Savannah Dougherty: Mentor, Top Of Mind and Relationships

REE#152 AUDIO
[00:00:00] Savannah Dougherty: Hey, this is Savannah Doherty of one Sotheby's
International Realty. If you are looking to improve your real estate business, you need to be
listening to the Real Estate Excellence Podcast with my good friend Tracy Hayes. Hi.
[00:00:12]
[00:00:12] Tracy Hayes: Welcome back to the Real Estate Excellence Podcast. I have a first
time on the show today, a one Sotheby's International Realty's Best here in Northeast Florida.
Her business skyrocketed to over 20 million in, in 2022, is already off to a great start in 23.
She has been in the business for just over six years.

[00:01:04] A Jacksonville Business Journal listed her as one of the top real estate agents in
Greater Jacksonville. For those who seek the highest level of service expertise, reach in
Florida's east coast and beyond, they need to be calling Savannah Doherty. Savannah,
welcome to the show. Thank you for having me.
[00:01:20] Thank you. I don't know if my exact numbers are off, but they're somewhere
close in there, their system where I pull up numbers. That's why I never wanna be precise on
someone's numbers. But I did notice, obviously, you, you jumped up last year. In production.
So I really wanna dig into, you know, what are some of the things maybe you were doing
differently?
[00:01:38] you know, you've been at Sotheby's now for a couple years, like two and a half
years
[00:01:41] Savannah Dougherty: roughly, do you think? Maybe two years. Yeah. Um,yeah,
about that something.
[00:01:45] Tracy Hayes: So, it was on your LinkedIn, that's where I get all your
information. Everybody knows that. So, so the LinkedIn's not correct, but, welcome to the
show as I, I'd like to kick it off, for everyone to get a little bit to know you and a little bit of
background before you got into real estate.
[00:01:58] Mm-hmm. So tell us a little about
[00:01:59] Savannah Dougherty: where you're from. Okay, so I was born in Jacksonville,
Florida. my parents moved, me and my siblings up to Yulee, Florida, when I was in
preschool. So I remember Yuli when it was just a few stoplights. they didn't have the
Walmart, target, anything like that.
[00:02:14] So I've seen over the years how much it's grown. so yeah, I'm from Yulee. I
service, all of Nassau County as well as Jacksonville. Mm-hmm. I'm very familiar with both
because even though I live in Yulee, I still have family that lives here in Jacksonville, so I'm
over here a
[00:02:29] Tracy Hayes: lot. So young Savannah, you're at Yulee High?
[00:02:32] Yes. Okay. What is, you know, they're about ready to throw you out and throw
you out of the nest. Mm-hmm. What, what was your vision at time, at that time of what you
wanted to do?
[00:02:42] Savannah Dougherty: So, I've always been a teeth person. I love hygiene. Like,
I'm always wanting to like look at people's teeth. So I thought, okay, well that's the perfect
profession for me.
[00:02:52] Right? So I was going to school for dental hygiene. Well, then I had some people
talking in my ear. you have scoliosis. You probably shouldn't do that because you're leaning

over in a chair all day long. Mm-hmm. And you're not gonna be able to do it that long, and
you're going to school. Just to be able to do this for a couple years.
[00:03:07] So I was like, okay, what else am I interested in? And I've always thought like
sonography was cool and ultrasounds for babies. So I thought, okay, maybe radiology, right?
Well, I got into both programs at F S D J and I kind of had this like, come to Jesus moment,
like, this is not what you're supposed to do.
[00:03:26] And I just got panicked and I told my father, look, I don't really know what I'm
supposed to be doing, but I turned down both programs and now I'm kind of like back to
square one. And so I've gone to school, spent all this money and time, and then it just didn't
work out. I felt like I just wasted a bunch of time and money and I'm like, what am I
supposed to do with my life?
[00:03:47] Right? so he has been a. Custom home builder for years. And he mentioned, he's
like, why don't you look into real estate? And I was like, well, I know there's more to it than
just opening house, opening doors for pretty houses, right? you see all these shows on TV
about right. You know, this is the luxury of real estate, but what really is real estate?
[00:04:08] So I told him, I said, yeah, I'll look into it. And he was like, well, if you do it, I
will pay for your school and your first round of dues. And I was like, Hmm, okay. Well I
don't know what all that is right, but I'll look into it. So I went and started YouTubing and
trying to find videos of what real estate agents actually did.
[00:04:25] Right. And went back to him and I was like, I think I wanna do this. So I did the
online course, which I do not recommend doing. I recommend going in person to take, the
real estate course. but I did that while I was working. Cause I, at the time I was newly
married. Mm-hmm. I couldn't really take off a week of work.
[00:04:43] So I did the. Online course, which took me about three months cuz it just took
longer than it should have. Right.
[00:04:50] Tracy Hayes: a couple questions I'm gonna bring up there. Mm-hmm. So what
are some of the things, because you're, you're, I mean, are you 20, even 22 yet at this time?
[00:04:57] I think you, cause you never finished, did you finish your, you didn't finish the
degree? I just
[00:05:01] Savannah Dougherty: got my associates. Okay. I just finished out and was like,
let me just get a degree. We just did how much money you did save. Yeah, yeah, exactly. but
there was all kinds of science classes that didn't even go towards my degree, so Right.
[00:05:12] This was whatever so yeah. I think when I got licensed I was 21. Okay.

[00:05:18] Tracy Hayes: So what, you said you were working, you just got married. What
kind of, what kind of other work were you doing? Were you waiting tables? What were you
doing?
[00:05:25] Savannah Dougherty: so I first, when I first got a job, I was working in the
daycare at Anytime Fitness.
[00:05:33] Then I moved up to behind the counter anytime for this, because I've always been
like active and thought Okay. And I knew the owner and she was just a great person to work
for. Yeah. and I love baking. So then I went to, a local bake shop. it was called Bliss Cupcake
Ry. And so I was making cupcakes and helping with cakes and stuff like that.
[00:05:52] Right. And then I love kids. So then I went to nannying. And at the time when I
was in high school, I was a waitress and nannying and doing all these different side hustles.
but at the time that I got my real estate license, I was nannying for a military family.
[00:06:08] Tracy Hayes: Okay. Well, because, you know, like I said, I said, you know,
before the show, I think, you know, you are a younger person, and I've said this numerous
times on the episode back when I was growing up, the real estate agent typically was I.
[00:06:20] you know, that spouse of, you know, maybe the, other spouse had the regular job
and the income coming in and they started off as a hobby and one thing led to another, and,
but most real estate agents were not 22 years old getting their license. Yeah. And you know,
obviously, you know, so if you look back, you really saved a lot of money, Uhhuh.
[00:06:40] Savannah Dougherty: But me and my husband, when we, when I first started
doing this, like we were. Counting Penny. Like, it was it was very tough. Yeah. So it has
been a blessing for sure.
[00:06:49] Tracy Hayes: Well, we'll definitely dig into that. Okay. Cause we definitely want
to, you know, get across, especially, you know, to your friends, you know, you that we talked
a little earlier about asking you getting in and, and some of you know your struggles.
[00:06:58] Mm-hmm. but those other. Types of jobs that you, you did as you were as any
young person. And you, there's, trust me, there's more people who went to that four year
college spending $50,000 a year, some of 'em. and after, you know, $200,000, still don't
know what they wanna do. And so you should, you feel blessed, but you've, oh yes, you've
stabbed at a couple things to kind of, it sounds like, to get a feeling and you chased your
heart a little bit cuz it's what you like to do, right?
[00:07:26] Mm-hmm. I mean, it's,I, I think you would agree, real estate, you better like doing
it because it'll, it's, it'll punish you. Oh yes. For it puts you down sometimes and you're like,
why am I doing this? Oh, yeah. Yeah. But so you chased some of those things. What are just,
if you could think just a moment of anything that you did previously, like you said you were
waiting tables while you were in high school and, and you know, babysitting and all that kind
of stuff.

[00:07:48] What are some of the things that you took from that? Into, into real estate today.
And when you're, you're talking to some of these clients now, especially as a young person.
Mm-hmm. you know, you might be dealing with someone, you know, 15, 20 or more years
older than you are mm-hmm. And who've probably bought two or three homes already.
[00:08:05] you know, or exchange, have a family grown it all, you know, gone all through all
those life things. Mm-hmm. Where you're really at the beginning of your, your cycle. So
what are some of the things you took from those, those small little jobs that, that you think
has made you a great real
[00:08:18] Savannah Dougherty: estate agent? just really caring about people and it's
having those relationships and think it's really just this business is about people.
[00:08:28] Mm-hmm. And if you don't care and it's just all about the money for you, it's
gonna be very hard to. Be successful in this. but I truly care about people and their stories
and, you know, whether they're coming here or leaving because they're in the military or they
recently got divorced, or, they're having a new baby.
[00:08:46] There's so many different stages in life, right. And I think that's just kind of,
[00:08:51] Tracy Hayes: yeah, no, that's, I mean, that's why I expected to draw out of you. I
mean the, You did a lot of service. Mm-hmm. You know, especially working at daycare. I
don't know how, how someone can do that. I mean, I don't, not a daycare,
[00:09:02] Savannah Dougherty: it was only
[00:09:03] Tracy Hayes: two kids, but Okay.
[00:09:04] I don't know how many kids I could. Yeah. Or someone else's kids I could love on
for so long, you know what I mean? Yeah. So, yeah. Alright. So, you, you explained the, the
dental hygienist. You're gone through school, you're, you're, you get your license. Mm-hmm.
You're deciding where to work cuz Sotheby's is your second home in real estate. What, what
are some of the things that you went through? Or did your dad give you some advice? Did
you talk to other real estate agents? What, what made you decide to go to your first
brokerage that you, that you signed?
[00:09:33] Savannah Dougherty: Okay. So I was actually working under a very successful
agent for about three and a half years, with Century 21.
[00:09:42] Tracy Hayes: Okay. And so you had a mentor? Yes.
[00:09:45] Savannah Dougherty: Oh, okay. And she was my family's realtor for years. I'd,
I've known her since I was little. Mm-hmm. and so whenever my dad said, you know, here's
the money for this and this is who you need to go see. Okay. whether you work with her or
you just get some tips from her.

[00:10:03] But we worked very well together and so I had learned everything that I know
from her for the last three and a half years. Mm-hmm. before I went on my own. so that was
definitely a huge, huge part of my business.
[00:10:16] Let's,
[00:10:16] Tracy Hayes: let's, I mean, how important, I mean, you luckily had some, you
know, you knew this person.
[00:10:21] Mm-hmm. Your dad obviously know cuz he's in the industry. Mm-hmm. for
someone coming in, like, you know, we were talking about your friends talking, how
important is it for that new agent? If they don't have that family connection, which was easy
for you to make. Mm-hmm. Cuz you knew this person and knew their success already to find
someone like that and, and really, you know, if you can't be their, assistant or partner or, or
whatever, but really to, to bond with in, in, in, in the office or maybe could be at another
brokerage, who knows.
[00:10:52] But define someone like that to follow and
[00:10:54] Savannah Dougherty: learn from. It's very important. Like Marissa on my team,
she's a new agent and she jumped in with me and I've been training her and that's something
that I'm passionate about too because I had that as a new agent, someone to mentor me and
teach me everything to know about real estate.
[00:11:10] I'm very passionate about helping other agents do the same. you don't learn what
we do in real estate school, so it's very important after you get licensed to have. Whether the
brokerage has really good training or you jump in under somebody or on a team or what, but
I, I always, anytime anybody asks me, you know, I want to get into real estate, what do I do?
[00:11:32] What are the first steps? And I say, you know, after you get licensed, you need to
find a mentor, a team, or a brokerage with training,
[00:11:40] Tracy Hayes: since we're jumping on that subject already, do you feel like, well, I
mean, obviously, you know, some of these people come to you, you know mm-hmm.
Personally, and you're like, oh my God.
[00:11:50] You know, I'm sure there's some of 'em be like, who, who knows? Maybe they'll,
they'll, you know, they'll, they'll get it. Mm-hmm. Or, you know, but based on your personal
experience, you're, oh, I don't know if this person's really gonna be dedicated or it's
important. Maybe they go talk to even before they even get their license.
[00:12:05] Yeah, yeah. To go talk and sit down and have coffee or whatever.
[00:12:07] Savannah Dougherty: Yeah. So, before we even started recording, I was telling
Tracy that I have. Agents or newer agents or people that are just looking to get their license,

they reach out to me daily, Facebook Messenger, text, whatever it may be, just asking me,
you know, whether they have gotten their license or not.
[00:12:26] And if they haven't, just saying, Hey, what does that look like to get my license?
And I always say, just go and shadow an agent for the day or for a week or whatever it may
be, to see if you really wanna do what they do. And it's always d every day. It's different in
this business. Yeah, yeah. So you probably need to shadow 'em for more than a week,
honestly, to see.
[00:12:47] Right. and maybe even a couple different agents, because like I said, it's always
something different. And each real estate agent does their business differently too. So it'd be
good to get different ideas from different agents shadowing
[00:13:01] Tracy Hayes: the pre-conversation, you know, you're, you're having that with
them.
[00:13:05] What are, I mean, I'm sure some of 'em you get on the phone with there's more.
Mm-hmm. Well, maybe you do try to express it through messaging, but you know, you,
you've get enough of these questions that do you start to ask them directly back, why do you
wanna do it? Mm-hmm. Almost like you're interviewing 'em.
[00:13:21] Mm-hmm. To try to punch 'em in the stomach a little bit to see if they're actually
gonna withstand the blows. Yep.
[00:13:26] Savannah Dougherty: And sometimes they can't take a phone call. So I'm on the
Facebook messenger, like voice text me cuz it is a lot. Yeah. And so I'm saying, Hey, these
are some things you need to think about, or I'll ask them questions or.
[00:13:38] Tracy Hayes: don't know. Well, I mean, you, you had your, your dad a little bit
and you kinda walked into it. But, you know, I've, I've had, you know, Christina Welch on,
you know, one of the top team, leads in, in the area and so forth as, as many others. And, she
said clearly on the po, you know, it's not hgtv.
[00:13:55] Mm-hmm. What are some of the impressions that, that some of these people who
are asking you about it, what is their impression? Perception of the business?
[00:14:04] Savannah Dougherty: I've gotten all kinds
[00:14:06] Tracy Hayes: of things. Oh, tell me, let's share, share, share,
[00:14:08] Savannah Dougherty: share. Well, a lot of people don't know, and I did a video
about this on my social media, but a lot of people don't know how real estate agents get paid.
[00:14:15] Mm-hmm. So they think that your salary plus commission, and that's not the case.
Mm-hmm. We are solely commissioned. So if we don't close on a home, we're not getting

paid. and you can show buyers houses for months and, and they don't even Right. Choose
anything. They never close. And then you've. Wasted
[00:14:32] Tracy Hayes: all that time.
[00:14:33] Interest rates gone up and they decide they're gonna wait. Yes,
[00:14:36] Savannah Dougherty: yes. So, there is a lot into it that, so I make sure that
people know that upfront. Mm-hmm. oh gosh, there's so much. Really.
[00:14:43] Tracy Hayes: well, and the number one thing we all laugh about is they think
they have time. They're like, oh, this is my free, I can have, I can be, you know, more free
time, I guess is what they're Yes.
[00:14:52] How do they say, how do you
[00:14:52] Savannah Dougherty: address that? Explain that. Well, I have two kids and so I
think people see that as too, well she's a mom and she's, and yes, that is great, but I do a lot
of sacrificing of family time and stuff like that. Mm-hmm. To be able to run my business.
And I think a lot of people think that you can just sit at home and do a lot of this behind the
scenes and not actually have to go out there, get business.
[00:15:16] Show houses on a whim. I'll have someone, Hey, can we go see this house right
now? Oh, I'm just about to pull into the house to see my babies, but yes, I'll turn around. So
there is a lot of sacrificing of time with family and I think people have the impression that
they're gonna have all this time on their hands.
[00:15:35] And yes, you do make your own schedule in this business, but. It's not a nine to
five. I could be writing an offer at 10 o'clock at night. Well,
[00:15:42] Tracy Hayes: sometimes the idle, you know, what's to say? The, idle time is the
devil's, you know, could get in there and start distracting you mm-hmm. From what you
really need to be doing.
[00:15:50] And, you know, obviously you, we know prospecting's 80, 90% of what you do.
Mm-hmm. I mean, you have to be bringing in the next, after you get 'em in. Yeah. There's,
there's things to do. But that's very minor in, in this. Yeah. You know, what it takes to
actually get your business up and running, which you've been spending the last six years.
[00:16:07] Mm-hmm. and finding really, you know, bearing, you know, fruits. of your labor.
Your first, your first, let's talk about your first, six months, 12 months, your, your, you're
mentoring under this, this,top producer at Century 21. What are some of the things that, you
were like, oh, wow, I didn't realize, you know, Some aha moments that you might have had.
[00:16:27] Oh gosh, yeah. Some things that kind of, so many, yeah. Your perception versus
then you're actually doing it and going, oh wow, I didn't know I had to do that. I think

[00:16:35] Savannah Dougherty: like really taking everything from contract to close and
learning all of that. Because like I said, in the real estate school, you don't know how to do
all of that, but there's so many steps to take, whether it be a buyer and you're first starting to
show homes, and then you're writing offers, and then you're scheduling inspections and this
and that.
[00:16:53] Mm-hmm. Listings, you're getting the listing ready. You have to have money up
front to be able to put a lockbox on a sign order, photos, there's so many things that are
involved with transactions that I really had no idea about. Really the whole process.
[00:17:09] Tracy Hayes: Right. One of those things that, you know, even before you get
your license mm-hmm.
[00:17:13] To go shadow someone and find out, because I, I think, you know, like I said, a
lot of the perception is the hgtv. Mm-hmm. You're showing the houses and so forth. you're at
your first brokerage. You're, you're with this, mentor who's, so what are some of the things,
you know, a new, again, back to, you know, advising that new agent as far as educating
yourself. Cuz even that mentor, you know, of course, was teaching you a lot. Mm-hmm. Cuz
they've been doing it a while.
[00:17:38] As you are pouring into your team, you from that standpoint. But what are some,
what are some of the things you'd recommend an agent to do? They need to go out and
actually set time, whether it's weekly, monthly, or so forth, to further broaden their horizon in
real estate.
[00:17:53] Savannah Dougherty: Well, listening to podcast, is a great one.
[00:17:57] Good suggestion is a great one. but also finding training courses that you can do.
I'm all about educating yourself because there's constantly changes in laws and practices in
real estate. social media, everything's changing, so fast. So I'm all about continuously
educating yourself. whenever I first got in, we would go to the Florida Realtor Convention in
Orlando, and they had all kinds of vendors and stuff, but they do classes during the day,
right.
[00:18:26] So that was very helpful. and anytime I would hear about anything, whether it be
at the association's office that they're holding a class, I would try to be at whatever kind of
training I could, right? To just get myself educated.
[00:18:40] Tracy Hayes: I don't think, you know, one of, we didn revert back to that new
agent.
[00:18:43] I don't think, again, I don't think the average person realizes as well for you to,
reach your, I I would call your, you know, when I look at your numbers, you reach, you reach
this like tipping point. All this work you'd been doing all, all of a sudden, you know, you,
you've been, will dig into exactly what you think caused that, but you, you have to build up
in.

[00:19:01] Would you agree, or how important was it to you to gather that education,
whether it was at ne Ffar, whether it was at, you know, the convention, whether it was at a
loan vendor providing something or the title company h how it built your confidence as an
agent.
[00:19:17] Savannah Dougherty: Yeah, so when I was talking to Marissa, like I said, she
works with me and she's a newer agent and she reminds me of myself when I was newer, I
really didn't have that confidence and so I kind of hid behind my mentor for three and a half
years cuz I was like, okay, if.
[00:19:34] This if something happens, like she'll be there to Right. Well, when I went out on
my own, we agreed we were, you know, mutually cut. Said It's time, it's time. Savannah,
you're good to go. You don't need any more of me. Oh, spread them wings. yeah, I was really
nervous, but I knew I had it.
[00:19:49] and I really just had to have that confidence. It, it really is the confidence. and
being a young, a newer agent mm-hmm. And being on your own, it is scary. But I felt like
that definitely helped me. Succeed. and
[00:20:04] Tracy Hayes: you may not have an answer to this part of it, I just was thinking
about, you know, I, you know, education can provide you confidence.
[00:20:11] Mm-hmm. But, you know, sometimes you're sitting there in those classes and
then because you haven't run across that situation, you don't really actually know where it
actually applies yet. Mm-hmm. Until that situation, you know, maybe title issue or
something, whatever it might be, you're learning about it going, oh yeah, okay.
[00:20:27] I, or the test. Right. You study for the test, like when you're supposed to renewal
and all this other stuff. Well, you don't really Okay. Until it's time to renew, you know, I'll go.
Yeah. Yeah. I learned that when I studied for the test. But the same thing when, when you're
learning, you know, you're sitting in there, in those classes at or whatever.
[00:20:43] what are some, is there there other things that you did to, especially when you've
launched over on your own right. I'm sure there was this, you know, moment where you took
this deep breath going, Hey, tomorrow I'm on my own. Mm-hmm. You know, where you
have learned over six years that get, you know, your presentation being in front of a new
buyer or seller.
[00:21:03] Mm-hmm. That confidence that, hey, yeah, I'm sub 30 years old and, but I know
what I'm doing. I've been doing this a while and I probably know more than others. what are
some other things that you did personally to, to, you know, give yourself that, oh gosh,
[00:21:17] Savannah Dougherty: practice. I know it's weird and people say like, no, that's a
very good answer though, to like, look at yourself in the mirror and like practice things.

[00:21:25] But also like with my listing presentations, I would go over them and study and
before a listing I would know what has sold in that community. So when they're asking me, I
am the expert, I'm, I know. You
[00:21:38] Tracy Hayes: act like
[00:21:38] Savannah Dougherty: you sold it. Yeah. Yeah. So it's just really educating
yourself and, do you
[00:21:43] Tracy Hayes: use scripts on anything you do, or, I mean, I know you've probably
seen them, but Yeah.
[00:21:48] I mean, most people shy away from them. Yeah. I know. I, but you prac what you
practice. It sounds like you practice your own, you created your own. Yeah. because you're
willing to stand in front of a mirror and, and mm-hmm. And do those things. But that, that's
very wise advice even for some of these people who have come outta corporate America and
they're 45 years old getting into real estate.
[00:22:06] Mm-hmm. they're going into a, a business they don't know anything about.
[00:22:09] Savannah Dougherty: Yeah, yeah. Or grabbing a family member and saying,
Hey, can I act like you're a customer? Role play?
[00:22:15] Tracy Hayes: Yeah. Yeah. Yeah. this, when I had, I made that statement and
made me, think of a question, but then I oftentimes it flew off for me.
[00:22:22] Maybe we'll come back. tell us some of the things that, that your mentor, you
know, showed you that, you know, I know some of the things you've probably made your
own mm-hmm. But there's some things that they, they told you you're doing still today.
Exactly. The way they taught you.
[00:22:35] What are some of those core things?
[00:22:38] Savannah Dougherty: to always stay in touch with your sphere and your past
customers. She was very, very good about sending cards or if someone sent a referral,
sending 'em a thank you, card with a little gift card in it, for all the holidays, doing little pop
buys or gifts, mailing 'em, whatever it may be.
[00:22:59] And so that's what I've taken really into my business. And kind of jumping ahead
from my success, I feel like it's because I have constantly stayed in touch with my past
customers and my sphere.
[00:23:14] Tracy Hayes: I don't have this on here, but that brings up ob the obvious question
and then talking to other agents, your crm mm-hmm.

[00:23:21] what do you grade yourself on, your keeping that up to date? Because obviously
what you're talking about is, is core. Yeah. and some agents, like they do go through these
periods of times and if they're still an agent, then realize, oh, how important that is.
Mm-hmm. the, our guest speaker at re bar camp this year, when I had her on,Markie Lemons
Yeah.
[00:23:43] Name came there to me. she says she tries to add eight people to her CRM every
day. Oh, wow. So I imagine, you know, roughly four, five days at least 5 40, 35, 40 people a
week. Mm-hmm. She's adding there, to whatever campaign she's making cuz she, she realize
what you're talking about. Mm-hmm. Same time. What are, what are some creative ways that
you, cuz now you've been six years in the business, you're from, you basically grew up in
Yulee.
[00:24:08] Mm-hmm. You went to Yulee High School so people know who you are.
Mm-hmm. What are some ways that you stay top of mind? Cuz we know some of these
people are not buying and selling today. It might be three or four years, but Yeah. How does
Savannah stay top, stay
[00:24:19] Savannah Dougherty: top of mind by roll? Social media, I feel like, because I
still have people to this day.
[00:24:27] I see you all the time. Oh, I loved your picture. Oh, I loved your video on social
media. It's our, on Instagram or Facebook. Mm-hmm. And it's just really staying in front of
them with these posts, whether it be a personal, about me or about the team or, my favorite
spots in Jacksonville or Amelia Island.
[00:24:46] Not just doing, you know, just soul just listed, which is great. Making it more
personable. And you
[00:24:52] Tracy Hayes: have two Instagram pages, right? You have a personal And then I
have, yeah. You do? Yeah. I have a personal and the business because I, I think I just went on
the business one and you could see where you, you know, Hey, I just sold this and a lot.
[00:25:01] Mm-hmm. A lot of the, type advertising, do you try to separate them and people
cross over or, I mean, how do you
[00:25:09] Savannah Dougherty: no, my pages separate them. Yeah,
[00:25:11] Tracy Hayes: because you, I mean, it, it appeared at least. Mm-hmm. You know,
I didn't like scroll all the way down mm-hmm. When you first started the page. But it
appears your business page was a lot of business.
[00:25:20] Yes. You know, I'm, I'm listing this house. I'm selling that house, and, you know, I
was recognized for this. Maybe, maybe there's a picture there of one of, you know, you and
your team or something like that. Mm-hmm. doing something. But there, I would imagine
there was more the personal photos of you and your kids and husband and on,

[00:25:35] Savannah Dougherty: on the other page.
[00:25:36] Yes. I like to keep it separated.
[00:25:38] Tracy Hayes: Yeah. Yes. Why, why do you feel that way? Different agents have
different opinions, is what you're, what? No one, I don't think anyone there is an exact
science to it. Although some people might
[00:25:46] Savannah Dougherty: think there is. I don't think, no, I, I just, I don't know. I
like having 'em separate, but I feel like on my business, like I said, I still do like to have that
personal touch.
[00:25:55] So full disclosure, I have someone that runs my social media. Mm-hmm. it's not
just someone overseas, whatever, that I've never met. Like I know this girl, I trust her. Right.
and she does a great job, but before she posts, she always sends it to me. So I have to review
it and I help her write the caption.
[00:26:11] So it's me and it's not some automated system or whatever and it doesn't sound
anything like me. Right. I wanna make sure it sounds like me. I want the, property
description to be right. I want if whether it's like. Just sold. I want it to be about that family
and just personal.
[00:26:28] Tracy Hayes: Right, Well, that actually opens up an, I think is one, one of the
biggest challenges in speaking to, you know, 140 something top agents is like, you,
obviously you've outsourced a little, you know, got some help on your social media.
[00:26:42] Mm-hmm. At what point did you reach that point? Did you get mentored on when
like, Hey, I'm maxed out. Mm-hmm. I need help. I need, whether it's, you know, start a team,
I need to have some, you know, when did, when did you reach that
[00:26:57] Savannah Dougherty: so boiling part as far as there's different levels for like the
team and then social media.
[00:27:03] So when I hit that point with social media is when I would go a week without
posting because I was so busy with. Real estate. And then by the time I was done with work
for the day, you didn't want to, yeah, I didn't wanna have to do, like, make a post and, and so
it got to the point where it, yeah, I just knew I had to hire or else I wasn't gonna be as top of
mind, I wasn't gonna stay in front of people.
[00:27:27] so I think it's worth every penny to pay someone to make sure that you are
advertised well. and then for the team aspect, like I said, I have two young kids, so it is, it
gets very difficult for me to, be showing and doing things all the time. and again, I have it on
my heart to train people and such, so, I felt that I was ready to take on that role.
[00:27:51] Let's see, was it like a year ago? So a year into Sotheby's? Mm-hmm.

[00:27:54] Tracy Hayes: Did you reach your, did you feel your production had reached a
level that you were, you were, you were kind of being Yeah. You were being pulled away
from doing the social, the, those little things that we need to do Yeah. Consistently every day
to stay top of mind mm-hmm.
[00:28:07] Because of the business. Yeah. You were actually out doing, you know, business
mm-hmm. That it, it was pulling you, pulling you away, that you're like, Hey, I need a, I need
that
[00:28:15] Savannah Dougherty: assistant. Yeah. And so you've got, you know, six to 10
deals going, but then you have these people that wanna see a house and you just feel so
overwhelmed, but don't wanna lose, lose in, and you don't wanna lose them.
[00:28:28] and you wanna make sure to help everyone. So I just felt like, okay. Right. I can't
juggle all this by myself, so it's time to bring someone in to help
[00:28:36] Tracy Hayes: me. All right. So who is, who is the first, what is the first position?
You bring out? Cause different agents have different, ideas of who that, that is.
[00:28:45] did you think you made the right, you know, this, tell us who, what position it was
and do you think it was correct? Do you think maybe you should have, you know, cause it's
only been about roughly over a year. Mm-hmm. But, you know, what, what'd you think about
your
[00:28:57] Savannah Dougherty: decision? so the first person is a tc, so transaction
coordinator.
[00:29:01] Mm-hmm. And they take everything from contract to close. even if you are a solo
agent, I highly recommend that you hire a tc. Mm-hmm. Just because it's worth every penny.
I think it's like $400 or something for them to do each transaction. Right. and I could be on
the road showing houses and they're behind the scenes making sure the lender has what they
need and the title company has what they need and the other, and they're just taking care of
everything.
[00:29:25] Mm-hmm. And it is such a relief. so that's the first one that I always say to
people. And then I hear a little bit of, you know, an admin. Or assistant.
[00:29:35] Tracy Hayes: Yeah, that's, yeah. Yeah. Or a licensed agent, Kim as
[00:29:37] Savannah Dougherty: an assistant or, for me it was a licensed agent first
[00:29:43] Tracy Hayes: So you needed him licensed.
[00:29:44] What kind of, what kind of things were they taking off your

[00:29:46] Savannah Dougherty: plate? a little bit of both. So sometimes it's more of a
buyer's agent, but for me it was kind of, help me with whatever you can. Mm-hmm. now
Marissa's role is, she pretty much handles buyers. and I'm more listing side, but it varies.
Like, if the buyer specifically wants to work with me, then I might have her take over a little
bit of the listing sides too, and just so she can get, experience
[00:30:10] Tracy Hayes: on those sides.
[00:30:10] On all of it. Yeah. Yeah, yeah. Yeah. looking back that worked for you?
Mm-hmm. You feel that's, you, you wouldn't change?
[00:30:19] Savannah Dougherty: No. And I, I. I'm a big person on, like, everything
happens for a reason. And so, yes, sir. I feel, I don't think anything would've, I don't know. I
don't, I wouldn't want anything to change because I feel like my business has been
successful, so I wouldn't, I'm okay with it.
[00:30:35] All
[00:30:36] Tracy Hayes: right. So directly, circle back to our original discussion and things
you've learned in six years. Someone listening to this show right now, that that new agents
just got their license. what are a few things that you're telling 'em, Hey, this is, this is what
you need to do this next 30 days?
[00:30:54]
[00:30:55] Savannah Dougherty: going back, finding a mentor or team to jump in with and
learn everything they know. another thing that I did that I always recommend for newer
agents and my company is big on this, is the ninja selling. We did this, I think it was like a
four day training. Mm-hmm. And then you get licenses a ninja.
[00:31:18] there are some really good tips. That doesn't mean you get paid anymore. No you
don't. But there are so many good tips that if you take what they've taught you and
implement them into your business, you're gonna succeed. Like they're, they're very good
tips. So
[00:31:33] Tracy Hayes: is that like an online the Ninja thing or is that somewhere
something you can go to that, where, where do they do the ninja?
[00:31:37] Savannah Dougherty: so there's a book and I think there's a few tools that you
can do more like on your own, but I don't know. My company just set it up and had the lady
in there. We just paid the money and showed
[00:31:48] Tracy Hayes: up. Right. So Right. You had enough people to take it. Mm-hmm.
Mm-hmm. And they came
[00:31:52] Savannah Dougherty: to you. okay. So we've got mentor, mentor ninja training.

[00:31:56] Okay. and then, Let's just say again, educating yourself with the podcast or
YouTube. I mean, that's what I did, right? I just went and, and even on, social media, I'll find
these successful agents and I'll kind of just scroll through and see what are y'all doing?
Mm-hmm. What are you doing in your business?
[00:32:13] Tracy Hayes: well, there's no, no, no doubt. and anyone listen, you, you can go
on YouTube. I had,Loyola Vasquez, she's with real. Mm-hmm. She's a, she's big on, I'm
trying to think of the other, young lady. You remind me a lot of her, cuz you guys look alike.
she's down in south Florida. She actually has an Australian accent, which is kind of, or think
she might be British actually.
[00:32:33] Mm-hmm. So, you know, one, one and a half does another there. But anyway,
they're big, they do a lot of, lot of reels. Mm-hmm. so they're giving you those quick. Tip hits
it. But then they also, I think Ola has, records her whole, you know, cuz she started just
dialing. Mm-hmm. And she actually recorded herself like calling FSBOs or something like
that.
[00:32:50] So that, there's those videos that are on there, to see.
[00:32:53] Savannah Dougherty: I'm not the best at the whole cold calling, but I did think
of something else while you were talking about that. Yeah. the last one would be to reach out
to your friends, family, people you went to school with, whatever it may be. Let them know
that you recently got licensed and this is the company you're with and you're so excited and
just brand yourself.
[00:33:11] Great
[00:33:12] Tracy Hayes: point. And I, and it's great because you're a young person.
Mm-hmm. And they, sometimes you have to understand cuz even if you're older, And you,
you change into careers, like this. Mm-hmm. your friends and family, you know, some of 'em
will immediately like, oh yeah, we're, you know, my father's looking to sell, or We're looking
to sell, we're gonna use you.
[00:33:34] Mm-hmm. They might be your first deal and they're proud to be your first deal.
Mm-hmm. There's others that are gonna sit back and wait, oh, I went through that. Yeah. Tell
us a little about that. Tell us a little about the friends and the family
[00:33:45] Savannah Dougherty: experience. So, it, it happened to me, it happens to all of
us.
[00:33:48] I tell people all the time, I mean, I have newer agents like, yeah, my friend used
this person instead cuz they've, and I'm like, Okay. I mean, the first two years that I was in
business, I'd say it was pretty slow. and, you know, I was helping her a lot. Right. But I had
close friends use an agent.

[00:34:09] That they had used in the past, or mom used. Yeah. And yeah. And so it, it
happens, but
[00:34:18] Tracy Hayes: I mean, are you seeing, I don't wanna say anything bad. Well, I
know, but it's natural and they shouldn't feel too bad. I mean, I, you feel bad a little bit cause
you're like, oh, I wish I had that deal. But that just, you have to take the, the learning side of
it, right?
[00:34:30] Yeah. The gap and the gain. Right. The gain is, they're not one, you don't know
what the relationship really they had with that other person too. Mm-hmm. It might have
been, you know, type thing. Or we, you, and I know we get into deals where, especially if a
young person, a first time home buyer and they're young mom and dad come in and they're
like, yes, yeah, yes.
[00:34:47] Oh, you're gonna use this lender, you're gonna use this real estate agent, you
know, type of thing. So we don't know that kind of background, so don't, don't feel bad. But
there's also, you know, especially. You know, I've been 18 years I've been doing this.
Mm-hmm. And there are some friends I know they're, they're solely going to use me.
[00:35:03] Oh. Every, you know, the, they, they just, the what they tell me, even neighbors,
you know, the, they say, oh no, no, Tracy, we we're, we did shop the rape, but we're using
you. Mm-hmm. You know, type of thing. And, and it's great. But there's others too that they
don't want you to necessarily know their, your finances.
[00:35:18] Yes. And other pains
[00:35:19] Savannah Dougherty: in their life. And I think too, they see you as this little girl
or they see you as just something else and not actually the professional that you are. Yes. and
so really for me, it was like it fueled a fire in me to like prove to you that I am who I say I
am. I am this professional.
[00:35:40] Tracy Hayes: I'm gonna ask this question like a lawyer. Cause I know the, I think
I know the answer to it. How, you know, obviously in a polite way, you're not like taunting
them in their, in their face. Mm-hmm. But when, what do you, what are you doing to, to
show them. I've been doing this six years and I know what I'm doing.
[00:35:55] Savannah Dougherty: I honestly think it's just, by the success, I mean seeing
that the sales or my post on social media, it's like, wow, okay. She, okay. She is a top
producer. She is doing this. She actually knows
[00:36:09] Tracy Hayes: what she's doing. Yeah. Yeah. That, I mean, that's the perfect, great
way to get across to your friends and family.
[00:36:14] Mm-hmm. Mm-hmm. I went on your YouTube and I, there was a couple videos
you were show, you were talking about the vacant lot cause I'd never heard you speak before.
So, you know, so I wanna say, well, you know, how does she present herself? Mm-hmm.

And you know, you were dressed nice and you were in front of that lot and you were e
explaining it.
[00:36:30] I think you gotta do more of that. Yes.
[00:36:32] Savannah Dougherty: Personally, I know. I get that all the time. And, you know,
I actually hate, I hate doing videos.
[00:36:38] Tracy Hayes: I hate it. We're gonna do one after this show. I haven't told you that
yet. But there,
[00:36:42] Savannah Dougherty: and I had so many compliments on those little, either the
property videos or the minute videos that I did on Yeah.
[00:36:50] Instagram and people were like, oh my gosh, you need to do this more. Yeah. And
I'm like, Oh, I do. No. Like, I know everybody loves it, but I really hate
[00:36:57] Tracy Hayes: doing it. Well, I mean, I, I've talked on the show before you, what's
it, Mr. Beast, right? The big YouTuber. Mm-hmm. he says, commit to shooting a hundred
videos.
[00:37:07] Shoot. And, and, because Mel, I, like you said, you're nervous. Mm-hmm. You're
nervous coming on here, but you know, hopefully you're a little more relaxed. Now we're
just having a conversation. But when you just realize that those people that are watching you,
for the most part, those are all the people who love you already.
[00:37:21] Yeah. Yeah. So it doesn't matter if you stumble or stutter. Yeah. You know,
[00:37:26] Savannah Dougherty: mispronounce a word, and I did those takes quite a few
times. Okay. When people are like, oh my gosh, you, I don't know how you do those stories
or those reels, I'm like, Y'all don't know, but I did that take like 20 times. It is not a first take.
[00:37:40] Tracy Hayes: Oh, you got the perfectionist going on. Yes.
[00:37:42]
[00:38:22] Tracy Hayes: the first thing you said was mentor, which obviously helped you
tremendously. You mentioned earlier, you know, as a new agent, what are, if you know for
you was easy cuz you were kind of more or less, you know, I don't, you know, you were
matched up cause you knew this lady for a long time.
[00:38:37] She knew you mm-hmm. With the pigtails and that type of thing. Right. So, it
was a easy match where someone coming in, maybe they're from outside the area, maybe
they got trans, they're, a military spouse just got transferred the area. They know they're
gonna be here for years. They want to get into real estate, right?

[00:38:51] Mm-hmm. So they don't really know anyone yet. What are some ways you would
think knowing, because you're on, on, you know, you're on the mentor side mm-hmm. that
you would suggest to someone coming in how to reach out and find one of these people that
were willing or willing to mentor?
[00:39:05] Savannah Dougherty: good question.
[00:39:06] so. For Marissa, it was through someone that she had interviewed to go join their
team, and they actually reached out to me and said, we love her, but we just don't think she's
the best fit for us. When we were interviewing with her, interviewing with her, she reminded
us of you. And so I always think it's very good to find someone with similar values and,
ethics and such.
[00:39:32] Mm-hmm. so maybe going on Google and, you know, going through a few
agents, reading their bios, seeing what they're about, and maybe just finding someone that
you connect
[00:39:41] Tracy Hayes: with. I, I heard that I, I think might have been on a podcast or
something, but, you, and you mentioned it very early in the show, everyone does their
business differently.
[00:39:49] Mm-hmm. And to find, and you may have to go and talk to a, you know, a
handful of agents to find someone who does business the way. You think you want to, you
know, cuz I think you, you've probably evolved your business over six years. Yeah. You've
changed it, tweaked it, whatever. Everyone's going to do that.
[00:40:05] But I think we all go in with some sort of vision of how Yeah. We want to do it.
Like, oh hey, I wanna knock on doors. Well let me find the best door knocker. Mm-hmm.
And the business. Cuz I like doing that. Okay. Well that's, yeah. And that's the route you,
that's the person you probably want to go talk to first.
[00:40:19] Mm-hmm. Would you agree?
[00:40:20] Savannah Dougherty: Yep. Yeah, I do. Or, and you're not really gonna read this
from someone's bio, but let's say that you meet with someone and you're more of a people
person. You, wanna meet the needs of your customers and such, and this person's all about
going after the money and that's probably not gonna be a good fit.
[00:40:36] You're probably gonna want, how do you sniff that
[00:40:37] Tracy Hayes: out? You've mentioned that a couple times. I feel
[00:40:40] Savannah Dougherty: like you just know, you just can feel it. Yeah. Or you hear
it like when, I don't know, just the way people are sometimes or the way they talk and it's
like, do you really care about. People,

[00:40:50] Tracy Hayes: I don't know. Well, you can be transactional, Uhhuh.
[00:40:53] you know, I, I think, you know, just talking to, I think a lot of the top agents I've
had on are, are like, or more like you, from that standpoint, they're not, they, they do realize
and build relationships even after the point where, like after the transaction they're still like,
Hey, let's go out to dinner or what, yeah.
[00:41:09] You know, type of thing. Mm-hmm. where, there must be agents out there that are
more transactional, oh, you wanna go look at the hou, you know, the, you know, got you on
Zillow. Mm-hmm. Because the client can be very transactional too. Sometimes these clients
are like, yeah, I wanna go see that house. And, and you know, they don't want you to give
them any more information.
[00:41:28] They think they already know more than you. Yeah. Yeah. Oh yeah. I've dealt
with those kind of people too. A hundred imagine, imagine. And, and you'd like to think,
well, oh, she's young and doesn't know. But actually it's at all levels. Uhhuh, it doesn't,
doesn't, necessarily,Go with it. I went on your website.
[00:41:44] Mm-hmm. You, I don't know how old that statement is in there, but I want you to,
I want you to, express to me, based on this people relationship that you're, we're talking
about here mm-hmm. And your relationship building based off some, a couple of the
statements that are on your, oh gosh. Okay. It's on your, it's on your LinkedIn, on your
website.
[00:42:03] Okay. Do you even remember what that statement is? You probably don't.
[00:42:06] Savannah Dougherty: I'm trying to think which statement
[00:42:07] Tracy Hayes: you're talking about. I want, well, basically, so this almost like an
interview. Okay. But I, but this is for, you know, hopefully a client who may be watching or
maybe another person who may like, think, you know, you're really cool.
[00:42:18] I'd like to, you know, match up with Savannah, be on her team cuz I like the way
she's thinking and that's the way I wanna run my business. Mm-hmm. You have, the state
this, and like, just the phrase basically unmatched devotion to your clients. Mm-hmm. What
does that mean to you?
[00:42:32] Savannah Dougherty: Oh gosh. Just put be on the spot.
[00:42:35] like I said, I am just a people person. I really, truly care about people and what
they're going through. And so, you know, giving my all in a transaction, giving my all to the
customers and, meeting whatever
[00:42:49] Tracy Hayes: needs that it is. Give us, give us some, okay. So, alright. a customer
is referred to you, Uhhuh.

[00:42:54] Okay. How, how, how does Savannah, what's the first thing? Yeah. There we start
wiggling my long legs over here. Yeah. What's the first thing you're, you're doing that you
don't know? You haven't never talked to this person. Mm-hmm. Just Sally, a customer from
six months ago just referred you.
[00:43:12] Savannah Dougherty: Okay. I get this a lot.
[00:43:14] So I should be able to, handle this.
[00:43:16] Tracy Hayes: you're gonna make this phone call. Uhhuh, how are you? Express,
what, how are you handling this? cause I imagine in a part of it is you, you're. You're not
only going to try to win them over to your real estate agent that knows your stuff uhhuh, but
you're, you're, you're a little different.
[00:43:32] You're gonna have this,
[00:43:34] Savannah Dougherty: I'll tell you, unmatched devotion. Normally when I have
people that are referred to me by others, they don't. I think they just trust who referred them.
They don't ask me a lot of questions. Really. It's me asking the questions and what are your
needs? What, what can I do to help you?
[00:43:48] Where are you looking? That kinda thing. I really don't get too much of them
asking about me because I think mainly our conversation is really focused on. Meeting their
needs. Well, that's really
[00:44:00] Tracy Hayes: where I'm going with this. Okay. I mean, that, that's what I want to
get out of you. here. I told you I wouldn't let you stumble.
[00:44:08] because I think that is where the relationship Yeah, you get the referral, but. as
Kris, we talked about Krista Shore, she mentions, you know, one thing she does a lot of
video about is because that way people really get to know her before they even actually meet
her. Mm-hmm. Mm-hmm. So you, they've been introduced, so you've been endorsed by
someone that obviously they, these people know, like, and trust mm-hmm.
[00:44:28] That they should know, like, and trust you. Yeah. But you now, but now you need
to, you have friend Sally over here who referred you. You now need to make friend Joe who
they, who's just referred to you, Uhhuh. And what are some of the, you know, that initial
conversation do, do you, do you like to do it over the phone or do you try to meet face to
face?
[00:44:48] What are, what are some your, some of your best practices, do you think work
[00:44:51] Savannah Dougherty: best? the initial is over the phone because I want to, as
soon as they get referred, I wanna make contact immediately and not, you know, oh, I haven't
heard from her. Let me go reach out to somebody else. Exactly. and if they're local, then we
go ahead and set up a time to meet in person.

[00:45:04] If they're not, then normally they're fine with phone calls. Some people wanna do
a Zoom or a FaceTime or whatever. Mm-hmm. and that's kinda how it goes.
[00:45:13] Tracy Hayes: What are think are some, you know, imagine you, you've done in
enough times now, you, because the one thing I, I really liked about your numbers too is your
volume went up.
[00:45:22] Mm-hmm. But it was, it was your average transaction. You probably know the
exact number is probably about 400,000. Mm-hmm. Is that about right? Mm-hmm.
Somewhere in that area. Mm-hmm. Yeah. So you do, you've had a lot of that bats mm-hmm.
To get there. with the, with that price point, what are some key questions other than how
many bedrooms you want?
[00:45:41] You know, you know, do you think you need, what are, what do you think, what
are some, some kind of personal questions you use to poke and try to, to draw more
information out of them?
[00:45:50] Savannah Dougherty: normally, Do they have kids? Because you need to know
what school, like the district they wanna be in. Mm-hmm. if they want to be close to the
beach, if they wanna be closer
[00:46:01] Tracy Hayes: to like air airport.
[00:46:03] So are you asking them, you dig into like, Hey, what are your hobbies? What do
you like to do? Yeah. Mm-hmm. What do you
[00:46:06] Savannah Dougherty: guys normally do? Yeah. If they like to golf, then I kind
of narrow it down to the golfing communities.
[00:46:12] Tracy Hayes: Right, right. the next statement you had on there, or, or, or little
phrase, best service.
[00:46:17] Mm-hmm. In Savannah's lives. Am
[00:46:19] Savannah Dougherty: I biased?
[00:46:22] Tracy Hayes: everyone can say that, right? Everyone can say, I'm gonna give you
the best service. Yeah. What have you found based on your customer's reaction? Cuz you,
you've built these relationships. Imagine they're giving you some referrals and so, and our
reviews mm-hmm. type of thing.
[00:46:35] What do you think if you were explaining to someone that you didn't know, client
about what is, what is the best service to you? As a real estate agent, what are some of the
things that you're doing, that they don't even really even know about, but they're gonna
experience through the process and you're gonna

[00:46:52] Savannah Dougherty: tell them?
[00:46:52] Okay. Well, the biggest one, and this is something that I know a lot of people
complain about, that you know, they've worked with an agent in the past and they just did not
have communication. They never answered their phone. I'm constantly answering my phone.
If I don't, I'll call you right back. Right.
[00:47:07] Clean up the phone, call 'em back. just staying in touch. And if I have their
property listed and, you know, it's been a few days, I'm constantly giving 'em updates so they
don't feel like they're in the dark. They never hear from me. I listed their house and then I
walked away. Right. I
[00:47:22] Tracy Hayes: constantly have so people go through that.
[00:47:23] Yeah. Yeah. A hundred
[00:47:24] Savannah Dougherty: percent. I think that's the biggest thing, because when I
first started, that was the biggest complaint that I heard. Not of me, but from other people,
and that's what they experienced. And I was like, God, I don't wanna be like that. Mm-hmm.
I wanna make sure that I'm answering my phone and if I don't for any reason that I'm sending
'em a message, I'll call you right back.
[00:47:41] And I get back to
[00:47:41] Tracy Hayes: it. Well, you, you know, I think that's the, you know, I hear that
from, you know, when I go out as a loan officer and talk to real estate agents, that's like, I'm
like, they don't pick up their phone.
[00:47:52] Savannah Dougherty: What? No, I had a lady, I had the weirdest call. I had the
weirdest call. So I was actually at Landmark title and we were, I was just sitting there
chatting with some friends in there, and my phone rings and I'm like, I don't know this
number, and we're in the middle of a conversation.
[00:48:06] Should I, do I get this? Do I walk out? And I was like, I just knew like, okay, you
need to answer your phone. So I wa I was like, hold on, guys Walked out and I answer my
phone. The lady was like, oh my gosh, somebody answered their phone. And I was like,
what? I was like, hello? And she said, I'm looking to sell my house.
[00:48:24] You're the first person that's answered the phone, so I'm hiring you. And I was
like, what? You didn't even interview me or anything? She just said, no, I'm serious. Come to
my house. We'll get it started, but you're the only one that answered, and I've called right a
couple people in front of you. I'm like, oh my gosh.
[00:48:38] Yeah. That, that's how easy. It's ok.

[00:48:41] Tracy Hayes: Yeah. yeah, it, it, that does blow my mind cuz I mean, how, you
know, think about that if I don't answer, because what went through your mind is this could
be a telemarketer. Mm-hmm. And I just gonna say, Hey, I don't, well, we get calls, great.
Appreciate you, but I'm all day long.
[00:48:55] Yeah. All day long. And then in, in this case, that is your win. So you might go
another 20 or 30 before another one of those type calls comes along. I know, but you're, but
it's gonna go through your mind. If remember Oh, when I remember that one I answered and
she said, come right over, let's list the house.
[00:49:10] Mm-hmm. I mean, you know, every time that's, I try to explain to people I don't
understand it because, you know, if you're calling me at eight o'clock in the evening, it's not
to shoot the bull. You're calling me because there's a transaction. Yeah. Well my, we might be
sitting there watching tv, but. I would rather go make the money and take my kids to Disney
World than sit there on the couch and say, call me tomorrow morning.
[00:49:31] Yeah. You know, I, I, because you're calling for a reason. Mm-hmm. Some
something of urgency or there's some stress out there. Mm-hmm. Obviously, this lady sound
like she was probably going through a little bit of, stress that she wanted to find someone
right away. She just wanted to get this knocked out, get it listed, and move on.
[00:49:46] And, you know, you're the first, you're the one who answered with a sense of
urgency. Yeah. Right? Yeah. Mm-hmm. fights for them throughout.
[00:49:54] Savannah Dougherty: Okay. So I can give you, maybe some examples though.
Yes. Good. real estate is hard and like I said, it's always something different. but you need
that person that's going to be.
[00:50:08] Advocating for you, representing you and doing everything they can through the
process to have your best interests. and that's what I do really, because there's always
situations that come up during a transaction and the customers might not even know, but I'm
behind the scenes putting out fires so that they don't have to deal with it.
[00:50:26] Right,
[00:50:26] Tracy Hayes: right. I think that, you know, I had Britt on with the landmark title.
Mm-hmm. last I love her. Yeah. and I, you know, being in the lending side, you know,
talking to title companies cause we get whoever you guys choose mm-hmm. Whoever.
Mm-hmm. You know, whoever chooses the title company Yeah. We have to deal with
whoever it is.
[00:50:43] And for years, there was only. You know, landmark, action title down in St.
Augustine. maybe one other that I would, you know, if I was in control, if I had to refinance
and had control, I'm, I'm trying to guide my customer to, to one of those three. Mm-hmm.
Because I know the sense of urging they answer their phone type of thing.

[00:51:01] Yeah. They answer their email quickly and get back so I can move on to what I
need to do and get documents out, and so forth. But I think a lot of people don't realize, you
know, landmark puts out a lot of, you know, those title companies put out a good title,
companies put out a lot of fires mm-hmm.
[00:51:16] That we, that you and I don't even ever hear about it. They just, it comes up and
they're like, well, we're the only ones that can solve it. And they solve it and they don't even
tell us it wasn't even there. Yeah. You know, type of thing. those are the ones you Yeah. that
you love. Talk about the importance though, you the communication.
[00:51:31] the importance of sometimes you have to make a phone call that doesn't have
good information. How important is it though? That, that sense of urgency and make, you
know, bite, what do they call it? Eat the frog, right?
[00:51:42] Savannah Dougherty: Yes. Yes. And sometimes I'll be with my family and I'm
like, I just told my husband like, give me a minute.
[00:51:49] I've gotta, I've gotta handle this right now. Yeah. Like, I've just gotta step, be done
with it, step outside, make this phone call, get it over with, because the longer you wait, the
harder it's gonna be. And it is tough. but yeah, you just have to bite the bullet and it's gonna
[00:52:01] Tracy Hayes: distract you. Mm-hmm. And you're gonna be from everything that
you're doing,
[00:52:04] Savannah Dougherty: dwelling on it all night.
[00:52:06] Yeah. That's why I'm like, let me go ahead and talk to them and get it out of the
way. Right. Break the bad
[00:52:10] Tracy Hayes: news. How do you like to approach that call though? You know, as
a salesperson. Mm-hmm. you know, obviously if it's a deal ending catastrophic thing, and
you know, okay, there's, you know, but when you approach them, you know, Hey, I got, I,
you know, I like to say, Hey, I got some good news and I got some bad news.
[00:52:28] Yeah. You know, how do, how do you approach
[00:52:29] Savannah Dougherty: that kind of difficult call? Yeah, that's, that's a good one
too. I think it really depends on, The customer what I've learned about them and their
personality thus far. Cuz normally when this happens, you've kind of been working with
them for a little bit.
[00:52:43] Yeah. Yeah. So you kind of know how they like to be communicated to or don't
so, or what spouse to communicate. Yes, yes, that's true. so at that point I kind of have a feel
for, okay, how do I handle this for them specifically? And that helps me. Mm-hmm. And not
just,

[00:53:00] Tracy Hayes: I mean, do you search out, I mean, before make sometimes
making, before making that call, I imagine you try to find some solutions
[00:53:06] Savannah Dougherty: Yes.
[00:53:07] For them? Yes. Yes I do. Because you want us to, this is, this is the last straw.
Like this is where, you know, it's this or nothing. Mm-hmm. I've already done everything I
can. I've already exhausted all my other options and if I'm making this phone call, it's
because there's nothing else I can do. And I'll let them know that, like, look, we've tried to do
this, this, this, or we've tried to make the deal work and it's just.
[00:53:27] Not. So this is what's gonna
[00:53:29] Tracy Hayes: happen. And, and that expresses a little bit of your professionalism
mm-hmm. Your experience mm-hmm. Because you're obviously dwelling on other past deals
of what, what did you do in a past deal? Or maybe you called your mentor and said, Hey, I,
I've got, this is a situation I got, what can I do?
[00:53:41] And they mm-hmm. They give you the dead roads and the options that
[00:53:44] Savannah Dougherty: you have. Yeah. Well now it's more so I call my broker.
Okay. I wanna make sure that there's nothing else. Right. Yeah. And so they're very, very
helpful as well.
[00:53:53] Tracy Hayes: that's every agent should be doing, everyone, everyone in sales
should be doing it.
[00:53:57] Cuz there's some things you may not come to your mind right away mm-hmm.
Because you get that bad news and you're like, okay, I gotta call my client and this is like
within a few minutes. Mm-hmm. And you're like, how am I gonna handle that? Well, let me
make, let me make a couple phone calls Yeah. To see if there's a solution.
[00:54:11] So when I call the customer and say, yeah, cause you don't wanna call 'em and
say, this thing just came off the tracks.
[00:54:17] Savannah Dougherty: so I'll give you an example. We almost had a deal fall
through. Like two weeks ago. And if we didn't close on this house, my sellers couldn't close
on their new house. They were purchasing big chain of events.
[00:54:31] So, and they had already moved out of the house and ev like, I mean, we were
supposed to close the next day and I get a call from the buyer's agent and she's like, we have
an issue. The lender underestimated how much they were supposed to bring income to
closing or something like that. Right. And I was like, well, how much are we short?
[00:54:51] And she was like, $3,000. And I was like, okay, so what are we gonna do to make
this work? And she was like, I don't know. And I was like, how much are you giving to make

this work? Right? We're gonna make this work because if my $2,000 people do not close on
this, they don't get to purchase their new home.
[00:55:07] $3,000
[00:55:07] Tracy Hayes: is
[00:55:07] Savannah Dougherty: nothing at that point. Yeah. Yeah. I was like, I'm gonna
give this much, you're gonna give this much. Are you okay with that? Yes. Okay. Well this is
what's gonna happen. Yeah. Yeah. So we made it work, but it, yeah. There's always
something. So before I called my seller, I said, let me make sure this happens.
[00:55:23] And then I told them, look, here's the bad news, but here's the good news. This is
what's gonna happen. So that we, and make
[00:55:28] Tracy Hayes: you looked like a hero. Hero. Yes. Yes. That's always good. Cause
you really didn't even have to tell 'em. You could have just like Yeah. Gone. Cuz they, they
weren't in that decision making process.
[00:55:36] Yeah. there, but that brings up a, a very important thing that I, that I've been
talking about, a lot in the latest episodes, is the importance of the, the collaboration of the
two agents. Mm-hmm. Because I do see, and I, I've personally experienced, my wife's an
agent and personally experienced where sometimes some of these agents on the other end get
a little combative, almost like not nice.
[00:55:59] Almost like they're the ones buying or selling the house. Yeah. Yeah. How
important is it to like, You know, get to know, but, but have that, collaboration that we're
gonna get to the goal line attitude.
[00:56:12] Savannah Dougherty: Yeah. It's very important because you're working on a
deal for 30 plus days. And so if you're working with this other person and they're not
cooperative, they're not nice to you, it's gonna be very difficult.
[00:56:25] So even upfront, when we start, you know, if they bring an offer to me or I bring
an offer to them, I try to have that relationship upfront. Mm-hmm. and get on good
[00:56:33] Tracy Hayes: terms. Do you try to, You know, try to get out to some of these
events and meet some of the agents that Yes. Yes. Well, I imagine, and you probably know a
lot of the ones in your Greater Yeah.
[00:56:42] Yuli, Fernandina, Amelia area, Uhhuh, but, you're doing deals in Jacksonville
with some of these agents you may have never even seen. Or know, know of their real estate
company that they're working for. Yeah. A brokerage or whatever. How important is it, you
know, as you grow, as you experience to, to get out and kind of, you know, even if you go to
a training, you may not, you know, may be good or not good, but to go around the room and
kind of meet some of the other agents so you kind of know who they

[00:57:06] Savannah Dougherty: are.
[00:57:06] Yeah, it is very important. I had recently, I had like a newer agent reach out to me
and they were gonna be bringing an offer and they were actually asking me some questions. I
said, Hey, upfront, just wanna let you know, like, this is my heart to help like train people.
I'm not your broker or anything, but if you ever need anything, like, don't.
[00:57:23] Look at me as one of those agents that thinks they know it all and they're not
gonna help you. Right. And fend for yourself. Whatever. Like it's competition. I was like, if
you need anything, please. And he was like, wow, I've never met another agent that was
[00:57:36] Tracy Hayes: or just openly in the initial conversation Yeah.
[00:57:39] Expressed some of your
[00:57:40] Savannah Dougherty: personal, because they were like, Hey, I just wanna be
upfront with you right now. I'm newer so it's gonna take, and I was like, that's fine. If you
need anything, let me know. I'm here.
[00:57:48] Tracy Hayes: I know you've had this happen, so to give some juice to the
podcast, how many times have you had that agent on the other end who's a little more senior
in life?
[00:57:58] Oh yes. Not necessarily. Yeah. Yes. I already know where you're going. They see
your, they see your picture Uhhuh and they immediately say, oh, she's, she's young. She
doesn't know what she's doing. Yes. Yeah.
[00:58:06] Savannah Dougherty: a lot. Yeah.
[00:58:07] Tracy Hayes: Do you think it's, young or being female? Cuz sometimes I've had
some agents think that it's because you're female.
[00:58:12] Savannah Dougherty: for me, I think it's because I'm young. Yeah.
[00:58:15] Tracy Hayes: How do you handle that?
[00:58:17] Savannah Dougherty: Kill 'em with kindness. I just really, I don't give it back to
them. Mm-hmm. I'm just like, okay. Like, I'm just gonna be me. Right. And that's all I
[00:58:26] Tracy Hayes: can be, kind of do the, the juujitsu Right. Use their own weight
against them. Mm-hmm.
[00:58:31] Savannah Dougherty: But yeah, they're like, they degrade you just, they're very
rude. They think they know it all and you don't know anything. And it's just, why, why, why
do people have to be like that? I don't. Yeah. Well,

[00:58:41] Tracy Hayes: you know, there's sometimes my wife will ask me to go, Hey, do
you know this agent? And mm-hmm. And,you know, I may know their broker, because I'm
probably had 'em on the podcast or someone in their brokerage if I find out what, where
they're from, that type of thing.
[00:58:52] But, Go on LinkedIn, mo not all, but it will give you an idea. Like, I mean
obviously I go on, on LinkedIn, I saw, hey, you've been, you know, it was February, 2017 if I
remember correctly. Mm-hmm. Right? Mm-hmm. Is that that
[00:59:03] Savannah Dougherty: unlicensed? Yes. That's when I started,
[00:59:05] Tracy Hayes: yeah. I got licensed in. So I mean, you immediately start to, you
know, in, in the loan world, you can go on the, national Mortgage Licensing service, N M Ls.
[00:59:13] Mm-hmm. Consumer access and you could pull up any mortgage loan officer and
it'll tell you if you click on their last, they have a last 10 jobs or something, uhhuh or 10
years job, and it will tell you, you know, what their experience is. Yeah. Did they start last
month or have they been doing this
[00:59:28] Savannah Dougherty: for I bet if they looked at mine, they'd be like, oh yeah,
no.
[00:59:31] She was a nanny.
[00:59:33] Tracy Hayes: but, but immediately someone went on there, look, oh, if I pulled
up your LinkedIn, you've been doing this for six years. Well, and then, then you were at,you
know, the brokerages you're at. Mm-hmm. I mean, automatically should give you you the
credibility. Cause I know that Century 21 is very popular up there and, you know, you, you
were around top people.
[00:59:49] You've been in the business. In fact, you've been in the business six years
mm-hmm. Already, you know, is, a
[00:59:53] Savannah Dougherty: badge. Yeah. What did they say the first year or two?
[00:59:57] Tracy Hayes: 80% don't even renew, you know, after the first two years. Yeah.
They don't, they don't actually renew the license. we talked about continuously educating
yourself.
[01:00:05] why did you choose to make the move over to Sotheby's?
[01:00:07] Savannah Dougherty: so whenever I did branch off on my own, I felt like I was
still in my mentor shadow. Mm-hmm. everybody still kind of associated me with her and her
team. And so that's when I started to interview brokerages. and at the time it, again, I had this
moment of like, okay, I have two that I really, what do I do?

[01:00:31] What do I do? Um mm-hmm. And I just had a piece about going to Sotheby's. I
just felt like the way they did things was the way that I ran my business. And, it is a luxury
brand and that's something that I eventually want to get to that level. Mm-hmm. not
necessarily at that yet. I mean, I do have luxury listings and such.
[01:00:50] and everybody luxury's not necessarily a price point. Yeah. let's just get that out
there. Yeah. Cause we give white glove service to all price points is what we say, right?
Yeah. but I'm talking about the million plus I've, I've gotten there, but my normal is about
four or 500, thousand and. and I do treat all of 'em as such, as the same as my million dollar
listings, but I think that's kind of where I was wanting to take my business, and so it just kind
of made sense
[01:01:17] Tracy Hayes: for me.
[01:01:17] So, all right. So there was the surface level. Mm-hmm. Okay. What are some
other, you know, as an agent who's changed brokerages mm-hmm. You hopefully, you know,
you wanna move, you hopefully think you're going to a better, you know, what's better for
you. Mm-hmm. So they, the surface level stuff, but a lot of the things you just told me are
what a lot of the top agents said.
[01:01:37] A lot of the brokerages, you know, oh, they, they do the business. That way, or
like you said, someone to, you know, the luxury I guess is like Sotheby's, like Ingin, Volkers.
Mm-hmm. You know, you got some international Yeah. influence a little bit there. Yeah.
And, and that's, and that's understandable, but that doesn't necessarily, you know, butter the
bread type of thing all the time.
[01:01:56] You're still, you're still working in Yulee and Fernandina and in that, space. And
you're not sitting in Vera just waiting for that one or two no deals, you know, every six
months or something. Yep. you're, you're doing a lot of transactions. What are some of the
things internally that you saw a difference of and, you know, obviously maybe in your
opinion, was an improvement?
[01:02:17] Was it, you know, their technology? Mm-hmm. their training. What, what the
broker, I don't know. You know,
[01:02:23] Savannah Dougherty: what is some, so they're not necessarily known for
training because normally they hire agents that are. Ex pretty established. Experienced.
Right. so I wouldn't say that, they have a marketing team, which was a big thing for me.
[01:02:34] And their marketing is just top-notch in general. Mm-hmm. the people, I really
like the people, the broker,I just
[01:02:40] Tracy Hayes: feel like, does he answer or she answer the phone when you call?
Yes. Who does? Yes. Because that's important, isn't it? Yes.

[01:02:46] Savannah Dougherty: Yeah. I feel like for each person it's whatever best fits
them.
[01:02:53] So like, if Sotheby's was a good fit for me, it might not be for somebody else, but
I feel like you just have to interview and figure out what's the best fit
[01:03:00] Tracy Hayes: for you. Right. How important is that in, in, in a real estate agent's
career? Mm-hmm. It sounds like you've been, you were matched up with a good mentor.
[01:03:08] You got along, you were there for three years. I was great for you. Now you
moved to, to Sotheby's, you're comfortable there. You felt you're still in the movement of
upward trajectory. Knowing what I know on the agents that I've talked to, there's some. That
will, well, I've told you, they basically one of their wrong steps and, and obviously they can
only blame themselves.
[01:03:26] Mm-hmm. It's really not actually going to that brokerage that matched with them.
Yeah. Like, like you said, you kind of felt they did business the way you wanna do business.
Mm-hmm. How important is it for an agent in their, in their success as an agent, define the
brokerage that does match up. Like, you know, in all the things that you've mentioned
throughout the show mm-hmm.
[01:03:45] You know, ethics and, you know, integrity, sense of urgency answering the phone.
How important is to find that, to really move your
[01:03:52] Savannah Dougherty: business? Very. And it's very stressful during that
decision making time because if you make the wrong choice, it could possibly affect your
business. Business. Yeah. So, I mean, your sales and all of that.
[01:04:04] So, I think it's very, very important. I want
[01:04:07] Tracy Hayes: you, you, we, as I mentioned business made me think and, and sort
of part of this next question, but I'm gonna reword it. Are the, are the, are the, a lot of the
people you say you con that contact you a lot about real estate. Mm-hmm. How many people
understand that they're actually self-employed and what that actually means?
[01:04:26] Savannah Dougherty: not a lot. I have to explain to them, you're hanging your
license with a brokerage, but yes, you are self-employed. You have to pay taxes
[01:04:34] Tracy Hayes: and they're not calling you at nine o'clock cuz you didn't show up
to the sales meeting. Yeah. Yeah. I mean,
[01:04:39] Savannah Dougherty: and I think that's a plus for people to like, oh, I don't have
to go to an office.
[01:04:42] I don't have to do this and that. there's the other side of things that people don't
see about renting your own business and what that entails.

[01:04:49] Tracy Hayes: Mm-hmm. I know a lot, some people, think we have when they
first, go to do their taxes the first time is what cuts a lot of agents out. Yeah. Yeah.
[01:04:57] Cuz they, they get that check and they've spent it all, you know. Mm-hmm. type
of thing. Maybe. Well, you know, you can't go on payment plans with the irs.
[01:05:04] Savannah Dougherty: Yeah. So that's a big thing that I tell people. I'm, I'm
telling you it's always something. Mm-hmm. but I say for people that are looking to get their
license to go ahead and have, I'm a big person on, a big believer on like savings.
[01:05:17] And so I say, you know, have a specific savings, for your business because once
you get licensed, you've got all the startup fees. Mm-hmm. Like you're getting, your
association, your dues, your lockboxes signs, marketing a listing if you get one right away
and. All of these things that mm-hmm. Go with it.
[01:05:36] So, well, you're
[01:05:36] Tracy Hayes: not counting insurance yet. And then do you want to actually, you
know, you have to start thinking at some point, you know, it might not be right away, but at
some point you start making money, you gotta start putting away for some
[01:05:47] Savannah Dougherty: investment. Yeah. And that was my next thing. Yeah. Was
every time, and I tell Marissa this, I'm like, every time we get paid, I, I like to separate
accounts.
[01:05:55] So like, I will transfer from my check immediately, I'll put whatever percentage
into this specific account so I don't touch it. Mm-hmm. And that's my tax account. Yeah,
yeah. And people don't do that. They just get paid and they're like, Woohoo. Yeah. I'm like,
no, wait,
[01:06:10] Tracy Hayes: the new car rolls out.
[01:06:11] Savannah Dougherty: Yes. No. Put money away for taxes, please.
[01:06:15] Tracy Hayes: we were just talking a little bit about the, the brokerage and your
change for you personally as a real estate agent and imagine other real estate agents will feel
the same way. Others have different needs. What do you think is the, the most important
thing. Or value cuz that's, you know, the brokers that you've worked for, your mentor gave
you great value.
[01:06:34] Mm-hmm. Right? That's, that's why you went there or you perceived value is why
you went to Sotheby's. And obviously you've been there a year, so I assume hopefully things
are working out and they're, they're pouring the value you thought or giving you more value,
you didn't even know it was there. Mm-hmm.

[01:06:45] But what is, what is, what do you think is the one of the most important things,
the brokers need to be doing? if you were, you know, if they came down and at you. Cause I
think, and the reason why I ask this question, cause I think a lot of brokers miss the boat.
There's some very successful brokers and there's some brokers who are just kind of, they're
just a broker cuz they own the sign.
[01:07:03] You know what I mean? Mm-hmm. And what is it, what is very important is you
as a real estate agent that you want from the broker. If you were to narrow it down. I mean,
there's a lot of other things like technology and all this other jazz. What is, what is really.
number
[01:07:16] Savannah Dougherty: one thing for me, and I've been blessed by the last two.
[01:07:20] I mean, I have Jeff Chiffon, who's my broker now, and Bobby Ferrera was my
broker previously since 3 21. And they've both been just there for me. Like basically like I'm
a daughter taking me in, answer the phone, give any advice, if I ever need anything, they're
there. that has for me. You felt that, that they always had your back for me?
[01:07:39] Yes. What I'm for sure. Yeah. Yeah. And like you were saying, I mean, just
answering the phone and helping with the question is huge because some broker brokers you
can't get ahold of, right?
[01:07:49] Tracy Hayes: You're, you're trying to work, you don't even know where they're
at. You're trying to work, you're trying to work a deal, you're negotiating back and forth.
[01:07:55] There's, there is a little bit of sense of urgency cause you're trying to close the
deal, but you need a little advice that, Hey, how should I approach this situation? Yeah. and
do you need someone to answer the phone? Yeah. And, and take that stress off you? a little
bit. A hundred percent. I'm gonna close with this question unless you have anything else you
want to add, if you have. I don't think so. If you wanna tell anybody more about you, I'm
gonna, I'm gonna, I'm gonna close with this one. Why are you the best real estate agent,
especially to be working in, you know, Fern Amelia, Nassau County?
[01:08:22] Cause that's obviously, primarily, I mean, we, we know you could be great
everywhere. Mm-hmm. But obviously we know your heart of your business is there.
Mm-hmm. Why should someone choose Savannah? Why are you the best agent to work for
in that area to work with? Well,
[01:08:34] Savannah Dougherty: number one, I know the area, like the back of my hand.
[01:08:36] I grew up on the back roads of Yulee, Bernina. I mean, that's just, and some of
'em are pave now. That's where I've been. Yes. Now they're paved and now we've got three
lanes. So, I know it very well. also why you should work with Savannah is because, I do
have people's best interests at heart and I really do care about people and I.

[01:08:57] Love what I do. I love this business and I, it brings me joy to see people whether
get in a house or move out and move on to their
[01:09:07] Tracy Hayes: next steps. Excellent. Well, I think I hopefully through the show, if
those who have watched or listened, I mean, they see your passion. I mean, you, you've, I
mean, in six years and, and you know, I, I think it, it, it really, I've had a lot of young people
on the show, top agents, and it just, it just inspires me.
[01:09:25] I mean, I, I, I'm actually jealous away cuz I really, my life really didn't start
getting going really until I met my wife and I was in my young thirties. And to see how far,
you know, you've, you've come, you've evolved, you've, you've, you know, real estate is not
easy. Mm-hmm. there's people that are, are, you know, you get no, you get, you know, you,
you, the friends and family thing that we talked about.
[01:09:45] Mm-hmm. That can be very discouraging. It might break people. Yeah.
[01:09:48] Savannah Dougherty: you've gotta have tough skin in this business for sure. It's
[01:09:51] Tracy Hayes: cut through. I'm gonna, I'm gonna actually end with this question
right here. When I said, with that last question and my computer went out in the background,
but, what, when you, when you get kind of, you know, slapped in the face, Figuratively.
[01:10:03] Mm-hmm. With, with setback, maybe, you know, a deal falls through. Mm-hmm.
It, it can be amo. What, what are, what are something that you do to, to overcome that? Or
what process did you go through?
[01:10:14] Savannah Dougherty: Hmm. There's a couple things. You go in the
[01:10:16] Tracy Hayes: backyard, go in the backyard and scream, and I'm
[01:10:18] Savannah Dougherty: really into the gym right now, so sometimes if I need to
get some like aggress, I'll go to the gym.
[01:10:24] Right. but really just, okay, what's next? Let's, let's get after the next one, right. I
mean, right. Just get, getting, taking that. No. And. Making it for good. Like obviously it
didn't happen for a reason. So what's, what's next?
[01:10:38] Tracy Hayes: You went right back to where I was gonna go. She said that earlier.
And what happens to a reason?
[01:10:42] Is that something you're, I mean, I mean, is your mentor, cuz obviously they had
at bats when you were just getting started, you didn't know, like all of a sudden you get a
setback, you're like, oh my God, that was my deal this month. I was really hoping to do that
cuz we wanted to go away for the, you know, oh yeah.

[01:10:54] Labor Day weekend or whatever, whatever it was. Uhhuh, you know, and you get
that, that setback when you go like, cause that's the one thing I'm sure you found out is don't
count the money until it's actually in your checking back. Yes, yes, yes. That is is that
something your mentor, or I'm sure your mentor told you.
[01:11:06] No, no. Did not. That's all me. You've learned over time that hey, because like you
said, you might be sitting there at landmark title, you just closed the deal. You have nothing
else in your pipeline. Mm-hmm. You're like, oh my God, I don't even have a, I don't have
anything else, in process right now and all sudden the phone rings.
[01:11:22] Yeah. And, and that knowing that can happen at any moment. Yeah. Yeah. Yeah.
Anything you'd like to add? No,
[01:11:29] Savannah Dougherty: just thank you for
[01:11:30] Tracy Hayes: having me. I appreciate it. It was a great conversation. I feel very
honored. Thank you. Thank you. appreciate that. Well, we're gonna sign off. please, like, and
share everyone listening, on the audio, please, leave a review.
[01:11:41] Savannah show. Let's see, what's today? Today is the 19th. this will go out
Thursday, which is,20 21, 22, 23, right? Is that right? Something like that. We'll go, God,
we'll go the podcast there, but obviously everyone who's watched it on Facebook is, has got
it. And then you'll, you'll see the reels follow next week, out on the, the social media
campaigns.
[01:11:59] But I appreciate you coming on. Thank you so much. Thank you.