"Mother Hustler"

Tracy Hayes  1:06  
Hey, welcome back to The Real Estate excellence podcast with your host. Tracy Hayes, a real producer, an agent that is clearly the best of the best. She's been recognized here just this past week with the real producers magazine for 2021 as one of the top producers. She is the owner, CEO of a top exp real estate team. Let's welcome the Hearn of the Hearn group, Roseanne. Hearn to the show. Hello. Welcome, Roseanne, glad you're able to make it down today. Yeah. Thanks for having me. Excellent. So really want to dig in. I hope you had a good Valentine's Day. I saw you posted some roses online. My husband gave this to me, awesome. Awesome. You guys do anything special or Well, we went out to vetoes. You actually were able to get reservations. Well, my Saturday,

Roseanne Hearn  1:49  
but my Valentine's Day present this year is, he bought me an office. Oh, okay, I have an office that's going to be opening up. Awesome. That is that? Well, there's new news right out there. Hey, we got some new news. Valentine's Day friends. Yeah, that's exciting. You know me, my wife, we were both in telecommunications. We met, well, it's about 18 years ago, and now we married the last 14 years, and we met talking shop. Obviously, she was a store manager. I was a store manager and talking shop and, and, and how your present is your husband helping you expand your business. That's just, that's just awesome. That's just awesome. So as I like to start every show is just get the, you know, a little bit know about you. Lori, where are you from? Where'd you grow up? You know? Okay, so I grew up a navy brat, so I but I didn't travel very much. So most Navy families travel a lot. I didn't. I really. I'm originally from the Midwest, and I kind of stayed up in the Chicago area, so I'd say I'm from Chicago, but I've lived here for over 20 years. Oh, okay, I've lived here long. Have you blood thinned out a little bit? Now your bloods thin down.

Roseanne Hearn  3:03  
So I have three sisters. They all live here. You and I met my husband at a law firm I was working as a secretary. Cool. So you're, you're my good heart, a good piece of your family's right here in the greater Jacksonville area? Yes, yeah. My parents live in nakati. I have six kids, six. Yes, wow. Okay, so a lot of people don't know that about I saw you posted something, or the were both those boys yours. I noticed something about wrestling. So one of those boys is his friend, okay? And the other one is my son. And actually, today he's at they're at districts, so they're at university Christian having their districts. Excellent. What time is that I swear up there? Oh, right now I'm not allowed to go. Oh, because we have figured it out. When I go, he doesn't do very well. He's nervous. I don't know why. I don't know. I'll make some nerves nervous. So his coaches even said I'm not allowed to go

Speaker 1  3:56  
regionals either. So he's like, they're like, You cannot go. So I'm like, for the state championship, are you going to sneak in and hang up in the rafters and, like, where he can't see you and watch or me? No, I'm going, because it's in Orlando, so I'd have to sneak over. I'm gonna have to sneak Yeah, I'm gonna have to say I'm not going, but really go, yeah, yeah. Wow, that's interesting.

Roseanne Hearn  4:17  
Went to college of st Benedict, yes, in Minnesota. What would you study there? And I mean, what was your at that time? What was your vision of you doing it for a career? My vision for being actually, I always wanted to be a business owner, so but I had, I was, I was doing psychology. Couldn't decide what I wanted to do, right? But my vision of my life, I thought I would move to New York City and be a real like executive. That did not happen. I have six kids.

Tracy Hayes  4:46  
It happened later in life. It happened later though, right? Well, I always say. I always thought I I should have been a psychology major myself. I ended up in education. That's where my degree is in, because I one, I love, I find you.

Tracy Hayes  5:00  
I find people Interesting, yeah, doing, why they do the things they do, and so forth. But also from a sales standpoint, or a sales and leadership standpoint, as yourself, there's a lot of psychology involved in that, for sure. Yeah, learning everyone's, you know, I think we were talking a couple weeks ago at someone on, we're just talking about, you know, leading different personalities. And the fact that these people, you know, your team, are all 1099, they're all independent mercenaries, basically, that you have. And how do you juggle those plates? And everyone has a, you know, wants to be treated different ways. Some don't want to be talked to at all. Some want a lot of attention, right, right? And the psychology of that so, so I was going on, as I do, on every one of my guesses, you know, to try to see what I can find out about you, to create some interesting questions. So I was obviously looking in your in your bio there, and YMCA fitness instructor, what got you in there? And are you still very active? So I work out, probably not as much as I should. I mean, I used to work out, like five hours a day, but I can't do that.

Roseanne Hearn  6:07  
I don't know how I got involved in that. I was going and somebody asked me if I wanted to be a spinning instructor. And I'm like, Okay. And I just, I did that for like 15 years. I did spinning Body Pump. I taught water aerobics, like a boost. So just someone, just trying to get you to come on and help out all sudden, expanded into a whole Yeah, and I really feel like doing that kind of helped me with real with real estate too, because I just met a lot, I don't know. Everything I've done has kind of led me to where I'm at right now. Sure, no, I always believe he has a pathway. I'm a woman of faith. Yes. And that path you know that we take, good, bad and ugly, is preparing us for the next endeavor. Yes, so do you feel the fact that you could, you got up and you were running these fitness classes help you every day and get in front of your team, or just even just talking to an individual, talking to Yeah, talking to people I can make call it, making cold call, like, all of that, like, because I can just so I also sold Arvon.

Tracy Hayes  7:06  
I did see that in there, really, that has really helped. Everything I learned from that, because real estate is kind of like network marketing. Network marketing, yeah, yeah. I think people, they underestimate the power of some of these network marketing, if you've never done network marketing, yeah, there's some things out there that aren't good. I mean, they obviously you were pet you're probably passionate about the product. Is probably what attracted you in but what they the really good network marketing that I've been involved in in the years has been very focused on personal development, yes, and in pushing you to be that better person, yeah, like, mindset, all of it, right? Exactly, so. So, from a career wise, you thought you're going to be executive, you were in the Midwest at that time, right? We were st Benedict is up in Minnesota, and it's when, you know, when they were talking about couple years ago, the whatever winter vortex or whatever. Well, that's what it was always like.

Tracy Hayes  8:05  
It was always like that. So you go over to visit a friend's house, and you leave the car running so it doesn't freeze. In

Roseanne Hearn  8:11  
January, we didn't have school. It was an elective month.

Unknown Speaker  8:15  
It

Roseanne Hearn  8:17  
was really cold, like the frozen tundra. It's a different life. I always when we're like living in Alaska, that you know, the holy, totally different lifestyle, but living in Minnesota is close enough it's cold compared to what we do here, even high schools in Chicago, even from Chicago to Minnesota, that is a big temperature change. Yeah, it's different, yeah. So I was up there, I was cold, so I decided my my parents had moved to Jacksonville. My dad got transferred the military, and I'm like, Well, I'm going to go to Florida. And I thought Jacksonville was going to be Miami.

Tracy Hayes  8:51  
Yeah,

Tracy Hayes  8:52  
I will be 500 miles.

Roseanne Hearn  8:55  
I know I saw the moss on the trees,

Tracy Hayes  8:59  
and I had a really strong accent. My kids still say, I do say words funny, but I don't think I have an advice accent anymore. I always remember the first time I came to Florida. We drove, and I grew up in Massachusetts, so we drove all the way from Cape Cod, all the way down. And I remember coming it was I know now, because I obviously know the area where I was at and we were going through Jacksonville, and you can there is, you know, the palm trees along the inner the intersections as a highway, and seeing those and going, Oh, wow, you know, that was just, that was so exciting. But, yeah, I've also lived in Naples, and it's a different climate. Naples in Miami, being below that tropical line right there is that really runs through basically about Fort Myers area across, and it is a different climate when you cross and go south of that, versus, you know, being North here, it does get cold. This is probably the coldest winter though we've had in a while. I think so the number of days that we've had, like, sub 50 degrees.

Tracy Hayes  9:56  
So you came to Jacksonville, what in you.

Speaker 1  10:00  
Were doing the YMCA. YMCA. I was here when I was about 21 and now put it out there, I did not finish college. I didn't save yourself some money.

Roseanne Hearn  10:11  
And at this point, I don't know if college is for everybody. No, I don't think it is. And I totally agree one of the people it's not, because I'm more of a doer and I want to do so. I did a lot of different things. When I in my 20s, I met my husband when I was like, 2425

Roseanne Hearn  10:26  
and then when I got married, that's when I started teaching, and I had kids and stuff like that, teaching other why? So you're at the Y you did, you said you did that for roughly about 15 years. So what started to lead you over into real estate. How did you, you know, even think about like everybody? I always liked

Speaker 1  10:45  
watching the shows, but my moving in the military and seeing how my parents were treated by real estate agents and how they would like push them into neighborhoods and didn't really help them. And then when my parents were moving here, I was doing all the work, and I'm like, wow, I should just do this myself. Interesting, and, you know, there were some things that changed in our family. And I said, you know it, I can do this now. I can go work full time, because I do do this full time, right? And so I just did it. And that's, I've never had anybody say that, but you know about how the real estate agents were treating your dad or your mom when they were moving, because I could see them having an attitude of, well, they're just going to be here for a couple of years, so let's just slam them in this home and move on to the next now, my mom is a little picky, so there is that. But, I mean, I have people, so in the back of my mind, when I'm working with people, I always think of my parents, right in my family, like how they, you know, and I don't want to that, that that's a powerful statement right there. I mean, to clip that little part of the video is a great sound bite for you. As I've mentioned on the last two episodes, I'm going to say it again. I was listening to another podcast, and they were, they were talking just about that when you're on the phone, because I think they were directing it towards loan officers. But the same for you that when you're talking to a buyer, seller for you, but us a borrower, uni should be talking to them just like it's your cousin you're talking to in the same situation. When they do, I treat everybody like their family. That's That's powerful stuff. So So walk us through, did you meet somebody in the in the in the why or how did, what? What got you to take that for those first initial steps to getting into real estate? I just signed up for a class, and I just, I mean, yeah, yeah, did. So it wasn't like some broker walked in and said, Hey, you'd make a good real estate agent. You just said, Hey, you know what I gotta I'm gonna go. And yeah. So I don't know if you looked a little bit deeper, but I used to have another team. I had another I had a partner, and she was a friend of my sister's friend who died of breast cancer. And there was a sister, so her and I became friends. She was already an agent, so she introduced me to Howard, okay, yeah, yeah. So I do have to give him, he's been on the show. Yes, he has,

Tracy Hayes  13:01  
I mean, I really put a lot of what he helped me into who I am today with real estate. Oh, that's a huge endorsement, right there. Really, he, I always look back at the time I spent there and they it really made an impact. And he really did help me. He was very a mentor. I would say he's, he seems to be, obviously very hands on, you know, in his office has grown tremendously. He's got some, definitely, some producers over there, for sure, the Cotton Team and so forth, that are doing it. And he has, you know, lot of people, well, I can't see, no one says anything negative about Howard. He does have a, much like me, a very outward personality, but his heart is in it, and he does, you know, the agents that I've worked for him can only endorse him. Oh yeah, he's amazing. And Keith too, both of them, haven't they were great. But like, what? Like, I said, everything I've done in my life has been like a stepping stone. That was kind of a stepping stone, and I needed a little bit more. So that's when I went to Keller Williams, okay? And then again, I was there for like, three, almost three years, but I felt like I'm one of the top producers. I don't want to be the top producer. I want to be around people who are doing more than me, right? And so that's when I decided that's very interesting, that you say that, because I think a lot of leadership doesn't understand that about I'm going to use the term troops in general, that the sales force right, that it's easier for them to recruit when they do have some stallions on the team, some top producers, to bring in more top producers from somewhere else. If you've got a bunch of user and I'm stealing this terminology from another podcast, but ponies, if you got a bunch of ponies, the stallions don't want to hang the ponies. And the one thing I think I've learned of I've learned many things in 50 some episodes in having great conversations with people like yourself, they don't see the other agents as competition.

Tracy Hayes  15:00  
They see them as pushing being surrounded by other stallions. They're pushing you to be a little bit better every day, pushing you to yoga. I got, and it might be some internal competition I've got, you know, we've got to beat that team where I want to do more volume this year, I want to be everyone wants to be on the top of the list, right? But you don't get to the top of the list when you're chasing ponies. You want to chase other stallions, right?

Tracy Hayes  15:22  
I was watching Secretariat the other night.

Roseanne Hearn  15:27  
So anyway, so then, so that's where we are now. So here we are today. And, you know, I have so so you so how long now have you been with, you know, your exp team? How long I mean, you know, I started that hearing group, we admit, no March, March of last year. Okay, so coming up on your first full year, yeah, and I have, and it's grown since I've gone to exp, so there's, there's seven of us on the team, on the team that's an admin. 

Tracy Hayes  15:54  
So I don't actually want to, I'm gonna hold that thought, because I'd like to, we're gonna, we're gonna just draw, you know, dig deep into your team and how your inner workings here. So these are some of my get, still get to know you questions for personal we talked about personal development with Arbonne and in the network marketing. What? What do you do to, you know, being a leader, you got to keep your sword sharp, and it'd be a great sales, you know, agent, a real estate agent. You want to stay on top of your game. What do you do? Are you a podcast listener? Do you read books? What do you what is your 

Roseanne Hearn  16:26  
Yeah, I kind of do it all podcast. I do a lot of podcasts because I'm driving around read and I try and read books. I'm doing a coaching which I'm not. I've tried different coaching things, and it's all been kind of like I already know this, like I know I need to do this. I need what I'm going what I'm doing is for digital marketing. So it's a lady named Krista. Make sure people have heard of her. But she's a, she's a coach for basically digital marketing and getting in to Video, Video, Video, right? Because that's what everybody wants. And I learned a lot. Like, wow. Like, I'm really so this, and I'm seeing more people doing it. So it's, it's getting out there that people want the video. 

Tracy Hayes  17:07  
I'm gonna this is this? My father asked me a question the other day. He said, You know, why are a lot of your, why are a lot of your, your guests, attractive women? And I said, Well, I when I go and I'm looking now, I want to talk to everybody, I surely do. But when I'm on social media, those are the people, and it's not required just they're just doing a lot of social media, and they're popping up and if and if I want my show to be popular, you know, we're only in 50 episodes, not when I get to 500 I won't really need to do this, right? But you know, from zero to 50, zero to 100 probably zero to 1000 yo do. I'm going, I'm on social media. And I'm saying, who has a social media presence, who's producing? Obviously, you know your ward, you know there are some very new people who are very raw. But obviously, when I see you pop up on my screen, I'm like, okay, who's Roseanne? Hearn? I see who you're hanging out with over there, First Coast. I'm like, she must be doing something. Let me see what's going on. And then the social media presence is where the podcast that you're listening to I listen to, you know, similar ones, and that's where it's at, the video, video, video. You got to put out the content? Yeah, I take it as almost a, you know, we talked about sending out cards, you know, remind people who you are, what you're doing, if you can utilize social media, because there's people are social media junkies. You know, there are some people that aren't Facebook at all, but if you get your audience, your past clients, and so on watching, they reminding them, hey, I'm here. I'm still doing the business. And when they're, you know, when they pop up, they're, oh yeah. Roseanne, I saw our Facebook the other day. She was at whatever. Yeah. I mean,

Roseanne Hearn  18:41  
 one of the little tips that they always say to do, and I tell people do this, and it sounds so easy, but people don't want to do it, is when you're checking in with past clients, or even, like nurturing leads, is to send video texts, yes, and I use Bomb, bomb. I need to use it more. I actually, I've gotten so busy, I need to hire an assistant to give me time to do it doesn't even have to be Bomb, bomb, right? Just be a video you can do on your phone, right? On your phone? Yeah, yeah, I've done it. I can't even believe some of the stuff I've said. I'm like, no makeup, I'm just like, whatever.

Commercial  19:10  
Hello,

Tracy Hayes  19:12  
right? I find I'm lucky here because I work with a large builder that I have a lot of volume. So I have gone back, and I was looking at some of your videos. I'm doing a presentation on Thursday, and one of the things I want to talk about is sending that video message, right? And the clients, the remarks that I got from past buyers when I sent whether it might have been just a welcome video, hey, welcome or hey, you're pre qualified. Congratulations, you know, go get that contract signed. You know, just say, hey, what's when I tell them the next steps or I've taken, where in my world I've taken a competitor's offer, my offer, put them on the screen and videoed it and talked through it. Where my little pictures down the bottom, they can see me talking it's they can watch it over and over again. They can share it with their spouse, that type of thing. But also.

Tracy Hayes  20:00  
They they're seeing your face, and they're getting to know you. Yes, they feel like they know you. Yes, 100% I mean, I said that to Stevie Hayes user, I said, you know, just like you today, I'd never met you before, coming in and sitting down here today, and I'd never met Stevie other than seeing her on social media, but I felt I knew something about her because of the amount of content that she's putting out. Yeah, well, she's doing way more than me. Yeah, yeah. She's starting.

Tracy Hayes  20:22  
That is her marketing. And I will repeat the line for those listening and take roseanne's advice, you got to get out there and do it. That's who she's listening to. As Stevie said, her friends and family thought she was killing it. That's what they said to her, Oh, you must be killing it. When she hadn't even sold her first home yet. Yeah. Well, I met Stevie probably, probably three years ago, and she was, it was at the time when she, I think she might have just started, yeah. And people thought she was doing all it's, yeah, doing $50 million or something. So, yeah, yeah. And, you know, she's definitely a top producer now, right? She loves doing it. She's gotten better at it. That's, I think, that one of the would you agree? One of the fears that people have of the video is they're worried about what someone's going to think about them on the other end. Do they look good? Do they do they say the right thing. Do they? You know, we all have our own little weirdness about us. Everybody, right? That's that makes, makes us unique. People don't care about that. No, you just have to do it. Yes, to get out of your head and just do it. Yeah? Like Nike says, just, just do it. Zach, your friends love you, for you, there's always someone out there that doesn't like you. Who cares? That's right? Who cares? Yes, they're still not gonna like you after the video, right?

Tracy Hayes  21:37  
Do you have a well, you mentioned one person you may still look them a someone in the industry more senior to you, that you look up to and maybe still use as a resource today.

Tracy Hayes  21:50  
Does Howard still talk to you after you left them?

Tracy Hayes  21:59  
No, but sometimes I do, kind of wish I could reach out to him and be like, hey, you know, but, and I was actually just thinking that last week I should reach out and see if he wants to get a cup of coffee, get caught up or whatever. But now, but you're, you're following some people on, on the podcast, sometimes I've gotten, I was actually initially, when I started starting, you know, learning about podcasting. I started, I came a junkie, and I'm listening. I was actually listening to more of the real estate agents podcast. There's that one guy out in Salt Lake City. He's an exp agent. I can't think of the podcast right now, off top my heads, I I've transitioned into more loan officer podcasts right now than him. But initially I wanted to hear what they were talking about, because their audience was the audience that obviously, you know, I'm ideally looking for. So I want to hear what they were talking about and the different stories that they were telling. I mean, one of the podcasts, like, is path to mastery,

Roseanne Hearn  22:50  
and I just listened to this. They were interviewing an FBI agent, and they're negotiating tactics and how real estate agents can use the same type of tactics when they're with people, right? And I'm like, wow, that's really interesting. So when you get to that level, yet to that's super high level stuff, yeah, right there. But even just taking a couple inches from that and adding it into your game, because negotiations is, it's chess, and you got to think of that two or three steps ahead, right? If I move here, they're gonna move here, they're gonna move here. They're not gonna move there, and I'm gonna move there, and then that's, that's part of the strategy, and you got to be thinking three steps ahead, because you want to get them to come to your side, or even, like people's the way that people talk, or things that they're saying, or like their facial you know, things are making with their face. It's all of it goes together, right? So, like, I have a client that I've worked with, and I told them some things, and they did this type of work, and they're like, they're lying to you. And I'm like, what they're like, yeah, they're lying to you. When somebody tells you too much information, it's not true, like, because they're trying to over pile it on you, yeah? All

Speaker 1  23:58  
right, we're gonna transition here. I want to really dig in to the Hearn group. Okay, so anyone listening, whether it's, it's a possible buyer or seller or an agent out there, because obviously, exp is, you know, you guys are big in recruiting. I mean, I mean, I know you probably don't have a set goal, because you're just going to attract great people. But Are you good with seven people? Are you still, you still want to grab and what's your vision there as a sense of size that, in a sense that you can still and control, is not the word. I want to positively influence the team without getting too big to where you can't get to everybody. Yeah, what's, what's that number? I didn't really want it to grow this big. It just kind of organically happened. So there's seven actual people on my team. But then in your, whatever organization they call it, I have 15, okay, so, and some of them are up in another state, and some are here in Jacksonville, um, I don't know wherever it goes, that's not my main focus. I mean, yes, but you naturally attract agents, like I've had people naturally asking me about it, especially.

Roseanne Hearn  25:00  
Because when I left Keller Williams, they're like, where did you go? And I said, exp. They're like, why did you go to exp?

Tracy Hayes  25:07  
And I mean, I will tell you honestly, a year ago, even more than a year ago, I was like, I will never go to exp. It's like, totally weird. Like, I'm not doing that so. But I think our world has changed. I really feel like this Metaverse type, all that stuff that's going on. I really think that exp is going to be a big disrupter with all these other brokerages. So there's a different game, there's a different team with there's so many flavors out there, so to speak, of how, you know, things are structured. You know, you got the Ingo and Volkers and momentum or more, trying to look for the more experienced, top producing agents, and that's who the all they want to more or less cater to. And then there's, you know, other groups, your Watsons and so forth, that are, you know, doing the trainings because they're trying to, you know, a lot of people, obviously, in this area, started at Watson, looking back in their bios, and obviously, you know, wherever their careers take them, some still at Watson, but there's many people started at Watson in this in this area, but there's a different flavor. So I want to dig into,

Tracy Hayes  26:13  
or I want you, hopefully, you can express to us, what is it about the Hearn group and a little bit about exp that makes you different. What is it that some of these agents that you've wanted to come why are they telling you they what is it about you that or in how you're doing working your team and catering? Honestly, I don't I mean, oftentimes you don't know the secret sauce. You

Roseanne Hearn  26:36  
just do what you do. Yeah. I mean, with the people who that are on my main team, they are like me, and maybe, as it come from the people before property type, it's really bad, right? Like all of us are very helping our like, our main thing is to help our clients, and it's not just about the money. So and we go like, above and beyond. I mean, we had one of my a girl on my Wendy Miller, she's on my team. She had a listing, and we and then I was with her at the open house, and we've got the buyer. So we had the buyer from this open house, and it ended up that it was just the craziest thing. Her daughter died during the whole midst of this. She had an aneurysm, and so her whole the reason for purpose for buying this house changed, and we were like, That's fine. Like, don't, don't worry about it. We'll help you. So now she's selling two houses and buying a house. So from, I mean, it was, and it's, I'm still checking right now. I mean, she had the feet, it was really just that, right, right? But, I mean, it's kind of like, more of, like I said before, like, when I'm helping people, I think about my parents, and how would I treat them? And all of us are like that. Do you think it's one of those things from a psychology part of it, people like to hang around people that think the same way they do. Life attracts life? Maybe, yeah, you know, because you're touching on some things there. It was a theme of my mark relationship marketing podcast I did the other day.

Tracy Hayes  28:00  
It's not how much you know until they know how much you care. And that's it's really comes down to, and again, another theme here, they knew whether, I mean we literally, I mean, I know, when I was learning about podcasting, and some of the standard questions that I asked at the end to everybody, one of the podcast guy I was listening to is like, Oh yeah, I know, if I ask these same questions, I'll have you know 1000 answers to these questions. I could write a book about those answers to those questions. Well, if we were to write a book about the top agents in the area, this is a common theme 99% of the time, talking about going the the emotional, extra mile, really, right? You know that caring and showing how much you care and truly talk to them as if you're treat them as if they're their family. And then obviously, we know, you know, their agents out there that are carrying on relationships after they get the transaction, their kids are getting together or whatever, going out to dinner or whatever. And I mean this, this specific person, you know, she was not the nicest person to us, and she had been burned a couple times from other agents, and when all this stuff happened with her, you know, she called me up and actually apologized, and she was like, I didn't think that there were really agents out there, like you guys. Like you guys really do care, and I'm sorry that, you know, I took her past experience and put it on us. It was like, you know, had her guard up and stuff with us. But does that not send a chill down your spine, that when someone tells you that, yeah, because, and, I mean, I actually feel like crying, because it was really her, and I have become, like, very close and that that's that way, yeah, that, that, that is super powerful stuff right there. Because I that's another, you know, I'm not dealing with the buyers, not necessarily telling me that as their loan officer. Oh yeah, I'm used to dealing with a lot, but you hear that as they start to get to know you and open up to you. Oh, we've had bad agents before. Now, my wife is an agent, so I hear some of the you know, dealings with.

Tracy Hayes  30:00  
Agents on the other side that almost is like they want to try to kill the deal. I know it's like, what do you what's wrong? What's wrong? Like, we all have the same goal. Let's all get to the closing table, right? I'll be nice with each other. The story she was telling me the other day was almost like, almost like this, the listing agent, well, I think this in case it was the buyer agent, but the other agent almost wanted to, like, show their direct customer, the buyer or seller, in this case, that they were worth it by trying to negotiate something to a point where my wife had to tell him, said, No, we're done. If you don't want this, move on. I got another offer, and I had to call, you know, call them out. It's like, why are you fighting with me? You just told me your buyers are, as it was buyers now, because I know to the story, the buyers want to buy the house. Okay? They want to buy the house. Let's do it, yeah, but don't nickel and dime me over cover for a light fixture. Stupid thing. Yeah? I mean, I think another thing is, all of us are very real, like, I'm pretty blunt, and I've kind of toned it down a little bit from how I used to be. I used to be,

Roseanne Hearn  31:05  
I used to be.

Speaker 1  31:07  
But a lot of, like, the women on my team are, are pretty much, we're real people. We're not, I feel like, like the fake. We're just not that white. We're just, well, that's interesting that you say. That's a thought that I've had. I've never asked anybody this question before. Do you think, you know, especially the clientele that we have buying and selling here in Northeast Florida, do you think, as a female, that they appreciate you being upfront? I think so. Yeah. And I don't really feel like, what is the point of like, not disclosing everything and just not putting it all out there anyways? Like, I mean, I just don't feel like that's and I think it goes back to, you know, treating them like family. You would be blunt with your family and tell them, Hey, man, you got pie on your face. That's right. Well, and you know, when you're and we've been doing a lot of like, relocation and international relocation, like, I'm working with somebody from China right now, and you have to be blunt with them. Like, I would tell them, do not buy that house like, this is not the house, and I can't even do video with them. So they're like, really depending on my eyeballs, in my expertise in that area, the neighborhoods, and you know, so I have to be that way, like, you can't lie about because they're gonna show up and be like, What the heck this was not the house. I think in my 16, well, you know, obviously I'm, you know, 30 years in sales, 16 years in the real estate industry, yes, learning some of our foreign clients actually appreciate you being very stern with them. The more you know side stepping that you do, the more they're going to they just more they press on you, the more they want to negotiate with you, to where you just have to say, Hey, this is where it's at, right here. But when it comes to the business, you can be friends, but I'm hiring you to do a job, right? And the fact that you're up front, on top of it, and you're telling it like it is, as a business partner, I want that. I think anyone smart buying right now, they want that strong person representing them to know that. Hey, that's, you know, yeah. I think they appreciate that. Yeah, 100%

Tracy Hayes  33:11  
so when you first started see how many, how many years has it been? Now, when did you start with, Howard, it's been almost five years, about five years in. I mean, did you have a any sort of vision of where you're at today? I mean, when you look back over the, you know, five years we talked about, sometimes you're just led down different paths, and you follow the path, but when you started, I mean, did you have a vision of like, Hey, I'm gonna, I'm gonna, I'm gonna have a recognized team that's successful and and, I mean, was that your initial aspiration, or you were just taking one step at a time? Yeah, I'm being pretty much one step at a time. It's kind of like I said, just morphed into this.

Roseanne Hearn  33:48  
I knew I wanted to make X amount of dollars, like I was gonna, not gonna live anything less than what I was living. Have you? Have you got there yet? I from what I said yes when you started, but when I started, but now I want more.

Tracy Hayes  34:02  
Yes, because I was actually just thinking, I'm like, you know, this was a lot, but now I want more. And I think that's what people there's a book called The gap in the game, and it talks about that like, you should be happy, yes, you want more, but don't always be so hard on yourself that you have to get, you know, reach more and reach more and more and more. I found something recently. And of course, you know, this past year is, for many real estate agents, was their best year. Was my best year as a loan officer, you know, you go into it, you're like, Yeah, you know, I want to make this amount of money. I'll be happy making that kind of money. And then when you make that much more or twice that, you're like, hold on a second. I like that, you know. And I think you probably will agree with me, it's, it's not the money, it's, it's the psychology of doing the right things and then seeing them bear fruit, right, right? That that's really the high that I get the checks. Yeah, check is a sub measure of that, but it's, it's doing the right things and creating it.

Tracy Hayes  35:00  
And making people happy. You know, people were writing good things about you, saying, you know, great things about your team and so forth, because that, that really is the high that keeps you going. Yeah, yeah, sure, yeah. We just dabbled on you just mentioned exp a little bit. But like I said, at one point you write, I'd never do exp.

Roseanne Hearn  35:18  
What got you to jump from kW to exp, oh, I mean, there were a lot of there were some personal things. I think the whole pandemic stuff kind of really made a difference, because I always thought, like zoom and not meeting in person and all that was just really foreign, completely estranged to me right now, I kind of like some of it, because it's kind of like, for time reasons, you don't have to travel, like you can just, you know, meet on the Zoom calls or whatever, you know, they're talking about, I don't know. I mean, there's just a lot of things with, I know they're big on, like stock and Agent attraction and stuff that really wasn't what I was thinking about. I was more of like, for my business, is this going to be better for me, and I feel, and when I've told men who were, like, really into business, they're like, Oh yeah, we've been watching exp. That's a good move. So, you know, I think some people don't know who exp are. But I think people who are, you know, watching businesses and stuff, they know that this is an up and coming brokerage, and not, I mean, it's been around for 10 years, right, right? And, I mean, and it feels a lot like Keller Williams, I will tell you that even, like, even though you're not with people, but the people that I'm around, and they're not here, they're not local. The organization is from North Carolina, okay? And when you asked about if there's somebody that I go to, it is her. Her name is Karen, and this is probably why the she made my choice to come over there. She was an OP of three Keller Williams offices. So she's actually producing. She's not just like calling people up, Hi, do you want to drink?

Roseanne Hearn  36:51  
So she she's actually out there doing the work. And so a conversation with her over a year. I mean, it took me a year to come over, right? I decided, You know what this is, probably, you know, Keller Williams has that rev share too, but it's based on profit share with the Office profits. So it's a little bit different. And I never saw any of that money this I am seeing. I don't make a ton like I could live off of it, but it's an extra Do you feel? I don't know if this is the right word. Was kW, a little more structured, to a point where you couldn't get outside the box where you wanted to be okay. So what okay was I, like I had said, my husband, you know, bought me an office

Roseanne Hearn  37:34  
so I can be I don't have, and I did take my brokers class. I didn't take the state test yet, but I can have a branch office and not be a broker because it's under the broker, sure, Florida, yeah. So I was like, Oh, I like that, because I really don't have time right now to study, right? I mean, I don't. So that has allowed me to have an office where is, if I did, I couldn't do that. If I was with Kellogg, I could be, you'd have to be a mega agent, and you'd have to have all these criteria, and, you know, it had to really be under them, and I didn't want to do that, right? Like CeCe Underwood or Christina Welch, you've broken out from Allied partners. They have their own offices, or they're, they're part of the group. So, so the structure of EXP is a little more flexible. That's a little more flexible, and I think it's really good for people who are really entrepreneurial, because it gives you options, like you can do this, you can have a brand, you can have a branch office. Because people say, you know, they need an office to go to, which I agree, I have to have an office to go to. So where is the new offices? We're talking about it. It's in Mandarin, okay? It's actually, it's actually the same complex.

Speaker 1  38:43  
Okay? That was not intentional. Well, you know, they say that's why, you know, Burger King builds across the street from McDonald's. You know what I'm saying, that? Yeah, not intentional. Now, is it more of a retail, retail space, or is it actually more of an Office, Office condos, okay? You know, they can obviously, well, assume you haven't done your build out yet. You just, well, it's there. I mean, it's I, it's a, it's a, it's a resale so okay, and it's pretty much how I needed it to be. So I don't really have to do anything but paint and change the floor. But customers can come if they want, or the agents can bring their customers and sit down and chat, or Yeah, and then we're gonna be so my husband didn't say this. My husband's an attorney. He does our title, so he'll be able to do the closings there as well. Oh, perfect. All in house. Yeah, okay. You think about five years ago where you were at emotionally, financially, all the above. What has real estate done for you in last five years? Personally, personally, I mean, it's allowed me to pay for my kids tuition and give them things that I probably wouldn't be able to give them if I wasn't working right, right? So hopefully sending them on a different trajectory, they're not gonna be straddled with college debt and so forth. Yeah. I mean, actually, my son wants to get his license and he wants to work with me when he gets out of high school.

Roseanne Hearn  40:00  
He's nice.

Roseanne Hearn  40:01  
And I was like, Colin, he's a junior, and let's, let's, he's like, so he's getting his license in the summer. He'll be 18, right? And I said, Let's just see, you know, because it's not what you think. You know, but I think it's good for my What does he think? He thinks it's easy money. Oh, yeah, he thinks that it's just, you take these people out. Phone rings, Go show me a house. I'm gonna make him lead, generate, I'm gonna make him

Roseanne Hearn  40:26  
good foundation. And he may not want to do it, right? You know, I think it's good for my kids. Have seen that I've worked really hard. I mean, I'm, you know, I call, I've always said, like, we're mother hustlers. So he's 18 or 17 or 18 in the summer, so he was basically 1112, when you got started, somewhere at age now, obviously he's grown himself, right? But he's seen you grow, yeah, as well. Do you feel he sees you and he's proud of you? It's just, I don't know what else to say? Well, you just how you know, because you you're leading a team, does it make you feel good and how he sees you today, versus if you didn't get into real estate, not that he would, you know, you're still his mom. You're always gonna look up to you. I mean, how he looks up to you today and what you've accomplished so far, I think so. And I think my girls too. So I have two older girls. One actually just got married. She's 20. She's hairdresser. This has been a really good for her to watch me, because it's kind of the same thing. She has to build her business and her clientele, and I, and I think, you know, she calls and asks me, like, Should I do this? Like, how do I do my taxes? You know, right? I think it's been good for all of them to see that, and it's been that you don't have to, like, with her, she didn't go to college, but she got a skill that she can, you know, do, hopefully, enjoys doing. She loves it, yeah, yeah. I mean, I think that, am I I mean, honestly, my little kids are like, we're gonna be real estate agents too. With you. How does that make you feel? I don't know. I just kind of, yeah, I'm surprised, because I didn't grow up ever hearing about real estate. So there's that like, like they're in a different world, like they're in this real estate world where, I mean, when I grew up, I never even thought about really, like, as a little child, and now even in high school, I don't remember people even saying, I want to be a real estate agent when I grew up, right, right? Because, do they see you? Because, as your business, my business, as the real estate industry in general, I mean, maybe the title people don't do this, but we live our business. Yeah, we do. You're carrying your cards all the time. You're not, you know, probably wearing your name tag. Kids are like, Mom, would you please stop talking to people?

Roseanne Hearn  42:39  
They're like, you go talk to somebody, and it's like, an hour and a half later.

Roseanne Hearn  42:46  
So I said, Well, you have to, you know, you have to tell let people know. I'm like, You need to let people know that, you know. And my little boy, he does like my you know, I'll hear him say, Well, my mom sells real estate.

Roseanne Hearn  42:57  
So you know, they definitely know what you're doing. They do know what I'm doing? Yeah, yeah. What are roseanne's? We got a new agent, maybe someone who's an agent just started. They're hearing you on this podcast, learning a little bit about you. What are your three keys to success, three things that you do that are more or less a foundation you feel must be done, whether it's in a marketing piece or how you treat clients, what are three keys to success? If you were, I would say, really, you need to lead generate. And that's, I mean, people want leads given to them. And it looks like, and I just had this conversation with my team, it looks like me and a couple other agents who've been doing this a longer that it things are just falling into our lap. But it happened because, you know, 510, years ago, we were doing this where these are people that we've known or nurtured, you're getting more because of all the touches you've made to hundreds of people, that's right. And then once you do, you have to constantly be checking up on them, like it's not just a one and done thing, like you have to just constantly be nurturing those people, even after the sale. So I would say to keep in touch with them to, you know, lead generate honestly. What I really learned, and most of my business came from, was expired, called expires, and, and I liked it,

Tracy Hayes  44:14  
lead generating mean organically, is that, is that a term that you guys use in the real estate mean, from the standpoint of your we're at your kids ball game or wrestling match. Everyone knows what you do, how casually you do it, but everyone knows Roseanne, the real estate agent, that that's what you do. I'm saying, I'm saying yes, with your sphere of influence is when we say, you know you want to work that. And I'm gonna be honest, I didn't work that very much. So working working harder on your sphere of influence would definitely be a tip. But that lead generations. I'm doing a presentation on Thursday, and one of the things that I the first part of is talking about the inches all around us, meaning all there's a lot of things you can do to lead generate that don't cost you anything. Yeah, the circles that you're already involved in, whether it's your kids or your.

Roseanne Hearn  45:00  
Clubs or whatever those things are all around you, and you have to nurture everyone, whether it's through social media or sending them a card or going showing face at, you know, the neighborhood cookout, or whatever, right? I would say so that so lead generating, however you do your lead generating, and lead generating can even be on social media, like the videos that you're doing, and because that's more of where things are going right now, other people are getting top of mind. Yeah, you want to always be top of mind. And people from all over can see your videos on YouTube. Like, I know somebody like that. That's his whole business. Is his YouTube videos. So, you know, that's what I would say. Focus on that. I wish I would have done that, because I had always thought in the back of my mind, we need to be doing videos. We need to be doing that. Like, three years, which was so amazing about it is, yes, Stevie Hayes started three years ago, but that doesn't stop you from starting today. I know. And I Right. And this year was my year where I'm going to be like, so when you call me about the podcast to do that, I was like, Yes, I'm doing it totally videos. Like, I've been doing a lot more videos than I ever have. So right, start now, like it's not too late. So one is got to generate it organically, social media, that sort of thing. What's another key to success? I think you really have to have a big why. If you don't have a big why, what's the, you know, the stuff that you have to do to get there? It's going to be hard. It's not going to be as easy. Oh no, I want to say easy, but you don't really have, like, something propelling you forward,

Tracy Hayes  46:24  
you know. And let me relate this a little bit. I think when you say a big why are people like, oh, you know, they want to say, oh, provide this for my kids or whatever. But is it? Why? Also, it's got to have a plan or a vision. You know, many people ask me about the podcast. I get asked all the time, if you don't have a vision of a long term play, don't start a podcast. The people who don't have the long term vision, Oh, you did a podcast. Did you get any calls for a loan today? That's not how it works. You did a video. Did you get people to call? No, it's not how it works. Just a long game. It's a long game. It's the long game. If you want to go out, that you know, if I want to go out and have lunch from eight or coffees from eight in the morning to five at night with real estate agents. And just ask every agent, do you have a deal going on? Deal going on? Yeah, I might be able to find someone has a deal going on right there, and then that they may say, yeah, go ahead and see what you can do that's for that's only going to get you through today. It's the long you got to put these long term plays like you have touching all the circles around you, and now those leads are coming in. Because people going, hey, you know real estate agent Jacksonville. Oh yeah, Roseanne. She sends me a birthday card, Christmas card, whatever it is, yeah. Okay. So the why in a plan, and then we're three. What would you and why? I mean the lead gen. I mean, I really do feel like I know it's also but it's really generating because if you don't have any people to work with, you don't have a business, it sounds difficult, some who actually hear that. But when you and one of the things I talk about on Thursday, when I'm doing this presentation from these other loan officers, sit down and think of the people you're touching and go out and touch them. Touch touch these people that are reachable, that are, you know, like I said, those 10 text videos, like, they do that daily. Like, do that to your friend and don't talk about real estate. Like, send them a happy birthday. See how you're doing. Happy Valentine's Day. What you doing this weekend? Had a good restaurant last weekend.

Roseanne Hearn  48:15  
I thought about you. I haven't, you know, we haven't seen each other for a while, stuff like that. It doesn't have to, and it really shouldn't be at all about real estate, like you're asking for business all the time.

Tracy Hayes  48:24  
Joe, I can't think of it was a the guy who wrote the, I mentioned this before I actually looked him up today to learn more, the guy who sold 13,000 cars and his, you know, 15 year car sales. Course, he's now a national speaker and so forth. And all he was writing was car just saying, hey, you know, I like you, you're great, you know, whatever, every month with this business card in there, and it just grows and grows and grows and obviously building those relationships. So,

Roseanne Hearn  48:50  
what is it about real estate? This is last question, formal question anyway, what is it that you love about real estate the most? Oh, I think it there's like, there is like a thrill of getting things, like I said, I call expired, which is in but it's like a real well, you get, like a real high from it, when you get, when you get that listing from it, like, it's like, Oh, I'm gonna get another one. I'm gonna get another one. So because you turned them, yeah, cuz I, cuz I, I talked to them, I can, I mean, I mean, I pretty much, like, convinced them to use me and so, I mean, I like that, but I do like, I do like, like, I love meeting people and hearing their stories, too. So I really like when I go, I work with both buyers and sellers, you know, but hearing people's stories, I don't know, it's just like, it's very interesting to me and where they came from and what, that's your psychology major, yeah.

Roseanne Hearn  49:42  
So I love, I love all that. Like, I always tell my husband, like, he's like, Who are these? I'm like, I don't know. I'm like, why they're really interesting? Like, you'd really like them if you

Tracy Hayes  49:51  
met them. I have said it on the show before, the amazing that everyone has a story, and, you know, it you had to sit down and, you know.

Tracy Hayes  50:00  
One of the one of the fringe benefits of the podcast is today I got to spend an hour with you, talking about learning about you and your business and in hearing your story. You know, and everyone has one and that that's one of the one of the side joys of doing this.

Tracy Hayes  50:19  
As I said, I mean, I've got a lot of recordings to go through to write a book. All

Tracy Hayes  50:25  
right, we're going to wind up because it's we're closing in on close to an hour here. These are

Tracy Hayes  50:31  
my standard ones that I ask everybody. Is it more important who you know or what you know? I'm going to say my gut answer is, who you know. Well, there is no wrong. What's virtual for you is kind of who, you know, yeah, what in your in your life, you know, I guess, led you to that answer. I think just the people I've met, I've just, it's, they've just taken me further, like, and it's happened, like, organically, right? So, you know, I have a lady on my team. Her name is Gail, and she is a broker from New York, and she's been a broker for 30 years. I have learned so much from her, as she has helped a lot of people, like with newer agent. I mean, it's like, like, God, just put her in your, in your as part of your, your team, yeah, yeah, yeah. To me, yeah. It's, I agree. I'm a who you know. Occasionally I have some people say the what you know. But I think in our our business there, and especially in a technology age this day, you can get on YouTube and spend your evening on YouTube and learn a lot about a certain subject, yeah, pretty quickly. But it's those people that you meet on a daily basis and build those relationships with that move your game along you and your husband, what's on your travel bucket list? Well, we had a lot, but covid happened, yes, so we haven't got anywhere. We were supposed to go on a Baltic Sea cruise. Oh, we were supposed to go to Costa Rica. We haven't done any of that. So I don't know what my I don't know. Gotta replay, well, those, I mean, you obviously got to reschedule the Baltic secrets, yeah, yeah, that sounds that sounds interesting. Last question, I added this in here, I don't know, a few weeks ago, but who do you think would be a great guest to have on my show? Gosh, have you? Didn't have you interviewed? Shonda Campan arrow. She's on my she's the third March, 3. Okay, actually, her team's coming on, looking forward to that. She's been, you know, she's tearing it up at Berkshire. Oh yeah, she tears it up. And she has a subtle social media presence. I love the picture she has with her girls are, they're all wearing white. They look like Charlie's Angels the way they pose it up and everything. We'll talk about that. But, yeah, she's definitely going to be on the show. But Roseanne, I appreciate you coming on today. All right. Well, thanks for having Thank you. If anyone wants to reach out, what's the best way to contact you, whether it's a buyer or maybe an agent who just wants to talk to you about ex, call me directly or text me. That's the best way my number. Yeah, go ahead. It's 904-316-2576,

Tracy Hayes  53:02  
and we'll put your social media links and so forth in the show notes. Anyone wants to reach out to you that way or just follow you? Yeah, Facebook. I got great advice the other day for the couple ladies, Britt and Kayla had on you were talking about, you know, if you want to get you want to meet somebody, someone wants to meet you, go on their social media and see what they're all about. Whether they got kids. You know, we do that with buyers and sellers too. We look them up on social media, see who they are, get get to know them. And again, how many kids like I knew your son was in wrestling just by watching on the social media. So appreciate you. All right. Thank you. Thank