Team Lloyd Realty: Emily and Brad Lloyd

Hey, welcome back to The Real Estate excellence podcast. Your host, Tracy Hayes, power couples in real estates, once again, is our theme today. Our team strives to take the guesswork out of selling or buying a property. The buying and selling process can seem to be daunting. Our goal is to make it a seamless and enjoyable experience. I stole that from your social media. I want to welcome Brad and Emily Lloyd of Team Lloyd Realty to the show today. Thanks for having us. I appreciate you guys coming on. I know you guys are real producers, and I see you there all the time. I said, I've got to get those guys on there. You guys are starting to make moves. Your team scenes. You guys will update me. I went in and look at the roster, your videos on the on the background of the website. I love those videos. But then I looked your roster, there's like a whole nother, yeah, twice as many girls, quite a bit. Yeah, yeah. So I'm going to open up. And I always open up with, like, where you guys from, so I'm going to open up. We'll start with Brad a little bit and talk about where Brad's from and in the service with the army and his tours. So Brad, start off with you. Tell us a little about where you from and in your service. Yes, I was born in New York. Moved down here when I was four. So I grew up in Middleburg. Where were you born in New York? Goshen, New York. Gosh. Okay, so you remember that show Orange County Choppers that was in Orange County, the biker guys, yeah. Anyways, in Orange County, just like five minutes up the road from there. Okay, all right. I was born in Peekskill, New York. Okay, so, yeah. All right, so you can you came to Middleburg when you were four, yeah, okay. All right, what's growing up? And then you went to Middleburg high, or, yeah, that's actually where me and Emily met. We're a high school sweetheart,

Brad Lloyd  3:11  
Middleburg high and and trucking along ever since. So you graduated from Middleburg high. I mean, did you go to the army right away? It was at 18. What was your I did. So I graduated 99 and joined September same year. I wasn't even planning on staying with her. At the time,

Brad Lloyd  3:29  
got a dating and

Brad Lloyd  3:32  
got out of boot camp and came home and we hooked back up and went away to my school and my ait school, and came home, we hooked back up, and then I was getting stationed in Germany, and when I moved over there, we just kind of kept in touch and just hit it off, kept him alive. Yeah, yeah, I know, I know that feeling. And then now you didn't notice, I think it was on your LinkedIn. I mean, you did a couple tours in Kosovo. I did during that way, what were you What were you doing there? And then you did a tour in Iraq as well. What were you doing there? Yeah, so Kosovo, you know, that was Milosevic and the genocide over there with the Albanians. And that was an interesting tour. So we were stationed over there in Germany, and I was deployed to Kosovo and 2000 so from like November 2000 I think, to March or April the following year, 2001

Brad Lloyd  4:23  
14 months or so? No, it was six months. Six months, okay, November to March or something like that. Now we were just on patrol over there. I mean, they were doing so I was artillery, right? I was artillery technician. So we were doing fire missions and patrols and policing up, you know, tell us. I think a lot of people underestimate this. With our service members, you're what, 20 years old this time, yeah, I was 20, and you're sent out. And, I mean, maybe there's, maybe there's a sergeant that's with you who might be a little bit older, but for the most part, most of the guys you're hanging out with are sub 25 years old. Yeah, we're just kids. Yeah.

Tracy Hayes  5:00  
And how much responsibility is put upon you carrying a weapon. You're, you know, doing. You're going out on patrols. You know you guys are having, you know, if you run into something. And then maybe there's a story there between Kosovo and Iraq where, you know, you guys got it. You're, you're making important decisions, like make life, determining decision sometimes, whether you're pulling a trigger or not, you know whether you know you're gonna you're just that the psychological pressure, and I think a lot of people underestimate that with our young people, is a lot of these guys that are over in Iraq, in Kosovo, and any of the wars. I mean, the average age, I think, for Vietnam, was 19 in the decisions you making responsibility of what you have when you're when you're especially when you're deployed overseas, yeah, I mean, it's, it's heavy, and so there's a lot of stuff that you got to, I mean, one that you go through just being there in that environment, going through those things, seeing those types of things, and then the judgment calls that you may have to make when you're out on patrol. I mean, like you said, you usually you got to him with you. You got a tune leader, you got an officer an NCO. You have, you know, that leadership, that's there, but in the absence of leadership, and you're stuck making a decision. I mean, there's, yeah, yeah, there's tough spots, and that's so many young kids come home now and they have these issues. PTSD is horrible homelessness and depression and anxiety and veterans. I mean, it's, it's a serious, serious issue that a lot of people are going through, right? I mean, and even someone 40 years old is still going to have that, but the fact that they're, you're so young, and you're put in that position. I watched the movie Megan Levy, which has been out years, where she's got the canine in Iraq. Have you seen that one? She was 19 years old and went off to join the army and just threatened to be put on a detail to clean the pens out for the dogs and decide that she was what she wanted to do. And she did a did a tour, overnight rack and search for IEDs, but just the amount of stress we can go off. That's gonna be a whole nother podcast talking about that with many of our our veterans. So you are actually gonna, I'm gonna jump over here, actually, to Emily here, because the next thing is gonna include both of you, and we'll go back and forth. So hold tight. You're born and raised in Middleburg I live. You are okay. You gave charity to this gentleman over here, and let let him take you out on a date I did. How old

Tracy Hayes  7:26  
were you guys when you actually met? Maybe, like junior, senior.

Emily Lloyd  7:29  
I was a freshman, so I was in the ninth grade. He was a senior.

Emily Lloyd  7:38  
Worked out, well, thank goodness. Okay, so when he's when he's off in the army, you're still in high school? Yes, yeah. So when he graduated, and, like you said, he went off just a few months later, and I was, you know, sophomore at that time, and so we just stayed in touch, lot of writing back and forth, you know, to one another, a lot of calling cards, yeah, a lot of money in calling,

Emily Lloyd  8:04  
yeah, so yeah.

Tracy Hayes  8:06  
But, you know, the the mail is so much. I mean, people forget. I mean, you Brad prior, you know you're out there, your state, you're in Kosovo, or you were in Iraq, and they get, get mail, right?

Speaker 1  8:17  
That was fail. Call. Was like, everything. Oh yeah, your little ray of hope, package in the mail.

Tracy Hayes  8:24  
Someone's thinking about you, yeah. And I really think it's, you know, it's kind of touching the subject in general, as to what we do now in real estate. I think a lot of people, obviously, over time, we kind of neglected and gotten lazy with the electronic mail. And that really going back to getting something in the mail that someone hand wrote you a note or something is so impactful. And you know, I know you could cherish me being being away. And you think, who's thinking about me? I'm halfway around the world, and you get that work care package. I remember one of my, one of my friends, that graduated from college here where I'm going to my 30th college reunion, and he was an Apache and helicopter pilot in Afghanistan, and he said they needed windshield scrapers. We're, I know, we got on an email talk back and forth. He and He loves Oreos and stuff. So, like three we just went on a great thing about Amazon. You could just put in the address, the address there. And of course, we just sent him a, you know, huge load of Oreos and windshield scrape because they had to scrape the ice off the patchy helicopter windshields. I don't know what, what it was, it didn't, couldn't get him or what I whatever it was, but, you know, sent them all that stuff, and he appreciated that great that was almost 10 years ago, new. But so what were your thoughts, Emily, go back to you. You graduate from Middleburg. He's He's away. What were your thoughts like? What do you What were you gonna do for a career?

Emily Lloyd  9:49  
At the time, I had always wanted to own my own business when it was, oh my gosh. I was 1918, 18 when we got married. So, you know, I wasn't quite sure what we were. To do, because I was going to be leaving with him shortly, days after we got married to Kansas Fort Riley, which is where we were stationed. So, you know, I I had always, like I said, wanted to own my own business, but knew that wasn't going to be my final destination, so I just worked for a cell phone company at the time, and all of that on hold until we got back. So, yeah, I wanted to own a clothing, like a little girl's clothing, like a

Tracy Hayes  10:28  
boutique, yeah. So how long will we get? So from the time you turn 18, you graduate, you guys get married, sounds like fairly soon. So, and how much was his overlapping as a list of and how much? How long were you away before you

Emily Lloyd  10:41  
we were there about, what, nine months, nine months before he got called to go to Iraq, so, and then I moved back home. Okay, while he was there, all

Tracy Hayes  10:51  
right, so when you come back Iraq, you're enlistment out and you go to Middleburg, or is that kind of, yeah,

Tracy Hayes  10:56  
pretty much. So I spent two years in Germany, and we kept our relationship going long term. It was actually those, those love letters that

Tracy Hayes  11:05  
didn't answer her

Tracy Hayes  11:08  
and, you know, just

Tracy Hayes  11:09  
go the other way around.

Brad Lloyd  11:12  
What's funny about the letters is you get to just read someone's thoughts. You don't get any input, like it's not a conversation. You just get to you get to hear who they are, and when you're away like that, and you get those letters, I mean, it just it hits.

Tracy Hayes  11:28  
You can read it two and three times because you will.

Brad Lloyd  11:30  
I still have them all. I have a box of them. All we ever wrote each other. That's awesome. So I was in Kosovo, and I knew when I was getting back I'd have some R and R time I was gonna take a couple weeks of leave. So I actually brought her over and we traveled around Europe for a couple Oh, cool. But I knew before I brought her over, I was gonna ask her to marry Oh, okay, so I had it all planned out. Actually proposed to her under the Eiffel Tower. Wow, that's awesome. Yeah, yeah. Like I said, I had a lot of time in coastal of time in coast. I came back stateside, April of 2002 Yeah, and we got married June, so soon as she graduated high school, we got married and moved to Fort Riley, Kansas.

Tracy Hayes  12:17  
So this is like, what? 2002 Yep. Okay, so 20 years, yes, celebrated 20 years. Awesome, awesome. All right, let's, let's move along here a little bit career wise, Emily, we'll jump back over here because he's got you, you do get an insurance and looks like for about 12 years I did, yeah, yeah. What led you into that? Just by looking for jobs and came to it, or something you just got an interest in, or no.

Emily Lloyd  12:42  
So when we moved back, I had gotten, I just applied, you know, for a couple of different places, and I, what started me on insurance was I worked in the claims department for a word of family insurance. And so I started off there, and then I decided I was going to go get my license. So I got my license, 2004 I think, then I went to State Farm, and I worked there for few years, well, actually, probably five or six years. And then I was offered a an agency for Farm Bureau insurance so, and I spent a lot of time there. Left there in 2016 Okay, when I went into real estate.

Tracy Hayes  13:23  
Okay, now, Brad, you come back. You leave. You leave the army. What are you? Because your your LinkedIn is not up to date there. So fill me in a little bit about what. What are you doing from post army, until really you start looking at getting into real estate.

Brad Lloyd  13:40  
Was turning wrenches as a mechanic. So funny story, never picked up a wrench in my life. Everything I did in high school was, like, business related, and I knew I wanted to travel. So when I joined, they said, Yeah, you can go to Germany. This is going to be your job. I said, Okay. I thought I was working with, like, big cannons, like, and I was, but I was as a mechanic, so had no idea what I was doing. But, you know, I went out while I was in, I learned to trade, right? And when I came home, I needed work, and I had a wife to support. We didn't have any children at a time, but I needed work. Said I actually looked at getting into real estate. I took, like a Watson weekend seminar back in 2003 like, shortly after I got out, because I was toying around with the idea getting into real estate, then I just,

Tracy Hayes  14:26  
was it the same type of bug that she was talking about, but, you know, being self employed, or what was it about real estate, that kind of

Brad Lloyd  14:33  
I always just found it as a very interesting career. Thought it would be rewarding. I mean, you get to help people. I always had a thing for houses, yeah, so I was doing construction too. When I got out, I was working like construction work during the day, and then I was working at night as a mechanic at a little Truck Leasing outfit called first lease. Okay, so I was when I was doing construction. It was with my my stepfather at the time, so I was learning to trade, and then back. Can earn a living using a trade I learned in the army, sure, and then we just started getting busy with life, and we started having children, and I got hired on at UPS in 2000 or five, which was a phenomenal job. I worked there up till two years ago.

Tracy Hayes  15:18  
That's where I didn't remember seeing the UPS. So when does the the real estate bug? So to get because I see you're kind of looking into your two linkedins, it doesn't quite line up perfectly. But who do you one of you enter before the other I did? Yeah, he did.

Brad Lloyd  15:34  
Okay. So I actually had a friend who is an agent for Round Table. Her name is Jennifer Taylor. She worked at UPS during the peak season, and just from chatting with her, she had her license, and I had a couple other friends that had their license, and I wanted, I really got into real estate because I wanted to flip houses. So kind of like accident. You call me the accidental

Tracy Hayes  15:55  
so you, you started doing it sort of part time, yeah, thinking about flipping the houses. How far are you into it before Emily gets involved? Six months or so? Okay, so you're, you're already, you already are getting the the bug instead of working now, because there's an initial brokerage, I didn't mention that you do go to really, not even for that long, six or eight months, if I saw correctly, if the dates are in there correctly, you're with that initial brokerage before you guys actually form, form team Lloyd, is that correct? I got their timeline there. Okay, so tell us. Tell us a little about Emily. Now, did you work with that brokerage as well? Is that it you did? I went through two

Brad Lloyd  16:32  
brokerages, one little, small outfit, and then another, another one. And we just learned a lot, really early on, and knew there was a lot of things that we wanted to do differently. Okay, we've seen a lot of a lot of things that we didn't agree with from an agent standpoint. So when we formed team Lloyd, we wanted to really just do it differently. We wanted to make it more about the agents, not about the brokerage or the broker. You know, because as an agent, you're, you're an independent contractor, right? You are the business, and that's kind of like our, our main focus.

Tracy Hayes  17:06  
So I I'm obviously in the lone world. Someone on here listening might be a new agent, or whatever. Tell me something in either one of you can answer this question. But since you brought it up, Brad, when a brokerage is more focused, not focused on the agents. Give me an example of something they're doing in your eyes, that is not really focused on their people, right? You know, I, because I truly believe any, you know, any of the great companies that we have talk about, like, say, Chick fil A, right? You know, take care. They take care of their people. And it's their people that then take care of what's going on, which I imagine is your your vision of what you were talking about. But some of these brokers are not focused on their agents. They are, whether the brokers, they'll use the word greedy or whatever it is. I mean they're they're just not real estate agent focused and making better real estate agents. Give us an example of things that you saw, that that were gave you that thought, that they're not focused on the agent.

Brad Lloyd  18:04  
So it's just a different business model, is all it is? Some, you know, this business model works for this agent or this broker, and it doesn't work for this one. And some of the stuff that was saying just really didn't work well for us. It wasn't the culture that we want to create. Okay? Numbers, yeah, numbers is a big thing for agents. You know, what's your production? How many homes have you sold? So one of the things that we don't, we didn't agree with, was hiding the numbers. All the deals are in the name of the brokerage or the broker, right? And not the agent. The agents, one that did the work, they're the one that should get the credit, right? It's their numbers. You know, when an agent successful, I'm successful, and that's our mindset,

Tracy Hayes  18:45  
right, right? Yeah, obviously. Okay, so I see what you're saying from a culture center. There are a lot of, you know, teams that are generated. There are some complete brokerages where, literally, yeah, you can't, I can't go in there and find an individual agents what they're actually doing, because it is all under that one team leader's name, or brokerages name, Emily, what I mean? So you're, you're in with this new brokerage. You got your two different people. I mean, although you've been married and spent, I've spent most of your adult life, all of your adult life, together, but you have different thoughts. I mean, what are some of the things that you were seeing? And obviously it seemed to be a fairly quick decision, because you weren't there, you know, wasn't like you were with that brokerage for three or four years, that the two of you guys actually just got together and said, Hey, let's do, let's do our own thing.

Emily Lloyd  19:35  
It kind of just piggyback off of Brad. Is we knew that we could do something different. And I've always going back to what I wanted to do, you know, open a little boutique. Just happened to be a relative. So, you know, I've always been one to want to lead others. And so, you know, in another another thing for me was let that agent be who they are, not who we are. Are, of course, we want to align our ourselves with one another, but, you know, let them promote themselves. You know, have if they want to create a logo, let them do that. And not everything be under, you know, just us and our logo and making everything about, you know, the brokerage so well I

Tracy Hayes  20:17  
wanted to we're anyone listening, they're going to hold this off, because I want to dig deeper in. Dig deeper into Team Lloyd here in the second half. Okay, want to carry on with with you guys personally. So we you guys, get into real estate. You know, you're, you're, you're, brother, you're still doing part time. And you were working with UPS here. You said up to a coach just a couple years ago, Emily, you're full time. Correct, correct. So let's talk about some of the initial person I want you to relate to those new agents out there, those agents that have hit a lid. They want to go further express the some of the things that, some of the pain, struggles that you were going through initially as a full time agent. Because I truly believe a lot of agents, I won't say every one, but I'll probably guess it's probably eight or nine out of 10. Go through these periods of time where you're like, Am I doing the right thing? Should I? Maybe? Should? I should go open that little truly, uh, retail boutique store and get out of real estate. What are some of the things you in from a relationship and bring it around to this that you personally went through that when you are working with a new agent today at Team Lloyd, that you already know these things, you can head them off and head keep an agent on path

Emily Lloyd  21:28  
so well. When I got into real estate, I did do it full time, so I left my career 14 years aired to death was all. I just prayed and prayed and prayed. You know, this is the right decision to make, because we were then going to be, you know, just a family of five on one income. So I know a lot of agents out there are extremely worried, and, you know, are dependent on that one income. And that's totally understandable. You got kids. That's one thing. It's just the two of you, absolutely. So it's that fear that drives or holds people back, I should say. So I honestly just took a huge leap of faith and went into real estate full force, tried to advertise, you know, as much as we possibly could express.

Tracy Hayes  22:14  
So what are some of these things that you tried? Maybe some things that didn't work, or some of the things that worked early

Emily Lloyd  22:18  
for you? No, it was be it's all consistency. No matter what you do, what works for you. It's all about being consistent. So I was big on social media, you know, it's constantly posting things, even if I was not really busy, I'm making it look like I'm busy. So, you know, we were doing that, and it took several months, I'd say, probably six months before we started kind of getting in the groove of things. And, you know, well, understanding that we are in real estate now, and that I, you know, no longer in insurance. And so anyway, I just kept up with the social media. I did mailers, all the things that

Tracy Hayes  22:54  
did it help you because you were from, you're from Middleburg, born and raised there. I mean, what did you do to to exploit in a positive way the relationships you already had, or the fact, you know, affected you grew up there. I mean, you knew a lot of people. You knew a lot of the businesses and so forth, or your parents did, etc. What are some of the things that you did to let them know you're in real estate?

Emily Lloyd  23:16  
I was friends with a lot of them on social media already, you know, already have ran a business in the insurance world. So I'm all about personal relationships, and so I know friended some of these people. I see them, you know, in the stores and constantly talking to them, but they would always see me on social media and realize that now I'm in real estate. So between that and just, you know, reaching out to people

Tracy Hayes  23:42  
tap into if you could a little bit there, you'd spend 12 years in insurance in Middleburg, right? I mean, were you Jacksonville, Jacksonville area? What are some of the things those companies taught you, because you worked for some very large firms that you were able to take over and implement directly into the real estate world, because insurance agents doing a lot of the same prospecting, right, that you're that we do.

Emily Lloyd  24:08  
I mean, I it taught me a lot about business. So you know, how to operate a business, how to run a business, how to manage someone because I did have an assistant answering phones and all of that. So it taught me a lot about that, and then just relationship building, you know, being in front of people and how to conversate, and I'm, I'm just a

Tracy Hayes  24:31  
I've was listening to a podcast this morning in term relationship, obviously, you've mentioned one other word, consistency. Obviously, we talk about our business being relationship, there's some people that really, I think they're in our business, that don't actually understand that, right when, when you when you're building, what have you learned? Let's put it this way, 12 years in the insurance business, you've been, what, six years now in real estate. It's all all that 18 years is all about building relationships. What are some of the things, some of the things you do differently today because you're improving on your relationship? Building teach us something that you've learned through failing forward when it comes to relationships. What are things you're doing now that you weren't doing? Say, six years ago.

Emily Lloyd  25:21  
Gosh, it kind of goes back to what we were talking about a little bit earlier, about, like, notes, cards, you know, handwriting cards to people, you know, just to let them know, Hey, thank you. You know when somebody sends you business and they thank you note, pick up the phone, call them. Everybody's so quick to just text nowadays, which is, it's convenient, easy, but I think that sometimes we can get away from some of the things that truly matter and that people actually like, which are those handwritten notes into simple phone calls, just just forming those relationships with people, even on social media right Now, you know, commenting on things, just acknowledging people's lives and things that are happening in their lives and and not just

Tracy Hayes  26:06  
being consistent about it, right? Being

Brad Lloyd  26:08  
consistent about sincere? Yeah, I think sincerity is a big part of that, too. Absolutely, people know if you're just doing so and smoke, yes, yeah, generally, have a heart for people, and you're doing things because you actually care and because you're interested. I can tell people. Can tell Yeah,

Tracy Hayes  26:27  
I'm going to call Aaron Salem with round table Realty. We did the training on the 21st the breakfast with content. And one of the things she said that I took away from that was she actually charts who and she teaches the agents at roundtable, really, to chart the people who you are actually interacting with on social media. And if someone posted something about some, you know, tragedy that happened that remember to circle back with them, whether it's a week or a month later, go, Oh, hey, whatever happened that situation and that they remember that they are now in being impacted because of the that you're thinking about them. And you remembered a post that they had done a week or two weeks a month ago, whatever it was. But to actually chart, because we just talked to so many. I mean, we were, our goal is to talk to as many people as possible, right? And the chart and note, put those last notes in it, you know, dog died, such and such or whatever type of thing, whatever it was, and no debt. And but be going back and circling back into your notes and continuing to touch with those people consistently that are touching. And then when you do make a comment on social media, make it of substance, right? You know, like, is good, and we generally will, like most of just because of time. But when someone actually has something, you know, something on, or someone that you really are trying to get an influence, make a comment substance when you make it, when you make it. So, Brad, let's jump over to you. You're tell us a little bit to kind of lead us into this question. You know, because you, like I said, you're with UPS, but you're jumping in the real estate Emily's full time. What are you trying to get your real estate business going? Personally, what are you doing? What are some of the trials and some of the challenges that you were dealing with hustling?

Brad Lloyd  28:14  
A whole lot of hustling nights, weekends were, I mean, just running all over, showing houses, writing contracts. I mean, even at UPS, I would literally take my lunch break, change clothes, go to a close, come back, change clothes again. I had to change clothes in my truck now, like Superman, because I only had a little bit of time and I couldn't let UPS know what I was

Tracy Hayes  28:40  
doing. You just wear the overalls.

Brad Lloyd  28:44  
Got my nice dress clothes on. So yeah, to a part time agent just starting out, you got to have some grit about yourself to be successful. You got to want it for one and two, you got to be willing to do whatever it takes to get where you want to be. I think that's just a big part of it is just setting a goal for yourself, realizing where you want to be with whatever it is, whether it's real estate or whatever you want to do in life, setting a goal and just keep working towards it till you get there. It's a lot of sacrifice too. It is especially for us, you know, with three young kids, and we would have our kids with us on showings and appointments and closings. And, I mean, they went everywhere they were wore out of showing house to go again.

Tracy Hayes  29:32  
When you say that, a lot of people say, Well, you gotta, you gotta know your why. And I think a lot of people default, yes, the why for everyone should be providing for your family. I mean, that's a that's a bottom line thing, but there's a lot of things. Like, for instance, you could have just like, said, Hey, I want to go to UPS and let me work overtime and whatever to make money. Right? Did you guys feel there was a point there? Were, you know, I assume you formed team Lloyd. You got these people following you, that real estate started to become a little addictive. I mean, you really like started enjoying what you were doing.

Brad Lloyd  30:10  
I've enjoyed it since the beginning. I mean, that's why I got into it. Wasn't like I said. I did it because I wanted to flip houses and just save on the commission. So me being where I'm at now, if she had never stepped in the business, I probably wouldn't be here chatting with you. I would have taken this in a totally different direction, right? So a lot of where we're at, you know, is, is directly because of Emily and her contribution towards our business and well, which is really great too, because we've kind of aligned ourselves towards the same thing. We're always working in the in the same direction.

Tracy Hayes  30:44  
Well, I mean, like I said, I've lately, I've had, you know, quite a few couples come coming in that have teams like yourself. What is it that you started to notice? Or did you already, kind of just have it already, before even getting into real estate, but the the whole point of working together, because now you're in front of people, you know, especially other real estate agents, you and you guys got to be a little bit lockstep, right? You don't want to be talking stuff about him like, I can't believe Brad did that. Or, man, I wouldn't show a house the way Brad does. Or, you know, that's you can't now, you may, you may say that to him at home, but you can't say that in front of the troops, right? So what is it that in your relationship? I don't know, and change is not necessarily the word that you guys kind of adapted to and obviously enjoy with each other. I mean, who wants to comment you want? Can you comment on that? Emily just

Emily Lloyd  31:39  
said, Yeah. I mean, we actually like each other. It's not for everyone, but we managed to make it work. I mean, we are we communicate? Well, always have, obviously, with long distance relationship or a relationship, and, you know, just aligning our goals. I mean, we have a lot of the same goals. You know, we want to teach our children that you can be successful at owning your own business, but it does require all the hard work, the sacrifice that grind.

Unknown Speaker  32:16  
They hate those lectures, by

Emily Lloyd  32:20  
the way they do, but they see it, right? But, yeah, so, I mean, we, we've always, we've done well, working together for for a long time. You know, our motto is, there's no amount of success that's worth a failed marriage.

Tracy Hayes  32:32  
So Well, all right, so the different couples that I've met, and I'm gonna ask Brad to comment on this as well, the different couples, some of them truly have clear lanes, and they stay in their lanes. You know, Sadie and the newcomer group, Sadie and Luke, they like this is what she does, is what he does. The Glenn team, they like to they mesh a little bit, a lot of overlap, just function, where the other one pick, you know, fumbles, fumbles the ball, or puts the ball down, the other one picks it up. Where do you guys see yourselves? Are you? Are you in a lane that you're working on certain part of the business and he's doing something totally different? Or do you kind of overlap?

Emily Lloyd  33:07  
I always say there's a little bit of both. Yeah, I was gonna say the same thing. Yeah, I do. You know, I have a lot of the responsibility of, you know, for the agents, you know, they call me majority of the time. If there's anything gotta

Tracy Hayes  33:21  
call Mom, mom. You always call mom first.

Emily Lloyd  33:24  
So they do, you know. So I, you know, recruiting stuff like that. He'll help me really just on the things that I need help with, because we do own another business, and so he has a lot of that responsibility. So it does, you know, as far as the real estate concerned, it's, it's a lot of me, but he does help when he can.

Tracy Hayes  33:43  
What's Brad's strength? Some, some sum it up for us in relation to real estate. I mean, what's his what is his strength in business?

Emily Lloyd  33:51  
He loves to talk to people. He'll talk to anyone not afraid of the I'm raising me a little bit more on the, you know, shy side. I mean, still, I'll talk but yeah, he's, he's good at that. He's good at talking to people, you know, relating with people.

Tracy Hayes  34:05  
So if there's a new someone referred you somebody, he's more likely to make that initial call, yeah, yeah, yeah. Okay, all right, Brad, let's jump over to you. What have you what I mean, what have you learned about your relationship? And then, yeah, and then, you know, what is Emily's strength? So in your eyes, yeah,

Brad Lloyd  34:24  
Emily's really good at telling me what following direction. Nah, I'm just kidding. No, Emily's strengths is she's she's passionate about what she does. She cares about our agents, like, not just on a business level, but on a personal level too. And because of that, just like you said, they got to call mom, she cared just like a mom cared for her children. That's how she looks at the agents, like she'll do anything for and that's huge, because it's this is a people businesses, customers are people, people that we help. Agents are people. They're people that we. Help grow right in their business. So when you like, like saying earlier, when you genuinely care about somebody, they know it, our retention is very good, you know, we're steadily growing, and I think a lot of that is because of, you know, her character and her mindset.

Tracy Hayes  35:16  
Well, it's that, it's that saying from Theodore Roosevelt, it's that they don't care how much you know. Do they know how much you care? Right? Right? And that bind you, bind you guys together. What do you guys like to do? Just change that a little bit, but to get the you know you're leading you because you're leading people. You're the you're the face of the of Team Lloyd. Obviously your name's on it. What are you guys doing? Are you podcast listeners do? Are you reading following different individuals, whether book, reading their books or again, listen their podcast, or maybe watching their YouTube videos? Some people like to watch rather than listen, hopefully they're listening to go to events. What do you guys do to try to stay sharp? Start it say when you you are able to come into that sales meeting, whatever, once a month, once a week, with some some new nuggets, or some new ideas. What do you guys like to do?

Emily Lloyd  36:08  
Education? We're big on education and constantly, you know, improving your skills in our industry. And I think there's a need for that. Now, if this is our profession. You know, aside from just the CE classes that we have to take, you know, go to nefar, sign up for the education classes. We just completed two designations, and have a third one this week to do so, you know, lead by examples. My motto. So, you know, I, I find it necessary right now to continuously learn it's this business is changing constantly

Tracy Hayes  36:46  
now that we've I mean, obviously it's not 2022 anymore, or 2021 I should say it's slowed up a little bit. How important is it for agents who need to stay in the business and want to stay in the business that they really schedule, whether it's a nefar class or some seminar that a vendor's putting on at somebody's office or something a lunch and learn how important is to get hours of that a month right now, if not a week, to fill in time where, instead of being off and playing on social media, how important right now is to sharpen your sword.

Emily Lloyd  37:19  
Oh my gosh, absolutely. I mean, it's essential right now. I mean, they're especially, I mean, just to be in this business right now, it's changing, obviously, pretty fast. But you know, when you're when you're not out there, you're selling homes, you know, listing appointments, stuff like that, at least taking that time to educate yourself more is what you need to be doing right now. You know, especially with the market shifting. You know, in this business, you know, being a listing agent is what they tell you. You need to, you need to take listings so, I mean, go get your, your SRS designation, and, you know, take some classes on, you know, how to, how to your listing presentation. I mean, there's so many,

Tracy Hayes  38:03  
many, many people have been on I mean, take the contract class, right? Multiple different people. Right? Just because you took it from x person, you should take it from z and y, because they're going to probably highlight other parts of the contract and give you a little more insight and different stories of why those areas of the contract are important, but now's the time. Yeah, we want to come in. We want to prospect hard. We're going to have to make more dials than we did last year to get that lead. So we already know that, but don't just like, at the end of the day or at noontime, feel like, oh, I, you know, I prospected for three hours saying that. Check out. You know, you need to schedule yourself, maybe listen to a good podcast, or jump into a book, or, like I said, go to nefar. Would you What do you guys feel as leaders in the area? As far as the average agent, I really think the average agent is only taking enough classes at nefar that they're required to do for continuing ed, is that, am I accurate in making that assumption? I think

Brad Lloyd  39:05  
that's pretty spot on. Yeah. I mean, it's just extra work. Nobody wants to put in the extra work. Well, I can't say nobody, but by and large, agents, you know, if we don't have to do something, we're not going to do it. I mean, but education, especially during this transitional time in real estate, is paramount to your success. I mean, that one class you take, you might learn just that one tiny little thing that can totally transform your business. And sometimes that's all it takes is just a small degree of shift in what you're doing to go from where you at or where you're at now to where you really want to be, and that is generally, I mean, it's through education that you learn those things, whether it's a self improvement book you're reading or a new far class. I mean, well,

Tracy Hayes  39:53  
so Emily said earlier, we're talking about marketing in that subject, but talking about consistency, how important. And is it to be consistently? You know, to use that analogy sharpening your sword, be consistently doing something on the education piece, whether it is a nefar class, going to an event, because, like you said, you don't know what nugget is going to fall out, right? You just don't know. And consistency is one of those things you don't know if you've got to do it for a week before you, boom, you hit the gold vein. Or the, you know, the bubbling crude Right? Or that show you don't know, or is it going to take a year? Or, as the podcast I was listening this morning, they were talking about this, it could take you six days, six months or six years. You don't know. You just don't know how long it's actually going to take. So if you're consistently going, where would you agree to lead into another subject that is often brought up is showing up when you are going to these education things, especially like at ne far, we're with agents from all around the area, from all different brokerages, not just in your office, where it's just people you see every day, but how important is to, like, get to know some of those other agents, because you don't know who's going to be on the other side of that contract. I think

Brad Lloyd  41:07  
that's very important in our business. I mean, you want to know the people that you're working with, and want to be able to trust them. I mean, you can always tell if you come across an agent that has all those acronyms after their name, you know that they've poured into their profession and that they probably know quite a bit, right? So chances are the transaction is, you would hope, would go smoother. But outside of, you know, not knowing that agent, you don't really know. I mean, it craps you really is. But if you've met that agent at, you know, a training event or a social event. You got to know them a little bit, and then you come across them on a deal, and you get to work with them, and they're stellar, just like they were when you met them at the event. Right now, you formed a solid business relationship, active relationships, 100% business,

Tracy Hayes  41:57  
100, 100% the relationship. And I think this is a part that's in, you know, the same agents that are only going to the CE classes that they need to get the whatever amount of hours it is that you guys need to renew your license, they're also going, why should I go there? Or, you know, why should I go to that extra class? Or why should I go to that ethics classes? Maybe, just like so many people there, it's so important do, as we've learned in the last 24 months, would you agree with multiple offer deals? How many times did you guys get involved in a multiple offer deal, and because you knew the agent on the other side, you at least could have open conversation. And you were, you were, you were on the ball field, at least, right? I mean the importance of being able to call, because we all have call reluctancy. We all are, I think, for the most part, sort of shy when reaching out to someone we don't know. But if you were in a situational meetup, like at a social or you were at a class and you heard them ask a question, you go, Oh, that's Sally Smith, I've seen her. I've seen her stuff before, seen her on social media. I've done a deal with her before. Let me go over and introduce myself. Now you starting to build a relationship, because you've actually physically seen each other. And now, when they're on the Under the deal, or you have multiple offers, Hey, Sally Hayes, good to see you. I haven't seen you since the class, you know, and you start, it's a lot just flows and again, back to building the relationships. And it's in its business. And I think all of us learned, especially obviously the ages, most of you guys have learned, you know, when those multiple offer deals, you just hope that the other person is someone that you know, or someone that actually is wanting to build a relationship. Because I think there's some agents out there, from what I heard were kind of nasty. They were kind of like they knew they were going to get 20 offers, and when they got 20 offers, they got mad, which totally blows my mind for that. So okay, let's dig in for this, this last half, let's dig in the team Lloyd. And who wants to who wants to touch on the vision of Team Lloyd? Who wants to lead us off with that? I know Brad, who's gonna go, Emily, okay, Brad's gonna go. Brad's been talking about a little bit about caring for the agents. But Brad really dig in, like, I mean, someone we put you up in the front room of these say we got 50 people taking the test. They're not even committed to any brokerage yet. Why? What is it about team Lloyd and your chemistry, your culture, ideology that you guys have created over the last few years, of why they Well, not everyone's gonna bond with you, but those people in the room who think the same way should get you. Tell us a little about

Brad Lloyd  44:30  
it's more than just a career to us, and we try to really foster like a family type environment where we generally care for our people, that and training. We're big on education. So, you know, we try to give our agents all the tools and training and education and support that they need to where they can grow their business, wherever they want to take it to, which is a lot of people can say that, and a lot of people can say they offer all these things, and you get there, and it's not really. What you expected, and they over promise and under deliver. We try to under promise and over deliver.

Tracy Hayes  45:05  
Would you? Would you say the fact that you are more, I guess, if you guys agree with this screen, more the boutique brokerage, I would call us boutique, yeah, because you're not like Keller Williams. You got hundreds of hundreds of agents coming in an office, and you don't even know, you know some of these offices. Yeah, they've got 6070, people signed up, but you really only see about a dozen of them at any given time that are in the office. There's in the latter 30. You never see, from that standpoint, when you say education and carrying the family part of it, Emily, lead off of some, some of the stuff, Brad said, tell us. Can you guys tell give us a story, give us or some example of that someone can actually, you know, touch, feel and smell when you explain it to them. You know about leading off what Brad said, the family, caring, the education, about some, maybe one of the one of your agents, you don't have to mention names. I mean a success story. Let's say stuff

Emily Lloyd  46:02  
out that story of one of the agents

Tracy Hayes  46:05  
us, you guys as a team, yes, something. Let's see,

Emily Lloyd  46:09  
gosh, just for me, I'm always available, probably a little, you know, or does kind of interrupt some of our family time. But I think that's another reason why some of our agents are successful is because I will help them. You know, pretty much 24/7, I mean, and just, not only, you know, just in business, but I mean, you've developed friendships that, you know, some of my agents are great friends of mine. They truly are. And you know, just to be able to see them be successful, you know, by helping guide them, you know, in a direction that they want to take, you know, and to see make them be accountable, you know, for for certain things. But you know, watching them grow and knowing that, you know, I have had, you know, small part in that. I definitely do not take any kind of credit for any of their success. But, you know, you got to have a leader of some sort, and you know, that's I'm privileged to be able to have that and be, you know, their leader. So in in, like I said, developing those relationships outside of the brokerage, you know, either just going, you know, to a kid's birthday party, um, you know, we know probably all of our agents kids names and, you know, their spouses names, and, you know, so we can, we can develop that friendship outside which is important to them, you know, they don't want to feel like they're just a number. Or, you

Tracy Hayes  47:39  
know, let's, let's, let's just be more direct with this question. Okay, I've got, we've got an agent out there. Miss hypothetical. She's working for brokerages. Hit a lid right to just not growing. Because I think bottom line, most people move from a brokerage to somewhere else, because, just as anyone, most people change jobs is because they're no longer getting value from their leadership. The broker there is no longer, you know whether they just have sputtered out and they're not growing themselves. So they can't grow their team. But they reached a lit. They're looking at brokerages. You guys are at a social. You run into each other and you want to what are some of the questions that you're going to ask that person? Because I think you guys agree or disagree with me. Please, please comment on this. Some people just don't know what it is they're missing, right? That, I mean, that's part of leadership. Is part of finding what, finding what that person's missing, right? Why are they not growing? I want to grow you, but you're not growing. Why are you not growing? In course, there's some people don't want to grow, but for that person who wants to grow and will do whatever you pretty much, whatever you tell them to do, you got to find what that thing is, right? That's what's what's what a leader is supposed to do. So if you ran that, you ran into the Miss hypothetical here at a social she's like, Yeah, I'm at ex brokerage. You know, I'm thinking about moving or moving around. What are some of the things, because you got to find out whether they're a fit for Team Lloyd, right? I mean, you're not just signing people up. I think a lot of the brokerages have found that out, at least the smaller brokerages, is, you don't want to bring in poison. We don't have enough people for the poison to kind of figure out, you know, you poison the small bucket of apples, right? It's going to go pretty quickly. What are some of the things that you'll ask that agent who might be considered over to see if a you're a fit to see what their what is it their, their true need is? Who wants to

Brad Lloyd  49:31  
answer that one? Oh, that's right. Okay. Well, one of the main things we're going to want to look at is the numbers. I mean, what? What is, what is your numbers telling you about your business? Do you know what your profit and loss is? About your business? Are you profit in business? How much money are you spending on marketing? Like there's all these aspects that you can ask an agent about their business. And a lot of them, they don't really know, because they've never tracked it. They've never sat down with their broker and sat down with their broker and done a profit and loss or a productivity. Wheel to see you know what their production is, or to find out what their strengths and weaknesses are, so you can plug those holes. There's a whole system that we have implemented at Team boy, where we're doing just that. We do one on one business consultations with our agents. We set up profit and loss statements with them so they can see and have eyes on their business to know where their money's going, where their money's coming from, as far as you know, listing side, selling, you know, buyer side.

Tracy Hayes  50:23  
Give us an example, Brad, you know, again, don't have to mention names, someone who you evaluated and, like, the red flag just flew up. Like, that's the problem, right there, yeah.

Brad Lloyd  50:34  
Well, so you need to be doing more of that. Yeah. So I just had a consultation a couple weeks ago with one of my guy agents. It's only two of them, three now, three now. So, yeah, we're estrogen rich.

Tracy Hayes  50:48  
I noticed that in the videos there's all these women. I was like, who's doing the hiring here? Yeah, who's doing the recruiting? Okay? A friend of ours calls it my girl game.

Brad Lloyd  51:00  
Yeah, had a sit down consultation with one of my male agents, and he, when we were done, he's like, he had a clear picture of what he needed to do and what he saw. He saw it himself. He saw it himself. And that's part of that's part of the thing too. Is Self Realization. Like, right? I can sit there and tell you, hey, you need to do this and you need to do that, and it'll go in this year and pick up speed coming out of that one. But when you realize it for yourself, and you, you're you're seeing it, and then you've got actual data, right, like, okay, and then now that you realize that I can hold you accountable to it. Hey, are you doing the things that we talked right? Are you making the calls right? As if you you want to be successful, and you know, that's what you got to do. It's not an uncomfortable conversation, because I'm holding you accountable to something that you you know you need to do, you know you want to do to be successful.

Tracy Hayes  51:48  
The the importance. I mean, there's a lot of times where you can, if you want to, call it coaching, and not only because what you were doing was coaching, you were coaching him through that the profit and loss, or what you know, however you were doing it to lead him to a self realization, as you just mentioned, where, if I just said, well, Emily, you're, you're not getting enough listings. Well, you just need to, you need to prospect more. Well, what the hell does that mean? Right? Right, right. What is that just like? Yeah. What does it look like? How many hours? What? How are you prospecting? Right? And how, and how important, Emily, how important is it to find out what someone prospecting is obviously a major part of our business. If you can't prospect, you don't have a deal, forget about learning about the contract. And what you do after that. You got to get, you got to get that person and start showing them homes or or getting that listing appointment. How important is it to dig in and find out what, what part of prospecting, or what type of prospecting for? To call it that, how important is to find out what that is as quickly as possible if you want to have quick success?

Emily Lloyd  52:54  
Oh, yeah. I mean, that's, that's something we do at the beginning, when we're, you know, when we take on an agent, we sit down and kind of, do, you know, an assessment, like what Brad was saying, but, you know, everybody learns in in prospects differently. So, you know, we have a few agents that are not on social media, you know, they just don't care to be on there and active. And then there's some, you know, that that are and that are doing well. But for the ones that are, you kind of have to handle those a little differently, and sit down and show them. Okay, well, what are some of the other options that we can do to help you? You know, with your prospecting,

Brad Lloyd  53:27  
finding their strengths, what's gonna what works for them, what really clicks for them in their business, and then have them work those areas right, what they feel is going to work for them. A tool is only useful if you if you're going to use it right. Man, I can tell you to prospect all day long, but if hitting a dialer or five hours a day, if that's not your thing, that's not your thing, it's your business. How do you want to grow your business? If that's if that works for you, work it, if it doesn't 10x and that does,

Tracy Hayes  53:53  
I mean, yeah, there was the Glenn team was on here last week and talking about this one gentleman at momentum royalty that just, he loves doing YouTube videos, and however good he is, he gets leads from it, and he just hands those leads out because he actually doesn't really want to do the stereotypical showing houses and stuff. Okay, come a lead generator. That's you're really good at all the power to you. You get TEDx and make the living that you want to Team Lloyd right now? Are you always in a recruiting mode? Do you actually are searching out? Or you just keep your eyes open, look for good people that have had chats with, or if someone comes to you that you'll sit down, where are you at in recruiting?

Emily Lloyd  54:35  
So we have in the past grown organically, actually, really up until now, we started recruiting a little bit more. Our agents do a lot of the recruiting, so they're constantly recommending people. So we still kind of tend to organically grow more so than us directly reaching out to agents trying to recruit. But we started to implement some. Um processes now, where we we are going to be doing some of that. We don't want to grow at a rapid pace. It's never been our thing. You know. We want quality agents, not quantity. So, you know, we like to kind of sit down with, you know, certain people and and kind of see, you know what their culture is, and their business models, and if they align, great. You know, Emily,

Tracy Hayes  55:22  
what questions should they be asking you as the broker, if I'm a new whether I'm a new agent or an experienced agent looking to move, what questions should they ask you? Gosh, what questions should

Emily Lloyd  55:33  
they ask me? There's a lot

Tracy Hayes  55:34  
of questions you are looking to move

Emily Lloyd  55:37  
because they're more so interviewing us than we are interviewing them.

Tracy Hayes  55:40  
Yeah. Yeah. So, I mean, obviously, from a bias standpoint, you want to be able to brag about team Lloyd, right? So, if you were talking with Emily and Brad about coming to Team Lloyd, what's a question you would love for them to ask

Emily Lloyd  55:54  
you broker support. You know, what does broker support look like, and what does it look like? What does that look like? Well, for me, I mean, obviously they have, you would have two brokers that you can contact. So, you know, for me, it's it, it's the time that I'm willing to take to sit down with them individually, you know, with going over like the agent wheel, and what you know, their strengths and weaknesses are where we can improve this, sitting down to do a business plan, you know, showing them we have a huge database of training so, you know, picking out certain things that you know are going to help them with whatever areas that they're maybe, you know, lacking at their other brokerage. So, you know, just making myself available to them as much as I possibly can, which I feel like I do a pretty good job of. And then, you know, taking, like I said, taking that time and just investing in in their needs and what they're lacking.

Tracy Hayes  56:45  
All right, Brad, I'm gonna jump over you same question, what should someone be asking you, and Emily, if they're sitting in front of you and you guys are talking about possibly coming over to Team Lloyd, really?

Brad Lloyd  56:54  
What value do you provide me as a broker versus where I'm at now? What? What can I offer to help you grow your business over what no another brokerage can offer you? I think that's huge. Because, I mean, we're in business to provide a living for our families, to grow our income, to grow our business. Everybody wants to have that growth, and you want to Align yourselves with people that can help take you in the direction that you want to go, right? So I think that's that would be a huge thing for me. Would I'd want to have peace of mind knowing that, hey, I'm fixing to change brokerages. It's going to create a little bit of a ripple in my business, and once the dust settles, what are you going to be able to do to help me grow my business? Right?

Tracy Hayes  57:38  
I mean, do you find the important the I think one of the things that comes to mind when just listening to both of you guys talk, and you know, it's not the first time I've asked that question, because I think it's so important that these agents are really interviewing the brokers. There's plenty of brokers out there, and all of you are doing something slightly different, and then you all have different experiences. What's important at Team Lloyd? Because what you guys see is important in the business for an agent growth versus any other brokerage is going to be different. It could be greatly different. But aligning yourself, if I told if I said to you, if you hated cold calling, and I sat in front of a brokerage and they said, Well, we're going to provide you all these leads you can call. That's not the brokerage I want to go to, because I don't like cold calling, you know. And you need to get down to the business. And I think obviously, basically, you guys are, you guys are not only real estate, you know, business coaches, your life coaches as well. I mean, you guys been married for 20 years, you've grown up in the area, you have a lot of experiences that just fill in the whole circle that an agent coming to Team Lloyd, you do? You have this family atmosphere. It's run like a family of two people that care about you personally, which sometimes, and I know because we oftentimes do that to a fault, sometimes we have to let go, but to align yourself with like minded people. So if you have a like minded thing and you want to be coach, you want someone that is, you know, is going to sit down, or when you walk in, actually, when they ask you how your business is, they actually want an actual full answer. Not like, Oh, good, bad, different, a little slow this week. No, they actually, hey, I'm working on this. I've got this customer I'm trying to tip over. I mean, I'm chasing a customer down right now, and it is the time where I've got the referral last week, and I've called the voice message. She finally answered with text. Said she was going to fill out the app I opened myself. Say, Hey, I'll call you. We can do it over the phone if you want to. And I'm still chasing her today, four or five days later, and we still don't have that. And that's the type of well, how can I, how can I turn that person right? How can What? What suggestion is there another way I can approach this, and that's where you guys come in, and that's what the agents should be wanting. But they have to have that like minded if you don't want to be disturbed by your brokerage. If you don't. Want any interaction, you know it all. And obviously, Moy is probably not your, you know, your cup of tea, you know, because you guys are going to get involved. And obviously, look the Help, help people through. Brad, I want you to touch on a little bit, because you start the you, I think you say, with your dad, you were doing some construction, if I recall. And then you actually start, you got your contractor's license with solid rock custom homes in 2020 tip, a little bit on that, and how you integrate that into your your overall

Brad Lloyd  1:00:25  
real estate. So overall real estate, I mean construction, whether it's, you know, building the home from the ground up, or it's just making repairs. I mean it, it's hand in hand, because every real estate transaction involves a piece of property, like a house, a home, a condo, a townhome.

Tracy Hayes  1:00:42  
Well, would you agree renovations right now are going to be on the hike. A lot of people got equity, yeah, and the cost of a new home per square foot is crazy, yeah, yeah. So it

Brad Lloyd  1:00:51  
really does go hand in hand, which is phenomenal of it. As I was saying earlier, I originally got my real estate license because I wanted to flip houses. Right? Six years in, I finally flipped my first house, all right, with another real estate couple, and it was a fantastic experience. I loved it. So now we're still kind of on the hunt for another one.

Tracy Hayes  1:01:11  
Now, do you have a regular crew? I mean, you've been around the business, because I think one of the missing pieces that everyone has when it comes to, you know, flipping a house is having that crew, unless you're doing it yourself, but having that crew that you know you can rely on, they're going to show up and have that house, whatever renovation it's going to need, and then ready to flip it in whatever projected period of time that you have, right? And we're some people want to flip houses. We're like, Well, who am I going to hire? Who can I trust to actually go in and do the work and do it, you know,

Brad Lloyd  1:01:42  
yeah, so quality. I'm the business owner, the laborer, the superintendent, the project manager. I wear all the hats. Okay, yeah. So with the flip, yeah, we just, we did all the work ourselves on that first one. I mean, I can do it all. It goes much faster when I'm not doing it all, because I have so many hats to wear. And there's times when, you know, like Emily was saying, I'm kind of hands off in the in the real estate business, it's because I'm so hands on, on the solid rock side of things. But, yeah, I'm a small custom home builder.

Tracy Hayes  1:02:11  
Tell, tell me a little bit about what you guys see, because you're from Middleburg. Grew up there. And, you know, to me, when they build that expressway, you know, finish that expressway, which I was over at Green Cove this past weekend, and I noticed they've turned the dirt a little bit more when they complete the expressway over connect over here to 95 so you have that whole extra loop. There are some like Stark and so forth, that are now not so far away. And there's a lot of older homes out there that you can buy very inexpensively. And now, you know, and be able to, you know, a nice cinder block home where you go in and probably renovate it fairly reasonably, and they're nice, and now that home is gonna be worth twice as much as it is today, just in the next, I don't know, 510, years, easily. Yeah. Would you agree? Yeah?

Brad Lloyd  1:02:57  
Oh yeah, absolutely. I think that's a huge untapped market out there, that and the the lake revitalization project out there for the Yeah, Keystone lakes, that'll be another huge thing when that finally dust settles on that one, if they revitalize those lakes out there. I mean, those property values are going to skyrocket back in their late 70s and early 80s. That was the place to go in Jacksonville, was everybody had a weekend lake house out in Keystone and go down there skiing and all the water sports and stuff, because there's so many, so many lakes, so much waterfront.

Tracy Hayes  1:03:28  
Well, I mean, one of the challenges I'm on the affordable housing Advisory Committee for St Johns County, and there's no affordable housing now. There is land like, if you go out the Hastings and we're seeing you know, we were, I was joking with one of my other loan officers this morning, because I just, you know, I got ex closing this afternoon down in Palatka, manufactured home on 23 acres, and there's this is all that kind of property is out there that now is going to be your reasonable driving distance when that expressway goes in, and it's going to change. And hopefully some of the people are thirsting while we there is a huge thirst for affordable housing. I mean, we just, we just, especially St Johns County, just doesn't have it. Just, but you start going over to clay in the Palatka area, it's, you know, I think it's just gonna be an untapped market for probably the next 20 years. Yeah, yeah, for it, as far as housing growth and being able to get a reasonably priced, priced home, from that standpoint, all right, we talked about education, we talked about talked about consistency. We didn't directly talk about this, but some of it's there, because I think it's some when you're going to need far and things like that. But how important is, and I know you guys are part of the Jax, real producers, and you guys, you guys, go to those, those events. But how important is it for the the just a regular agent, whether they own brokerage or not, is not necessary to show up, whether it is to show up for the sales meetings at their brokerage, to go to the regular trainings or events where you know there's going to be other agents there. And actually. Interact with other people in their industry to raise the level. How important is showing up?

Brad Lloyd  1:05:05  
Hey, it's absolutely important. One of the greatest benefits about building being in real estate is you get to make your own schedule. But it's also one of the biggest pitfalls, because it's a trap, and if you don't keep yourself plugged in the business, doing the things that you need to do as a business owner, you're not going to be getting the business. I mean, that's just kind of the sad part about it. So it's definitely a catch 22 you know, being in real estate, but showing up, getting plugged in collaboration, collaborating with people, even if people outside of your brokerage. We have several very good friends that are with other brokerages that we hang out with on a regular basis.

Tracy Hayes  1:05:44  
I mean, just if you think about, you know, there's some agents as, again, watching someone else's Facebook video this morning and talking about how they, you know, we kind of like the ideally, if you could focus on a certain, certain subdivisions or certain area, or if it's Middleburg or or Orange Park, or just that whole greater area of Clay County. If you're focusing in, you're going to run into the other top agents on a very regular basis. And whether it's a listing appointment you might be competing against or they're on the other side of the contract, I always feel that if, if you don't break unless I break bread with if you don't meet somebody, they can talk a lot of trash about you right now. We talk about, don't you want to talk bad about other people? You're going to listen for him, and you're competing against an agent. You don't know that any other agent would say, Well, you know Emily, yeah, she's short and she's only, yeah, she's been married for 20 years. She's not the agent for you. Yeah, she could talk stuff like that, but if she knows you, she can't do that, or he can't do that.

Tracy Hayes  1:06:42  
That's an interesting point on that.

Tracy Hayes  1:06:44  
Yeah, if you know somebody and actually shook their hands and talked to him, or had coffee with him, or whatever it is, you use the term collaboration, big word that's been used. You know, this is your guys are the 100 and third episode, 95 plus agents. The top agents will tell you they're not competitors or collaborators, and the realization is you're, you know, you're not going to get every listing appointment, because people's emotions and biases or what friend referred you is all important in that decision people make, you know, for whatever reason, but if you're collaborating with the other top people in the area, you know, the only thing I can say is, yeah, yeah, Brad and Emily, they're great people. I mean, maybe I just leave it at that, right? But I can't say, oh, yeah, those two, they're, they're a mess. Yeah, I can't say that and say it was a straight face. You know what I'm saying? That's my personal belief, and the importance of showing up and getting out there, plus, obviously, the availability, as would you agree, like over the last, you know, getting multiple offers or getting a listing. I had an one of the top agents say to me, she got a listing. She's on this side of town, but surrender hers, referred her listing over, and I was out in Ponte Vedra Beach or something, and neighborhood she's never, you know, would it say, scoped out the home, or familiar with the area, evaluated the home. You know, what the price of that, what's been going on? And to be able to call an agent, she knew that works out there all the time, and say, hey, you know, we're friends. I got, I got a one off. I'm over in your area. How, how you know what's been going on here? How should we, you know, price this home? Oh, yeah, I've done that before. Yeah, yeah. It's a lot better when you know each other. Call someone out of the blue, light Emily with Team wide, yeah, don't know her. Whatever I could say, whatever I want, right? But they're going to be honest with you. I think, I think most part, most people in our business want to collaborate, but you just got to go out and show up.

Speaker 1  1:08:35  
And if you don't know the other agent, it's easy to be confrontational when you're on the other

Tracy Hayes  1:08:39  
side, yeah, or, short, with them, leave things out, yeah, yeah, yeah. I feel like

Brad Lloyd  1:08:44  
you're not going to do your best. Or, you know, I can kind of get away with just doing the bare minimum, but if you know them and you respect them in the profession, you're going to show up and show out and you're going to do the best you can. I mean, that's, that's how I look at it anyway, all

Tracy Hayes  1:08:57  
right, then that leads us into the last which kind of bleeds into it, surrounding yourself with, I love going to the jacks for real producer events myself, because everyone in that room, no matter who you talk to, is doing business right? A lot of times you go to it could be at ne far or, you know, if we're doing a lunch and learn there's agents in there that they're not really actually doing the business. They're showing up. They want to tell their spouse that they showed up to a training, but they're not actually doing the, you know, what that Jack's real producers event. You're surrounding yourself, you know, different levels. Some people are very high level. Everyone in there is, is a, is a top, you know, easily, obviously, top 500 if not top 100 real estate agent in the region, right? Yeah. How important is it to interact and or to go off your word collaborate? Oh my gosh.

Emily Lloyd  1:09:46  
I mean Bailey Jordan, for instance, one of my very good friends, we did a transaction together years ago and with very wheels coming out. Yes, we did. It was legit. It was a varied. Football transaction, and we, we just became the best of friends. And, you know, she's one of the people that I will call. Obviously, what they're at real producers all the time, but, you know, call and ask or bounce things off, you know, off her brain, and she'll do the same with me. So there's a couple of people you know that I could call right now and, you know, just collaborate with, you know, go have coffee with, talk about maybe some struggles that I'm having or something that she's having, but just by developing those, those relationships with those people, you know you're there's always something to learn in this business. And you know you're never going to know it all and something that she, you know, her strengths are, might, you know, inspire me in other aspects, 100% my business,

Tracy Hayes  1:10:45  
100% I mean, well said. I mean, there's every one of the top agents that I talked to, obviously, including yourselves, are willing to pour into others. They're willing to collaborate. They want to tell they want to share their war story, so to speak. There are some great leaders like you're you guys are trying to grow your team a certain way. There's some people that are at a different stage in their career. They're five or six years ahead of you, as far as working in trials and errors and failing forward and building a solid team that are out there, that would, that will pour into you if you hey, let's, can I get a cup of coffee with you. They're actually flattered. I mean, it was like, Who wouldn't be, hey, you're, you're a great agent. You have a great team. You know, you've been doing this for 15 years. And I just want to just, you know, can we meet for coffee or lunch and pick your brain a little bit about challenges they are out there to pour into you so and I just that's, that's a wonderful thing that I that I hear from a lot of the agents, that's it's actually very inspirational that they are out there. You a lot of the you we listen to a lot of, you know the grant cardones and, you know, these motivational stuff that we see on YouTube. And we think those people are untouchable, but they're really not. They actually do want to pour into you, and if you approach them the right way, and sometimes they get a little high, so you got to come at them and get to know somebody to get there. But here locally, hey, you're Hey, call Hey, I'm with Team Lloyd that want to chat with. We know enough of each other that even though they may never meet with it, they'll sit down and pour into you. All right, 30 seconds on this answer, I'm going to go Brad first, Brad in your real estate career, what's been a misstep? I use the term biggest mistake, and people think real drastic, but just as what's, what's something that you like, we didn't really do that really well then, but we do a lot better now. What are some of the maybe some mistakes you did earlier, that you would do just totally different. And definitely recommend if you were coaching someone not to do in real estate,

Brad Lloyd  1:12:36  
just stepping out from me, from a broker or a brokerage standpoint, when we just opened up, not having the tools and resources to know what I needed to do as a broker to grow my brokerage, I looked and looked and looked at there was nothing out there at the time, and now there is coaching and training platform that we utilize now that is phenomenal. I mean, it's hands down, top notch. And had we had that four years ago, five years ago, we'd be that much further ahead in our business.

Tracy Hayes  1:13:05  
That is, that is an awesome tip. And I will there is no doubt anyone who started their has started their own business, has spent so much money in the dark, in the dark, yeah, and I will say this from being on this side of the fence of real estate, and having talked to many great people, make a couple phone calls to some people and say, Hey, I'm looking to get in the business, or I'm looking to open my own brokerage. I've been an agent for so long I can't talk to the broker I work for because, you know, emotions and egos get involved. But to reach out to some of these top people that are doing it, trust me, they will pour into you. And we've all done what Brad's talking about. Obviously, yeah, and you failed forward, and you're still working through it, but you probably could have knocked that curve down a little quicker, or saved some money. Definitely, from that side, Emily, what would you say? There something you would do differently, or just, you know, Brad, Brad's point was awesome from

Emily Lloyd  1:14:03  
an agent perspective. When I first got in real estate, I thought I had to take every deal. I was scared to death, you know, to lose out on something. So I would, you know, I let my family suffer a little bit, or children, I should say, you know, just because I had, I felt had to jump, and I had to hurry up and get there, and I didn't set a schedule like I should have in made time, you know, time blocking. We just started doing that now, six years later, seven years later, and it's, it's, it's working and, you know, it's, it's so important, because you can, you can fill your schedule up with just, you know, social media, things that that aren't making you money. So by sitting down, this is what one of our our coach suggested that we do. You know that on a Sunday, sit down, make your schedule time block, you know, and stick to it. And you know, make those times for your family. Make the time for yourself, because you'll get burned out real quick in this industry.

Tracy Hayes  1:14:59  
So. All these agents that get into it because they they think they're, you know, obviously they can make their own schedule. Brad kind of made it for but that that can be a bad thing to time blocking. If you do you time block for your family. If you need to be done at 330 because your kids are coming home on the bus, then you need to get certain things done before three o'clock. And time blocking. You said one thing, and I'm going to spin off of this. You got a coach. How has that changed your business?

Emily Lloyd  1:15:27  
Tremendously, tremendously. We just recently, Katrina is her name Abdullah, and she's been a she's been a godsend to us. We tell her that every time we talk, we talk every Wednesday.

Tracy Hayes  1:15:39  
How long have you been working with her, um, September,

Emily Lloyd  1:15:42  
yeah, probably September, September, August, September.

Tracy Hayes  1:15:45  
So coming up on a year, yeah? Oh Matt, yeah. So just in the last 60 days, you're already seeing a difference. Yes, wow, yeah, wow. Would it just like time blocking, obviously, seems to be one of those things she gave you. What was like something that she saw you guys doing that or, you know, kind of suggested maybe you do something a little differently, besides time blocking, obviously,

Emily Lloyd  1:16:09  
probably our, our trainings, you know, we've kind of shifted the way that we have conducted the trainings. You know, she's helped out with that. And to be

Tracy Hayes  1:16:18  
more impactful, to get more attendance there. What was your

Emily Lloyd  1:16:22  
well, attendance for, you know, which is really providing more value to the agent, right? What we're bringing to them will bring the attendance so, you know, she's got a platform and some different training things, and we go over these things weekly with her, and she, you know, gives us some suggestions and things that we need to do. And it's so far, it's been under the play. I mean,

Tracy Hayes  1:16:44  
you hit it on the You really brought everything, our whole conversation around, because you use the word that I think is so important. And you know, if we talk about team Lloyd, what value are you adding? You guys are constantly your stress. What you guys, what value am I adding to my agents? If you're just a real estate agent, what value you adding to your customers? Right? That it's always about what value you're you're giving them. And she brought it around for you in the in the training part, where you said, to make sure we're giving that added value, you use that that term, and it's so important. And here, in 60 days, she's already got you on a slightly different trajectory that you guys are excited about. Yeah, Brad, would you add anything to that, or what? From the coaching

Brad Lloyd  1:17:30  
standpoint, yeah, from the coaching standpoint, it's been phenomenal. I think I was saying all the things that I didn't know when we first started out. Now I'm learning, had I learned, you know, we'd be in a totally different place than we are now, right? And that goes back to collaboration, just like you said. I mean, when you collaborating with other professionals in the business, you pick up these little pieces of information which are phenomenal. And from a broker standpoint, when I get to pass that information along to my agents, and then I see it work in their business, oh, my god, like he said, To do this, I did it, and now I got this deal where I closed this transaction. I've solved this problem by doing that. It's like, All right, that's where it's at. Are you added value? I added value. And that's it's rewarding for me as as the broker, to just be a part

Tracy Hayes  1:18:15  
of, yep, add adding value. And can we, can we name this podcast, adding value? Team, boy, adding value. Okay, all right, I'm gonna finish up. I call these my two minute warning questions. What is, what is the Lloyd family's favorite thing to do in Northeast Florida, as I believe we sell lifestyle here. What is it you guys like

Emily Lloyd  1:18:33  
to do? Voting, yeah. Voters, yes. Where do you

Tracy Hayes  1:18:37  
what do you guys? You guys go on St John's front. You go out doctors

Speaker 1  1:18:40  
like, yeah, we live in the area, so we just put right out all right,

Tracy Hayes  1:18:43  
I'm gonna play this questions answer to my wife. Okay, good. We belong to the freedom Boat Club. We go out of Julian Creek all the time and play this for my mother in law as well. How often have you ever seen an alligator while you're too I assume you guys go tubing kids with all the while tubing with the kids in the middle of doctors like, Never, never. Yeah. Have you ever heard of someone being attacked by an alligator? Oh, they are. I my mother in law. Is she ever listens to my show? I mean, Black Creek, forget it. Yeah. They're not. Yeah, they don't even I brought him up in the Black Creek, actually, about a month or so ago, and we did run across some manatees in there. But it is hard to find the alligators. You want to you want to see them when you're, you know, in the boat,

Speaker 1  1:19:33  
you gotta go out. Yeah, yeah, just go shining for

Tracy Hayes  1:19:37  
I guess they believe, their feeling is, they believe they're sitting at the bottom in the mud, you know, in the daytime, and you're, you know, tubing above them, and they're just going to come off the bottom, yeah, come get you. I'm, like, they hear that engine, bro, they know what that means. That means there's somebody might be coming to get them, right? And they're, they're way back in there, all right, so boating, do you guys go to, what's it? Pineapple point? Yeah? Yeah. All right, we'll have to catch you out there. Yeah, touch base with you. My wife wasn't really impressed by the little fluff mud that's there. Oh yeah, yeah, because we had been going down to what's the other one south of the sheens, or better, skip days. Oh yeah. Bayard point. Bayard point. And it is more of a sandy bottom there. So when I took her over to pineapple, yeah, that's, that's what everyone said, Just wear, where your shoes. Final question, Emily, more important, who you know, or what you know,

Emily Lloyd  1:20:31  
I would say probably what you know was that, I mean, wrapping around back to the whole education thing,

Tracy Hayes  1:20:38  
all right, Brad, that's, I think he's got a different, oh, probably which one is 51% someone's got to be 51% there will be the opposite.

Tracy Hayes  1:20:48  
Yeah, it's the opposite. I'd say it's all about who you know. Well, I thought you surround yourself with in your life can totally change the trajectory of

Tracy Hayes  1:20:56  
your life. And just what, one of our last questions you were talking about the coaching, and obviously sounded like someone you guys talked to was a, Hey, you guys ought to hire a coach, or maybe we'll refer this particular coach, or whatever. And just by knowing them, they led you in that way, and then knowing the coach now has poured education into you and making that connection. I'm a who you know, yeah, not to be incompetent, but you have to know. I mean, you have to know. I mean, you have to know something, but you have to know enough to say, hey, you know what that person is really good, and I admire them. I'm one. I need to go and find out what they're doing. That's true. Yeah, all right, guys, I appreciate you coming on. Is there anything you want to say? Lastly, that maybe we didn't cover that I missed about team Lloyd, that we everyone should know. We rock. I appreciate it. I appreciate you coming on, and I look forward to the to the well, I know that your fan club out there will hit it today, because live on Facebook when we cut the reels, because I think we got some really great comments out of both of you that we can really highlight in your social media. Still appreciate you.

Brad Lloyd  1:21:59  
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