Paige Wajsman: Solid Career of Consistency and Education

Tracy Hayes  1:06  
welcome back to The Real Estate excellence podcast. Your host, Tracy Hayes, another best of the best on the show today. Most recently, she was awarded a top individual producer in the Northeast Florida region for Keller Williams, eight closings in the month of June for over 3.6 million. May, she did over 2.7 million. As we can see, she is consistently in the million dollar club with Keller Williams, Jacksonville. She is recognized by Jack's real producers magazine for her production in 2021 she's a luxury real estate agent with Keller Williams. Let's welcome Paige Weisman to the show.

Paige Wajsman  1:40  
Thank you. Thank you so much, Tracy. I'm so glad to be here. Thanks for having me.

Tracy Hayes  1:44  
Thank you just, you know, doing some research on you. You have that the Mojo behind you recently in the you know, May and June with with great production. So I really want to dig out of you today. You know, what are some of the things that you're doing in your business? You know that we can hopefully inspire new agents or anyone listening to show maybe there's something you're doing that they're not doing enough of so but let's kick off. Where are you from?

Paige Wajsman  2:10  
I am originally from Birmingham, Alabama, and left when I was 18. Actually went to the University of Michigan for my freshman year of college and LinkedIn didn't tell me that. Wow, wow. Was it cold. Yes, seriously, so I it was really too cold for me, kind of dreary, yes. So reapply to college again. Applied to Texas and Florida, and never looked back. I've been in Florida for since 1993 graduated University of Florida in 96 met my husband while I was there, and we moved to Jacksonville in 1997

Tracy Hayes  2:46  
Yeah, Michigan is cool. I mean, that that's where I in 2005 I chased my now wife up there. I was living in Troy. She was over in East Lansing, so it's about 80 miles away. So I you know, she was near Michigan State. But, yeah, I drove up there with a Mustang with rear wheel drive, and one morning I come out, and it wasn't a deep snow, but there was enough ice and so forth, and plow had gone by, and there was just this little hump of ice, you know, behind the in front and in front of the car that it was hard for that Mustang to get over that. So I immediately went and traded it in and got a, got a one of the Jeep products, not a jeep, Jeep, but I forgot what the commander, I think you had to get out of that snow.

Paige Wajsman  3:29  
Yeah, I actually have a funny story. So growing up in Birmingham, my father was Die Hard. We have a fan. And I remember going actually to a game with Paul Bear Bryant. Anyways, prim and proper, everyone in Birmingham and Auburn and just like changed that much. So I'm in the fall of my freshman year at the University of Michigan. My parents came up for a game, right? I hadn't yet been to a game in Michigan, a home game, so as we're going there, my father is letting me know that the top of the stadium is ground level. So we are on, you know, we're under the ground freezing, fall day freezing. So we're used to pop pop. You know, who wants a pop? Who wants a soda pop? This is hot chocolate.

Tracy Hayes  4:19  
Then they pull out their bottles and put a little

Paige Wajsman  4:23  
bit really, what an experience. I mean, we were all freezing.

Tracy Hayes  4:27  
Yeah, it is. It is a different lifestyle, for sure. Even growing up in the northeast, it doesn't get as cold, you know, I grew up in Cape Cod, it does not get as cold as it does in Michigan. It's a totally different way.

Paige Wajsman  4:40  
It is different kind of cold, different than Colorado. Yeah, cold to the bone.

Tracy Hayes  4:45  
So you saw Out you come to the University of Florida. What are you thinking from a career wise at this point, you're, you know, 20 Well, at this time, probably 19 years, 20 years old. What are you envisioning yourself doing? Or are you envisioning anything?

Paige Wajsman  5:00  
That's a great question. The other reason I left the University of Michigan, believe it or not, is as large as the school is, they did not have an undergraduate major for registered dietitian. They had it for graduate school, which was, is very strange, because it's, it's very common. So actually, was going to be an RD. That's my that was what my goal was. I was very into healthy eating exercise, and, you know, I transferred to UF long story, mom, she's fine. Today. She got breast cancer. And one of the summers I was there, I was taking microbiology. Anyways, the sciences that you really needed for registered dietitian, right, turned out to be very difficult for me. So I pretty close, got pretty close to it. So I graduated with from Florida with a Bachelor's of Science and Health Science Education that allowed me to either do worksite health promotion, school health or nonprofit. And actually came up for one of the summers at St Vincent's Wellness Center and did some stuff for them. It was an internship over the summer of 96 so first job that I could get Johnson, and Johnson, at the time, was the only one that was really doing the work site health promotion and kicking it off having this was way back again, you know, in in the mid 90s that they had a facility, and they did blood work and cholesterol checking and all of that they offer that. So it's really hard to get a job, but I did get a job doing school health, first in donellan, the Ocala School District, and then that's how we came to Jacksonville. I My husband got a job here at Winn Dixie stores, and I was working at Fletcher High School at the beach. Oh, okay, and School Health, so that was, how long do you stay at Fletcher? I was there about two years, had my first child, but school health was not really what I had wanted. Long term, sales is in my blood. So I actually started working at the University of Phoenix, which is a college for working adults as you as I'm sure you know

Tracy Hayes  6:59  
advertisements for them now you say that I have not changed? Yeah, they were big on advertising for a good bit there.

Paige Wajsman  7:06  
Yeah, they, they really helped a lot of working adults get that MBA, right? So it is salesy you are compensated for the way or how many enrolled, you know? And I quickly went from enrollment counselor to enrollment manager. And, you know, once you said,

Tracy Hayes  7:23  
you said this, you like sales. What previous experience? Because obviously you went to school for the dietician type work. What previous experience did you have in sales that gave you interest in the Phoenix job? Just be I mean, you know,

Paige Wajsman  7:38  
you know, my father had his own business. He was, and he also had, way back when, a beauty supply store. I am, we'll get to this later, I'm assuming, but I'm a third generation realtor. Okay, oh, well, all right. Circle to that. Yeah, you know my first job right when I could drive. When I was 16, I worked at a Benetton store in Birmingham. I wanted extra money, and that was, my mom has always been in retail. I'm a I was competitive soccer player, competitive diver and swimmer. So you like a little so I think I don't know how much it is regarding the sales as it is, I like competition very much. So like competition. And so I, you know, I think that's

Tracy Hayes  8:21  
so you're at Phoenix for I'm filling this in because I tell all my audience here, I try to research as much as you on LinkedIn as possible. And obviously we've never met face to face before, and so LinkedIn like had this gap between college and your first real estate job when you entered real estate. So let's fill this in. You know what?

Paige Wajsman  8:40  
Tracy, I'm so glad that you are not able to find every detail about me online that makes me feel Yes, university was great job too. Nine to six ended up having a second baby, and you really didn't leave at six, right? The School started at 630 to 930 I didn't get home till seven kids, super young. I never saw never they were going to bed at seven, 730 and after my, my my second child, I actually was stay at home mom for two and a half years. I did end up teaching at my kids preschool, and that was in I was there for maybe a couple years again, you know, the teacher and me. But back in, this was 2005 My husband was still working at Winn Dixie happy there, and they declared bankruptcy. I don't know if you remember back in 2005 they declared bankruptcy, and I was stay at home mom, or making very like a few 1000 a year. And I kind of looked at him and thought to myself, Okay, well, we don't know what's going to happen. And he never did lose his job, thank God. But it took him about six months to find another but I decided I better do something, and I wanted the flexibility, obviously, because I was stay at home mom, and that's what I did back in the day. I guess there were a few online real estate classes, but I knew I needed to escape and leave the home to study, so I went to the Florida real estate Institute and R. Inch Park. He would get home that at five, 515 and I would leave and Tuesday and Thursday, and didn't tell a soul. I was so scared. I was so nervous and about getting my license, about going back to school, about passing my license, even when I took that test, I knew for sure that when I hit that button finished, that I was going to fail and have to retake it. That wasn't the case. But yeah, and I'm

Tracy Hayes  10:25  
so this is now, if I recall, this is 2005 2000 2005 you get your real estate license. Yeah, okay, I was placing it all the way back. So your phone started ringing from the brokers at this time wanting to come over. You knew where you wanted to hang your license at what?

Paige Wajsman  10:42  
What's Nope. I interviewed at two places, Watson and and Keller Williams, and due to some timings of some of their meetings, that Watson wasn't going to be a good fit for me, and Keller Williams was wonderful, very flexible. When I got into real estate, I was dropping my kids off at school at 830 originally I would pick them up at 1230 but now they were going to stay there. I didn't need to be at home while they're napping, so I let them nap, and I pick them up after their naps. And you know, the coolest thing about real estate, and I'll talk to some of my buyer's agents or anybody about it, I say nobody really knows who you have an appointment with if you have an appointment with your kids at three o'clock, you have an appointment, right? If I have an appointment with a buyer at four o'clock, I have an appointment. If I have a dentist appointment at nine, I still have an appointment, right. So that is something I held true to, and until they were older and whatnot. I mean, still today I, you know, I have one kid left at home, and so she has to be taken and picked up. And with the flexibility of real estate, if I had known it way back

Tracy Hayes  11:49  
that statement, that statement you just made about the scheduling, did someone teach you that? Or is that something you picked up in a seminar? Where did you because I know personally, my lovely wife, she's a realtor as well, and I tell her, Hey, you need to go get that massage for more from a physical standpoint, not for just, hey, I want to have a massage for the pleasure of having a massage. But you know that weekly? And she's like, well, when do I time? So you set the schedule, and you go do it, you have an appointment, don't? You can't be at the whim of everybody, otherwise you'll never get anything done.

Paige Wajsman  12:27  
Yeah, great question, and I definitely would contribute this to my success. And Keller Williams has an incredible book written by Gary Keller. It's called The Millionaire Real Estate Agent. I'm certain you've heard of it, and they talk a lot about the 8020 rule, and a lot about the setting of your tone during the day in the day, your tone, your schedule. You know they advise and want us all to work out. And you know we need to get it. If you don't get anything done in the morning, it's not going to exist. Yeah, I tell people 80%

Tracy Hayes  13:00  
of your day done by noontime. Yes, yes. I agree with that.

Paige Wajsman  13:03  
Yeah. So here's the catch, though, there are no two days alike in real estate.

Tracy Hayes  13:08  
There's no two customers, yeah. So

Paige Wajsman  13:11  
I can assure you that what I'm going to be last night, I looked at my calendar. I knew where I had an appointment at 9am and an appointment at 11, and I guarantee you, when we're done talking, what I think I was going to do this afternoon is not going to be the case. I mean, I already have some text about offers. I already have this I have to set up different things. And so that's exactly right. Get what is the most important things done that are going to help you to be successful in what your goals are and that non important things, either you hire somebody to do them, which I did pretty quickly in my early on in my career, or you have to set the time block for those things as well. They have to get done, but they're not the steps that are going to make you they're not necessarily money varying activities.

Tracy Hayes  14:00  
I you know, listening to industry podcasts, talking to the 75 real estate agents that I've had on the show. That part that you just mentioned about learning quickly that you you reach a lid, and then you've got to start spilling some of these tasks, you know that we like to use the term administrative task, whatever they do, get that transaction coordinator to start spilling some of these things off on them, so you can continue doing the things that keep your business moving. And the fact that you learn that early has to be a really, probably a leap forward in someone who's been in the business as long as you have, because so many hit that lid and hit that lid, and they keep hitting their head against the ceiling all the time because they're afraid to make that first hire.

Paige Wajsman  14:48  
Yeah, yeah. Well, as a matter of fact, in all honesty, my first mentor was Gene rivers, who's actually the owner of the Margit center, and he told me a year and a half at least before i. Did it to hire an assistant. You know, woulda, shoulda, coulda. Finally, I didn't. I was just so nervous about how I was gonna still reach my goals, but I needed to pay her a salary. And boy, that it's so right. Just make a list of all the things you don't find joy in doing when it comes to a transaction. And we're not all the same, right? Some people love details and love paperwork. Others love salesy, negotiating, making phone calls. Others love your end of the business. So it's right, we are all specialized, and it was a huge relief. I was doing paperwork at night.

Tracy Hayes  15:40  
I've talked to owners of large lending corporations in my just in the last six months, and listening to some of them make some statements, and I'm like, you haven't originated recently. You're not part the business has changed from and this might be a bad analogy, but you may agree or disagree, you've been here long enough that you've seen, I think, the transition of the real estate agent being the wife of the doctor who wanted a hobby to do to now you have some really young people that are coming into it as almost their first career, yes, and doing really well because They're they're doing the things that the millionaire book from Keller Williams is telling them to do. They're being mentored. And here, these are the steps to be successful. And part of that step is and it's the same in the loan officer world, the loan officers, if you don't have an assistant, and you're wondering why you're only doing three to five loans a month, which you can make a decent living doing that. But there are people making six figures as loan officers because they are that point person. They are building the relationships and bringing it, making the phone ring, as I call it, and then they have the supports. That's the same way the real estate agents are working. There's no shame against that. There are people who like to be in that cube, and there's other people who like to stand up in front of crowd or go out meet new people. And, you know, that's why you get paid the bigger bucks. You know, it's just, it's just two different jobs. But understanding that is the only way I, of course, I'll go back to Grant Cardone 10x your business is you'll reach a lid, as John Maxwell talks about reaching the lid, or we talked about John Maxwell, preacher, you reach a lid, and you can't go any further until you start to branch out.

Paige Wajsman  17:22  
But you know, we have, I have three things as my job list every single day, every single week. It's networking, lead generating. It's showing buyers, showing buyers homes and going on, listing appointment, building a relationship with that client. And it's executing the contract. That's it. Everything else, I have the right people in place to take care of,

Tracy Hayes  17:45  
follow up on the appraisal, make sure the loans going through, and keeping tabs on the updates of that,

Paige Wajsman  17:50  
like if, for instance, on my way here just got an executed contract, my buyer was just texting me, okay, let me know about inspections and next steps. And I said, Absolutely, you're going to hear from my assistant, Amanda, this afternoon, and otherwise, you know, after this I'm going to go, you know,

Tracy Hayes  18:06  
I was actually talking to a good friend of mine. I won't tell you where he works out there. I'll tell you after the show, if you want to. But they're trying to get out into the retail market, and they're talking about the loan officer that they're the loan officer is dealing directly with the underwriter. There's no processor in the middle, no loan assistant in the middle. And I'm like, You are not going to grow because your loan officer is going to be sitting there. They'll they'll make a relationship. They'll get that contract, like you said, but now they're going to coddle that loan. So they're only good for two or three loans a month at best, because they're coddling and because they're having to deal with the underwriter. Underwriter speaks to no one, and you need to, like you said that introduction. And you know, as a loan officer, as you introduce your client, we introduce Hey, as I got Matt sitting here, hey, Matt's our loan assistant. He's going to be the go to guy. He's on top of it right now. I'm here. He'll keep me updated. He's going to keep you updated. Yeah, and it's the only way to get volume and really excel at what you do, yeah, so many of the have that challenge. So it sounds, sounds like you, you had some mentorship. Or were you, like I said, Were you reading who got you started? Because you seem to move pretty quickly into understanding this at early stages in your in your business?

Paige Wajsman  19:21  
Well, you know, it doesn't have to be Keller Williams, but for me, it was Keller Williams. I mean, they just had a great training program, and I'll say that to any agent out there, if you ask me, What's the I still do training, and I've been doing this for 17 years. Never stop learning, but there are so many details to becoming a realtor, besides learning about all the paperwork and how to do the legal stuff and the contract, there's just so many other details that are not necessarily something that you're reading about or you're at a training. It's the hands on doing, following somebody, watching them how to host an open house, watching them go. Go around with buyers. I mean, you name it, and that's why there are mentors in this business, which is wonderful, but Keller Williams actually is world renowned. It's the number one training, education technology company as far as real you know, real estate goes. And other businesses also are copying kW. But they do. They have this Ignite for new agents. Used to be called something else when I got in the business, and I can't remember what, but I go Mike just sounded better. I go to conferences, both kW and non kW conferences. I follow some of the people that you mentioned, which is Maxwell and Cardone. Also love Tony Robbins. The Fairy network is great.

Tracy Hayes  20:41  
So, so this is a common theme, different stories of how people got there, but education, and I think too, I don't know if I don't want to say General, I don't want to generalize the statement, but the importance of educating and observing even even you as a top producer, you could, like, say, I'm good with my business. I don't need to go see what that that other realtor has to say. Or, you know, or Tony Robbins, he doesn't sell real estate. Why do I need to go listen to him? But how important is it in keeping you fresh with every new buyer or listing appointment that you have to have. I think it's, I call it mental Mojo, to me, you know, listening to a good podcast a positive story, obviously. Tony Robbins, very positive energy. John Maxwell, I mean, you listen to those guys and you like, you want to go run through walls afterwards. Right, right? How important, you know, not only get non realtor stuff from like them. But well, and I say non realtor stuff, because it's not saying, Hey, this is how you need to go sign the contract. It is business and sales and people and relationships, influence and credibility, as we talked about pre show, that you're getting from those guys. But also, you know, like I said, you go to non Keller Williams events, how important has that been in your career? Keep you fresh and bored? 17 years in the business?

Paige Wajsman  22:03  
Yeah. I mean, that's such a great question. One of the biggest things that has helped me over the past 17 years is when you go to these events, you're networking, and that's just a way to for people to know, oh, you're an agent in Jacksonville, Florida, okay, well, this person is in Ann Arbor, Michigan. I need a referral back and forth, and I don't only get referrals from kW agents. Another thing that I learned early on, and it's even more important now, is to surround yourself with five people that are better than you, better and bigger. You've been listening to my podcast, listening to the same thing. Yes, we are, you know, you want to have relationships and be in people's worlds who you want to be. And the top people do that. You know, Gary Keller is the one who says that to us. And so it is just really, really important to keep fresh to educate yourself. I'll tell you, I even have millennial children, but if I wasn't at some conference or educational event and somebody said out loud on stage, make sure you're addressing Millennials the way they want to be addressed, which is mostly by text if they didn't like say that out loud, I don't know that it would have been so impactful. I mean, I would have figured it out. But you have to remember, when I've been doing this for so long, it's a lot of mostly just phone and then following up with emails, we have a whole new world. So yeah, all the brand new night, 1819, 2021, year olds, of course they you know, but the one of the first things you're supposed to do when you have a new client is ask them their preferred method of communication, yes, and so I'm not saying I never text, but I mean, there's preferred methods. Some Millennials just don't talk on the phone at all.

Tracy Hayes  23:55  
Yeah, I've done complete transactions through text message or even Facebook Messenger, yeah, going back and forth. And obviously, since, you know, we talked about the change and staying up with it, since 17 years ago and today, how much social media plays in part of your marketing game?

Paige Wajsman  24:13  
Oh, yeah, that has been a big learning curve, absolutely, and I have needed help education on that. You know of you,

Tracy Hayes  24:21  
a lot of millennials, if you you, I think it's changing the I know it's changing the landscape a little bit from a point, because there are people at home, if you are really good at doing tick tock, if you're really good at doing reels and so forth, there's Realtors there. There are more mature adults like Paige and I who need that assistance, and we will pay you to help.

Paige Wajsman  24:43  
Tracy, my 14 year old, said, Mom, your Instagram needs help. I really want to help Exactly. And you know what? She'll probably will do a great job. I just need her to sit down with my assistant, and the two of them can come up.

Tracy Hayes  24:53  
But, yeah, my son has his little YouTube channel, and he's in there editing some of the stuff. I'm like, I. Actually want to send them to some course, so he could start editing some of my stuff. Yeah, putting it out there is, there is an entire marketplace out there. How, since we're on that subject, how, in your evolving, as, I think everyone is constantly, as social media is constantly evolving, right? There's another, you know, the you know, how the reels are important, or, you know, short term content, we're doing long term content, but we're going to cut some reels out of here where you're seeing something inspirational and re content, repurpose that content future. But how has social media changed? How you do business?

Paige Wajsman  25:33  
It's a great question. I think social media is helping along again, with credibility. People want to do business that we know with people they like, know and trust. So it's not just that you're giving them a sheet that says, I've done this, this, this the old fashioned resume. Now they can actually see and feel, so to speak, what you've done, who you are as a person. That's why it's so important to do personal and business. You're supposed to sprinkle

Tracy Hayes  26:01  
the business one, five to one. Personal, I don't do enough the personal.

Paige Wajsman  26:05  
It is five to one. It's hard to remember my husband, I are fortunate. We have many rental properties, and sometimes I'll just forget to shoot Hey guys coming over to this rental property to go do XYZ? Could be as little as replacing a filter, right? Could be as big as videoing, because this tenant left the place. You know, a big man.

Tracy Hayes  26:28  
Life as a life as a landlord.

Paige Wajsman  26:31  
I think that it allows for me, I really my real stuff is my real stuff. I posted if we're doing vacations, i i i posted not not for people to see, oh gosh, Paige is going on a vacation, but to see that how for family oriented we are, and what that means to me.

Tracy Hayes  26:49  
And so part of that like and trust is, you know, the commonality, you know, maybe you're, you said Colorado, or, you know, maybe you're going to Colorado for vacation or something. Oh, I've been to people relate to that, whether you want University of Florida and people really, you relate that, or the Michigan didn't even know that part of your story, that you went there. Oh, you know, I went to Michigan as well. There's you've treaded over the same turf. People start to relate that. Oh, she's like me. And I think one thing that really, I believe that a lot of people don't understand, and I have, sometimes have to catch this too, but and remind myself as a social media is when someone's watching you on videos or watching if you're watching Facebook Live or watching this in replay, your brain does not differentiate the video versus that person being live in front of you, right? And so you, you, you and I, talking and telling about your story they're, if they're watching us, they are relating to you and your story. And maybe you've had similar past, or maybe it's the same age, or whatever it is, or that you're, like, I said, you're putting those kids out there that, hey, oh, she's got two or three kids. I got two or three kids, you know? And then they start to build that relationship. Absolutely, it's it, although I know, I think you would agree that most people have same pitfalls as everybody else in their lives, just at different times, challenges, whether it's financial or whatever, kids doing stupid stuff, us doing stupid stuff. But it's when you they see it on video, they'd actually say, Hey, that's a real person, absolutely. And I strongly believe, since we live in Florida, and I know this has got to be true, right? We have so many people moving from a distance here that they are Googling us and finding they are going on our social media. They are going on our LinkedIn and saying, Hey, what is their who is this person I'm talking to on the other end?

Paige Wajsman  28:34  
Absolutely, absolutely they are. And talked

Tracy Hayes  28:38  
about some of the change pace a little bit. What are some of the initial like challenges you had early in your career?

Paige Wajsman  28:45  
That's a great question. Challenges? Well, I think when you're first starting, it's always about lead generating. Just as some newer agents that I've recently met, they they're scared or they don't want to contact their sphere, their sphere of influence is, you know, the first thing you're supposed to do is gather your contact list, update, upload it to a CRM, and start calling the people that already know you, like you and trust you, and hopefully So, yeah, you know, I really was a go getter. I i was told when I signed up at kw to find an agent who'll let you host an open house. I did it, and I actually sold that open house to a buyer that walked in. Awesome. So that mine was a rare. There are success stories to the open house. It was such a rarity, but it kicked off my career because I then, you know, I sold it for the buyer, and the buyer needed me to sell their home. So I was super excited about that. Do believe in open houses. Absolutely, they do need to be done, right? But you know, challenges is when I when I was first starting as an agent, as I said, I was also the stay at home mom role. Husband. Worked in corporate America, so I was responsible for everything, right? Getting them to school, picking them up, taking them to the. Activities. As time went on, it ended up getting a nanny because we could afford it. And so those are the challenges. There's been a lot of talk recently about maybe some of the newer agents, not maybe the ones who have become agents in the past two and a half to three years have really don't know what we're getting into right now, over the past three weeks, four weeks. And so it's it's the learning, it's the knowing what you can do and what we've previously done. It's the the agents that already know how to think out of the box on being creative with some offer terms. We've just experienced it. So it really is a longevity type of thing. But let's go back to what I've been talking about. It's the education, the more these agents go to their company's weekly meetings and sessions, or have, you know, a lot of these companies, our companies, we have guests come in and talk about different things. Could be from a home warranty to a lender to to anything staging company. And it's, it's just learning and there, yes, there has to be some time block in the day for that learning. And then never to be afraid to ask any questions at all, never, never

Tracy Hayes  31:10  
two things actually there on your education piece, the education, whether it's at that sales meeting that you all should be attending. I'm not a big fan of the Zoom meetings. There are some times it has to be done, but some, sometimes you got to get in the office and you got to hear the stories, because, as we mentioned, there's no no two customers the same. There's no two houses that are the same. They may be the same model for the same builder, but they're sitting on a different lot, on a different street and in a different neighborhood, whatever, nothing is the same, and you've got to hear the stories. And the only way to navigate, I think you would agree with this through whether they're soft bumps or, you know, a market change, where you you have a larger bunch larger bump to go around. Understand you've been doing this long enough, you know, 2008 nine and 10, the foreclosures and how to deal with that. Rates dropped and gone down. And then obviously, you know, from roughly a year and a half or most of 2021, where, I mean, who 20 offers on a house or more on some of these cases, how are you going to deal with that? And the only way you can do that with confidence is having the baseline of it constantly filling your bucket of education to give you the at bats, really, right?

Paige Wajsman  32:27  
Absolutely, absolutely. And we just need to be asked the questions. But these meetings are when they will share with you. Your brokerage will share with you and say, okay, the interest rates are high. What can we do? Okay? Or speak to a lender, and what is a great educational moment or option is, hey, back in the day, we used to ask for 3% of buyers, closing costs, prepaids. But now let's ask for that 3% and use it to perhaps buy down our rate. Buy the rate down, right? I learned it from, you know, hearing it, I mean, I knew it in the back of my head. It's possible, but amazing loan officers like you are sharing it. Our team meeting are sharing it, the groups that I'm a part of on Facebook that I'm reading about, I'm scrolling and that's happening. And I

Tracy Hayes  33:11  
was just at an event in Tahoe earlier the second week of the month, and that was one of the things we were talking about in some of the from Guys, guys and gals from all around the country. Top loan officers talking about some, you know, strategies to resell it, to keep and obviously, get in front of the real estate agents and show them, hey, there's some, you know, there's some things that US adding value to restructure, yeah, ask for the rate buy down, keeping guys up to date on, hey, you know what? Someone pays a point or two. This will get them here if that's going to make that payment. Is one of the things I learned. I need to bring it up just to share with everyone. Most loan officers know this, but we take it for granted. They're better off buying the rate down than they are for you to drop the price of the home, the payment is going to be less because the rate, not because you dropped the price, and the rate buy down is going to be much cheaper, right? Yeah, so your body, so your seller makes out and gets what they want for the home, basically, are splitting it, splitting hairs more or less, versus dropping it 20,000 maybe they spend 10,000 on points, so they'd have to drop the price 20,000 and, you know, so they win there. It's a win, win situation. But, yes, but going to those events and then sharing it with you guys as you so, so important. I forget what the second part of that thing? There was two things that you said there, and I'm gonna, I'll have to come back to it, because caught up. My thought, there, you went to California for a couple years. I did and you, you stayed with Keller Williams. I did San Francisco. What was that all about?

Paige Wajsman  34:38  
Well, I think that's a big circle. Back to my previous like of education and what that is so I was a team leader. I was head of a very big Keller Williams office, right right outside of San Francisco, in Burlingame, California, over 250 agents, and it's recruiting them and telling them about my passion and. Why I love Keller Williams, and I really did quickly miss the sales part. Though, sales is different in money. I mean, it really is. KW is really cool though. I mean, you can be a mentor for somebody and not be on leadership. You could be a mentor as an agent. But, yeah, we have family out there, and so is this

Tracy Hayes  35:19  
an opportunity with Keller Williams. It wasn't like your husband got transferred out there anything? No, Jason was actually an opportunity within Keller Williams interest.

Paige Wajsman  35:27  
He actually ended up working for the company as well. Oh, it's markets and market center administrator, kind of like office manager who pays, who pays all the ages, most important guy in the office, right in the books.

Tracy Hayes  35:39  
Just, I mean, your experience from here is, we know we've got a lot of Kyle for Californians moving here, yeah, from there. I mean, what? What was your little taste? Because you were there a couple years, yeah,

Paige Wajsman  35:51  
I actually ended up getting licensed out there. Oh, Tracy, I mean, we could be here all day. It is night and day. It's California. It's it's not a surprise. This is very litigious. So it's a bunch of, a bunch of, just a bunch a bunch of, bunch of, bunch of paperwork and disclose this. I mean, more than we even have here. And it's pretty incredible. Some very young, amazing people with the ability to buy the home prices there at that early of an age is mind boggling.

Tracy Hayes  36:26  
Just hearing some of the cost to like to live in San Francisco, whether it's your water or imagine the taxes and everything is just amazes me, and can blow the average person's mind. Or who do you? You talked a little bit about education, but always around, is there a particular person you like to follow, or maybe following right now, I know with me, I kind of change every few months. I might start listening to someone else, or are you listening to Buffini, or some of the other real estate agents, or maybe someone not even in real estate, someone like John Maxwell or something. Who are you? Who's like, your go to podcast or book person, right?

Paige Wajsman  37:05  
So that is a great question. Right now, I am heavily into Airbnb groups because we are on a personally, we're either we're transitioning from one of our rentals to make it an Airbnb, and then we're buying another one. As far as my business itself, training, I've been going to a couple of Glover you Jeff Glover's trainings. Love it a lot. It's got some great resources.

Tracy Hayes  37:31  
And you'll be going to the Keller Williams family of index that's coming up

Paige Wajsman  37:35  
here soon, next month, or this month it's August. Yeah, I always go to all of those, and that's a huge networking opportunity, and it's how I've met so many people, and especially other kW agents. Keller Williams is international. It's all the United States and internationally, we're in Dubai, we're in Israel, we're in South America, Europe. It's really incredible. And as you said, because of that, you know, we have an international business where, when we advertise our listings, you've got people with a lot of money from California, if you've got Canada, you know, when they get uneasy in the stock market, they want to put it in real estate and due to covid, and do the past three years, as we're doing today. It's a video. It's technology to advertise your listings. It's walk throughs. I probably had 10 listings close in. 21 with sight unseen, both investors and primary homes. Yeah, 10 closings and yep and primary. So technology has helped us.

Tracy Hayes  38:32  
Yeah, how important you touched on a little bit by surrounding yourself by, you know, the five successful people, and they may not actually be within arm's reach of you, they may be someone who you coach, or you might be a long distance relationship. But when you go to the big Keller Williams hoopla here this month, how important is you're going to listen to some keynote speakers. John Maxwell, I saw the ad is supposed to be there. You're going to listen to those things. You're going to get some nuggets from them, or some motivation anyway, some energy from them. But how important is like afterwards, grabbing someone to go out to dinner or, you know, meet them for a drink or whatever later, and exchange stories, get caught up and and just be in the business?

Paige Wajsman  39:15  
Yes, so great question. It's an exhausting event for us. For that reason, I usually hold a couple of coffee or breakfast meetings and then happy hour right after the events.

Tracy Hayes  39:26  
So you actively are recruiting people to, yeah, I

Paige Wajsman  39:31  
want to, you know, want to make sure, I want to deepen the relationship that I already have. Yes, you know, somebody's invited me to a wine tour. Somebody's invited me to a vote thing. So it really is a people business, a relationship business, and yeah, well,

Tracy Hayes  39:49  
in from the to give it some context for maybe the younger agents, and that doesn't mean actual physical age, but younger from an experience situation. This. Situation that we dealt with are and they're still dealing with it with the multiple listings, not as much as we did a year ago. But agents were overwhelmed because they weren't prepared, but because you have this network, how important it is that you are able to pick up the phone, whether it's locally or these long, longer distance relationships, to call and rely on, hey, how are you dealing with this? Yeah, and to hear the stories going back and forth, and that's why it's so important to to collaborate with your fellow agents.

Paige Wajsman  40:31  
Absolutely, absolutely at our office on Friday mornings, they have breakfast and everybody gets together 830 to 930 and for this exact reason, just to chit chat and talk about things during the week different than the team meeting, you know. So that's a great opportunity. Also, through covid, you know, we are invited to all these different zooms to like, how we handling this exactly, you know, what are we doing? And, yeah, I was reaching out to other agents in other parts

Tracy Hayes  41:01  
of the country, and you move your learning you know, there's a new learning curve like, Oh my God, how do we handle 25 offers? So you have a new learning curve in front of you, and the only way to flatten that learning curve is to hear all the stories of everyone around it. Now, you may create your own thing to get through it, but you heard enough advice from enough people to form Best

Paige Wajsman  41:19  
Practices absolutely well. And I'll tell you what we're in right now, or what I am in over the past week, is you can go to Zillow and you can see price reduction, price reduction, price reduction, but then you could still get this special listing that has multiple offers. So that's I'm in the middle of that, okay, and it's the educating that I have to do to that buyer or seller, and that's the most important. Because, yeah, they could say, well, Paige, I put an offer on blah, blah blah street, and I was the only offer. Well, then we don't do anything different than what we've been doing. You multiple offers. You put your highest, you know, offer, your best foot forward, your best foot forward, with the best terms. And it's still happening. It's sporadic. It's different areas of town.

Tracy Hayes  42:06  
It's I heard a story recently from another top agent, just casually talking. She listed the house at about it was 625, no nothing. Crickets dropped at the 599 got three or four offers, a half a dozen showings, and they ended up, you know, between the different offers, getting it back to the 625, that they originally started. And this is and having this experience, and hearing that story and exchanging it with you, you you're seeing the scene goes on because, you know, I think the, you know, the typical buyer or seller, you know, how often they handle the transaction, they don't understand the squirrely things that are going on. You try to explain to them, right? You know that, hey, you know, if we offer it down here, we get multiple offers. They'll they'll get in a little bit of a bidding war. You'll get your top dollar, or you can offer it there and get nothing, and then have to advertise that you drop the price, which generally gets most people to pull back a little bit. Oh, why they dropping the price? Right?

Paige Wajsman  42:59  
Yeah. Statistically, if you go out the door first day on the market price where it should be, you'll always win, because if you have to lower the price, then they'll think, Oh, you're desperate, or oh this. And then even your offer will be less than the drop price part,

Tracy Hayes  43:16  
they'll low ball you a little bit to see how desperate you are. Yeah, 100% you list yourself as the page Wiseman team. So is it just you and you're a transaction coordinator, or you have some other tell us about the team?

Paige Wajsman  43:30  
So it's myself, a full time administrative assistant, marketing person, and a buyer's agent, okay, always looking to hire another buyer's agent. Got a lot of leads, super busy on, on the buyer.

Tracy Hayes  43:42  
And we don't hire in this business. We recruit, recruit, yes,

Paige Wajsman  43:48  
and so, yeah, really, happy, really, you know, very, very,

Tracy Hayes  43:53  
so you took me like the master the the listing side, yeah.

Paige Wajsman  43:58  
I mean listings is, is more. So my specialty as far as bandwidth and what I can do, however, I've always helping buyers, always doing personal referrals all the time, and I'm thankful for all the referral business. And you know what? You know, I also have access to showing agents who will just unlock doors for me if I have other appointments, because in the market that we just came out of, you got to go see the house right away. So somebody needs to be back up if a home has just gone on the market that really meets your buyer's needs.

Tracy Hayes  44:30  
You mentioned earlier, you said we were talking about open houses. You love open houses. If they're done right, what's a couple things that are done right?

Paige Wajsman  44:39  
That's a great question. So you don't just advertise it. You do a bunch of marketing. Just like you're marketing the listing. You put a lot of signs out, as many as you possibly can. I think right now we need to go back to I when I started, I was always putting balloons out. It's very time consuming. The coolest thing is you can. Hire people to put out signs for you. I have somebody taught out there sometimes, yeah, and I have a runner who puts my for sale signs in the yards as well. But you can have a runner who will put out all your directionals. And I think the biggest, biggest aha win for an Open House is doing 100 door knocking, the Thursday or Friday, 100 door knocking, and that is with a flyer, and that is letting the neighbors know. First, Hey, your neighbor's house is going to

Tracy Hayes  45:28  
be listed. Now, do you do an actual door hanger or an actual flyer? Flyer? Like we do a flyer

Paige Wajsman  45:34  
and we invite them. We're like, we'd love for you to come the first open house is, you know, this weekend, I not in the past market we were, but I'm sure I'll get back into it. It's always dependent on price, price as well. But I would always host a Thursday evening wine and cheese, neighbors only, neighbors only. And that's also letting them know, like, Hey, you're special. Come see it first. Come tell you know, find, help us find your new neighbor. That's my phrase. Well, I mean, your new neighbor.

Tracy Hayes  46:02  
A lot of times you open house, and there are that neighbor wants to come by and see how it was decorated, or whatever, and you're basically opening the door saying, Come on in. You're welcome, yep.

Paige Wajsman  46:10  
And then when you get it sold really quickly, you want to let those same neighbors know. So if they're thinking about selling their home, who are they going to call? Who are they going to think of, who's going to be first in mind?

Tracy Hayes  46:19  
Well, I've said numerous times on the show, what amazes me about our area is, you know, the different communities, and how many people move in the community, and then they have friends or family, they're thinking about moving the area. They're like, No, no, you got to move to my community. And when you do offer that service, those neighbors, you know, when their family member wants to move down, they're like, hey, Paige just sold this house two doors down. She invited us over. She gave us a glass of wine. We're gonna call Paige to help us out with that. Exactly. Yeah, another I'm gonna think of this, sir. Give me a half a second here. How important is it? Even the time, even last year, when you were you knew well, even right now, you put a house on the market, unless you're asking some crazy amounts with that. Have seen this happen for houses that aren't even worth a million people asking $3 million for and I know so because it's in my neighborhood, so it's crazy. But how important is it that you do the basic steps to have the open house, instead of just throwing it up there on the on the MLS, knowing you're going to get offers right away, and not actually going through those, some of those key steps to show the seller, but also the people who may be the neighbors who might want to sell their homes that you're you're putting the balloons out. Yeah. How important is that?

Paige Wajsman  47:38  
Well, it's very important. Even most recently in the past few weeks, I said, Are you that's a brand new listing? And I'm like, are you having an open house? I would text the agent, because my buyers are interested, and they said, No, I did not stop holding open houses at all over the past two and a half years, unless, for some reason, due to covid, a seller didn't want it, right? I did cut back a little bit on the like I said, the wine and cheeses. And that's also a price minimum price range specific anyways, but that is because people that they be coming in and sitting and enjoying wine and out of respect for the illness and everybody else you just, we weren't doing that, but it's, it's very important to have consistency. To show consistency. You can send somebody that you think is going to list a home or that's invited you to come over and give them, you know, a market analysis on what you're going to do. So it's one thing to go there and tell it's another thing for them to see you've done it right. Do the drone

Tracy Hayes  48:35  
footage or take the photographs. Make that nice presentation on MLS, which gets over to Zillow, show people your first class. And you're gonna in, when you list their own, you're gonna do the same, give them the same first class. Miss, we'll just say that same treatment. Do it right, carpet, yeah, I think, you know, as any people get into, oh, this is a get quick rich scheme. It's not you have to actually put work in it. And if you're going to stay in the business as long as you have, and this is a business you can do as much as you want to the day you die. I mean, you may only handle select customers as you get older, but generally, most realtors, they do just sort of fade off as they just take less and less business as the years go on, but it's your reputation that's out there and the value of your business. To being on buyers, agents, to support a transaction coordinator, you got to go and get the drone footage. You got to go and make the pictures and that you're in. So everyone that's part of your personal advertising, in my opinion, yeah, future, that future seller.

Paige Wajsman  49:38  
I know that there's a lot of talk out there and you just see it on social media. Or different agents are posting like, you know, such and such seller is asking, you know, my commission is too much. I get paid too much. Or there's a stigma that Realtors stick a sign in the yard and then they get paid so much money, right? And it's not that, you know, as you just named all the things that we need to do, we also. Have a broker split. But if you have a plan, the plan costs money to implement, and you know it is the sellers and buyers, most like 99% of the time, their largest investment financially, and so you need to make sure that you have gone the extra mile to get every last bit out of it for them, or negotiate the best price for them if they're a buyer. Because of that, it's the largest investment that an individual will have.

Tracy Hayes  50:31  
People don't see you making those phone calls. They don't see you the time that is spent being done in the back office or your admins. There's so so much of the business that obviously the average person doesn't see and like you said, yeah, they see the sign and they see you show up and show the house a few times. Okay, you had to run from your car into the house in this heat of August, Northeast Florida. You sweated for 30 seconds. That's all they really that's all they're seeing. And they have to understand, and the only way to do it is, I think, to be the consistent doing the right photographs and so forth. We won't beat a dead horse there, but I think if you want to cut corners, it's just gonna it. You're just not going to have that longevity of the business, right? Or you're going to have to learn to put these extra things in there, all right. So we're going to finish up here in the last couple minutes. You're, well, you bring, you bring on some new buyer's agents, right? So have you hired a buyer's agent that's like, really green, or, most time it's experienced. People just want to work with you both. Okay, so we've got some newer agents. What are, what are, like, two or three things? Someone wants to become a real estate agent, or just became, just got their license that you think is very important for them to know based on your experience,

Paige Wajsman  51:45  
that it's not a piece of cake business, that there is a learning curve, and don't get discouraged. It's okay. It's a lot of information that is poured at you all at one time, and we all learn differently. So make sure you're out in the field with somebody else. I mean, agents want to help people. So whoever is in your office, hey, hey, the next time you go on a listing appointment, may I come the next time you show a house? Can I come? Can I do an open house alongside with you? Right? Ask, ask, ask, don't. If you get a no, keep going. And just as we've talked about the majority of the time always be learning based

Tracy Hayes  52:23  
you can make good money in this business. There's no doubt the real estate business, there's, there's money to be made, but you've got to put the time in each and every day. And like, I think, like we started off where you learn quickly to block the time that you're going to spend this much time prospecting a day, you're going to implement these things and be regimented in it. And it will come if it was so easy, 80% of your teammates that are in the class with you taking the class are would stop being told they're not going to be you know, it was so easy, everybody would be doing it. It has a low level of entry, because you can go, take the class, whatever few 100 bucks, whatever you spend, take the class, take the test, there's them. So there's a low entry level. But really the entry level is you. Yep, that's the cost. Are you willing to put the personal time in and educate and take mentorship from a senior person like yourself?

Paige Wajsman  53:15  
You just brought up something when you said it's you can make good money. There is one thing that I want to tell all agents out there that I learned early on from being educated about this, you don't want to chase the money. You are chasing the relationship. The money will come. But if you are chasing the money, it's going to show we have to stand by our clients. We have to do everything in their best interest, and then checks come. They come. I mean, I don't I'm not that proud. I have checks waiting in my office from last week. I didn't go run and pick them up. One of the things that I good feeling, that I feel, that I do differently than I think a lot of agents out there, because I'm also an investor. Every listing appointment I go on, I am upfront and honest with them. And I say, Look, I know you invited me over here to sell your home, but I would be it wouldn't be right if I didn't bring this up to you, by the way, have you thought of renting out your home? Can you get to where you want to go without selling this? If so, I want to help you build wealth through real estate. And I am talk, hey, do I lose some transactions over it? Yes. Have I built credibility? Yes. Are they going to still call me when they're ready to sell that rental? Yes? Are they going to refer me to other people because I said that? Yes, and I truly believe it, so I don't

Tracy Hayes  54:34  
believe and you added a huge value to them, yeah.

Paige Wajsman  54:36  
And I tell them all about it, and I tell them what needs to be done. And a lot of people are like, I don't want to be a landlord. And I'm like, Okay, well, you could be at a property management company. I can refer you to somebody. And they're like, Nope, I just don't even want to deal with it. I'm like, perfect. Let's go on with selling your home.

Tracy Hayes  54:50  
I tell you know, I hear borrowers, yeah, they're buying $100,000 condo or something, and, oh, I've talked to loan officers. They don't even want they don't call. Be back, because the loan amounts only going to be 80,000 you don't know what rock you're going to uncover. You don't know if that guy selling that $100,000 condo that you're like, you know what, I don't want to spend the time I'm busy. You don't know if he's the guy who has the $3 million house out in Ponte Vedra. You don't know. And got to be consistent and what you're doing and adding value to everyone of and it will come back to you. And John Maxwell talks about that all the time. And when you start, you start not calling people back because, oh, it's not enough money for you. 100% what you say, you're in the wrong game. And I think one of the big motivational things you see on Instagram and everyone right now for the reels, it's not the result of the journey. You've got to enjoy the journey. Yes, and that's part of the journey is adding value to other people's lives, and hopefully, maybe they they end up keeping it as investment property, and now, all of a sudden, they're on a different trajectory in their life, and their net worth is so much more. And you know, whatever, whatever it is, and because you added, you took a few minutes to add value. You weren't selfish thinking, Oh, I'm gonna get my commission at this no, you thought about them first. Absolutely 100% we hit on a lot of the things education. We talked a lot about that. Surrounding yourself by successful agents. We know the top agents locally, some of them get together. You've got to be going to these events. We talked about that one thing I hear, and I don't know if we talked about what is one thing that you're doing now, whether it's something you just started because things you've learned in your education, or things you that's something you've been doing for 17 years, that you are consistently doing it now, whether it's daily, weekly, monthly in your business, that that You think is moving you forward? Consistency is the question.

Paige Wajsman  56:43  
It is really digging deep with referral relationships, people who have given referrals, including past clients, but also other agents from around the country. And when we get a referral, we actually have a whole kind of marketing plan around that, and how we thank them and keep them in the loop. So that is really important. One of the things that I am have not been as consistent on that I have in the past, that I have now started simply because of the market, is five people to send handwritten notes to every single day. It works. It's great. Yeah, you can make time for it, even in the in the past two and a half years, either things just got sidetracked. And you know, you don't want to go all out and start doing 10 things. It's better to do three things at a high level, five written notes every single day, no matter what. Don't go to bed, don't pull in your driveway, go to the mailbox, write the five notes, then you can go home for the day. But again, don't try to do 10 things halfway. Do three, four things at 100% when you go to these major, big conferences, you have 100 things, all these ideas, all these notes. Again, take a quarter and say, okay, during the first quarter or last quarter of the year, I'm going to do these things that were my takeaways the next quarter, I'm going to do these things. Add something to it.

Tracy Hayes  58:03  
Yes, add it to your business. Yes. Huge advice, right there. Great tip, especially for all the Keller Williams agents that may be watching this and you're going to go out, maybe it's the first time you're going out to the to the event in Texas. Yeah. You're going to get a lot of ideas. Take one or two that you can implement today. The five. I mean, even the loan officer world, it's the same thing, five people that maybe you touched that day. Maybe you said hello, maybe you tried to get a hold of interacted with. Just say. It could be a plumber that you need. Can you go out and handle the situation? At this listing, I have send them a thank you card. You don't know who they're interacting with, who they're having a barbecue with on Sunday that says, hey, I need a real estate agent. And they just got your card in the mail that week. You know what? I got our card sitting on the counter. Boom, you know, you just don't know what rock you're gonna do. That is huge advice, right there. All right, finish up my do I call my two minute warning? Questions, is it more important who you know or what you know? Oh, gosh.

Paige Wajsman  59:02  
Well, I've been talking all about relationships. If, if I have to choose one, it'll be who I know. What I know is can always be. If you ask a mentor, you ask a question, hey, Tracy, I need to talk to you about some rates, VA rates, or tell me what you think about this. I want to get a little creative with this transaction. I can ask my transaction. I can ask, right? But relationships in this business is always number one.

Tracy Hayes  59:27  
Well, those mentors and those events that you've went to, they're helping you guide faster. We talked about the learning curve. You can flatten that learning curve by listening to the top people, and they're telling you what to do, whether it's on a podcast, in a book or at the event

Paige Wajsman  59:41  
you're going to but the true answer to your question is both are very important.

Tracy Hayes  59:45  
Well, you have to be competent. You have to be confident enough to know that. You know so and then last thing you know, I always, I always talk about lifestyle. Always do a little lifestyle video on Sunday, when I go on the boat, what is your favorite thing to do in Northeast Florida?

Paige Wajsman  59:57  
Oh my gosh. Favorites? How many kids I have? Three. Well, we love our beaches, and my in laws live in Atlantic Beach. We have a condo in Jack's beach, and then we have friends in Ponte Vedra Beach. So I find it really unique. How different all of those three beaches I just mentioned, in Ponte Vedra, you have the number one place to find a shark's teeth, and have a shark's tooth competition with your family in Jacksonville Beach, for us, it's kind of a big deal. No dogs on the beach from nine to five. They can be out before that or after that. Ponte Vedra, dogs can be out all day long. And in Atlantic Beach, dogs can be out all day long. And I personally think Atlantic Beach has the most beautiful sand. The Queen area of Atlantic and Neptune is wonderful. So as far as you know, that's wonderful. We also have great trails, and we have Hannah Park. I love that. There's my husband used to be a marathon runner. There's you can do triathlon stuff. Our zoo is new and beautiful, just all the different water accesses that we have, the Intracoastal, the ocean,

Tracy Hayes  1:01:04  
St John's River, yeah. So I gotta go up in the creeks, and you gotta go down St John. We gotta go up in the Black Creek, or up in the Julian Creek, a little different. You don't realize it's there, but it's right in our backyard.

Paige Wajsman  1:01:16  
We don't have a boat like you must, do you just said

Tracy Hayes  1:01:20  
freedom Boat Club drop line on that. Yeah, yeah.

Paige Wajsman  1:01:23  
And we looked into that as well. But I'll tell you, we do this once a year. We always get a boat with family and friends, and we always go to lunch at either whities or one of the places, and that's so much fun. But yeah, we have so much to offer here in Northeast Florida. There's and there's also stuff to do an hour drive from here as well. You're not

Tracy Hayes  1:01:42  
that far. I mean, we're only really 140 miles from Disney. I mean, for the most part, you know, an hour and a half, two hours you're there. That's obviously the most probably trekked path, 95 to i Four, right from here. But yeah, 100 100% Yeah, yeah. The one broker told me, people are starting to realize the little gem that we have here, South Florida has gotten backed up that now people really, I'm Northeast Florida. It's not too bad there's a lot of stuff to do here.

Paige Wajsman  1:02:10  
And hey, they're re redoing downtown Jacksonville. It's going to be a whole new I mean, it's like a new burst of downtown Jackson.

Tracy Hayes  1:02:20  
Yes. So Paige, I appreciate you coming on today.

Paige Wajsman  1:02:23  
Hey, thank you so much for having me. I really appreciate it, and I don't want to be remiss not saying congratulations on all of your success.

Tracy Hayes  1:02:32  
Oh, as well. Thank you. Thank you. And this will go out on Thursday, and obviously the video there, and I'll send you, obviously, a copy of the video. If you guys want to create your own reels from it, please do and put in your social in your social media, put on your to your YouTube page, hopefully when someone searches you, this will come up. Some realtors on the show have had, I had, as I told you this morning, actually, one of the top realtor said someone actually listened to their their story and were impressed by and they chose her over another realtor because they heard the story, so that was very flattering.

Paige Wajsman  1:03:02  
I love it. Thanks again.