty: I think it's just, it comes down to service over sales.
[00:06:45] Caitlin Daugherty: That's what it comes down to. I mean, same thing in that
business, right? ~Um, ~they pay at the end. Right? Yeah. So if you don't, I never thought
about that. If you're not serving the client at the highest level, you're not giving them
that white glove service, whatever it might've been. I mean, [00:07:00] we didn't have
white glove service, you know, restaurants, we were more of bars and restaurants and
sports, you know, but,~ um,~ I think that's where it comes from is just always making
sure the client's happy and they had a great experience.
[00:07:13] Caitlin Daugherty: Yeah. And then at the end, right, you reap those rewards
based on the service that you give. I've never been a W two person. Right. So,
[00:07:24] Tracy Hayes: ~uh, ~yes, to do the best you can, no matter how difficult the
situation is. Yeah. Some of the, some of the food comes out cold or whatever. You always
just make it right. You problem solve, take
[00:07:35] Caitlin Daugherty: accountability and you get done whatever you need to.
[00:07:37] Caitlin Daugherty: Yeah.
[00:07:38] Tracy Hayes: In, in. Sometimes reward isn't instantaneous. I mean in the
restaurant business you hope that yeah, they go and you know They maybe give a little

extra on the tip or you know Give the going rate for a tip to say it was good versus
obviously shorting you on the tip Yeah, but sometimes in real estate.
[00:07:55] Tracy Hayes: Yeah, you're getting that Commission, but really Would you say
your bonus is like getting that [00:08:00] referral or a five star review or something
that may come later?
[00:08:02] Caitlin Daugherty: Yeah, I mean to me Obviously we need to get paid Sometimes
my biggest wins are not when we close~ Um, ~it's the feedback during the process It's the
finding that perfect home.
[00:08:17] Caitlin Daugherty: It's you know, I love the nurture game I love when my
clients are six months out to a year. It's just such a long, I like the process and going
through and making sure everything's just perfect for them. I mean, don't get me wrong.
Quick closings are nice, but I just feel like nothing good comes easy. You know, kind of
goes back to that.
[00:08:36] Caitlin Daugherty: So, I mean, to circle back, I think it just comes down to,
you know, customer service. Well,
[00:08:41] Tracy Hayes: we were talking a little bit about,~ uh,~ you know, in 2020, 21,
it was so fast, right? And some of these agents came in in 2019 or in the middle of 2020,
and everything's going so fast. And obviously now it's slowed down.
[00:08:52] Tracy Hayes: We're You've learned in your discipline of the restaurant
business, you actually enjoy the long game.
[00:08:58] Caitlin Daugherty: Yeah. I didn't enjoy that [00:09:00] market whatsoever. You
know, it gave me anxiety. I would lose sleep at night. Like, is everything perfect? You
know, we had to make moves so quick. Right. Actually my sales, I think I did better after
like, I just started with TJ and Lindsay, I think in 2021.
[00:09:14] Caitlin Daugherty: ~Um, ~I was transitioning. I was still in 2020. It was like
six months in. I was with Keller. I was finishing up my business down there. And then I,
I believe I was with endless summer for about six months or so. ~Um, ~and then I went to
DJ and Lindsay at 2021 because I just had this feeling. That the market everyone was
saying, Oh, you know, COVID I was actually using COVID in the very beginning to negotiate
lower prices and all the closing costs for my buyers.
[00:09:42] Caitlin Daugherty: And then it was like this weird thing that just transpired.
~Um, ~but actually I think my sales were more in 2022 and 2023 than in 2021.~ Um, ~
[00:09:53] Tracy Hayes: yeah. ~Um, ~so we, we talked about the early jobs, who Introduces
you to real estate as a friend [00:10:00] who how do you and start when do you see and
you start thinking about?
[00:10:03] Tracy Hayes: Jumping out of the restaurant business. When does it when does it
start to come on? So
[00:10:07] Caitlin Daugherty: A good friend of mine that was also in the that worked with
us and she moved to Tampa She got licensed And she was one of the people that were like,
you should be a real estate agent. You'd be perfect for this. And I would say the main
person that really got me into it, of course, was my husband, but our good friend,
Christopher, Chris Bouza.
[00:10:30] Caitlin Daugherty: And now he's a big time DJ and bass and he travels all
over. ~Um, ~but I remember getting licensed and calling him. And saying like, where are
you at? Where are you hanging your license? What should I do? ~Um, ~and at the time
keller williams formula was perfect for me and he was a keller agent He was actually
under a dime a downline of an agent jacksonville here.
[00:10:49] Caitlin Daugherty: That was also a dj I don't know if he's still in the
business. This was a while ago ~Um, ~but he was the person that kind of was like, yeah.

No, you just need to jump into it, right? ~Um, ~so that's kind of who got me [00:11:00]
into it and then from there I would say It was definitely where
[00:11:03] Tracy Hayes: they were Keller themselves.
[00:11:05] Tracy Hayes: They were, and he
[00:11:06] Caitlin Daugherty: was in South Florida at that time. He was like more West
Palm Beach, Miami. ~Um, ~and I was doing the treasure coast. So that's like Stewart,
Jensen beach, Port St. Lucie, Palm city or Pierce.
[00:11:17] Tracy Hayes: So Did you even, even entertain other brokers?
[00:11:22] Caitlin Daugherty: I did. I interviewed with quite a few. ~Um, ~I, you know, I
realized at that time with formulas and things were different.
[00:11:29] Caitlin Daugherty: ~Um, ~and it's kind of still the same, but you know, you
should interview around because I really, truly believe in different stages of your life
as an agent. different formulas might fit for that lifestyle that you want at that time.
So I did, or your skill level. Yeah. Right. Yeah, I did. ~Um, ~I interviewed with
paradise, cold well banker and four peers, sweethearts, but I just felt like there wasn't
enough energy in that office at the time, you know?
[00:11:56] Caitlin Daugherty: ~Um, ~and the office that I hung my license at, it was
just, [00:12:00] it wasn't too good to be true. It was perfect, right? It was everything
I was looking for. Ton of energy. Did
[00:12:05] Tracy Hayes: you have some these people that recommended were agents? Did they
give you? some advice some of the other questions you should be asking or the things you
should be looking for when you're going to look at These brokerages or you just kind of
walk in and just have a conversation
[00:12:18] Caitlin Daugherty: down to training and splits Right.
[00:12:20] Caitlin Daugherty: ~Um, ~I had at that time my own sphere from being in the
bar business like eight years So I knew everybody in town. I grew up there ~Um, ~but it
was more so it wasn't too much on splits because I feel like you know You The training is
more important and what you're getting and learning out of the office So that's why you
know, I went to that particular market center
[00:12:40] Tracy Hayes: Well, I mean it's kind of jumping forward a little bit way DJ and
Lindsay run their program.
[00:12:45] Tracy Hayes: Yeah You know having started my career quick and loans volume is
what a call center does. Yeah And DJ and Lindsay are focused on volume ~Um, ~so, but, so,
but they have to, that means they have to provide so much [00:13:00] of whether it's the
leads,~ uh,~ obviously the training, you know, it's a different,~ uh,~ structure or very
disciplined structure, which is not for everybody.
[00:13:07] Caitlin Daugherty: I would say that was the one thing that I learned was to be
a lot more disciplined and I'm still learning my time management right now. It's perfect.
I always joke around and say like, I'm a speller, not a seller. You know, Gary Vee has
that saying. I'm not the admin assistant type. ~Um, ~but, you know, it's funny because
you said call center and a lot of people think of them as a call center, but it's just
because they have so much business going on that all of those agents are always on the
phone.
[00:13:33] Caitlin Daugherty: It's not that they're like, randomly just calling people.
It's just that, that's You know, you have so much opportunity, you need to be talking on
the phone. I mean, you know, and in your business, you're communicating over the phone.
So, I mean, as an agent, you know, if

[00:13:47] Tracy Hayes: not through instant message, I just can't stand the text
messaging.
[00:13:51] Tracy Hayes: No, I feel,
[00:13:51] Caitlin Daugherty: and I am like a voice to text her. So sorry to anyone, I
always have typos always, but I love a good phone call. I feel like just the [00:14:00]
communication ski and texting. I can't stand when agents try to text through every, a
whole deal.
[00:14:05] Tracy Hayes: So as a new agent at Keller Williams, which Keller Keller's
there, I think there's different brokerages, like you said, they're for different and
they Keller really focuses on a lot of the new people coming in.
[00:14:19] Tracy Hayes: And like you said, training was, was part of it, but dig a little
deeper into training for me because if I ask a lot of, you know, Hey, why do you like X,
Y, Z broker? Yeah. There's going to be,~ uh,~ answers of technology. Yep in training, but
really when what you've learned over the last nine or 10 years of being in the business
Define training for you and what moves the needle
[00:14:44] Caitlin Daugherty: so it wasn't just keller, right?
[00:14:46] Caitlin Daugherty: It was the people that owned it I love charles poses to
this day. He is he was a real estate attorney really more of a commercial developer That
would buy out right the buildings like he would drop two million here over in [00:15:00]
Vero beach by that one And he would put his brokerage and he had other brokers not just
kellers I think he had a couple christie's down south, but I love the training because He
was so involved with his agents.
[00:15:12] Caitlin Daugherty: So even though he owned and ran six keller williams in that
area He was teaching the classes the new contracts. So we were learning from attorneys.
That's how I started my career. Those contracts that we were learning were from
attorneys. ~Uh, ~the title company was right in the office. They were always available.
[00:15:30] Caitlin Daugherty: We had a loan officer within, it was a 14, 000 square foot
building, right?~ Um, ~and you know, the agents that were in there were all very
successful. We were all helping each other. ~Um, ~but it was him. And then Michael brew,
he was a beast. Would fight for his agents no matter what, you know, ~um, ~I think it was
yes at that time It was keller and they had a great formula for me, but it was them That
the franchise Owners right [00:16:00] and what they provided within their keller that
made it What it was
[00:16:05] Tracy Hayes: it sounds like they were just so engaged.
[00:16:07] Tracy Hayes: They loved what they were doing loved providing And whether they
were actually doing their own deals They were involved in the deals to know what the
deals that were going on to stay relevant
[00:16:17] Caitlin Daugherty: Yeah, I mean we had a compliance department. Yeah, you know
like, ~um, ~it's funny because you know the team that we're on We have a compliance
department like every contract is reviewed before it goes out, right?
[00:16:26] Caitlin Daugherty: ~um, ~and You know, maybe not so much You you were more of
on your own with that formula Keller. ~Um, ~but before you got closed, like before you
would get paid, or if you wanted a DA, we had Jim and he's still with them. And,~ um,~
from my understanding, and that was compliance, looking over your files, making sure
everything was completed.
[00:16:46] Caitlin Daugherty: Perfect paperwork. Cause again, he was an attorney that
owned it and he wanted his agents to be top notch and to avoid any, you know, issues.
~Um, ~and he didn't

[00:16:56] Tracy Hayes: just tell you, no worry about it. He actually taught you, but
also [00:17:00] we're still double checking.
[00:17:00] Caitlin Daugherty: Yeah. We probably had a four.~ Um, ~let's see. We had
probably a two, Thousand square foot conference room for our trainings with a huge
projection Right would go over the contract and then an attorney going over all the
changes and then there was probably 20 or 30 of us that would that would come to each,
you know training, right?
[00:17:24] Caitlin Daugherty: Well, how how
[00:17:25] Tracy Hayes: important was it because I think that brings the relevancy of
when you're if someone's listening right now Of what brokerage you should choose? It
sounds like where you're at now and where you started You The leadership was very engaged
and hands on what was, what was going on. Cause I think over time people leave, you'll go
from one brokerage to another because the value kind of runs out.
[00:17:47] Caitlin Daugherty: Or maybe it's just that they're at a certain point in their
career where their formula needs to change. You know, you can't expect the brokerage to
change their formula. Every brokerage has a great formula for what they see [00:18:00]
fit. And I think that sometimes people hop around because They're trying to feel out what
formula works for them.
[00:18:06] Caitlin Daugherty: Maybe they don't know to look into that, what that formula
may be. ~Um, ~but it was them that made it. I mean, it was a great, don't get me wrong.
The formula was fantastic, but I was so spoiled. Working for them, like I was so loyal. I
mean, I, I loved that brokerage. I wasn't going anywhere. I was there for six years,
started there, never left.
[00:18:25] Caitlin Daugherty: I was top ALC member. I ran part of the YPM,~ uh,~ YPN for
board of realtors in Port St. Lucie. ~Um, ~I just loved working there. It was so good. It
was so great. It was them that, and they were all in, you know, they were, you called
brew, he answered. ~Um ~anything you needed he was there Sounds
[00:18:46] Tracy Hayes: like a place where everyone just loved what they were doing.
[00:18:48] Tracy Hayes: Yeah. Yeah. Yeah, they still do I still
[00:18:50] Caitlin Daugherty: talk to those agents down south. We're like we were like a
little family, you know But I just wanted to get out of the treasure coast. So that's why
I relocated to st. Augustine, but [00:19:00] Obviously I was looking for that energy ~um,
~and that's why I went with dj and lindsay because at that time and right now it's just
the energy that I was looking For because if you don't have that in the office You You
know, real estate is very hard.
[00:19:12] Caitlin Daugherty: ~Uh, ~we're rejected 24 seven out there, you know, other
agents aren't always so nice. ~Um, ~so I think that having that energy really affects
your mindset from day to day and how you do your business.
[00:19:22] Tracy Hayes: ~Um, ~how did you,~ uh,~ how did DJ and Lindsay, cause you came
into town with another brokerage, you know, we're there for a little bit, but then I
never
[00:19:29] Caitlin Daugherty: interviewed with them in the beginning.
[00:19:30] Caitlin Daugherty: Right. You felt out what was going on. I saw Linda and I
still talked to Belinda. ~Um, uh, ~cause we had family friends, but yeah. It was actually
another Keller Williams agent that Laura I still talk to to this day. ~Um, ~and she knew
them and I was like, you know what I'm thinking, you know, I gotta, I gotta change
something up.
[00:19:47] Caitlin Daugherty: I need something, you know, I need like that energy. It was
just when COVID was happening. ~Um, ~and Belinda, she's a powerhouse. She's doing her own

thing, though. She's focused on her own business. I can't expect her to take away from
her business to do that with [00:20:00] me. Well,
[00:20:00] Tracy Hayes: she's, she's, if Belinda right, she's like, she's been
[00:20:02] Caitlin Daugherty: 20 years deep.
[00:20:03] Caitlin Daugherty: She's a goat. Yeah, she's, yeah. I mean,
[00:20:04] Tracy Hayes: she's, she, her, she's got a lot of family and Yeah. She, and you
[00:20:08] Caitlin Daugherty: know, she, I still talk to her this day. I mean, when I,
most agents when they interview around, right, they might be sneaky about it. We're still
on good terms. I told her, I was like, Hey, listen, I'm looking for something.
[00:20:19] Caitlin Daugherty: And you know, we had a deep convo about it. Long story
short, she was like, well, go ahead, interview. And you tell me when you're ready to
change over your license. It wasn't like this. I've never had like a bad disconnect from
anywhere that I ever worked. It was funny because when I left and was moving here,
Charles was like, man, I really feel like I missed out.
[00:20:38] Caitlin Daugherty: I think he wanted me to be a team leader at one of the
offices. And he was like, I really wish you wouldn't move. And I was like, well, it's
time for a new chapter. Well,
[00:20:46] Tracy Hayes: go back to what you said. You have to find that home. That you
can thrive in yeah, and whether it's the synergy of the office I knew
[00:20:56] Caitlin Daugherty: real estate.
[00:20:56] Caitlin Daugherty: I didn't know the area, right? So I needed [00:21:00] other
agents that were in there that I could learn from maybe I you know Regardless of how much
experience you have but if you don't know the area and you don't know all the little
Great things like, you know, the word that everyone uses for st Augustine beach is in the
golden triangle those little things are valuable, you know to learn really understand the
lay of the land You So that's what I was looking for.
[00:21:20] Caitlin Daugherty: It was like agents that were in the office talking. You
could pick up on things. Because I needed to understand the area and have opportunity. I
already knew how to delegate and knew my contracts and knew, know real estate. Right.
Yeah.
[00:21:31] Tracy Hayes: What have you learned about, you, I imagine, you know, Fort
Pierson,~ uh,~ St.
[00:21:36] Tracy Hayes: Louis, that area has its uniqueness. Yeah. What have you found
out about St. Augustus? Cause you said it numerous times. I didn't know the area. Well,
you know, the area now, and I can't tell you what is it that you love to share? Frame
[00:21:49] Caitlin Daugherty: construction. Oh my gosh. Coming from South. Well, it's not
really South Florida, South Florida, but building codes are different here than it is.
[00:21:57] Caitlin Daugherty: You know, the subtropics start in Vero beach, [00:22:00]
right? If you know, Florida, if you really know your coast, Fort Myers across the Vero
beach. That's the one. When I came here and I was looking for homes, actually Belinda was
my agent because I'm all about using an expert, so I wasn't going to represent myself.
[00:22:12] Caitlin Daugherty: I didn't know the area. ~Um, ~so, when the sub floors came
up, like sub floors in Florida? What? Frame construction? What? Everything's concrete
block and slabs. Like it's very, very few, far between frames that, that was the
disconnect. I was like, Oh my God, you know, frame in Florida, but it's just the building
codes here.

[00:22:37] Caitlin Daugherty: It's okay. It's not a big deal. But anytime I'm talking to
clients that are relocating here, they'll say like, I only want CBS homes. I'm like, then
there's very few, far between Palm Coast really only has, it's funny. Cause Palm Coast
reminds me of Port St. Lucy, like 20 years ago, same construction, same look some of the
streets, even the way they word them.
[00:22:55] Caitlin Daugherty: So. Creepy might have been a similar developer. Yeah,
sometimes like where am I? Am I [00:23:00] back home? Well,
[00:23:00] Tracy Hayes: I was I wasn't leading to the constructional that that was
interesting. I was leading about the area itself. Oh, so what do you find? What
[00:23:07] Caitlin Daugherty: are some of
[00:23:10] Tracy Hayes: the things that you know, I don't even know I
[00:23:13] Caitlin Daugherty: just feel like it's maybe not a hidden gem anymore But my
husband is from st.
[00:23:18] Caitlin Daugherty: Augustine. Okay, so Growing up. We always head south when
we went on vacation And when we'd go to the mountains, I'd always pass St. Augustine. I
was like, Oh, he's like, I'm going to take you to St. Augustine one day. But when I take
you, you're going to fall in love and not want to go back. ~Um, ~because when we lived in
Fort Pierce, we lived in Eggertown.
[00:23:36] Caitlin Daugherty: It was a historical neighborhood and I love history and I
love anything historical. And I love the older homes and the Victorian style and just
anything history related. So that, that was what. For me, St. Augustine was that like
charming downtown, historic street, you know, streets and just the culture, the food, you
know?
[00:23:57] Tracy Hayes: So the clients you have coming in, [00:24:00] cause you, you got,
you too have your past clients, but also you're taking on, you know, online leads and so
forth. For sure. Everybody from everywhere. Moving here. Right. Is
[00:24:09] Caitlin Daugherty: there Mostly locals aren't buying and selling right now. It
doesn't make sense for them. I, sometimes I even talk them out of it.
[00:24:14] Caitlin Daugherty: You'd be surprised. Most agents are probably like, yeah, I
want a listing. I'm like, well, if you're going to stay local, what's the point? That's
not in your best interest. ~Um, ~but everyone that is relocating here, especially to
afford these price points, they're from other states, you know? ~Um, ~and then anybody
that's selling typically has to relocate for a reason.
[00:24:31] Caitlin Daugherty: You know,
[00:24:32] Tracy Hayes: what are you finding? It's kind of if you were to narrow a couple
things down is like they're they're major wants and Why are they coming to st. Augustine?
[00:24:42] Caitlin Daugherty: ~Um, ~I think it's
[00:24:43] Tracy Hayes: st. John's County in general
[00:24:45] Caitlin Daugherty: school district, right?
[00:24:46] culture
[00:24:48] Caitlin Daugherty: I Find a lot of people that are like southward is way too
hot now Like I want to golf in December and it not be like 80 degrees You know, 90
degrees.
[00:24:57] Caitlin Daugherty: ~Um, ~I find that They don't want to the [00:25:00] one
thing that st. Augustine has a bad rap for and it's only in certain particular areas is

the flooding That's the one thing that I find they're like, I don't want to be in a flood
zone. I'm like, all right, I gotcha
[00:25:08] Tracy Hayes: Right, right. ~Um ~
[00:25:10] Caitlin Daugherty: Not to bore you, I mean we all know
[00:25:14] Tracy Hayes: Well, we could talk about it we can get to the subject of
insurance We'll narrow down to that in a moment You But so I'm sure you get asked all the
time, you know, you know, I see I see your social media and some of your friends You
know, what what advice would you give that we have a new agent?
[00:25:31] Tracy Hayes: Maybe he's in training right now for their license or whatever
What are a couple things that you would give them advice on with the current market and
coming into this business when a lot of? People are getting out both loan officers and
real estate agents Yeah, I've been hearing that a lot of people getting out.
[00:25:45] Tracy Hayes: I just
[00:25:45] Caitlin Daugherty: don't ~um, ~I told you I always Laser focus. I have my head
down. I'm really not paying attention Everybody I guess the stats with the eight percent
interest rates last quarter was really tough. So~ um, ~you know, you really don't make
your own schedule you do but you don't right so my [00:26:00] My main advice would be
that it is not selling sunset,
[00:26:03] ~um, ~
[00:26:03] Caitlin Daugherty: and it's extremely tough.
[00:26:06] Caitlin Daugherty: You know, ~um, ~you have to have that mental stanima. ~Um,
~I would say just prepare to work your butt off for the first six months and don't expect
anything out of it. Right. You have to put the time in, just like right with surveying or
the real estate, actual the transaction, you know, in the loaning business, like you get
paid at the end.
[00:26:27] Caitlin Daugherty: So it's kind of like in real estate, you know, you're just
figuring everything out, you know, have to assume that you have to put up the upfront
work. before you see rewards. So I would say have some savings, right? Don't stress
yourself out. Don't get down. We all have our Sunday scaries or our little, you know,
temporary cries in the shower.
[00:26:49] Caitlin Daugherty: Let's be human, right? We all have them. ~Um, ~but know
that it's worth it if you love serving your client at a high level. But if you don't love
this business, [00:27:00] Then you won't make it. And I think that's the turnover rate. I
think it comes down to they want instant gratification. We live in like an instant
gratification world.
[00:27:08] Caitlin Daugherty: And that's what I see some of the younger agents getting
into it, you know, cause it's like Uber eats anything you want instant, instant, instant.
And it's like, it's a complete 180 of that.
[00:27:20] Tracy Hayes: What would you,~ uh,~ you, you, you go deep and I'm listening to
you and you've sorry, because I'm going deeper with my question.
[00:27:27] Tracy Hayes: My next, my next question. ~Um, ~when it comes to the search,
because where you're at, Is not for everyone I think Keller Williams could be for most
people. Yeah, so when they're asking you in detail, you know Because dj, you go to work,
you know, i've had britney on she talked told me how you know, what that's what
expectation.
[00:27:47] Tracy Hayes: Yeah What expectations that she has as the broker, you know to
explaining? Things I know things have changed since I had her on a little bit

[00:27:56] Caitlin Daugherty: I think that there's a big disconnect. I feel like if
you're a top [00:28:00] agent, you can't tell me that you're not working those same hours
regardless of what brokerage you're at.
[00:28:04] Tracy Hayes: No, I think it's actually, in my opinion, from my side, I think
it's actually the structure. Yeah. You know, the people, they want to get in the
business, like you say, it's not selling sunset. Yeah. They want to, well, I'll get, I'll
go to work when I, you know, Hey, nine, 10 o'clock. Okay. I guess I gotta go make some
phone calls.
[00:28:21] Tracy Hayes: Even Keller
[00:28:22] Caitlin Daugherty: says you got a prospect from nine to 11. Yeah. Right. You
got to have some type of schedule because I'm guilty of this. ~Um, ~if you don't time
block. Real estate is wild, random things come up. So if you don't have some type of
structure, then it's just so discombobulated, you're all over the place and it makes it
more stressful, right?
[00:28:41] Caitlin Daugherty: I mean, you don't have that time with family or that time
to decompress at night. ~Um, ~you know, unless it, well if the structure,
[00:28:46] Tracy Hayes: you setting your appointment, I mean that, I think if you talk
time blocking any of the top agents that I've had on. The time blocking is crucial. And
even if it's a, you're going to go get a massage.
[00:28:57] Tracy Hayes: Yeah, because sometimes I'm hanging
[00:28:59] Caitlin Daugherty: out with [00:29:00] family and if a client calls me on,
Hey, I'm in an appointment, sorry. Yeah. And they're probably going to see, but if I
don't, they don't care. Right. They don't care if you're eating dinner. They don't care
if you're at the doctor's appointment. The client is buying their biggest investment and
their needs come before yours.
[00:29:18] Caitlin Daugherty: Unfortunately. I mean, I don't mean to sound harsh, but
[00:29:22] Tracy Hayes: Well, is it they I think they do care they do but you got to tell
them that hey, hey I'm with a client right now. I'll probably be finished and within the
hour. I'll call you back. They'll accept that Oh, of course, of
[00:29:34] Caitlin Daugherty: course. I had someone a seller.
[00:29:35] Caitlin Daugherty: We're about to put a waterfront listing on and I said, hey,
listen I'm running to appointment But I'm gonna get back with you end of business day and
we'll figure out a time for tomorrow for me to preview to make Sure, we don't need to
stage anything was on the another Call with grant and Sonia referral from an agent in
Orlando.
[00:29:50] Caitlin Daugherty: ~Um, ~you know, Hey guys, I'm running into a one o'clock,
but I'll recap with you after, you know, I get out of this appointment. I don't tell them
necessarily what the appointment is for, but it is an appointment. So, you know, they
understand. [00:30:00] And I think they respect you more if you're like, Hey, listen, I'm
running into appointments or I have this, but you're a high priority to me.
[00:30:06] Caitlin Daugherty: So as soon as I'm done with this, then I will get back to
you at your earliest convenience. I mean, as long as you. Do what you say you're going to
do but anybody that's producing a lot You're not just randomly always available 24 7
either
[00:30:18] Tracy Hayes: exactly You know i i've said this on the show before that's one
thing at quick and loans is when a customer calls Let it go to voicemail and then you
know, because we're sitting in cubes Yeah, and you know, then take a few minutes then
call them back.

[00:30:29] Tracy Hayes: But if you are always accessible You're trading your client.
They're gonna run over. You can't say like
[00:30:36] Caitlin Daugherty: You know, I took your call at 10 o'clock this night when we
first got started, but now I can't take your call while we're under contract, you know?
Okay. The client's going to say, Oh, it was good enough when we were, before we were
under contract.
[00:30:51] Caitlin Daugherty: So I try to make that unless something's on fire and it can
be problem solved to night, which is. Not usually the case in real [00:31:00] estate with
contracts if you're under contract,~ um,~ it can wait till the next morning when we
start. I start my day at like seven 38 drop, you know, my son's getting up or you do it
when you do get in school and then I'm on my way to work.
[00:31:14] Caitlin Daugherty: Try to get there before nine. Typically I'm always at the
office by nine. ~Um, ~but. Okay. I like my mornings too, you know what I mean? ~Um, ~but
i'm always available like I was talking to a client a seller today at like 7 30 this
morning Yeah, I might have been at the office But, you know, we were texting, and
calling, and talking about problem solving.
[00:31:31] Caitlin Daugherty: Yeah,
[00:31:31] Tracy Hayes: I think,~ uh,~ you know, we all get that, that we have to, and we
want to be reachable. But, like I said, I think they respect, because the fact that if
you were with them, or the 1 o'clock was with them, you'd be telling that person that
you're going to call them later, because you're going to be with them, and you're focused
on them at that time.
[00:31:46] Tracy Hayes: And I think there's a mutual respect,~ uh,~ with that. ~Um, ~what
have you learned about,
[00:31:51] ~um, ~
[00:31:51] Tracy Hayes: Yourself over the last nine years Deep question here.
[00:31:58] Caitlin Daugherty: I'm a procrastinator [00:32:00]
[00:32:01] I
[00:32:01] Caitlin Daugherty: can't help it. It's deep You know, it's like I don't know
if it goes with my personality type I'm getting better about not doing that. I work
really good When the pressure's on for last minute, like sometimes if I have too much
time I just don't i'm not as efficient~ Um, ~but I've really learned about myself and it
comes down to having structure when you were younger, you know, because I might've not
had structure being in the bar and restaurant.
[00:32:28] Caitlin Daugherty: We just worked 24 seven, right? We're sleeping and we're
working. We're sleeping. I didn't have a child back then either. So, ~um, ~it is. Not
procrastinating and time blocking that is what I've learned about myself And I'm still
working on I think some things are just personality traits It's not that I'm
procrastinating because I don't want to get that done It's just what I find is a priority
at that time And I like to get that handled if it's not within those time block
scenarios.
[00:32:57] Tracy Hayes: What is well I know dj [00:33:00] lindsey's pouring into you.
Now, like I said, they're big tom ferry followers and you guys are always ~Uh, ~you've
got their access to their coaching and so forth What are what is some different advice
that that they're giving you that that you're kind of working on like the time blocking?
[00:33:14] Tracy Hayes: What are what are some things that they're trying that you're
trying to improve in some areas? I

[00:33:18] Caitlin Daugherty: always worked my own sphere before and then relocating here
to a new town. That's so unrealistic And I don't want to meet people and then be like, do
you want to buy real estate with me? Like I want to make genuine relationships.
[00:33:29] Caitlin Daugherty: I've had people that like, Hey, I know you're really good
at what you do. So I want to use you. And that's the biggest compliment. But I,~ um,~ to
answer your question, not to go down a rabbit hole, what I've learned with them truly is
having, you can't do a high volume and scale. Without having that time block and that
time management, and I'm not perfect at it.
[00:33:52] Caitlin Daugherty: You call Brittany right now, you know Really don't have it
all together But but you're always pushing the envelope right because you're pushing
[00:34:00] accountable that I'll tell her like hey, I got this to do I got this I didn't
get this done, but I'm gonna get this done It's just like I know you will don't worry
about it but I think it comes down to really organizing your day and using the systems.
[00:34:12] Caitlin Daugherty: I've always been a pad and paper kind of gal and I still
am, but before I just worked on everything organically, but I was only doing like six to
7 million and this was in the price points for like 200, 000 in South Florida. Like my
best year was like over 6 million, you know, but it was all personal business.
[00:34:30] Caitlin Daugherty: ~Um, ~but with them, when you're scaling and you're doing
15, 20 million a year. Yeah, and most of their agents are doing at least over 10 million.
~Um, ~and you should be with that much opportunity, but I think if you don't time block
and you don't keep things organized, you are not like you are going to hit a wall, you
know, you're going to be stressed out.
[00:34:51] Caitlin Daugherty: ~Um, ~but that's the one thing I really learned with them
is being. Uber disciplined with time and I'm still working on it. But we're not. You're,
you know, [00:35:00] we're human. So.
[00:35:00] Tracy Hayes: A lot of agents. One of the challenges,~ uh,~ that is, you know,
cause they reach a lid. There comes weather. We all have that. You got to break through
that ceiling.
[00:35:09] Tracy Hayes: Yeah. Break through that ceiling. So when looking at the
different brokerages or, you know, what's, what does DJ and Lindsay do to help? Cause if
all their agents are doing the volume numbers that they're doing or, you know, ~uh, ~you
know, And really whether you're doing a million dollar transaction or a 400, 000
transaction still the same amount of time I think the great thing
[00:35:27] Caitlin Daugherty: is that they don't really cherry pick right so you could be
on shift and get a four million dollar lead ~Um, ~I will say some of the newer agents not
that I haven't gone to britney or brett or any of the mentors for help I have but I'm
already know what to do.
[00:35:41] Caitlin Daugherty: And a lot of those scenarios, I'm not the person that needs
them as much on the phone. When I only, I only call Brittany just to double check myself
to make sure if there's a problem that she's aware of it as my broker, as respect to her.
~Um, ~so she's aware of something were to come up, but I would say they [00:36:00] work
an incredibly amount of a long hours, those mentors and those new agents.
[00:36:05] Caitlin Daugherty: You know, have access to them. ~Um, ~and that's the one
thing that I remember about brew is a little bit different, but brew is always available.
Michael brew, my old broker.~ Um, ~and you could call him. You know, if you knew you were
an OBS and you were doing your job, no matter what, he's picking up the phone, he's
helping you.
[00:36:22] Caitlin Daugherty: ~Um, ~but I would say that's probably something that they
have there for those new agents is they're throwing them out there. There's still
training that they get before they're out there,~ um,~ you know, taking on those clients.
They have to do a lot of training before they get on the phones or opportunities.

[00:36:34] Caitlin Daugherty: Right. But I think it's that, you know, if they need
something, it's there. There's so many different departments. There's so many new, other
agents that are willing to help. Yeah. What I think that they have is that training for
you to be
[00:36:45] Tracy Hayes: focused on your income producing activities. You know, when you
get to a certain volume, you, you have to make a shift.
[00:36:52] Tracy Hayes: Someone has to start picking up, we'll call them administrative
tax for lack of Better description At what point [00:37:00] did you receive that and then
obviously understand that? Because I think a lot of people don't totally understand that.
Yes. Someone else can actually do that I know I was that person control freak wouldn't
let
[00:37:11] Caitlin Daugherty: anybody do anything for me ~Um, ~because again when I was
doing that That volume personal down south.
[00:37:17] Caitlin Daugherty: I didn't have a transaction coordinator. I literally was
OCD. I did all my own paperwork We still write our own offers, but then we have a
transaction coordinator, which I love there are more like emily I she's my go to. ~Uh
~tc. She's more of like my assistant. She's not full assistant, but I've seen other
agents that have a transaction coordinator, but, and I've used some down South, but they
are just coordinating the transaction, sending out emails.
[00:37:43] Caitlin Daugherty: They don't do paperwork for you. They don't call anybody.
They don't write up addendums, whatever it may be. So she's kind of like an assistant,
you know, for my paperwork.
[00:37:52] Tracy Hayes: Well, how's that moved your business?
[00:37:53] Caitlin Daugherty: Oh, incredibly. I mean, there's no way that I could do it
without her. I mean, I [00:38:00] sometimes when we have big closings, I'll treat her to
a spa day.
[00:38:02] Caitlin Daugherty: Cause I'm like, Oh. There's no way I would get that done
without her, like a transaction coordinator. There's no way I'm at showings, and if you
have ten or eight pending and addendums, and I'm answering the phone, I'm still very
hands on with my clients. Right. Like that's one thing, old school approach that I do
have.
[00:38:16] Caitlin Daugherty: Like, I'll let her handle some things, but if it comes to
negotiations or anything to do with the other agent, I'm taking that on. Certain deals,
if I feel like it's not complex, she'll answer and do things for me, but for the most
part. Well, even
[00:38:30] Tracy Hayes: just to keep tabs on the simplest things of the process, like
when the appraiser is going to show, you know, when you, you know, when you get the
inspector out there, you start, you start, like you said, you got eight deals in process.
[00:38:41] Tracy Hayes: If you're
[00:38:41] Caitlin Daugherty: really giving the client the best service, you have to have
a transaction coordinator slash assistant. Yeah. You know, the next thing for me is to
break through. I've, I think I've hit a ceiling with the company. of my volume. You know,
of course, I could probably tweak in and get my time management perfect and go to bed
every night at like nine p.
[00:38:59] Caitlin Daugherty: [00:39:00] m. wake up earlier. But you know, we all have
our guilty pleasures. So we're human. But I think the next thing for me is I'm really bad
at, like, admin tasks, and I really need to get back to doing more social media, like not
being a secret agent. ~Um, ~I just didn't care to do it. You know what I mean? Like I was
just so focused on the client.

[00:39:19] Caitlin Daugherty: I don't care about going online But I think that's my next
step is having an assistant. I really need an assistant
[00:39:26] Tracy Hayes: In discovering that I mean because like I said you were at keller
williams who provided for for years who provides ~Uh ~a great deal of training going to
events and so forth dj and they're very the tom ferry is very well respected to to find
in come to realization That that is your, I don't want to say kill his heel or weakness
or whatever it is.
[00:39:48] Tracy Hayes: You don't like to do it. There's other things you like to do
better and you can 10 X that. Yeah. I just feel like, you know,
[00:39:55] Caitlin Daugherty: like, you know, like if you're gonna advertise [00:40:00]
or paperwork or you know, admin stuff, that's not my thing. And there's some people that
strive in that for their personality type. Yep.
[00:40:08] Caitlin Daugherty: Strive it. I'm left handed though. I'm creative. I'm
creative. I'm a talker. ~Um, ~you know, I, we joke around. I,~ uh,~ I tell Emily that she
says, I don't like, you know, I don't want to be out there in the field. So she likes
that. She likes the transaction. She likes the paperwork. ~Um, ~so that's my thing. I'm a
180.
[00:40:26] Caitlin Daugherty: I'm great at paperwork, but I, not if you're doing eight to
10 deals and you have five listings. You know, or 10 listings. Right. You can't have like
20 deals going on and To brag a little bit on
[00:40:38] Tracy Hayes: DJ and Lindsey and Brittany and Brett obviously are in the office
as the broker and I don't know, what's Brett's title?
[00:40:45] Tracy Hayes: ~Um, ~
[00:40:45] Caitlin Daugherty: I think he's, they're mentors. Ment, he's an
[00:40:48] Tracy Hayes: engagement, so, but, so I call them
[00:40:50] Caitlin Daugherty: the everything, I don't know if they have a title, they're
just literally everything. Yeah. They're doing all the things.
[00:40:55] Tracy Hayes: Well, to be engaged like they are in every, because they're
trying to obviously bring everyone to [00:41:00] their highest level.
[00:41:01] Tracy Hayes: They're constantly,~ um,~ evaluating and, and, you know, your
weakness or what you like to do is different than another person. You know, like I said,
you're, you like to talk, you may love to sit there and build relationships on the phone
or meet people for happy hour or a cup of coffee in the morning or whatever.
[00:41:17] Tracy Hayes: Right. Just, but there's things that you like to do in the day.
How, how are they, you know, I guess, they're juggling a bunch of plates. Oh man, they're
All the time, because there's different personnel and every plate's spinning at a
different level. I know how they do it. How, yeah, how, you know, someone's looking at DJ
and Lindsay.
[00:41:35] Tracy Hayes: Yeah. You know, as I said, this is an opportunity to brag on them
a little bit. Yeah. You know, or the, it's the organization. ~Um, ~the work that Brett
and Brittany put in to, to try to maximize everybody's spin.
[00:41:46] Caitlin Daugherty: ~Um, ~they do it because they love it. There's no other
reason for it. Nobody is Puts that much in because they're not uber competitive and just
so passionate.
[00:41:58] Caitlin Daugherty: I mean I [00:42:00] Say sometimes people will laugh at this
but owning a brokerage and running one is like corralling, you know stray cats What are
they doing out there on the streets, you know? I Can't give them enough credit. I

wouldn't be able to do what they do. Right, you know, they give it their all that's their
baby You Brett, geez, he's got a family.
[00:42:20] Caitlin Daugherty: He's got kids. I mean, he's superstar. ~Um, ~you know, I, I
think that the passion I have for my clients is probably how they do it is the passion
that they have to win and do that for their agents. That's the only way I can really
think of it, you know, to, you have to have like an earning, you have to have a passion
for that.
[00:42:41] Caitlin Daugherty: Yeah.
[00:42:43] Tracy Hayes: What do you think is the,~ uh,~ you know, because it, you know,
again, going back to my talk with Brittany, so I'm evolving this question from what she
told me,~ uh,~ the, the structure and so forth. If there was one thing that they do that
really,~ um,~ just as really made your last two or three years you've been [00:43:00]
there, what is it that you think is that, that they're doing?
[00:43:04] Tracy Hayes: Is really the thing that really moved your business because you
brought talent in you had experience, you know There's some level training the contract
like you said, you know, there's always more to learn as things but your business Your
business has grown. Yeah for sure Exponentially,
[00:43:18] Caitlin Daugherty: I think I did two million my first year when I first came
to saint augustine personal business And then when I started with them, I did 15 million.
[00:43:26] Caitlin Daugherty: I think so
[00:43:27] Tracy Hayes: when you're having that conversation with another real estate
agent Hey, what are you guys doing over at dj lindsay, that's
[00:43:32] Caitlin Daugherty: the golden key , you gotta follow up. You need a good CRM.
And I think a lot of agents, they think like, oh, well if you're not ready to buy in 60
days or less, I'm not gonna give you time of day.
[00:43:42] Tracy Hayes: I'll call you in 59 days. . Well, no, they just,
[00:43:45] Caitlin Daugherty: they, I think they don't follow up with the client. I think
they just let it go. I don't know. Yeah, I think that, I think major teams and anybody
that I've seen really,~ uh,~ just doing amazing numbers,~ um,~ they're follow up.
[00:44:00] Got to follow up. I might somebody might be nurtured for six months It doesn't
mean because they're not ready to buy now, especially a luxury clients, right?
[00:44:07] Caitlin Daugherty: I'm not buying in 60 days. They want to be educated on the
area
[00:44:11] Tracy Hayes: unless you find them that golden gem of a house. It just
[00:44:14] Caitlin Daugherty: Ray and Deb love him to death. I talked to them for six
months before I put him under contract I think we're under you know, custom building with
air homes Six months of educating them on the air when they came into town You You know,
did a beautiful tour, but they were already educated on the area before when they got
here, right?
[00:44:30] Caitlin Daugherty: They were just community shopping at that point, right?
They didn't have to be educated when they got here I was already six months in, you know
talking to them every two weeks or so Hey, what do you guys think about this really
learning about the client? So I think it's follow up I think the agents that are doing
the most and really winning at this are Following up with their clients and providing
more than hey, just check it in or how you doing today?
[00:44:51] Caitlin Daugherty: You know like talking about the market what's going on? You
Finding out what they thought about that last listing, you know that you sent or what

they liked and what they didn't like and ~Um, ~you know just [00:45:00] things of that
nature
[00:45:01] Tracy Hayes: when you take that client from a You know just someone you don't
know ~Um, ~you know, it's not a you know, girlfriend or your mom's sister or what, you
know, whatever and I guess that's who mom's sister would be But you take that new client
That you've never met before you just really transacted on the phone and they're like,
okay now you're you're engaged and they're You know, they're looking to buy they just got
to find the right home So they're they're they're hopefully going to buy in 60 days.
[00:45:28] Tracy Hayes: You're going to engage. What what is your mindset at that point?
How do you what's your plan of attack so to speak strategic? Building that relationship
and obviously finding out what really what home do they really want?
[00:45:42] Caitlin Daugherty: I don't focus on the home right away They always give me
and we all know this they always have a level base of what they want I focus on them as a
person And what they love and what they don't love and lifestyle and then write your day
to day life.
[00:45:58] Caitlin Daugherty: It's just as important as the house Yes, the [00:46:00]
house is important, but sometimes you can change layout some things you can't change But
~um, ~you know, I think that's just getting to know them on a human level I mean that's I
think that's and then right off the rip they know like with the experience they can tell
You know what you're talking about, you know the market ~Um, ~so I think it takes less
conversations if you're really good and you have the skill set But I just focus on them,
you know, I really truly want to know who they are and what they love and what they
don't.
[00:46:27] Caitlin Daugherty: I always tell them, be brutally honest with me because
that's something that I can be too much with a filter. In my nine years, that's what I've
learned is like to slam it back, not with the clients, but just in general. I was
probably a lot more ruthless in the beginning of my career, but,~ uh,~ I think it's
really just, I love helping people in that next chapter.
[00:46:47] Caitlin Daugherty: And I feel like a lot of people relocating here. I know how
that feels to be the new kid on the block. Right? Moving into an area you know no one.
~Um, ~I know that feeling and starting over, [00:47:00] it's terrifying. Some people love
it. Terrifying for me. Do
[00:47:03] Tracy Hayes: you, do you like to do it,~ um,~ with some initial phone calls or
do you zoom call them?
[00:47:07] Tracy Hayes: Sometimes we do a zoom. Yeah.
[00:47:09] Caitlin Daugherty: Sometimes we do zoom. Most of it's over the phone. You
know, ~um, ~it's very rare that they, everyone has time for the right time to zoom, but
there were a couple of times with, especially with bigger clients that were zooming.
Yeah. Or interview for listings. I mean, I would prefer that the zoom, but most of it is
just like, if they call and I'm in between windshield time or whatever it is, like I was
just talking to another client here, Hey, we have some questions.
[00:47:32] Caitlin Daugherty: You have a second. Boom. Take their call. Right. Yeah, I'm
typically on the phone a lot.
[00:47:38] Tracy Hayes: How do you handle, because on the phone obviously you're only
talking to one person typically, you're not doing a three way call, but you got the
spouse. How do you You know, and the spouse, the other spouse, maybe he's
[00:47:49] Caitlin Daugherty: the real MVP.
[00:47:51] Caitlin Daugherty: He is everything.

[00:47:53] Tracy Hayes: How do you reach through and grab this? You bring the spouse. Oh,
you're saying the
[00:47:57] Caitlin Daugherty: spouse for, well, I always make sure that you're MVP.
[00:48:00] No, I'm talking about the spouse over the
[00:48:02] Tracy Hayes: client. Cause you generally only talking to me on maybe her or
maybe him. Oh, I always. I
[00:48:06] Caitlin Daugherty: always like to, when we have deep conversations, like happy
wife, happy life, typically the wife makes the decisions.
[00:48:13] Caitlin Daugherty: Let's be real. ~Um, ~because they make the home, but not
always, you know, I'm not being sexist. ~Um, ~but I really find that I like to have
conversations. I'm like, Hey, you know, Ray and Deb, when are you both going to be at the
house together? Or if one of them calls me and then I make sure to recap with the other
spouse.
[00:48:32] Caitlin Daugherty: Hey, this is what we talked about. ~Um, ~wanted to get your
feedback on that one too. What did you think? You know, Oh, I know Ray loves it, but I
don't like that kitchen or those cabinets. I mean, ~uh, ~whatever it may be, I, I try to
do that. If you're not talking to both of them, Right.
[00:48:48] Tracy Hayes: You could be going down a path you don't want to.
[00:48:51] Tracy Hayes: Yeah.
[00:48:52] Caitlin Daugherty: Yeah. Especially if they're married and buying a house
together. You want to make sure that they're both happy. I don't want anyone to have
buyer remorse. Well,
[00:48:58] Tracy Hayes: not necessarily buyer remorse, but you, [00:49:00] you work so
hard to find this home and you're like, Oh my God, this is perfect. Cause she loves it.
Yeah.
[00:49:05] Tracy Hayes: And then because you haven't been talking to him, he walks in and
says, no way. That As you're working with both. Yeah. Yeah.
[00:49:12] Caitlin Daugherty: I make sure the communication is there. Yeah. Even if I
don't get a hold and we're not talking, I mean, I really, like I said, I focus in on them
as a human. I can already pick up what they want before they even know what it is.
[00:49:24] Caitlin Daugherty: And I'm hand selecting them and sending it to them. It's
very rare that there's a huge disconnect between the husband and wife, unless they don't
agree on anything. And that happens. But,~ um,~ You know, usually they'll both say I
don't like this or you know, but we're looking to look at that point but for the most
part When i'm sending them something i'm like, I think this is what you guys want.
[00:49:44] Caitlin Daugherty: Bingo.
[00:49:44] Tracy Hayes: How do you dig past because I think We've got Just people coming
down from up north. I don't want to live in a CDD or I don't want to live in an HOA or I
don't want this. And then you, then you end up selling them one, you know, I don't want
new construction. I want existing or vice versa. [00:50:00] How do you break through and
really find out when they have that kind of miss, whatever that is,
[00:50:07] Caitlin Daugherty: everybody has like this imagination or what they think, you
know, what, That doesn't mean it exists here, right?
[00:50:14] Caitlin Daugherty: The construction or the style of it. So everyone I say,
well What do you imagine that dream home to be whatever it may be and then when they
start talking about it Well, I'll just really educate him and shoot him straight. Well,
that's not gonna work Because you can't have garden beds in that particular HOA.

[00:50:31] Caitlin Daugherty: So we're gonna have to Really focus what? We're leaning
towards and what we're willing to sacrifice. I mean that is the one thing with me as I
shoot him straight I never say okay. Well, we'll see No, I know the market. I know the
neighborhoods right off the rip. I'm educating them on it. Hey, that exists or what
you're imagining.
[00:50:49] Caitlin Daugherty: I don't think really will work like that does or doesn't
exist here, but this neighborhood has that style or house or that lifestyle you're
looking at. So maybe it, [00:51:00] it doesn't have like an acre lot, but it has a half
acre of the estate lots on the backside of the neighborhood or whatever it may be. Well,
in the trans, yeah,
[00:51:09] Tracy Hayes: no, in the transition to that, you can go back into that new
agent or maybe an agent who's stalled, you know, you just brought up knowing the
communities and when people are talking to you.
[00:51:18] Caitlin Daugherty: Know your, know your market, look at the hot sheet every
morning, you know, and I'm guilty and I don't check the market every morning and I should
and I'm trying to make a habit of it, but I'm looking every day, you know, so when
someone calls or I'm talking to someone, I already know that property.
[00:51:30] Tracy Hayes: Right.
[00:51:32] You're
[00:51:32] Caitlin Daugherty: the expert there. Especially with everything that's going
on if buyers agents are going to have to start paying like You need to be better than
just opening a door and writing up a deal, right? You have to educate them
[00:51:44] Tracy Hayes: How much do you think approximately was your ~um ~new
construction to existing last year because obviously with a shortage of inventory
[00:51:51] Caitlin Daugherty: ~Um, ~I would say anybody below 500 000 was typically going
with new construction.
[00:51:56] Caitlin Daugherty: Yeah, you know my average price point [00:52:00] Last year,
I'd have to look back. I really don't until it's the end of the year. Well, client wise,
[00:52:04] Tracy Hayes: were you 50 50 or 30 70? ~Um, ~
[00:52:07] Caitlin Daugherty: I would say, When it came to my first time home buyers, I
was putting on new construction because I, at least I knew they had instant equity when
they were moving in.
[00:52:15] Caitlin Daugherty: I knew it wasn't going to be their forever home. And the
one thing about St. Augustine is a lot of older homes and people don't keep up. I mean,
they do, but for that price point, I felt like new construction would be better for them.
And then it's off on a good start. Yeah. Like instead of no major projects, that's it's a
50 year old house or 20 year old house that already needs roofs and.
[00:52:37] Caitlin Daugherty: All kinds of, you know, structural maybe things. So
[00:52:40] Tracy Hayes: after the contract, you're, you're engaged. What, you know,
obviously we talked about and brought up insurance a little while ago and I've been
talking to insurance agents. It's like now it's almost like when you order the
inspection, you need to be calling an insurance agent to find out when, you know, what's
the, cause the insurance costs have gone up so much.
[00:52:58] Tracy Hayes: You should
[00:52:59] Caitlin Daugherty: really already [00:53:00] know that when you're taking a
buyer to the house, you know, like, and you're not going to pull permits on every house.

Right. But,~ um,~ For instance, I just feel like, you know, if you're in a flood zone, if
that's going to require flood insurance, you know, if you're taking them to a house in
the shores of the South, and if it's not a brand new roof, like it's an older home, it
might have a higher insurance versus the newer home.
[00:53:20] Caitlin Daugherty: I'm not saying that the newer home maybe is built better
than the older home. It's just, if it doesn't have those things, those upgrades, you have
to presume you already have an idea of their holding costs. And I think that comes back
to educating the client. Like when they walk through, I'll say, Hey, that's going to be a
problem on your inspection.
[00:53:36] Caitlin Daugherty: This is gonna need this because I used to do Flips with
investors when I was in Port St. Lucie a lot I'm a good majority of my business was I
worked on an investor's portfolio and my father was a contractor My father in law's a
contractor. I grew up in construction. My poor mother her house is still not finished So
I have that background.
[00:53:56] Caitlin Daugherty: So I'm able to point that out and pick it apart So while
we're looking [00:54:00] I'm also educating on saying hey, listen, we're coming in at
this price because of that So during the inspection, we're not nitpicking unless it's
something structural or would be an issue for insurance that I can't see
[00:54:12] Tracy Hayes: That was, there was actually a discussion I was having with an
agent before you came in,~ uh,~ the water heaters, it's an older house, water heaters in
the attic.
[00:54:19] Tracy Hayes: Like, that's a no no for insurance agents,~ uh,~ agents right
now. And the roof, I'm like, well You ain't gonna, you ain't gonna get an offer on that
house because they're, they're going to pull up if they call the insurance agent before
going to look at that house, you're gonna say, yeah, that roof is 20 years old and the
water heater, we don't know how old it is.
[00:54:36] Tracy Hayes: They don't know where it's located until they go in there. When
they find it's in the attic, forget it. You don't have insurance.
[00:54:42] Caitlin Daugherty: You know? Yeah.
[00:54:43] Tracy Hayes: Well hopefully it's in a closet somewhere, but , but I mean, it
should be in your garage or that's preferred, preferred area at least, or somewhere in a
[00:54:49] Caitlin Daugherty: utility closet on the backside of the house.
[00:54:51] Caitlin Daugherty: Or you know, you find sometimes the remodels that are in
the middle of the house I'm
[00:54:54] Tracy Hayes: in, I'm into the tankless,~ uh,~ thing. We're lucky to go other
way, but. Nice dealing with all that. [00:55:00] That is the next juggernaut in the
process. Right. Yeah. The inspection
[00:55:04] Caitlin Daugherty: condos are the nightmare right now. Right. Budgets and
reserves are never enough right now.
[00:55:09] Tracy Hayes: Right. And,~ um,~ and yeah, say that having, that was kind of my
forte in St. Augustine was I was, we were willing to get condos and a lot of guys avoid
them. It's not that, but you're right. It's either a lawsuit or, you know, the financials
are important. Yeah. Reserves. You have to make
[00:55:24] Caitlin Daugherty: sure, and I think when the new.
[00:55:26] Caitlin Daugherty: ~Um, ~insurance, everything that was going on with that,
especially in South Florida. I think that a lot of condos, associations, a lot of places
they just didn't have, they didn't foresee that, that was a new change. So of course
there are special assessments or HOAs going out to offset that, ~um. ~But,~ um,~

[00:55:44] Tracy Hayes: in your trance, so that the inspection comes back one.
[00:55:49] Tracy Hayes: How important is it that you have your go to inspector, and
obviously hopefully your customer agrees with you to use that one. Because to, and how
you handle, how do you, how are you,~ uh,~ you [00:56:00] used a phrase,~ um,~ you know,
you've, well, you didn't use the word foreshadow, but basically preparing your customer
for that inspection, which you know, they have every little scratch of paint.
[00:56:11] Tracy Hayes: I think negotiate a lot of that stuff, you
[00:56:13] Caitlin Daugherty: know, and the very up front. I mean, you do an inspection
to make sure stuff that you can't see, but a lot of it's done up front. Like if I know
it's an older roof, let's do an escrow hold back. Let's come in at a certain price. If
the seller's not willing, a lot of sellers are putting on the roof right now or saying
we're putting on one or they've already had one.
[00:56:32] Caitlin Daugherty: If it's, I think it's catching on now. Like you can't list
the house, you know, or I think it's 15, right? No matter
[00:56:41] Tracy Hayes: what, 10, they start to cut back and who's available, who, what
insurance companies will take them. Yeah.
[00:56:45] Caitlin Daugherty: ~Um, ~so I would say that typically it's pre negotiated
into the deal before the inspection, or if it comes up and we're like, Oh wow, we didn't
realize it was that old or whatever it may be.
[00:56:55] Caitlin Daugherty: ~Uh, ~escrow holdbacks. But did
[00:56:56] Tracy Hayes: you learn that, you know, with your, you know, the people who you
were hanging [00:57:00] with down at killer rooms, cause I feel in this, maybe I may have
the wrong
[00:57:03] Caitlin Daugherty: thing. I think the escrow holdbacks, I will definitely give
DJ and Lindsay credit for that. That's something that we're doing to keep the deals
together.
[00:57:09] Caitlin Daugherty: I think a lot of agents might be doing. If they're
[00:57:11] Tracy Hayes: not aware of it, it's a card that's always been there. I mean,
the lender has to get involved and you're going to hold so much back for that roof and
it's going to be done in so many days. Yeah, right. Type of thing. But the. preparing the
customer for that.
[00:57:23] Tracy Hayes: Because I, I think,~ uh,~ you know, we were talking about Kim
Knapp before the show. Kim's like, if there's 1, 000 in repairs, I'm going back to the
gang saying, are you really going to walk away for this for 1, 000? And if
[00:57:35] Caitlin Daugherty: you are, you're probably not ready for home ownership.
[00:57:37] Tracy Hayes: Right. And to, but something that you learn as, as an agent,
because you now have got enough, Notches on your belt from sales dealing with inspections
that need to be renegotiated and so forth to really try to nip it in the bud At the front
so the post inspection is just okay.
[00:57:55] Tracy Hayes: Let's just smooth this out
[00:57:56] Caitlin Daugherty: It's gotta be a huge deal breaker or something. We weren't
aware of for my [00:58:00] deals I have like one of the lowest cancellation rates, right?
We're not gonna write it up if it doesn't make sense or if we can't negotiate it up front
I'm not trying to have the listing agent and the seller also take it off the market.

[00:58:10] Caitlin Daugherty: I don't like those games. Like, you know, I feel like
that's your responsibility as a buyer's agent to educate the client, look into it before.
Now, as you're looking right, maybe you're not doing all the homework up front, but when
they're starting to narrow it down and like talking about offers, you are doing that
homework.
[00:58:28] Caitlin Daugherty: Before you place the offer. So when you're negotiating
leverage is, Hey, listen, I've already educated my buyer. They're not going to nitpick
your place unless there's something major here. That's going to affect insurance. We're
probably not going to ask for it unless there's something that comes up that we're not
aware of.
[00:58:41] Caitlin Daugherty: So, you know, make sure you hit your seller disclosure is
correct. You're a great listing agent that, you know, really looked into your listing
before you list it. But some stuff happens, you know, it's real estate. You don't know
everything about, well, you should be
[00:58:53] Tracy Hayes: like a lawyer though. You don't ask a question unless you know
what the answer is, right?
[00:58:57] Caitlin Daugherty: You don't
[00:58:57] Tracy Hayes: that kind of you when you go in there [00:59:00] you should be we
know this is gonna come back on the inspection Oh, yeah Yeah, I
[00:59:04] Caitlin Daugherty: think if they're not comfortable with that, like I said,
then they shouldn't be putting in the offer I don't want them spending five six hundred
bucks on an inspection either
[00:59:13] Tracy Hayes: Right,
[00:59:13] Caitlin Daugherty: you know if we don't they they'd have to foresee some of
those things I think the good buyers agent is pointing that out
[00:59:21] Tracy Hayes: So we talked about the buyer side.
[00:59:22] Tracy Hayes: Let's flip over to the listing side. Yay. Listers last, right?
That's, that's a
[00:59:28] Caitlin Daugherty: yes. Listing is existing, they say.
[00:59:30] Tracy Hayes: ~Um, ~so listings are, are growing right now. Inventory numbers
are, are growing,~ uh,~ a little bit 'cause the high interest rates is slowing down the
buyers a little bit. I
[00:59:37] Caitlin Daugherty: have saw that, I need to check the new stats, but did you
see that the, like inventory was up for nefa like the last 5, 26 months?
[00:59:43] Caitlin Daugherty: I don't focus
[00:59:43] Tracy Hayes: on the exact numbers, just say, you know, it's edging up. Talking
to different agents and I was talking, you know Julia Olmstead down in st. Augustine and
she's getting calls from people's to say they can't afford the house anymore And the
insurance has gone up or whatever, you know type of thing and it's it's crazy How
[00:59:59] Caitlin Daugherty: many people [01:00:00] are like over so my house cuz I
don't wanna put on a new roof It's like you gotta put it on the new roof.
[01:00:03] Caitlin Daugherty: Anyways, yeah
[01:00:06] Tracy Hayes: So and then we were talking briefly about new construction and
all their incentives which For some reason, you know, I I'm on social because I put out

so much social media because of the show So i'm on it all the time I haven't seen the
builders really Advertising the incentives now imagine they're still there.
[01:00:23] Tracy Hayes: Yeah, like they were say six months ago I don't know if they just
have You like hey,~ uh,~ we need to slow it down a little bit because I don't think
they're making they're giving away a lot Of their margin, obviously with these
incentives. I feel like they're
[01:00:34] Caitlin Daugherty: still giving it A good amount of incentives.
[01:00:37] Tracy Hayes: I just don't think they're I don't I felt they weren't
advertising as much on social media as they were before
[01:00:41] Caitlin Daugherty: Here's the thing with me is i'm not really you're not
studying the session
[01:00:45] Tracy Hayes: So but from a listing side, those are competition Because oh for
sure you're buying the rate down
[01:00:52] Caitlin Daugherty: Yeah During that 8 percent market that last quarter was
brutal for [01:01:00] anybody that was doing business
[01:01:00] Tracy Hayes: So, how are you educating your list when you go in here and
you're talking about okay?
[01:01:05] Tracy Hayes: We want to list it for X amount of dollars Are you you know, are
you suggesting that we you advertise it from a 2 1 buy down to be competitive that kind
of thing?
[01:01:14] Caitlin Daugherty: Yeah, definitely. I mean sometimes you're not putting in
the public remarks, but I always call prior to each showing Again control issues. I like
to make sure that the buyer maybe they're new, you know, I want to help them buyers agent
That they know about the property and the seller And kind of find out a little bit about
their buyer.
[01:01:34] Caitlin Daugherty: I try to you know Talk to them before each showing and show
them. Hey, I'm really friendly and I'm a team player So let's try to get a deal done. If
you have any questions, I'm here With that I always I always do the research on the new
construction In that neighborhood before I take the listing. Some sellers are unrealistic
and I've gotten to that point where I'm not going to take the listing if they are not in
the neighborhood.
[01:01:59] Caitlin Daugherty: The [01:02:00] realm of reality of what's going on. You
can't buy a house just last year And list it in a neighborhood that's offering the same
house structure. Yeah Yeah, and then a crazy amount of incentives,~ uh,~ especially in
naughty right now. Those builders are ruthless. They're they're doing all the things It's
not a bad way You
[01:02:20] Tracy Hayes: said something here and other agents may do it, but i'd never
heard them say it as you just said it Yeah The, they, the buyer, you know, I imagine
there's all these online things that you guys have that, hey, they want to come over
house at two o'clock.
[01:02:32] Tracy Hayes: You know and see it. Okay, but you're calling that buyer's agent
and getting a feel for what's going on And maybe telling them some things that are
especially well the market's slower You have the
[01:02:43] Caitlin Daugherty: time to do that. I always did that
[01:02:44] Tracy Hayes: seller's willing to give some incentives or whatever Yeah,
[01:02:47] Caitlin Daugherty: I put in the private remarks or remind them.

[01:02:49] Caitlin Daugherty: I mean we have such long days and crazy things are going on
They might have forgot I try to like Hey, on my listing, this is what we got going on.
~Um, ~if the seller said that it's okay to disclose this, I'll say, [01:03:00] Hey, the
seller's motivated or they're willing to do closing costs. Tell me a little bit about
your buyer.
[01:03:04] Caitlin Daugherty: Are they just in the starting phase or are they, you know,
really narrowed down the neighborhood? Do you need any more information as far as, you
know, parking or whatever it may be? ~Um, ~I try to help the buyer's agent. And then
during that selfishly, I get information. Right. A little bit about their buyer.
[01:03:21] Caitlin Daugherty: So when I'm giving the seller the feedback or those weekly
reports or biweekly reports,~ um,~ you know, the feedback is there and If it's not sold
yet, they understand the demographics that are looking at their house too And maybe what
those buyers concern are where they're coming from, you know But it's time to build I
really do feel like building deep rooted connections with other agents regardless if
they're at your brokerage or not Is the key to this too?
[01:03:51] Caitlin Daugherty: for some sanity and to do really good deals for all parties
because not so much deals like in pricing just like Not stressful for the clients when
the agents really [01:04:00] communicate and they're doing what's best in the the
client's best interest in the the transaction, but You know, they know how we operate You
know, the other agent you have that you've done just with them before and I think people
might move around You
[01:04:15] Tracy Hayes: listen to my show.
[01:04:16] Tracy Hayes: I haven't you subliminally are
[01:04:18] Caitlin Daugherty: I Just feel like I don't don't take that the wrong way. It
took me forever to get on here It's like I never make the time to do this, but I I just
think that You never know like who's gonna be on the other side of that deal and like
people change brokerages But guess what if you're really selling real estate those agents
aren't getting out of the market So regardless of where you hang your hat your
relationship with other agents and how you do business You know might make or break how
you get deals done.
[01:04:48] Tracy Hayes: Did you again? Was that something that you've learned through
trial and error?
[01:04:52] Caitlin Daugherty: Yes, I've always done that. I felt like it was better. That
was just a
[01:04:56] Tracy Hayes: mindset that you had right away. I remember
[01:04:58] Caitlin Daugherty: when I was new to there [01:05:00] might've been, and I
might've picked up on it subconsciously, but sometimes a listing agent would call and
say, Hey, just wanted to let you know that this is going on or maybe an update or they
painted one of the rooms or You know just wanted to give you a little insight and we'd
talk about yeah My buyer's coming from the northeast or whatever it may be and we're just
starting so i'll give you feedback But I want to let you know, they're just getting a
feel for it, you know sometimes people are looking I try not to do the owner occupied
ones if they're not really serious yet ~Um ~Not every agent does that but sometimes if
they're really serious, you know, then they're like well, actually I'd really love to see
that If you've educated them enough over the phone when I get here Then they know what
they're looking at, right?
[01:05:42] Tracy Hayes: Well, I'm thinking, you know, if I'm the agent on the other side
You're giving me some behind the scenes Information about it when I walk in there to show
that house Yeah, they just painted it or they painted it two weeks ago. You sound like
you're, you are on top of your game.

[01:05:59] Caitlin Daugherty: [01:06:00] Fresh. Hey, don't forget, you need your driver's
license for that gate.
[01:06:02] Caitlin Daugherty: It's a nightmare. I hope you didn't leave your wallet at
home. Like I call them like an hour before the show or in your 30 minutes prior, Hey,
this is what's going on. ~Um, ~you know, there might've been a special assessment we paid
for that. I like, no one knows the house better than the owner and then a good listing
agent.
[01:06:18] Caitlin Daugherty: Right. The buyer might be showing five different
properties. So when they go in there, I want to try to help them. So they're not looking
at the MLS sheet and Oh, try to answer this as much as I can. They'll walk in there and
talk to the listing agent. This is what's going on and they're relocating and they're
okay with a lease back or whatever it is.
[01:06:35] Caitlin Daugherty: It makes them feel better about the showing and the buyers
more informed. I mean, everybody wins, right? It's all about educating the client.
[01:06:42] Tracy Hayes: You know, it goes back to the The first thing we talked about the
NARA lawsuit and adding the value. I mean, that's a huge value and any agent listening
That's a huge tip right there.
[01:06:51] Tracy Hayes: You may you may go. Oh, that's common sense. But are you doing
it? Yeah, and the fact that you're doing it on a regular basis making that buyers
[01:07:00] agent look good But you're also You know if a seller is listening to this and
the fact that you're going out and bragging about the house or telling the buyers agent
who's Bringing him in giving him that verbal ammunition that all the little You know,
they got three cats or whatever, you know, there's a little information or you know Hey,
knowing exactly when the pool was put in or you know, they'll just it just makes them
sound good
[01:07:23] Caitlin Daugherty: But you're selling the house, yeah, you're selling the
house I think it's just helping out the other agents in your market because there's times
that I've had We're getting back to right five six showings in a row.
[01:07:35] Caitlin Daugherty: Mm hmm Which you really shouldn't do more than five or six
inserts of blur. Fine. I have done. Yeah, you know eight or nine In the hammocks, but
either way ~um ~I think that it really helps when the listing agent calls prior and helps
you and then two the other thing that I do for my listings is When I noticed especially
in the last quarter and a lot of other listing agents thanked me for this and I think
They started maybe incorporating this too.[01:08:00]
[01:08:00] Caitlin Daugherty: I had a toughie in nakate a listing that wasn't getting any
activity You Showing for a month at a time, I lose sleep over that. Like I know my
sellers are going to be upset. Like I care about my clients, even if they might be like a
nightmare sometimes, but I get it. They're stressed sometimes depending on days on
market.
[01:08:20] Caitlin Daugherty: I was calling all the other listing agents in that area
that had somewhat of a comparable listing. Hey, I'm not trying to like be cutthroat. I
just want to see, have you had any showings? Are you getting any feedback? What's the
activity been on your listing? What's going on? You know is your seller able to show
within a 24 hour notice or two hour notice like and then we talk and then we're able To
like again, you know brainstorm together with other agents in the market and I had one
that was like, wow, that's a great idea I never thought of calling all the other agents
to see what was going on with activity because then you go back to the seller And say
hey, not only am I talking to all the buyers agents You I'm talking to every listing
agent in the community, too.
[01:08:59] Caitlin Daugherty: Right. And you [01:09:00] get together, maybe do mega open
houses, whatever it is. And then everybody's on the same page. Again, another level of
educating the client or yourself. Maybe you'll find something that you didn't know that
was going on with showings. X, Y, Z over here versus here. Well, at any, at any one

[01:09:15] Tracy Hayes: time in, in our market, any one month or week or whatever, it
could be the type of clients.
[01:09:21] Tracy Hayes: They might be,~ um,~ empty nesters, grandma and grandpa, one lit,
and they want a smaller home and the price point is, you know, 150, 000 less, which puts
them into a conforming loan with a reasonable down payment versus a jumbo loan. And any
of those little things could set you off a period of time. Yeah. Yeah.
[01:09:40] Tracy Hayes: Yeah,~ um,~
[01:09:40] Caitlin Daugherty: I wasn't getting any showings on that because I knew it was
going to be difficult because the primary was not on The ground floor and a lot of people
wanted that separation for the kiddos, you know Demographics that are buying there. They
wanted to have the separation. That was a toughy when you don't have I
[01:09:56] Tracy Hayes: know why builders in Florida They got another master has to be
[01:10:00] on the ground floor.
[01:10:00] Tracy Hayes: It's a standard procedure. I know I don't~ uh ~
[01:10:04] Caitlin Daugherty: Yeah,
[01:10:05] Tracy Hayes: but they don't think about the future sale. They're just looking
at today's sale. And then your new buyer doesn't necessarily know that either. A good
agent's gonna like, okay, what's, you know, are you only going to be here for a few
years? Cause you're in the military and you might get transferred in three or four years.
[01:10:21] Tracy Hayes: Okay. We're going to try to resell this in three or four years.
Put your masters on the second bed floor. This may not be the right one. Yeah. Yeah.
[01:10:27] Caitlin Daugherty: Why go look at it if you know you're not going to, unless
everything else is perfect, you know, really getting to know your client again, you know,
your buyers, then you know the market.
[01:10:35] Caitlin Daugherty: And as a listing agent, you know, your demographics,
that's.
[01:10:38] Tracy Hayes: But you, you know, you, you let into the whole point of the
collaboration between the other agents and,~ uh,~ again, talking to many of the top
producers,~ um,~ whether it's going to socials and, and just meeting other agents. Cause
you just don't know who's on the other side of that transaction.
[01:10:54] Tracy Hayes: And, you know, if rates do drop, but you know, I don't think
they're going to drive like someone said, Oh, there'll be in the fives, you know,
[01:11:00] here before the fall. I don't really see that, but if it is,
[01:11:03] Caitlin Daugherty: that's more 20, 25, but we'll see, there's going to be a
line.
[01:11:06] Tracy Hayes: Well, there's going to be a line and you and I are going to be
very busy because the buyers got out 20 20 offers on homes because the rates now dropped
to acceptable level where they're willing to say, okay, let's go.
[01:11:16] Tracy Hayes: Yeah, but you're going to have those multiple offers. And now
you're going through these, these offers like, okay, which ones do I share with the
seller that I think are the best? You're looking at 20
[01:11:25] of them.
[01:11:26] Caitlin Daugherty: Decision makers that age on the other end offers that way.
Yeah. Cause I told him, listen, I would put it in my email if they didn't have time to
talk.

[01:11:34] Caitlin Daugherty: Cause God bless the listing agents during that time. They
would get a million phone calls because no one wants to read the freaking private
remarks, read the MLS before you call. But I get it. Sometimes you're at showings and
last minute. ~Um, ~and I really, I would dive into that. Like I've educated this client,
you know, we're not going to be asking for X, Y, Z, right.
[01:11:53] Caitlin Daugherty: We're going to put initial deposit down. ~Um, ~and then
they just know how I do business. So I think, you know, that always helped me get some,
well, how many [01:12:00] times
[01:12:00] Tracy Hayes: have you been on the listing side and you get offers and no phone
call from the buyer's agent?
[01:12:05] Caitlin Daugherty: Yeah. You're not going to call the agent before, like, Hey,
did you get my offer?
[01:12:10] Caitlin Daugherty: I want to make sure you received it, right? That goes back
to the initial showing, but I always call the agent prior. Hey, I want to I put in the
offer, we're looking to put in an offer. What's really important to your seller is it
terms as a price? Do they need a lease back again? Right. You know, communicate.
[01:12:30] Caitlin Daugherty: And I think that's how those deals get done. But
[01:12:32] Tracy Hayes: I, you know, it's refreshing that you're, you actually brought
this up as you're the guy, I kinda bring it out on the law because I asked him, You know,
because that is whole scenario when you got 20 offers and you're narrowing it down You're
looking down and who's making who's the agent behind the offer?
[01:12:45] Tracy Hayes: Oh my god Well, I know so and so and I know the way they do
business. Yeah, they're on top of their game if they say that buyer They've they've you
know, they've already checked financing or whatever it is, you know, it's
[01:12:56] Caitlin Daugherty: very rare mine cancel I'm, not saying that I haven't had
some [01:13:00] dumpster fires, right?
[01:13:01] Caitlin Daugherty: We're not perfect. But ~um ~It's very rare I don't want to
put it together and have the buyer Pay money for inspection and have a seller take their
house off the market. I think about everybody. I'm super considerate I think that might
be also one of my downfalls, you know, because i'm like uber considerate of everyone
[01:13:19] Tracy Hayes: ~um ~I'm,~ uh,~ we've, we've covered a lot of things that we've
been going about an hour and 15 minutes here.
[01:13:23] Tracy Hayes: Oh my goodness. Yeah, it's gone by fast, but what I liked about
the most about our conversation,~ um,~ and if you want to add anything on there, we
haven't talked about is, you know, we led off with a, you, you brought up the NAR lawsuit
and we have to show our value. You really have expressed your value. It's anyone
listening to this and what you'll be able, I'm going to send you the raw footage so you
can cut reels out of it too.
[01:13:45] Tracy Hayes: Awesome. Could really, if they're listening to it, really, you,
you've expressed your value and the extra mile, extra steps that you do as an agent. And
I think that's just going to be your continued success. Thank you. Yeah. I mean,
[01:13:58] Caitlin Daugherty: I hope to, that there's more that I [01:14:00] can learn
and figure out what else I can add to that for the value proposition.
[01:14:04] Caitlin Daugherty: ~Um, ~I think it's
[01:14:04] Tracy Hayes: because you have that attitude of what can I do next? What can I
do next? What can I do next? No one's take it to the best ever, right? If you're

[01:14:11] Caitlin Daugherty: evolving, this is truly your career and you're going to do
this for 20 years Hopefully i'll be retired by 20 or 30 I don't know. We'll see but ~um,
~I
[01:14:20] Tracy Hayes: only take family God gotta reach that level, right?
[01:14:24] Tracy Hayes: Yeah, I love
[01:14:25] Caitlin Daugherty: them and I respect that 110. ~Um ~But I think that there's
just you can always be better
[01:14:31] Tracy Hayes: Hmm
[01:14:32] Caitlin Daugherty: If you're not, if you're going to be that agent that thinks
that you're just the best at everything you've already lost,
[01:14:39] Tracy Hayes: you know, you need to be humble. It changes
[01:14:41] Caitlin Daugherty: too much. You know, the market changes.
[01:14:43] Caitlin Daugherty: Everything evolves too much in real estate to always feel
like there's nothing to learn.
[01:14:48] Tracy Hayes: I think you'll agree or have an opinion on the statement because
I see a lot of stuff on on social media and sometimes People will make comments, you know
I'll cut a reel and it's all you know on youtube shorts and someone you know about the
agents that have been on and [01:15:00] And ~uh, ~you know, they'll make some real rash
thing.
[01:15:02] Tracy Hayes: Oh, they're just after your money You know these people who are
anti real estate agents
[01:15:06] Caitlin Daugherty: probably because they had a really bad agent that didn't
give him any value
[01:15:09] Tracy Hayes: either that or That's the way they think They don't believe,
yeah, they don't believe that there's someone out there. Their perspective is reality.
[01:15:18] Tracy Hayes: Yeah.
[01:15:18] Caitlin Daugherty: I've had people say that to me, actually. That last seller
in Naukati, it was tough, you know, we weren't getting any showings and we finally got
sold and she said, you know, Caitlin, I was thinking of getting my real estate license.
but seeing what you do, she's like, not only do you do real estate, you did like therapy
for me.
[01:15:37] Caitlin Daugherty: I felt like you were my therapist. Yeah. She's like, I had
no clue what went into this. And I'm just really happy that cause that there was a, at
that point a lot of sellers weren't happy with any of their agents at that time. Yeah.
You know, you were just in their eyes, you weren't doing what you need to.
[01:15:55] Caitlin Daugherty: And it was, you had to get fight through that market, but
it was market conditions. It was tough. [01:16:00] especially in those bigger price
points, you know, anything over 600, 000. ~Um, ~but everything was pretty much sitting at
that time. And I think when she said that, you know, I don't know if I would actually go
get my license now because I see what you have to put into it.
[01:16:15] Caitlin Daugherty: And I can't thank you enough. Right. And they relocated to
Costa Rica and they were actually in the business. Her husband was like a main guy for
followup boss. So the fact that they were impressed with me and I've had people say that,
like I had an investor. Back in Stuart, you know, it told me when I first got in the
business,~ um,~ this is about going in the extra mile.

[01:16:34] Caitlin Daugherty: He's like, you know, I always thought real estate agents
kick their feet up on the desk and wait for a phone call, but you're such a go getter.
You do so much extra work. ~Um, ~and I think that's the difference. And I, I try to do
that. to make up for the crappy ones that are out there right now. So if you're
listening, like really interview your agent and look at those reviews and when you talk
to them, see if you feel like it's a good fit because you should be doing your research.
[01:16:57] Caitlin Daugherty: You shouldn't just work with someone because you know them.
You should work with [01:17:00] someone because you feel like they're going to be the
best fit for you and one of your biggest investments. And that's how I look at it. It's a
huge investment.
[01:17:06] Tracy Hayes: That little last two minutes is a real itself. What you just came
across and expressing yourself there, but yeah, we want the quick sale, but the fact that
you just came out and said, well, you know, I actually liked the, you like the longer the
sale,
[01:17:19] Caitlin Daugherty: the more problems I think
[01:17:21] Tracy Hayes: a hundred percent because you're not building the relationships
and so forth.
[01:17:25] Tracy Hayes: Yeah. If they're taking the, you know, if it's 90 or 120 days, I
mean, six months is a long time, but 30 days, you know, put the house in the market and
that weekend you have 20 offers and you know, it's closed in four weeks Yeah, they're all
of a sudden, you know, because how many times did we have during that time?
[01:17:41] Tracy Hayes: He just told me they had people making offers on houses because
they're fighting for them They got their offer accepted and then two weeks into the
transaction They another home goes up and they actually like that home better and we're
canceling that one But they jumped on that one because that was the only one available at
the time and now you know Then that just causes angst amongst [01:18:00] everyone.
[01:18:00] Tracy Hayes: Yeah
[01:18:02] Caitlin Daugherty: Two weeks, so they probably lost their binder. Most people
were waiting for their inspection. I hope they didn't lose their binder.
[01:18:08] Tracy Hayes: I've heard some stories of you know from the builders you know
holding back on some of their stuff and you know in the things. I want to have some
builders on the show actually I want to have some sales managers, so bring them on.
[01:18:19] Tracy Hayes: I don't know just Yeah, just,~ uh,~ poke out and let them brag
about their, their builders, because I know all the agents, the agents will get on and
start telling you, I mean, not to
[01:18:28] Caitlin Daugherty: put them out there, but AR homes, the client service that
they give, I was so impressed. I just did a deal with them. Just so where
[01:18:36] Tracy Hayes: are they?
[01:18:36] Tracy Hayes: Are they down? Are there Palm coast?
[01:18:39] ~Uh, ~
[01:18:39] Caitlin Daugherty: AR homes, Marcus Allen, they do Madeira and they do custom.
Okay. Okay. All right. I,~ um,~ and then you get your spec builders, right? It just
depends on which level, but I think I just love the service they give. There's a lot of
great builders out there. I think again, it comes down to customer service.
[01:18:56] Caitlin Daugherty: Don't skip steps and you'll be fine. Right. [01:19:00] You
know, in the long run. Yeah.