Kelly DeLucia: Master Listing Agent

Speaker 1  0:37  
Hey, welcome back to The Real Estate excellence podcast with your host. Tracy Hayes, best of the best is what I promise every week for my listeners each show. And I have known this agent for a decade. She's part of one of the most successful teams in Northeast Florida, the Welch team with Keller Williams, with a decade of being one of the top listing agents, she is certainly someone you need to get to know. She was recognized in the top 40, under 40, with over a decade of being a lead listing agent with the Welch team, she certainly can be called an expert. I want to welcome Kelly. You don't pronounce it DeLuca, yes, DeLucia, you pronounce it earlier, and everyone wants to say DeLuca yes

Kelly Delucia  1:22  
to most things these days

Tracy Hayes  1:23  
I was gonna crack herself, because when I heard you on the phone and you said that, I said, I know that she doesn't pronounce it that way, I gotta get the right pronunciation there. All right, all right. Well, Kelly, welcome to the show. I'm glad to have you on. And like I said, I've known you for, you know, really, 1011, years now, we met the first time at one of Christina's meetings. And you're, you've gone to the, you know, echelon, I think, of what a lot of agents dream of getting to, and what you guys have created over there, watching you George and Christina really has a leadership circle there is really just been excellent. So let's get started. Where is Kelly from? Where did Kelly grow up? All

Kelly Delucia  2:01  
right, so I grew up here in North Florida. I actually grew up in Clay County. I don't spend a lot of time over in Clay County anymore, but my mom lives in Fleming Island, so I get over there occasionally. Obviously, we work in the North Florida area and all five counties here, so I still know a lot of people over there. I still do a lot of business over there, but I was born in California. We moved here military family at a young age. My dad, retired from the Navy, went into the airline, so I spent a lot of my life traveling, seeing new places, doing new things, which impacts a lot of what I do today. You know, real estate is a great way to, you know, everyone's like, Oh, I'm gonna go into real estate for the flexibility. No, you know, we're available all the time. But what real estate has allowed me to do is build a very successful career. You know, I can't thank Christina enough for I was first team member. So, well, yeah, call that team member.

Tracy Hayes  3:01  
We got to have, you gotta have a picture on the wall of just you and Christine. Yeah, say first team member,

Kelly Delucia  3:05  
although she did know George before me, right. So Christina and George used to work together at hertz, and then they both got their license. Christina decided she wanted to start a team. I was doing some other things in the consulting world, and I knew how to start a business, but I didn't know anything about real estate, so I started doing administrative stuff. December of 2011 so this December will be 11 years, yeah. And it grew and we grew, and here I am, over a decade later, I was just,

Speaker 1  3:36  
I was just looking at your Facebook. You guys had some pictures, and I think it was from might have been 19 or whenever there was an award ceremony. Actually might have been last spring for and all in the between you George and Christina holding all your trophies in your hand for all the awards that you've got. Yeah,

Kelly Delucia  3:53  
those weren't just mine and George and Christina is, like a lot of those were the team members, the individual team members. I think one of the most amazing parts about our team is the way that we have been able to create success and a training program that has allowed every single one of them to be successful individually as agents. And those were awards for those agents that are getting recognized as top performers within the brokerage, but also on the team, right? So it's been tremendous in

Tracy Hayes  4:25  
a very short period of time. Now, I asked Christina this, I won't if you remember, if you listen to the podcast, remember, you might not remember what she answered it, but I want to hear your take on this, okay, because you just brought this up. You yours. Keller Williams, way, right? She's doing she, I know she follows a lot of their mouth. How much is it Christina George Kelly weigh?

Kelly Delucia  4:43  
That's a really good question. It's something that when new team members, potential new team members, interview with our team, we touch on their Keller Williams provides us a tremendous platform to do what we want to do. So we have all the tools. From Keller Williams. That Keller Williams provides us, Keller Williams is a great training program, certainly largest international brokerage. So we can really, you know, tap into the brand name, right? But one thing that we've always enjoyed about Keller Williams is the ability to create our own brand underneath there. And so what we stand for, you know, we really want to add, on top a huge layer of training to what kW provides, customized and tailored a lot for what we want to portray to the community, right? And a lot of that goes back to training, education, professionalism, accountability. We want to be, you know, we want to be known as the agents who can get things done when others can't, and and know that we have a huge backer in kW, so you like some challenges. You know, the longer you're in the business, the more you see, right? And that's not the agent answer of, Oh, I've been doing this for 20 years. It's, no, I've been doing this for almost 11 years and have run 1000s of transactions. And when you do that, yes, you see, you know, crazy number of challenges that come your way. And we had, I don't know, maybe five, six years ago. I was like, Man, you guys, like, I feel like we're just getting so many crazy problems. What is happening? Like, why are all the crazies coming, right? We're all the problem children. Like, can't we just get, like, an easy transaction? It wasn't because we were getting more a higher percentage of difficult transactions. It was because we were helping so many more people, same percentage, just larger pool. So when you help, you know one of the best things about our team, one of the reasons why I encourage people, they should work with us, whether they're a customer or an agent, is we've seen pretty much all of it. No transaction is the same. But I guarantee you, somebody on our 20 plus member team has had an experience that we can tap into to problem solve and troubleshoot and get that thing closed?

Tracy Hayes  7:02  
Yeah, no doubt. I mean, I have, and that's how I sell myself from the loan officer world, is I spent 12 years in the call center. How much more higher volume you get, a lot more at bats. You've seen a lot more different credit reports. And you see what can actually close or act, you know, has a chance of closing versus, yeah, it's not really going to happen.

Kelly Delucia  7:20  
Yeah. The more you see, the more red flags you know to look out for and how to fix it before it becomes a bigger issue. You hit

Tracy Hayes  7:27  
it. You hit it right there. So let's step back. You went to the University of flooring, Florida, Warrington, College of Business,

Kelly Delucia  7:34  
yeah. So I have three degrees from the University of Florida. I spent a lot of time there. My my undergraduate years, I spent very much enjoying the undergraduate lifestyle. Huge football fan, still a huge football fan. I was in New Orleans the other week and traveled to Baton Rouge and watched that really glorious loss and but I my undergraduate degree was in marketing and political science, and then I went back to get my MBA. A couple years later,

Tracy Hayes  8:07  
marketing and Political Science, interesting concept, but in some much related, what did you see yourself doing with a major like

Kelly Delucia  8:16  
that? I was going to be an attorney. I took the LSAT. I was going to law school. I, anybody that knows me knows that I will die on a hill like I will argue a point until I can't come up with anything anymore. I love to play devil's advocate. I love to look at both sides of the situation. I love to, you know, there's, you know, one of the things that's really great about the team, going back to what makes us different within kW, ethics are a really huge part of what we do, and I think there's a lot of correlation between understanding people, understanding process, understanding how to do things the right way. Does that really relate to law? I don't know, but certainly we deal with contracts all the time. And, you know, we have contracts that, for whatever reason, people don't think that they're worth the wait. On paper, it's like, oh, this is just a contract. I can just cancel this contract. No, you know, there are things that we have to do. So, you know, there's a lot of procedural stuff that I enjoy.

Tracy Hayes  9:18  
Well, even even today, you know, kind of getting off my normal path, but I wanted to ask this question anyway, since we're already here, you know how you're structuring that contract today, with escalatory clauses and stuff like that. It's important how you word that yes, and having that more or less lawyer, you know how you're how you're working, you know, and taking the devil's advocate, who's reading it and who's gonna, you know, how they're gonna

Kelly Delucia  9:42  
interpret what you're writing? Yeah, I mean, but that's a huge point that we try to stress all the time, is we all have the additional terms and conditions that you can put in there. And I have seen some ridiculous stuff written in there, stuff that will never, ever hold up right in court. And I'm not an attorney. Me, I did not go to law school, so anytime we want to add something in there, it's extremely important that we get the right legal language from our attorneys, you know, our title attorneys, and really lean on them. I stay in your lane, you know, let them do what they do best. And we've created some great partnerships with a bunch of the title companies out there to to to hopefully write better contracts for our buyers and sellers.

Tracy Hayes  10:24  
So you, you get out of school, I know she did some HR stuff, which, yeah, I mean, some of them, you're still dabbling in the legal attorney world there too in dealing with HR. But how? Because I think you spent about four or five years kind of in that realm

Kelly Delucia  10:43  
I was so I worked out of college, I worked for Target, Target Corporation, and I worked here in Jacksonville for a little bit. Then I went back and got my MBA, and I moved up to Chicago, and I worked out in Naperville, Illinois, and did the reverse commute on the train, and oversaw a bunch of stores, and headquarters is right there in Minneapolis. So a lot of what I did hiring training, I did a ton of college recruiting. So I would go to college campuses they have their huge career fair. You know, I was there to help with that.

Tracy Hayes  11:16  
So it's been that. And my question is, with that experience and you building the team at the Welch. How have you taken those skills? What are some of the things that you learned from that and have applied and apply today?

Kelly Delucia  11:30  
Sure, I recruiting. I think the biggest thing with recruiting is making sure that you set the right expectations, have a great job outline right and then have a great training plan and following it, because, you know, you're spending all this time and energy trying to find the right person, and if they're not the right fit, look at all that time money, money and energy you've wasted. Yes, and to tack on to that, after I was done at Target, I did some consulting work for a couple companies, two different companies, who worked with IO psychologists, who are the people that make all those fancy tests that we all take, that people call them personality tests, right, like the Myers, Briggs, the disc, all this, and I worked with some very smart people who have doctorate level degrees that are going into companies creating a specific behavioral style assessment for that company and that job role. And you'd sit in a room and people would there was like a deck of cards that had certain personality characteristics on it, and job fit qualities, and you'd create the ultimate ideal person for that job. So that was what I spent time doing, and helping these companies go through the processes to helpfully hire the right people, to have less turnover, and so on and so forth. So I try to take that same approach to when we hire at Welch team and we have, you know, several people involved in that process, all of us asking questions to streamline and get to the bottom of do they fit our core values,

Tracy Hayes  13:01  
core values, that's important. Give us a couple of one or two things. And when you're looking at that perspective, new agent, what are just some initial on the surface qualities that you're looking

Kelly Delucia  13:12  
for? Yeah, well, we have our mission, vision and values at Welch team, and I won't go through all of them with you guys, because we only have a short period of time, but I did touch on a couple of them in the beginning, and professionalism, accountability, training and education, integrity. You know, those are all things that you have to have if you are open to to training and have a good work ethic, we can teach you what you need to know, right? You know, we were joking around earlier, and I said this, you know, in jest, but it's very serious. And that, look, I mean, there's a lot of people that do this job. You know, there's 12,000 licensed Realtors at nefar. That doesn't mean they all do the job well, right? And so if you're willing to go through the right training and adhere to the mission, vision and values of the team, then that's what we look at, right and that's who we want. Right culture is really important. You have to enjoy being around the people that you're around, because you're there every day.

Tracy Hayes  14:14  
So speaking of that, from you're doing a lot of personal development, you sound like you're either reading or podcast or whatever you're doing. Is there any, any particular person you follow?

Kelly Delucia  14:27  
Sure, so I have always there. You've got a book on the table here with Ryan sir hunt. He actually has a couple book, you know. He's got two that are, that are really good reads.

Tracy Hayes  14:40  
So you've read both of them already, yeah? Okay, that's normally my gift for the

Kelly Delucia  14:44  
disclaimer, audible. I don't listen to them on in my car, right? Which I'm gonna take a segment here. And so there's, I think it's like Chapter Two or chapter three in this book, which is really good for inspiration, motivation, which is what you ask. Like. Do I listen to for development? So that chapter Ryan talks about improvisational selling. So I would encourage any of your listeners, if you're in sales, that's an awesome chapter to read. But we're also having a workshop next November, next Monday and Tuesday, from two to six. We have a few tickets remaining, and if you want more information, we're going to be going over with a trainer from sales gravy. So that's my other big motivational

Tracy Hayes  15:27  
so this podcast will go out on Thursday. Okay, so we can, we can put a link in there for sure. So let's get that information. So when I put up the show notes, but definitely, definitely, you obviously will leave the contact information for Kelly. For more details. Go ahead,

Kelly Delucia  15:42  
absolutely. And so one of the things in here improvisational selling, if you want to expand your sales, you have to know how to think on your feet, right and navigate that. So that's one of the things, objection handling and listening effectively and communicating effectively. And one of the best authors on that subject that I have found is Jeb blunt. So if you've never read fanatical prospecting objections, people follow you, people like you. Those are some of his books, and they literally wrote the book on sales. So if you're looking for sales specific stuff, great tools, how

Tracy Hayes  16:19  
important is it for Well, I can, we can say a lot of people in general, but since we're talking about real estate agents in general, how important is it that they're they're doing something in that way, whether they're reading a book, listening in their car or a podcast, how important is that for them to do that on a daily, weekly, monthly basis?

Kelly Delucia  16:37  
I think if you're not taking any opportunity, you can to improve yourself or your skill set, you're eventually going to get passed by, right, right? I mean, we only have so much time here, so let's make it as impactful as we can. Things change rapidly since I started 11 ish years ago. I mean, people weren't even taking professional photos. You know, we've been doing Matterport tours for eight years. They only recently became mainstream because of covid, right? So, you know, that's just those are some, you know, actual listing specific things. But anything from, you know, teams weren't a thing back then, and you have to grow people to create a team. And real estate is now tons of teams. So

Tracy Hayes  17:24  
whether it's staying on the edge of your industry, whether it's listing or buying whatever side you're on, but just staying on what's going on the Matterport type thing, or just being a better person, person, yeah, better listener, right? A better the now the big thing with all the books and podcasts that you read is especially, I don't know if covid accelerated it, but the relationship building and that we in our business, whether it's loans or homes, not everyone's buying and not everyone needs a loan every day of the week, but they occasionally run into people and they want To remember you, they want to remember me. They refer their friends. And we've got to build those relationships so that we're in there in their head when that time comes mind, top of mind, and builds that longevity. You

Kelly Delucia  18:11  
have to add value, and you can add value in a variety of ways, whether that's if somebody comes up to you and says, Oh, how's the market, you know, or if they're sitting there and they're struggling to find a contractor for something. There are tons of ways that you can help their life. And that's what sales is all about, right? Helping them.

Tracy Hayes  18:30  
I take it. I was actually, this is one of the audio books I did, but was one with John Maxwell did. I think it's 25 ways to influence love John Maxwell, and it's introducing them to other people. And to me, that's introducing them to a contractor, to that person who wants their closet done, whatever it is, but you're the resource they're gonna call who's good at that? Who do you know? You know, and that's where, what's the business we're in, absolutely.

Kelly Delucia  18:53  
And if you really want just tidbit, if you really want to dive into, you know, the inner workings of people and teams and work environments, I would suggest people to follow Adam Grant. So if you don't follow Adam Grant, then that's, I mean, he's a great one to follow. This

Tracy Hayes  19:09  
is a question off my sheet, actually, all together, because you brought up Adam and I was the agent I had last week on the show. He was following someone else pretty much through their podcast. But I've also had recently, here's my you'll be my 33rd episode, a couple of coaches. Have you? Have you used a professional coach?

Kelly Delucia  19:31  
I have in the past. It's something that you really need to be matched with the right coach for you, right? I also work for companies that sold coaches. So, you know, it's something that I believe in. I'm not currently working with a professional coach right now. It's something that we literally, last week, talked about getting back into anybody who's looking for that really match your personality with them, match what you're wanting to get out of it with their. Actual life experiences. And I think that it's a great route to take. Where

Tracy Hayes  20:04  
were you at in your career when you when you utilize the coach? I mean,

Kelly Delucia  20:08  
I've brought you to that about six or seven years ago. So you've been in the business two or three years, right? And then, well, no, I'd been in the business about five years at that point, and then previous, it's the italianness. I gotta use my hands and then previous career. So, you know, I think you it's part of the growing and developing and getting better. You know, sometimes you have to take the blinders off and you have to have somebody that's telling you what you don't see, right? And you and you need it to be somebody that you don't work with, just like you're, you know, if you're married and it's your spouse telling you something, you're like, Yeah, I don't want to listen to listen to you. But like, if your friend over there tells you, you're like, Hey, honey, guess what? So and so said, and they're like, I just told you that last week, you didn't want to listen to me, though, right? Like you wanted to listen to this other person. So coaches do the same thing, right? And they hold you accountable,

Tracy Hayes  20:55  
right? Did you feel when you it took you up a notch? I mean,

Kelly Delucia  20:59  
absolutely you if you're committed to it, yes, don't get a coach if you're not going to follow through with what they're going to tell you to do. Got to be ready. Have to be ready. It's like going to counseling for whatever, right? And not wanting to be work, right?

Tracy Hayes  21:15  
All right, here, this is, this is, like, the big interview question.

Kelly Delucia  21:18  
All right, if it's where do you see yourself in five years. I hate that question.

Tracy Hayes  21:21  
No, not that. All right, he's like, I think it's better than you've been doing this we said, you know, 11 years you've been and you have accelerated with the Welch team. You guys continue to recognize you are, you know, like I said, you are really in Northeast Florida, if they really dove into listing agents, your name is going to be in that short list. If you really dug deep, what's one or two things you think that you know maybe you didn't do at the beginning, maybe you did, I don't know one or two things that you think has been the the bottom line, the foundation of your success as a listing agent, good question.

Kelly Delucia  22:03  
One just popped in my head, and maybe I'll come up with two while I'm talking about one. Number one, I always approached it as you, Mr. Seller, have a problem that I'm tasked with solving, and maybe it's a good problem, right? Like, maybe you need a bigger home because your family is growing. Maybe it's a not so great problem, you know, maybe somebody passed away and now we have a divorce, or whatever it is. You know, there's all. Everybody's different. Every sale is different. And I looked at it like I said, Before, I was a consultant previously. So my job, I looked at it as a consulting role. I'm here to figure out how to best help you based on whatever it is you need, and once you know a what the problem is, what the goal is and what the seller's motivation is, it's pretty easy to troubleshoot. How are we going to solve that? But if you don't know those two things that are driving somebody's sale, well, how are you going to best figure out what they need. You know, you could be spinning your wheels and going in one direction, be like, Oh my god, I got this great price. It's amazing. And they're like, I don't really care. I mean, everybody cares about the price, but, like, it might not. They're like, but I don't want to move in two weeks. That's not what I want, right? You know, I want whatever, whatever else it is, or I want it to be seamless, or I'm willing to not do not do a if I can get to B. So it's a, it's a consult, consultative role. That's what my job is. That's what's made me very successful, nobody, no transaction, no house is the same, and it's not the house, it's the person and what the person needs. And if you can separate your job from it's not transactional, it's all about the person, that will be success. Number one. Number two, I'm extremely forthcoming. I was going to say blunt, but that doesn't sound as great. Anybody that knows me knows that I say what's on my mind. I've had to tailor that over the years, right? Like there's a nice way to say

Tracy Hayes  23:58  
we're not related, yeah, because I'm the same way.

Kelly Delucia  24:02  
So you know, it's, it's, you know you you your job is to tell people uncomfortable truths sometimes, yeah, because if you want to help them, they need to hear that. They need to know the good, the bad and the ugly, so that they can make the decision for themselves. Because it's not what you think they should do. It's all about what they want to do, right? So, you know, giving them all the information, being educated on the market, and then sharing that information with them so they can best decide what their next step is. You got to rip the band aid off, right? Yeah. Like, you just got to tell them whatever it is that they need to hear. So, being forthcoming, telling them the hard truths, whether that's from No, you can't price your home here like we're not listing your house at this price. It won't sell or walking away if you know that, it's not a good fit either, right? So I gave you three Well,

Tracy Hayes  24:52  
yeah, I mean, well, your success allows you to do that a little bit as someone new, but someone new listening right now. I mean, this is, you know what? She just gave you there in 123, is so is very powerful. What you what you just did that that's 10 years of a lot of at bats, a lot of listings. I think when you were talking about it, about a tough listing, I think when the, I don't know if it's the last open house was a while back, you had that very new construction in that neighborhood that was already established. If you remember thinking about Deer Creek, yes, and you had that house, and I know that was a challenge for you, and you finally got it sold. Now in today's market, that might have only lasted 15 minutes on the market, but at that point, it was a tough one

Kelly Delucia  25:36  
look, and I you made it may have only lasted in 15 minutes in this market, but this market doesn't last forever, right? I think that's for people that are just jumping into real estate because it's so great and it's so easy if you don't take the time now to learn what you need to know in three years, four years, I personally don't think anything negative, truly negative, is going to, you know, come to our market. You know, I think that most people would agree that we've had, you know, we had super low inventory in 2019 you know, we are, we are still down 30, 38% I think, as of September from September last year, September, 2019 2019 so if you look at where we Were, where we where we were in 2019 and even because if September 2021 to September 2020 we're actually we've got a little bit more inventory like this, much more. But if you look at where we were, we're still way down from 2019 and we have way more people that want to move here, right? It's, it's, it's staying on top of of the local happenings. Finding out what's happening in your market, not worrying about the national media, is going to make you super successful, too. That's the other key thesis.

Tracy Hayes  26:52  
Focus on your market, what's going on here? Because we are in a unique situation. There's jobs in Jacksonville, higher end jobs. We're talking finance and stuff like that, so that they're good paying, health

Kelly Delucia  27:02  
care. I mean, there's military, right, infrastructure. I mean, who knows what's going to happen with the port?

Tracy Hayes  27:09  
Oh, yeah. So you mentioned Clay County earlier, because your, your mom's over in that area when that new Shands bridge goes in, yes, what do you think is the Palatka green Cove springs, well,

Kelly Delucia  27:21  
it's gonna blow up. I mean, for anybody that doesn't know, Park group, the people that are, you know, responsible for the NACA tea development, they've already identified, and they're full steam ahead on mini Naka T or, I don't even know if it's many compared a similar size, right? Master plan community in the green Cove springs, Middleburg section of that corridor. So I think it's the next decade. It's going to be big.

Tracy Hayes  27:46  
I have a video on my that someone sent me where they actually I think it's a hella. It could be a drone or helicopter, but they literally go from the St John's River to where the all the land is clear, to where it matches that expressway to coming that's already done, which is really only a third of the way done, because it's still got to come over and go through St Johns County and back out to 95 I really think it's another decade. And obviously I work with a large builder here. I guarantee he's got stuff out there. And I think for the next 10 years I'll probably retire down that way. Old enough. Well, no, I'm just old enough to retire. My wife says, I gotta work till I die, but, but I will probably retire by the time that ever comes

Kelly Delucia  28:27  
to hell. You know it's there's still so many stretches of land that you see about to be developed. If you drive between St Augustine and Palm Coast, what used to be trees right on either side are just bulldozed. Right? Those are huge, massive developments. You have seven pines going in on the corridor of nine, a and JTB. You know, sad for the wildlife, but, you know, massive, north side, north side. They're, they're building another lagoon. Well, another crystal lagoon.

Tracy Hayes  28:59  
Nassau. To me, Nassau County is, is going to be St Johns County, you know, in a sense of comparable is development. And, you know, the people who are going to live there to style, the upscale, your homes and everything, I think Nassau County is another so clay and Nassau, you know, and in St John's still has a lot of ways to

Kelly Delucia  29:17  
go. I mean, where you do have to go out, right? I mean, we just continue the sprawl, right? So there's a lot of there's a lot of development. And it goes back to your question, you know, of where, like, what's happening over in Clay County? I mean, everything here is exploding, and that's why I say we're not slowing down anytime soon.

Tracy Hayes  29:35  
So on the topic of focusing on our region and so forth, obviously, the last six or eight months, we've been in this very low inventory listing agents, and I'm sure a lot of people say, What do I even need you for? Okay, what are some of the things you're doing differently to you know, in the last six months or so, to make sure you're convincing that person not to sell it on their own, that you're going to get more value. I saw. Him as what you're convinced. So what are you doing differently than you say you were in September 2019

Kelly Delucia  30:05  
Is it bad if I say nothing, well, you could be really good, just good all the time. Let me expand on that. So we it's not it's not nothing, but we have been using a lot of the tools. And this is, I say, Matterport just became mainstream right in 2020 you know, people just got comfortable buying homes virtually. We've been doing that for years. I'd like to see we were the first people, yeah, like, way in front of the curve. I'm not saying we're in front of the curve with everything, but for sellers, you still buying and selling is still a people process. In my it is my strong belief that the majority of people still want to know who they're working with. They don't want to talk to somebody on the other end of the phone that I mean, just like as a local lender, right? Like you can meet with somebody you don't sit in a call center somewhere in Minneapolis, right? Or wherever. So we Detroit exactly. I won't name names. So we have, what I do differently now is really educate on their options. There are a lot of options you've got, I buyers, you've got off market, cash buyers, you've got going on the market you've got, there's just a slew local investors, a slew of different ways to sell your property these days. What's it going to net me? Because at the end of the day, most people want to know, like, how difficult is this going to be, and what's my bottom line? So if you can show Okay, well, Option A is this, B is this, C is that and help them make that decision. If you're their trusted resource, there's, there's still ways for you to help them throughout that

Tracy Hayes  31:46  
process. That goes back to what you were saying earlier. I mean, that the importance of sitting down and doing the consultation with them and understanding really, what is it? What do they want? I mean, I had a buyer recently, and he was doing the I buyer thing or whatever. Then with this, write him a check or whatever. I'm like, Have you even spoken to an agent to see you could might have gotten $20,000 more out of this property? No, I just want to get rid of it earlier. So for whatever reason, he felt that way, but he never actually talked to someone of your caliber to actually do a consultation. What is the most difficult, biggest challenge that you have? I mean, you're in the leadership circle. You know, I know me, there's more other people, but you George and Christina primarily, are the faces anyway, for, for the standpoint of the leadership circle there, what's your, what's your biggest challenge on a day to day basis? You know, coming in because you have, you have other assistants, like Tyler, who I've had on the show, you know that you've trained what is, what is your biggest challenge when you come in every day,

Kelly Delucia  32:43  
time, you know, time we all want to. I mean, Christina George and I are extremely committed to helping other people succeed. So if we don't have the time right to work with them and help answer questions, and especially our newer agents to facilitate their growth, you know, then you feel like you're not doing what your mission is, right? Like my, yes, I still work with sellers, and we do have plans in place so that there'll be less working. You know, we'll filter out some of those customers in the coming years. Maybe they'll work with some of our other agents on the team, but we've established a really large pipeline, George and I, I should say, and balancing time between making sure we're taking care of our people and team, our people on the team, and then making sure we're taking care of our buyers and sellers to the fullest of our ability. It's hard. You know, you have to you mentioned people that help like you have to hire and train people that you can delegate work to that you trust that are not going to drop the ball. They're going to be an extension of you, extension of the Welch team brand, right? And if you don't do that, you, I mean, you're toast, right, right, right?

Tracy Hayes  33:51  
You know the I was listening to something the other day, but, yeah, you give them directive. And the important of hiring, you know, bringing on a hiring you're recruiting that right agent that when you to go tell them to do something. They're going to go do it. They're not going to come back tomorrow and say, Oh no, I didn't get it done. I had to run my dog. Whatever this happened, that they're getting it done because they have the same desire. You but I think anyone listening on here, you know, listening to what Kelly's saying, and I know Christina and George are the same way. There are some people that will tell you they're talking. Hey, no, I'll train you. I'll train Kelly's putting it out here on a podcast. We're on Facebook Live, and I think you guys follow through with your passion that you just gave me, that you know, really caring about. You know, because you guys have found that the more you helped others, the more you've helped yourself. And it comes back to you and makes it go. We're gonna run it. But I want to do I want this question here. You hypothetically, ne farce, called you up. Say, Kelly, we need you come in. We want you to be a keynote speaking from you know, any agent, any agent, but on, on listing, what, what topic would you think you would choose in? It in that, in that speech that you would give to a group of several 100 agents in a room, talking about listing, just talking, yeah, talking about your career in real estate in general, whether it's listings, if you want to do with you that specific, but what is, what has been the key to your overall mindset and your success,

Kelly Delucia  35:17  
the people you surround yourself with it mean, it's as simple as that, right? You, whether you're a single agent or you are working a large team like me, it's if you do not surround yourself with the right people. And it's just a tack on to what we were talking about just before that. Though, you can't do it by yourself. You just can't. You know you're probably not, even if you think you don't have help. You do? You have a photographer, you have a lender that you work with, you have a home inspector that you recommend, surround yourself with the right people, and they'll really help your business grow, and your customers will be happier, right? If you can be their go to resource for anything and everything regarding their listing, then you'll be tremendously more successful, and that goes all the way down the line. If you are taking on your very first listing, well, you're going to need to partner with somebody to help you do that, right? So it starts from the very beginning. Surround yourself with people who can help you grow whether that's at your brokerage or you work on a team. I wouldn't be anywhere without wealth team. My name doesn't go on any closing I don't like that. It's interesting because you said earlier, and I'll keep it brief, that that you you're like, Oh, your top 10, you know, listing agents in the area, if most people might not even know my name. I mean, some you know people know my name that know me, but I don't know. Sale closes out under my name. It all closes out under Welch team, and I don't care about that, like I've helped the team, right, and I've grown in the process. So who you surround yourself with? Really, really rings true for me, right? But it doesn't really matter how you've structured your role, single agent, team partner. You need to make sure that you are surrounding yourself with the right people to help you get to where you want to be, because that will help your customer.

Tracy Hayes  37:07  
So obviously, I got the books here in the room. You know, whether it's Jack Welch or CARDONE or obviously Sirhan. We talk about personal development. I always ask something about that. And what people are reading or listening to about you mentioned two important things that we hear are cornerstones in any personal development, and that one is surrounding yourself by you know, they always say the five, you know, five people that you know are driving like you are, and hopefully even better than you can rise your game up Absolutely. But also the power of influence. Maxwell talks about John. Maxwell talks about that quite a bit, and how you influence others, and it's not influenced like you're leading them off a short pier. You're influencing them by being that resource, and you've mentioned that a couple of times here, by being that buyers or sellers resource, because this is what you do. You should know these people, home inspectors. You know painters. You should know these people and be able to confidently refer them and know that they're going to do a solid job by surrounding yourself by quality individuals that do that follow up

Kelly Delucia  38:09  
absolutely like if I were to, if I were to send somebody to you, I would have the utmost confidence in the world that because you feel your reputations online, absolutely, you know so and by the way, we Do and Tracy referred a team member to our team. So thank you. But yeah, no.

Tracy Hayes  38:26  
All right, we're gonna go to Two Minute Warning questions. We're gonna go into our Two Minute Warning questions here. Is it more important who you know or what you know?

Kelly Delucia  38:34  
Both who you know can help you get to what you should know, right? Yes. So who you know can point you in the right direction of where you need help, where you need training, and where you need education. If you're a know it all that walks in and you know everything, but you can't work with and through others. Yeah, you don't want to know. Nobody wants that.

Tracy Hayes  38:55  
You're out on the town. I know you like to you get out. I see your Facebook photos and so forth. Are you a jumbo shrimp girl or Jaguar? Sam, well, of course, you go to the Florida games.

Kelly Delucia  39:04  
I'm a football girl. I love the jumbo shrimp, but we're season ticket holders of the Jags and and obviously I'm a huge Gator as well. So okay, yeah,

Tracy Hayes  39:14  
you do travel a little bit. What's next on your travel bucket list?

Kelly Delucia  39:18  
Did you look this up? No, I follow you on Facebook. Girl, in end of January, I'm going to Abu Dhabi in Dubai. Oh,

Tracy Hayes  39:28  
okay, yeah, cool. There was something going on. Something. Was it the soccer player? No, that was easy. He's going to be the spokesperson for guitar. I think is what it is. Not to

Kelly Delucia  39:40  
buy Beckham was going over

Tracy Hayes  39:43  
there. There was something I saw on the newspaper. Someone listening. What's the best way to contact you?

Kelly Delucia  39:48  
You can contact me. 904-323-2952, you can at Welch team, pretty much on any platform. Or you can at 904, real estate. You'll find. And me 904, real estate and or Kelly at Welch team. If you Google my name, Facebook, you got an Instagram, all of

Tracy Hayes  40:07  
them can find we're gonna, we're gonna get the link to the class guys are offering next week. Now, what day

Kelly Delucia  40:13  
is it that November, 1 and second, Monday and Tuesday, from two to six. Okay, it will be in St Augustine, at the Keller Williams, St Augustine office, but open to anybody who is interested in sales. You

Tracy Hayes  40:24  
can be that is a very nice office down there. You can be a lender.

Kelly Delucia  40:27  
You can be a surgical sales rep. Doesn't matter. Doesn't have to be real estate or industry. Sales oriented, 100% sales oriented training. Kelly,

Tracy Hayes  40:36  
thanks for coming by. Thank you for having me. Appreciate Thank you. You