New Construction Traps, NAS Jacksonville Relocation and Northeast Florida's Master-Planned Communities: Ep 337 Angela Stancil

Tracy Hayes  0:03  
321, Hey, welcome back to the Real Estate Excellence Podcast. Today's guest built a career in education, the classroom, then school administration before she ever sold a house, and that discipline still shows up in her work today. She's part of Team David Dow,

Angela Stancil  0:20  
David O.

Tracy Hayes  0:21  
David O. God, said it like 10 times at Caldwell Banker Vanguard Realty. Here, one of Northeast Florida's top producing teams with a business built almost entirely on referrals. One she kept running through her own fight with cancer because the system she built could carry it. From military families relocating to NSA Jacksonville to Growing Families Wing Fleming Island against Shearwater Rivertown. She's become a trusted voice across Clay in St. Johns County here in Florida. Let's welcome Angela Stansel to the show.

Angela Stancil  0:52  
Thank you. Thank you. Let

Tracy Hayes  0:54  
me say it again, David.

Angela Stancil  0:57  
Yeah. Oh, David O.

Tracy Hayes  0:58  
David O.

Angela Stancil  0:58  
David O.

Tracy Hayes  0:59  
David O. What was that phrase you said you they used at the beginning? You got to know because the team to know is David. Well, they'll know it after this show for sure. Appreciate you coming down. Obviously, I've tried to get the boss lady Amy on for so long because you guys do such great work over there. And sorry, you have

Angela Stancil  1:19  
to settle for me. Yeah, we got it. Well,

Tracy Hayes  1:21  
we got to get your story out. That's that's the the important thing. And and just to lead everybody in my little advertising, there was support of ReadTomato.com. This post production support, the blogs. If you're looking to get found on AI, you need to be using Read Tomato to be taking your content every month, creating content with after he'll go through the process. But ReadTomato.com, just like it sounds, R-E-A-Domato.com for more. But the content that comes from the show is created from the transcripts that he takes and really fuels it up, but Angela, I've had many agents on who have come from an education career. Tell us, obviously, you you was that your plan as 18 years old going into college as education? Was that your plan? Tell us, start us from there, and then you know what you did. You went into administration and lead us right up, really, to like, hey, what made you want to change careers?

Angela Stancil  2:23  
Yeah, so always wanted to be in education. Always, always, every job I had as a teenager was with kids. Birthday party place, YMCA after school, just everything was kids. I even was a substitute teacher in college before I even became a teacher. I was already in the classroom, so when I was in college, I kind of knew I actually wanted to become a principal or assistant principal eventually as quickly as I could. So graduated.

Tracy Hayes  2:52  
Was that for the desire you wanted to take calls directly from the parents or for more money?

Angela Stancil  2:57  
Well, yeah, I just wanted to make a wider reach, a wider difference. I guess you could say. I also just realized that I really liked the business aspect. I I didn't never explore business at all, but in college I realized I liked the business aspect of it more than just the kids. Like I liked kids, but then something new. I found something different and new in college, but I still wanted to be the teacher. So I graduated with my bachelor's, got my first master's immediately, just in elementary ed when I was a teacher, and then the second I could, four years in, I got my second master's, which was school administration, and soon as I graduated, was hired as a school administrator, so I was an assistant principal for a couple of years, and then my husband and I were ready to have children, and we had our daughter, and we just realized we were both so busy. Our schedules were crazy, early, late. He worked some weekends. It was just this wild time, and we

Tracy Hayes  4:03  
because administrator

Angela Stancil  4:05  
early morning meetings, rung befores, IEPs, after school activities, busses. You're not just there regular hours.

Tracy Hayes  4:11  
Yeah, and then it's you don't you don't really get a full summer, right? I mean, correct. I

Angela Stancil  4:15  
had one. I had I was an 11 month employee, so I did have July off technically.

Tracy Hayes  4:19  
Right.

Angela Stancil  4:20  
Yeah, yeah, yeah. So we he decided to take a career leap. That took us from North Carolina to Florida, and we had our second. Did you hear?

Tracy Hayes  4:30  
Okay. Yes.

Angela Stancil  4:31  
So we had our second child right before we moved, and the plan was that we moved them in the summer. The plan was to just kind of get settled their first year. Let him get settled. Find a house. Figure out how life worked, and then figure out how I get into the administrative pool because obviously state to state is different, county to county is different. I did all the research, and then I had to start looking at daycares because my mom, my mom kept my kids in North Carolina, and I went to day. Cares and I went. I'm not doing this. I'm not doing it. I'm not doing this. I'm not going back to work in this manner of this nine to five. Obviously, it was like seven to six, but I just wasn't doing it. And so, what is crazy is Amy Davidome was randomly assigned to us via Relo for my husband's business, and we like fell in love with each other immediately. We just hit it off so well, and so she kept in touch because that's what she does and that's what she teaches us to do. And she's incredible. And a couple months later, she just said, "Hey, how you doing? And I'm like crying. Actually, I'm terrible. I can't put my kids in daycare. I don't know what I'm gonna do. She said, "This probably doesn't help, but my business is getting busier than it normally is. You're always on social media. Can you just like make some social media posts for me, and file some papers? And I was like, "Yes, I you know if I can make $100 a month, like I'll just do something until I figure out what I'm doing. Yes, and so I started that in 2018, and. every month she was like, "Can you also do this? Yes, I can do that too. Okay, but can you also do this? And so week by week, month by month, she was handing me more things that she needed help with on the back end of her business as she grew. She had one teammate, and it was so her and her name was Rachel, and I was just on the back end. And within a year, I was running her whole business on the backside, which was incredible because I didn't know anything about it.

Tracy Hayes  6:32  
Well, let me just jump in right there in your story because I think this is important to get out to anyone that's listening. Jump into Amy's shoes, and she's not here a little bit. The fact that you came in and you were picking up a load that she was carrying, taking away from her time, the money making activities, correct. And you, you, and you probably took it and did it better than she was, because that's all you were focused on, and now she was spending all that extra time with her. So her business must have

Angela Stancil  7:06  
it took off because of that. Yeah, and because of that, at a year she said, "How about you get your license? I need more help. I need things like sitting at open houses, sitting at inspections, because again, those items. I mean, she does it mostly, but there's a time where she's got two other things going on. Yeah. You know, so can you or put in a lockbox on? You can't do that as an unlicensed assistant. And I said, yeah, I'll get my license, but you know, I don't know that this is what I want to do yet. It's only been a year in Florida. My education license is still good. This is what 19. I

Tracy Hayes  7:38  
mean, 2018. 2018. 18. Yes.

Angela Stancil  7:41  
So January 2019, she said, get your license. So I passed in February, and signed on with Global Banker in March, and I didn't do it for my own yet. I just was simply helping her still. And about summer, I was sitting open houses for her, and of course she said, "Any client that you get, just try. Might as well if you just try, experience it, learn how to talk to people. And again, I would not be where I am without Amy Davidow. Aim to know, Amy Davidow. Well,

Tracy Hayes  8:12  
and I want you in this part of the your your story a little bit. You've been in the office.

Angela Stancil  8:19  
Yes,

Tracy Hayes  8:20  
you're hearing them talk, the shop talk, if you want to call it that. Now you're in an open house.

Angela Stancil  8:25  
Yes.

Tracy Hayes  8:26  
What happens?

Angela Stancil  8:27  
Yes. So, and again, hearing the shop talk, she would even put her phone on speaker for me while I'm just in the computer on the side on the computer, filing, doing whatever. I would hear her speaking to other agents, how you negotiate, how you get through hard things, or the client themselves, or the client themselves, you know, all of the things. So, open house. I eventually, in the summertime, decide to go for it, and I'm like, I'm going to do like a real, real open house, not just sit it for her, you know, at the time. So, you get the fancy sign in, and you, I printed out similar houses in the area in case this wasn't the right house, I could say, oh, well, if this isn't the right house, you know, I can take you to these on a different day. These are the ones that are similar that I have access to. You know, you're doing all of these things that before you're just like, you know, because I I didn't want to catch a client at that time, and then and then I decide to. So I do a real open house, and I really try to start those real conversations. Make the connection. Listen to what they're saying. They have a kid. I have a kid. They know somebody. Amy's phrases in yes. Tell me more. What about structures

Tracy Hayes  9:33  
in your head? Yes. Yeah.

Angela Stancil  9:34  
You like this about this house? Oh, well, in Eagle Harbor specifically, which is in Clay County and Fleming, which is where I live, they would say something about the school, and I would say, "Oh, well, Fleming Island has three elementary schools. Two of the large neighborhoods have CDVs and have the resort style amenities, Eagle Harbor and Fleming Island Plantation. Let me show you one here. So, just listening to anything they would say, I could catch, and then. Relate to because Amy and the team build business off of relationships, and that really comes from tell me more. What's your end goal? How can I get you there? And then we figure out the path in an actual consultation. But just that oh, I like her, I like him, kind of thing is what just really starts that?

Tracy Hayes  10:22  
Well, it's funny how you basically were. You know, I've been in sales for decades. How you going from teaching, although you're you, I think people don't realize you're selling all the time. It doesn't matter what you're doing. You're selling your. You're you're leading teachers. You're leading kids, whatever you're selling them something. Yeah, exactly. Where I think a lot of people don't understand a great part in in and I don't put myself in an upper echelon. I I should have been a psychology major because I like evaluating this and hearing what you're saying, is you you were allowing, and it sounds like you learned this from Amy. You were allowing buyers to basically one tell you everything about the house they wanted, which helps you. Now you don't have to go out and see 1000 houses. You're going to go out and see two or three, and probably at least one of those is just a house to bounce them back to the other two, to say no. You see why you don't want to live over there? Yeah, okay. Now you you want to over here, and and then because they told you so much, when it's time to say okay, this is what you told me. Now you're spitting it back at them, and they're like, yeah, this is exactly what we wanted, and because you had a longer conversation sitting in a nice air-conditioned room or on the phone or something. You're not spending all the time out there in the hot, you know, beating the streets, so to speak. And how important it just it makes you a great salesperson, but also it tells the client that you listened.

Angela Stancil  11:59  
Yes, and it's the same enlisted appointments too. So we were talking about open houses, but you just want to establish that relationship to then get them in for a consultation. So buyer's consultation versus listed appointment, the same thing as you're learning their goals. And so when times get tough, because I don't know how many transactions are actually perfect where it's sparkles and rainbows at each other time. You know, so when time gets tough, you can say, "Oh, this is what we're going to do. We're going to deal with this. But remember that this is going to get us to this, and this is what you told me originally that you wanted, and that is still in sight. We just kind of have to go through it this way to get to it. So, and that's again buyers or sellers the same thing.

Tracy Hayes  12:37  
Well, I think for anyone listening, picking up pro tips, what you what you're defining is, one there is no unicorn transaction. I mean,

Angela Stancil  12:50  
maybe one. Yeah, if you run across it, mark it down, right? Yeah.

Tracy Hayes  12:54  
But I think if I I really and I've mentioned this a long time ago, but I bring it back. Obviously, the little maybe the little notebook that's in your gift bag there to to write down what happened in every one of your transactions this year, you know what what you know and it doesn't just almost look at your or obviously you've got these devices now you could just record and then transcribe it, but I think you'll you know and then throw it into AI and say hey what are the trends? And well, every transaction had some sort of this or that, but it's you start to foreshadow for the client, preparing them. Hey, you know what? We're probably going to get a kickback on that, but this is how we're going to handle it if it happens. And it just all the stress, and then when something really comes up, they just have the confidence in you that you're going to get them through it.

Angela Stancil  13:44  
Yes, and our goal is not to make decisions. The buyer or the seller is the one making the decisions, but we are to lay out pathways. So I remember there was a a little condo. The family reached out to me. It was in probate, so I was doing this probate file, and it was it was a difficult condo to sell. It was difficult. We finally had a buyer. The buyer could only buy it if we could close on this date, which was way too soon. We couldn't get it through probate. We couldn't get all of the things done. We we couldn't do it, and so we were stuck. But our job is solutions. Then you talk about preoccupancy, you talk about you know all of these things, and you lay it out there, and then you explore those things with your clients. So we're not the one because they had to make the decision. They had to allow somebody on the property that didn't technically own it yet. You know, we just lay out all of the different ideas. Okay, this is the goal. We have this hiccup. This is a way we can get there. If you don't like that way, this is a way we can get there. If you don't like that way, this is actually yeah. So

Tracy Hayes  14:45  
I had a lady on not too long ago. She was from North Carolina, who she has a book from from death to. It'll come to me.

Speaker 1  15:01  
Yeah,

Tracy Hayes  15:02  
but was talking about she's become an expert.

Angela Stancil  15:04  
Okay,

Tracy Hayes  15:05  
on how to handle

Angela Stancil  15:08  
probate.

Tracy Hayes  15:09  
Probate. Yeah, what happens after a family member dies, and you you know, either a it you're willed the property or you inherit the property, or it's there is no will or anything, and so now you got to probate it, and who's you know type of thing. So in this situation, you had a property that was in probate to to actually for that for that person who's right now at least seems to be in control of the property because the judge hasn't ruled yet to to allow give them the authority to rent it to this person. How how did you?

Angela Stancil  15:43  
It was. I mean, it was only like two weeks. So okay, all right. So and it was just like something with a hangup with the homestead, the way that the homestead was filed. So we were almost there. So it wasn't a long, long time. But we they wanted they had nowhere else to go, and they said, "I'm going to buy your property on this date, or I'm going to buy a different property. Well,

Tracy Hayes  16:00  
you rolled the dice a little bit because obviously, you know, everyone evaluated the risk situation there. Right, and what if?

Angela Stancil  16:07  
Yeah, yeah, yeah. So that was in St. Augustine, but but that was actually one of one of my first transactions. So well, let's talk through

Tracy Hayes  16:19  
that a little bit from the standpoint of obviously you probably never dealt with a probate property before at the time.

Angela Stancil  16:27  
Right,

Tracy Hayes  16:27  
you have the situation, so you go to Amy and say, "Hey, probate's not finished yet. It could be who knows, couple weeks, couple months. We don't know. These people need to move in by this date. How does what? How do you and Amy strategize and come up with the solution?

Angela Stancil  16:45  
So not just between Amy and I, it's good to have also just partner vendors. And so the title company that we we always recommend three or four title companies. And of course, again, we don't make decisions. The seller can pick whoever they like to use, but we suggest three or four that we just know are going to help us. And so when you have a file that has all these, you know, red flags, ones that aren't going to be sparkles and windows, you really want to file. You really want to make sure you have someone who you also can talk to from the title company side, from the law side. You don't have the lender because you have the seller, but you have a lender that you can call. You can ask these questions. Hey, on the other side, the buyer has this. So you want to have that relationship with different vendors that you can not only bounce off between Amy and I, our broker Kim Knapp as well, but also just vendors and just collectively come up with the risk assessment. We could do this. Okay, the buyer file looks like this. The title company suggests this document that we all sign. Also, you want them to talk to the county. Okay, county, what are the estimates on how much longer till we get this? But then, additionally, the actual condo HOA or whatever it is that is in control of it. How can they? Can they have keys? Can they have access? So, because because a lot

Tracy Hayes  18:02  
of condo associations are only going to allow yearly leases. Correct. So you're getting this person to technically sign a yearly lease when really you're hoping it's only going to be a couple weeks. Right. But they got to sign a year lease, and they feel like oh my god, I got to sign a year. Well, you can't move into the condo unless you sign a yearly lease. And case my case is

Angela Stancil  18:19  
different, but this one was just-it was a free of charge preoccupancy. Okay.

Tracy Hayes  18:24  
Oh, all right.

Angela Stancil  18:25  
Yeah. Friends

Tracy Hayes  18:26  
moved in, or friends moved in, and then decided to buy in. Yes. Pretty much. Pretty much. But but you're 100. This is where one, you know, the agents that are listening right now, and I know a lot of my listeners. Some of them are new, but some of them are been around. We don't hear every story. This was a solution that was come up. Will it work all the time? No, it won't. You obviously had some parties that were willing to work together, and everybody evaluated the the the risk situation, and you came up with a solution. And I I think there's not enough, and if you really want to be great, you've got to be willing. I call it you know it's like chewing the chicken off the bone. You really got to get down and get it all because if a deal makes sense, and that could and I'm talking about on the lending side too.

Angela Stancil  19:19  
Right, right.

Tracy Hayes  19:19  
If it's like man, it's just you know maybe their income's not reported correctly or whatever. There's other solutions, and sometimes it's not the lender. I think what makes a great lender, and I think you is sometimes that lender cannot do that deal for whatever reason. But do you know another lender that actually will take care of that? Yes, and that's part of I call it saving face, and I and I think you know it's it's something that when you choose your lending partners is okay. Well, how it does this person know enough and know what they can't do and what other lenders possibly could do in some of these unique situations.

Angela Stancil  19:56  
The lender on the buy side and the title company on the sell side. Literally, can make or break a deal, 100% Yeah, 100%

Tracy Hayes  20:04  
Yeah, especially condos.

Angela Stancil  20:06  
Correct.

Tracy Hayes  20:07  
Condos, and I've said this numerous times, and one of my reels blew up because I said this. Not every lender wants to do condos in Florida. They are not

Angela Stancil  20:17  
real estate agent wants to do condos in Florida, which to me,

Tracy Hayes  20:20  
as I, I, I actually enjoy condos. Now, is there an extra step to condos? Do you have to tell them there's going to be an extra fee? Yeah, they're buying in a condo. That's part of part of condo life in in Florida. But I think with the, I was talking to someone the other day. With the the, we think of condos a lot for the older generation because everything's being taken care of, but really our younger generation, like they don't know what a hot water heater is. They don't know they don't know where the power, the electrical box, and and and you know all these things that you have to do to you know these little things that you don't see every day, but you they're in your house and

Angela Stancil  20:59  
convenience for that generation who works from home and can travel, and yeah, that's they it's taken care of the exterior, all the things they can work wherever they want. They can do extended vacations. Condos are very appealing to them. I do work condos. That the new condo questionnaire is very long. We as a team have spent so much time preparing and reading and understanding the documents. We have draft emails, and we have a buyer or a seller of which documents they're going to request up front, so that we're ready to go. As a seller, we already have them online. You know that. So condos are a lot, but it's it's doable. Yeah, they're usually not great. It's not sprinkles.

Tracy Hayes  21:35  
It's it's there's there's two parts that one having great agents that are prepared. When you're listing a condo, get all the condo docs immediately. And if you you may be sending them over to your lender that you work regularly, we'll do it here. We have a dedicated condo team. Not every lender does,

Angela Stancil  21:55  
right?

Tracy Hayes  21:55  
But the the lenders that have a dedicated condo person, that's that's all that condo person does. They don't do any loans. They actually just get them approved through Fannie Mae or Freddie Mac's guidelines. From that, so if you're listing it, you send over the condo docs. They send it up their condo team. Their condo team will evaluate. Say, yeah, we don't see any problem lending on this, you know, situation. We just need to make sure the insurance coverage is great, which you know some things that are there, but that way, it's it's already out of the way. There's so many. There was a period of time there where there was a bunch of condos in the area under some sort of dumb lawsuit. These condo association board people don't understand what a lawsuit does to the lending environment around them. So ironing all that out now, can we get it done with a lawsuit on there? Possibly, but you got to get all that documentation on what that lawsuit's about, right? Yep. So important, and but condos is is yeah the the longer. Well, they they had two forms. They had the long or the short form. You put 30% down, but that's to me. I think what they realized was we were having them put more money down on that investment condo because of the risk factor. So I don't think they're going to really their approval is not going to change as long as the financials and the insurance is there. They're going to lend on it. You just may have to put more money down,

Speaker 2  23:23  
right?

Tracy Hayes  23:23  
And usually, and the ticket before was 30% I don't think it's going to change. I mean, could you get away with 25? Yeah, but they're going to charge you hard on the interest rate. 30% down on an investment property, an investment-penetrated condo association, not a problem because you had 30% of your blood in there. Yeah, right. Yeah, all right. So let's get back on our subject. So sitting

Angela Stancil  23:44  
open houses. Sitting, you're sitting

Tracy Hayes  23:46  
open houses. You're having these conversations.

Angela Stancil  23:48  
Yes.

Tracy Hayes  23:48  
Starting to get a little.

Angela Stancil  23:50  
Yes, in the summer. So I finally got my first transaction to close in December. That was 2019, and then I had some things in my pipeline, so I had a great January and February of 2020, and then COVID happened, and actually, it was a good thing for us as a team. So Amy had myself and and Rachel still on the team, and we exploded. We all I had been working from that whole year on different avenues of ways I could get my pipeline full and just exploded. So as of technically 2019, I was licensed and it was my first year, but I don't really count it because I was working for an Amy. So 2020 was my first year where I was doing my own transactions, and as a first year, I did like 7 million, and I just thought that was really, really exciting. Yeah. And then it was close to 15 the next year, and then kind of stuck at that till I was diagnosed. But it it was just the right time, the right place, the right person, and learning the business on the back end first. Was got my LLC right when I got licensed, even though I didn't even know if I was going to do this full time or not as as myself, not just helping Amy. So the the building blocks and the foundation of your business are so much more important than your business card and your head. You know what what a lot of new agents just just go for it, and if you want to last through COVID, through illnesses, through changes in the team, through changes in everything the real estate world was, which was documents. You know how that that shift happened. What was that? Two three years ago at this point, with all of our documents, just being able to bounce back from all of those things is because your your foundation is strong.

Tracy Hayes  25:46  
AI helps me with the intro because it's reading all your bio and and then the questionnaire obviously is in there and that and then obviously the questions that come back from Read Tomato and it puts I jumbled all in there and I say okay let's create an intro intro and systems was in the intro and you just meant you just mentioned that part I imagine Amy you part of her success is her systems give it if you are explaining to a new agent that might be listening, or an agent who, you know, I think it's like using social media, having systems. You hear all these pie in the sky phrases or words, and you're like, "Well, let's stick it to the wall. So, if you were explaining to someone and you're talking to him, "Yeah, I have to, I have to have systems, and I'm a new agent. So, explain to me what what's what systems are there that you're using? What does that mean?

Angela Stancil  26:48  
Yes, and that could be like a five-hour conversation. Yes, and but it's also because I love it. I'm like weird. Organization is my favorite thing in the entire, but yes, not just new agents. It could be agents who are ready to grow, agents who who could do more transactions, but can't figure out how because they don't have their systems in place to let things flow. They're doing every single thing on their own. So for those agents, I would say just like with Amy did with me, sometimes paying someone to do the little things and letting go and delegating a little bit will just shoot your career off. What do you label

Tracy Hayes  27:26  
as the little things?

Angela Stancil  27:28  
Your your marketing mailers, your closing gifts, your marketing material. They can do the Canva. They can create it. They can order it. They can print it. Your customer appreciation events. They can set up. They can make the phone calls. All of these things that make you money in that you stay top of mind, and then you get the referrals. You don't have to do all of those things. So I started with Amy, like I said, in 2020. By 2022, I had my own assistant, two years in, two second year agent, but I hired an assistant.

Tracy Hayes  28:03  
Someone you put on payroll, or it's a virtual assistant? No,

Angela Stancil  28:06  
here local meeting every single week. Are

Tracy Hayes  28:09  
they working with other agents, or is totally dedicated to you? This one was just dedicated to me. Okay,

Angela Stancil  28:13  
so we do real estate reviews, RERs for our customers at every six at the six month mark, and then every year at that mark. So preparing that, that the front pages, and then I do the back and make the phone calls. But any and every little thing that you want to stay top of mind to continue, even creating some social media content for me. And you know, and here's an idea. Do this. Here's an idea. I have a my assistant won't make fun of me, but I'm like, this is a great pop bye, and I send her like 17 ideas, and we haven't even done the one from before. But setting up the pop buys, and then riding in the car with you, and so then or driving, so then you're still on the phone with the lender, with the appraiser, negotiating something, and then you hop out of your car, deliver a pot buy, and get back in the car, and they're still driving you around, and then you're working while you're doing the thing, so multitasking, and then keeping you. You can be like Ryan

Tracy Hayes  29:05  
Serhant, like being driven around New York City. Okay.

Angela Stancil  29:08  
Yeah. That Lincoln lawyer, Lincoln lawyer. Yeah. Yeah. So, but any of those things, and again, those are kind of ideas for systems. But even cleaning up your CRM, I'll be like, look, my CRM is. I got three of the same person in there. I've got all these text messages on my phone. I don't know who they are, and so when you meet weekly, you can hand off a few things while you're doing other things, and then magically, you your CRM's clean. So

Tracy Hayes  29:34  
I think some. There's a lot of agents out there that are at that. You know, I think it's seven to 10 million. They're hitting it. They're hitting their their lid. They call it. I haven't talked about this in a while, but the assistant, which maybe you share it, maybe you know, because I think one one thing people oh well one I gotta have a payroll. How am I? You know, we're always skeptical that next month all of a sudden houses. Gonna stop selling, and you know what would I have them do every day for me?

Angela Stancil  30:06  
Right, right.

Tracy Hayes  30:07  
You know, and so what are some things? Is there some staple things that I would imagine? Because obviously, you don't want to be sitting there going, "Hey, what? Spending your day thinking about what they should be doing. No, yeah. You have some staple things that when they come in or check in at eight 9o'clock in the morning, this is what they're doing.

Angela Stancil  30:23  
Correct, and it takes time to establish that. And I was never full time like a nine to five with Amy and my assistant, who's also named Amy. How confusing is that? Is also not a nine to five. So she's a 1099 employee. She sends me her invoice monthly, and so I pay her a base because I know there are times where she's at Target thinking about me and a closing gift or an idea for when we take donations for Quigley House. She's always thinking about me, but but you want them marketing for

Tracy Hayes  30:53  
you too. They want you know they're not selling, correct? But if someone's talking about real estate, they should be you know handing your card or handing their card maybe and saying call me so they can give them to you.

Angela Stancil  31:03  
Yeah, so there's a base amount and then everything else and again you build this slowly is a project based amount or an hourly amount. So my monthly mailers is an amount appear the same amount X money every month for doing stuffing and printing, creating stuffing, stamping, mailing, going through the list, my monthly mailers, and then other items could be hourly. Hey, we have this customer appreciation event coming up. We need you to call the movie theater, figure out what the cost is for the popcorns, create the tickets, make sure we have our tablecloth cleaned and ready. You know, well, it sounds like you've done one

Tracy Hayes  31:41  
of those. How do you feel about the movie? I think I think it's a great idea.

Angela Stancil  31:44  
We've done it multiple times. Uh huh. So we have a large team: five agents and two others on payroll, and we work different areas. We have different clients, and we love that. That we're all social. So all of you

Tracy Hayes  31:57  
get in. So all of you have clients coming to this point,

Angela Stancil  32:02  
and so every other year we do a family-friendly one and then an adult-only one because again we have different clients and different people. I'm very family-centered. I just I feel like I work with who I am, and so I have a lot of family. So the movie one is my absolute favorite, and so we've done them on Fleming. We have done one at Tinseltown. I forget what I think was called Tinseltown Theater, and then we've done it at Fleming, and we rent out the largest theater that we have. Sometimes you can rent out more than one theater. We work with them to get coupons, so when they check in, they get to go get their their popcorn and their drink that is covered by us, and then they can buy anything else that they'd like to. And then we theme it, so we have little goodie bags. The last one was the Minions movie. So one of our teammates is very short, and we put her in a blow-up Minion movie. And so she's taking pictures with our backdrop behind all of the people in the Minions. Yeah. And then in the goodie bags, there's Minion gummies and glow sticks and silly straws, you know, for the kids. The one before that was when the well, there was a couple before. Was the real Aladdin? We had Jazz, a real Jasmine Princess come. Oh, cool!

Tracy Hayes  33:06  
I don't. So this is another project I'm working. I'm not going to get into details, but the the social media impact because obviously you have one, you have the minion in there, but now you have the team or the logo, whatever Cobalt Banker, whatever it is you guys are putting in the background. People don't realize every one of those people that took the picture. Obviously, majority of them, I'm sure, posted on social media. They're sharing it. Their friends and family are are all seeing it, and I don't think people realize that's that's really the power of social media and product placement and so forth. I don't have my. I listen to Value Tainment and Patrick David, so I got his mug back over here. Yes, you can see it in the full shot. But the the power of product placement and your and your thing without actually doing a fancy logo on the thing, it's it's there. Right. And obviously, I'm sure they're all saying, "Hey, appreciate, you know, David O. and

Angela Stancil  34:05  
my realtor. And you

Tracy Hayes  34:06  
don't don't forget to remind them to tag you and all those things. A lot of people do post, but they don't they don't tag, and the importance of tagging. Or obviously, you know, on Instagram, you want to invite collaborators. That's how it really gets goes unviable. Yes,

Angela Stancil  34:19  
yeah, and we we ask for vendor support, so we're not paying for the entire event. Because with five of us, there's a lot of families coming. We ask for vendor support, and then they get to be in the lobby and chatting, and they and you know not all lenders go to the closings, not all lenders meet them, so they're meeting their customers that they worked with for the first time. Same with the title company, of course, they meet them unless they're a mail away, but they're there with us. Insurance brokers don't always meet the customers that they work with, so we also invite our favorite vendors to participate in that with us. Yeah. So that is something your assistant can really, really help with, especially the night of you want to be there talking, you want to be there hugging their babies and remember, you know, remembering all their their names and their grandma and their aunt that. I can't remember everybody's name. That's where you gotta be planning to clean CRM. Yeah, yes, you want to be doing that, and then your assistant is handling the tickets, making sure they have the popcorn ready, making sure you know, and that's you want to because you can spend days just on the

Tracy Hayes  35:16  
logistics of planning that, and that's where an assistant comes in. Yes, because that could be weeks of time that they're actually putting in, let alone still keeping what you normally am doing. And it

Angela Stancil  35:26  
doesn't even have to be huge. We like to have pop-up offices as well. Where so this is a company called Lolo. It's local love, and they find local to whatever county you want to be a part of. The only one I can just think off the top of my head right now is called Sweet Sensations, and it's this little everybody loves their chicken salad, and they provide a coupon, and not that you have to buy something. It is legitimately a free chicken salad or whatever it is, and it's texted out to anybody that we want it to text to, and it's good from March one to March 30, whatever it is. Well, we take our Thursday morning meeting on a Thursday, and we go to Sweet Sensations, and we'll say we're going to be here. If you want to come use your coupon, come say hey, you know the local coffee shop, the Happy Grilled Cheese, you know whatever the thing is. We try to do that every once in a while, and then sometimes it's not where there's a coupon. Just we do Milla Mushroom downtown a lot because again, there's a lot of people in that area for one of my teammates. So we just go and we work there. If nobody shows up, nobody shows up, you know. But if people show up, we get them a coffee, we get them a piece of pizza, we they use their coupon, whatever it is, and so we always just want to be in front of our customers because that is where their relationships stay. So that in six years, when their grandma moves, when their aunt moves, when they want to sell,

Tracy Hayes  36:51  
you know, an assistant who has that mindset that you're talking about, what's another opportunity I can put Angela or Amy or whatever in front of their people, and sometimes you get so busy doing what you know you need to be doing, buying and you know selling homes, you don't have time to stare. Oh, hey, that coupon went out about the you know the grilled cheese sandwich shop, which I yeah I'm I years ago I used I know what you're talking about, but yeah to utilize that coupon going out and say, "Hey, we're going to be there for lunch. Come by and use your coupon. They'd be like, "Oh yeah, I do have that coupon. Why don't I just go by? They're going to be there. There's somebody else going to be there. I don't have to find someone to go to lunch with me or feel like I'm going by myself. I'll just go down to see Angela. She'll be there and say hi. Yeah, and the

Angela Stancil  37:36  
assistant is also just somebody if you find a good one who keeps your head on your shoulders. Because again, I was telling you, I send her 16 Popeyes, and she's like, "We have three in the closet, Angela. Don't buy another Popeye. Let's get this Popeye done. You know, so it's also someone who, if you take it slow enough and you build that relationship enough, who truly can run the business. I'm like, she's the keeper of my passwords. I don't ever know a single password. You know, she knows all my passwords. Same with your finances. Hey, my tax guy needs to know what I spent on this. She pulls it up. I, you know, you just don't have to worry about all of those things. You need to be with clients. You need to be at consultations. You need to be or finding new avenues of clients. You need to be at your kids. How many hours a day? How

Tracy Hayes  38:19  
many hours a day you have her, so again it's or is she just it's

Angela Stancil  38:24  
it's base and then hourly so it it's different each month but we meet once a week for a couple hours okay

Tracy Hayes  38:30  
so she works a lot of times when she whatever few hours a day that she is dedicated to that you have some standard assignments for her that she needs to complete each week. Now, whether she does that in the evening before the sun rises, you don't care. Correct. These are just you know because cleaning up the CRM can be done at 2o'clock in the morning. Yes. So

Angela Stancil  38:51  
she's very different than our closer, our closing transaction, our closing coordinators for the whole team. That's a very very different job, and that is a nine to five job at a computer all day long for the five of us. So that's very different, and she's not necessarily.

Tracy Hayes  39:08  
You're calling it a closing coordinator, not a transaction coordinator.

Angela Stancil  39:11  
We just call her a closing coordinator. So sounds like transaction coordinator. She's transaction. Which

Tracy Hayes  39:15  
you what would what would be would be your recommendation? I know Kim Knapp has her recommendation? I remember specifically talking to Jordan Ferreira now, Jordan May, when she was with him. You know what their theory is on who who is the first hire, the transaction coordinator or the assistant.

Angela Stancil  39:39  
I would say the transaction coordinator would be the first would be the first hire, and that is because the transaction is more important than the pretty marketing things at first. If you need your business to go and flow and work, and the money to come in, so that you can do the pretty things. You need someone to make help on that back end for timelines with making the calls with getting things done. Especially if you have an out-of-town buyer, you're in the car three days straight, but you have a listing where the appraisal appraiser's gone rogue or whatever's happening. If you want to give that buyer full attention to get a new transaction, somebody's got to be helping you close the other transaction, so I would say that would be first.

Tracy Hayes  40:23  
You made me think of something working with transaction coordinators from the lending side. I think their email should be Angela's TC at whatever.

Angela Stancil  40:32  
Right. Because you don't David O. But yeah. Yeah. Well, yeah.

Tracy Hayes  40:36  
The tough part is you trying to like what was the name of the transaction coordinator? Yes. Yeah.

Angela Stancil  40:40  
Yeah, and they don't always get cc'd, and that's okay. We know that you're working with us, so if we see the email, she's not cc'd on, we forward it right over a file. But yeah, and you were talking about Jordan. Just makes

Tracy Hayes  40:50  
it. I'm just thinking, yeah, be a lot easier because I know Angela. I work with her. She's the agent, referred me, whatever. Okay, so I just call Angela Angela TC, and we'll get to that person. I know, I know, I know, I know. When you keep, but some of them are really great. I love when they send out the email saying they they have the whole thing of who's who on the transaction.

Angela Stancil  41:08  
Yes, she does a welcome email with all of that. Yeah, and all of this takes time. All of these things take building. It takes failure. It takes we got to redo this. That was confusing. I love having an assistant also who's not licensed and who's not in the world, because I can hand this to her and have her read it. Because in my mind, I know all of the jargon and all of the terms, but she doesn't. And so when she reads it, be like, "This is really confusing. I don't know what that means. Okay, help us rewrite it so that our customers would know what it means. So like a lot of our marketing is educational. This month's flyer was on Lady Bracknell. I

Tracy Hayes  41:43  
use Claude and ChatGPT for all that. Yeah. I take every I take every email when I if I send something out, and I get a response from you know you know kind of responding to my request. I'll take that and cut and paste that right into ChatGPT. Say what are they saying here? Because I'm already having a conversation with ChatGPT about what I'm doing, and I say, okay, hey, I emailed so and so, and this is what they emailed me back, and they'll come back. Oh, this is how you should reply. Sorry about

Angela Stancil  42:14  
ChatGPT. So the buyer broker agreements, you know, not everyone is used to them yet. They're still coming into play. I had a gentleman put the buyer broker agreement in ChatGPT and said, "I don't know what his prompt was. What should I ask, or what's wrong with this? I get this copy paste, three mile long email sent to me, and he's like, "I'm not signing until this is explained. And I was, at first, you read that and you're like, "Who is this? I don't want to work. Oh, that's oh, 100% So my lord, that's how there are. Surprised it was ChatGPT. You go through and you're like, okay, well, we're not lawyers. We can't mark anything out. We fill in the blanks. Here's the answer to your question. Here we can do this. Here we can't do this here. He said, okay, and then you just signed it. So it's almost like just testing to you know what it says.

Tracy Hayes  43:01  
100% Yeah, and people in that, and that's exact. You took it right. You don't know what he prompted it for, and most likely because it gave such a long response. Instead of, hey, I want to go through this document. What are the highlight points? Strike me up an email back to the agent asking about these particular things, and it would have been, you know, a reasonable size email, not all these page because it was it was talking to him not you and and how the structure of that thing would yeah I would 100% I would have copied his whole thing and put it in ChatGPT said hey Gumpify this for me simplify this down so that this buyer understands that the buy broker agreement it is what it is right you know like it or leave it you know we can we have these these couple of options, yeah, yeah. Especially because I think today, and it's not just anything new. This has been going on since texting and emails. People misread, and obviously sometimes we we write an email like we're talking, or you know, or maybe we are ticked off at something, and they're asking a question. Now you're like, right? Yeah, you write that. You write that email back. Hold on a second. That's I'm. I use it to kind of filter me.

Angela Stancil  44:14  
Yes,

Tracy Hayes  44:14  
but it's worked amazingly when I've had situations with lending situation where hey, maybe there's here's a couple of options

Angela Stancil  44:23  
right

Tracy Hayes  44:23  
and and and I say okay and I've actually taken the full like you know get the worksheet with the closing costs and all that kind of stuff and I'll put that right into ChatGPT or Claude scan it in there say I need you to write this in a very simple format to a first time home buyer you know keep it very simple. Here are his options. Show the difference in where the cost options and why there's a difference. And you know, here's the difference in his payment or whatever it is. And it writes a great, very simplified. And I have so many clients that within seconds respond, "Oh, okay, I'll go with option A.

Angela Stancil  44:58  
Yep. Yeah. That's very helpful. Yeah, for sure. Yep.

Tracy Hayes  45:01  
All right, let's dive into because I think it will fill in a lot of the not not that there's a lot of guys can't get your whole life story in an hour, but some really things that you guys are doing in in your business, and like I said, this is these are the type of questions. There's a buyer listening. There's some stuff in here that's going to be you know agent oriented to another agent if you're you know helping them educate, but also from the from the buyer standpoint and obviously a lot of this from to create the great content we'll create from the show. So take us back to a moment you decided to trade the classroom for the closing table, what actually happens, and what did what actually happened, and what did a decade of educating give you that you couldn't have learned anywhere else?

Angela Stancil  45:51  
That's a really hard question. A moment. I think it's a culmination of being assigned a relo agent and having that person make our transition to a whole new chapter in life easier and less scary. So I guess that's that's the moment. The moment is the moment I met Amy Day. No, but I I lived it. I did it. I left my first career. I left every person that me and my husband were related to. We moved four states away, and we started over. And that is terrifying. Military has to do that all the time. Other people taking career leaps are doing this. People who are just tired of the north and want to be in Florida are doing this, and it is scary. And there's 100 moving parts. And so I did it. I lived it. I went through it. I had to figure out where the pediatricians were, where the VPK is. What is VPK? We didn't have VPK in you know North Carolina homestead. What is a home? What has happened? You know all of these things. Someone held my hand, and that someone was caring, and had 15 other transactions happening at a time. But I didn't even know that. Did not know. I thought I was the only person and her favorite person. That's how I felt. Yeah, and that is how I treat every single person I work with. And that is why you should have a closing manager, and that is why you should have an assistant because your job is the transaction, and then everything else is what keeps you having transactions. So my focus are these people. Where are they coming from? Why are they moving? Is it sad? Is it happy? How do I need to adjust? What little things can I pop by and give them and help them? That's going to be exciting. What can I do? Because I lived it. What is their scenario, and how can I make it better?

Tracy Hayes  47:36  
So that mindset, that positioning that you're taking, is that something you you learned in your in your in your educational career? Because I think obviously dealing with students sometimes you got to know you know especially today you got to know where they're coming from.

Angela Stancil  47:53  
Yes, I think so. So I worked in a high socioeconomic school as a teacher, I was an assistant principal at a low socioeconomic school, and that, and then I went to kind of all over the place. But that working in both fields, understanding both sides, understanding he is grumpy because he didn't get breakfast, and he has bed bug itches, you know, bites all over him. That is why he's not doing his math. Who has time for math when you're dealing with this at home? You know, so find peeling away the the layers. What is so? It's it's a student. It's a it's a family. What is it? I think I learned how to look at it from every view. I think as as an administrator, it just it really taught me how to view it as I don't know a full. I kind of lost my train of thought. Yeah, no, I completely understand. I mean that

Tracy Hayes  48:54  
that's why I was relating the two because I I think it's something almost we think people do naturally, but then when you sit back, like you, you thought about your entire move and all the things that you had to do. Oh, there! I some people think you know, like they're the only one in the universe. Like, no, everyone has dealt with this before. Yes, everyone's had this family situation. Might not be exactly, but we all have had family situations, right? I think also as a

Angela Stancil  49:24  
teacher, and it's funny. I was a teacher before I had children, but and so I think of it so differently now. As I'm the keeper of their biggest asset, right? Their baby, their child, their everything is my responsibility for these seven, eight hours, and I I feel like a house is your is the next biggest asset. Like I am responsible for the next couple of months for their move, their change, where they're going to create those memories, where they're going to live this life, whether that's a divorce or a marriage or a step family or grand. Moving in, or whatever it is, it's a really big deal. It's a really big deal.

Tracy Hayes  50:05  
I think the again, this is something a lot of people don't think about, but when they when you're hiring a quality real estate agent, it's like going into the doctors. And to me, doctors today are not very good. I think, unfortunately, with technology and AI, their salaries are going to be cut in half because they're not really making it. They're just inputting their stuff into AI, and AI is going to diagnose you based on what they're telling AI is your you know what you're telling them and what they're what some blood tests they're going to upload the blood test and it's going to tell you what's going on. So, but from a real estate agent leading you through this situation, you are actually spending more time than any doctor will. Right, and you know, could you make it through with other? Could you done it yourself? Yeah, we all could have gone on and researched how to, you know, counter this disease and you know mix something at home or whatever. You know, there's all these home remedies for other things. Why do you go to a doctor? Why do you go to real estate agent to transaction? Because you want the guide, you want the sherpa, you want the, you know, want

Angela Stancil  51:12  
a human, you want experience. Take me to the hot fishing

Tracy Hayes  51:15  
spots. Make it easy because I don't want to. I don't have time to waste on all this other stuff. Right. Yeah, yeah. You went through cancer treatment while keeping your business running and raising a young family. What did that experience reveal about how you had built your business and what would have collapsed without the systems you had in place?

Angela Stancil  51:33  
Yes, and again, I owe the systems to Amy and to Kimnapper Broker and to Coldwell Banker because they are the ones who encourage these things consistently. They're the ones that introduce the Ninja Selling Program to us, that encourage us to go the yearly rallies of the of the team. Just always, always, always reminding you of putting your business and your foundation to work for you, so that in the times where you are on vacation or you are dealing with cancer, that it's still working in the background. Same with your closing manager. Same with your assistant. I have been on a team the whole time, and I know that there are hundreds of other teams that run very differently. There's a million different ways to run a team. This team, we are all for one and one for all. We just are. The team is what, what and who we are.

Tracy Hayes  52:33  
Speak to how the importance of that culture, because if you truly are going to have a team that's going to last,

Angela Stancil  52:40  
yes,

Tracy Hayes  52:40  
you've got to bring in a bad apple can spoil the bunch, right? So it's very important. I'm sure Amy's probably learned that maybe through trial and error, or maybe just watching others, and who she brings on the team. It

Angela Stancil  52:52  
has to happen organically, and it has to make sense. You can't just say, "Oh, we're busy. We need somebody here. You come. That doesn't work. You have to have the same mindset of we're here to help each other, we're here to learn together. We will meet weekly. We will share experiences. We do understand that everybody's different, and that's what makes us better.

Tracy Hayes  53:13  
Yeah,

Angela Stancil  53:14  
because your clients want to live in, you know, cool San Marco downtown, and my clients want to live in shearwater. That makes us better because somebody's going to know somebody who is wanting an investment. Live in shearwater and want an investment. It just it connects us. We stay connected. We are very different women at very different spots in our lives, and they're my best friends. You know, like we are just all for one and one for all. We help each other out, and so with the systems that we put in place, having the good CRM, having our monthly marketing plan laid out six months in advance, having the popeyes and the customer events, all of that already planned, having the trainings that we have. When I got sick,

Tracy Hayes  53:59  
make sure we pick up our. Yeah. But Amy's structure. You got. You guys are running under Amy's thing that all these she's having, making sure you each of you are doing the things that you just listed off there. Yes,

Angela Stancil  54:15  
but not in this. Not necessarily all the same way. But demander of you know. It's it's so different because some teams could say, "I'm in charge. This is what I'm doing for my business. This is what you need to do. She is my team lead, but she's not my boss. Does that make sense? It does

Tracy Hayes  54:32  
to me. She is

Angela Stancil  54:34  
the wealth of knowledge. She is the one that can connect us and find the new things that we may want to go and train on, but we are just as much with the ideas. We come with the hey, I have this pop by. Does anybody want to use it? Yes or no. Okay, this is what I'm doing. We just make sure we're all doing pop buys. We just make sure we all have marketing. And obviously, it is easier for us to have our assistant like create one monthly mailer, but then we tailor it. And we love doing ones where it's summer, summer bucket list, right? So we did one where we came up with ideas that new families might want to try around the area. But we had tiny little paragraphs for each of us, but they met our personalities. So teammate Chloe was like, "Try this cute little coffee shop, X Y Z downtown, this Saint Augustine this, and mine was you know go dig up shark teeth in Gainesville because I love adventures with my family and so we love that so there are things that we do exactly the same and there are things that we have an idea for that we just make a little bit different but we plan quarterly half year yearly with the ideas, so the ideas are similar, and then

Tracy Hayes  55:43  
you're all running in the same direction. You're running

Angela Stancil  55:45  
in the same direction. We all want to give back to the community. Carolyn on the team is a huge animal advocate, so we make sure we have a fundraiser for the Safe Animal Shelter in Clay County. Amy works for Basca. Not doesn't work. She's on the board for Basca, so she makes sure that we we support Basca, and when our sellers and our buyers have donations, we make sure we we give them to Basca. We pick up for Quigley House, so we're all running in the exact same direction, but we are different people, and we have different clients, and we have different things that will help. Or just how you

Tracy Hayes  56:15  
want to do it. You got to put your little personality into it, and

Angela Stancil  56:18  
cheer for each other. Yeah, if I if something doesn't make sense for my people, like I don't have a lot of people downtown. It's just I just don't have a ton downtown. But so at Mella Mushroom, I took over the getting the pizzas, making the drinks because I didn't have a lot of people there. And so at the movie night, maybe I don't know. Maria doesn't have a lot of people there, so then she's making sure that I get to do a lot of my behind scenes, and she's doing those things. So again, she could say, or I could say, I don't have anybody coming. I'm not coming. Yeah, that's not. Or just show up and leave. Yeah, family are all for one, one for all. And you can't just be a random person to do that.

Tracy Hayes  56:53  
You were leading into a cancer story before in the system. So yeah, go there.

Angela Stancil  56:57  
All of that is in place, so that when I was sick. It was so easy to say, you know, this is my client. I need you. And I also I knew that they were going to do the buyer consultation the same way that I did because they had the same education that I did, because they had the same goal that I did, because they learned how to speak in the same way that I did. I knew that when I had somebody open the door, they were going to notice the same things that I notice. Look at all this wood rot. Look at this. What do we point out? What do we not point out? They use the same vendors. So when I was like, "Hey, I've already shown the house we're under contract, but can you help set up the inspection? It was just easy to communicate with the team. I could never have done what I did, like financially, volume wise, when I was sick without that team, I only went to like 50% and I had 16 rounds of chemo, a double mastectomy with lymph node involvement, 25 rounds of radiation, three other surgeries after the fact. I couldn't, you know, it was two years of hey, I'm back. No, I'm not. Hey, I'm back. Oh, this popped up. No, I'm not. And so, because of the CRM, because of the team plan, because I could be on the phone call, because I could do this, it kept running. I did have to choose files a little more particular. I wouldn't take a random Homes.com lead or something like that. I would only take, hey, this is my brother. Yes, I want to work with them because I worked with you and I know them. There were a couple files that I said, the timing of this, I'm out for the next two months with this surgery. I'm going to give you to Maria. She's going to do the transaction for you. But then I'm going to follow up and I'm going to continue with you in the future. I'm still going to be your main source of contact in the future, and that's the only way that I was able to financially pay for cancer, financially keep my business going because I was still participating in the client events and all of that. I went with my wig, you know, to the movie that year, and you know, I did all of these things. I was still there, just the best that I can, that I could. So the team and having your plan way in advance, and having the assistant just mail things out. There were things that didn't get done. The birthday cards didn't get done all the time. The RERs didn't get done all the time. I wasn't calling, checking in with people as much as I usually do. I wasn't posting on social media as much as I usually did, but the transactions that needed to happen were happening and happening with the exact same care of if I was doing them. They got put into the same campaigns for follow up for post closing. You know, that's that's just an amazing

Tracy Hayes  59:32  
amazing story and testament to what Amy created, and and you guys were smart enough to follow or you know, plug into

Angela Stancil  59:42  
yes.

Tracy Hayes  59:42  
When a military family calls you with PCS orders to NAS Jax, what's the first conversation you have to have with them about where to actually look?

Angela Stancil  59:53  
Yes, so I actually do NAS Jax Mayport and even go over over into Kings Bay, which is in Georgia, if they want to live in that. County. So, all three of them. The first conversation is always which spouse is in the military, the mom or the dad, or if there is one. How long is that travel? What school do you want your kids? What school district do you want your kids in? Do you have a church? Do you have a the other spouse's job? And then we just have to try and triangulate for that. How much?

Tracy Hayes  1:00:23  
How much research? You know, I would imagine a lot of times one spouse in, so the other spouse has time maybe to to research a little bit. You know, we got these orders because you asked what school district they want to be in, as if they knew what the school districts were. Do a lot of them investigate that before? We do

Angela Stancil  1:00:40  
Facebook military Facebook groups are big? I'm not in the military, so I'm not in those groups. But they tell me about NASJAX moms, or you know, just in general Navy's military groups. And so, I actually had a customer who contacted me and said, "Hey, we have orders for NAS Jax. Nope, I'm sorry. That one was Mayport. I have orders for Mayport. I've been online. I've been all these things. We want you, and we want to live in Alta Lakes, which is a neighborhood up in in North Jax. And I was like, oh, okay.

Tracy Hayes  1:01:17  
Narrows the. Let's see how many houses are for sale. Yeah. Yeah. So and

Angela Stancil  1:01:21  
sometimes it works out perfectly, and sometimes it doesn't. And then you have families that are like, "Hey, we homeschool. Nothing matters at all, but we want land in the icejacks. Well, then we get to go way out 10. We get to go all the way out to Glen St. Mary. You know, that's really what they want. So, in Baker County. So, working all of those, it's it's really finding that, and if they don't know, we do have a relocation pamphlet, so we talk about it. St. John's is the number one school district in the state, but Clay and Nassau, they're up there. They're five and six, and so we we talk about what's most important: a gym, the spouse's work, because a lot of them will say my spouse has to go into work five days a week, I only have to go into the base and check in two days a week. So we will travel an hour. I will travel an hour to the base so that my my wife can be closer to her job at Mayo or whatever

Tracy Hayes  1:02:11  
it is. This kind of leads into the next session when when a family calls and asks you about to compare a Shearwater, a Silverleaf, or a River Town, or even jumping over you know, into the new subdivisions that are going into clay that are are going to rival, especially when that bridge gets finished. How do you, yeah, how do you, how do you, how do you break down some of these subdivisions and because they all are offering something a little different. Yeah,

Angela Stancil  1:02:35  
I love it. My favorite thing is out of towners like area tours, so I try my best to set up an area tour with them. I have done a lot of military where they're coming straight from Japan and they can't do the area tours, and they're awake when I'm asleep. So even virtual tours can be difficult. So COVID taught me a lot about how to be a relocation specialist. Actually, I got really used to how you show a house following one wall, how your camera can get jiggly, how you might lose service in the middle of the house, how you know. So I learned a lot from that. But my favorite thing is an in-person area tour, if possible. And so at the consultation, we talk about what a CDD is, what an HOA is, how long it's the bond has left, resort style amenities. What does that mean to you? Will you use them, or do you want a yard that's going to have your own pool and you don't care about the amenities? Do you want the neighborhood or the school walkable, or do you want to drive? Do you want a golf cart in your neighborhood to and from places? Do you want a golf cart to Publix, which would be more like Nocatee and Rivertown? So I, because I know these areas, because I've been in them, because I have toured them, because I go to the, I was Nakati certified with all of the builders, because I have relationships with the builders, I'm in there all the time. I can ask those questions and then I can show them while we're in the car. This is a lazy river of Shearwater, but River Towns is on the on the river. Like you can look out and see it. What's more appealing to you? Trailmark has trails. They also have a 55 plus. Is your mom coming? They can live here. You can golf cart to their house. Same with Rivertown. Shearwater doesn't have, you know. So just living and breathing, and this being my career, again having the assistance in place so that I can focus on the person that I'm hired to work with, is my favorite thing.

Tracy Hayes  1:04:24  
Yeah,

Angela Stancil  1:04:25  
yeah.

Tracy Hayes  1:04:25  
The bonds never end.

Angela Stancil  1:04:29  
Yeah.

Tracy Hayes  1:04:30  
I, I, and that's and I because you brought that up. I just because I I was on my on my board for 11 years. Reality is, unfortunately, stuff needs to be repaired, somebody wants to add something.

Angela Stancil  1:04:42  
Yeah, there's still maintenance and operations. There's still maintenance

Tracy Hayes  1:04:45  
operations, but then the roads need to be done, so they're borrowing money. So now you're back at the bond goes down. Yeah, yeah. So

Angela Stancil  1:04:50  
in Eagle Harbor, in like in Eagle Harbor in Clay County, which is where I live, there are sections where you're just paying the maintenance and operations. But we actually, for the first time ever in nine years. Just saying that something was going up like $40 a year through the maintenance and operation. So yes, I know it changes, and that's another thing to explain to them. Speaking of changes, is somebody says I want this school. I cannot help it. And education is so important to me. Schools are so important to me. I can say, well, that school is districted right now, but with population and road, in two years, you could be redistricted to a different school. Like that's, I, you could buy it now, but your child could be, you know, sent to a different place in two years. So, really explaining, hey, this backs up to a preserve, but understand that in a couple of years, this might be a road. Like in Rolling Hills and Clay County, the highway runs right behind it now, and it didn't for 20 years. Right. So really looking at well, as long as the community's been there. Yeah. Yeah. So looking at all of the maps before they make any decisions on new construction.

Tracy Hayes  1:05:53  
Well, there's two things there that you bring up that's so important. I think too many agents are majority of the agents, I can say majority because I don't find them to be. I don't think they're successful. I think successful agents are foreshadowing. Hey, you know this is because those plans are out there for a long time. It's not like, hey, next year let's go build this highway. Right, they're they're

Angela Stancil  1:06:18  
yeah

Tracy Hayes  1:06:18  
you know something that's looked at and to foreshadow and explain to him, hey, just want to let you know.

Angela Stancil  1:06:25  
Yeah.

Tracy Hayes  1:06:25  
You know, I worked with a builder who obviously was building a subdivision. That now that new expressway, now that they've cleared all the trees on the St. Johns County side connecting to 95, that that subdivision now you can see the back of those houses from 95, so you can hear the noise too. You know, foreshadowing those things. Yeah, may may actually like you where they might be hot and might have bought that house, but now they know that they're like, oh, okay, we got to think about it. Well, the reality is that they bought that house, and then that road goes in. They hate you.

Angela Stancil  1:06:58  
Yeah. So I think the best mindset to be is that we want to be a realtor for life, so we don't want to just oh okay they want to buy this house nobody say anything that we're not supposed to say have them buy it and then then we then we get paid and we're done we never talk to them again, that is the exact opposite of what we do. Our post closing is I think even more intense than when we're actually even in the the transaction together, and let's say that they do want to use you in two years after that road came through, are you going to be able to sell that house? You know, they that you knew that they bought this for a short amount of time. They're having a baby. They're getting married. They're going to want to upset. Well, if you didn't educate them on what that's going to look like you lost two more sales, the sell and the buy, in the future. Yeah. So wanting to be somebody's realtor for life, I think puts you in the mindset of helping them because it's their decision, but helping them make a good decision, an educated decision. Yeah. If that is the house that they want, and the highway does not matter to them, and that's of course it's their decision. You're going to do what you want to do, or they're going to do what they want to do. But it is our job to just make sure that they know what they're getting into fully. Explaining, like you were saying with the roads, if it's gated, they're responsible for the road maintenance. They're going to get special assessments. Just being educated ourselves, going to the county summits. Yes, I live in Clay County and I work in Clay County the majority amount, but I work in St. John's a lot, and so I need to also go to the St. John's summits. I know the Clay County, you know, sheriff office. They come and present, and I need to do that in St. John's. So, being educated, and I think it comes back from being an educator, is a lifelong learner, and there is nothing different about that and real estate. If you are not learning consistently, you're then just grabbing at transactions.

Tracy Hayes  1:08:50  
Well, I think anyway you you have to fill your gaps in your schedule with with the education, whether it's lunch and learn. Right. Well, like you said, the the sheriff's holdings powwows. take this mindset of education. Now let's focus on the new construction. You did bring up a really good point, which I try to bring up on every show right now because I don't think enough agents are doing it. Is these people that are buying? How long do you see yourself being here? If their number is not exceeding the length that they're going to continue to build in that new construction neighborhood by several years because it never finishes, especially you know the slowdown. It might pick up and boom they sell out quickly, but if they're running like they might be short of that neighborhood being totally sold out, probably not a good financial decision.

Angela Stancil  1:09:39  
And it is case by case, and that is the whole point of getting to know your client. So, for example, when I do a lot of business relocations, they have a lot of perks to buy and to sell, and so someone will say, "I'm only here for two years, but I want my interest rate and this and this and this. Well, new construction is always the best way to go for interest rate and and all of these things. But if they're selling in two years, I'm like, you know, you're gonna take a loss, and they'll say, well, the business is gonna take a loss. They don't care, so that might make sense for that person. If this is a family, I say very clearly, you're gonna be here for 789, years. Correct? You're not going anywhere. If you want equity, if you don't want to have to battle the builder, you're not going anywhere, correct? And you know they say yes, and then three years later they still want to move anyway. Yeah, but you do have those conversations of, you know what? Actually, your floor plan is not going to be available in the new section. This would be okay if you're going to stay here for the next two years. They're done with the three car garages. They've brought in a different builder, a different product. He went from the DR Express to the DR Dream Series, or whatever it is. And so, knowing your client, what they need, how long they're going to be there, knowing the builder, what they're building, and how long they're going to be building, is also important. That's a

Tracy Hayes  1:10:57  
that's a really additional tip. I've never had anybody mention that part. Like you said, maybe maybe they're changing the product. Correct. It changes the price point. Correct. And now your price point might be, you know, you might be on the lower end. You don't want to be the elephant on the street, but you the white elephant. But you, you know, maybe you're you know, or maybe they're they're done building the luxury homes. Now they're going to build this section over here of some more. You

Angela Stancil  1:11:18  
will be desirable because you would be the only one there. Yeah, it's really important to just learn your client, learn what they need, and then learn about the product that they want.

Tracy Hayes  1:11:27  
Speak to buyers out there, and any agents who who don't really get this across well with their buyers, the strategery of being with an agent who knows the builder, knows their product, knows the site agents, but also the process. Do you recommend a home inspector to be part of the team on this?

Angela Stancil  1:11:49  
Yes, yes. So for every type of transaction, I have a whole prepared timeline for us to go through. For new construction, the biggest thing is finding out those details up front because there may not be any fences. Can you have a fence? Does it have to be wrought iron? It has to be the white privacy. So there are so many things that an established neighborhood has that a new constructed neighbor doesn't have, and all you see is clean, gray, white, you know, and and good interest rate and good amenities, and this is what you want, but you have to think about all of those other things. And so, finding out those details first before you sign, including appliances, blinds, lights. Can you

Tracy Hayes  1:12:31  
put a pool in the backyard? Yes,

Angela Stancil  1:12:32  
all of the things. Can I try to swindle into the deal for you? Are you giving refrigerators away or not? You know, right now, in that timeline, understanding the builder's contract, which is very different than a resale contract, then we get through to the is it ground up or is it a spec house? How many inspections are we going to have? Are we going to have a foundation inspection, a pre-drywall inspection, a pre-closing inspection? 123, of them. Yes, we're doing all of them if it's from the beginning, and we have people for all of these, and then I know which builders are going to be more willing to do the different things that are found and that are not. So we have to really talk about that. Okay, with this builder, I need you to know if these things come up, they're probably going to say that's owner maintenance that you're going to have to deal with it, or you're going to have to warranty it in a year instead of them fixing it beforehand, or with these builders, I know that it'll be done in three days before you close. But yes, 100% recommend an inspector, and not just any inspector. They got the blueprints out. They know if you're missing an outlet because again, nobody's lived here. The craziest things are like the dryer vents aren't connect. Not the dryer. The bathroom vents are not connected to outside. They're just blowing this moist air into your attic, where you're, you know, going to get mold. There's just so many, so many things, because they're built by humans and and humans have air, and the counties do inspect them, but not in a way that the inspector inspects them. Yeah. So it's just really important to know your home, and then we also send out a 10-month reminder after closing of your warranty. Hey, your warranty is coming up. Have it re-inspected. You know, this is what you can file through warranty. This is what you can't. All of that. Your termite bonds getting ready to go up. You know, just so many details. Do you

Tracy Hayes  1:14:15  
think that part of the the county inspector is the fallacy that buyers think they they're being protected by that person.

Angela Stancil  1:14:22  
Yeah, I mean, I think so. It it got its co or certificate of occupancy. It's fine. Yeah, till you know. It's not it's

Tracy Hayes  1:14:32  
not all connected like your car is connected with a computer now or multiple computers. Right. And like so, if one thing is not connected, you got a light on the screen, right? That's not your home. Your home was not connected like that. The

Angela Stancil  1:14:44  
county is not on the roof looking, you know, at your vents and your and for nail pops. They're not making sure your gutter. They're not putting tennis balls in your gutters to make sure that they're draining away instead of towards your house. They're not doing those details that can, in the end. Be huge for insurance reasons, you know, for health reasons. There's just so many reasons to have an inspection. So many reasons to have an inspection.

Tracy Hayes  1:15:13  
Let's see. We've answered. We've gone through. I don't want to. I don't want to repeat ourselves. Also, from from a time standpoint. Oh, you! This is a question. It was talking about driving the roads, and you've already talked about that. How you like to take them around for for a tour? Because from Northeast Florida is so different in every little area, and I think that's what makes it a treasure. You know, we're we like the boat. We belong to Freedom Boat Club. Every Sunday morning, we're out. Great thing is you got St. Augustine. You want salt water and go on the beach, or we like to go tubing in the river. I don't like to tube in the Intracoastal Waterway because the currents are moving and it's narrow and boats are going back and forth all the time. Where I can go to river, I can find a corner. No one's there, and and do and are obviously if you want to go fishing, or some of the best fishing really anywhere in the world, you want to go offshore, right? Or do you want to go a boat and go down to Palatka and go down to some of the best bass fishing? You know, down in that reservoirs yet, and let alone all the all the little Julington Creek and Black Creek and all those other places that are great little Doctors

Angela Stancil  1:16:17  
Lake where I am too. Yeah,

Tracy Hayes  1:16:19  
and then and then you know, get you get someone who wants to boat. We get Whitey's Camp right at the end there too. But you have all these different, all these different. And that's just boating. Right. Let alone the the lifestyles that they look for. What what what are some of the popular lifestyle desires that some of your

Angela Stancil  1:16:38  
yes. So a lot of people will either say, I want to be like connected to nature. I want trails. I want to be able to go out my door and walk. I want to be able to just have access to the creek to paddle those kinds of things. And then a lot of just say I really want convenience. I want the grocery store here and the dentist here and soccer club here and the school here. So convenience versus nature. Another one is, hey, I got to travel a lot. I really need to be close to the highway. So just just a couple of different ideas and pockets there.

Tracy Hayes  1:17:10  
Yeah. You mentioned the soccer. I met you in your education. My kids, my my kids played basketball, or my son played, but my daughter's a singer, so she's always inside. My wife loved basketball because we're always in an air-conditioned gym versus singing. But some of these families are yeah, are die-hard soccer or lacrosse is becoming big, and you know you want to be you know somewhat located because there's you're spending a lot of time unless you let you don't want to have to drive 45 minutes to go to the the facility and then 45 minutes back after spending three hours there.

Angela Stancil  1:17:46  
Correct.

Tracy Hayes  1:17:46  
Yeah. Correct. Learning all the different clubs and where they're at and what's being offered there. These are some of the things that these families are are looking for that don't they don't realize when they're actually looking for a house. Right. It's like well your kids play soccer, well the facility, or here's the two clubs, but they're way over here and they're way over here. This night might not be the right area for you.

Angela Stancil  1:18:07  
And what I love the most is that we do stay in touch with our families, so we talk about these things. I learn through my customers as their kids grow up, but also there's five of us on the team, so we have a group text chat, and I say, hey, somebody is interested, and I'll give an example. Maria's both of her children went to DA. The that was called Douglas Anderson. The school I don't know any. Mine are still little. I don't have high schoolers. I don't have. I don't know anything about that. Hey, I have a client coming in who really wants to get involved in a writing school or an acting school. Maria, Maria, tell me about this. And what are your? So the five of us not only our personal experiences, but our clients' experiences. So what's so fun is we're able to connect our clients with their clients. Singing, we had a singer who hooked up with one of Maria's clients who taught singing in her home. I mean, we just our outreach is so thick and so far because we stay friends with them because we stay connected with them because we talk to them. We know what's going on with them, and then they're always on our mind, and we connect them with other people just to help them settle.

Tracy Hayes  1:19:08  
A project that I'm working on, and it's something I've always have said. I don't always say it every episode, but how important the real estate agent is to our our GDP. We already know, you know, everyone said, "Oh yeah, yeah, buying and selling homes is great because you know you're buying furniture, buying appliances, you know, you're all these expensive things you're things you're doing every time someone moves from a house, let alone a new house being built. There's other things involved there, but how important, how big part of our GDP is housing, but how the actual real estate agent is the the linchpin. It is the concierge that makes all this work in how they influence the referral to the singing teacher, the referral. Let alone the lender. Title company and all those things, but it goes beyond that. There's really an infinite amount of of things. What soccer club? Hey, you got this soccer club over here. I got this soccer club over here. I got some. I got some clients. One has a kid there. One have his kid there. You want to talk to him because they will. Yeah, and they will talk. What do you like about yours? What do you like? You know that kind of thing. And so it's infinite amount of influence that an agent that is engaged. Yes,

Angela Stancil  1:20:25  
and we have time to do that because we have our systems in place, and because we have the people helping us on the back end, we can focus on people first. People first is how we run the business, and you were saying soccer and singer and this and that, but we also have a huge project that we update yearly. The assistants, let me give her credit. Do the assistance update and work on, and it's called "I Know a Guy.

Tracy Hayes  1:20:46  
Yeah,

Angela Stancil  1:20:46  
and it's on our website, and it's a pamphlet that we give out because so many people will say, "Hey, we got our fence approved from the HOA. Do you know who is a great fencing company? I know a guy. Here's our list of three. You know, we want to knock out this wall and do this? We need a general contractor. I know a guy. Here's three. So we have an I know a guy because also we're driving. We're doing 15 other things, but we want to help us. And so I can just be like, Hey, that's on our website. Hey, that's in the brochure. Or, Hey, that one's tricky. Let me reach out to my four teammates and their clients. I did that for epoxy flooring. We had an epoxy company for the garage, and I don't know, got a bad review or something like that. So we want to switch a new one. I knew my client did it because they sent me pictures of it. Who did you use? Did you like them? Would you recommend them? On our list now. So we just I like to see what other people do. I love when I randomly get a picture of like backsplash, that is my favorite thing. I don't,

Tracy Hayes  1:21:43  
you know, you bring up, and you guys are probably thinking this too. Well, I go back. I'm a John Maxwell fan. I like reading his books. One of John Maxwell's, you know, like it's 25 ways to influence people is introducing other people, and that's also into what we're talking about. Referring, like, the epoxy company, okay. Well, no one knows who knows in the one of those companies, right? You see them advertised, right? So you call a bunch of them, but no one like necessarily knows them. Like they may know a real estate agent, but you actually have someone who used that company. Did they show up on time? And all those all those things that you may ask, and the power of that influence. Now that company is somewhat. You're now you're now attached to that company. Now that company, you get another referral. You put them on their website. They may have people who are buying and selling homes. You just don't know what circles you're getting into. And I think it's it's so important to have that power. Now, are you saying they did a great? No, I heard they did a good job. This is what my. If you want to email them or text them and ask them how they thought about it, go to. It's all the power to you. Yeah. I just know they had. Now, if they didn't like them, I would not even tell you about them. You know, if they said they were terrible and didn't show up, I wouldn't even bother telling you that the person.

Angela Stancil  1:23:01  
We've talked about all the good stuff, and there, there is a totally other side of of bad things that can happen. Somebody we recommended didn't show up, did something poor. You know, the inspector didn't find this thing, and that's why we always give multiple, and we always say that you still have control. We're sharing what somebody else's experience was. I didn't have them epoxy my floor, but my customer did, and they randomly sent me a picture, and they were so excited about it. And this is a backsplash that even like Home Depot put in. But if we don't have an answer, you know, we can we can ask around. But

Tracy Hayes  1:23:30  
well, it's Home Depot has a bunch of contractors, so you want to make sure you got the guy they got. And that's why

Angela Stancil  1:23:34  
we update this list consistently because our favorite general contractor had a life emergency and wasn't even doing it anymore, and we didn't know why I wasn't answering the phone. So it's always updated, and it's just it's always good to give multiple options for people. But I think those connections are so important because again, if we want to be a lifelong realtor, if they're doing something major to their house, a bathroom innovation, we want it to be good. Yeah, we wanted to to be good choices. We want the work to be done well so that we can you know sell it in the future. Right.

Tracy Hayes  1:24:05  
Let's. I'm going to finish up with just what do you what are the challenges right now that you know obviously you're very tight knit with the with the team over there. So you're getting you've got a handful of agents that you're regularly you know getting feedback of what's going on in their business and so forth, what are what are some of the challenges? Is it sellers having challenges selling pricing? What what are the sellers having challenges? What are buyers having challenges with?

Angela Stancil  1:24:33  
So I

Tracy Hayes  1:24:35  
besides interest rates, we don't talk about that. Buyers, yeah, buyers

Angela Stancil  1:24:38  
the interest rate. No, but sellers, I think it is pricing just coming off of of off of COVID, and depending on when they bought, is the equity there yet? Because of the way that the market is going, understanding who pays who on the transaction. But I think pricing is the biggest piece, and then just expectations. I had a, you know, when you have a customer that's like, we have to move in October, so what date should we list? You know, like that's very difficult for me to answer that question. Let's talk about roundabout and different scenarios. How do you want to price it? Because I got 30 day pricing, and I got correct. I have 30-day pricing. I have three-month pricing, but also it's like if we sell it immediately, do you have somewhere to go? Because that's best-case scenario. You know, we want to sell it for the most amount of money. We want it to be hot off the press, and so I think just the timing and the pricing. I think is sellers number one. I think wanting or interviewing enough agents also to make sure the marketing is done in the right way is important. I would say buyer challenges is if you well not a challenge but if you don't have a good agent you don't even know what you can ask for. Having somebody that's educated, not just a family friend helping you buy a house because did you know different type of loans we can ask up to different amount of of you know closing costs and prepaids assistance and rate buy downs and just asking the right questions not just this is the amount and this is the date I want to close.

Tracy Hayes  1:26:19  
If I'm if I'm wanting to buy new construction, just to put this example out there, and obviously I want an agent, like you were explaining how you are, you're very in touch. You know, I'm sure you got some favorite site agents. You know what what builders offer deals on this or that or the other thing. How can I if I'm if I don't know any real estate agents or I'm you know one of these transfers in and I'm looking for an agent who's really going to be good at new construction. What are like two or three questions that I want to ask that agent to find out if they're the agent who's in the know in the new construction?

Angela Stancil  1:26:51  
I think just basically asking what builders can you take me to because if they can only name one or two builder in the area, they they probably don't have research on any of them. I think also how quickly they can provide you some information, like hey, what is the inventory? What is the CDD amount? What stage are these properties in? Some details

Tracy Hayes  1:27:13  
maybe about the communities. Yes, whether they know or they

Angela Stancil  1:27:16  
don't know. Yeah, and then those questions like whose lender, whose title insurance? Whose insurance do I have to use? Because each builder requires different different things for that community. Some force you to use theirs. Some allow you to use a different one. But you maybe get different incentives if you use different ones. I think just really questioning like what

Tracy Hayes  1:27:40  
builder gives you an option on the title company.

Angela Stancil  1:27:42  
Not on the title company. I was going to say, and really, you

Tracy Hayes  1:27:47  
want to go with their title company anyway. In most cases, because all the all the things that need to be cleared.

Angela Stancil  1:27:53  
Yes. Because all the contractors that have touched that property is more of insurance and lenders. Yeah. Yeah, I've never not used their title. Insurance and lenders we have definitely used differently. Yeah, yeah. But I think just asking ChatGPT what questions should I ask, and then when you ask those questions, if they're a deer in headlights, you know they may not. And I don't know the answer to every question. Oh my gosh, I'm very much like, let me get back to you on that one. But here's what I do know to start with, and then I'll you know produce this to you and hopefully in a quick manner. But

Tracy Hayes  1:28:22  
prompt ChatGPT of who you are and what you want, then say, okay, based on what I've told you about me and what I want and my desires and this all everything you can tell

Angela Stancil  1:28:32  
it. Right.

Tracy Hayes  1:28:33  
What questions should I ask the real? Because you know it's still going to give you quality questions to ask that person, but those questions are going to be tailored to you. Right. You're not going to be asking a question that has nothing to do with any of your wants and needs, and is just totally off the wall because it just that's not going to get you anywhere.

Angela Stancil  1:28:48  
Right.

Tracy Hayes  1:28:48  
Yeah.

Angela Stancil  1:28:49  
Yeah.

Tracy Hayes  1:28:50  
All right. I'm going to finish this one, and I want you to look right into this camera with the answer.

Angela Stancil  1:28:53  
All right.

Tracy Hayes  1:28:54  
Why do you love real estate?

Angela Stancil  1:28:56  
It's new every day. It's exhilarating. It it keeps you entertained. It is flexible in a way that it's not flexible at all, and it's provided me purpose. So

Tracy Hayes  1:29:09  
excellent. I appreciate you come on. This was jammed packed with information. I'm the whole time you were going on. I'm really interested in the blogs that we create on the backside because they they should be just charged with great information, hyper local to Clay St. John's. We've mentioned Nassau County and and so forth in there. It definitely a quality informational show today. Appreciate you coming on. Really

Angela Stancil  1:29:38  
appreciate it. Thank you.

Transcribed by https://otter.ai