From Puerto Rico to Powerhouse: Her Rise to the Top of Florida Real Estate

Hey folks. Welcome back to The Real Estate excellence podcast with your host. Tracy Hayes, another Jax real producer, magazine, top agent. She Hayes from in las piedras Puerto Rico, thank you. She was the rookie Asian of the year in 2017 with exit real estate gallery here in Jacksonville, going into her fifth year of real estate, this lady is on fire. She is consistently in the top 10 in her brokerage in a number of sales and volume. She's not only amazing at her career, but she is a super mom with three gorgeous children and a husband, Aaron, get your notepad in a pen and prepare for what I am sure is going to be an amazing story of an amazing person. She is the ray of sunshine at exit real estate gallery. Let's welcome Jocelyn. Reyes Brunel, thank you. I was practicing the pronunciation of your birthplace there last night.

Tracy Hayes  2:29  
you're not new to the microphone. I saw some stuff on you do some stuff with the radio station as well. That is correct. I do real estate radio in Spanish. Oh, once a week. Once a week. Yeah, okay. Hispanic public here in Northeast Florida, in Jacksonville, great. How long you been doing that? I've been doing that now close to three years, and it's been amazing, getting a lot of traction, yes, a lot of business from this. Yeah, that's one of my lead source business, sure, in that's how I stay in contact with the Hispanic community here in Jacksonville. I like being involved with that side. When I came to Jacksonville in 2007

Joselyn  3:05  
I did not know anybody. Literally, my English was very little, very, very little, and I wanted to connect with something from my roots. I had no family here. I had nobody to speak Spanish with, and none of that. And little at a time, I started getting involved with the Hispanic community, with the Hispanic Chamber, with anything they did. My background from Puerto Rico was always finances, right? I work in different banks. I was a teller there. When I came here, I tried to do the same, and then I shifted into property management. And when I shifted into property management. That's when I became in contact with the Hispanic and Latino community here in Jacksonville. Interesting. I just thought of this question, why we're talking because I know, after the hurricane a few years ago that really devastated Puerto Rico, there was a you know, thought, because they are Porter, if you born and raised born in Puerto Rico, you're considered a US citizen. Well, fun fact. Fun fact. There. I was born in New York. I never say New York. I

Tracy Hayes  4:09  
was born in New York too. I

Joselyn  4:11  
was born in New York, Bronx, right? So I'm more of a new yorkerian now. I was raised in Puerto Rico. My mom was born in New York. She spent her entire life going back and forth between Puerto Rico and New York. I was born in New York, and my oldest brother when I was about four. It was rough in New York those days. Yeah, in the early 80s. So she decided that she wanted to raise us close to cousins and the rest of her family, her sisters, her brothers, and we took a flight to Puerto Rico, and never went back until I went back to New York just about three, four years ago. Interesting sense. But yeah, I was born in New York, raised in Puerto Rico. Puerto Rico is everything to me. It's my life. I got 23 cousins, huge family.

Joselyn  5:00  
Wow, the food there is the best, culture wise, I mean, family, everything. I honestly, I always thought I was going to die in my island.

Joselyn  5:10  
I never saw myself in the United States right now. I mean, this is my home, and I love it, and I don't see myself anything

Tracy Hayes  5:16  
because I, you know, you don't have a LinkedIn. So I was digging deep through hopefully your photos on Instagram and Facebook would tell me a little bit more about you to create some great questions. And I was, you know, noticing, you know, that's what made me think that you were probably born and raised it because you had so many pictures and you talk about going back on your Facebook post, you know, to family and the food.

Joselyn  5:35  
And every time I go back, it's home, and that's why Puerto Rico is all I know. It's home that, I mean, I have very vague memory and little memories of me being a child in New York. I do have some memories, but all of my good memories, all of my fond memories, my life, everything was in Puerto Rico, and my cousins.

Tracy Hayes  5:54  
So the question I was actually going after, not that we didn't go on to go off on that tangent, because we wanted to know that about you, that's awesome. The hurricane a few years ago, devastated the island. Yes, many people here stateside figured there would be a migration from the island to the mainland, if you want to call it that, to the United States. Have you being close to the community? Have you seen that surge?

Joselyn  6:16  
Yes, a lot of them. Yeah. So in hurricane Maria hit Puerto Rico's population, it's about 3.6 million. And after that, within the first 12 months, the island lost about a little over a million people that moved out, almost 25% yes, between Florida Orlando being the main area that they are concentrated in. A lot of them went to New York because they had family in New York, Connecticut, Texas, and many other places. But we do have a huge Puerto Rican community here, versus when I first moved in in 2007 I mean, Jacksonville was the growth between then and now. It's been incredible in every single aspect, but now you're starting to see more the Latinos. Back then, there was only one hair salon, the Hispanic there was only one Latino restaurant. There was not many barber shops. And now this, they seem to be everywhere, right?

Tracy Hayes  7:14  
That's That's awesome. So tell us a little bit about growing up in in Puerto Rico. You said you went back here when

Speaker 1  7:20  
you're about four, yes, that's when we moved to Puerto Rico. What was, what's it like compared

Tracy Hayes  7:25  
to, obviously, you're raising three kids here in the States. What's, Is it anything different there?

Joselyn  7:30  
Yeah, it's very different. Actually, the thing here, it's like, everybody's so busy. We all into our career, in work, in life in the United States, you got to work. You got to work hard to be able to have a good life in Puerto Rico, we were more about working so you survive and you get your time off and all of that. I had a huge family there, like I say, 23 cousins. I grew up with my grandmother and my cousins. Now that was everything here. I look back and my kids don't really have cousins here, and that's kind of sad, yeah, because they are not getting to experience what I experience there. Over here, we really don't have grandparents, because my mother in law lives in Atlanta. She's amazing, but she's not around my mother. She lives in Puerto Rico, because that's her home, and she's an amazing person too. She's actually flying in tomorrow. Oh, cool. My kids haven't seen her in a year, and they're very close to her.

Tracy Hayes  8:27  
I imagine, the last couple of years with covid and everything, yeah, things have kind of strange.

Joselyn  8:31  
Yeah, no. And after the hurricane, the island was devastated too. My mom had no electricity for 12 months, no water for nine months. I tried to bring her here, but she still wanted to be there. So me growing up there, it was very different. I grew up there was no central AC there, there is central AC here. You

Tracy Hayes  8:50  
know, different. You know, it's not as human though, right? It's maintaining that Caribbean,

Joselyn  8:56  
yeah, no, for sure, but very different. But, I mean, it humbled me that I'm very humble, and I see myself what I become in these five years in real estate, and me coming from little to nothing to having what I have now, I'm able to appreciate the things that I have now. I'm able to teach my kids and all that good stuff.

Tracy Hayes  9:16  
You know, we were talking before the show about, you know, common themes, and you know, I've had numerous, you know, people that have come literally, you know that a couple episodes, talking, literally, not having anything, but they're humble, and because now they are, you know, making an income, maybe they never even actually dreamt about you've just done the right things, and Now you're going, looking back, going, Oh my God, look at look where I'm Look what I'm at, and look at my family. And if it wasn't for covid, you'd probably have seen, would have seen your mom half dozen times in the last year. Yeah, going back and forth, because it wouldn't be a big deal financially to do that. Yeah, finance and banking. And let me get I'm gonna know I love. I'm going to pronunciate this Instituto de banca, a commercial.

Joselyn  10:06  
Yes, yes. So I graduated high school. It's 17 and it's 17. I always knew I was not the girl who wanted to have like a I didn't want to go to college for eight years or six years or even four years, I wanted, I wanted to get into the industry. And finances was always my thing.

Tracy Hayes  10:26  
And other family members were in the banking, or so

Joselyn  10:30  
my families, none of them were in the banking, but all of them had their own business. And the island, my uncle had like dry cleaners, my aunt has like boutiques. My mom had a clothing store. On top of that, my mom was always selling perfumes gold. My mom had like, three jobs, single mom and taking care of us. So everybody worked really hard, and everybody had their own business. So the model of like having a boss and the nine to five and all of that was not the greatest to me, but me growing up, I don't know why I was always fascinated with working at a bank and becoming a teller. I was always also fascinated with the home, like me and my mom used to joke when I was like 1214 about me growing up and starting working at a bank, but then buying houses, flipping them, reselling them, like I had all those conversations as a teenager, and back then in the island. I mean, it's such a tiny island that when you look at the real estate industry, there was maybe five agents talking about the 90s and early and a half million people, yes, yeah, but real estate was not a thing. It doesn't move as often. No, it didn't. And then the realtors that you knew, they were all in, like, I mean, me being 1314, and seeing these realtors and to, like, the mid 5060, right? It was like on all people business, and they were all in it forever, like, 15 years, 20 years. So it's kind of like something intimidated. So that brings

Tracy Hayes  12:02  
up an interesting point there. Because I think again, as I was growing up, you often saw the real estate agents were wise of you know, maybe their husband did well, was the president of the bank or something. Yes, they didn't really have to work. They dabbled in real estate. And that's where it come from, where now, I mean, if you go back and we were talking about my episodes as being 59 how young? You know, under 40, if, and there's a bunch under 30, yes, agents women that are doing very well, and some literally walked out of high school, if not just walked out of college and got into real estate, which that was like unheard of.

Joselyn  12:39  
Yes, absolutely. And it was not like that in the island, so it was a little intimidating. So my mom kind of walked me into the path of, like, if you like, financing, go get you, like, a quick career. Go work at a bank and get your experience, get your sales skills on and get your people skills on, because all of that stuff. It's very important. And then whenever you feel ready, you can start into the real estate business. And I'll help

Tracy Hayes  13:04  
you. There's one career I was surprised I did not find you in, though, uh huh, which one fashion? Because if you study your Instagram, girl, you got the outfit. Thank you. It's made me think you wanted to work in the bank, because that way you could wear nice outfits every day.

Joselyn  13:22  
That was that was a part of it, too. That was a big part of it, too. Me being a little girl and watching all these tellers and all the people in the bank dressing good and all that stuff that play a part in it, too. My mom actually enrolled me into a modeling school when I was 12, and I was in modeling school from the moment I was 12 until 15, so that's when the fashion kind of kicks in. Prior to 12, I was not the most fashionista or girly girl, and my mom was worried, so she's like, No, I'm just gonna put her modeling and it transformed me, right? Yes, I love the camera.

Tracy Hayes  13:56  
Yes, you do love the camera. Make sure we have the cameras going, because I do notice your pictures. You do have some poses. Yes, that definitely says, like, this girl must have been a model. So, yeah, I find it interesting, because you did obviously take great photos, but you're the Yeah, the little thing, look at her Instagram, follow her on Instagram. The photos you make everybody else look good in that photo.

Joselyn  14:23  
Thank you. We got a thing at x say, where everybody before they post at an event, everybody say the jossy post. Everybody gets into the post mode. But yeah, I did a little bit of modeling in Puerto Rico. Did some TV commercials, music videos. I did a little bit of radio there, and all of that stuff too. And then switch

Tracy Hayes  14:45  
Well, you know, so, as when I was digging deep in there, I saw a picture of you and Stevie Hahn together. Yes, it looked probably 2017 18, when she was still with exit at the time. Because I was wondering, because, I mean, you do have, you know, I find. Call you obviously, on social media, as I do a lot of the top producers, to see what you guys are doing. And, you know, seeing the YouTube together. And I was like, there's a connection there, because she's on steroids when it comes to her social media. But you you are regularly, you know, posting and doing a lot of things. I think you probably should do more

Joselyn  15:19  
video, though. Yeah, I know, yes, a little bit actually. And again, it the reason that I'm a little shy on it. It's because even though, like, I have a group myself and like, my English is a lot better, I sometimes that's the part that attacks me mentally most. I feel like my English sometimes is not good enough. So that's why I'm not behind the camera here as much.

Tracy Hayes  15:46  
I would watch your videos. Would you watch your videos?

Joselyn  15:50  
Yeah, no. Stevie hand and I, we became friends through exit, obviously. And the thing with her, she has a super nice spirit low key, and we used to go together to bring to new construction homes, model homes. And I used to take started about, well, she started, I think she started about two years before me. Yes, she's, she's been there a little longer than me. So we used to go together in model homes, and I used to take her pictures, and she used to take my pictures, and then we had marketing material there, and all that good stuff. I mean, we had something really good going on, and I'm proud of her. I've seen her growth, and just so happy for what she has made. It's, it's been amazing to watch that. You know, even the

Tracy Hayes  16:30  
few videos, well, a couple videos that you had were with you at the radio station, yes, and I think, you know, that's a, that's a great opportunity. I say because you're not like, right now, we're just naturally having a conversation. You're not thinking about, you know, your English, it's just coming out because you're just talking, and you're not concentrating on it, so it's just flowing smoothly. So that would be my recommendation. Just think, yeah, so Well, you said you like, you said you came to the States, your English wasn't as good as you would like it to be. You're working on that probably, you know, you still probably work on that today. What do you do are do you like? Do you read books? Are you yo? Yo podcast? Listener, what do you do to stay on top of your game?

Joselyn  17:11  
So I do a little bit of everything. I do read books, but I'm more into the podcast. I do enjoy podcasts, but when I do podcasts, I'm not doing one subject in specific. I hear a lot of different things, from real estate topics to I am very into the spiritual side. So a lot of spirituality podcasts, a lot of Joe Rogan podcast, anywhere from Tony Robbins to Tom Ferry. I do enjoy podcasts a lot, and that's most of what I do. Like I say, Me coming here and not knowing anybody in the Hispanic side, kind of forced me to have, like, whoever became my friend was whoever my was my husband's friends. So that was my circle in his family, obviously. So it was a non Hispanic circle. So I had to put myself out there, and I had to learn English that way.

Tracy Hayes  18:04  
When you listen to a podcast, and it's not necessarily always podcasts, it could be reading one of the, you know, books, Ryan sand, Grant, Cardone, and there's John, I like John Maxwell and so forth. What are what do you get? What are you feeling inside? Because to me, I get it. I'm not gonna I'm not gonna give you my answer if I want your answer first. So I don't lead you. I don't want to lead the answer to the audience out there. Why are you listening to that podcast? What were not only the the physical education that you get that they tell you, Hey, here's how do you do this? But what other things are you getting from that on a daily basis? I imagine you're listening to them as you come in, you know, to the office, or whether you're going to a showing, or Yeah,

Joselyn  18:46  
normally I listen to podcasts the most when I'm in the car driving from one appointment to the next appointment. I do believe that whatever you feed, your mind, your ears, your eyes, you become that sometimes we get into the stress of life and having kids, kids can drain you. Yes, they are a lot, especially when they are small, three small kids. So I try to put some positivity into my mind. I'm trying to put that seed of like greatness, of becoming something better, becoming something great. I am a huge fan of Joel Osteen. I know that not many people are fans, but I

Tracy Hayes  19:23  
just Well, he has a lot of fans. He does,

Joselyn  19:26  
and sometimes he doesn't, but I am a huge fan of Joel Osteen, and I'm not the most religious person person. I am very spiritual, but I'm not the most religious person, and Joel Osteen plays a huge role into the things that I listen and even sometimes when I'm a little tired in the morning and I need that extra kick and all of that stuff, I'll tune into his stuff too. Well.

Tracy Hayes  19:50  
There's a reason why he's successful, and there's a lot of others like him. You know, Tony Robbins, you mentioned him earlier, and you use the word that I really was looking for. And that was the positive energy, absolutely, that you're getting out of it. And we have so much negativity, you know, in our world that different people are trying to feed us. And I in to me, they're trying to manipulate us in some way, shape or form. I don't even know if they really know where we're going, but they're you just don't feel good. And you know, I've shut off the news, for example, I don't want, I don't watch any of the mainstream news channels and listening to the podcast, they're positive people. Obviously Tony Robbins will get you pumped up. And he's, you know, whether you like him or not, because people are giving him money because they're he's actually giving them something, absolutely. And that's how to feel about themselves, how to feel about life, yes, and I think a lot of people miss out on the fact like buying real estate is emotional, very emotional, and that positive energy, you're coming in, you're going to a showing, and you're listening that positive thing. You get out of the car, and you go meet your buyers or sellers, and you just have this positive Absolutely, and people can feel it

Speaker 1  21:00  
absolutely and I think that's one of the things that makes me different than a lot of realtors. To me, you're never another person, you're never another number, you're never another transaction. I don't care whether the transaction is an $80,000 transaction or $3 million transaction. I'm going to give you the same love, the same care. I'm going to put all my energy into you, I'm going to treat you like you are my priority, and I do that to every single one of my transactions,

Tracy Hayes  21:27  
right? So I don't know if you saw the social media post this weekend that one of our realtor friends, which I know you know, because she used to work at Exit Realty as well. I won't mention her name. We love her, and there's no she but how an agent basically responded to her, because she got, basically was overwhelmed by the amount of offers on the listing she had, okay, and it's like, Get with it, because that feel great about the abundance. Absolutely your customer just got all these offers going to get the highest and best, hopefully, and you had so many to choose from, is how many times, you know, if you've been in the business long enough that you listed a house in months and months went by and no one didn't matter what you listed the price absolutely, you know. And now be overwhelmed. Hey, deal with it. Yeah. Well, listen to a good podcast and get and get motivated and just smile, because that you now are actually going to work. And that's why, to me, if you're, if you're listing homes right now, you're selling the seller on the fact that, yeah, we may get offers in 15 minutes. There's going to be so many you need me to go through all those Absolutely. And I think that person just lost their humbleness for a few minutes, yeah. And that's and made a statement, yeah? And made a statement that was uncalled for. And I mean, like, yeah, it's feast or

Joselyn  22:44  
famine. Absolutely, I've had listing that had received my my listing that received the most offers were 62 offers. Oh, my goodness, we had over 160 showings my phone. How many days this was so I went live on the market Thursday, and I went live on the market like, right at midnight as her as Thursday hit. This was a listing in Orlando that I had, and I kid you not, my phone started ringing, like I started getting texts at one o'clock in the morning that was asleep and my phone obviously wasn't, do not disturb, but I wake up at six o'clock in the fight between 545 six, because I have my kids. I got to get everybody ready for school, breakfast and all that, and my phone started ringing at 610, in the morning, like, I kid you not, like, personally, I don't make phone calls at six o'clock in the morning because I'm respectful of other times. And I know that people have families and kids, and I thought me personally, I store my calls around 830 right, but there will people already calling me at 610, in the morning, and from that first call, I kid you not, like my phone wouldn't stop for Thursday, Friday, Saturday. And we had to announce on MLS that, hey, Hayes and best is going to be by Sunday. Just have your best offer. Prepare. I'm going to have to go through all of this with the seller, push it to a Monday, because, again, there were by the time it were like, 62 offers in. And it was just like, it was madness, but it was super cool. It was a different experience. We have videos of people doing lines outside of the house to get in, get in and see this house. But still, I went through every single one of the offers. I call it my broker, because the most offers I've received prior to this one was 15 offers on another list, which is a lot, but 62 offer was unbelievable. And I'm here printing out and trying to, like, put everything in a spreadsheet and all that. I'm like, sonny, I need you this time. I do need help. And we made it happen. And at the end, I even have a video where I collect all the 62 offers after. Through the one we chose, and I threw all the paperwork up in the I think I saw that. I saw that picture. Yeah, we had that. And I was really, really cool. But yes, I mean, I think my smallest transaction was a little piece of land, and it was like a $12,000 transaction. People won't believe it. And I still went out there with them, and I still did the due diligence period with them, and, like, advice on what was needed to be done and all of that stuff. And it's unbelievable. It was a small transaction. I mean, at that point the commission, and it was like a flat fee, very little, but it was the fact of me being able to help this family who was Hispanic, they didn't speak English. I was there to translate. I was there to guide them through the process. They were very nervous. And the same family who bought that piece of land for $12,000 with me. A month later, turn around and refer me to their best friend who bought it almost $700,000

Tracy Hayes  25:58  
home with me. That's the story. I was gonna interrupt you, I'm glad I didn't, but that don't know what that rock is going to that's absolutely right, and who's under it. And I said this before many people who are a little more well off is they've got a friend who is not so well off that says to him, hey, so and so. In this case, Jocelyn treated us as if we were buying $1.2 million they will give back. They will say, You know what? Jocelyn treated you so well. I need an agent to represent me here, and you just don't know what you're unturning. It's another client to put in your database. You know they could, you know, as we've talked to many agents who had nothing in their pocket, and now can probably buy a six, $7 million home today. Imagine if you treated that person well. There's other industries that were people have gone from nothing they get their degree. And you know, cyber degrees now are paying six figures. So a person goes from literally on, probably scholarship, hopefully getting through, gets their cyber degree in. The first job they get at 23 years old is paying them 120 grand a year. Right now they're going out and buying a four or $500,000 home. Yes, and you just don't know.

Joselyn  27:11  
You just don't know. And because of that family I've already done, I will say about six, seven transactions from other family members, friends, and they just keep probably 500 bucks on the lot. Yes, about about that, yeah, about that, because it was a flat fee, but yeah, no, it was in they still call me. This lady call me sometimes, and she's like, Hey, I cook this. You want to come and get some food? Of course, I do. That's why I love to working with the Hispanic community. There is that little personal touch there that they like staying in contact with you, and I become friends with every single one of my customers, just because I love that relationship and I want to cultivate that relationship. I don't want to be your agent, and that's it. I don't want to be that agent who sold your house and then you forgot about her, and she forgot about you, and three years later, you're reselling, and you don't even know she's still selling real estate. And you go to the next one, I don't, I never want to be that person. Yeah,

Tracy Hayes  28:05  
staying in touch with your your database and create now, creating those relationship is a common theme with the top agents that I've got. It's not rocket science, but if you're, if you want to be in this business, this is the career that you want to do. If you you know, unless you're, you know, we know there's agents that try to come in and think they're going to make a fast buck. Fast buck, but then they're gone within the year. We know a lot of agents, you know, really don't produce, but you're deep enough in it, you hopefully see yourself until, I mean, you know, obviously real estate, you might taper down, but you probably do this until you leave us right? Because you can and just do it as a hobby or, or, who knows, you go to Puerto Rico and become one of the five agents over there, and in your retirement. But the Yeah, the consistency of in creating those relationships, and you brought up something, obviously, the Hispanic community is your niche. Would you agree everyone has some circle that they influence or are part of, whether you know, to me, it's my Alumni Association. I got a lot of because I'm active. I'm president of our club. You know, as small as that, that is, you're, you're obviously a much larger influence old circle. But you need to, in a positive way, I'm going to use the word exploit, but in a positive way, you got to let everybody know in your circle what

Joselyn  29:22  
you do, absolutely, absolutely I do. That's when social media plays a big role. Instagram, for me, it's what gives me the most return when it comes to that I've become Instagram friends with so many hundreds and hundreds of agents, not from Jacksonville, only from anywhere in Florida, anywhere across the states, and even out of the state, out of the country. And believe it or not, I try to stay active on social media, and I'm not just pitching myself as what can I do for you, or are you ready to buy or sell a home? I'm just I'm posting me. I'm posting who I. Am the things that I like to do and stuff like that, yes, so, so they can see the real Jocelyn. They can see more. And believe it or not, a lot of my referrals come through Instagram. I got people who, hey, I'm a Tampa agent, and I have a friend that wants to move to Jacksonville, where you like to take care of it. I've gotten referral from Las Vegas, New York, Tennessee, Chicago, New Jersey, like I got in from other agents that I've never met in person,

Tracy Hayes  30:30  
just an unpredictable lead just falls out of the sky, and it's a deal I

Speaker 1  30:34  
had this lady, which is a really cool story Canada. She's not an agent or anything. She follow me on my real estate page. She speaks French, yes, she does. And she gets in contact with me and she say, Hey, I see that you're an agent in Jacksonville. I'm from Canada. My name is Ruth. I have some investment property in Jacksonville. I'm in the older side sick and wanting to retire. Do you feel like you can sell my places? And I was like, Absolutely, of course. I'll put a CMA for you here in the next couple of minutes. Let's talk over the phone. What's your phone number? And when we got to speak over the phone, she told me that what had drawn her to me was my positive post. It was not even my real estate post. I mean, obviously she knows a real estate agent, right? But it was my positive post, what had drilled her into my page, and she told you more about that is correct,

Tracy Hayes  31:28  
your family, you're at the beach or the boat or whatever you're doing, I've seen your stuff, and I think Stevie tries to do a lot of that as a big Instagram person, that is, and that's what they tell you, that the agents to do, and in loan officers too. Not enough loan officers are doing it. I want to give them the secret, but the lifestyle, yes, right? Especially people moving here to Florida, they are turning to video because they're, they don't, you know, it's like anyone you move into a new area, you get transferred in. You know, there's a lot here, whether it's you're in the the navy or whatever. And you don't, you don't know the area, but someone's got a video, you're going to watch it. Yes, someone's got pictures. Hey, what's the what's the beach like? You know, you know, if you're taking that picture, you know, live on the beach. And in March, that person in New York is going, Oh my God, because they're still snowing there. That is. And this is the lifestyle in March in Northeast Florida, and it's important. And obviously, I think you do get to know people.

Joselyn  32:24  
Yeah, no, for sure, social media is a powerful thing. We get to choose how we use it. If we're going to put something positive, if we are not going to put something positive, something of knowledge, what can we offer to others? And I always try, whoever comes in contact with me, I want you to leave the room feeling like I put a little bit of a seed of greatness into you, and that's my motto, and I feel like that has helped me tremendously when it comes to social media, getting leads through there, getting referrals through there. I don't know. I don't only get referrals from other agents that I've never met, but I've also had many people who see me constantly active in real estate, active in going to the gym and being a mom and doing my thing. And they messaged me, Hey, how you do it? Like, Hey, I've been thinking about becoming a real estate agent, like I have the book, so I just passed my license like that. You think you can mentor me? You think you can sponsor me into the company? Talk to me more about exit. And I don't try to shop for agents like I'm never out there saying, Hey, this is what I do. I mentor new agents. And then all these people come through me, and all of them come through social

Tracy Hayes  33:31  
media because they they see you, they see themselves Absolutely. And the things that you're doing, you know, like I said, you're obviously being a mom. I mean, other moms relate to that. And, you know, at the ball field or whatever you're doing, we're going to transition a little bit into the business. And, you know, we've already started dabbling a little bit into some of the things we do. But I want to accent so that new agent, or someone thinking about being an agent, you know, if we're going to inspire them or maybe give them some, some little tips that you've been doing in just a five year career in the reach of your success. Because, as we mentioned, you were Rookie of the Year in 2017 so you think of all exit real estate galleries, pretty big in Jacksonville, we got about 500 agents. Yeah, I would, I would imagine you're, you know, easily in the top five brokerages. I don't even know the numbers, but in the in the greater Northeast Florida, and to be Rookie of the Year, you know, to jump in with, with not even really being comfortable with the English language, yes, right. So give us a set the scene for you. You so you were doing the property management? Yes, okay, what teased you over to say, I want to jump in to be a retail real estate

Joselyn  34:49  
agent. So I was doing Property Management from there. Three and a half years into me doing property management, I find out that I was expecting my first son, and. At that point, with having little to no family around, I knew that I wanted to be sometime home. I did not wanted to give birth and put my two month child in childcare and daycare, plus it's expensive too, yeah, so I save as much as I could the months that I was pregnant because I wanted to stay home with my child for a year. That year, many retirement became into seven years and three kids later, I ended up staying home for seven years and having my three children and being there for their first steps, their first and doing

Tracy Hayes  35:35  
real estate. You're saying stay at home. But

Unknown Speaker  35:37  
no, I was not doing real estate. Are you just,

Tracy Hayes  35:40  
literally just straight home, because to stay at home the Jaguar heating and air,

Joselyn  35:44  
that's my husband business. I started that with him, okay? And we started that together in 2014 as I was a stay at home mom. So as a stay at home mom, I I love that. It is. It was such a big blessing being able to be there with my children, teach them all the little things, see all the milestones. But I always had that thing in me, whether I wanted to do a little more, I have to do more. So from being a stay at home mom a year later, a year after having my first one, I did a job from the home. So I was working for a financial institution from my home, and I used to accommodate my own hours and all of that stuff. Then we come up with the idea of Jaguar heating and air. We started that business. Imagine he had been doing a he's been doing H back for at least 25 years, and he was running his that company, okay, that had to retire. He had a big stroke and all of that stuff. So it was time for us to branch out and start our own and that's what we did. So with me being at home and with the children, it was easier to help him build the business and do all of that stuff. And then finally, after baby number three and me being at home at this point for that long, I said, You know what? I i need to do something else. I love being home. I love my children's but I started losing my own identity, right? It's a true like, I was, like, it was pretty bad, because I had a good husband, I had healthy children, I had everything you can imagine, right? But I was not happy, right? There was, there was a void in me. And the thing is, like, take me back to Puerto Rico. I started working in Puerto Rico when I was 14. I always had a job since very early age, right? So I had that boy that I needed to feel and when my husband looks at me, he's like, Hey, I'm not holding you back. What do you want to do next? And I said, Hey, to be honest with you, I've always, always wanted to be a realtor. I always wanted to dab into the real estate side, and I feel like that is going to make me happy. I feel like I am ready to do it. I feel like I could do very good at that. And I think that's what I want to do. So I enroll and got some books, and he told me, Hey, I have a friend of mine who went to school with me, middle school and high school. She's really good. She works for exit, so he put me in contact with her, and I started talking with her. Her name is Missy Taylor. She is amazing. She's an amazing human and amazing realtor. And she became my, my mentor with the company. Interesting. Yes, she helped me throughout the books and every questions and everything I had. And then, obviously, once I passed the test, she was the one who told me, Hey, Jocelyn, like I'm going to set you up an interview with Sunny. But feel free to talk with every single broker in town, because all of them, they all, each one of them is going to have something different to offer you, and maybe would exit for x and y reason, but maybe somebody else has something else that you need more. So you make sure that you go out there, that you talk to every single broker, and after that, you make your decision. And that's what I did. I talked with about every broker in town, and when I came to exit what they had to offer their culture, they made me feel like I was going to be another family member. And just so many things that they offer between the trainings and all of that, I feel like I was at home with them.

Tracy Hayes  39:05  
Well, I do notice. I mean, you know, we talked about it earlier. You know, some of the people you're hanging out with, Marissa Scott, then some agents that have were with exit are no longer with us. In other you have surrounded yourself with a circle of very successful other female agents in the area, you guys are out to lunch or, you know, whatever you're doing, the kids and things like that. And how important is, you know, I imagine that was probably part of your reason to go to exit is who you're going to surround yourself

Joselyn  39:34  
with? Absolutely, yes, yeah. And when you see me going out and all these real estate dinners and hanging out with Marissa and Shonda and all of that. Honestly, I'm the newest agents out of them all, because they all been in the business for 10 plus years, all of them, and I'm the one who's been in the business for the short amount of time. And it inspired me. All of these ladies have inspired me in such a tremendous way that it makes me hungry. For more, it makes me want to go and grab the business and do more.

Tracy Hayes  40:03  
So recap couple things. If you're a new agent, or thinking about getting into this, or maybe you've been in the business and you're stagnant, and don't know why, talk to some of the other brokerages, absolutely, but definitely search out some of the top agents who are doing it at a high level. Yes, and, you know, ask him out to coffee. I know. Shonda joked a couple months ago about everyone asking her out to lunch. She's gaining weight because she's a she's a high producer. Jocelyn is a hyper contactor. Have coffee with her, but surrounding yourself with other people who are producing it. It's a little bit of pressure. Yeah, right, yeah. You're you want to be part of the group. You want. You don't want to be the person who didn't sell a home last month and everybody else sold five. You know,

Joselyn  40:46  
get over it, and you got to put yourself on yeah, there's a

Tracy Hayes  40:49  
little peer pressure, but it drives you every morning to get up. You're looking for that positive energy from the podcast. These are, these are things that I'm finding, you know, common themes, and you know, in the reason why I feel it's so important we, as we talked about earlier, before the show, these common themes that finding with these successful agents is a little older than you. Yes, a little bit, although I didn't know you stayed at home for seven years that dated you a little bit, trying to figure out your age. There. I have an idea, though, but a little bit my kids, we kids are your age. Kids age. My kids. My daughter just turned you're only 11 years younger than I am. I'm sorry, 1319, 70. So go back to my thought here. The common themes are there, and I've heard them for many years. What I'm noticed is the the younger agents that are catching on or you when you came here, and this is what you decided to do, you could. You didn't spend five years treading water. You got in and you dug in, doing the things that people have been telling us to do before you and I were born. Yeah, you know the hanging around all these personal development books, you'll hang around with successful people, sure, you know, doing the little things like, yo. How many agents have come on and, like you said, Make every transaction to you may be just another transaction. In the grand scheme of things, you might have five transactions going on this month, hopefully, and you're busy working but you've got to take time with each and every one of them. Treat them as if they're their only transaction. That is correct, because that one transaction here in a month of five could be that person could supply you a month of five, yes. And that person then becomes 10, and you're doing 1012,

Joselyn  42:36  
greatest fans, to be honest with you. And the thing is, like when somebody else around then think about buying a home, they take such a pride like, hey, no, no, you're gonna buy how you got to do it with Jocelyn. She took such a good care of me. She was so good. She fought for me. I have people that call me a pit bull, and I'm nothing like a pit bull. I'm so sweet and easy going and all that's I mean, I can negotiate pretty hard, and you get the Spanish out of me sometimes, but I've had people seriously giving me reviews and silo call me a pit bull of real estate, because I fight for them, because I go all out and I'm going to get what they need, and all of that stuff right, right?

Tracy Hayes  43:13  
That is the I think the bottom line key is that I think a lot of new realtors that get too entrenched in the paperwork this and that they think this. That doesn't make you money. It's the relationship. Relationship, yes, and that's going to pay off years and years and years. They might not refer you for anything for three years, and all of a sudden, boom, they how many people have been moved into this area? Obviously, we deal with a large builder here. They're moving in the community, and they're referring all their friends. They're all their friends and all moving into the same community, absolutely. And you just, you know, and because you built that relationship, it just, it just rains on you. I was looking at back in February, you guys had your award ceremony. Yes, I was looking back on the pictures of that. You walked away with some of those words. Tell us about, you know, what was 2021?

Joselyn  44:00  
It was an amazing year. Honestly, every year since 2017 has gotten better and better and better for me, I started from scratch and from nothing. I remember me going to the new agent orientation with exit, and in the new agent orientation with exit, I've learned that most agents quit within the second to third year. And I was like, okay, and then I also learned that for you to be an average agent, an average agent, it's that person who sells between nine and 12 houses a year. And if you're a month exactly, and if you're selling between nine and 12 a year, you are full time real estate agent who's doing pretty good, and I went home with that, and I was like, You know what, if the average agent, it's selling between one between nine and 12 a year, I don't want to be average. I've never wanted to call myself average. That means that in my first year, I'm going to sell 15. So I put that number. I wanted to be above average, and within. First nine months of the business, I had already earned six figures. My first year I did 32 transactions instead of 15. Wow. And ever since, from that it's been it went from 32 to 37 to 42 so it keeps getting better and better every year. That's, I think that's why I made it so quick to be rookie of the year, my first year of the business.

Tracy Hayes  45:23  
So what we talked about, so you get started, you had Missy there as a resource. You're interacting with these you obviously surprised something sounds like some of the senior agents kind of took you in a little bit. Yes, yeah, and say we're going to help her out. But what are some things, I mean, but you still got to get out of bed every morning. Yeah, they're not calling you and saying, hey, it's time to get out of bed. Hey, it's time to do this at all. What did you do? Obviously, immediately, because you sold 32 in the first year. What did what are some of the things that you you know, looking back, if you know, as you say, your mentor, some other you know, starting agents. So you've been down the path, I assume you failed at some things, because no one's perfect, right? There's some things that you tried and didn't work, but you were more successful than you failed in any of those things. So what are some of the key things that you're telling some of these new agents today that you take in and say, Hey, this is what I did when I first started, and based on today's market, this is what you should be doing every day. ABC,

Joselyn  46:21  
absolutely. My number one thing, it's Do not be a secret agent. You cannot be a secret agent. You earning your real estate license, hanging it with a broker, and then sitting at home in a couch, waiting for the phone ring, waiting for the phone to ring. Ain't gonna do nothing. I have new agents that come to me and say, well, it's just like, I'm not good in social media. I don't know how to do social media. Learn, learn. We got the tools. There's YouTube, there's Google, there's so many pages. Like, nowadays it's so easy on us. Like, even with me being as busy as I am, because I'm a solo agent, at the end of the day, I don't have a team, and I'm pretty much doing the work of a team, and still, there is coffee and contracts out there that they put the work together for you, for you to market yourself online and make yourself look more professional and stuff like that. And just like that, there's so many other websites obviously you starting into the business. The idea it's for you to go as organically as possible, because you don't want to overspend, and that's something that it can be very easily done. And not everybody comes into this business able to spend all the money, because they got to save to but there is tons of resources training. You got to keep yourself educated. I used to go to every training that there was, and I still training right there. That's a huge I still go to training, and I still keep myself educated. I know that the contract changes, that there is new things that come up when I go out there and when I meet with the families that I meet and the customers that I meet. I want to, I want to carry myself like I do. Know It

Tracy Hayes  47:53  
All well because you've trained, you're confident, yes, and you don't, you're not. You don't when they ask you a question, well, you trained so many times you already know you're not. You're not having to think about it and be worried about, oh, what if they asked this question? I'm not really comfortable with answering that thing, because you've already worked through it. You know, obviously being around successful people, and obviously you've done enough transactions now to have heard a lot of the things. So the what I'm hearing out of you a little bit here is one of the other common themes that I get is

Joselyn  48:20  
consistency. Consistency. It's key in this business. Consistency is key. You choosing who you want to hang around with. What do you want to do? You choose your day in real estate. It's your day. You got to own it. You got to say, I'm going to do this and I'm going to make it happen. I remember passing my real estate license, and this is, this is something that not many people know, but passing my real estate license. When I told friends that I had just passed my license, I had three, three close friends who told me that I was not going to make it. Three people told me that, in people that I thought were close to me, that I was not going to make it. Two of them, they had enrolled in real estate school. They never passed the state test, so they never got past there. Friend number three, she actually passed the test. She joined a big brokerage in town, and she quit within the first nine months, and told me that it was horrible that she quit the moment that she had to clean a toilet, and she told me that I'm looking at you, you're not going to make it. Like I had three close people literally told me to my face, I was not going to make it. And I use that as fire,

Tracy Hayes  49:24  
yes. Well, Steve Harvey, you know he's, oh my God, he's deep and he's, he says every year he buys a new television set for the teachers he had in school that said he'd never be on television.

Joselyn  49:42  
That's awesome. I didn't know that, sorry, but that did happen to me, and this came from three close friends at that time. And here I am, five years into it, freaking killing it, and they're all watching and I enjoy it. I enjoy it. You know,

Tracy Hayes  49:57  
we would say you're on top, you know? Obviously, we know you're in the top 1% just by your production and so forth. So you're, you're stressed is that we all have a little bit, obviously, you want to stay there. Yeah, right. But the important thing is, you've surrounded it, you know, we've had some great years here in Northeast Florida too. It's, you know, obviously you've, you've exploited in a positive way, because you got out there, you could have done the 12 sales a year, and then, you know, gone home. But no, you took it to another level, and you've now built up this nice past client list that you're you're working and mentoring, and in being around successful people who've been doing it like Shonda and Marissa for 10 plus years, are telling you this is how you you nurture that. And that's real estate, that's sales, and that's real estate especially. I always talk about the gentleman in the car business who sold like, 15,000 cars in 13 or 13,000 cars in 15 years. And he was saying sending cards out to all his clients. He was staying top of mind. Of course, he didn't have social media like we have today, which you're, you know, utilizing, really, your free vehicle to stay out and stay on top of mind of your community. Now, obviously you're and again, using the word positively. You're exploiting your heritage with the Hispanic community, that's your circle of influence. And what are you doing? You're doing the positive, and you're positive professional, and your consistency out there in front of them all day long.

Joselyn  51:22  
They know who you are absolutely. And I'm always trying to add something of value into their life.

Tracy Hayes  51:26  
That's enough. That's a great term their value, yeah, what are you bringing to the table? It's all about that. Yeah. I think a lot of you know, we talked about for sale by owners and stuff like that, and why people need real estate agents. Oh, they can just, you know, put it on stick in the yard and they're going to sell their home. Yeah, you can, you can do that. But I think if you take a few minutes and actually interview a few real estate agents, you're going to find someone like Jocelyn here is going to come in and explain to you her value, yes, that she's going to bring to the table and make that a much smoother transaction, and probably put more money in their pocket when they sell. Absolutely challenges in your first 12 months versus the challenges that you have on a daily basis today. How have they changed since 2017 to 2022

Joselyn  52:10  
so the thing with me was honestly challenges in 2017 I was so hungry for the business. I was I'm still so obsessed with the business that I feel like I was extremely blessed. I did not have many challenges. I always knew I was going to do good. I did not know I was going to do that good, so I kind of impressed myself. I will tell you that there is more challenges now that there is back then, and it's not about me as a person. It's about the market. It's a rough market. Right now. We have a high demand with a low supply, and we are seeing that here in Jacksonville, Florida, in all of the state. And I think that that's the biggest challenge now, that per every house that come out in the market, there is going to be like 1520, 30 offers and only one winner. I'm getting really creative with my offers, with my buyers. I do some I do a lot of sellers too. And obviously, I mean, when you're on the seller side right now, it's cake, how it's gonna sell itself. If

Tracy Hayes  53:12  
you look back in the last being creative with your offers, look back in the last 12 months, and you're like, I won that offer because Sonny helped you with it, or Marissa helped you with it, or Shonda gave you some nugget to create that offer. How many times, how many offers you think you got accepted because an experienced agent or just another agent in your circle of influence, the five age the five most successful agents around you. You know you guys were out having cocktails or lunch and you got something and put it in that offer?

Joselyn  53:44  
Yeah, no, I will tell you each one, every single offer that I put in lately has me having relationship with other agents that are like minded, that are much more experienced than me, and that I'm seeing what they're doing has helped tremendously. I'm that agent who's also not just submitting the offer, but getting the phone and calling the listing agent and establishing a relationship with that listing agent. That listing agent is my friend too. We are not competition. We are here to make things happen. We collaborate with each other. So I'm calling this listing agent. I'm telling the listing agent over the phone what my client has to offer. Why we're going to close that the instead of 30 days, we're going to close in 21 days, my client and those who already been underwritten like I am establishing a relationship and making them feel that, hey, my client, it's it's just going to be the best offer you got.

Tracy Hayes  54:34  
How important you again talking to inspire a new agent, and again, an agent maybe not doing so well how important is to, you know, you start to go into, you know, showing up. You have to show up. You have to go to some of these cocktail parties or networking events and meet these other agents face to face. You have an influence on Instagram. Again, lot of agents are not doing that. Some are better than others at. It, but you know, when you're making those offerings, especially in competitive marketing, to know who's on the other side. Or hey, I know you, I know Marissa, or I know Shonda, or you know the in so you I see you hanging out with them, absolutely. And how the influence of that agent accepting that offer, knowing you because who you hang out with, sure, yeah,

Joselyn  55:18  
now I always encourage new agents come out. You need to come out. You need to hang out. You need a you need to surround yourself with agents who are doing good and all of that stuff. Be friendly. Ask questions. Don't be afraid of asking questions. That's how we all learn in this business. And it's funny. What do you say about having relationship with other agents? I've gotten into the point that just a couple of weeks ago, highest and best we won the highest and best situation. And when I'm talking with the listing agent, he's like, Hey, this is going to be the third transaction we do together, completely different brokerage, but that had a lot to do when I placed my offer. He was able to tell the seller, Hey, I've worked with her before. Each one of her transactions has been impeccable. Her buy has been solid, like I feel like that, she's gonna take us to the closing table, and everything's gonna go smooth. So all you need to have those relationships, yes, for sure, you need to have those relationship with every single agent.

Tracy Hayes  56:11  
There are so many creative we're doing. The offers that have been made in the last 12 months are totally unlike the offers that were made back in 2017 for sure, totally different situation.

Joselyn  56:22  
Sure. Back then I was getting everybody closing calls and, like, a break on the price and so many things in it just have shifted so much, and it's just so different right now.

Tracy Hayes  56:32  
I know a lot of people have influenced your career in you know, like say we're surrounding yourself earlier, but if there was one person you would want to call out here on the show that you would say probably is a little bit higher than some of the others or whatever. Who's been the biggest influence on your real estate career? Well, no, you know what? Let's just open it all up. Who's been the whole on your whole professional career? Who's been the biggest influence in your life?

Joselyn  56:56  
So obviously, I mean number one, I'm gonna say my family, because they have supported me throughout it all, with

Tracy Hayes  57:03  
family, meaning your husband or your whole family, my parents, everything

Joselyn  57:06  
from everybody. They've been my bigger my biggest cheerleader, from at home and allowing me to work the way I want to work, and all of that stuff. But professionally, I will say my two brokers, Sonny and Ray, they've been amazing. Sonny and Ray are my Tony. Tony Robbins, so I do listen to a lot of podcasts and stuff, but sometimes you want something a little more personalized. You want somebody who knows you. And sometimes, if I'm not feeling in the mood or something's going on, I have grabbed my phone many times and I've called Sunny.

Tracy Hayes  57:40  
And how many times have you called them in like, in Spanish and like went off on them?

Joselyn  57:46  
No, not once. Normally, when I call Sunny, he's the one with the hola como estas. So we joke about that a lot. But these two brokers of mine, they are amazing human beings. They are able to pick each one of the agents up and like he knows the right thing to tell me to put that fire right back into. And I appreciate that a lot, and a lot of my confidence and all of that stuff have. It's because of them.

Tracy Hayes  58:14  
He's your broker, but really he's your

Joselyn  58:16  
coach. He is my coach. Yeah, that is correct. Yeah. We're

Tracy Hayes  58:19  
gonna wrap things up because we're right here in about an hour, although, you know, we could talk on forever, because, I mean, again, you always talk the successful agents, people. I'm telling you, as you know, Jocelyn story is the many others, the common themes she has, just different stories of how, what, how you got there, the consistency, the education, you know, surrounding yourself with successful people, the energy out of personal development from the from the podcast, in your case, is just so important. So is it more important who you know or what you know?

Joselyn  58:51  
I feel like it's more important what you know. You think so? Yes, yes. Why is that number one? You got to know yourself. You got to know who you are, and you got it. You got to know where you come from, and from you, knowing who you are, and from what do you know? I mean, from there, it's endless, the opportunities, the chances you can reach any single door from there, but you got to know, I'll accept

Tracy Hayes  59:14  
that answer. I'm who you know, but I'll accept that answer. Because I think in your case, you have coming, coming here in, you know, like you said, the language barrier. I mean, that was a challenge. That's a challenge. I mean, they say the English language is one of the hardest ones to learn. Not that you weren't exposed to it in Puerto Rico, but you know, Spanish was your, you know, primary language. And to come here, and a lot of people are intimidated to talk to Americans, if they you know, it's their second language.

Joselyn  59:41  
And again, I mean, you can know, you can be about who you know, but if you don't have anything to offer to who you know or anything to bring back to the table or understand

Tracy Hayes  59:50  
what they're actually giving you, that is correct, you got to know yourself. I like your rationale there. What's on you and Aaron's travel bucket list,

Joselyn  59:58  
so he. He likes working a lot, so I'm working on that side of making him wanting to travel a little more. I want to see everything I love. I enjoy my career. I breathe real estate and all of that stuff. But I love traveling. I love going and seeing new places. So I want to see it all. And this is some of the things that I'm working on, on traveling more on traveling the

Tracy Hayes  1:00:23  
world. The last two years kind of put us back everyone kind of travel.

Joselyn  1:00:27  
We still did. We still did things. I mean, every year we try to go to a place that we have not seen before. Last year we went to Colorado for the first time and took the kids skiing, and that was pretty amazing. So we try to do things like that. But if it's up to me, yeah, first you need that. You need that. You need to recharge your battery. In this business, it's easy to burn yourself, and that's something that you got

Tracy Hayes  1:00:52  
to watch very hard, and you have to take time to enjoy the fruits of your labor, yeah, otherwise you get to a point, and then obviously the kids, you know, they experience that with them, because they'll, you know, before we know it, they're out of the house. So yeah, for sure. All right, so this is for the loan officers that are listening here. Okay, and part of my my tracking, I'm sure you have a referral partner that you, or several that you, you know, go to. What is the most important part of that relationship. What is the number one thing you expect out of your your loan officer, referral, partner,

Joselyn  1:01:27  
communication. I am huge in communication. There is a lot of people who know how to communicate and to that communicate well. There is other people that do not communicate well and not communicating well. In this business, it's something that is crucial. I look at real estate as I am a business owner. This is my business. So I am in front of every single family that I represent, every single customer. I'm in front of them like I'm the go to person. I'm the face. And when something's not going good, with the loan officer, with the title company, with the home inspector, they come to me, yeah, they come to me. And if something goes sour on the lending side, if something goes sour on the closing side, it affects my business. It makes me look bad, because even though I don't work for the lender, we are a team, yeah, we are teaming up together to make things happen, right? So they see me as an extension of whoever I work as a lender. They see me as an extension of whoever worked their file at the closing table. So I am very big in communication. Let's communicate, even if it's bad news, even if it's whatever. Call me bad news faster, really, yeah, that's just really, absolutely, call me. Let me know what. Or maybe

Tracy Hayes  1:02:40  
there's something you don't know that will actually save the file. Yes, you got to meet me. Or maybe something else has to be done. So the sooner you get it out on the table, everyone knows what they are. We have to do some this, that, and we'll get

Joselyn  1:02:51  
over it. Yeah, let's figure it out. Let's make the call and let's get what we need. Most of these things like you say they're able to being resolved. So I don't like making cows out of little rocks, I say in the rocks? Yes, so, um, but yeah, no, I'm really big in communication. I like keeping that and making sure that everybody's clear and that everybody know what's going on and all that.

Tracy Hayes  1:03:19  
Awesome. Jocelyn, I appreciate you coming on today. Thank you so much. It's been a pleasure. We're at jocelyn's Instagram stuff in those show notes, and obviously you can follow her on Instagram as well as Facebook, which I recommend you do, especially for any new agents you know on Instagram, because you do very well there. And why, you know, a lot of them always have questions, how do you get business off Instagram? Well, watch what Jocelyn is doing and and learn. And one phrase, anything worth doing is worth doing badly. I think you would agree. You just got to get out there and do it. You just got to get out there and do it. It's not going to be a perfect video. It may not be a perfect picture. The first time, you'll get better. You get like anything. You got to swing the bat to hit the ball. So

Joselyn  1:03:55  
yeah, for sure. I mean, first couple of posts might have five likes, and then you go from five likes to 50 to 100 it's consistency. You got to keep yourself out there. Keep doing it. Thank you. Thank you. All right,