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Transcript

3: Would You Fire Yourself? | The Hard Question Every Real Estate Agent Should Ask · Real Talk Real Agents | A Real Estate Podcast for Agents

• 0:00
  welcome back to real Talk Real Agents
• 0:02
  episode 3 would you fire yourself
• 0:06
  in this episode we're going to take a look
• 0:08
  at what you're actually doing
• 0:09
  in your business
• 0:10
  to see if it's what is working or not working
• 0:13
  I love a little self reflection
• 0:15
  because I think we all need to do this occasionally
• 0:17
  and this topic has made me think
• 0:20
  would I fire would I fire myself
• 0:24
  and some days it's probably a yes
• 0:26
  nobody in real estate is gonna tell you the real stuff
• 0:29
  so we will we're gonna talk about all the stuff
• 0:32
  that nobody posts about but everybody needs to hear
• 0:36
  we've been in this industry
• 0:37
  long enough to know what works
• 0:39
  and long enough to know what doesn't
• 0:41
  I'm Pam and I'm Mackenzie
• 0:43
  and this is real talk real agents
• 0:46
  if you're a real estate agent that is so tired of the
• 0:48
  fake it till you make it energy
• 0:50
  this is your show
• 0:52
  we are two agents who are still in it every single day
• 0:55
  and we are not coaching from the sidelines
• 0:57
  we are in the trenches with you
• 0:59
  no filters and no fluff all right
• 1:02
  real talk starts right now
• 1:10
  so but it is funny
• 1:11
  this started our original video vlog or whatever
• 1:16
  was wind down Wednesday yes
• 1:18
  and we would always have a glass of something
• 1:21
  and talk about a topic and so it felt kind of real to
• 1:24
  to bring it on back right old school
• 1:26
  it did feel real
• 1:27
  to bring it on back and part of this later in the show
• 1:29
  we'll tell you why
• 1:30
  we felt like we maybe needed a little bubbly today
• 1:32
  oh my god
• 1:33
  exactly this week
• 1:34
  uh
• 1:35
  in particular it's been a week
• 1:36
  it has been
• 1:37
  so today's topic which I think
• 1:39
  we'll do a little bit of a deeper dive in on
• 1:42
  maybe all the attributes that
• 1:43
  I think an employer would really be looking for
• 1:46
  an employee and then having those moments of
• 1:49
  would I hire me
• 1:51
  mm hmm and
• 1:51
  am I doing all the things that I need to do daily
• 1:54
  to be successful in this business well
• 1:56
  and I think you just hit on a word there
• 1:58
  an employer and an employee
• 2:00
  and that is what is
• 2:01
  can be very difficult as an independent contractor
• 2:05
  slash real estate agent because you are your employer
• 2:08
  and you are the employee at the same time
• 2:11
  that's so super hard
• 2:12
  cause most people have come from an industry
• 2:14
  where they've had a manager
• 2:15
  they've had somebody right some
• 2:17
  some boss that tells them exactly what to do
• 2:20
  and I think we find that sometimes agents get in there
• 2:22
  like I mean
• 2:23
  I'm happy to do whatever I need to do
• 2:25
  but I just don't even know where to start right
• 2:27
  they don't have that framework at all
• 2:29
  or am I starting in the right things
• 2:31
  and is that really going to produce business
• 2:34
  and everybody's got ideas yeah
• 2:36
  no shortage of ideas aka our podcast exactly
• 2:41
  and so I think yeah
• 2:42
  it's um
• 2:43
  it's been really cool to kind of
• 2:45
  I think as we were researching for this show
• 2:47
  we looked at each other and like yup
• 2:49
  Pam probably would have fired me yesterday
• 2:50
  cause I don't know that I
• 2:52
  yeah you know
• 2:53
  so be fun I think
• 2:53
  to kind of go through some of those attributes
• 2:55
  that we think are will be helpful as an employer and uh
• 3:00
  and see if we're checking some boxes there
• 3:01
  you're not gonna be grading me
• 3:02
  are you I'm not
• 3:04
  this is not like a self assessment okay
• 3:06
  this is not a secret like
• 3:07
  employee review is it
• 3:10
  okay just wanna make sure
• 3:12
  so our weekly vibe check
• 3:14
  share with our listeners and our viewers uh
• 3:16
  how's your week been
• 3:18
  oh my god
• 3:19
  and for the record sorry we're
• 3:21
  this is only a Tuesday right
• 3:23
  and I swear like
• 3:24
  if you do not follow us on YouTube this
• 3:26
  this is a visual which is terrible so
• 3:30
  this is an example of moving way too fast
• 3:33
  and trying to do too much with your day
• 3:35
  and not slowing the f down and
• 3:37
  and actually proofreading what you're doing
• 3:40
  so we have an agent she's doing a great job
• 3:42
  I mean she's amazing
• 3:44
  but she was doing an event at her school and she said
• 3:47
  can we get some swag
• 3:48
  or something that has the logo on it
• 3:49
  I was like absolutely
• 3:51
  let's do it so she's sponsoring the event
• 3:53
  and so we wanted to add something to it
• 3:54
  just to kind of a little take home and take away
• 3:56
  I can't even do this shit justice here
• 3:59
  but this was supposed to be like a notepad
• 4:02
  like an actual usable notepad
• 4:04
  it feels like it should be in a dollhouse
• 4:07
  but it wait
• 4:08
  there's more it gets even better
• 4:10
  hahaha that's right
• 4:12
  I forgot so I sent the logo right
• 4:15
  should be so simple
• 4:16
  to just drag a logo on top of the white
• 4:20
  yeah this shit is not even spelled right
• 4:23
  this is reality right
• 4:25
  how do you spell reality I don't have my glasses on
• 4:27
  but I think they even messed up capital
• 4:28
  I mean this is bad
• 4:31
  please help I don't know what to do with these
• 4:33
  I don't know what to do with these
• 4:35
  that's my week we're gonna at least recycle it
• 4:37
  we we do like the environment
• 4:38
  okay okay
• 4:40
  so that was hysterical
• 4:42
  so I was here when those were shipped to the office
• 4:44
  and the agent here who was going to use them
• 4:46
  I opened it up I'm like
• 4:48
  oh boy
• 4:49
  I was like did you guys talk about this
• 4:52
  and she's like Mackenzie
• 4:53
  I can't use that I'm like
• 4:54
  of course you can't use it
• 4:55
  it's fine we'll just
• 4:56
  we'll figure it out right
• 4:58
  so my yeah
• 5:01
  I was sure one I'm gonna take a sip
• 5:05
  so my weekly vibe check
• 5:07
  is that everyone's roof was trying
• 5:09
  to literally cave in on every transaction
• 5:12
  that I was um
• 5:13
  representing the buy side and or the sell side
• 5:16
  for whatever reason a roof has become a real hot topic
• 5:21
  in the state of North Carolina
• 5:22
  during inspections it's so wild though
• 5:24
  too though
• 5:24
  like you'll get on a run where it's like every house
• 5:27
  you're like of course it's yes
• 5:29
  so to the point where I go on a listing appointment
• 5:31
  and my first question is hi
• 5:32
  how old is your roof
• 5:33
  because I might not take this listing
• 5:35
  if it's over 10 years we ain't doing it exactly
• 5:38
  or we might need to add that into
• 5:39
  but it's just now I will say
• 5:41
  the game changer
• 5:42
  has been working with an agent on the other side
• 5:44
  so
• 5:45
  whether I've been the buyer agent or the listing agent
• 5:47
  it has made a world of difference
• 5:50
  when the agent on the other side is communicative
• 5:53
  say that three times fast
• 5:54
  communicates um
• 5:56
  understands we both can see that
• 5:58
  we're trying to advocate for our client
• 6:00
  at the same time and it can come across
• 6:02
  you know it could come across adversarial
• 6:04
  but man
• 6:06
  it has just been a doozy of a week
• 6:08
  when it has to do with someone's roof so
• 6:10
  but it is worth kind of
• 6:11
  pointing out some of the details here
• 6:13
  fair enough because I think
• 6:15
  to your point so many times
• 6:16
  we feel like we've got a lock heads
• 6:18
  like we're negotiating
• 6:19
  we've got it we have tense moments
• 6:21
  I mean
• 6:22
  I had one last week that I shared
• 6:24
  that
• 6:24
  I was really upset on the phone with another agent
• 6:28
  but he was a solid agent
• 6:30
  because he had already done the work
• 6:32
  he had gotten a roof estimate
• 6:34
  that was not a 50 thousand dollar roof estimate
• 6:37
  like he got one that was super reasonable
• 6:39
  right and your people ended up being thrilled
• 6:42
  and then his seller got what they wanted too
• 6:44
  because everybody was reasonable
• 6:46
  absolutely I wasn't expecting
• 6:47
  so the great story for this
• 6:49
  is that we actually got a new roof put on the house
• 6:51
  so I was representing the buyer and I didn't
• 6:54
  I set expectations I wasn't expecting a new roof
• 6:57
  but we knew things were gonna need to be taken care of
• 6:59
  we did know that this could be an insurance issue
• 7:02
  but we did all that back I called my insurance um
• 7:05
  guy that we use and I just said
• 7:06
  you know
• 7:06
  what are some things that my buyers need to work
• 7:08
  look out for and to your point
• 7:11
  having the information and just saying
• 7:13
  these are the quotes I came up with
• 7:14
  if you can figure out something different
• 7:15
  you let me know
• 7:16
  but this is gonna come up with any buyer
• 7:18
  this isn't my buyers and so they saw that and um
• 7:21
  we got they got a new roof
• 7:22
  and our people are thrilled
• 7:24
  so thrilled yeah
• 7:24
  and it was it was really great on the list side though
• 7:28
  I have an agent who gives me
• 7:30
  so we need a new roof with no work
• 7:32
  no reasons just
• 7:33
  it's old it's functioning as intended
• 7:35
  or they go we want $30,000
• 7:37
  and you're like um correct
• 7:39
  I'm sorry
• 7:40
  I just actually did an estimate for another buyer
• 7:43
  for the same size house and it came to 12
• 7:45
  so tell me where the thirty's coming
• 7:47
  so I don't know
• 7:48
  the lesson here is
• 7:48
  just do your due diligence on either side
• 7:51
  for your client
• 7:51
  because you're actually probably gonna come out better
• 7:55
  if you do a little bit more work on the back end
• 7:57
  absolutely right
• 7:58
  but you already have a solution in place of it
• 8:00
  correct so that was my week
• 8:03
  but my buyers were thrilled
• 8:04
  I'm so excited first time home buyers ugh
• 8:05
  they're just so yummy and just has so excited for them
• 8:08
  that they can have one less thing
• 8:09
  that they feel like they would have to worry about
• 8:11
  as they first moved in but yeah
• 8:13
  these these roofs are big deal
• 8:15
  yeah these repairs right now in general
• 8:17
  mm hmm big deal
• 8:19
  they are okay
• 8:20
  so Pam
• 8:21
  this week's question are you ready for it ready
• 8:24
  it's a little sense of honesty
• 8:25
  kind of goes with the theme of
• 8:26
  of the podcast today okay okay
• 8:29
  what is one thing our agents would assume
• 8:33
  that you're consistent with
• 8:35
  but you're really not
• 8:37
  so I mean
• 8:38
  we talk a lot about prospecting on a team
• 8:40
  cause I think when you're at that point in your career
• 8:43
  when you're first getting started especially right
• 8:45
  you're out there you're doing
• 8:46
  you're doing cold calls and you're doing a lot of that
• 8:49
  and I think they may still think that
• 8:52
  I am sitting at my house doing cold calls consistently
• 8:55
  and I think they may think that we do that
• 8:57
  when we are trying to find agents for the team too
• 9:01
  you know
• 9:02
  and that is fortunately for our
• 9:05
  my business I'm
• 9:06
  I'm very much referral based now
• 9:08
  I'm very thankful for that
• 9:09
  and that's a whole
• 9:10
  another plan to keep and stay in front of people
• 9:12
  but we've been very fortunate
• 9:14
  not to have to cold call agents
• 9:16
  to just chat about the team and that
• 9:17
  and we I mean
• 9:18
  part of the podcast right
• 9:19
  is just to try to attract people that are
• 9:22
  similar in nature and maybe we can help
• 9:24
  and so that's been our path
• 9:26
  it has not been cold calling
• 9:28
  but I do think
• 9:28
  they may just think that I'm just sitting there
• 9:31
  pounding the phones
• 9:33
  yeah you're not
• 9:35
  no I'm not
• 9:37
  so the same question for me
• 9:39
  yes same question yes
• 9:40
  I was thinking about my next sip of my drink sorry
• 9:45
  what the same question for you
• 9:46
  what do you think they think you do consistently
• 9:49
  well
• 9:50
  I think they think that I can consistently price a home
• 9:54
  perfectly every single time
• 9:56
  yeah so we do
• 9:58
  every week we do listening strategy
• 10:00
  I mean I love it
• 10:02
  or it just comes naturally
• 10:05
  doing that I research
• 10:06
  I do research the market all of the time
• 10:09
  so that I do know to help the
• 10:11
  the agents in the best possible way
• 10:13
  but sometimes I mean
• 10:14
  you saw me in the group chat last week
• 10:16
  I have a listing coming up
• 10:18
  it is a his like a 1920s home
• 10:20
  and there's like no comps
• 10:22
  and so I reached out to the group chat and said hey
• 10:26
  I need help and I think they were all so quiet
• 10:28
  because like
• 10:29
  Mackenzie wants help with
• 10:30
  I'm not gonna help her but I was like really
• 10:32
  what is your opinion on this
• 10:34
  that's important for our sellers to know too
• 10:36
  like there is not a magic wand or some computer system
• 10:39
  yeah that we can put an address in
• 10:40
  and it just zero gives us perfectly a number
• 10:44
  like there's so much art to it
• 10:46
  you know I mean truly
• 10:48
  and so yeah
• 10:49
  for agents to kind of understand
• 10:50
  like sometimes they're just hard
• 10:52
  and sometimes you need a gut check on it as well
• 10:54
  and I'm LED by my gut
• 10:56
  just as much as I am the numbers on the paper
• 10:58
  and that's hard cause that's very subjective
• 10:59
  but that's the truth
• 11:00
  so I'm not scouring over numbers every single day
• 11:03
  and I don't know the perfect number every single day
• 11:06
  so I think they thank you for that
• 11:08
  because it's it's a lot of pressure sometimes but OK
• 11:12
  uh so yeah
• 11:13
  the deep the hive
• 11:14
  um I was driving down the road and was just thinking
• 11:17
  like as we were interviewing agents
• 11:19
  like what qualities that we're looking for
• 11:22
  and really great agents
• 11:23
  and maybe the qualities that folks have
• 11:26
  that make them just innately
• 11:27
  a little bit more successful
• 11:28
  cause obviously that's who we're looking for right
• 11:32
  correct so I went on indeed
• 11:35
  and said hey
• 11:36
  what are the top 10 qualities
• 11:39
  that an employer is looking for
• 11:42
  for their next employee
• 11:44
  and it had a very interesting list
• 11:46
  so let's read the list yeah
• 11:48
  all the way through we won't go through all 10 no
• 11:51
  so the first one was dependability
• 11:55
  yes um
• 11:56
  flexibility
• 11:57
  but maybe not how most people think about flexibility
• 12:02
  positive attitude communication skills
• 12:05
  problem solving critical thinking
• 12:09
  emotional intelligence
• 12:11
  discipline motivation and leadership
• 12:16
  so I think you were driving or
• 12:19
  and we were talking about these and you called me
• 12:21
  yeah and then you went somewhere and you said
• 12:23
  oh my gosh listen to these 10
• 12:25
  and then we both I think at the same time
• 12:27
  had the aha moment like
• 12:28
  well this is what we're looking for in an agent right
• 12:32
  100% and I would say every one of those
• 12:35
  we could probably do a full podcast
• 12:37
  on each of those topics however
• 12:39
  we're not gonna do that today
• 12:40
  you're not gonna kill you with that right
• 12:42
  so Pam what are a top
• 12:44
  I don't know two
• 12:45
  or three when we were really looking at those
• 12:48
  for different reasons that we
• 12:50
  as we've been interviewing
• 12:51
  as we're our team is growing
• 12:53
  as we're talking to other agents in the community
• 12:55
  just colleagues and friends that we have
• 12:57
  what's one that really stood out to you as a
• 12:59
  something that we're looking for
• 13:00
  or maybe you're looking for now
• 13:01
  a little bit differently when we talk to agents
• 13:04
  so the one that jumped out to me
• 13:05
  only because we hear it a lot in interviews
• 13:08
  and I think about it in a very different way
• 13:11
  is flexibility
• 13:13
  okay so right now
• 13:14
  people have turned us off somebody because they're like
• 13:16
  what do you mean flexibility
• 13:17
  everybody thinks that they want to be in real estate
• 13:19
  because of their flexible schedule
• 13:20
  and we know it's not flexible
• 13:21
  so please explain that
• 13:24
  so for me
• 13:26
  flexibility is the ability to think on your feet
• 13:30
  and to kind of go with the flow
• 13:32
  and to not be so stuck on everything
• 13:35
  being perfect all the time
• 13:38
  and not being
• 13:39
  not being able to take some chance
• 13:42
  like
• 13:43
  just observing some of our agents sometimes and talking
• 13:45
  there'll be a group of agents that get like
• 13:47
  really hung up on what I perceive are kind of
• 13:51
  some small details right
• 13:53
  but it will prevent inaction
• 13:55
  because they want it this way
• 13:59
  and they want it perfect
• 14:00
  and they're not gonna do it unless it is this
• 14:02
  so when I hear flexibility
• 14:05
  I think of somebody willing to
• 14:06
  kind of mold themselves to the situation
• 14:09
  um again
• 14:10
  quick on their feet to kind of handle that situation
• 14:13
  maybe in a different way so I think
• 14:14
  I guess I have a different impression of it
• 14:17
  I'm just giggling because hahaha
• 14:19
  I'm just giggling been together all day
• 14:21
  that's not why I'm giggling
• 14:23
  I'm giggling because I'm just thinking of instances
• 14:26
  just you know
• 14:27
  at team meetings or even just in the last couple days
• 14:30
  with conversations it's the flexibility of having to
• 14:33
  want to know all of the answers
• 14:35
  and then not making that phone call
• 14:37
  right or not
• 14:38
  so well
• 14:39
  if I you know
• 14:40
  because I think you and I
• 14:41
  our default is just call the agent
• 14:43
  or just call your client and let's just see what the
• 14:45
  what does it what does their voice sound like
• 14:47
  are they really as upset as we think they are
• 14:50
  let's just get it all on the table
• 14:51
  that's just kind of our default
• 14:52
  when things get confusing
• 14:54
  right cause text we know can get this misconstrued
• 14:57
  emails can feel misconstrued
• 14:59
  so let's just and then those deer in the headlights
• 15:02
  you see of agents are like well
• 15:03
  but what if they say this
• 15:04
  yeah well
• 15:05
  what do I say what if
• 15:06
  well we don't know until you call them
• 15:08
  you just be a regular person
• 15:10
  have a conversation and when you ask them a question
• 15:12
  their answer will then lead you to the next question
• 15:15
  that you should be asking
• 15:16
  but we've created all of this
• 15:19
  I mean listen
• 15:19
  and I have completely done the same thing
• 15:22
  me too
• 15:22
  and I'm like but usually when I call
• 15:25
  even if it's an uncomfortable conversation
• 15:27
  it goes much better than I thought that it would have
• 15:31
  had I not just sent an email
• 15:33
  then Fred it and when are they gonna respond
• 15:35
  why haven't they responded
• 15:36
  or if you send a text correct
• 15:39
  so that flexibility of even if it's uncomfortable
• 15:42
  but you're right it's that flow
• 15:44
  and then it not just derailing you for the
• 15:46
  for the rest of the day yeah
• 15:48
  for the week yeah
• 15:49
  I thought that was a good one
• 15:50
  I do and
• 15:51
  I feel like
• 15:51
  we don't talk about flexibility in that way
• 15:53
  in real estate and it's
• 15:53
  we're gonna give it a new connotation in our industry
• 15:55
  Pamela like
• 15:56
  it's more positive I do too
• 15:57
  then when you tell me you want a flexible schedule
• 15:59
  that's usually a it's usually a death nail for me
• 16:03
  but I'm pretty sure we're not hiring that agent
• 16:05
  right sorry
• 16:07
  um okay
• 16:08
  so yeah
• 16:09
  another one another one
• 16:11
  well what did you think
• 16:12
  was there one that stood out to you
• 16:14
  um one that stood out to me
• 16:17
  yes um
• 16:19
  I did remember them so
• 16:20
  just give me a second here
• 16:21
  mm hmm
• 16:23
  well a discipline
• 16:26
  oh yeah
• 16:27
  just because this is what a lot of my big
• 16:29
  my role is you know with
• 16:31
  with agents on our team
• 16:33
  and we were so right now
• 16:35
  we are doing something called the 55 Hard Challenge
• 16:38
  right and we're halfway through the challenge
• 16:40
  it was they got to decide to do it
• 16:43
  they didn't they wasn't a
• 16:44
  they weren't volunteered they got to say that we
• 16:46
  they want to be this challenge it's
• 16:47
  it's called 55 hard for a reason
• 16:49
  and it's four daily activities
• 16:52
  that they need to do consistently
• 16:53
  five of the seven days a week
• 16:55
  and we're in the middle of it
• 16:56
  and so I'm we are also doing it
• 16:59
  we might be doing different activities
• 17:00
  but we're also doing it with them
• 17:01
  cause we think that's important as well
• 17:02
  you know we feel you
• 17:03
  we're in the trenches with you
• 17:05
  that sort of thing
• 17:05
  and I knew that my motivation was waning
• 17:08
  I had two days last week in the challenge
• 17:10
  I was like yup
• 17:11
  I had I was very consistent with doing
• 17:14
  three out of the four activities
• 17:15
  but I just couldn't get that fourth one done either
• 17:18
  I ran out of time I didn't feel like it
• 17:20
  all of the excuses and reasons that we all do
• 17:22
  to ourselves at any time right
• 17:24
  and we do it that way and so if I'm feeling that way
• 17:28
  I'm pretty sure the other agents are feeling that way
• 17:30
  so on our call on Monday morning
• 17:32
  our check and I was like alright
• 17:34
  motivation's done we were motivated at the beginning
• 17:36
  you guys either
• 17:37
  did it because you thought you would look good
• 17:38
  for Pam and I which we told you
• 17:39
  don't do it for us you're excited
• 17:40
  we're doing it we're getting
• 17:42
  and now you're like this is a hard one
• 17:44
  is this challenge gonna be over
• 17:46
  it gets it's done correct
• 17:48
  so this is where your discipline comes in
• 17:51
  and because your motivation is gone
• 17:52
  so the only thing
• 17:53
  that's gonna get you to continue this challenge
• 17:55
  is the discipline
• 17:57
  the discipline comes from that calendar
• 17:59
  and from setting intentional time
• 18:02
  because we do all have enough hours in the day
• 18:05
  it's just what are we doing in those hours right yeah
• 18:08
  I think we find that it's very typical
• 18:11
  and part of it I think
• 18:11
  is personality type right
• 18:13
  so I think someone that's very
• 18:15
  very much a social butterfly
• 18:16
  likes to talk to people is very extroverted
• 18:19
  tends to be a little ADHD
• 18:21
  I mean let's be honest right yes
• 18:23
  so what's positive about that
• 18:24
  personality
• 18:25
  can also make it very challenging to sit down
• 18:27
  and really time block and really use time effectively
• 18:31
  and so that is where the calendars
• 18:32
  and that is where that discipline comes in
• 18:34
  because sometimes when we do like
• 18:36
  checks of like
• 18:36
  how many calls did you actually make
• 18:39
  you know we hear the
• 18:40
  I'm making calls and
• 18:42
  you know I didn't really make any connections like
• 18:44
  well how many dials did you make
• 18:46
  and you really realize it's maybe 10
• 18:48
  and you're like well damn
• 18:49
  like that's not a lot of at bats right
• 18:51
  to really see your business move forward
• 18:54
  and it's not just our agents
• 18:55
  it's just our industry as in general
• 18:58
  I think has this vision that it should just be easy
• 19:02
  and it should just come to me
• 19:03
  and that is that's just literally not the case
• 19:06
  it's not in this
• 19:07
  that discipline of just understanding that
• 19:09
  you know you are going to
• 19:13
  that you're going to if you're
• 19:15
  if you're disciplined
• 19:17
  and more at bats and things don't go right
• 19:20
  that you still have more at bats
• 19:21
  you still have more opportunities and more choices
• 19:23
  you know in your business
• 19:24
  it's just I don't know
• 19:26
  blocking that calendar
• 19:27
  and just really staying focused on that
• 19:29
  it is very hard if you can do that man
• 19:32
  this business can be so incredibly fruitful
• 19:35
  absolutely doesn't even take a lot of time
• 19:37
  you know just put some really focused time
• 19:39
  the last thing I'll say that an agent on our team
• 19:41
  and I'm gonna totally say this wrong
• 19:42
  but it really resonated with the rest of the group
• 19:45
  that his he played um
• 19:47
  soccer in college
• 19:49
  and his coach said to him once that we
• 19:52
  we can't all give 100% every day
• 19:54
  but if you wake up today and you can give only 30%
• 19:58
  give 100% to that 30% and I was like
• 20:03
  it was like a mic drop moment
• 20:05
  and you saw every first of all
• 20:06
  I love that
• 20:06
  it was somebody else bringing that to the group right
• 20:09
  but I was like you're right
• 20:11
  so that was just'cause I think it's also that
• 20:13
  all or nothing
• 20:14
  if I don't do the first thing on my calendar
• 20:16
  then everything's throwing for right
• 20:17
  throwing off for the rest of the week
• 20:18
  I can't do something 100% perfect today
• 20:20
  so I suck and I'm just not even gonna try it tomorrow
• 20:22
  correct I do love that
• 20:24
  the discipline so that one really stood out to me
• 20:26
  even though I couldn't remember it for a minute hahaha
• 20:30
  you got a lot of them hahaha
• 20:33
  alright so like of those 10
• 20:34
  what was the other one
• 20:35
  that we really thought was super important
• 20:37
  cause I think it encompasses some other ones
• 20:38
  it did
• 20:39
  so emotional intelligence is one that we talked earlier
• 20:43
  we circled and it does really kind of flow into that
• 20:45
  problem solving and critical thinking there too
• 20:48
  if you have enough self awareness about who you are
• 20:53
  what your style is like it really
• 20:55
  I think
• 20:56
  helps you develop plans on how to connect with people
• 20:59
  and problem solve and all of that
• 21:02
  I say it all the time self awareness is lacking for a
• 21:06
  for people in general
• 21:08
  and I think a lot in this industry
• 21:10
  but boy if you can have some type of self awareness
• 21:14
  it's
• 21:14
  it's amazing how impactful it can be on your business
• 21:16
  and your day to day right
• 21:18
  yes and how other people's
• 21:20
  levels of emotional intelligence can affect you or
• 21:23
  you know that has helped me tremendously
• 21:25
  if I'm working with somebody
• 21:26
  who's the complete opposite of
• 21:28
  of maybe my personality my emotional intelligence
• 21:31
  I really have to work on that
• 21:32
  because I know this trigger
• 21:34
  I'm gonna say not that my clients trigger me
• 21:35
  but just you know
• 21:36
  there's just something that's just
• 21:38
  if you can
• 21:39
  right and that for me
• 21:40
  can just be like shut down mode right
• 21:42
  and so it's been a really great thing to
• 21:47
  to try to be very self aware
• 21:48
  as I'm having conversations with clients
• 21:50
  with agents
• 21:51
  who maybe come at things differently or just
• 21:53
  you know it's just
• 21:54
  it's really helped with that part of it
• 21:56
  and I think to talking to agents when it's just
• 21:58
  if something goes bad
• 21:59
  we automatically assume what the agents
• 22:01
  this or they're not doing this
• 22:02
  or they're like well
• 22:03
  let's look at it from their lens
• 22:04
  or we have no idea really
• 22:05
  what's going on or what they're bringing to the table
• 22:07
  in this conversation yeah
• 22:10
  I think really I mean
• 22:10
  all 10 of those qualities are really important
• 22:13
  but those three if you can really dial it in
• 22:15
  think about if you were the CEO of your company
• 22:18
  and you showed up on
• 22:19
  and did your calendar every single day right
• 22:21
  and you did the work you were disciplined in that work
• 22:25
  and then you are self aware enough
• 22:27
  when you're having conversations with people
• 22:29
  to know where they are how you can help them
• 22:31
  like your conversion rates would go higher
• 22:33
  so I think about those three
• 22:35
  and the results that potentially
• 22:36
  you would have from just focusing on those
• 22:39
  like I'd be
• 22:40
  I'd be blessed to have you know
• 22:42
  that type of agent on the team
• 22:44
  they're hired yeah right
• 22:46
  I agree absolutely
• 22:48
  so I do geek out at numbers
• 22:50
  I know she does I know that
• 22:51
  I said that I don't
• 22:52
  agents think that I'm always looking
• 22:53
  and knowing the right price for a home
• 22:55
  but I do love numbers I love education of that
• 22:59
  and so
• 23:01
  I think when sales start to decrease a little bit
• 23:04
  people start talking about the interest rates
• 23:06
  you know
• 23:07
  there's like a misconception of who's buying and who's
• 23:10
  who's selling and what price points
• 23:12
  buying and selling
• 23:13
  and there's been an increase in our luxury market here
• 23:16
  um in the capital over the last two months
• 23:19
  and so makes about 10% of the sales
• 23:21
  when I say luxury in our market
• 23:23
  it's about 850 thousand plus
• 23:25
  I would say we definitely
• 23:26
  we have you know
• 23:27
  some three four
• 23:28
  five million dollar houses
• 23:29
  but really
• 23:29
  we're probably between that sweet spot of eight
• 23:31
  50 and two and a half million right
• 23:33
  it used to be an 8:50
• 23:35
  now is not what 8:50 even was five years ago
• 23:37
  so I'd probably say even more
• 23:38
  our house is not what it used to be anymore exactly
• 23:41
  but for this report that I look at
• 23:44
  he lumps in that 8:50 in there
• 23:47
  so it was just really interesting to see
• 23:49
  that the luxury market is still holding really
• 23:53
  really tight and I just um
• 23:55
  while I was having lunch I was scrolling on Facebook
• 23:57
  sorry
• 23:58
  that wasn't probably a very good thing to be doing
• 24:00
  just kidding
• 24:01
  but somebody was reading with new construction
• 24:04
  he said the same thing
• 24:05
  that in new construction right now that uh
• 24:08
  the 3 400 thousands are selling
• 24:10
  because they have so many incentives
• 24:11
  and great for first time home buyers
• 24:12
  the luxury market selling
• 24:14
  but we have so many five six seven
• 24:16
  eight hundred thousand dollars right now
• 24:18
  that there are so many choices for buyers
• 24:20
  and they are being a little bit more choosier in there
• 24:23
  so they're having to to compete
• 24:25
  and that those price points of new construction
• 24:27
  they're having to really lower their prices
• 24:28
  so he's saying if you are a buyer in that five six
• 24:30
  seven hundred thousand there are some deals to be had
• 24:34
  what about resale
• 24:37
  that's so subjective to the submarket small
• 24:40
  you know so like
• 24:40
  right now we've got agents in Cary North Carolina
• 24:42
  like their listings and their buyers are
• 24:44
  you know it's multiple offers
• 24:46
  if you're a little bit further out from
• 24:47
  from Raleigh it
• 24:48
  they can be sitting a little bit longer
• 24:51
  but in our market right here in Kearny
• 24:53
  where our office is multiple offers
• 24:55
  we had I think
• 24:56
  four different agents writing offers this weekend
• 24:59
  all in multiple offer situation
• 25:01
  two plus offers and they all won
• 25:03
  I'd like to say those are first hello
• 25:07
  oh no
• 25:08
  but um
• 25:08
  but yeah
• 25:09
  but that was in that was in Carrie yeah
• 25:11
  so Raleigh two for sure
• 25:12
  but some of the more in the outskirts
• 25:14
  it's not happening as much
• 25:15
  unless it's a unicorn property
• 25:16
  for sure
• 25:16
  so anything
• 25:18
  what about for the capital
• 25:19
  I'm excuse me
• 25:20
  the coast ma'am
• 25:20
  yeah I mean
• 25:21
  I feel like it's there's some similarities there
• 25:24
  you know I think we've got some
• 25:25
  some tired beach houses I think
• 25:28
  the ones that have not been updated
• 25:29
  for a really long time um
• 25:32
  that are probably overpriced
• 25:34
  those are really just they're sitting
• 25:37
  you know there's some folks that don't necessarily need
• 25:40
  a oceanfront beach house for $3 million so um
• 25:44
  we are seeing some negative pressure on prices there
• 25:47
  um inventory
• 25:48
  it has increased and I would agree with you and that um
• 25:51
  I was working with some folks this past weekend
• 25:54
  and they've been really slow in some ways
• 25:56
  because they're like well
• 25:57
  we'll just go out Monday
• 25:58
  and look at another batch of houses
• 26:00
  because they can because there's been a lot
• 26:03
  and then there's some
• 26:04
  that have been sitting on the market for 200 days
• 26:06
  and 180 days um
• 26:08
  but then this weekend was funny
• 26:10
  of course we were getting ready to make an offer on one
• 26:12
  and it went under contract
• 26:13
  mm hmm so it's like
• 26:14
  spring market is here
• 26:16
  and so what was unique about that one in particular
• 26:18
  which I think we're seeing
• 26:20
  all the comps I could pull were around 4:50 to 4:59
• 26:24
  this house is already priced at 4:25
• 26:27
  so their thought to me was like
• 26:28
  why are they not reducing the price
• 26:30
  like they were waiting for that again
• 26:32
  I was like they're already really below all the comps
• 26:35
  so I don't blame them at this point
• 26:37
  they're thinking we just need to be patient
• 26:39
  mm hmm and sure enough
• 26:42
  we submitted an offer
• 26:43
  and another offer comes in at the same time
• 26:45
  because the
• 26:46
  the market recognized this one is an anomaly
• 26:48
  it's priced lower than than what it should be
• 26:51
  we won that one as well congratulations thank you
• 26:56
  but yeah the market's really changing right now
• 26:58
  like it's
• 26:58
  I feel like
• 26:59
  you've got to do some deep dives in the micro markets
• 27:02
  and the price points really matter too
• 27:04
  alright good question
• 27:05
  No. 1 okay
• 27:06
  what is one daily habit every top
• 27:09
  producing agent does or has
• 27:14
  it's all about conversations
• 27:15
  I think every top agent knows
• 27:18
  that they have got to talk to people about real estate
• 27:20
  every single day
• 27:21
  so I ride around with my little trusty clipboard
• 27:24
  if you know me you
• 27:25
  you know it and I have a list of people that I'm um
• 27:29
  kind of working or we are having conversations
• 27:32
  and so when I'm in the car and I've got a moment
• 27:34
  I look at my trusty clipboard
• 27:35
  and it tells me who I need to call
• 27:37
  and so as I'm driving I'm making phone calls
• 27:39
  so that's my prospecting it's a little bit different
• 27:41
  so we did not look at these together
• 27:43
  by the way and so I have follow up every single day
• 27:47
  same thing top producing agent
• 27:49
  they're top producing
• 27:50
  because they always have somebody in their pipeline
• 27:52
  active under contract closed
• 27:53
  active under contract closed
• 27:55
  because they're following up every single day
• 27:57
  yeah and their CRM love it
• 27:59
  or like
• 27:59
  whatever on the same page
• 28:00
  we listen they don't believe us
• 28:02
  but we did not look at these
• 28:03
  I know I'm having trouble reading my um
• 28:06
  my my handwriting at the moment
• 28:07
  sorry about that um
• 28:11
  what would instantly improve most agents
• 28:14
  business right now
• 28:16
  so we've already talked about this some today
• 28:18
  but again it's time blocking
• 28:20
  I know we're all busy we're all parents
• 28:22
  we're all husbands wives
• 28:25
  business owners we everybody
• 28:27
  I think right now is working at such a crazy pace right
• 28:30
  but there's not a single person that is so busy
• 28:35
  that they can't take the time to block out some time
• 28:38
  to really connect and talk to people
• 28:41
  if you did only one thing a day
• 28:43
  is block out two hours a day
• 28:45
  and just focus it
• 28:46
  solely on making phone calls and talking to people
• 28:49
  you'd have a big business
• 28:51
  mmm hmm
• 28:51
  love it that's something a little bit differently
• 28:54
  I think I was thinking it's more so well
• 28:56
  it's similar
• 28:57
  but tracking the conversations that you're having
• 28:59
  and being Uber specific
• 29:01
  on those conversations you're having
• 29:03
  writing really specific notes
• 29:04
  because
• 29:05
  that's how you know how to pick up the next time
• 29:06
  so it's not just hey
• 29:07
  I'm checking in or hey
• 29:08
  I'm following up just writing a note in the CRM correct
• 29:12
  amazing
• 29:13
  that's a novel idea Pamela
• 29:15
  actually put notes in your CRM so you go back to them
• 29:18
  I mean Lord have mercy
• 29:20
  who would think I don't know right
• 29:22
  um
• 29:24
  oh I like this question
• 29:25
  what do you think agents think matters
• 29:29
  but really doesn't in their business
• 29:32
  oh
• 29:33
  so I knew you'd like this one
• 29:37
  yeah I mean
• 29:38
  I think they think
• 29:39
  the fancy brochures and the fancy printed stuff
• 29:43
  I wrote that down
• 29:43
  cause I knew that's what she was gonna say
• 29:45
  I mean I literally love marketing
• 29:47
  I really really
• 29:48
  honest to god do but I think there's a place for that
• 29:50
  right I think once you've established yourself
• 29:53
  then go put the billboard up
• 29:54
  but when you're brand new
• 29:57
  nobody knows who you are they don't care
• 29:59
  so again
• 30:00
  I think they focus on the pretty shiny
• 30:01
  the expensive things and ultimately
• 30:03
  in the end of the business
• 30:04
  that I it makes a difference down the road
• 30:06
  but not for most agents
• 30:08
  and I'm gonna put you on the spot
• 30:10
  what do you call that
• 30:12
  that agents do when they're worried
• 30:13
  oh it's creative avoidance
• 30:14
  there you go I knew it
• 30:15
  creative avoidance can you tell that
• 30:17
  she was my mentor when I started out in this business
• 30:20
  back in the day I see you on camera
• 30:22
  I know how much time and energy and effort y'all are
• 30:26
  are building on things that
• 30:28
  literally are not gonna move your business forward
• 30:30
  no but let's be real
• 30:31
  you know cause we are of a different generation
• 30:33
  maybe of some of the agents
• 30:34
  so I think that we're assuming
• 30:35
  it takes them as long in Canva as it does us
• 30:38
  oh my god
• 30:40
  too shy okay just
• 30:42
  I mean they're still taking too much time in there
• 30:43
  but I'm just it's a dark hole
• 30:45
  it's a very dark hole
• 30:46
  that I try not to ever be a part of
• 30:48
  but I mean
• 30:48
  I literally don't think I've ever won a listing
• 30:52
  based on a brochure I think I lost one
• 30:55
  maybe on not having enough printed material
• 30:58
  I'll I'll fall on the sword for that one
• 31:00
  it was a luxury one it was a
• 31:01
  it was a thing but she's still bitter
• 31:04
  I'm still bitter but
• 31:05
  I literally have redesigned all of our brochures
• 31:07
  because of that experience
• 31:08
  I was gonna say I'm so glad you're honest
• 31:11
  she came home from that and she called me
• 31:12
  and all of a sudden we have a marketing department
• 31:14
  and we have all new marketing flyers
• 31:16
  and we're ready to go just for the I don't like to lose
• 31:20
  but I mean all the other ones right
• 31:23
  have been just due to connections and conversations
• 31:26
  and all those things so mine was
• 31:28
  I knew yours gonna be the branding
• 31:29
  and the perfect thing just again from conversations
• 31:31
  and mine was because I was this agent
• 31:34
  thought that I had to be perfect and know everything
• 31:36
  before I could have the conversation
• 31:37
  I couldn't go on a listing appointment
• 31:39
  until I knew exactly what to say
• 31:41
  and so that that analysis paralysis
• 31:43
  so I can remember and
• 31:45
  you just never Learned how to do it until you did it
• 31:47
  and I sucked on my first one
• 31:51
  probably my second and third
• 31:52
  but again that's how I got better
• 31:54
  cause I knew I just
• 31:55
  I did not like feeling that way
• 31:57
  you don't like to lose I do not like to be embarrassed
• 31:58
  I do not like to not know an answer
• 32:00
  that comes that research part of me
• 32:02
  and um
• 32:03
  so that was a feeling that motivated me
• 32:05
  more than anything going yep
• 32:06
  I'm not walking back into that house feeling that way
• 32:08
  next time yeah
• 32:09
  so love it okay Pam
• 32:12
  what is your non negotiable
• 32:14
  non negotiable in your schedule
• 32:19
  it's my morning time like
• 32:21
  I think the older that I've gotten
• 32:23
  the morning really is super important to me
• 32:25
  and it's not just the calls
• 32:27
  it's the getting myself right and ready for the day
• 32:31
  and that looks different for different people
• 32:33
  and I also find that most real estate agents
• 32:36
  don't really start working till about 11 haha
• 32:40
  um
• 32:41
  you know I'm not lying haha
• 32:43
  and so that morning time again I I
• 32:47
  I actually sit with my husband in the morning
• 32:49
  we spend about an hour together
• 32:51
  um I have my little dog
• 32:52
  because he blinks my blood pressure down
• 32:55
  rather significantly he's very important to me
• 32:58
  um and then I feel like I'm ready right
• 33:00
  so then I get up I get dressed I
• 33:03
  I get dressed if I'm sitting in my home all day
• 33:06
  like I'm going to a professional CEO job
• 33:10
  I do my hair I do all of it
• 33:12
  there's rarely a day that I don't
• 33:13
  you know I'm like in the dumps if I'm not
• 33:16
  but I treat it like it's a job
• 33:18
  and so that morning routine and getting ready
• 33:20
  it gets my mind right it's non negotiable for me
• 33:23
  hmm what about you
• 33:24
  Mine's moving my body at some point
• 33:26
  you know if I don't do first thing in the morning
• 33:27
  I think I'm gonna get to in the afternoon
• 33:29
  and then just the day goes sideways
• 33:32
  but if I time block in the morning and it's just I
• 33:34
  I think better I have better answers
• 33:36
  I just all the things and it's just
• 33:38
  so I'm definitely a morning person
• 33:41
  absolutely alright
• 33:42
  my last real talk rapid fire question is
• 33:47
  what is the one thing that you are
• 33:49
  an agent should stop doing immediately
• 33:53
  overthinking every damn thing
• 33:56
  she didn't know what she wanted to say on that one
• 33:58
  did she
• 34:01
  I mean I love you guys
• 34:02
  and I see there's so many people that man
• 34:05
  I see so many like
• 34:06
  great qualities about them
• 34:07
  like they're good people
• 34:08
  they lead from the right places
• 34:10
  they're super smart um
• 34:11
  all the things right
• 34:13
  like you see the little ingredients all lining up
• 34:16
  and then
• 34:16
  I'll also watch you talk yourself out of business
• 34:19
  talk yourself out of opportunity
• 34:21
  talk yourself out of all of it
• 34:24
  and if I could just shake people and just go
• 34:26
  who cares
• 34:28
  who cares wanted enough for you to be uncomfortable
• 34:31
  and just do it and I hope we create an environment
• 34:35
  that makes people feel safe enough
• 34:38
  to take those chances and so if they mess up hey
• 34:42
  we're here it's fine
• 34:43
  I mean you and I'd laugh at each other a lot
• 34:45
  which I I hope is helpful to kind of demonstrate that
• 34:48
  but that's my wish
• 34:50
  oh I don't know
• 34:52
  I feel like I got choked up a little bit there
• 34:54
  that was that was really
• 34:56
  um mine is not as
• 34:57
  as good as that one I was just
• 34:58
  you know waiting until you're ready
• 35:00
  yeah stop waiting until you're ready
• 35:02
  cause you will never get ready to get started
• 35:04
  to get ready to get going
• 35:05
  we all do it right
• 35:07
  and so
• 35:07
  if we waited to do this until we were ready to stop
• 35:10
  you know well
• 35:11
  this is probably a poor example
• 35:13
  cause this just took taking us like
• 35:14
  two years to get it ready
• 35:16
  so don't pay attention to this piece
• 35:19
  she's not lying okay
• 35:21
  alright Mackenzie
• 35:22
  Mm hmm what was your win for the week
• 35:25
  so I thought about this one
• 35:27
  my win for the week is a win for somebody else
• 35:29
  I literally was having a conversation with an agent
• 35:32
  and I saw the flip switch cause we were
• 35:36
  is a zoom where they I'm gonna bet on myself
• 35:40
  I'm gonna do it I'm gonna put myself out there
• 35:44
  I feel like this is a safe place for me to fail
• 35:47
  and it was calling somebody
• 35:49
  they're like well
• 35:49
  I'm just gonna text email
• 35:50
  nope you gotta call them
• 35:52
  yeah but they haven't replied
• 35:52
  nope you gotta call them
• 35:54
  what should I do you gotta call them
• 35:56
  you know just talking themselves out of it
• 35:58
  and she looked at me and she was like
• 35:59
  I gotta call him don't
• 36:00
  I'm like yep
• 36:02
  I can't she
• 36:03
  will you do it for me nope
• 36:06
  what do I say you'll know what to say
• 36:08
  can you write a script nope
• 36:09
  it'll sound like a script
• 36:11
  just ask this question and get started
• 36:13
  and she did it and just to see you you
• 36:16
  she's like I can
• 36:17
  it was just this light bulb
• 36:18
  and it just I don't know
• 36:19
  that just that was a huge
• 36:21
  huge one for me because going back to motivation
• 36:24
  that's intrinsic I can't
• 36:25
  we can want it for them
• 36:27
  and will them to want to do it so badly
• 36:29
  but there's something has to flip it on you
• 36:31
  that you're ready to take that bet on yourself
• 36:33
  so that was my win today or this week
• 36:35
  what about you mm hmm
• 36:37
  um you know
• 36:38
  I had this moment
• 36:40
  I've been having a lot of these here recently and
• 36:42
  but they're in different phases
• 36:44
  of
• 36:45
  knowing that we've put together such an amazing team
• 36:49
  and it's not just the agents
• 36:51
  but I'm talking like
• 36:52
  Debra's here with us today
• 36:54
  um shout out to Debra
• 36:56
  Debra um
• 36:57
  but a mod um
• 36:59
  Tara um
• 37:01
  our admin oh
• 37:02
  my god like
• 37:03
  we have been like
• 37:04
  blessed with people that care
• 37:07
  like legitimately care
• 37:09
  like
• 37:10
  they see whatever craziness that we're trying to do
• 37:12
  and I think have bought in on whatever that is
• 37:15
  and yeah
• 37:17
  I was sitting on a marketing call yesterday and like
• 37:19
  I could just tell
• 37:20
  I could just hear the passion in Tara's voice about
• 37:23
  she really wants to get it right
• 37:24
  you know and she
• 37:25
  she really cares
• 37:26
  and I don't know what we've done to deserve it but um
• 37:29
  I don't know I just feels
• 37:31
  you're your feels today right
• 37:33
  what is champagne
• 37:34
  I don't know what's happening right now
• 37:35
  champagne and I'm tired
• 37:38
  not to discount anything that you just said
• 37:41
  but I'm just like
• 37:42
  what is happening right now
• 37:43
  but it's a it is a proud moment
• 37:45
  like it's um yeah
• 37:47
  I mean it's
• 37:48
  well you're
• 37:48
  I can tell you you're
• 37:49
  you're incredibly easy to follow
• 37:51
  um and I agree
• 37:53
  they want us they want to be part of that success and
• 37:57
  yeah cause I think we
• 37:58
  we bring people with us
• 37:59
  and so just know that that's all you
• 38:02
  you've created that it started couple years ago
• 38:05
  and you reached out and we had a conversation
• 38:07
  and so just now thank you
• 38:10
  you're welcome we're still
• 38:11
  we're still crazy
• 38:12
  but there's moments now that I think we look up
• 38:14
  and it's like holy shit
• 38:16
  we're doing this okay
• 38:17
  for the record on this podcast
• 38:19
  I don't know who's watching this and you're listening
• 38:21
  but
• 38:22
  no
• 38:24
  I'm sorry
• 38:25
  shocked right now that we got to only the third episode
• 38:27
  and it's you who has cried and not me
• 38:30
  I mean damn
• 38:31
  I thank you
• 38:33
  I'm tired now
• 38:35
  nope I'm just putting it out there for the universe
• 38:38
  that absolutely was gonna be me
• 38:40
  and it's only the third one
• 38:42
  and I'm just like I'm having
• 38:43
  I'm sorry
• 38:44
  I'm just having my own little moment right now
• 38:45
  my high for next week is going to be
• 38:47
  just kidding
• 38:50
  I got to watch her cry she cried before I did
• 38:54
  she's in her feels
• 39:00
  oh my gosh
• 39:01
  that's so funny
• 39:02
  we're gonna close this baby out
• 39:04
  all right so
• 39:06
  tool of the week oh yeah
• 39:07
  I forgot about the tool of the week
• 39:09
  mm hmm
• 39:10
  so the only thing I could think of this week
• 39:12
  that was very tool driven
• 39:14
  was Carrie on our team reached out
• 39:16
  she goes girl
• 39:17
  these flip books are amazing
• 39:20
  she's she was going on a listing appointment
• 39:22
  she sent them the link and like
• 39:24
  nothing gives me more joy than to just get that quick
• 39:27
  little text of this is amazing
• 39:29
  thank you for that and it's so simple
• 39:32
  it is not tacky but agents out there
• 39:34
  if you've got like
• 39:35
  Pdfs that look janky when you send them as a PDF
• 39:38
  and people open them up
• 39:40
  and they don't know if they're scrolling or whatever
• 39:41
  or if you're doing a zoom call
• 39:42
  and it looks kind of weird
• 39:44
  check it out it's
• 39:45
  I mean
• 39:45
  there's a million different companies that will do them
• 39:49
  and they really make a difference
• 39:50
  so anyway
• 39:51
  that's my little tech win
• 39:52
  what about yours
• 39:54
  a tech win I'm just so thankful for notion and our
• 39:58
  in this week really
• 40:00
  the last two weeks and our internal um
• 40:04
  website I guess we call it right
• 40:06
  that we have so we
• 40:07
  I never heard of notion until you showed it to me
• 40:08
  now everyone's like oh
• 40:09
  I have notion oh
• 40:10
  I know notion I was like
• 40:11
  where the hell were we that we didn't so
• 40:14
  but our internal website where I can say to agents
• 40:17
  very lovingly and not passive aggressively
• 40:20
  did you check notion
• 40:22
  pretty sure it's on first page of notion
• 40:23
  did you check under the marketing department
• 40:25
  did you look at the transaction right
• 40:27
  that's hopefully taking place of the
• 40:29
  I got a minutes right
• 40:30
  did you got a minute so
• 40:32
  and I'm getting better at like hmm
• 40:34
  I think that's on notion and if it's not
• 40:36
  I will do the call out and I'm like here
• 40:37
  it's not on notion but that the link is right there
• 40:40
  we will add it on there so this week
• 40:42
  I just was very thankful for notion
• 40:44
  to be able to find something easy and just to
• 40:46
  and the agents I think are
• 40:47
  I know the agents are appreciating it and going there
• 40:50
  so that was my love it tech moment for the week
• 40:52
  yeah absolutely
• 40:54
  alright so now we're gonna close this thing out right
• 40:57
  so what is one tactical thing
• 40:59
  from either what we've talked about on this episode
• 41:02
  or kind of what we've seen
• 41:03
  what's one tactical thing that an agent can um
• 41:06
  can bring can take with them for this next week
• 41:09
  yeah I mean
• 41:10
  I think I've mentioned it probably
• 41:11
  three times on this podcast today
• 41:13
  but it it to wrap up again the
• 41:16
  the take home for me and the difference maker
• 41:18
  I think in my business has been to own your schedule
• 41:22
  Mackenzie and I both are in Google
• 41:24
  I see her calendar she sees mine
• 41:27
  if it is not on the calendar
• 41:29
  it does not get done it doesn't exist
• 41:32
  oh exactly right
• 41:33
  and I'll be honest we
• 41:34
  I mean we're at that lovely age
• 41:35
  where it is not uncommon to just
• 41:37
  totally forget something
• 41:39
  but we are diligent about having all the appointments
• 41:42
  but then also we've got like
• 41:44
  ideal work schedules
• 41:45
  we've got something plugged in there too
• 41:47
  so I know if somebody needs me
• 41:49
  we go oh
• 41:50
  I'm sorry I can't do that day
• 41:51
  can you do this day instead
• 41:53
  because like
• 41:53
  we block out for interviews and
• 41:55
  and all sorts of things there too
• 41:56
  so own your business
• 41:58
  stop being so reactive to everything that happens
• 42:01
  and then dropping everything
• 42:02
  and then scurrying over here and taking care of this
• 42:06
  own your business I mean
• 42:07
  I don't know of a gynecologist that I can call and like
• 42:10
  Jack her schedule up like
• 42:13
  of all the doctors that you could have just
• 42:17
  sorry I don't know why that made me laugh
• 42:21
  but be a business owner be a professional
• 42:23
  mmm hmm
• 42:24
  so along those lines thinking about
• 42:26
  what we think would be a strong candidate for our team
• 42:31
  is to look at where your business has come from
• 42:35
  the last three transactions
• 42:37
  and source of business and then look at your calendar
• 42:40
  and see if that's what you're working on
• 42:42
  and your calendar every day
• 42:43
  and if you're not
• 42:44
  what can you take out of your calendar
• 42:46
  and double down on where that business is coming from
• 42:49
  because that is what you should be working on
• 42:51
  not what I tell you to work on
• 42:53
  not what you not what the internet tells you
• 42:55
  not what the next coach tells you
• 42:56
  but where's your business coming from
• 42:58
  there's a thousand ways to do this and double down
• 43:01
  and then if you wanna get better at it
• 43:04
  then go find resources or call Pam and I yeah
• 43:07
  build the skill build the skill
• 43:08
  so that would be my one tactical thing
• 43:10
  love it that's great
• 43:11
  well cheers to getting through this week
• 43:13
  even though it's only Tuesday
• 43:15
  we'll see what happens exactly
• 43:17
  and we will see you next time
• 43:18
  for our next episode of Real Talk Real Agents