Ella Woods: Rising Star

Hey, welcome back to The Real Estate excellence podcast. Your host. Tracy Hayes, I want to point out to everyone that my guest today is already one of the best, as she just graduated from James Madison University in December of 2020 Yep, correct. She's also, I assume you're close to a scratch golfer. You played collegiate golf at James Madison. There's any guests that I've had on you are considering and getting in real estate. This young lady is someone you need to tune into, because in less than a year, in her first year, she did just short of $10 million in volume, in sales. And I assume there was some listings in there, possibly, yep, in this very short year, she is a real producer. Let's welcome the elegant Ella

Ella Woods  1:47  
woods to the show. Thank you so much for having me on. I'm excited to be here.

Tracy Hayes  1:50  
Thank you. You know, I follow you on social media. I like what you're doing there. When I went and started as a research all my people on coming on and get a little background, like, learned how you're a good golfer and all that type of stuff. So when I go do a sponsorship at a golf tournament, I always like to have my list of ringers. I'm a

Ella Woods  2:09  
little out of practice right now.

Tracy Hayes  2:12  
Well, you've been busy and you've had a sensational year, and we talked before the show. If you want inspiration, if you're a new agent, maybe, whether it's your first month, or you've been doing this a couple years, and it's not clicking with you yet. I think they need to listen to the show fully, because hopefully we're gonna get some information out of you that can inspire them or give them some direction. Maybe it's your broker at momentum. I don't know. Whatever it is that helped you, and we're gonna, you know, get that out of you here today. But now let's start off the show. Where are you from?

Ella Woods  2:38  
So I was born in West Palm Beach, Florida, down in South Florida. The rest of my family lives down there, but my parents moved up here to Jacksonville, the St John's area, when I was, gosh, eight or nine years old. So I've been here ever since then. I grew up playing junior golf here, played across the country. I've played out of the country a few times, so I got to experience a lot at a young age, travel wise and things like that. And kind of made me realize how special Jacksonville and St John's Florida truly is. And then I grew up, I went to Bartram trail here in this area, and then I went to James Madison University up in Virginia where.

Tracy Hayes  3:17  
So, yeah, that's way up in Virginia. What made you connection when a relative go there before. What attracted to James Madison, so

Ella Woods  3:23  
no connection at all. I had actually never heard of the school. Whenever the coach had reached out to me, and I was like, Virginia, I had never considered going there. I knew I wanted to stay in the southeast. I went to school, but I went for my visit, and I saw the school and met the coach and the team, and absolutely loved it there, and just kind of an unexplainable feeling, felt like home, and that's where I was supposed to be, so that's where I ended up. And I'm Virginia.

Tracy Hayes  3:50  
Is a beautiful state. I have relatives there. My aunt taught in Fairfax County, Virginia for over 30 some years, so she was there in the early 60s. My parents met in DC. I still, I still go up there. Most recently, we were not even a year and a half ago. Actually, it's probably about the time no covid started. It was 2019 so a year before you graduated college, we went up there and toured DC. But we did drive out in Southern Virginia, or that mid that is in the mountains there. Is beautiful. It is so beautiful. What is it's a route 80 that runs along the one I 81 zone. That is, if you've never driven that way, get off 95 and get over there. Yes, you know, if you have time to drive north, take that route is one of the most beautiful areas

Ella Woods  4:39  
of the country. It just, it's unexplainable being in there. I mean, growing up in Florida, my whole life, I've never lived in any other place different than that. So it's just really cool

Tracy Hayes  4:48  
to be, yes, yeah, we actually look out and there's actually a wall of trees,

Ella Woods  4:54  
or more than a sand hill, right?

Tracy Hayes  4:57  
Exactly, exactly. So you. You went to James Madison. I think it was, it's sports, sports management. You studied. What did you envision yourself doing?

Ella Woods  5:07  
I envisioned myself being in golf marketing. So I love marketing, social media, and just bringing attention to things that I'm passionate about and love, and which was golf and still is. So I didn't necessarily see myself as a coach or anything like that, although I admired all my coaches throughout Junior Golf, but I really wanted to be in that so I had internships at the First Tee. I was their marketing intern as well as CAA sports, their golf office is over in Jack's beach. So I really was driving to be in that direction in school.

Tracy Hayes  5:43  
Okay, well, I gotta step back just for a minute. What actually led you your dad a big golfer. Your mom a big golfer. What got you into golf?

Ella Woods  5:50  
So my dad started playing golf around when I was six years old, just with his buddies. He was no good by any means.

Tracy Hayes  5:58  
Sorry, Dad. I'm probably right with Him, if not worse, yes,

Ella Woods  6:04  
but he started playing golf, and it was more so just like, Hey, you want to come along with me, ride in the golf cart, give my mom a break. It just turned into this great daddy daughter time. And I would just, he'd like, Oh, you want to try and hit a golf ball? And I'd be like, Sure. And it kind of just happened to into some lessons, into lessons and enjoying it. Playing. My first tournament was a four hole golf tournament. I mean, that's how six year olds play. That's how I got into it. My dad,

Tracy Hayes  6:35  
that's cool, is I, you know, I have a good friend of mine. He actually went to Stetson, stetson's Hall of Fame for golf. He's coached some professional ladies, actually on the he still does on the LPGA Tour. And most of us, you know father in for his father was a great golfer. His grandfather actually played at a high level. But it's interesting, your dad was a hacker like me, and you just went and you just took it to another level. It's just amazing.

Ella Woods  7:01  
Yeah, I just really enjoyed being out there and just spending time with family.

Tracy Hayes  7:06  
All right, so you're finishing up at James Madison, really, right? You're still at James Madison. You're doing some of these interns, internships like, who put the scent of real estate in front of you?

Ella Woods  7:16  
I would say, back to my junior year of college. I was home for summer, practicing, playing golf all the time, and my parents were considering renovating the home that they were in at the time. So they were going to all these model homes in the area. There's so much new construction in St Johns County, honestly, just to get ideas for what they can do to their home. And they came home one day and they were like, so we really need you to, like, stop golfing, and we need you to come to this model home with us, because we're pretty sure we're going to build this house. I was like, What? What in the wrong? Your approval my mom, because I have somewhat of an eye for things, my mom kind of takes my opinion at a greater weight, maybe, than my dad in some areas. So she was like, I really want your opinion on

Tracy Hayes  8:03  
it's funny. My wife does the same thing. My daughter's eight years old.

Ella Woods  8:08  
Too funny. So yeah, so I went with them and the site agent that was at this office, I just really struck me. She was a young lady. I'd say she was like, 2425 she was so professional. She was so sharp and on the ball, and it planted the seed in my head, like I could do this, like, that's really cool. Like, she's a boss babe, getting getting things done. So that planted the seed for me, but I still was on my golf marketing track. And then, honestly, when covid hit in the spring of 2020, think it was when TPC was going on, and we had one day of the golf tournament, and then it cut out. And honestly, all the sports stopped, as we all remember, and there's no jobs in sports. And I was like, I have one semester left of college, and I'm going to be applying to jobs in the next like few weeks here, and

Tracy Hayes  8:54  
there's with all the other people are just let out of work, right? I'll be trying to get back exactly.

Ella Woods  8:58  
And so there's no jobs in sports. In fact, people are getting laid off. So I was like, I need a plan B, put something I could do that I don't need necessarily a degree for. And so I was like, You know what? I'm going to give real estate a shot. So over the quarantine summer, I got my license, studied for that, and went from there.

Tracy Hayes  9:16  
So you then you're finishing up your senior year at James Madison the same time. Yep, you go and get your license. You're at momentum. You haven't worked any or put your sign up anywhere else. Right? What led you there?

Ella Woods  9:29  
So I feel like, at the time, I fell into it. So I really wanted to be a new construction consultant at first, because that's what kind of got me interested in the industry anyways. But I quickly learned that you need a little bit of experience for them to hire you on. Most of them required two years or at least something, and I did not have that. So I honestly was looking at a ton of brokerages and applied to a couple online, and to be quite honest, they were the first ones that answered the phone, picked up the phone. I didn't get a voicemail or an automated email back. It was. Real person. Very interesting notes taken. Yes, it was a real person that reached out to me in a timely manner, set up a call, and then just hearing their mission and vision, they're all calling you right now, though, aren't they? Oh my goodness, every left and right we are you wanting to join this brokerage or this brokerage? And every real estate agent gets those calls, but it's funny, but yeah, so I kind of fell into momentum, but it couldn't have been more of a God thing in my mind. Sure, be with the people I'm surrounded with there.

Tracy Hayes  10:28  
Yeah, they must. I mean, I can only imagine. And we'll dig into a little deeper here. I mean, your your Pat, the impasse you came to, they you landed there in whatever is, like you said. You didn't have any your mom wasn't a real estate agent. You didn't have any other you know people, you had to draw from momentum, and they've given you great momentum here in the first, you know, 1213, months that you've been in the business, which is just totally awesome. I know I had written down some questions I do want to answer you before I dig into the real estate part of it. You reached a level in sports most people don't reach. They play college golf. I mean, college sports anywhere, and James Madison's division one school. And you were recruited. You were, you were, obviously, you must have been pretty good at Bartram, obviously, for to get their attention. To do that, you've come out like gangbusters in 13 months. Just got your college degree, and here you did almost $10 million in real estate. There's real estate agents out there have been doing this for many years. Have never gotten any anywhere near $10 million what do you do to stay sharp now I got, I have my in what I'm leaning to these, obviously, I have these personal development books. This is where I go, or podcast is what I listen to. What do you do to especially as a young person too, to sharpen your skills and to look appear, because I imagine you get a lot of customers looking you're 2425 years old. Do you know what you're talking about? Yes.

Ella Woods  11:56  
What do you do? So I would say the first in a better four or six months of real estate. I didn't do anything. I was trying to soak up getting a transaction under my belt, because it did not come easily or quickly for me, actually. So the first part of it, I honestly didn't do anything. But now, now that I have kind of my head on my shoulders, I've been I read a couple of books. I My goal is to read more books this year than I have in the past. But, goodness, Rich Dad, Poor Dad, the richest man in Babylon house hacking. I'm kind of getting into investing, or at least interested in it. So doing that, I learned to been looking at getting different designations. I got my certified negotiation expert designation, so you took

Tracy Hayes  12:38  
advantage of the classes that are provided at ne far or the St John's board, wherever you're going to You took advantage of those. Education provided,

Ella Woods  12:46  
yes, absolutely, took advantage of that. And then also momentum provides extremely well training they have just honestly, a different mindset. It's not someone who maybe even hasn't produced anything in sales for real estate, reading out of a textbook, teaching you anything, it's real top producers who are invested in the agents themselves and providing a good work life balance and just trainings from them, honestly.

Tracy Hayes  13:13  
Who is and I imagine it's probably, it's probably someone in your office, I imagine, but not necessarily. Who is that go to person for you right now? Is your broker, another agent who is that like resource for you that

Ella Woods  13:25  
you pull from? My go to person is definitely Michelle Weaver. She has been in real estate, also not too long of a time either. I think it's been two or three years, but she was previously in loans, and so she was in in the industry. Knew about it. But I mean, goodness, anything I don't know, and especially as a new agent, because, of course, there's things that you don't know. I honestly the real estate you don't know. The real estate license court does not teach you how to get leads or anything like that. So I had no idea what I was doing, and she really brought me up and helped me get my feet under me and expand from there.

Tracy Hayes  14:02  
All right, let's dig into the well, the real purpose of these, the Inspire that we talked about, and some of the little nuggets that you know. Anyone listening, young, old or indifferent, and even even some more experienced agents may be able to take something that you're doing, that maybe they're not, and add to their add to their belt as well. Over the course of the year, though, you're only able to retain so much. You know, as we read a book, and we might, we take two or maybe, maybe two or three things from it, maybe one thing. I know Ryan Sirhan. I know the story in his his first book. Have you read that book?

Speaker 1  14:36  
I have not. You have not read so I'm going to take a list from you.

Tracy Hayes  14:39  
You're going to take that book home, because I got one for you right behind the desk. There for you. And I always talk about, there's a story in there, and everyone's listening, well, if they listen to all my 46 podcast, God bless you, and please like and share and comment. But there's a story in there that I always tell, and he sends this postcard to this client. He met the guy, went ghost. He still sent the postcard out to him like every month. Or quarter, whatever he was doing. And like, four years later, a guy comes back and buys a $17 million apartment in New York, and he calculates in there, I think it's like 200 some odd dollars a day. Is what his commission was. Between the time he met him, started sending him the postcards, and in the time he got his commission check from selling him a home. And that was the, you know, one thing, the one thing that that story that sticks how you work. So you've been, you know, 1314, months you've been at this, you've tried to get as much education as possible. But there's probably a couple of things that you go to on a daily basis, whether it's a marketing thing or how you handle someone on the phone. What are a couple of the things that that you caught on early and has helped you launch yourself so quickly, I would

Ella Woods  15:47  
say one of the thing, main things that has helped me because being a young real estate agent like you said, there's some people that will question your age and your experience and knowledge in The industry, and so really focusing more on relationships, because you're right. I'm two months into real estate. You're right. I don't have a ton of knowledge, like, just acknowledge that up front, right? But say like, I maybe were as a top producing agent, and this is not for all top producing agents, but I'm sure they're busy producing $20 million a year and having 40 customers, and where, possibly you're just another transaction to them. Where me, I'm brand new. I have a reputation to build. I want to build relationships with people I'm in this more so for the long game, I'm not just trying to get a quick sale or anything like that. And so learning and just asking about their lives, like, what do they do for a living? What are their goals, beyond real estate, like how to kind of see, how is this house and this sale going to play into their overall life? And just being invested in them, and I think just being genuine and being genuinely interested in their lives and their goals will set you apart from all the other agents that are just asking you numbers left and right. That is so amazing.

Tracy Hayes  17:02  
Let me tell you everything that I'm listening to podcasts, any of these books are all going to mention that right there the relationship building I have. I'm having a podcast here. I believe it's early in February. I have two ladies that I know that is all they're doing, and we're going to talk about relationship marketing, and that's what you're talking about when you have that client, and making them feel the pedestal, because you don't know what rock you unturned. It might be that one deal you get, okay, but you might unturn a rock the most popular person in the world, and they're referring you, and all their brothers and sisters are moving into town, or all these things are going to happen. You don't know who you're dealing with, and the fact that you know, just out of college, and the first thing you mentioned when I asked the question, is relationships, and that is where I think a lot of people are missing the ball, but, and I think it bleeds into the social media a little bit, because you let yourself, people get to know you on social media, absolutely. Yeah, where? So you must have saw that somewhere. Who's been? Some examples on the social media that you've like seen, I need to follow that. Or, you know, did you go to a class that someone just went thing? That's what I'm gonna do. Where, how'd you? Yeah.

Ella Woods  18:19  
So I was not, I mean, I post on social media as any normal college student or would, but I had never looked at it as using it as in a business realm or in a professional setting. And I would say the first person I came across was Stevie Han, which, I believe you had her on the podcast, right?

Tracy Hayes  18:36  
Yes, she's going to be on again here in a couple of weeks, talking. We're going to do a talk on investment properties with Kim Davis, fantastic from Palm Beach Realty. So I'll have

Ella Woods  18:46  
to listen in, yes, yes. So she's the first person that I saw that really did real estate social media well. And I was like, Okay, and so I try to take her tips and tricks and then, honestly, just kind of making it my own. And it took me a little bit to realize that people really want to see who you are. Like, yes, put out there that you're a real estate agent. Share your successes and failures too, but more so who you are, because everyone has a real estate license, everyone's had sales. So what sets me apart is just my personality, and who knows, maybe someone loves golf, and I'm a great person to talk with and things like that, just sharing little things about my life that will make that connection happen quicker and 100%

Tracy Hayes  19:29  
okay, so there's two things right here. We just mentioned in the last couple minutes, we're talking here, relationship marketing and then how social media is getting people to know you. We're in an age right now. I remember when I was I lived in Northern Virginia for most of the 90s where we didn't really see your neighbor unless you were out shoveling snow on the day that you were all locked in your house, because it was, you know, the roads are all closed, right, right? And we're all out doing we all got so many things going on, and kids doing this, doing that, or whatever you're doing. And. And, but people are spending a lot of time on social media. Yes, I would add whatever the numbers are. I know they're high and they're bad, but the reality is, you're popping up every day. You're top of mind. You're seeing Daniel's got the picture there. I think he opened up with you, with your goals and, and if you go on Ella's Facebook and see her little tick tock that was beside there, it was great. And, but those, but those are the and Stevie will tell you the same thing. When I had her around here, people get to know. I felt I knew I'd never just like you came in here. We've never met before face to face. Stevie came in like, because I knew she was big social media. So I begged her for like, three months. Finally she came in and but I felt I knew something about her because of what she was putting on social media. And I think your clients are doing the same thing. And it could be the simplest thing of like, Hey, this is a great restaurant. You know, we hang out here. This is a great golf course, exactly.

Ella Woods  20:52  
And just like, know, showing that you know the area and that you're personable, because no one really wants to work with an agent who's just simply in it for the numbers or, like, doesn't pick up their phone, doesn't answer their emails, and it's a lot more enjoyable to go through real estate when you love who you're doing it with, and so you want to work with clients who you you work well with, and just have that connection. And ultimately, is what's going to, I'm sure, extend my business for years, because I'm going to have those relationships.

Tracy Hayes  21:24  
An agent said to me the other day we were talking, obviously, we work with a very large builder here in town, and they decided to take the pictures off their website other site agents. And the agent said to me, I went on the site because I wanted to look up who the site agent was and see their picture, they want to see them, right? And you get a lot of clients, I imagine probably more than 50% of your clients this year are coming from out of town, and they don't know you. And the first time they're going to meet you is going to be at a house in a neighborhood they don't know, right? And so they want to go on social media and find out who you are. They're going to Google you and see what you have out there, so they know when they walk up. They want to act

Speaker 1  22:03  
like they've seen you before. They're supposed to walk up to

Tracy Hayes  22:06  
Yeah, they didn't walk Are you Ella? They want to know who you are in what

Ella Woods  22:10  
you're all about. Exactly No. It's so important people.

Tracy Hayes  22:13  
This is what it's all about, the relationship marketing and the social media. This is why this young lady's done almost $10 million dollars in her first 12 months in the business. And really, I mean, you said you went a, you know, you had the learning curve. So how many months was you were you in before you actually had your

Ella Woods  22:30  
first sale? I think I had my first sale on March 14. So, and I have four months, yep,

Tracy Hayes  22:35  
four months into the business. So from March 14 to where? Because I think you put up nine and a half million

Speaker 2  22:42  
is what you put on your until December 31 till December 31

Tracy Hayes  22:45  
so literally, in nine months, she does nine and a half million dollars. Now, some of you can calculate what a real estate agent makes in commission. Now, obviously the brokers got to get paid a little bit there, but you're obviously making a lot more than the average attorney makes. I guarantee a lot of your classmates the income that you created, no or challenges. Can you do it this year?

Speaker 1  23:05  
Right? Exactly, no. It's every year's difference, right?

Tracy Hayes  23:08  
Now you we get Dan, you had the picture up of our goal of 2022, of 14 million. I think would you have 20 families on was it 2026? 26 families would get you based on your your average purchase price, I imagine, which is, you know, going up in grade. So those so relationship market, social media, anything else that

Ella Woods  23:30  
that, and I would just say, when I first started to I connected with so many agents because I genuinely, I didn't have a family member that worked in real estate. I had zero background other than strictly my license in real estate. So my those few months where I wasn't having any sales, I picked at least one to three agents a week that I went and I took them out to coffee or got on a zoom call.

Tracy Hayes  23:53  
Okay, where'd you steal that from? That's a great idea. I don't know. I didn't steal it. So you didn't steal that from anyone. Okay, somewhere, more somewhere you morph that in by your, I guarantee you, by your personal development, someone said you need to get out and meet the people you know someone, and it might have been not directly related to real estate, but it clicked in your mind, hey, I need to meet real estate. Let's take them out to coffee. Exactly. This is not rocket science. Talked about Stevie Hahn, a few minutes ago, she said the same thing to me. She did the same that she went. She was taking she was going. I'm sure she had lenders that were willing to have coffee with her, but she was meeting with everyone that she could in the industry to really just heighten her learning

Ella Woods  24:35  
curve, exactly. And one thing that I'm trying to expand upon this year too is even more so I talked to real estate agents so I could learn about real estate, but even talking about the surrounding industries, like inspectors, like knowing more about inspections, knowing more about title, like I know the general things I get my people through the transactions. And even I just bought my first home, taught me a lot about the home buying process, and it's going to make me a better. Realtor, so having those vendors and just surrounding people to have your network with, to really just give your clients the best experience possible, 100%

Tracy Hayes  25:10  
one of the things that we that I deal with on a regular basis from the lending side is I see a lot of agents don't understand what like the difference between the appraiser and the inspector. It's like, okay, once you go spend a couple hours, go on an inspection with one of them, right? And they'll gladly have you on there, because obviously they want to create a relationship with you to win your business and have people, have you refer people, go and spend a couple hours with them and learn what they're doing and how and how it works. And then, you know, what's the appraisers role? You know, if you're doing a VA or FHA loan. There are so many old wives tales out there about the what the appraiser is going to do, and they're going to blow up the deal. No, they're going to appraise the home, and they're going to report the obvious, right? So if they see water damage, they have to report there's water damage. Okay? I mean, those are common sense things, but understand how that process works. So when you are talking with your client, right? I can you act like you've done it 100 times, exactly, right? You did just buy your house back in December. If I'm not one of your saw on your Facebook you posted there. So, young person, are you married? There's just, there's gentleman in your way in your life. I see boyfriend, boyfriend. Okay, all right, you bought the house in your name, right? Yeah. Well, yeah. But you're how old you gonna be this

Ella Woods  26:27  
year, I just turned 23 just

Tracy Hayes  26:29  
turned 23 you've got your first home, which I imagine is not really, probably even above and beyond a starter home, because you're doing really well, but you're implementing things that wouldn't say anyone can do them. I mean, anyone can, if they put their mind to it, you're not doing you're not recreating the wheel here, but you're doing the consistency in the things that these people that write these books tell you now, not to say there's a lot of people that write books have no experience. I mean, that it is out there, but there are a lot of ideas. There are a lot of people that like take in ideas and then regurgitate them into a book and sell it, right? You know, it's just other great people's ideas, but I love the, I mean, the simple things. And again, Stevie did the same thing. Meet, go with hang out with bigger and better real estate agents that have been doing it for a while. Listen to their pains and groans so you can hopefully avoid them or understand them when they come and how to deal with them. Because when you say that was one of the greatest challenges, you know, obviously you come, you coming into a middle of a great market, but I'm sure they've all told you, make sure you're putting your, you know, your chestnuts away to be prepared for that dry season. Yeah, you know, I think, I think, fortunately for here, I think you're going to be well into your 30s before we see that just northeast Florida is my prediction, unless, God forbid, our our government gets too involved in our economy and does something stupid, yeah, because Northeast Florida, I think, is, is a gem, and we're going to be going west more so as we go into Clay County,

Ella Woods  27:53  
yes, and they're building so many homes out in Clay County, I think it was over 30,000

Tracy Hayes  27:58  
Oh, when that? Yeah, when that that expressway comes in when you get out of world golf village and scoot over there, it's an all the way down to Palatka. It's going to be, you know, I think, easily the next decade, you know, for that, let alone what's going on in St John's County, from that standpoint, and you're right in the middle of it. Yes, yes. So staying sharp. So what? What do you foresee yourself? There's something I was thinking about this morning and thinking about questions I was going to ask you. You're so young, you've already had some great success, and God bless you. Going to keep it going. I mean, do you see, do you like just being the solo agent, or do you mean to yourself? I mean, you're, you're on a trajectory, like to be Corey Hastings with Engel and Volkers and, I mean, he didn't even start as young as you are, and he had great success quickly. Now he's has multiple Ingle Volkers. He's Ingle Volkers, Jacksonville, basically. I mean, do you see yourself going that direction? Goodness, thoughts going through your head?

Ella Woods  28:49  
Of course, I'm so big on goals and planning. I have like five different planners. It's probably not good. But, of course, so I mean, who knows what the future holds? But I have learned so much in my first year, and I appreciate so much how Michelle Weaver and the team atmosphere at momentum kind of has brought me up. And so I, of course, at one point would want to give that back, whether it's my own team or coaching or something like that. And then I also would want to get into investing too. So I hope to have a couple of investment properties and and learn that realm of the business. It's a whole nother side of real estate that I'm just trying to tap into as well. So either a combination of both of those things, I would think

Tracy Hayes  29:36  
so real estate's the thing you're in your influences, in your life. You know, I think there was a video I saw you put something actually, I think might have been, was it wasn't? Yeah, it was a Tiktok video. That's right, you were talking about naysayers and so forth. Is there some influence, because you brought that up on your Tiktok when you did that video, we were talking about, is there some people in your life? That are naysayers right now, I

Ella Woods  30:02  
would say not that are super close to me. The people who I surround myself with do support me, but I think more so of just my peers in general, like the people I went to high school with in college with, just on different paths. And everyone's on different paths, and there's no necessarily right or wrong answer, but just the people who and because I've had success so quickly, people kind of hate on you for that. Yeah, say, so there's a little bit of that. And of course, there's going to be dry seasons.

Tracy Hayes  30:31  
I'm you seem to be a humble person. I, you know, I don't see anything on social media where you're like, Hey, I just went and bought my Mercedes or something. I haven't seen that. I will say to the young people who are listening to the show, because you're here, your time will come. Ella's just made, made a path for you, though, but you've done so quickly. And I mean, it's not like you're like, Hey, she's the number one agent in the intention. You're not Melissa Ricks, but you're, you're, you quickly got there by doing the right things. Very simply, you stayed focused. And I'm going to tell you whether you're 2333 or 53 it doesn't matter if you want to implement the things. In your case, relationship, marketing, social media, consistency. You went out and learned from the other people you can do anything you want to do. That's a beautiful thing about this country. So, you know, those haters, we all have them in a lot of them are family members, unfortunately. And you know, we all, I think we've all had that resentment. Sometimes when someone we know is a little more successful, I wish, I, you know, wish I got that break or whatever. But from a guy who's more than twice your age, your time will come. You just got to implement yourself, be present like you have in the last year. You are in. You blossom so quickly. Now, obviously your challenge is to stay, of course, there. I mean, that's, that's the stress, right? Can I keep it going? Right? It's gonna happen next year. That's sales, right? We're all worried. What's gonna happen next month. I know. I'm sure you got a few sales in process right now, and you're like, Okay, well, that's going to get me through February. I don't have anything for March yet.

Ella Woods  32:06  
The hard thing is, I have, I mean, you only know, gosh, when you get under contract, it's maybe you know the next 30 days of what you're going to have. So you you have no idea. So I have goals in place. And actually one thing I've taken from Stevie is 12 week goals, and so that's something I've implemented this year. And so that way I have, like, extremely clear understanding of where I need to be in 12 weeks. And just making that smaller, because, of course, I the picture up there with my big 2022, goals, which, of course, is great, but it's like, okay, well, what am I supposed to do today? Like on January 14? That's going to get me to that goal. So making them smaller is really helpful.

Tracy Hayes  32:44  
So that's an excellent question that I want to turn back on you is, you know, we often say, and even it's an in the loan officer world, what we're doing now is, you know, hopefully going to bear fruit in the next 90 days. So what are some things that you have done, you know, early? Because, I mean, it's not like you have this big, long client list or anything. I mean, you probably put out some Christmas cards to your past clients, couple dozen, right? That you covered them all right? Yeah, your first because it's your first year, so you don't have this huge thing. But what, what do you what do you do? What is it? What are you doing tomorrow that's hopefully going to bear fruit for you in March and April?

Ella Woods  33:21  
Yes, that's a great question. So I actually, at least this year, I didn't do this last year, but this year, I've made a spreadsheet of what my goals are for the whole year, and then at the beginning of each week, I take, like, okay, goal number one, what am I doing this week to get to that goal? I need to spend three hours this week doing this. I put it on my calendar and time block those three hours. So doing that, so whether it's in this year, I'm trying to focus on a couple of lead generation activities for at least six months to be given a consistent shot to see what works, what does. And I don't think it's fair to say, Oh, I just made 100 calls today. I didn't get a contract. This doesn't work. So putting in those the time, honestly, into different activities, and knowing what my strengths are and what I'm good at. So I mean,

Tracy Hayes  34:10  
what you enjoy doing? Yeah, there's some marketing activities you don't enjoy doing. There's others you

Ella Woods  34:14  
do exactly. It's so funny, because I personally don't like dialing I love talking to people on the phone once I know them, but I don't like calling strangers. It's just not genuine. It's not that relationship, just it's a little harder to build when you're doing that. And so I enjoy door knocking, like going and meeting people face to face. That's what I did earlier. And have found some success out of not like an immense success, but it's something I enjoy doing. And I'm like, Okay, how can I get leads, but also enjoy it and make it genuine and try and make it my Well, one

Tracy Hayes  34:46  
thing you probably caught on quickly here is in the different neighborhoods that we have, these people move in from out of town, they're telling their friends and cousins or whatever from wherever they're at. Oh, how great it is. And obviously. Like anyone, they want them to move to their neighborhood, and they are huge sources of referrals. Oh, my sister's looking movie, you know, here in because they want them to come to their neighborhood, right? Yeah. And I was just when you I pictured when you're talking about door knocking like I would imagine when you have a listing, you go out and go so many doors up and down, and knock on the door and say, Hi, I'm listing this house down here. You know, you want to come by, or, you know anyone who might be interested in it,

Ella Woods  35:28  
exactly right, that. And, I mean, I've even had one time I was door knocking, there was a contractor that was working on some house out in his driveway, and he was like, Oh, how are you doing? Made, like, small talk conversation. He was like, What are you passing out there? It's like, I'm a realtor. I had a listing in that neighborhood, so I just sold it. So just seeing if anyone else is considering selling their home too. He was like, well, that's so funny. My son is looking to buy a house and knock a tea, but not for a few months. But can I give him your contact information and things like that? So it wasn't even a homeowner or anything like that. But you make that connection, you follow up, but then you stay in touch, and like they're going to be ready to get free, don't know

Tracy Hayes  36:06  
who they know. And, you know, we talk about, I talked about a lot on the show with different, you know, being top of mind, and the different marketing things we do, whether it could be social media, it could be sending out a birthday card, whatever those things are you doing regularly? Because you never know that day you posted on social media, who knows a funny Tiktok video and, oh yeah, Ella, yeah, she's, she's the real estate agent, oh yeah. And then they go to a dinner party or a cookout, and someone says, Yeah, you know, I'm looking about, well, you need to call Ella, because you were, you just thought to be at that time, right? And you have to create those situations for yourself.

Ella Woods  36:42  
You do. And I'm just now starting to see the fruits of that, because I don't think I took social media or relationship marketing too seriously, like, until probably the summer of last year. And so now people are just now starting to reach out to me, either through social media or past clients. And so now it's just like, it totally comes full circle. I'm like, Okay, what I'm doing is at least one way to not the only way to do it, but a good way to do it, and just,

Tracy Hayes  37:08  
well, you enjoy doing it again. We'll mention Stevie for the 50th time. She obviously enjoys doing what she does. I mean, she's like, totally miss social media, and she's constantly anytime I open my Facebook she's right up there in the panels, nine out of 10 times that I look at my phone and it's being top of mind, reminding yo, we forget names. I'm terrible with names, terrible names. And yeah, someone did a transaction with you, and it's going to be that time six months, six years from now, and you're still posting on social media. Oh yeah, I remember Ella. She was a great agent. And then that's when they're going to tell their friends Exactly. And that's another deal is, you know, the beautiful thing about both of our careers, you know, there's, there's a lot of money in real estate, because people don't realize a lot of work that's done that we sort of don't get paid for, but we, but it's part of getting paid. You know, it's the marketing, it's those things we don't we get, you know, the hours, we're not calculating hours going, oh, yeah, you don't need a lot of fruit just but obviously, having consistent fruit makes life a little easier. Yeah, you don't want to get on that roller coaster. But, you know, a rock unturned today turns another rock, whether it's 90 days or nine years from now, as you're still in the career, it's still another deal you put up on that month. And you know, if you have so many deals a month, or in your case, you're 26 26 is your goal, so you're looking for little over, you know, two deals a month, we'll say three. And you know, you're, you're after that three, right, right now. And hopefully you have some four and five months. And then, because there's probably gonna be a month, you only have

Speaker 1  38:37  
one exactly. That's or not, learning real estate is right? Yeah. I mean,

Tracy Hayes  38:41  
we're, you know, likely about Florida is we do consistently move through the whole we don't like frozen in the wintertime. And also, yeah, we do have stuff to do all year round, as far as the mortgage. All right, let me see what he got on here. We touched a little bit on momentum. But tell me, because I don't know a lot about obviously, know, you know, I've seen a name around one of my co workers is doing a lot of your loans over there, former co workers, I should say, because she's over there. Now, what is, what is it about momentum? Do you think? What is their attitude, the ideology that you think, at least works for you?

Ella Woods  39:16  
I think the mindset and the fact that they are there to serve their agents, so will help us go out and be better agents for our clients. So they try to do everything in their power to create opportunities, whether it's trainings, flying in, guest speakers, meeting with you one on one. I mean my my broker, Brittany Brooks, she helped me with this really hard transaction a few months ago, and she was on the phone with me at 10 o'clock at night. No problem. She has two kids, multiple businesses to run, but she you each agent still feels like they care about you, which then we take that attitude into our clients and like make them feel special. Yeah, and up on a pedestal, and it just will translate into your business so that. And then also just thinking big. I had never thought about investment properties or all these big goals that I have, until being with momentum, and that's something,

Tracy Hayes  40:15  
being educated, exposed to the opportunities that are out there, right,

Ella Woods  40:19  
and doing trainings on that, bringing in people talking from the best like gobundance speakers and things like that. I would never have had the opportunity to hear from them that people do pay 1000s of dollars to normally hear and get access to and so just that huge mindset and setting you up for success. They're just amazing.

Tracy Hayes  40:39  
Yeah, listening to what you're telling me, having you, giving you access. It's like, you know, obviously anyone could buy these books, but you're you have mentors, I guess you said, people you look up to, and they obviously are on the right track. When I read these books, or I listen to a good podcast, I there's this energy that comes out, a positive optimism. You can conquer it. You can do it because, I mean, we all go through it, and I'm sure you, I mean, in the last year, years, probably some times, especially in those first few months, or even after your first sale. Because now you gotta go with the second sale. And you're like, is this really for me? How many times, how many, how many times you think you legitimately thought of like,

Ella Woods  41:19  
my hand, yeah,

Tracy Hayes  41:21  
and but then you go and read a book, or they bring in the guest speaker, they're on top from the standpoint of exposing you to that, because if they left you to yourself, not saying you what you yourself individually, but the average person, if they just left to themselves, would probably fall into that abyss of the negativity, but the consistency of The positive, education, the opportunities and bringing these guest speakers, and if they're a good speaker, it's probably because when you left there, you felt better about

Ella Woods  41:47  
yourself exactly. And you learn something and you know what to implement to push you forward, right?

Tracy Hayes  41:52  
You took something, it may have been an hour and a half long speech, or whatever, training, and if you were able to get one or two nuggets out of there, which maybe you could have condensed down to 10 minutes in the entire thing. It's worth it, and you've got to put yourself out there. We've talked about, I think it was talking with Corey Hayes. He was talking about speaking out in Vegas, and how important it is to be present, be go to the trainings. If you don't know what you're doing tomorrow, the 14th of January. It's don't panic. Go to ne far site. Go to St John's Board of Realtors. Go to flag, whatever your whoever's, wherever your Board of Realtors are, whoever might be listening this, you're in California. God bless you. Go see if there's a training, right? Be engaged and keep moving forward.

Speaker 2  42:38  
It will come. It will you agree absolutely?

Tracy Hayes  42:40  
Yeah, there's something to do every day. And like I said, if you don't know, trust me. But if you don't know what to do tomorrow, you probably need someone like the mentors that you have a momentum, Miss Weaver, to go to and say, I don't know what to do exactly. I don't have, you know, and trust me, there's 1000s of things you can do. And I think that's what paralyzed overwhelming. It is overwhelming, and that's what I think happens to be able to

Speaker 2  43:02  
get paralyzed. Yes, there's so many choices, and they get stagnant.

Tracy Hayes  43:05  
Yes, but would you, would you agree? Because I think you've done we talked a little bit about pre show, choose something, and I actually said this the other day, 10x if it's your social media, if it's the relationship marketing, or maybe a little combination of both, Grant Cardone. That's why this book is so popular in the phrase 10x 10x it go after it consistency every day, and it will break through.

Ella Woods  43:26  
It will, yeah, it definitely because it was hard those first few months where I had, I was making all the all the dials in the world every day, doing all these showings and nothing coming to fruition after three months. I mean, that's the main time where I was like, Is this for me, or is this gonna work at

Speaker 1  43:43  
an open house and no one shows up exactly. I've had that. I've had that. If you're an

Tracy Hayes  43:48  
agent and you've never had that, yeah, you got it all.

Ella Woods  43:52  
Yeah. So it's, it's tough, but if you stick with it, and you honestly, if you know your why of why you're doing it, it's going to make it so much easier, especially on those hard days where no one's well, where no one's walking through the door the open house, and people aren't rude to you on the phone, or your offer doesn't get accepted. It makes it worth it.

Tracy Hayes  44:10  
So do an open house today. You know, obviously, take this out a little out of context, because we know we do an open house today. It's, it's really, you're hoping to probably find another buyer, because house priority sold, right? Yeah, it's already got offers already. You don't have to do an open house to get offers, right now. No, but let's, let's during normal times when, the times when someone may not show up, what? What would you do? You know that two hours or three hours that you may be blocking off the time you're sitting in that house, are you sitting there, twiddling your thumbs or your What are you? What are you? What are you doing?

Ella Woods  44:41  
Oh my gosh, no. I'm either planning out, because I try to plan out my social media a couple weeks at a time, so working on that, texting my my sphere, or my clients, the database, the little database that I did have, and just checking in with them, because there's so many people that will say, Well, I'll. I'll buy in six months. And I was just on the phone with someone yesterday, who I think I got that lead in February of last year, and she told me, then it was going to be six months, and then it was another three months, but I still am on the phone with her yesterday, so checking in with them, or just reaching out to people, like if I see you're

Tracy Hayes  45:18  
doing something engaging and moving your business forward. You're not sitting there twiddling your thumbs or shooting a bowl with mom or something on the phone. You're moving your business forward, which really taps me into and I'm maybe exposing something. I have great alumni association from the greatest school in the nation to citadel. And have you thought? Imagine it's coming through your mind to be more involved. I mean, how involved are you at Bartram?

Ella Woods  45:43  
You know, I'm not too involved at Bartram, so that's a good, good foot in the door to get into main points in my community. And like I was mentioning earlier, I'm trying to get more involved with just surrounding businesses and local businesses. And so that's one of my goals this year, is to just partner with people in the community. So Bartram is a great opportunity.

Tracy Hayes  46:02  
I think in you, I can only imagine you're just going to agree with me 100% on this. Those people listening. We all have circles. If you're involved in things, get involved in something you like to do and let everybody know what you're doing, because people like to work with like minded people exactly, whether it's, it could be politics, it could be golf, whatever it is. And if you're in, you're involved in that in with time. It's not going to happen overnight. Hey, I joined that thing, but I didn't get any leads from it last week. So what? Yeah, over time though, you're going to influence that circle. Be involved, be present. So my recommendation, as I was thinking graduate, would be immediately get involved with their Booster Club. Obviously, you play you, were you the best golfer on the ladies side at Bartram at the time? Yeah, time, yeah. So there should be some some respect from that standpoint. And I'll get involved with the ladies golf team at March, or maybe, maybe fine tune it to just that. Obviously it's easier to get around with the football team because there's more parents involved, but that's some place to start. I will tell anyone I see too many if you think of just the things that you're involved in. In this case, we're talking about Ella's High School. I don't know if James Madison has an alumni group here we do on the president of so I can, I, can I tap into that. But my got my brothers, they like to deal with. I mean, as we all do, like minded people that they could pick up the phone and they feel you guys are already connecting, because you are. You went to the same high school together. You grew up in the same, you know, neighborhoods and so forth. Exactly.

Ella Woods  47:38  
No, it's, it's so important to do that. And honestly, when you're talking to people for the first time, just finding those little points of connections, like even, I mean, sometimes you have to really fight for those connections. You might not have that much in common, but someone says, oh, I have the sorry, my dog's barking in the back background. Just totally change the subject of the conversation Do you have and just try and get, to know them, any little, little foot in the door spot in a conversation, you can see to go off and just get to talk about something in their life. Do that.

Tracy Hayes  48:08  
I've made this suggestion to a couple other agents that have not taken advantage of this, and actually one moved out of the area, so she's not in the area anymore. I'm waiting for who is going to be the queen of the golf course communities. That's actually going to go out in that way, those golfers, or those people think they want to play, coming to Florida, they can play golf, right? That they're going to, they're going to see you as the queen of all the golf course communities. And so they better call you, because you know them all. What courses are the best, how they play, what kind of houses are waiting for

Speaker 3  48:41  
someone to take that I'm waiting for someone to take that angle.

Ella Woods  48:44  
That is true. And that's actually something I considered, like the very beginning of when I got into real estate. And I think I just got too busy at the time that it came across to cross my mind. But that's definitely something I want to go into. And I mean, gosh, if you go play around a golf with someone, you have four plus hours with them, like, you're gonna get to know them, yeah, and so it's just a great, great,

Tracy Hayes  49:06  
well, if they're willing to go play golf with you too, they're interested in you. So it just, it just, it's an open thing, because, yeah, they weren't really interested in you. They're gonna, I don't want to go, you know, they don't think directly, just like, I just, I'm too busy, right? But they're like, Oh yeah, no, I want to go play with L. That means they want to get to know you exactly. Yeah, no, 100% All right, this is we're going to round things up here, because we're about 50 minutes in here, and I'm going to finish with this question here, then go to my final round questions. In the past year, what would you have done differently?

Ella Woods  49:36  
What would I have done differently? I would have tried to get my confidence about me sooner, even if it was not really all there, because I so struggled in the beginning with being a young real estate agent, never sold a house, never sold a house. I have no experience. You're right. I don't know what I'm doing, and so getting over that. Turtle. And honestly, that that mindset that I set for myself of like saying, Yeah, I don't know what I'm doing, but saying I'm going to figure it out, and also just carrying myself in a manner that people will not smell the newness on you. And so because people, because now I've had clients like, at the beginning, when I would talk to people, they'd be like, oh, like, and it doesn't help that I look young too. But even if I'm on, was on the phone, and they didn't see me, they'd be like, Are you like, newer or younger? And I was like, dang it. Like, how can they sense that? And so, just having

Tracy Hayes  50:34  
so, so you're on, you're on to something. And let me tell you, you're in touch with yourself. I mean, you you know where you're that's such a great evaluation, how someone's in the same spot you were in a year and a half, 13 months ago. How could you have changed that

Ella Woods  50:49  
so but when I changed that, and what I wish, when I wish I did this sooner, is saying, you know, like in my mind, not to them, but saying, Yes, I may not have the most experience, but I'm going to make this the best experience for them. So even if I don't know the answer, I'm going to research every single thing about this property, pull it up, know how old the roof is, and the H back and things like that, before I even go show these people these homes, and they're going to, oh, wow, like my other realtor five years ago, didn't do that for me, and those aren't things that

Tracy Hayes  51:20  
or Chris just answering the phone, you're better than the realtor I called yesterday, half of

Ella Woods  51:25  
real estate agents, I have to say. So that's one thing, just doing the little things that don't take any experience or has nothing to do with age, and just relaying that to

Tracy Hayes  51:37  
them, focused on what you're doing. And you assume some of those things came from the other agents that are have experience, said, you know, know this stuff about the house, and some people probably blow it. Some agents probably blow it off, right? And you're, in your case, you're like, you know, by knowing that stuff, I look more mature and more focused on what I'm doing, right? That is, oh, my goodness, this is a great pot. I'm telling you. You are on top of your game. You're so in tuned, you know, yeah, you may, you know, could you done now someone actually going to be able to take that? And I think one of the things that also probably helped you is go out and hanging with those more, I would say, more mature realtors, but the technically, they really were more experienced, definitely, and in that gave you confidence. Because I think one of the things talking to, you know, it took, it takes years. You know, I've been doing this. I'm in loans for 16 years. You can ask me any question. I may not know the answer, and I want to say, I want to make one up, or yes the answer, I'm going to be able to answer it, though, with confidence and tell you at the same time that I actually, I need to go and actually look that one up, or let me make a phone call to someone who's smarter than me. I have no problem telling you I need to call someone smarter to me exactly, because there are people smarter than you, but they're not as good as you as making that phone ring. They're not as good as you as making that relationship Exactly.

Ella Woods  52:55  
And that's that's what really switched that mindset for me, is saying, like, you know what, I am going to do everything I can for this client, and I know that, so at the end of the day, I'm in control of that, and so I can go get those answers, make those phone calls, even if I don't know that up front, and sound like the biggest real estate whiz, I'm gonna, I'm gonna get those answers.

Tracy Hayes  53:14  
Yeah, Ella, you're killing it, girl, this is amazing stuff on this podcast, I'm telling you. This is from a 23 year old young lady doing very well. I mean, you the things that you're throwing back at me. I mean, took a lot longer for this almost 52 year old to get it all right. Two Minute Warning question is going to round it up here, although I'd love to talk to you for hours, I'm sure you have other things you need to do. Is it important? More important who you know or what you know,

Ella Woods  53:41  
I would say at least how it's played out in my life. It's obviously a combination of both, but I think it started with who I know, and so being at momentum and having those agents to talk to you and learn from then help me figure out what I know and study. Because in in most cases, anyone can look something up and study something and become an expert in a textbook and know something which there is a value to that. But then how do you apply that to your community and the people you know and influence them?

Tracy Hayes  54:12  
I do it with loan guidelines all the time. Someone will throw someone through a question at me, hopefully they're listening to the podcast that we're doing a training upstairs, and I just did my little song and dance. You know about get home loans is what we do, blah, blah. And they're like, and I mentioned pool escrow loans, and they were like, Oh, well, with the hard time getting pool vendors out to the houses, it may take longer than six months, and what would happen after the six months? Because typically, that's where the kind of line is six months after loan closes. And I'm like, Yeah, that's a great question. I can imagine this is what will happen. But let me get back to you. Luckily, they were up there for like, an hour and a half, and I was able, I found it called some people got some people are smarter than me, because we have people here to support us, because they're good at the textbook. They're in our operations and back office, I make. The phone ring. They make the loan clothes, and they were able to, you know, to resource that, but that just, you know, you don't know everything, but you know where to get the answer and be right up front with people that that's, hey, you know what? That's a great question. Let me, let me call somebody smarter. That's not a bad thing. What's on your travel bucket list? First of all, I got asked this question, has this man proposed

Ella Woods  55:23  
to you? We've went ring shopping a few weeks ago, so, okay, I'm not jinxing anything,

Tracy Hayes  55:28  
not now. Okay, he's just waiting for the right moment, I'm assuming the right special moment. Okay, what's on you guys travel bucket list?

Ella Woods  55:35  
Honeymoon goodness. At a young age, I went to so many different countries, but I don't think I would have the same appreciation for them as I do now. So I've been to Italy, but I want to go back. Because I, I mean, I was seven years old, I think, goodness, yeah, I want to go to Italy. I would love to go to Greece, and, honestly, Hawaii.

Tracy Hayes  55:53  
What were some of the places you played golf? You said you played some, some international rounds.

Ella Woods  55:57  
I played in Scotland when I went for golf. And so that was really cool. Of course, I was at a young age, but I played in the European kids championship. I forget the title. Wow, that's cool. So that was cool. So I've been over there in Ireland, London, so I've done that. But yeah, I would love to go to those places in Norway, actually, because I that's part of my heritage. And I hear it's beautiful.

Tracy Hayes  56:20  
I keep seeing pictures. I have two girls that came over as exchange students. I grew up on Cape Cod. They were from Norway. They were twins. Played great they're great basketball players. And they'll post pictures on Facebook or Facebook friends, and I'll post it out like, yeah, yeah, that would be really cool. And then there's some great things on the Travel Channel too, on Norway. Yes, that's an interesting one. Who do you think would be a great guest on my show.

Ella Woods  56:41  
Michelle Weaver, Michelle Weaver, she's amazing.

Tracy Hayes  56:44  
Okay, drop it, and then I'll send the invite. All right,

Ella Woods  56:47  
absolutely no. You need to have her on the show. To have her on the show. She has so so much knowledge and nuggets that anyone can take from

Speaker 3  56:54  
her, right, right? Ella, I

Tracy Hayes  56:56  
just, you know, I think Daniel will agree. This is one of the best, best podcast we've had. We we keep saying that it's been great, it's been great. But you know, when you every time you bring somebody in, you don't know what's gonna happen. And, like I said, Well, I've never interacted with you personally, other than on social media or whatever, liking what you're doing and so forth, and then seeing your numbers and all that stuff and and then obviously, oh, she's 23 years old. Is she gonna be able to carry on a conversation. I mean, you're killing it, girl. You get the sky is the limit for you. It's gonna be interesting. I'm gonna be long and dead and buried before you ever retire from real estate. But, I mean, you are, you are going to be one of those movers and shakers in Northeast Florida, unless, unless you get, unless you get so good you go and move to New York City or LA or something like that, and sell

Ella Woods  57:39  
with those guys, I can't see my

Tracy Hayes  57:43  
but best of luck for you, and thank you for coming on the show. Those of you are listening on the podcast, especially Apple or Spotify or whatever, please like share, make a please make a review. Tell Ella how great she is, because she is and now, if someone wanted to just reach out to you, maybe have some questions about

Speaker 3  58:01  
what's the best way to reach you,

Ella Woods  58:03  
either by social media or phone number. So my social media is Ella Page, Florida homes, and then I can leave my phone number, and yeah, it'll be comments for you.

Tracy Hayes  58:13  
Yeah, it'll be, it'll be in the in the comments page, blah, blah. And of course, you're, you're on Facebook, so you just search up and just instant message

Speaker 3  58:19  
you through Facebook, absolutely always answer my phone. Yes, one of the isn't that this. I don't understand it. Thanks Ella for being on the show. Thank you so