Nikki-Lyn Holm: Top Producer, Influencer and Mom

Tracy Hayes  1:06  
Hey, welcome back to The Real Estate excellence podcast. Your host. Tracy Hayes, another Jax real producer magazine, top producing agent in 2020 she has worn many hats in her professional adult life, and that path led to real estate. She is an influencer in Northeast Florida. She has founded her own team, the coastal Home Group, which we'll learn more about here shortly. I was fortunate enough to chat with her last week and to get some interesting facts about her. Hopefully she will share more today. I'll let her choose that created to be a connector. I don't know if you knew you had that on LinkedIn. It's a great slogan. I love it. She has partnered with one of the fastest growing brokerages in the region, Heron real estate, who has an amazing leadership team. Let's welcome the finder of homes, the home in the coastal home group, Nikki Lynn home. Thank you for having me. Thank you. Glad you can make it in you know, if there's any one face that I see consistently over a year ago, when I started looking at doing the podcast in my coach was like, Well, you know, make a list of it was like 100 people or something that you want to have on. And it started with, like, Dream people, like having like a Grant Cardone on, or someone like that of John Maxwell, and then going down and, and I've seen you consistently out there, you know, obviously, one of the things we're talking about today is surrounding yourself with, you know, I see a lot of the top successful agents surrounding yourself with other successful agents, and I see you mixed in all the time in those groups. So on the with the social media. I stalk on social media, I learned something in a conference a few weeks ago. You know, you're trying to meet somebody or try to create a relationship, you can go on our social media and learn a lot about them. They put it out there. It's not like they're hiding it. That's why, you know, I think some people think it's hidden, but you're out there go find out. And then obviously there may be some topic of discussion. So as I like to kick off every show, where are you

Nikki-Lyn Holm  2:56  
from? I am originally from the northeast.

Speaker 1  2:59  
Okay, me too. Oh, really, yeah, I grew up on Cape Cod. Oh, we're so close Connecticut. Okay, yeah, I've

Tracy Hayes  3:05  
traded over that turf many times. You can't go anywhere from Cape Cod unless you're going north to Boston. If you're going south, you got to run over Connecticut.

Nikki-Lyn Holm  3:16  
I actually was a single mom and living in Tampa, she was a miracle and a surprise. And the man that promised your oldest, yes, okay, he promised me that it wasn't a matter of when we would get married, but if we would, but when so I could have followed him to Atlanta, okay, but I'm again, I'm smarter than you. Stopped in Jacksonville on the way. I just said, You know what? That's not gonna work for me without a ring. So family had relocated here. Okay, I followed them. They offered me a great opportunity to reset and regroup and enjoy one year of my life just being a mom.

Tracy Hayes  3:53  
Yeah. I mean, I mean, we actually started. My wife is from Jacksonville. We were in Arkansas because she was working for Alta at the time when I got bought out by Verizon, and we came back here because, you know, her sister was here, and her mom and dad and so forth. And now my mom and dad is here, so everyone's closest to family here for myself too. So you started off with an Associates in mass communication, but for how did you diverse, though, into culinary management?

Nikki-Lyn Holm  4:17  
Well, that was many years in between. Okay, I was actually the first person in my immediate family to go to college, and I did it myself, right? And I took the long way there. While I was putting myself through college, I started off with Continental Airlines in Tampa, and I feel like right in that 10 plus years, aside from the great flight benefits, I really learned everything I thought at the time that I needed to know about people, but you were always still learning, right?

Tracy Hayes  4:45  
So you were in a call center customer service, okay? I interpreted that correctly.

Nikki-Lyn Holm  4:51  
Okay, yes. And I started off in sales, went to special marketing, and then eventually I was a supervisor handling the irate calls. That was fun.

Tracy Hayes  4:59  
I. Oh yes, yeah. Why? My plane isn't taking off on time. Our fault? Yeah, so my luggage is lost again. Worst of it

Nikki-Lyn Holm  5:13  
was 911 though, and the one lady, because, you know, everything was grounded, yeah, and she said, should have been your airline that went down, and that's when I learned that, wow, people, people can be really cruel. Wow, yeah, that's way.

Tracy Hayes  5:28  
I don't even want to diverse on that. Let's go on the positive things, positive things I read on your LinkedIn about 13 years there at Continental, working in the call center, and then for free, that must have been awesome. Yeah, to take advantage of that, which I imagine there's probably a lot of people that don't take advantage of it, but you did. Where's, what's some great places at you?

Nikki-Lyn Holm  5:49  
Oh, gosh. I mean, I went everywhere on a shoestring budget. I loved at the time, Seattle, New York, Chicago, Hawaii, multiple times, I went to Paris, numerous times, the Netherlands. Wow, London, Italy, Greece.

Tracy Hayes  6:07  
Because were you single during this most of this time? Yeah, and just grab a friend, or you just went

Nikki-Lyn Holm  6:12  
on your own, all of it, sometimes by myself, with friends.

Tracy Hayes  6:15  
That is so interesting, because you now you're bringing me a total thought that I wasn't even thinking about. But there's a lot of these adventurous people. You're here. You're a single woman gonna go over to Europe, and, you know, on a shoestring budget, whether you were hiking or, I guess, you would get the rail pass or, you know, what would you what are some give us an idea, what was one of your green adventures?

Nikki-Lyn Holm  6:36  
Shoeing budget with a credit card. And I don't advise that, but I eventually took care of that. So, I mean, I'm not that person that would, you know, I really don't do less than really nice place to stay. But, yeah, I just, even if I was going to Hawaii for three or four days, I would do it, you know, yeah, and just go big, go big, and then go home.

Tracy Hayes  7:02  
Yeah, well, I mean, the reality is, you covered a lot of places that people dream about, and it's one of the things that I battle with. You know, that there's a lot of places. And also life happens. You have kids, and you're like, oh, man, I want to go to Hawaii, but then I also want to go over here. And then you procrastinate, life happens. And next thing, years go by, and, you don't do it, and you jumped on it. And, you know, there's a lot of stories there, I'm sure, oh

Nikki-Lyn Holm  7:24  
yeah, yeah. And I was always doing multiple things, like I said, school and a few other jobs. I was there at the airlines to earn the flight benefits for life. Really, it's 15 years, and to see the world young

Tracy Hayes  7:37  
stretch it another two more years there,

Nikki-Lyn Holm  7:41  
by the time they offered an early out package, I had gone into that next phase of managing health clubs.

Tracy Hayes  7:49  
Okay, now I saw something on here. Was interesting, divine cooking. Oh, you did. I'm digging. I'm digging. I dug. I dig deep. Yeah, my my partner here, my assistant, Dana, she used to work for the Secret Service, so I know everything about everybody. Everything about everybody that I need to know that's scary. No, just joking. Don't worry about she did work for the Secret Service, though.

Nikki-Lyn Holm  8:10  
Think I'm crying. Yes, I did. So we're fast forwarding over to being in Jacksonville once my daughter got a little, you know, past one years old, and I was ready to finish the degree, because I was very close. I wanted to get my bachelor's in something that I was interested in, and food and wine. I am a foodie. I will shamelessly share my my food pictures. I love that. But when I was a new mom, I was always watching the Food Network, right? And I thought

Tracy Hayes  8:42  
you started enjoying cooking. And, well, I did,

Nikki-Lyn Holm  8:44  
because I had the time right, and then I really respected Giada. Thought that I would go to culinary school and come out on Food Network. Didn't that way.

Tracy Hayes  8:53  
Did you have a like, just, you just enjoy it? Or you had an IQ vision of like, hey, I want to own my own restaurant, or be one

Nikki-Lyn Holm  8:59  
that I wanted to have a little Bistro, like a little wine and food Bistro,

Tracy Hayes  9:04  
interesting, yes, which I think you would work here today in Northeast Florida. There's enough

Nikki-Lyn Holm  9:10  
like the coastal wine market down in nakati, one of my absolute favorite places. That would have been my vision, coastal

Tracy Hayes  9:16  
wine market. I don't think I've been I think I've seen some pictures. I'm not the wine drinker. My wife is the wine I mean, I, I'm not, not like you ladies drink wine. What bothers me about wine is when you go into the restaurant and you open up the menu, and it's not that I'm frugal or something like that, but when the class costs as much as the bottle does,

Nikki-Lyn Holm  9:39  
you're paying for the experience, for the experience. Yeah, you're really paying to keep the lights on,

Tracy Hayes  9:44  
so you eventually lead to vintage estate homes, which is your first real estate

Nikki-Lyn Holm  9:52  
well, from the Divine catering, I got recruited into from the culinary school to be a wedding planner.

Tracy Hayes  9:58  
I did see that on. Yes. You had a bunch of stuff on there, kind of blending, blending into each other a little bit. I could see the relationship of why one would go with the other. But we'll actually, I'm going to circle, but I want to, I'm going to circle back to all of them in a group. Question, almost. But what led you to vintage estates? What happened? So did you meet somebody today? You have to get you good

Nikki-Lyn Holm  10:18  
at this. So when I have been told to go into real estate since I was 1819, years old, and I'm stubborn, and I have to come to that conclusion on my own, so we

Tracy Hayes  10:29  
all have that three years.

Nikki-Lyn Holm  10:33  
So when I was ready, and my best friend had life coached me into realizing I was ready, I realized that I would need to have a little money in the bank. And so I went into corporate America here and did a little it, account management, staff, IT staffing, account manager. And then when I when that path led me back, I had some money in the bank, and it was ready. I was ready to do real estate. I was sure I was going to go right into general, but I was studying in a little on the wall off to 10, and I was a very nice one. It's like where everybody knows everybody. And I was studying, I was sitting next to this lady, and when we got to talking, I knew she was in real estate, so I said, are Can I just ask you a question? Are you you know? What do you do? And she said, I'm a manager of new homes, and I pulled out my book and showed her that I was there to study, even though I hadn't started yet, and she recruited me right there to go to vintage estate homes. Interesting.

Tracy Hayes  11:33  
I didn't study how long you were there, but so looking at your start at Vintage and your previous experiences, and even moving forward from vintage because you work, you've worked for a couple brokers before getting here at Heron, but what did you take from your experiences at continental in the you know, the wedding planning, any of those other experiences that have helped you accelerate your Real estate career,

Nikki-Lyn Holm  12:00  
the relationship. It's all about the relationship and just really caring about people. So whether they are, you know, booking their dream vacation, or they're changing their life in a health club, or they're planning their dream wedding, or they're buying their dream home, this is the most important thing that they are going through, and it's, I just love a good story. So, you know, and I love people, so it's just a natural thing to take,

Tracy Hayes  12:27  
what do you what do you do to sometimes, you know, sometimes our pace in life, we move over. And I'm sure you have to catch yourself, because no one's perfect at what you're talking about. But, you know, there's some people that make it's easier to build a relationship because of their personality, or whatever it is. There's some binding, but there's sometimes you, what do you do mentally? To say, whole second, I need to slow I need to slow down. Here, a second, I'm not, I'm not building a relationship as I want to you like because I imagine you know this pace of our the real estate business right now, people are calling in. But there's probably sometimes you say, You know what? I'm not spending enough time with Mr. Mrs. Smith. I need do you guys that go through your mind to say, Let me hold on. Let me step back and reevaluate what I've done so far, and then hold on. I need to spend some time with him or have a conversation with him to build that relationship. Do you go through or is it coming naturally to natural to does it really, it's to me, it doesn't come naturally. I'm moving at I'm moving it. I'm a bottom line person, very direct. So I'm trying to get it done for you. You're a D, yes, hi, very high.

Nikki-Lyn Holm  13:31  
I'm a high. I Yeah. So it does come naturally. Yes. You know, we all have to work on that, that stretch part. So I have to work on the D. But the influencing the high, I the people that's just

Tracy Hayes  13:44  
comes natural to you. Yeah, I do. I do have to, sort of have to think about it, you know, you know, I I have conversations people find it weird. My wife does anyway. I'll pick up conversations with people I went to high school with, people I've gone to college with that I might not have seen in years. And I'll pick up like we've been talking all, you know, every day. Yeah, I just pick up and start talking in the odd thing is, I don't also don't have that natural thing to, hey, how your friends and family? Because I assume you'd tell me if there was something wrong with your friends, you know, your kids or family, right? I'm talking to you. So I do have to think about that. I don't know how it was built into me, but that's something I have to actually work on. I has to slow down and say, Oh, awesome. He asked me about my kids and their natural conversation. I should ask him about but you want to do it, but you want to do it with care. The thing is, it's not that I don't care. I didn't ask because I don't care. I just, you know, I just assume everybody's great. It's just

Nikki-Lyn Holm  14:41  
the way your brain works. Yeah, yeah, yes. And it's funny when, literally, in the last week, one of my couples from 12 years ago that I helped Mary, they've really, they've relocated a couple of times over. Now they're in Cincinnati. We've been Facebook friends, and. She just reached out to me. Now we haven't really right because, you know, first of all, Facebook monitors what they want you to see, algorithms. But you know, occasionally I'm sure we're seeing each other's photos and liking and commenting, but yeah, they reached out to me, and now it's coming full circle. Now I'm going to help them relocate back.

Tracy Hayes  15:20  
Cool, cool. So you, you went through the bistro, was there. Now you're in the real estate. You're, you're sitting there as a site agent, right? Yes, pretty much, yeah. So now what transitions you, or does something happen with vintage estate homes that moves you into the retail out on the street? Yeah, so to speak. What happens here, okay, so or what led you one way or another, somehow you got into out of the site agent world.

Nikki-Lyn Holm  15:47  
So they promised me, Ponte Vedra. I was a brand new agent. They promised me Ponte Vedra, and then they sent me to the west side. And that's fine. West Side, best side

Speaker 1  15:55  
gonna start, yeah.

Nikki-Lyn Holm  15:58  
And it was what it was what it was. It was a good learning experience. But actually, my husband showed up two days before Christmas at my model house, my current husband, at the time, we had just met via Facebook that month, and long story short, yeah, after we met two days later, we went on our first date. 13 days later, we're building a house, and four months later, we're married. And when I resumed to your question, did

Tracy Hayes  16:32  
you guys go to Vegas or No, I had to have the fairy tale. Okay, yes, in four months.

Nikki-Lyn Holm  16:38  
Wow, that's I'm a plant. I can make things.

Tracy Hayes  16:41  
Well, I guess you did work in the wedding planning, exactly.

Nikki-Lyn Holm  16:44  
Yeah, but yeah. And then I realized that I needed the freedom, air quoting, freedom of being in general real estate. So, Oh,

Tracy Hayes  16:54  
so you're one of those that thought that you could make your own schedule. And where's the wine? It's the afternoon. This is an afternoon show. Normally do morning shows, and I know there's some people watching, going, Yeah, you guys should be drinking a glass of wine right now. Yeah. So you weren't there very long.

Speaker 2  17:12  
It sounds like I wasn't right, no, long enough to

Tracy Hayes  17:15  
get a taste of what what was going on. Yes. So you leave there what leads you? And like I said, we mentioned before, I mean, if you don't want to mention the first program, but what led you to your first brokerage? There's new agent out there right now. I think one, one of the things I see with new agents that I meet is a lot of them don't take a few minutes up front to go and actually find out what the other brokerages are offering. Now, I will give you guys some insight, because I talked to different agents from different brokerages, all of you say the education provided by the brokerage. So let's eliminate that from let's call that, call what it is. Everybody has good, good education according to the person who's there, right? Yes, it

Nikki-Lyn Holm  17:55  
really comes down to who has sold us on partnering with them, right? That's, that's really what it is. And I had relationships at Keller Williams, and the education was there. So, you know, there's

Tracy Hayes  18:09  
any of the large brokerages have they want? I mean, obviously they're sitting there on a daily basis saying, How can we recruit? Well, everyone has to provide an education platform. The difference is, you and I know that people educate themselves different ways, absolutely, so one brokerage may provide it a different way, maybe having more in more formal classes versus informal, whatever works for you, and that's the way you got to go. But you those new agents out there, though, how important is it for them to to really go and not only interview with some of the brokerages, but reach out to some of the top agents and say, Hey, what's going on? You know, because you've worked for a couple different what was some of the positives and negatives of some of the brokerages that you were at that, you know? Obviously, you know, we're turning around, what were some of the positive negatives from those that led you to go to Heron,

Nikki-Lyn Holm  18:55  
I learned something at every brokerage and each season of where I have been to where I am now. I do not regret, you know, the larger brokerages, you have just more support on the sense of, you know, more people, more resources. They tend to be more of a well oiled machine. But I'm also not discounting the smaller brokerages. You know, that that put people before property right wing queen. And, you know, there's something, I mean, that broker that I worked with, he, he's who I consider a mentor, and he was truly available.

Tracy Hayes  19:35  
I mean, we'll mention how because Howard's been on the show. Howard's been on the show, and everyone who's either work with works with Howard, or has, you know, maybe left round table, all has positive because obviously he's passionate about what he does, and his his level of relationship building with you guys and showing that he cares has impacted all of you. I feel

Nikki-Lyn Holm  19:57  
like if I were to be a. Man and a broker, I would be Howard

Speaker 1  20:02  
broker, I don't know, but the man, if I

Nikki-Lyn Holm  20:04  
were, I'm not transitioning,

Tracy Hayes  20:07  
I would be like the rock,

Tracy Hayes  20:13  
internally, internally, caring. We love you. Howard, just because we're doing a 30,000 foot level overview of you know how things dope. So you have transitioned to the different brokerages because you actually had the coastal home group at the last brokerage. When did the coastal home group come together? When did that start to develop in your

Nikki-Lyn Holm  20:42  
actually, unofficially, 2017 it was, we were also known as another name. And then by 2019

Tracy Hayes  20:52  
the coastal home group. So how many people make it? Tell us about the coastal home group. What makes it up we are. Tell us about your team.

Nikki-Lyn Holm  20:58  
Okay, I have an amazing team. We are five at the moment. Had up to seven looking to bring on a few more people this year. We're all women.

Tracy Hayes  21:07  
I don't know if I find that common. I find that common.

Nikki-Lyn Holm  21:10  
I don't know if we're discriminating. Am I gonna get in trouble? Hey, that's

Tracy Hayes  21:18  
that's out there. No. He's looking for some good quality male agents, so give her a call.

Nikki-Lyn Holm  21:27  
So it's all about the right person.

Tracy Hayes  21:28  
So I mean, how did it start to just want another agent approach you? Is there something like you said, You know what? I really want to expand my business and form a group and lead others. What actually, you started the nucleus of the group?

Nikki-Lyn Holm  21:42  
Well, we have a common denominator in my group. We are all busy moms, and I feel in today's world, it's it's a microwave society. Everyone wants what they want now, yes, and they want us actually yesterday, but yeah, correct, and they want us now. And sometimes it's funny, I've had clients show up into town and then say, Hi. Can you show me homes in an hour prior to you getting here? Little notice. So I think that's one of the biggest challenges for what we do, is the demand. Because, you know, there are days that you wake up working and it goes until 1112, o'clock at night. Yeah, and I also have four children, and every one of my team members has children. So we've created a concept where, you know, we are here to serve. And I feel, I hate to put it out there that we work 24/7, because we do need sleep, you know. And we do have life, and

Tracy Hayes  22:36  
we there's no doubt, I'm sure it keeps you up. I mean, especially in today's with the demanding offers, or maybe you put forth an offer. You're like, Damn that. I put forth the best way that I structure it the right way. And you're, you're waiting, hopefully, you know, tomorrow, the next, following afternoon, to find out if your offer was accepted. I mean, these things, type of things that keep you up. It's not, it's not just your buyer's deal. You worked hard to get that buyer, then find them a home that they like. Then you, of course, right now, you're working really hard to structure that deal to the best of your ability, that hopefully it's, it's accepted, or at least considered in the top two or three I mean that that it's extremely stressful. So even though you may not physically be working, your brain is working all day, all the time, and speaking up at night, and

Nikki-Lyn Holm  23:21  
we can't be in two places three, you know, once. So I feel for us and our needs. Team it, you know, we're

Tracy Hayes  23:28  
so it was, there was more of being able to provide that customer service

Nikki-Lyn Holm  23:33  
and find balance. I'm still looking for balance, right? But we find it. But you have to take, for this year fine balance,

Tracy Hayes  23:43  
yeah, you have to take that time, you know. And you are not the first person, or I know you're not the last person. We all talk about that, and our business of real estate is feast or famine, because, you know, if you know, well, you weren't in the business in 2007 and eight the summers of 2007 eight. I mean, we're like, phone, ring, phone, you know, it just, you know, in crickets. And luckily, we made it through and stayed on long enough to catch the next ride, we know. But like, it's life cycles, there will be a downturn. So we run, run, run, run hard, you know, when it's there and and we take the breaks when we can, or hopefully, but in this case, you've trying to create that group so you everyone has coverage, and everyone has a common need for each other,

Nikki-Lyn Holm  24:29  
exactly, and so that someone can take a day off and enjoy their birthday and, you know, well be and at the same time, be there for the client. Walk throughs. And because we are full service, we don't just, you know, show up in the beginning of the end. It's the whole process and and I think that's what

Tracy Hayes  24:45  
everyone understands. What goes around, comes around. They may have to cover for you today, but sure enough, two weeks from now, something's going to happen. Then they need to, they need to reciprocate. Yes, all right, so we talked about Howard being a great broker. You're leading people. Do you have some new agents on this team that are fairly. You fresh in the business.

Nikki-Lyn Holm  25:01  
I do. I have Tara masters and Jenna barley.

Tracy Hayes  25:04  
Okay, so you got Tara and Jenna are fairly new. What did you learn from Howard? That you imply with Tara and Jenna, that's a good one, right there.

Nikki-Lyn Holm  25:15  
Well, just to be there for them, if they you know, whatever, if they're calling whatever time it is, yes, because he didn't shut he didn't shut it down for me, and I don't shut it down for

Tracy Hayes  25:27  
them, right? When you talk about losing sleep, you have to ask if someone's calling that late at night. And we all try like, Oh yeah, okay. We want to, like, train our Yeah, if you're working with a regular referral partner or whatever. And you know, you know, hey, this can wait till tomorrow morning. I'm gonna let them. You respect that. But there are, there are, especially in this market right now. I mean, if you don't get that offer in, or maybe you're late to the game and they want, they want everyone's final and best by five o'clock, and you showed the house at three, well, you got to, you better get that offer in. You got 120 minutes to get it in, whatever those situations arise. But you're calling for that. I mean, he was present. He was he was there for you. He was available. What do you think that makes Tara and generate? What's the feeling that you want to give them? What's when you do that? What are you trying to instill in

Nikki-Lyn Holm  26:17  
them, that people matter and customer service, and not because it's still custom, it's customer they're internal customers. Yes, internal, right? Yeah, yeah. So just,

Tracy Hayes  26:32  
do you find one of the biggest challenges of new agents anytime during and not just now, anytime, is confidence,

Nikki-Lyn Holm  26:39  
yes, yeah, yeah. But you know, yeah, that that is why they love having they have the support. Jenna was at a brokerage where she had no support. They weren't local, and you know, when she came on board, she had a deal, we were able to walk her through it. And since then, she's well, more than two but a few challenging situations, and the team has helped her get through it.

Tracy Hayes  27:02  
I think almost every situation is challenging unless your customer, your customer, walks in right now and says, I got cash and I'll pay $100,000 over asking I want. And then that's an easy one, exactly. But everything in between, right is tough right now. So going back to some of the basics that the great, successful agents have, how has education of the industry on all aspects played in your your success?

Nikki-Lyn Holm  27:29  
It's monumental. I mean, it's like Michelangelo says, I am still learning. I mean, we just, we just went to rebar on Friday, and it I actually had our support staff go to so our Director of Operations, Jane polonaise, and Amber Marcy, who's newer in the position of marketing director, and there's just so much to learn always, right? Not only are we learning from, you know, each transaction and the people that we encounter when we're serving them, but just in you know, from from our peers. We're just always learning and pivoting.

Tracy Hayes  28:03  
One of the things I know you do is you do interact with a lot of top agents all the time. You have a lot of friends. They're working for different brokerages, whatever, but you do interact with them. I'm sure you talk shop, tell some stories and laugh and drink wine. How important you think it was for like that support staff to go into a room at rebar last week, and, you know, there's, you know, roughly 1200 agents, and to see these other humans involved in the same thing they're doing. Because sometimes, I think we get caught in our own little world. We're only in our own little office. We don't realize all this stuff is going on, and how many people are out there, and there's plenty of business for everyone. There's different certain, you know, circles everyone's in, and the millions and millions of circles there, of course, you know, social media brings those circles in, but, but especially for that support staff. Can I imagine? I mean that I don't have if you did not bring your support staff, I think you ought to think about it next year, because I think you made it make a good point. They got to meet other people in the business, just like you do. Yes, if there's a really good transaction coordinator with another, you know, team or something, I mean, they hopefully in Iraq. Now, there is a challenge for you, because you want to keep your employee, so you got to pay them well. But that's part of the deal, trust me, if you are not feeding them, educating them, and obviously paying them a reasonable wage for what they're doing. They're looking anyway, absolutely.

Nikki-Lyn Holm  29:28  
I do want to give a shout out to the selling with CC team, because they were welcoming of taking in amber for a couple of hours. And so she was, Oh, interesting.

Tracy Hayes  29:38  
Okay, yeah. CeCe loves CC. She was my first episode. Yes, she's the number one episode. She is actually still her and Christina Welch are still battling there for the most downloads in the day. It's every month. Yeah, they're, they're both great in what they're doing. Yes, yeah, run two different, totally different teams the way they structure themselves. I. Actually gone through my mind since both of them have been on to actually have both sit here and talk about the pluses and minuses of how they run their teams, because they're structured differently, yes, and both under Keller Williams. So it makes it do, takes that, the brokerage out of it. It's just, Hey, how are you guys running? Why does CC think this way, and why does Christina think this way? And both of them are successful.

Nikki-Lyn Holm  30:20  
Yeah, it just goes to show you that there's not just one way. Yes, it's Yeah, yeah. Also different.

Tracy Hayes  30:27  
So how? So we're talking a little bit about education you are leading. You know, I'm big on the on the personal that's where I got these books here. And you're gonna get a copy of Ryan over here on the personal development. I like John Maxwell's another one of my favorites, yeah, what do you? What do you? Are you a podcast? Are you a book, reader, Article reader? What do you like to do?

Nikki-Lyn Holm  30:47  
More of podcasts and articles, but I am a huge John Maxwell fan. Yeah, the book that changed my life over 10 years ago was today matters, and it was just whole mindset and then currently dabbling in the 21 laws, yeah, yeah,

Tracy Hayes  31:05  
that, and that's when you can read over and over, yes, that's like a textbook. You have to go back and reference it, yeah, yeah.

Nikki-Lyn Holm  31:11  
It's, it's actually a class. My NUMA life has a class on it, leadership class.

Tracy Hayes  31:15  
Yes, I was fortunate enough three years ago to go to his event over he has it at the Marriott in Orlando. And, yeah, they, they give you the materials to teach it. They've restructured things since then because they are trying to produce you can go a coaching route or speaking route. And they, you know, if you really want to get into that and follow John Max, they give you the materials for, you know, his top books that they they've got there. So is there? I think I know the answer to this one. I wrote, I wrote this question down. I mean, but this might be multiple people, because we've mentioned Howard already, okay. I mean, is there who are other leaders around you that when you run into a roadblock, or maybe a thought that you have, that that you reach out to for advice? Oh, well, it

Nikki-Lyn Holm  32:01  
really is your long list, short list. I've reached out to Josh Rogers. He's great. I've known him for years before we both got into real estate. Have you had him on your show?

Tracy Hayes  32:11  
No, I have not. Yeah, I have been told. Yes. I think I have reached out to him once. Okay, yes, well, you have to ask again. Yes, there's certain people. I try not to book too far in advance, because it's like, I almost like they think they forget about the booking. Because right now, I'm about two months out, so but he is on the he is on the relative shortlist.

Nikki-Lyn Holm  32:33  
CC is always there for me. Good old Facebook direct message if I have a question, she answers. I reached out to Melissa Ricks, Shonda campanero.

Tracy Hayes  32:43  
Shonda is very popular. I see She seems to like she hands on everybody. Yeah, she is coming on the show her and Melissa Ricks are going to be here together, actually. So, yes, I'm calling it the power hour. That will be, I want to say it's the 18th. I'm not mistaken. I have to go back and double check that. I think it's I want to say it's the 18th. I'll get it out there. But yeah, they will both be on so I think I don't know if we answered, do we what led you? What was it about Heron that led you to that? Because there have come on the radar screen last two years, roughly, yeah, yeah,

Nikki-Lyn Holm  33:20  
actually, just in the season of where I was at, I needed to make a change, and I explored four brokers at that time, and they were just so kind, and I love kind there. They were just nice and kind and friendly. And we are very like minded. And, you know, I just, I just really respected them, right? And and anytime their name would come up, whether it was Howard or someone else, Cece, I'm sure I've talked to the I threw their name out at a few people, no one had a bad thing to say, right? And so it just makes sense to me.

Tracy Hayes  33:59  
So as a to help us out here, as you have your group Wait, because you're looking to move everybody, right? You did. I mean, this is this a consensus? Because you had the group, you've had the group years, yeah, how do you go back to the group and let them know? Hey, this is where we're at. And I think we need one direction.

Nikki-Lyn Holm  34:15  
Funny enough at the time that I made the change to Heron, I had one person. I had it was, it was that time in my other agents career to go on a different path, right? And so for about a day, I had a $30 million book of business, and it was just me and my support staff who is no longer here, which is, everything happens for a reason. She got a great promotion on another opportunity, and then I was able to bring Jen on shortly after, but the very next day that I lost one, I had another. Tara got licensed, so it was totally God.

Tracy Hayes  34:51  
Let's talk about the challenge you you had in your first year, versus what are your challenges today?

Nikki-Lyn Holm  34:57  
Oh, that's a good question. Yeah, first year. Is, you know, you get licensed, and you think, pass that test, and I'm ready to go. And then as soon as you start doing transactions, you realize how much you do not know that. You know, there's the book of, you know, legal, but then there's doing the business, the business, yeah, and so I just, I don't even know if I'm answering your question. Well, how

Tracy Hayes  35:23  
did you, I mean, let's talk about, how do you, you know, the first agent comes out. I think, you know, obviously the one of the things they should be talking about with the brokers they may be interviewing with these newly licensed agents. For some brokers like to take in more than others, you know, how are they going to help you get that first business? What are some of the things that they had in? Do you remember some of the things that that you, you know, come in? Or did you have a deal like right away? Because I did have you just answered the phone at the right time or family or something,

Nikki-Lyn Holm  35:52  
or the first so I did not elicit business proactively for the first three to four years of doing real estate because I had little babies. I had, you know, I had four children under the age of six, and that was an overnight situation. So I wasn't ready to be aggressive about procuring business. But I had that mindset. I had an encouraging neighbor who is a woman, she has she's a woman. She owns her own business, and she sought so when I was in Disney, she messaged me because she had a situation with a realtor where she wasn't getting information. So I late at night answer some questions, and from there, she encouraged me to really start doing it as much as I can do it.

Tracy Hayes  36:41  
So I was like, you more or less kind of part time again, the kids

Nikki-Lyn Holm  36:45  
well, and I hate to say part time, because I don't do anything, but yes, I was like, Okay, God, whatever you want me to have. So my first year, I think I did seven deals, but they were all from

Tracy Hayes  36:57  
solid, your first year for a lot of agents, 714,

Speaker 1  37:00  
yeah, yeah. I think it's 1415. Now it wasn't,

Tracy Hayes  37:03  
wasn't jocelyn's 32 that she had her first year. But I'm sure she was working a lot harder than you were, if we want to call it part time, but casually

Nikki-Lyn Holm  37:13  
trying to make me compete with Jocelyn.

Tracy Hayes  37:16  
Well, she's fresh on our minds from yesterday, but she's great. I guess I want, what I want to dig in, I'm trying to get out of you is a little bit of, you know, I want to, I want, like a new agent, to be able to listen to us talking here, and, you know, what are some of the foundational things that you learned, whether it was in the first 15 minutes you were a realtor, or it's going you, you know, seven years to learn systems, systems have to specifically system sample,

Nikki-Lyn Holm  37:48  
systems with tracking your your leads, systems in how you do the process of the transact. You know, the whole real estate transaction, just having systems that make your whole process. And these

Tracy Hayes  38:01  
are, you don't have to create a wheel, a new wheel here. There's plenty of people who can, yeah, share with you. You may tweak it.

Nikki-Lyn Holm  38:08  
Reinvent the wheel, right? You can just make your own wheel better. I mean, so my first Director of Operations was Tierra sketcher, and she was a teacher turned real estate agent, turned stay at home mom who wanted to get back into the into the workforce part time, and so I was willing to bring her on working from home, because mom to mom, I get it. She was phenomenal. She helped us implement systems that were just game changing for where we are today, at what level.

Tracy Hayes  38:39  
Because I think this is probably the biggest question you're hearing a lot. Question you're hearing a lot, because there's a lot of agents that have started off, and especially the way the market is are fairly successful early is when, in this case, that was like your first hire, right? I mean, this way, at what point did someone senior to you, or a broker come to you say, hey, you've you're reaching a level you probably really need to look to have someone doing this for you.

Nikki-Lyn Holm  39:04  
No, you know, it's funny Keller. So we, we went back to Keller Williams because we wanted to go from entrepreneurial to purposeful. And so Gary Keller has a whole book and a system that, at that time made sense, and it's, you know, not to knock it, but we actually started hiring a little bit before we would be ready per number, because of our balance as moms. So I just really felt that it was important to we

Tracy Hayes  39:36  
but you had to make a point, like any hired has to do that first, especially, first hires is you're coming out of your pocket with this, and it's like, Oh, what is no one calls tomorrow. You have

Nikki-Lyn Holm  39:47  
to be at the point where you're pretty consistent, though. Yeah, so there's that. I mean, we, we had grown, you know, from each year, almost doubling.

Tracy Hayes  39:57  
So did you feel you were you? Hitting that lid like John Maxwell talks about the law of the lid, you feel like you were hitting that lid like

Nikki-Lyn Holm  40:06  
I knew what was coming. I knew we were getting close to that. Yes, we were almost so. So we hired Tiara back in July, and then by October, we were ready for our first agent.

Tracy Hayes  40:17  
Now I the obvious the answer was that lifted that lid for you? Yes, obviously this is a success story, but so many people reach that lid and they're just so afraid. You know, I like the way when the loan group that I follow the mortgage market, animals, Carl white, you can have 100% of a grape, or you can have 50% of a watermelon, what do you want? And sometimes you have to bring on those assistants that to go after the watermelon and to bring that kind of volume to and obviously increase your, you know, earning potential and everything.

Nikki-Lyn Holm  40:53  
Who said it was it, was it Wendy's, or if you build it, they will, know, Field

Tracy Hayes  40:58  
of Dreams, yeah. If you build it, they will, yeah. I mean, it's like anything else. I mean, maybe if the market goes sour, yeah, you gotta lay people off. That's life. That's, you know, hey, the business is not there. I can't keep you on. But obviously, yeah, you don't do it if you don't have, you know, like I said, the regular business, or like, you started, you had some savings, yeah, you want to make sure you have some nest eggs. I mean, we talked about Melissa rich earlier. She has a staff of four assistants in her. Her business is so blown up because she went after the watermelon versus just having all the grape.

Nikki-Lyn Holm  41:31  
I respect that. Yes, yeah. But enough to the newer agent, I would just say you have to be ready to to put in the time like there was a sacrifice for a few years of just being away every weekend, or pretty much every weekend.

Tracy Hayes  41:46  
Yeah, I mean, it's real real estate. I mean, even the site agent world, you know, weekends you got, you know, unless you're, you're, you know, really good that you can control. But in this, you know, house in my neighborhood and a friend of mine, agent had it. Obviously, it went on the market on Friday, by Sunday night, they had their offers. And on Monday they were telling who, who got that offer. That was the entire weekend. There wasn't like, Okay, we'll come in on Monday. I'll take you to the House on Monday. No, there was no Monday. He was you got to go now and then. Sometimes that happens, but that's why you get paid. What the money you can make because you're working those hours that a lot of people don't want to work. Yes, it's Yeah, I think yeah, that is the joke of the industry, the oh, I'm going to be a real estate agent so I can have my flex time. I can go, yeah, yeah. Maybe you can schedule your day, because you can schedule your day for a little bit to pick up your kid or something like that. But don't think you have this, you know, hey, I'm gonna be home at five o'clock every day. And you know, I'm not gonna be sitting there working on a contract or something at nine o'clock at night.

Nikki-Lyn Holm  42:47  
And especially in this market, a house hits, you have to go now, yeah.

Tracy Hayes  42:51  
So, yeah, it's only gonna be a, you know, if they let it go a couple of days, right? No, some people are they should, you know, taking, like, the first offer and, like, walking. I was like, Yeah, dude, now just a couple of days. That's all it takes, one weekend, and you can cover because we touched on this several times now already, but the people you surrounded yourself with, if someone's a new agent, or maybe they're not reaching, maybe they're reaching this lid, and their lid may not be up here. Maybe it's down here, and they're they're just getting by and not making the money that obviously, that other people possibly are making, not that you shouldn't measure your people yourself with someone else because you're a different a new agent should not be measuring themselves to you, that you know, they're at different levels, but to go and knock, you know, get on a phone call and have a cup of coffee. I think Shonda caponero had a post on Facebook a month or so ago, she said she was gaining weight because she was having to make lunches with people.

Nikki-Lyn Holm  43:45  
I then the funny, funny thing that she said that that same week, I wanted to get out with my friend, client and friend, and I said, let's go get pedicures, because she's right. The the networking and the dinners and the lunches and the coffees, it all adds up. Yes, it's a struggle,

Tracy Hayes  44:03  
is it not? Though, you know, as they they say the, I think, what they mentioned that rebar, I think this past weekend, you know, it's sharpening your sword. But you know, if you're going to cut the tree down within an hour, you need to take the first 40 minutes of sharpening your AX, because, and that's where you're sharpening your AX, is spending that time. Maybe you'll get pedicures. You're You're dual purposing the meeting, but you're sitting there talking and you're learning and educating. And I think so many you know, they say it's lonely at the top. It's lonely at the top because the there's people that are, I wouldn't say, don't see, you use doubt you know that are newer that should be calling the people top, because the people at the top, a lot of they want to give you the information. They want to tell you how they did it. They want to come on tell the other story, because they want to share their experience with you and say you can do it too. There's funny the I always that's one thing I like about John Maxwell was you're living a life of abundance and not a life of scarcity. Yes, right? Yes, that's one thing I.

Speaker 2  45:00  
Love about it. Yeah, yeah.

Tracy Hayes  45:01  
Three keys to success. What is Nikki Lynn's three keys to success?

Nikki-Lyn Holm  45:07  
Is that a standard question they ask that's

Tracy Hayes  45:09  
sort of I sometimes I get to it. Sometimes I don't

Nikki-Lyn Holm  45:13  
three keys to success.

Tracy Hayes  45:14  
If you were, if I you, I'm a new agent just started, and they said you, you can only give them three wishes. And these are the three things you're going to tell them that they need to do, and 10x and 10x Grant Cardone it, yeah, all right.

Nikki-Lyn Holm  45:27  
Embrace failing forward. Okay, and then learn from it. The fortune is in the follow up and the six second rule

Speaker 1  45:37  
that when you drop food on the floor,

Nikki-Lyn Holm  45:41  
five second rule six. Second rule is when you want to be a morning person. And listen, I'm really not, but we all know morning people get more done, and when you know there's certain days you just have to be most days that n and y in my life, but you set the alarm and then you actually count to six, or is it five? Robins, Mel Robbins, right? Is it five? Well, it should be six because there's before

Tracy Hayes  46:12  
you press the snoozer, before you roll out of

Nikki-Lyn Holm  46:15  
bed, no snoozing. There's no

Tracy Hayes  46:17  
snoozing allowed. Yeah, there is no, you know, a lot of people probably watch that. David Goggins, he does a great review on Rogan, but he's got bunch of YouTube videos. And if you really look at the and look at some of the greats in we mentioned rock Dwayne Johnson earlier. He I follow him on Instagram. That guy, he lives in Hawaii, so it is nine o'clock here, a five hour difference on the east coast. But he gets up at 4am he does his cardio, and then he eats breakfast, and then he goes back and clangs and bangs the weights, is what he calls it, clanging and banging, clanging and banging. And so, you know, because that's his that's his life is being fit. That's obviously part of his character. Hence he's a rock, and hence he's a rock, and that's just, but if you think about that and apply that to your life as a real estate agent, yes, lifting weights is not but, you know, maybe getting a little workout for some positive energy and staying healthy and looking good as part of the, you know, part of the deal too, you know, and staying healthy. But there's that time, if you you know, you again, some of the greats. And we can, you know, names that everybody knows. They are up early, and sometimes it's just meditation. They're just thinking about running, running things through. This is what I'm going to do today. This is what I need to get done today, and that sort of thing. And that's part of their success.

Nikki-Lyn Holm  47:33  
They feel. I find that, you know, when the workouts and the prayer happens early in the day, the day is better,

Tracy Hayes  47:40  
yes, the positive thought. That's why I like to listen to podcasts. Or you can podcasts. I put a message out. I did a little short video the other day and put on my personal page. Yeah, why? Why do you listen to podcasts? You listen to a podcast. There's other things you can do, but the listening Podcast is your most of the time, you're getting a positive message that's motivating and inspirational, because you're hearing someone else's story. This is how they did it. And generally there's a positive but the first thing you mentioned was failing forward. Yes, give me an example of something that in that failing forward, because I probably you probably have in we don't have time to talk about them all, so I'm adding asking for one, because we all have done it. Most people fear the if you have not failed. You have not tried. Is the is the saying? Right? I mean, what are some? What is something you did that you would tell someone, don't even bother do that. I did it. It was a disaster.

Nikki-Lyn Holm  48:31  
This is a tough question. I failed a lot. I just want one. It shouldn't be a hard one.

Tracy Hayes  48:40  
I think we all failed something in marketing. There's something more marketing that we all because everyone does a lot of trial and error in marketing.

Nikki-Lyn Holm  48:46  
Yeah, that's true. Yeah, that's true. I mean, you have to embrace the going live and being okay with messing up. I mean, hence this podcast. This is my first podcast. I fumbled on a word, you know, what am I gonna beat myself up over it? No, next time I'm gonna ask you to have wine in a cup. For me,

Tracy Hayes  49:04  
there has been debated to have them later in the afternoon and go with the wine. The problem with the champagne show we had, I had to go clean the clean the tablecloth afterwards. Steve Kyles, who's his mortgage market animals, who I listen to. He says it great. If it's something worth doing. It's worth doing badly. And he plays it a lot. I play a lot on the video. I've been in front of, I've been in front of 70 loan officers. Said, who does video? No one raises their hand. It's like, dude, just get in front of the camera and show you that you're real. Mess up, because if you're too

Nikki-Lyn Holm  49:38  
perfect, yes, yeah, I have one now, it just came to me. Okay, okay. So two, about two years ago, I went, I was invited to a conference, little a day conference, and we, it was put on by a marketing company that supports real estate, and we hired them, very expensive, and one of the. Offerings was green screen videos reading from the teleprompter.

Tracy Hayes  50:06  
Oh yeah, you got to practice. That's not

Speaker 2  50:09  
a natural thing. It's

Nikki-Lyn Holm  50:10  
not natural. It's not authentic. We spent 1000s of dollars on it, and at the end of the day, I'm still trying to figure out how to get them off YouTube. You know they were probably be saying, right now, I'm

Tracy Hayes  50:22  
doing 100 videos in 100 days, because I actually had in the last week, and I may have told you this last week, I literally had two people ask me if I still write loans. I said, Yes, I still write loans. I love my podcast, and I love because, you know why I do the podcast? Because she has to shut off her phone and we can have a conversation. I really get to know you and so you know, I leverage. So I've also to me, this is my own podcast, like, as I get a high office, you know, listen to others Podcast. I'm actually live in the podcast, and I get the high off listening your stories and so forth. So it's kind of, it's a multiple purpose thing. As a lot of things I do my life should have multiple benefits from it. Where was I going with that I was gonna say something I hate that when it happens.

Speaker 2  51:05  
No, go ahead. Go ahead. And maybe you'll ring my well.

Nikki-Lyn Holm  51:08  
And in those tips I do every day when I'm getting ready, I listen to something positive.

Tracy Hayes  51:15  
That's what that's that's okay. Thank you. The Hunter videos, yes, yes. The hunter videos. So you have to remind people, but the 100 videos and getting out there, and a couple years ago, when I first started doing them, I'm going back to them, because I kind of took some time off. I started doing the podcast stuff. Now I'm doing some people like, are you scripting that? I'm like, No, it's stuff that I know I think through in my mind, and I just go with it. And there's sometimes I fumble with a word or whatever, but it's only a 62nd 92nd video. And like, how many people are actually watching and the people who love you don't care.

Nikki-Lyn Holm  51:48  
No, have you seen any of my research? Because I have a similar goal. I'm trying to get 52 videos out for the year. Okay, one per week.

Tracy Hayes  51:55  
That's a right direction. Are you putting on Instagram or Facebook? I have not seen them

Nikki-Lyn Holm  52:00  
because Facebook suppresses them? Well,

Tracy Hayes  52:02  
there's probably some things you're talking

Nikki-Lyn Holm  52:05  
I'm still learning, but anyway, I will invite, I'll send them to you, or figure out a way over the next week with marketing, my marketing girl to to make

Speaker 2  52:13  
sure that Tracy's page. Yeah, okay, yeah.

Nikki-Lyn Holm  52:16  
So actually, I have embraced the imperfection i I've always been that, like I'm the first one to call myself out. I am not perfect. I make mistakes daily. As a mom, you know, as as as a human, as

Tracy Hayes  52:30  
friend, you're talking about throwing it out. You know, Daniel will attest this, because we talked through especially, you know that first 1015, 20 podcasts that I was doing, catching myself and I still, because I listen to the podcast auto, you know, the auto when it goes out on Spotify and Apple, I'll be driving, I'll re listen to the podcast again. And some of the things that I was doing, actually, I call myself. One of them is on a couple episodes ago, right? Saying, you know, because the mics picking it up. And so while you're whether my guest is talking, and I'm like, but I don't have, if you verbally do it on the podcast, it doesn't sound good, right? So those are things you work through. I mean you. And the reality is, most the time, we're we are our biggest critics. We are, and no one even noticed it.

Nikki-Lyn Holm  53:14  
Someone noticed it, but they love haters will notice the haters will

Tracy Hayes  53:21  
notice it, and there will always be those the other so, all right, we've been on an hour, so I'm gonna wrap this up. I got few these are my standardized questions. These are standardized. Oh, there's more. Is it more important who you know or what you know?

Nikki-Lyn Holm  53:35  
Knowledge is power, but who you know I hate. I'm gonna tell you a quick story. Back when I was 28 I remember this very well. I had this beautiful friend. She looked like a supermodel. And, long story short, I went, actually, I went on a trip to Hawaii, and came back, and she was hanging out with my boyfriend. And he was influential. He works. He worked on a radio station, actually, and and then some. And, you know, one of her comments to me was, it's not a matter of what you know, it's who you know, Nikki and but, but I had the last laugh, because we did this nine mile race, and she's, you know, longer and leaner, but I was like, in that last mile right past her. It was great, but, but I used to hate that. She said that right, because I was going to college and she wasn't. She was just beautiful.

Tracy Hayes  54:26  
The people were getting to know her because of her looks. But that only went so far. Yeah, there's no doubt that beautiful people will open doors, open doors, but it will only get you that far.

Nikki-Lyn Holm  54:35  
True it is. It's a little bit of both. I really think, yeah, yeah.

Tracy Hayes  54:39  
Travel bucket list. You've been a lot of places. Is there any place that you have?

Nikki-Lyn Holm  54:43  
Yes, I want, I really want to go to Ireland.

Tracy Hayes  54:47  
That was a popular one. Yes, actually, if there's been any one country, I think it would be the number one. Really, yeah, I

Nikki-Lyn Holm  54:52  
can't believe I haven't been but my family were it's either going to be Hawaii or to Colorado to ski. That's our next big family show. That's.

Tracy Hayes  55:00  
And Colorado has been on the list too. On there. Alright, so here's my last question. I'm a loan officer. You obviously are successful real estate agent for my loan officer friends out there, and for my book, what is the number one thing when you with your referral partner? Okay, because I've seen you hang out with a lot of loan officers, but I think they're just hanging around you to make it look good. I don't even know who you use directly, but what is the number one thing you require of that

Nikki-Lyn Holm  55:28  
of the lender? Of the lender? Yes, trust communication. That's you asked for one thing, but being able to trust them with our client, and that, I

Tracy Hayes  55:37  
think trust and closing on time is like, okay, that's required, right? Yeah. I mean closing that time, you know, you wouldn't work with them if you didn't trust them.

Nikki-Lyn Holm  55:45  
Really, exactly, yeah, what is it under promise of, over deliver? Know how to take care of people, right? And I so I'm very picky about who we who we partner with,

Tracy Hayes  55:57  
right, right? Yeah, communication has been the number one answer to that, and that that's everyone there. Nikki Lynn, I appreciate you coming on end of that hour, actually, hour plus, went by very quickly. Yeah, we started. We started at was it at first? Yes. But maybe what we can do is, you know, in six months or so, maybe you'll bring on one of your one of your successful teammates or something, and we'll continue our conversation. That sounds good. Thank you so much for having Nikki Lynn's information is going to be in the show notes or Instagram and Facebook and email and that sort of thing. So if you want to reach out to her, obviously, you know it's not too difficult. Nikki Lynn home. Not homes. It's home, H, O, L, M, and she is reachable, approachable, and obviously we'd love to chat with you if you want to talk