Elaine Morgin and Yahira Montano: The Elaine Morgin Team

welcome to Real Estate Excellence, making lasting connections to the best of the best in today's industry, elite. We'll help you expand your circle of influence by introducing you to the leaders in the real estate industry, whether it's top agents who execute at a high level every day, or the many support services working behind the scenes. We'll share their stories, ideologies and the inner workings of how they run a truly successful business, and show you how to add their tools to your belt now. Please welcome the host with the most Tracy Hayes,

Tracy Hayes  1:35  
Hey, welcome back to The Real Estate excellence podcast today. I have another solid producing team in the studio. The last three years, this leader, she has averaged over 48 transactions a year. She has all connections for us at Disney World, as she spent nearly 12 years as a guest service manager. She's a navy wife and has made a focus on being a military relocation professional. We also have her new teammate here in the last year. Yahaira Montano, who is a fellow New Yorker, she has a master's degree from New York University, and she is also a military relocation professional. So we're going to dig deep into that. So let's welcome Elaine Morgan and Hira Montano to the show. Say thank you. Thank you. All right, I got that, right. Good. Hey, I really want to. So, you know, the goal is, I could tell everyone that comes on and we want to my goal of the podcast, or kind of subtle goals that anyone listening that when maybe they're a new agent, or an agent who maybe is struggling right now, or maybe just kind of got started, but never really got ramped up in any which way that they're going to get some tips and tricks from you as your business has ramped up over the years, things that you've been doing that hopefully maybe they can catch on or obviously they look to you and say, you know, I'd really like to get with Elaine and follow her, you know, follow her team. Whatever inspire them is basically, you know, the bottom line to it. So I'm going to kick off, Elaine tell us a little bit where you grew up,

Elaine Morgin  3:01  
all right? I'm originally from Roseland, Indiana, which no one knows where that is, outside, right outside Chicago. My parents moved us to that side of the town in 2000 or 1986 they just kept going south, and my dad found enough acreage that he wanted, and they bought their first real estate office.

Tracy Hayes  3:20  
Then and my family real estate's been in the family Yep. Okay, we're still we're still

Elaine Morgin  3:25  
active, 38 years later. Cool, yep, the Morgan Realty Team, basically we, my dad brought REMAX to Indiana in the early 90s, and they have just been pumping and pumping since. My weekends were spent in the family office on Saturdays sometimes Sundays back then, you didn't have all the fancy stuff that we have now. So my job was to literally post the Polaroids of my dad's listings and tape the descriptions on into an eight inch binder that was left outside in the homes and lifestyle magazine box for the gentleman to come pick up the next week's listings. And that was the

Tracy Hayes  4:09  
revolving door. It could be published for everybody else to see it. And then

Elaine Morgin  4:13  
you answered the phone my mom. You know when my mom was getting buyers back, then they would answer the phone. Is, have you checked the homes and lifestyle magazine, because that, and then before that, there was just a big binder that you had to walk into real estate offices and find a listing, right? I mean, it wasn't,

Tracy Hayes  4:31  
I think we all, you all, obviously, a lot of people working today are young, like this lady right here, that standpoint, and obviously the Fathom not having email that sort of thing, yeah, catalog of homes, or hopefully, someone in that real estate office had a listing and the others shared it with the others in the office.

Elaine Morgin  4:53  
And looking at 60 day closing 17 to 12 to 17 interest rate, right? You know, total. Different, right? They're spoiled. Yeah, yeah, you were really spoiled. Yeah, because my dad and I will talk about it now, and he'll say, oh, when we bought our first house, we had an adjustable rate and it was, and I'm like, that doesn't happen.

Tracy Hayes  5:14  
Yeah, it's hard to get someone to do an adjustable rate mortgage today. I mean, they just the old wives tales from the, you know, from the 2008 situation, even though they're out there. But actually, I mean really, the short term and long term rates are, are virtually there's not much difference between them. You're not really getting a benefit there. But anyway, yohaira, you tell us about growing up in New York, and then you went to I did. I did not put in my notes the where your undergraduate, but you went to NYU for social work. Tell us about that. Sure.

Yahira Montano  5:43  
So I am from the Bronx. I grew up. I was born and raised in the Bronx, but both my parents are from the Dominican Republic. I do speak Spanish. Tag dope. Yeah, right, and yeah. So I went to school for social welfare at Stony Brook University. Actually, I did five years there. Graduated with honor. So therefore I was able to do the two year program in one year at NYU. Awesome masters, yep.

Tracy Hayes  6:08  
So I was looking at your LinkedIn, that's where I get a lot of people's information. They're basically their resume, which seemed to be, you know, fairly up to date for now, Elaine had a little gap there before, and we'll ask her what happened. We'll get because we'll get into disney world here in a minute. But so what was your vision was to, you know, work for the state. I mean, what was your vision as a social worker, you know? And obviously, you know, a lot of education here, yeah.

Yahira Montano  6:33  
I mean, what led me to social welfare, honestly, was just my desire to help people that has always been in me, and I was always looking for a way, I remember, even in middle school, looking into the medical field. I was a CNA for about a year. When I went to college, I was trying to kind of figure out where I, where I stood with that, and I found the MSW program, and that's kind of what I what I went with when I graduated, I did practice. I was at the School for the Blind in the Bronx, and I also did outpatient services at a clinic, so I was providing therapy for about two years, but then once I came here, which what led me here was also the military. My sister is a retired Navy chief, and my other sister's husband's a retired Navy chief as well. And that's how I learned of Jacksonville, because most New Yorkers only know about Disney World or Miami. So yeah, because I see you

Tracy Hayes  7:27  
in I'm digging into this because i Yo, you obviously went down a path. It's not a it's definitely not a path that someone goes into dream about buying beach houses or driving fancy cars. And you're, you're, you're dedicated to what you do. And thank God, there are people that in, you know, have gotten into it. It's a very tough it can be very tough. I would imagine that practice, yeah, working with, working with people. And then just, you know, when I get to I'm going to ask that question. I get to both of you, I'm going to level both of you up here to where your stories are at and why you got into real estate. So, you know, I'll let you hold on that. Elaine, tell us a little bit. You you get out of college, you do some things, but eventually you end up spending 12 years at Disney. My question is, how do you get to Disney when your husband's in the Navy? How to explain that to

Elaine Morgin  8:11  
me, yeah, so went to college to be a teacher, and was in student teaching, and kind of decided I was an education major myself. Yeah, I was student teaching, and I'm like, I don't think this is for me, but I love the education aspect, the education and like going out there and showing people how it's done, and then letting them run with the ball. That was where my favorite part of it all was, was browsing the internet at work, at school, and decided to sign up for a Walt Disney World college intern program, and got accepted. And I was like, Well, if this all works out exactly how I want it, which would be, be a lifeguard, because you didn't have to wear anything but a bathing suit

Tracy Hayes  8:54  
all day hang out with all your friends. Nice jacket. Yeah, sweat outfit, yeah.

Elaine Morgin  8:58  
And I was like, and if I go into the water parks. Okay, I'll go ahead and ride with it. So it all lined up. And I was like, Well, mom, dad, I guess I'm going to, you know, Walt Disney World is going to be on an internship. So what turned into what was originally supposed to be four months turned into eight months. Then I went back to Evansville, Indiana, where I went to college of University of Southern Indiana, and was a, essentially a director of an enrichment program for young children. Did that for the whole summer, got a call, and my manager from Walt Disney World was like, Do you want to come back full time? Sure. So packed up left, and three years of just regular, you know, full time employee led me to management, and management led me to just living out every day, busy, busy, busy, until so you get to a point where you're like, Okay, business has to stop. Like, when does this stop? But you're working 90 hours a week and it's just on and on. You eat, sleep, breathe, Disney, and sometimes it's just too much, yeah, and so I was

Tracy Hayes  9:58  
actually they realized that, huh? They realize that, and give you guys, like, some sort of, no, they don't.

Elaine Morgin  10:03  
I'm not gonna say that the I was up in Jacksonville for bears and Jaguars game, and it just was a chain of events where my husband's shipmate was there, and he's like, you have to meet so and so you have to meet him. You have to meet him. You have to meet Okay, I'll meet him. Like, whatever. And got it, you know, we met two me two weeks after that, and then we got married seven months later, and been married 10 years. Wow, yeah. So 1010, years this May, but never I thought in my wildest dreams, would I ever be a military wife? I've always honored and respected it, like one of my great friends, he was Army, and I never in my life. Thought I was going to be a military wife. My grandparents were in the military. My father wasn't. And I took the ball and I ran with it, and here we are today,

Tracy Hayes  10:48  
awesome, and we'll we're going to talk about the military relocation and how you've, in a positive way, exploited that by providing the service. The service part is what I want to dig into right now, because of what in how the things that Disney, I imagine, there's constant training over there, they're fairly strict on this is the way we're going to do it, which I imagine, you know, a lot of things, they quickly, because there's the volume of people they have quickly find out what works, what doesn't work, that kind of thing, if they're off on the wrong path. But one common denominator with the many great agents that I've had on, well, probably 110 or so serve, and even from CC Underwood in episode number one to Lindsay Osteen in Jordan in the last episode, talking about obviously working in a restaurant, you know, bartending or waitressing and that sort of thing, but you as a guest service representative at Disney, working the hours under under very strict like this is the way it's done, type thing. How have you taken what you what you spent 12 years doing, and what are some of the things that you sort of implemented the Disney way into your real estate?

Elaine Morgin  11:57  
Well, really, when it comes down to the Walt Disney World company, it comes down to, if there's a will, there's a way, and I've taken that to the nth degree when it comes to our business here, if there's a will, there's a way, there's always a negotiation, there's always a conversation, there's always an ability to get it done. It may not be pretty, it may not be, you know what everyone expects, but if there's a will, there's a way, and that is really how I pride my business. You know, I really believe in, listen, if there's a will, there's a way, and we're going to figure this out. Is it going to be hard, probably. Is it going to be uncomfortable? Most definitely. But we're going to get uncomfortable and we're going to do this together.

Tracy Hayes  12:37  
Well, you're getting you get uncomfortable in the uncomfortable, because you've done it enough times now that you have, there is a light already at the end of your tunnel where it may not be for the other person yet,

Elaine Morgin  12:47  
and talking them through that is so important. I'm a big, firm believer in expectations. That's why, jokingly, before we got in here, I'm like, Listen, I'm very brutally honest. And if that's not what you want, just go ahead and hit the brakes. Now, because I am very brutally honest, there's gonna be times where, yes, you love this home, or you love this aspect or whatever, and it doesn't fit in your budget. And guess what? We're not gonna go see that house, or we're not gonna go do this, because this is the expectations you set for me. So let me hold you accountable to your expectations, and I'm going to give you more expectations, and that's really just, that's just being honest and doing, doing well by everybody that you come in contact with,

Tracy Hayes  13:29  
and that that takes, it takes a lot of, I call Matt bats, a lot of reps, which Disney provided you, dealing with whatever issue it was, large or small, knowing that they could be solved. And of course, now you are the decision maker, and a lot of those are have more control over it, versus maybe having to go to a manager Disney and getting other people involved, right? You were given the power. Would you imagine at Disney after a while, you were given some, well, I was managers, yeah, more powers as you

Elaine Morgin  13:57  
were, yeah, and you're dealing with words to 100 plus cast members a day, like not only taking care of them, but taking care of them to take care of everybody else. And that's the same with how we handle our business, how, where do you need us? Not how I need you. I need to know where you need us, because that's what you called me for. You called me because you needed help, right?

Tracy Hayes  14:20  
Isn't that the key to we listen to all these great management and there's a lot of great management books and so forth, and a lot of them talk like John Maxwell being the servant leader and that sort of thing. A lot of people can talk that game. It's easy to repeat what John Maxwell says or the other leadership books, but actually to do. It is something else.

Elaine Morgin  14:41  
Yeah, right. And it's, it's, I live by Eat, sleep, breathe. It because how I wake up and do and treat others every single day is, it's going to come back. It's a law of attraction. And that's really, you know, when we get a lot of customers that are nervous and scared, they're coming from Guam or they're coming from all next, you know. Uh, England, Japan, Hawaii, Hawaii. The list goes on. It may be where, yes, I have boundaries in my life where I really try to stick with them. I have a three year old. I have a husband that doesn't get to be home all the time. But if, if they're like Elaine, can we talk tonight at your 11pm and my 6am absolutely, absolutely, where do you need me? That's that's what it is. And it also comes down to when you're in the in the actual negotiation, or just in general, in the whole scheme of it, all the whole process, are you telling them everything they need to know? So we pride ourselves on making sure we have a seller console, a buyer consult before you even even lick the stamp for your new address. You know what you're about to embark on, and it's a lot of information, yeah, but it's the education portion that everybody misses. You know, we're

Tracy Hayes  15:53  
gonna, we're gonna dig deeper in this. So hold, don't let us have that thought, because I want to get everyone caught up. We know you grew up in a family of real estate agents. So you're over in Orlando, you then meet your future husband. You eventually decide to leave Disney and come this direction you knew was real estate, like, Hey, I'm gonna go over Jacksonville and do real estate. Or what was No,

Elaine Morgin  16:15  
I took a sabbatical because I was running hard for so long. Took like, a six month sabbatical or so, and actually found myself with Brumos, working in service industry at Mercedes Benz, which I liked. It was fun for a while, but it wasn't me. It wasn't where I needed to be. I needed to finally listen to my mother and finish my real estate license,

Tracy Hayes  16:38  
and under that reel, and

Elaine Morgin  16:41  
she'll play it over and over. And she kept telling me, go talk to him. Now, go talk to Kim. Elaine, she's CRS, go talk to Kim. I've done a bunch of her classes. Go talk to her. Fine, I'll go talk and I did. And I my intention of talking to Kim when I had my license was I wanted to work for Kim. I want to be on a team and being a Midwesterner herself, as myself, she's like, you can't work for me. Well, fine. Like, she was like, You need to go interview all these people. And I was like, okay, you know, fine, I'll do that. And I did, and I ended up starting with callwell banker by myself. And I'm like, because Kim didn't want me, let's just but she knew what was best for me and and she was right. And when she went to Fleming Island, I was her first phone call. I said, I need to come work with you, like be be by you, enough to just grunt at

Tracy Hayes  17:33  
I, because I obviously have so many on. There wasn't one that long ago, and it'll probably come to me where Kim told her to go somewhere. Oh, I know it was Sarah Rothstein has told Sarah to go somewhere. Shoot yourself in the foot. But anyway, all right, so she's entering your real estate world. You get a scent of Jacksonville. Yeah, you want to come down here and join I think it was your sister. Both my sisters, both your sisters, are already here, just to change of pace, just to change the scenery.

Yahira Montano  18:03  
What? Yeah, cost of living, change of pace, all of it. I mean taxes.

Tracy Hayes  18:10  
So what is your first what do you, you know you're coming to Jacksonville, and you obviously, I start thinking about what you're gonna do for work. Where do you what leads you? What? What do you first start doing, and what leads you to real estate? Sure.

Yahira Montano  18:23  
So when I first came here, I before coming actually, I applied for a job. I came to visit, and on my way home, I stopped and, you know, dropped off my my resume. My family had been pressuring me to leave New York for years, and they were stationed out in Norfolk, and I was like, Virginia Beach area. And I'm like, if I'm gonna leave New York, it has to be somewhere hot. So I said no for so many years. Finally, when they got stationed here, I'm like, All right, I'll drop off my resume. If I get called, that means it's time for me to move. So on my way to the airport, I drop off the resume, I land, and they immediately called me. I interviewed. We did Skype, because there was no zoom at the time, and they offered me the job on the spot. But I'm like, Well, I'm still at the School for the Blind, and I want to see my kids graduate, so they let me write out those the whole school year. I trained the new social worker in the summer, and then I moved down here. The company that hired me, I guess, was not really following the rules of TRICARE, so try care. Stop paying them. So no last in, first out. Yeah. So with that, I didn't have a license in the state, so that kind of forced me to start looking elsewhere. And I started working for a private company, doing transportation for the military. And I did, I saw that

Tracy Hayes  19:37  
trans core, I think, exactly what? Yeah, what was going on? Just logistics, moving.

Yahira Montano  19:42  
It's logistics. It was a two woman department, so we ran the whole thing, and we did transportation for kids that were applying into the military. So we had three other companies that did the actual transportation part. Our job was to do the program so when the kids would. Ride, they would have tickets and things like that, and get them from home to boot camp. So we did all the recruiting stations, because there's recruiting stations all over, right? And our job was to try to give the recruiters an opportunity to do more recruiting and less traveling. So we would pick up the kids from the recruiting stations and take them into the maps for testing, okay? For medical, for their regular testing, and then there to be all right,

Tracy Hayes  20:26  
so where do you start getting the scent for real estate? Where does that? Because that's no one in your family, I would imagine is doing real estate like, really? No, okay.

Yahira Montano  20:34  
It was a conversation I had with my brother in law. He first brought it up, and I kind of dismissed it because I was comfortable and yeah, I brought it up before I started working at transcor, and then at transcor, I was feeling kind of like I wasn't going to really grow whatever I was making at that time. Was just that was what it was. And I love what I did, because I loved meeting people from all over the US. I used to travel every week and go to the actual maps and the recruiting stations and get us new customers, put out fires, whatever the case may be. But then it got to a place of, I'm not really growing anymore.

Tracy Hayes  21:06  
It's contract, government contract situation. I wasn't growing.

Yahira Montano  21:09  
And, I mean, I was making the company a lot of money, but none of it was coming my way. And after a while, I was like, you know, what? What do I? What would have actually, what would I? What would I enjoy doing where I'm helping people, but also helping myself, which is something I felt like social work was not really giving me, I was helping a lot of people, but then I was also coming home and feeling like kind of struggling myself. So who's gonna help me? You know, right? And that was what made me take the first step to so what

Tracy Hayes  21:37  
is that? What is that first step? Do you go talk to some real estate agents? Did you know somebody, what is, what's the first step that somebody, because you're not the only one, and someone might be listening right now, or listening this two years from now, on the podcast, pick up this episode and hear you talking about and they're in the same situation. What? What do you what do you do?

Yahira Montano  21:55  
Yeah, so true New Yorker. I just jump out the window and hope no first step. It was just like, You know what? Whatever. I'm gonna just quit and just go full, full force and hope this works on the other side. And just take your test yet. At this time, I took my test towards the end of that job because

Tracy Hayes  22:13  
you hadn't quit yet. You got your so you got your license, and then you're like, Okay, I'm ready.

Yahira Montano  22:18  
Yeah, yeah, thinking that I was just gonna start making money right away.

Tracy Hayes  22:21  
Okay, where do you go for or the schooling no for, for you. Where do you choose your first brokerage? And Eileen, I'm gonna ask you this first, yeah, what makes that decision of your first brokerage to go to? I'm making it more aware, because every agent I bring on, when all of them think about some of them went to some brokerages that just weren't giving them the value. They just signed up with them because their girlfriend was there, or that was the only one they knew. That type of thing. Where now you really need to be strategic if you really want to launch your career, lining up with the broker with lines with you, type of thing. So, what? What, how, what made your first choice of what brokerage you're going to hang your

Yahira Montano  22:54  
sign in? So I'm very passionate about this topic. Actually, I didn't do any of that. The person who taught my class. I signed up with that person's brokers because they seem so knowledgeable, and then I regretted it. And I spend a good amount of time, actually, after that, interviewing. So whenever I meet new agents, I always tell them, Don't just go with the first people that call you. Don't just go with the first person you interview. Interview around, because you got to find your tribe. You got to find the people that you feel are not only meeting your needs, but make you feel comfortable, because at the end of the day, these are the people you're going to be working with. And yes, there are companies where you never see any of the agents. Everyone's kind of doing their own thing, and that's true. But when you're coming in, when you get your license, they don't really teach you how to be a realtor like you got to go and figure that out.

Tracy Hayes  23:38  
And if I would imagine, you probably haven't known your first home yet.

Yahira Montano  23:41  
Did actually, you did okay? I had just close to my house and did not know.

Tracy Hayes  23:47  
Okay, all right, I'm just, I say that because I just to get you. A lot of young people are just in that position, and they don't have the life behind someone who has 20 years of life and career behind them may be able to do it by themselves, but the tribe, I like that. The phrase, yeah,

Yahira Montano  24:04  
oh, it's, it's so important. But again, I jump out the window figure it out. So I bought the house without knowing what I was doing. And yeah, I

Tracy Hayes  24:12  
Steve Harvey says jump. And, you know, you figure it out on the way down. If you don't

Yahira Montano  24:18  
have a parachute, you will learn how to fly. That's right, absolutely, yep.

Tracy Hayes  24:22  
So the choice was just, simply, because the class and they, they led you. Elaine, you had an initial brokerage where you at night. I know you had that you when you saw the advantage to go, obviously, go and join Kim's team. That was the reason there. What, how did you choose that first brokerage yourself? And was it wise or so you were talking to someone such as yahira here today going, you know, what kind of questions do you want to, you know, things that you want to find out about that broker to figure out if it's the right place for you?

Elaine Morgin  24:50  
So I kind of did the same thing yahira Did, jumped and again, was not going to listen to what my parents had to say. Was not going to ask for interviews. Was not going to do any of that. Just gonna do it. And I went to a brokerage that was literally down the street from my house, because I was like, well, in my thought, you have to stay in an office. Okay. Well, this is the closest, yeah, at the time, my husband was doing Counter Narcotics in the south Caribbean, so he was gone all the time. He was home for a week and gone for three to four and then back, it was back and forth. So when you're a military wife, you take care of everything, everything. If you have animals, they are your children. You're you're doing it all. So at the time, it was, we had just bought, with out my knowledge, our first house. I was there, but it I was like, I thought he was joking the whole time, because he said he said he came home from deployment, he's like, I'm buying a house. It's like, I know your credit like, like, it's not gonna happen. And then he comes and calls me, and he's like, so meet me at this house. And I'm like, okay, I get in there, and I'm like, What's this? Two story? Big, huge. And I'm like, no, no, no, no, we're closing in two weeks, and I leave for C tomorrow. Say, what so? And I was like, Well, I gotta be buy this big house,

Tracy Hayes  26:07  
clean it, furnish it. Oh, well,

Elaine Morgin  26:10  
it we bought the money pit, like, literally, because of lack of knowledge and lack of education when we were doing it. And I mean, the craziest things happened while he was gone. It was, oh, it still, is still the craziest things. But that being said, I was like, I got to be close. Well, that brokerage didn't understand the aspects of a military wife. They didn't realize that, you know, I couldn't be there for every meeting. Because, yes, I am. I don't have children at this time, but I have a house I have to run and things have to be done. And it's just me. My parents are not here. We don't have family here. It's just me, right? They didn't really understand that. So I, then I went to another one that I thought was like, you know, all inclusive military, let's rah, rah. And I it just wasn't for me in and that's when I met with Kim, and I said, you know, this is where I'm meant to be. Pete Dalton, his mind and his visions and all of the things that he accommodates to us is just unheard of. So it's so amazing, and the fact that his agents are the forefront of his thought process of, how are we going to beat out i buys. How are we going to settle and get through this 2020, how are we going? How is this going to happen? And I'm just thankful for all of their support. And really, I'm the type of attitude that's kind of, I'm going to take the driver's seat and go and I'll call you and I need you, and that's me. That's just, I'm very independent, and I'll figure

Tracy Hayes  27:39  
it out. Would you guys agree? Because it sounds like you're you're getting it right now, and you you're seeing it you hire, you can make comment on this and how you see it as a younger, younger person looking at it. Oftentimes we look at leadership and say, Well, if we were doing it, we'd do it this way. The biggest challenge the broker has is to be able to continue to add value to their agents. And Sarah Rocco says it perfectly, if you no longer adding value there, look somewhere else. And Pete obviously has that vision, that understanding that he has to stay in front.

Elaine Morgin  28:13  
Yeah, he does. And I think Kim does as well. I think all of the management within the Caldwell, banker Vanguard community know the mission and understand and set out the expectations, and they execute it. They do it beautifully. They do it flawlessly. I think that they understand that to be a realtor, you have to be a different mindset. You you're going to have those folks that go into the office. You're going to have those people that eat and sleep but breathe by their desk, and then you're going to have people that I do everything in my car. No, I do for my kitchen table. I do it from wherever. And that's some are all about brick and mortar. Some are not. And having that flexibility and those tools readily available is second to none. Like you can't I can go on my phone and do what I need to do. I can, you know, do whatever I need to do on the go, because that's what this business is. If you're not on the go doing, you know, it's kind of one of those questions, well,

Tracy Hayes  29:10  
learning how to stay productive and moving forward, whatever it may be. And obviously, the number one thing for your business and mine is prospecting. Yeah, you know, where are we going to get the DD? We've got a lot of people that are smart on the back end, when we get enough volume, you know, that they can help, you know, cover that spillover. So you hire, you go to, you go to your your first brokerage. But just kind of zip, if you can piece this story together, of, you know, going to the Coldwell Banker and obviously matching up with Lena on what she's doing and following her. Is this a is this? Was this a relationship that was well, tell me how the relationship was created. You tell me the story

Elaine Morgin  29:50  
you found me. Well once, if anybody knows me, they know I run on like i. The top is decibel 90% you have to, like, reel her in, which I own it and it's me. So at the time, let's see. Let's see. I got to go back in time so

Yahira Montano  30:11  
I know covid made everything kind of like blended,

Elaine Morgin  30:14  
yeah, anymore, yeah. Well, I had just hit, I want to say 12 million. And I was pregnant, it was my last year, and Kim sat me down. She said, what's your plan for next year? What plan? Then she said, Well, you have a

Tracy Hayes  30:31  
take January.

Elaine Morgin  30:33  
She's like, well, what is your plan? And I said, Well, I guess now is like, we're going to get to a point where I'm going to need somebody. You know, I had already started with a transaction coordinator, because I knew I was going to have the baby at military base and I was not going to be able to have really good Wi Fi and all the things. So that's what I was thinking about. I knew that I had

Yahira Montano  30:51  
so busy closing while giving birth.

Elaine Morgin  30:54  
Yeah, actually, oh my God, oh yeah, I had called it anyway. That's another story. January was coming, and I was like, Oh, I guess I'm gonna have a baby in like, two, three weeks, or whatever it was. And I had this really hard customer, and I was like, I'm gonna pass it to the lender and say, Listen, I'm done. And as I was doing that, I was driving to the hospital, like, yeah, you're gonna have a baby today. No, see, I have to negotiate. This is not happening today. I have four buyers I need under contract. I have four listings coming up. So we're not going to do that right now, but I'll let you know, because it's Martin Luther King weekend. I'm sure the doctor doesn't want to stay. It's a it's a 96 for military. He don't want to stay. And sure enough, the lady at the time my husband, my poor husband, had just made chief. So in that year of 19 my husband made chief, my husband graduated with his bachelor's degree. I decided to sell our house and buy her house and move us all within like, six weeks, and I did it all by myself. And I was like, this is a great idea. I can do anything. So when that January came, I was not expecting to have my daughter so soon. And I called the lender, and I said, Listen, you're gonna take this. I'm gonna go have a baby. And he was like, Oh, now. I'm like, yeah, like, right now. Well, I ended up having her on Tuesday, and my mom surprised me. And I'm like, Oh my gosh, I'm so flat. You're here. Listen, two of my listings have contracts on them. I'm gonna help me so, like, we got out of the house, I told I just remember this because I was just one of my customers is selling now. And I said, Do you realize, like we did your whole walk through on FaceTime, and I just had people like, open the doors and like, be there. But I like to pride myself on really staying connected with my customers, regardless of if I'm having a baby or not, because it's such a big deal for a lot of them. There are a lot of first time home buyers and all of that. But all joking aside, the when I got to Caldwell, I was just I was just amazed. I was taking them back. How it all does, you know, all doing, but

Yahira Montano  33:06  
this is why Kim decided, yes,

Elaine Morgin  33:09  
he didn't. Yeah. Kim was like, You're you need to eat meat. Yahaira, oh, I do, do I, and I'm very quiet, like, I just keep to myself, and I just

Yahira Montano  33:21  
knows everyone in the office. I'm friends with everyone, hanging out with everyone. And I'm like,

Elaine Morgin  33:27  
Who are you? I'm like, I hear you need, and I need and so do you want to do this?

Tracy Hayes  33:32  
She needs to start making some money. So you need to hang out with someone.

Elaine Morgin  33:36  
Yeah. And so we rode around for a day, and the I probably

Yahira Montano  33:41  
didn't, she whined and died me, and was like, Yeah, what do I need to lose at you? Oh, my Yeah.

Elaine Morgin  33:46  
Like, and she was impressed with my to do list of a post it note on my radio. Like, what is this? She's like, what's what's this about? I'm like, oh, that's where we're going today. She's like, that's kind of long. I'm like, I got it all planned out. We're fine.

Yahira Montano  33:57  
I'm the structure. She's the go with the flow. Yeah? So I'm like, this is not gonna work. I'm gonna need a calendar. I'm gonna need a checklist. Yeah? And she's like, Nope, this is it. We're just gonna cross it off and just

Tracy Hayes  34:09  
go with it. Yeah? I'm like, so, well, I mean, getting into So, how does your team structure, you know, work? Is she being, is she kind of more of the more on, like, an apprentice level right now, with with you and help and help you. Or she's out prospecting, and you're overseeing, how does how does it?

Elaine Morgin  34:26  
So I'm a firm believer in you take care of those and they take care of you. And my business is random, mostly referral. 90% of it is all referral. And so with that, I'm teaching her how to do that. I'm a firm believer in, if anyone's listening that's new. Do the rentals? Do the rentals, if somebody is crying out that they need a rental, do the rentals? Because it pays off. I had customers in 2017 I checked in with them yearly, and they were in Washington State. They came here first from Virginia. I had gotten them a rental. I. Took the time? Yes, it takes more time to find a rental. Absolutely, the application process, all of that stuff. Do the rentals, if you're doing those, that's building your base for the next time do the buyers? Get involved with your buyers. Be friends with them. You know, really, not necessarily know their whole aspect of their life, but be a resource. And once you're a resource for them, it pays in itself. And I'm, to this day, so thankful that I just did the rentals and I started. That's how I started, right? I made my first year, I made $7,500 all on rentals. That's it. I just found for your car. But, yeah, I just,

Yahira Montano  35:40  
I just may not pay pay off in the beginning, but it pays off in the end, if you learn to continue to stay in touch.

Elaine Morgin  35:46  
Yeah, be a resource. Well, you know is, but to answer your question, sorry, she is. She is my other. She is. We work very well together and cohesively. And I don't see IRA as an apprenticeship. I don't see her as anything besides us, partner, yeah, as us working together with the same goal. That's our goal. A lot of times she comes in great hands when I need her, but I'm still working on, like losing control, like I can't be in control of everything. So that's when she she makes a phone call and she says, Where do you need me? You know, it's a simple question.

Tracy Hayes  36:22  
Well, I just when you, you know, a lot of the if you've watched my podcast, probably the last six or eight episodes, I've had some husband and wife teams on. I've had some, you know, girlfriend teams on and and digging into those dynamics of how you know, you know you work, because you aren't bound by marriage or anything. You just by choice. You're together, right? And in this case, the volume is probably a little lopsided. From the standpoint that you need more assistance than you're assisting her, from the standpoint of helping her cover her open house, you know, or, or, you know, closing that you can't make, or whatever, that, whatever that situation, you have more than she does right now. So, yeah, your higher is it an understanding from your standpoint and correct me from my statement here, if I'm incorrect it or redirect it, you are hanging out with someone who is at a level that you want to be at, from, you know, volume and so forth. Because obviously, from the experience the at bats. You understand that this is the road that you want to take, such as, you know, doing the rentals right? You want to get to meet people. Well, do rentals? You meeting people, and you're talking to them about their housing. So where are they going to go next time they need a housing, they're going to go back to you because you helped them the last time that whole stamp. So what is when you tell us our your mindset and working with from the standpoint of, you know, obviously she has much, you know, more experience, more volume, so you're helping her out a lot more. From that standpoint, covering her customer, helping her with her customer. But what is your mindset right now as a young person in growing in this business?

Yahira Montano  37:57  
Sure, and I would like to fix that, because she helps me with mine, and I help her with hers. I think that, like, well, first of all, she has, she's been doing release station. She was like, 12, argue that. But she also has a daughter. I don't have kids. I'm not married, so it's easier for me to just, like, pick up and go oftentimes. And I think that's what initially was like, I would I want to step in and help, because obviously, she had a lot more customers going at the same time than I did, and she has so much more knowledge experience. You know, her mom is someone that she also, you know, gets to ask questions to was she has graciously given me, you know, an opportunity to meet her mom as well. But I don't know. I feel like we work very well together. I sometimes disappear. She calls me and she's like, Hey, is everything okay having her having her like, I kind of do my own thing, but I appreciate that she's helped me and learn a lot of things in previous companies I've been with. I was a part of a company where everyone was kind of doing their own thing. The training was very minimal. It was more for people who have been in the business for a long time and just kind of want to do their own thing. And for me, I kind of learned trial by error, which a lot of realtors do. They'll just go out there and make mistakes and then have other realtors correct them, and I was doing a lot of that, which is, it was not okay, slow learn. Very slow learning. It's a very slow learning process. But I'm the type of person that I don't wait. I just, I gotta do because I have to eat, I have to, you know, jump out the window and figure it out, but then working with Elaine, it's cool, because I get to unlearn some of the things that I have learned and then figuring out what a better way of doing things. So when we first got together, some of the things I would do was like, now that I don't know this, but let me run this by you, just to see if you have a better way of doing this. And that's kind of how we started our relationship from the beginning where I might not have been wrong or what I was doing was not incorrect, but she might have had a better, more efficient way of getting things done. So that has been very helpful for me.

Tracy Hayes  39:50  
Why do you think Kim directed totally that you guys need to hook up? What? Why? What do you think it was that Kim saw.

Yahira Montano  40:00  
Because I'm a go getter. I Yeah, I'm from New York. I'm not scared to talk to people. I can be tough. I'm also very sweet. Having my my background too. It's very helpful with just like, when people are like, on the edge of like, oh, I don't know that I can do this anymore. You know, the counseling comes in, you know? And this really is just counseling with the hint of house buying, like, at the end of the day. So wrinkle some of that in there.

Tracy Hayes  40:26  
Just, you know, step back again in the someone who might be listening to the show or watching the show. Yeah, you know, I didn't need, obviously, you know you're, you're a younger person, you're, you've been in the business a few years. I know I'm not trying to, like, take that away from you. But just what I want to express those that are out there, if you are a young person getting in this business, especially you know, someone who doesn't have life experience, 20 years working in corporate America, you know some of these people think they do have the already have the discipline to come out and do it, yeah. What would you I mean, to recommend you know your relationship with Lane, the things that you're learning, and how fast your business is starting to grow. And you know, eventually, you know, you're going to catch up to her. I mean, that's going to be the natural thing. You're going to you're going to venture the gap. The gap is going to start, you know, closing down. How important is it for someone, you know, that's in your shoes, to go find someone, let that broker know, like a Kim nap. Hey, I'm hungry. I want to do is there someone that you think I should match up with that would be a great mentor and I can help, and obviously they'll help me by gaining their knowledge, like, like this relationship, right? Express your how important that is.

Yahira Montano  41:37  
I think it's like the best idea, honestly, but you have to go in with the mentality of, like, when we got together, my mentality was, how can I help Elaine? It wasn't, how can I help myself? And then with that, Elaine had the same thought process, and then that way we're kind of helping each other girl. Because, I mean, yeah, I want to be where she is, but I expect that when I get there, she's going to be higher because I'm helping her to get to her goal. But I think that's one of the things I loved about coming into global banker, is that, like a lot of the high producers, were very open to have those kinds of conversations. I remember when I first walked in and interviewed and I met with Julie, Julie Dukes star Keaton, which is one of our top producing at her office, came in and I met her, and she immediately asked me to breakfast. And for me, that was a shock, because coming from other Realty companies, most high producers don't want to deal with, like, the bottom, they're gonna

Tracy Hayes  42:27  
check you out first. Yeah,

Yahira Montano  42:30  
that was like, me, you want to go to breakfast with me? I was like, Okay, let's, you know, let's go, you know. But she was the only one, like a lot of people were doing that, and I thought that was great. But the person coming in, the young person has to be hungry. They have to be the ones looking because you can't expect the person that's high, producing, that's busy and has a lot going on to come after you, yeah,

Tracy Hayes  42:50  
literally give you have to show that you're actually engaged. I mean, Elaine, when, at what point, you know, after meeting her, and situation is like, okay, she seems to be the real deal. Kim's obviously endorsing her, putting you guys together. At what point you quickly realize, I mean, because I assume you don't want to put someone in your team who's going to drag you down or who you depend on. Yeah, they said they were going to be this misreliable, but then up, you know, being not reliable. You know, at what point did you realize, hey, this is, I'm gonna take this girl under my wing.

Elaine Morgin  43:21  
I would have to say, the first time that I had to, I had to personally be uncomfortable and ask for help. And that's when, the moment I was like, okay, because I'm very competitive, like, it's just my nature, and it's just how I am. So I had to set that aside and say to myself, Okay, this is what I need to get higher. And then we sat down and I said, Well, what is your goal? You know, she's like, well, I just, you know, I want to make, I want to, I want to hit the 3 million mark. I'm like, You need a bigger goal. And she's, I said, by the end of next year, you're going to be tapping on the 5 million. Like, that's what you need to do, right? Cancel the noise, and let's just go. So at that point, that's, that's the point where I said she's got this, she says she jumps out a window, but she's very methodical about

Yahira Montano  44:11  
the book bag.

Elaine Morgin  44:15  
Yeah, yeah. Then she'll be like, Okay, let's go. And then where I'm like, hold on, let's just go full throttle into this right? And then, and I'm a bull in a china shop. I'm like, let's be Tasmanian. And I'll figure it out when everything settles. But that's what I needed. And at Disney World, I my very close friend. She was that for me at Walt Disney World, and we worked CO, you know, in the management together, all the things my my mentor at Walt Disney World, she was very mild tempered, and she'd be the one, you know? Oh, slow down. The balance was important to me, as I said when we started. Disclaimer, if you get offended, they'll knock on my door, you know. So then, then that's what. I had to tell you higher.

Yahira Montano  45:01  
It's like, from New York. So I don't get Yeah,

Elaine Morgin  45:05  
no, you're from New York that left. That doesn't get a few, yeah. So, yeah. So once I figure it out, like, okay, let's just let me settle into this. Because it takes me a little bit of time, because my wheels are always going. And once I got there, I was like, this is this is gonna work. And yeah, we do have check on each other, because there's days where I don't talk to her, she doesn't talk to me, and then it'll be like, Friday, and be like, Oh yeah, where's the hire

Yahira Montano  45:33  
out showing property? Yeah.

Tracy Hayes  45:37  
Hey, folks, this episode was produced by 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 media link in the show notes and discover how partnering up can supercharge your path to real estate excellence. All right, so I want, I want to dig in this, because this is something that I you and I are very similar. We'll jump out front, we'll we'll take leadership, and we'll go, and we'll figure it out as we go, because there's to you and I, there's nothing in life that you know somebody else has already treaded this past. Yeah, they've done it. We can do it, yeah, but we need that detailed person. My My wife is, is that way she's missed detail.

Elaine Morgin  46:40  
Well, we go to a degree with our assistant, who is 10 times,

Yahira Montano  46:46  
is like an extension of our brain. Yeah, she's

Tracy Hayes  46:50  
so good. I grew up in an AU. I talk about coaching. I've coached in my life. Now I just officiate, but like when I grew up, if someone wasn't in your face, it's because they didn't care. Someone was in your face because they cared about you and wanted was trying to get, you know, to rise to another level, whatever it was today, the mentality is, you know, with the with the younger generation, is, if you're in your face, you're trying to demean them, you're trying to put them down. So I'm going to ask you, point blank, since she's so straightforward, as she said, as she had a comment to you, that you actually had to take a moment and go, okay, is she trying to set me back? Or you hold on, said, Let me listen to what she just said and repeat it in my mind. Because I think, you know, I mean that actually understand, because she was so direct with it.

Yahira Montano  47:39  
Well, yes, there therapy for nothing, no, no, no. So, I mean, there has, we're very honest with each other, yeah? And there has been times where I'm like, All right, I'm gonna just stay quiet and I'm gonna process this and see what she's saying, because I I am okay with receiving correction, but I've also called her out and stuff too. It's like it works both ways. I'm just a more quiet, calm version of her, yeah, yeah. But we, we take both

Tracy Hayes  48:09  
Well, I often in, I don't know, Elaine, you can relate this. I think some people think you don't. It goes back to that phrase of Theodore Roosevelt. It's not how much you they don't care how much you know until they know how much you care, right? So, you know, with our personalities of being that kind of more direct, like we're purpose driven, let's get to the bottom line. Let's do it. Some don't understand that part of it. They want to be the tone, be empathetic. Yes, you know that? Yeah. And it's like, okay, hey, you know, we can do that later. Let's just get the job done right now and then we'll go, you know, have dinner later and laugh about it and have a beer. Yeah, it's not personal. It's just we're focused on getting a job done and then move on to the next thing. Yeah, how do you, how do you turn that down, especially because I imagine you're dealing with a lot of young people, whether in the military or not, yeah, from that standpoint, because you have that more directness. Do you? Do you kind of catch some of your customers, maybe, like stepping back on, whoa, and then you realize you have to go, you have to come back to them with a little bit more of a cheer them up, a little bit. Yes, back up.

Yahira Montano  49:15  
The person who has seen it that I'm actually very impressed, because I feel like the way that she does it is in a way where it makes people feel like she cares. So yes, she's very upfront, and yes, she's telling you how it is. And I was just telling her the right over here, I'm like, and she's very certain. Was not the word I use, authoritarian authority, yes, but it's in a way where it's like, like, dang, you're right. You're so right. I'm wrong, you know, like, and it's what it's not just the young too. Because I had a customer that I had to go away for something, and they were freaking out, and she I had them, I had her call them, and she just, like, made them, like, butter. And she was just like, Nope, that's not the case. This is how it is. But, you know, she cares, and I think that that's the important thing, that, like, there's something about Elaine, you just, even though she gives you the the heads up, by the way, I'm very straightforward, like, you know, she's doing it because she's trying to protect

Tracy Hayes  50:14  
her from her heart. Yeah, well, you know, I think there's, there's a lot of people who do want to be led, and if they respect you from your credibility, that you are the professional they want you to just come in and take control of the situation. Those are the people who really love you, yeah, when you're when you're when you're like that, you know to come in and just say, Okay, you want that? Okay, well, we need to do A, B and C. Let's get to work.

Elaine Morgin  50:35  
Yeah, yeah. And I think there's not enough of it. That was my biggest thing, when you know that you're not gonna get fake and phony, you're gonna get really me. Like, if I'm gonna, right, hey, I got time for you. But listen, I'm gonna show up. And I just got down across it, I'm gonna show up how I am. Like, that's just me. We don't have enough of it. And I knew that coming in because of how my husband went about getting the house, and then went out to see and it's like, okay, I know the process. Like, I know how this all works, but how is this gonna work with, like, my husband not being here? Like, where is everything? And then that led to, at the inspection, my whole house blew apart. Literally, had no idea. Nobody was there to guide me, nobody, you know, the only person I could call. I didn't finish my real estate stuff, so I couldn't, I didn't have anything besides mom. What just happened? She's like, Oh no, that, you know, oh, that's poly beauty Lane pipe. You need this, you need that. And that's when I said to myself, Okay, this has to change. We need to start educating. Yeah, this. This has to change. This is not okay.

Tracy Hayes  51:38  
No more sugar coating. Yeah. I mean, you're in an office with some great agents over here. And obviously, Kim, you know, has, you know, you know, a couple of decades in this business, the difference between the one percenters and the 99 that, you know, again, my wife was telling me some, you know, what the the average agent, the number of transactions that actually do, would you say the ones that really end up, you know, taking this, and it is a career, it is there, you know, they're, you know, if you're doing it right, you could take this to the day you die, you have type business. The difference is those who are willing to step up and lead, and then, as I think it's a good spin into the military relocation, they need you to take control, and was it a natural fit right into that military relocation that you know what they need to do, you're coming in and doing what you need to do as a realtor and and helping them make sure they're showing up where they need to show up.

Elaine Morgin  52:32  
I would say, so. I would say that, you know, everyone's perception of the military is, everyone's straightforward and like everything is is done until you meet my husband, who's like, He's third generation boast mate, and everything is just a like, it's everywhere. But he's very, he's very put together at work, and he's, you know, he knows his job very well, and all all the things of that nature. But that being said, yes, because they don't know what to expect. You don't know until you know. And that's what I'm here for. I'm here to teach you, not only this, but I'm going to tell you how this area, or not even area. But how is this house? What is this house for? Because in the military, we don't, unfortunately, we don't get our forever home each time, right we get our for right now home. So for right now, what is the plan for this house? There's this house to keep roof over your head, to rent out when it's all done. What is this home for? And then that's when we

Tracy Hayes  53:27  
got kids. Do you have a big dog? All those things, yep.

Yahira Montano  53:31  
And thinking ahead, yeah, not just like, right now. We're buying a house right now. But what is our goal in three, four years, when you have to go somewhere? Yeah, that's the thing most people are so concerned with, like,

Elaine Morgin  53:41  
the right now, the right now, and you can't be in the military. You got it? How 2020 you know, all through I say, May of 22 how is this house going to benefit you? Like, what are we going to do if you leave? Do you and it happened, you know, my my husband, came home from Spain after 10 months out there, quite a few people bought houses. And they bought houses with 20 year old roofs with 20 year old ACs. Then they get shipped off to Japan less than a year with of them being here. What do you do? Yeah, what do you do? What should you have known? What? What is they were set up for failure from the get go, right?

Tracy Hayes  54:19  
Because what's the exit strategy? Right? Right Right now, they lived in the house for two or three years now that now that roof is 2223 years old. Now the

Elaine Morgin  54:25  
Tracy word, the exit strategy, yeah, the exit strategy. And it's okay, well, I'm at the airport now, Elaine, we're not going to Japan. We're going to Virginia. Like, what? Okay, yeah, somewhere else. Yeah, and, and, you know, having those hard conversations, of it just happened with another listing. Like, your roof is 17 years old. Who? Why was this a good purchase? Like, what's the longevity? What's the exit plan? Where are we going with this? And I'm not saying that you can't buy a house as a 17 year old roof, but do you have the do? The means to fix it, because in Florida, we change in an instant. Do you have the means to fix it? Do you is that part of your plan to buy this house? What? No alien. That's not our plan. We we don't want to have to do that. We want to live in it for x and we want to we want to leave and we want to sell. Because that's the beauty of buying real estate. It's, it's our bank when we need it to be you know, how do you how do you explain to somebody that when you live in this house, you can live rent free, and people say, what? Well, I had a mortgage to pay. Yeah, you do. But if you buy smart and then do small things, now there's difference between maintenance and and upgrades. Do smart thing. Now you've made $50,000 and you only put out 24,000 for a mortgage payment. That's buying smart and that's what we need to teach our military. And with that, you know, a lot of our military families are very well, very, very good entrepreneurs, amazingly wonderful entrepreneurs.

Tracy Hayes  56:01  
Do you find when they're off at sea, on the ship that that's kind of like, a lot of a lot of them are

Elaine Morgin  56:04  
thinking about, no, no, no. I mean, I experience it. I would imagine.

Tracy Hayes  56:09  
They're, they're envisioning, you know, hey, when I get, you know, that's the wife. Like, is that the wife thing? I get home? Or, like, you know, obviously you think of Forrest Gump, right? Yeah, gets home, he's gonna have a shrimp.

Elaine Morgin  56:21  
I'm, I'm sure a lot of them plan out their retirement, and in doing so, a lot of them are very fickle with their money, which is wonderful, you know, they get to, I mean, some you meet some folks, and you're like, you do what? And the military, I mean, it's amazing what they are capable of doing, yeah, and the structure that they're able to provide to it, and regardless, you know, I feel like some people use the military as stepping stone, and some people use it for the rest of their life. It's all depends on who it is. For my family, my husband is very driven to be in the military for as long as he can.

Tracy Hayes  56:52  
He loves the work. He loves, yeah, my sphere, the buddies.

Elaine Morgin  56:56  
It's not even, it's our tribe, yeah, but we, my husband is made for the sea, and he loves the sea and, and I can't take that away from it's the only lady I'll let him cheat with. So he it's, it's his passion. My husband is very driven into nautical boats, any kind of boat you need to float. He will make it happen. And it's just his passion.

Tracy Hayes  57:19  
And after he retires, probably still tinker with that kind of stuff. I mean, he wants to be a

Elaine Morgin  57:23  
tugboat captain, or he wants to be a ship's captain. You know, that's just what his drive is. And mine is like, let's buy a house. Let's do this. Let's see, you know, let's redecorate. Let's do all this stuff.

Tracy Hayes  57:34  
So are you having that initial consultation with a new Perry relocation? I mean, so kind of give us a step by step. Imagine you have, they're being transferred from Norfolk, or from San Diego or something, to here. Yeah, they get connected with you somehow, way shape or inform. How do you what I imagine you probably have some sort of process, yeah, of what you're doing. So take you through that process. You make that yeah, kind of just zip us through, what are some of the things that you're digging into? To go back on what we just talked about for the last five minutes or so, about knowing what's their plan? Yeah, what's their plan for tomorrow versus, you know, in next three years, five years, 10 years.

Elaine Morgin  58:14  
Yeah. So us, it's the face to face for me. I don't care if it's on Zoom. I don't care if it's on FaceTime. I don't care if it's, you know, huge, it's so important because you need to for them to grasp what they're embarking on. Sometimes it's their first one.

Tracy Hayes  58:30  
Just don't fall back to a phone. No, you actually say we're doing a zoom call or something?

Elaine Morgin  58:36  
Yeah, because we we need to share, you know, all the things. My biggest thing is understanding the contract. Because the biggest, and I like to say this phrase, is, it's not 1986 anymore. The VA loan matters like we matter, you know, and and understanding that, yes, you don't have a down payment, but do you have enough for a binder? Do you have enough for the for the inspection in if you, you know, I tell people I overestimate the amount, because, if, always, if I'm going

Tracy Hayes  59:07  
to add a couple 1000 to everything, because you're good, yeah, and,

Elaine Morgin  59:11  
and, do you have that in that first initial conversation? That's how that is, where we're setting the bar of, where are you? Where are you financially? Where are you ready for this? Are you financially secure enough to do this? And it's not. It's not the notion that somebody isn't. It's more or less, how am I going to help you get there? Where do we need to be to do this? And if somebody says, No, I was under the impression that I didn't need any money. It's a VA loan. Okay, well, that's where, that's where we're gonna

Tracy Hayes  59:40  
start first misnomer, yeah,

Yahira Montano  59:43  
informing them of their rights. Yeah. People just don't know. You know, there's so much misconception around the VA,

Elaine Morgin  59:49  
yeah, 1986 Yeah. And a lot of people don't realize that here in Florida, all you need is a clear WDO, you know, which is a wood destroying organism? You know, that's just based. Basically a pest inspection, essentially, you know, we're looking for termites and things. But that also goes on to the seller's behalf. You know, when we're talking about sellers, you will get a lot of the people that aren't military, they're like, I'm not taking a VA loan.

Yahira Montano  1:00:14  
Yeah, we spend a lot of time educating, yeah, seller side on that too, yeah. And I

Tracy Hayes  1:00:19  
really, you know, I never have, actually, you know, gone down, looked at the number. I mean, what really is the difference in the cost from the seller side? None. There really is nothing,

Elaine Morgin  1:00:29  
nothing besides you making sure your WDO is clear. We're still in as is state. We're still everything that we're still in as a state. But if you're choosing to accept a amazing offer that is 100% financing. It's the best loan

Yahira Montano  1:00:45  
out there. It is money. Is money in the end, it's money, yeah, it's forgiving,

Elaine Morgin  1:00:49  
yeah, yeah. And if you're about to embark on this, it's 100% guaranteed. That person has gone through the pre approval, and they're guaranteed to close on this property. It would have stopped a long time ago, if they couldn't right That being said, the as a seller, realize the benefit. Realize what you're doing. You're housing. Yeah, you're housing someone that served our country. Number one, that is up most, the most important. Number two, you're also helping someone get into a place to secure their family, to make sure that they're safe. Yes, everyone we have base housing, but it fills up. The wait list is always full. Yeah, the wait list is endless. You know, it's just having that opportunity,

Tracy Hayes  1:01:30  
all right, so let me dig into this part. So do you find there's, there's, and I call it the old timer realtors, anything else, and the younger ones that they have these misconceptions, and then when they get, when they have these offers, even though that VA offer might be the same or a couple inches better, they're still talking, oh, whoa, yes, the appraisal, the appraisal,

Yahira Montano  1:01:52  
those and

Elaine Morgin  1:01:53  
this, yep, no. So the biggest thing that we get is, well, it's VA, we got to pass the inspection. They don't now, now, caveat to that, you have to the appraisers may be tougher, you know, the actual appraisers, because they have, they're looking out for the veteran, which is, you know,

Tracy Hayes  1:02:11  
and that VA endorsement as the appraiser is a big deal. It's a

Elaine Morgin  1:02:15  
very big deal. And you hold on to it, and you stay with it. So that being said, Yes, you know, we walk education. That's all I'm going to put Yeah, you walk them through the education portion. Hey, yes, it you're when you pick a VA loan. Here's what you need to know. You have to clear the WDO. It's still an as is state. So technically, we have no repair requirements unless stated by the appraiser. Then we need to talk about that. Now, most people don't know this word, Tidewater. If Tidewater comes about, you being in the loan you know what Tidewater is. So basically, when the appraisal doesn't come in to meet the purchase price, it's too low. We go into Tidewater, seller, the selling, the listing agent and myself work together, or vice versa, to get the comps, you know, then we worry about it. But now, since October of 2020, it doesn't it. The appraisal stays with the buyer, so it's no longer on the how, right? So why? You know you are doing a disservice. Yeah, a disservice, if you're not realizing the benefits of having somebody that has a VA loan, purchase your own, and

Tracy Hayes  1:03:22  
just, you know, top, you know, years ago, when I first started, we could order another conventional appraiser. You can't do that anymore, you know. So that appraisals ordered that that's it, that you, they don't sit there and let you go. Well, let's get a set another opinion. Do you, Hey, Mr. Buyer, do you want to order another appraisal? See if we can get a little bit more out of it? They won't. They don't do it anymore? No.

Elaine Morgin  1:03:41  
And I think that, you know, I call me old school, but, you know, I show up at all my appraisals. I show all of them. So if they have questions, we can, we can answer them, and it's important for them to have that knowledge, like yep at the VA loan. What do you foresee? You know, us having an issue. You know, they can't ever tell you until they write it down. So then we, then we deal with it, right? So, but having that open conversation with the buyer's agent, listing agent, whoever you're with, Hey, are you comfortable with this? Are we well aware? Are we prepared? Are we going through this? Is this, you know, let's, let's understand now, this is what we need. And you know, some people will say, well, the appraisers on a pirate power trip. Well, are they, but are they just looking out for the best interest of the buyer, whoever they are, regardless, you know, on a conventional you could have conditions too, you know, not as much, but you're gonna, you could run into that, right?

Tracy Hayes  1:04:37  
Well, I always explain to them too, is the appraiser is not an inspector. They're going out, and if they see something obvious that you would have seen, like wood rod or the roof looks like it's damaged, they're going to say something. If they don't see something, if they don't see it, or they don't say it, then there's nothing to do. Yeah, so if you see it, the appraiser is likely. To see it. Now you can roll the dice and see if they see it or not. Sometimes they don't say nothing on the appraisal. And you go, but you wouldn't want your buyer buying that home if there was wood rot, if there was termites and so forth. Yeah. So they're not pointing it. They're not going and digging in. It's not a home inspector crawling in the attic, you know, type of thing. It's the same appraisers. These guys have been doing it a little bit longer, and obviously they work hard to get that VA endorsement and go. They're seen as more senior, you know, along that scale. So there is no difference, but there is a lot of misnomers. And as we were talking about the Monday show, that's one of the things we want to kill a lot. Just do the best we can and be consistent about trying to kill some of these, you know, the misinformation out there, old wives tales, whatever you want to. I'm here for it. Yeah, yeah. On there, we've had a great conversation so far, and I haven't even dug into really any questions. Elaine in your Hayes, I want you to, I want you to comment on this. What do you think is been the key. If you were in a nutshell, of your success, I've saw your numbers. You know you're you're ramping up, or obviously the last three years are very almost 150 transactions in just the last 36 months. And so what do you think is the, the one, the linchpin to your success?

Elaine Morgin  1:06:19  
Discipline, discipline, honesty, communication, really just, just preparing folks, it my buyers, my sellers, preparing them, preparing them with the honesty of this is how this works. You know, being a resource, that is my number one thing. I want to be a resource. I want to be more of, you know, just your realtor. I want to be your resource. I want to be how you're, you know, there was a podcast that says, like 90% of realtors are not involved in the financial decision. Well, I want to be there for you. I want to, you know, Haye,

Tracy Hayes  1:06:55  
you know, being part of the financial team,

Elaine Morgin  1:06:58  
yeah, and being there like, I have no idea how to do this. Do you have a guy do? Here you go, here's my person, you know, in and I take that wholeheartedly, because they do on to others as you want others to do on to you. And that's all I ask. You know, just take I want to take care of them. How can I take care of them? This is what I'm going to do. And it may be a customer that, you know, they get the monthly pop by, or they get the monthly letter, and we don't hear from often, or we don't get a lot of feedback from but I hope that they call, and if they don't, that's fine, but I do you

Tracy Hayes  1:07:30  
feel, because I think it's been something in the military, like the senior enlisted person, his wife, kind of takes the mothership of the other wives type of thing, you feel that kind of responsibility, responsibility. You feel that that is your role, I would say, so, yeah, because you have the experience, you know, yeah, what these wives are coming in from the transfer, what they're having to deal with that you actually become that, that person

Elaine Morgin  1:07:57  
I hope to be, you know? I hope everyone is like so when their household kids get here, if they need me to say and receive it, I'm going to do that for them. Because there's so many moving parts that the average civilian doesn't understand, and there's so many changes, and so many ups and downs and everywhere, left, right, I don't think in the history of military, I mean, we've only done it for 12 years, but there's been a time where people are like, Yeah, my my HD was like, perfect. On time. Everything landed at the right time. It's never been like, yeah, yeah. My goal is, I really love seeing folks when they I get the phone call and they're like, hey, it's our Twilight tour. It's our last it's our last one. That's that's really exciting for me, because now there potentially could be for that longer term home, yep, and that's what I'm going through right now. And today he flew in, and I'm like, great. They haven't seen the house. We've done it all by FaceTime and YouTube videos and all of that. And he gets to walk in in the house that he's under contract with to solidify after 22 years in the military. This is where I'm bringing my family, you know. And you know, being in Florida resident, how much, how much better can you get?

Tracy Hayes  1:09:08  
So, all right, you hire. I want to throw it to you. You're, you're seeing, you're with her, or not necessarily talking every day, as you guys say, but you guys are working together. What? What do you see is like this one thing that you think that really makes Elaine successful, and probably one of the reasons why you actually, yeah, why you got why you want to bond with her and just pull out of her, her knowledge and experience.

Yahira Montano  1:09:31  
I mean, I'm gonna piggyback on that and just say going above and beyond for people, because that's one of the things that I was able to add to my repertoire when I joined the team, is seeing how she goes out of her way to do that for people. Like, other question you had asked about the process, like, one of the things that we do is for our customers, since they're not here, we're doing everything on video. But like, if you go under contract new construction, like, we're there every week making sure everything's, you know, going you know. Up to speed, and there's nothing wrong with the house. Most Realtors would just write off the contract and walk away and then I'll see you at closing. You know? Like, no, yeah, we're saying that construction, especially new construction, we're sending them weekly updates. We're talking to the builders. If we're doing a resale purchase, like we're in it, like it's our house, like we're in there, because we understand you're not here.

Tracy Hayes  1:10:20  
What percentage of the military relocation? Oftentimes, yeah, the the you are, or even doing something totally sight unseen,

Yahira Montano  1:10:30  
yeah, we're boots of the ground, like, we have to 80% Yeah, we're like, Yeah,

Elaine Morgin  1:10:36  
I think only, I only have this month. I only have one customer here, and all the rest are, yeah, and that's usually how.

Tracy Hayes  1:10:45  
So you're going around face timing, showing them houses, obviously, you've already done the analyzation they need, schools or whatever the what they're looking for, how far they want to commute, to go to the base or that kind of thing. And you're going around and showing and really, you know, hopefully they're there for the closing, yeah,

Yahira Montano  1:11:02  
yeah, yeah. Most of them are not but we're giving details, like, the way the house smells like everything, like, yeah, you're not here. So we're wanting to make sure, like, if this was me and I was buying this house and I'm not there, I want to know everything. Like, that's how we treat it, and that's something I saw in her. And like, I've adopted and I love it, because, like, after they move here, they're like, wow, like, it's everything that you said.

Tracy Hayes  1:11:25  
So talking to some other buyers, I think it was the Glenn was it was the Glenn team, yeah, because I've actually cut some reels from them. They're currently on Facebook and stuff now, from their show weeks back, he does. He's sight unseen. They've gained that trust with a lot of buyers coming inside and unseen and but obviously you have to toe the line on what you can say. But obviously what you video outside, you know, outside of the house, you know, what's the neighborhood look like, right? What's this? You drive by the school, this is what the school looks like. You know, I

Elaine Morgin  1:11:56  
do encourage Google Earth with that, like, get involved with that, because Google Earth is so anymore, it's way more up to date than when it used to be. You know, you see the Google car driving as much as we drive. We see that Google car. Oh, yeah, and the Apple car, but yeah, I tell them, like, ask the questions I, you know, and it's made perfectly clear, I can't tell you about crime. I can't, you know, this is my code of ethics. This is what

Tracy Hayes  1:12:18  
it's all there online, it's all here. You'll get enough information to make a choice, yeah. And then

Elaine Morgin  1:12:22  
with our website, Elaine morgan.com it's, we've done a whole PCs, which is permanent changes. I did see that, yeah? I did see that we do awesome, yeah? We, I mean, I went and wrote little tidbits about each place, but you can get a feel for it. And then a big thing that I do with my daughter is I go to parks. We go to different parks every Saturday, after after soccer, whatever she's got going on. And we, and if my husband, you know, just the other day, we I've lived in the Mayport area for 12 years. Literally, we go down Mayport road. I probably go down at four or five times a day. Never knew about this park that is off Jackson it. Never knew about it, and I went to go show a house, and I just drove straight, and I was like, got another park. So we spend a lot of time just discovering that because Jacksonville, Jacksonville, Duval, or I'm sorry, St John's and clay, we have so much to offer, not just everyday, you know, and a lot of my families, they have a lot of kids and a lot of stay at home moms, and they want to know about that, they right? You know, on Sundays, if you go to San Marco, you know, or, I'm sorry, Riverside, and you're on St John's Street, Avondale, right, there has a huge park, enormous Park, all these cool things, if you want to go to the beaches at Sunshine Park, all of this stuff, right, you know.

Tracy Hayes  1:13:39  
And as that mom with their husband abroad, to be able to just go down the street or be within a reasonable distance, to go down with their kids and let them burn,

Elaine Morgin  1:13:47  
and vice versa with animals, you know, my my lab, he goes everywhere. He went to every dog park. Here he went to, you know, we had a subscription to dogwood on south side, just so you can swim across the park, you know, like that's and I spent every Saturday at the beach at Mayport, or, you know, vice versa, just because we need to be more out there. It's not about turning and burning houses. It's you need to be out there. And that's one thing when I told you, Hira, you know, if, when I started, I went to a lot of open houses. I went to a lot of stuff, but if it was a house in my neighborhood or an area that I really wanted to know more about, I went and saw those showings. Were they for everybody? No, but I did it. I went out there and I showed that house on on Facebook or what have you, because people don't realize, especially in East Arlington, there's like five different floor plans. And that's about it, five to seven different floor plans. Like, oh yeah, this house is, is in this house. You know, you can also get this house over in this area, right? But that's important to know, all of that, the tedious details of, okay, if you know, if somebody comes up to me and they're like, All right, we're. We're stationed at NAS or Mayport, wherever they're stationed. All right? What is your commute time? And if somebody says to me, I want as close as possible, okay, here is your closest possible. And it's always it's the nook of 2524, and four, six. That's as close as you're going to get without touching base every day. No, once you go over the Wonder wood or the beaches bridge, or however you're getting there, you are going to get into the beaches area. That's a little bit probably at your price range. But this Nook is your Nook, right? All right. Well, I only want a 30 minute drive, okay, 32218,

Yahira Montano  1:15:38  
that's it. Two, six underneath, pretty much. So it's like getting to know, yeah, what their needs are like, do they have kids or they have dogs? Yeah, so much? Are they willing to drive

Tracy Hayes  1:15:48  
well, I mean, it also helps you, because you're building this database, and you know whether it's in your mind, or whether you're writing this down, or that one something, you know where they're, where they have to go to work. And I guess you know, if you get lucky enough that everyone works at the GM plant, in this case, Jax. That's where they're going, and that's the gate. So we need to find everything you know that, right? Yeah, 15 minutes, 20 minutes, 30 minutes out,

Elaine Morgin  1:16:10  
whatever, being a resource. And

Tracy Hayes  1:16:12  
now, when they call and say, That's what I want to be, well, okay, well this now we're narrowing it down. That saves you a whole hell of time driving all over North Florida.

Elaine Morgin  1:16:20  
And you know, there are some people that, you know, when you get to Mandarin and everything else, it's like, I want to be here because they don't want the commute, or they don't want, you know, or they want the commute rather, you know, it just all depends on their needs. For me, I moved eight minutes from base. I don't even go to base every day. My husband does, but everything that we need is right there. So I don't, I'm done with the long drives. I grew up with long drives. You know, grocery stores, good grocery stores were 30 minutes away. Like, no way you want Mel quickly. Okay, go to the go up to bozemans. Like, that was, it's just different now for me, right? And that's what I need to know, and that's what we pride ourselves on, is like, what is that aspect of what do you need

Yahira Montano  1:17:03  
your lifestyle like we get also, like young couples and they're looking for nightlife, and it's different than a family that's trying to be close to may poor, you know, if you were looking for nightlife, then you're looking for like, a South Side or a bar drum or, you know, whatever it's I mean, that's really what it boils down to. It's just getting to know them.

Tracy Hayes  1:17:21  
You know, I've always, and I actually have this whole second half of questions that I've been what I've been doing lately is I kind of have my normal routine to find out who you are and dig into your guys ideology on real estate. And then lately, since the chat GPT thing came out, I asked it a question, and say, create 10 questions, and I tell them a little bit about kind of you, and I want unique questions. Of course, it's out we've never gotten anywhere near here where we're at an hour and 20 minutes, but when I look down and I really think about our conversation that we've had today, we've covered a lot of these things just in our conversation, it just came naturally in explaining. So hopefully listeners out there, hopefully someone, whether they're searching you, you know, tomorrow or next year. You know, this video pops up, or the podcast pops up. And you know, you know, if you guys, obviously, I'd love to be flattering, you use it as a resource. When you have that person who's in San Diego or Guam or whatever, and then, you know, and they're asking whether they should work with you or not, your name is going to pop up. They can listen to this podcast, or see some of the clips that we're going to put up on YouTube and so forth, to get a feel of who you guys are. Yeah, and yeah, there was nothing, nothing more flattering than I did have one of the top agents in the area say to me a while, but she was on the probably the first, I think it was episode 35 so it was a fall of 21 when she told me that person was looking at her versus someone else. But they were online, like a lot of these service members are they can they only have their computer that's to the world. And they came upon her podcast with me and learned about her life and talking about it, and then obviously told her that she chose they he chose her because of that. So hopefully we can leverage it, hopefully everyone got a good feel. And I think agents out there, if you're struggling, Elaine's doing it. She's focused. Actually, you used a word in when I asked you, what do you think was the kind of the key thing you were used the word discipline. Yeah. Give us an example. I mean, this is gonna be the last question. Give us an example, although we kind of, we've talked about it, but be very specific, for someone who may not have caught on, what is something that you feel you're extremely disciplined in your real estate business, and that that was part of your success?

Elaine Morgin  1:19:32  
Answer, truthfully, it is the fact that I'm up before everybody else I'm up and I'm already working out and I'm there every day like it doesn't matter. I have hard days. Everyone does, you know, but discipline is different than motivation. Joe Rogan just said that, and I was like, This resonates with me. Discipline is different. I don't want to go there every day. Nope. Can't make me I'm not doing it. So there's some days where I'm like, Oh my gosh, you know, but discipline is where you just do it right. You just need to do it right. Yep. And that's, that's the difference is, I tell you, know, I told you, Hira, listen, you need to have a game plan in the morning. It is not a, yeah, we pick our own hours. But you you want to be successful, and if you want to be successful, you have to start with yourself, and you have to be disciplined, yes. And if you're not disciplined, and you're not doing what needs to be done for yourself first, you're never going to be able to serve anybody else. And I've learned that the hard way. But I've always been an athlete, and I've always been involved in sports, and I would say that back when high school, my favorite time was in the morning and working out like that was my favorite thing. So I have always I lost it when I was with the corporate world, and I brought it back, and I brought it back right when I started a 2015 so before I really just sat down and said, This is what I need to do. And I knew then, all right, I have to have a plan. That was the only plan I ever had. I have to have a plan for myself. And it is understood in my household that, you know, 6am is my time at the gym with all my crazy people in the morning at the coffee club at CrossFit jacks. Shout out my favorite place to be. My phone is not turned on. I don't answer until it's time for me to have my moment. And then, you know that's important, because to serve others, you have to serve yourself, and to continue that process, you must have discipline, yes, and motivation can go for so long. I have motivation, I have discipline most, you know, but I'm there every day.

Tracy Hayes  1:21:34  
They overlap sometimes, yeah, but it's the discipline of when that alarm clock goes up that you're not going to hit the

Elaine Morgin  1:21:40  
snooze button. Yeah, you're gonna you, I mean, I do, but

Tracy Hayes  1:21:44  
David Goggins, yeah, yeah. What would David Goggins do when I have one of those mornings? Where is Monday, Wednesday, Friday? At 415 is when I get up and I'm on the treadmill at 430 for a half an hour, and then I actually work out, so for an hour and a half. Yeah, does it? And there's a lot of time, yeah, you're like, you roll over time is how much more time do I got

Elaine Morgin  1:22:04  
these minutes I gotta get Stella up, I do you know? Yeah, so, I mean, even my phone knows, like it's this far to get to cross the jacks, like, That's how fast it is. Just knows me, but I'm thankful for that discipline and and if I am not disciplined, I'm checked in on so accountability too, you know, and and you need those people that are willing to be uncomfortable in your comfortable spot and not you be in your comfortable spots and then be uncomfortable to tell you, that's my that's how I live. Say that, explain that again, one more time. So you need people to tell you when you're in your comfort spot and not to be uncomfortable, telling you that you're in your comfort spot, so you need to constantly be uncomfortable every single day to keep the discipline. And I am a firm believer in that, like it's, you know, I she was joking. I was, what did we do the other day? We did something, and I just there was, like, all this police activity going around. I found out later it was basis protocol. And this guy was, like, looking all over, and I just rolled down. I'm like, bro, what you do? Oh, my God, roll up the window. But yeah, just like, have fun every day. Be disciplined, yeah, and do right by people.

Tracy Hayes  1:23:21  
But when you get up early like that in because in our business, you can get it if you don't have an actual appointment, like, yo, hey, you got a listing appointment three o'clock or five o'clock, you can get a lot of your stuff done before lunchtime. And then after lunch, you're like, Okay, do I want to do? I can go get some extra work in. Or, hey, maybe I'm gonna go. I'm gonna go hang out my kid. But now also, because of our business. You live your business. You have that flexibility to choose which way you want to do I want to continue to work or, Hey, you know what? I can go knock out this today. Go. I want to take kids to that park that I haven't been to yet. Let's go do that, because I only got time, yep, and

Elaine Morgin  1:23:55  
my goal is to have a full day by noon. And then, you know, I take care of whoever needs to be taken care of. You know, we do our thing, but I need to be home with my daughter. Yeah, yeah, you know, so that's important to me. But at the end of the day, everybody, if they're structured and they're disciplined and they do everything in the right way and efficiently, you can have full day and still make multitudes of money.

Tracy Hayes  1:24:20  
Well, I could tell this part, there's a lot of people there. Hopefully they're hearing what you're saying here. If they won't, we'll get the sound bites off that need to get to you. And really, like, you know, how you how you do that. There's one thing is asking you how that do, because how is the how is easy. The other thing is that discipline, that when that, like I said, when that alarm clock goes off, you're getting up and, you know, hey, I'm I'm getting my shoes on and I'm out the door. Yeah, all right, I'm gonna finish up with this is my question. I try to ask everyone in every show, each of you, please give your own comment and don't be influenced by the other. If you have two different answers to this, that's even better. Is it more important who you know or what you know? And why?

Elaine Morgin  1:24:57  
I think it's both. Why be. Because there's two Well, the first thing that comes to my mind is there's two reasons. People don't know things. They don't know, they don't care. So you got to be taught and then you need to know who you're being taught by. Do they know? Do they care? Do all you know? I think it's I think it's the latter of them both. And I think who you know can set you free or hold you tight, and who you don't know can also do the same.

Tracy Hayes  1:25:23  
So okay, wise answer your Hira, what are you 51% where do you lean?

Yahira Montano  1:25:32  
Say that it's not who you know, it's who knows you Yeah, you know

Tracy Hayes  1:25:40  
that goes back. That goes back to, like, your guys attitude, like, Hey, you're new. Go get the rentals, because then you start getting to know people and that, and that's what, that's what social media has become, trust you. I mean, social media has become everyone. Why did, why did the rock host the Grammys? I can, yes, he did. I only saw it because I saw clips. I did not watch the Grammys, because he has such a following. Yeah, they knew that if they put him on the stage, then a number of people tune in. It would not have tuned in, yeah, it didn't work. It has created such a following. My coach, and I've said this on the show before, he has created, you know, you know, beat his body up through wrestling, got into movies and so forth, but he'll make more money now, if you notice how he's endorsed, like, is tequila the terror moose, but it sold record numbers. Like, he doesn't want to make tequila, but he put his name on it, and because he told all his followers, yeah, was all these people know, you know, know him short distance or long distances, they know him, and you become the power of influence. And I You're 100% right. It's how many people know you? Yeah. And then obviously you want to help, obviously, build the credibility there. That's the second part of that. But 100% 100%

Elaine Morgin  1:26:55  
Good answer. All right, anything

Tracy Hayes  1:26:57  
you guys want to finish with, anything you guys want to say before

Elaine Morgin  1:26:59  
we you can find us on the Elaine Morgan comm. My last name is spelled M, O, R, G, I N, yes, yes. I'm we're here. We're resource.

Tracy Hayes  1:27:10  
All your, all your social media stuff is going to be in the show notes, great. So if they are tuned in on Apple podcast or whatever, but obviously, any of the stuff we post on Facebook, you're, you're linked into there anyway, but,

Elaine Morgin  1:27:22  
and you know thing or military, we if without them, this Jacksonville wouldn't be as huge as it is and is growing because, you know, we have all these vast businesses coming in and just be thankful. Be thankful and serve others as you want to be served. 100% Yahara,

Yahira Montano  1:27:39  
well, she said.

Tracy Hayes  1:27:41  
All right, ladies, I appreciate you coming on. Anyone listening, if you're already made it to the end of the show here, please subscribe. You can check out a lot of videos on YouTube from the show. There'll be shorts as well as the full version. Please subscribe there as well, but on the Apple or Spotify, or wherever you're listening to if you can just leave a review, I would appreciate it. That really helps the show move up in the charts, and I appreciate everyone listening in and thank you ladies for coming on today. Thank you.