Carrie Heustis: The Complete Real Estate Agent

REE#193
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Tracy Hayes: [00:00:00] Welcome back to the Real Estate Excellence podcast. According to
Zillow, this guest today is involved in 57 transactions in the last 12 months. She's not
only a top producer, but she just had a baby about five months ago. She is a director of
events for the Women for Women of Jacksonville. She has just over a decade in real estate
and a PR degree from UNF.
Tracy Hayes: Let's welcome the team lead for Hustus and Tajara with Keller Williams,
Carrie Hustus to the show. Hi, how are you? Carrie, thank you for coming on this morning.
I'm glad we finally got you on. ~Um, ~you are a,~ uh,~ you pop up on the social media
occasionally. I go through your social media, but what I really wanted, we'll eventually
drill a little bit when we talk about marketing in general for you, but,~ um,~ you have a
lot of, you, you blend a lot of your family, a few business stuff in there, but a lot of
family on your social media.
Tracy Hayes: Yeah.
Carrie Heustis: ~Um, ~I think that. I remember asking someone years ago when I first
started, and it's been right at 10 years with Residential, and I remember social
[00:01:00] media started to take off, and, ~you know, ~it was the question of do you
start your own professional Facebook page or Instagram or whatever that is, and I always
just wanted to, to blend it, because realistically, I am I'm Carrie, I'm a mom, I'm a
wife, and then I have an amazing real estate career, and I think it's all ~kind of
~meshed in one, so that's always been my rule, is you know, show them 80 percent of
really who you are, and then sprinkle in the other stuff, and then our team, we have an
amazing ~um, ~social media page, so really just try to share it from there.
Tracy Hayes: Right, well I mean, in your, in your residential clients, cause I, I, I
believe like kind attracts likes, and people are looking on there going, oh, that's
great, She's a young mom. She's you know, that's what I'm doing now this, ~you know,
~that kind of thing and they resonates with them and In shows you're a real person
Carrie Heustis: right
Tracy Hayes: versus just constant sold listed, you know here I'm showing this house all
you know, which is great is showing you're doing business, but Have you found them in ten
years?
Tracy Hayes: There's really a when [00:02:00] you really want Long term clients that are
referring you buying and selling maybe in ~you know ~ten years Maybe they are doing that
a couple times but they're but they're staying with you is because you have bonds in
other ways you have similar likes and
Carrie Heustis: well, I think In general making sure that you're not treating something
like a transaction is the best way to go You know, real estate is not just pretty
pictures and,~ um,~ reels on,~ uh,~ Instagram or, or tick talk videos.
Carrie Heustis: It's connecting with those, with your customers, but being a consultant
for them. So having that trust. So yes, I think absolutely. ~You know, ~them seeing
pictures of my daughter or my, my new baby and ~you know, ~at the beach, they can connect
with that, but they also absolutely want to be able to trust me,~ um,~ and advise them.
Carrie Heustis: So I think just meshing that as is the key versus just the same picture
over and over and over again of just sold under contract because to me, all you're doing
with that is just showing kind of dollar signs versus, Hey, how can [00:03:00] I help
you? Okay. Cool. ~You know, ~right with your financial, which is
Tracy Hayes: essentially going to lead us into the NARA lawsuit questions.
Tracy Hayes: Well, we'll get there. We'll get there As I like to kick off a little bit
just to serve everyone gets to know you a little bit. Where are you from?

Carrie Heustis: Jacksonville, Florida you are yes, where'd you go to high
Tracy Hayes: school?
Carrie Heustis: So I'm from the beach born and raised in Jacksonville Beach, and then I
moved to Mandarin for high school So I went to Mandarin high school and then after I
graduated I actually went to Gainesville for a few years and then ~Um, ~came back and
graduated from UNF, and then bounced around a few different states,~ um,~ and then landed
back here.
Tracy Hayes: Chasing jobs or chasing a man dragging you around somewhere? No, no, no.
Carrie Heustis: So I went to,~ um,~ I moved to Colorado for a year and it was incredible.
~Um, ~I have a PR degree. Just, just for
Tracy Hayes: experience or? ~Um, ~that
Carrie Heustis: was because of a relationship. Okay. ~Um, ~but I went there, worked for a
financial firm and I loved it. I was doing huge events,~ um,~ and absolutely loved it.
Carrie Heustis: But just, I missed, I missed,~ um,~ Florida. I missed the water. I missed
my family. I knew that I wanted to set roots. ~Um, ~so I [00:04:00] came back, actually
moved to winter park, Florida and started working in commercial real estate. ~Um, ~and
that's where, ~you know, ~I, I did the leap from PR doing huge events,~ um,~ working in
the financial industry to commercial.
Carrie Heustis: And I fell in love with commercial real estate. ~Um, ~but I was on the
operation side. I was the director of operations for a little boutique firm. And I knew
that I had fallen in love with real estate. ~Um, ~but I was really leaning towards the
residential side. And completely wet behind the ears, had no idea.
Carrie Heustis: ~Um, ~I always tell people that I am one of those that I did get into
real estate because I thought, Wow, there's gonna be flexible schedule and ~you know, ~it
would be great to talk to people and and you know My first year and I knew right away.
Wow. This is completely different than what I thought but wow am I in love with this?
Tracy Hayes: So well you go to you go to ~um ~the transition from doing Truly pr to the
commercial Was it just a job opportunity at the time? And yeah, it
Carrie Heustis: was a job opportunity. They were looking for someone and ~Um, ~they loved
my resume even though it was the It was [00:05:00] pr and event planning for this this
large company.
Carrie Heustis: ~Um, ~I had the operational side behind it So they you know took a shot.
I was with them for almost two years. ~Um, ~and then I Made the leap back to jacksonville
And that's where I found my real estate home with keller williams in 2014
Tracy Hayes: What was you mentioned you liked the commercial side what you were doing
there?
Tracy Hayes: What was it that you enjoyed the most
Carrie Heustis: with commercial? Yeah. ~Um, ~well, I So and I'm sure you have this
conversation when you speak to different agents commercial and real estate are two
different monsters ~Um ~real estate is completely emotional Commercial is all numbers.
And so it was exciting to see these massive deals put together ~Um ~from ~you know, ~like
a land development side or ~you know ~large buildings We did a landlord rep so we worked
with landlords essentially Like a listing.
Carrie Heustis: You had a, you had a listing, which was an entire shopping center. And
then we had agents like buyer agents, but they're called tenant rep and they would find

tenants. And it was just exciting to, to say, okay, we have three units available.
[00:06:00] Let's go look at these,~ um,~ these new tens of thousands
Tracy Hayes: of square feet.
Tracy Hayes: Yeah. Yeah.
Carrie Heustis: And just pairing those new businesses,~ um,~ like Jeremiah's Italian ice,
that was one of our first clients. back in 2014 and he had just started. So it was just
really that I loved that part of it. ~Um, ~but there was something that was just making
me want to go towards residential. So when I moved back to Jacksonville, I interviewed
every brokerage you could possibly think of and landed,~ um,~ at Keller Williams.
Tracy Hayes: Well, that's interesting you in one of the questions I always ask if you've
listened to any amount, is that initial brokerage choice? Cause I think it. It can break
someone yeah, I mean there's other we know the amount of people that fall out in the
first 24 months in real estate and it could be it could be their choice in brokerage and
understanding that when you were what kind of If you had talked to others or just did
enough Questions of those brokerages [00:07:00] evolving yourself on what you should ask
as you went from one to the other to find out finally something that clicked with Keller
Williams.
Tracy Hayes: Yeah, what I had tell us about that experience.
Carrie Heustis: I had my, I think it was like top my top three questions and,~ um,~ I
knew right off the bat I had,~ um,~ a friend and a mentor who had been in residential for
about 10 years, and she said. You need to make sure you find the right place because you
don't want to just be the agent that just bounces around from Brokerage to brokerage and
i've seen that so often ~Um, ~so for me it was ~um ~the culture being able to walk into
somewhere and have that welcoming committee,~ um,~ and the training and the financial
part of it.
Carrie Heustis: So the cap and what the brokerage fees are, ~you know, ~it's not rocket
science. It was really just trying to figure out what what gave me the warm and fuzzies
that also would make my,~ um,~ my wallet feel great.
Tracy Hayes: What I found here, well, ~you know, ~we know,~ uh,~ Keller Williams in town
is pretty, pretty big. Stouted with the different, even with the different franchises.
Tracy Hayes: Some are larger than others, but,~ uh, I mean, ~if I went back and looked at
the roster of everyone I've had [00:08:00] on, the top producers, Keller Williams is
definitely, ~you know, ~has probably, I've probably had more Keller Williams people on
than any others. ~Um, ~There are do you think too many people are looking at the splits
and so forth because Keller Williams is providing Or trying to provide a lot of value I
know people have left Keller Williams and tried to go other places, but you know because
I think they are Looking at probably the third or fourth thing they should be looking at
and that's a split.
Carrie Heustis: Yeah,
Tracy Hayes: right What what what is the value I mean over the years? What are you
looking at other people have come and gone out of there? Knowing what you know because
you've stayed there the whole time the value that you've continued to see from From
keller williams.
Carrie Heustis: I think that you nailed it when you said that people are looking at the
percentages, which I understand I think that that's a very ~um ~Uh~ kind of ~nearsighted
way of looking at it, because if you're looking at, ~you know, ~if you're just looking at
a commission check, first off, that's commission breath, right?
Carrie Heustis: What does what does your brokerage provide for you if you're not trained
properly and if you're [00:09:00] just thrown into the wolves Okay, you hung your license
now go which I know there are a lot of brokerages that are like that They're flat fee or

whatever that is ~um ~Or they they say that they're they don't charge a percentage, but
then it's actually wrapped up in ~um ~I think it's you know, you're you're having these
people that take a a week long course Right in real estate or an online course ~Um, ~the,
the barrier of entry, unfortunately, isn't really that high.
Carrie Heustis: And I'm gonna say that, and it, it, it's just because you, you get your
license, and then if you don't go to the right brokerage, you, they literally just go,
okay, here's a contract, go. And it's scary. And I think that's why a lot of people do
end up going to, coming back to Keller Williams, or going to a different brokerage that,
even though there is a larger, maybe, cap that's there.
Carrie Heustis: ~So, ~I'm not gonna take it out, but there is. and you have that
relationship with your broker, it's just, it's worth it in the long run at the end of the
day.
Tracy Hayes: Because they're, ~you know, ~like I said, there's, there's so many top
agents too at Keller Williams. How have you found that [00:10:00] synergy? If we'll use
that word, just being around, ~you know, ~as every personal development book we read,
right.
Tracy Hayes: Always says it's the five people you surround yourself with to be able to
walk in that office or, ~you know, ~whether you're at your, the social events or
different things that Keller's doing internally that you guys are at to be around,~
like,~ Hey, these are all People that are striving like me. They're looking for the next
deal.
Tracy Hayes: They're you know, they're trying out different, ~you know ~Marketing things
to move the needle to be around people like that.
Carrie Heustis: I think that again, ~you know ~Well, I always say when you walk into a
brokerage and if there's a ton of agents there, that's not actually that great because
they should be on an appointment.
Carrie Heustis: ~Um, ~but what's great, one thing that's really great about Sometimes
Tracy Hayes: it's just the perception. The perception.
Carrie Heustis: ~Um, you know, ~there's no ivory towers. There's, ~you know, ~I, I,
again, at the end of the day, it's being able to trust your, your broker, that they have
your back, that you can go to them with any questions,~ um,~ that you have peers and
colleagues that are like minded.
Carrie Heustis: That's it. Like you and just feeling comfortable and I I we work with a
lot of [00:11:00] agents We're very listing heavy and we see a lot of agents on the other
side That I end up coaching through or having conversations with or they've made a huge
Mistake on a contract that could cost their buyer ten thousand dollars And ~um, ~that's
really scary.
Carrie Heustis: And so I think finding the right brokerage making sure that you're
trained properly ~um, ~and then having that high proficiency and what you're doing is is
the You The way to go
Tracy Hayes: so when you jumped into the retail world you Did your due diligence you
choose keller williams? Tell us what it was like for you in the in those first 12 months
Did it did it come easy for you based on ~you know, ~your background or just mental?
Tracy Hayes: mindset altogether because I, ~you know, ~talking about some of these new
agents, some of them really don't even know what to do the first day. They're like, okay,
the real estate, let's, and they're hoping they walk into that brokerage and that
brokerage is going to, ~you know, ~hopefully hold them by the hands and get them, get
them going.
Tracy Hayes: ~Um, you know, ~what, what was your first 12 months like?

Carrie Heustis: ~Um, ~well, for me, I knew right away that I wanted to find,~ um,~ a team
to be a part of, and,~ um,~ so I [00:12:00] did my research, I interviewed with different
teams, and what that looks like is, you can either be a single agent or on a team, and I
wanted to be a part of a team because I wanted to have that extra layer of, ~you know,
~training, marketing, whatever that looks like.
Carrie Heustis: And so I joined a team,~ um,~ and ~you know, ~the person's team that I
joined,~ um,~ now we're partners and we've, it's been, I think eight years or nine years.
~Um, ~but the first, well, nine years, yeah. ~Um, ~the first 12 months I did, I did
really well and it's because I was consistent because of the training with Keller
Williams, but also with the, The camaraderie with the team and and just going to the
office every day treating it like a real estate business I always tell people ~Um, ~I
have people reach out to me still every week.
Carrie Heustis: Hey, i'm thinking about getting my real estate license and i'm like, okay
Well, let's talk about why? ~Um, ~and you know If you treat it like a business if you
wake up every single day and you you know Don't just wait for something to happen to you.
You can be very very successful, but it takes a lot of hard work ~Um ~
Tracy Hayes: ~I mean, ~imagine you explain to him the way you,~ um,~ committed yourself
to come in the morning.
Tracy Hayes: Because I think [00:13:00] a lot of, there's no doubt, if we look at some of
the, I don't want to call them failures, just people who have dropped out,~ um,~ they
didn't have that mindset. Like you had, they didn't tell her and said, okay, you want,
you hear that you're on this team. We meet every morning at nine o'clock and we have a
sales huddle or whatever.
Tracy Hayes: Or I know there's a lot of successful teams that literally, ~you know, ~lean
on each other that nine to 11, they're making those sales calls.
Carrie Heustis: Yeah.
Tracy Hayes: ~You know, ~that's what they're going to do. Get those sales calls out of
the day, out of the way. First thing in the morning, eat the frog. Right. And then they
go on.
Tracy Hayes: Yeah. ~You know, ~how much was that part of your success that just buy in? I
want, I'm gonna use the word blindly, but just to
Carrie Heustis: Yeah, buy into it. Drink
Tracy Hayes: the Kool-Aid a little bit, I
Carrie Heustis: think. Well, and, and just to be really honest, because now it has been,~
um,~ it'll be in July, it'll be 10 years with Keller Williams. I think that, for me, my
career absolutely started that way.
Carrie Heustis: What it has evolved into looks completely different. Right. ~Um,
~because, ~you know, ~again, started off as a smaller team and then became. Really large
expansion team and then back down to [00:14:00] a small team and we're so happy about
that So our our daily routine looks totally different than what it did 10 years ago, but
starting off I woke up every morning I went to the office.
Carrie Heustis: I did my legion every single morning from 9 to 11. We had team huddles It
was the grind we were making it was incredible because it trained me to build that
foundation To get my real estate career started But now it has evolved in a sense that
you know You We have,~ uh,~ the machine that, that's rolling.
Carrie Heustis: So myself, my partner and our agent, we all essentially work,~ um,~ from
home virtually a little bit and, ~you know, ~pop into the office when we,~ um,~ when we

need to, but we're really just, ~you know, ~rocking and rolling all over town. And so
it's, it's really evolved in the last 10 years. Yeah. I
Tracy Hayes: mean, well, obviously you're 10 years, 10 years in, ~I mean, ~57
transactions last year.
Tracy Hayes: I'm sure you didn't go from three transactions a year before you've had some
success now in the reputation, but how important is for those new agents to get. Some of
those reps and they hopefully get them early.
Carrie Heustis: Yeah, you have to and I think one of the things is [00:15:00] when we
were Like I said, we were an expansion team at one point.
Carrie Heustis: So we were in Jacksonville and then three other markets I was
interviewing a hundred people a year and and one of the main ~Um, ~red flags that I saw
was that they, we call them brokerage hoppers and they literally would just go from
brokerage, brokerage, brokerage. And it's not that that's awful, it's just that they,
they were looking for something.
Carrie Heustis: And so they, there's always a decision that you make, right? So you can
go to the right or the left and that first brokerage that you choose and the people that
you surround yourself with is extremely important because it can set the tone for your
entire career.
Tracy Hayes: A hundred percent. So you saw those you're you're interviewing these people
to possibly bring them on your team Well, what I mean, I assume you addressed that.
Tracy Hayes: Why are you hopping every one or two years? I always
Carrie Heustis: just ask the question of it's like anything I think if any industry that
you're in if you see someone that's been at ten different companies and a few years Why
what's the why behind that? So I would always just ask the question of why and it was
always typically ~Um, ~and that's typically why people will [00:16:00] go to, will dump
to different brokerages,~ um,~ leads or commission splits.
Carrie Heustis: So I would just ~kind of ~handle it case by case.
Tracy Hayes: I would guess that a lot of these, a lot of these,~ uh,~ a lot of agents who
possibly run into that, or like you said, just fall out of the business follow. What
someone else,~ um,~ you know their girlfriend or ~you know, ~whatever Someone said oh you
need you should go over there without I think caitlyn doherty said it the best from dj
and lindsay when she was on ~uh, ~she thinks people do it because ~Uh, ~they think the
brokerage is going to solve whatever challenges they are personally having Versus them
understanding the challenges that they're having and matching it with a brokerage that's
going to help them overcome That they're they're jumping into a brokerage and saying and
and not really truly understanding thyself first before Understanding and then what that
brokerage is going to bring to that.
Tracy Hayes: It's
Carrie Heustis: like a relationship It's like when you're dating someone it's the people
who keep hopping and bouncing. It's the [00:17:00] same concept you're It's you need to
~kind of ~work on yourself and figure out what's going on before you can really settle
down and that's what it is,~ so,~ yeah.
Tracy Hayes: ~Um, you know, ~this is just, during the,~ um,~ any of the last ten years,
have you worked with a coach or had a mentor and so on?
Tracy Hayes: Tell us why you, what brought you to a point of, hey, I think I need to move
to a coach?
Carrie Heustis: ~Um, ~I think it was during our,~ um,~ expansion era. ~Um, ~and with
Keller Williams, expansion teams were,~ um, kind of ~taking off. And I was at a point

where, ~you know, ~I had,~ um,~ ten agents who I essentially was leading and trying to
help and coach them.
Carrie Heustis: And what's the best way,~ like,~ you can't coach other people if you're
not being coached is what I always think. ~So. ~You should always better yourself if it's
a mentor or whatever that looks like. So yeah, I had coaches for about four or five
years. ~Um, ~and I would take, ~you know, ~a little bit from this coach.
Carrie Heustis: And then when I felt like I had hit a little bit of a ceiling, I would
take a little bit of a breather and then, ~you know, ~maybe find someone else, but I've
always had mentors in my life and coaches and I think it's great
Tracy Hayes: because you're, well, you're running your own business, you're trying to get
your own sales and then you're [00:18:00] trying to lead the.
Tracy Hayes: And it's really hard and at the end of the day when you're doing all that to
try to stay in front of them
Carrie Heustis: Right.
Tracy Hayes: So I mean I assume that coach Was also need to try to stay out in front of
the team you're leading,
Carrie Heustis: right? Yeah
Tracy Hayes: Yeah,
Carrie Heustis: I think with We all are looking for a little bit of of guidance or
soundboard, right?
Carrie Heustis: But when it comes to accountability and,~ um,~ making sure you want to
hit your goals, that's, that's one of the things that Keller Williams is huge about, is
hitting, ~you know, ~what is, what do your goals look like? What is your why? I was huge
into, ~you know, ~teaching,~ um,~ 135 classes, which is like your one goal, your three
priorities, and your five strategies.
Carrie Heustis: So I just think having anyone that you can bounce ideas off of and they
can hold you accountable is always great.
Tracy Hayes: What do you think are the challenges of some of these agents that
especially,~ uh, you know, ~probably maybe came in 2019, 2020? ~I mean ~as fast as you
could stick a sign in the in the yard ~I mean ~people, ~you know, ~you buyers were not a
problem to find on every street corner You know the [00:19:00] well the demand is still
reasonably high but now that there's we've got some other ~You know ~curve balls in the
in the ~you know, ~mix interest rates Inventory, you know is minimal ~uh ~What do you
think their cha, their challenges with right now?
Tracy Hayes: That you're seeing, ~you know, ~around the, around the, I'm using the phrase
around the office. I know you're not in the office, right. I'll say all of Northeast
Carrie Heustis: Florida,
Tracy Hayes: ~you know, ~some of these agents that maybe you're talking, like you're
talking to on the phone, that it was so easy. Now they're having, ~you know,
~negotiation.
Tracy Hayes: Yeah. And I think,
Carrie Heustis: I think post covid, I, ~um. ~I think it set really unrealistic
expectations of what the market is. ~Um, ~like you said, you would put a sign in the yard
and you would have 25 offers. ~I mean, ~that was happening to, we had so many agents that
joined,~ um,~ just that, that first year and ~you know, ~their sales were crazy and it
looked amazing.

Carrie Heustis: ~Um, ~it's very unrealistic expectations. And what it did is it didn't.
The reason why I do think that I have been successful is I had to work really really hard
and I had to fall a lot ~Um ~in those first few years and I had to lose out on
negotiations and things like that It teaches you when you're [00:20:00] just handed
everything.
Carrie Heustis: It doesn't really ~um, ~it doesn't really sit the same so I think that
now what's happening is they Have a little bit of false expectations ~Um, ~they have to
have harder conversations with, with buyers and sellers. And, ~you know, ~we always call
ourselves consultants. Right. We want to consult with you on what your real estate
journey is on what your real estate Goals are and a lot of agents that started in 2019
2020 They didn't really have to have those consultations and those hard conversations.
Carrie Heustis: It was just hey, let me show you a house Let's get you under contract
whatever that looks like, right? And I think if you are a true consultant, I think that
you're going to last A lot longer. And I think that what's happening with, and I know you
said you're gonna talk about it, but what's happening with all of the, the NAR stuff.
Carrie Heustis: I was, I was gonna lead right into that
Tracy Hayes: next question. Cause this is leading right into it. Yeah.
Carrie Heustis: ~You know, ~it's, there's two things. First off you set yourself apart
as, as a real [00:21:00] estate consultant, right? Real estate agent. ~Um, ~there are
agents that, ~you know, ~got their license and they, ~you know, ~You They show houses for
maybe all the wrong reasons and they ~Um, ~they have a credit card so they buy leads,
right?
Carrie Heustis: And i'm not knocking that completely because we have absolutely had we've
been internet lead heavy before ~um, ~but right now we we really we have a rule that we
like to follow where we work with friends and institutions, and we work with friends
because they trust us, they know our expertise, our experience, and then institutions,
it's more of either running acquisitions for an institution or working with regional
builders.
Carrie Heustis: ~Um, you know, ~with that, the regular agent who, maybe they've only been
in the industry for six months or two months or whatever it is, they think, well, I need
leads. So they swipe their credit card and then they now are that agent on the other
line,~ um,~ when Zillow calls, right? When Zillow is there and, and a buyer wants to see
a house.
Carrie Heustis: What's happened over the past few years is that the [00:22:00] consumer,~
um, you know, ~gets a phone call from an agent that they think knows about the house. And
what happens is, is they, they don't. They just, they've, they've bought that lead. So
the proficiency and the expertise has ~kind of ~dwindled down. And the consumer, I think,
has ~kind of ~caught on to that.
Carrie Heustis: And with all of this, With this,~ um,~ NARA settlement. I think that the
agents that are proficient in in the real estate industry And that know what they're
doing I think they can reap the benefits and I think it is going to weed out a lot of
agents that Maybe don't have the foundation that they need if that makes sense
Tracy Hayes: Well just two things to drill down.
Tracy Hayes: I don't know We're going to find out eventually I don't know in months years
but Or is the general public paying attention?
Carrie Heustis: I think that they are And I think that they are Going to start reading
the headlines even more You know i've been on a few appointments. ~Um, ~just last week
and every single appointment they've asked me about And they are friends.

Carrie Heustis: ~Um, ~they're [00:23:00] friends and they're they're my customers and I
think that Sellers are paying attention, and I think that we, we want them to pay
attention. ~Um, ~I think the difference is, is that the headlines say one thing, and
there's a lot, there, there is a little mixed information. ~Um, ~agents need to be armed
and ready to, to be able to explain What all this means if you don't understand what's
happening and you can't explain it You're that seller is not going to feel it's not going
to have the warm and fuzzies for you And it's right.
Carrie Heustis: Yeah, if they're
Tracy Hayes: not if they're not a direct referral or friend, you could lose some
credibility so Well, these were ~um, ~what kind of question were you asked? And then how
are you addressing it? Right? If you can give us a real life scenario here One
Carrie Heustis: of the questions was hey,~ um,~ we heard that the commission is now
negotiable You ~Um, ~and then I went into, well, the, the, in reality, ~you know, ~the
commission has always been negotiable.
Carrie Heustis: And on a listing agreement, it says, ~you know, ~3 percent or 2 percent
or 2. 5 percent to the listing agent and then the selling agent. And [00:24:00] I just
explained, like I always do,~ Um,~ that this co op is going to the buyer's agent for this
reason. And I think the, the, the biggest part that a lot of people aren't understanding
is that co op, that's an incentive for that agent to bring that buyer.
Carrie Heustis: If you look at any other sales industry, if it's, ~you know, ~medical
device sales or if it's,~ um,~ tech, there's always incentives. There's always incentive
programs. And in those industries, it's not looked down,~ um,~ it's not looked down upon,
but for some reason in the real estate industry, it's looked down upon.
Carrie Heustis: But any product that has an incentive, like a co op, is of course going
to have more people knocking on the door or, ~you know, ~picking up the phone and saying,
I want to see that house. So I think that you just have to be able to articulate. What it
means the why behind you just made me
Tracy Hayes: think of all these affiliate links that we've got out there They want
everyone to have their affiliate links and google or or amazon or whatever ~So, ~you know
because you're posting so much social media have an affiliate link They click on it that
person's getting a little commission And obviously this they've already based it into the
sales price to [00:25:00] pay somebody whatever that amount is And I was listening to it.
Tracy Hayes: There was a you know, Going in and in because I've talked about it going on
YouTube and watched get everyone's opinion on it type of angle, but this one Reel that
this guy did is the seller the buyers always been paying for it. It's in the purchase
price They already it's that's just been the accepted understanding at least from The
real estate agents that, ~you know, ~when they break it down and why, ~you know, ~the,
how it all works, they understood it, but how we pass that information or educated the
consumer.
Tracy Hayes: It's just setting expectations.
Carrie Heustis: And again, I think this is another example of, ~you know, ~we as an
industry, we haven't really done a great job in policing what that looks like because of
the saturation of agents in, we'll just say Northeast Florida,~ um,~ because it is
oversaturated. It's The agents haven't really set the right expectations with those
[00:26:00] sellers and if they I had a conversation last week and and she completely
understood because i've sold Multiple houses for her and she was like right.
Carrie Heustis: Well, you've always told me that and I said exactly It's not that it's
not that the the commission isn't negotiable and that ~you know, ~the That the buyer's
agent shouldn't get the commission, is that it's always been a part of the listing
commission and it's paid by the brokerage. So I think it's just setting the right
expectations.

Carrie Heustis: Yeah.
Tracy Hayes: Always. Well, and I think, and I think you would agree,~ uh, I mean, ~that~
You know, ~the, the 6 percent has been out there because that's what the market will bear
if the market wouldn't bear. And if you talk to agents around the country, I'm sure some
of them might be at five, some might be at seven or eight, depending on, ~you know, ~what
price point they're selling.
Tracy Hayes: And, and,~ uh, you know, uh, ~Mace, I think, do you think that because of.
~You know, ~the HGTVs, the Bravos and that sort of thing. ~Um, ~and then, ~you know,
~there's some agents are posting on social media. ~Um, uh, ~maybe it's, ~you know, ~their
lifestyle and people look at it and go, Oh, wow. They, they may, ~you know, ~they're
looking at, they're only [00:27:00] seeing the end result.
Tracy Hayes: They're not seeing that iceberg that's under the water part. Right. And what
would you're actually doing? That's
Carrie Heustis: a point that you just brought up is I think one of the biggest issues is,
~you know, ~a guy posts a picture of himself sitting on a Ferrari. Right, ~um, ~he may
not even own the ferrari ~Um, ~but he thinks that that's going to get him likes and
customers one That's all that does is show the customer that really all you care about is
money ~Um, ~and I think that I do think that in the last especially 10 years,~ um,~
especially five That social media has taken a new game in terms of what the real estate
agent looks like and again You know reels and pointing to boxes and things like that and
doing dances.
Carrie Heustis: It's it's not really showing the consumer You ~Um, ~that they can trust
you with, with maybe the largest,~ uh,~ sale of their life or purchase of their life. So
I think, again, I think that this,~ uh,~ settlement is going to cause a lot of chaos. But
I think with chaos, there's, ~you know, ~there's three parts to it.
Carrie Heustis: There's, okay, this is happening. Okay, now we're in it. What are we
gonna do? And then coming to terms with it. And I think right [00:28:00] now, we are in
the, okay, we know this is happening. We're trying to figure it out. And then Chaos is
going to happen, but with that chaos,~ um,~ chaos is a ladder. Okay, but with that chaos
We are going to find out that a lot of agents are going to leave the industry And that's
going to have it's going to be great for the agents that Are proficient and that stay
around and they will be able to reap the benefits, right?
Tracy Hayes: I think If you agree or disagree, I think we should leverage social media.
We like to show some of the glamour stuff ~Um, ~but ~I mean, ~I'm, I'm sure you have
stories where you've gone in the listings and you've had to help move furniture. Yeah.
You've had to help clean up. There's a lot of,~ uh,~ non, non
Carrie Heustis: glamorous parts to real estate.
Carrie Heustis: Yeah. And a lot of people do think it's all the HGTV and social media in
general is just a highlight reel of someone's life, whatever that is. Yeah. ~Um, ~and I
think that, again, a lot of people, ~you know, ~I think that agents might be overpaid and
I'm going to say this and it [00:29:00] may not make a lot of agents happy, but some
agents are extremely overpaid if they, ~you know, ~showed one house and they didn't
really consult that person at all.
Carrie Heustis: It's about consulting them and advising them and talking about what their
actual financial goals are. ~Um, ~but, ~you know, ~I think the consumer, I think this is
going to weed out a lot of agents that it's not that they're, that they should have never
been in the industry, but maybe it's just not the right time for them or it's, it's just,
it's going to shift the industry completely.
Tracy Hayes: Well, with the number of agents that I've had on and when just listening to
you talking about having the conversation and. And I can list off if I sat here and
looked at everyone's face and ran through the list ~Um, ~I think of carrie carpenter was
as number one just really ~Uh, ~because we ~kind of ~went in depth with it And creating

that relationship from from day one or sophie gordon She that's like her marketing her
mindset is like creating these long because that's the only way you're going to stay in
it long term or if you want to have You Fast success [00:30:00] because both of those
ladies within a few years because they were doing the right things from the beginning
it's those people who And we've had it in the loan world where you know I've worked a
quick quick in in loan depot in their call center for the first 12 years of my career
There's many times people call them and say hey, I need a loan great 30 Minutes later,
we're sending out documents and they're e signing them.
Tracy Hayes: It's coming back and we're like Boom. In an hour, we've already, ~you know,
uh, ~basically closed the deal because we're doing a one time doing a lot of refinances
too. And ~so, you know, ~the refinance is something you can do in 30, 40 minutes. Take
the information. Yep. You're approved. ~You know, ~send me, send me your documents.
Tracy Hayes: I'm sending these things to sign and now we're in process. And,~ um,~ But
with some of those, we also, we don't talk enough about the others where we had to go in
and clean their toilets. We had, you know what I'm saying, to get the house presentable
because,~ you know, ~either the people weren't able to do it, unwilling to do it, but you
want, you were earning that sale.
Tracy Hayes: Right. Well,
Carrie Heustis: and that's just building the [00:31:00] relationship. And I think,~ um,~
there are, I think there's a lot of successful agents who, Build a relationship because
they continue to cultivate and then they have those repeat Loyal loyal fans right raving
fans exactly. I think that you know for us one of our biggest Points is and I think I
touched on this a few minutes ago is we really do It's our rule is friends and
institutions and friends and past clients It's they know the expertise and are the
experience we have that track record of success and then with institutions You You know,
it's, it's a different type of relationship and it's a different type of trust because,
~you know, ~we have a, a local builder that we've partnered with for,~ um,~ I think seven
or eight years now and, ~you know, ~we've helped them launch,~ um,~ over,~ um,~ almost a
dozen,~ um,~ developments and what that looks like is, ~you know, ~I can look at a home
and go, okay, how am I going to market this home in this community and, and get it sold?
Carrie Heustis: When you're working with institutions or builders, you still have, you
still need to have that close [00:32:00] relationship, but it's really based on trust.
~Um, ~because we're trying to not just manage, how are we going to sell this whole
community out, but how are we going to manage sales and keep sales going? So those
builders don't have a huge overhead of, of their credit lines.
Carrie Heustis: So it's a, it's a higher, different level of trust. ~Um, ~but I love that
I have that, and we have that because that trickles down into, I can work with this
builder and I can help, ~you know, ~deploy an entire development of 91 units or 100 units
But then I can also help you sell your your home in jacksonville beach and the knowledge
that I take from that I can help implement
Tracy Hayes: Yeah, well your diversity so i'm looking on your social media that ~uh, ~New
development that looks like you've made some recent sales in on there.
Tracy Hayes: Is that ~uh, ~is that a condo a townhouse? It's
Carrie Heustis: a townhouse So it's a,~ um,~ it's a,~ uh,~ development group,~ um,~
Cornerlawn Development and JWB,~ um,~ and Breeze Homes is the, the builder that's doing
it. And ~so, ~We have launched,~ um,~ like I said, over, ~you know, ~a dozen subdivisions
and developments for the builder and this one is just [00:33:00] particularly special.
Carrie Heustis: It's in La Villa. It's a 91 unit townhome community. ~Um, ~it's the first
of its kind,~ um,~ fee simple in, ~you know, ~over 20 years. So it's just getting a lot
of buzz. It's just exciting to be able to have residents purchase in,~ um,~ downtown
Jacksonville.

Tracy Hayes: When you're in a group. ~Um, ~because you can expand into, ~you know, ~with
the working with the foreign property bearer.
Tracy Hayes: Well, you can Explain so everyone understands your diverse experience ~Uh,
~were you in a pre planning stage with them understanding like helping them what these
units could sell for and so forth? Yeah,
Carrie Heustis: so when you are, ~um ~Running comps, ~you know, ~you're not just looking
at okay. This is what we can this is what we can sell it for You have to figure out you
have to be able to gauge how quickly Inventory can be built based on the builders
timeline.
Carrie Heustis: So we we of course numbers and said, okay, based on what's in the
surrounding areas, here's where we think we can start. And here's where we think we can
land based on the timeline [00:34:00] of the development. ~Um, ~this one is going to go
till the end of 2025. ~So, you know, ~none of us have a crystal ball, but we have to be
able to, to keep up with market,~ um,~ market stats and market inventory to, to try and
figure out it.
Carrie Heustis: How we can get each building sold tear it out for them. So again, they
don't have a huge overhead of credit line.
Tracy Hayes: Well In this particular project too obviously was planned before interest
rates went up
Carrie Heustis: right
Tracy Hayes: so adjusting for that ~Uh ~having worked for a large builder not that long
ago the cost of materials and so forth changed How did that how did those conversations
go?
Tracy Hayes: I imagine you guys had to regroup in one way shape or form say hey, these
are costing us this How can we ~uh ~be more efficient yet still get buyers in there
before we price them out?
Carrie Heustis: So One of the first conversations it was I think two or three years ago
was about this development And the numbers looked totally different a few years ago, and
I remember one of our first [00:35:00] conversations It was like I think we're going to
start it around this price Well, then two years goes by and we all know it can happen.
Carrie Heustis: We saw what happened with covid. We saw what happened with ~um, ~Cost of
~um, ~lumber, right? ~Um, ~and so we just are able to, our goal and our strategy with
helping any builder is to stay ahead of the market. So we would never want them to say,
okay, we're going to price it at this. They have everything priced out and then all of a
sudden there's a huge inflation.
Carrie Heustis: We try to stay ahead of it. Price it accurately, price it aggressively,
to really set the tone of what we think the whole development can, can sell for. I
remember during COVID, one of the things that happened is,~ um,~ we, one of the, it was
actually ~kind of ~a beautiful, I would say, mistake. We had a digital transformation
because of COVID.
Carrie Heustis: We were able to create an entire virtual experience with our builder.
Site agents couldn't be on site. I mean you you remember everything changed, right? So
with that we created this digital transformation where it was a one stop shop how you
[00:36:00] submitted offers how you saw the property With that being said we were doing a
lot of pre sales during that time But what happened is and a lot of builders what
happened is they got caught with Not caught it's the wrong word But and in a position
where they were under contract for a certain amount and then all of a sudden lumber went
up 300 percent and we had to go back to the consumer and say hey, so sorry, but your
contract is actually up 57 000 ~Um, ~one of the the things I love about the builder that
we partner with is they were like We don't want to be in that position anymore ~So, you
know, ~we're not going to really do the the pre sales It's more we're going to release

the building and then we know the price We're looking at ~you know, ~they're looking at
the bottom line number Now we know where we can land.
Tracy Hayes: Yeah. Yeah. No the builder hours where they had to actually go to the spec
homes because It yeah, it's a bad. ~Uh, ~it's a bad consumer experience. Yeah, and even
though it's reality of Life and they have no control over the cost of that lumber The
consumer doesn't care where they got a contract for that [00:37:00] price They don't
understand really what's all going in to that and trying to it's ~like, ~you know
predicting the interest rates and so forth They're trying to predict months and months in
advance if not further of what money is going to cost and, ~you know, ~and balancing that
out.
Tracy Hayes: ~So. ~The, the question that was coming to my mind there with this diverse
experiences, the average agent is not. in these conversations that you're having and, and
working these out. How have you, how has that experience helped you with confidence,
explaining to just your, your average residential single family home buyer, in, in
whether it's doing a listing presentation or a buyer consultation?
Carrie Heustis: I think that,~ um,~ and again, in the 10 years I've been doing this, I
feel like it's been 20 or 30, because I have had, I have worn so many different hats and
I've had. I've been thrown in so many different situations, which I'm so thankful for
because it's allowed me to really feel~ Um ~have conviction behind the conversations that
I'm having so, ~you know, ~[00:38:00] I can Going to one of my builder meetings and
talking about ~you know, ~we're going to launch this next development What are we looking
to do?
Carrie Heustis: What's the pricing? ~Um, ~it keeps me it keeps me completely honed in on
what's happening just in the builder community within Northeast Florida. ~Um, ~so when
I'm coming back and talking to maybe,~ um, you know, ~a traditional buyer who wants to
buy,~ um,~ new construction from another builder, I know I, I have my, my thumb on the
pulse, right?
Carrie Heustis: So I understand a little bit more about what that looks like from the
developmental side. ~Um, ~and then just from a financial conversation, We are the
negotiations that we're doing and the incentives that are constantly, you know going up
and down. ~Um, ~it just It opens your eyes more to a creative negotiation negotiation ~Um
~art versus just let's offer this.
Carrie Heustis: ~I mean, ~it's really a numbers game and at the end of the day Yes, we're
building relationships, but people don't want a best friend, right? They want to like you
and they want to be able to be in the room with you You But they're looking for real
advice, and they're looking for [00:39:00] you to almost guide them,~ um,~ in some of
the, the toughest,~ uh,~ when they're making a decision, there's been so many times where
they're like, what would you do?
Carrie Heustis: And I have to have conviction behind what I'm saying. Right. ~Um,
~because it's, there's hundreds of thousands of dollars on the line.
Tracy Hayes: Well, I, I, cause I, my wife's an agent. So I've been listening to these
conversations going on in negotiations back and forth. And sometimes she'll shoot me
what's going on just to get my angle on, especially if there's finances involved.
Tracy Hayes: ~Um, ~yo, have you seen census post COVID really in, ~you know, ~with
interest rates where they're at, but maybe the last 12 months, there's a, I know every
loan right now has extra puzzle pieces to it. ~Um, ~I believe from what i'm seeing is
every Purchase or sale? Has extra puzzle pieces Pieces to everyone has their the the
sellers,~ uh, you know, uh, ~they're building a home, but it's not quite ready But
they're trying to they need to sell this home before that's ready and close on that other
one and so It's ~you know, you know, ~the builders are never on [00:40:00] time so that
you need to do a rent back or you know There's all these moving pieces going on and it's
involved in a negotiation ~um, ~and like I said that creativity and How do you how do you
sell not only your?

Tracy Hayes: You Customers on in the negotiation that hey, this is the way I would go
because You have to also when you're presenting it to the other agent saying hey, this is
what we need because and having that knowledge and be able to You know explain it out,
~uh ~to give them ammunition for them to sell versus just saying hey, we need this Go
figure it out.
Tracy Hayes: Right? I
Carrie Heustis: think that ~um, ~i've actually i've dealt with a lot of agents that are
like that on the other end and ~um ~I think at the end of the day, we are here to work
together. ~Um, ~well, first off, we're a transaction broker, right? So I think at the end
of the day, it's how can we make this deal work? How can we get it together?
Carrie Heustis: One of my first conversations with an agent on either side is always,
Hey, I want to be fully transparent and open. [00:41:00] Let's see if we can make this
work. So I'm going to ask, ~you know, ~one or two questions right off the bat. And if
it's ~like, ~no, then let's just move on from it. ~Um, ~but It's not it's not negotiating
just to negotiate.
Carrie Heustis: I've met those agents too where it's ~like ~come on You're just trying to
wheel and deal a thousand dollars It's it's how can we make this a win win for the buyer
and the seller, right? How do we make it where the seller walks away with? Wow, I feel
really great about this. I don't feel like my ~um, ~I I feel like i'm walking away with
the equity that I want right And then how does the buyer get into that situation?
Carrie Heustis: Not having buyer's remorse the next day. And I think that as a, as a
consultant, when you're talking to someone about their real estate goals, you know right
away if someone's comfortable with doing an X or an escalation clause and appraisal gap,
or if a seller is willing to do a post occupancy. So right off the bat, I think that if
you don't know the creative tools to use as an agent, you're just doing your customer a
disservice.
Carrie Heustis: ~So, you know, ~escalation clauses, appraisal gaps,~ um,~ post
occupancy,~ um, you know, ~as is, repair requests. [00:42:00] Those all seem like very
common, but if you don't understand how to navigate them,~ um,~ you can get yourself in a
little bit of trouble.
Tracy Hayes: Explain the navigation in from your side because I always assume a lot of
the agents that are listening are You know trying to ~you know, ~they're hearing what
you're saying They might be brand new and really Taking a lot in some are just going to
find one thing in here that they're gonna take that you said and whatever in implement in
their business Listings Listers last, right?
Tracy Hayes: That's different. That's really obvious. We're getting a little more
inventory right now. Listings are out there having that. When you go in to have that
discussion with that,~ uh,~ seller,~ uh,~ about their home, preparing them, knowing that.
~You know, ~based on your evaluation of the home, what ~you see, uh, ~maybe you did a pre
listing inspection.
Tracy Hayes: So maybe you ~kind of ~know, Oh, Hey, ~you know, ~when the hot water heater
needs to be replaced or whatever, but preparing them for that negotiation, [00:43:00]
that wherever it takes us so that when that Ping pong matches over they do feel like hey,
~you know, ~I know we dropped the price a little bit, but I still feel great How do you
how do you prep them for that expectation to hopefully you have that feeling?
Tracy Hayes: I
Carrie Heustis: think any conversation you're having with a seller or a buyer, but we'll
start with the seller is you go in and You absolutely want to do a pre listing,~ um,~
inspection or not. You don't have to buy an inspection, but you have to be able to know
exactly the age and the functionality of every ~you know, ~major system.

Carrie Heustis: ~Um, ~you have to have those big reality checks of, Hey, I know that you
have, ~you know, um, ~X, Y, and Z, but your roof is 2006. So you're already setting those
expectations and then going into, this is what buyers can bring us. So if we list your
house for, ~you know, ~600, 000. These are probably the options that we're probably going
to get, and I've gotten to a point where even before we list it, I can hone in on where I
believe the market is [00:44:00] based on the data, right?
Carrie Heustis: ~Um, ~days on market,~ um,~ recently sold and active, so what the, what
the competition is. And I give them three scenarios before we even go live of Here's a
scenario one at list price with a possible credit of this because your roof is, ~you
know, ~20 years old So let's go ahead and throw in this credit. I give them three~ uh
~Solutions right off the bat.
Carrie Heustis: So And just say hey, these are possible scenarios that we might see so
when they maybe get one of those scenarios They don't feel blindsided.
Tracy Hayes: You almost put yourself in the buyer's shoes
Carrie Heustis: Well, it's more of putting myself in the shoes of the buyer Because of
how many contracts I've seen and how many,~ um,~ houses I've seen sold on either end, I
know what's probably going to happen before it comes.
Carrie Heustis: And it's not, it's not the crystal ball effect. I wish I had that. It's
more of just, ~you know, ~Being really proactive about almost talking about what's our
worst case scenario, right [00:45:00] and then reeling it in
Tracy Hayes: well, I was just thinking if you were representing the buyer and Knowing
what you know as the as the listing agent, ~you know, ~hey the hot water heater is old
The roof is 2006.
Tracy Hayes: This is how I would come in right start this
Carrie Heustis: negotiation I always want the other the seller or the buyer to put
themselves in the other person's shoes So it's not really me per se. It's ~like ~hey
think about if you were a first time home buyer and a lot of the sellers that I Do you
work with I sold them their home?
Carrie Heustis: So I say hey joe Remember when we bought this home four years ago and we
did x y and z I have to I it's just a reality check Yeah, hey, what's our end goal? I'm
gonna try to get you the most amount of money, but it has to be realistic So what's our
end goal,
Tracy Hayes: right? Well, ~you know, ~because you've already, the trust, the ~like, um,
~and, and the credibility is there to have those conversations with them and, and, and,
and to be real with them.
Tracy Hayes: I think you would agree a lot of, yeah, if they get the listing, they go,
Oh, great. All right. I'll put the sign [00:46:00] in tomorrow. ~You know, ~I've heard
stories where they're already ordering pictures and the agent hadn't even walked by in
the house and the house is a mess.
Carrie Heustis: Yeah.
Tracy Hayes: And now you're ordering pitchers to come over?
Tracy Hayes: What, ~you know, ~slow down a little bit. Yeah. And I
Carrie Heustis: think that's, again, with, with this NARS settlement, I think that it's
going to cause a lot of chaos, but I think it's,~ uh,~ it's going to be great for the
agents who are actually treating this as a consulting gig and really,~ uh,~ Honing in on
how to help
Tracy Hayes: when you say chaos.

Tracy Hayes: Do you mean more of a mental chaos?
Carrie Heustis: Yeah, I don't think it's gonna be people running around screaming. I
think it's ~um, ~I think it's the chaos of one Agents who have been doing this maybe
since covet and things are getting a little harder they're probably you know sweating a
little bit because they're thinking how am I going to provide for my family or ~Um, ~well
i'm i'm used to doing x amount of deals and i'm used to ~you know, ~collecting this check
If they don't understand how to navigate that with a buyer broker agreement or navigate
that with Explaining it to [00:47:00] sellers.
Carrie Heustis: We're probably going to see a lot of those agents leave ~Um, ~and I think
that's that's the chaos and I think on the seller side The chaos is them maybe not
understanding fully What's actually happening? And if they don't have the right agent or
consultant in front of them that can explain it to them, it's not going to make them feel
very great.
Carrie Heustis: And I think again as long as we are just open and transparent and we say
hey the commission It's it's always been this way, ~you know, ~it can be negotiable.
We're going to do a buyer broker agreement I think as long as we set the right
expectations Everything's gonna be fine.
Tracy Hayes: So I imagine, ~you know, ~you're getting internal memos in keller.
Tracy Hayes: What kind of tone? What kind of Mindset are they trying to keep everyone? in
right now because I, I imagine it's already starting to come out as obviously some
trainings, but they're going to really make a focus on creating this presentation and
being more, however, ~you know, ~role [00:48:00] playing in this for some of these
agents, someone's going to come easy for some, we're going to have to work at it.
Carrie Heustis: Well, ~I mean, ~honestly, one of the things that we've always done, my
partner and I, with our team and with color Williams, we've always done. done by a broker
agreement. So it's nothing new to us. ~Um, ~again, we've always treated this like a
business. We've treated ourselves like consultants. So anytime I work with a buyer that's
a friend or, ~you know, ~whatever that looks like, we're doing a full consultation and
we're saying, these are the reasons why you need an agent.
Carrie Heustis: These are the reasons why I'm here for you. ~Um, ~this is a, ~you know,
~a handshake on paper saying, I'm, I'm your guy, I'm your person. And I'm going to be
here to help you. If you don't have that buyer broker agreement, I've seen it a thousand
times where an agent shows a buyer 25 houses and then they're out of town that weekend
and the buyer goes to an open house and goes on a contract because the buyer didn't
really understand.
Carrie Heustis: And again, it's, it can go either way. It's the agent's fault for not
really explaining it. ~Um, ~and it's [00:49:00] also, ~you know, ~not having something
signed. If you're not treating yourself like a professional, why is someone else going to
treat you as a professional?
Tracy Hayes: For the consumers that might be listening, or maybe we cut a reel out of
this.
Tracy Hayes: How should, in your way, how, how do you introduce that? We're going, you're
going to get them. To sign the spire broker agreement. What is what is ~kind of ~the
steps that you lead in your presentation ~You know ~consultation process that leads you
to getting that signed.
Carrie Heustis: So I think with any I treat it like a profession and I when i'm talking
to any agent and i'm trying to help them or coach them If you called an attorney, right
you would Set up a meeting and you would go to that attorney's office, right?
Carrie Heustis: And they would go over the plan of action, right? That's the same as real
estate agents. We are consultants So we're going to set up an appointment. We're gonna

talk We're gonna consult on what your buyer needs are and then we're gonna go over What
this looks like from ~you know, ~day one of setting up [00:50:00] listings to how I'm
gonna get you in your contract You have to set the expectation and outline.
Carrie Heustis: Hey, I want to be able to show you Don't assume they know
Tracy Hayes: what you're going to be doing
Carrie Heustis: assume that they know assume, you know Even if they're not a first time
home buyer, even if they sold a home 10 years ago I'm, sorry bought a home 10 years ago
and so much has changed. So They want a professional they want a consultant so they want
to be able to know exactly what are they in for?
Carrie Heustis: Right and then you tell them this is what we're seeing if there's a house
that doesn't have If there's a first if there's a for sale by owner Let's say on zillow
and you're interested in it and it doesn't say that there's a co op. Let me worry about
that That's not your job. That's that's why i'm here.
Carrie Heustis: Don't worry about that I'm going to handle that with the agent and with
the seller. ~Um, ~and I think that it's just having conviction behind it ~um ~something
that I wanted to touch base on and talking about the builders and the institutions is You
know, we were talking about chaos a little bit. I I truly believe that This is a kind of
a door opening more for builders and institutions [00:51:00] because sellers don't really
know which way they want to go and they don't know,~ um,~ possibly if they want to offer
those co ops and things like that.
Carrie Heustis: While we're trying to figure everything out,~ um,~ I think this is a
great time for those builders to keep offering those amazing incentives, right? Because
like I said before, any sales industry That has an incentive for that product. You're
going to get more people in the door. So it's just, I think a great time for, ~you know,
~builders to keep throwing out those incentives and those co ops, because it's going to
show that the, it's going to show the buyer and the consumer that the agent is still
valued.
Tracy Hayes: Well, let's flip it over since you brought up the that those incentives you
got a listing on obviously an existing home ~Um, ~how are you strategizing with the
lister? or with the seller ~um ~in Compete with a lot of new construction because when
you said the new construction is your primary competitor
Carrie Heustis: Well, and right now the number one question I still get asked every day
is what are interest rates?
Carrie Heustis: ~um, ~and ~um ~You know what One of [00:52:00] the main incentives years
ago was always just closing costs. So that was one of the number one conversations,
bullet points, I would talk with a seller is we can list your house for, ~you know, ~600,
000. Here's some scenarios that might come into play. The buyer may ask for 3 percent
closing costs, right?
Carrie Heustis: So that was one of the scenarios I was talking about. Now it's,~ um,~
hey, to make sure we're competing with these builders who are buying down the rate. We
need to throw in, if you're comfortable with it, let's, it doesn't have to be closing
costs. Let's throw in, ~you know, ~10, 000 towards,~ um,~ a rate, a rate buy down.
Carrie Heustis: And so that's become the new, the new normal.
Tracy Hayes: So you're trying to get them to do it up front versus two weeks on the,~
uh,~ out there. Oh, we need to drop price. It definitely
Carrie Heustis: depends on the, on the situation. ~Um, ~but again, every scenario it's,
Hey, if we come to a place where, ~you know, ~we're You are wanting to, ~you know,
~reduce the price, do a price improvement.

Carrie Heustis: We just have to figure out what different incentives are. ~Um, ~but the
rate buy down is the number one incentive, but I think it just depends on the situation.
If a seller needs to [00:53:00] move in 45 days, ~you know, ~because they got a job
transfer, then I think we're going to throw in a little bit more bells and whistles.
Carrie Heustis: ~Um, ~but again, it's just setting expectation and the rate buy down is
the number one competition right now with builders.
Tracy Hayes: If you were to make a broad assumption over, you The greater real estate
agents that are out there Is it having these conversations like we're talking like
sitting down like hey Here's you've you've because you've gestured several times that
you've gone to your buyer seller and say hey This could happen.
Tracy Hayes: This can happen. This can happen a B or C That these conversations aren't
going on enough
Carrie Heustis: right
Tracy Hayes: with the with the agents in in there and who they're representing
Carrie Heustis: I would agree with that and I think I think what happens is and again You
It's hard because there's that fine line where we are very listing heavy.
Carrie Heustis: So we see a lot of agents on the other end who,~ um,~ we have an amazing
transaction coordinator, Leslie. She's been with us for almost five years. And these
agents are asking her for advice,~ um,~ questions that they should be going to their
[00:54:00] broker for. It happens all the time. ~Um, um, ~people, it's, it's ~kind of
~mind blowing and it's scary to think that these individuals have.
Carrie Heustis: Someone's finances typically, you know essentially in their hands But I
think that Setting expectations having the conversations. I think a lot of agents for
some reason they get the listing they get really excited And then they just you know want
to be the person's best friend and they want to talk about I'm gonna do this this I'm
gonna make a real I'm gonna ~you know, ~take photos, but they're not having those
financial conversations up front The stuff
Tracy Hayes: that can really throw it off the tracks
Carrie Heustis: that can really throw it off the tracks And like I said, I like going
over worst case scenario just to show them, Hey, this could happen, but I'm going to do
everything possible to not let that happen.
Carrie Heustis: Right? Like I can be, I can be the nicest person in the room, but I can
also be a complete bulldog when it comes to getting you what you need and you want. And
that's what they want. At the end of the day, they want to walk away feeling like they
have the money in the bank that they want, that you did, that you [00:55:00] earned every
penny.
Carrie Heustis: And I think that's one of the biggest, issues that we have with all of
this is unfortunately, consumer doesn't feel like the agent is worth the money. And
that's, that's, that's what's happened. And that's because, ~you know, ~take Zillow for
instance, like I said earlier, a lot of agents just buy leads right off the bat.
Carrie Heustis: And if the consumer keeps getting paired up or matched up with an agent
that really doesn't know what's going on with that listing over time, They keep having
bad experience. I have a bad experience. They're not going to have trust in those agents.
Tracy Hayes: I want to step back on the, just to give some advice out for, for new
agents.
Tracy Hayes: Cause I think you would agree with this and, and I think they need to hear
it from top producers all the time, because I haven't met a top producer that said, no, I

wouldn't spend any time with that. But for these agents that you were just gesturing that
are asking your transaction coordinator for advice, they need to search out.
Tracy Hayes: Someone early as as a you know more a [00:56:00] mentor I mean you'd like to
think it's a broker, but some of these ~you know ~Keller Williams is a big organization
It's not a little boutique brokerage with 1520 agents. You're talking hundreds of agents
and anyone office and the search out That person you can go have lunch with you can go
get a coffee with a type of thing ~Uh ~a top producer that has transactions closed and
has been doing a little bit a while that they you know They can become friends and
converse with and ask a question that They may be embarrassed to ask their broker though.
Tracy Hayes: They shouldn't be Yeah,~ um,~ the broker doesn't expect you to know
everything. They know that they've been doing the business hopefully long enough But to
have those that conversation of how I should handle this, especially right now with these
negotiations to role play with somebody to say, Hey, this is what we're going to come
back with.
Tracy Hayes: What do you think their response might be to prepare? Cause I think another
thing that's probably lacking is they should be playing this like chess and they should
know what their next three moves are and what the counter [00:57:00] moves are going to
be.
Carrie Heustis: I think again going to the right brokerage,~ um,~ because the brokerage
has to have training,~ um,~ You know in in any industry that you're in you have some sort
of guide or you know You shadow or training whatever that looks like Because the the real
estate license because you can obtain that pretty quickly You have to really find the
right brokerage that is going to set you up for success I can't hone on that enough And
then in addition to training at your brokerage, you really should find someone that you
can, that can mentor you.
Carrie Heustis: And again, you don't want to, ~you know, ~call this person five times a
day because they're, they're working as well. It's either finding a team or finding
someone that you can just, ~you know, ~go to, to have those, those, those questions
answered.
Tracy Hayes: When you were doing your initial, you said you talked to several brokerages
before choosing Keller Williams.
Tracy Hayes: Did you talk to any of the agents at that time? Or just more or less the
broker or the recruiter. Oh, to pick
Carrie Heustis: their brains?
Tracy Hayes: Well, just to, [00:58:00] yeah, how is it, ~you know, ~is that, everyone's
going to tell me they went to their brokerage, I've heard a hundred and eighty something
of them,~ um,~ because of education and technology.
Tracy Hayes: So we know that's not the case. Really what it is, ~you know, ~they, they,
or at least they maybe talked a good game about the education, or they talked a good game
about the technology. Yeah, ~I mean, ~it's a first date. It's a first date. ~So, ~
Carrie Heustis: every brokerage that I went to,~ um,~ and I, you name them all, I went to
all of them.
Carrie Heustis: ~Um, ~well, even, ~I mean, ~ten years ago, half of them didn't exist, to
be honest. But,~ um,~ but, I went to all the big ones, and, ~you know, ~it was like a
first date. Everyone's dressed nice, everyone's telling you what you want to hear, it's,
you know,~ Um, ~and I think at the end of the day, I, I had to choose because I
personally, I wanted to get the warm and fuzzies.
Carrie Heustis: ~Um, ~and A lot of the brokerages checked off all the same boxes and
there was three that checked off education and things like that But I I loved the the
culture and just the relationship in general and you know I had spoken to multiple agents

that were at that brokerage at one point in time And so that's really [00:59:00] what
what sealed it for me
Tracy Hayes: So you talked to age that that that that was a kid because the bro like you
said the brokers are gonna be dressed nice And I'm gonna tell you all the good things to
an agent sir You The top agents to me are.
Tracy Hayes: Collaborative they're willing they're willing to talk to you because I think
when in reality you've been in the business long enough Yeah, you ~sort of ~are
competition, but your circle people that you know, and this person coming that you don't
know Their circle is totally different.
Carrie Heustis: Yeah, there's enough market share to go.
Carrie Heustis: Yeah. Yeah,
Tracy Hayes: ~um ~to share that. ~Um, ~Change a pace here a little bit. ~Um, ~I noticed
you have an airbnb Tell us a little bit of that and what is, ~you know, ~how's that
another dimension of actual experience of running an Airbnb?
Carrie Heustis: ~So, ~yeah, we bought a,~ um,~ a vacation rental,~ um,~ in full on,~ uh,~
during COVID. So people thought we were crazy, one of the best risks ever taken.
Carrie Heustis: ~Um, ~and it's been great. ~Um, ~it's, ~you know, ~a call it a business
in a box. It was already a well. ~Um, ~running machine who we bought it [01:00:00] from
and so but we manage it ourselves. So it's talking about like occupancy rates What that
looks like in terms of like the the management that's absolutely a part of I would say my
portfolio.
Carrie Heustis: I actually have a customer right now she's A great friend of mine and
I've sold her two or three houses and now she wants to buy a vacation rental So we're
actually looking at one next week and it's hey, I don't know what I'm doing You Give me
all the the info the good the bad the ugly right and that's where I can come in and I can
set You up and go.
Carrie Heustis: Okay. This is this is a great location Based on the occupancy rate. I
think we could do this. I can connect you with this Property management company and I can
really run that performa of what it looks like Because at the end of the day it has to be
it has to make sense for the the return that they're getting
Tracy Hayes: It's a, it's a different animal and in some areas,~ um,~ there's an
oversaturation.
Tracy Hayes: Yeah. ~Um, ~we know ~like ~St. Augustine beach, you're limited. You need to
know that not [01:01:00] just, you can't just turn any place into an Airbnb. ~Um, ~you
have to have that knowledge. There's so many times over the years,~ uh,~ where, you know,
working with agents where they've come, Oh my God, they want to buy an investment
property.
Tracy Hayes: And because they don't own their own investment properties, Well, not to say
that they haven't dabbled it. They think it's like a,~ uh,~ some sort of different
animal. But now when Airbnb, ~you know, ~I think it's, I don't know, personally, I think
it's the, the wave has gone by cause some areas are oversaturated,~ um, uh, ~with them.
Tracy Hayes: ~Uh, ~people are just common houses or Airbnb, which I think more people
were thinking more of the vacation rental near the beach. You can walk the beach. Right.
~Um, ~but what are some, what is some things that people need to, ~you know, ~for, One,
they need to obviously call someone like yourself that's experienced, but what are some
of the obvious things that they need to consider when looking and say, Hey, I want to buy
an Airbnb.
Tracy Hayes: It's not as simple as that.

Carrie Heustis: Location, location, location,~ um,~ is number one. ~Um, ~a house can look
great,~ um,~ online, but it's all about the numbers. And if the numbers [01:02:00] don't
work for you,~ um,~ especially if you're getting a mortgage out to, to purchase this, you
absolutely need to work with,~ um,~ a company that can give you what those occupancy
rates are.
Carrie Heustis: What what what's your what's the average? ~Um, you know ~occupancy like
is it rented out 75 percent of the time like those numbers matter? So much and then also
what are the carrying costs? ~Um, ~is there an hoa? ~Like ~what's your overhead? Is it
furnished? So there's a whole performa that I go over with them and say, okay, here's
what you can expect again I don't have a crystal ball, but here's what you can expect.
Carrie Heustis: Here's what your mortgage insurance taxes everything would be And here's
what we think you can net You Based on ~um, ~what we think we can get if you if you rate
it at this number So there's just so much that goes right to it. ~Um, ~I I think having
investment properties is incredible ~Um, ~it's just you have to make sure that you're
buying the right one.
Carrie Heustis: Otherwise, it's not gonna be very good A
Tracy Hayes: lot of people have asked this question before but I think it really needs to
get out there based on the current market conditions With rates where they're at and so
forth. I think it was [01:03:00] a little easier when rates were, ~you know, ~two and
three percent ~You know, ~you get an investment property obviously pay a little bit
higher interest rate with an investment property apples to apples versus your primary
residence But that's understood But to ~um ~net pro, you know have some sort of cash flow
off of it Would you right now recommend if someone's in the position?
Tracy Hayes: You Even if it was a net zero,~ um, you know, ~cashflow situation to invest.
Carrie Heustis: Yeah, I think I get asked that question a lot. I think,~ you know, ~for
the last year and a half, I think buyers in general have, they ~kind of ~stopped buying
because they wanted the interest rates to go down. And I think we've seen that, ~you
know, ~you just need to buy whatever it is.
Carrie Heustis: ~Um, ~there's different types of loans that you can do, which, you know,~
um,~ as an investor, and I think that if you have the money to do it. Like just take the
risk do it make sure the numbers work ~Um, ~but I i'm all about If it's the right one and
you can make it work and you can make the mortgage payment and we can make sure that
You're even just breaking even or whatever that looks like.
Carrie Heustis: I say absolutely do it
Tracy Hayes: Yeah, because over time the [01:04:00] the equity's there We know that
you're going to build equity in it and then you know, the rates do drop you you refinance
it restructure it in any way I would hate
Carrie Heustis: to advise anyone on just don't buy right now and it's not it's You know,
I always I always joke around that I convince people not to sell their house all the time
Because if it doesn't make sense for you, it doesn't make sense ~Um, ~that's that
commission breath.
Carrie Heustis: I've never I don't have commission breath because I want it to make sense
for you ~Um, ~but I would never advise someone just don't do anything with real estate
right now because of the market because the market could change tomorrow Right, we have
no idea back to
Tracy Hayes: the airbnb. You self manage it I think people underestimate going in and
cleaning and all those little things that you need to do when people moving out.
Tracy Hayes: Yeah The weekenders the one or two nighters ~I mean, ~you could be cleaning
that place multiple times a week versus, ~I mean, you know, ~obviously, ~you know, ~I

know with our units, we're able to really, my wife focused on getting those people in
there for [01:05:00] months at a time. Yeah, we
Carrie Heustis: block it out where, I think we have the minimum of three nights.
Carrie Heustis: Mm hmm. On slow months, we Will bring it down to one night. ~Um, ~because

the wear and tear itself is also another part of you to think about. But no, it's a well-
oiled machine. Mm-Hmm. . It's, we have a, we have a cleaning team that you could have a,

that's, it's important. It's hard to find those. Yeah. ~I mean, ~in our vacation rental
it's 35 minutes away,~ so, you know, ~it's, it's, it's a well oiled machine.
Carrie Heustis: And that's the thing is if you want to self-manage, you absolutely can.
~Um, ~and, but if you wanna hire a property management company, they, they're out there
too. So I think it just depends on ~kind of ~what you wanna do. We self-manage. But we
have the team that comes in and does everything.
Tracy Hayes: All right. ~Um, ~well, I actually had the, the women for women jacks on
here.
Tracy Hayes: Tell us about that.
Carrie Heustis: Okay. So women for women, Jax is an incredible connecting group. We don't
like to use the word networking. We like to say connected because I know you've probably
been to a million different networking events and essentially it's a happy hour and
everyone just hands out business cards.
Carrie Heustis: ~Um, ~but you don't feel like you walked away with a connection. And so I
joined,~ um,~ It'll be [01:06:00] almost two years and,~ um,~ I fell in love with it. I
thought it was a great group of women. It's all different types of different industries.
A lot of entrepreneurs. ~Um, ~we have a lot of financial advisors. We have health
industry.
Carrie Heustis: It's just everything you could think of,~ um,~ became a part of the
board,~ uh,~ with my event planning background, I wanted to dabble in that. So yeah, I'm
a part of,~ um,~ the board. This group and it's a group, great group of women. We meet
once a month and we typically, we like to focus on local business owners.
Carrie Heustis: ~Um, ~and it's funny, we've had a few men say, well, why can't we join?
And I'm like, well, it ~kind of ~defeats the purpose. But,~ um,~ it's, ~you know, ~
Tracy Hayes: what they're, they're, they're, cause you can join the council. What's the
one at the realtor or women's council, right? Men can actually join.
Carrie Heustis: Yeah. I have a few colleagues that are in that, but no, it's, it's more
of just, Local business owners trying to figure out, ~you know, ~what we want to focus on
that month.
Carrie Heustis: It's always diverse So this month it's it's tomorrow actually ~Um, ~it's
going to be we're focusing on finances and then something to do with ~um, ~we like to do
either emotional [01:07:00] Health holistic whatever it is. So we always try to stick
with something that has to do with like your business We did a panel Which I was on where
I talked about,~ um,~ investing and, and flipping houses and things like that.
Carrie Heustis: ~Um, ~so we always like to have ~like ~a financial component of it and
then maybe go holistic or do,~ um, you know, ~we had,~ uh,~ billions in, in bourbon where
we did ~like ~a bourbon tasting and then we talked about financial planning, ~so. ~
Tracy Hayes: So you more or less kind of like have a lunch and a guest speaker or a
panel.
Tracy Hayes: It's at night, yeah. it's a, it's

Carrie Heustis: a monthly event and we have, ~you know, ~food and drinks and. Sometimes
we'll have a panel and sometimes we'll always have a speaker or a panel and then we do
some sort of Like task afterwards, so it's really fun.
Tracy Hayes: All right, so the last part I have on here and I Because I think it's so
important because everyone does it differently in real estate.
Tracy Hayes: We'll try to finish up with this There's prospecting and marketing from what
I'm told What is your what, you know over 10 years you've probably evolved, ~you know
~Like I said initially you went in you were doing the prospecting [01:08:00] calls 9 to
11 type thing What have has your marketing campaign look like today or your prospecting
campaign?
Tracy Hayes: What are the the the foundational things that are just going on. You have
maybe set on auto drive and they're doing. But what is Carrie do for staying top of mind
in front of her? ~You know, ~you mentioned, ~you know, ~a lot of your clients are friends
or these institutions. You want to say it's top of mind on them.
Tracy Hayes: What are you doing there? What is, what is Carrie's marketing look like?
Carrie Heustis: So it's so interesting because I feel like everyone does it either
exactly the same or totally different. ~Um, ~I think I mentioned this before, When we
first started talking ~but you know, ~we've done the whole loud thing at one at one point
We were you know, a very loud large team ~um ~a lot of like drip campaigns and and just
videos and things like that and Over the years we've really honed in on the quality Of of
who we work with and what we're trying to convey if it's through social media if it's
through email things like that ~Um, ~of course we do the standard, ~you know ~[01:09:00]
newsletter because we want to stay on top of mind to our database ~um, ~we do a lot of
youtube videos,~ um,~ but really it's just My social media that I that I sprinkle in here
and there but it's just it's the youtube videos doing market analysis,~ um,~ and we do
our newsletters, but other than that, it's really just,~ um,~ more organic and it's just
the relationships with the, the builders that we have.
Carrie Heustis: You
Tracy Hayes: have these regular things, you say your newsletter where it's going out
monthly or whatever. ~Um, ~your CRM is, is pumping something out, I'm sure multiple times
a month. And then your, your CRM, which is, is gotten you,~ um, Uh, ~like I said, when
you, you've reached a point, you've created enough credibility, created enough friends
that trust you.
Tracy Hayes: And now you're just reminding them because obviously everyone's not selling
a house every month or year. ~I mean, ~it comes around, but hopefully you're, you're
staying out there that if they're at a barbecue this weekend and someone says they're
looking to buy or sell a home, they remember to carry the one that they go to.
Carrie Heustis: Yeah, it's, it really is. It's over the years it has become more organic.
~Um, ~I'm not passing [01:10:00] out business cards everywhere I go. It's just, everyone.
Real estate is always a topic anywhere you go. Yeah, and it's just it can be a very
organic conversation of carry How's the market doing? ~Um, ~and it's i've gotten to a
point where I don't even bring it up anymore It's it gets brought up to me and I think
that just is probably years of experience and and doing what i've done and ~you know, ~of
course doing the social media stories and and of of the experiences that I have and the
happy moments and Sometimes the good and the bad and the ugly with flips that we have and
swatters and stuff like that But it's just it's letting people know that hey, I'm here.
Carrie Heustis: I'm here to advise Without shoving it down their throat. Yeah. Yeah Well,
Tracy Hayes: you enter a social situation you go over someone in the neighborhood and
there's 20 other couples there
Carrie Heustis: Yeah,

Tracy Hayes: you're putting out on your social media your your real estate what you're
doing and that sort of thing The common thing to break ice in a conversation with someone
who you're not talking to every day is to say, Hey, what's going on?
Tracy Hayes: And they, ~you know, ~what's going on in real estate.
Carrie Heustis: Yeah.
Tracy Hayes: Then boom, conversation a
Carrie Heustis: resource for, for people too. Like the other day I had a friend,~ um,~
text me [01:11:00] past client and friend and they, ~you know, ~just, they needed help
with a, with an attorney. ~Um, ~and it's just being a resource. I want to, I want to be
that resource.
Carrie Heustis: That person for you, whatever it is. I want to be able to connect you
with anyone that you need. If it's a financial advisor, if it's a CPA, if it's a, if it's
a lawn company, if it's ~um, you know, ~whatever that looks like. I want to be able to
connect you because if you're adding value to someone, they're going to see it.
Carrie Heustis: And I think that's really the key is that you have to be a resource for
people. You have to show your value and it's not, Don't have commission breath. Don't
drool at the mouth when you when someone says they want to buy or sell a house Just have
a conversation with them and say hey ~Um, ~i'd love to chat with you and see if I can
help you I
Tracy Hayes: think you know you you bring up a point and it's been brought up before but
I don't know if I I triggered this thought at the time but Real estate agents are
important part of the general community going back to the NARA lawsuit You know, they're
sitting there trying to attack agents and saying get paid to me great [01:12:00] agents
are an asset to the many businesses You know, you we know that building houses is a huge
part of our GDP because there's so many people involved from Building all the different
pieces washer dryer, whatever and obviously holding a community together when people own
homes they generally want to Protect the area that they're around right and keeping but
how real estate agents are that resource and I don't think that's actually put out there
enough on how much now I know
Carrie Heustis: that
Tracy Hayes: the appraisers know that the home inspectors know that because you're
referring business to them, but I think there's a lot of people out in the peripheral
that, that don't know that, and I think we need to be better.
Tracy Hayes: Yeah. ~Um, uh, ~and that's either with Florida Realtor or NA or nefa. They
need to actually get on campaigns to get out there and, and promote just that. Well, and
Carrie Heustis: I think it's because of the shows like the Million Dollar Listing and
HGTV and all that. Mm-Hmm. . It shows I think an [01:13:00] unrealistic. Story of what
real estate is and it's just not that at all, right?
Carrie Heustis: ~I mean, ~there's the fun part of it. And yes, I've sold some beautiful
million dollar homes But was that an easy? Deal to do now. Yeah, so
Tracy Hayes: the some of the flip flipping ones are good because when they tear open the
wall There's a bunch of termites or roaches or whatever
Carrie Heustis: I mean, it's good entertainment. Yeah, but at the end of the day, it's
it's advising and consulting and just being that trust That trusting professional for
your customer is is the key
Tracy Hayes: ~um, ~I was Trying to ~uh, ~i'm gonna remaster my lap my my go to question.

Tracy Hayes: ~Um, ~well, I want you, if you can express here in 30, 60 seconds or
whatever, whether it's an agent, Out there that may be listening to this and say geez I
resonate with with carrie She sounds like a cool person. Maybe I need to pick her brain
or or ~you know, ~how really just ~I mean, ~how important is it? for agents to um to to
get out [01:14:00] and actually interact with each other, I think So many have gone to
~like ~a lot of workers gone.
Tracy Hayes: They've gone home And they're interacting with their families or maybe their
neighbors or that sort of thing people in their circle Maybe their kids sporting event,
but they actually really need to go out interact with other agents and talk some of the,~
um,~ what do you call it? ~Uh, uh, ~the water cooler talk, ~you know, ~how are you
handling the NAR lawsuit?
Tracy Hayes: ~You know, ~that kind of conversations. How do you think that's important?
Carrie Heustis: ~Um, ~yes and no. ~Uh, ~true, true truth. ~Um, ~I think that if you are
looking to have purposeful conversations,~ You know, ~at a networking event with a bunch
of realtors that have maybe only been in the industry for six months. I don't know if
that's your time that's spent, right?
Carrie Heustis: ~Um, ~those six
Tracy Hayes: monthers need to be using the two years versus, yeah. Right. So
Carrie Heustis: what, what, when, what I mean by that is, Hey, and if you've been in
industry for only six months, like good for you, definitely get a coach or go to a
brokerage where you get training. ~Um, ~but what I mean is you should be going to
[01:15:00] masterminds and masterminds, I think are an incredible tool for agents that
are.
Carrie Heustis: ~Um, ~like minded, goal oriented, values align, and can bounce ideas off
of each other and say, Hey, what's going on? Versus, I've seen it where there's just a
lot of events where they're just at a happy hour, and they're not really having
purposeful conversations. ~So, ~yes, you should be talking to other people that are in
the industry, but be careful and make sure that who you're actually talking to.
Carrie Heustis: Listening to you and talking to you because it, that really does matter.
Like you said, you are the, some of the five people you spend the most time with. So who
are you talking to? Who are you going to happy hours with? ~Um, ~I think there's
definitely a collaboration that can happen, but you need to make sure that your goals
align.
Tracy Hayes: Where can they find these masterminds?
Carrie Heustis: ~I mean, ~they're all over. ~I mean, ~are you talking to the
Tracy Hayes: national one? Keller
Carrie Heustis: Williams has masterminds within our brokerage based on like different
tier levels. So if you are, ~you know, ~hit this much in volume. ~Um, ~but there's
masterminds all over. ~I mean, ~there's the really good ones.
Carrie Heustis: ~Um, ~they can cost a pretty penny. ~Um, but you know, ~you're, you're,
you're sitting in a room with people who are, it's much bigger than just you [01:16:00]
and being a part of something that's bigger than you. But in terms of. If you're local
here in Jacksonville, I would start with your brokerage and say, hey, do we have any
masterminds going on?
Carrie Heustis: Because there might be a colleague that sits next to you that has the
same volume as you, that might be going through the same thing as you, and you, you are a
lot more,~ uh,~ like minded than you, than you think. I think kind of start there. Yeah.
~Um, ~and then, but make sure it's the right room.