Shelby Florenz: The Concierge Agent

Hey, welcome back to The Real Estate excellence podcast. Your host Tracy Hayes, another best of the best on the show today, another young agent who has just exploded her business. She Hayes from Bozeman, Montana. She has degrees in sports management and civic engagement from UNLV. After a short time doing some volunteer work Africa, she returned to work for the Tampa Bay Buccaneers, and then has made her way over to the Jacksonville Jaguars and then eventually into real estate. And we're going to go through that story today with her one customer said of her, Shelby could not be a better realtor, from communication to helpfulness to loyalty, she has it all. She is a Montana State Champion in golf. Let's welcome the guiding light for Compass Realty. Shelby Florenz to the show.

Shelby Florenz  1:57  
 Thank you so much for having 

Tracy Hayes  1:59  
Thank you, and I really appreciate you coming over a little early to talk to the loan officers, as we were mentioning pre show. You know, as we strive, one goal of the show is not only to tell your story, but also, let me use the word I even think of, to humanize our industry and understand that we are dealing with people and the loan officers as much as the real estate agents and us working hand in hand and understanding each other is so important to having that successful transaction. 

Shelby Florenz  2:27  
Absolutely yes.

Tracy Hayes  2:29  
 So as I start off every show, tell us about growing up in Bozeman, Montana,

Shelby Florenz  2:33  
 amazing. It's funny. I think everybody in their hometown, they want to move out and get away. So by 18, I was like, get me the heck out of here. I'm going to Vegas, but I look back and man, Bozeman is such a special place. My sister's a real estate agent out there, and my best friend, so we and we're only three years apart, so a lot of what we do is just we go off of each other for ideas, marketing kind of how to grow you got to be, do you exchange your stories? Oh, gosh, that's all we do. Yeah, just because it's fun too, because it's such a different market, but it's similar, just because Florida, you know, Florida, you know, we've been booming. Montana's been booming. Just everybody moves from California being remote, so we've seen this spike in our areas we live in. I mean, we, I always say people here like they finally figured out our little gem. People finally figured out Bozeman. But Bozeman most gorgeous place in the world. If you haven't been to Montana, you got to go check it out. Definitely, small town, country roads, but just good, good people.

Tracy Hayes  3:22  
 Well, it was, it was I was listening to, actually, one of the first podcasts I ever listened to, and this was exp roader out of Reno. I think he was talking to an agent in Montana who had a video blow up, because he was taking all these people from LA who want moving up to Montana because they want the open space, right? But then he they picked this house literally out in like, 40 miles outside of town. He's like, Okay, you realize, like there's no cell phone service, yeah, you may have bears going through your Tracy. And he did, and he literally did this video off the hood of his car, standing with the beautiful mountains behind him talking about, what's it like to live in Montana, and that video went viral, 

Shelby Florenz  4:05  
I'm sure, yeah, but it's also why it's so special. They call it the last best place, but it really is. So I feel like I get the best of both worlds. Hopefully one day I'll have a place out there, and then I'll always call Ponte Vedra, Jacksonville, home. Yeah, yeah. So now one of your little tidbits growing up in high school. We mentioned earlier golf. How in the world you wouldn't I think the average person. And I knew I grew up in the Northeast. I grew up Massachusetts, and so, yeah, there. I mean, what's, you know, maybe you get three or four, maybe five months of where you can reasonably play golf without, like,

Shelby Florenz  4:40  
two good months, and I'm just being honest, either at our state champion one time we were golfing in the snow, like that's just the reality of the situation, but I changed the color of the golf ball. Oh, yeah, but I always did pink golf balls. Just let's be different people, you know? But I went into the snow bag. Yeah, I was a state champion, but I will say in Florida, I probably wouldn't have been a state champion because.

Shelby Florenz  5:00  
Is the level is just a little different than in Montana, but it was great experience. My dad got us in at a young age. It was a family sport, and there was five of us, including my parents, and that's what we would do every Sunday. And then, you know, we just really got into it. And now I love it, because now I get to go out with the guys and they think, Oh, I can't keep up, and I go and I smack it. Now, it all the time. So hope my boys get into it one day.

Tracy Hayes  5:25  
All right, so what's the league is? Do you get a free drop out of the snow bank or what? How does that work?

Shelby Florenz  5:30  
No, you just go for it. Yeah.

Tracy Hayes  5:33  
I'm like, just thinking, like, you can't sometimes it goes in and you can't even see it, yeah?

Shelby Florenz  5:37  
No, no, yeah. Got it. Got to make it work.

Tracy Hayes  5:41  
So when you were growing up, what was it about sports management that led you to go? Were you initially in sports management when you went to unlv?

Shelby Florenz  5:50  
Yeah. So it's so funny, I was I've always been really short, so I played sports my whole life, basketball especially, I wasn't I wasn't that good, but I thought I was really good. Wanted to make it to the NBA, which obviously wasn't possible. I'm a woman, yeah, exactly. I was always just this itty bitty, and so I ended up playing through my senior year, but I really just sat the bench, but I was just a rah rah girl, like, I loved it. Basketball was my thing. Always loved sports. I was tomboy. Since I don't know how long I'd have corn rows and shorts down in my ankles, like that is how I dress. Now I'm so girly. My parents are always like, shocked, but that I love sports, that was my thing. So I went to unlv, starting with Professional Golf Management. Thought that was going to be my route. Realized, no, I want to work in sports. I really wanted to work in community service and civic engagement, doing the nonprofit side. I was lucky enough, right out of college, after going on my trip to Africa, I got an internship with Buccaneers in community relations, which is so specific, but I knew that's what I wanted to do. So I was every Tuesday when the players had off, we were out at schools, or we were doing the Glaser Family Foundation, and I was like, Oh my God. I found it like, this is my job. This is exactly what I want to do. We're taking these players to these kids schools, and they are beaming like it was the coolest thing to get organized and see it come through. It was really special. And at that level, it was just really, really neat to see. So then I worked for the race for a little bit. Same thing, community relations. And baseball was just too long for me. Those games, 80 games a year, I was just like, I'm tapped out. Football's for me. And then I obviously moved here with the Bradley family, so

Tracy Hayes  7:21  
still doing community engagement with the rays. Yep, you just said, just it was going nine months of the

Shelby Florenz  7:26  
year, yeah. And I think I was kind of waiting to go maybe, like, go back to the Buccaneers or another team. Again. I'm from Montana, so I was like, Florida's pretty far, and I had been loving it. But I was also 23 I was like, This is great. I can move wherever. I definitely was missing each in the afternoon, yeah, I was missing a little bit sense of home, though, or family, you know. So the Bradleys, through my family, were connected to us. They called me and were like, We don't know exactly what we need out of you, but we need somebody. This is a big job, obviously. Coming from Seattle, we're moving our family cross country. We have four kids, and this is a first time being head coach. And I was like, I don't know what I'm doing either, but I'm here for it. Where do I sign the contract? At a Starbucks at 6am like, let's figure this out together. Actually had a contract. Well, no, they hired a HR company to figure it out for us. Basically, like, are you good? I'm like, I'm good. Let's do this, you know. And it was just like, full speed ever since. So, so at this

Tracy Hayes  8:18  
stage, because we're, I want to, I'm gonna circle back to this again later, your family had some relation with Gus. Obviously they were learned that you were in Florida already the internship with the bucks. Was there some connection there? Or you just applied, and they didn't know anybody else in the hire or, I mean, because one of the things I think is very important in our industry, is to your circles of influence and to stay in touch with those whether they're friends of your parents or, you know, because they'll give you a shot. Now, if you blow the shot, then you're not going to call you back. But as you stated in our meeting, how important it is and how tight knit that group is, and now that's good and bad, right? Because if you're good at what you do? You're awesome. You screw up somewhere, and everyone's like, Hey, I don't know if you want to,

Shelby Florenz  9:06  
and that's whether you're going out to a concert or behaving bad. I mean, people are watching whatever you do once you know they are trusting you with the biggest purchase of their life. But funny, you say that Tampa, I actually just and I followed up, and I did two zoom interviews, and, no, it was very much off resume. And then I got to the first interview. And then again, I was actually in Africa when I got the email, you got accepted. And I was like, I was planning to, like, live in Africa the rest of my life, and just I didn't know what I was gonna do. I was just kind of a lost puppy out of college. Peace Corps, yeah,

Tracy Hayes  9:38  
yeah. I couldn't think of it earlier.

Tracy Hayes  9:41  
Peace Corps, yeah. So doing that kind of work John F Kennedy created,

Shelby Florenz  9:45  
exactly, yeah. So my I called my mom. I'm like, Mom, I got this internship. She packed up my whole car. I mean, again, I couldn't do without my parents. They moved me to Tampa. I flew right in from Africa to Tampa. I was living with two other interns at the time I walk in. I mean, I. I probably reeked of not showering for how many weeks it was just rough, right? And they were all like, so professional, and I moved into this house with interns. My mom met me there, and from being in Africa, getting the email to, like, two weeks later, I was in the Bucks office, like, Oh my God. Like, this is real life. This is my dream coming true. It was really, really cool. I look back, I was

Tracy Hayes  10:19  
put all that together, and now, yeah, you walk, you know, I think there's anytime, every time I go down the stadium, you know, there's this, you walk in the stadium, or, you know, I was telling I work the practices, and that are practicing in the stadium versus on the practice fields, because there's construction going on, and you walk in and, you know, you're in this, it's surreal. And that's that, that was your goal to get there, just like the players are like, Man, I want to play in that big stadium. That first time they walk in there, and there's 70 80,000 people screaming

Shelby Florenz  10:45  
Exactly, yeah. And that's kind of how I felt. And I mean, you have to think, Montana, we have no NFL team like this was big for me. I was living in Tampa, Florida, working for this NFL team, if anybody's been to the stadium, and facilities just gorgeous. I mean, top of the line. And so I did. I remember sitting at me like pinching myself.

Tracy Hayes  11:03  
Yeah, it's funny. All right, so you get so it's Gus Bradley, yep. He gets his head coaching job at Jacksonville. He's talking to your parents, whatever, however. And, you know, I said, Hey, Shelby's, you know, call Shelby she should. They needed someone, you know, you call it nanny, but, you know, I think personal assistant fits it greatly, because that's what you put on your resume too, because you did it all. Yeah, right. I mean, wherever they needed you, you did

Shelby Florenz  11:26  
it exactly. There was nothing Off, off the Yeah, I mean, off limits then, and they became my family. I mean, Gus married my husband and I, his daughter was in my wedding. His wife was my bridesmaid, his daughter was my flower. I mean, they are my family. They truly are. They're everything to me. And, yeah, so it's so crazy how our world, like, I look back, like, I don't remember my life without them now, you know, it's just funny how that works back, yeah. And I mean, these kids, I was with them, you know, for like, just such influential years, and now they're in my baby's lives and take care of my kids. So it's kind of cool to see them, you know, flying into Jacksonville to babysit my I mean, it's just, it's very neat, yeah, so

Tracy Hayes  12:02  
you're doing all these things. You're helping her out, you're helping Gus out. You he's when you when's you're starting to transition into the real estate,

Shelby Florenz  12:10  
honestly, not until he got, I mean, I would have, I mean, they asked me to move to California with him when they got the job. I had met my husband in the meantime and married him, and I knew, like, this is our home. He's from here, born and raised. His parents are here, most incredible people. So I was like, we knew Jacksonville is home. We are going to raise a family here. So it was kind of like that transition, you know, I had interviewed with CIA sports, maybe getting on the golf side of things. And I was like, Where do I go next? I mean, this has been my life since college. I don't know anything else. The Bradleys were like, well, in the meantime, watch our house, property manager. We're keeping it, you know, other coaches are like, Yeah, well, watch our house for us. Well, yeah, yeah, I'm gonna get my real estate.

Tracy Hayes  12:44  
You say, watch their house. You literally, you're sitting your house. Are you renting it out? Or what?

Shelby Florenz  12:48  
I mean, the brand we were gonna rent it out originally, you know, and then they realized we're gonna come back a lot. But I got, I got my license, thinking I'm gonna do this, I'm gonna do it the right way. I'm gonna start renting out their house. Got my realtor's license, and things kind of snowballed, and I jumped two feet in of they referred me, and I had this one of our really good friends, our next door neighbor, was like, Shelby, will you show us the house? This is the first day I get my license. I'm like, Yeah, Jacqueline, of course, right. She I show her this $700,000 house. I'm like, Whoa. She's like, I want to buy it. I'm like, Oh my gosh. What are we doing? We make an offer that day. In the meantime, I have to list their other house. So my first day of real estate, I got so lucky, but I had two sales going within 24 hours of, like, getting my license, all because of Jacqueline Bedford. And I still think dearly. I tell her, I'm like, Girl, you're still my favorite, most loyal client. But that really, I think, gave me the confidence like I can do this. Let's go. I think she referred me on, and things kind of just went from there.

Tracy Hayes  13:41  
Do you find? And I've talked about it numerous times on the show, there's some family and friends that don't jump in with you right away, because they want to see what you're going to what you're going to do, you're going to stick with this. Are you going to be any good at this? Right? They kind of have those questions. But there's other friends, like your friend that Jacqueline you're talking about who already like and trust you, and say, You know what I want to be her first sale.

Shelby Florenz  14:06  
And that was her. She just, she was my next door neighbor, and she just, we had a great friendship, but she trusted me. And she, I mean, jumped in. She never questioned a thing I did. And I got them the house, and it was super exciting. They still love it to this day. And we sold their house for a good amount of money. So, but I always am, I always look back like, what a great person, because she took a chance on me. And I think it makes me want to give other people a chance in those situations.

Tracy Hayes  14:28  
From a personal standpoint, I imagine you're so, you know, active with they still live here in town, yeah. But you know, like you just stated, like, you know, they took a chance on me, yep. And that just says a lot about that her yeah, I'm saying now obviously your friends and she knew who you were, but she also, she also knew you were just a personal assistant, exactly yeah, that she knew or wanted to be part of your success. I think it's so call out to Jacqueline for doing Yeah.

Shelby Florenz  14:59  
I look at my whole. Community in Jacksonville, and just from being a nanny to being around and all these relationships that have gotten brought up back in my life as a realtor, I'm so thankful because I used to maybe be taking their kids, you know, around or carpooling, but they trusted me with their kids, and that's the most important thing in your world, as you know, and now they're trusting me with, again, the biggest purchase of their life. And it's pretty cool how it's came full circle

Tracy Hayes  15:21  
the so you're managing your you got these sales right away, but you're also watching gus's house. Yeah? So what made you choose, and we don't have to mention the brokerage if you don't want to, because some people get a little sensitive about that part. But what made you because you were with another brokerage before?

Shelby Florenz  15:38  
Yes, I was with Sotheby's. Loved it. I have Yeah.

Tracy Hayes  15:42  
So for the new agents who might be listening to you right now, why did you choose Sotheby's? How did that just just kind of fall into it? Or did you actually kind of look around

Shelby Florenz  15:49  
and well, Jane and Jeff had represented Michaela and Gus when they moved here. Okay, so right off the bat, they're like, you know, and I met with them. I liked the luxury brokerage. I went their office. It was super small boutique. There was like 13 agents in the office. When I got in, I met with Brian Mormon, phenomenal human he had,

Speaker 1  16:07  
yeah, and we kind of talked about that a lot, you know, in one deal with Brian years ago, he's

Shelby Florenz  16:11  
wonderful, and he was such a great I learned so much from him, and truly, he supported me, and still does to this day. I mean, all the people at Sotheby's, Jane and Jeff, I mean, they took me under their wing, and it was great. I learned so much. I also the agents in that brokerage, I think made me step up my game. They were doing these crazy deals, and I was just like, that is where I want to be. I want to be there. I know I can do it. So I think it kind of definitely raised my standard for what I wanted. So I was super happy to be in there, in that office with Michelle Floyd and Jack Floyd in that group. I mean,

Tracy Hayes  16:40  
when do you start, Lisa, you there? When do you start to get, like, a bigger vision of what's going on in real estate? I mean, they provide that there. I mean, we're training or going to events or anything. Yeah. I mean, I mean the deal with to me, and I may be wrong, but someone, to me, is performing at your level, at a very obviously, a lot of people would love to be doing the luxury and the price point, and mixed in with the people that you've you've come to surround yourself with, what things were you doing, or what did they provide? Things that kind of gave you a larger picture of, you know, what's going on around you, as far as

Shelby Florenz  17:12  
real estate, yeah. And I think, as much as I wish I would say, Hey, I went to every you know, event, or flew to Vancouver to do the Sotheby's meeting. I didn't, you know, I financially wasn't there. And I just, you know, I got pregnant with my first son, and I just, I wasn't ready to invest in myself and spend that because I was just trying to figure it out on my own. I think, though they capitalized on Shelby user sphere, and I've really have capitalized on that, and I've gone off of it. And I think, like we said, it's, you know, that five years I lived in Jacksonville before being in real estate, building that trust that I didn't know I was built. Didn't know I was building, you know, I was just being me and being who I am, and it worked out for me, and it made those people trust me in different situations.

Tracy Hayes  17:50  
I mean, you mentioned earlier in our sales meeting that, you know how networked, you know, the NFL coaches, especially, but even the players, because they are performing at a high level, a lot of them have been places together, whether it's the NFL Combine to college, played each other numerous times over the years. When they play at a high level, that they do know each other. So when you have one that you know, Gus Bradley over and done such a great job. I mean, the sky's the limit, as far as you know. And he, and I think, would you agree? Everyone likes to tell everyone about and, you know, hey, you need to go to this vacation spot. Yeah, you need to go to this restaurant because it's the best in town, or, you know. And then when it comes to the real estate agent, if you've won them over to, you need to use my agent, because she is the

Shelby Florenz  18:38  
best, absolutely. And it's with players, yes, but the coaching circle, I think, is actually 10 times smaller, and they cross paths a lot. And so that's what I've realized, you know, just It's crazy how one person, or, you know, you help, like, or I was good friends with Nick and Tory foals, and then they recommended to the Petersons, you know, and it's just holy cow, because they were in Philly together, and all these things that me and Tory were just girlfriends here with kids, you know, and I didn't think twice when I was, you know, creating friendships with her, whatever the case was.

Tracy Hayes  19:07  
But interesting, you know, you just, you know, I didn't even think of Nick falls. And then yeah, and Doug coming here. And, yeah, that's obvious.

Shelby Florenz  19:14  
Yeah, it's crazy, how tight knit. And again, like, there was that big Seattle crew that came last year, and it worked out for me.

Tracy Hayes  19:23  
Well, those guys, we don't often think about it, but their networking is so huge, you'll have to go like, for instance, you know, Gus gets, you know, fired from the Jags, but then he's two minutes later, he's getting a call from somebody you know. And those things happen. And I guarantee when, as soon as Doug got the was on the air, that Doug was coming here, Nick was probably calling him, saying, hey, Jacksonville is great. Or they just have regular conversations saying, Hey, I hear you might be going to Jacksonville. Yeah, you ought to check out this spot. Oh, it's all you need to be talking to Shelby, you know I'm saying. And those conversations happen, right? They are staying. In touch with each other, because you never know who's going to

Shelby Florenz  20:02  
be your next boss.

Tracy Hayes  20:06  
So we mentioned this a little earlier, and I think it's a it's a question at all. We want to say our US, common folk think when these athletes sign big, or even the coaches, I mean, they're signing they're getting sign on bonuses, and they're getting nice salaries as well. But generally, coaches are, for the most part, a little older. But these, these young men who are coming in, or women that are, you know, just sign their their contract, they're getting this huge sign on bonus. And you know, we talked about, we'll let you mention his name. So I that, you know, he's coming from just a moderate family in Georgia, and you know, just has had great success, and everybody knows his name. He comes here, he's your client, and now you're looking at homes like they only saw in magazines, yeah, prior to that, totally.

Shelby Florenz  20:49  
And, I mean, they're young, you know, I think a lot of players come here and or any young person you know, and they're overwhelmed. Buying a house is very overwhelming, so it's taking that apart and simplifying it still getting them very excited, because this should be a fun process. And I tell people that all the time. I mean, real estate gets very stressful, and you want to keep it fun, because it is. You should be so proud to be able to do such a thing and buy this house, you know. But, yeah, I had Trevor Lawrence come in. I was lucky enough to have him and his wife, Marissa, as my clients. And just, you know, great people have become friends, but they come in and they're like, holy cow, not only does Trevor have the pressure of Jacksonville Wayne on his shoulders, but I have to have a place for me and Marissa to feel safe and comfortable and to call our own, our first house together, you know. So there was a little pressure on me for that too, to find them that house, and we found it off market, luckily, with local agents helping me, you know, truly, that circle of Realtors like we talked about in the meeting, that has really helped me grow and trust

Tracy Hayes  21:44  
so because, well, when you're in that kind of realm, they're special clients, special for whatever reasons. You know, successes. They have had some we know, some we don't even know. And they walk in because they walk into a restaurant that we would be in, and you wouldn't realize that that person is worth whatever they're worth, and and, you know, that's one of the unique things about Jacksonville. Oh yes, yeah, you don't know who you you're seeing. I often times like, Yo, I'm down there and I see the players. I'm like, if I ran the player at a restaurant, would I one recognize who he is? Because obviously, most time they're wearing helmets and they got a number on them, right? They're wearing the number you know who they are.

Shelby Florenz  22:22  
You know, who they are, totally, they're like, six, eight. You got to do something, yeah,

Tracy Hayes  22:28  
yeah, if some of the offensive line would you do either, yeah, yeah, football, you're one of those guys that like power lifts and something.

Shelby Florenz  22:40  
But it's so true. You know, we're not in LA, or we're not in New York, where there are celebrities roaming the streets. I mean, our football team is our celebrity status, which is

Tracy Hayes  22:48  
super fun, right? Yeah, you're not, you're not likely, yeah, in LA, or you drive through Beverly Hills, you could pull up to a stoplight and, you know, some famous actor can be parked right there, and it's like, no, no, no big, no big deal, right? We touched a little bit again. I'm always referring back to sales meetings. I told you I'd ask these questions again on the podcast recording. So you come back from Africa and have the internship. You're 22 Yeah. So immediately you're working with, you know, these high profile people like you said you brought these you're bringing these athletes in front of the kids, the different things you were doing over in Tampa. They're, you know, you're working with them, communicating with them. They're generally, I find the most part, players generally go with the flow. Yes, they know how to, they know how to just, like, casually walk in and like, they're probably a little easier than the average person to work with from that standpoint. But you're, surrounding yourself by these people who have performed at high levels, in this case, athletics. But I'm sure you also, because you're also working in that luxury market. You well, not saying you even have to be in the luxury market. I mean, you could be any home, really, these affluent buyers to stay in front, because that's your marketplace. What do you do? Or what did you learn personally that maybe, maybe taught you to do something, or if you just but to stay Are you? Are you a pot you read books? Do you? Are you a personal development person? Or is it just hanging around a lot of these top people to understand how to act and react and come across? You know, because you are only you know, you're 32 years old. Yeah, you know, and not, there's a lot of great young people out there, but the average person would not say, like you said, you were always questioned. Oh, are you sure you can do that? You're 28 years old. When you say, what do you do?

Shelby Florenz  24:36  
What's funny? I wish I read more books. Tracy, I It's so funny every morning growing up, my dad would wake us up early for work and he'd say, remember who you are. And I feel like I get, like, choked up talking about it, because I just think that's to everybody. Everybody just wants your authentic you you know, don't change for anybody. Don't try to be like these clients or these clients. I think remembering who I who I am, you know, knowing again, like I talked in the sales meeting. Just my intentions are good. My goal is for you guys to find the house, you know, for you guys to love the house and enjoy this experience. So I would say again, I used to go to Tony Robbins. I used to be high into motivational speakers. I did the crew team with Tony Robbins for a few years, one year in high school, one year in college. So I've always been excited about other people trying to get better and do all that since, again, having kids, I feel like I've lost a little bit of that edge and investing in myself in that way. But I would say that has helped a lot. I'm a pretty darn positive person too, that, you know, another thing my parents taught me was, everything always works out, even if it's terrible. I mean, big picture, it's all going to work out kind of how it should. And that sounds corny, but I think I'm a believer in that that's huge, actually. Yeah, it is. You look back at things that you're like, how could this be happening? And, you know, it was supposed to be that way. Kind of

Tracy Hayes  25:49  
thing, older things, want to work out. Thought, I want to come back to that. Okay? But even the two months you played golf in Montana, made the state championship, you were performing at a high level state championship in any state, unless you're a male playing in a female sport. You know, I'm saying, right? You performed at a high level. I assume you did very well at UNLV. But there was something else on that Zoom interview call with the Tampa Bay box that sets you in motion. I'm going back and saying, right, what was a pivotal point?

Shelby Florenz  26:24  
Totally, I look at that all the time. You know, you look at those big moments in your life and getting that email in Africa like I'm moving to Florida. You know, that really is a pivotal moment. And yes, those interviews leading up to it, yes, I did something right to get me there and everything in the meantime, I always tell my husband, I'm like, even if I went to met you, you know, in Atlantic Beach, that one night I would have met you, because I was made to meet you, you know, like those pivotal moments that those shaped my life, you know, like that happening, moving to Florida, being with the Bradley family, meeting my husband, you know, and leading me to here, and even having my babies, because that made me this is what I want to do in real estate. I look back and trust me, I loved working then in the NFL, but I would have never been able to provide for my family or be around as much as I am. I mean, the NFL, the hours you work for a little amount of pay, it just wasn't what I envisioned for my family. So I think to be able to provide for them and create this life of still getting to be there, to hopefully Coach Soccer one day, and to do those things with them. It gets me really excited. Yeah.

Tracy Hayes  27:22  
The reality is that job with the bucks, I guarantee you, they had hundreds, of course, yeah. And the reality is they, I mean, when I go down to the Jays, I mean, they have a lot of interns. They're all over the field. They're not getting paid that much, but obviously the high profileness of the job, and, you know, you get to hang out. It's cool place and cool people around you. The list was endless for the amount of applications, and you do it on a zoom call, which just says something, I think there had you presented yourself in a way on that Zoom call from you know, contribute to your parents and growing up, you're performing at a high level. And what did your dad do? And what did your parents do?

Shelby Florenz  28:03  
My dad's a chiropractor, and my mom, you know, works for him. And they just, they run their own chiropractor.

Tracy Hayes  28:10  
They set you off, unless there was somebody that mentored at you at UNLV in between? No, it's definitely my parents. Yeah, yeah. I mean, they gave you enough that at 22 years old, it opened. It opened that door Absolutely. What was the other thought? I said to hold on. Hold on to everything always works out. Everything always works out. We're in a market change. Yes, obviously in 2008 you were only showing up at unla, yeah, exactly. So you weren't even phased

Shelby Florenz  28:36  
by was not aware I was living in dorms, my friend.

Tracy Hayes  28:39  
And so we're in a market, but everything works out. And we're talking a little bit this morning, things work out. Yes, we might have a little pain, but we're things will work out, and they've always has. Now, does that mean sit on the sidelines and look, you have to get engaged, right? And I think one of the you mentioned in your bio, there's something about positivity. I forget what the actual words you used, easy to get there was something in your in your bio that refers, but basically, you had a positive, energetic attitude, and you felt that opened a lot of

Shelby Florenz  29:10  
doors for you. Definitely, I think people gravitate towards that right

Tracy Hayes  29:14  
exactly, because when the times get tough, they want to hear now, people do gravitate to the negativity they have to, it's like, you know, eating another burger, like, Okay, I gotta stop the negativity. You got to shut that stuff out, especially, you know, unfortunately, our world in the last, you know, five or six years, the media just wants to suck us in with that negativity. Gotta block that stuff out and stay positive, because things will go through. There are greater people than you and I know, wanting the same things you and I want for everyone to be successful, you know, peace and you know, and all that great stuff, things will work out. You keep doing what you're doing, stay positive and keep working through and you said your dad said that to you, yes every morning, yep. Stick with it. Things will work out. Always work out. The Lord throws stuff in front of us for reasons to strengthen us. Get better. That says, I'm my preach for

Shelby Florenz  30:01  
the day, absolutely, I love it. You got to overcome that adversity, right? Overcome adversity 100% well.

Tracy Hayes  30:08  
And it goes back again. We circle back to the athletics. These guys have been through injuries, playing a soul. You know, the some of these guys have come from like nothing in or perform at a great level, because they're so focused and consistent, and they are focused on that thing, and don't let these other things distract them absolutely.

Shelby Florenz  30:26  
And that's what so many people you never know. What people have been through. You know, it's just, it's crazy, but there's definitely more good out there than the bad. So finding the all the good, I

Tracy Hayes  30:34  
think your dad sets you on the right track, and you just it, just it opened the next door and the next door and the next door, yeah, and you've been surrounded by extremely successful people pretty much your whole adult life. Yeah, loyal people, you know, not saying your parents weren't successful, no, but absolutely, they raised you in the right way, all right. So 2017 we get our real estate license.

Unknown Speaker  30:53  
Yeah? Okay, let's go.

Tracy Hayes  30:56  
We talked about the you thought initially you're just gonna manage some properties, and then you let into the sales. You went over Sotheby's because you knew them there. Yeah, still love them there, but you made the change over to compass. What was, what was that attracted you over there, that thought could

Shelby Florenz  31:10  
expand your business? I mean, a few things I definitely like compass reminded me of Sotheby's and the clean, crisp, you know, the luxury side of things really put me in that direction. Was they have a sports and entertainment division. And I really kind of thought, Wow. I mean, the way things are going, it's been working out for me on this track to have something kind of under my name and to join this other group that is helping the baseball players of the world, or she's married to an NBA player, and to have her be my, you know, a new friend for me, per se, or in my circle to learn from. And, you know, we do these monthly calls. And I am just amazed. You know, I think I've been successful these last five years, and it's been so fun. But I look at what these people have done and who they've helped in the sports and entertainment, and

Shelby Florenz  31:53  
it's I still kind of caters to that. Yeah, so me and Kyle Bosworth

Shelby Florenz  31:57  
within compass are part of it. Out of all of Jacksonville, we're the only two. So you have to apply, and you have to sell, say, 14 homes to a certain amount of whether they're entertainers or celebrities or sports clients. So then you go through an interview process. And I was lucky enough to get in this last year, and Kyle was already in it, so I've learned a lot from him here. And so it's just been fun, kind of learning again, from them and being part of this network. So if they have a player that gets draft, they're like, Oh, well, Shelby's on the sports and entertainment division there. And I really think, you know, she's helped Trevor and Christian, or whoever she should be good for you. That Interesting, yeah? So that's been, really never

Tracy Hayes  32:30  
knew that existed. Not a lot of people do, yeah. So does this compass itself, you know, obviously work, or maybe even was created from someone who is, you know, from from the buy a player, buy a star, buy. We call it representative of them, or in the financial world, because obviously, when you get huge sign on bonuses, or some, you know, these big contracts that some of them sign, you have special people managing your money.

Shelby Florenz  32:57  
And it's and then that's the thing. Ben moss created it down in Miami, but like, Tony Dungy is a part of it in Tampa, so he overtakes kind of the bucks and the Tampa side of it. But I do, I think they started that knowing we have a lot of clients, how can we all kind of put them on this luxury chain where we're interviewing these guys? So we're not just referring them out we know them. We're a part of this group that we trust wholeheartedly, and we have a female, we could refer our male, or whatever they're looking for, specifically so but, yeah, a lot of, obviously, my clients have, they have their people, you know, the agents finding them a realtor they're not finding. I mean, they have these people doing everything for them.

Tracy Hayes  33:31  
And a lot of these agents are in Chicago or New York or I've

Shelby Florenz  33:36  
got referred to some from their agents, which is really cool that my name has trickled to the agent. And that's actually how I met Trevor Marissa through his agent, because he had heard about me through a friend of the Jags. So it was, it's just interesting how it all, yeah, yeah, I

Tracy Hayes  33:49  
did not, you know, it makes total, complete sense that someone would find that niche. Because I said the players are moving from here and there, whether it's the NFL, Major League baseball, hockey, whatever. And you know, to have that, that real estate agent plays a role in all part of that, as well as the, you know, how much money they if they need to borrow money, you know, I'm sure their financial advisors saying, you know, just put the, you know, so much down you need to, you know, keep the rest cash. We'll make the payments every month, right? Yeah. So how they, you know, are lent money, and especially if they're, they are buying two or $3 million home or whatever, LA, I imagine would be twice as much.

Shelby Florenz  34:22  
Oh, exactly. And that's the most important thing. I think. The minute they sign a contract, they're like, where do I live? I don't want to be at a hotel. I need to find a place for my family. Again, you want to find that safe haven that you have if you are a celebrity or a figure like that, and you really do, you think about that their home is kind of number one on their list.

Tracy Hayes  34:39  
You get, you get you had your initial sale. You have a taste of that. You're invincible, I'm sure. But now that first sale with Jacqueline's over, you sold, yeah. What are you doing next? This time? What? What in that first year? What are you doing? Because now it's now, it's like, okay, now I actually have a business I actually need to do. Out there, right?

Shelby Florenz  35:00  
I think it was going into the office being like, what do I do? You guys, you know, Brian, Jane, what do I do? Teach me. And I would, you know, follow Brian and go to these big appointments with him on these multi million dollar houses of like, wow, you know, but I did. I started by mailers, like, in my neighborhood, you know, my husband, I were living in Oak Ridge at the time, and I was like, Okay, I'm gonna farm this area, because I love it. It's really easy to sell something you love. And I say that, and I say it again and again, because that's also why I love my job. I'm like, hey, I can sell you Jacksonville all day long, because I love this place so much. I'm not selling you something I don't like.

Tracy Hayes  35:30  
I have it down here my two minute warning questions, but just since you're on Sunday, what is your favorite thing to do in Northeast Florida? What are the forensics do? Oh, we

Shelby Florenz  35:38  
go to the beach a lot. We love it. But I mean, my husband, I like to golf, like, if we're gonna go on a date, night like or Day date, love to golf. Love to be at the beach. We like to go fishing with our boys. I mean, we, yeah, I don't. I like

Tracy Hayes  35:50  
Northeast Florida offers from boating, obviously, the beach, plenty of golf places if you want your tennis player too. All those things are here in Northeast Florida. And like you said, is I had another very popular broker mentioned we were having breakfast, and he mentioned our the little gem of Northeast Florida is being noticed, yeah, because we have this nice river, it provides that atmosphere if you want to be on the river versus the ocean. You know, when we go boating, we like to tube in the St John's. We like to go to the beach and we go to the intercoastal or offshore fishing or something like that. I don't like tubing in the intercoastal. It's nobody needs a lot faster. And it's narrow, and these big boats go through. It's basically a highway of boats sometimes. And yeah, my kids drop off or something, yeah, so anything but the gem of Northeast Florida.

Shelby Florenz  36:39  
Oh, we're so lucky to live here. I pinch myself every day, and we got that, we got the sunshine.

Tracy Hayes  36:42  
So your experience, and we tipped on this a little bit, but I wanted, I want to see if you can make a direct correlation. So you're interning with the box, you do a little time with the rays, and then Gus brings you over here, and you're running his house basically, yeah, this because that isn't that mean that's really what you're doing. You are because I imagine his wife being, you know, it's kind of like the First Lady totally, they have to, they're, they're involved in a lot of, a lot of

Shelby Florenz  37:09  
those community relations, exactly like they're big. They give so much back. And that was, like, the best part about them, along with a lot of other things. But they wholeheartedly get back. So she was like, I want to make sure all my coaches wives feel comfortable. I mean, she was just hosting and doing all that. So we were like, let's tag team this. What can I help with? What can I help on the Community Relations part? What can I help with here? What can I help for you to be able to breathe or go to a workout class or whatever? But yeah, it was truly just tag teaming and figuring it out,

Tracy Hayes  37:34  
because those in agree or disagree with me, those people that have reached that level are they're maximizing what they're good at, right? Absolutely. Gus is all about football. That's all he's doing. And those guys are down there four or five o'clock in the morning, especially the head coaches. They're watching video and a lot, you know, because that is their whole entire every play is important to them, yeah, and in every and in every player and how they're interacting, and the 50 some guys, plus others that are on their roster, in the back end and so forth. So he's totally, he's gone all the time. Yeah, you know, you see him, maybe, does he make it home for dinner? Maybe occasionally. Yeah, what part of this year? Yeah, she's involved in and has to be the face. There's a lot of energy that has taken when you are doing what she would, any head coach's wife would do. Because I think I was just watching a movie not too long ago, and it was talking about the colonel's wife, and the whole division goes off as an Army movie, and the wife of the colonel, because he's the head guy, she is the head lady, and she's corralling all the wives, right? And she's taking care of those first year wives, just like those first year coaches coming in. Their wives are coming in. And this is how it works. And you may get fired halfway through the season. You may get you may be here three years, right? The life they know, the lifespan, yeah, is not the average time you're there. It's not

Shelby Florenz  38:59  
no in relative thing, not at all. And that's exactly what she did, and she does a great job at it. You can't not love Mick when you meet her, and then you have to think they're also hosting on the weekends, because family and friends come to watch the Super exciting time in your life. So it was, you know, going to get their family for pickup, some airport pickups, and getting food catered, I mean, just to make sure everyone is taken care of, which they do. But yeah, I mean, I learned so much. I always that was the most crash course I've ever

Tracy Hayes  39:24  
you know, Crash Course young. I mean, just, I mean, there's a lot of organization involved totally, and they must have loved you because you were performing at a high level, at least in their eyes, what they expected you were doing it. And I didn't ever thought about all that. But that's, common sense. Their families are coming into town, I imagine, constantly,

Shelby Florenz  39:44  
oh, it's Yeah, because they want again. It's like such an exciting time in your life, right? I mean, it's never last long, you know, in this profession, and you just don't know, but people want to support you and be there, but, yeah, they want to come visit too, because you're not getting a chance. You know, Gus siblings aren't getting a. Chance he's not getting to go see them. So they're going to come see you. We miss you. Haven't seen you in a year. We'll come see you and your kiddos, because we can

Tracy Hayes  40:07  
surround the game or Exactly So, so what? So what do you take? You know, roughly 2223 when you start doing that, until 2007 17. Well, we'll go beyond except to what, what you do today. Those those things, what if you take two or three things out of that, and what you implement, how you what you learn there, and how you implement in your business today, what would those things be again?

Shelby Florenz  40:30  
I would just say, like, I want to say trust and honesty. I mean, everything I did, it was just, you know, being there for that family, being there for my clients. I mean, even if it was senior night, it's just Carter, I'm there for you. You know, knowing that kid, and same with these clients, like, they want you at every walkthrough, I'm not going to send anybody else. Like, no, you're my priority. I'll be there for you at inspections. I'm going to be there no matter what. When you call me at 10 o'clock at night in panic mode, I'm going to answer my phone. I I'm there for my clients. I was there for their family. And I would say that was definitely a correlation. And then, like you said, I mean, I think positivity and everything you do is going to make everybody more excited around you, or want to come back to you. You know, you crave that, to be around positive people and excited people, because that makes everything a lot more fun.

Tracy Hayes  41:16  
How do you we talked again a little bit earlier you got you're growing this past client list now from Jacqueline forward on there. What are some of the things? There are some tips that you can share with some agents out there, things you do to each and every one of those clients, whether they bought the $500,000 home from you or the $5 million home from you. What do you do consistently to stay, hopefully, top of mind that again, they're referring their friends or family, or when they circle back around and, you know, I'm sure you've probably had some people that have actually bought and sold and bought a new home with you in five years, because that happens a lot here, absolutely, neighborhood, the

Shelby Florenz  41:55  
neighborhood, yeah, I would say I can't give away all my secrets, but, like, I told you, I mean, I think, like, I'm big into like, sending a box of cookies or just thinking of them, whether it's their anniversary, or sending a bottle of wine because it was their birthday and I found out where they were eating that night. You know, I think it's the little things that go a long way, knowing people are thinking of you and wow, that was really unexpected and really exciting. I like to do stuff like that. That's fun for me to give back. And again, I think, kind of out of left field. It's even more fun when you can surprise them. They weren't thinking of you, you know,

Tracy Hayes  42:25  
high level the word concierge comes to mind, yeah, to me, yeah, you do. You do a high level concierge? Because a high level concierge, someone comes in and is staying in the Presidential Suite, yeah, and, you know, they're going to dinner. You're, you know, one of the concierges, and make sure you have tickets. You need tickets to a show. You got a bottle of wine at your table. They they'll go out and do those little things to let them know. And would you agree to let them know? You're thinking

Shelby Florenz  42:53  
about 1,000% I used to book a four top at North Beach fish camp every Friday night for like, a good amount of time, because it was always hard to get in. So then when my clients come, clients come in on the weekend, they're like, Do you have any recommendations? Yeah, I got you a reservation at North Beach, Fish Club, Fish Camp, best restaurant in town, really hard to get into seven o'clock. It's under my name. And I think people are like, holy cow.

Tracy Hayes  43:13  
Like, if you didn't have somebody, did you go? Yeah, we always

Shelby Florenz  43:17  
I would cancel. Luckily, North Beach is pretty loyal to me. They always take care of me, but I always, like, would do that at marker 32 or North Beach, because I'm like, Friday night stuff to get into anywhere. Then people always ask very and it doesn't cost anything. It's just, yeah, well,

Tracy Hayes  43:33  
if you didn't have any by noontime on that day, yeah,

Shelby Florenz  43:36  
North Beach usually calls you and confirm. So it reminds me, oh, crap, I had that. But that's always a fun little thing again.

Tracy Hayes  43:42  
That's, well, I mean,

Shelby Florenz  43:44  
obviously giving away my secrets.

Tracy Hayes  43:46  
Wow, there's, I think there's plenty of to go around.

Shelby Florenz  43:49  
Yeah, definitely, lots of reservations go around

Tracy Hayes  43:52  
the abundance that you have found in your life, and you're on your niche. You know, the service you give. You know you like you said, you just added a transaction coordinator recently, because your cup got full and you needed some help on some things and doing the right things, consistency, but a little, I mean, you you don't have to make it, make it there. But like I said, it could be just, hey, I know your anniversary is coming up. Here's $100 gift card to this nice restaurant or, or, you know, you know, the bottle of wine and those little things to note down. And I think sometimes we get so caught up in life. We, yeah, we forget those things. I will occasionally, actually, I mean, I like to send birthday cards to my people. I have a thing that doesn't I send them a couple, you know, brownies with it. And over the years, it's gotten so big, I've actually, my sister needed some a second income. I said, Here, do this at night, so I make sure those cards get out to them. I'm thinking, you guys, obviously the office is that my, course, my business cards, basically the back of the card, and they will come back to me. But it's the thoughts, right? I mean, how many times we've heard that?

Shelby Florenz  44:55  
A million times, but it's so true. It's so true everything we do. You know,

Tracy Hayes  44:59  
I'm sure. Restaurants love you to send famous person. Well, I know that. I call him

Shelby Florenz  45:03  
like, Wait, can we get the back table? Tracy got long hair. We got to hide him.

Tracy Hayes  45:09  
I'm sorry. I'm so terrible with names. Who's the quarterback that went to Philadelphia? Nick Foles, no, no not. Nick came here.

Shelby Florenz  45:17  
I'm terrible too. You know the

Tracy Hayes  45:18  
quarter before Trevor, the quarterback before Trevor.

Tracy Hayes  45:22  
Oh, minshu. Mint,

Tracy Hayes  45:23  
yeah, so I'm down at the practice field and no one knew who he was, no no one knew who he was, and he was best friends with the free safety. Both of them had a little bit longer hair and so forth, but they were like before minchu Mania happened, they could just, they would walk into the movie theater or the restaurants. They were probably renting an apartment, and then when he became a starter, and everyone knew who he was, and all sudden they were talking about how he had to go to out to watch a movie, had me let in the back door and the restaurant, yeah, literally overnight. Literally overnight. Yeah, they're chasing down. There's been some consistency in the show here. I was gonna start to wind down a little bit, how important, because I know we're talking about the celebrities, but for your sake, as a real estate agent, representing your professionalism, it's easy. It's easy to show a lot of the houses I would imagine you show, because they're, I mean, they're nice. Now, I have seen some that are like, several millions of dollars, like crazy stuff people do. But hey, if you got that kind of money and you can do that, all right, all power to you. How important for an agent new maybe you got started, don't know why your business not growing is educating yourself on the business in all aspects.

Shelby Florenz  46:36  
I mean everything. Again, I think even if you have these 23 year olds or I'll have six year old clients, and a lot of these coaches, obviously, or anybody, have moved 10 or 12 times. So for them to look at you and say, you know, what should I do? I bought, I mean, they've bought more homes personally than I, you know, have, yeah, exactly. So I think to make sure that I have completely educated myself on what I am doing, and being so young, I have to do it 10 times more than the next age, and I feel like because I am going to be questioned on that to make sure I am an absolute master at my craft. And so for I have these clients who have, again, bought and sold 12 houses on their own. So I need to make sure, hey, I've got you I know exactly what I'm doing. I know where our markets at. I know what you need to be doing. I know where your interest rate's at, you know, I know where to send you and have the right inspector work on your house, and just cover your bases at all costs. It's very important,

Tracy Hayes  47:30  
how important? Because I mentioned in some of these homes, in some of these neighborhoods, that some of these, you know, multi million dollar homes are in, there's some unique little heterosyn tracyes about the house, maybe that, you know, they got the certain range. A young, 21 year old ball player wouldn't know the difference between one oven and another one, right? And to actually go and do your due diligence to learn some facts about some of these, some of these little gems that might be in there, if you want to call them gems or just unique things about the house, it's not just showing, hey, here's a new construction home that x builders building for $500,000 some of these homes have got some unique stuff in them

Shelby Florenz  48:07  
well, and that's what they're paying for. You know, so much of it is, you're not just paying for the size of the house. I mean, a little bit price per square foot, but you are. You're paying for the upscale finishes and the appliances and those packages. So you do, you have to be very familiar, so you can show this is worth every bit that they're charging you, yeah? So you feel more comfortable. I'm not just walking into a builder grade, you know what? I mean, four by four. Like, yeah, yeah. I mean, the upgrades are there this cost, you know, or this price makes sense, and being able to make them feel good about that, you know? And again, you do your due diligence, especially in this market, you know, you're bidding over ask, you know, but presenting the cops to them and having that not just saying, Great, great. No, no, I feel very comfortable going this amount over because of this price. If we had to sell tomorrow, we find a good

Tracy Hayes  48:50  
point of these people kind of come in the house and immediately, I mean, they're already, the thoughts are going, I need to redo that kitchen. Yeah, yeah, of course they have the money to do. It's not a money, yeah,

Shelby Florenz  48:59  
but time's everything with them. Oh, there's not a lot of time. So, I mean, you just don't know how long you're going to be in a situation. So so much of it, and they don't want to get in season, whether you're a coach, a player, I mean, anybody in their high point of life, or say you're having a baby, you don't want to have to renovate during that. So timing is everything. So it's, Hey, can we buy a house and maybe have one month of landscaping or whatever while we're gone, and then move in season starts. Or, Hey, I'm having a baby and my house is ready by then, but timing is everything. I definitely think most of my people at this stage want to move in, ready. How, how

Tracy Hayes  49:32  
much of a resource Are you for them? Even post closing is obviously a lot of like that. Concierge, yeah, you're that concierge. Hey, well, we need the right landscaping service. I'm sure you have two or three guys on speed

Shelby Florenz  49:45  
dial and that. And that's, I think, my thing is, I'm not just gonna end you at closing. I mean, if whatever you need, I'm there for you. I mean, if you need somebody two years after you lost, you know, your paperwork for homestead exam, I'm gonna follow up. I'm gonna follow. Find that if you don't know something about an easement, or can I do this in my Hoa, well, Pat's on speed now at Marsh Landing, I got you, I got the answer. I mean, I take that off their plate because it does become overwhelming. It becomes stressful.

Tracy Hayes  50:10  
So I want, I want to go, and I think you're going to agree with this tip. And it's been mentioned before by another luxury, Lisa Barton as well. Love Lisa, yeah, you've got to have these top services. Now, in your case, you have a young, 22 year old, fresh out of college, just getting married and never owned a home before. They're coming in and they're gonna, they're gonna have this whatever, 1000s of square foot home. They don't anyone have an idea what it takes to take care of a home like that, and how important it is for you to line them up with the right people, the right landscaper, here's the right we're in Florida. Right? HVAC person, yeah, all right. Plumber, these are the people who are going to call and take care of you. They're not going to come in here and get in your business, get in your way. You're going to take care of business and get out of your way.

Shelby Florenz  50:59  
Yeah, but it's also me calling the landscape guy practicing. Hey, I have this client. Don't want to be bothered. This is what we need. I will take that off their plate. I do.

Tracy Hayes  51:06  
Yeah, I mean, but even Yeah, just so you know, whether it's ongoing or you're kicking it off, right? That's the service you provide in that home. And because the reality is, if they're calling you and they have an issue. Hey, who should I call? My the air conditioner is not working. Who should I call? Yeah, you should call him. And that's but you're touching them, and you added value to them. So when they do look to sell, they get traded, or just, you know, whatever happens in their life. Who are they thinking about the realtor they call? Who should I call? Who's the best HVAC person? Who's the best this? Who's the best that's a great, yeah. I mean, I imagine these young people, they see you as, I mean, it's as providing that concierge service. What do you think I should title this podcast? But Shelby Florence, service. You like that? I like, yeah. You okay with that? Yeah? Because that's what I think you provide, and that's why you're successful, because you don't end at sale. You always are available. And then I'm sure, like you said, you leave them a list of top people that will take care of them, because there's they are special. They want some privacy, and not anyone can go and service them. You know, their needs, regarding the house and so forth.

Shelby Florenz  52:20  
So I like to take care of people, for sure. Yeah, I think that's what a concierge does.

Tracy Hayes  52:23  
We talked a little bit about the salesman. I don't think we talked about it here in the podcast. But how important is it to consistently, which it sounds like when you went to Sotheby's, you did and encompass to surround yourself with top people. Go out and have coffee with them. Go have lunch with them, these very successful people you represented. You mentioned one of some of the things you you call up the wise and say, Hey, let's go have let's go have a lunch, or let's get a glass of wine or something. How important in your career, and as you grow it at only 32 years old, to surround yourself with these successful people just keeps pushing you along and moving you forward.

Shelby Florenz  52:59  
I think it's everything. And in this last few years of this crazy market, it's really pushed me to call these agents because I need the inside. I need to find this before it goes on market, you know. So it gave me this, you know, we always laugh. A few of us agents like, you know, I'm calling these 10 realtors. What do you got? Do you have this? Do you have this? You know, but we got to know each other so well from us just starving for houses, you know, but it created this little niche of us, like looking out for each other. Oh, shall we mention me? Two months ago, she needed somebody for this budget, and

Tracy Hayes  53:27  
they're calling you now. Well,

Shelby Florenz  53:28  
yeah, now they call me, and that's what's really cool, because I, you know, like, I have no problem picking up the phone and calling again. I'm a talker clearly, you know, an hour and a half later on your podcast,

Speaker 1  53:38  
but hasn't been there. We're 58 minutes. Okay, guys, good again.

Shelby Florenz  53:42  
I think that has been so much for me and so helpful, because now they respect me too, and they remember my name, you know what I mean, and then you do a deal with them, and you act, you know, super class. How many of

Tracy Hayes  53:52  
them come on a possible listing coming up? They're like, You know what? This would be a good one for one Shelby's Yeah, and it's

Shelby Florenz  53:57  
so I love it, even if I don't have anybody, I'm like, I love that they thought of me. It says a lot.

Tracy Hayes  54:02  
Respect, yep, respect for sure and obviously trust. Yes, there consistency in what you do. Can you tip on whether it's something that you do every day? I don't care if it's you get it before am whatever. What is it you do now that you've learned over your 10 years of adulthood, that you are, that you've put in your game, you're consistent with, whether it's in real estate or life, but attributes to your because I think, I think in our business, when you're a real estate or loan officer, you live what you do. You are who you are. You're a real estate agent. Your launch wherever you're at. You're, you're, hey, I'm a loan officer, hey, where you're at, your real estate agent. So we live our lives. We live our business. Yes, what is it? The one thing that you say you're consistent at,

Shelby Florenz  54:44  
I run every morning. If I don't sweat in the morning or get my workout in, I'm a crazy person. So that is just my husband knows. He knows, yeah, do not like that. That's got to happen, or else, between

Tracy Hayes  54:55  
the alarm going off and you in the middle of your workout don't get anywhere.

Shelby Florenz  54:59  
Oh, exactly. Let me get it done, because then I'm good. Then I come home, I wake up the boys, I'm super excited. I got my day scheduled out. But man, if that's missed, no one wants to be around that.

Tracy Hayes  55:10  
So it's, you know, as everyone says, you work out of sends off the endorphins or whatever, and that gets you going. And again, you listen to a lot of the top people, whether it's Dwayne Johnson or, you know, yes, some of them are at four o'clock. Dwayne Johnson actually gets up at 4am he does his cardiovascular workout, has breakfast, then goes out and he goes and he calls it slant, slamming and banging, or something, whatever, lifting weights.

Speaker 1  55:38  
You know, that's, I wish I woke up at four. I'm not there, but yeah, because that's his life, and

Tracy Hayes  55:43  
that is part of him is do being in that physical fitness, yeah, that says that's why he has, you know, the things he's done in his life and gotten to where he's at. So that's my

Shelby Florenz  55:53  
45 minutes. Then I'm ready to give everybody else my energy. So how?

Tracy Hayes  55:56  
So that that's your mojo. That's my mojo. How important? I mean, on a scale of one to 10, like it sounds like it's 10 to you that you do that. And what if you're a podcast listener, you'd like to read books, whatever it is, it gives you that Mojo. Because I think we all need it every it's like spinning plates, and if you let this plate start to slow down because you didn't get your workout, yeah, it might, it's gonna well.

Shelby Florenz  56:17  
And I think, like, that's so much of my job, and our job is, I, my job is to give energy to other people and to invest in them, and that is what I genuinely love to do, but to be able to give 100% to my kids and my clients and to pick up those phones and be excited and fully focused on their transaction and getting them there. Yeah, it's I have to have my 45 minutes first, because that's all I need. And then I'm ready to, like, All right, let's focus my energy. Let's, let's get this done

Tracy Hayes  56:42  
kind of thing 100% so consistency, I imagine there's other things in marketing and so forth. You can reach out to Chevy, and we could probably talk a whole nother hour just about those things. Are the things you've learned. But starting the consistency in your life, in this case, you get up early, you get that workout in, and your your days off into the radio. All right, I call my two minute warning questions. We've already answered one. What's your favorite things to do in Northeast Florida since we were on that subject, the question I've asked on every single podcast, is it more important who you know or what you know?

Shelby Florenz  57:13  
Oh, that's actually a really good question. I would say what you know, but I don't know, maybe who you know? No, I guess in my situation, probably who you know. I don't know. That's interesting. What do you say? The percentages of who says what?

Tracy Hayes  57:27  
Well, I think it's at least two thirds say who you know. But I think the what you knows don't realize it was the WHO that actually got them to the what, totally I mean, obviously you well, just evaluating you in the hour we've known it hour and a half. We known each other. You know, I think your parents brought you up great work ethic and so forth. You go and it, whatever they did opened a door for you. You meet Gus Bradley. Things accelerate in your life. Gus introduced to this person. All of a sudden, you're doing that. And also these doors start opening all over. So I don't now, obviously did. You were smart and brought things in as you were taking them in and absorbed them and learned them, and then were able to put them back out, because the door opened. You knew, hey, I know how to I know how to turn to the right. I know how to turn to the left. You learned how to do that. But who opened that door, to open that path? So to me, you are who you I just

Shelby Florenz  58:21  
want people to think you have the you know what I mean, I think there's always opportunities to

Tracy Hayes  58:26  
would you agree that your success in real estate, because we've talked about it for an hour and a half now, referrals? Yes, it's who you know now, you got to perform when you

Shelby Florenz  58:35  
Yeah, I think that's why it's hard for me to say, Oh, it's just who you know. I mean, who you know doesn't get you there.

Tracy Hayes  58:40  
But you didn't know anything about real estate, really, right? You were what, 20 767, years old, didn't know anything about real estate. And you're like, Okay, well, they trust me, you're right. I need you to watch the house. Well, that's a who, yeah, okay, I need to go get educated. Yeah, then you got to educate. I'm on the hoop. Okay, I gotcha. I think it's all who. Again, not saying you can. You have to be competent. You have to know when the who gives you the opportunity to take advantage of it, but the who opens the door, you're not wrong. You impress someone somewhere along the line, I appreciate you coming on the show.

Shelby Florenz  59:17  
Thank you for having me. Happy to be here. I

Tracy Hayes  59:19  
am so glad to meet you. Now, I know we know who sells all the houses to all the guys downtown and but if anyone, I assume, if anyone wants to reach out your show, your your, her information is going to be in the show notes. Guys, please, if you're listening to the podcast, please, Like subscribe to it the audio part of the podcast. I do still originate loans, so hopefully I'm adding value to your lives. I think some people I have, some people say, Do you originate loans anymore? Big Podcast. I'm a big podcaster. I wish I got paid for this. Okay, I really do. Trust me. I love the conversations with great people like

Shelby Florenz  59:53  
awesome I appreciate Thank you.