Danielle Fraser: Lead with Love

Danielle Fraser: Lead with Love - YouTube

https://www.youtube.com/watch?v=QhWw5gr4OmA

Transcript:

(00:00) so you've got to get out of your comfort zone start flying to different airports you've got to start really opening up your Horizon and I think in education Community we've got to start taking those people outside of our P patch right and and bringing in different perspectives and different thought patterns of what may be going on in the real estate industry and kind of groundbreaking and eye-opening opportunities for our individuals [Music] welcome back to the real estate Excellence podcast today I have the 2022

(00:42) realtor of the year for the Saint Augustine St John's board of realtors where she's also the treasurer she's also a pilot and On The Board of Trustees at the Whitney laboratory in St Augustine we're going to learn about that she is committed to not only making in the real estate agents A industry better but her community as well let's welcome Danielle Frazier of Berkshire Hathaway home services to the show thanks so much Tracy thank you for coming on good to see you making that long Trek up from uh because you're

(01:09) already done are you in Crescent Beach you're in Crescent Beach it is a little bit it is a little bit of a journey from the southern end of the county we're a two two opposite ends I guess Marineland can only be any further yeah exactly down south of the county there or any further yeah Daniel like always just tell us a little bit you know where are you from where you grew up and and then and how did you end up at Oral Roberts uh great questions so I grew up I was born in Independence Missouri and of

(01:36) course my husband always says of course course you are very independent individual but Independence Missouri spent my seven years of my life there before my father and mother moved us to a small little town in Oklahoma Claremore Oklahoma which is the birthplace of Will Rogers and ended up graduating high school from there had a very flourishing and wonderful High School career enjoyed many many friends and still have lifetime friends from there from there or you I actually ended up playing college soccer and college

(02:08) tennis I do one school in Arkansas tore my knee my freshman year and transferred I always grew up saying I would never go to Oru I played tennis tournaments there and when you go there I don't you'll have to Google it but it's it's basically George jetsonville you know you think about all of these buildings with gold and everything else in the back of that time and nothing against him that Oral Roberts locked himself in the tower and said that God would strike him dead if he didn't raise one million dollars

(02:37) so of course I was like why would I go to a place like needless to say my ODP coach and a coach that I knew well from soccer was going to coach there for soccer and a bunch of the ladies I used to play Club ball with went there so it was a big university how big I mean it's not it's a small D1 University it's a private university well I've heard of Oral Roberts before it's funny watching the NCAA tournament this week where's Farley Dickinson where's that at right where's that yeah where's all these

(03:08) schools they were coming coming in and and uh obviously being involved with college football and so forth on you you kind of know these and of course some of these places up North but actually I didn't realize where Oral Roberts was I've heard of it but never actually realized us where it was Tulsa Oklahoma I moved back home wanted to be closer I know my parents went to a divorce my sister and brother were still at home and kind of helping my mom out while she was going to school she became a nurse so it was it was good

(03:33) that I was able to be there and help out so I actually did not put in my notes here because I was reading I was striking this this morning because we didn't get back to late last night from our spring break but you uh you weren't a business major or Paul was more like towards biology and so forth It's actually your your area of expertise what kind of what in what was your vision at that time you know 20 22 years old of what you wanted to do with your life I had actually had aspirations to go to med school become a psychiatrist

(04:04) honestly I'd gone through some challenges in my youth and it was something that I felt that I could give back I'm My Love Languages service so if I can help someone or help someone through something that was that's really what my end goal was needless to say life has detours right life's filled with challenges and and I think some of those can be become opportunities which I did in my life and I ended up getting into coaching college soccer which led me on many other detours oh okay so I coached YouTube all at Northeastern

(04:37) State University which is in Tahlequah Oklahoma oh cool yeah so how long how long did you hang out there so I did that for two years and then ended up traveling things you do for love right what you believe is love I guess so I lived in Vermont for a bit of time and and enjoyed life up there and then moved to the UK for a bit of time so I've definitely Vermont fits you Vermont does the Vermont fits you I won't I won't take that as a negative very positive because it's an outdoorsy it's an outdoorsy yeah gorgeous gorgeous

(05:13) State and really enjoyed my time up there and again still have fantastic problems in relationships you you know just thinking about you know you mentioned I mean you you were up just in Western North Carolina there were a lot of people from this area like are vacationing up in the Mounds whether it's Tennessee or Western North Carolina or Northern tip of Georgia there and so forth but for you know the difference is Vermont's just that much further north but it's it ha it you know your suburbs of Boston so to speak you know you're

(05:42) you can you know an hour or two out of Boston you can be deep into Vermont and in the mountains and and seclusion if you want oh it's um it definitely is and it's an escapism right from especially we hunt I lived in a small town called Putney Vermont which is a very Artisan community and a lot of people not only from Boston area but New York City I had second homes up there so it was and it was a place you know it's the first time I ever snowshoed you know being a girl from Oklahoma right growing up I mean

(06:12) when we got snow it was mostly ice and everything was shut down but learning how to navigate an outdoor sports cross-country skiing snowshoeing things of that nature really kind of opened up the aperture for what I could do it's the is it the Hallmark Channel that does all the Christmas specials you know it starts in November I think so I'm sure many are shot in Vermont they probably are yeah one wish recently shot in Claremore Oklahoma if you can't believe it oh is that yeah yeah yes so you eventually do a decade at Northrop

(06:43) Grumman and then I.T exactly what just by circumstances picked up a job there or I mean what led you there and you end up spending 10 years with North from yeah that's again the opportunities of your past sometimes or the challenges of your past sometimes create opportunities so when I was a little kid I programmed I we had a a small computer at home and my fourth grade teacher fifth grade teacher taught us how to program so I've always had an you know a step it's actually all the classes we have we we actually we were actually

(07:18) taught how to make the computer actually do something exactly not create a software and plug in no no no we actually had to write the code so I I had a knowledge of it I think just basically though you know I went to school to you know get a degree and and stem ended up kind of fell into my lap Northern Roman was something that I knew about growing up but didn't realize that the depth and breadth of of what it provided for not only our our servicemen but our country and and also the world the capabilities

(07:53) and it was a bit of interest and it really did it was one of those I move I moved West I headed headed to San Diego and did The Grapes of Wrath thing from Oklahoma and and completely enjoyed my opportunity there so is that what you learned how to fly or what no actually well in San Diego is when I learned how to fly and I'd always wanted to learn how to fly my dad used to take us to airport and kind of hang out and watch the plane is that right yeah there was always an aspiration my dad always wanted to fly he was in the Air Force

(08:21) right just and his vision is what he said don't know if that's so true but whenever I was in San Diego I met my husband and actually we met on the first day of work at Northrop and I was an I.T program manager I'll do we did some sexy I.T things if I can say that on there so some really cool demonstrations to the UAE for the shakes at the UA did four deployments to Afghanistan things of that nature but really my job in essence was Project program management and met my husband on the first day and he was a

(08:53) pilot he was actually a test pilot in the Marine Corps and still is a pilot interesting our first one of our first states he took me so he was still active duty he 26 years in the military oh wow wow yeah so he's there doing Flying aircraft for Northrop Grumman no actually he was a program manager as well he was site manager oh okay vice president for the for the corporation at the time he didn't hire you though he did not yeah we were we were in separate sectors okay so we're built we're building up

(09:31) this back we're gonna get the real estate here in a moment because I want to touch on before we do get into real estate and really obviously run the rest of the show there you do you're involved in actually several different things I picked out the the Whitney lab is uh just going down to your your LinkedIn You're On The Board of Trustees there couple things actually just you know explain you know what the Whitney lab is and what their their mission is but just you know like you said your earlier you

(09:57) used the phrase you know Services your love language I think you said and you know why are you why do you want to get involved this also leads to you know your involvement in the board what is it that you personally you because you actually personally I think you have to personally get something out of it and you explain it to me what what what's your go what's your high in doing these type of service volunteer type being on boards where people are needed good people are needed there are and there's

(10:24) there's always a shortage of people that want to get involved because it is a commitment a commitment of time energy sometimes emotions so the reason that I get involved to give back is to be that change to make and and create a path forward for others that may not and I see that in Whitney Lab at the board you know wanting to change on chair of the education committee as well as the chair of our our financial committee as being Treasurer and it's really wanting to make an imp to give back be that voice

(10:56) for others that may not feel like they want to get involved or can't get involved so that's one of the biggest things but also you know more so for Whitney lab and other things that I'm involved in the community it's making a difference in our community because you know we have such an amazing community that gives to us on a daily basis whether it be in the natural resources of people here so being able to give back and make an impact in their lives that's really what I think we both have

(11:25) that thing actually my wife is very involved in different things too we whether it's in our community we've been involved there or you know different things that you know we don't like to be the person there's because there's a lot of people who are on the sidelines who are yeah lack better words being negative you know they're bitching and moaning about whatever you know decisions were made or not made and how they were made you know but obviously aren't taking the time to to get

(11:50) involved and you know everyone should you know I think like in European countries all the men you know serve a couple years in the service everyone puts forth their their you know their little bit and then it's the same thing in these different communities whether it's your local board in your community or at Whitney labs and the other things that you're involved in we're going to dig deep into the to the St John's border so I'm not gonna go in there but tell me about Whitney labs and what's

(12:15) their mission and and you know as a board member what is you know some of your responsibilities oh absolutely so the University of Florida Florida Whitney Laboratories and Marine Sciences Center and really the mission there is is for Creative research opportunities within the Marine Sciences but there's also an Outreach portion of it which is one of the biggest things that that I find just incredible of what they do when I moved to Florida you know we lived in DC and before that San Diego and I just had assumptions that anyone

(12:49) that lived in Florida or any state that's close to the ocean that you know people go to the beach all the time when I first moved to Florida I found out that there's individuals in underserved communities that their children have never been to the ocean and it broke my heart to know that that was free exactly it's a free place to go and especially here in St John's County and good better indifferent I know people have different and varying views on this especially you know Ocean Front homeowners but I think it's such a great

(13:18) thing that we provide for people to be able to go to the beach and to be able to drive on the beach and take their kids there and enjoy it because it's my happy place it's my serenity it's where I find my you know my peace and enjoyment and kind of my calmness in my day so when I found that out it was it was heartbreaking so to be able to provide that for some of these children we have an extension outreach program that provides opportunities for them to get to know Aquatic Life we have a sea turtle hospital at Whitney lab and I am

(13:51) just now rolling into I'm the chair of Whitney love so I have responsibility of a Board of Trustees so really it's one helping raise awareness in the community but also fundraising activities we've got a new laboratory building coming in it's a 32 million state of the art I think about right now it's it's increased it was 25 and it's under construction right now it is we're getting ready to break land Morris okay that will be probably in the summer but we'll say when when everything comes

(14:24) through fruition as far as because supply chain is still impacting everyone yeah so this new building is going to be for the brand new laboratory so sea turtle hospital will be enclosed there all of the current Laboratories we have and I don't want to get too far deep because I could totally learn some of this stuff right some of the things that we do there are just mind-blowing you know they're they're studying how fish swim and especially in schools and and how do we create that some of the things

(14:52) that they do in collaboration with the University of Florida School of Engineering you know they use lobsters in the same sense methods that they use in order to detect where bombs may be and you know for a bomb squad so working hand in hand and then we're also working we've got this super clams we we pulled them out not me personally we it's not me out there not in waiters or anything like that they're cheering but we actually were able to find super clams in the Indian River Lagoon which has

(15:23) been decimated a lot of people may or may not understand that there's really no life in in the IRL so they went down they found these super clams and they're starting to breed them so they're breeding these clams they're also utilizing commanders a shout out to commanders he's helping out the owner of commanders and so we're breeding these super clams down here we're using the term super clams meaning they're super the fact that they survive exactly exactly so we're calling them super

(15:49) clams because for them to survive in those elements and many people don't realize that clams or oysters filter out about 50 gallons a day so it cleans the water so they've been harvesting and replanting them in the IRL oh it's incredible to see what and and that's a big thing especially not only is you know stewards are our environment but also for the impact of home values right A lot of people see that red tide and right you know that's been a big thing especially Governor Sanchez has been

(16:21) focusing on as well so to curl this back into real estate in general the Marine lands down there here the status totally separate and today because of your your Whitney Labs is right near marine land the same I don't know how big that little I actually have never been there personally my my wife and the kids have been the Marine level I haven't been but you're in the same general areas marine land most people kind of have an idea where that is but if someone you know as someone can go visit Marine Lake can

(16:50) they just can they go and there's a visitor center Whitney or do they have to come announced or how can someone learn more about what what you guys are doing question one I I didn't realize this again until I got more involved but Marineland is actually an incorporated town uh they have a mayor it's quite interesting and and it's a fully functional town so windy lab is interesting because it straddles St John County and Flagler County so we're right on the cusp of boat so in coordinating

(17:21) any of the events especially in this lab you know building we had to work with both counties right we had to work within the you know the town of Marineland who have been incredible in supporting what we're doing and have the same beliefs now marine land as far as the corporate entity that actually is a separate entity so does Whitney have a visitor Senate can we can someone just drive up and walk in or how what's the so the protocol typically we do not currently have a visitor center and that's what the hopes of of creating

(17:52) this new laboratory where we're working off of Old buildings so we're built in the 50s so you know opening up this to be more of a public venue is is definitely the end goal any questions so people can contact me obviously in the interim well I mean in bettering the community like I said and I I grew up on Cape Cod so it's you know not much different the standpoint but every little field trip we did and we live so close in a small Township that we you know we'd walk down to the town Cove which was salt water and we'd walk

(18:26) through and you know because we were studying all the little mollusks and all the different things that are involved in in the ecosystem of the sea that was all part because we because we lived it yep you know and but there where I grew up on the water I had lobster traps we were yeah you know sport fishing you know working on sport fishing boats was my first official job at 14 years old you know catching fish is over but there's a lot of my friends where we would like take them out with fun and they had they had never even caught a

(18:57) fish before yeah and you know and they were teenagers at that time and we we kind of you know you and I were exposed a little more things and like you said there's a lot of people who yeah they were never never taken out to the beach never to sit there and see the porpoises playing in you know they're right there you know type of thing or you know the the the the great likes it is all around us all right so what leads you in I think it was 2018 to to make the jump to real estate yeah so being in Aerospace and defense I was

(19:30) living in Washington DC and working at corporate headquarters for Northrop Grumman I knew my husband was about to retire we had recently we had a place in in DC area and moved to Florida St Augustine and I was traveling back and forth every week going up to corporate headquarters and yeah it gets old not only was doing that but it was traveling all over the U.

(19:54) S for meetings and things like that and my husband was traveling as well and our wheel and tour at the time actually proposed to me hey have you ever thought about getting into realism I kind of laughed no not me it's not my personality not for me I always say be careful be careful what you say never too right so here I am today and I ended up sitting for my exam in 2017 and ended up transitioning into real estate and gosh about February of of 2018 and and traveled a little bit you know didn't really fully commit until gosh it was

(20:33) probably about May 2018 something was coming up to five years which is crazy to think yeah and actually it's funny because I was thinking through this today Tracy you were probably one of my first closing I think I was yep knowing what you know again you five years in you're very involved in Bush you you are mixing and mingling with a lot of Agents most of agents that you make up the board they have a lot of experience you know decades some of them when you look back now in that time period where you know the someone saying

(21:17) proposing hey you should be a real estate agent what do you think are three things that I put I use the word wannabe Wannabe from a you know someone who's thinking about it real estate what do they need to know that you didn't know then and it medication application it's dedication and it's continual I guess commitment is same as dedication but it's constantly focusing on your business you know I got into real estate thinking my husband's gonna retire we're gonna travel the world and

(21:49) live covet hit right so shifting gears and realizing that you know we're not going to be traveling the world I kind of focused more on on my business education fundamental and I go back to that for everything and mind you I'm the chair education committee so it is kind of my my focus but it's constantly educating yourself not only yourself but being in a position where you can educate your customers or clients because I imagine over the years people have come to you who have thought about going into real estate you're talking to

(22:19) other agents who are you know there's they're always being asked about you know what is it they do and you know some of the terms there that you use are very are are exact knowing what I know but you know being around you guys and not just being in being in the industries but they're to someone off the street those commitment commitment to what what do you mean commitment right see commitment to you is is one thing but explain trying to explain to them you know consistency commitment you know you know

(22:52) one of the next one of the questions here and I'll jump to it because I've always asked it you know how important is it for that wannabe agent to really sit down with you know someone who's been doing it for a while someone obviously has you know really proven success someone someone who's like they look at and go man I wish I was a real estate agent like them from that success because there are agents that you know or not don't want it as much as others they're good agents and but they're good

(23:19) with you know doing their dozen or 15 deals a year and they're okay with that there's others who want more and more and more and which that want to be agent which one do you want to be because there's a there's a different level of commitment but then there's also a very similar level of commitment because you can't just because you're only doing 12 15 deals doesn't mean you go on vacation for three months and then try to you're restarting your business all over again yeah so I the biggest thing I tell new

(23:44) agents is real estate and is about relationships and anything that's about relationships is a long late very similar to farming I grew up on a farm in Missouri my grandparents have one and it just planting a scene it's nurturing it and it's making certain that you're staying in contact but more importantly not just staying in contact but adding value and that's really where that you know being consistent finding out what the needs of the community are the needs of your the individuals that you serve

(24:12) because we do we we provide a service that's right provide in real estate so honing in on those listening so it's it's constantly constantly challenging yourself to not only be there and add value but also try to figure out and be ahead and and two steps ahead of what your customers needs may be so that's I mean that's a daily practice for me I strive I strive maybe not do it but I strive to constantly and continually be out there and try to add value or try to do provide X you know above the amount of service

(24:50) that my my clients are expecting well I think there's this exactly to what you're saying from the standpoint you being in in front of them they're moving into a new area that's why video is so popular right if you're doing a video of the communities people from where we're state they're moving from which majority of the people are coming from out of state from what do I understand we're still at nearly a thousand people a day but a hundred of them are actually moving to St John's

(25:16) County so we're 10 of what's moving into Florida which is amazing yeah the crazy think about that and foreshadowing says because I think a lot of people they go see the house maybe they they go okay yeah we like this house we're gonna make an offer maybe they go back again but there's a lot of the things like Hey where's the grocery store you know hey you know what are the things you like to do are you you're a boater and you you know where are you going to go do that where are you going to get you know you

(25:43) got kids you know what are these activities how far away is the school right are you gonna have to drive to school because you're real close or you know you're gonna bust it I mean these are little things that that go on that you want to be out in front of that client so committed to really understanding that person where and I was thinking about what we were making that statement there Christina Welch said the HGTV wannabe real estate agents and they they looking at that and it's it's not your style it's not your it's

(26:15) you know they like the house for whatever reason you may look at and go I wouldn't like it because it's it's on a preserve or it's on retention pod or maybe you're you're looking in the back of another house well they're used to that they're from Queens New York right they're used to reaching out and touching their neighbor out outside the window you know so where you and I may be like oh we don't like that they might like that that doesn't bother them and understanding that and getting out of

(26:39) your likes and wants to really dig into them and and obviously make that transition smoother yeah talk about I always like to talk about everyone's first 12 months because I think there's a lot of trial and error oh yeah and in the first 12 months we wish there was just us this TurnKey you know thing that just yeah you know walk into an office and you throw it in front of a computer like a nine to five job but in real estate it's your business it does you can build your business yeah you can choose to do

(27:05) postcards you can choose the magazines you can choose the door knocks you can choose the cold call whatever you want to do it's your job now you're the boss you're also the labor too exactly so and the financial backing yeah so talk about your initial 12 months or or so and some of the trial and error things that you went through and and kind of failing forward yeah exactly so you know done so one thing and even Steve Walt who was an instructor in the area and probably licensed most people that will be

(27:34) listening to this or help them get their license is that you know they teach you how to stay out of jail when you get your license and that business Acumen when you need to renew when you're ready that's what you get you don't get the fundamentals of business and having an understanding I mean I was I was very fortunate that I had an understanding of business due to my time at Northrop Grumman due to my time my my father had a small business and I helped him out but it is an investment it's an

(28:05) investment and you need and and one of the things that I was very fortunate to have is that I had about six months of income held away because you're putting money out there you're putting yourself you're putting money out there whether it be you know signing up for the MLS whether it be getting involved in mailings or what whatever your business model is right but I think the biggest challenge for me Tracy is that it was understanding and defining what my business model would be and not necessarily did I get on a piece of

(28:33) paper and jot everything down I probably should have that probably would have helped me a little bit but I started doing open pulses and that just wasn't I mean I enjoy doing open houses but that just wasn't my style what was amazing is that I got more business my first year off of postcards off of mailers for just sold I had two Oceanfront properties off of Just solds mailers which is so incredible another house sold another household so you mailed everyone in the general area Regional area I'll call it

(29:04) whatever it may be it wasn't even your house was sold no it was it wasn't yes absolutely you can't Yeah Yeah by law by Florida law you're supposed to not leverage someone else for someone else's sales exactly you've got to be on there but I I had sold a notion property and sent out postcards and live on the home which was I I'm blind dumb luck sometimes can be advantageous right I think it was constantly trying to change and challenge myself right and it was it was it was a bit of because I didn't

(29:36) have a mentor when I got in and that's one of the biggest things that I tried to do I try to pull people under my wing you know whenever they first come in because it is you have to create processes and I think that's really really what helped me in my first year is creating processes you know I come from an aerospace background and getting those processes and procedures down that first year was probably one of the biggest things that I could do for setting up the foundation of growth for my entire business and I think that that

(30:05) finally after I the dust settled of doing open houses and putting myself out there and realizing let's take a few steps back in order to get faster in the future so I really started focusing on creating those processes you know creating what my drip campaigns would be creating you know what is my listing presentation going to be what are all of these other AD value aspects that I can provide to my customers that I can actually work on right now that when things start to get busy I just kind of press play

(30:37) okay and so that I think has truly carried me into these years I think I mentioned my first year I was kind of nonchalant about it not thinking that I was going to do much my husband was going to retire and real estate was something that I was just going to sit on the couch and eat bon bons look at houses right but it ended up being such a passion of mine of being able to help people because my husband and I have moved so many times I won't say it's an art form but it definitely is something that I've I've been able to

(31:04) you know help create in others lives and and help change their lives so did you yourself have what it sounds like initially you because you were around some you know I know that some of the the people that you were with but really the truly day one walk in and you're with the mentor and that Mentor saying okay here's how here's how it sounds like you kind of had to go in and you you played with it for a little while then you're kind of watching what other people are doing to understand what you just said which is brilliant

(31:39) the process having a process down that's your process yes but it's often you know stuff that's stolen from other places and put all together to be yours r d ripoff and duplicate right and I believe you know I I am very open with you know individuals that I kind of pull under my wing and give them some of my process procedures and kind of guide them but you know we're each our own individuals right I forget who said it but you know be yourself everyone else is taken if I were to take your process and system I

(32:12) couldn't pull it off because it's just not me I wouldn't be genuine and that's I think that's one of the biggest things about this business is be genuine be true to yourself and that truly will shine through so yeah that's that's one of the things that I I think is is fundamental and and My Success at least thus far I think one of the challenges that you know talking to so many top agents and so forth is people who really are you know involved in the industry you know a lot of them will talk about

(32:38) how they you know they they found or even some of these top leaders Brokers helping their agents find what you know their sweet spot is as far as prospecting because that's what we're really talking about here is how are you prospecting that's 90 of what you do is is how are you setting yourself up getting your name out branding yourself whatever all these fancy words bottom line it's it's all works towards prospecting and finding out what that what type of prospecting is your process being authentic to yourself because if

(33:12) you don't like it you're not going to do it for very long and especially when it gets tough you're gonna be like I hate doing this and I'm not getting any success it's too far in between I'm out right exactly you know I was listening I try to do in the mornings every every morning try to listen to something inspirational right so this morning I listened to Steve Jobs commencement speech and us and so it's a great speech but in that it just rains true you find something that you love right and find

(33:40) something that your passion comes across and and for me to go door knocking and nothing wrong with door knocking but that's just not me it's not me being authentic you know it's finding what because each one of us is so different as individuals and that's one of the things that I took advantage of in my first year is I was in the office probably well I'm not very much so in the office nowadays but I do go in there on on you know meetings but I think you know office time is a great time to sit

(34:08) down and you see someone's style that you like or that you feel kind of emulates what you want to project or what you feel resonates with you and get to know them ask the questions you know ask them to if they can come along with you for a listing appointment you know it's it's hard to ask but you know what I guarantee you most of those Asians will be more than willing to say yeah absolutely come along I would love to teach you you know I I am I'm not one that I don't think there's secrets in

(34:41) real estate I don't think there should be and I'm very fortunate to be involved in an office at brokerage that there aren't no there are no secrets right it's open kimono it's like hey this is what worked great for me it may not work good for you but this is how I got this so I think it's okay collaboration is is Big amongst any of the top producers which I think is is part of our natural ego to you know we do something we we want we'd like to tell other people and if they do what we did and they're

(35:12) successful hey you can say Hey you know they generally will endorse you and say I just did what Danielle did and it worked for me if you were running you know a hypothetical you know perfect Utopia office would you and this is a summarization if I was to write a book of all the agents that I've spoken to the first day that and and I do see this in some of the very successful brokerages out there right from day one they're matched up with with a mentor or they have some sort of schedule not every brokerage is like that and I

(35:49) always ask you know the probably on every episode the importance of choosing that brokerage that actually matches with you at the time right because you may change brokerages later because you've run the gamut on that one brokerage leadership change or you just hey I've tapped out I've hit the lid here I need to move to another level so you move to another brokerage you might give you take you to that next level but at that at that moment you know it's for someone trying to get into business

(36:16) right now or you're at that you know the orientation at the board and it's like okay what broker could you choose and why did you choose them and you're really digging deep and spending some time pre-choosing The Brokerage could really save you a lot of misery on the back side agreed and I think it's it's taking the time to go and interview the Brokers I think a lot of individuals when they first get in the business they're kind of trepidatious for lack of better terms to get out there they feel

(36:45) like they're they're the ones that are on the job interview which it's completely opposite you should be interviewing The Brokerage to see what they can do to help elevate your business because that's what it is whether it be the name of the of the brokerage that it's you know a nationwide and and household name or it's the training that they provide or the mentorship I think all of those are sound components and it really truly again it goes back to what are your needs yeah I can't tell you what

(37:12) someone's needs are right you've got to decide within yourself what are your needs I knew at the time that I didn't necessarily need a mentor I kind of fumbled through it we'll say you know in my my years of leadership at Northrop Grumman I had that leadership capability but I had a fantastic broker who helped me navigate at that time and help with the education and that was you know my first couple years in the industry was that's when I needed and again it's not for everyone but you've got to interview

(37:42) as a new agent you've got to interview and and start seeking out and don't just go to one and say hey that was great will they accept me I'm gonna accept you I'm sorry to say unless you know unless there's something egregious going on but get out there and truly ask that ask them the tough questions you know what are you gonna do are you going to provide leads is that something you need you know understand your business model or their business model and how that aligns understand their values and how

(38:10) they align I think the typical person if we went and interviewed I'm sure there's a real estate class going on somewhere in town too yes nine out of ten of them in that class would assume that most these Brokers are running their business the same way and the one thing that I've noticed is whether it's the individual teams you know like chair Kavanaugh I had on a couple weeks ago she's running her team differently than any of the other Keller Williams teams they're all right all these all these top killer

(38:41) winstons are all run differently so the brokerages themselves are run differently whether they're buying leads and that's how they're surviving or it's just they're all structured differently in you know obviously to go out and find out what each of them are doing it takes you know a little bit of time but you can figure it out but finding out what you need to find out what they are I think is probably the you were going to be a psychologist that's probably the toughest thing isn't it I think so too

(39:10) yeah I think so too you know it's kind of a square peg and around hole type of thing well it fit yeah probably maybe if you force it enough but you know it's it's understanding and it's kind of that you know altruistic thing for a second you know what is it that you need unfortunately but you need to focus on that you need to figure out what is going to help you and the growth of your business and I think you and I chatted on this earlier is that you know right now I'm seeing a lot of individuals that

(39:37) are changing brokerages and and I think part of that is that initial interview of understanding and realizing what they're going to do to help you with your business and and that falling short of expectations and I think that's something that in the real estate business regardless if it's a relationship with your brokerage or relationship with your customers client that's setting expectations is such a huge thing yes and an understanding of the expectations right right 100 yeah hey folks this episode was produced by

(40:06) streamline media the number one media company for helping Brands generate content that converts I knew I wanted to start a podcast to reach more people and bring value to the world but I did not have the time or the knowledge streamlined media became my secret weapon to building my show they handle all my back end work production and strategies to keep my show going strong if you're in the real estate business and looking to make content that generates more leads and brings in more Revenue check out the Streamline

(40:35) Media Link in the show notes and discover how partnering up can supercharge your path to real estate excellence um let's take a we're going to change gears just a little bit let's dig into the board a little bit you know as any we all have them and obviously you know I would think someone like yourself wants to be on the board or Lenny wants to be present because they see things are you know they want to make some changes you know that that's why you get you get involved because hopefully you know you keep

(41:09) improving or maybe they slacked off in this area for whatever different reasons and you feel we need to bring that in and make it better right now what are some of the challenges that the Saint John's are saying it should be the same Augustine St John's not St John's St Augustine St John's the Saint Augustine St John's board what are some of the some of the the challenges at the different board the boards are are working with which are always constant there's always just one thing after another well what are the what are

(41:37) the active things now that are on the on the tables of the board okay now I I think the biggest thing that is impacting across the state and actually across the nation is engagement after Covent we had wonderful success being able to be noted as being essential employees during coved but that changed how we did work no one went into the office everyone worked from home there weren't classes at the board or if they were they were all on museum yeah and I think it's fantastic because technology actually helped us leverage that and be

(42:12) able to still do business whether it be with their clients or go to courses or whatever we needed to continue that what I think it did was take away some of that engagement and interaction and I think in the real estate world it's where relationships are essential right and it doesn't matter it's not just relationships with our clients our customers it's relationships with other agents it is and building those relationships is so key and it's not just agents at your office it's agents

(42:42) across and for lack of better terms the board right so I think that that really is one of the biggest things we're struggling with is get people Rock involved yeah we're doing a lot of these I won't say open house but you know types of things where we're bringing more people into the board so more education courses live education right doing a few more Outreach events it was interesting I was going back into because I have all this video material and I really didn't launch the YouTube channel which I do a lot of YouTube

(43:14) shorts which I also put on over on Instagram so if they went all the way back to my interview with Patty Ketchum which was in the fall of 21 yeah um Patty Ketchum is Miss real estate to me in in Florida um you know and all the different things that she's involved in and one of the things I was going through there and looking for you know a good 30 40 second clip right and one of the things she says is she's talking you're talking about the how for the I think she said like the first 10 years she goes I

(43:44) didn't even darken the doors of the of the local board right until some people started reaching out to her about you know because she was doing some trainings and so forth about taking some sort of leadership and but at the end of the clip she says and I finish it with it's not your buyers and sellers that are going to make or break you it's the other real estate agents that are going to bring it and she she regrets that she skipped 10 years of all the friends that she could have made yeah during that

(44:12) time the relationship she could have created you yeah exactly and and I think it you know one of the things that I've seen on the board being a member of the board is that I do build these relationships with other individuals and so if I do see a property my customers are interested and it's so easy to pick up the bone and say hey I found someone that's interested in that property can you tell me a little bit more because you already have a relationship you know trust goes both ways but it's it's

(44:38) constantly again it's constantly building that relationship and and I think that that is one of the big things that has helped me you know my involvement in the board so back to the challenges though so the challenge of Engagement that's something that we're we're facing on on a weekly monthly basis so getting more events getting more engagement things like that the one thing that I'm truly excited about that we're working on is what's an MLs share so we're doing a data share for the MLS

(45:06) and a lot of people may or may not know about it so we're working with nephar St Augustine St John's and also I believe it's New Smyrna I know Flagler actually went to Stellar so we're working and excuse me space coast so I believe all all four of us are currently and don't quote me on that but at least I know nephar and Saint Augustine St John's that is part of it and what that will do is that I think not only it will help with the collaboration of the the boards but also you know we don't have to be a

(45:37) member of both boards I call where we're at in St Augustine St John's we're kind of that Venn diagram of mls's because we got Stellar down in Flagler now we've got St Augustine St John's and then you've got nifar and it's costly for the agents so we're not doing our agents any any favors by having two separate mls's in this area especially without being able to share the data we're not doing our customers clients any favors because a lot of these new agents that come into

(46:05) the business they can't afford to be a member it's expensive it's costly especially if you're coming in and brand new you can't afford being a member of two mls's let alone three so I think it will truly help in being able to make getting into real estate in this area a bit more affordable but also I think it will help our clientele and being able to publish it across multiple platforms well well so here's I'm going to be a naysayer here because if this hasn't been brought

(46:33) up on the board then the board is thinking right my initial thing is like okay so I only have to join one nephar is obviously larger you know not that you know if I live in in World Golf Village or South you know although nephar has their little satellite officer which I don't even know I've never been in I don't they don't do they even do anything in there I don't know there's no trainings ever advertised for that it's not like a training room or something so there's this you know

(47:05) where does the where do you be where do you become the member because you don't have to remember one of the places right so what is the what is this how does the Saint August St John's St Augustine St John's board battle against that kind of initial mindset thought that an agent probably will have yeah I know that's something that we okay thank you thank you yes so there's about again that value proposition yes what do you bring in nephar's agents is 11 000 plus right almost 12 000 in our area total agents

(47:36) you know we're a smaller board we're considered a small board for about 1 200 agents being a member and this is what I'm saying because I'm a member of nephar I get involved in epar I've also you know been involved at the state level so we see multiple different boards and one of the things that I found in being a member of a small board is that engagement and opportunity I I guarantee you I probably may may not but you know I'm less than five years in this business and like you said earlier

(48:05) there's there's agents out there that have been in the business far longer than I have you know quadruple about time and I have been able to get involved to give back I've been able to because of my involvement at this at this I was promoted to be in the Florida realtor Leadership Academy which is 15 individuals at most per year are selected across the state to be in this incredible leadership program that Florida Realtors puts on and that is I I believe due to my involvement and capabilities to get involved at the

(48:39) smaller board and with that that gives me again that more exposure not only just here but across the state so I'm building relationships where there's referral opportunities across the state and I think that that's all because of this small board that I've been a member of no I totally totally agree nefar is they have you know like any like any large corporation has and all of a sudden some politics start coming involved and really people you know I don't need to name names I can just see

(49:09) the pictures of you know r are actually going through the motions they're not actually getting involved actually they actually think they're going to change they're just getting involved to say that they were they were there they held the seat right whatever it doesn't pay you anymore when you sell a house or anything like that because you were on the some seat of the board but if you know it does it has become a political standpoint and I think it's gotten to the point where yeah they're not really

(49:34) able to be nimble I think that like you said the post covet situation I think they're still dealing dealing with it and the Agents complain it's like okay your agents are complaining about this but you're not doing anything about it you know what's your what's your motive on a daily basis you know just like um say any red tape kind of stifles in yeah what so what are the so the engagement that's at a feeling you're going to answer that that question because I think every board would probably have

(50:05) that on their list of top if it's not number one the top three things right is getting people from the from the standpoint of the agents that are out there are we getting any feedback of what they want what they think what role should the board play in their lives so agents I am one all right I'll speak to this so I think really what what people are looking for in this is how that the board supports their business I think first first off right secondly real estate agents I I guarantee you I I'm on

(50:38) the education committee that is the second thing is education what are we doing to help them and one of my biggest things is being chair of the education committee is really raising the level of professionalism and bringing that to really an understanding that we all have to constantly work on that every single day every interaction it's it's understanding what that professionalism is and so I've heard a lot of that from the agents we want we want more education what are we doing to bring that better education and the other

(51:07) thing is they want more events they want events where we can get together and as Asians commiserate laugh enjoy so that's something that we're bringing to the table in St Augustine we just had a forward thinking at Ford's Garage for our ypn group so young professionals Network ypn and was fantastic turnout so we're seeing a lot more of that we're getting the Committees re-engaged after coven and starting to get more involvement the interesting phenomenon not only the phenomenons the term I'm

(51:45) going to take my area manager here John Adams he's certified to teach a couple different courses the local boards are a little we'll have men but they almost like don't even want to pay them where he can go across over to Tampa and he's like a celebrity and I kind of gotten the impression and tell me if I'm wrong when you say more education is it more or different talent because I kind of felt that we were almost the Saint Augustine St John's board was just using too much of the local people which was convenient

(52:19) cheap saved a lot of money but the reality is sometimes you don't really have the credibility because you know everybody knows your pains and so forth they know you know maybe maybe you used to produce you know be a big producer now you just you know you do a few deals a year but you like teaching and instructing and you have the knowledge but you don't have the cred and that street credibility is what's going to bring them into the building yeah and and you obviously taught it the same Augustine Jones board and and we worked

(52:47) together to get your class there and and that's one of the things that I've been really big on is bringing in new individuals so Gonzalez hello who is from mieja from nephar he comes in and teaches it's something similar to what and and what you were saying is you know when I became a pilot one of the biggest things my husband warned me about is flying over the same pee patch right if you just fly over that same area or depth and breadth is not going to expand all right so you've got to get out of

(53:14) your comfort zone start flying to different airports you've got to start really opening up your Horizon and I think in education Community we've got to start taking those people outside of our P patch right and I'm bringing in different perspectives and different thought patterns of what may be going on in the real estate industry and kind of groundbreaking and eye-opening opportunities for our individuals we're bringing Patty Ketchum as well yeah one of my favorites obviously we're bringing

(53:41) in you know this year we've really increased the budget for education so we're looking to bring in some big name producers yeah from Across the Nation so I think that's another value that we bring as a small board is that we're committed to that and we're Nimble we can listen to what our constituents want right right so for the simple more wizard classes that are being offered because is that kind of one of the things you're looking at is hey we haven't offered this type of class and they're having to

(54:13) go up to nephar to get it because you know they're not getting their gri or whatever you know all the different things so yeah and that's the other thing that we've offered we've we paid for individuals Gris we actually had the instructor come in and the board's sponsored individuals getting their gr I did not have to pay a cent to get their gir at least the first 101.

(54:37) so and we're going to be doing that two times this year so we'll do one or two and and and continue in the series and that's something that again we're committed to helping raise that bar and in education I think that's a fantastic aspect thanks for bringing that up this I know is it the social in let's see when do you guys do the social was around was it in like November November has it been there or which one the one needed the the restaurant that's only open at two days a week yeah that seemed to be well attended that was

(55:07) very well yeah but there was a lot of similar people there and I know there's a lot more agents out there I mean what are some of the things if anyone's listening to reach out to some of those other teams that are there and you know because I think the Saint Augustine St John's board is powerful from the standpoint of it's Saint Augustine and you don't want to lose that identity but also the things that are going on in Saint Augustine are different than what's going on at Jack's Beach like with airbnbs and all that

(55:39) kind of stuff's going really centralized in the location a typical nephar person isn't worried about you know St Augustine Beach and their 100 permits for Airbnb right they're not concerned about that right understanding a historic home and how to promote it and and have an understanding of what what those houses are you know and and how to be able to understand old houses talk right yeah and being able to communicate and convey what actually you know these baseboards you know the to downtown St Augustine is a very

(56:18) precious little area and you know tourism is our big you know money maker and how things at the county level and the real estate board is a is a is a group as a lobbying group itself to be involved in this and so how how can you know if anyone's reached out to what you believe in the individual to bring in some of those people that you know we know are down there we know they're influencers but get them a little more you know I won't mention names of these people there's a group of them yeah it was like

(56:51) you know hey you guys are influencers in the area you have a lot of agents who follow you right or or you know you're you're too you know you gotta engage here and and give back a little bit to protect what we have right exactly and that's one of the things that one of my missions this last year has been growing our education committee and getting more people involved from these different brokerages that are cool bringing the following they're going to bring in exactly so they're going to eventually

(57:18) bring in and following the other thing is you know one of the things that as a as a board of directors that we're concerned about I think one of the bigger things in in Saint Augustine and this is not a knock to anyone that's previously been on the board or anything but it's a bit in rotation of uh previous individuals over and over people that have served on the MLS board then come over and serve on the on the board of directors they've been repurposed exactly it's just reshuffling right it's

(57:46) the show game in some sort of capacity yeah that is my big Focus I want to get individuals I want that New Perspective I want people to come in and say hey I don't know how you guys have been running in the past but if you thought about doing this I think that is one of the ways that we can only grow and grow better as as an MLS and as a board and be able to provide those Services back to our our members so I I'm very focused on bringing new people in it doesn't matter experience level I'm about

(58:16) getting new individuals in front and getting them in leadership there's a huge probably sub 35 group of agents in St Augustine that are really doing well absolutely and that could really be influencers for any new agents coming in because they've had huge success because I think a lot of them had great mentors yeah they came in and plugged in a process that someone else was doing it made it theirs and I really accelerated it would be great to get them in front of the group and get those new ideas and

(58:46) perspectives because I imagine a lot of things that you guys are you know you do talk about is in trying to educate is technology in our business oh it's constantly changing and there's a thousand trinkets a day I'm sure being thrown in front of everybody shiny objects shiny objects all the time so how do you balance your involvement at Whitney and I think there was something else there I didn't even mention today it was on your LinkedIn I don't know if you're still on that board you're you're

(59:12) very involved in like making those positive changes for the industry and so forth how do you balance that and then you actually got to go sell a home I don't know you know I have amazing support of my husband he's kind of become Mr Mom and he cooks he helps me clean he does all of that so I'm very blessed in that regard I I I constantly have to time block and I'm I'm a individual that creates a routine and I think that my routine has truly helped me in that Tracy and helped navigate and set those boundaries right

(59:48) and set those expectations not only for the boards I'm on but also for any of my client customers I'm in bed by 8 30. I know I try to make it around nine o'clock I turn on the TV and exactly I'm reading a book I'm already lights out at nine if that because I'm up at 4 30 and my day starts and so creating that time blocking really helps me and especially because I probably do the majority of my business at 6am to 10 a.

(1:00:20) m and I get everything done for the day so for the rest of the day anything can happen and I've already got the necessity on necessity of the items completed so I can kind of roll with the bunches and you know you can't necessarily control what your customers and clients want to do but at least you can control that part of your day because most of the world is not up and I understand not everyone's a morning person right I mean I'm very blessed with genetics or or curse whichever way you want to look at it with genetics that I wake up

(1:00:49) naturally like that but you know it's finding that time in your day and time blocking I think time liking is such a critical element it's helped me and we'll call it finding a balance because I think there's always something that I feel like I'm I'm not giving you know enough to I believe that that helps well hopefully it helps you it does it my mental sanity increases if I'm able to do that so yeah what do you think are three characteristics of a successful real estate agent and when I

(1:01:22) wrote this question successful real estate agent could be you know there's that's a wide birth there you know what someone that you know are you know there's we know there's agents you know doing 30 40 transactions as an individual agent with an assistant or transaction coordinator or something like that we know there's there's yo agents that are you know doing 12 15 deals and that's success for them but what do you think are some similarity a similar characteristics of of those successful agents

(1:01:56) can I kind of have their game going on yeah exactly no I think I think that success is is defined and it can only be defined by yourself and So within that I think one it's it's focusing on what is important to you and not being you know putting on your blinders not comparing yourself against anyone else then in your own goals not someone else's goals and I feel that that's what I've done in in my career and I'm not saying I'm successful at all but I'm also not going to see sit here and go oh gosh that you

(1:02:27) know look on Facebook and be like gosh they just got another listing or they just got another you know under contract and comparing myself to that because that's not who I am who I serve is is different from on those individuals so not first two knowing who you are I think knowing who your clientele is understanding how to Market to that and what services you provide to them so I think that those those are two things and a third I think is a process I really think it's a process and surrounding yourself is another one but

(1:02:58) surrounding yourself with with people who are knowledgeable and and it may not you may not have all the answers but knowing who to go to for those answers so whether it be your broker a mentor or even individuals in the services that support us right so many of our business partners even I pick up the phone and say hey I need you to come look at this immediately so I think it's really surround surrounding yourself with capable individuals the we've talked about it from the education side working at the board

(1:03:28) because you do have you have some Brokers that are highly engaged or people have to be in at nine o'clock in the morning they're they're you know doing these things as part of their process and then you have you know you have the exps of the world and now real and Florida homes are they're all all virtual in Europe in your opinion I mean how important is because you just gesture it earlier you know especially the first two years coming into the office and being around you know other people who are doing it right you know

(1:04:00) how important is that I think it depends on your personality first of all right there can be people that can work in a dark room and be fine I found it for myself that that first two years especially getting to understand the neighborhood I came from a place you know I lived in Saint Augustine but I was traveling all the time so getting to know the neighborhoods driving around you're you know back then we were doing broker opens more so and and then also you know doing Caravans on Tuesdays typically that was a way for me to not only ride

(1:04:32) along with another agent and get their perspective on the areas and everything else but also to see neighborhoods that I wasn't familiar with or haven't ever traveled to because I was brand new to the community I didn't have a sphere of influence zero when I moved to Saint Augustine I was traveling all the time so that was a big thing is for me to be able to learn from others and get to know communities and that was a big part of going into the office and especially even nowadays I try it and make an

(1:05:00) attempt I strive to attend our weekly office meetings because not only are we there in collaborating because I think that's such an important aspect but also even at five years ahead I still on a daily basis feel like I can still continue to grow and learn about the industry and maybe not necessarily about you know how we do things in the office as far as the culture but I think as far as understanding the community and how we can better server our clients or customers and I think a lot of that is you don't you can glean that from there

(1:05:36) and you don't necessarily get that on a zoom call so as much as possible on those two to say meetings I try to be in the office because there is a cohesiveness and a collaboration that shared and so I do feel like it's I do feel like it's important and even right now even at five years in I feel that it's important on a you know at least twice a twice a month I try to make it into the offense I mean you can get at home and and you know if we watch I mean you can go across YouTube right now and

(1:06:04) you can catch all sorts of you know if you just narrow down to real estate yeah and yo Chris like anything like the news YouTube Facebook or whatever their goal is to keep you engaged on their platform clickbait right click in inward where our tendency is we want to you know some of the you know even when creating us I was actually being somewhat taught a few things about YouTube creating a sort of a negative title it might be a positive reel right but it's creating a negative title is actually going to get you more

(1:06:37) attention people we're going to click and go what are they talking about what do you mean housing is going to blow up in Florida or what I gotta click on that right yeah as well right and then when you're at home virtually and you're kind of being fed those headlines you can obviously get discouraged or whatever I would imagine coming in and obviously a wise broker knows that when they're having these meetings we need to it needs to be positive like yeah that that may happen but this is how we're going

(1:07:05) to deal with it right and this is how you need the mindset you need and creating that mindset by coming in the office and being around those others I I think that mindset is is probably half the business right I I really do I think your mindset what you focus on expands or what you focus on is what you become right and so filling and I'm not positive Pollyanna right I don't believe that you know you know I don't quite have a half glass full type of perspective you know but I it's not a half is or the glass is always

(1:07:35) definitely not have empty no it's not happening I am I am an optimist honestly but I'm also you know it's it's truly focusing on the good of the world and again like I said not focusing on who you know Sally may be under contract and why am I not getting on under contract it's it's making a change seeing what you can do to get out in the world and and you know well the wonderful thing about our business is you call Sally and say Sally yeah hey I saw you listed that and you've already got it under contract

(1:08:04) tell me a little bit about what what you did what you think helped it get under you know contract I think a lot of agents are my perception is they're they're they're trying to skip some of those little simple steps like going in and decluttering the house and maybe staging it a little bit right and going through those things and then you have a contract on Monday when you listen on Thursday versus get going for weeks sitting there and that's the thing is that a lot of people don't realize the

(1:08:31) prep and that's one thing you know you go back to your question what did you not realize whenever you first got into real estate is that just because you got a listing doesn't mean that the work is over right it's actually you get a list it's just begun yeah and and sometimes it's facing that out and understanding what that timeline needs to be from when you get the listing agreement sign to when it goes active in the MLS and whether it be looking at repairs that need to be done before it gets on the

(1:09:01) MLS or even light staging if needed or full staging as needed maybe the sellers I've got one house right now that getting ready to go on the on the MLS that we change because the sellers decided to move at the time that it was going together so then it will be empty so now I'm going to Stage it and then put it on the MLS so we delayed it by three weeks and knowing you have this capability and leverage and being able to kind of you know be nimble and and be able to adjust and be accommodating to their schedule because it's about them

(1:09:33) it's not about us it's not about us 100 this is about our our clients and customers right and it's not about our our in-game it's not about the money that it's helping and serve our customers so if if they need to make these changes then yes that's what we do but that's one thing I didn't understand coming into it I thought you got a listing immediately you got pictures and you put on the MLS and you're done right I mean I knew there was work afterwards I wasn't that nice but I I realize now

(1:10:03) in getting that perfect opportunity for when you you only get a first chance one chance to make a first impression right so making that first impression where people are looking hanging out it visually and seeing an understanding you want them to look at the house not the clutter in the bathroom or the Clutter on on all of it you know kitchen count that's I'm notorious for going in and my the photographers I work with will will always show me I bring in orchids I do even above and beyond what you know what

(1:10:33) other but but it pays off it does and that's where I think there's a there's a little bit disconnect because the stress of all is the would you agree the seller's still right now feel they list their house on Thursday they're going to get multiple offers over the weekend and on Monday they're going to make a decision which one they go that's their expectation so if you or don't have any traffic or you don't get an offer and Monday comes and goes now all of a sudden the stress level duplicates and

(1:11:01) you're like why is it why I don't know I don't have an offer yet why do we only have three showings on Saturday why you know type of thing goes on and if you're doing that preliminary work like you're talking about you know yeah you spent a few extra dollars here But ultimately what is the satisfaction is to make it a stress list right absolutely you go oh wow yeah oh my God Danielle was great listen on Thursday Friday and Saturday we've got showings offers started coming in and we we got

(1:11:26) you know asking or we got a little over asking whatever it may be that's where that's the wow factor so maybe you spend an extra thousand dollars yeah and you know some doing some stuff from clean up buying some orchids or whatever it is yeah and and I think and just get back to your earlier of what you know getting into the office and learning it's not just learning about you know real estate in general it's learning about the market and each market is so different our Market here in St Augustine is

(1:11:52) completely different from Jacksonville Market they're they're two completely different entities and it's having again those conversations those tough conversations up front with Buyers or with Sellers and making certain they understand what correct market conditions are because that also we're seeing we're still seeing houses go under contract and multiple off first it needs to be priced right and it needs to be in top condition and that's where you're saying that happen at the other

(1:12:23) end of the spectrum then you're you're having to have those com tough conversations or sellers are looking at you like why didn't my house sell in two days like everyone else on my blog so it's that's one of the benefits of getting in the office because you really truly get an understanding of what the Market's doing and what the market will bear at the time in our markets right now is is based on every news story that comes out I mean I mean you know I think you know I tell people we had this very

(1:12:51) well-known person come on and do a webinar and I found out you know not only did a webinar for loan Depot we also did a webinar for other lenders as well as he he's has this National program that they all tap into so he you know talk about oh this report's going to come out on the 14th rates are going to drop because then you'll see rates correlate with inflation inflation's going to drop well we're finding out now is inflation actually isn't in check and it's getting worse and you know it

(1:13:18) totally is that so we're here we're preparing to sell this point I'm telling hey you might want to float your interest rate you know some some you know we're having to deal with it and obviously lenders don't want to start telling people oh well now we're at seven and a half percent no one wants to hear seven we were kind of eating six right now you know and it but that's that's the constant thing that obviously you guys are dealing with because your customers are calling we're pre-calling well

(1:13:42) what's the rate that oh well maybe I should wait should I wait I don't know you know they're dealing with that how do you overcome that and and that was a great point on tournament I think it was I might have been sure when I was talking talking to her yeah is those little things that get when you do come in the office someone gives you a tip like how to overcome how do you overcome the objection of of buying uh and selling now in her situation you know the people had a house had a lot of different fees and services that were

(1:14:11) involved and by the time you know hey you sold that house and put the down payment on new one and you're going to cut those expenses and stuff so yeah you are paying a little bit higher interest rate but actually in the long run you're actually saving on a monthly basis and and so you only learn those things by interacting with other people you know whether it's loan officers and we're talking about how to sell a particular loan or you know we used to do a lot of refinancing and paying off debt and so

(1:14:35) forth right you know to selling the home and convincing your customer or at least painting the path for them because you know they want them this is now they need to have the logic of why they're moving right some people need the logic uh well I think understanding the why is always essential in anything we do right and knowing the motivation behind the why and it's asking those questions as agents as individuals that are servicing Community why and and know the understanding of that why because there's probably a

(1:15:05) little bit of a layer there that you can peel back and start to understand truly what the motivation is you know if someone doesn't have to move or maybe there's a divorce that's a lie that you would have to move unfortunate finally we adapt divorce those are the unfortunate situations and in real estate that we come across but there's happy situations maybe there's an a new baby on the way right that that why question is always really critical in understanding motivation and that may may surpass a seven percent right level

(1:15:33) right of interest rates where they'd be like you know what I don't mind I will take it now and plus I you know one of the things that I tell my customers right now there's less competition out there there's sellers that are giving a lot of incentives right now that eventually would be advantageous for you you're not paying a hundred thousand dollars over asking price you know for this home right so ultimately it is saving your money well it lets you establish and I think you know you use

(1:16:00) the term today I've heard it repeatedly again the top agents and the agent who might be listening is setting those expectations because when you get the whys then you can set the expectation okay oh you want you want you think this is going to sell within the week okay if you want this to sell within the week you can price in here we need to Stage it we need to get rid of that stuff that's in the garage or whatever you know that type of thing and the price needs to be at this level or we have a a price renegotiation after a certain week

(1:16:27) or two weeks a month what do you think is the the one one of the biggest factors in agent retention overall the fact that 80 percent of the people who are taking a class today are not going to be there for their renewal two years from now I think at support I do I feel like that mentorship I think that is a critical a critical role I I believe that you know a lot of people also if not setting expectations don't understand what they're getting into they think that it's going to be a fast dollar and especially with this last

(1:17:00) couple years and the real estate economy was booming which is fantastic for us both and everyone that was an agent and is an agent but I think that there's misconceptions about what it takes I think once you get your license like I said you get your license to stay out of jail and to actually build a business I think there's fundamentals we don't teach enough and that's again one of the things that we're trying to bring to the you know board at St Augustine St John's is not only are we going to teach you

(1:17:33) how to stay out of jail though but we're also going to teach you how to continue to grow your business you know using Google understanding having a bit Google business profile how that can help you in searches understanding SEO understanding you know fundamentals of I may been wanting to teach a course potentially about growing systems and processes so things like that that will help in the long run that maybe individuals they're great at real estate as far as on book but when you get out and perform they don't have that support

(1:18:06) or that know-how or or the history or education yeah I was just thinking when you were mentioning those things is a because I really I really you know I always ask the question six or 12 months not everyone has six months of savings or have a spouse that can support that type of thing one of the things at the board that I think actually might actually bring in people even before their real estate agent is so you want to be a realtor right yeah and really advertise that so you want to be a realtor come in and make it a social and

(1:18:36) a couple people you know speak of it this is what it's going to take and you know everyone can hand out their perspective cards or whatever brokerage they want so that so the these these wannabes you know they'll go get their license and then they call on these people and go talk to them or talk to them before they I think they should already be having the conversation you know before even before even taking the test because I mean if they you know I think a reasonable person can pass the test if they put forth the effort there

(1:18:59) but having it you know so you want to be a real estate agent bring them in before they because I I always I've mentioned it several times on here I remember my dad told me when he wanted to start a business in the small Township that we were in on Cape Cod he talked about there was these business people and you could come in front of them and talk about the business that you wanted to do and they would you know poke holes or you know you know help you get it going or where you needed to go and I think that's the differentiator between

(1:19:31) someone getting a good start and in this case a lot of people fall out because they even don't they just don't have enough survival they only have so much time and then they go back to doing what they were before whatever but yeah so you want to be a realtor I love it and and bring them in yeah make it a social and and because I would imagine there's some little bit of hesitancy and nervousness someone's a new realtor walking in as we all are and walking into someone new you don't know anyone

(1:19:57) typically there but somehow you know getting them matched up with a real estate agent someone who they can confide in that that will bring them into a group like that that's that's one of the other things that I'd like to start at our local board is a mentor program and then also a Leadership Academy and I think those two things can also assist in in helping people yeah you definitely need to be young you definitely need new blood coming in new ideas and yeah because if the the younger crowd you'll see all these old

(1:20:24) guys are just going from that board position that board position it's cronyism I don't want to be involved in it so then they just totally blow off the board but make you feel people more more welcome I'm out of my questions and we've been going here quite a long time did you you have some notes there was there anything that you wanted to say that I didn't bring out in you no no no no no okay I appreciate you doing this I think you're opening up some opportunities for people to get a behind

(1:20:47) the scenes peak of the real world of real estate it's not always glamorous actually this is this is the kind of stuff I think every these these people we're talking about should be listening to us having these conversations yeah it's not like you know what other shows in La you know that they put on HGTV or not even HDTV I forget Bravo or whatever right right I mean it's not all Glam and and are all the time right it's there's some sweating some tears some guns some band and everything in

(1:21:16) between but no thanks for thanks for doing this because I really think it's helping with the community and and with the Outreach to individuals that need to hear this yeah so thank you thank you all right last uh informal question as I have on every show is it more important who you know or what you know and why yeah that is a tough one so I always say that I don't know the answers to everything that's not an acceptable answer no so with that so with that I'm Segway where was very Tracy I'm

(1:21:46) segwaying and saying that it's knowing who you can reach out to when you don't know the answers and I think that that's more powerful I'm not about a who you know I don't you know I don't rub elbows with anyone you can't know everything you can't but you you're going to the boards you're involved these agents have been doing it for 20 years or I mean in an old city like St Augustine I imagine they run across some whether it's some title issues oh yeah stuff you know all

(1:22:11) sorts of stuff yeah some squirrely stuff and to be able to reach out to someone that said oh yeah I did the deal like that five years ago I sold the house Three Doors Down and this is how you're going to do that absolutely so I think it's knowing who to reach out to when you don't know the answers yes I like it all right I like it all right and I appreciate you coming on I appreciate all that you do and and you know the passion that you have for for being a board member I've I do it myself and

(1:22:38) sometimes we when someone says thank you for doing it we're like you know whatever that's just who we are well hopefully they appreciate that we are who we are and we enjoy we want to be part of it and obviously we do it from the heart I think there's that's the important thing whenever being on a board and I had someone compliment me a while back I you know after 11 years being on my CDD board and they're like no you you are I've seen a lot of chairmans before and he said you're

(1:23:04) you're the best and I said well yeah I appreciate the compliment but you know he said no no because you always LED with the heart you always felt what you were doing was for and you thought about everybody and made a decision based on everybody versus your own agenda type of thing and I think that's important for the success and and keep things moving forward that's kind of my Mantra is leading with with the heart lead with love right lead with love leave with love so yeah excellent appreciate you

(1:23:29) being on thanks so much I appreciate it