Team Heather and Danielle

Hey, welcome back to The Real Estate excellence podcast. Is your host? Tracy Hayes, best of the best again in the house today, I'm sorry I'm reading my notes from my phone and I don't have my glasses on, so bear with me. Welcome back and another best of the best on the show today, these two ladies have skyrocketed their business and were recognized most recently in the jack's real producers magazine. When you meet the team, you will understand why our motto is creating Realty excellence. We are a team of certified specialists who serve the real estate buyers, sellers and investors. Our goal is to put our experience to work for you. We are a team not just with experience, certifications and accolades, but also heart here for you. Let's welcome the team of hearts of a momentum Realty Team Heather and Danielle Heather stracynski and Danielle Rodriguez to the show. Thank you. Sorry. We're in a hot room, and I'm sweating it out and reading it off my phone. So bear with me here, not my normal show. We're mobile today, and I'll cool down here in a few minutes. But ladies, I appreciate you coming on. And we did. We were able to talk to you. Sounds just pouring here. This is gonna go jump in a pool. Hot lights. Yeah, I picked the hottest room in the whole office. Here. We met the real producers and and then I obviously was doing some research on you guys. Obviously, Heather, you started earlier in the business in about 2014 right? And then Danielle, you joined her in 2018 so I'm interested in how you guys met at the brokerage you guys are at. I assume that's where you originally met, or did you guys know each other before? We didn't know each other before? Oh, you did. Okay, so that's a story in itself, right there. So, but Heather, you grew up in Ohio, Yes, correct. So let's start there. Tell us growing up in Ohio and what brought you to Florida?

Heather Strazinski  2:42  
Oh, my so I grew up originally in the Cleveland area, then moved to Toledo, then Columbus, then Akron Canton, then here. What brought us here was we were sick of the snow. Ohio is overcast and snowy, and we wanted sunshine. And my sister lived here, and I don't know if that says anything about me, because right after I moved here, my sister left, but she had been here for like, 20 years. Wow, she went to college here and never came home. So we just picked up, moved the family. What took a lot of planning was about four years of planning before we actually got here, but it was one of the best decisions

Tracy Hayes  3:18  
we've ever made. So I mean, did you go to college? You do any formal I study everyone's LinkedIn, everybody, all my fans, know that I do that. So it wasn't anything on your LinkedIn at the time that I looked

Heather Strazinski  3:27  
at it. Yes, I did a year. I was going to college at night. I was working two jobs during the day and weekends. And then that pretty much stopped. I got married, and then that was enough of that. And then I had my sons, right?

Tracy Hayes  3:41  
If I recall you were basically a stay at home mom, if I saw I correct, I don't want to mix your guys two stories up, because I was studying both of you. Obviously there, okay, quite some time, yeah, like 10 years, if I recall correctly, on your okay. And then, Danielle, where are you from?

Danielle Rodriguez  3:54  
I am from Fairfield, New Are you

Tracy Hayes  3:56  
an Eagles fan or Giants fan? Giants? Good, very good. We got something great. Yes, yeah. I don't like those people either, although they're the new coach of the Jaguars, Doug Peterson came down, and I do officiate the practices for the Jags. And I'm staying they were practicing on the actual field, because the practice fields are being redone. They're doing some, I think they're putting in restaurants or something around them in any way. So they're standing there, and he comes out of the tunnel before practice. The players are just out there stretching and stuff like that. And somehow we caught eye contact, and he looked at me, and I looked at him, and I remember we're probably about the same. He might be a little bit older, maybe, and he just came right over to me and like, Hey, Doug Peterson, I'm like, Yeah, okay, coach, yeah. Hey, welcome. That was kind of that's my Philadelphia thing. That's the only reason why I would like them at all, but otherwise I hate them. Yeah, I'm a Giants fan too. So a lot of giants games. Yeah. So what brought you, are you going to go the one that you did during town? I haven't bought tickets myself. They're playing the Jags, I think October 23 or something like that. But what brought you to, what brought you to Jacksonville area,

Danielle Rodriguez  4:57  
family, really? I mean, I, gosh, I. Moved a good 25 times. Oh, wow. And a lot for work, but once we got married and started a family, my parents were already here. My sister, his parents, his sister, both of our brother, my husband and my our brothers are still in New Jersey, but he was here. So just wanted

Tracy Hayes  5:19  
me, what's the what's the best? I mean, of all 25 times and you move, like, different states or more

Danielle Rodriguez  5:24  
locally, moves, or actually, really, between Florida and New Jersey? Oh, wow, just staying on the East Coast. Yeah, okay. I worked in Pompano and Miami, and then all

Tracy Hayes  5:33  
throughout New Jersey. Interesting. I was just out this past week at a mortgage, say, mortgage convention event, or whatever you want, in Tahoe. I've never been to Tahoe. Oh, what a beautiful place. Yes. And Lake Tahoe, what? No humidity. And of course, that lake doesn't get, I guess, like it was, like, on the surface was 63 degrees, so it keeps everything just like, yeah, yeah. It's like, October. Here. It's like, if that. So turn, get them off my normal train of thought. Apologize for that, because I can't read my notes off my phone. All right, so you're we know what your story was, and you're going, what leads you up to real estate? I mean, you come, were you in the other places, or did you just really when you joined? What led you up to Round Table Realty? Was that your first real estate experience? Or did you work some other

Danielle Rodriguez  6:18  
No, but yes. So well, I guess what led me up to real estate? Gosh, well, I was helping Heather. So we had met prior to real estate. We were both in the same network group, doing two different businesses. Oh, okay, all right, unbeknownst.

Tracy Hayes  6:34  
So she started the rollers. So this is between 14 and 18. Her being a real when you were stay at home, mom, is there a network

Heather Strazinski  6:40  
for that? I had I was selling jewelry for level marketing. Oh, yeah, okay. I was having that in the network of 2013

Danielle Rodriguez  6:51  
we both joined a network group. I had my own organizing business. She was a jeweler, and then while we were in that group, she had transitioned into a real estate agent, but nobody in the group knew that, because we already had an agent in the group. So I follow rules, yes. So when she came out as a real estate agent, she kind of took that spot because the other agent had left, and she was getting pretty busy, and I was making some calls for her, and I was also doing jewelry as well. And at one of the parties that I was doing, a broker, I didn't even know she was a broker, sorry. Said, Have you ever thought about doing real estate? Well, I know so many agents I could throw a rock and hit like, 25 of them. Yes, I was already doing like, some phone work for her. She was like, Oh, you'd be fantastic. I said, Well, I don't know, like, what do you do? And she's like, I'm a broker. I was like, okay, so you know, it kind of, I had always, like a lot of people, have always thought about doing something like that, and I guess it was just the right time, the right place, and, well,

Tracy Hayes  7:50  
let's take a step back. So tell us about how you guys initially met at this net. Was it at the networking Yes, so yeah. So it's just a group of, was an official BNI type group, or just a group of ladies getting together and exchanging

Danielle Rodriguez  8:05  
business with a local group.

Heather Strazinski  8:07  
It wasn't an official BNI, but it was that type of group, right? So we had, oh my gosh, at the beginning, there was 20 plus people, yes,

Danielle Rodriguez  8:14  
at one point we had like 3030, plus people,

Tracy Hayes  8:17  
very more an informal BNI group. Sounds daily

Heather Strazinski  8:21  
meetings, and you were supposed to be there and you're supposed to pass referrals. I mean, they still, they just structured, okay, yeah, they just weren't under the B and I head ring, right? So I

Tracy Hayes  8:29  
didn't know about the multi level marketing stuff. I have had some, well, there's been plenty of top producers that I've had on the show, whether it's with Mary Kay and some of the others, what are some of the things that you not well? Hope I assume you were selling stuff. You went to a networking thing, but was your multi level marketing, also pushing personal development? What are some of the things that they was?

Heather Strazinski  8:54  
I mean, I was lucky to find premier designs back when I was living in, what was it? Canton area, had gone to a party, and they said you should do this, and you're like, Yeah, whatever. But I started doing it. Got very successful at it. Had a team of 75 under me. Was going to the events, winning all these awards and everything, meeting women, getting women into it, such as Danielle, several other people you have actually interviewed were on our premier design team. Interesting. And the funny thing is, I'm here, and I didn't have a business here, so I started real estate to meet women.

Tracy Hayes  9:26  
I see interesting, and it just folded into something else interesting. Well, I know because a lot of the multi level marketings I've been involved in different ones through the years, probably nowhere near as successful as you were there, but they all pushed a personal development. If you went to any of their events, they were bringing on keynote speakers.

Heather Strazinski  9:46  
Yeah, they were great about that. They were very they were involved in you. Unfortunately, they have gone out of business now, but they were extremely successful, and kind of brought in all these really great speakers on Nick dusick. I. Think was one of the ones. He has no arms and no legs. He was a fabulous speaker. Fabulous and just talking about growing as a person and being able to overcome your obstacles and things like that. And was just a very wonderful speaker. And they really just pump you up.

Danielle Rodriguez  10:14  
Yeah, they were in business for over 30 something years.

Tracy Hayes  10:16  
Yes, yes. Well, this I always, I've said numerous times on the show, if you're not finding that event, a good podcast, that that, or good book, something that keeps, to me, it's like keeping your plate spinning. We all need that little adrenaline hit or whatever. And you hear something positive you're listening to a podcast on the way in. Or maybe it's music. Maybe you're listening to music and it gets you pumped up. But something you need that, yeah, some people are Yeah. You need that positive energy, or even a new thought, or something that just like, gets your day going, keeps you going. Because obviously, all the things we've got going on our lives, kids or whatever, what's, ups and downs and this and that and but we got to go to work and we got to have that, that positive Mojo going.

Heather Strazinski  10:57  
You do, I think. And we find it in several different ways. We're very similar. It's crazy because we will talk 2030, times a day, even on vacation, we'll talk, I mean, it's just insane. And we'll talk late into the night. I'll call her, she'll call me, text messages, go back and forth. It's like we kind of pull that even out of each other, yes, and we are very different in our lives as to where we are. My kids are ones graduate, graduated college, ones in college, hers, one's in high school, the other one's going into high school. We're like,

Tracy Hayes  11:27  
here and there. This girl says she's been married for 25 years.

Heather Strazinski  11:32  
Yes, we start young in Ohio.

Tracy Hayes  11:35  
So you guys are going this. I mean, just like, you met each other and just like, just clicked and just started hanging out.

Heather Strazinski  11:41  
We became friends. I don't think we were hanging out all that much, right? We just became really good friends, and we started talking. And then when we started, she joined the jewelry business with me. Then we really started spending a lot more time together. And then when she got into real estate,

Tracy Hayes  11:57  
you were in real estate when you actually met her, but you were doing it to meet people. I was all right, you're approached by the broker, but then you knew she was in real estate, right? Okay, so, so

Danielle Rodriguez  12:09  
when I got my license, she mentored me. I was in another brokerage for about a month, but it just wasn't working out. She was helping me, pretty much do everything, and training me and teaching me. So she kind of went to bed, because I did go to round table first Howard Hungary and interviewed. But they weren't taking on new agents at the time, right? So he sent me away, but Heather was still helping me, right? And after about a month of that, she just went into the office and said, That's it. Bring her on. So it kind of became like that mentor relationship and stuff, and she was just getting so busy, and you could just do so much as one person, right? And it just kind of evolved organically from there,

Tracy Hayes  12:53  
well, and I know you guys changed brokerage over to momentum, which has been, what, a year or so roughly,

Danielle Rodriguez  12:59  
yeah, about a year and a half, yeah, yeah.

Tracy Hayes  13:03  
Talking to a lot of the different agents, and there's very few that have been with the same one. I can think of two off top my head, that have actually been with the same brokerage pretty much their whole career, like 15 years. But most of them have changed. Because I think there comes a point where you're no longer the broker hit their lid is in what value they can give you, right? You're growing your business. You maybe started with them, and they're really good to get you started. But then to go on to the next level that, no, not saying, Howard, this particular situation, I'm just saying, in general, you reach a lid and then you're like, Okay, I got to reach out to someone who's going to pull me to the next step in that. Doing. I know Howard runs. The type is, he has, obviously, a lot of broker a lot of agents that lack of better words, Howard, worship you, but they say, Hi, great things about you and what support you have. You guys saw something different in momentum. What was it that? Was it Brittany or John who caught your eye there?

Heather Strazinski  13:56  
I think it was, well, it was Bruce to begin with, who's not there anymore. But I think it's was just different. I mean, we our stepping stones got us to where we are, and we have a great relationship with Howard and Keith still, and we talk to them and hugs and everything. Momentum is very different from round table. I feel like round table is very much a family atmosphere and momentum is a business atmosphere. I just feel like those two atmospheres were differently and we just wanted a little bit of a different push. Maybe someone to say, get off your butt.

Danielle Rodriguez  14:26  
Do this, right? I think just like every agent is different. What they want to put in, what they want to get out. I think so is every brokerage, yeah, even the mom and pop brokerages, not like The Watsons or the Coldwell bankers or anything, but even those brokerages, I mean, what they put in and what they get out are different, and it's just finding that fit. I have wonderful things to say about round table. Yeah. I absolutely love the brokers there, but sometimes you just get to a point where your needs change or shift, and you just need to find a better fit, right for that, right?

Tracy Hayes  14:59  
Yeah. And that goes by my point there your no brokerage has everything. Like you said, the difference was family versus business, and that setting was better for you at this time in your career, right from that standpoint, but Howard runs a tight business over there. Everyone has great accolades. What are some of the things that you'd say, two or three things that you know that Howard, or someone at round table, Realty taught you, showed you that really started to move your business contract.

Heather Strazinski  15:27  
Howard knows the contract, right? Yeah, so we know the contract. I mean, the man knows the contract inside out every which possible way, and being able to, I think, even explain that to your clients, your customers, whoever you have, is huge, and them having faith in you that what you're doing that changed a lot

Tracy Hayes  15:47  
of things. Well, you were just on a phone call pre show, yeah, with some contractional situation, you had to remind someone what's in the what's in the contract. And you're confident enough that on that phone you didn't have to reference the contract, because you are confident enough very well to come back say, No, you can't do that, or whatever you're telling them on the phone there. Yeah, yeah. Separate. One of the common themes that I hear is education. You started about four years difference. You were getting some tutelage from you, but you kind of Heather, you kind of came in more like, hey, I want to meet people. So is education really, we're really learning real estate important for you those first couple of years?

Heather Strazinski  16:25  
Well, I knowing Heather. I'm a huge like, I sponge. I want to know, I need to know, I quickly transitioned into real estate, being my full time job within the first, I think, year. Yeah. So it was very short lived that I was trying to do the jewelry portion of it, but it's you really, there's so much to real estate,

Danielle Rodriguez  16:49  
so much transition for you, though, because you had done the jewelry for

Heather Strazinski  16:53  
it was a bittersweet had

Danielle Rodriguez  16:55  
a lot of women, I

Heather Strazinski  16:56  
believe, my team, on her team. I left my jewelry team and basically said there's 75 women under me? Yeah, wow, I had to leave that team. I'm like, you're going to roll up to the next person, right? But it was necessary, and it needed to be done because my heart wasn't in it

Tracy Hayes  17:09  
anymore, right? That's important. So you're you start to realize there's more potential here. You start digging in, what are some of the things that you did from and we'll just talk about on the educational theme that you did initially that when Danielle decided to come on full time, you're like, you need to get on. We already talked about the contract. That's a no brainer. But what are some of these? I mean, were you going to nefar? Were you going to events? I don't know if what roundtable has in house training. What are some of the things that you dug into to really shorten your learning curve.

Heather Strazinski  17:41  
I love trainings. I love I love googling things and finding trainings that you never knew were there. And I love apps and resources. And I have found a lot that were very helpful that I think right away I was, we were kind of talking about like, so use this app when you're out showing houses and you need to find a restaurant that's near you use I mean,

Tracy Hayes  18:02  
there's an app for everything right there. Almost is exactly.

Heather Strazinski  18:05  
But I think the biggest thing that which Danielle was easy right away with her, is talking communication. Communication is huge. So when we talk to our clients, I'm an over communicator, and I'm a read that back to me

Tracy Hayes  18:20  
now that can naturally for you, or is that something that you saw some other agents doing, or they wreck? I mean, there's a lot of things we get trained on. They say, Hey, do this, do that, but who does it, right? There's, you know? I mean, that's why those things keep getting trained and trained, because there's only a small percentage that executes it. So was it naturally for you, just when you got transaction, just to be talking to them,

Heather Strazinski  18:40  
it is. I think it was natural for me. And my big thing is I don't like to wonder. I need to know what is going on at all times. And I felt like our clients did the same thing, and we have like circumstances where something happened to me and I didn't know what was happening, but this person was working it behind the scenes, but I had no idea, so I was angry at them. But had they told me, Hey, I'm working on this. Let me get right back to you, and then touched in every three hours or so, just to let them know your day didn't get away from you. You're still working on it, right. But that's something that I think right away, we kind of picked up on together when she came on, and she just picked up right away, and it was more of the natural trying to coincide our tones, because I'll read something some way, and she'll read it a completely different way. I'll read it with a tone of, I hate text messages and the fact that you cannot tell their tone. So you have to use emojis, and you have to use smiley faces, and you have to what do I say? By the way, your contract wasn't accepted. I know you're gonna have a great day, because we're gonna find you an

Tracy Hayes  19:39  
awesome house. That was a learned Tracy, I'm the same way. I'm I love and trust everyone until they prove me differently. And I just say, and I get right, I'm too bottom line sometimes, yes, that I have to, yeah, put the emoji

Danielle Rodriguez  19:54  
jersey, yeah. So that was something because I'm from

Tracy Hayes  19:58  
New York, so that's why you. Yeah,

Danielle Rodriguez  20:00  
been doing sales pretty much my whole life, so yeah, in communicating, I would just get right to the point, because that's yeah, no, no fluff, no,

Tracy Hayes  20:10  
I got things to do. You got things to do. Here's what's here's the situations, here's how we're doing.

Danielle Rodriguez  20:14  
But like she said, and it wouldn't be anything wrong in the text, but you can't hear tongue, right? So you can read one sentence. And I sent her a video, literally yesterday about this whole thing found on Tiktok, that these two guys were having conversations, and the one is receiving the text, and he's like, Oh, he said that I was this and, oh, isn't that nice? Meanwhile, he's saying it, well, you're blah, blah, blah, and it's just so funny to see the difference in the same text, and that's what we are. So she'll always like, hear it a little harsher than maybe I would. I'm like, Oh, I don't know if they really meant it that way. So it made me more conscious of how I put text messages out, because I don't want anybody to miss I

Tracy Hayes  20:58  
gotta add the smiley faces and stuff, because I can see, I see quickly the next text comes across like, oh man. The tone, their tone of the next text coming back like, no, that's not them. That's not what I meant. Hold on, yeah, yeah. We have that same northeast listen,

Danielle Rodriguez  21:16  
if I meant it bad, I would go jersey on them, and they would know I wouldn't be any I back out

Tracy Hayes  21:24  
my I've told this story numerous times on the podcast before. When I was at the call center quicken loans and loan depot, that's that my boss. He told me that he'd be listening to the call. He could tell they would actually put if I they needed a second voice. Put me on with the New Yorker, because sometimes you have to say no to them yes, and they're pounding, you're pounding, and everyone's trying to be polite, like No, at some point you just say no. And we have some of our foreign friends. I've mentioned this before. That's their culture, right? And it's the same way the New Yorker personality type, or whatever, yeah, that they want to label on this stuff. So we were talking about a couple things that you took from Round Table that how we're tired. We kind of went off on a little tangent.

Danielle Rodriguez  22:03  
There we do that single agency, uh huh, yes, is one of the big ones, yeah, the different relationships that you can have with he is big on that. Yes, very big on that was kind of drilled into us. And just putting your client first, their motto is people before property. And they absolutely believe in that.

Heather Strazinski  22:21  
Yeah. And that's where we started our tagline, right? Was when we were at round table, yeah? The Excellence tagline, creating reality excellence.

Tracy Hayes  22:27  
Creating Realty excellence. Yes, yeah. Come and I think this, I don't know if it obviously Howard sets his culture. He's created that over there, the other top agents that I've had on, they do talk about how important it is building relationships. We talked a little bit about that pre show and but building relationships with your customers and how important that is in is it something that came naturally for you, each of you, or is it something that you kind of actually, at the beginning, had to kind of set a goal, or set some steps in the process that you're going to work on that relationship with that customer, to put that customer first, because I think some people just comes naturally. They just have a gift of gab. They hang out like, hey, oh, you're from wherever. No, great, blah, blah, blah, and it just comes that's just their personality. And they get along. The next thing, they're having lunch and dinner together and so forth. Where for me, I have to you, not that I don't want to build a relationship for but I have to actually engage, because I'm more bottom line, I'm not, don't want to invade on their life. They're doing. They have their thing. They're asking me to do a service for them. I'm not thinking about that part, but that is part of our business. So is it again, something, naturally, something, or maybe you guys tweaked over time? How did that? How did you develop that? Are you better today than you were five years ago?

Danielle Rodriguez  23:40  
I think we're better today, but I think it did come natural to us, because we're just

Tracy Hayes  23:44  
those kinds of people. Are you? Do you attract a lot of New Jersey clients?

Danielle Rodriguez  23:48  
We get a lot of clients, just normally, from up north. It's so funny, because they're either from New York, New Jersey or Ohio.

Tracy Hayes  23:56  
Well, maybe subliminally attracting those people? Yeah, maybe,

Danielle Rodriguez  24:00  
yeah, we're fortunate that way, and I think we really connect with most of our clients.

Heather Strazinski  24:05  
I think so we were lucky at them, and then round table, and I had REMAX, and you had Caldwell before that, but our two most recent obviously momentum being now in Round Table both preached loving their clients. So we were very lucky with that. That came naturally for us, and that's what they preached, and they even helped you get better

Tracy Hayes  24:22  
at it. You at it. You talked about communication a few minutes ago. Do you have hard stops in your process now? Maybe you naturally would have already talked to them, so you just go through but you make sure that if you haven't talked to them in a couple of days or in the steps, and I know initially, obviously you get under contract, there's a lot of things going on at the home going on, get the home inspection done and so forth, but sometimes we might have a 60 day closing, because that's what they chose to do. Do you have hard stops in there to make sure? Hey, I'm at least calling them once a week or every three days.

Heather Strazinski  24:54  
We have a phenomenal CRM that took us a while, a long while. Now to put together, and it reminds us, because when you have so much going on, it's easy for something to fall through the cracks, and that's something that we never, ever want to happen. So we'll have it, text them, call them, even through a 12 month build, because that's easy for that person to fall through the cracks, right? Yes, it's crickets, and we don't want that, because they're just as important as the one that's closing in two weeks, right? So we are constantly

Tracy Hayes  25:25  
well in this area, they're telling their friends what neighborhood they're moving into, so staying in touch with that 12 month build might get a couple referrals for

Heather Strazinski  25:33  
you, and it's that's a very long process, and that's stressful for them. It's insanely stressful. So we try to throw ourselves out there. Besides texting and calling. We do client appreciation events. We do pop bys. We do we were just running out of movie theater. Invited all of our clients into that. And so we really just a past client thing, or our past and current clients,

Tracy Hayes  25:52  
okay, all right, because I think a lot of people, they don't, I think the common citizen doesn't realize, and whether it's a loan officer or the real estate agent, a good part of your day is obviously trying to get new business, and then you're also cating through them who are in process. But also you still it's part of your business to maintain those past relationships, because that's a whole source of business for you. And then to realize that you're working these things. You have, if you're any good. You're working those all the time, all the time. Yeah, every week you've got it on your schedule. What do you guys do, though, personally, and go back. Are you guys like, you seem to just take information from YouTube or right? You're just wherever you information. I mean, you could gone and Grant Cardone, saying talking about something, you probably listen to it, right?

Heather Strazinski  26:39  
Listen to everything. She just hates. I'll text her. I'm like, guess what? I found. She's like, No. She's like,

Tracy Hayes  26:43  
we're gonna change this and implement this. So you're the visionary.

Heather Strazinski  26:47  
I find it, and if it's too techie and make her do it,

Danielle Rodriguez  26:53  
I figure out how it works, right? I'll

Heather Strazinski  26:56  
be like, so we're gonna do this. And I always be like, and by we, I mean, you right, you know that, right?

Tracy Hayes  27:02  
Sarah Rocco gave me the book rocket fuel, and it talks about visionaries and integrator. And every great visionary has to have a great integrator. You guys ought to read that scene. There's a little quiz in there, interesting, yeah, yeah. And it talks about you, obviously, over in history, who was the great visionaries, and then who was the integrators? And ideally, you need both. You need that person that can see that 30,000 foot level. So you go, Oh, man, how would this do to our business? But then the integrator has to step in and say, All right, to make this happen, this is what has to happen. And then if you do that, then this is going to affect that.

Heather Strazinski  27:35  
And we have our strengths, and we've learned, it took some tweaking, I think, but we've learned who's good at what something else. And so now the parts I'm good at, I just run and go with the parts she's good at. She runs and goes with and if she finds something that I need to do, she gives it to me. If I find something, because we go back

Podcast Intro  27:52  
and forth. That's sort of great team.

Heather Strazinski  27:53  
Yeah, like on Canva, I can design things. I can I will sit there for five hours on a little tiny post because I have to move lines perfectly, and so I'll text her. I'm like, here, I need this. And she'll have it to be in like, 15 minutes. I just, I can't do that,

Tracy Hayes  28:08  
all right, so you're both at round table. What said, I mean, was it immediately that you guys like, Well, you told Howard you she needs to come on. So was it me, Lee, like, she needs to come on, and we're going to be a team. No, we didn't just like, hey, let's just, you need to bring Danielle on.

Heather Strazinski  28:23  
We didn't know that at first. I mentored her, so I helped her about six months, yeah, I think. And then it got to that we were just kind of talking, and we're like, Well, why don't we just

Tracy Hayes  28:32  
partner up? So how important was it to have she had about four years experience at that point. Me, I probably had about when Danielle came on, right?

Heather Strazinski  28:43  
So I've been almost nine and a half years, almost

Tracy Hayes  28:46  
like 14 and 18, right? Roughly four, three and a half, four years. How important was it today? How important was it to kind of get her mentorship? I mean, really, get and get you up to speed. How important was having that confidant, more or less in house coach, I guess.

Danielle Rodriguez  29:02  
Well, I knew what I had in Heather, that, being said, it was very important to me, because, like I said, I came from sales. I was regional sales manager. I did a lot of training, I opened offices, I hired people. I had a certain way

Danielle Rodriguez  29:17  
of doing things. She's the integrator,

Danielle Rodriguez  29:19  
when, when we partnered with jewelry and she and I was on her team, I saw she was very similar in what she did, how she did it, how she trained, how she mentored and did everything. So I knew what she was made of. I knew what her comfort levels were. I knew so when I got my license. I knew if I wanted to fast track, which were very similar. That way, we want to know something and we want to master it very quickly. I knew that would happen if I partnered with Heather. I knew we had the same ethical standards. Works, work ethics, right? And I knew she was somebody I could trust, which is a huge. Huge thing for me.

Tracy Hayes  30:01  
Yeah, I'm type person. If I don't trust somebody, I can't be in the same room with them. I mean,

Danielle Rodriguez  30:05  
yeah, and she can trust me. Like this morning, I got a phone call from some random person who it was a referral. Had no idea who it was. I couldn't very well, just kept my mouth shut. It kept because I have my clients, she has her clients, and then we work together, clients, right? But, you know, neither one of us is like that. So, so when

Tracy Hayes  30:23  
I get to a new agents, if a new agents watching or listening here, how important is it? And Heather, I didn't ask you who you might have joined on here, you can. You want to expand on this. How important is it to really like a new agent coming on, maybe an agent who's struggling, who hasn't had a mentor, to find that person. So the importance of interviewing, talking about that new agent, finding a mentor. How important is them for to interview the broker? Not? It's not. You're not going for a job. You This is where you're going to bring your business. And how important it is them to truly interview that broker, to make sure they line up.

Heather Strazinski  30:59  
I don't think most agents realize that they're the one interviewing the brokerage to see if it's a good fit. I agree, because when the agents come in and they're like, oh, so and so wants me. I'm like, Honey, they all want you. Who do you want exactly? And I don't think people really realize that at all. And I think it's huge, because you brought up a really good point. There's so many brokerages out there, and they fit every personality. Just which one are you? Do you fit this one to this?

Tracy Hayes  31:26  
It's interesting that you're giving me a thoughts. I'm trying to see how this business. Here's my visionary part of me. I'm in a transition part of my business. I'm talking I've got a coach, and I'm talking through and they're like, Hey, how do you want your business to run? Well, I know how the business runs for the most part, I know there's still new things of how people do the loan officer business as Realtors do their business different ways, whether just an individual or small team or a large team or whatever. Everyone does it a little differently. So when you have that knowledge, then they just sit back and say, Okay, this is how I want to run my business, because I've seen it run this I've done it different ways, and this is going to be my sweet spot, as I know. Well, I know you guys all took the Clifton test, right? John, yeah, he, after I had him on the show, he goes like, you need to take this. We've had our discussion over the Clifton but you know, what's your sweet spot? What do you like doing? And so forth. Well, you know that after having some experience, but as a new agent, they really don't know until they don't know what they don't know, right?

Heather Strazinski  32:25  
You don't that's why I think people switch, because you grow, you change, you don't know. And us finding each other was just kind of a miracle in itself. It's and we're not typical partnership. We don't split 5050 necessarily. We have our 5050, like she said, we have our togethers and separates, but we also work through. I mean, we both came off a pretty hard year. I lost my father. She broke. It's not funny, but it is say, 20

Tracy Hayes  32:52  
places. Did I get that text message?

Danielle Rodriguez  32:54  
No, that was right, 20 places you broke. She flung herself on the ground. Oh, yeah, I made fun of her all the 23 do you want to be the truck roll over you? And what has you would think

Danielle Rodriguez  33:04  
about five story window. But that's not what happened. I slipped. Listen, I don't do anything half assed. I'm gonna break 20 places. I'm gonna break the damn leg. So, yeah, 23 places. I fell. I slipped and fell on my knee.

Tracy Hayes  33:18  
You got a steel rod your leg now? Oh, man, and

Danielle Rodriguez  33:21  
I shattered the femur in 23 places, steel rod going down the leg and pins from the knee.

Tracy Hayes  33:28  
So you were laid up for good

Heather Strazinski  33:30  
bit of time, a long time. Well, she's kind of, I mean, she's not back to 100% I mean, she is such a trooper. I mean she is. She's on meds and, I mean, some pretty strong that's a big break.

Tracy Hayes  33:44  
I wouldn't have noticed that. Are she on meds right now?

Heather Strazinski  33:50  
She's on the phone. Be going, Okay, I'll take care of that within 20 minutes of the conversation. I'm like, okay, so you're gonna do, yeah,

Danielle Rodriguez  33:57  
she's out. That's when it first happened. Like, he's medicated, I'd be talking to her, and that's her dedication, okay, Heather, I gotta go. She's like, are you No, like, I gotta go. Now, pass out, yeah, because the medicine would kick in.

Heather Strazinski  34:12  
But she said, I will do this. I will make these call. I mean, that is her dedication. Now I knew she would not remember this conversation at all, so I was doing it, but my heart was in it is her dedication, like she was worried about work and her business. And we our partnership. That's how our partnership grew. Even more is we adapted. I was on the road showing every house one of you counted up two months worth of houses were 100 Yeah,

Danielle Rodriguez  34:39  
82 homes, or something like two months.

Heather Strazinski  34:42  
I did everything because she couldn't leave. But she took every phone call, she did every computer app and organization and everything

Tracy Hayes  34:50  
this is interesting. So you were kind of forced to change your business situation. So what did you What did you pull out

Heather Strazinski  34:56  
of that? We can adapt anything. We can do anything.

Tracy Hayes  34:59  
Okay, but I'm. How you actually did your business? Because now you were free of the phone calls. You knew you had someone that you had confidence in and could trust to take the phone call and know it was things were being done. How did that make you feel in getting because you got out and showed 180 something home?

Heather Strazinski  35:14  
Yeah, she was exhausted too. Yeah. No, we knew we could do it. We had to do it. There was no way around it. We weren't gonna drop the ball with our clients. But I was completely exhausted. She was sick and tired of being on the phone and the computer and everything. I mean, she scheduled. She was scheduling my life. Yeah, she's like, you're gonna show this house. You're gonna show this house, then you're gonna take a bathroom break, and then you're gonna go here, and then you can get some lunch. And it, literally, it was on my phone like that, right? This is when you take a bathroom break, right? I had no control over it because she needed to, because I was out in the road.

Tracy Hayes  35:48  
I'm touching on it because I had a friend of mine. He's with the EXP, and he's following a program with through his leadership there. And one of the things was getting a virtual assistant that isn't handling a lot of that other things. And he know, hopefully this spurt continues for him, but he's just felt immediately, he got a couple listings that week. He just he had other time, and he got stuff done that he had been putting off for too long and so forth. So when you she was Daniel was forced to be home to get some of that stuff done because she couldn't go out, but allowed you to go out and do what, where you really make the money, right? That's showing and showcasing the homes or doing the listing

Heather Strazinski  36:26  
appointments, it is. And we did as best we could. I won't say that people didn't fall through the cracks, because I couldn't be everywhere at once. And when you have a multitude of people wanting to see a house in one day, I can only do so much, yeah, and she was just non stop on that phone, trying to fit everybody into the schedule as possible. It just, we made it happen. We worked, and when she was able to come back

Tracy Hayes  36:53  
out, we think you might have gotten a little bit of business because the phone was actually being answered.

Heather Strazinski  36:58  
We never miss a call. Oh, we ever. I mean, if you call us, we do not make a call.

Tracy Hayes  37:02  
You're showing a house. You'll stop and take the call. One of us will we have another rings to both of us. It goes to the other one if the one doesn't type thing, okay? So we know that if I'm just wondering, I'm just wondering if you dug in there, because you have two assistants. Now, if I saw on your website

Heather Strazinski  37:17  
correctly, right, we have a showing assistant, and we have a transaction coordinator, and we have an IS, they're totally dedicated to you guys, everybody, except for the ISA, she works with another agent also, okay, all right, but Luna helps other.

Tracy Hayes  37:28  
When did you bring on to I mean, this is the challenge of whether, in our the loan officer world, those are operating their business the way the top people are operating in the same way in the real estate world where you've reached your lid and you need to branch out. When did you make that first hire?

Heather Strazinski  37:46  
When we were at round table, we actually we had a team that we recently just restructured so we had a team of agents, and like, four or five of them at one point in time, but we never seeked any of them out. They all came to us, which was wonderful, and that's when we decided, let's okay. We talked about it, but that really pushed us to start our team was a few years ago.

Tracy Hayes  38:06  
Now you have you just, it's just the four of you. Now you're two. You're well, two and four and a half. Yeah. Now, do you have a dream of bringing on agents like you had a round table, or

Heather Strazinski  38:18  
we had them at me mindset too. We just kind of recently restructured, mostly because we want them to have the best business they can have also, and sometimes you need to be pushed out of the nest to do that. And also, we need to make sure that we are focusing and loving on our clients and not just spending a whole bunch of time training, right? We really wanted to get back to focusing and loving on our clients.

Tracy Hayes  38:45  
Well, I think was, it goes back to that with the Clifton test, right? What is your sweet spot? What makes you happy? And sitting there bringing on new agents and making because I think again, in our world, in the real estate, you bring on some people, and I think we're you leave with the heart, as you guys mentioned in your thing. And when someone leaves that you think like, oh man, if they just would get out of bed in the morning and just come in and do the basic things that we're telling them to do, they would have a they would still be here. But they're not doing it. And every time they leave, it rips some of your heart away.

Heather Strazinski  39:18  
And we're lucky enough to be friends with, I think everyone who was at one point on our team, right? And they all are striving in the doing very well. And the ones even become a site agent, because that worked better for her life, right? And we kind of worked through that with her. This isn't she just doesn't have the time for it, but the site agent worked phenomenal.

Tracy Hayes  39:38  
Well, you had the maturity to let them do in with that person led themselves that way, or say, hey, let's find you something you're better at. You're a great person, and find maybe it's a transaction coordinator. I've heard a recent story where actually someone I follow in the mortgage world, where he actually helped that person go get a degree or a training in a certain area. Area. That's really what their love was, and because they weren't an A player in his team, and that's what he wanted. Was a players, and he helped that B or C player go find something that he really loved, because they leave with the heart and that person can only say great things about you on the other side,

Heather Strazinski  40:15  
and that's what we want. I mean, we just had dinner with one of the agents who isn't on our team anymore, but we adore him. He is a phenomenal person, yeah, and he's striving on his own. I We see his smiling face, we see his post. We're like, that's you. That's it, right? Yeah, that's him, yeah.

Tracy Hayes  40:33  
So since we're kind of on, we've mentioned the Clifton test a few times. What did you do? You guys like, are similar, or are you actually, how different are you?

Heather Strazinski  40:41  
Do you remember the results? I don't. We did have one that was the same and everything else was different.

Tracy Hayes  40:47  
You think that might be why you guys actually blend together. Because you do need to find that someone who's got the strengths in other areas to make it work.

Heather Strazinski  40:56  
We have to. I mean, I think that's what makes us such a great team. And like I said, with us talking all the time, and our common goals bring us together. You want to be successful, we want to really take care of not just our clients, but people. We both love animals, which is so when you know we're showing a client a house and we see a dog walking down the road, we literally pull the car over with the client in the car, going, I'm sorry. One second, we have rescued dogs, turtles. I mean, it's been crazy. They're walking down the road, and we find the house, and our clients have been very receptive of it. And we even work with a kiddie rescue place. So support

Tracy Hayes  41:35  
it sounds I mean, you're match here. You have common ground. He's my sister from another Exactly. And then, when it comes to the personality test of the Clifton test, your differences are the right differences that are making you guys blend together. I mean, do you guys, like, have arguments occasionally? Like, two sisters? Are you ones like, Okay, we can't go to bed until we resolve this. Or we're like, talk to that Biddy tomorrow. We've had one really

Heather Strazinski  42:03  
big argument where I'm like, Oh, you got the phone before I say something.

Danielle Rodriguez  42:08  
She was in another state. She was very stressed. I was very stressed. I can't remember what it was about, but I could hear her tone. She could hear my tone. We're both like, okay,

Danielle Rodriguez  42:21  
yeah, like two hours we talked for

Danielle Rodriguez  42:24  
like two days, which is probably

Heather Strazinski  42:26  
the longest we've ever gone,

Danielle Rodriguez  42:27  
right in ever five years that we didn't talk every day, which was weird. Or do

Tracy Hayes  42:34  
you, I generally will, like, even people I haven't seen a long time that are good friends. I almost, I'll pick up the conversation, almost like we just saw each other yesterday. Are you guys like that? You just like, well, we see each other. You have a thought from yesterday, and you just like, you just start talking

Danielle Rodriguez  42:49  
about it. Well, I say she's my work wife, right? Okay, so much so that when I did break my leg, I was actually with Tia that night, and I was at the ER, my

Danielle Rodriguez  42:58  
husband had threw you out of the car. She threw

Danielle Rodriguez  43:02  
me out of the car, but I was in the ER, and my husband's like, do you want, do you need me to call your mother? Who do you want to go? Like, she had just left to go to Orlando for the weekend with her husband. And I said, Call Heather. He's like, you don't want me to claim you got to call Heather. We had a whole day the next day that I was going to be showing new guy. I mean, we have a business, yeah. Like, no, you got a call and she didn't believe my husband.

Tracy Hayes  43:28  
Obviously, you guys mesh together on a lot of things, but just your business attitude, your business work ethic, would you say? I mean, if you weren't in the same room, would you say that you guys are equally oh yeah, oh gosh, yeah. She one wouldn't say, like, Oh, she takes vacations all the time,

Danielle Rodriguez  43:45  
you know what? Because it all evens out. And we know that, like, Heather will go away because her kids are at college. She'll take week vacations, take long weekends and go. My kids are in high school. I can't just pick up and go, so, but I may take blocks of time, like, I make, make dinner for the family. Everybody's home.

Tracy Hayes  44:02  
You guys know what goes around, comes around, exactly attitude towards it. It's just different. I'm gonna wrap up because I know you guys got appointment in the electricity. So we talked about education earlier. We talked a little bit about mentorship. But I mean, how important is it surrounding yourself or going to events and being around other successful agents being around John and Brittany or the other there's other great people at momentum. I mean, how important is to mix and mingle with them a little bit on a regular basis well, and I'm not saying those because I'm just using those as example. Do you hang out with other successful agents and maybe still with round

Heather Strazinski  44:38  
table yourself? We do. We do have other agents. In fact, we have Howard

Tracy Hayes  44:41  
still invite you over to the neighborhood cookout. Well,

Heather Strazinski  44:44  
he is get rid of me. So, I mean, he has to drive by my house all the time. But we, when we first started together and everything, we did not go to any of these events. Honestly, we just felt like we didn't have time, and we weren't we. Wanted to be with our client more than we did in a realtor event.

Danielle Rodriguez  45:03  
We're both very self motivated. Yes, we don't need, like, the rah, rah. We don't need that. We already that's instilled.

Heather Strazinski  45:11  
But then we started going to a few of them, and we started meeting some other agents. And we really started meeting these agents, like, really delving into it, and we're like, wow, there's some of these people that they are. So we just we gravitated towards several of them. We do dinners and we go to events and we see and we keep meeting new people. And I love to pick people's brains. What is it you're doing? And you're doing something completely different. Absolutely love that. And I love hearing how successful they are, and they're all different. Every single thing that each one of these top agents does is completely different.

Tracy Hayes  45:46  
Yes, so someone out there, I mean, this has moved you felt it's moved your business. You're because I think a good part of our business is our attitude. And we just say, Yeah, I got a good attitude. I don't need to hang out with other people. When you start hanging out with these other successful people, although they have pains through the day as we all do a contract fall out, whatever. How did they resolve it? What was their part? What did they learn from it? So that you know what to do next time you have that situation, and you might get on the phone with them or, let alone, oh yeah, let alone with multiple offers on a house that one of those people might be on the other end of the offer, and they know you, and you know that they can trust you that. Hey, I've got a good client here. This is going to go, or whatever it is that helps you win

Heather Strazinski  46:25  
that offer. We've been very, I guess, blessed to have so many of these top agents that we're friends with me, Nikki Roseanne, Shonda, Melissa Ricks, most recently, we met her through a dinner and all of these agents, I mean, just have been absolutely wonderful with sharing. Yes, they share. They care. And when you're having a bad day as an agent, sometimes, if you're not an agent, you do not understand that this is, I mean here, I just lost $35,000 today, and they're like, Well, you didn't have to be other people, or you didn't have to begin with. Well, yes, but I've been working seven months with this person and this or happened another agent understands that sometimes you like, meet me for wine, and they're like, I'm on it. Yeah, you don't even have to explain.

Tracy Hayes  47:07  
Would you recommend not putting that on Facebook? Which part your bad day?

Danielle Rodriguez  47:11  
I don't, I'm not. I think it's,

Tracy Hayes  47:13  
I think you're 100% right. You need to be able to call somebody.

Heather Strazinski  47:16  
Yeah, I don't

Tracy Hayes  47:18  
think we do. Hey, man, you ever had this happen to you or whatever, and you consult. I see some stuff on Facebook. I'm not a I'm like, call one of your call one of your

Heather Strazinski  47:27  
real estate. Very lucky.

Danielle Rodriguez  47:28  
Don't complain if something happened. She's my first call on her first call, because we know and we can get it all out, and it's not something that we don't live there. But we do have those moods. We do have those times, and we are sounding boards to each other, and when she's like that, I'll pick her up. When I'm like that, she'll pick me

Tracy Hayes  47:47  
up exactly, yeah, exactly a call and confide in someone that understands why you're frustrated, right? Because the average person doesn't. Well, you got three other deals and you lost that one, so why? What are you crying about, which is really the truth,

Commercial  47:59  
but we need

Tracy Hayes  48:00  
another agent that understands us, yeah, or loan officer, or whatever.

Heather Strazinski  48:04  
We're very lucky and very grateful to have the business we have. And I think when sometimes people do a lot of complaining on Facebook, like, why are you don't

Tracy Hayes  48:11  
do that. Next question, consistency. One of the one of the top things that I find in the top agents is they're doing something or multiple things consistently. Can you think of one or two things that I mean that you do consistently, whether it's, I don't know whether it might be just getting up and you're making calls every Monday morning to generate news. I don't know. What is it that you guys do that you feel is very important your business, and it must be done daily, weekly or monthly, whatever you're

Danielle Rodriguez  48:43  
doing well, and I know it's the integrator.

Tracy Hayes  48:47  
Go to the integrator on this, because that's consistently.

Danielle Rodriguez  48:51  
We're always evolving like we're never stagnant, we're never in the same place for a long period of time, right? So we're always looking to change. We always revamp something. But one thing that we do every single day, or at least try to, is call our database basically so many day, every day, well, however many is listed. So the CRM that we have everybody's on a plan, an action plan, and it will prompt us to call or text or anything. So we always do that every single day

Tracy Hayes  49:19  
your database, meaning whether it's someone who hasn't done business with you but has talked to you, hopefully maybe not have done a transaction. So you're following up with them to see if they're doing anything, or even they would probably throw a past client on there, maybe from last year. You're calling quarterly, or whatever your plan

Danielle Rodriguez  49:37  
is, we check in every past clients, every six months, every 30 days, and then every six months past clients. And then we do year anniversaries. So maybe this month all the people who bought July of last year will pop up, and we have to, we reach out to them, asking for referrals, sending out anniversary cards. And then, of course, the clients that we're currently working with or could potentially be working with, and we made those. Calls. How are you doing? Have you seen anything you like? Do you want to cards

Tracy Hayes  50:03  
calling? What was some of the other things you

Heather Strazinski  50:05  
we do birthdays. We do their anniversaries. We do their house anniversaries, plus just the touch bases, plus our events,

Tracy Hayes  50:12  
every opportunity you can within reason you're not doing a daily calling, obviously, so many months or weeks apart, consistent, that is, would you say? Because, well, in the natural ability for you guys to build relationships, we talked about that earlier, so you that's comfortable for you a lot, I think would you agree that the difference between a top producer and someone who may be down there who wants to is not breaking through is because they're probably not working that database. Maybe the transaction didn't go as smoothly as they would hope. And I know in the loan officer world, we have to deal with that all the time, as much hoops that we've got to jump through. And some clients are better than others, but that when it's all done, when they close on their house, they kind of you have that opportunity to re grab them, even if it was a rocky transaction at that point to follow up. It's when you don't follow up. They must. But then others just forget about it all together. And hey, they closed on their house, and they just forget about how what happened the previous 30 days.

Danielle Rodriguez  51:06  
Case in point, we had a rocky closing like that. We didn't think any much was going to come out of that. When this morning, we got a referral from that said client. We had people that we drip on for two years, that we met once at an open house. And because we call, we text, we email. Two years later, she picks up the phone and says, Okay, guys, I'm ready to buy like, Who are

Tracy Hayes  51:28  
you again? I'm out of my Ryan Sirhan books. But if you read his original one, the first one selling like Sirhan, he tells a story in there how he had a client like that. He dripped on him with a postcard, I think it was quarterly. And then after like, four years, out of the blue, guy just called up and say, Ryan, I want to buy this 17 million apartment in New York City. Okay? So he calculated it was like 200 some odd dollars a day, right? That is what he made, because he continually kept touching Mason, sending that guy a postcard, and reaching

Danielle Rodriguez  51:57  
out to, I say, all the time. It's not that people are not interested. They're just not interested. Right, right, exactly. It's just timing. So I'm gonna

Tracy Hayes  52:05  
wrap up Two Minute Warnings. I know you guys got appointment. You're already late. So what's your favorite thing to do in Northeast Florida? Eat Beach is that common one? All three eat, shop and go to what's your favorite, what's what's a good restaurant you've

Heather Strazinski  52:19  
been to recently? Where did we just the one we ate with Luna and Eric? I cannot remember

Danielle Rodriguez  52:24  
the name blues, which we love,

Heather Strazinski  52:28  
Aqua grill. Yeah, it was right behind Nona blues, Aqua grill. That was phenomenal, right? Yeah, okay, right, all right, let's throw some of our favorite

Tracy Hayes  52:36  
caps on the water. Yes, yeah, that's always classic. There. Is it more important who? Or wait, that's

Heather Strazinski  52:42  
a hard one. I figured, I think that who will get you them, but the what you know will keep them.

Danielle Rodriguez  52:47  
That's I like that. Danielle, you know that? Well, I was gonna say we believe in what, but politically, I

Tracy Hayes  52:55  
mean, our businesses, relationships, that's what it came to. And it's who introduces you after you're past the ball. Now you've got to deliver Yeah, or otherwise you're not going to get past the ball again, right? Exactly, ladies, I appreciate you coming on. Thank you. I wish you guys a great idea some appointments go to yes sales listing. You're running late, so I'm gonna let you run out of here and I will pack up all this equipment. I appreciate you coming to our makeshift studio today.

Podcast Intro  53:21  
It works. All right, I'm gonna go shut off our Facebook Live. Thanks. This may be it for today's episode of Real Estate excellence, but we both know your pursuit of excellence doesn't stop here, to connect with the best of the best and really take your skills to the next level. Join our community by visiting Tracy Hayes podcast.com where you'll meet more like minded individuals looking to expand their inner circle and their personal experience that's available at Tracy Hayes podcast.com,

Speaker 1  54:02  
shoot energy to you so you pop Tracy mighty soil, Alexis December, to Remember sales event in June. Lexus Jin experience amazing.