Michelle Weaver: Top Agent, Leader and Mentor

Commercial  0:00  

Ever started a great book and couldn't stop with Amazon Music Unlimited. You can listen to one full audiobook each month with your subscription, from pulse pounding thrillers to mind expanding nonfiction, your next great listen is waiting. Download the Amazon music app and start your journey today. Hey.

Michelle Weaver  0:17  

This is Michelle Weaver with momentum Realty. If you are looking to level up your real estate business, you need to be listening to real estate excellent podcasts with my good friend Tracy Hayes.

Podcast Intro  0:28  

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,

Tracy Hayes  1:05  

Hey folks, welcome back to The Real Estate excellence podcast. It's your host. Tracy Hayes, today's guest comes highly recommended by a previous guest we had on the show, Ella woods. Ella believed her amazing first year of success has much to do with the mentorship she received by this outstanding agent who herself not been in the business very long, but caught the express train to real estate success, recently crowned a momentum champion for her production numbers. However, she does more than just numbers. She must believe in a rising tide raises all boats as she is committed to assist coach and mentor her fellow agents. She is the momentum in momentum Realty. Let's welcome Michelle Weaver to

Michelle Weaver  1:46  

the show. Thank you so much for having me. Thank you.

Tracy Hayes  1:48  

I'm glad you made it today. I think you had, was it a listing appointment that we you had this morning that was a success? Yes.

Michelle Weaver  1:54  

Okay, really good listings coming up here. I know we need them so

Tracy Hayes  1:58  

well, there's no doubt inventory, I spent the morning talking to agents. Inventory definitely is a challenge here in the area. And you know, hiring or being matched up as a buyer or seller with a top notch agent is so important, as I'm telling you, whether it's multiple listings coming in or not, multiple multiple offers coming in on a listing, I should say, or making sure your offer is the best presented that hopefully makes the final two or three, and, you know, hopefully wins the offer for you is so important. That's why it's important to search out top agents like Michelle. So Michelle, as I start off every show, tell us a little about you. Where'd you grow up?

Michelle Weaver  2:33  

So originally, I'm from New Jersey, but I've been in Florida majority of my life. Moved on to the Clearwater area when I was 10.

Tracy Hayes  2:39  

All right, I have one question. I've stopped you there, are you a Giants fan or an Eagles fan? Oh, Giants Okay, there we go. We're on desk now. Now we know we have a top age in the room.

Michelle Weaver  2:49  

Yeah. So, yeah, my family moved down to the Clearwater area when I was 10 years old, and then in 2003 I moved up to Jacksonville to go to UNF Oh, okay, although I never thought I would stay in Jacksonville long term. You know, when in 2003 UNF was this tiny little school, there was no St John's Town Center, but I liked that I was still going to be close to the beach, right? So came here, and it captured me, and I fell in love with the city, and I've loved getting to watch it grow and evolve.

Tracy Hayes  3:16  

Well, pulling you away from clear water was it had to be tough. Clear Water is a nice area, too. My brothers lives over in that area, and has for, wow, she's almost 30 years now.

Michelle Weaver  3:25  

People are always shocked. They're like, you left the Clearwater Tampa area to go to Jacksonville, so they're always surprised. And you know, my husband is from here, and we actually did move back to Clearwater for just around two years. We bought our first house in Clearwater, and after a while, I looked at him one day, and I was like, I want to list this house. Like, I want to go back to Jacksonville. And he was, he was ready to go. I think his bags were, like, halfway past, already moved. He was waiting for that to come. Don't tell me he wanted to move back. So, you know, I just realized that I kind of had grown up here in Jacksonville, and the friends that were lifelong friends were here. And everyone that was really close to me back in Clearwater wasn't aside from my parents and my sister and, you know, so it was, we're really happy we made the

Tracy Hayes  4:13  

move back. Yeah, Jacksonville. Well, you know, obviously I live in St John's County, which is because they're St Augustine. And, you know, I think every, every day, every year, it goes by here, and, you know, I've been here since 2009 and it's getting the the community is getting smaller and smaller, the more people you know so and so knows so and so. Obviously, social media helps make some of those connections, because you realize so so is also friends with this person. And you know, then you start talking, you realize a lot of people know, a lot of other people that you know and may not interact on a daily basis. So you went to UNF, yes, okay. Degree in

Michelle Weaver  4:48  

as a communications major, something that I had, I had no plan when I went to school. There was not any one thing that I was like, I want to do this.

Tracy Hayes  4:57  

Just went down the major. Incentive. Well, I

Michelle Weaver  5:01  

wanted to start in psychology, but I realized that was going to mean more school to actually make money in. I definitely knew I didn't want to do that. Real Estate's actually always been something that I've been very interested in from an extremely young age, when my family was making the move to Florida when I was like 910, years old, my mom has a friend who's an architect. We were supposed to move to North Carolina and build a home there, and I remember watching that whole process, right, and being just completely captivated. So real estate had always been on my mind, although it wasn't something my dad wanted to see me do straight out of college.

Tracy Hayes  5:32  

So interesting, understandable now, well, with that, I mean anyone else in your family? I mean just other than your interest in watching that transaction is anybody, anybody else in the business, whatsoever, in your close media family. So that kind of, that kind of puts that, I think a lot of people, that initial kind of career thing is because they're seeing, you know, the parents or uncle or whatever in that career. And like, oh, I might want to do that, because they don't really know the other careers. But it was kind of there, which kind of, you know, leads up to a question, as you know, what introduced you to real estate? Now, who was, who was that first Did someone come and talk to you about, are you just so, you know what I think I just want to do. It wouldn't

Michelle Weaver  6:09  

take the license. Yeah. So, so my first real job was actually a job that I took at Victoria's Secret as a seasonal associate. I became a store manager within, like, under a year for them. And so I got a lot of leadership experience working for Limited Brands. Their leadership training is next to nine. It was unbelievable. And so I did that for like, six, seven years, and I realized I had to get out of retail. Wanted to go into real estate, but was used to a salary, and at that point, kind of needed a salary. I didn't feel confident in the fact that I could just jump into real estate, and it was the timing was right. And so I actually made the transition to working in title, and so I was able to put my management skills to use there. I started out working in title, learned everything there was to learn about it, and ended up managing the offices. There was nine offices throughout the state, majority of them actually being back in Clearwater, and only one little solo office here in Jacksonville. I kind of ran this market, but went back and forth. And forth, did a lot of trainings. I love love, love training people. I just like, I get so much energy from it. And so did the title thing for a long time, and that really solidified it for me that, like, my next move is going to be real estate, because now I'm interacting with all these realtors. I'm seeing their role. And every closing I sat at, as much as I loved sitting there and doing the paperwork. I was looking at that agent with, like, a little bit of jealousy. I could do that

Tracy Hayes  7:29  

because I had, well, I, you know, we talked about your LinkedIn is a little thin, yeah, but you had a lot of accolades from people that worked for Victoria secrets and I guess Limited Brands owns them. Let's focus on the retail. You said seven or eight years that you did that, what have you taken from that experience to what you're what you've been doing here the last couple years as a real estate agent? Yeah.

Michelle Weaver  7:53  

So first thing is communication. And you know, working in retail and working in that mall setting, you go into work with the same objectives every day, but you never know how you're going to get there. You never know what customer is going to walk through your door and what kind of a day that they've been having. So you work in retail, and you learn how to communicate with people and read people and understand what they need. I would get to see people who were having the time of their lives. They were there because they were getting ready for a bachelorette party and a wedding, and they're so excited. And then you would see people who have had, like, a massive weight gain, and we're feeling really down on themselves, and they just, you know, whatever life happens, whatever is happening. And so it was really interesting, those connections that I was able to make with the employees that I worked with, and then also the customers that would come through the door.

Tracy Hayes  8:35  

That's so interesting. I think, you know, when you take that away, and I think back, and you know, at a point in my because I've worked retail as well, at one point, selling mattresses. And then my last retail experience was in telecommunications. And, you know, cell phones, everyone all tell used to be in the area. Obviously used to be all tell stadium, until Verizon bought them out. But one of the things I learned in the in the mattress store situation, obviously, the flyer goes out. People see it Saturday morning, they're coming in. And how you greet them could make or break now, not saying you can't save it if you had a bad greeting, but let me tell you, if you have that right initial 30 seconds, how you interact with them could really mean the difference of you, you know, ending that situation with a closing or, you know, obviously buying the mattress, or, in a sense, you're buying in Victoria seas, it's really important, yeah, and like I said, reading people coming in the door and reading people that everyone I'm going to tell you walks into a store is uncomfortable and what have all the sales associates say. Can I help you? And I'll tell you what I've learned. I hate going to clothing stripe, buying clothing I just, you know, like, whatever my wife, yeah, if you think it looks good on me, go ahead and buy it, right? But if I going in there, I'm going in there for, for as a male, specifically for one thing, that's typically, one thing, you know, versus women may shop a little bit more. And I learned quickly, just to turn. In and tell them what I want as a buyer, but not everyone's like me. You have to learn to get that out of them with without saying, hey, what do you want? You know? Well, not only

Michelle Weaver  10:08  

have to learn to get that out of them, but you also have to know how to work with somebody who has your personality style of being very direct and so saying, Okay, if you come in and tell me exactly what you want, I better not start telling you about the promos that my like upper management is telling me, I have to talk about, I can work that into the conversation later, but I'm going to give you what you want first. That's what you

Tracy Hayes  10:27  

asked for. You don't want to build that trust, yeah, that you're actually looking out for

Michelle Weaver  10:30  

them, yeah? And that was actually one of our trainings. There is we did similar to a DISC assessment, where we would learn our personality, style, and then then how that, in turn, meant how we were going to interact with our employees, how we're going to interact with customers, because you better read that right and really quickly, or they're not going to want to hire. Hear anything else from you that,

Tracy Hayes  10:47  

you know, I'm going to tell everyone listening right now. You know, I, when I heard about the DISC assessment, you know, I don't know how many years ago, and I originally, until really recently, I was able to actually place it and how important. And I'm not saying the disc is the only one, but that's the one a lot of people associate in real estate use. It's so important, whether it's your assistance on your team, your other agents, you know, you know, I'm the high D, my assistants, the high C, she's detail oriented. I'm the one. I'm the go getter. I'm out there fighting the battles. That's my That's what drives me, and you got to understand it when you're hiring. You know, in this case, meeting a seller or buyer, you have to read them without them actually taking the actual assessment. But you learn these. Pick up on some of these.

Michelle Weaver  11:31  

You pick up on those cues really quickly. Yeah, absolutely. I guess wanting to say is

Tracy Hayes  11:35  

build a trust quicker. Yeah. And therefore, you can get to where you want to be by just taking the right path and asking those DISC assessment questions. So all right, so you go into the title now you're actually working in the real estate industry. So we understood what you took from the retail world. What are you taking from your title experience now and putting into your business today?

Michelle Weaver  11:59  

All I have to just say, I mean, I feel like I went into the real estate exam with a cheat sheet, right? So I ended up getting all the lot of questions, like, the maximum number of questions you could have had that were title related, about, like, deeds and things like that. I'm like, Oh, this is great, yeah. I know. I've been doing this now for the last few years. I know this stuff, yeah. So I had the customer service side of things, you know, from Victoria Secret, and then from the title side, I got to learn about real estate, right? There's so much more to a real estate transaction than just what you think about when you watch httv, or even I had personally bought and sold two properties at this point getting into real estate, and I knew nothing about it. I knew nothing about the contracts I was signing until I got into title. And so I got to learn the ins and outs of that. I was also really well aware of these things that could potentially be a hiccup in a real estate transaction. And I got to hear the reactions of the agents on the other end, when these things would come up, like, wait, what do you mean? There's a title issue? Because you don't really, don't hear about we take care of it, we involve you, right? And so I kind of had that insider knowledge going into it, and it allowed me to come from a very educated perspective from day one. And I don't feel like the first buyer that I worked with. Felt like the first buyer, because I had actually worked with hundreds before them.

Tracy Hayes  13:12  

One of the things that I've picked up on, you know, this is my 54th episode, probably high 40s were agents. Every one of them is a producer, is active out there, you know, putting numbers up. But one of the one of the cores, Ella, mentioned it, but not almost. I don't know if anyone didn't mention unless we just didn't bring it up during the conversation, but you've mentioned something important. Your path took you through title, and you educated yourself, because you had some sort of vision, and those real estate agents were coming in on a regular basis, and more and more you were building up your momentum, yeah, to get in the real estate right? So the education part, and obviously, now you know title, you know pretty much like the back you're in, because you were actually doing it, where typical agents trying to learn it, and they only they're learning it from one side, where you learned it from inside. How important? And then how important is it today, as you're seeing and we'll refer back to Ella again, because she said exactly this, how important is to constantly be educating yourself about the business, because really, you'll never know everything.

Michelle Weaver  14:18  

I mean, it's everything. Our market is changing so quickly, especially right now, that if you're not constantly educating yourself and talking to other agents and finding out what's going on in this market, what's going on in other markets that are a little bit ahead of ours, because we're in Florida and so things kind of take a little longer to get to us. So just constantly educating yourself so you can be one step ahead. I love to be able to be like, really creative. Nothing makes me more excited than when I submit an offer and I'm talking to the listing agent about it, and they're like, Oh, that's a really interesting term. And I'm like, yes, okay, cool. Like, that's exciting. That's the goal here. Let's get creative. Let's make it a win for

Tracy Hayes  14:53  

everybody, the education for any you know new agents out there. And when you maybe you're probably mentoring some agents, right? Now at momentum, and hopefully we'll listen this to you, listen to the show. But how important is education in the terms of confidence?

Michelle Weaver  15:09  

Oh, I mean, you have to be able to feel like you know what you're talking about, right? So just having those real estate conversations, listening to people who communicate in a similar style to you, because then it's really easy to adapt and take what they're talking about and portray that to your customer. But you know, not only the education, I am a big believer, and you just have to start doing it. You can't expect in real estate to know everything until you get involved. And that's where having a really strong mentor that's not going to let you sink, because you're going to have to swim. And so going back to the personality styles, I realized that when I directly mentor an agent, it is important that they have a certain personality style that's going to be okay with being pushed in a little bit. But knowing that, like, Hey, I've got that cord there, I'm not going to let you fall. I promise. We're bungee jumping here, and you're secure, but you just got to go out and start doing it, and I'm going to take you through the rest.

Tracy Hayes  15:58  

It brings up question here again, not on my sheet, as I tell you most the time. We never go there. But are you? Because this was brought up in an episode I had last week, which is very, very successful team here in Northeast Florida that everyone knows when momentum isn't from what I understood, you guys like to bring in a more experienced agent. You're not, you're not necessarily that. You're not out of really looking for that person is fresh out of the class, just took their test correct. But yet you, you must be going through some sort of screening process with them that makes sure that when you you have assume you guys have some sort of training program, the momentum way, yeah. What are you doing at the front end to make sure this candidate is a high, likely candidate, they're going to stick through that?

Michelle Weaver  16:42  

Yeah. So with momentum, yeah, you brought it up, like when we started momentum, it was we have a production standard, and so we don't take on brand new agents unless they're coming in through our mentorship program. And I won't talk too much about this, but we've got some exciting things in the works

Tracy Hayes  16:56  

right now. Well, you got to talk

Michelle Weaver  16:58  

about it now. It's got to come out on the show. Much Information, because it's not official yet. But yeah, we've got some things in the works for any new agents that we're really gonna like ramp that up. But yeah, so

Tracy Hayes  17:10  

hold on. Say so when this comes out, you and Ella, come on and you guys

Michelle Weaver  17:14  

will talk about this. Yeah, give a follow up. Okay, I was actually hoping everything would be lined up before our date, and we push it a week sooner, and it just, you know, it's all good, though. So yeah, to come on in as a new agent, though, it you do have to be a part of our mentorship program right now. And so with that, I'm actually the first person that screens anyone who is interested in joining momentum. I'm the first person you talk to 99% of the time. And so the first conversation is just me getting to know you. Seeing, are we a cultural fit? One of the big things at momentum is we want people who are goal oriented, that are really looking for growth, have an open mindset, are going to be collaborative. One of the things that's made momentum so successful is that our agents share with each other, and we're excited to share our wins, and kind of figure out, how can we replicate that throughout the market? Once you know, we go through that first process, then I do have people do a DISC assessment. We also use a program called Strength Finders, which I absolutely love, because our training is really focused around don't let's not focus on the things that are opportunities. Let's focus on the things that are in your strength zone. Naturally make those even better. Build a business plan around the things that you're already good at exactly, because that's going to lead you to having ease, excellence and enjoyment, and most importantly, it's going to lead you to being consistent. You might be able to sell a ton of houses by doing something that you hate, because it works, but you're not going to keep doing it. So let's build your business the right way. So the DISC assessment, Strength Finders, and then I talk to all of the agents at momentum who are eligible to be mentors, and I find out what they're looking for. What's their personality style? What personality style do they work best with? And then I pair those people up. From there, I take on some

Tracy Hayes  18:50  

that psychology desire that you had at one time.

Michelle Weaver  18:52  

I definitely put it to use. So you're

Tracy Hayes  18:56  

in that initial meeting with this possible agent coming on. What are some? What are some? What are some of the things that you ask? Or are you listening for that tells you there are goal setting? Person, yeah.

Michelle Weaver  19:08  

I mean, I generally ask, you know, first of all, like, how do they find momentum? And what stood out about us? Because there's so many brokerages, and there's so many amazing brokerages in Jacksonville, one of the cool things about real estate is we get to place our business, you know, with a company that's in alignment to us. So I want to know why they found us like, what drew them to us, if it's specifically about the splits, you know, I'm going to want to dig a little bit deeper on that, because that's really not the way that we're, you know, recruiting. Obviously, the financial aspect of it is very important, because we want our agents to be able to build big lives, and they can

Tracy Hayes  19:38  

do that through and there's 1000 there's many other brokers that probably even have a greater split in the agent's behalf. What is it they want out of

Michelle Weaver  19:45  

Yeah, so just, you know, just really kind of listening. I don't, I don't know that there's any one specific thing, but I really ask them, you know, what are their goals, and what can I give them from this conversation that'll make them walk away from it and feel like it was worthwhile? Whether they join momentum or not, and that just leads us to an open ended conversation. It's so important to me that every interaction I go into I'm bringing value, and I'm bringing a perspective where someone can feel heard, and they can leave with some good ideas that they can put into action tomorrow.

Tracy Hayes  20:15  

All right, I don't have you listened to all my 50 episodes, because you you know the common themes? I mean, Daniel, are we not hearing them over and over again? Value she were, you know, using that word consistency is another one. We talked about education already. These are common themes that I hear. I've heard constantly all along. I think probably, probably by episode 100 definitely by 200 I probably can write a book on all the interviews and talking to the successful so we talked a little bit about what you're doing there, but let's go back a little bit to your beginning. What led you to momentum?

Michelle Weaver  20:54  

Oh, okay, so when I was leaving title so by the title company I was working for got sold, and they were taking all of the Clearwater Tampa offices under their, you know, new umbrella, and didn't really want Jacksonville, so I had the option, stay in Title kind of take this thing off on my own, go find a job with another title company. They didn't even have to finish the sentence. And I was like, I'm getting my real estate license. You can stop pitching whatever other options are out there. I know what I'm doing. And it's really funny because Carly lozo, when she was doing real producers, we had met just through me being in title, and as we were talking, she had just so briefly mentioned you and John Brooks would get along really well. Like, okay, I'm like, That's really weird. This he randomly friend requested me. And, you know, I'm not huge on social media. I'm like, I don't think he even had mutual friends. I don't know why your friend requested me so, but that had him on my radar, and that was at the time that him and Brittany, you know, Brittany was joining the business, and they were building their team. Well, when I decided I was going into real estate again, coming from a salaried position, I now have my first daughter. She's in daycare full time, and I knew if I was going to make real estate work, she had to stay in daycare, and this had to be a full time job for me, not a hobby, and so I knew I likely was going to want to join a team or somewhere with some level of some support. Well, the day that I registered for my class, John made a post on Facebook saying, Hey, we're hiring for a buyer's agent, because Brittany had just had their first daughter. And I'm like, Okay, this is a sign. I've been watching this guy. They seem to be doing things a little bit different. Differently. And so I reached out, and while I'm in the course, sat down and talked to him and went through, like, an insane interview process. So like, I held some pretty high up corporate positions with Victoria's Secret. And my interview process with John was more intense than that, to have a position on his team where, like, mind you, he was not paying me a salary, but he put me through the ringer for like, a couple of months. And he wasn't just gonna put a hot body in there. He was definitely not gonna do that. And it was, it was impressive, and it made me want it more. Like, I went into the conversation not knowing what to expect, but I'm like, oh, whoa. You're like, you're not sure if you want me. Like, okay, that is, that's how it started. So I joined the Brooks group.

Tracy Hayes  23:03  

That's why you're always trying to continue to show yourself that yeah, you're worth, you're worthy, yeah,

Michelle Weaver  23:08  

so no. So I joined the Brooks group, and it was an amazing experience. And one of the first pieces of the conversation was starting momentum was some of the things that I had brought up that I saw as obstacles, as being a top producing agent in our office, but being on a team and not feeling like it financially made sense. And so it was kind of how we spurred the conversation for momentum. And then when they said, hey, if we open a brokerage, what do you think I'm like, I'm down. Sign me up. Like, whatever you know you have not led me wrong thus far. Like, what do you need to do? And when I got into real estate, one of the questions John asked me was, like, what do you think is gonna be most challenging for you with challenging for you with this? And my answer, then, and it still is the same, was that I'm used to leading people like I'm used to being in a management role where I'm educating people and I'm other people's goals are more important to me than my own, as far as being able to celebrate when they reach a certain level of success. And so, you know, starting momentum. You know, completed that puzzle for me. Of I still got to do real estate that I love while being back into a leadership position.

Tracy Hayes  24:07  

I'm the same way. From that standpoint, you want to see others be successful. I was having a conversation. Part of it was on text, and then finally we get on the phone. And luckily, this person is a new loan officer with us, but I've known her for a while. She's actually one who referred me here to come here, and I said, you need to get in the office. You need to hear the conversations. You need to hear the situations. I spent first 12 years of my career in the call center Quicken Loans and then loan depot, now granted. Eight and a half, roughly nine years of that, I was working from home, okay, but going from quick into loan depot in that time period was because I was getting burnt out. I would venture back to Detroit for a week or whatever, but come back, but I'm not there on a daily you know, of course, it's a grind, and I'm glad I got out of that world, but I'm benefit from that world because. Because of the volume and everything that I learned, because they are constantly training and listening your calls, how'd you say this? Would you know you're you're constantly from from that standpoint, however, there was tremendous amount learned. Kind of like standing on the retail store, store floor. You put your dues in, yeah, you put your time in there. But the things that you can learn from being around the others and me being now, you know, I'm, I think I am. I think I was, probably was yesterday. I am the oldest guy in the office. You know, I think this might be one other person that has as many years in as I do. But yeah, I want to give Yeah, the podcast has turned out to be just that. I'm hoping you know the people that you're mentoring now, they're listening to this, and whether they listen to it today, in March of 2022, or 2025 things are not going to change that much in the core values that you're what we're talking about, education, consistency, you know, those things that we're just talked about. So yeah, I think we both get a high off of that and to share what we've learned and improve others.

Michelle Weaver  26:04  

Yeah, yeah. Winning alone is just really not that fun. You got to have the people around you that want to celebrate with you, and you know, just being able to see that like there's success there and you can replicate it, and so, and it's, it's a win, not only for the agents that I'm working with, but it's a win for their customers also. And so that's something that I take very seriously.

Tracy Hayes  26:23  

Tell us about your initial start, your your your jump in. I mean, how long did go before you got your first home? What are some of the struggles

Michelle Weaver  26:30  

that you had? Yeah, so listen, I was really fortunate. I chose wisely and choosing a team that was really like at peak production level. So they there were leads there for me. I had my first house under contract 30 days to the like, exact date from passing my real estate exam, and then that first month, I had four houses under contract. So I can't there. There wasn't I, but I, I was strategic in choosing a team, because I couldn't have that four to six month startup period. I wasn't in that position and that mindset, what was is, what had held me back from starting real estate sooner. And so I just knew, like, this is how it has to be. I am good on the phones. I have great with online leads, although it's just I knew quickly, like, this is not how I'm going to build, like, my long term business. Yeah, you don't

Tracy Hayes  27:15  

want to be doing this three or four years now. I know, like, I did not, let alone three or four months from then? Yeah.

Michelle Weaver  27:22  

So I, I had been doing a lot of network marketing through being in the title world, and I was very active in a local BNI. I was fortunate enough to, just a couple of months into my real estate career, get a BNI seat as the realtor. So I know holding one as the title agent, yeah, you know, the stars kind of you

Tracy Hayes  27:40  

recommend that for everybody. Some people say there's a lot more work than they're getting in, and then obviously what return they're getting out for the work they're putting in. Since you brought that up, what's your overall opinion, or who is the right person for a BNI? I guess

Michelle Weaver  27:55  

so, somebody who has the givers gain mentality that is like the motto of BNI. So you really have to go into it with you're going to give more than you're going to get. And if you show up that way every single day, and you're in a group with people that you genuinely want to see succeed, and you want to go out there and promote and fight for their businesses, then it's right for you. You also have to like in person, networking. Yes. Now with covid, it's, you know, some chapters are in zoom, mine is back in person. So that's not for everyone. That face to face interaction is not the way that everyone wants to run their business. I think for real estate agents getting into BNI, the struggle is it's usually realtors who start the chapters, and where the complaint of it's more work than what you get out is if you're starting a chapter, yeah, that is a ton of work. And I actually talked to quite a few agents who are considering it, and they want to, you know, want to hear the pros and cons of it. And so I'm always happy to have that conversation. And, you know, come, come visit my chapter. And, you know, see what it's about. I'm more than happy to introduce you to it. Because when it's successful, it's hugely successful.

Tracy Hayes  28:55  

Because every everyone is bought into the similar ideology culture, the giver of that, and that's why it's, I guess, important so much like you got lucky and just kind of your path led you to momentum, meaning certain people led you here and led you there, and you got lucky, or at least realized that you were in the right spot and didn't go to try to find greener grass, oh yeah, type thing. So from that standpoint, but for a new agent out there who is either just getting into their course, maybe just got out what advice would you give that person? Maybe, maybe they're in another state, yeah, so not related to here, to where you like, Well, come with me. I know you're going to be successful because I am and I and I'm going to show you, but they're in another state, so you don't have that kind of control over what should they be doing to find that right brokerage based on their

Michelle Weaver  29:43  

Yeah, find people that you can be proud to be in business and so, like, let's say, all of a sudden, for one reason or another, you've got the most important meeting of your life tomorrow, but there is, you know, something out of your control happens, and you can't go and you have to send that person that you just signed up with. Would you be proud having them walk in the room, or trust them that. That's so just find people that are aligned with you culturally and your values. And you know, John and Brittany have become two of my closest friends. I mean, they're basically family at this point, our kids are best friends. So, you know, we do a lot of things in life together, outside of just business. And I'm fortunate to be in that position where, you know, I'm with the right people

Tracy Hayes  30:19  

well, I mean, again, another common theme that I'm hearing from you is people that want to be around each other, because our business, our your business, especially, gives you the ability to get up and kind of choose where your path may go each day. But if you're joining a group that may want, that may be holding you accountable subliminally, you may not, they may not actually, they were holding me accountable. Yeah, some people, some people, need more accountability than others to succeed or at least get jump started in the career. But one of the other common things I'm also hearing from a lot of top agents, and I kind of got it from you, is you don't see other agents as competition. No, you see it as the synergy of drive, of a driving force, and that, you know, you want all these real estate stallions want to get together in the same office, because exchanging ideas, hearing another person close it, you know, pushing you to say, hey, I need to make a couple more phone calls. Because we know internally, we like to, you know, be on the top. Yeah, of course,

Michelle Weaver  31:19  

there's competition, yeah. But they're not your competition, right? There's an there's an internal competition with setting and exceeding your goals. It doesn't do my buyers and sellers any job like any it's no service to them. If I'm in direct competition mentally with the agents I'm working with, we need to be able to work together and collaborate. And I want to leave every closing with that agent is someone who's like in my corner that I know I can count on, and I want to see again,

Tracy Hayes  31:44  

collaborates a huge word, another word I'm hearing all over the place, because that's what you really are doing. Someone has a buyer, someone has a seller. You're not in the same circle that you know. It's not likely they're going to know you, unless you're the only agent in the universe that they can call on that, but when you get together, you have to collaborate and bring that. And hopefully had a, you know, a positive because it's best for both of you, that everything goes smoothly for both, that hopefully you get a referral or whatever, and just works for but collaboration, not competition. So this brings me leads into the next thing, you're staying on top of your game. You're educating yourself of the business you started in title. Yet you got that down, the different things that you're learning. What are you doing, though, to keep yourself mentally sharp, because you're training people. Yeah. So you want to, well, actually, the question actually had when you were making that statement earlier was, would you agree, our greatest competition is really ourselves,

Michelle Weaver  32:44  

absolutely it should be. It should be your only competition, right? You know, I want I may see someone doing something and strive to do something similar, but I'm me, and they are them, and I'm never going to do it exactly the same as them. And so, yeah, that internal competition is everything a friend of

Tracy Hayes  32:58  

mine told me years ago, and I put this in a presentation a couple weeks ago. I was telling you I was doing you are compensated by the value you bring to the table, and if you are not working on yourself, some of us need more than others. I'm in that category. You need to be picking up the books, listening to the podcast, going to the trainings. How important you know? Do you feel is like you maybe, maybe you aren't a book reader, maybe you are a podcast listener. Totally understand, disagree with you, but I totally understand there are people like that. Not everyone's going to jump on board, and that's why certain people make a lot more than others. Yeah, but how important is to have a good office like momentum and make sure you're going to the trainings you're providing?

Michelle Weaver  33:40  

Yeah, I mean, if you're at momentum specifically and not going to the trainings, you're absolutely crazy, because there's so much value. You know, we have conversations all the time like, what are the reoccurring obstacles that we're hearing our agents talk about? And then we're creating trainings from people who are experts today on that topic, and getting them in there. And I'm not just talking about other people in the real estate industry, we're bringing in top speakers. We had Eric Maddox, and we've had a Neil Gupta like we're getting TEDx speakers that come and do exclusive events for our momentum agents, sweet, um, so there are some that are paid events, but you're getting, like, steeply discounted others are, you know, just we had an the agent on yesterday, who's top producer in San Francisco since 2016 So that's huge. And he just came on, and he was completely transparent on how he's seen success. That's a recorded training. So if you couldn't be on it live, like I, you know, please, if you're at momentum, I hope

Tracy Hayes  34:33  

you're, this is, and then you're not charging the agent there. I mean, technically they're, you know, whatever their split is, or whatever they're, you must invest in yourself. Yeah. And the story I was reading about the guy who wrote all the thank you cards sold all the cars, 13,000 cars, and 15 year career selling the one of the he said, is when his, when his tax guy told him, it says, oh, yeah, if you go, you know, do, that's a tax deduction if you're going to an event, a. Training. It's a tax deduction. You're 1099, leverage. It either give it to Uncle Sam or spend it on yourself. What would you rather do? Yeah, you know, I think people miss out on the personal. So you personally. I mean, what do you like you? Are you a book reader? Do you listen to a podcast? What is it that you do to keep

Michelle Weaver  35:18  

your little bit of everything? I mean, at the like, this week alone, we had, you know, two trainings through momentum. So I'm always trying to stay really on top of what we're putting out there for our I'm sure the TEDx speakers are really, oh, they're amazing. Yeah, some really cool experiences there. And so I'm always trying to stay on top of what we're doing at momentum. I, you know, I do read quite a few books. I can also be that person who's like, oh, this book is good. Let me get, like, the Cliff Notes version. My attention span. Sometimes I just need to, like, get in and grab it there, yeah?

Tracy Hayes  35:46  

But you're advancing, you're moving forward. You're working on yourself. Yeah?

Michelle Weaver  35:49  

Oh, always, I mean, on it more. Most recently, the podcast that I've been listening to are actually parenting advice, because my oldest is about to turn four, and she's, like, really giving me a run for my money. And it's really funny though, because I'm listening to those and I'm taking notes, and I'm like, Oh my gosh, this, like, applies to real estate too. So it's not just, you know, anywhere in your life that you can see growth, you know, it kind of transcends just that one piece of your life, and it applies in all other areas.

Tracy Hayes  36:16  

So, all right, Ella came in. Ella Woods came in. She spoke very highly of you. Sold her first home. She said in March, had nine and a half million by the end of the year. She credited a lot to you, yes. So, yeah, it was quite an endorsement. And so I put in here, what's, what is the secret sauce? What was it about what you were providing that she was drinking

Michelle Weaver  36:41  

Well, I mean, first of all, in that circumstance, the secret sauce is Ella herself. You know, she has to take so much credit for that, because I gave her the exact same training and tools that I've given to like many, many other agents, and she saw one production level. So, you know, I cannot take all the credit, or even half the credit there. She's such a hard worker. She knows what she's about. And, you know, she was, she was here to learn, and she was like, you tell me to do it, and I'm going to do it. And she jumped in. She got uncomfortable, and she kind of found her place. But, you know, pretty much like I start with the basics, and I start by having conversations and teaching them how to have conversations with buyers and sellers. We start with the buyers. And what's most important. I'm not huge on like, memorizing a million scripts, but there are one or two that you know you need to know them, because, again, to come off as sounding confident, you kind of have to know those most important questions, especially when you're brand new, to keep the conversation going. And so we role played a lot. We practice those things. We talked about different objections. When she was ready to write an offer, I didn't write it for her. I made her watch the video on how to write an offer. She wrote it, she sent it to me, and then we reviewed it, and we went over the whys behind everything, right? So I made her jump in, yes, and she jumped in, and she did it

Tracy Hayes  37:52  

all right, honestly, okay, we are being recorded. She's probably watching right now. When you when you first met her, what was your impression?

Michelle Weaver  38:01  

Yeah, I mean, it was, she is so likable from the very first interaction. So she was still up in Virginia. We got on a zoom call, and it was really funny, because, like, at first I was like, I didn't realize, and I don't know why I didn't put it together, but I didn't realize, like, she was literally, like, still finishing college, right? And so first of all, I was impressed by that, because she took action. And I can tell a lot when through the interview process on how quickly people respond to me and get me things back like, Okay, you're going to take action. You're going to treat this the way you're going to treat your customers. And we got on the Zoom call, and she we just connected right away. She was so likable. The fact that she was a division one athlete says a lot as far as her work ethic was concerned, and the fact that she was gonna train, she was gonna practice, she's gonna swing that club 10,000 times Exactly. So yeah, that was, that was one of my easiest hires. That was a no brainer.

Tracy Hayes  38:52  

All right, so recently, as scrolling through your social media, getting prepared for the show, tell us about being a momentum champion.

Michelle Weaver  38:59  

Yeah. I mean, it's a huge honor. First of all, you know, I, I'm so proud to stand among all the other momentum agents, and so just being able to hit those goals, and, you know, for me, transactions and volume and dollars like, obviously, they're important, right? I have to have finance. It's a measure of what you're it's a measure of it. But for me, when I look back on that, it then makes me think of all of the families that that means that I got to help throughout the year, and all the people that I, you know, have helped get into their home. And so it just really makes you kind of reflect on that. And this was a big year for me. I had my second child. I was running a team, you know, we were growing so much as momentum. And so just kind of makes you step back and think of like all the things you're able to accomplish,

Tracy Hayes  39:41  

which is awesome. Well, in the last minute or two, you said a couple things. She took action. You're talking about Ella and that, I think, right there so many people miss it. They have great ideas, great visions and their dreams, yet they tell people about the dream. They have, and those people aren't, they don't have the same dream, yeah? And then they want to squash your dream, because their dream is different. Get rid of them, yeah? Taking action. Taking massive action. I've talked to one of the greatest loan officers in the country as far as retail, residential, real estate. And one thing is, you got to take action, but then you're going to follow up with that consistency and whatever you're doing, I always say 10x if there's anything, whatever you're doing, 10 exit, yeah. So if training is giving you energy, or whatever 10x it because that energy is going to spill over to your buyers and sellers, your confidence you're on top of the game. I could sense, right? You know, you know, you have a lot of energy and just, you know, our conversation right here, and that's positive juices just flow, and they flow into other people in almost three years, May, I think you put may on your LinkedIn, what would you done differently?

Michelle Weaver  40:55  

So it's an interesting question that the gut instinct is to say I would have gotten into real estate sooner, but as soon as those words come out of my mouth, I have to take it back, because if I didn't have the retail experience, and I didn't have the title experience, I wouldn't have gotten here so quickly. I think that the real answer to that would be I would have started setting personal goals sooner. And you know, because I was working for big corporations, you get so set on other people telling you this is what you have to hit. Yeah, and I wasn't thinking about myself and those things at all. And then coming into real estate and being a business owner now, and having so much more control over an outcome, I would have started setting those. I set goals, but when I look back on them, they weren't personal, right? They weren't helping my final outcome, it was helping somebody

Tracy Hayes  41:41  

else, right, right? I'm on the same levels that helping someone to me, it's a lot easier to do that than sometimes. And actually, I mean, over the last well, I've had spurts through the years and different times I've purged into personal development. And, you know, John Maxwell a few years ago, and now, obviously, when I wanted to start the podcast, listening to the podcast, but you've got to work on yourself. You can't, yeah, you can help others, but until you really work on yourself and reach a level, then they their ears are and eyes are bigger to you than they are when you're not working on yourself, see you a little differently. What would you say your biggest area of needing improvement is?

Michelle Weaver  42:19  

Oh, Wow, such a hard one. I like to focus on our strengths. No. I mean, you know, I think it's really just about like constantly being in that growth mindset and always wanting to learn and just being able to always take something from the people around you. That's what you're best at. Yeah, one of the areas that I struggle in that kind of ties into it, is that once I've committed to somebody, I'm committed to a fault, even when I recognize, like, this may not be the best situation for all parties. We all deal with that. And so being able to, yeah, so being able to kind of pivot and just say, hey, you know what? Like, I don't think I'm best for you, and vice versa, like getting rid of those energy sucks that drain you.

Tracy Hayes  43:06  

So, you know, I mean, yeah, how many times, how many times you've had a deal? It's like, Oh, my God, this unfortunately, you know, we deal, like, some of some of the buyers or sellers, or Dr, draining you. And you're like, God, I just can't wait to get this closed, and then I'm done. It happens. It happens the best of us in all, all aspects. Okay, a couple questions here on one. So which one I again, I guarantee you're talking. What are you telling these agents? And it's probably changed. Yeah, Ella's three keys to success when you started with her a year ago are probably different than what you're telling agents today. Yeah, what? What are, what are your three keys to success now they're must do's as a real estate agent, in your opinion,

Michelle Weaver  43:44  

always be willing to learn, learn how to listen like really listen, because you're going to pick up on things and be able to get places faster when you can hear what's behind the noise. And then just surround yourself with the right people, if your goals are outgrowing your inner circle, those five people that you have around you, they're going to be the most impactful people in your life. And so I'm not saying, you know, cut friends and family out of your life, but you may need to re delegate how you spend your time and who you spend

Tracy Hayes  44:12  

all right, so golly, so surrounding yourself by the right people. The first one was education, constantly learning. The second one, again, learn how to listen. Learn how to listen. That is, that is so crucial. That's why I put note pads here in front of everybody, because the exact thing is, I want to focus on you and listening to what you're saying and how powerful, so we can have a great conversation. And too many of us, whether it's a loan officer or a new real estate agent. You learn all these things, and you just want to tell everybody about it. And the thing is, sometimes you just need to just just listen, bite your tongue and just listen. Your time will come, and because you did that, you'll go much further, versus jumping in and interrupting someone amid thought, because now you had a thought, trust me. There was thoughts went through. That's why I missed number two is because I was focused on in my thoughts are going to hit, but I have to control that, to listen, listen, listen, look, look them in the eyes and make that relationship. Sometimes it doesn't matter what you say, but the fact that you listened impressed them and that they want to, you know, they build that trust in you. What is it you love about the business so much I

Michelle Weaver  45:21  

get to help people. You know, I'm I'm involved in something that is life changing. I have buyers who walk into a house that they know is the one, and they start tearing up, and I write then and there. Know, Like I've got to do everything in my power to make sure that they get this house. When I'm working with sellers, sometimes it's a huge celebration, and other times it's a bittersweet moment. And so just knowing that I kind of get to be there and be their their support during that huge transition in life like that, that's everything for me, and I know that's where I'll be able to continue in it without burning out, because that feeling will never go away.

Tracy Hayes  45:55  

All right, we're going to go back to No. It's good answer. I was listening, let's go back. Was May of 2019 is when you started. Okay, so we're going to go back to April 2019 alright? And think about, I don't know your zip code, where you lived, maybe that hasn't changed. I don't know what you're driving what your goals were, what got you excited about the day? What? So then you start real estate the next month. So what has changed from April, 2019 to today? As far as you, you and your family, really, you and your husband, you're not. You've added obviously, well, you had the four year old. Four year old was before you had another child during this time period as well. What? How has the business changed you? What has it done for you?

Michelle Weaver  46:44  

Yeah, so I'm so much more fulfilled as a person, and so if I'm fulfilled individually, I can bring more to my family, right? And I have more time for my family, although sometimes I'm working more hours, the time that I have with them is more impactful. And I know I control my schedule, so if there's something important, I'm never going to miss it, right? Like, I know that I can make that happen. I have the support system in my business in order to be able to control that. It's funny because you bring up, like, where you live, and the thing, you know, the material things, I actually went into real estate knowing, you know, like, hey, we have a house we can grow into. I've got the car that I can grow into. And so none of that's actually changed, although this year, the focus is going to be on, you know, obtaining some investment. Properties and potentially buying another residence for us to live in. But, um, so, yeah, right, the perfect thing would have to come along. We love our house. So, no, it's just the fulfillment that I have in myself. And then also, I've got two little girls that get to look at me and see me run a business. I mean, my four year old talks about about, we get in the car and she's like, are we going to see one of your customers? Are you showing a house? I want to I haven't come on a showing with you in a long time, knowing that I'm showing them that and that work ethic like it makes me so proud that they're getting to see that.

Tracy Hayes  47:58  

Well, it's interesting you say so when you filled out our little bio questionnaire online, you had agent mom or mom agent in one order or another. But that is a common theme that I see with the high number of female agents, that there are success is the kind of internal importance. I mean, you may not put that out there. Oh, it's important that my but when you turn around and actually see your kids, or I've had some say, you know, their their kids are graduating from high school or college, saying, hey, when I graduate, I want to go get my license, and I want to go work with you, and that sort of thing. I mean, I think one of the greatest parts of my life I always put forth is there was so much time when I was growing up, my parents were self employed. My dad was for a good period of time that I actually worked side by side with them for so many years now, obviously, that seems so long ago now when I look at but at the time, I was like, this is such valuable time, because you they're going to grow up and go other places, but the fact they chose they want to hang with you and you're successful is their inspiration, and then isn't it great? I mean, you're successful, I would imagine the money's a little different than it wasn't in the retail world. From that standpoint, you want to go to Disney World. Oh, let's go. You don't even think about it.

Michelle Weaver  49:14  

Yeah, absolutely, yeah. It's funny, because the money held me back. And, you know, like, you look you Hindsight is 2020, right? And like, again, I needed all of those things to happen to get me where I am, but the money held me back, and the fear of that, and yet I my family's in a much better position than we ever could have been on a set salary that I had no control over, right? You know, my daughter pretends to be on the phone talking to customers, and I hear the things she's saying, oh my gosh, like the way she negotiates with me.

Tracy Hayes  49:39  

Hello, this Michelle, with momentum Realty.

Michelle Weaver  49:42  

So you know she, she will tell everyone what I do for work.

Tracy Hayes  49:46  

Your career hasn't been long, but it sounds like you mentioned this person, possibly the answer this question is my last formal question, yeah. Well, actually, let's, let's actually look at all of your career post college. Really. Well. Has been the most influence on on your career, professional career, even in the retail maybe there was someone there. But who's who do you think you look back and I look back at a coach that I had in high school was one of the greatest influences, as in my life. But as far as your career, is there some person that's been the greatest influence? Yeah.

Michelle Weaver  50:16  

I mean, the obvious answer is, of course, John and Brittany. But really, before that to lead me to that point, the owner of the title company that I worked for, Abe. We had an amazing relationship, and he believed in me in a level to where, if I ever doubted I was going to be able to do real estate, he was like, oh, no, you've like, he saw something in me that it was like every time that I was a little nervous, I just knew between him and Angie, like, really my partners in the title company, it set me up to be able to take that leap of faith and even be able to find John and know who the right person was to start this business.

Tracy Hayes  50:50  

Isn't it interesting? I mean, because you mentor people now, and you probably see things, you see how they carry themselves, how they speak, what you know, their goals and so forth. And you're like, Man, this person is going to be successful, and you want to pour into them. Sometimes they don't always see it right away, yeah, themselves, yeah, yeah. This is what I call my two minute warning catch questions. We're gonna round up here if you've listened to at least one podcast. Is it more important who you know or what

Michelle Weaver  51:21  

you know? Oh, I mean, it's who you know.

Tracy Hayes  51:24  

Well, in this case, Facebook introduced you to John, yeah, through, well, through Brittany's recommendation or something there that got you and I agree as well, what is on your travel bucket list?

Michelle Weaver  51:36  

So this would have been a very different answer. Pre covid, I have, like, much less desire to leave the country, just in case I get stuck somewhere. You know, it would have been Ireland, Scotland, Italy, but still there. Hopefully soon, it's a possibility. But really, the like burning desire is getting in an RV and being able to pick up with my kids when they're, like, elementary school age and just spend a year traveling. All right, I'm

Tracy Hayes  52:01  

putting this out here. I'm putting this out here now this you are right on with me, sister, I have, I've mentioned it to one, maybe two, two other people. I've mentioned this to two other people. I've not mentioned this to my wife, yeah, she's listening. Here it is. I would like to get with one or two other families and actually buy a nice RV. Each of us use it because we want to do just that, you know, travel across the country. And I really believe one of the markets that is huge, just like Airbnb, is the RV rent.

Michelle Weaver  52:33  

That's the plan. Yeah, I've got it. We got a whole plan around it. My husband and I talk about it almost every day. My siblings are on Colorado, so that kind of spurred it. I'm like, you know, yeah, visit them longer, and then really explore the West Coast.

Tracy Hayes  52:45  

Well, just, I mean, there's so many nooks and crannies in every little town you miss. You missed that museum. What's it? What's that show called mystery in the museum, and they go to these, these little towns in the museum, a little town has this little nugget that has a story behind it, and you never know until you drive through, because you're going to fly over it every time. All right, I'm a loan officer. Yes, you've been an agent for a few years now. There's hopefully loan officers listening to this is a new question I had in here. What is it most when you're with your lending partner? You know, I'm sure you have someone that you like to go to because you you like and trust them and that they've been successful. What is, if you just say there was one important thing about that is why that you know that you count on that person. It's number what is the number one thing in that loan officer relationship as a real estate

Michelle Weaver  53:35  

agent, it's the pre qualification process. I want to know. You know, I take a lot of pride in the fact that when I get a buyer under contract, they close, and that starts with the lender that I'm working with, so I want to know that they're collecting documentation. We're having, like, really open and honest conversations with the borrowers that you know. Are there any things that are going to be tricky about this? And if there are, let's make

Tracy Hayes  53:55  

sure, is it marginal? Does it? Yeah, look a little shaky. Don't breathe on it, because, trust me, we have loans like that.

Michelle Weaver  54:00  

We've closed some tricky stuff, yeah, but it's because we know about it and we're really I, you know, I'm big on being proactive, so yeah, it is hands down the pre qualification process. Awesome.

Tracy Hayes  54:09  

Michelle, if someone's listening to the show, what's the best way to get a hold of you? I mean, you can

Michelle Weaver  54:13  

send me a message on Facebook or send me a text, and I will respond really quickly to this.

Tracy Hayes  54:16  

And your social media links that you've already given me, they will be in the show notes of the show if you're listening to it, please. You know, if you're on Facebook, like and share. Love that when you listen to the audio and it comes out on on Apple and Spotify and so forth, please make comments five star preferred. But really, just having your your content is the more you do that, just like just like Facebook, the more people liking your stuff. It moves to the top. Same thing with the podcast, and I think more and more agents are finding it valuable. I listen to my own podcast. Obviously, you see, I listen to how I sound, but listening to someone's story. Now, I heard it once from you, when you actually listen to it again, and I'm hearing you again, and I can actually, you know, I'm focusing on. That versus, you know, trying to gear up another question or something, and hearing someone say it something a second time, it just gives me a lot of energy, because it's, it's positive momentum, and this is all good stuff, and so many common themes of the best real estate agents that I'm hearing week in and week out. It's really, really, yeah, not a coincidence. It's really inspiring stuff. So appreciate it. Thank you. Thank you.

Podcast Intro  55:25  

This may be it for today's episode of Real Estate excellence, but we both know your pursuit of excellence doesn't stop here, to connect with the best of the best and really take your skills to the next level. Join our community by visiting Tracy Hayes podcast.com where you'll meet more like minded individuals looking to expand their inner circle and their personal experience that's available at Tracy Hayes podcast.com

Speaker 1  55:54  

you train hard, you recover smarter in credit where knee sleeves, leg sleeves and performance socks are built for your high impact lifestyle, infrared power that accelerate recovery, reduces pain and swelling and keeps you moving. No batteries, no blood constricting compression, just sleek, science backed design that fits your grind and your look. Every workout, every breakthrough, optimize your body, unlock your potential shop limited time holiday deals and save up to 20 percent@incrediware.com exclusions apply you.