Sarah Olson: Time Tested Pro / Top Agent Nocatee

Tracy Hayes  0:04  
Hey, welcome back to The Real Estate excellence podcast. Today's guest is a true veteran of the industry, full service broker, associate, educator, mentor and community driven leader, who has been serving buyers and sellers and fellow agents in Northeast Florida for more than two decades. She leads the powerhouse, First Coast collective team at REMAX unlimited and Ponte Vedra, where her focus is simple, deliver exceptional service, take the stress off her clients and build a legacy through mentorship and meaningful relationships. She's built seminars to educate her market, a mentorship program that's shaping the next generation of agents and a reputation of one of the most detail oriented and trusted advisors in the region, whether she's navigating transactions, coaching new agents or exploring local neighborhoods with her family, she leads with intention, integrity and passion. Let's welcome the standout leader in Northeast Florida real estate Sarah Olson to the show. I can't wait to meet her. It

Sarah Olson  1:21  
So don't think he's there. No, he's, he's, you know, I took his office.

Tracy Hayes  1:27  
He's with the XP, I think, is where he's, he's hanging out now. But you guys have, you guys have, really, you know, we're just talking about the having a, you know, retail front and you which is, you know, Ingle Volkers takes that same kind of position many other brokerages. You know, obviously, everyone does their business differently. Every brokerage does their business a little differently. But you are dead center in next to the grocery store, dead center in nakati, which is, you know, obviously, you know, is it still rated one of the top 10, you know, top places? Yeah, I think it still is, yeah, because what places has a bunch of several splash parks

Sarah Olson  2:10  
available, yeah, everywhere in Northeast Florida, yeah, being on vacation. But yeah,

Tracy Hayes  2:15  
tell me, I'm going to, we're on that subject. There's a different clientele in nakati. I think I found that there are people who are attracted there by because all the bells and whistles, but they're there shortly and they want to get out, yes. And then there's others who might be living in other parts of the region and go like, hey, I want to go there, yeah. And type of thing, so you have this kind of in an in and out type of thing

Sarah Olson  2:39  
lifestyle, yeah. And some people get there and they're like, Whoa, this is too much of a bubble. It's too crazy for me. Yeah, I want out. And then there's some people that it's the exact opposite. I can't believe why anyone would not want to live here, right? Right?

Tracy Hayes  2:57  
I am a little concerned, and I think it's going to come. And not that nakati is a the only place like this, the golf cart situation, e bikes and the E bikes, these kids are riding e bikes, or their little electric scooters that are traveling at high rates of speed. And I know we had an accident recently. I don't think it was a Naka T, but where a teenager was severely injured in that, and I they need to get a grip on that. Because I just, I just feel, I think there's another I saw an advertisement an agent who does a lot of YouTube. He was talking about a nakati. Well, we know that. We know there's Naka T style developers, or the same developers looking on the west side. But sorry, I think he was, I think he was even talking, might have been in Duval County, but anyway, there's other communities gonna be built like that, very nearby. Yeah, and it's just, it's just going to compound tonight. Yeah, these e bikes are getting, it's,

Sarah Olson  3:54  
it's almost more. They went from golf cart, and then they changed the age limit for golf, carting, whatever that's called. So there was that, and then as the E bikes. And now it's the dirt bikes, and the dirt bikes with the pop and the wheelies. And I know now I'm acting my age, pop in the wheelies, but we have, we see it all the time in Naka T and the kids are popping wheelies running red lights in the middle of the intersection, and they have helmets on. But you know,

Tracy Hayes  4:27  
well, that's what mind boggles me. I know that the age thing was because we live in St John's golf and we became a golf cart community. We weren't before, even though we're in the golf course, it wasn't you weren't allowed to drive golf carts on the but I was on the CDD board when it, when we did it, and we had a set age at, I think the county of St John's County was 16, the state was 14 on the golf carts. So they've St John's counties adopted the state because you can't, like, you know where you get someone goes to court, or what you know, whatever you know. So they made it for. 14, but you're 100% right. These, these, these kids are writing, they are literally riding mini bikes, which, when I grew up, those were mini bikes, even though they got the fat tires and they're low and they're not that big, they are mini bikes. They need. They if they're on the road, they need to

Sarah Olson  5:13  
have a license plate, yeah, yeah. They're not Yeah, and they're on the sidewalks, yeah, which is even more dangerous. And yes, just yesterday, I saw a group of the kids, and they were two on a bike popping wheelies just yesterday in front of the elementary school. And you know, I mean kids, kids will do what their parents will

Tracy Hayes  5:31  
let them exactly not know. Well, in an unfortunately, catastrophe is going to have to happen, as we all know. We can go on with that, but let's go on with some positive stuff. Yeah, let's hopefully those listening, you know, like we never bought a golf cart and I in, we're not gonna buy my kid. They need kid, they can pedal up a mile up to the amenity center. Yeah? You know, with their pedals, let's talk about your real estate agent Success Academy, your passion in that you started about eight months ago, according to your LinkedIn, going slow, yeah, but it's something unique. Tell us about it.

Sarah Olson  6:11  
Yeah. So the real estate success academy just started with an idea of based on mentorship. It was like a light bulb that went off. I'm a great mentor. I'm a great team leader, mentor. People can come to me and ask me any question. I don't care what brokerage they're with or whatever, and I've just found that that's really what I'm good at. It's just comes natural to me to have conversations with people, meet them where they are. My story is different than your story and that person's story. So I thought, You know what? Maybe I want to get into teaching. I want to get into real estate teaching. So, long story short, I called the board is like, Okay, how do you be an instructor? It's based on experience. So I got my instructor license with the state of Florida based on merit, transactions, blah, blah. So I got that. And then, then I learned that you have, in order to be an instructor, you have to hang your hat with a school. So, like, Oh, okay. So I start calling some schools, like, Oh yeah, you could take you. You have to, you know, audition, any materials that you come up with, we own. Like, that doesn't work for me. Called the state again. I said, Okay, how do I start a school? And they said, Okay, this is how you start a school. I'm like, wow, that was really easy. And so anyway morphed into that. But I have found throughout the cycle of 20 years, 25 years in real estate, is that there's a lot of coaches out there. It's Tom Ferry, Brian Buffini, I've been coached by all of them. Jason Panetta, social media coaches, and they all coach their system, their tools, their scripts, their methods of moving people into sales, but also with coaching, they want to keep you in coaching. So it's, there's no end. There's like, oh, something's not working. Subscription. You need to do more cold calling, you need to do more door knocking, you do more things. But real estate is an entrepreneurship. I did not come into real estate right out of college or high school. I had a career before real estate and becoming an entrepreneur is not the same set of skills as having a w2

Tracy Hayes  8:31  
nine to five, yeah, yeah. And

Sarah Olson  8:33  
you learn. And what I've learned after all this time is like, Oh my gosh. The having a business is no different than anything else, but you have to have, there's just, there's like the foundation, the pillars of being an entrepreneur, you have to budget. And most real estate agents have no idea what they're getting into. So they have, they have their their class, their license, then they sign up with a brokerage, and now the fees start coming. Oh, I wasn't expecting that. Oh, I wasn't expecting that. And then there's CE. And then how do you budget for changing markets every year, wherever you are in the country? Yep, your market has a busy season and a slow season. And most real estate agents like here in Florida, come October, they take a vacation. Well, that's not when I take a vacation, because I have learned that what you do in the fall bears fruit in January and February. So once you start running your business like a business, and you understand how things you know ebb and flow, and you can budget yourself, your finances, for your family, right? Everything's separate. It's it's not always easy, but it's easier. And you and I just realized, like, oh my gosh, that's why I'm in business for 25 years, because I have, yeah, I've done, I mean, I have been the ups and the downs and got out you outran the runoff. I outran the runoff, yeah. And then after a period of time, you start seeing things like covid. No one saw covid, right? But you, but you could see things change that say, oh, whoa. I've been here before. You know this, this booming market happened in 2004 2003

Tracy Hayes  10:35  
and now we're now. It's almost like, I wouldn't say it's a total replication. Obviously, I started, I got in the business and mortgages, and no five, yeah, so I was, I was there, you know, seeing this, seeing this, you know, peak of, you know, prices, in my opinion, parents were living in Naples at the time. Talk about, you know, peaking, you know, some of these, like, how in a house, how could a house sell for that? You know, go for it. Now, if you still own that house that you owned in 2005 and six, you now exceeded that, yeah, that peak. It's taken 1520 you know, 1520 years to do there you you actually, I'm going to have you pull the mic just a little bit closer to you, because I wonder, for Jim, your whole budgeting thing reminds me of something you and I were talking about before the show, where I was putting all the data from the from the from the different shows into this metadata spreadsheet that it's creating for me, because it'll create a nice spreadsheet for you all organized. You don't have to sit there and you know, be a Excel pro at it, right? But like you're saying that the trends or you have realized over time that your efforts in the fall pay off in January and February. We're obviously in a lot of the country. We know half the country, more than half the country, because it's cold, nobody wants to move in January February, but Florida, people still do buy and sell homes so but when you start inserting all that data in telling an AI, chat GPT, or any of the other AI models to like, let's start creating the spreadsheet. Let's start creating this that now I will say this, I've learned this from chat GPT. You put in a lot of information, and it creates that spreadsheet. It'll it'll say, hey, it's updated. And here's the link. And you could click that link and save it, because if you walk away and don't use it for a week and then come back, it'll say, hey, I need that information again. Do you have it? But if you have the sheet it gave you, you can upload it right back in and keep going put a spreadsheet into chat. GBT, yes, yeah. Well, you know what? You just tell it that you hey, I need a spreadsheet, and these are the columns. These are the things I need to to have in there, the information that it wanted as it told me what information I need for the project that I'm working on. Okay, you could go and tell it I want all these columns, and then funny or and then you might be, you know, handful of inserts in and go, Oh, you know what, I need to go back and add this other column. Can you go back and with the information I've already given you, add this other column in there, so when I it's on the spreadsheet, right? Yeah. And so it has this data for you as what you're talking about, because I think you're talking about agents should be tracking, yeah? What? What they're doing, so they can look back and go, Oh, you know, I've been doing this two or three years. I've always had a really good October, yeah? Why is

Sarah Olson  13:32  
that homes on Halloween than any day of the year? Yeah? Historically, I've got to trick or treat people, yeah?

Tracy Hayes  13:42  
So, so the question would be, well, so October 31 so we probably started that transaction in September, maybe late August. Why is it that I got a lot of action at that end of the summer, you know, beginning the fall. And then maybe it could have been, you track it back to an advertising campaign you did in June? Yeah, you know, who knows what?

Sarah Olson  14:01  
Like, more, where, when, when people move. So when people move? And for here, like, yeah, we have the snowbirds that come in. But in our area, we have the grandparents that come and nothing moves real estate more than babies, you know,

Tracy Hayes  14:15  
just so now my mind is starting to blow because I'm talking about this. So if you're an agent right now, who is unorganized, which is most of you, and that's saying that I'm totally organized. But you could go, you can go into these AI models and say, Hey, I just finished a transaction. Here's the customer's name, here was the address, here was the lender. This is what they paid for it whatever I got the lead from this, and just start putting in that information. And then when it's, you know, it starts save the spreadsheet. So if my who knows when it's going to be, when you go back to, but you keep updating that thing, and then you could start asking it questions, like, you know, because obviously, maybe you input when you did your advertising campaign. Yeah. Like you were talking the postcards, which I'm very interested in. You know, when one of my postcards going out? And when am I getting these calls?

Sarah Olson  15:06  
Yeah, I do postcards in January, February. Yeah?

Tracy Hayes  15:10  
Because, yeah, I guarantee you. I guarantee you, if you start inputting that information, say, create me a graph. Yeah, it'll create you a graph that you could visualize and then add into your instruction. Because now you can show your instructor, you could show your class, and, hey, I did this activity. Yeah, 60 days later, I'm getting these many calls. I'm closing at home, yeah.

Sarah Olson  15:30  
So we do. I have a lead tracker that I have used, I don't know for how long, but I, I, I've used this lead tracker and I two, two big chunks of it. One is warm contacts and one is hot contacts. And hots are the zero to six months or zero to three months. People, same information, but it says it's source where I got the person from. For me, is it a team leader, a personal name has their name address, what state we just added this what state they're moving from or moving to big one.

Tracy Hayes  16:03  
It could set up a Facebook geo tracking if they're coming from a certain area,

Sarah Olson  16:09  
yeah, and their timeline. You know the what they're, what the expected sales flow is, because nothing motivates you more than waking up every morning and looking at your lead tracker and seeing what your income could be if everyone that

Sarah Olson  16:25  
does what they're supposed to do. We know these people move from the warm column to the hot column.

Tracy Hayes  16:30  
The hot column do your job right? As Bill Belichick says, do your job.

Sarah Olson  16:35  
It's time blocking. Do all the things you hate to do, because we all have things that we hate to do. You do those first in the morning? And I think all those books, you know, people write these books on motivation. I honestly I don't like them, maybe because I'm just self motivated. But yeah, they always say, do do the things you hate to do first thing in the morning.

Tracy Hayes  16:59  
Yeah, eat the frog. Eat the frog. That's the book.

Sarah Olson  17:02  
I have a little Yoda, Yoda bobblehead on my desk with the he's eating a frog, maybe grogu, yeah.

Tracy Hayes  17:13  
But it was Tammy. Tammy tingle from Century 21 up in Fernand. Yeah. She was telling me she has, she goes to AI and has her, has it create the schedule for her. And because she likes to get, try to do everything she can, does routine activities before 11 o'clock. Yeah, so eight to 11, that's what she's working on. And as and ask, ask the AI to create that schedule for her a month, her month schedule in advance. Oh, nice. What to do. It is amazing, and we could talk about that, but let's go back about Greensboro College. Step back, yes, 1994 and if you want to mention it, I wasn't going to mention dates, but you got a degree in accounting. I do what was young Sarah think? I mean, what did you visualize your career? What did you want to do in

Sarah Olson  18:06  
high school? I wanted to marry Michael J Fox from secret to move to New York City. That's true story.

Sarah Olson  18:14  
I've always I don't know accounting is like puzzle pieces. So I when I went to Greensboro. I declared accounting as my major, and I sat there in the administrator's office before classes started. He said, This is, I don't know why. I don't know long story on how to got to Greensboro, actually, very short story how I got to Greensboro. But he said, it's going to be a five year degree. And I said, Oh, no, no, I'm not in here for five years. How do I get out in four you told me it's like, Okay, done. He said, well, most people don't claim their major and then actually graduate in there. I said, Okay, I do. And so I did, yeah. So I worked in accounting. I thought I wanted to be a tax accountant, so I did some bookkeeping, and then worked for this wonderful company called Vanguard Cellular. Do you remember that? Yeah, nobody does.

Tracy Hayes  19:13  
I work for all tells. Okay, yeah. So I know I was there. It was there when the, obviously, when nextell was hot in the 90s and stuff. Yeah, I mean, I just, I got cell phone business. I said, where me? My wife met. We were both working for altel. Okay, yeah. But, you know, seeing that toll, you know, you and I grew up, we didn't have cell phones. No high school, let alone, let alone we, I mean, in college, we didn't have

Sarah Olson  19:39  
email, yeah, I didn't have a cell phone. Yes, no, no emails, no.

Tracy Hayes  19:44  
We had to go over to the computer lab if we wanted to type up on a Mac type up a paper.

Sarah Olson  19:49  
Yeah, crazy, yeah. So staff accountants, and then my husband and I thought we would move to Pennsylvania to get married with our family. Up there, went up there, worked for an accounting a CPA firm, and I thought it'd be a tax accountant. I hated tax accounting, so then they moved me into auditing. So I did some governmental and non for profit auditing throughout state of Pennsylvania. We were only there a year and a half. Moved back to North Carolina, where we belonged and and was pregnant with my first child, Emily. And I don't know if it was the I was an assistant controller at the time for a fiber optics company there. And I don't know if it was the hormones or just being behind a desk in the same thing every day. You know, cash flow statements and blah, blah, blah. I came home and I said, I'm gonna go into real estate. I was like, why is

Tracy Hayes  20:48  
that totally out of the blue? Or did you know someone in the real estate? I mean, was there

Sarah Olson  20:53  
only thing I can think of? I don't really know. I don't I really don't know. My mother and I grew up in Jersey, my mom and I used to go look at how open houses all the time. We lived in this old row house in North Jersey, so I don't know if that was it. I don't know, but it never I never looked back. I said, Well, let me just take the class. Took the class, pass the class. Well, let me just take the exam, pass the exam. I'm like, Okay, let me just leave this high, high income job and be an at home mom and be a real estate agent. Yeah.

Tracy Hayes  21:35  
Well, I noticed, according your LinkedIn, which you have a decent LinkedIn, which, unfortunately, most agents do not. I will say, if there's any one thing people say, Well, you know, of course, everyone wants to sell the high end real estate, right? If you ask any agent, they all want to be out in Ponte, vedra and sawgrass, whatever. And say, you have to have a LinkedIn profile. People are searching you, and you've got to have something there. And it's not that difficult, because it's very static. The date clicks when you're at your present month, every month, right? How long you've been at the present job, it clicks over automatically for you don't have to change that. You just put in the start date, but, but anyway, you have, you have a good LinkedIn where I was able to go in and really get a feel for what you're doing, because you, you get started your Rookie of the Year, which I want to ask you about that, and then you transition to opening your own brokerage. Leap, right? So tell the Rookie of the Year, yeah, you come in. I think this is a challenge for most agents, whether they're this is their first year or third year, and they feel they're struggling. What do you think you were doing? Or did you meet someone that you mentored under what was it that really got you off to a good start?

Sarah Olson  22:44  
I would say, at the time, Coldwell Banker had an incubator program. So they did teach me things, you know, open housing, door knocking. So they taught me skills, tools. But really, the Rookie of the Year was going to open house and then a I can, I can talk to lots of people. So it's, it very How do I say this? It was just going to open houses and meeting people and not being a pushy person. So I don't know where, if that's just ingrained

Tracy Hayes  23:17  
in me. Well, is this? Was this the town you grew up into? You were back in North Carolina. I'm in Winston Salem. You're once okay? So you didn't grow up, right? No, there.

Sarah Olson  23:26  
Okay, we took it as a little Hayes to get married in Pennsylvania. Came back. So Winston Salem is where we I got my license in 99 and the rookie of the year was just doing open houses, and you have floor time. So actually, back in the day before cell phones and people could find what they were looking for, they would actually call a real estate office. They would see a for sale sign, and they would call the phone number, and behind the desk of the other side of the phone was some real estate agent and a little cubby answering questions, right? And I just very quickly learned how to have a conversation with someone a answer their question, don't, don't. Whoa. What are you doing? What are you doing? Oh, you know, get let's get in the car. Let's get in the car. It wasn't like that.

Tracy Hayes  24:12  
Well, I think the key is, the key to that too, is also answer the question, but with a positive, let's say spin to it. Yeah, you don't want to be like, No, you don't want to live there. No, you wouldn't like that. Yeah, that that's a turn off. But, yeah, I've got some other areas that I think you might like.

Sarah Olson  24:27  
Well, that's the thing. When you go to an open house, yes, you're, you're, you're helping the seller by doing your open house, but then you quickly learn that most people don't you most, most time you're not selling the house that you're doing an open house, although my colleague Nicole does it all the time. She does it. You have to ask her. But you know, you're, you're there. Hey, there's, here's a product. Thanks for coming in. How can I help you? Where are you in your journey? And just being this council of. Yeah, service your service. And that's one thing I tell people. I tell my agents all the time, I have never sold a house in my entire life. And you're like, what? Never sold a house? Service your customers. The sales come because that's the service that that's the output. Yeah, what you're doing with your

Tracy Hayes  25:17  
Well, I think you know the even through the well, I will not only going to say the HGTV group. I think obviously people get into real estate, because the house does sell itself if you put them in the right how, like, hey, I want to be this far from the grocery store that you when you got all when you figure out all that, and you're like, well, that house over there, the house physically itself, how it's laid out, will sell itself? Yeah, you just got to get them all those ancillary things, yeah, and that's

Sarah Olson  25:48  
why it's like talking to a customer. It's not I want three beds, two baths. Okay, that's great. There's a million of those. Why, right? Where are you in your life journey? What do you enjoy to do. Oh, I like, I like, in here in Florida, we have so many people that come from the other areas, they don't know the area. So it's like, what do you like to do? You want to be beach? Oh, no, a hurricane scare me. I want to be okay, perfect. What do you like to do? What does your weekend look like? Do you travel? Yeah, and then you can then help them, or at least craft the story. You know, what do you like about your house in northern Michigan? So much about right now. You know, are you ready to rip off the band aid and change everything my cheese? So much and you want to keep the same kind of characters? I know when I moved from North Carolina here, I want a Florida House. I wanted a house that looked like the Golden Girls. So anyway, it's just different.

Tracy Hayes  26:50  
Well, it goes that. That part goes back to lifestyle. I know you're saying I remember. I remember coming down visiting before I ever moved to Florida, parents as friends of theirs, because I went to college in Charleston. So coming to Palm Coast wasn't that, you know, it's spring break. They had their friends that I grew up with. Anyway, we're in Palm Coast, and come down and, you know, they had, they were on the canal, the pool right there. You walked right out, boom, you were in the pool. It was, wasn't like Cape Cod. It was a little little different, and you fall in love with that. Yeah, you know, atmosphere. And obviously what they're looking for, you've got to find out. So your your Rookie of the Year. But then you quickly in 2008 even if i It's a date is correctly, you open your own brokerage. What? Why? Why?

Sarah Olson  27:40  
Just saw something shiny, you know?

Tracy Hayes  27:43  
I Well, it's that thing when you said earlier, might have been before the show. When people say they're gonna stop doing something, you're gonna step in and do it.

Sarah Olson  27:52  
Yeah, I think it was 2006 and seven. I was with my, my wonderful business partner at the time, Patty. Just love her. And we just, I was just feeling the slowdown come. And when you're in a partnership with someone, you split in money and all the things, it hurts when there's a slowdown coming. So there's a slowdown coming. And my husband also, and all this just this, you're gonna love this one too. My husband got laid off from his job from Krispy Kreme for 10 years. So there was a, there's a conglomerate of that. And I was really

Tracy Hayes  28:34  
people stop buying donuts at that time.

Sarah Olson  28:37  
They stopped buying coffee. He was running the coffee department. So it was interesting. Yeah, it was like a trifecta of things that happened. But I was also very much into green technology and sustainability. And this is from, you know, a whole nother segment on indoor air quality. My daughter Emily, started having asthma, so once we figured out what was causing her asthma, which was actually the house that we were living in, I went on a green freak, dived right into indoor air quality and house construction. And through that, started meeting with builders and builders that were actually building green. And I wanted to take the knowledge that I was learning through these green builders and bring it to Coldwell Banker and even start a green division within the brokerage. And I was like, What? What? What's that? No, that's stupid. And so it was like, this trifecta of things where I was like, I was just feeling called to do something on my own. So leap is the leap of faith. There's a lot of things happening all at once, and what do you do when everything's happening all at once? You spend lots of money in a marketing company and you leap and that's what I did. I started leap Realty, and I really, my husband helped me build it, and that's where it's like, that's when my LinkedIn kicked in. So, how do you build a you have a group of builders, okay, builders, and you have a group of environmentalists, Haha, wow, wow.

Tracy Hayes  30:25  
That's like, keep going. I'm interested there. Yeah, so.

Sarah Olson  30:30  
But I'm like, the builders aren't bad. There's a whole group of builders that are doing building houses with sips, structural engineering, engineer, panel systems and geothermal, what and and foam insulation, closed cell and open cell. And so I'm learning all this. And I'm like, builders, these are your people. These are the environmentalists. They're not nobody's not going to stop building houses, but you can build better houses. So how do we bridge the graph the gap? So created the triad, triad, triad, green building Alliance. So I started being on education there, started bringing in the Piedmont Environmental Alliance there. And I created, found a networking group, because I'm very social person. So I said, Well, there's got to be a networking group to build all these gaps, to bridge all these gaps. And I found green drinks, if you I don't even know if it's still out there, but green drinks is, is a networking group for people of like, like minded interest, just to come together. And so I built that, and I started that. So LinkedIn became the Who do I know that can help me, help the builders, help the environment, bridge the gaps of all those wonderful things. And hey, guess what? I'm a real estate agent. So I started working a lot of builders in 2008 2009 2010 we were doing great. 2011 we were doing just fine. So we, we held in in five years, because a I had a niche, I had a niche, and noone knew. Most real estate agents did not care, did not want to educate themselves. But then they started. Then they started being like, hey, you know what? This makes sense. I'm interested in what, you know. I'm interested in learning. And so me so, like all, maybe that's the education part of it. It's very much into learning and education. And then, you know, hey, once you know what you're talking about, now you've got confidence, you know.

Tracy Hayes  32:48  
So, so there was enough, and I can see that in that area, especially that time of you know, you know, the greater North Carolina, greater Charlotte, I think everyone will put you everyone will put Charlotte in the middle of all of, all that, of, of that kind of, I don't even know how to describe I want, I don't want to say they're environmentalists, because that's not correct. But just that, that generation, yeah, that is coming in, and now, you know, people are starting to talk about this, right? Yeah, obviously, the, you know, I don't know when, the, I don't know, you know, when Tesla put out their first vehicle or whatever. But because we were, when you were telling that story, I was thinking, you know, the electric vehicle and all that, you're starting to generate this, this, you know, green generation are starting to think these ways. And you had in your it was unique. It sounds like you had enough of these. Builders are within a reasonable distance of you to work. Because obviously, if they're, you know, 100 miles away, it's just not going to, you know, pan out the

Sarah Olson  33:56  
builders, mostly, there were their backgrounds. Mostly were engineering. They come from engineering back then, what I found is that they did not have a real estate agent, voice, somebody who understood what they were doing, how they were building, and green is green. Green saves you money. It's not about being a tree hugger.

Tracy Hayes  34:17  
I think the negative side would you agree or disagree with this? The negative side is, unfortunately, a lot of the green sometimes cost you more upfront.

Sarah Olson  34:25  
It costs you more upfront, but it pays itself back if

Tracy Hayes  34:29  
you're there long enough. Not, not,

Sarah Olson  34:32  
yeah, back then, not so much, right? And so, yeah. So I had, I had, I had the voice

Tracy Hayes  34:39  
I would, I would probably agree with that, that you're probably right now, you know, because you make that statement, I think, yeah, when it first came, I think, what, yeah, what? What has happened now is they see this niche market. And I'm just this is just a perception. They see this niche market of people who, you know, say someone buys, buying a Tesla. Now it's got huge. Technology, and it's all that kind of thing. But there's this niche market for it that are affluent, yeah, professionals, and they're saying we're going to work we can get the best dollar at them, because they're so passionate about having an electric vehicle, or, in this case, a green home, they'll pay more for that. Yeah, yeah, that's true. Yeah, that's true. So then they start raising the prices. But anyway, but this is really interesting, because, you know, I don't know if I've had anyone, but to really narrow down and that, you know, I think we often get that question, we go these sales seminars like, what's your avatar, right? Well, who are you? Who is your ideal customer? Well, I mean, you're in sales. Anyone who wants to buy what I'm selling, that's my customer, exactly. But in this case, you, you you got into the passion your your daughter's situation, that's what fueled it, yep. And you dove in head first into this, and really went after it. And we're fortunate. Obviously, some things lined up for you, having builders who are willing to build these homes, yeah, yeah, yeah.

Sarah Olson  36:04  
And not list for sale by owner, which is what they were doing before me. So right,

Tracy Hayes  36:09  
yeah, you were able. Customers were able to find you, and you can lead them to those guys, your type of thing, yeah.

Sarah Olson  36:15  
The problem is when you sometimes, when you're in so much of a niche. Now, I was still doing other real estate stuff, and we ended up having two offices, one in Greensboro and one in downtown Winston stone, which were Main Street Center, retail, front, retail, front, which, which I was, I think I was the first one ever to do that in that area. Oh, we were using tablets. I was all electronic. This is before cell phones all not maybe crack berries. Yeah, tablets. We were doing all that. But the builders ended up being the big moving to the bigger bulk of my business development. So you know what happened to builders? And that's when 2010 2011 and the builder started drying up, yeah, and that's when, I

Tracy Hayes  37:08  
don't think people realize I was, I was, and I've told the story before, because it was a couple years ago. I was when the construction cost started to go up a few years ago, and the builders couldn't really predict what the House would cost when they got finished with it, and people started getting these, hey, we need to charge you an extra 40 grand for your house, because it cost. People don't realize that, prior to the 2007 eight collapse, if you look back the previous years, obviously in 2007 eight building went down, yeah, it did not get back up to the 50 year the previous 50 year low, not, not back to average, right? The previous 50 year low, it went below the low, and did not get back up until like 2012 Yeah, yeah, it's crazy. And that's a low, yeah, and fighting so that that's not not surprising there. That's why I was That's why I so really interested in seeing that go. She may open her book, and now to hear to you went really niche, because what you didn't tell me, Hey, I went into foreclosures. I started working foreclosures, like everyone else tells me, the smart

Sarah Olson  38:18  
thing to do. Yeah, I will tell you. I'm starting to learn about that now.

Tracy Hayes  38:23  
So what are some of the things you know? Because in here you make another slight move. I don't think it's not as obviously, not as big as leap, your Leap of Faith there in 2008 but you get you. You hear your story. Why? What brought you to Jacksonville? But you end up starting, you know, first the First Coast collective, right, right, yeah, First Coast collective in May of 2020

Sarah Olson  38:48  
Yes, yeah. So we moved to Jacksonville. My husband got me, Hey, honey, this is great. Go get a real job. I mean, conversation in 2012 so in 2014 he was offered a job here in Jacksonville, and we're with the with the our two daughters who are who are now halfway through fifth grade or sixth grade, and sophomore in high school. Hey girls, guess what? We're moving to Florida. So so we we moved here to Florida, and of course, I did have my license here in Florida, and it had had a realtor here. Agency is different here than in Florida or in North Carolina. I didn't understand agency until I got to the closing table and I realized that I realized that I wasn't represented by a buyer's agent. My agent was a transaction broker. And I went, Whoa. So anyway, that kind of ticked me off. How do I get my license in Florida? So I did that. Immediately went to go work for Berkshire Hathaway in Ponte Vedra, again. And I'm one of those people. I don't know where I want to be here yet. So I called the owners of Berkshire Hathaway, and had a had a meeting with Linda and Christie. And they were wonderful. First, they still, I thought maybe, actually, I would go into corporate and take what I had learned and maybe can transfer, transfer it there. They said, No, no, go, get your license. So went. Got my license, came back. So I got my license. Where do I go? Like, well, Ponte Vedra, Mandarin, you know, what are you thinking? So I went to Ponte Vedra, and I love them. They're actually all my friends still today in Ponte Vedra. But what I learned there is I had no I didn't know anybody had no database. So it's you, if you're if you have no database and you've got no place, it's hard. So I said, You know what? I know, real estate. I don't need to learn how to practice what I do. I just need the phone to ring. So a friend of mine at Berkshire Hathaway said, Hey, I'm moving over to re Max and Jack's beach. You should come. No, I don't want to keep moving around. No, you should come. You should come. Large, Team, Team. Team was new, like, Hmm, team. So I

Tracy Hayes  41:20  
you didn't really experience that in North Carolina. No, no one needs

Sarah Olson  41:23  
no more partnerships. So I was always like, a one

Tracy Hayes  41:26  
on one, or had it, had people, a couple people, leaned on each other to cover,

Sarah Olson  41:30  
not team, not that the teams were just starting to take off, or maybe they hadn't. I had to pay attention. But so I joined REMAX watermark in Jack's beach on a large team, and the phone rang. I'm like, Oh, this is perfect. This is all I need. You know, they did a lot of Zillow calls, Zillow leads. They taught how to handle a Zillow lead, which is different than than you know. Working with an online lead is much different than someone that you know. So navigating that that was perfect. And then covid hit. So that's 20, let's say moving forward. So that's 2020, covid hit and REMAX watermark. I'm not sure if they went, you know, folded, or what. What happened there, but we saw the team was starting to dismantle, and my friend and I moved over to REMAX unlimited. So that's where that happened. And maybe a year later, the First Coast collective was dreamt up, and so it was a real, small real estate team.

Tracy Hayes  42:39  
And All right, so I'm gonna, this is where I think anyone listening, you know we're on what a really doing, probably get some really great reels at us. Not that we haven't got some good reels already, because you have this vast experience. You've done some things that some agents have visualized or dream. I've seen some people start some teams. I'm like, You serious? You're starting a team. You've only been in the business, like, 12 months, and yeah, how are you going? I mean, you have enough credibility at this time. Yeah, you've got you you have enough bats that when you say you're forming a team, there's agents all your reputation. Probably at this point, they're probably like, hey, I want to be part of your team. Yeah, yeah. So I think, you know, one of the first challenges, obviously, in the experience, but you had already owned your own brokerage, and who and who you're bringing on there. Now you have, you're going to start a team. Are you a little selective of who comes on that team?

Sarah Olson  43:35  
Very, yeah, very, yeah. A it's a personality. Keep going. It's a personality thing, and I thought a light went out.

Tracy Hayes  43:57  
So select, it's on the team,

Sarah Olson  44:01  
selective on the team. But I'm also, like, a Yes girl, like, I, you come talk to me, and you got a cheerful personality, and, you know, all the, all the things I I'm like, Yeah, let's, let's do this. Let's do this. So I have a small team right now. It's just, actually just me and Nicole. We had some transition over the last year, two years, two years back. But we had, maybe we had four people total. Catherine went together for Toll Brothers, which is where Catherine belongs at Toll Brothers

Tracy Hayes  44:35  
with just because of the slowdown, you know, was May of 22 when the rates started to go up. And I think it kind of has shocked and of course, now we're at the highest rates in 25 years,

Sarah Olson  44:46  
and the other, the other gal, left to focus more on her family. So we are going to be expanding our team by the end of this year, but we're still working on it's, I'm a I'm a giver, like I. Want people who work with me, I want them to make as much as they possibly can like I want them to live a long, wonderful, comfortable life, doing what they enjoy, but you also have to work. You have to show up to work, and you have to do the hard things? And I'm very, very fair from the financial part of my team, like, if I'm giving it to you, then it's different than if you earn it yourself, but our team meetings and our training is all about you earning it yourself. So I would much rather, what do they say? Teach them. Yeah, I want you to be so you can be on your own, but not want to be

Tracy Hayes  45:49  
because, yeah, you can feed a man a fish, but if you teach him how to fish, he can feed himself for us, yeah? But don't leave my pond, right? Yeah? Because, you know, having seen some teams over, over the, you know, I we moved here in, oh, nine. So I've seen some of these teams and seen, obviously, things come and go. And now that I'm very in touch with a lot of the agents, you know, some of them I've had on, and then they're creating teams and and, you know, then, then moving teams and stuff. It's, it is a lot of it's a challenge because, like any broker is you've experienced this, and if you're not adding value to them, they're they're gonna find somewhere else they can go, wherever, whatever that value is. You know, whether it's leads or just educating them, whatever it is, if they're not getting that regular flow now, because there's always the agent who could survive wherever they're at because they're just going to go get

Sarah Olson  46:49  
it themselves anyway, right, right? And it's the decision fatigue. So most people will move and find a different home because they're spinning their wheels. There's something that, there's something wrong with their process or their system. It's, it can't always be money. And I can tell you this because I can, I can look at the different brokerages and the different splits and the the different transaction fees, you know, all the different things. And the grass is not always greener. It's just, it's almost just, like moving money. You're, I promise you, like REMAX on REMAX, or Coldwell Banker, or Berkshire Hathaway or exp even the the, yeah, the Florida homes realtor, the 100% commissions. You start looking at the money, and you're like, okay, but where's the support coming from to grow your business? What are the tools that you're getting? What are you paying for, and what are you putting into it? It's I, it's all, it's all pretty much about the same. No, no matter where you are,

Tracy Hayes  47:57  
what do you think is the biggest challenge for growth, for an for an agent, you know, that's doing all things. They're getting, they're getting business, so you but there's certain things that are always pulling them back. What are some of the things that you've noticed over the years? Some that that is the difference between an agent, you know, what they're doing in this area, you know, six or 7 million to be doing 15 million?

Sarah Olson  48:23  
Yeah, self sabotage. Is that such a thing?

Tracy Hayes  48:28  
I you could label it that, you know, I mean, I have, I have my ideas. People have heard my show. They know I've expressed this all the time.

Sarah Olson  48:34  
So I'd say it's a they don't have the right system or tools. So you've got to have a pillar. You wake up in the morning, and what do you do? You work with a customer that I said that the process of working with a customer from point A to point B, the process of buying or selling a house from point A to point B, is the same for you, for me, for Joe Schmo, for your aunt, Sally, it is the same. It is the personalities and what you bring to it that makes that transaction different, that process different, so which

Tracy Hayes  49:12  
in turn leads the referrals and so forth, the enjoyability of it, or the less stress, as you expressed in the intro.

Sarah Olson  49:18  
There are, I think another lender told me, maybe I'm going to claim this as my own. We are in the business of getting in front of as many people as possible who are making a real estate decision in the near future. That's our job. We are here to sell ourselves. So for every one person you know, they know four people statistically proven that are buying or selling real estate in the year. Okay, so you do some math. So if my customer, who I just sold a home, knows four people who are moving in a year, do I want to let that person ever forget who I am? No? Oh, do I want to ask them? Just keep, keep in top of mind throughout their conversation. There's throughout the year, so you're never let your customer feel like, Oh my gosh. I should say I should read you a text a customer, oh my gosh.

Tracy Hayes  50:16  
Go for it. Yeah. Go. Yeah. Why not?

Sarah Olson  50:19  
Back in Winston Salem, back in Winston Salem, I had these groups of lovely New York ladies. Now this is, I don't even know when this was, but she tracked me down, and she called me last week, and she goes, Oh my gosh, Sarah, you were so hard to find. All I remember was your name, Sarah, and you worked at Coldwell Banker. So I called Cold anyway,

Tracy Hayes  50:50  
30 minutes the Coldwell Banker actually is good accent on that cold.

Sarah Olson  50:55  
And so she, she, she tracked me down. She called Cold a banker. The lady was so nice. Shelley Lang, if you're watching, thank you. She found out my last name because she couldn't remember my last name. And of course, Denise goes to the Google. You're so beautiful. I just want to throw that in anyway. She said, after having a conversation, she texts, and I said, I absolutely love that you remembered me and tracked me down, yada yada. She said, Oh no, Sarah, I want to put her accent in here. You made an impression on my life and a positive one. And whoever I have in my life are individuals that God intended me to meet. There are no coincidences life, Sarah, everything is planned. I hadn't spoken to this woman since I left North Carolina. You know, even before that, it was probably, you know, 2008 2010 Yeah, and she's ready to sell her house. I mean, I don't know.

Tracy Hayes  51:58  
I totally have faith in exactly what she said. I totally agree

Sarah Olson  52:03  
with that. It's so Anyway, coming back full circle, it's a relationship business. So if people are spinning their wheels, they just they need to talk to more people. And don't count sales like, oh, I need to make this many sales. I tell my agents, forget the sales. Face to face. You're making appointments. Your job is to make appointments, and the easier it is for you to make an appointment, the sales will come.

Tracy Hayes  52:31  
Alright, let's, I want to take this to the next level, because what what I find is, and again, any of my listeners, they've heard me say this a lot, 1000 times, and there's, there's that many ways to solve this problem, maybe not 1000 but there's a lot. They're getting the referrals, the whatever it is, they're doing the right things out there. Like you said, the transaction is great. They've said they've got that person who's now their billboard out there talking about them. Hey, you need to use Sarah, because she did, what a great transaction they're getting the business in. But there comes a point where there's there, there. They're still hitting that lid, because they can only do so much. You've you've been with some brokers. You've had your own brokerage. Now you have your own team. What are some of the tools you're doing that that you have pushed off or allow other people to do? So Sarah could be doing more of what that person's talking

Sarah Olson  53:29  
last year, because I don't think maybe I am a control freak. Last year, I hired my first first one, my first one ever, wow, my first one all these years. I and it's part time, part time marketing manager okay to help me do the things that I needed to do. So I like beautiful marketing materials. I like social media things I'm not good at social media. I don't ever want to be good at social media. It's just not something I want to do does not bring you me joy. I want to do things in my life that brings me joy working in my business. So yeah, so we hired our part time marketing manager who helped us put my vision. And you know how long it takes to like, do stuff, like to make a flyer or a beautiful listing presentation and put all the words and beautiful. It takes forever. Yeah, it takes forever.

Tracy Hayes  54:25  
Well, because we're not doing it all day long. No, yeah, neither showed me. I mean, when someone is just that's, that's pretty much what they're doing. They're doing all they know how to, oh, I know where that is, click over here. In 10 minutes, they've got it.

Sarah Olson  54:37  
Yeah, finished. Yeah, finding someone that can can take your vision and make it a reality is and then you can take that to do your business. So if it's phone calling, if it's Natalie, will send us a list of all the anniversaries our client anniversaries. Every month we have a beautiful postcard. Our post, beautiful note card that we hand write a note, but she puts it all in front of me. I don't have to think about that stuff, and it's all time management. So working smarter, not harder, working more efficiently with your time, so you can be doing the things that are income producing, let somebody else do the other things, even if it's just calling your online leads, just to check in, hey, you know, calling for Sarah, what can I help you with? Where are you coming from? Oh, you're coming from Michigan. Oh my gosh, fantastic. Blah, blah, blah,

Tracy Hayes  55:33  
and then keeping some notes of what you talked about. So the next conversation, because maybe they're not ready at that point. Something's delayed. Then, whatever, yeah,

Sarah Olson  55:40  
and then, and what? And and then asking those other questions. So you're talking to Billy sue in Michigan, who's moving here. Hey, you got any friends that are thinking about moving here? Oh, yeah, well, I got some friends, but they want to move to Naples. Let me talk to them. I can hook them up with a great agent in Naples. So it's just expanding on those conversations asking question, question, question, question,

Tracy Hayes  56:05  
question i That's you tipped on. That's exactly where I wanted you to lead because, but I'm totally surprised you went 2324 years without having some sort of, you know, I figured maybe when you were running your brokerage, you know, especially dealing with the builders, you know, because having worked for a major builder here in town from the lending side, I mean, you know, obviously a build, whatever it's six, eight months a year, I'm just starting. But because there are a lot of great agents out there, we see them on the jack's real producers. I see them come up, and I've had a lot of them on that are at this point where, you know, they've hit a lid. They just there's only so much you can do by yourself, and you have to take that leap that you talked about to say, hey, all right, you know, I really like someone to be I really want a solid transaction coordinator. Let them do the contract. Send it over to me, I can overview and then send it out, and not sit there. And, you know, I don't know what chore Well, I think everyone's a little different. Yeah, what chore Don't you like? Right? What is you don't like doing the social media? Well, then let someone else do that.

Sarah Olson  57:14  
Yeah, we do have a transaction coordinator that we contract, subcontract out so that, that I did have we started doing that a few years ago, and that's that's been great. Of course, all the VA customers that we we do are we do ourselves. And even with like Nicole, who started with me couple years ago, brand new real estate agent, she closed 17 homes her first year. Oh, well, yeah, just, just do what I tell you, say what I say. She Tracy action, managed them all herself, because you have to learn. Yeah, you have, you have to learn. So you, when you have a transaction coordinator, you're their boss.

Tracy Hayes  57:56  
Well, you can't review what they've done unless you've done it yourself. If you've, if you have yet to fill that contract so many times, you know, and then you don't have everything, there's always, you know, an addendum that, you know, comes up for the set. Yeah, yeah. So let's look again for the listeners out there, these agents that are out there. Because I, I preach all the time. I really feel an agent's career can be made, broken or made by the brokerage they line up. Now, again, there's always an agent that could come out anywhere, just because, you know, they wherever they work before their experience, their mindset, whatever their entrepreneurial mindset, they can come in. They can work for any broker, no matter how good or bad they are, right? But a lot of, there's a lot of, I think that people fall out, made the first step was wrong, and that was choosing the brokerage based on what you know. You've been in the business, you've worked for different brokerages. What are some of these steps that an agent should, you know, if they haven't got a brokerage yet, thinking about getting the business the first brokerage, or maybe they're in a brokerage right now, they're like, oh, maybe I should move what are some of the questions they should be asking, and who should they be asking to figure out where's the right place for them to do their business?

Sarah Olson  59:13  
Yeah, most, most agents, when you're brand new, you're going to start with the brokerage that's right around the corner from you, or maybe even your girlfriend worked there, or what? I passed Watson every day, and it's right outside my neighborhood, so I'm going to go there, and the broker is going to welcome you in. They're going to talk to you and have a great conversation with you, and everything's going to be great because they want, they want you. You know, when I started real estate, I came from an accounting background. I interviewed the brokerages, because that was my background now that and I realized that, oh, they just because

Tracy Hayes  59:44  
that was your job to go in and ask questions to figure out where everything's at. Everybody want me.

Sarah Olson  59:49  
They're not even. They didn't even they, you know, I don't even come with anything. Why do they want me? Sitting here, wait a minute. What do you offering? So we so a list. Of questions. A it's your personality. It's understanding what they're offering. How are they going to train you? Are they are you going to come do you and again, meeting the agent where they are? Does this person need a mentor? Are they a better Are you better fit for joining a team and getting your, you know, getting your feet wet through through joining a team are you going to be more of a solo player? So it's really it comes down to understanding who you are as an agent individually, and then matching that up with the brokerage. So like at my academy, we go over all of this, and then I have four page Interview Questions to Ask Your broker. That goes right down to the nitty gritty, and then pros and cons of of all these things.

Tracy Hayes  1:00:45  
Alright? So I love this. Now we're on to something. Now, this is, this is the chord I like. I strike. You said something there a moment ago. You've, you've got to know what you what you need, right? What? Because that's where I think people fall short of they see someone over here, maybe a friend of theirs, boyfriend, girlfriend, whatever, over here, doing business really well, and they're like, Yeah, I want to, I want to do what they're doing. But you know what? They like getting up at five o'clock. They love cold calling, whatever it is, right? And that that's not you. You don't like cold calling or door knocking, so you got to, you're going to do your business a little differently, which, there are other ways to do this. There's many ways to do this business. That's what the beautiful thing about it. And you've, you've got to come to that kind of conclusion, like, Hey, I've got to go on it. I've got to go on a diet. Are you going to go on the diet or not, because everyone wants to go on a diet and everyone wants to lose but no one really, you know, are you really going to make that commitment and then keep it off? I think it's the same thing when you're in this position. Like, who am I? Yeah, what do I need? How do I want to do business? Because I guarantee you, if I do business one way, and John over here, and I'm like, Hey, John, I really like your business. I'd really like to do, get in the real estate and do my business like you, but John does stuff that I don't like. You have to come to admit, like, hey and But John's gonna tell you what you're thinking about doing is not necessarily right, but that's in his world. He doesn't see your vision right. Your vision is doing business this way and trying to find that brokerage or that team that is close to your vision.

Sarah Olson  1:02:25  
Yeah, it's a cultural fit. It's a personality fit, what what they're offering, how they how they train, if they have a mentor. You know, when I first started interviewing, back in the day, one of the things I found was, we don't have a mentorship program. This company, we don't have a mentorship program, but we have some seasoned agents that you know, may, you know, may help help you, well, may help you is not that's funny money,

Tracy Hayes  1:02:54  
right? If they like you, that's like me. I'm

Sarah Olson  1:02:56  
gonna have a good year year. Yeah? I'm just gonna sit here and hope that things happen. Yeah? No, so it is. So I do take a different approach to finding your home in brokerage for a new agent, or maybe even just evaluating where people are right. And I'm, you know, we can have all the all the finances laid out they're offering me this. This is the financial structure. This is how I'm going to get started. Some companies won't let you hold, hold, even hold an open house until you've been through their training program. That's great. If that works for you. If it doesn't work for you, then that doesn't make any sense to do that. Some teams will, you know, you join a real estate team, if the if they'll have a new agent, they might want you to be on your own first but the team, you know, if you're joining a team and you're a new agent, you're going to be paying to join a team, does it make sense for you? Yeah. So, yeah.

Tracy Hayes  1:03:57  
Well, to understand that that's part of the I think a lot of people lose. We were talking the other day about, you know, lending and, like, hard money. And, you know, hard money right now, basically the going rates like 12% whoa, hold on a second, they're looking at the house you're buying, how much money you're putting down, and then telling you whether they get money. They don't really look at much else. So that's the cost, and the cost that they can write a check like at that moment in time you're not having needles stuck in you and your teeth pulled to get a loan, yeah, you know, but that's the cost of doing this and to get into the business. Like you said, if the team is the way you're doing, yeah, you've got to there's multiple people on that team, maybe they're doing lead buys all these things that someone you got to pay for it somehow. And we're all

Sarah Olson  1:04:46  
in the business. Yeah, we're not nonprofit, exactly.

Tracy Hayes  1:04:51  
And now the fortunate thing is you, it's not like you're having to write a check every day. It's off what they help you get you. Yo there. So it's a pay for play situation. And I think the people have to come to realization of that, because they're already looking, oh, I'm gonna get my X percentage of that. No, you're gonna get that X percentage minus this. And because, you know all the things, you're

Sarah Olson  1:05:17  
also not paying for a for sale sign, and you're not paying for or putting it on a credit card, yeah, you're not paying for a website. You're not paying you know, you're the the expenses of your entrepreneurial business are being funded by someone else. Yes, and that's great. You are paying for it in your commission,

Tracy Hayes  1:05:35  
which any entrepreneur will tell you, you're going to write a lot of checks, and you get started to do a business just for a bunch of stupid stuff that had nothing to do with your business doing, I mean, and you will write checks that you don't know if you're ever going to get a return on investment, let alone, you know, how many, I mean, how many entrepreneurs, it doesn't matter what business you and have blown money on marketing stuff that they hoped would work and, yeah,

Sarah Olson  1:05:59  
all the things You should not spend your money on. And then, like, I can't remember how many things I have, some tools and subscriptions that I'm like this is you must spend your money on this getting started. KCM is one of them, Keeping Current Matters for a new agent. You know, get started with Keeping Current Matters right.

Tracy Hayes  1:06:18  
What since you brought that up, because I find that interesting too. What are some things over the years? Or, I mean, I assume you teach them how to because new things are coming out all the time, how to evaluate a new widget, new shiny thing that flashes in front of you?

Sarah Olson  1:06:34  
Yeah, I'm kind of like, if Instagram is telling me to buy it, I should not. You're like my wife,

Tracy Hayes  1:06:43  
I bought some mushroom coffee. I told her, it wasn't Instagram, it was Tiktok. I bought

Sarah Olson  1:06:47  
some mushroom coffee too. Yeah, that was $9 so the business, again, the business of being in front of people is no different. It's a it's a relationship business, it's a face to face business, build getting your appointments set face to face. And so the tools that real estate agents should invest in are ones that provide value. So like, I love Keeping Current Matters. They provide value that you can do a social media script on there and, you know, put it on Facebook or Instagram.

Tracy Hayes  1:07:29  
Well, it's, I assume it sounds like it's keeping you, it's educating you. It's educating and giving you verbal ammunition. So when you are in front of somebody, you actually have a topic to talk about.

Sarah Olson  1:07:40  
Yeah, and somebody can find you and be like, oh, this person knows what they're doing and provides value. You could also blog about it. Whatever you want to do about that. You can form an email to your database about it. But, yeah, I don't know all the I mean, the AI stuff is, you know, I'm still new, yes, yeah, new, I'm still learning all that kind of myself.

Tracy Hayes  1:08:03  
Do you feel well? I mean, I probably know the answer to this, but to get your explanation, one of the reasons why too many agents unfortunately fail, or last year, what was it like? 70 something agents. 70% of those agents did not actually transact. That makes me sad? Yeah, it does, from the standpoint, because, I mean, really well I have seen because I'm, you know, when I'm searching out guests and so forth, I'm looking at numbers, and some people who were doing it well, even up through, even before covid. But you know, obviously, if you weren't doing well in 2021 you weren't getting out of bed in the morning, you know? I mean, you stuck a signing yard. You got offers. Now, challenging part, as I'm sure you experienced, you had customers, but you were fighting with multiple offers, and if you weren't winning, how do you win those when there's 1020, offers on a house, right? I mean, you had to learn how to do that. Some people were really good at it. Yeah, yeah, and that, and that's why you're successful, so that you were getting pushed out in from that standpoint. But the term of where I was was going with but the the agents who were doing well at that time, and then these last, I don't know. I guess it's been about two years now, you know, but roughly, your rates went up, but now it's really settled in. And of course, as we got towards, I know, obviously elections and stuff like that throw people into It's all how they're feeling and so forth. Some agents have really struggled, where other agents have actually excelled. Have you? Have you noticed that they've actually done better in this market?

Sarah Olson  1:09:44  
Yeah, and that's because when markets change, you have to have that entrepreneurial mindset. People who don't, people who don't have to move right now, are not moving. People who have their 3% interest rate and their house is working, yeah, fine for them, are not moving. So what do you look for when people aren't moving? You look for people who have to move and now, okay, so things have shifted. So again, your job is to get in front of as many people who are making a real estate decision as possible. Who's making real estate decisions right now, people who have to these are not good. Most of them are not because of happiness. They're because of divorce. They're because of a loss. They're because of job change, job change, relocation, military moves. So people whose families are expanding, and whose families are growing. Now my, you know, now the sandwich generation. So now my in laws are, my parents are coming to move with me, and oh my gosh, they we have a three bedroom house. This is not going to work, right? So these, these are, and these should be, always be people that are in your circle of business. But now sometimes when the market shifts, it's like, oh my goodness, yep, we gotta do this and that in 2008 2009 that's when some agents who are extremely successful got into foreclosures and short sales because they saw it. They're like, okay, the market is shifting. The people who are buying and selling are shifting. So now, how do we how do we shift with it? And I would say, how do we service the customers in need for where we are in the market?

Tracy Hayes  1:11:34  
Yeah, well, they, I mean, to hearing stories from many agents who obviously did well and made it through that time period. You some of the things that there were the amount of foreclosures that were going on, short sales and so forth, and dealing with the banks, because they'd never dealt with that before, not not at that volume. Yeah, and, and those who dug in and really, oh my goodness, everything on the timer.

Tracy Hayes  1:12:06  
We'll be right back. Yeah, I thought I reset it as you sat down, because it's it goes for 90 minutes, but we have been talking 90 minutes anyway, the for the that really dug in to that accelerated and got through that time period you chose in 2008 with leap to take that niche? Yeah. Do you have a niche today that you know, obviously, it's not the only thing you do, but, but you try to market your avatar that you try to focus on right now, I

Sarah Olson  1:12:33  
don't we. We're doing, we are doing more first time homebuyer seminars, because I love first time buyer seminars. My daughter is a first time home buyer. She bought last October. So always first time home buyers. And then we have, we're starting with seller seminars, because we really, my team, really excels with selling homes in in, you know, markets that are not usual, like we're not in the usual market and but known as far as like, a like, oh, I only sell $5 million press up,

Tracy Hayes  1:13:09  
right, right? Or green homes. Green homes, yeah, Florida.

Sarah Olson  1:13:13  
I mean, I thought Florida. I thought it'd be like the green Mecca. Like, you know, I don't even get me, builders here are not the builders.

Tracy Hayes  1:13:26  
Well, I think, well actually, I mean, that market was probably, that markets probably not North Carolina Market. Well, no, I mean, a lot of people, North Carolina is still a state. People are, I mean, they're going to, you know, I think it's, I think it goes back to thing we mentioned earlier, the cost, yeah, that I and I just don't believe the products that cost to build the green home cost that much more. Now I imagine maybe the technology does like any technology, right? I mean, these big TVs, they, you know, they were without. Now we get them for a couple 100 bucks, right? Yeah. I just, I just don't think, I think their mark, the markup, is there, because they feel the customer who's paying for it has more money to do

Sarah Olson  1:14:10  
it be different. Now, I know, like Providence homes builds with open cell phone installation. I think part of and one of the other builders does Energy Star rating. I don't know if it's DR Horton or but, but there's different energy star

Tracy Hayes  1:14:27  
but I think there's a lag too in the builders are definitely good old boys, and until they have these, you know, these, Elon Musk, 20 year olds move in, start to infiltrate their business and start going, hey, you know, you can actually do this, and it's not going to cost you anything more, and your house is more efficient, and you can brag about it, yeah, yeah, but

Sarah Olson  1:14:46  
the average person who lives in their house is usually five years, is how long they stay in their house. So are they willing to pay for something above and beyond

Tracy Hayes  1:14:56  
now, well, that's why I always with the solar panels. I mean. They have not to me, that's not been solved, one to make them efficient or from a cost effectiveness. But then it's like, okay, I put them on my roof, but then the insurance company wants my roof replaced every 10 years, especially if you're selling it, if it's 11 years old, and you're trying to sell 11 year old roof, it's like, you know, it's like a crime, but I got solar panels on top of it, too. Now, what is this? You know

Sarah Olson  1:15:26  
geothermal, if you you can't do geothermal in Florida because of the the what's under the grounds, more sand. I don't know geothermal.

Tracy Hayes  1:15:34  
That's your, that's, that's your green stuff. We got right back. It was something else. And it was too there's something else I wanted. Well, niche was, was the one that was this. That was the don't

Sarah Olson  1:15:48  
really have an don't have a really don't have a niche here. Yeah,

Tracy Hayes  1:15:55  
there was, it was, see if there's anything else on there. Oh, I wanted this, can we get this in here and try to get this in a couple minutes? Because I wanted to talk about grit. We talked about it before show and the love, laughter, inconsistency. Yeah, you know, you've been doing this long enough you've seen agents come and go, a lot of them, I'm sure, over the years, for not being able to persevere for whatever reasons, but tell us why you love real estate.

Sarah Olson  1:16:26  
I love it because every day is different. Every every day is different. Like, I don't know if I have ADHD or what, but I I keep a routine, but every I'm meeting new people every day, and you never know what's going to happen. Like, like, Denise calling me right week. Like, it's like, whoa, and things like that. There's little miracles that happen in this business, and it's really because of the people that just come in. So it's, every day is different. I'm always learning because the industry changes and and then, yeah, I've been in it so long that you start seeing cycles. So it's just I'm not behind a desk. Yeah, I can go to the grocery store at two o'clock in the afternoon if I've got no appointments. And that's where I need to be raising my kids. I was able to have a wonderful, you know, being that working mom, but still in car line for hours and hours, and then learning that, hey, from three or four, I have a standing appointment, and no one needs to know it's car line. Car lines

Tracy Hayes  1:17:33  
in ball fields. You know, you're out there, you're marketing. You're marketing out there. Because you're out there, people start

Sarah Olson  1:17:39  
talking to you. Shrimp sponsoring the Duval Medical Society tonight with my REMAX shirt.

Tracy Hayes  1:17:44  
Exactly. The second part was laughter. And I prepped you a little bit because there had to be some times when there was some lows. Oh yeah, yeah. We're really, like, questioned whether, maybe whether, why you should be a real estate agent. You know, tell us about me one of those times. And then now, obviously you laughing about it, because you're thinking about it your head right now. Yeah, tell us one that really got you down. And then, you know, how did you persevere through it?

Sarah Olson  1:18:12  
I would say, oh gosh. I mean the 2010 that was one, like just being like, oh my

Tracy Hayes  1:18:22  
gosh, yes, that building and almost come to a halt. Yeah, building,

Sarah Olson  1:18:26  
it almost come to a halt. I have a distinct memory in covid, 2020, or 2019 what a 2020. Where as, laying on the couch and I hadn't showered, I hadn't brushed my teeth, and it was probably two o'clock in the afternoon, and I'm laying on the couch, and I took a picture of my a selfie, and I sent it to my friend and and I said, the world is coming to an end. And I swear it was like, maybe five minutes later, the phone rang, and somebody wanted to go see a house. Then I went, oh shit. I got to get up. And I really felt like, This is it. I'm gonna have to go get this Oh, I hate saying I'm gonna have to go get a real job, like I have a real job. Put your pants on, take a shower. Go show this woman a house. And then 2020. Is like,

Tracy Hayes  1:19:25  
it's crazy, yeah, yeah, yeah. There was a real, actually, this morning I got there with Tiktok or Instagram or someone, and someone we know, well, keep the name out of there, but it was the real. Just said, keep, you know, keep moving forward. Don't, don't, don't quit. And you had that moment, and then he reached down and threw a phone call at you. Someone needed to go see a home. And then it totally changed your trajectory, you know? Because I think, I think for sure, I mean, we know there are people that use covid as an excuse to get out of this business. There's people last year that you. Aspire broker agreement to get out of the business. Oh, my god, yeah, which was which broker?

Sarah Olson  1:20:05  
Don't even get me started on. You remember what got me back into real estate in Florida was buyer's agency? Yeah, buyer agency. I mean, hello, we've been working buyer's agency our entire life.

Tracy Hayes  1:20:17  
Yeah, just having a conversation with your client, what's so amazing. And again, some Ricky Carruth and then James, who spoke at Ari bar camp, both of them were talking about this week, because I think an article came out, and they, you know, they like to put the article behind them in the real and then they're talking about Derek, but about how, how agent Commission's have not gone down. And in some places, if you actually are tracking, some agents will tell you they're getting there. They feel they're getting more per transaction because of that whole buyer broker agreement.

Sarah Olson  1:20:51  
Did you work for free before this NAR settlement? Yeah, no. Do you work for free now? No, okay. Will you please tell your buyer that that's buyer's agency?

Tracy Hayes  1:21:07  
I think it's made people rise up to the occasion, and now they're actually having that buyer broker agreement, and they're actually are talking about me, so there's no animosity afterwards, because it's afterwards is when they have the animosity buyer, oh, man, I can't believe they sign and buy the home and but then they're, they're bitter afterwards, but now you're prepping. I'm going, Hey, man, this is how this works. I'm gonna be my wife and I, she's, she's got a listing, and the house is not that old, but the garage, you know, somebody had parked a car in there was dripping somewhere. We went out, and luckily, the house is totally empty right now. We're trying to try to sell it for this gentleman. And we went out and we painted the whole garage. I mean, the the floor, we wouldn't, you know, put the coating on the floor and everything. Now it looks like, you know, break like a garage you moved in. They just built it, right? And, I mean, those are the little things we do. We We spent, you know, six hours doing that the other day, amongst many of the other things. And you could probably go on whether it's cleaning toilets, cleaning, you know, there's all these things, prepping them. Yeah, exactly, yeah. We could talk about that forever. I leave, leave that further. The real shit in real estate. I mean,

Sarah Olson  1:22:15  
I've had some lows this year, this it's been a challenging year lows. I've had some listings that haven't sold. So it's not, it's not all, you know, sunshine, roses, yeah, roses, even for any top real estate agent, yeah, in the area, there's always going to be somebody that catches you off guard. And how do you, how do you have it, navigate that and and push forward. Be like, Okay, I'm putting you in this bucket over here, and I'm going to move over here and again. And you, when you're sticking to your, your your your system, you've got to have a system, yeah, when you, when you go off of that you system that works. And you go off of that system, that's when things and then some, most,

Tracy Hayes  1:22:57  
you can't measure it anymore, and to get back on track.

Sarah Olson  1:23:00  
A lot of times we let that system go when we're working with friends, yeah, and family, and that's when got to keep your you've got to be the same for everybody. Same system for everyone.

Tracy Hayes  1:23:12  
My LLC, the last to see is consistency over now, I imagine this has changed over the years, different markets, different situations, North Carolina versus Florida, whatever. But is there anything that you've molded that over the years that you're consistently been doing in your business, whether that's on a daily, weekly, monthly basis, but you do it all the time, because it moves the needle

Sarah Olson  1:23:35  
every day. Do the same thing every day. Obviously, wake up, go do a little when you come into your work. You're calling five people that are in your database. You're looking at your your my lead tracker is like, really the Bible. You know, who have who do I need to talk to once a week? Who do I need to talk to every day, people who are looking for houses. You're looking for houses for them every single day. You're calling your past clients like five a day, and you're writing personal notes. Whoever comes to your mind, you're writing personal note for them, and you're staying top of mind. You work out and, yeah, I mean, that's it takes about an hour

Tracy Hayes  1:24:16  
from I was gonna ask you that, what is that? What you said you put about an hour, maybe hour hour and a half, depending on an hour and

Sarah Olson  1:24:22  
a half and a half into that, an hour an hour and a half into that, and if I don't have appointments for the rest of the day, maybe I spend more time on it.

Tracy Hayes  1:24:29  
Now, do you have, you have a system that's that feeds that to you? How are how are you?

Sarah Olson  1:24:37  
I wish I brought it. I have this book. It's paper. It's called the organized agent, and I love this paper book. It's a calendar. It has all the daily activities you can do, and I plan out my whole week. Nicole uses it too hers. She has a lot more words than I do in color coding, but, yeah, I fill it out every week, and I just. It's like my Bible. That's called the organized agent. I love it.

Tracy Hayes  1:25:03  
The people you're calling every day, obviously someone is hot, like they want, they're ready to make it. They're ready to make something happen.

Sarah Olson  1:25:10  
They've called you, I'm moving here. You've got them on a search. You're just waiting for a house to come up to make an appointment. Or you're saying, hey, you know what? Let's just go make an appointment.

Tracy Hayes  1:25:21  
So are you? So you're paperly going in there and say, call John and Sally. Call John and Sally.

Sarah Olson  1:25:27  
Tracker is my Google my Google form, okay, my Google Drive. I'm connected. We have tabs for all the agents on there, but that's my hots. So those are people who are my active listings. So active listing every

Tracy Hayes  1:25:40  
just go to Hot. I know I got to call those people. I'm calling them until you take them out

Sarah Olson  1:25:44  
of the hot or looking for a house. I was like, Okay, look on the MLS. Is there a house that fits their needs today? If so, text it to them when you want to go see it. Listings, the same thing, any new activity in the in in their area that would have an effect on that listing. So a new, new house that popped up that's priced $10,000 less. I want to know it today. I don't want to know it next week. Are there open houses in that neighborhood? Do we need to do an open house this week? So every, every single day, and that's that consistently, consistently, just takes, like, an hour,

Tracy Hayes  1:26:19  
and it's, it's, it's doing what you mentioned earlier. You're talking to people, you're interacting with people, you're reminding them you're in the real estate business, whatever. I'm here, I'm here, I'm here every day. And you're in you're doing that because, yeah, I think you go back to thing, whether it's your birthdays, anniversaries and those things. I mean, there's all these CRMs that already tell you all that you just got to get, you just got to get the information which you go on Facebook. Half the people have their birth date in there, you know, you go on there. But, I mean, do you do you use social media to stalk them a little bit to kind of maybe have a something to talk to them about, kind of like I stalked you this morning.

Sarah Olson  1:26:56  
And yes. I mean, you certainly can, certainly can. Yeah, the graduations are happening, yeah? Wishing somebody a Happy graduation once you start being in the business now and now, I have an end of you know how many people bought a home for me last May or ever, ever, every May, ever, in May, happy anniversary. So you know you're calling them, hey, I'm going to send you a real estate review. So you have a system for a real estate review, so you're not spinning your wheels. You're always doing there's always something to do every single day. You have to time block. You have to make a plan for it, and then just keep to that plan and tell new agents too, about just building your database with mortgage lenders. And when you become a new agent. Everyone wants to know who you are, because the referral you know home inspectors, they all want to know the realtor. I Yeah, okay, so, and I'm going on a tangent here, but that's great. I'm a real estate agent. You can do home inspections for me. What can you do for me? Who do you refer your friends and family to?

Tracy Hayes  1:28:04  
Or how, how can you put me in front of exactly, so it's as, that's it. That's, that's actually a great question. I was talking the last show we were, we like, we kind of got into that a little bit because I felt, I feel, yeah, the agent is the pinnacle. It is, it is the housing industry. The agent is, is the, the pillar to it all. And they, they do have the ability to refer out. But I in people may think this selfish, because I'm in the mortgage business. Why are you referring three people? Because to me, you have no credibility when you do that, or you have less credibility. Tell me who your number one person is this person is going to get it done, and you're going to have now, I can give you a couple others if you feel you need to shop, but this is my go to person, that go to person if they know you're they're the go to person, they're going to give back. If they know they're just one of three, or one of five, or maybe sometimes you refer because you're not really good at controlling your client. You're not going to get much return thing, because it's a shot in the air for them. You know, it's like, okay, you know, my name and, you know, I so to really create those relationships. I mean, over the years, you probably going in and out of different, you know, people, people were good for a while, and then, you know, maybe whatever this life happened in the lost interest in doing that business really well, you know, that kind of thing. But how those relationships have really made the wow, like you have. You described the stress less transaction, yeah, yeah, yeah.

Sarah Olson  1:29:36  
It's a relationship business. Yeah, it is. And we use, we use building your database as far as your vendors in ways to okay Mr. And Mr. Home Inspector. Because Home Inspections I'm speaking about, because there are differences. We have some that are mold specialists. We have some that are independent, or some cost friendly, budget friendly, and some. Who are not budget friendly. But what are, what are some ways that we can reciprocate? And usually, when I say reciprocate, that is, is, hey, how about this direct mail piece that I'm getting ready to do exactly? Can we co brand it exactly? Have a good message on it now? Now, as an entrepreneur, I'm offsetting my business expenses while pervade, while providing value and in a strategic partnership and or maybe there's a seminar that we can do together. So I have seller seminars that I do, and those are sponsored by a title company, and they the title company

Tracy Hayes  1:30:38  
will get into that a little bit. Let's finish with that. I know we're running. We can, we can talk forever, but try to keep the show to a little this is probably actually the longest, well, not the longest show close to it. Yeah, there was one that wasn't really on, but you said home buyer seminars and seller seminars. Yeah. Then I think being in nakati, that's the seller seminar, I think would, obviously, I don't know, the home buyer, the new first time home buyer. What are some techniques you use to actually get butts in the seats?

Sarah Olson  1:31:14  
So it's hooks. So our first time home buyer seminars, we, we've been doing them for a long time, but we the last few months, we just changed the hook. So five mistakes home buyer, first time home buyers make, and how to avoid them. Now we got butts in seats. So it's it's trying to figure all of that out, but a clear message on designs to the audience. So home buyers, first time home buyers are cost. How much does this cost? How do I do this? They're also very open to understanding how a buyer's agent helps them. I mean, my first time, home buyers are just, they're just, they're sponges. They're just like

Tracy Hayes  1:31:56  
if they got a father in law who thinks he's for sale by owner, go out and do yourself, don't put you know, not understanding how the agent is actually compensated.

Sarah Olson  1:32:04  
That's all part of our questions. Who else are making the decisions behind the scenes? We would like to know your deal killers up front. Yeah, right on and I do. I mom and dad in town. I would like them to come to the home inspection. I would much rather have these conversations with mom and dad, because, yeah, we call them the deal killer Yeah, and the seller seminars is the same thing. It says the challenging market and people they want home who would go to a home seller seminar? I don't know the three people that

Tracy Hayes  1:32:33  
showed up last time. I think that's, I think that's a great idea, actually pricing your home.

Sarah Olson  1:32:39  
Why You Should stage how the cost of staging, the cost, that's expenses, the cost expected. And guess what? We talk about the NAR settlement and how nobody works for free.

Tracy Hayes  1:32:56  
I think the seller seminars. I mean thinking where you're at nakati, and knowing how long houses are staying on the market right now, you know, how do you separate yourself in a cookie cutter neighborhood? You know, these, these planned urban developments where there's like, half a dozen models and your models every other house?

Sarah Olson  1:33:14  
Yeah? Well, it's strategy. Yeah, you so with sellers and our the seminar talks a lot about the the emotional part of selling your house, selling your house stinks. It's, it's awful, it's, it's intrusive. It's absolutely every day you have to clean something and close the toilet seat and open a blind and nobody might show up, or somebody says they're going to show up and they don't show up, because real estate agents tend to do that. It's not fun selling your house. And what people don't sellers have to understand is that they have memories in their home. They have raised families in their personal attachments, personal attachments, and when that For Sale sign goes in the yard, it is a commodity, and that's what we talk about in seller seminar. This is going to hurt, this is going to stink, this is going to be uncomfortable,

Tracy Hayes  1:34:06  
but to get the best dollar for your home, this is what we need to do.

Sarah Olson  1:34:09  
Be comfortable. Do you want money in your pocket? Right? Because that's why you're hiring a real estate agent, exactly. And the real estate agent has to come, has to understand, come to the table with strategy, which is timing? I love when sellers call me in December or January to sell your house, and I can say, all right, we're going February 15. What? That's too early. Do you want to be first out of the gate, or do you want to be last of the gate? You've got no competition right now. People are coming into town by March, I'll have your home sold. And we do that time and time again. It's just, it's understanding the strategy and something different, like your house has to set itself apart somehow.

Tracy Hayes  1:34:49  
Do you have some agents sitting on your these seminars that you these seller seminars? Because there's some agents that need to sit in on your seller seminar. You should do? Yeah, I mean, I would do, maybe. Maybe we should put something together, Academy, an academy offshoot. We should just, yeah, just because, I mean, there's no doubt, the reason why somebody's house is sitting won't. Everyone will tell you, Well, the first reasons price, all right, it's funny. The only one can break through is my wife. But yeah, there's, there's a lot of agents out there that needs, you know, that are really striving some of them only got, maybe they got one listing or two listing. We know there's some agents got a bunch of listings. And why are they sitting the collaboration of ideas? Okay, we know price is number one, but is there something else maybe I can

Sarah Olson  1:35:37  
do sometimes it's, it's the way you approach your seller from the beginning. Yes, that you can't overcome. Yeah. So when you go to a listing appointment, you want the listing, and what are you saying to that seller when they're interviewing five other realtors? Are you just give me, give me, give me. Like, I'll do anything you want to get this listing. Well, we've got that. We've got to back that up. We have have a different conversation. Because you're not a nonprofit, and you're when you when you list a home, you are spending money on that listing. And I've had a couple this year that have expired. You know, I'm not in not I'm not immune to all of this. Yeah, you it hurts. I mean, that's not a good business. Tracy, so you have to be able to approach that seller from the beginning. And how do you do that? You have to do your home. You just, yeah, yeah. So anyways, it's a whole, yeah. That's probably

Tracy Hayes  1:36:35  
that now that that would be it. That would be just a good, you know, Lunch and Learn to put on, I think, you know, there's agent, there's always something you can pick up out there. You know, you go to somebody, you might sit there and listen someone for an hour talk, and if you can pull one or two things out of there, like, try that. I didn't ever thought about that. I thought about it, but then I went off on the back burner. Now, you just reminded me, now I need to do it. And then, you know, those that makes it all worth it,

Sarah Olson  1:37:02  
having your system too. So now, you know, of course, we have these beautiful marketing materials, so I don't have to think about it anymore. I have a system in place. And guess what? It's in paper when we go over with the seller. So I don't have to, you know, this is, this is the, the the process that I follow and there. I mean, gosh. I mean, there's so much going I mean, you have to know how to price a house. Yeah, you have to know this place in the market.

Tracy Hayes  1:37:27  
I appreciate you coming on today. This was jam packed. We probably could, we probably could talk for three hours, but no part two, come on. Well, that's one thing I'm going to start next month is, is bring, going back, cycling back through a lot of people I've had on just to do a 30 minute just a video podcast, put it out there. It's out on you. Be out on YouTube, be on Facebook, whatever. And get caught, get caught up. But I think coming on, as you get your your school starts to pick up pace. Here, I'd like to hear a lot about that, because that's really what I'm trying to do with the podcast, is, is, you know, I don't want to say educate, like they're not educated, but the hear other ideas. Hear what other people are doing as all ages, you know, collaborate. You know, hey, you know, this worked this this month. You know, you know, whatever it is, you know, that makes our industry move forward. It's easy. Yes, appreciate you. Yeah, thank you. Thank you